naifa houston april 2011_newsletter.pdfnaifa houston - officers & directors 2010-2011 naifa...
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FORMERLY THE HOUSTON ASSOCIATION OF LIFE UNDERWRITERS
NAIFA Houston
MONTHLY LUNCHEON
NAIFA Houston Bulletin Volume 13 Number 4
WEBSITES:
www.naifa.org
www.naifa-texas.org
www.naifahouston.org
OUR
NAME
HAS
CHANGED!
Houston Racquet Club10709 Memorial Drive
(East of Voss)
Like Your BusinessWe Need Referrals.
Have You Referred a Member This Month?
Look for the
“MAgIC” Word
Lone Star Symposium
Thursday April 14th
10 AM — 2 PM
1 Hour of CE Approved
Coming June 9th
4 HourAnnuity Certification
ClassMore Details Next Month!
April 2011
In This Issue... NAIFA Quality Award ...........................................Page 8
2nd Annual “Bowling Bash” ...........................Page 10
Lone Star Symposium ...........................................Page 11
Advocacy Briefs - 2011.........................................Page12-13
MDRT Minute .......................................................Page15
IFAPAC Form - Soooo Easy! ...........................Page17
Association CE Credit Form & Tips ..................Page 20-21
Texas Career Conference & Annual Meeting ..Page 22-23
2011 Manager’s Award .......................................Page24
Elite Marketing Helps Solve the Insurance Puzzle
For More Information Call: Robert Ledman713/507-1027
GROUP VISION
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We Can Help You Put All the Pieces Together!
Securities and Investment Advisory Services offered through ING Financial Partners, Member SIPC Elite Marketing Group, Insurance Designers of Houston is not a subsidiary of nor controlled by ING Financial Partners.
Issue 4April 11 2
Van Land, RFC, LUTCF
“The Direct Connection Between NAIFA Advocacy & Your Bottom Line”
Van has been a NAIFA member since 1977 and has chaired the NAIFAmembe s ip committee for the past two years. The recipient of numerous awards Van also serves on the Georgia Insurance
ommissioner s Advisory CouncilC
John F. Nichols, CLU
The Miracles ofIncome Protection”
John serves as NAIFA National Board Trustee. He is a 10 year MDRT member with two Court of the Table and three Top of the table Qualifications. In 2010 John was named LIFE’s industry Spokesperson for Disability Awareness Month.
Brian Ashe, CLU
Why MDRT
Brian is a 39 year member & Past President of MDRT with 9 Court of the Table & 4 Top of the Table honors. He is the Treasurer of the Life & Health Insurance Foundation for Education. His articles & comments have appeared in publications, including the Wall Street Journal, National Underwriter & Life & Health Insurance Sales.
Mitch Ostrove, CLU, ChFC
“If Not Now, When?”
Mitch is a life & qualifying member of the MDRT (42 years), served on the Board of the Top of The Table, chaired the Estate Planning sessions for its annual meeting, chaired the number one rated Main Platform for the 2001 annual meeting, as well as serving and chairing on several othercommittees.
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April 11 Issue 43
NAIFA Houston - Officers & Directors 2010-2011
NAIFA HoustonEditorial and Advertising Office
3200 Wilcrest Drive, Suite 480 Houston, Texas 77042www.naifahouston.org
713 526 5331 • Fax 713 526 2911The NAIFA Houston bulletin is published 12 times per year by the National Association of Insurance and Financial Advisors Houston. The NAIFA Houston bulletin publishes articles and advertisements to inform and educate our members. Unless specifically stated, the publishing of an article or an advertisement does not imply endorsement by NAIFA Hous-ton, or either the views expressed or the products advertised. And while every effort is made to verify the correctness of the information, NAIFA Houston cannot assume responsibility for any application of information to a specific business decision. Publisher reserves the right to accept or reject all advertising material or editorial copy. Publisher assumes no responsibil-ity for return of unsolicited manuscripts, art or photographs. Reprinting of articles is permitted. An acknowledgement to NAIFA Houston is requested. All submissions are welcome.
National Association of Insurance and Financial Advisors ............................800-866-2432Million Dollar Round Table ..............................................................................847-692-6378Texas Department of Insurance ........................................................................512-463-6169NAIFA TEXAS ...................................................................................................512-716-8800
ADVERTISER INDEX
President's Message ................................................ 5Membership Corner ............................................... 7Foundation News ..................................................... 8Membership News ................................................... 9MDRT Minute ....................................................... 20Calendar of Events ................................................ 26
Advisors Financial group ....................Back CoverBenefit Concepts .....................................................16Best Networks Houston ..........................................6Elite Marketing .......................................................2Elite Marketing .....................................Back CoverEMSI ........................................................................6ExamOne .................................................................3green Bank ............................................................10Houston Advantage Insurance .............................27John Hancock ........................................................16National Life .............................................................6Pacific Life ..............................................................14Portamedic ...............................................................6State Farm - Dee Coleman .....................................6Summit Alliance ......................................................3Thom Polvogt Agency ...........................................10Trustmark Life Insurance .....................................10
EXECUTIVE DIRECTOREllie Kennedy ([email protected])IMPORTANT NUMBERS
THE BULLETIN
President Chane Reagan, LUTCF, FSSAwards Chane Reagan Financial Services
22922 Still Pond Dr. • Tomball, TX 77375 281-770-1617 • Fax 866-567-4931 Email: [email protected] Term Ends June 2012
Past President geordie M. Hrdlicka, J.D., LL.M., CFPPhotography Verde Wealth Group Technology 2323 S. Shepherd, Suite 845 • Houston, TX 77019
713-487-8105 • Fax:713-487-8106 Email: [email protected] Term Ends June 2011
President Elect Ted ErckMembership Medical Profiles – Exam OneNominations 2600 S. Gessner Rd., Suite 205 • Houston, TX 77063
832-251-3926 • Fax 832-251-3936 Email: [email protected] Term Ends June 2013
National Committeewoman Alyson J. guest, LUTCFAdvocacy MetLifeBylaws Bylaws 10333 Richmond Ave., Suite 1050 • Houston, TX 77042
832-251-5479 • Fax 832-251-2969 Email: [email protected] Term Ends October 2012
Vice President Finance Chris C. MallettBudget/ Finance State Farm InsurancePAC/ Multiline 22100 Westheimer Parkway • Katy, TX 77450
281-828-2700 • Fax 281-828-0220 Email: [email protected] Term Ends June 2012
Vice President Administration Khalid A. AlrashedTV Ads State Farm InsuranceMultiline 10245 Kempwood Dr., Suite G • Houston, TX 77043
713-777-0202 • Fax 713-777-0201 Email: [email protected] Term Ends June 2013
Vice President Operations Dixie T. green, CMFCSpeakers Invesco
11 E. Greenway Plaza, Suite 2500 • Houston, TX 77046-1173 713-214-5452 • Fax 713-626-8003 Email: [email protected] Term Ends June 2012
Executive Director Ellie KennedyAdministration NAIFA Houston
3200 Wilcrest Dr., Suite 480 • Houston, TX 77042 713-526-5331 • Fax 713-526-2911 Email: [email protected]
Director Brandon green, CLTC, LUTCFProfessional Development Allstate Financial Services, LLC
3202 Bend Willow Lane • Katy, TX 77450-1154 713-256-1154 • Fax 800-563-1716 Email: [email protected] Term Ends June 2011
Director Steve guerraGolf Tournament Pacific Life Insurance Co.Agency Cup 24 Waterway Ave., Suite 825 • The Woodlands, TX 77380
713-504-2200 • Fax 800- 823-7162 Email: [email protected] Term Ends June 2012
Director Ann Baker Ronn, LUTCFLone Star Symposium The AFP GroupMDRT Liaison 1330 Post Oak Blvd, Suite 1370 • Houston, TX 77056
713-626-9820 • Fax 713-561-8159 Email: [email protected] Term Ends June 2011
Director Peter Rothe, CLU, LUTCFSpring 2011 Event New York LifePIC Key Contacts 1330 Post Oak Blvd, Suite 1900 • Houston, TX 77056
713-624-6427 • Fax 713-963-4295 Email: [email protected] Term Ends June 2013
Director Nick VerburgtLuncheon Sponsors OneAmericaWebsite 1111 North Loop West, Suite 715 • Houston, TX 77008
713-861-7735 • Fax 713-861-7736 Email: [email protected] Term Ends June 2011
Director Darrell WolfeLuncheon Sponsors 3 Mark Financial Inc.Award Luncheon 1600 Highway 6 South, Suite 400 • Sugar Land, TX 77478
281-269-2344 • Fax 281-269-2305 Email: [email protected] Term Ends June 2013
Issue 4April 11 4
CHANE REAgANPRESIDENT'S MESSAgEWe have already started 2011 off with and bang, and I hope you have all enjoyed the opportunities we have delivered as a benefit of your local NAIFA membership.
A quick recap since January 1st: • Jan., Feb., and March - We continue to bring you the best in educational opportunities through our monthly luncheon speakers and FREE CE following each monthly luncheon. • January 31st – The 2011 CLASS of LILI (Leadership In Life Institute) began in Austin, Texas. This years’ scholarship winners were Peter Rothe of New York Life and Brandon Green of Allstate.
• January – We want to share our appreciation with Brad Willson of New York Life and Charlie Classe of MetLife for allowing us to attend their annual kick off meetings to give a presentation about why being a member of NAIFA is so important. We had new members from each of these agencies attend our DAY ON THE HILL in Austin, and they really got involved in the political aspect of our careers.
• February 1st - Moving into the 82nd Texas Legislative Session, we convened in Austin at the Capitol to spend the day building important relationships and sharing our members’ overall views of the legislative agenda. This was a huge success, and we had many NAIFA Houston members lining the halls of the Capitol to visit with local representatives and their staff.
• February 11th – The NAIFA Houston Foundation held their Charity Gala raising funds for our local children’s charities. Applications for funds will be available soon, and if you are involved with a local charity, please be sure to submit one.
• February 17th – We had our Annual Presidents Cabinet Evening Social to share our thanks for the support of our Presidents Cabinet Members.
• March 31st – We had a Spring Wine Tasting Event for networking with your fellow members.
Upcoming Events• April 7th – YAT Networking Event – Happy Hour. • April 14th – LONE STAR SYMPOSIUM “Sales Ideas and Practice Management” - From 10am to 2pm
at the Houston Racquet Club, you will get 4 great speakers: Van Land, RFC, LUTCF - “The Direct Connection Between NAIFA Advocacy and Your Bottom Line” Brian Ashe, CLU - “Why MDRT” John Nichols, CLU - “The Miracles of Income Protection” - Approved for 1 hour of CE Mitch Ostrove, CLU, ChFC - “If Not Now, When?”• May 12th – Luncheon at the Houston Racquet Club from 12:00pm to 1:00pm. Get there early to network. • ALSO May 12th – Annuity 4 Hour CE Class will run from 10 am to 3pm breaking for the luncheon
from 12pm to 1pm. • May 18th – “Annual Bowling Bash” at Club 300. If you missed it last year, you won’t want to miss it this time!• July 21st – Graduation for LILI Class of 2011 - Congrats to Peter Rothe and Brandon Green.• July 22nd, 23rd, and 24th – Our NAIFA Texas Convention is held in Clear Lake, and our very own
Stephen Ehlers will be installed as the NAIFA Texas President for 2011-2012.
In closing, you don’t have to attend a monthly luncheon, a networking event, a Lone Star Symposium, LILI, a legislative day, be a member of our political action committee or support NAIFA by being a paying member to be successful in this business. However, you must be fully committed to our profession to find true success. I don’t believe there is any better way to do this than to be a paying member of NAIFA and understand what that truly means.
Chane Reagan, LUTCF, FSSPresident 2010 - 2011
Chane Reagan
April 11 Issue 45
6551 N Eldridge Pkwy
Bus 713 983 6480 Fax 713 983 6425net
3507
Our New Websiteand
Web Address
www.naifahouston.org
“Every man owes a part of his time and money to the business or industry in which he is engaged. No man has a moral right to withhold
his support from an organization that is striving to improve conditions within his sphere.” Theodore Roosevelt
Issue 4April 11 6
MEMBERSHIP CORNER
NAIFA – Bringing Value to your Membership
A local member recently had an appointment with a prospect who was seeking information about key employee planning. Your fellow member had some basic knowledge, but really needed to have a process to explore and provide the professional services the prospect was seeking.
What did they do? They went to the NAIFA website and looked in the Virtual Library. They selected Life Insurance and Annuities under the Practice Specialty area and downloaded the Key Person Fact Finder, a 4-page questionnaire fact finder document.
With sample presentations and concept pages chosen and modified, our hero properly and systematically explained how he could help this prospect.
Under the documents area, they were able to locate and download specimen documents that can be reviewed as a starting place for attorneys to modify for their unique circumstances.
As a member of NAIFA, you now have free, unlimited 24/7 access to the NAIFA Virtual Library. Whether you are a new advisor or agent, or an experienced producer, the NAIFA Virtual Library is your key to a myriad of sales support tools and resources that will help you grow and succeed in your business.
Recently NAIFA has added two free features:
Target Market Lead Generatora
Many sales experts recommend that you target your marketing efforts toward individuals and businesses with similar backgrounds. There are several ways that this can be accomplished, from becoming involved in industry and/or civic associations to simple direct mailing…in fact whole books have been written on how to do it! [The Magic Word is Symposium]. No book here, but you will find that the TMLG can provide you with an accurate list of any category of business located in a specific zip code or city
Referral Lead Generator
Referred leads are the lifeblood of any financial services sales representative. Many sales consultants support the idea of “feeding” referred leads to your prospective referrors. The Referred Lead Generator (RLG) is designed to give you names that your referrors are likely to know...their neighbors. Further, these neighbors will probably fit your client profile since income and net worth of neighbors tend to be similar.
The Virtual Library is a central place where insurance and financial professionals can go to gain access to essential business tools designed to meet your needs, no matter what your practice specialty or product line, and organized according to your career level.
NAIFA works hard at not only protecting your business and your clients financial and insurance interests, but also in creating the best professional development opportunities and resources anywhere in the industry..
NAIFA - Now More Than Ever!
Ted ErckPresident Elect 2010 - 2011
Ted Erck
April 11 Issue 47
NatioNal associatioN of iNsuraNce aNd fiNaNcial advisors
2901 Telestar Court | Falls Church, VA 22042-1205 | 703/770-8100 | www.naifa.orgCopyright © 2011 National Association of Insurance and Financial Advisors (NAIFA). All rights reserved.
NAIFA MeMber beNeFIts brIeF: LeAders edItIoNNAIFA Helps protect Your BusINess, Grow Your BusINess ANd sAve You MoNeY
March 2011
the Naifa Quality awardNew For 2011, all of NAIFA’s industry awards are combined in one honor, the new NAIFA
Quality Award. The NAIFA Quality Award provides advisors in any career stage and in any practice
specialty 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.▲▲
Applicants have the option of meeting separate criteria in each practice specialty of Life Insurance & Annuities, Financial
Advising & Investments, Health Insurance & Employee Benefits or Multiline Sales. Applicants also may combine production
from multiple practice specialties as part of the award’s multiplier bonus system.
For More INForMAtIoN ABout tHe New NAIFA QuAlItY AwArd ANd to ApplY, vIsIt www.NAIFA.orG/QuAlItYAwArds.
NAIFA AdvocAcy HIgHlIgHt
Did you know that consumers with household incomes in the middle-market range represent a core client base of NAIFA
members? According to a LIMRA survey of NAIFA members, nearly 60% of our members’ provide affordable insurance and
financial services to clients with household incomes of $99,000 or less a year. Learn more about how NAIFA members serve
Main Street Investors.
reNew Your NAIFA MeMBersHIp todAY oNlINe At www.NAIFA.orG/reNew. to reNew oNlINe Your wIll Need Your user NAMe (NAIFA Id NuMBer) ANd pAssword
(lAst NAMe). doN’t wAIt, reNew todAY!
Updated 03/2011
The NAIFA Quality Award recognizes those members who have achieved excellence in all facets of their professional life. More than just a production award, it is meant for those practitioners who truly stand out in their communities and serve the unique needs of their clients and public with distinction.
— ike trotter, cll, casl, chfc, Naifa Member, Greenville, Ms
Issue 4April 11 8
Dear NAIFA Houston Members,
If you know anyone on this list *, please encourage them to renew their professional affiliation today. We are sure it was just an oversight on their part, but our profession suffers greatly when ALL of us don't support it. Please have them contact Ellie Kennedy at 713-526-5331 to reinstate their membership.
Thank you.
Name
Dani Scott
Charles Cortes
Aaron Freeman
Christopher McBee
Company
Horace Mann
New York Life
Oak River Financial
IMG Financial
Telephone
832-738-4722
832-525-3486
832-631-6060
832-369-9407
Sponsor
NAIFA
NAIFA
NAIFA
NAIFA
* as of 3/15/2011
MEMBER NEWS
Eddy Amrieh Kris Anthony Andaur
Richard G. Ash Rusty Batey
Deborah H. BatsonLawrence R. BellRose R. Benedict
Robin Patout Benoit Scott Allen Blackley
William E. Brandon, Jr. William T. Brewer Mark Lee Brock
Julianti Bun Carla J. Cargle Chris Carroll
Karen L. Coady Dennis A. Cohan
Jarrett Edward Cohen Shelly L. Coonrod
Patrick O. Cunningham Nicky D. Curtis, FIC Douglas A. DawsonKanishka De Silva Mumtaz Dhanani
Marc C. Doss Mark T. Dulworth
Abha Dwivedi Chukwudi Egbuonu
Craig Farrow Sue Fitzsimmons Keith Flanagan
Jeremy Frank John M. Fry
Gregory A. GardnerAdela M. Gerona
Ernest HammersleyRobert D. Harberson
Doug Hazlewood Kelly E. Hejtmancik
Paul Douglass Hinson Richard A. HollarBerneda Jo Horan
Duane P. Horne Nabila Irfan
Brian C. IshamJohn J. Jamison
Don C. Jones Jia Kim
John Kistler Wesley J. KnebelOliver K. Kneisley
Richard C. Kuriger, IVEmile H. Labuga
Rukhsana Lakhani Sean Laughlin
Melanie Vashon Manning Lisa Free Martin
Oscar F. Martinez Wade L. Mattingly
Nelva T. Maxey Christopher Mendel
Manny Molinar
Ali NasserRoy Parikh
Geetaben A. Patel Lisa Pham
Jermaine Phillips Ricque N. PokornyMerlene M. Powell
Zachery Pratt Paul F. Rhoads Gerald P. Sacks
Mark A. Salesman Donald L. Scisco
Patricia M. ShearerCasey Small
Tracey L. SpikesMark R. Stefanick
Rita T. Stroup Michael T. Stupl, Jr.
Eddie J. Sussmann, Sr. Charles T. Swindell Abbasali A. Tailor
Timothy J. Templin Ngoc H. Thang Steven Toman
Bryon TownsendTina P. Vo
Leonard Weiner Julie Welch
Kevin D. Willis R. Malcolm Wooley
Chris Young
PLEASE JOIN US IN WELCOMING THESE
NEW MEMBERS TO THE ASSOCIATION
April 11 Issue 49
Issue 4April 11 10
10:00 – 2:00 at the Houston Racquet Club with Lunch
NAIFA Houston Proudly Presents the
Lone Star Symposium
Presentations will focus on Sales Ideas & Practice Management
Presentations will focus on Salt
SAVE THE DATE! Thursday April 14, 2011
Van Land, RFC, LUTCF
“The Direct Connection Between NAIFA Advocacy & Your Bottom Line” Van has been a NAIFA member since 1977 and has chaired the NAIFA membership committee for the past two years. The recipient of numerous awards, Van also serves on the Georgia Insurance Commissioner’s Advisory Council.
John F. Nichols, CLU
“The Miracles of Income Protection” John serves as NAIFA National Board Trustee. He is a 10 year MDRT member with two Court of the Table and three Top of the table Qualifications. In 2010 John was named LIFE’s industry Spokesperson for Disability Awareness Month.
Brian Ashe, CLU
“Why MDRT”
Brian is a 39-year member & Past President of MDRT with 9 Court of the Table & 4 Top of the Table honors. He is the Treasurer of the Life & Health Insurance Foundation for Education. His articles & comments have appeared in publications, including the Wall Street Journal, National Underwriter & Life & Health Insurance Sales.
Mitch Ostrove, CLU, ChFC
“If Not Now, When?” Mitch is a life & qualifying member of the MDRT (42 years), served on the Board of the Top of The Table, chaired the Estate Planning sessions for its annual meeting, chaired the number one rated Main Platform for the 2001 annual meeting, as well as serving and chairing on several other committees.
Name ________________________________________________Company__________________________________________ Address______________________________________________ City________________________State______Zip__________ Phone__________________________________FAX________________Email________________________________________
Check payable to NAIFA Houston or Credit Card (circle one) VISA MC AMEX Discover Credit Card #______________________________________Exp Date:__________________Billing Zip Code________
Mail check to NAIFA Houston - 3200 Wilcrest Drive - Suite 480 - Houston, TX 77042 - Scan & Email to [email protected]
COST: $40 until 4/7 - $50 after 4/7 and at the door – President’s Cabinet FREE
• • • • Registration Limited to the First 150 • • • •
April 11 Issue 411
NatioNal associatioN of iNsuraNce aNd fiNaNcial advisors
AdvocAcy Brief 2011NAIFA’s Four AdvocAcy commuNIcAtIoNs:
is a biweekly summary of federal and state legislative matters that impact the business of NAIFA members.
reports on breaking legislative and regulatory matters that potentially affect your bottom line.
lets you know that URGENT NAIFA member action is needed on legislative or regulatory issues that affect you.
is a series of webinars to provide NAIFA members with timely legislative updates.
Federal IssuestAx chAlleNgesThe 75 million American families who rely on life, health, disability income and LTC insurance and qualified retirement plans for financial security have historically benefited from favorable federal tax treatment. This favorable federal tax treatment results in many of our rules being characterized as “tax expenditures.” Life insurance and annuity inside buildup; pension plan contributions; employer-provided health, DI and LTC insurance; flexible spending accounts; health savings accounts; and lower tax rates on capital gains and dividends are examples of insurance-related rules that are characterized as tax expenditures.
Many decision-makers in Washington are promoting an examination of tax expenditure rules both as a way to reduce our spiraling federal deficit and as part of fundamental tax reform. In response, NAIFA will continue—at both the grassroots “constituent lobbyist” level and in Washington—to systematically educate all members of Congress on the value to society of risk
transfer products such as life insurance, annuities, LTC and DI.
FINANcIAl servIces regulAtory reFormImplementation of the Wall Street Reform Act enacted in 2010 will continue to be a major focus for NAIFA in 2011. The Act called for various investor protection-related studies that will inform the SEC, FINRA, Congress, and state insurance and securities regulators about gaps in the regulation of financial services professionals that should be addressed. As those studies are released this year, NAIFA will continue its work to be the voice for agents and advisors who serve Middle America. NAIFA is concerned that the economic impact of excessive and duplicative regulation will result in higher costs to consumers and an erosion of affordable advice and services for middle class investors.
heAlth & employee BeNeFIts The Patient Protection and Affordable Care Act (PPACA) enacted in 2010 made significant changes to the health insurance delivery system. The new law is broad in scope and many implementation questions remain to be defined by regulations. The GOP-controlled House has voted to repeal the health care reform law, but repeal efforts will not pass the Democratic-majority Senate. In addition, the President has issued a “Statement of Administration Policy” (SAP) to veto any outright repeal.
Incremental changes to PPACA are likely– beginning with repeal of the dreaded 1099 reporting requirements. NAIFA is also actively seeking bipartisan modifications to specific provisions including:
medical loss ratio. ▲ Removal of agent compensation from the MLR calculation and transition rules are needed to ensure professionals remain in the system to assist consumers.
guaranteed issue without a strong purchase incentive. ▲ A meaningful mechanism is needed to discourage healthy individuals from waiting until they are ill or injured to purchase coverage.
3.8 percent tax on unearned income (including annuities). ▲ The price of health reform should not come at the expense of responsible consumers who plan for their retirement needs and the financial security of their families.
clAss. ▲ The new federal long-term care program will not provide the benefits necessary to meet Americans long-term care and disability income needs. We believe there are better ways to achieve these goals.
hsAs and FsAs. ▲ High-Deductible Health Plans and Health Savings Accounts (HSAs), as well as Flexible Spending Arrangements (FSAs), offer affordable coverage options for Americans to spend their health care dollars more efficiently. Individuals purchasing health insurance through exchanges should have access to cost saving HSAs. Limiting FSA contribution limits will alternatively raise health costs for individuals with high health care expenses.
protecting employer-provided health benefits should be fundamental to reform efforts. ▲ Legislation should build on the employer-based system and we remain concerned that “Free Choice” vouchers will be detrimental to employer plans by allowing workers to use employer funds to purchase plans outside the employer plan.
cost to clients. ▲ Better cost control is needed to ensure the affordability and sustainability of private insurance choices.
As implementation of these and other regulations move forward, NAIFA continues to work with regulators to ensure consumers
have access to personalized service provided by fairly-compensated professionals.
securItIes regulAtIoN
NAIFA will continue our efforts to educate securities regulators about the unique role our members serve in providing affordable
investment options to the American public. NAIFA’s securities efforts involve ongoing dialogue with SEC and FINRA officials,
(continued on next page)
Issue 4April 11 12
including all five SEC Commissioners and FINRA’s CEO Richard Ketchum about the practical impact excessive regulations
impose on Main Street financial services professionals’ and their ability to serve middle market investors. NAIFA’s chief concern
in 2011 is the possible implementation of an SEC rule imposing a fiduciary standard of care on the activities of registered
representatives. Additionally, NAIFA is actively engaged on issues such as proposed amendments to SEC Rule 12b-1, potential
new broker-dealer disclosure requirements and the SEC’s new “pay-to-play” rule.
dol proposAl to expANd deFINItIoN oF FIducIAry The Department of Labor’s (DOL’s) Employee Benefits Securities Administration (EBSA) has proposed an expanded definition
(under ERISA) of fiduciary that pulls in those who offer in vestment advice for a fee. This expanded definition could impact NAIFA
members who provide investment advice regarding a qualified plan’s assets to plan sponsors as well as to plan participants. There is
an exception to the definition if the advisor can demonstrate that the plan or plan participant being advised knows that the interests
of the advisor are adverse to the plan or its beneficiaries, and that the advisor is not promising impartial advice.
NAIFA is particularly troubled by the proposal’s characterization of the advisor’s compensation as “adverse” to a plan’s or plan
participant’s interests. NAIFA is working with the investment and retirement savings community to persuade DOL to modify
its proposed definition, which most in the investment/retirement plan community consider overbroad and potentially harmful.
NAIFA will continue its work until the issue is resolved.
state Issues commIssIoN dIsclosureNew York State Regulation 194 went into effect on January 1, 2011 and requires producers to disclose to clients whether they will
receive compensation from an insurer and, if specifically requested by the customer, provide the compensation information. The
disclosure of the amount of compensation may be stated in a number of different ways. Several of the options, if used, will likely
mitigate against the disclosure having a chilling effect on the producer’s ability to consummate the sale. NAIFA and NAIFA-NYS believe
that our efforts with the NYS Insurance Department have resulted in a regulation that will not adversely affect the sales process.
stAte heAlth exchANgesThe recently-enacted PPACA requires state-based health care exchanges to be set up by states or the federal government and to
be fully implemented in 2014. NAIFA has encouraged its state associations to actively participate in the formation of these State
Exchanges. NAIFA has developed a State Exchange Tracking System (SETS) to track the state activities and to allow a forum
in which those “on the ground” can communicate with leaders in other states to share and advance ideas, research, and policy
solutions to help each other.
stAte ActIoN oN stolI Acting in cooperation with our coalition partners, NAIFA, our state associations and their members continue to aggressively
pursue legislation in numerous states to protect seniors, maintain the integrity of the life insurance marketplace and stop the
spread of stranger-originated life insurance (STOLI) transactions. Despite intense opposition and large expenditures of both
human and financial resources by STOLI proponents, by the end of 2010, 29 states had acted to protect seniors and stop STOLI.
These efforts will continue as additional states consider STOLI-related legislation during 2011.
stAte tAxAtIoN oF lIFe INsurANceStates continue to look for ways to raise revenue in order to provide some relief from the deep deficits and budgetary problems
caused by the nation’s economic crisis. We expect that many states will continue to look to the insurance Industry and insurance
products as a possible source for part of this revenue. To respond to these challenges, in 2010 NAIFA and the ACLI formed the
State Tax Challenges Coalition to anticipate and respond to these threats as they occur.
Grassroots and PolItIcal actIon ApIc grAssroots/grAsstops NAIFA members are voters, tax payers and job creators in every Congressional District in the country; and every political
expert will tell you that there is simply no limit to the influence NAIFA members can bring to bear on critical issues. All it
takes is personal recognition of the power that resides in each NAIFA member, and the willingness to exert the power in the
most effective way. The number one priority in 2011 is to increase NAIFA’s grassroots activity throughout the country. By
strengthening NAIFA’s grassroots power, we will be better positioned to effectively respond to the historically unprecedented
federal tax, health, and financial services regulation challenges that threaten our industry.
IFApAc As one former NAIFA leader put it, ”In America, everybody has the right to be heard; but, you have to EARN the right to be taken
seriously!” Being active in electoral politics through IFAPAC is one of the reasons that NAIFA has earned the right to be taken seriously.
Since 1966, NAIFA’s Political Action Committee has been the cornerstone of NAIFA’s political affairs program. IFAPAC has
been in the top ranks of PACs in the insurance industry and ranks among the top one percent of all 4,600+ 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. Our goal is to grow that number to $3.4 million and to
increase the number of NAIFA individual IFAPAC donors.
All current NAIFA members should contribute to IFAPAC. How much depends on how much you cherish your business practice.
Updated 01/20112901 Telestar Court | Falls Church, VA 22042-1205 | 703/770-8100 | www.naifa.org
April 11 Issue 413
Pacific Life refers to Pacific Life Insurance Company and its affiliates, including Pacific Life & Annuity Company. Insurance products are issued by Pacific Life Insurance Company in all states except New York, and in New York by Pacific Life & Annuity Company. Product availability and features may vary by state. Each company is solely responsible for the financial obligations accruing under the products it issues. Product and rider guarantees are backed by the financial strength and claims paying ability of the issuing company and do not protect the value of the variable investment options. Variable insurance products are distributed by Pacific Select Distributors, Inc. (member FINRA & SIPC), a subsidiary of Pacific Life Insurance Company, and are available through licensed third-party broker-dealers.
For Broker-Dealer Use Only. Not For Use with the Public.
MKTG-OC-656 Pacific Life, Newport Beach, California
The Power to Help You Succeed.
We’re Not Guessing…We’re Offering Choices.
✦ Indexed Universal Life Insurance
✦ Universal Life Insurance
✦ Variable Universal Life Insurance
We’re Not Guessing…We’re Offering Choices.
✦ Indexed Universal Life Insurance
✦ Universal Life Insurance
✦ Variable Universal Life Insurance
Steve Guerra Field Vice President
(713) 504-2200
Gulf Coast Regional Life Office24 Waterway Ave., Suite 825
The Woodlands, TX 77380
Issue 4April 11 14
Legendary Lessons From Selling Brushes When I started out in the business at 21, I managed to sell a friend a term policy. He was a Fuller Brush Man, and he talked me into joining him to make some extra money on the side. Selling custom-made household cleaning brushes became my first training in sales and contributed greatly to my successful 60-plus years in the business. We worked 15 hours a day, six days a week, ringing hundreds of doorbells each day. I had never thought of working like that in the insurance business, but that turned my life around. After seven years, I thought, Why am I doing this — seeing all these people, getting doors slammed in my face? If I work one-tenth that hard, I could make it in the insurance business. So, I gave up Fuller Brush and became a full-time life insurance agent, working — by my standards — part time. I ended up No. 3 in my company the first year. Needs vs. wants Selling Fuller brushes, I learned that some things I’d been taught were wrong. I was told that you tell people what they need and sell it to them. The problem was they weren’t buying. It started to work when I switched from need to want. I’ve been a want salesman now for 40 years. Before I attempt to sell anything, I try to find out what people want by listening. So, instead of being a talker, I became a listener. Instead of being a need salesman, I became a want salesman. By talking to 50, 60, 70 people a day, I learned that the key was to give them a solution to their problem. I found out what they were trying to do and offered solutions instead of products. See the people. Sell yourself. The next thing that I learned is that you won’t make it in this business if you don’t see people. Most people in our industry are simply not seeing enough people. You should talk to at least 30 people a week. The biggest mistake a lot of people in our business make is trying to sell a product before they sell themselves. If they don’t buy you, they won’t buy insurance from you. The non-interview has been my primary source of prospects. My technique is to talk to everybody I ever see every day. I ask them questions instead of speaking, and if I listen to what they have to say, they’re going to begin to like me. The way they answer questions will tell you how you’re doing. If you ask if they’re married, and they answer “yep,” you’re not doing well. If they answer, “Yep. I married my high school sweetheart, and we’ve been together for...” Now, you’re doing well. When their answers are longer than your questions, they’re beginning to buy you. I didn’t learn this through company training — it came because of people exposure through my Fuller Brush experience. Norman G. Levine, CLU, ChFC, is a 37-year MDRT member with one Court of the Table and two Top of the Table qualifications. He has served as a Divisional Vice President, Chair and member of many MDRT committees and task forces and spoken at several Annual Meetings. A Gold Knight of the MDRT Foundation, Levine is a past president of numerous industry organizations and a recipient of the John Newton Russell Memorial Award and GAMA International’s Master Agency Award. The entirety of his comments made during the 2009 Annual Meeting session “Sharing Time with the Greats” is available for purchase at mdrtpowercenter.org.
Million Dollar Round Table Phone: 847.692.6378 | Fax: 847.518.8921 | Web site: www.mdrt.org
Legendary Lessons From Selling Brushes When I started out in the business at 21, I managed to sell a friend a term policy. He was a Fuller Brush Man, and he talked me into joining him to make some extra money on the side. Selling custom-made household cleaning brushes became my first training in sales and contributed greatly to my successful 60-plus years in the business. We worked 15 hours a day, six days a week, ringing hundreds of doorbells each day. I had never thought of working like that in the insurance business, but that turned my life around. After seven years, I thought, Why am I doing this — seeing all these people, getting doors slammed in my face? If I work one-tenth that hard, I could make it in the insurance business. So, I gave up Fuller Brush and became a full-time life insurance agent, working — by my standards — part time. I ended up No. 3 in my company the first year. Needs vs. wants Selling Fuller brushes, I learned that some things I’d been taught were wrong. I was told that you tell people what they need and sell it to them. The problem was they weren’t buying. It started to work when I switched from need to want. I’ve been a want salesman now for 40 years. Before I attempt to sell anything, I try to find out what people want by listening. So, instead of being a talker, I became a listener. Instead of being a need salesman, I became a want salesman. By talking to 50, 60, 70 people a day, I learned that the key was to give them a solution to their problem. I found out what they were trying to do and offered solutions instead of products. See the people. Sell yourself. The next thing that I learned is that you won’t make it in this business if you don’t see people. Most people in our industry are simply not seeing enough people. You should talk to at least 30 people a week. The biggest mistake a lot of people in our business make is trying to sell a product before they sell themselves. If they don’t buy you, they won’t buy insurance from you. The non-interview has been my primary source of prospects. My technique is to talk to everybody I ever see every day. I ask them questions instead of speaking, and if I listen to what they have to say, they’re going to begin to like me. The way they answer questions will tell you how you’re doing. If you ask if they’re married, and they answer “yep,” you’re not doing well. If they answer, “Yep. I married my high school sweetheart, and we’ve been together for...” Now, you’re doing well. When their answers are longer than your questions, they’re beginning to buy you. I didn’t learn this through company training — it came because of people exposure through my Fuller Brush experience. Norman G. Levine, CLU, ChFC, is a 37-year MDRT member with one Court of the Table and two Top of the Table qualifications. He has served as a Divisional Vice President, Chair and member of many MDRT committees and task forces and spoken at several Annual Meetings. A Gold Knight of the MDRT Foundation, Levine is a past president of numerous industry organizations and a recipient of the John Newton Russell Memorial Award and GAMA International’s Master Agency Award. The entirety of his comments made during the 2009 Annual Meeting session “Sharing Time with the Greats” is available for purchase at mdrtpowercenter.org.
Million Dollar Round Table Phone: 847.692.6378 | Fax: 847.518.8921 | Web site: www.mdrt.org
Financial To-Do List
How many times have you had a to-do list with something on it that you really did not want to do, but you did it anyway because it was on the list? For many clients, this is where insurance planning fits in. The difference is they often don’t even place it on the to-do list — they just talk about it. Investment planning and savings are fairly easy, but insurance is like walking uphill, barefoot on a gravel trail. It’s as if the client says, “I’ll do it if I really have to, but I don’t really want to.” One day I concluded that there was nothing stopping me from putting the insurance planning on their to-do list. With this realization, I changed the format of my written financial plans. While setting out the basic parameters of my assumptions, goals and calculations on the first page, the next two to three pages focus on the to-do list and what effort is required. Specifically, the financial to-do list focuses on: Short-term assets: access to cash/liquidity Medium-term assets: investments with a three-to eight-year horizon, flexible assets and real estate Long-term assets: pensions and retirement-focused assets Disability insurance Critical illness insurance or long-term care insurance Life insurance Documentation: wills, powers of attorney, trusts, etc.
Each topic is clearly outlined as to what it is, what needs to happen and what our targets should be, from lump-sum allocations and insurance levels, to monthly savings requirements. The other change I made to my process was never to expect a client to complete any paperwork when I present the financial plan. Waiting until a later meeting gives them time to absorb the information and to review the items on the to-do list over and over. They see the insurance recommendations in the same format as the savings requirements, and it all melds together as part of the plan. Thus, when we meet again for the strategy meeting to review the plan and formalize the strategies we will implement, the insurance coverage is discussed as a matter of when, not if. There is no more waffling about getting their insurance coverage in place. It was on the list along with other key items and holds just as much interest. Since I made these adjustments to my written financial plans and process, more than 95 percent of my new clients complete their needed insurance applications in the strategy meeting. And not only are the amounts of coverage solid, but there is an expectation that as their needs increase, so will the insurance — no questions asked. It is simply a matter of timing. Bryson Milley, BA, CFP is a nine-year MDRT member from Vancouver, British Columbia, Canada. Milley has earned one Court of the Table qualification. He is a member of MDRT’s Young Advisors Task Force.
Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
Financial To-Do List
How many times have you had a to-do list with something on it that you really did not want to do, but you did it anyway because it was on the list? For many clients, this is where insurance planning fits in. The difference is they often don’t even place it on the to-do list — they just talk about it. Investment planning and savings are fairly easy, but insurance is like walking uphill, barefoot on a gravel trail. It’s as if the client says, “I’ll do it if I really have to, but I don’t really want to.” One day I concluded that there was nothing stopping me from putting the insurance planning on their to-do list. With this realization, I changed the format of my written financial plans. While setting out the basic parameters of my assumptions, goals and calculations on the first page, the next two to three pages focus on the to-do list and what effort is required. Specifically, the financial to-do list focuses on: Short-term assets: access to cash/liquidity Medium-term assets: investments with a three-to eight-year horizon, flexible assets and real estate Long-term assets: pensions and retirement-focused assets Disability insurance Critical illness insurance or long-term care insurance Life insurance Documentation: wills, powers of attorney, trusts, etc.
Each topic is clearly outlined as to what it is, what needs to happen and what our targets should be, from lump-sum allocations and insurance levels, to monthly savings requirements. The other change I made to my process was never to expect a client to complete any paperwork when I present the financial plan. Waiting until a later meeting gives them time to absorb the information and to review the items on the to-do list over and over. They see the insurance recommendations in the same format as the savings requirements, and it all melds together as part of the plan. Thus, when we meet again for the strategy meeting to review the plan and formalize the strategies we will implement, the insurance coverage is discussed as a matter of when, not if. There is no more waffling about getting their insurance coverage in place. It was on the list along with other key items and holds just as much interest. Since I made these adjustments to my written financial plans and process, more than 95 percent of my new clients complete their needed insurance applications in the strategy meeting. And not only are the amounts of coverage solid, but there is an expectation that as their needs increase, so will the insurance — no questions asked. It is simply a matter of timing. Bryson Milley, BA, CFP is a nine-year MDRT member from Vancouver, British Columbia, Canada. Milley has earned one Court of the Table qualification. He is a member of MDRT’s Young Advisors Task Force.
Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
Creating Business Value by Developing a Strategic Business Think back to the last business week. How much time was spent on your business (strategic) versus in your business (operational)? If you are spending 51 percent or more of your time in your business, then you need to seriously rethink the activities you are scheduling. To create a more strategic business, you need to follow four golden rules:
Rule No. 1: Increase the number of the clients you choose to have. Many businesses realize that a number of clients waste their time. You can have the most amazing client service in the world, but if you are not being paid sufficiently for what you offer, the business is not a business, it’s a charity.
First, consider terminating your relationships with the 20 percent of your clients who you rarely enjoy working with. Second, examine your business’s marketing engine and the income it generates. Consider up to six streams of income, with a minimum of four. Streams to consider include: Personal introductions Advertising Websites Breakfast clubs Seminars Business briefings Specialized networking
Rule No. 2: Increase your transaction value. Few financial advisors think about this aspect. How would you rate your offering to clients? Have you recently asked your clients what they think of it? Do you plan meetings that open prospects’ minds to new possibilities? Do you talk about their dreams and offer real ideas of how to get what they want? Consider creating a half-day client clinic, where you meet with a cross section of your clients to get some all-important feedback to improve your offering for the future.
Rule No. 3: Increase the transaction frequency. To increase the transaction frequency, you must increase your communications with clients. If you’re not contacting your clients, other people will. Use MP3 files or video clips, in which you deliver a helpful, finance-related message. These messages can be sent via e-mail or using a service such as YouSendIt.com. I’m also in favor of newsletters, as long as they’re not called “newsletters” and the information is bright and interesting. The content should be all about how your clients can improve their financial lives and not about what you’re doing in your office. Do your best to stay in consistent, conversational contact with clients.
Rule No. 4: Create and improve your business systems. What score out of 10 would you give your business systems right now? I hired a great practice manager, Helen Sweet, who has designed simple business processes for all of us, and mini-processes within the main system for business to be submitted, phones to be answered and our team to be looked after.
Your Number 1 product is, and should be, your business. The moment you get this, you’ll start to get more sleep at night, more income, more time off and more time for quality thinking.
Michael Bell is a 15-year MDRT member from Sheffield, England. He started his own company, Results Financial, in 1998. The company now has 20 advisors and seven administrators. Bell is also a member of the Personal Finance Society and has spoken at conventions around the world. His entire 2010 Annual Meeting presentation is available at www.mdrtpowercenter.org.
Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Website: www.mdrt.org
April 11 Issue 415
NAIFA Announces New Member Benefit:Anti-Money Laundering Training Program
NAIFA is partnering with LIMRA International to offer a new Anti-Money Laundering (AML) Training Program with free
access to members. If you sell insurance products with an investment component or products that accumulate cash, the U.S.
Department of the Treasury requires you be trained to recognize possible money laundering activities. This new AML Training
Program will satisfy the rules and regulations of the U.S. Department of the Treasury and is widely endorsed by many of the
life insurance carriers who use independent producers.
Benefits of the AML Training Include:
• Industry Designed Program
• Producer Friendly • Free for NAIFA Members • Quality Assurance • Automatic Tracking • Requires Only 30 to 45 Minutes to Complete
Issue 4April 11 16
Club Type** Annual Contribution Monthly Bank Draft Capitol ....................... $5,000 ........................................... $416/month Emissary ................... $2,500 to $4,000 ........................... $210/month Diplomat .................... $1,000 to $2,499 ........................... $84/month Envoy ........................ $ 500 to $999 .............................. $42/month Statesman ................. $ 300 to $499 .............................. $25/month Ambassador .............. $ 200 to $299 .............................. $17/month Century ..................... $ 100 to $199 .............................. $8.50/month Investor ..................... $ 50 to $99 ................................ $5.00/month (minimum for bank draft) Young Advisor ........... $ 25* monthly bank draft not available
* I am a Young Advisor (40 years of age or younger), ** Club types are merely suggested amounts. or I am in my first 5 years of insurance and financial business.
▲ MONTHLY BANK DRAFT
▲ CHECK
Personal check contribution in one annual amount.
▲ CREDIT CARD
Personal credit card contribution in one annual amount.
Contributions to IFAPAC are voluntary, divided between IFAPAC-Texas and IFAPAC-National, and contributed to candidates for state elective office by IFAPAC-Texas or for federal elective office by IFAPAC-National.
IFAPAC-Texas is associated with IFAPAC-National through a federation of local, state and national trade associations. Corporate contributions to IFAPAC’s politi-cal fund are prohibited. Corporate contributions to IFA-PAC’s administrative fund are permitted. Under state and federal law, you have the right to refuse to contribute without reprisal. Contributions are not deductible as charitable contributions for federal income tax purposes.
CHECK PAYMENTS Return this form and check to: IFAPAC-National 2901 Telestar Court Falls Church, VA 22042-1205
CREDIT CARD and BANK DRAFT PAYMENTS Fax this form with completed credit card or bank draft information to: 703.770.8151. CONTRIBUTE ONLINE Go to www.naifa.org/ifapac to contribute online with credit card.
▲ Complete in full:
Name _______________________________________________________________ NAIFA ID # ___________________________________ Address _____________________________________________________________ Company ____________________________________ City _________________________________________________________________ State ____________ Zip ______________________
I hereby authorize IFAPAC to withdraw from my account the amount specified below every month. This authori-zation will remain in effect until revoked by me in writing and, until IFAPAC receives such notice, I agree that IFAPAC shall be fully protected in honoring such withdrawals. In consideration of IFAPAC’s compliance with such request and authorization, I agree that IFAPAC’s treatment of each such check and IFAPAC’s rights in respect to it, shall be the same whatsoever even though such dishonor results in the forfeiture of IFAPAC membership.
Name of depositor as shown on bank records _______________________________________________ Account Number __________________________ Amount of draft per month: $ ________________ Signature of depositor as shown on bank records ____________________________________________ Joint signature, if applicable ____________________________________________________________
ENCLOSE VOIDED CHECK!
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1. Enclosed is my personal check for: $ ________________.
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Account # _____________________________________ Expiration Date _____________ Single payment amount: $ ____________
Signature _________________________________________________________________
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4. Please enroll me in the monthly bank draft plan. Enclosed is my check for first month’s payment in the amount of: $ ____________ Complete the monthly bank draft information below.
Credit cards cannot be charged monthly.
Contribute to IFAPAC - 3 Easy Ways
April 11 Issue 417
WHO’s WATCHING?
NAIFA Houston’s Has Professional TV ADS For Members
PACKAGE 1: Company Price $5,000 1 to 5 people PACKAGE 2: Individuals $1,500 per person (total for 3 months of airing)* Minimum 4 people PACKAGE 3: Individuals $2,000 per person (total for 3 months of airing)* Minimum 3 people Choice of Cable Stations: Fox News and ESPN or CNN and ESPN Choice of Cable Areas: Inner Loop/Galleria 115,886 Households Clear Lake/Pearland 106,028 Households Katy/Sugarland 98,386 Households Woodlands/Humble/Atascocita 97,906 Households 30 Television Spots Per Month for 3 Months Total 90 Spots Aired Between 5:00 a.m. and Midnight *Monthly Payments Are Available For more information call Khalid Alrashed at 713-777-0202 or
Ellie Kennedy at 713-526-5331
Company Price $5,000 1 to 5 people
Individuals $1,500 per person (total for 3 months of airing)* Minimum 4 people
: Individuals $2,000 per person (total for 3 months of airing)* Minimum 3 people
Fox News and ESPN CNN and ESPN
: Inner Loop/Galleria 115,886 Households Clear Lake/Pearland 106,028 Households Katy/Sugarland 98,386 Households Woodlands/Humble/Atascocita 97,906 Households 30 Television Spots Per Month for 3 Months Total 90 Spots Aired Between 5:00 a.m. and Midnight *Monthly Payments Are Available For more information call Terry Murphy Nesch at 281-220-2761 or
Ellie Kennedy at 713-526-5331
Issue 4April 11 18
Advocacy efforts protecting you from the “Perfect Political Storm:”Health-care Reform, Tax Reform, and Regulatory Reform
Proven exclusive sales tools to help you grow your business
Professional development at all levels of your career
Discounts on professional products and services
Networking opportunities at the National, State, and Local level
With the insurance and financial services industry facing unprecedented legislative and regulatory changes, your involvement in the process is more imperative than
ever. It’s time for you to stand up for your business and your clients!
April 11 Issue 419
Active NAIFA-Texas / NAIFA Members Can Now Receive 4 Hours of Self-Study CE
NAIFA-Texas member and State Senator Tommy Williams from The Woodlands introduced and passed Senate Bill 265 during the Regular Session of the 79th Legislature in 2005. SB 265 is landmark legislation and was a major legislative initiative pursued by NAIFA-Texas. SB 265 authorizes the Texas Department of Insurance (TDI) to grant up to four (4) hours of continuing education credit to an agent who is an active member of a state or national insurance association. To implement Senate Bill 265, TDI adopted new rules, adding Section 19.1020 to Title 28, Texas Administrative Code. Licensees must claim CE credit under Section 19.1020 by sending TDI, or its designee, upon request, an affirmation that the licensee has completed at least the number of hours in activities the licensee is claiming for CE credit. Licensees may accumulate up to two (2) hours for reviewing educational materials provided by national or state associations in which they are members and up to four (4) hours for attending educational presentations sponsored by the state or national association. CE hours under Section 19.1020 shall apply only as self-study credit and shall not count towards the licensee’s ethics, classroom, or classroom equivalent CE requirements. Association members requesting this credit must submit to TDI an “Association Credit Form” provided by TDI. For more information, contact NAIFA-Texas CEO Des Taylor at [email protected].
TIPS:
1) Must be an active member of a state or national insurance association in good standing. TIP: Stay current on paying dues.
2) Up to two hours of credit can be earned by reviewing the educational materials from the national association. TIP: Read the NAIFA Advisor Today magazines and save them or at least save the covers.
3) Not more than four hours – the cumulative number of hours of credit claimed for attending the educational presentations. TIP: NAIFA Convention, NAIFA-Texas Convention, and TLRT Roundup presentations qualify, as do local meetings when the speaker is from NAIFA-Texas / NAIFA. Qualifying meetings will be advertised in local publications and newsletters.
4) Attending educational presentations at the Texas Leaders Round Table.
TIP: Keep handouts.
5) Attending educational presentations at the NAIFA-Texas and NAIFA conventions. TIP: Keep handouts.
Issue 4April 11 20
Texas Department of Insurance Licensing Division, Renewals, Appointments & Continuing Education Mail Code 107-1A • 333 Guadalupe • P. O. Box 149104, Austin, Texas 78714-9104 512-322-3503 telephone • 512-322-4360 fax • www.tdi.state.tx.us
Request for Association Credit Accepted by TDI See 28 Texas Administrative Code § 19.10 11(f)(g) and § 19.1020
Holders of National Professional Designations may claim credit for reviewing educational materials from the National Designation Sponsor or attendance at presentations of the National Designation Sponsor. Current members of state or national insurance associations may claim credit for reviewing educational materials from the state or national insur-ance association or attendance at presentations of the state or national insurance association. Up to two hours may be claimed for reviewing educational materials. Up to four hours may be claimed for attendance at presentations.
A maximum of four hours total may be claimed. The hours claimed, no matter how they were earned, count toward the licensee’s required Continuing Education as Self-Study credit
Texas Association C.E. credit requested by:
LICENSEE NAME
CITY STATE ZIP CODE
LICENSEE’S TELEPHONE NUMBER TDI LICENSE NUMBER
LICENSEE’S E-MAIL ADDRESS
Current member of:
Holder of National Professional Designation:
Description of Activities: (May be continued on another page)
REVIEWING/ATTENDING HOURS DATE
I affirm that I hold the above National Designation or am a member in good standing of the above state or national association and have completed at least the hours claimed in the named activities.
SIGNATURE OF LICENSE HOLDER DATE
LHL 617 Rev. 06/09 Page 1 of 1
April 11 Issue 421
Conference Packages (prices valid until June 23, 2011)*
Package #1 NAIFA-Texas Member.......................................... $295 Guest (Non-NAIFA-Texas Member) ..................... $335 Spouse ................................................................. $265 Package #2 (Does Not Include IFAPAC Reception, or Presidents’ Gala ) NAIFA-Texas Member.......................................... $245 Guest (Non-NAIFA-Texas Member) ..................... $285 Spouse ................................................................. $220 Individual/Additional Tickets: Thur. Lunch w/Exhibitors ........................................ $35 Thur. Reception w/Exhibitors ................................. $25 Fri. Breakfast .......................................................... $25 Fri. Reception & NASA Dinner ............................... $80 Sat. Legislative Lunch ............................................ $35 Sat. IFAPAC Reception & Presidents’ Gala ........... $65
Local Leadership Training ................. $FREE
Wednesday, July 20, 2011 1:00-2:00 p.m. Registration: Local Leadership Training 2:00-5:00 p.m. Local Leadership Training- Part 1
Begin with the End in Mind NAIFA Website: How to Find What You
Need When You Need It. Breakouts
Presidents-Elect Membership Advocacy
6:00- 8:00 p.m. Local Leadership Dinner
Thursday, July 21, 2011 8:00 a.m.-Noon Local Leadership Training- Part 2
Group Discussion: Sharing Ideas Group Discussion: Recruiting Speakers Breakouts
Small / Medium / Large Locals
*EARLY REGISTRATION Early registration ends June 23, 2011. All packages will increase by $50 after the early registration period.
CANCELLATION POLICY Written cancellation requests must be e-mailed to: [email protected]. Requests received on/before June 23, 2011, entitle registrants to a full refund. 50% of registration fee will be charged for requests received, June 24 - 30.
NO REFUNDS AFTER JUNE 30, 2011.
Hotel Information The 2011 NAIFA-Texas Career Conference and Annual Meeting will be held at the Hilton Houston NASA Clear Lake, 3000 NASA Road One, Houston, TX 77058
The hotel is 34 miles from George Bush Intercontinental Airport and 14 miles from Hobby Airport.
To make reservations at the discounted rate of $109 (single/double) Call (281) 333-9300. Be sure to reference our group block 'NAIFA-Texas' for the special rate. Cutoff date to receive discounted rate is July 6, 2011.
Schedule
Thursday, July 21, 2011 10:00 a.m. - 2:00 p.m. Registration/Credentialing 12:00 p.m. - 1:30 p.m. Exhibit Hall Open and Lunch 2:00 p.m. - 3:50 p.m. Speaker Series* 4:00 p.m. - 5:30 p.m. LILI 2011 Commencement Ceremony 5:30 p.m. - 7:00 p.m. Exhibit Hall Open and Cocktail Reception 6:45 p.m. - 9:30 p.m. “Free Time” transportation provided to and from Kehma Boardwalk 10:00 p.m. - YAT Social Pool Side (cash bar)
Friday, July 22, 2011 7:30 p.m. - 9:00 a.m. Exhibit Hall Open and Breakfast 9:00 a.m. - 11:50 a.m. Speaker Series* 12:00 p.m. - 5:00 p.m. “Free Time” to visit Clear Lake / Kemah CE will also be provided at this time 5:00 p.m. - 6:30 p.m. Exhibit Hall Open, Cocktail Reception and Drawings (must be present to win) 7:00 p.m. - 7:15 p.m. Board Buses to NASA Space Center 7:30 p.m. - 10:00 p.m. NASA Space Center Dinner & Presentation
Saturday, July 23, 2011 7:30 a.m. - 8:30 a.m. NAIFA-TX Past Presidents Meeting 7:30 a.m. - 8:30 a.m. YAT Breakfast 9:00 a.m. - 10:30 a.m. Candidate Forum and Town Hall Meeting 10:45 a.m. - 11:45 a.m. Speaker Series* 12:00 p.m. - 1:30 p.m. Legislative Lunch 2:00 p.m. - 5:00 p.m. Business Meeting 6:00 p.m. - 7:30 p.m. TX IFAPAC Reception 7:30 p.m. - 10:00 p.m. Presidents Gala
Sunday, July 24, 2011 8:00 a.m. -12:00 p.m. CE (optional)
*Conference Terry K. Headley LUTCF, LIC, FSS NAIFA President
Joel A. Goodhart LUTCF, CLTC, RFC, CSA, CLU, CEA, CRFA Managing Partner BIRE Financial Services
Brian Walsh CLU, ChFC, RFC President, Walsh & Nicholson Financial Group
Speakers Kevin J. Murphey M.Ed., RhD, RFC Founder Murphey Financial Services
Steve Hammer CLU, ChFC, Registered Representative Investment Advisor Representative Hammer & Associates, St. Cloud, Minn.
Ardena Gojani
Maurice “Termite” Watkins
Issue 4April 11 22
Registrant Information:
First Name _________________________________ Last Name _____________________________________ Middle Initial ________
Designations ___ LUTCF ___CLU ___ChFC ___FSS ___RHU ___CFP ___CPCU ___FLMI ___Other: _________________________
Local Association_____________________________ Position on Local Board (if any) ________________________________________
Phone # ____________________________ Email ________________________________________________________________________
First NAIFA-TX Conference? Yes _____ No______
YAT Member? Yes _____ No______
LILI Graduate? Yes _____ No______
NAIFA-TX Past President? Yes _____ No______
Voting Delegate? Yes _____ No______
2011 NAIFA-Texas Career Conference and Annual Meeting
3 Ways to Register ONLINE FAX MAIL
www.naifa-texas.org (512) 476-1932 515 Congress Ave., Ste. 1650 Austin, Texas 78701
Guest/Child/Spouse Information: Name________________________________________
Name________________________________________
Name________________________________________
Payment Information:
Check # is enclosed (please make checks out to NAIFA-Texas) Charge: □ Visa □ MasterCard □ AmEx. Card # Exp. / Name on Card: Signature:
Prices will increase by $50 after June 23, 2011
Package #1 NAIFA-TX Member $295 $ Non-NAIFA-TX Member $335 $ Spouse $265 $ Package #2 (Does Not Include IFAPAC Reception, or Presidents’ Gala ) NAIFA-TX Member $245 $ Non-Member $285 $ Spouse $220 $
Registration Fees
Individual/Additional Tickets: Prices will increase by $50 after June 23, 2011
Thursday Lunch w/Exhibitors $35 $ Reception w/Exhibitors $25 $ Friday Breakfast $25 $ Recep. & NASA Dinner $80 $ Saturday Legislative Lunch $35 $ PAC Recep. & Presidents’ Gala $65 $ TOTAL $
Yes, I will attend the Local Leadership Training
Schedule:
Wednesday, July 20, 2011
1:00-2:00 p.m. Registration Local Leadership Training
2:00-5:00 p.m. Local Leadership Training- Part 1 Begin with the End in Mind NAIFA Website: How to Find What You Need When You Need It. Breakouts
Presidents-Elect Membership Advocacy
6:00-8:00 p.m. Local Leadership Dinner
Thursday, July 21, 2011
8:00 a.m.-Noon Local Leadership Training- Part 2 Group Discussion: Sharing Ideas Group Discussion: Recruiting Speakers Breakouts
Small / Medium / Large Locals
April 11 Issue 423
NAIFA is your connection to the recognition you’ve earned. The Manager’s Membership Award recognizes organizations that support a strong financial services industry by investing in NAIFA and its efforts. Life, health and multi-line agencies and financial groups are encouraged to receive this award by ensuring that a certain percentage of their agents, based on the organization’s size, are NAIFA members.
MB-MMA-F Updated 01/2011
FEATURES OF THE AWARDS PROGRAMs All applications must be submitted online. No mailed, faxed or
emailed applications will be accepted. Any questions about this process can be sent to [email protected].
s NAIFA recognizes that many organizations have experienced consolidation into one large organization that could be miles away, or even in the next state, while still maintaining local presence and management. These local offices are encouraged to apply separately for the award, as long as they meet the qualifications as set out in the Achievement Matrix (see below) and the local applying manager is a member of GAMA. Local offices should coordinate with their organization to make sure that no duplicate applications are submitted.
s In order to recognize all deserving organizations, NAIFA uses a tiered matrix to determine which organizations have achieved award status. The tiers are as follows:
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.)
QUALiFicATiOnSs The organization manager must be an active member of NAIFA
and GAMA International. Individual agency managers are responsible for contacting their agents to determine member IDs and Membership Status.
s NAIFA ID numbers are mandatory and required for processing. The NAIFA ID number can be found on an agent’s Advisor Today mailing label. For privacy purposes, only individual members may contact the NAIFA Member Service Center to request their ID number. We are unable to provide list of NAIFA members to agencies.
s In accordance with the matrix shown, the appropriate percentage of the organization’s employees must be members in good standing of their local NAIFA association by the June 30, 2011 due date. The organization’s employees must be actively soliciting and producing life, health, multi-line insurance or other related financial services.
APPLicATiOn DEADLinEs The online application is available on the NAIFA and GAMA
websites.s All applications must be received by 11:59 p.m. (Eastern time)
on June 30, 2011 to be considered. Any application received after this time will not be considered for the award and no exceptions will be made.
s Applicants will receive email confirmation within two weeks of receipt. If you do not receive confirmation of receipt within two weeks, please contact NAIFA at [email protected] to determine if your application has been received.
REcOGniTiOns Organizations will be recognized in numerous ways for their
achievement, including recognition in NAIFA publications, on the NAIFA website, and at the NAIFA Career Conference and Annual Meeting. Additionally, achievers will receive recognition at LAMP, GAMA International’s Annual Meeting, and in the GAMA International Journal.
s Manager’s Membership Award recipients also receive a professional certificate to display, a congratulatory letter from the national presidents of NAIFA and GAMA International, a commemorative lapel pin and a gift from the Life and Health Insurance Foundation for Education (LIFE) to honor this special achievement.
s Local NAIFA associations will be encouraged to provide special recognition for the management and members of the Award recipient’s organization.
s GAMA International further recognizes Manager’s Membership Award recipients with a “plus” designation for each of their GAMA International Awards, provided that they meet all other requirements. To learn more about GAMA International’s Award Program, visit their website at www.gamaweb.com or call 888/275-0091.
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.
APPLy OnLinE AT WWW.nAiFA.ORG/MMA
the national association of insurance and financial advisors
2011 Manager’s Membership award forMerly the 100% agency award
Issue 4April 11 24
April 11 Issue 425
Calendar of Events 2011NAIFA Houston & Society FSP Combined
April 7 YAT Happy Hour 2011 12 NAIFA Houston Foundation Board Meeting - 8:30 AM NAIFA Office
14 NAIFA Houston Board Meeting 8:30AM14 NAIFA Houston Lone Star Symposium -10:00AM - Houston Racquet Club18 Passover Begins at Sundown19 Society FSP Board Meeting - 10:30AM Maggiano’s19 Society FSP Regular Luncheon - 11:30 AM Maggiano’s22 Good Friday - Office Closed24 Easter Sunday25 Easter Monday27 Society FSP Award Banquet 6:00PM
May 1-4 AALU Meeting 2011 3 Society FSP Advanced Education Seminar
8 Mother’s Day12 NAIFA Houston Board Meeting 10:00AM12 NAIFA Houston Luncheon 12 Noon - Houston Racquet Club17 Society Annual Meeting 18 NAIFA Houston Bowling Bash - 300 Houston 5:30PM30 Memorial Day - Office Closed30 82nd Texas Legislature - Last Day
June 5-8 MDRT Annual Meeting - Atlanta, GA 2011 9 NAIFA Houston Board Meeting 10:00AM
9 NAIFA Houston Luncheon 12 Noon - Houston Racquet Club19 Father’s Day 21 First Day of Summer
July 4 Independence Day - Office Closed 2011 21 Texas Leader Round Table - Clearlake, Texas
22-24 NAIFA Texas Annual Convention - Clearlake, Texas
September 5 Labor Day 2011 8 NAIFA Houston Board Meeting 10:00AM
8 NAIFA Houston Luncheon 12 Noon - Houston Racquet Club10-14 NAIFA Career Conference & Annual Meeting - Washington DC23 First day of Autumn27 Society FSP Board Meeting - 10:30AM Maggiano’s27 Society FSP Regular Luncheon - 11:30 AM Maggiano’s28-29 Rosh Hashanah
October 7 Yom Kippur 2011 10 Columbus Day
13 NAIFA Houston Board Meeting 10:00AM13 NAIFA Houston Luncheon 12 Noon - Houston Racquet Club18 Society FSP Board Meeting - 10:30AM Maggiano’s18 Society FSP Regular Luncheon - 11:30 AM Maggiano’s31 Halloween
Issue 4April 11 26
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April 11 Issue 427
NAIFA Houston
FORMERLY THE HOUSTON ASSOCIATION OF LIFE UNDERWRITERS
3200 Wilcrest Drive, Suite 480 • Houston, Texas 77042
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713-507-1019
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713-507-1029
Life Insurance Annuities Advanced Markets
Darwin Clisham
Vice President
713.659.1212 x317
Mark Salesman
Chief Oper. Officer
713.659.1212 x294
Matt Haidinyak
Illustrations
713.659.1212 x268
Lisa Stockton
Annuities
713.659.1212 x230
Biff Adams
Vice President
713.659.1212 x313
Warren Prelle
Brokerage Manager
713.659.1212 x216
3200 Southwest Freeway, Suite 1420 Houston, TX 77027 (713) 659-1212 Email: [email protected]
24 Companies
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Advanced Underwriting Assistance
22 Companies
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SPIA’s/ Linked Benefit Products
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“Let Us Take your business to the next level” Fred Prelle, CLU, ChFC, President
Issue 4April 11 28