NAIFA IS THE ONE AND ONLY INTRODUCING THE TRIANGLE TEAM
SURVEY RESULTS: THE BEST THINGS ABOUT NAIFA
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NAIFA is the One and Only NAIFA’s 10th annual Congressional Conference, with presenters including ACLI President and CEO Susan Neely and NAIFA CEO Kevin Mayeux, shows that we do advocacy like no one else can.
Congratulations to NAIFA-Ohio for being the chapter to send the most first-time attendees to Congressional Conference this year with a total of 13 members and 1 non-member. Spearheaded by NAIFA National 4 Under 40 winner and NAIFA-Columbus President, Scott Blake, who ran a scholarship program to help bring Young Advisor Team (YAT) members to Capitol Hill from the local chapter, the state of Ohio showed up ready to represent. The state was well organized and held a succinct debrief led by Congressional Conference veteran NAIFA-Ohio Present Tracy Cartwright. The NAIFA-Ohio members enjoyed a special treat from Representative Mike Carey (R-OH) ‘s office which treated them to a professional photo shoot and a tour of the
balcony of the Speaker of the House. Scott Blake did a great job in mentoring the first-time attendees and explaining how IFAPAC works and why it is critical to the business prior to Hill visits. In a short interview, we learned that Blake was taught by Bob Roach, NAIFA’s inaugural Terry Headley Lifetime Defender Award Winner from IFAPAC. Blake noted that he is merely paying it forward and working to make more advisors understand why membership, grassroots, and participation in IFAPAC is critical to being an industry professional. We thank Blake and Cartwright for their leadership in making
Ohio one of the strongest states in NAIFA Nation for consistently showing up on Capitol Hill each May!
NAIFA’S ADVISOR TODAY
Kevin Mayeux, CAE, NAIFA CEO kmayeux@naifa.org 703-770-8101
Michael Gerber COO & General Counsel mgerber@naifa.org 703-770-8190
Diane Boyle SVP, Government Relations dboyle@naifa.org 703-770-8252
Suzanne Carawan VP, Marketing & Communications scarawan@naifa.org 703-770-8402
Charmell Davis VP, Member Advancement cdavis@naifa.org 703-770-8225
Erni Davis VP, Finance edavis@naifa.org 703-770-8125
Karla Kirk VP, Growth & Revenue kkirk@naifa.org 703-770-8227
Corey Mathews, CAE VP, Member & Chapter Services cmathews@naifa.org 703-770-8404
Phu Ngo VP, Technology pngo@naifa.org 703-770-8130
NAIFA NATIONAL LEADERSHIP
President
Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP Bryon Holz & Associates bryon@bryonholz.com
President-Elect
Thomas M. Cothron, LUTCF Southern Farm Bureau Life Insurance Company tomcothron@gmail.com
Secretary Douglas B. Massey, CLU, ChFC, FSS Doug Massey Financial Services doug@dougmassey.com
Treasurer
Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, CFBS Veritas Financial LLC bjolly@vfwealth.com
Immediate Past President
Lawrence Holzberg, LUTCF, LACP Coastal Wealth lholzberg@mycoastalwealth.com
NAIFA CEO Kevin Mayeux, CAE kmayeux@naifa.org
Board of Trustees
Mark Acre, LUTCF Mark.acre@onesourcegroup.net
Dennis P. Cuccinelli, LACP dennis@dcuccinelli.com
Christopher Gandy, LACP cgandy@midwestlegacyllc.com
Aprilyn Chavez Geissler, LACP aprilyngeissler@gmail.com
Evelyn Gellar, LUTCF, RICP, CLTC egellarwifs@gmail.com
Brian J. Haney, CLTC, CFS, CIS, CFBS, LACP, CAE bhaney@thehaneycompany.com
Carina Hatfield, LUTCF, CLCS, LACP chatfield@weignerinsurance.com
Win Havir, CPCU, CLF, LUTCF, FSS, AIC, LACP Winona.havir@horacemann.com
Danny O’Connell, LACP doconnell@nextlevle.agency
ADVISOR TODAY EDITORIAL WORKING GROUP
Ike Trotter, CLU, RICP,ChFC Working Group Lead
Laurie Adams, CFP®, CLU, LUTCF, LACP
Brian Ashe, CLU, LACP
Frank Bearden, MSM, PhD, CLU, ChFC
Scott Brennan
Chris Gandy, LACP Fred Joyner
ADVISOR TODAY STAFF
Suzanne Carawan
NAIFA VP, Marketing & Communications
Mark Briscoe
NAIFA Sr. Dir., Strategic Communications
Ronan Friend
NAIFA Marketing Manager
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The heart of advocacy comes down to relationships. The best relationships are created by people who show up, who can tell a compelling story that creates an impression that lasts, and who are grateful to those that are in roles of servant leadership such as elected officials. If we understand that legislation is created by people with ideas that are collaborating and honing the bill according to input received from various groups along the way, it is easy to see why relationships matter and why you need to be one of the groups providing a voice to the way that the bill—and possible future law—is formulated, shaped, and worded. NAIFA is the group that provides a coherent, consolidated voice of our Main Street American clients to state and federal elected officials so that they can understand the impact that putting forth proposed legislation may have on the communities that we represent. Without NAIFA, the financial security of Main Street Americans is in jeopardy. We are the one and only group that consistently represents and supports middle-class Americans.
CEO CORNERFinancial security is about having trust in the system and hope for the future. When I engage in grassroots activities at the state and federal levels, I participate on behalf of my clients. I know that elected leaders are selected based on those that show up to vote and I make it one of my missions to educate my clients as to pertinent issues and reinforce why their vote at the ballot box truly matters. When I show up for my clients and bring their stories to my statehouse and to Capitol Hill, I know that my participation is directly tied to the legislation in place. I have either been on the front end to help to provide input into the language of the law, or have been on the back end to help to explain to my clients how a new law will affect their financial well-being. No matter the outcome, my clients know that I am part of the democratic process and actively bringing their needs and concerns to our elected officials so that they are heard. My involvement gives evidence that the democratic process still works which increases trust and increases the hope that my clients have for their financial future.
All politics is local as the saying goes. I know that my elected leaders know that and that they’re the most interested in hearing from their constituents in their voting districts to understand how they’re doing and what challenges they face. My work in grassroots advocacy is directly connected to being able to develop a trusted relationship with these elected officials so that they can call on me to take the temperature on their constituents’ attitudes on any given day based on a proposed bill or action. It’s the relationship between the elected leader and myself that has been developed over years of showing up and presenting myself as a resource first that is the reason for NAIFA’s long-term success. I would love to claim credit, but I have just been a willing participant in learning the NAIFA way of advocating and have been a willing participant over the years to be the voice of my community to elected officials and regulators. My participation in NAIFA grassroots at the state and federal levels has allowed me, in turn, to educate my clients as to what I am doing on their behalf in politics which has garnered deep trust with them and allowed my business to flourish.
NAIFA is excited to be moving our national headquarters to the Rosslyn neighborhood of Arlington, Virginia, just across the Potomac River from Washington, D.C. The new space is designed as a modern work environment that fosters innovation, creativity, and productivity.
The new headquarters features state-of-the-art technology, flexible workspaces,
and ample meeting rooms to support our staff and members’ needs in a cost-effective manner. Additionally, the location will provide easy access to public transportation and nearby amenities, making it a convenient location for our members, visitors, and employees.
Our new headquarters provides us with a modern, collaborative space that supports our mission to empower and
support financial advisors across the country. The new location enables us to better serve our members, reflects the pride that our members have in our association, and enhances our overall effectiveness as an organization.
NAIFA moved into the new space in June and we will hold a formal ribbon-cutting ceremony later this year.
NAIFA is the One and Only when it comes to our unmatched advocacy influence. More than 500 insurance and financial advisors from all over the United States gathered in Washington, D.C., in late May for the 10th annual Congressional Conference. They received policy briefings and grassroots advocacy instruction, heard words of encouragement from distinguished guests, and delivered the NAIFA advocacy message directly to their elected officials on Capitol Hill.
Featured speakers on Day 1 of the event included:
• The Honorable Kevin Hern (R-OK)
• The Honorable Brad Schneider (D-IL), who is a former NAIFA member
• Susan Neely, President and CEO of the American Council of Life Insurers (ACLI)
• NAIFA President Bryon Holz
• NAIFA CEO Kevin Mayeux
The Congressional Conference emphasized the importance of good NAIFA citizenship, which NAIFA members exhibit through their engagement in the areas of membership, grassroots, and IFAPAC. A Trifecta Committee panel consisting of NAIFA National PresidentElect Tom Cothron, Grassroots Liaison Dennis Cuccinelli, IFAPAC Liaison Chris Gandy, National Membership Chair
Carina Hatfield, National Grassroots Chair Josh O’Gara, and National IFAPAC Chair Barry Johnson discussed the influence of NAIFA’s new Triangle Team, whose members are graduates of NAIFA’s Leadership in Life Institute (LILI), have earned their Financial Security Advocate badge, and contribute to IFAPAC. The panel discussion was moderated by NAIFA Secretary Doug Massey.
A second panel explored their “Passion for Politics and Public Service” as NAIFA members. The discussion by loyal NAIFA members Kris Alfheim, Demetrius Bryant, Vinny Dallo, and Rick Demko was moderated by NAIFA Past President Robert Miller.
Miller wrapped up the first day of Congressional Conference with a moving tribute to NAIFA Past President Terry Headley, who himself held a deep passion for advocacy and IFAPAC.
Highlighting Congressional Conference are the Day 2 grassroots meetings between financial professionals and lawmakers on Capitol Hill. Congressional Conference attendees met with more than 300 congressional offices and spoke with lawmakers and senior staff about important financial security issues:
• Asking members of the House to join the Financial Literacy and Wealth Creation Caucus and Senators to sign on as sponsors of legislation to authorize electronic and remote notarization.
• Asking lawmakers to discourage the Department of Labor from proposing rules that would threaten the status of agents and advisors as independent contractors or impose a standard of care that would harm the ability of NAIFA members to serve Main Street clients.
• Asking members of Congress to support technical corrections in the SECURE 2.0 legislation.
The meetings had an immediate impact. On the same day as the meetings, the leadership of the two Congressional committees with jurisdiction over SECURE 2.0 sent a letter to Treasury Secretary Janet Yellen and IRS Commissioner Daniel Werfel to tell them technical corrections to the act were on the way from Congress.
Fixing some ambiguous language and errors in SECURE 2.0 was one of NAIFA members’ top requests at Hill meetings. Without these corrections, advisors and consumers could face major headaches in their retirement planning. Fortunately, NAIFA members are on the job!
NAIFA members are meeting with lawmakers in their home districts during the August Congressional recess. Indistrict meetings are an important part of NAIFA’s grassroots strategy. They allow advocates to build relationships with members of Congress in the comfort of a local setting. They drive home the fact that NAIFA members serve Main Street families and businesses from the communities lawmakers represent. Get involved by logging into the NAIFA Member Portal and clicking “Advocacy Ambassador” under the “Volunteer” tab.
NAIFA’s Congressional Conference in late May is the most influential D.C. fly-in for insurance and financial advisors. More than 500 NAIFA members gathered in our nation’s capital and held more than 300 meetings with lawmakers and senior staff.
The proof of our effectiveness came quickly. While NAIFA members were presenting NAIFA’s advocacy message to their elected officials – including the ask that Congress make important corrections to the SECURE 2.0 retirement law passed last year –Congressional leaders from both parties sent a letter to the heads of the IRS and Treasury Department saying that such corrections would be coming soon.
But did you know that NAIFA’s grassroots impact in Washington often begins much closer to home? Great opportunities to build relationships with lawmakers and provide input on issues that affect your businesses and clients occur during meetings outside of Washington, D.C.
Each year, NAIFA capitalizes on the grassroots momentum created by our state chapters’ Legislative Days and the national Congressional Conference by coordinating in-district meetings with members of Congress during the August legislative recess. You should be a part of it and invite colleagues to join, too.
Meeting with lawmakers in the community where you live is a great way to build relationships and show your connection to their constituents. It differentiates you from the steady flow of lobbyists who lawmakers meet with in Washington. It drives home the fact that NAIFA members represent Main Street, not Wall Street.
Learn more by logging in to the NAIFA Member Portal and clicking the “Advocate” tab. NAIFA members can learn more about in-district meetings by contacting their State Grassroots Chairs. If you’re not sure who your Grassroots Chair is you can find out at belong.naifa.org/state-grassroots-chairs-2023
With Florida, Oregon, and Oklahoma coming on board earlier this year, NAIFA leaders, members, and lobbyists in 39 states have implemented the National Association of Insurance Commissioners (NAIC) model for annuity transactions. NAIFA chapters, along with our partners at ACLI, have worked with lawmakers and regulators in the states to get the measures enacted.
Thirty-nine is the number of states that have adopted the model as this issue goes to press and we expect that number to grow. Our goal is to see the NAIC model in place in all 50 states.
The NAIC model requires financial professionals to work in the best interests of annuity customers, enhancing consumer protections and protecting the reputation of the industry. Requirements of the model are in accord with the SEC’s Regulation Best Interest and do not include policy proposals that would significantly hinder the ability of agents and advisors to serve Main Street clients. The NAIC model strikes a good balance and NAIFA and ACLI support its adoption in every state.
NAIFA works with interstate organizations like the NAIC to promote model laws and regulations that protect consumers and allow producers to serve Main Street clients while minimizing requirements that could disrupt or prevent client relationships.
NAIFA’s Financial Security Advocate badge shows your clients, potential clients, and colleagues that you are always looking out for their best interests by being an informed and influential political advocate. The badge displays on your social media accounts and on your profile in NAIFA’s consumer-facing Find-an-Advisor tool.
You can earn the FSA badge by completing NAIFA Financial Security Advocate Academy, a two-hour course that covers the basics of how the government works through advanced grassroots concepts. Learn more by logging in to the NAIFA Member Portal and clicking “Grassroots” under the “Advocate” tab.
StateNAIFA chapters around the country held 42 state Legislative Days during the first half of this year. These events help NAIFA members build relationships with lawmakers and regulators at the state level where many of the policies governing the products and services they provide are formed. NAIFA is the only association for agents and advisors with strong advocacy influence in Washington, D.C., and all 50 states. NAIFA members also frequently testify at state-level hearings and committee meetings on policy proposals that impact their businesses and clients.
Our work has resulted in numerous state-level wins. Just one example is the support by many of our chapters for legislation to bolster financial literacy by making a personal finance course a mandatory high school graduation requirement.
In May of this year, Alabama, Indiana, Minnesota, and Montana all enacted laws that require graduates to pass a semesterlong course teaching them about such topics as budgeting, credit and loans, investing, insurance, and setting financial goals.
Members of NAIFA-Montana, NAIFAIndiana, NAIFA-Alabama, and NAIFAMinnesota provided in-person verbal testimony in committee hearings, as well as comment letters to advocate for future generations to have access to resources to establish strong financial futures. Financial Literacy was a major talking point at state legislative days and meetings with lawmakers.
As this issue goes to press, 24 states have now passed similar measures.
Since its creation in 1984, NAIFA’s LUTCF designation has been among the most recognized and valued professional designations in the insurance and financial services industry. More than 70,000 advisors have earned the LUTCF designation.
Over the past 40 years, the LUTCF program has been an ally and resource for younger advisors who are determined to survive and thrive during their first five years in the business. While the curriculum provides a broad base of industry and product knowledge, a core focus is the fact-finding, prospecting, sales, and closing skills that are essential to a successful career in the industry.
“I owe much of my success in the business to the LUTCF program. It was the first designation I received and what I learned was invaluable when I was new to the career,” said long-time LUTCF Moderator and LUTCF Advisory member John Wheeler, CFP, CLU, ChFC, CRPC, LUTCF, LACP, CLTC. “I taught the program over 18 times and even learned more moderating it than I did taking the course by the sharing of perspectives and interaction with others of different backgrounds. When I entered management, it was a requirement if you wanted to be in my team. I am extremely thankful that NAIFA is bringing it back.”
Following a short hiatus, the LUTCF designation program is back and updated for the needs of the 21st century learner. The new LUTCF course content consists of a series of educational modules presented as self-paced micro-learns. Each module can be accessed via a student’s personal computer and contains both audio and video elements.
“Adult learning theory operates under the premise that adults have a great need to be self-directing or ‘in charge’ of their own learning,” said LUTCF instructional designer Angela Gomez, PhD, BCBE. “These selfpaced eLearning modules will afford the learner the opportunity to complete the coursework when their schedule permits and when their environment is best suited for learning.”
Each LUTCF module includes instruction in a specific topic area such as whole life insurance, annuities, and estate planning. These modules are housed within three courses required to complete the LUTCF designation:
• Course 1: Advising Process, Risk Management, and Life Insurance
• Course 2: Investment and Protection Products
• Course 3: Wealth Management, Retirement Planning, and Estate Planning
Students must pass a comprehensive quiz at the end of each of the three courses. In addition, they must achieve a passing score on the final exam before the LUTCF designation is conferred.
Fieldwork also must be completed in conjunction with each of the educational modules. Fieldwork guides include course-related questions to be discussed with the students’ mentors. Students are encouraged to choose mentors they know within the profession. However, NAIFA will provide a NAIFA member mentor who has earned the LUTCF as necessary.
“I believe my enrollment in LUTCF within a few months of becoming an insurance agent is a key factor in not just surviving but thriving in this profession,” said LUTCF Advisory Group Chair Laurie Adams, CFP, CLU, LUTCF, LACP. “I entered the business with no natural market and no formal training at the beginning of one of the most severe recessions in history. All statistics indicate I should have failed. My LUTCF coursework provided knowledge and techniques to successfully engage prospects, but it also taught me I wasn’t alone in my early struggles.”
The current per-course NAIFA Member price is $545 with three courses required to complete the designation program. It is estimated that the entire LUTCF program will take just over one year to complete.
For more information visit tdc.naifa.org/lutcf. NAIFA is actively recruiting beta testers, examination item writers, and LUTCF Mentors.
NAIFA launched a new initiative called the Triangle Team during the Rock the Hill Party prior to Congressional Conference. The Triangle Team recognizes highly engaged members who are committed to promoting NAIFA’s success. Being a good NAIFA citizen means being a full participant in three key areas: Membership, Grassroots, and IFAPAC. To qualify, NAIFA members complete a requirement under each category which includes:
• Graduating from LILI, NAIFA’s Leadership in Life Institute (Membership)
• Completing training to attain the Financial Security Advocate badge (Grassroots)
• Being a current contributor to NAIFA’s political action committee (IFAPAC)
Inaugural members attending Congressional Conference met two of the three criteria, with the understanding that they will accomplish the other component by 2024. Triangle Team members form a natural study group of high-achieving, like-minded people. These members will receive special recognition online, on social media, and at NAIFA events.
Inaugural Triangle Team Members
Alabama
Sallie Bryant
Booker Joseph
Greg Turner
Arkansas
George Booker
Diana Brettrager
Brenda Doty
Barry Cook
Scott Dorminy
David Ford
Lars Hansen
Jeffrey Hill
Tracy Jones
Michael Sandoval
Robert Waddell
Howard Woodall
California
Elizabeth Angeles
Heather Bregman
Marc Bregman
Louis Brownstone
Peter Buechler
Richard Coffin
John Davidson
Jason Foster
Stephen Kagawa
Thomas Michel
Gilbert Mares
Michael Mares
Jose Rodriguez
Shane Westhoelter
Colorado
Robert Avery
Kate Cihon
Brent Jones
Randy Kilgore
Kathleen Owings
Donald Pacheco
Richard Seymour
Delaware
Joshua Shaver
C. Neil Stalter
District of Columbia
Matthew Grace
Florida
Cheryl Canzanella Lewis
Joseph Chalom
Jeffrey Chernoff
Tom Cothron
Craig Duncan
Alberto Espinosa
Timothy Holladay
Bryon Holz
Lawrence Holzberg
Katherine Jones
Maureen Kirschhofer
Corey Mathews
Kevin Mayeux
Denwood Parrish
Keith Paynter
Mike Peters
Glenn Ritchie
Robert Rosenthal
David Russell
Steven Saladino
Teresa Seefeldt
Melissa Snively
Toni Stanaland
Grace Staten
Cal Thompson
Mark Tiralosi
Chad Vergason
Darian Ward
Bobby Whitley
Robert Wolford
Georgia
Fred Glass
William Kelly
Idaho
Deborah Dale
EmmaLee Robinson
Guy Stubbs
Illinois
Laurie Adams
Robert Burd
Dennis Dean
Sara Decatoire
Randy Ems
Christopher Gandy
Allan Hamilton
Jeff Keicher
Rodrigo Menendez
Gabriela Reyna
Carl Zeidler
Indiana
Christopher Barnthouse
Gregory Boyer
Joe Cerda
D. Brent Dilts
Iowa
Craig Adamson
Emily Cabbage
Barry Delp
Brenda Eckard
Margaret Fraser
Michael Gaeta
Mike Grandgeorge
Joshua Herbst
Brent Hinerichsen
Kristopher Hopkins
Ann Hudson
Barry Johnson
Dane Johnston
Nicole Kestel
Randy Kruse
Roger McCullough
Jessica Nikkel
John Raley
Michael Rozum
Anthony Schau
Neil Wilkinson
Kentucky
Donald Bratcher
Garry Burry
Catherine Carlson
John Kiebler
Charles Price
George Ridings
Louisiana
Keith Gillies
Maine
Lisa Laliberte
Maryland
Dan Altmire
Paul Dougherty
Brian Haney
Brock Jolly
Vijay Khetarpal
Stephanie Sheridan
Massachusetts
Daryl Grabowski
Benjamin Harding
Bradford Kadelski
Rith Nou
Joshua O’Gara
Raydania Pena
Adam Sachs
Jennifer Shepley
Michigan
Scott Embree
Jacob Rose
Robert Smith
Mark Staat
Lawrence Stack
Minnesota
Corey Anderson
Gary Havir
Winona Havir
Judy Ringler Mountain
Beth Snyder-Jones
Mississippi
Demetrius Bryant
Priscilla King
Montyne King Clay
Lee Owen
Missouri
Mark Acre
Eddie Anderson
Jennifer Hodges
Zachary Huels
Amy R. Kern
Carl Maus
Craig Wright
Montana
Dan Rust
Nebraska
Brad Brodersen
Michael Cooper
Lori Gartner
Todd Gaswick
Maureen Gotch Vinton
Paula Harris
Lisa Hatterman
Michael Herring
R. Douglas Hoops
Tanya Patzner
Angela Pavelka
Dave Skutnik
Michael Struebing
Maureen Vinton
Dustin Will
New Jersey
Dennis Cuccinelli
Daniel Irizarry
Irene Stolte
New Mexico
Aprilyn Chavez-Geissler
Edward Dunn
Shane Westhoelter
Randall Wimsatt
New York
Vincent Dallo
Evelyn Gellar
Robert Miller
Thomas Palmeri
North Carolina
Elisha Aharon
Brian Cooper
Glenn Deal
Kevin Joiner
Andrew Jones
John Mazza
Roger Sims
Alexander Smith
Janice Stevens
Shanna Strickland
North Dakota
Kim Albert
Steve Bergee
Tim Deitemeyer
Lyle Kraft
Stacy Norton
Todd Schweitzer
Paul Siebert
James Simons
Jacob Thrailkill
Gregg Webster
Jessica Westgard Larson
Ohio
Scott Blake
Suzanne Carawan
Tracy Cartwright
Elie Harriett
William Kecskemety
Michael Lundy
Robert Roach
Oklahoma
John Carroll
Brian Easlon
Richard Porter
Oregon
Kym Housley
Pennsylvania
Matthew Echelmeier
Jan Hartman
Carina Hatfield
Randall Kaufmann
Patricia May
Louis Pettinato
Christine Pikutis-Musuneggi
J. Drew Shumski
B Trainer
Paul Valerio
Michele Vitale
Brian Worrell
Rhode Island
Gene Nadeau
South Carolina
Blake Amick
MaryAnne Cannady
Casey Chambers
Johnny Craven
David Grookett
Henry Leslie
David Lloyd
Bruce Pope
Betty Roberson
Brad Tapscott
Stacie Wallice
South Dakota
Blaine Anderson
Terry Anderson
Timothy Dardis
Douglas Leighton
Dennis Rowley
Calvin Sievers
Jeff Tveit
Tennessee
Derek Baltimore
Blake Finney
Scott Flowers
Cory Jacobs
Adam Milam
Mark Miller
John D. Richardson
Rebecca Schulter
Chase Sinquefield
Texas
Lilia Arandela
Charles Booth
Lane Boozer
Jason Carter
Thomas Currey
Erni Davis
Richard Demko
Karen Easterling
Hollie Gandy-Donohue
Andra Grava
Alyson Guest
Joseph Kerr
Lance Kroesch
Douglas Massey
Rodney Mogen
Danny O’Connell
Joseph Orr
Chane Reagan
Timothy Roels
John Ruckel
Ray Soto
Jason Talley
Edward Tate
Joey Ussery
Charles Webb
Wes Wessel
John W. Wheeler, Jr.
Tallie Young
Utah
Scott Johnson
Timothy Johnson
Dori Phillips
Virginia
Diane Boyle
Jay Denny
Rose Goheen
Karla Kirk
N. Paul Martin
Petula Moy
Iris Nance
Elizabeth Pate
Scott Pettyjohn
Tim Westerman
John Woleben
Washington
Chris Bor
Jeffery Johnston
Richard Miller
Wisconsin
Kristin Alfheim
Richard Balch
Brendon DeRouin
Heather Lindsley
Julie McNeely
Mark Miller
Patrick Mongin
Kenneth Specht
Elwood Syverson
Daniel Ward
NAIFA’s Leadership in Life Institute continues its vital mission by taking the class of 2023 on a journey of personal growth and transformation. According to recent LILI graduate Erica Maymi, “My experience with LILI has been eye and heart opening.”
The six-month course exposes LILI candidates to writings from a variety of thought leaders including Stephen Covey, John Maxwell, and Jim Collins. Through class discussions that stress the interconnectedness of these and other writings, LILI’s leadership principles become internalized in the minds of LILI graduates.
In addition to benefiting the graduates personally, LILI also helps to grow leaders for NAIFA. At the time of enrollment, all LILI candidates commit to devote two years of volunteer service to NAIFA. Research indicates that most graduates complete this service requirement.
To illustrate how LILI hones leaders for NAIFA and transforms the lives of LILI graduates, it is helpful to focus on three of the LILI principles.
• Proactivity – Stephen Covey. Those who think proactively anticipate problems and opportunities. They instinctively learn to “keep ahead of things.”
attitude of flexibility and optimism. From his experiences came the “Stockdale Paradox,” confront the brutal facts but maintain unwavering optimism.
With these glimpses into the LILI curriculum, we see how LILI helps to prepare students for whatever “brutal facts” they may need to confront in their lives. However, LILI graduates are prepared to do far more than survive. Equipped with a deep sense of self understanding and life priorities they find opportunities to thrive and inject meaning into their lives. Reflection on rational thinking, positive self-talk, and conflict resolution helps to mold the LILI graduates while contributing to their future success.
“You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline to confront the most brutal facts of your current reality, whatever they might be.” — Admiral James Stockdale.
Maymi’s experience is understandable in a course that teaches LILI candidates to “Begin with the end in mind.” This maxim applies to matters both grave and small, from project planning to one’s entire life course. What legacy will I leave? How and for what do I want people to remember me?
Due to the renowned impact of LILI, participation continues to grow. As of June 2023, enrollment for the 2023 Institute has already exceeded that of 2022 and is on pace to meet and beat its enrollment goal.
LILI’s path to growth has impacted the lives, businesses, and families of over 3,000 graduates in a profound way.
• The Law of the Picture – John Maxwell. Maxwell’s “Law of the Picture” involves modelling the behavior and actions that you want to see in those you lead. In times of adversity and uncertainty, followers need a leader who they can trust to lead them out of difficult circumstances. They want a leader who will maintain hope and dispel their fear.
• The Stockdale Paradox - Jim Collins. For more than 7 years, James Stockdale was a prisoner of the North Vietnamese in what was known as the “Hanoi Hilton”. It was during this ordeal that Admiral Stockdale learned how to survive. He began to understand that overcoming the most severe adversity was based primarily on mental discipline. Those prisoners who set rigid goals (release by a certain date) would break down when their hopes were not met. Those who survived adopted an
Launched in May of 2023, the NAIFA Triangle Team consists of those NAIFA members who are IFAPAC contributors, Financial Security Advocacy Academy Graduates, and LILI Graduates. Given their vital role in advancing NAIFA, it is fitting that LILI graduates form one of the triangle’s three sides.
Acknowledging the key role that LILI graduates play in NAIFA’s success, all graduates of the Institute are being asked to apply their training to help solve NAIFA’s most pressing challenge, growing membership. If each LILI graduate will bring in one additional new member, this will result in over 3,000 new NAIFA members in 2023. Will you accept this challenge to help grow NAIFA?
For more information on NAIFA’s Leadership in Life Institute visit tdc.naifa.org/lili or contact Brendan Bernat, NAIFA’s Senior Director –Member Advancement at bbernat@naifa.org
“Who do you play for?” – Miracle
NAIFA’s 8th Annual Diversity Symposium: Represent was a resounding success! With more than 175 participants, the program featured top speakers sharing their experiences with diversity, how to recruit more diverse talent into the insurance and financial services industry, and strategies to reach underserved populations.
The event kicked off with remarks from NAIFA President Bryon Holz, NAIFA CEO Kevin Mayeux, and OneAmerica President of Individual Life and Financial Services (ILFS) Dennis Martin.
The first session featured Diversity in Government Relations Coalition (DGR) Co-Founder Cicely Tomlinson and New York Life Vice President of Office of Governmental Affairs Whytne Brooks. Tomlinson and Brooks stressed the importance of attracting and retaining culturally diverse talent, cultivating a culture of belonging, and a commitment to serving a diverse range of Americans.
Next, Society for Human Resource Management (SHRM) Chief Knowledge Officer Alexander Alonso took the stage to discuss trends in hiring practices and workplace demographics. He addressed workers’ changing expectations as millennials and Gen Z make up more of the workforce, including flexibility to work remotely, and the disconnect between companies’ diversity efforts and how employees view those efforts. “Most of all, workers want managers who have gone through allyship training and sponsorship training,” he said.
Following Alonso, the National African American Insurance Association (NAAIA)
hosted a panel discussion including NAAIA Executive Director & COO Omari Jahi Aarons; Aurelius Consulting Group, Inc., Co-Founder & CEO Amir Ali; and C&F Bank Assistant Vice President Pierre Greene, MBA. Moderated by NAIFA Trustee Christopher Gandy, LACP, the panel examined the findings of NAAIA’s research study, “The Next Steps on the Journey: Has Anything Changed?” The panel discussed the difference between checking a box and moving the needle. They shared suggestions for helping to move the needle, including hiring more diverse workers into C-suite positions, developing relationships with Historically Black Colleges and Universities (HBCUs), joining NAAIA, and doing business with people who don’t look like you.
Sara Hart Weir, MS, was the next to speak. Weir is the Executive Director of the Kansas Developmental Disabilities Council and a Senior Advisor at ABLE today. In her talk, she discussed the road to passing the ABLE Act and the benefits of the legislation, which helps designated beneficiaries pay for qualified disability expenses.
Rachel Pearson, Founder of Engage and President and CEO of The Complete Agency, discussed the economic thread of a woman’s life and the disparity between men’s and women’s wages. She emphasized data showing that women outnumber, outvote, and outlive men and shared prospective solutions to the gender pay gap and how to promote women’s economic security.
A panel of NAIFA’s Diversity Champions then took the stage. Moderated by NAIFA Vice President of Marketing and
Communications Suzanne Carawan, the panel consisted of Christopher Gandy, Stephen Kagawa, Aprilyn Chavez-Geissler, Brian Haney, and Evelyn Gellar. Each champion shared insights from a market they serve. Gandy discussed the role of African American advisors and the need for more financial literacy education. Kagawa shared his experiences with Asian American and Pacific Islander (AAPI) communities. Chavez-Geissler talked about working to increase financial literacy among women, Hispanic Americans, and indigenous communities. Haney discussed his work with the LGBTQ market. Gellar shared her experiences serving women and the Hispanic community and emphasized the need for a workforce representative of the American population.
The keynote address was delivered by Marques Ogden, an executive coach, corporate trainer, and former NFL player. Ogden shared his life story, including his financial struggles due to a lack of financial education and his efforts in hiring a diverse team for the construction company he owned. “Being a change agent takes courage and dedication,” he said. He also shared the steps to becoming an inclusive leadership team—consciousness, courage, commitment, and collaboration.
Thanks to all who made this year’s Diversity Symposium a success, including our sponsors OneAmerica, Northwestern Mutual, Cambridge, Guardian, New York Life, and Ameritas.
We’re #NAIFA proud to represent Main Street USA.
NAIFA’s Future Leaders program brings more students into careers in the financial services industry by providing an overview of the industry and the career paths available. Students participate in four 45-minute online sessions, either live or on-demand, presented by NAIFA members.
Since its inception in 2021, NAIFA’s Future Leaders program has had student participants from 53 colleges and universities. We need you to help us expand our reach into more schools! Let us know your alma mater and report any relationships to faculty and staff. Send us an email at marketing@naifa.org.
Do you know of a college student considering a career in insurance and financial services? Encourage them to learn more about industry careers by attending one of the upcoming sessions. Our Fall 2023 session will begin on October 4 and run through October 25. Our Winter session will begin on February 8, 2024, and run through February 29.
Is Your Alma Mater Represented?
NAIFA’s Advisor Today Podcast features top industry professionals sharing their experiences and advice for fellow professionals. Each week, guests sit down with NAIFA Trustee and Midwest Legacy Group, LLC, Founder and CEO Christopher Gandy, LACP, and NAIFA Vice President of Marketing and Communications Suzanne Carawan to discuss a wide array of topics from entrepreneurship to advocacy to prospecting.
Podcast guests are at the top of their field. Recent guests include Westbilt Financial Group Principal and Financial Advisor Kathleen Owings; Hoopis Performance Network Co-founder and President Joey Davenport; NAIFA Senior Vice President of Advocacy Diane Boyle; White Glove Senior Vice President of Channel Management Lara Galloway; and keynote speaker, business coach, and corporate consultant Marques Ogden.
In “The Impact of Continued Learning on Business Development,” Joey Davenport discusses how to navigate the ever-evolving insurance and financial services industry by embracing continual learning and self-development. He shares his experience providing world-class solutions to promote, uplift, and support the development of financial professionals through digital learning and how to use digital content as a recruiting strategy.
The episode “Embracing Empowerment and Education” showcases Diane Boyle’s expertise in political advocacy, including how industry professionals can help shape legislation and why advocacy is critical for NAIFA members, their clients, and the industry as a whole. She shares how industry professionals can get involved with their local government and how familiarizing yourself with local government can bring awareness and acceptance to your community.
Nominate a colleague, or yourself, to be interviewed for our podcast series. Note: only NAIFA members in good standing will be interviewed and promoted to Advisor Today’s audience. Let us know who you’d like to hear at: at.naifa.org/podcast-submission
In the episode “Building Financial Confidence in Women,” Kathleen Owings provides her insights on how to encourage more women to enter the insurance and financial services industry by helping them gain financial confidence. She discusses her background as a West Point graduate and US Army officer, the challenges she faced when she entered the insurance and financial services industry, and why she wrote her book, Put Your Money to Work
In her episode, “Leveraging Workshops to Grow Your Clientele,” Lara Galloway shares how financial education workshops can help industry professionals expand their client base by generating more quality leads. She discusses how to discover which topics prospects are interested in and how to use that information to provide them with relevant content.
In “How to Thrive in Insurance and Financial Services,” Marques Ogden discusses his experiences in the NFL and the insurance and financial services industry and shares tips to help industry professionals grow and his advice for young professionals.
You can listen to these episodes and more at at.naifa.org/podcast or wherever you get your podcasts.
The results are in from NAIFA’s annual Membership Survey and we had a record response rate. More than 1,400 members submitted information on how they serve clients, how NAIFA serves them, what we are doing right, and what we can improve.
Some
How important is NAIFA’s advocacy program?
The best thing about NAIFA is…
“It allows us to meet with local and federal legislators. The Congressional Conference is where the rubber hits the road for our clients.”
“Advocacy for our industry on my state level.”
“Opportunities to collaborate and learn from other professionals in the industry so that I can connect them with my clients when needed.”
“NAIFA stays on top of political matters that affect the industry.”
“It looks after my professional interests at the State House and on Capitol Hill.”
“I feel that I am part of something larger than the firm I work for.”
“The people and great work they do serving advisors and our community.”
Thank you to all of the NAIFA members who completed the 2023 survey. Your responses help us put our best forward with industry partners and lawmakers. They also give us information we use to serve you better. We randomly selected five members who completed the survey to receive $100 gift cards as a token of our appreciation. The winners are:
Vera Braswell, CLU, ChFC, CLTC, CASL, RICP – NAIFA-NC
Karl Keller – NAIFA-CO
Meredith Langus, FSCP, LUTCF –NAIFA-NY
Melanie Myott – NAIFA-IA
Kerry Peabody, CLU, CLTC, RICP –NAIFA-ME
What issues are most important to you?
“It’s a solid professional association that has kept up with the times yet stayed focused on the importance of our profession.”
“I enjoy spending time with like-minded people from the field. They are not here for just the CE but are here to better their clients’ lives.”
“I feel like we have a political voice through NAIFA!”
“I have been a member for 52 years and appreciate ALL that it has done to protect us agents and the permanent products that we market.”
NAIFA Presidents epitomize the spirit of volunteerism that makes NAIFA the most influential and essential association of insurance and financial advisors in the United States. They have led our association with strength and skill, and many remain active in NAIFA for many years following their terms. Their continued dedication, and NAIFA’s appreciation for their efforts, is on display at our signature events, the National Leadership Conference and Congressional Conference. For a complete list of NAIFA Past Presidents, visit belong.naifa.org/naifa-past-presidents.
NAIFA Presidents began by volunteering with NAIFA at the chapter level before moving up to national leadership roles. NAIFA has a variety of volunteer opportunities open to members. To learn how you can be more involved, let us know your interests by logging into the NAIFA member portal and clicking on the “Volunteer” tab.
“Terry was the best of the best: a role model for advocacy and great financial support for the same. A terrific leader and a friend.”
- Al Brodbeck“Terry was a giant in NAIFA and his impact on our great organization and our industry will be one remembered for years to come. He had an impact on my life and my career and I am blessed to have known him as my friend.”
- David L. Lloyd“Terry, when I first joined NAIFA and met you, I felt the presence of a true and tried absolute NAIFA member through and through. Your passion for the PAC was infectious and I am forever grateful that I am your good friend.”
- Peg Fraser“I am the Past President of Oregon and Terry helped us so much to advance the NAIFA program. Here is to you, dear Terry!”
- Rita J. Robinson“His loss is our loss. You walked away a better person for having known Terry Headley.”
-
Matthew TasseyTerry Headley, a NAIFA Past President, industry legend, advocacy champion, and IFAPAC Co-Commander-in-Chief, passed away earlier this year. He left a lasting impression on NAIFA Nation.
He was a shining example of good NAIFA citizenship. He adamantly promoted NAIFA membership, was a consummate advocate for agents and advisors on the state and federal levels, and was unmatched in his support for IFAPAC by anyone other than his close friend and IFAPAC Co-Comander-in-Chief Robert Miller.
NAIFA’s annual Headley Lifetime Defender Award is named in his honor.
“Terry was a leader of leaders. He was an amazing advocate for NAIFA. He also was an amazingly kind man.”
- Randy Ems“I wanted to be like Terry! He influenced me to become involved with IFAPAC on the state level. He encouraged me to stay involved and I eventually served on the National IFAPAC Committee for eight years.”
- Johnny Johns“The world just lost a great man with the passing of Terry Headley. … I will always remember him as being dedicated to the people we serve as well as his friendship. There was no ego standing in the way of Terry being a good human being.”
- Janet L. Heitzig“He really knew the inner workings of NAIFA and our industry and we couldn’t have had a better representative on Capitol Hill than Terry.”
- Michael Struebing“There are great men, which Terry Headley was. And there are great men who might make you want to be a great person. Terry Headley did that. He was an icon in our industry, and better than that he was just truly a good man. That’s what NAIFA is about and that’s what Terry Headley’s legacy is about.”
-
Lawrence HolzbergTerry’s wife, Wynetta, and his family asked that NAIFA members remember Terry by making or increasing contributions to IFAPAC. “Terry’s passion was IFAPAC and Terry would want any memorials directed to IFAPAC,” they said in a statement. In accordance with their wishes, NAIFA launched a campaign in Terry Headley’s memory to raise his lifetime giving total of $165,000 by IFAPAC’s founding date of August 18. You can contribute by logging in at www.naifa.org/ifapac.
IFAPAC, one of the oldest continuously operating political action committees in the country, celebrates its 57th birthday on August 18.
The summer is a great time to show your support for NAIFA’s advocacy work by making an IFAPAC contribution. Every NAIFA member who contributes between NAIFA’s Congressional Conference and the end of the day on August 18 will be entered into a drawing. This campaign overlaps with our campaign to honor the memory of NAIFA Past President and IFAPAC CoCommander-in-Chief Terry Headley.
IFAPAC is your business insurance. With a federal PAC and PACs in every state, IFAPAC amplifies NAIFA’s voice in Washington, D.C., and in statehouses across the country. Be sure to do your part.
Help us celebrate IFAPAC’s birthday and honor an industry legend by making or raising your IFAPAC contribution by August 18.
Contributions to IFAPAC are voluntary and are used to contribute to campaigns of candidates for elected office. Your contributions will be divided between your state chapter’s IFAPAC and IFAPAC National if you have directed NAIFA to do so. You have the right to refuse to contribute without reprisal. The amount contributed will not benefit or disadvantage you in any way. Corporate contributions to IFAPAC’s political fund are prohibited. Contributions to IFAPAC are not deductible for federal income tax purposes. For NAIFAMassachusetts members, the division of funds will be 60%/40% up to the state limit of $500 per calendar year. For NAIFA-New York members, a contribution on an LLC account will be retained 100% by the IFAPAC administrative fund due to state campaign finance rules.
Columbus Life’s rapid issue IUL Indexed Explorer Now™
The same core benefits as provided in our flagship IUL
Delivered in a new expedited process to issue
Columbus Life’s rapid issue IUL Indexed Explorer Now™
Columbus Life: Strong By Design
Columbus Life: Strong By Design
The same core benefits as provided in our flagship IUL
Delivered in a new expedited process to issue
Clients looking for cash value accumulation potential with downside protection plus a quick, easy underwriting process? Get ready to introduce them to a next generation solution one that brings together product and process.
Look for the expedited issue you and your clients want NOW:
Clients looking for cash value accumulation potential with downside protection plus a quick, easy underwriting process? Get ready to introduce them to a next generation solution one that brings together product and process.
Look for the expedited issue you and your clients want NOW:
No exam or phone interview
Backing this new rapid-issue IUL will be the strength and stability of Columbus Life. Founded more than a century ago, Columbus Life is a member of one of the strongest mutually held life insurance groups in the world.
Backing this new rapid-issue IUL will be the strength and stability of Columbus Life. Founded more than a century ago, Columbus Life is a member of one of the strongest mutually held life insurance groups in the world.
Count on Columbus: For Rapid-Issue IUL and Much More
Ready to learn more? Let’s talk.
Ben Duhart, Recruiting Coordinator 513.361.6732
Count on Columbus: For Rapid-Issue IUL and Much More
Ben.duhart@columbuslife.com
No exam or phone interview
Offers one of four ratings classes
Ready to learn more? Let’s talk. Ben Duhart, Recruiting Coordinator 513.361.6732
Ben.duhart@columbuslife.com
With a decision in 3-5 business days
Offers one of four ratings classes
With a decision in 3-5 business days
Indexed Explorer Now: Currently not available in CA and WA.
IUL is a Universal Life policy. It has insurance related costs. Premiums paid must produce sufficient cash value to pay insurance charges. Indexed returns do not protect against lapse if premiums and returns do not provide sufficient cash value to cover loan interest and insurance costs. Your clients must understand that loan risk means loans may well not be zero cost. Such loan risk and interest costs will reduce account value and will contribute to a risk of policy lapse if account value becomes insufficient to cover charges.
Indexed Explorer Now: Currently not available in CA and WA.
Flexible Premium Adjustable Life Policy with Indexed Options Policy Series ICC21 CL 94 2103 issued by Columbus Life Insurance Company. Product and rider provisions, availability, definitions, and benefits may vary by state.
Life insurance products are not bank products, are not a deposit, are not insured by the FDIC, nor any other federal entity, have no bank guarantee, and may lose value.
IUL is a Universal Life policy. It has insurance related costs. Premiums paid must produce sufficient cash value to pay insurance charges. Indexed returns do not protect against lapse if premiums and returns do not provide sufficient cash value to cover loan interest and insurance costs. Your clients must understand that loan risk means loans may well not be zero cost. Such loan risk and interest costs will reduce account value and will contribute to a risk of policy lapse if account value becomes insufficient to cover charges.
Flexible Premium Adjustable Life Policy with Indexed Options Policy Series ICC21 CL 94 2103 issued by Columbus Life Insurance Company. Product and rider provisions, availability, definitions, and benefits may vary by state.
Payment of the benefits of Columbus Life Insurance Company life insurance products is backed by the full financial strength of Columbus Life Insurance Company, Cincinnati, Ohio. Guarantees are based on the claims-paying ability of the insurer.
Columbus Life Insurance Company is licensed in the District of Columbia and all states except New York.
Life insurance products are not bank products, are not a deposit, are not insured by the FDIC, nor any other federal entity, have no bank guarantee, and may lose value.
© 2023 Columbus Life Insurance Company. All rights reserved. Financial professional use only. Not for use with clients.
Payment of the benefits of Columbus Life Insurance Company life insurance products is backed by the full financial strength of Columbus Life Insurance Company, Cincinnati, Ohio. Guarantees are based on the claims-paying ability of the insurer.
Columbus Life Insurance Company is licensed in the District of Columbia and all states except New York.
CL 5.2474 (05/23)
© 2023 Columbus Life Insurance Company. All rights reserved.
Financial professional use only. Not for use with clients.
CL 5.2474 (05/23)
