NAIFA's Advisor Today Winter 2022 Edition

ADVISORTODAY

LEADING NAIFA NATION

MEET LARRY HOLZBERG

IN THIS ISSUE:

EFFECTIVE ADVOCACY MEANS CONSTANT VIGILANCE

ROBELYNN ABADIE’S INSPIRING RISE TO THE LIFE INSURANCE INDUSTRY’S HIGHEST HONOR

THERE

∞

IFAPAC

Robert M. Roach was awarded the inaugural Terry Headley Lifetime Defender Award at the Belong event for his contributions to IFAPAC and NAIFA’s political advocacy.

Photo provided by association.

naifa Leadership

NAIFA CHAPTER PROFILE

NAIFA-Washington

NAIFA’s Washington state chapter had a very active year in 2021 and no letup is expected in 2022. NAIFA-WA members continue to inform policymakers about the drawbacks of the Washington Long Term Care Trust Act, which created a new payroll tax for employers to cover a staterun long-term care benefits program. A NAIFA survey on the act garnered a strong response from advisors and yielded valuable data to educate officials in Washington and other states. In January, NAIFA-WA President Chris Wertenberger testified during a hearing before the Washington House of Representatives Appropriations Committee.

The 2021 NAIFA-WA state conference in September was a hybrid event with members and guests taking advantage of virtual and in-person programming. The conference featured seven speakers, including Mel Sorensen, an attorney with

NAIFA’s Advisor Today

NAIFA Kevin Mayeux, CAE 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

John Boyle, CAE VP, Professional Credentials jboyle@naifa.org

703-770-8267

Suzanne Carawan VP, Marketing & Communications scarawan@naifa.org

703-770-8402

Erni Davis VP, Finance edavis@naifa.org

703-770-8125

Michelle Harris VP, Business Development mharris@naifa.org 703-770-8220

Alaina Faiello VP, Professional Development afaiello@naifa.org

703-770-8225

Corey Mathews, CAE VP, Member & Chapter Services cmathews@naifa.org 703-770-8404

Phu Ngo VP, Technology pngo@naifa.org 703-770-8130

Carney Badley Spellman, who is NAIFAWA’s lobbyist and who presented on the state’s long-term care tax. Steve Gutzler, a nationally renowned thought leader and sought-after speaker on leadership, emotional intelligence and personal transformation gave his presentation, “Leading With No Fear.” Mike McGlothlin, CFP, CLU, ChFC, LUTCF, Executive Vice President, Retirement with Ash Brokerage and a loyal NAIFA member since 1993 shared his “6 Accelerants to a High Performing Practice.”

Advocacy work continued at NAIFAWA’s January legislative event, which they held virtually with the Washington Association of Health Underwriters (WAHU). Attendees heard presentations by Todd Dixon, Washington’s Deputy Insurance Commissioner, Consumer Protection Division, and Sorenson, who is the lobbyist for both NAIFA-WA and

President Lawrence Holzberg, LUTCF, LACP Fortis Lux Financial lholzberg@fortislux.com

President-Elect Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP Bryon Holz & Associates bryon@bryonholz.com

Secretary Thomas M. Cothron, LUTCF Southern Farm Bureau Life Insurance Company tomcothron@gmail.com

Treasurer Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, CFBS Veritas Financial LLC bjolly@vfwealth.com

Immediate Past President

Thomas O. Michel, LACP Michel Financial tmichel@michelfinancial.com

NAIFA CEO Kevin Mayeux, CAE kmayeux@naifa.org

Trustees

Mark Acre, LUTCF mark.acre@onesourcegroup.net

Wes Booker, LUTCF wes.booker@horacemann.com

Dennis Cuccinelli, LACP dennis@dcuccinelli.com

Christopher Gandy, LACP cgandy@midwestlegacyllc.com

Aprilyn Chavez Geissler, LACP aprilyngeissler@gmail.com

Evelyn Gellar, LUTCF, RICP, CDFA, CLTC egellarwifs@gmail.com

WAHU. They were also able to hold virtual meetings with some legislators.

The February NAIFA-WA Sixth Annual Symposium is also a virtual event, with a program featuring Kerry Wallingford, RICP, CLU, ChFC, a loyal NAIFA member since 1987 and an advisor at Wallingford Financial & College Planning; Christine Khemis, MBA, CLTC, a long-term care insurance partner at ACSIA Partners; and Wayne Ottum, President & Founder at Ottum Enterprises, an author, speaker, and consultant on business leadership.

Under the leadership of 2021 President Chris Bor and 2022 President Chris Wertenberger, NAIFA-WA has great momentum and is keeping members active and engaged.

Win Havir, CPCU, CLF, LUTCF, FSS, AIC, LACP Winona.havir@horacemann.com

Jamie Hopkins, Esq., MBA, CFP, LUTCF, FSS, AIC, LACP hopkins.jamie@gmail.com

Doug Massey, CLU, ChFC, FSS doug@dougmassey.com

Danny O’Connell, LACP doconnell@nextlevel.agency

Vince Vitiello, MBA, CLU vince@newamericamarketing.com

Brian L. Wilson brian.wilson@mutualofomaha.com

NAIFA SERVICE CORPORATION OFFICERS AND DIRECTORS

President Kevin Mayeux, CAE

Secretary Lawrence Holzberg, LUTCF, LACP Fortis Lux Financial

Treasurer Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, RICP Veritas Financial LLC

Directors

David Beaty, IAR, ChFC, CLU, LUTCF, LACP Heartland Financial Services, Ltd.

Susan Wier, CFP, ChFC, RCP First American Trust

EDITORIAL ADVISORY COUNCIL

Laurie A. Adams, CFP, CLU, LACP, LUTCF Country Insurance & Financial Services

Brian Ashe, CLU

Brian Ashe and Associates, Ltd.

Frank Bearden, Ph.D., CLU, ChFC

Frank C. Bearden, Ph.D., Consulting

Lisa Horowitz, CLU, ChFC LifeCycles

Ike Trotter, CLU, CASL, ChFC Ike Trotter Agency, LLC

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Published FEBRUARY 2022/ NAI-T0122/3799

©2022 Naylor, LLC. All rights reserved. Cover photo provided by NAIFA. NAIFA’s Advisor Today (ISSN 1529-823X) is published quarterly by the National Association of Insurance and Financial Advisors Service Corporation, 2901 Telestar Court, Falls Church, VA 220421205. USPS Periodical 312220 Telephone: 703-770-8100. ©2022 National Association of Insurance and Financial Advisors Service Corporation. All rights reserved. Periodicals Posted Paid at Falls Church, VA 22042, and at additional mailing offices.

Subscriptions: The annual subscription rate for individual non-NAIFA members is $50; institutions, $60. The international subscription rate for non-NAIFA members is $100 per year.

PRESIDENTS’ PERSPECTIVES

How do you inspire passion in others?

From the Past President

By Tom O. Michel, LACP

Truly, I don’t actively do anything other than express my own passion for our noble industry. If anyone knows me, they know that I love — and I mean love — our business. This industry has given more to me than I can ever give to it. I take it as an honor that I wake up every morning knowing that I am helping to protect families and businesses. What also inspires me is to invest in other NAIFA members. There is nothing that I love more than to see good people do well and receive the recognition they deserve. Elevating leaders has been one of the most effective ways that I’ve seen to inspire not just passion, but a passion that is sustainable, in others.

From the President

By Lawrence Holzberg, LUTCF, LACP

I focus in on putting together a winning team. Passion, like enthusiasm, is contagious. It’s all about putting together the right talent and getting the team aligned to a common goal. Passion comes from wanting to win, putting in the hard work and letting the results follow. Passion has to be part of the team’s culture and actively and positively reinforced to inspire others.

The Strength of Membership

By NAIFA CEO Kevin Mayeux, CAE

I have said many times that NAIFA’s greatest strength is its membership. Insurance and financial advisors who choose to belong to NAIFA are dedicated to achieving professional success. Their membership shows that they care. They love their business, colleagues, clients and communities.

Because our membership is our strength, NAIFA enters year two of the NAIFA 2025 strategic plan laserfocused on growing more segments of membership and getting our members more closely engaged in NAIFA activities, including grassroots advocacy, professional growth and networking.

The NAIFA marketing and business development teams are making great

inroads with carrier companies, brokerdealers and practices across the country. NAIFA’s reputation among our corporate partners grows stronger every day. Our NAIFA 100% Agency and Financial Security Guardians programs are forging bonds with agencies and firms that create cultures of excellence at these practices. They are also increasing membership and bringing greater engagement by agents and advisors.

An Associate Member program for administrative professionals allows agency staff to support the industry and bolster their careers. It provides networking and mentorship opportunities. Another Associate Member program for industry

From the President-Elect

By Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP

I hope to inspire passion in others by sharing who I really am and what I’m passionate about. Creating a safe space where every individual feels that they can be their authentic self is what drives me in my interpersonal relationships. When people feel accepted — when they feel that they belong — they are open to expressing their true selves and feel inspired to give more. We are actively working on ensuring that NAIFA is a community that is accepting and caring of all members who want to give back to their association and their industry.

professionals benefits attorneys, accountants, mortgage lenders and others who work with agents and advisors to help Americans achieve financial security and prosperity. These connections make NAIFA the only association representing all the interests of financial professionals and the consumers who rely on them.

NAIFA also offers student memberships, working with colleges and universities to encourage and support the next generation of insurance and financial services professionals. The Advisor Ambassador program provides career development opportunities for financial professionals who are not NAIFA members and offers a taste of the benefits provided by membership.

NAIFA continues to promote member engagement and participation. Our success as is measured by our ability to help the community of insurance and financial professionals bring financial security to all Americans.

CEO CORNER

Meet Lawrence Holzberg

The following is an excerpt of Holzberg’s 2022 Presidential Remarks that were given on December 6, 2021, at the National Leadership Conference. Following several heartfelt thanks to previous leaders, Holzberg outlined his platform for 2022 and identifying the areas in which he will lead the association.

There are two areas I want to cover tonight — one is joy and one is the opposite — and one that we all know too well when dealing with our clients — and that is the pain, or fear, of being alone. If we can all be big enough to admit it, we would all agree that one of the top drivers of production is fear — the fear of not achieving, the fear of being left out, the fear of being last. Whatever the fear, it is one that often gives us an edge and helps to get us up every day and moving. For me, I want to talk about a fear that many of us have that we perhaps don’t discuss publicly, but we should because it is one of the keys to growing our membership at NAIFA. I’m talking about the fear of being alone, the fear of not belonging, the fear of not having a support system, a solid family, a home. Unfortunately, in today’s world, we all have pre-conceived notions of what things like “Diversity, Equity, & Inclusion” mean. Typically, we all have different definitions for this, but I want to introduce a concept to you on which we can all agree. First, let’s acknowledge the pain of being alone and unprepared. It is what our clients most fear, isn’t it? Personally, I know what it’s like to not belong. Sure, I’m from New York and I’ve got thick skin on the surface, but as a real man, I’ll admit — it hurts and it doesn’t change with age — to be overlooked, pushed aside, avoided, derided, chided. It hurts because it leaves me vulnerable and alone. As an individual with my own identity, I am only so strong. I am on my own to fight every battle, prop myself up constantly, and try and keep myself motivated.

But that all changes when you introduce the concept of belonging to a team. Let’s now acknowledge the security one has when one knows that they will never be alone and will always have ready help to turn to in hard times. Let’s reframe everything we’re thinking: let’s reframe all our divisiveness, and let’s reframe all of our differences into the joyful concept of what it is to belong. Let’s reframe diversity, equity and inclusion, which can be off-putting to one that draws you in, and instead, let’s see it as an invitation for all to belong.

Over 93% of our NAIFA Leaders are Leadership in Life Institute (LILI) graduates, so you will understand this reference to one of my daughters’ favorite movies, Miracle, and how I want to challenge you to think of NAIFA.

In the pivotal scene that is the metamorphosis from individual — the me — to the team — the we, the coach has the players run drills over and over, periodically interrupting them to ask “Who do you play for?” At first, the players answer with their individual universities and states from which they came. Again,

more drills. Over and over. The players are exhausted. They are falling down. Again, the coach says get back on that line and run it again. Whistle blows. Players take off. Again, and again. The lights go off. There is utter discomfort in the players and in the other assistant coaches who understand that that the coach is trying to change the players, but unsure of how much to push — what is too much? What is too lenient? Unclear of when the moment comes where the player goes to the next level of performance.

Finally, on his own, one individual stops skating and answers the call announcing the city and state from which he plays. The coach stops and says, “What team do you play for?” and the player says, “The United States of America.” We all know how powerful that scene is and as soon as this player broke through, so did the team. That team went on to accomplish what no one had done — winning gold and bringing back pride to the USA in a time that it so desperately needed it.

Does anyone see the parallels to NAIFA?

This is our story. We are those players. This is our team.

Just like in Miracle, the work before the U.S. Hockey team was much bigger than winning a medal. They were literally a symbol of defending democracy. Like them, belonging to NAIFA today has a much bigger meaning. It means defending our profession. Just as Team USA put fire in every American’s belly when they watched this young group of hockey players get tested and overcome one challenge after another, it is our call to go out into the industry and inspire more people to join the NAIFA team and defend

our profession. It is our call to go out and inspire more members to get involved in grassroots, to get involved in our programs, our PAC, and it’s our personal call to go out and inspire more people to do what you are doing — to lead this team forward into the future.

As Coach Herb Brooks stated, “You have to be uncommon.”

We must be uncommon.

But we have a jump start because all of us in this room are uncommon. If you’re sitting in this room tonight, you have beaten the odds of making it in the financial services profession. None of us are common in this room tonight.

Can we agree that we are all different? We come from all towns, coasts and states. We disagree on issues, we don’t have the same tastes, way we talk, way we walk, or practice areas — and this is all just fine because we are these uncommon people that have made it in financial services. The difference in our success is that we all have a team that we know and love called NAIFA.

The truth is that most of us think about NAIFA in terms of our local or our chapter. The challenge — the part where we need to be uncommon now — is to think of all of us leaders as playing not just for our state or local, but playing, in addition, at the highest level, for NAIFA Nation.

This is our work for 2022 and beyond. This has been the point — and will continue to be the point — of the National Leadership Conference: to bring our leaders together from all of their requisite chapters to come together to play together as NAIFA Nation. We are ready

We Are NAIFA Nation

to live out our tagline — to see if together we can take on anything.

I am honored to be part of this team, and I am humbled to be your teammate. I won’t let you down. I hope that you agree with me that today we came in as individuals, but tonight, we leave as one team.

We are NAIFA Nation.

This is the team that we play for, this is the team that we lead, and this is the team to which we belong.

Larry is known as a straight-talker, get-stuff-done, and bottom-line-it type of person. When he’s on, he’s on and gets straight to business.

It’s easy to miss how big Larry’s heart is and how many things he’s passionate about if you don’t get the opportunity to really sit down together. To get to know Larry better during his year as our President, here are some fun facts about Larry.

Born: Flushing, New York

Now Lives: Smithtown, New York

High School: Half Hollow Hills High School East Thunderbirds (Larry and Michael Gerber, COO of NAIFA, went to the same high school, but never knew each other until NAIFA brought them together!)

College: Long Island University CW Post

Designations Held: LUTCF, LACP

Family: Wife Joan, Daughter Sarah, Daughter Melissa and Son-in-Law, Gary Pets: Snowball our cat was our best pet, but passed away

Favorite Travel Destination: Barcelona, Spain

Favorite Pastime: Golf

Favorite Teams: Mets, Jets, Islanders

When Not at the Day Job or NAIFA You Can Find Me: I’m a political junkie that enjoys Scotch Macallan 18-year-old while catching up on the news.

Most Impactful Memory in Career: My first death claim for my godfather

Greatest NAIFA Memory: To date, the ability to serve our members, but I believe it hasn’t occurred yet and the best is yet to come!

“Belong”

Policymaking, whether at the federal or state level, moves very slowly — right up until the moment it doesn’t. Lawmakers can spend months or even years debating legislation only to find consensus quickly or strike a deal or add amendments that can profoundly affect the businesses of insurance and financial professionals and impact their clients.

Effective Advocacy Means Constant Vigilance Federal

The Build Back Better Act, a massive federal spending proposal, passed the House of Representatives late last year, but has stalled in the Senate.

During negotiations of the House version of the legislation, NAIFA worked to discourage several proposals that could have had consequences for NAIFA members and their clients. These proposals, which were not in the bill sent to the Senate, include:

• Limitations on section 199A deductions for non-corporate business income

• Taxes on unrealized capital gains

• Changes to the federal estate tax

• Changes to grantor trust rules that would have had consequences for irrevocable life insurance trusts

NAIFA has been involved throughout the process in discussions with key members of Congress. In December, dozens of NAIFA leaders who attended the National Leadership Conference were able to go to Capitol Hill. While security and COVID-19 protocols continued to limit access, they held approximately 40 face-to-face meetings with federal lawmakers and their staff. We look forward to holding more

That’s why NAIFA remains constantly vigilant in its political advocacy efforts. Now, as much as ever, helping our elected officials and regulators create good policy is vital to protecting not just financial services professionals and the industry, but even more importantly protecting the people, businesses and communities NAIFA members serve.

meetings this May at NAIFA’s annual Congressional Conference.

Build Back Better in its current form is almost certainly not moving forward. Yet, NAIFA’s advocacy still represents a significant win because parts of the proposal could make their way into future legislation. NAIFA will remain engaged and work with Congress to ensure future spending bills do not harm the ability of NAIFA members to protect the financial security of their clients and communities.

In the face of ongoing advocacy threats, what can you do to ensure your representation is as strong as it needs to be?

• Encourage all your colleagues to become NAIFA members. Explain to them the critical advocacy work NAIFA does and how they benefit.

• Participate! Use NAIFA’s Advocacy Action Center to report your relationships with federal and state lawmakers. Meet with your members of Congress in their home districts and attend their in-district events. Attend NAIFA’s annual Congressional Conference. Grassroots is NAIFA’s advocacy strength, but it is only effective when members participate.

• Give to IFAPAC. NAIFA’s political action committee supports lawmakers and candidate who understand our issues and importance of financial professionals. IFAPAC ensures that NAIFA is in the conversation when legislation affecting our industry is up for debate.

NAIFA participates in organizations like the National Association of Insurance Commissioners (NAIC) and National Council of Insurance Legislators (NCOIL) to create and advance model rules and legislation. NAIFA helps shape these models to protect consumers while ensuring that insurance and financial professionals can continue serving Main Street clients.

One shining example is the NAIC’s Suitability in Annuity Transactions Model Regulation. NAIFA state chapters, working with the American Council of Life Insurers (ACLI) and other partners, have supported the enactment of laws or regulations in 18 states based on the model. The NAIC model protects consumers by requiring financial professionals to work in their annuity

Interstate State

NAIFA’s state chapters coordinate with the home office to work with policymakers on issues and proposals across the country. Members serve as resources for state lawmakers and insurance commissioners, testify at hearings and hold state legislative events. NAIFA chapters advocate on a wide range of state-level issues. Several of the most consequential at the moment are:

clients’ best interests. NAIFA believes every state should adopt the model to create a uniform standard and stave off uncoordinated efforts that could lead to a hodgepodge of potentially contradictory and unworkable state and federal laws and regulations.

Late last year, NAIFA Policy Director Maeghan Gale and Director of Government Relations Michael Hedge made a presentation on senior financial protection at the annual meeting of the National Council of Insurance Legislators (NCOIL) in Scottsdale, Arizona.

Gale and Hedge discussed the important role of insurance and financial professionals in providing guidance for retired individuals. When a person retires, their need for financial services doesn’t end. NAIFA members help senior

clients with budgeting and estimating their expenses, developing effective retirement plan disbursement strategies, obtaining coverage for healthcare, finding limited and extended care solutions, and creating financial legacies to leave loved ones or charities. NAIFA’s advocacy also promotes policies to protect seniors, Gale and Hedge told the NCOIL attendees. NAIFA supported the Senior Safe Act, legislation that allows agents and advisors to report suspicious financial activities involving accounts of senior citizen clients to financial institutions, which are empowered to investigate and report suspected cases of fraud to the authorities. NAIFA worked with members of Congress to extend the Senior Safe Act to include not only securities but also the insurance industry.

• Opposing proposals to create state-run retirement plans that would compete with robust and affordable plans provided by financial professionals

• Supporting measures to protect seniors from financial fraud and exploitation while protecting licensed professionals from liability

• Driving state-level discussions on long-term care planning solutions

Multiple NAIFA state chapters and local chapters and affiliates within states, have held legislative events for members or have events scheduled for early this year. These include events in Arkansas, California, Florida, Illinois, Indiana, Iowa, Kansas, Maine, Massachusetts, Minnesota, Missouri, South Carolina, Washington and Wisconsin.

Grassroots is NAIFA’s advocacy strength, but it is only effective when members participate.

NAIFA Live Brings TopNotch Presenters in 2022

NAIFA’s monthly online meeting provides opportunities for interaction and is a great benefit for NAIFA members.

By Brendan Bernat

pledge allegiance to the flag of the United States of America.” It is with these memorable words that each month’s NAIFA Live broadcast begins. NAIFA Live viewers know when they see NAIFA Member John D. Richardson’s distinctive bow tie that he is on screen to lead them in the Pledge of Allegiance.

Why begin each NAIFA Live in this manner? The reason is that NAIFA Live is the monthly chapter meeting for all NAIFA Members. It is an opportunity for everyone in NAIFA Nation to come together for the most relevant training and inspiration from thought leaders in the areas of technology, sales, products, motivation and much more.

Among the NAIFA Live presenters in 2021 were Jeremy Hallett presenting on the latest in FinTech, NAIFA Trustee Chris Gandy, and Eszylfie Taylor. But NAIFA Live is not only an opportunity to learn and be inspired by world-class speakers. At each NAIFA Live, you will have the opportunity to interact with NAIFA members and the NAIFA Live presenters in virtual breakout rooms. These live virtual question-and-answer sessions are among the highlights of each month’s presentation.

This year brings another lineup of compelling NAIFA Live presenters. We will hear from Anthony Martinelli, Bob Bagonis and Bill Medico as they make accessible the complex world of premium financing. This year’s NAIFA

Live broadcasts will also feature Sheryl Hickerson, Eleanor Johnson, past NAIFA Trustee Steven Saladino, and Ross Bernstein.

The author of nearly 50 sports books including “Wearing the C: Leadership Secrets from Hockey’s Greatest Captains” and “America’s Coach: Life Lessons & Wisdom for Gold Medal Success; A Biographical Journey of the Late Hockey Icon Herb Brooks,” Ross Bernstein is a best-selling author and speaker who has been featured on CNN, ESPN, Fox News and “CBS This Morning.”

Ross’s research has led him to conclude that the unique characteristics that are common among sports champions and are also common among peak performers in business. Ross explains why certain teams and businesses win consistently while others don’t. Just in case you missed Ross Bernstein’s February NAIFA Live

presentation, this and other NAIFA Live archived presentations are available at https://live.naifa.org/.

On March 16, Eleanor Johnson, Founding Principal of Highland Capital Brokerage, will show you how to create a dialogue that uncovers client priorities and motivates them to move forward with the implementation of planning strategies. In fact, Eleanor’s approach is successful even with clients who are hesitant to move to implementation. She will show you how to implement her “three buckets” level setting approach as part of every first client meeting.

This is just a small sampling of the tremendous speakers and topics that will be broadcast live to you in 2022. For a full listing of upcoming NAIFA Live speakers and event registration information, visit https://live.naifa.org/. NAIFA Live is free to NAIFA Members. We hope to see you each month!

Highlighted 2022 NAIFA Live presenters in 2022 include Ross Bernstein and Eleanor Johnson. Photos provided by Eleanor Johnson and Ross Bernstein, respectively.

NAIFA Asked the Experts:

2022?”

“What will you be doing to spread the love for NAIFA in

This issue’s experts are Advisor Today’s 2021 Four Under 40 winners. Steve Walker, Joanna Dellosa, Rebecca Schulter, and Cal Anderson received their awards at the NAIFA Belong event in December. Photo taken by NAIFA

ANSWER #1

As the 2022 President of NAIFA-Memphis West Tennessee, I’m planning to spread the love for NAIFA by trying to grow our local as much as we possibly can. We’ve already grown the Board by bringing in younger advisors to join me in leadership positions. We’ll be spreading the word about NAIFA — who we are and what we do — throughout the year. Those of us who are here are very passionate about the importance of being a NAIFA member, and we’re working hard to make sure we are getting the message out to the rest of our community.

-Rebecca Schulter, LUTCF, Partner, UCL Financial Group Loyal member since 2015

ANSWER #2

I am continuing to serve on the Board for NAIFA-Los Angeles and am also the National Committeeperson for the chapter. As President of the Los Angeles chapter of Women in Insurance and Financial Services, I am promoting more collaborative work with NAIFALos Angeles so that we can tighten our bond and have greater camaraderie among the two organizations. I’m really hoping to attend NAIFA’s Congressional Conference and the Apex annual conference. I also want to build better connections with my legislators — some of them already know me — but I want to spread the love for NAIFA with them. I really just want to be a good representative of NAIFA and a positive face people can put to the association.

-Joanna Dellosa, LUTCF, FSS, RICP, LACP, CLU, General Agent, Wilshire Group Financial Services Loyal member since 2012

ANSWER #3

When it comes to spreading the love for NAIFA, I’ll be spreading the word to non-members about NAIFA events they can come and experience. Just being a good steward of the business speaks volumes, as well. I’ll continue to do things the right way. I am an active NAIFA member, and we have our Code of Ethics, on top of my own personal code of ethics, to which I adhere. I’ll continue being active on the advocacy front and going to NAIFA events. Really, I’ll just try to get more people on the bus. In North Dakota, we have our membership chair and committee, but we think it’s a collaborative effort as members and leaders of our association to get more members. The more we can spread the word and get more people on board, the better off the association is.

-Steve

Walker, LUTCF, Vice President & Senior Insurance Consultant, Gate City Insurance Loyal member since 2009

ANSWER #4

I can share the love for NAIFA by looking for ways to be more involved within my local chapter in 2022. What I’m excited about is more in-person NAIFA meetings and getting back to being shoulder-to-shoulder with other NAIFA members. We can also do more to spread the word that NAIFA isn’t just for insurance agencies but also works for advisors who are investmentfocused, especially in advocacy. That’s what I love about NAIFA. Somebody’s got to stick up for the industry, and I appreciate that the association I am a part of does that on my behalf.

-Cal Anderson, CFP, CLU, of Ameriprise Financial Loyal member since 2008

Robelynn Abadie’s Inspiring Rise to the Life Insurance Industry’s Highest Honor

Robelynn Abadie, CAP, CHRS, LUTCF, CSA, RFC, RDA, a “legendary figure in the insurance and financial services industry,” according to NAIFA Immediate Past President Tom Michel, LACP, received the 2021 John Newton Russell Memorial Award at the NAIFA Belong Event.

The award is the highest honor accorded by the insurance industry to a living individual who has rendered outstanding services to the institution of life insurance. Abadie described the honor of receiving the award as the “most meaningful” of her career.

“I sat in the audience for at least 25 years watching the John Newton Russell Memorial Award recipients accept this honor and listened intently to their stories — early legends like Tom Wolff, Ben Feldman and Norman Levine,” she said in her acceptance speech. “The event always filled the room with excitement, and everyone dressed formally for the affair. It was a highlight for me to attend and sit amongst the giants of our profession. And for me to now be a part of this list of legends is extraordinary.”

Abadie said that before she became an insurance professional, she left an abusive marriage and found herself with no home, car, money or job and no college degree.

At the time she was recruited into the business in 1978, she was a single mother with two children under the age of five. She discovered she was talented as an insurance professional, but her new career did have its challenges.

“I soon realized that the insurance industry had relatively few female mentors and none for me locally,” she said. “I was in a very successful agency with 29 men and no other women. My manager, Warren Fountain, had me sign NALU [now NAIFA] membership papers the day I signed my contract and took me to my first local meeting. He encouraged me to get active.”

Abadie reached out to NAIFA’s national leadership and helped organize the Women Life Underwriters Conference,

a group devoted to the support and mentoring of women in the industry.

“It provided me the opportunity to meet other women who helped me through some very tough times,” she said. “They gave me great hope and supported me when I thought my possibilities were limited.”

The conference eventually became Women in Insurance and Financial Services (WIFS), an association that thrives to this day. Among her many other accomplishments, Abadie was selected as the 2003 National President of WIFS.

She was also the 2009 National President of the Association of Health Insurance Advisors (AHIA), a conference of NAIFA. During the tumultuous health care reform efforts, she represented over half a million agents and advisors in Washington, D.C., at the Health & Employee Benefits Alliance on Capitol Hill. In 2010, Abadie was elected President of the Million Dollar Round Table Foundation in Chicago, an international foundation serving members in 74 countries. The Founder and Owner of Abadie Financial Services, LLC, an insurance and financial services agency in Baton Rouge, LA, she enjoyed more than four decades of success as an agent and advisor.

“Robelynn has served and continues to serve as a champion for women in our industry,” said Tom Michel. “She is someone all of us can look up to.”

“Legendary”

Robelynn Abadie being honored at the NAIFA Belong event in December with NAIFA 2021 President Tom Michel, NAIFA CEO Kevin Mayeux, and NAIFA 2022 President Lawrence Holzberg.

Chad Cooper Is NAIFA’s Diversity Champion

Chad Cooper, MBA, a Financial Advisor with Gateway Insurance & Financial Services in Albuquerque, New Mexico, has been recognized as NAIFA’s 2021 Diversity Champion. NAIFA created the Diversity Champion Award to recognize exceptional efforts to promote the full and equal participation of diverse people within the insurance and financial services profession.

Cooper becomes the fifth individual to receive this distinguished award. A loyal NAIFA member since 2018, Cooper was nominated by NAIFA-New Mexico Chapter Executive Lynda Turner. Turner stated, “Chad is always willing to step up to the plate as a volunteer or appointed committee member. He is a center of influence in the business community. We are proud to have him serve as NAIFANew Mexico’s 2022 President.”

Cooper began his career in financial services in Albuquerque in 2003, focusing his outreach and prospecting in the city’s relatively small African American community. He saw a need for financial literacy training and worked with his firm to develop a program of monthly seminars on the financial concerns of African Americans. Today, his clients include all segments of Albuquerque’s population, including members of its large Hispanic and Native American populations.

Currently the Vice-Chair of the Board of the African American Greater Albuquerque Chamber of Commerce (AAGACC), Cooper helped found the organization and served on its first Board. He conducts a financial literacy program for lower-income residents through the AAGACC and a grant from the Kellogg Foundation.

Cooper has been very active with his alma mater, the University of New Mexico, and their diversity, equity and inclusion. He served as the University of New Mexico Alumni Association Board President in 2020 and led an effort to add to the national dialogue about racial justice and inclusivity through the association’s “Community Connector” series of vodcasts. Connie Beimer, Executive Director, UMN Alumni Association commented, “What’s most notable about Chad’s efforts is the ability and compassion he has to begin the racism discussions with our organization and take them beyond. He is so wellrespected, and his opinions and advice are sought out by others on how we continue to address these very important issues. We’re very fortunate to have him as a leader in our organization as well as our community and state.” As Board President, Cooper also led a campaign to revive and enhance the presence of the UNM Alumni Association Black Alumni Chapter.

Cooper reflects on the impact of Hurricane Katrina on his hometown of New Orleans as a tipping point on his desire to increase financial literacy. “For a week, I saw scores of Black people stranded in the streets with seemingly no one trying to help them. As I fought through the feelings of powerlessness in

the wake of this tragedy, I coordinated with my firm to develop a financial literacy training program for African Americans. I provided monthly seminars, secured a room at a local community center and provided lunches.”

Always seeking ways to increase financial literacy for all Americans, Cooper was invited by the New Mexico State Office of African American Affairs (OAAA) to present on financial topics at the annual OAAA Black Expo. He was a financial literacy instructor at the STEM-based summer training program for middle and high school students sponsored by Sandia National Laboratories.

Congratulations, Chad, on being named NAIFA’s 2021 Diversity Champion. We are #NAIFAproud to call you one of our own.

NAIFA’s In-Person Diversity Symposium Returns in 2022

Save the day for NAIFA’s 7th Diversity Symposium, May 23, 2022, in Washington, D.C. The purpose of the symposium is to provide participants with a forum to discuss strategies for creating and promoting diversity in the financial services industry. The program also serves as a resource for insurance and financial professionals in NAIFA’s mission to provide financial security for all Americans.

The past symposia have featured notable keynotes from industry professionals, DEI experts, and panel discussions featuring our members and advocacy partners.

Brian Haney Dons the Red Coat as NAIFA’s 2021 YAT Leader of the Year

Brian Haney, CLTC, CFBS, CIS, CFS, CAE, LACP, Founder and Vice President of the Haney Company in Silver Spring, Maryland, was named the 2021 Young Advisor Team Leader of the Year during NAIFA’s National Leadership Conference.

“It’s hard to describe how humbling it was to put that red jacket on for the first time,” Haney said. “NAIFA has done more for me than I feel I can ever repay. NAIFA has so many incredible YAT leaders, several of whom have been instrumental in my own growth and development, so to be recognized among this group is just incredible. I’m immeasurably grateful as this is such a gift to me.”

Haney is a member of NAIFA-Greater Washington, D.C., and has served on the chapter’s Board for more than seven years, including serving as President. He has chaired several other NAIFA-GWDC committees and served on the Board of NAIFA-MD. He is a graduate of NAIFA’s Leadership in Life Institute (LILI) and serves as a LILI Moderator. In 2018, Haney was named NAIFA’s Diversity Champion and in 2017 one of NAIFA’s Four Under 40.

Haney currently serves on the national YAT Committee and is a member of NAIFA’s Diversity, Equity, and Inclusion Council. He was NAIFA’s first Life and Annuity Certified Professional (LACP) Chair and helped develop exam questions and criteria for the certification. He has presented at NAIFA’s annual conference, has been a NAIFA Live speaker and participates as a presenter in NAIFA’s Advisor Ambassador program.

NAIFA Past President, Paul Dougherty commented, “Without question, Brian has

exemplified the ideal NAIFA volunteer with his commitment and dedication to his profession, his community, and to NAIFA. I have marveled at his ability to serve at the local and state levels in Greater Washington, as well as the national level, often concurrently. He has epitomized the YAT community and is often front and center in activities that celebrate and highlight the impact of this important part of the NAIFA family and has been an active recruiter of members and volunteers.”

Haney is an advocate for giving back to your community. He and his family regularly volunteer at a local homeless shelter, and he spearheads initiatives to support A Wider Circle, an organization that provides basic needs as well as a workforce development program to help end poverty. The refugee crisis is a cause near and dear to him and he is deeply committed to addressing the issue. Haney has participated in three mission trips where he has connected with thousands of refugees. He has been a mentor as part of the National Gay & Lesbian Chamber of Commerce’s Mentor-Protégé Program helping young entrepreneurs learn how to grow successful businesses. He also is active in the Greater Washington Hispanic Chamber of Commerce, Junior

Achievement, and Critters for the Cure, a local cancer nonprofit. In 2019, he was named Washington Business Journal 40 Under 40 Winner and NAILBA ID 20 Winner.

Congratulations, Brian! We are #NAIFAproud to call you one of our own.

Now is the

Time for Young Advisors to Join NAIFA

You’ve heard us saying, Taxation Needs Representation. But what does this mean? It means that your business and your clients’ financial security could be impacted by proposed legislation. It means that now, more than ever, we need more voices telling the story of Main Street USA. It means that we need representation of our young advisor population actively involved with NAIFA and our advocacy efforts. Encourage a young advisor to help us advocate for a favorable legislative environment by joining NAIFA today. Visit solutions.naifa.org/taxation.

Photo taken by NAIFA.

A Salute to NAIFA’s 2021 LILI Graduates

For NAIFA’s Leadership in Life Institute (LILI), 2021 continued to be a year characterized by resilience and adaptability. State chapters began hosting in-person LILI classes again and 46 students were enrolled in LILI classes in six states (Arizona, California, Florida, Iowa, Nebraska and North Carolina). In addition, 14 students enrolled in one of two new national online LILI classes.

While the second online LILI class is being completed this month, the first online LILI class launched in May 2021. Over six months ago their journey began, six students embarked on a path of study, introspection and personal growth. On November 19, 2021, these students were joined by NAIFA PastPresident Tom Michel and 40 LILI alumni for an online commencement celebration.

Themes of self-improvement, perseverance through tragedy and lifelong friendships formed in the LILI class were in evidence as each graduate took time to share their LILI story.

Next, LILI Moderators Davin Bell from Texas and Aaron Ostler from Nebraska provided their perspectives on moderating the first national online LILI class. They also described how proud they were of the students. The evening ended with open social time during which Tom Michel delivered a heartfelt address to the new graduates.

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NAIFA is looking forward to significant growth in the LILI program this year. Through the continued resurgence of state-sponsored in-person classes and regular online LILI classes, more NAIFA members will benefit from the lifechanging LILI experience. In addition, more chapters will benefit from having LILI-trained leaders poised to serve. For more information on starting a LILI class in your chapter, please contact Brendan Bernat at bbernat@naifa.org.

2021 LEADERSHIP IN LIFE INSTITUTE GRADUATES AND MODERATORS

A RIZONA

Kayla Haas

Rebecca Harper

Adam Roth

Undrea Smith

Moderator:

Mike Ford

CALIFORNIA

Cary Buechler

Dustin D. Deniz

Erika Kimura

Jesse Wind Markham

Denyse Mitsuka

Jose Rodriguez, Jr.

Dean Yoneshige

Moderators:

John Hansbrough, CEBS

Jerry Garcia, CLU, ChFC

IOWA

Craig Adamson, RMA, CRC, CRPS

Christy J. Cline

Tracy Crimmins, MBA, LUTCF

Mitch Dietrich

Joby Frey

Erica L. Helmers

Ann Hudson

Joni L. Reiling

Moderators:

Michael J. Gaeta, LUTCF, CLU, LACP

Lisa A. Skinner, LUTCF

NEBRASKA

Ty C. Betka

Lisa Hatterman, LUTCF

Jack Hawk, LUTCF, FSS, ALMI, ACS

Marie Manz

Kelsi Segebart

Moderators:

Thomas A. Ostler, ChFC

Lisa A. Skinner, LUTCF

NORTH CAROLINA

Steve Cody Bryson

Jeremy P. Cox

Mark A. Ellenberg

Dustin B. Griffin

Hugh D. House, LUTCF

Chasie S. Jacobs

Byron Q. Jones

William Chad Parris

Richard E. Swartz Jr.

John Walker

Vanessa O. Williams

Moderator:

Jeffrey David Garner

NATIONAL

LILI CLASS

ONLINE

Madeline Kay Grider

Nicole Kestel

Vijay Khetarpal, CLU, ChFC, CFP, AIF

Patricia C. May, CISR

Becky Pearson

Rhonda R. Vickery

Moderators:

Davin J. Bell

Thomas A. Ostler, ChFC

Photos provided by individuals pictured.

Recipients of the 2021 NAIFA Quality Award Stand Out From the Crowd

NAIFA Quality Awards recognize the best of our membership, the hallmark of outstanding client care for advisors. Originally created in 1945 as the National Quality Award, the award focused on recognizing outstanding performance for life insurance agents. While the award has been updated and modernized, the NQA still adheres to its core foundation, to focus on quality of care and not only on production numbers.

Recipients must be NAIFA members in good standing who adhere to NAIFA’s Code of Ethics. Ike Trotter, CLU, RICP,

ChFC, a loyal NAIFA member since 1976, helped overhaul and refresh the NQA program in 2020. He says that the NQA is like the “Good Housekeeping Seal of Approval” for insurance and financial services professionals. Agents and advisors who receive the NQA send a message to their clients and colleagues that they are at the top of their profession.

Awards were given in the following categories: Life Insurance & Annuities, Financial Advising and Investments, Health Insurance and Employee Benefits, and Multiline. This year’s recipients received a digital certificate as well as permission to use the official NQA logo on their email signatures and websites.

The NAIFA Quality Awards align with all three pillars of NAIFA’s 2025 Strategic

centers Limited & Extended Care Planning Center

Plan: increasing brand amplification, enhancing the member experience and supporting membership growth.

NAIFA would like to thank the following companies for submitting group applications: Country Financial, Modern Woodmen of America, Securian Financial, and Southern Farm Bureau.

View the 2021 NQA recipients at tdc.naifa.org/nqa-2021-winners.

ILTCI 2022 Conference to be in Raleigh

s James Thurber wrote, “It is better to know some of the questions than all of the answers.” He encourages all generations to remember that curiosity is a sign of respect, and it indicates a willingness to learn and grow from the presence of outside perspectives. The NAIFA Limited and Extended Care Center (LECP) is a free benefit for NAIFA members and is educationally and financially supported by the Intercompany Long Term Care Conference.

Chris Gandy of NAIFA-Chicagoland, Neil Himmelstein, NAIFA-NY, and Roger Sims, NAIFA-NC will be just some of the featured speakers on a session within the Advisor, Agent, Agency Track. The track will cover public-private legislation, new marketing ideas, portfolio protection via traditional and hybrid life and annuity products, health and wellness initiatives, advance market strategies, and much more. Other tracks include: aging in place solutions, claims and underwriting, legal, compliance & regulatory, and marketing & research. Broaden your horizons and see what questions you should be asking to grow your business.

Take time to rise above the day-to-day tasks and invest in yourself by hearing

about new emerging strategies, new tools that help you grow your business, and new products that are being developed to help our clients. LECP, through the generous support of ILTCI, can be the gamechanger you’ve been looking for and help to grow your business in 2022. For additional information and to get ‘some’ of the answers, please visit www.iltciconf.com.

The conference will be held March 20-23 at the Raleigh Convention Center in North Carolina. NAIFA is planning on holding a reception for both NAIFA members and prospective members. If you will attend the conference, or will be in the area, please let us know! Email membernews@naifa.org, and we will put you on the guest list!

New Advanced Practice Center Attracts Attentive Advisors

The Advanced Practice Center is led by Executive Director Karla Kirk and was first initiated in 2019 as a joint speaker venture between NAIFA and the Society of Financial Service Professionals (FSP). The first event series in 2019 was an in-person roadshow called “Level Up,” which featured speakers such as Andrew Rinn, Ameritas, who is both a member of NAIFA and of FSP, making stops in Dallas and New Orleans. Unfortunately, COVID19 brought a stop to the popular series and required NAIFA-FSP to go virtual in 2020 and 2021. The good news from this pandemic is that we found that there are so many NAIFA members interested in the

topics in advanced planning that it allowed us to break off into an advanced practice center of its own, which fully launched in Q4 2021.

With over 800 people participating in Advanced Practice Center Impact Week, it was clear that interest was high from our NAIFA membership. Members were actively looking for new ways to grow their books of business and experts to whom to turn when an advanced practice case arose. Additionally, it became clear how many NAIFA members served business owners who faced complications in ownership, wealth building and succession planning. The content provided by the experts in the Advanced Practice Center created awareness to NAIFA members on the importance of starting — and keeping — a conversation going around complex issues and the ability to easily partner

centers Center of Excellence for Employee Benefits

A New Center Comes to NAIFA

hat’s missing from your business plan?

Time to do research?

Time to make sense of all the information that comes at you 24/7? Time to step outside of the day-to-day, every day, routine so you can think about how your business will look in the future? Will you successfully compete, or will you fall behind?

Why is NAIFA creating its specialty center for excellence? In the words of one NAIFA member, “I use the Centers to be on 24/7 since I cannot be. I can reach out to a Center to see what’s new and directly interact with subject matter experts.”

The Center of Excellence for Employee Benefits (EBC) was recently announced at the National Leadership Conference and has been under a call for member volunteers during Q4 2021. In 2022, the focus of the Center will be to enhance the breadth and scope of the EBC. Carroll Golden will be working closely with Cammie Scott and an advisory council to bring additional sponsors and resources to the Center.

Over the next couple of years, we will expand the scope to include: healthcare companies, dental firms and distributors, wellness programs, finance classes on mergers & acquisitions, a wide range of auxiliary employee benefit product

with experts to solve client issues while increasing revenue.

While 2021 allowed the Advanced Practice Center to come into its own and continue to provide top thought leadership, it was still unable to hold in-person events with audiences that could truly interact and ask questions. The plan for 2022 is to hold at least three in-person events that fall close to the key signature events of Congressional Conference and Apex, as well as one stand-alone event in the fall timeframe. The Advisory Council of the Advanced Practice Center is at work determining the content and speaker lineup for the three in-person sessions. In addition, the Center will offer year-round content, as well as provide live/on-demand events for webinars and the like. To get further involved, please visit apc.naifa.org.

offerings, ERISA and COBRA plan documents, legal issues affecting your practice or your clients needs, legislative issues, insights from accountants, staffing companies, vendors to the financial services industry, underwriting processes and tools, awards and recognition platforms, enrollment companies, and so on. Early in 2022, we will create an advisory council to help us determine a game plan and establish a strategy on how best to grow the Center to serve our current and future members. Please contact the Center at ebc@naifa.org with ideas, contacts and interest. We warmly welcome your insights and suggestions.

Business Performance Center Continues to Expand

The Business Performance Center was launched late 2020 and held its first event in early 2021. The purpose of the Center is to bring experts together who provide thought leadership, products, ideas and programs to individuals who either lead an agency or firm or want to go out and establish their own agency or firm. The Center focuses on how to best recruit, train, grow your agents, advisors and administrative professionals, as well as how to grow your practice through adoption of new marketing and advertising models.

The Center held its Impact Week in March 2021 and welcomed over five hundred people virtually to hear from

experts such as Ron Lee from Mutual of Omaha, Andrew Rinn of Ameritas, Eric Stearns from Stearns Financial, Stacey McMahan of Pacific Life, and Kathleen Bilderback of Society of Financial Service Professionals and Affinity Law Group on topics within Advanced Practices. (Following the Center’s popularity, it was decided to break out the advanced practice topics into its own Advanced Practice Center, which we proudly launched in collaboration with Society of Financial Service Professionals in late 2021.)

Sheryl Brown Hickerson and Mernice Oliver led us through a session on how your agency can better serve a multicultural population, followed by Shane Westhoelter of Gateway Financial, Ryan Pinney of Pinney Insurance Companies, Brad Swineheart of WhiteGlove, and Luke Acree of ReminderMedia giving registrants insights into how to better grow practices in a digital world.

During the year, the Center grew, with sponsors including Customers Bank and White Glove. Long-time members of NAIFA will also be happy to learn that Dan Finley of Advisor Solutions will return to working with NAIFA members through his involvement as a Business Performance Center expert. Dan will pen a regular column for the Center and will tap into his 20-plus year career coaching advisors to grow their practices.

2022 plans for the Center include the addition of the Chalice Network as a new partner that will bring NAIFA members more business tools and marketing resources, in addition to access to a succession planning marketplace for buy/sell of practices. Additionally, the Center will be the home of RISE, a new training course for agency and firm managers that was announced at the 2021 National Leadership Conference. Learn more and subscribe to the Center by visiting: bpc.naifa.org.

Andrew Rinn

Dan Finley

Eric Stearns

Mernice Oliver

Ron Lee

Ryan Pinney

Shane Westhoelter

Sheryl Hickerson

The First Terry Headley Lifetime Defender Award Goes to Robert Roach of Ohio R

obert M. Roach, CLU, ChFC, AEP, Partner at Roach McIntyre & Associates in Columbus, Ohio, and a Financial Representative with Northwestern Mutual since 1968, is renowned for his dedication to NAIFA’s political advocacy mission. He is personally acquainted with numerous elected officials from Ohio and serves as a NAIFA contact for each of them. He is also a strong supporter of IFAPAC.

In December at the NAIFA Belong event, Roach was the worthy recipient of the inaugural Terry Headley Lifetime Defender Award. NAIFA will present the award annually to recognize a current NAIFA member who shows exemplary service to their profession, colleagues and clients through their political advocacy and contributions to IFAPAC.

Roach, a loyal NAIFA member since 1970, is a Past President of NAIFA’s Ohio chapter and has served on NAIFA’s national Board of Trustees. He has chaired NAIFA’s national Political Involvement Committee and Policy Formation Subcommittee. He is a Capitol Club IFAPAC contributor with a lifetime IFAPAC rank of 4-Star General. He actively participates in NAIFA grassroots programs and events, including the Congressional Conference.

“Bob Roach is an extraordinary NAIFA citizen,” said NAIFA’s 2021 President Tom Michel, LACP. “We can all learn from his example as an advocacy leader and unselfish IFAPAC donor. He understands the importance of political advocacy and IFAPAC to ensure that NAIFA’s voice is heard in Washington, D.C., and on

the state level in Columbus. He shows us all how NAIFA members can make a real difference through their political involvement and giving. I am very pleased to congratulate Bob as the first-ever recipient of the Terry Headley Lifetime Defender Award.”

HONORING A NAIFA LEGEND

The award is named for NAIFA Past President Terry Headley, LUTCF, LIC, FSS, who has a long, distinguished record of service to NAIFA. He is recognized as a key NAIFA contact for multiple members of both the Nebraska congressional delegation and the state legislators over the years. Headley has served in leadership roles at the local, state and national levels. He is also an IFAPAC Capitol Defender. Headley and his fellow NAIFA Past President Robert Miller, M.A., M.S., are known as “IFAPAC Co-commanders in Chief” because their IFAPAC lifetime giving totals.

Miller was on hand to present the award to Roach and spoke glowingly of what Terry Headley has meant to NAIFA’s political advocacy.

“What really makes a normal, regular guy be so extraordinary at certain things?” asked Miller. “I think it all comes down to: you have to feel it in your bones. You have to believe it. It has to really infect your soul. To have that kind of belief, you have to think deeply about where you are and what you want to do. Terry had that when it came to IFAPAC. And he had that when it came to speaking to legislators, and nothing stopped him.”

“The thing that compels somebody to be so extraordinary is undefinable in many ways,” Miller added. “Terry reached for the stars, and he achieved what he wanted. He would travel anywhere in nation to speak about the PAC, and he probably brought more new members into this association by talking about political action than anyone. Terry is and always will be the king of IFAPAC at NAIFA.”

Like Terry Headley, Bob Roach “is another person that is exceptional in what he has stood for,” Miller said. “Robert Roach has also been a giant. He follows in the mold of Terry Headley. He is a champion on the Hill.”

“Bob Roach is an extraordinary NAIFA citizen. He shows us all how NAIFA members can make a real difference through their political involvement and giving.”

Robert Roach receives the inaugural Terry Headley Lifetime Defender Award (Left to right: Tom Michel, Robert Miller, Roach, Lawrence Holzberg)

February is I Love NAIFA month! Show your love for NAIFA by taking a photo of yourself with the graphic on this page and posting it to your social media channels. Remember to use the hashtag #NAIFAproud.

Thank You to Our Partners

NAIFA advocates for individuals and companies to belong to professional associations, service and religious organizations, and charitable organizations. The culture of belonging is one that we believe is the basis for healthy communities. In addition to NAIFA, our typical member belongs to a variety of other organizations, which is why we think our members are even more amazing for the time and talent they consistently dedicate to NAIFA each year.

Thank you to all our Advocacy, Affinity, Corporate, Education, and Marketing partners for supporting our legislative work, the five Centers for Excellence, flagship events, and membership development. The thought leadership and resources that partners provide are invaluable. Members are encouraged to work with NAIFA partners to find solutions and develop relationships to advance their business.

CURRENT PARTNERS INCLUDE:

To find out more about our partners and the services and discounts they offer, log into the member portal.

NAIFA Races to the Top with Apex

During the inaugural National Leadership Conference, (then) President-Elect, Lawrence Holzberg announced the retirement of the Performance+Purpose annual meeting and the launch of a completely redesigned pure-play professional development meeting. With a bent on separating past from present, it was decided to retire the Performance+Purpose brand that has long been linked with a convention-style, election-style event instead of having professional development at its focus.

The redesigned event was unveiled by Holzberg in December 2021. The new event, called Apex, focuses on providing top leadership, sales and marketing ideas to financial services professionals. The new brand is focused on a “race to the top,” where only the top percent of advisors, and the aspiring top percent of advisors, would gather each year to share and compare success stories.

The new event will unveil at the Arizona Biltmore Hotel August 16-18, 2022. Following 2022, the Apex brand will launch into a regional conference model to allow more NAIFA members access to top speakers with more

flexibility. Based on what COVID-19 has taught the industry, NAIFA decided that lowering the barriers to entry to allow more advisors to access top education, while making it far more accessible for advisors to interact with thought leaders on a local level, was something that NAIFA was uniquely designed to provide based on its redesigned structure whereby chapters collaborate with one another. Holding regional events, instead of one national event per year, also allows for more speakers, members and sponsors to participate.

“Apex focuses on a race to the top,” stated Holzberg, one of the visionaries of the redesigned event. “We intend for this to be the professional development event for agents and advisors who serve Main Street America. This is not a global event — we are focused on preparing financial advisors to better serve and protect our changing USA. American financial services professionals are the backbone and the heartbeat of the American economy — we intend to not only protect our stake in it, but to elevate the stature of the Main Street advisor and agent working every day for American families and small

Photos from NAIFA’s Belong Event in Washington, D.C., in December 2021.