NAIFA's Advisor Today Summer 2022 Edition

ADVISORTODAY

APEX IS THE NEW NAIFA EVENT FOR PRODUCERS Join us in August in Arizona

IN THIS ISSUE:

EFFECTIVE ADVOCACY MEANS CONSTANT VIGILANCE

NAIFA’S CONGRESSIONAL CONFERENCE BRINGS ADVISORS FACE-TO-FACE WITH LAWMAKERS

THERE

POSSIBLE

6

NAIFA’s Congressional Conference Brings

Face-toFace With

NAIFA held its first in-person Congressional Conference since the pandemic May 23-24 as members met with legislators to discuss legislative priorities.

naifa Leadership

NAIFA CHAPTER PROFILE

NAIFA-Tennessee

Congratulations to NAIFA-Tennessee for being our featured chapter in this issue. NAIFA-Tennessee returned to in-person meetings late in 2021, but this spring held its first in-person legislative day since 2020. NAIFA-Tennessee’s two-day event in Nashville featured an opportunity to meet with legislators and a dinner honoring past chapter presidents. The Sales Summit highlighted new members, bestowed the NAIFATennessee YAT Leader of the Year to Scott Flowers, recognized IFAPAC contributors, reminded all in attendance of the power of NAIFA’s grassroots program, and recognized all LILI alumni while interspersing programming from

NAIFA’s Centers and key industry thought leaders. Harlan Accola, from Fairway Mortgage, which is a NAIFA corporate partner and heavily involved in the Limited & Extended Planning Center and Business Performance Center, spoke on home equity and retirement. Former NAIFA Trustee Delvin Joyce spoke on transitioning your practice to fee-based financial planning. The Sales Summit also featured a fireside chat with Robelynn Abadie, the 2021 John Newton Russell Memorial Award winner, highlighting how she was able to achieve so much in her career largely due to her involvement with WIFS and NAIFA. (To hear Robelynn’s acceptance speech, please

view it on-demand at belong.naifa.org/nlc-archives).

UnitedHealthCare of Tennessee and Cigna were sponsors of the Sales Success portion of the event. Fourteen members from Tennessee came to Congressional Conference this year helping to further strengthen the voice of NAIFA Nation. Congratulations and keep up the great work NAIFA-TN!

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

Alaina Faiello

VP, Professional Development afaiello@naifa.org

703-770-8225

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

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

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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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.

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PRESIDENTS’ PERSPECTIVES

What is the appeal of Apex, NAIFA’s new event open to all in the industry?

From the Past President

By Thomas O. Michel, LACP

Members should attend Apex because we’ve put together an all-star line-up of speakers that will not only inspire you, but truly open your eyes to new ways to do business, how the industry has changed, and more importantly, where your business is inevitably headed. We have chosen each speaker with extreme intention to ensure that we are going to deliver what we promise: a true sales summit experience that will empower you to go home and make 2022 your best year yet. What’s even more exciting is that it’s a phenomenal platform to invite advisors in that don’t know what NAIFA is all about to meet our members and learn why they should belong, and to promote financial literacy as a pathway to financial security for all.

From the President

By Lawrence Holzberg, LUTCF, LACP

Members should attend to experience the evolution of NAIFA since we changed our bylaws and restructured the association. With the pandemic, most members have not been able to gather together in person at a largescale event to really witness the power of One NAIFA. We are delivering on our promise from QME to provide stellar sales and marketing education to all advisors and agents regardless of where they geographically live. Apex is for producers who want to excel in their practice, period. We have moved all the membership components of awards, leadership training, the annual business meeting, and the like to the National Leadership Conference that will be held in November 2022, so that Apex can stand alone as a pure-play way to excel in this industry.

From the President-Elect

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

The better question is why would you choose not to attend? Apex will be at the incredible Arizona Biltmore hotel, which was opened at the end of the roaring 20s. Not only will you be surrounded by other financial services professionals who want to network and learn together, but you can extend your stay pre-or-post at unbeatable hotel rates so that you can bring your family and experience all that the PhoenixScottsdale area has to offer. NAIFA has truly put together a next-level experience for advisors during Apex, and it’s a fresh way for you to re-engage with NAIFA and learn all that NAIFA has to offer now that we’re One NAIFA.

CEO CORNER

A Foundation for the Future of Our Industry

By NAIFA CEO Kevin Mayeux, CAE

We announced the launch of the NAIFA Foundation for Financial Security at this year’s 7th Annual Diversity, Equity & Inclusion Symposium on May 23 prior to the kick-off of Congressional Conference. The tagline for the Foundation is “Building the Base for Financial Security” and features a logo mark that is a blue square symbolizing the base of the financial pyramid. The Foundation’s purpose is to raise awareness of financial services as a career choice to bring more people

into the industry. The Foundation was announced at the DEI Symposium because the first scholarship program available is to college students or recent college graduates who associate themselves with under-represented populations in the ranks of financial services professionals. Helping to build a more diverse financial services workforce will allow NAIFA to better serve Main Street Americans and better represent them in every statehouse and on Capitol Hill. The second scholarship

program that is in the works focuses on military veterans as they transition out of active duty or are considering a career change to financial services. The Foundation’s scholarships will be featured in NAIFA’s Future Leaders program which offers a free virtual program, – featuring NAIFA Young Advisor Team members – to university and college students. You can read more about the Foundation at foundation.naifa.org and the Future Leaders program, which is housed under the Talent Development Center, at tdc.naifa.org/futureleaders. Both the Foundation and the Future Leaders program are part of NAIFA’s 2025 Strategic Plan, which can be reviewed at belong.naifa.org/2025.

NAIFA’s Congressional Conference Brings Advisors

Face-to-Face With Lawmakers

More than 500 insurance and financial professionals from across the United States participated in the annual Congressional Conference, as NAIFA’s signature grassroots advocacy event returned to Washington, D.C., May 23-24. The event brought attendees together in person for the first time since 2019 after the COVID-19 pandemic forced Congressional Conference to go virtual for the past two years.

NAIFA members received advocacy briefings and grassroots training. The keynote speaker for Day 1 of the conference was Senator Ben Sasse (R-NE), an influential member of the Senate Finance and Budget Committees. A Day 1 CEO panel, moderated by NAIFA CEO Kevin Mayeux, CAE, featured the leaders of top industry associations: Wayne Chopus, President and CEO of the Insured Retirement Institute, George Nichols, III, President and CEO of The American College, and Susan Neely, President and CEO of the American Council of Life Insurers.

On Day 2, the freshly trained and motivated advocates headed to Capitol Hill for in-office meetings with members of Congress and congressional staff. They discussed the important services insurance and financial advisors provide Main Street Americans and how policy decisions impact NAIFA’s goal of providing financial security for all. They encouraged Senators to pass the SECURE 2.0 retirement legislation and asked lawmakers to preserve the status of agents and advisors as independent contractors.

An early-morning group of NAIFA members ignored the rain to pose for a photo by the Capitol before meetings with lawmakers.

Insurance and financial professionals received advocacy training and policy briefings on Day 1 of the conference.

NAIFA-Nebraska members pose with Senator Ben Sasse.

The Congressional Conference bolsters NAIFA’s prestige among lawmakers and industry partners and enhances the association’s standing as the leading voice for insurance and financial professionals. It is crucial for ensuring lawmakers thoroughly understand the important role insurance and financial professionals play in:

• Providing products, services and advice that improve the financial security of 90 million American families.

• Promoting financial literacy and selfsufficiency in diverse communities.

• Strengthening the U.S. economy and contributing to the financial health of communities in every congressional district.

• Representing the best interests of their clients and promoting the success of Main Street Americans and businesses.

While in Washington, many NAIFA members participated in NAIFA’s D.C. Passport program. They visited and photographed themselves at landmarks in our nation’s capital commemorating important people and events from U.S. history with insurance or financial services ties.

The photos will be used to create a D.C. Passport that advocates will then take to August in-district meetings to show their members of Congress their participation in the Congressional Conference and dedication to NAIFA’s advocacy mission.

This year’s successful Congressional Conference kicks off the 2022 constituent engagement and builds on the grassroots success of NAIFA’s December National Leadership Conference. At that event, NAIFA members were among the first groups allowed to visit reopened congressional

offices, which had been closed to the public under security restrictions and COVID-19 protocols.

The Congressional Conference also creates momentum for NAIFA’s two remaining signature events, and it saw a return to pre-pandemic participation. Apex, August 17-18, at the Arizona Biltmore resort designed by Frank Lloyd Wright, is the new sales summit for the American advisor. It is a “race to the top” designed for the top 1% of advisors and those motivated to join them at the

apex of the profession. Then, NAIFA’s National Leadership Conference and Belong awards celebration, November 13-15, in Washington, D.C., will offer NAIFA leaders the training they need to help us grow as one NAIFA Nation and differentiate high achievers, including recipients of the John Newton Russell Memorial Award, the Terry Headley Lifetime Defender Award, NAIFA’s Diversity Champion, the Young Advisor Team Leader of the Year, and Advisor Today’s 4 Under 40.

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This year’s successful Congressional Conference builds on the grassroots success of NAIFA’s December National Leadership Conference.

The Congressional Conference CEO Panel featured NAIFA CEO Kevin Mayeux, CAE, The American College President and CEO George Nichols III, ACLI President and CEO Susan Neely, CAE, and IRI President and CEO Wayne Chopus.

NAIFA’s advocacy programs are constantly working on behalf of our members, their businesses, the industry, consumers and communities across the United States. Our Main Street message in favor of policies that promote financial security for all resonates with lawmakers and regulators at the federal level and in every state capital.

Our members have the experience, expertise and commitment to influence the decisions made by state and federal policymakers as well as the interstate organizations that create model laws and regulations.

Effective Advocacy Means Constant Vigilance Federal

Bipartisan retirement planning legislation overwhelmingly passed by the House of Representatives, commonly known as the SECURE Act 2.0, would create incentives for employers to create and enroll employees in workplace retirement plans. It also would create greater flexibility for workers who contribute to the plans.

NAIFA has long advocated for many of the SECURE 2.0 provisions aimed at simplifying and encouraging the establishment of retirement savings plans, including:

• An automatic enrollment requirement for 401(k) and 403(b) plans

• A phased-in increase in the age when required minimum distributions (RMDs) begin (from current law age 72 to age 75 by 2033)

• An increase in catch-up Roth IRA contribution limits for people aged 62, 63 and 64, to $10,000, indexed

• The ability to count employer-paid student loan payments as plan contributions

• Authority for 403(b) plans to participate in MEPs (and PEPs), and an enhanced start-up credit for plans that join a MEP or PEP

• Greater ability for plans to offer lifetime payment options by removing barriers to the use of annuities, including longevity annuity benefits and insurance-focused ETFs NAIFA members made SECURE 2.0 a key topic of discussion in meetings with Senators at NAIFA’s Congressional Conference. NAIFA has a history

of grassroots advocacy success in this area. The original SECURE Act retirement legislation, which NAIFA strongly supported, passed the Senate and was signed into law just several weeks after NAIFA grassroots advocates promoted the legislation during meetings with lawmakers on Capitol Hill.

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August is the time when Congress is in recess and members return to their home districts. But NAIFA’s advocacy is never in recess. That’s because August is also the time when NAIFA members ramp up their grassroots advocacy. Continuing the momentum of the Congressional Conference, NAIFA has set a goal of holding at least 300 in-district meetings between NAIFA members and their Senators and Representatives.

In-district meetings are a crucial part of NAIFA’s grassroots strategy. While delivering our advocacy message as a unified voice at the Congressional Conference has unparalleled impact, in-district meetings are a great time to build and strengthen relationships. Lawmakers are often more relaxed and may have more time to spend with you in their home districts. Meeting away from Washington, D.C., also drives home the fact that NAIFA members represent the interests of Main Street families and businesses the lawmaker represents. Information on scheduling and holding in-district meetings is available at NAIFA’s Advocacy Action Center: advocacy.naifa.org/center.

Members of NAIFA-Indiana meet with Senator Mike Braun (R-IN).

Photo by Chris Barnthouse

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.

NCOIL has unanimously approved a “Resolution Supporting Independent Contractor Status for Insurance Agents and Other Licensed Financial Professionals.” NAIFA strongly supports this resolution and urged NCOIL to adopt it. The resolution cites work done by NAIFA, stating that “surveys, including research by the National Association of Insurance and Financial Advisors (NAIFA), show licensed independent agents and other

Take Action!

Interstate State

financial services professionals are overwhelmingly satisfied with their status as independent contractors and oppose policies that would take away their choice to work independently.”

NCOIL approved the resolution, sponsored by NCOIL President and California Assemblyman Ken Cooley, at its Spring Meeting in Las Vegas. The resolution says NCOIL will actively urge states and the federal government to exempt insurance and financial professionals from laws or regulations that include an ABC test or similar methods to determine whether a worker is classified as a contractor or employee.

The NAIFA survey cited by NCOIL found:

• Approximately 90% of NAIFA members receive income reported on a 1099.

• 94% do not want to be treated as an employee for union organizing.

• 95% operating as independent contractors want to remain so.

NAIFA has worked closely with NCOIL on the worker classification issue. Josh O’Gara, CLU, ChFC, CFP, a NAIFA member from Woburn, MA, and NAIFA Policy Director Maeghan Gale testified at the NCOIL 2021 Summer Meeting in Boston to provide the producers’ perspective and discuss the importance of independent contractor status for independent broker-dealers and independent financial advisors.

In his testimony, O’Gara gave personal insights as a licensed financial professional into how operating as an independent contractor contributes to his success as a business owner and gives him the freedom and flexibility to serve the best interests of his clients.

Remember that your membership fees cover your subscription to three key advocacy resources:

1) GovTalk, the monthly advocacy newsletter for members

2) NAIFA’s Get Out the Vote website found at https://gotv4financialsecurity.org/

3) NAIFA’s Advocacy in Action Center where you can engage in Action Alerts, reporting grassroots relationships, and giving to IFAPAC. Visit www.naifa.org/advocate to access the Center If you’re missing any of these key advocacy benefits, please email us at info@naifa.org or call

Decisions made by state lawmakers and regulators are just as important as those made on the federal level. That is why it is crucial for NAIFA state chapters to be influential in every state capital. A great example of NAIFA’s state advocacy strength recently played out in Kentucky.

A proposed tax reform bill would have imposed a 6% sales tax on a variety of services to help lower the state’s income tax. While financial services

are rarely subject to sales taxes, this proposal would have made Kentucky subject to one of the highest tax rates in the country for these services.

NAIFA immediately engaged in strategic outreach to Kentucky lawmakers. NAIFA-KY President Cathy Carlson and other local NAIFA members visited in person with home district legislators and members of the Senate Appropriations & Revenue Committee to express the major concerns directly

from financial planners. NAIFA-KY members Patrick Robison and Brian Wilson also contacted their legislators. Following these grassroots efforts, the Kentucky Senate introduced a substitute bill removing the taxes on personal financial planning and investment management services. This is an amazing legislative win that not only continues to protect NAIFA members but also shows the power of NAIFA’s grassroots advocacy.

A Race to the Top!

Top producers and those aspiring to be among the elite in the industry will gather at the fabulous Arizona Biltmore for NAIFA’s Apex sales summit.

Apex is NAIFA’s new professional development signature event focused on providing top production, sales and marketing ideas to financial services professionals. The new brand reflects the concept of a “race to the top” where the top percent of advisors, and the aspiring top percent of advisors, gather to share and compare success stories. The inaugural Apex event includes pre-and-post tours with the conference being held August 17-18 at the Arizona Biltmore Resort in Phoenix.

Apex is a completely redesigned pure-play professional development meeting. It features nationally known and highly regarded keynote speakers and educational sessions by top professionals and respected thought leaders in the insurance and financial services industry. Apex is also a premier networking event providing ample opportunities for top advisors to mingle, compare notes, and make valuable connections.

DAY 1 MORNING KEYNOTE: CODY ASKINS

Apex’s power program is for hyper growth-focused advisors who are already succeeding and driven to be among the best. That’s why leading off NAIFA’s Apex program is the legendary founder of The 8% Nation Conference, Cody Askins.

Askins started in the insurance industry when he was just 20 years old while attending school full-time and playing college basketball. His goal was to make six figures during his

first year, and in only eight months, he made over $117,000.

Drive and determination have always been part of Askins’s DNA, but his success is also founded on a system that he has honed into a machine consisting of eight companies totaling more than $30M in annual revenue that he owns and operates.

With over a decade of insurance sales knowledge, Askins knows what it takes for agents to succeed in the insurance industry. This dynamic presentation is for high performers looking to take their businesses to the next level.

DAY 1 AFTERNOON KEYNOTE:

CALEB GUILLIAMS

After taking over the entire investment department of a bank by age 19, Caleb Guilliams saw firsthand how 98% of Americans were financially failing despite “professional” financial advising. Following his three years of traveling the country and being mentored by some of the most successful financial minds, Guilliams discovered a better way to build wealth.

Leaving his prestigious position at the bank, he founded the company BetterWealth, authored the best-

selling book The AND Asset , hosts the Better Wealth Podcast, and speaks to thousands around the world. One of the youngest leaders in the industry, Guilliams is quickly becoming The New Face of Finance.

At Apex, Guilliams will show you the secrets that allowed him to take the insurance industry by storm by the age of 22. His amazing story will not only inspire you, but it will also provide you with the framework to virtually scale your life insurance business just like he did! Through Guilliams’s unique business framework and leverage points, you will be on your way to dynamic growth and transformation that you never thought possible.

DAY 2 CLOSING KEYNOTE: MORRIS MORRISON

It’s no secret that human beings crave consistency, and we dislike change. In this program, Morris Morrison will energize, entertain and inspire you to abandon your need for certainty and embrace the opportunities that come with change. You will be equipped with the required MINDSET needed to abandon comfort and create new disciplines that will position you as DISRUPTORS. This program will give continued on page 26

Photo provided by Arizona Biltmore.

ANSWER #1

Advocacy is one of the greatest benefits NAIFA has and one of the benefits we can give back to our clients. Our elected officials are so overwhelmed by the amount of information they have, whether it’s regulations or bills that they’re looking to pass, and I think it’s our job to educate and inform them about those laws that will impact not only our industry but also their constituents who are our clients. Many lawmakers have no idea how life insurance impacts their constituents, so I think we’re helping form the laws and the bills that are being passed but we’re also educating the offices that work for all of us. The education we provide them is so important and very valuable to them.

Kathleen Owings, LACP Colorado Springs, CO

Loyal member since 2011

ANSWER #2

NAIFA being in Washington repeatedly reminds our legislators that we are there for the consumer. We tell lawmakers the stories of what we do every day and how it helps American families, especially in the middle-income bracket.

Mike Herring, CLU, ChFC, LUTCF Lincoln, NE

Loyal Member Since 1985

ANSWER #3

Advocacy means really getting in there and educating our congressional leaders about what it is that we do, who we serve, and how we help to provide for and protect many people who live in their districts. Lawmakers are very interested in learning what we do and how we help their constituents.

Irene Stolte, LUTCF, CLTC, LACP Edison, NJ

Loyal Member Since 2002

We Asked the Experts: NAIFA’s advocacy opportunities help members differentiate themselves. As a multiyear attendee of NAIFA’s Congressional Conference, how does your advocacy work with NAIFA bolster your business and serve your clients?

ANSWER #4

I believe that our clients need someone to advocate for them and that is part of our job as planners and as advisors. It’s not only to share our recommendations, but to go to the Hill to make sure that legislators understand the great work that we’re doing with our clients, and how we’re helping them save and build a future for their families and themselves. That’s extraordinarily important to me. At every level of government, there’s an opportunity to make an impact and to educate our elected officials on what we do and the good we’re doing in our communities for their constituents, for families, for our friends, and for our loved ones so that they can have the ability to be comfortable in their retirement or have the ability to save.

Jon Maples, CLTC, RICP Palm Beach Gardens, FL Loyal Member Since 2015

ANSWER #5

Advocacy helps lawmakers see what NAIFA advisors do each and every day for the consumers. It’s so important – the work that advisors do – to protect families and secure families’ retirement. I enjoy being part of a bigger cause. The best part of being a NAIFA member is educating others about what NAIFA is and the work that’s done by NAIFA members.

Beth Valente, CLU, CLTC Springfield, MA

Loyal Member Since 2013

ANSWER #6

Advocacy for me is simply giving our congressional leaders the opportunity to know that we’re here and to make sure that our clients really have access to proper levels of planning so that legislation isn’t skewed in a way that makes access either too costly or nonexistent. We let our legislators know we can be a resource for them. With NAIFA, specifically, we have so many great resources that apply to so many different practices, whether it’s financial advisors, disability insurance, life insurance, property and casualty – you name it, we can cover it.

Rick Demko, CLU, RICP, LUTCF, LACP Houston, TX Loyal Member Since 2015

ANSWER #7

Advocacy is the heart of what NAIFA means to me. The idea that we are the only association with representation in every statehouse and here in Washington, D.C., means we have the grassroots relationships that allow us to effectively communicate how we serve our communities, clients, and the constituents of our legislators. Congressional Conference is an essential element of being a part of NAIFA. It is at the heart of what we expect to deliver to our clients as NAIFA members and the promises we deliver daily. Oftentimes, legislators are creating the environment for consumers, our clients, to succeed and achieve their retirement and other financial goals.

Michael Mares San Marino, CA Loyal member since 2006

NAIFA’s Diversity Symposium Explores the Importance of Creating Opportunity for All

fter being virtual the past two years, NAIFA was thrilled to be in person for the 2022 Diversity Symposium. For the seventh year, the annual event featured a lineup of influential leaders in the industry and DEI space. Sessions included:

• “Recruiting & Retaining Next Generation Talent;” with Kristin Dorm, Vice President, Agency Growth & Development, OneAmerica, Dennis Martin, President, Individual Life & Financial Service, OneAmerica, and Chris Gandy, LACP, Loyal Member

Since 2003, Founder of Midwest Legacy Group

• “Defend Not Offend® How to Be Yourself without Annoying Others;” Angela White, Loyal Member Since 2017, Regional Recruiting Director, Equitable

• “Womanthology: The Behaviors that Change Us;” Toni Gonzales, LACP, Loyal Member Since 2017, Vice President Recruiting, Development and Sales, Ohio National Financial Services

• “Underserved Does Not Mean Under-Funded;” Richie Marrero, Jr.,

Loyal Member Since 2020, Benefits Specialist, 360 Benefits, LLC

• “Bringing Diversity, Equity & Inclusion to the Forefront;” Lined Mason, Loyal Member Since 2018, Vice President, Policy Services, Ameritas

• “Representing Main Street USA: Why Advocacy Matters;” Ron Adams, MACL, Vice President, Northwestern Mutual

If you were unable to attend the symposium, recordings of the session are available on-demand at NAIFA’s Talent Development Center, tdc.naifa.org.

Kristin Dorm, Christopher Gandy, and Dennis Martin

Lined Mason

Ron Adams

Toni Gonzales

Young Professionals and Financial Services Careers Are Often a Great Match

By Angela White, Loyal Member Since 2017

Recruiting a younger, more diversified workforce is vital to the future success of the insurance and financial services industry and to providing financial security for all Americans. Fortunately, our industry has much to offer young professionals. It provides flexibility, autonomy and a type of ownership of your career path often not found in corporate America.

It also appeals to young people who want to help others. When you work with a family or small business to solve a problem or achieve a financial goal, the results are tangible and extremely satisfying. You know you are making a difference. We, as an industry, need to do a better job of finding the right young people and showing them how great a career as an insurance and financial services professional can be.

Too often, we look exclusively for candidates with strong financial or business backgrounds – finance majors or accounting majors, for example. Many of these students make excellent candidates, but if we restrict ourselves based on preconceived and outdated notions of who financial professionals should be, we are ignoring a massive pool of talent.

As a recruiter myself, I emphasize the people side of our profession. You can learn or get help with many of the financial and business aspects, but if you are unable to create and nurture

relationships you will not succeed as an advisor. We need to be looking more closely at sociology majors, psychology majors, communications majors, and the like. These are students who are often people-centric and skilled relationship builders.

Diversity, equity and inclusion are also important considerations. America’s Main Street has changed and continues to evolve. Successful entrepreneurs and families in need of financial services include people of all races and ethnicities, immigrants, the LGTBQ community, single parents, blended families, and a multitude of others who have traditionally been underserved. While they are underserved, they are not underfunded. I passionately believe promoting DEI in our industry is simply the right thing to do to provide financial security and opportunities for all, but it also makes good business sense.

Recruiting and supporting the next generation of young agents and advisors is key to ensuring all Americans have a seat at the table and equitable access to the products, services and advice to achieve financial security and greater prosperity. It is also necessary to maintain a healthy, vibrant insurance and financial services industry.

Angela White is Co-Chair of NAIFA’s Diversity, Equity and Inclusion Council. Learn more at tdc.naifa.org/diversity.

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NAIFA’s Future Leaders Program offers a series of virtual presentations developed by NAIFA’s Young Advisor Team. They are designed to help early-career advisors and those considering the profession better understand the industry and explore career options. The series also provides tips and tools young advisors can use to grow their success. More information and on-demand sessions are available at tdc.naifa.org/futureleaders.

NAIFA Award Recipients Stand Out from the Crowd

It is award season across NAIFA Nation, and our members are encouraged to apply or nominate a fellow member for one of our many awards. These awards are one of the many ways that NAIFA allows our members to differentiate themselves from their peers. NAIFA is currently accepting applications and nominations until September 30, 2022, for the following awards: NAIFA Quality Award, John Newton Russell Memorial Award, Terry Headley Lifetime Defender Award, YAT Leader of the Year, Advisor Today’s 4 Under 40, and Diversity Champion. Visit tdc.naifa.org and go to the awards menu to apply today.

NAIFA Quality Award

The NAIFA Quality Award, also called NQA, provides advisors at any career stage the opportunity to demonstrate a commitment to excellence. Advisors specializing in Life & Annuities, Financial Advising & Investments, Health & Employee Benefits, Multiline Sales, or any combination of these specialties have the opportunity to demonstrate the quality that is the mark of a true professional and by applying for the 2022 NAIFA Quality Award. Individuals receiving this award will also be noted with a badge in NAIFA’s Consumer Directory for advisors and agents.

John Newton Russell Memorial Award

In 1945, John Henry Russell provided the original endowment to establish this prestigious award to honor his father, John Newton Russell. A staunch proponent of informed, ethical marketing practices, Russell served as president of

NALU (now NAIFA) during World War I and was one of the incorporators of The American College of Life Underwriters. His high standards are perpetuated in this award, which seeks to recognize someone with outstanding personal qualities, unstinting loyalty to the business, and exemplary leadership. The award program recognizes a member who exhibits the character, leadership qualities, contributions to the profession, and American families exemplified by John Newton Russell. The characteristics of past recipients have included unwavering loyalty and a high level of professional accomplishment and community service.

Terry Headley Lifetime Defender Award

First awarded in 2021, the Terry Headley Lifetime Defender Award recognizes a current NAIFA member who shows exemplary service to their profession, colleagues, and clients through their political advocacy and contributions to IFAPAC. The award is named after former NAIFA President Terry Headley, LUTCF, LIC, FSS, who has a long, distinguished record of service to NAIFA. He has been recognized as a key NAIFA contact for multiple members of the Nebraska Congressional delegation and state legislators over the years. Headley has served in leadership roles at the local, state, and national levels and as an IFAPAC Capitol Defender. Headley and former NAIFA President Robert Miller, M.A., M.S., are known as “IFAPAC Co-Commanders in Chief” based on their IFAPAC lifetime giving. Nominees for NAIFA’s Terry Headley Lifetime

Defender Award should be current NAIFA members who exhibit Headley’s commitment to advancing the legislative agendas of agents, advisors, and their clients.

YAT Leader of the Year

The YAT Leader of the Year Award recognizes an advisor’s commitment to NAIFA, including service on local, state, and national committees and participation in the Leadership in Life Institute (LILI); involvement with state or federal legislative efforts; participation in external service work such as charities; and an ability to inspire others. Past YAT Leaders of the Year are also known as the “Red Coats” from the red jackets worn by the recipients.

Advisor Today’s 4 Under 40

Each year, Advisor Today magazine recognizes four financial advisors with Advisor Today’s 4 Under 40 Award, who achieve excellence in their profession by the age of 40. Past winners have a proven track record of continued success through industry leadership roles, speaking engagements, and increased peer recognition.

Diversity Champion

The Diversity Champion Award recognizes exceptional efforts to promote the full and equal participation of diverse people within the insurance and financial advising profession. A champion of diversity recognizes the value of our differences and advocates for all members of our community, including those who experience discrimination or under-representation.

LILI’s Lasting Impression

By Brian C. Cooper, CLTC, LUTCF, CLU, Loyal Member Since 1998

To leave a legacy... For me, this means striving to be a better person and leave a legacy, not of money but my name and my word, what it means and what you can expect. One of my favorite aspects of the LILI experience is the writing of the eulogy. This was one of the most humbling experiences of my life. Not only did I have to write what I hoped other people would say about me, I had to present this to my classmates.

Writing my eulogy inspired me to change parts of myself, and I have done that for the better. This is one of many reasons why I am passionate about NAIFA’s Leadership in Life Institute (LILI) and why I am privileged to serve as a LILI Moderator again in 2022.

Prior to LILI, I was raised in central Mississippi and graduated from Mississippi State University in 1994. My lifelong dream at that time was to be a golf pro. I went into the golf business in 1995 in Brooksville, Florida. That lasted about two years. I realized that there was no money in golf unless you were on the PGA tour, and I was not THAT good. You could say that I was missing one of the three elements of the Hedgehog Concept, and golf did not drive my economic engine.

I moved back to Jackson, Mississippi, and went to work for John Hancock in a long-term care-based practice. I accepted the position of Estate Planning Specialist for North Carolina Farm Bureau in 2005. I married Lori Yancey Cooper in 1995, and we have two golden doodles, one cat and an aquarium full of fish. She has been a huge supporter over my career. Without her encouragement,

I would never have made it this far in this demanding industry.

To sharpen the saw, my LILI class of 2014 gets together each year for a reunion. We watch and discuss a movie. We also share ideas in a group discussion on how to better our financial practices. It feels like a work family reunion.

In addition to these annual reunions, I enjoy reading. My favorite LILI text is 21 Irrefutable Laws of Leadership, by John Maxwell. Two laws stand out to me in particular:

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NAIFA’s Leadership in Life Institute forms classes throughout the year. It provides value to those who complete the course by:

• Enhancing your personal vision and mission statements as well as your guiding principles

• Increasing your understanding of yourself

• Giving you the tools to improve your professional and personal relationships

• Providing leadership insights to help you grow your career and run your business

LILI consists of six courses over six months. It is offered exclusively to NAIFA members who are committed to growing intellectually and professionally through deep introspection and discussion. Classes – whether they are in-person or virtual – are interactive, with LILI classmates and moderators working together to achieve results. Learn more about the program. See if in-person LILI classes are forming in your region. Explore whether Online LILI might be right for you. Go to tdc.naifa.org/lili.

1) Law of Influence -Leading is influencing, not just occupying a position of management or authority.

2) Law of Timing - By slowing down and not making hasty decisions I become a better leader.

At the end of my LILI class, my classmates and I made a commitment to be involved in NAIFA and I really took that to heart. NAIFA does so much for us as individuals and for our industry.

Did You Know?

LILI Alumni have moved their online discussion into NAIFAConnect— NAIFA’s own private, online community that is available to every member. Not only does NAIFAConnect power your personal profile that is proudly displayed on the “Find an Advisor” directory on the www.financialsecurity.org consumer site, but now NAIFAConnect also includes an online community for LILI classes and LILI Alumni! Log in today at www.naifaconnect.org.

FROM THE CROWD! Award

NOMINATIONS & APPLICATIONS ARE DUE BY SEPTEMBER 30TH!

JOHN NEWTON RUSSELL MEMORIAL AWARD

TERRY HEADLEY LIFETIME DEFENDER AWARD

Coming to A State Near You!

States across the country are considering initiatives that would create and fund staterun long-term care insurance programs. The Legislative Working Group (LWG), part of NAIFA’s Limited and Extended Care Planning Center (LECP), has been meeting regularly with NAIFA’s government relations department to explore and enhance policy positions for NAIFA through its government relations capabilities as it engages directly with state lawmakers and regulators. The group’s members reflect the expansive knowledge of carriers, brokerages, advisors, and independent agents on long-term care matters.

Based on data from the 2020 National Health Expenditure Accounts (NHEA) from the federal Centers for Medicare & Medicaid Services, the Medicaid program was the largest payer of longterm services and support expenses in 2018 (total payments of $159.1 billion). “Long-term services and supports” encompasses the broad range of paid and unpaid medical and personal care assistance that people may need – for several weeks, months, or years – when they have trouble completing self-care tasks due to aging, chronic illness, or disability. These substantial expenditures are followed by out-of-pocket spending by individuals ($55.0 billion).

While most agents have heard rumors that state Medicaid funds are running dangerously low, the truth is several states are now moving toward programs that require working individuals to contribute to state-run long-term care programs.

Currently, the LWG is wrapping up a review of wins and challenges of the Washington Cares Act. The passage of AB 567 (Calderon) established the LongTerm Care Insurance Task Force in the California Department of Insurance to explore the feasibility of developing and implementing a culturally competent statewide insurance program for longterm care services and supports. The group is discussing these developments as well. Our NAIFA government relations department also updates the LWG on the various stages of discussions or task forces in some 12 to 14 states.

We applaud states for taking the initiative to handle the graying of America and the pressures that accompany their respective care needs as well as the financial stress that current Medicaid programs are experiencing. However, we feel the LWG’s mix of experience and professional knowledge will help to guide more feasible and effective efforts to address the long-term care needs of all Americans. Remember that your membership includes the monthly edition of GovTalk.

Thank you to Members of the LECP Legislative Working Group

• Loida Abraham, Ritchie Financial

• Jeff Beligotti, New York Life

• Ryan Bivins, Pacific Life

• Louis Brownstone, California LongTerm Care Insurance Services, Inc.

• Steve Cain, LTCI Partners

• Corri Campbell, Mutual of Omaha

• Steve Forman, LTC Associates

• Carroll Golden, LECP

• Lori Gubash, Krause Financial Services

• Joe Guyotte, National Guardian Life Insurance Company

• Elie Harriett, Classic Insurance & Financial Services Co.

• Brandon Heskett, Securian

• Neil Himmelstein, Main Street Planning Group

• Angie Hughes, Producers XL

• Warren Jaffe, Genworth

• Sandra Jones, Faegre Drinker Biddle & Reath LLP

• David Kikoen, Think Outside Financial Strategies

• Henrick Larsen, LTC Agency Operations LLC

• Jeff Levin, OneAmerica

• Christine McCullough, LTC Solutions

• Larry Nisenson, Assured Allies

• Romeo Raabe, The Long Term Care Guy

• Mark Railsback, Genworth

• Tom Riekse, LTCI Partners

• Susan Ritchie, Ritchie Financial

• Roger Sims, New York Life

• Kevin Sypniewski, AGIS Network

• Robert Vandy, Advisors Insurance Brokers

“We applaud states for taking the initiative to handle the graying of America and the pressures that accompany their respective care needs as well as the financial stress that current Medicaid programs are experiencing.”

Advanced Practice Symposia Series Offers the Expertise of Top Thought Leaders

The Advanced Practice Center, a project of NAIFA and the Society of Financial Service Professions, held its first Advanced Practice Symposium in Phoenix in June. The half-day event featured industry thought leaders Mark Massey, Vice President, SMA Services, Inc.; Monte Harrick, Managing Director, Los Angeles Office, Fulcrum Partners; Sam Robert, Vice President – Retirement, Fulcrum Partners; and Troy Branch, JD, CLU,

ChFC, 2nd Vice President, Advanced Solutions & Design, Ameritas. The presenters provided insights into new ways to approach and handle complex cases and suggestions for how financial professionals can better partner with their peers to expand their offerings and create top-line growth. The Advanced Practice Symposia series will continue with an event in Philadelphia on September 29. Learn more at apc.naifa.org/symposia.

centers Employee & Executive Benefits Center

LIMRA and NAIFA to Provide Content and Experts for the New Employee & Executive Benefits Center

NAIFA continues making progress toward bringing the new Employee & Executive Benefits Center (EBC) online to provide resources and access to thought leaders and subject matter experts to agents and advisors. The EBC is focused on capturing the thought leadership surrounding how to incentivize and reward employees to perform at their highest level. Pulling from both human resources and traditional employee benefits programs, the Center seeks to investigate how COVID19 has radically changed the landscape and provide insight into the trends that will emerge in insurance, investments, and worksite considerations in the new world that is now corporate America.

Recently, NAIFA and LIMRA agreed to a memorandum of understanding under which the organizations will exchange content to be featured on the EBC platform. LIMRA will also serve on the EBC Advisory Council.

NAIFA Past President Cammie Scott, MSIE, ChHC, CLTC, LUTCF, REBC, RHU, SHRM-SCP, SPHR, is working with Carroll Golden, CLU, ChFC, LTCP, CASL, FLMI, CLTC, to build out the Center and reach additional partnership agreements. The scope of the Center will cover a broad array of executive and employee benefits topics, including healthcare, dental services, wellness programs, auxiliary employee benefits offerings, ERISA and COBRA plan documents, legal issues,

legislative issues, and insights from accounting firms, staffing companies, and financial services industry vendors.

“NAIFA’s partnership with LIMRA is very exciting,” said Scott. “LIMRA is well known as the leading research and analysis organization in the industry, so the content and expertise they will contribute to the EBC will prove invaluable. We see the Center as a place where holistic agents and advisors can go for resources to meet all their business clients’ benefits needs.”

Please contact the Center at ebc@naifa.org with ideas, contacts, and interest. We warmly welcome the insights and suggestions of NAIFA members and partners.

Mark Massey

Sam Robert Troy Branch

Monte Harrick

NAIFA’s RISE Program Takes Off!

RISE is a new, high-powered training program for firm managers offered through NAIFA’s Business Performance Center. The interactive real-time program utilizes a workshop approach, and participants finish the course with a completed action plan that is ready for implementation. Each class graduates from the program and stays together as a cohort study group using NAIFA’s online community tools.

“If you have ever thought, ‘How do I take my firm to the next level?’ This is the opportunity you have been looking to find,” said Brian Wilson, NAIFA Trustee and Co-Chair of the RISE program. “Join your fellow professionals in an accountable space where we all want to recruit, develop, and retain our investment in talent!”

“The great part about this program is the actual roadmap it gives you,” said Stephen Good, LUTCF, Co-Chair of the RISE program and former NAIFA Trustee. “From how to create the culture to finding the recruit that fits your team, this program will help your firm RISE to new heights with simple-to-execute, proven ideas. This program will help you deepen your knowledge and create the foundation needed to build something great.”

The initial RISE cohort consists of outstanding professionals who each desire to take their individual businesses to the next level and beyond.

• Mark Acre, LUTCF, a loyal member since 2009, is looking to grow his operation from its current successful standing into the practice of his dreams.

• Curtis James, a loyal member since 2012, is focused on improving his recruitment, development, and retention of top talent.

• Howard Woodall, WMCP, RICP, FSCP, ChFC, CLU, LUTCF, a loyal member since 1992, is exploring the possibility of opening an office in a more lucrative area and developing a succession plan along the way.

• Andra Grava, CLU, RHU, a loyal member since 1988, has a well-oiled operation and is looking to drive better production with “A” clientele, continued growth of personnel, and an ever-improving “value proposition.”

• Kym Housley, ChFC, LUTCF, FSS, FSCP, a loyal member since 2012, is making moves right out of the gate. New office space and hires are pushing her need for structure, processes, and planning.

“What is really exciting about this cohort is the really wide depth and breadth of participants,” Good said. “We have people running large independent offices, traditional insurance firms, multistate brokerage businesses, P&C shops… so many different perspectives! What’s great about getting exposed to how the ‘other team’ builds is you can take some of the ideas and craft them into your own plans. Often, it’s easy to get stuck in a rut doing it the same way we have been told to build agencies for the last 100+ years, but when you get exposed to someone in a parallel field, you can really get the creative juices flowing to build something unique. RISE helps give you the tools. Your cohort helps give you the ideas. In the end, it’s up to you to execute!”

Wilson agreed. “RISE is off to a great start with five outstanding professionals who each desire to take their individual business to the next level and beyond. I consider myself fortunate to facilitate and learn from this high producing group.”

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RISE consists of five learning modules aimed at:

1. Cultivating a Culture/Gap Analysis and Action Planning

2. Building a Team

3. Keeping Your Team

4. Maximizing Business

5. Capstone Experience Learn more about the RISE program at NAIFA’s Business Performance Center, bpc.naifa.org/rise.

“If you have ever thought, ‘How do I take my firm to the next level?’ This is the opportunity you have been looking to find.”

- Brian Wilson

IFAPAC Has Big Plans This Election Year

Contributors to NAIFA’s IFAPAC are getting inside information this election year. Not only do they receive “Inside Elections,” a biweekly newsletter by respected political analyst Nathan Gonzalez, but they will also receive an exclusive invitation to a pre-election webinar hosted by Gonzalez on September 29, before the November 8 elections.

Providing nonpartisan insights, Gonzalez has worked as an on-air analyst for the Newshour on PBS and an off-air elections consultant for ABC News. He has appeared on NBC’s Meet the Press and NBC Nightly News, C-SPAN’s Washington Journal, NPR’s All Things Considered, Fox News Channel, and MSNBC and he has been quoted in The New York Times, Washington Post, Wall Street Journal, and USA Today

To receive “Inside Elections” and attend Gonzalez’s information-packed pre-election webinar, become an IFAPAC contributor today at www.naifa.org/ifapac.

IFAPAC’s Back the PAC month will kick off at NAIFA’s Apex sales summit on August 16 and run through September 15. We will be celebrating IFAPAC’s 56th birthday on August 18. Back the PAC month will feature special events and incentives, including a drawing for a special trip for those who contribute new money during the celebration. We encourage every NAIFA member to become an IFAPAC contributor. If you already support the PAC, consider becoming an IFAPAC Defender by setting up a convenient monthly contribution.

Your IFAPAC contribution shows that you are an active participant in our political process and that you support

policy decisions that protect your business and, most importantly, your clients. IFAPAC helps NAIFA amplify our advocacy voice in Washington, D.C., and every state capital.

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 NAIFA-Massachusetts 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.

NAIFA-ND members Jake Thrailkill, RICP, Elaine Fremling, CLU, Paul Witthauer, CLU, ChFC, LUTCF, Lindsey Vogel, LUTCF, Paul Siebert, ChFC, Stacy Norton, Mitch Ostlie, LUTCF, FSS, and Dan Peterson, LUTCF, LLIF, FIC NAIFA-ME members Terri Wright, CLU, LACP, John Smiley, Lisa Laliberte, CLU, ChFC, CASL, and Matt Tassey, CLU, ChFC, LUTCF

Victory at the Capitol! NAIFA members at the Congressional Conference reception and IFAPAC silent auction.

Thank You to Our Partners

Since our Winter edition, we would like to thank the new companies that have joined our NAIFA Corporate Partner Network. The support of these companies is making expansion of NAIFA’s advocacy, education, and networking programs possible while bringing additional value to members.

Aetna: We are proud to welcome Aetna as a supporter of the Limited & Extended Care Planning Center (LECP) . Aetna brings both thought leaders that will join the LECP Advisory Council, as well as experts that will serve as a sounding board for NAIFA’s Long Term Care Legislative Working Group (LWG). Aetna brings its considerable industry expertise and a specific short-term care product to the market that many financial advisors can utilize as the missing puzzle piece to provide to their clients when presenting a comprehensive care plan. Learn more and subscribe to the LECP: lecp.naifa.org.

Chalice Network: Chalice Network is a new platform of affinity benefits that includes a selection of discounts to popular retailers in a variety of categories. The Chalice Network provides both a travel hub for discounted providers, as well as an entire outlet to identify the right valuation of your business through a program called SuccessionLink. NAIFA partners White Glove and ReminderMedia have also joined forces with Chalice to provide lead generation services through seminars, digital marketing, and personalized magazines. Access Chalice Network through your Member Portal at members.naifa.org.

Fulcrum Partners: Fulcrum Partners joined the NAIFA-FSP Advanced Practice Center to provide thought leadership in the area of 409A NonQualified Deferred Compensation, Executive Benefits, COLI/BOLI/ICOLI, and succession planning. Monte Harrick and Sam Robert joined us in Phoenix in early June for an Advanced Practice Symposium to discuss expanding your business client opportunities with nonqualified executive benefits. Fulcrum Partners will also participate in Apex and in the next Symposium happening in late September in Philadelphia. Learn more by visiting theapcenter.org.

TravNow: Welcome to a new way to book hotel travel and dinners out. NAIFA has partnered with TravNow to provide each member $500 in credits to utilize in booking through the TravNow network. With pre-negotiated rates that will beat anything on the street, TravNow has a price guarantee and will match and then refund an extra 10% if you find a lower price on the market outside of the TravNow network. Every member is eligible to receive a discount card for use on the TravNow site, but also can enjoy the services of a full service TravNow agent to help get you where you want to go. Access the TravNow page through your Member Portal at members.naifa.org.

Know of a company, product, or service that you think would benefit NAIFA members? Send any questions, referrals, or comments to partners@naifa.org.

NAIFA’s NLC and Belong Event Will Highlight the Election-Year Strength of NAIFA Nation Leaders Should Plan to Join

NAIFA’s National Leadership Conference (NLC) is NAIFA’s annual business meeting and volunteer leadership training conference. It is when we formally install our leadership for the next year and provide our leaders with the tools and training they need to successfully take our association to new heights of success.

The leader-training portion of the NLC was completely revised and revamped for 2021 to educate, train and encourage NAIFA’s volunteer leaders to take full advantage of the resources, relationships and people power of our membership together as one NAIFA. The true purpose of the NLC is to serve as the launchpad for NAIFA leaders planning, working, collaborating, and leveraging their shared resources as NAIFA Nation. Based on what we learned this past year, additional fine-tuning promises to make the 2022 NLC more impactful than ever, especially

Us in Washington, D.C., November 13-15

during an election year. It is an event that every NAIFA leader should plan to attend.

The common theme for the National Leadership Conference sessions is to expand our brand. Whether you are the incoming President, the Grassroots or PAC Chair, or the Membership Chair all our roles need to have brand amplification at the heart of how you will lead.

There’s only one way we can do this, and that is together. By moving as one NAIFA, we can take on the legislative and political challenges that are coming our way, as well as show how powerful we are in our ability to rapidly mobilize at the state and federal levels.

Immediately following the NLC is NAIFA’s Belong event. This gala celebration is where we recognize NAIFA’s award recipients from the previous year, including the Young Advisor Team Leader of the Year, the NAIFA Diversity Champion, Advisor Today’s 4 Under 40, the Terry Headley Lifetime Defender Award

recipient, and the John Newton Russell Memorial Award recipient. As always, when leaders gather in Washington, you will have a day on the Hill to meet with legislators.

This year, the NLC and Belong Event will be held November 13-15 at the Renaissance Downtown Hotel in Washington, D.C. NAIFA leaders should be sure to save the date.

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Do you want to get more involved with your professional association?

Volunteer to be a NAIFA Leader. Go to the NAIFA Membership Web Portal and click on Volunteer or contact your chapter Membership Chair or President.

you the spark you need to drive proactive change – on purpose – and push through organizational challenges to achieve exceptional results.

Morrison is obsessed with building stronger, kinder, connected human beings. As the owner of Windmill Park Media, he is a world-class entertainer, show host, writer, and entrepreneur whose journey began in New York City before a doctor’s words changed his life forever, after being orphaned a second time.

Today, many global leaders have experienced his impact live on stage and in his latest books, Overnight Success and Disrupt Yourself. His message is powerful, his story is unforgettable, and his focus is clear: to bring families and teams closer, and make organizations more impactful, through personal ownership, service, and generosity.

Join us at Apex at the fabulous Arizona Biltmore! Register at apex.naifa.org.

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Apex Learning Labs focus on the skills and knowledge top producers need to achieve peak performance. Presentations by leaders in the industry will give you a boost in the race to the top. Learning Labs provide attendees with a deeper look into the hottest topics for today’s modern advisor to expand your practice. Learn more on the Apex website, apex.naifa.org.

A Race to the Top!... continued from page 11

Plant the seeds of tax diversification

Tax planning for the future is a challenge. There’s no means to know what your future tax situation will be or whether you’ll be paying more or less than you do now. That’s why it’s important for clients to have assets taxed differently — now, later or never. This gives them the flexibility to use the assets that make the most sense when the time to draw income arrives.

availability vary by state. Issuer not licensed to conduct business and products not distributed in NY.