NAIFA's Advisor Today Fall/Winter 2021 Edition

It’s a good time to ask ...

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8 RECIPE FOR SUCCESS

NAIFA’s IFAPAC presents Chef Marti Mongiello, a speaker at NAIFA’s upcoming National Leadership Conference, who learned life lessons in his job as military and White House chef that apply to advisors, too.

naifa Leadership

NAIFA CHAPTER PROFILE

NAIFA-New Mexico

When Lynda Turner, Executive Director of NAIFA’s New Mexico chapter and herself a loyal member since 1987, called for members in her state to get more engaged with their professional association by participating in one of NAIFA’s weekly onboarding and orientation Zoom meetings, she got a strong response.

And it wasn’t just from new members. Randall Wimsatt, a loyal NAIFA member since 1979, immediately answered the call with the observation, “You are either green and growing or ripe and rotten.”

It’s an attitude Turner encourages. She pointed out that the orientation sessions provide information on programs and upcoming events that will help any NAIFA member get the most value from their membership and are valuable even for association leaders who need to be up to date on what’s happening. The sessions

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

Judi Carsrud

AVP, Government Relations

703-770-8155 jcarsrud@naifa.org

Jennifer Cassidy VP, Finance jcassidy@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

are held every Monday at 3 p.m. eastern, and a registration form is online at the NAIFA members’ portal.

NAIFA-NM has proven a strong promoter of association engagement, with leaders actively participating in NAIFA webinars and events. Earlier this year, Turner was very active on social media informing NAIFA-NM and NAIFA-Nation about her experiences at the Performance + Purpose virtual conference.

The chapter also had a strong showing at NAIFA’s Congressional Conference, with Turner, Wimsatt, chapter President Adam Miller (loyal member since 2018), Immediate Past President Kayla Hebb (loyal member since 2015), Government Relations Chair Kenneth Bottari, CFP, (loyal member since 2014), and IFAPAC Chair David Roemback, CPCU, (loyal member since 1993) among those in attendance.

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

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

Secretary Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP Bryon Holz & Associates bryon@bryonholz.com

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

Immediate Past President Cammie Scott, LUTCF, REBC, RHU, CLTC, ChHC, MSIE, SHRM-SCP, SPHR CK Harp & Associates cammiescott@ckharp.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

Connie Golleher, CLTC, LUTCF connie@gollehergroup.com

Grassroots advocacy is not only active at the federal level. NAIFA-NM’s annual Day at the Roundhouse is an event that connects chapter members with their state lawmakers to tell their professional stories and discuss how legislation affects their businesses and clients.

The chapter’s leadership is also on display at the national level with NAIFA-NM’s own Aprilyn Geissler (loyal member since 2005) serving on NAIFA’s Board of Trustees.

Across the Land of Enchantment, NAIFA members’ engagement with their professional association is on the rise. Keep up the good work! We are #NAIFAproud of our New Mexico chapter.

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

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

Steven Saladino, LUTCF, LACP saladino@verizon.net

John Wheeler, Jr., CFP, CLU, ChFC, CRPC, LUTCF, LACP jwwcfp@aol.com

Brian Wilson brian.wilson@mutualofomaha.com

NAIFA SERVICE CORPORATION OFFICERS AND DIRECTORS

President Kevin Mayeux, CAE

Secretary Thomas O. Michel, LACP Michel Financial Group

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 22042-1205. USPS Periodical 312220 Telephone: 703-770-8100. ©2021 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

How do you lead cultural change?

From the Past President

By Cammie Scott, MSIE, ChHC, CLTC, LUTCF, REBC, RHU, SHRM-SCP, SPHR

It’s not easy. A culture — whether it’s the culture of a business or an association — is by definition wellestablished and often ingrained. But we all know that sometimes things just aren’t working, and often the missteps or barriers to success are due to an organization’s culture. Changing that culture requires a strong plan, great communication and skillful persuasion. Striving to change a culture doesn’t mean the ways things were done in the past were bad or the people who oversaw that culture did anything wrong. Times change. Organizations need to adapt. The key for a leader is to deliver the message clearly and build unity. We are all in this together, not to disparage the past but to build a fantastic future.

From the President

By Thomas O. Michel, LACP

Once you recognize the need for change — and we did — and have a great plan — we do — then you need to get buy-in and get critical mass on board. From there, we put our heads down and get to work! I like to call this “Relentless Execution.” We trust NAIFA’s strategic plan. It has flexibility to deal with unexpected curveballs — like, say, a pandemic — but it’s our guide and we don’t stray far from it. Your plan is the roadmap, and your team does the heavy lifting. Fortunately, our NAIFA Nation team is amazing. From our volunteer leaders nationwide to our rank-and-file members and from my fellow trustees to our professional staff, we work in concert to make NAIFA a stronger, more impactful association.

From the President-Elect

By Lawrence Holzberg, LUTCF, LACP

Cultural change requires accountability. You can’t ask people to move out of their comfort zones and change the way they are used to doing things without, first, giving them good reasons for doing so, and second, showing them measurable results. Successful cultural change will always focus on working toward stated goals and achieving results. As leaders, we must demand accountability from ourselves and everyone we lead. Accountability keeps us on track and moving toward a common vision of success. It also reassures those who may be reluctant to change or who are uncomfortable leaving a culture they are used to. Ultimately, accountability is the driving force that ensures we get things done and reinforces our new culture.

CEO CORNER

Promoting a Culture of Excellence

By NAIFA CEO Kevin Mayeux, CAE

With COVID-19, all of NAIFA staff went remote and we have stayed working in this manner nearly to this day. What we have learned is that we can not only function well, but that we can excel. Working remotely has required us to redouble our efforts to communicate clearly and regularly. We have had to increase our touchpoints and focus on our intent to be able to work effectively while not physically proximate to one another.

What this new hybrid approach has done, however, is explode our ability to innovate and create. We have established a culture of excellence focused on continuous change. NAIFA has become a far nimbler organization that can pivot in response to changing environmental factors, but also proactively leverage the new ways of working that remote and hybrid workplaces afford. In fact, freeing ourselves from geographic

boundaries of an office-based mindset has allowed our staff to grow across the country, which brings greater diversity and new viewpoints into our association work.

Regardless of work location, the culture of excellence that we have is built on finding new ways to continuously ratchet up our value to the members we serve and to reflect the passion that our members have for the profession.

Recipe for Success

By Suzanne Carawan

Chef Marti Mongiello started his career with a “no.”

Upon graduating from high school, he took the ASVAB (Armed Services Vocational Aptitude Battery) exam, and despite scoring in the 95th percentile, he was denied admission to the Air Force due to trouble he got into as a teenager. This first ‘no’ did not thwart Marti’s desire to serve our country, so he began to knock on different doors until he found his yes. He signed into the United States Navy as a cook and from there, he put his head down and worked, finding himself overseeing an entire ship’s kitchen by the age of 20.

Throughout his military service, Marti focused on developing his philosophies and personal protocols of success. He was relentless in his pursuit of excellence as evidenced by being appointed chef to the Navy Admirals followed by an appointment to the White House under President Clinton. While in the service, Marti not only developed his culinary skills, but also learned six languages, became a renowned historian, and an invaluable member of the White House staff entrusted to handle caring for White House families through providing exceptional nourishment.

While food is the tangible way that Marti fed those for whom he cared, what truly transpired during his career is that Marti became far more than a chef. His recipes began to morph from food to business as he took on new entrepreneurial adventures utilizing the same recipe of hard work, determination and discipline, that had led him to peak performance in the kitchen. As Marti continued to find business success, he found himself increasingly sought after to provide “entrepreneurial

nourishment” by providing inspiration, imagination and innovation to businesspeople looking to go to the next level.

Marti’s recipe for entrepreneurial success is founded on several key ingredients, including:

1. Salivate for the No to Savor the Yes

A fire was lit in Marti’s belly the day he received his first ‘no’. The fire grew as Marti realized that receiving the answer of ‘no’ did two things for him — first, it allowed him to discern how determined he was in achieving his goal, and secondly, it allowed him to stop wasting time and seek the person who would say yes. Marti preaches “the nine no’s,” which means you need to keep asking nine times until you get to the yes on the tenth try. Marti quickly understood that being an entrepreneur was a numbers game and his success banked on accumulating the right clientele. Each prospective client who said no allowed Marti to redouble his efforts on new prospects who would say yes. From the military, Marti learned how finite his energy stores were and focused on optimization of his time and effort. This methodology allowed him to focus on “racking and stacking appointments” and salivating to get to the no as quickly as possible, so he could identify the clients who valued his service and provided the yes.

2. Small Plates Make Big Impressions

An avid reader, Marti often turns to the work from the American Psychological Association for guidance. One of the key pieces of advice that has helped him create sales spikes in his business is the creation of small, intrinsic gifts for prospects and clients. Marti has become a master at getting to know his prospects and clients — he keeps incredibly detailed spreadsheets on each one — because he knows that it takes at least five interactions to make a long-lasting impression. Marti focuses on creating a small plate of food, finding a book, or selecting a quote that he knows a client or prospect would appreciate and delivering it without any ask attached. He focuses, instead, on creating a gift experience for his

prospect or client that uses five words as the Litmus test for whether it will be successful: “super, highercharged, high octane.” If the gift can deliver, Marti can reliably see his close rate double and credits this ingredient to how he’s taken his business sales into the stratosphere.

3. Be Battle Mechanized (No One Wings Dinner at the White House) Marti’s third ingredient is straight from his military training and focuses on the ability to be incredibly organized and have a master plan. While he focuses on five interactions to make an impression, he’s found that he needs 60 touchpoints to create a client for life. Marti is a master at building target profiles for each prospect and in-depth profiles for each client. He takes an integrated marketing approach to

“Relentless”

As Marti continued to find business success, he found himself increasingly sought after to provide “entrepreneurial nourishment” by providing inspiration, imagination and innovation to business people looking to go to the next level.

Victory is Ours!

IFAPAC introduced a new mascot that the membership voted to name “Victory.” Whenever you see our mascot, Victory, you know that NAIFA’s IFAPAC is working to support candidates that support our profession. However, have you ever wondered how that actually happens and how it connects with your day-to-day business? If this sounds like you and you haven’t considered getting politically active in the past, now is the time. Proposed legislation at both the state and federal levels pose huge challenges to financial services professionals that serve Main Street USA. It’s more important than ever that we actively come together to advocate on behalf of our respective businesses and the clients we serve. The good news is that you don’t need to know the first thing about the political process or how NAIFA advocates at the state and federal levels — we are here to teach you and provide an impactful experience. To participate, all you need to do is let us know you want to make a difference.

touchpoints and does everything from designing personalized greeting cards that include personalized token data and then are both emailed and printed/mailed, as well as utilizing social media. He equips himself with the right tools to reach more people in the least amount of time — again, focusing on the optimization of resources.

4. Stop Wasting Ammunition (Truffles Are Expensive!)

Marti often counsels his fellow entrepreneurs with another military philosophy of optimization by painting a tangible picture as to why you don’t shoot all your bullets at low-value targets, but instead, make sure that every shot counts. He says he often delivers this message through his role as a chef, which can be far less threatening than hearing it from a business coach. He goes through the math with those entrepreneurs that he coaches and shows them that the resources of energy and time are extremely expensive — just like expensive ingredients in a recipe. It is the ultimate lesson in waste not, want not.

5. Losers and Bums Are Often the Creators who Disrupt Business

Not only is Marti a renowned chef, but he is also a historian. He cites Fred Smith of FedEx as one of his favorite examples of those who inspire him — a category he lovingly refers to as “losers and bums.” Along the lines of savoring the “no,” Marti

cautions those he coaches to not just believe in yourself but do not give headspace to anyone who says that you will fail. “If you’re going to be successful, go do it,” Mongiello said. “Shut up your mind and go keep failing until you get it right and succeed.”

6. Banquets Are for the Victorious Marti has an expression that he uses to pump himself up each day which is In Circus Maximus, or to “be in the arena.” He visualizes the ancient Roman Colosseum, hears the roars of the crowd and those of the three Bengal tigers that are about to be released to hunt him down. He says to himself, “I am here to do as much damage as possible and to set the world on fire!” Marti uses this method to get himself into his salesready mindset so that he is ready to take on the good fight and provide more people with the fruits of his labor, which he delivers with a pure heart because he has put in the effort and deserves the victory of the win.

7. Strategize Behind Closed Doors and then March as One Marti’s last ingredient in his recipe for success goes beyond the individual and focuses on the team. First, he notes that if you’re the smartest person in the room, then you need to go find another room; “simply put, don’t surround yourself with yes people.” Next, Marti takes another page from the military and discusses how battle plans are made: “Everyone goes into a room and

Take Action

IFAPAC is bringing Chef Marti Mongiello to this year’s National Leadership Conference, December 6-7, 2021, to be held at the Renaissance Hotel in downtown Washington, D.C. The former Chef of the White House Military Office is set to delight attendees by providing an immersive culinary experience while regaling tales of his time spent serving five different Presidential families. Marti’s illustrious career, which has earned him over 200 awards, started in much the same way that many NAIFA members’ began — with a big dream that was achieved through hard work and the relentless fortitude to overcome challenges. Marti reveres the work that NAIFA members do, and as a give-back to NAIFA, agreed to a bonus interview to inspire entrepreneurship and celebrate American values.

lays it all out — argues all the details and hashes it out until a decision is made, but then when you walk out of the room, everyone is unified — there can be no internal division.” Marti credits this ability to “march as one” as one of his key ingredients to building and leading successful kitchens — and businesses.

There is strength in numbers.

We need every American agent and advisor to join NAIFA to protect producers at the state and federal levels.

Please tell other financial services professionals to join NAIFA today.

www.naifa.org/join

More Members Means More Advocacy

NAIFA’s fall campaign highlights what you, as a NAIFA member, can do to strengthen NAIFA’s advocacy voice in the face of a daunting threat to our industry. While the “Taxation Needs Representation” campaign confronts the issue of federal taxation, its call to action — effective advocacy requires member participation — applies to interstate and state advocacy issues, too.

Federal Take Action

Taxation needs representation. Congress has passed more than $2.5 trillion in COVID-19 relief and economic stimulus legislation, and the national debt has surpassed $28 trillion. Infrastructure spending could add significantly to the federal tab.

It is hard not to conclude that tax increases are on the horizon. The question becomes: Who’s going to pay for all of this? It would be foolishly naïve to think lawmakers will ignore our industry and the products and services vital to the financial security of American consumers. They are looking at us, and we need to be ready.

Fortunately, NAIFA is the foremost advocacy association in our industry representing agents and advisors as well as their clients and Main Street consumers. Our advocacy ensures that policymakers know our industry provides products and services vital to our nation’s economic health and to the financial security of American families and businesses. We help them understand that further taxing our industry and our clients’ financial security solutions is not the answer.

But to be successful, NAIFA needs all the financial professionals who benefit from NAIFA’s advocacy to become members. Numbers do matter! A larger membership base gives us even more clout with lawmakers. We also need our members to be politically engaged and involved. That is the theme of our fall membership-advocacy campaign: Taxation Needs Representation.

It’s clear that members of Congress and state legislators need to hear NAIFA’s advocacy messages now more than ever. Taxation needs representation, and your NAIFA membership, grassroots participation and IFAPAC donations ensure that you are represented in Washington, D.C., and every state capital.

In the face of this taxation threat, 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.

• Support 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 Trustee Win Havir, CPCU, CLF, LUTCF, FSS, AIC, LACP, a founding member of NAIFA’s Diversity, Equity, and Inclusion (DEI) Council, testified on behalf of NAIFA before the National Association of Insurance Commissioners (NAIC) Committee on Race and Insurance.

“NAIFA represents Main Street, and we are continually looking for ways to remove the barriers that stand in the way of access to financial literacy and the products and services that provide financial security, independence and freedom for all,” Havir told the committee. “NAIFA members do this every day and celebrate many diverse

Interstate State

NAIFA is working with advocacy partners, including the American Council of Life Insurers (ACLI), to encourage every state to adopt the NAIC Suitability in Annuity Transactions Model. The NAIC model requires financial professionals to work in the best interests of their clients during annuities transactions and aligns with the federal Securities and Exchange Commission’s Regulation Best Interest. It also preserves the ability of consumers to work with agents and advisors offering a variety of successful business models and avoids restrictions that would likely make it impossible for financial professionals to work with Main Street investors and retirement savers.

Promoting the NAIC model is a state advocacy priority for NAIFA because the

cultures and are represented in every Congressional district.”

Additionally, NAIFA-MA member Josh O’Gara, CLU, ChFC, CFP, and NAIFA Policy Director Maeghan Gale testified at the National Council of Insurance Legislators (NCOIL) 2021 Summer Meeting in Boston to provide the producers’ perspective on the importance of independent contractor status for independent broker-dealers and financial advisors.

NAIFA’s engagement with groups like the NAIC and NCOIL affords the opportunity to provide insurance commissioners and legislators with input from the NAIFA community as they create model laws and regulations and encourage states across the country to adopt them.

model offers a consistent and workable consumer protection solution. If every state were to adopt the model, it would prevent a confusing and potentially contradictory mishmash of state laws and rules, some of which would likely place undue barriers between financial professionals and their clients and reduce Main Street Americans’ access to products, service and advice.

In recent months, hard work by NAIFA state chapters has resulted in Alabama, Connecticut, Maine and Virginia passing laws or regulations based on the NAIC model. NAIFA had set a goal of encouraging 12 states to adopt the model by the end of the first half of 2021. The total now stands at 16.

Separately, in Washington state, NAIFA has coordinated an effort with association and corporate partners to

survey members licensed to provide long-term care products and services in the state. The survey is studying the impacts on producers and consumers of the Washington Cares Trust Act, a publicly funded long-term care program. The results will help NAIFA better understand the current situation to develop better recommendations and solutions for Washington and other states considering similar programs.

The industry has historically welcomed a public-private option and we are hopeful that the various state legislatures contemplating publicly funded programs of their own will embrace knowledgeable suggestions from industry insurers, business processing firms, distributors, agents and advisors.

Taxation needs representation, and your NAIFA membership, grassroots participation and IFAPAC donations ensure that you are represented in Washington, D.C., and every state capital.

NAIFA Trustee Win Havir

And That’s A Wrap — NAIFA 2021 Performance+Purpose

By Alaina Faiello

2020 brought a world of changes that required the staff and volunteer leadership of NAIFA to be nimble and rethink how our NAIFA family would gather as an organization and community. When we couldn’t meet in person, we had to reformat and redesign our national programming into virtual events. I, among others, had hoped that we would see a return to in-person programming for all our 2021 national conferences, but we put members’ safety first and ultimately made the decision to stay virtual in the best interests of our attendees.

As I sit here reflecting on the completion of NAIFA’s third virtual conference in less than a year, our 2021 Performance+Purpose, it is with no small amount of pride and gratitude when I share that it took a small army of dedicated volunteers and NAIFA staff to bring you this great event. From the Speaker Working Group, attendees, speakers, sponsors and the Board of Trustees, we thank you all for being open-minded, invested and enthusiastic in the parts you played and support you provided to make this a successful event.

This year’s Performance+Purpose brought a new focus on education and insight for our attendees as we gathered virtually to “Redefine the Lines.” We had engaging keynote presentations each day along with experiential activities, such as virtual book signings, NAIFA Education Talks, product demonstrations and

musical challenges. Each day culminated with in-depth breakout sessions following four educational tracks: Practice Management, Advanced Practices, Technology, and Sales & Marketing. We encouraged our attendees to choose their own adventure by customizing their learning experience and engaging at whatever level most appealed to them throughout the event.

This year’s keynote presenters included former White House Press Secretary Dana Perino, who offered a no-nonsense how-to guide for young women looking to reframe their thinking, to believe in themselves, to take risks and to understand their power. The last woman standing on Season 21 of “Survivor Nicaragua,” Holly Hoffman, offered a message that inspired P+P

attendees to focus their thoughts, emotions and energy toward success. She shared her knowledge, offering tools and discipline to achieve it. We wrapped up with Jason Hewlett, who delivered a message entitled, “The Promise to The One,” teaching leadership skills, tools and changing mindsets in a powerfully unconventional way.

Highlights of the highly rated interactive breakout sessions included lessons from Delvin Joyce, CLU, CHFC, RICP, on how to make the transition from commission to fee-based and practical considerations to weigh in advance for those considering making the move. Yael Lazar, Esq., provided attendees with a basic introduction to cryptocurrency and blockchain technology in addition to the tax implications, how to stay compliant

with the IRS in reporting cryptocurrency transactions, and some cryptocurrency investing options available for retirement accounts. David Blake shared “The Unintended Benefits of Giving,” which delivered a powerful message on how finding ways to help people and communities in need and focusing on developing your practice doesn’t need to be mutually exclusive. You can deepen your engagement with your clients,

increase your social media visibility, and expand your centers of influence all while benefiting the people and communities you serve, he explained.

P+P 2021 successfully managed to overcome Zoom fatigue, yet we all yearn to see our friends and colleagues in person. The good news is that in 2022, we WILL be gathering again with a return to an in-person conference, August 16-18, 2022, in Phoenix, Arizona, at the world-

famous Arizona Biltmore! We’ve spent some time redesigning the conference and are pulling together a crazy-good lineup of speakers and content to build an AMAZING event for you all. I can’t wait to share this new experience as we gather and see you all in person!

We would like to thank our sponsors: Ameritas, Guardian, MassMutual, New York Life, Ohio National, OneAmerica, Principal, Prudential, and State Farm.

The good news is that in 2022, we WILL be gathering again with a return to an inperson conference, August 16-18, 2022, in Phoenix, Arizona, at the worldfamous Arizona Biltmore!

For Elite New York Life Agent Robert Petrocelli, Hard Work, Superior Service and NAIFA Membership Bring Success

dvisor Today interviewed Robert Petrocelli, Founder and Managing Director of Petrocelli Financial Services in New York City and a loyal NAIFA member since 1979. Like many NAIFA members, Petrocelli has received honors and recognition that differentiate him from his colleagues. He is the 20212022 Chair of the influential New York Life Agent Advisory Board of Directors (ABD), which, according to the company, “is an elite group of 16 agents who meet with the company’s executive leaders to provide their perspectives on corporate strategic initiatives based on their experience in the insurance and financial services industry.”

Advisor Today: How did you get into the insurance and financial services business, and what attracted you to this career path?

Robert Petrocelli: I was 24 years old and working for a big conglomerate while going for my MBA at night. After a year and a half, I was getting discouraged that my path up the corporate ladder was going to take forever unless the person in front of me quit or got promoted. A family friend was a recruiting manager for New York Life who told me that coming to work as a life insurance agent would give me a career and not just a job if I was willing to work hard.

AT: Can you tell us a little bit about your practice and how you serve your clients?

Petrocelli: My practice has two divisions, employee benefits, and individual estate and retirement planning and financial services. I first acquire a company as an employee benefits client, do a superior job of positioning all their benefit programs, service their needs and then get to work on their business continuation, SERP, deferred compensation and finally the estate planning and financial services for the owners, executives, managers and employees.

AT: What do you most enjoy about your business? What keeps you motivated?

Petrocelli: I have always been an early adopter and still am to this day. I enjoy learning about new concepts and products and how they fit my clients’ needs based on the ever-changing legislative landscape. Like most successful insurance professionals, I am a people person. I enjoy being out and meeting with my clients and friends. And although that’s been challenging for the past 18 months, those opportunities still exist both in-person and by Zoom.

AT: What are your core values as a professional? What is your mission?

Petrocelli: At my first MDRT meeting, life insurance industry legend John Savage took me aside when I asked him,

“What should I do to be a success in the life insurance business?” He said with a smile on his face, but you could tell he was serious, “Young man, the key to success is to work eight hours and sleep eight hours. Just make sure they are not the same eight hours.” For my entire career, when I say I’m going to work, I mean it. At Petrocelli Financial Services, LLC we have one goal that drives us: to over-deliver on every promise we make to our clients. It is the driving philosophy behind our team and all that we do. As a result of this single goal, it is our mission to provide our clients with expertise, knowledge and unparalleled service. We never pass our clients off to a random 800 number.

AT: What is your role on the New York Life Agent Advisory Board of Directors? What does the Board do?

Petrocelli: To qualify for the Advisory Board of Directors, a New York Life agent must have been a New York Life Council President (an agent can only be Council President once in their career) and continue to produce at the Chairman’s Council Level. To be the Chair of the Advisory Board of Directors for 2021 means that I had the highest first-year commission production of any member of the ABD. The Chair of the ABD acknowledges the highest level of production at New York Life for the Council Year ending June 30, 2021, outside of the new Council President. The Chair serves as an advisor to the President of the ABD, which is essentially a seat on the ABD Executive Committee. New York Life leadership calls on the ABD quarterly for advice and guidance or to give advanced notification of an announcement. The ABD members happen to all be friends that I have known over the years. We are like a super study group. We regularly share advanced planning ideas, so it has been a super career-advancing experience for me.

AT: How did you get involved with NAIFA?

Petrocelli: Being a member of NAIFA was a given when I made my first New York Life council. New York Life is a big supporter of NAIFA and the MDRT, so for as long as I can remember, I have been a

member. NAIFA delivers on its promises. Without NAIFA providing education and protecting our industry, I am not sure what I would be doing right now. In my opinion, if an agent or broker makes their living in our industry being a NAIFA member is a must — not an option.

Are You a Missing Advisor?

Consumers make 70% of their decisions before they ever contact you by undertaking online research. If your digital footprint is non-existent, your prospect funnel may go the same way. NAIFA wants to ensure that this is never the case while you’re a member, so we’ve overhauled our consumer site found at www.financialsecurity.org, which houses our “Find an Advisor” search tool featuring you! The new directory search is powered by our new online community called NAIFAConnect. All members have access to the community, which includes the ability to customize your profile and add details to personalize it so that consumers get a better idea of who you are and your areas of specialization. To access the new online community, go to www.naifaconnect.org and login with your email address on file in our membership database. While you’re at it, make sure that your home address is accounted for and correct — it’s how we ensure that we have a member in every Congressional district so that we accurately report our membership when we go to Capitol Hill! If you aren’t sure, or need to update your contact information, please call us, live chat us or drop us an email at info@naifa.org, and we will happily update your information.

“over-deliver”

If an agent or broker makes their living in our industry, being a NAIFA member is a must — not an option.

We Asked the Experts: Coming off the summer and heading into the holiday season, how do you rejuvenate your business or position it for success in Q4?

ANSWER #1

Q4 for our firm is always our strongest, as it is across the industry. Business owners are re-focused on their own businesses and kids are (hopefully) back in school. One of our most niche areas of expertise, defined benefit planning within custom qualified plan designs and contributions, will be decided around this time of year. This is a great opportunity for us to have conversations with clients and prospects as they start to analyze their tax situation for filing the next year. It’s also a great opportunity for us to re-connect with other advisors and help them find opportunities in this market to finish their own years strong!

Christine A. Cox-West, LUTCF, Partner, The Fortis Agency Loyal Member Since 2017

ANSWER #2

I’ve always been an admirer of coaches who focus on the simple, yet foundational principles of their sport. John Wooden used to teach his players how to put on their socks. Socks, when bunched up, can cause blisters and harm the players. Vince Lombardi would teach his players the basics as well, and he was once quoted saying “Gentlemen, this is a football.” He taught how to tackle and block. These two coaches were very successful, and I believe it was because of their focus on the fundamentals. We as advisors tend to get scattered in various directions and often lose sight of the fundamentals of what we do, which is meeting with clients and spending time with them. Meeting with my current client base is the most important thing I can do in my practice. It’s not only the right thing to do, as it keeps our clients’ financial plans, insurance coverages and investments up to date, but it ultimately leads to more business and creates a higher degree of client satisfaction, which makes you more referrable to others. It’s something that is so simple yet overlooked by many.

John Nilmeier, CFP, CLU, Financial Advisor, Nilmeier Financial and Insurance Services Loyal Member Since 2005

ANSWER #3

My boutique independent practice has grown through the pandemic. We use a process of consistent phone, snail mail, email and social media communications to our clients and prospective clients. This process is matched with caring staff and high-quality client service. Over 90% of our new business is born from client reviews and referrals. I seek feedback from my team members and clients on how to improve our process. Our mission to empower people to achieve their financial goals through education and implementation has gained traction. The secret sauce of a successful practice is to care more about your clients than your bottom line.

Joseph C. Chalom, CLU, RICP, LUTCF, LACP, Financial Advisor, Retirement Council, Inc., NAIFA-Florida Immediate-Past President Loyal Member

ANSWER #5

Since 1990

The last quarter is the final lap to a year of constant change and uncertainty. You cannot afford to go into this quarter without an action plan. Rejuvenate your practice by staying focused, organized and excited. There are so many campaigns to focus on depending on your niche. Starting in September, you had Life Insurance Awareness Month; share with your clients the importance of having the proper coverage and how insurance is the ultimate act of love. Also, most companies are updating their life insurance products this fall providing a wide range of protection and accumulation options to meet your clients’ needs. In addition, with the pandemic, we realized how many of our clients were not financially ready to weather the storm. We need to have these conversations to remind clients the importance of proper planning, saving for the future, protecting their assets, having their documents in order and updating beneficiaries. There is so much to talk about that we should be full of excitement to pick up the phone and call our clients. This will uncover new business and referrals. Get your clients together for a virtual holiday event and celebrate. Everyone can use a little joy and laughter in their life this year-end.

Bellaria Jimenez, MBA, CFP, CLU, CDFA, ChFC, President and General Agent, MassMutual Tri State Loyal Member Since 2018

To rejuvenate myself coming off the summer and heading into the holiday season, I simply know that after 37 years of service, I always get pumped up because I usually produce and place more business during the fourth quarter than during the previous three quarters combined. There is something about the fourth quarter that increases my focus. Maybe it’s the crisp air, maybe it’s the kids going to school or off to college, or maybe I just know time is running out. So, like a farmer, I believe the fourth quarter is harvest time in the insurance business. All year, I am laying the groundwork and planting the seeds for clients to act. So, with 115 days left in 2021, the time to act is now. As for holidays getting in the way, I have the mindset that it is always a good time to help someone’s family, and purchasing life insurance is the best gift someone can give their loved ones. For example, in 2020, I wrote one of my biggest cases the week between Christmas and New Year’s. Miraculously, my firm, Forest Hills Financial Group/The Guardian, always seems to get the case issued and in place. So, if you believe you can, you will succeed. If you believe you can’t, you won’t.

Thomas Palmeri, LUTFC, Financial Representative, Forest Hills Financial Group Loyal Member Since 1985

LILI Principles Lead to a New Normal

By Paul Dougherty, LUTCF, FSS, HIA

“IT IS ALWAYS SUNNY ABOVE THE CLOUDS.”

This very simple statement by a pilot friend was made recently with a grin, but I paused and thought that it was far more profound than a mere weather observation. It’s a philosophy that can change…everything.

We have been inundated with storms lately, some devastating in nature’s scope and power, others wrapped in headlines and news feeds. These conditions can obscure where we are going with clouds of anxiety, distrust, confusion and desperation. But have we learned how to see through these challenges to what is ahead? What if we could have the vision needed to not even see the clouds?

Successful leadership is grounded in having a vision for where I and my organization want to go, no matter how big or small, or what we build or sell or service. Not sharing that vision can stop any progress before it begins.

Not long ago, I participated in the initial planning of an organization that had at its heart a very important and honorable objective, but I admit to feeling that I had missed a meeting before the meeting. During the initial discussion, folks were offering solutions and action plans and I had to raise my hand and ask a simple question that took things sideways: Why? What are we doing that isn’t being done already by many others? Do we even know that our considerable efforts would be welcome? It became evident that I was not alone in my concern. Reminded of John Maxwell’s Law of Navigation, I am happy to say that the group coalesced behind a different strategy than what had started in that meeting and the adjustments would lead to eventual success.

THE LILI DIFFERENCE

I have discovered, through as many failures as successes, that leadership

LILI 7 Offers Leadership Motivation

“Be the spark plug. You can’t be the battery.” The 17th annual LILI 7 Workshop provided this and numerous similar insights focused on the importance of motivating others to follow and react.

starts within oneself. Having participated in the Leadership in Life Institute (LILI), I recognize that my ability to be successful is limited only by my capacity to see where I want to go. I will still crack the books behind my desk for a daily taste of wisdom and was reminded as Kouzes and Posner write in Credibility : “We need internal guidance to navigate the permanent white waters of today’s environment.”

While the last 18 months of global white water have pulled us in various riptides, I have refocused how I lead my team and myself. With my coach driving me and me driving my team, we are guiding even more clients into calmer waters. What began with keeping a daily focus on the numbers and the “why” behind what we do, we have built momentum that has carried our production to its highest level in my 24 years of agency. As the team has gained confidence and we have made an even greater impact with our clients, it has flowed into our personal lives as well. A daily focus on exercise and diet has me 30 pounds lighter and back to high school size. I would never mention this but for the fact that the internal vision is getting sharper, and the confidence around the office and around the track

Presenter Rob Ferre was introduced by incoming LILI Subcommittee Chair Rebecca Gonzalez. Again, this year, LILI 7 was presented online to a large group that included NAIFA President Larry Holzberg and former LILI Subcommittee Chairs Karen Easterling, Lisa Skinner and Deb Coulter. LILI 7 was held during NAIFA’s Performance + Purpose.

Rob drew on the lessons he has learned from being an interactive DJ while building his business, Life of the Party. Three core principles lead people to create movements and serve as leaders in their business, community and associations: Initiative, guidance and ownership.

are tied together. This is what LILI would call a win-win, but I will call our new normal.

NAIFA’s Leadership Signs Diversity, Equity and Inclusion Pledges

Diversity, equity and inclusion (DEI) is an important component of the NAIFA 2025 strategic plan, which establishes a roadmap for NAIFA’s continued success over the next five years. As a commitment to DEI, CEO Kevin Mayeux, CAE, and SVP of Government Relations Diane Boyle have both acted by joining other leaders and organizations in diversity pledges.

Mayeux joined nearly 2,000 CEOs as a member of the CEO Action for Diversity & Inclusion Coalition by signing a pledge to collaborate and act on supporting a more inclusive environment. NAIFA staff participated in the 2021 CEO Day of Understanding along with 1.5 million others across the country. The Day of Understanding facilitated candid conversations that emphasized the value of breaking down barriers, increasing understanding and working toward meaningful change.

Boyle has signed the Diversity in Government Relations (DRG) Pledge with other professionals in the government relations field as they strive for diversity, equity and inclusion in advocacy at the federal, state and local levels. “NAIFA members serve diverse communities across the United States and our association is committed to advocating for policies that ensure everyone has access to the products, services and advice that contribute to financial security,” Boyle said. This pledge is the first of its kind in the government relations field. The DRG Coalition “exists to foster and strengthen diversity, equity

and inclusion among entities that influence local, state and federal policy through data collection, strategic communications and stakeholder engagement — leading to a more diverse government relations workforce, which yields inclusive and transformative policymaking that reflects the diversity of America.”

DIVERSITY, EQUITY & INCLUSION EBOOK NOW AVAILABLE

NAIFA’s new DEI ebook is now available for download in the Talent Development Center. The ebook features NAIFA members working to ensure financial security for all through recruiting and retaining diverse talent in the industry as well as educating our members to serve under-served populations.

• Four inspiring African American female financial advisors who have been trailblazers in the world of finance share their career experiences and reaction to the market calling for more Black female advisors. About 63% of African American households have females serving as the head of the household, and they want advice on financial planning. Now is the time

to bring more advisors to serve this community.

• The COVID-19 pandemic affected all Americans. Overrun hospitals, overworked frontline workers, an international travel ban, social distancing and mask mandates affected communities across the country regardless of race. The pandemic, however, disproportionally affected brown and Black people due to wealth inequality in the United States. Christopher Gandy offers expertise on civil unrest and the impact of the pandemic in our country and how to find opportunities within underserved markets.

• In a conversation between Angela LappJohnson, Aprilyn Chavez-Geissler and Win Havir, the three women discuss the unconscious and conscious biases that affect the industry. By bringing these to the table and raising awareness, these women provide clarity on how we can create a more inclusive environment in the field of finance. While biases are ingrained, we can be aware and prevent them. The article highlights behaviors to implement to build more meaningful relationships and a culture of equality.

New Diversity Resource Available Through WebCE

NAIFA has partnered with WebCE, bringing their courses to members at a discount. Offering everything from pre-licensing to continuing education credits, including a course on Diversity, Equity and Inclusion. Found in the course catalog under Workplace Training, this overview course is designed for participants to understand trends, issues and best practices for responding to diversity issues in the workplace. NAIFA members can access the WebCE course catalog through the member portal under “Educational Partners.”

Political Advocacy Is an Early-Career Imperative

By Emily Cabbage

dvocacy is a NAIFA cornerstone, but advisors are often reluctant to jump into advocacy early in their careers. Corey Anderson, DIA, (loyal member since 2000) and Rodney Mogen, CRPC, AAMS, LACP, (loyal member since 2011) have been politically active with NAIFA for many years. Both advisors, now in their early 40s, share their experiences and insights on why advocacy matters to young advisors and being engaged politically benefits your career, our industry, your clients and Main Street USA.

WHY GET INVOLVED?

Legislators want to hear from young advisors. They want to know what is going on with their constituents from a new advisor’s perspective to learn where change is needed and to hear fresh ideas. The more members build relationships with lawmakers, the more conversations educating decision-makers we can have. Both advisors agreed that lawmakers have the best intentions, but they do not always know or understand the unintended consequences of their proposals.

Mogen noted that in his home state of Texas, there were 9,333 bills filed between the Senate and the House during a 180day session. Lawmakers cannot be experts on every single issue in every bill. That is where NAIFA members come in. “We are really good at knowing how legislation may affect our clients and the industry,” Mogen said. “The Texas Government Relations committee went through 1,500 bills impacting the insurance industry. When we had an issue with a bill because we have the relationship, we were able to pick up the phone and say ‘Hey, this is our feeling about this bill.’”

Early in Anderson’s career, he participated in his state legislative day and saw the importance of building

relationships with lawmakers. When meeting with a representative who had misconceptions about business owners, he realized that this person could “really impact my industry in a matter of a stroke of a pen, so I better get involved and try to make a difference.”

TELLING YOUR CLIENTS WHAT YOU ARE DOING TO PROTECT THEIR BEST INTERESTS IMPROVES YOUR CREDIBILITY

When NAIFA members go to Capitol Hill, visit their state capital, or visit legislators in-district, they take client stories with them. Explaining to lawmakers the consequences of a bill on their constituents by telling clients’ stories humanizes the legislation. In turn, you can go back to your clients and share the work you’ve done on their behalf. Mogen shares how this has impacted his client base. “Because I’ve been so active on the state level, I actually have a lot of state staffers as clients in Austin. They trust me because they see me out there lobbying for them.”

THE POWER OF YOU, THE POWER OF US

Anderson is a disability insurance specialist, and not all of the legislation that NAIFA works on has direct ties to his primary focus. Nevertheless, he still

shows up to advocate for the industry with other NAIFA members. While his market may not be on the table right now, one day it will be. Anderson stays involved so that when the time comes, NAIFA Nation is there to stand side-byside with him on the issues impacting his clients and business.

“We have to look at it as what is good for the whole industry and the good of the United States, not just for the good of Corey Anderson,” he said. Mogen agreed, saying, “We want to do what’s right for our clients, but we also want to do what’s right for the entire industry. And that’s one of the reasons I’m really involved with NAIFA. We’re looking at it from a whole comprehensive perspective. When they come to knock on my door, I want to have my brethren around me to protect me.”

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NAIFA members at any career stage can get involved at NAIFA’s Advocacy Action Center. The center provides resources for contacting lawmakers and understanding both state and federal issues. It also has information for members on IFAPAC, NAIFA’s political action committee. Visit the Center on NAIFA’s website, naifa.org/ advocate.

NAIFA’s Corey Anderson and Minnesota state Rep. Kurt Daudt

New Perks in the Business Performance Center

The Business Performance Center was launched in 2020 and focuses on thought leadership, tools and resources to help your agency flourish. Recently, the Center has incorporated three new partners that can be valuable to your agency, as well as offering three new membership categories to help your agency differentiate itself from the competition.

NEW PARTNERS FOR NAIFA MEMBERS:

1. WebCE: Not only is WebCE the leading provider of continuing education in the market, but each module is packaged in bite-size chunks with helpful reminders to reinforce what you’ve learned. NAIFA’s partnership provides NAIFA members with a discount, but it also offers modules to address firm elements such as anti-money laundering, cybersecurity, and packages specifically for IARs and RIAs. The catalog also includes a full suite of DEI, identity theft and sexual harassment training to ensure that your firm’s personnel are educated and comply with best practice business standards.

2. ReminderMedia: NAIFA partnered with ReminderMedia to provide financial advisors with best-in-breed integrated marketing solutions that span from personalized print magazines that allow you to stay top-of-mind to your clients to digital marketing programs and platforms to automate touchpoints to prospects and clients. ReminderMedia is also the host of the super-popular

podcast focused on sales called “Stay Paid.”

3. White Glove: A fan-favorite for successful financial advisors, White Glove has expanded its repertoire of seminars, workshops and webinars to include additional services focused on digital amplification of your events and targeted digital campaigns so that you get the right prospects into the room. NAIFA has partnered with White Glove to bring even greater value to NAIFA agencies that want to utilize hybrid events and integrated modern marketing practices for prospecting.

Learn more about your member benefits & partner discounts in the Member Portal.

NEW MEMBERSHIP OPPORTUNITIES FOR NAIFA TO GROW YOUR PRACTICE’S INFLUENCE:

1. Industry Professionals: NAIFA members can now invite their professional colleagues into membership as an Industry Professional. Whether you work with attorneys, loan/mortgage officers,

bankers, CPAs or medical personnel as part of your network, NAIFA can now serve as a business networking home so that we can build networks of likeminded individuals who practice their specialties under ethical standards.

2. Administrative Professionals: If you have a supportive administrative staff that is a key element to your firm or agency’s success, then consider making them a NAIFA member under our new administrative professional category.

3. NAIFA 100% Agency: We launched a new program for agencies and firms that have all of their producers and administrative professionals become NAIFA members — the NAIFA 100% Agency program! All agencies or firms that commit to the 100% program get their logos listed on NAIFA’s consumer site at www.financialsecurity.org, an in-depth article on Advisor Today, a special gift kit for the office, and additional perks for showing your commitment to your professional association.

Learn more about new membership opportunities at www.naifa.org/join

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NAIFA and the Society of Financial Services Professionals have come together to create an Advanced Practice Center offering content, events and direct access to experts in the field of advanced markets. The Advanced Practice Center is supported by the two organizations and corporate partners to ensure agents and advisors have the most up-to-date information and access to top thought leadership on complex cases.

The inaugural Advanced Practice Center Impact Week, Oct. 19-21, features expert programming on business succession planning, private-placement life insurance, life insurance for business owners, and other advanced planning topics and strategies. You can explore APC Impact Week recordings and other valuable content at apc.naifa.org.

The Power of Word Association

By Jeff L. Levin, Divisional Vice President, OneAmerica Care Solutions ILFS

Mention long-term care and most people will associate the term with a nursing home setting. As most of us know, care at home is the predominant setting when it comes to long-term care needs, followed by assisted living and lastly nursing homes. Similarly, when most people discuss long-term care, it’s thought of in terms of being an insurance policy. Long-term care is simply the need for care that is expected to last for 90 days or longer because someone can’t perform life’s everyday activities of living on their own or they are challenged by a cognitive impairment. It could just as easily apply to someone who underwent surgery and requires a prolonged period of recovery as it could mean increased care as we grow older. I would say that a more accurate and holistic view of long-term care is that it’s a lifestyle and not a specific setting or an insurance policy.

When we talk about long-term care or present long-term care as part of a holistic plan, there are four positive words that should be used in every conversation: effective, efficient, access and control. Each of these words are powerful when it comes to positioning long-term care solutions and preserving a lifestyle. Ask anyone who is savvy with their money, and they will tell you there are three things that are important: preservation of capital, effective and efficient use of their assets, and maintaining access and control over both their money and the situation. We don’t want someone else controlling our money or making our decisions. Now, let’s use those four positive words.

We’ve all heard people say that, in the event of a long-term care event, they are

going to pay for their care out of pocket. Your reply: While money is important and you could pay for this care on your own, I can show you a more effective way to create greater efficiency. In addition, you can make this happen while maintaining access and control over your money and care and solving for an unlimited and unfunded liability.

With asset-based long-term care (LTC) protection, you can effectively create a solution that more efficiently covers the costs associated with a long-term care event. Should the client never need long-term care, their money will pass to their estate and beneficiaries, in some situations tax-free. This allows all parties to maintain access and control over their dollars whether it be for long-term care or in the form of a death benefit. Asset-based LTC can be framed in these terms for you — you either use it, you use it, or you use it. Live, quit, or die, asset based LTC is an effective means of creating greater efficiency while maintaining access and control of your money and care.

As you live and as you grow older, your chances of needing long-term care increase and an asset based LTC policy will provide you with long-term care benefits, potentially for your remaining lifetime. If you quit and decide to surrender the

policy, a cash value has accumulated that can be returned to you. Finally, if you die, an asset-based life insurance policy will pay a death benefit to your loved ones or to your estate. With an asset-based solution, you create a win-win-win scenario.

So, when it comes to word associations, let’s change the paradigm. From now on, if I say, “long-term care,” no longer should your clients immediately think of “nursing homes.” No more should long-term care be synonymous with an insurance policy or a certain setting. Long-term care does not translate to care in a nursing home, care in an assisted living facility, or, for that matter, care at home. Through each of our daily conversations, whether it be with distribution partners, existing clients, prospects or care providers, we have an opportunity to work together and change a negative stereotype while creating a new definition and a new image of long-term care. OneAmerica® is the marketing name for the companies of OneAmerica.

This article is excerpted from an article that first appeared in Broker World. Read the original at brokerworldmag.com/the-power-ofword-association/.

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NAIFA’s Limited and Extended Care Planning Center empowers professionals to network with solution and service providers to share best practices and directly access subject matter experts, research, training and resources. The center provides thought leadership so we may continue to address the changing needs of the market. Join us for Long-Term Care Impact

Jeff L. Levin of OneAmerica

Excellence on Display: NAIFA Award Winners to Get Their Due at the In-Person National Leadership Conference

t long last, NAIFA will be hosting an in-person signature event: the 2021 National Leadership Conference, December 6-7, in Washington, D.C. The COVID-19 pandemic forced us to host recent signature events, including the Congressional Conference and Performance + Purpose conference, in a 100% virtual setting.

The National Leadership Conference is NAIFA’s annual business meeting and volunteer leadership training conference. Members holding chapter leadership positions are strongly urged to attend.

The highlight of the event will be an awards ceremony event to recognize and celebrate the best of the best within NAIFA Nation. Awards to be presented include:

• The 2021 NAIFA Diversity Champion

• The 2021 NAIFA Young Advisor Team Leader of the Year

• Advisor Today’s Four Under 40 Awards

• The inaugural Terry Headley Lifetime Defender Award, which will recognize a current NAIFA member who shows exemplary service to their profession, colleagues and clients through their political advocacy and contributions to IFAPAC

• The John Newton Russell Memorial Award, which is the highest honor that can be bestowed upon an individual in the life insurance and financial planning industry

NAIFA Quality Award winners will also receive recognition at the awards event. NAIFA’s awards programs are administered by the NAIFA Talent Development Center. NAIFA members show their excellence through their membership and participation in the leading professional association for agents and advisors. NAIFA award

recipients go above and beyond to epitomize the culture of excellence common to NAIFA members. The awards are another way that NAIFA helps insurance and financial professionals differentiate themselves from their peers. For more information on NAIFA awards, visit the NAIFA Talent Development Center at tdc.naifa.org.

Want

Full spectrum protection

The best financial plans don’t just use life insurance to protect your clients today, they also keep future plans afloat with disability income insurance. Using both together can help protect clients no matter what life throws at them. That’s why we offer:

• Broad life insurance portolio alongside one of the industry’s best DI contracts

• Variety of ways to boost DI coverage, like student loan reimbursement and lump sum payment at retirement

• Combined Life + DI eApp that saves your clients time

Life + DI discount that saves them money

Offer your clients the complete protection package. Life’s a beach… let us provide some shade and a hand when the seas are rough.

are not licensed to