FIG Connections Winter 2016

Cain’s Corner 40 Years

Th e Spirit Of FIG

Financial Independence Group Inc., is always forward thinking, motivated by new technologies and marketing strategies for our clientele. As we continue to build strong, reliable business relationships, we are also taking the time to reflect on the foundation and rich history of our corporation. We remember the building blocks of our business, recalling the individuals, partnerships and ideas that made a difference in the way we operate.

This insight is essential for the future. Lessons learned and ideas implemented are relevant in shaping and fulfilling the expectations for the times ahead.

Both personally and professionally, I am celebrating my 40th year of service in the industry. What originated as a small insurance practice (Cain and Associates) has been cultivated into a Financial Marketing Organization, which became the Financial Independence Group we recognize today. In this edition of FIG Connections, our focus is the essence of our organization, it’s heart, so to speak. The advisors and their practices are the reason we come to work each day. Bo Johnson realized this fact. His ability to build powerful, lasting alliances became an essential ingredient into helping Ericka and me shape FIG into a nationally recognized institution. We are proud of the legacy that we have built alongside our late CMO. Bo made a lasting impression that still resonates in our day to day business.

Ericka and I are extremely proud of our reputation for honesty and integrity in the wealth management industry. That was not accidental. We have always been strategic in the way we conduct business, who we invest long-term partnerships with and who we employ. The people you surround yourself with are often a reflection of who you are. We are proud of the teams, divisions, and staff that make up the personality of our company. As we look forward to the next 40 years, we will continue to maintain our integrity, honesty and reliability. We owe it to our advisors, partners and workforce. We would not be in business today if it were not for them and their connections, contributions and affiliation with our respected organization.

WILLIAM H. CAIN Chief Executive Officer, FIG

CONNECTIONS MAGAZINE | 3

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Table of Contents

24 IN EVERY ISSUE 1 Cain’s Corner 12 Credits 16 Contributors 56 FIG Staff Directory ARTICLES 9 40 YEARS OF INFLUENCE Celebrating 40 years of partnership, industry leadership and company accomplishments.

– by Cassie Hutaff 21 HOW TO UPDATE YOUR BUSINESS MARKETING STRATEGY Revisiting your business plan of action can help you stay current with trends and optimize timelines.

– by Jim Cooper

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26 22 IDENTITY PROTECTION 101 Learn the methods to protect yourself from the common ways thieves may steal your identity.

– by Milo Milosevich 24 TAILORED ASSETS Duncan Ham of the Tom Jones Company discusses ways to look like a million dollars.

– by Walker Ham 26 BEST PRACTICES FOR WEB PRESENCE Simple tips you can implement to improve your website’s visibility and ultimately increase your ROI. – by Brian Stephenson

30 30 THE SPIRIT OF FIG Bo Johnson was an integral figure in the development of FIG standards and practices. A few of his colleagues and family members give insight into his intriguing personality.

– by J. Wesley Knowles 36 SUCCESS IS NOT A DESTINATION, IT’S A JOURNEY Retired Navy SEAL and American Sniper Technical Diretor, Kevin Lacz, shares insight into how to focus on accomplishing desired results.

– by J. Wesley Knowles

Indexed Annuity Care速 速

The first and only indexed LTC annuity Be one of the first to offer Indexed Annuity Care in your local market! Contact Financial Independence Group at 1-800-527-1155 to get started.

Life Insurance | Retirement | Employee Benefits

Note: OneAmerica is the marketing name of The State Life Insurance Company速 (State Life), Indianapolis, IN. Indexed Annuity Care is underwritten and issued by Policy Form numbers: SA 36, R529 and R530 and may vary by state. All guarantees are subject to the claims paying ability of State Life. Financial Independence Group is not an affiliate of State Life is not a OneAmerica company.

I-27639 12/16/15

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44 ARTICLES 39 HOW MUCH DOES DIY COST YOU? Don’t let your practice suffer the consequences of trying to wear to many unfamiliar hats like those couples on the DIY shows.

– by Chad Blanton 40 SERVICE MARKETING Success in life is directly related to the quantity and quality of service we give.

– by Pam Viveiros 42 BEST PRACTICES TO SECURE LEGACY DOLLARS Get to know the children of your clientele by incorporating them into the planning process. This way they will get to know who their parents are trusting.

– by Chad Blanton

48 44 THE PSYCHOLOGY OF CLIENT ACQUISITION Establish a hospitality partner for successful dinner seminars to acquire clients.

– by Charles Jenkin 48 FIG GIVES BACK Showcasing a few of the community organizations that FIG supported throughout 2015.

– by Cassie Hutaff 50 THE INDUSTRY MARVEL E-APPLICATIONS Processing forms in the modern age with the ease of online applications.

– by Brian Williams

52 51 FREE UP YOUR FRIDAY Improve workflow to find more flexibility with your schedule.

– by Ann Moes 52 A NEW STORY FOR YOUR OLD(ER) CLIENTS Indexed Annuity Care and ways to compare options for Long-Term Care Insurance.

– by Alecia Barnette 54 CHANGES IMMINENT FOR IUL ILLUSTRATIONS Efforts have been made to standardize how Indexed Universal Life (IUL) policies are illustrated and compared.

– by Shawn Sigler 58 CALENDAR OF EVENTS Upcoming FIG meeting and events.

CONNECTIONS MAGAZINE MAGAZINE || 7

40 YEARS OF INFLUENCE TEXT BY CASSIE HUTAFF

After 40 years founded on the principals of ethical standards, a commitment to excellence, lasting respect for individuals, investment in our people and accountability, the Spirit of FIG could not be stronger.

It has been a long journey since Bill Cain first laid the groundwork in 1976 as Cain and Associates. With very few insurance marketing companies in existence, the Cain’s experienced the focus of the industry shift from serving general career agents to directly assisting independent advisors, putting insurance marketing organizations on the map.

Ericka, his wife and partner joined him in 1987 and helped to nurture the company from a small MGA concentrating on Medicare supplements and health products to a national marketing company. The name, Financial Independence Group, was adopted after the Cain’s acquired another company in 1987, shortly transitioning into a national Insurance Marketing Organization.

At the 30th anniversary, our beloved former CMO, Bo Johnson described his vision for the next 30 years in an article written for FIG Connections. He mentioned the importance of always having a live person answer the phone, even adding his and Bill Cain’s personal extensions into the article to prove his point. From utilizing strategic emails to hosting online training opportunities, Bo had a vision to keep FIG’s communication on the cutting edge.

As we celebrate 40 years of industry partnership, we look back fondly on FIG’s accomplishments, as well as celebrate the success of our advisors, who share the spirit of our great organization. We also look forward to our growth over the next 40 years in Charlotte, Scottsdale and nationwide to continue our influence of integrity.

This issue represents more than a company magazine. It symbolizes the hard work and profound memories that have laid the foundation for continued growth and partnerships that showcases our 40 year presence in the industry. s Cassie Hutaff, Copywriter, APM Division, Financial Independence Group, Inc. Contact Cassie - Phone: 800-527-1155, Email: cassie.hutaff@figmarketing.com

Competitive, Client-Friendly Annuity and Life Products Fixed Annuities

Index

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Single Premium

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For more information, contact your marketer or Agents.EquiTrust.com I 866-598-3694

EquiTrust Life Insurance Company, West Des Moines, Iowa. For Producer Use Only. IC15-EQT-1130

EDITORIAL Publisher Financial Independence Group Editor Liz Ross Art Direction J. Wesley Knowles Design/Production Alisa Ferrara Danielle Tarbuck J. Wesley Knowles Jennifer Shephard Copywriter Cassie Hutaff Editorial Assistants Carly Walker Jennifer Shephard Tara Vickers Tracia Cericola Contributors Bill Cain Ericka Cain Alecia Barnette Ann Moes Brian Stephenson Brian Williams Cassie Hutaff Chad Blanton Charles Jenkin J. Wesley Knowles Jim Cooper Liz Ross Milo Milosevich Pam Viveiros Shawn Sigler Walker Ham Project Consultants Jim Cooper Liz Ross Project Manager J. Wesley Knowles PRODUCTION Printer Print Management Group 501 Anderson Street Charlotte, NC 28205 Printer Coordinators Matt Wilson Cindy Braddy

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Design Team FIG Creative Division All Points Media 19520 West Catawba Ave Suite 200 Cornelius, NC 28031

20422 1375842-1235115

Proud to partner with the best.

Athene congratulates Dr. Bill Cain, founder and CEO of Financial Independence Group, Inc., on four extraordinary decades of service to our industry. As a leader, mentor and innovator, his integrity and vision elevate us all.

In FIG, Bill has created a premier marketing partner with a reputation for service and a passion for training and supporting exceptional agents.

As a leading provider of innovative fixed indexed annuities for independent distribution, we’re proud to have Bill and the FIG team in our corner.

As a FIG agent, you have access to Athene’s full portfolio of national and proprietary products. And your Athene premium does double duty — qualifying for both Athene and FIG agent incentives.

At Athene, we’re driven by great ideas and great people that turn vision into reality. Best wishes, Dr. Cain. You bring out the best in all of us.

Discover how Athene annuities can help you achieve your best.

Contact your FIG marketer at 1-800-527-1155.

1-888-Annuity | AtheneAnnuity.com ©2015 Athene. Products are issued by Athene Annuity and Life Company, West Des Moines, IA in all states except New York. New York products are issued by Athene Annuity & Life Assurance Company of New York, Nyack, NY.

CONNECTIONS CONTRIBUTORS DR. WILLIAM H. CAIN

ERICKA CAIN

Chief Executive Officer Bill received his undergraduate degree in Speech and a graduate degree in Theology. He received his Doctor of Education from the University of NC at Greensboro. In 1976, he began his career in the insurance industry and has recruited and trained agents for 40 years. Bill is an author, a national speaker and the CEO of Financial Independence Group, Inc. Bill leads by example and directs his staff to give the best service in the industry.

Chief Administrative Officer Ericka’s passion for top-notch service has helped to streamline a multitude of contract, new business, policy issues, commission accounting and service challenges. Since joining her husband, Bill Cain, at FIG in 1987, Ericka has played a major role in the company’s development as the Office Manager and currently as the Chief Administrative Officer.

BRIAN WILLIAMS

JIM COOPER

Chief Operating Officer As C.O.O. and partner of FIG, Brian is responsible for the overall business operations of the company. He works with his colleagues on the executive team to develop global strategies and direction for FIG with a goal of providing opportunities for advisors while progressively integrating internal efficiencies for greater effectiveness. He also oversees all areas of IT as well as compliance for FIG.

Chief Marketing Officer Jim brings his years of industry experience, proficiency, knowledge and leadership to the marketing department. As Chief Marketing Officer, Jim directly oversees APM (All Points Media), the marketing division of FIG. He continues to be instrumental in the development of current and new marketing programs.

LIZ ROSS

MILO MILOSEVICH

Director of Marketing Liz leads an incredibly talented group of professionals at APM (All Points Media), FIG’s marketing division, who are committed to providing advisors with the marketing tools and strategies they need to grow their business and make a difference in the lives of their clients.

Director of Sales & Distribution, West Region Milo Milosevich comes to FIG from an extensive sales and marketing management background. He began a successful Insurance career in 2005 and quickly became a Million Dollar Round Table producer specializing in Annuities and Life Insurance.

He has also worked for Fortune 500 companies helping to strengthen their sales forces and leading them past barriers common to many sales organizations.

SHAWN SIGLER Director of Sales & Distribution Shawn duly serves as the Director of Sales and Distribution for the Life, LTC & Disability divisions, while also working with the Annuity Division to increase FIG’s overall production. In addition, he is involved in working with FIG’s top producers to make sure that FIG resources are available to help them grow their practice.

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CHAD BLANTON

WALKER HAM

Vice President of Sales, Annuity Division Chad has a strong passion for financial services and working with high quality advisors that truly care about their clients and their wellbeing. Over the past few years, Chad has been able to grow his business to a point where he can now focus on a select group of advisors that he coaches on a weekly basis.

Vice President of Sales, Annuity Division As a Vice President of Sales in the Annuity Division at FIG, Walker Ham works with top independent advisors across the country in implementing everything from complicated case design and product selection to overall business planning and augmentation.

ALECIA BARNETTE

ANN MOES

Vice President of Sales, Long Term Care Division With over 10 years of experience in the industry, she assists producers by providing the best in LTC sales. Alecia helps producers increase their Long Term Care Insurance sales through sales ideas, industry knowledge and unsurpassed product recommendation. She handles the details so the agent can concentrate on selling.

Marketing Consultant, All Points Media Ann came to FIG with experience in account management, marketing and online advertising.

At FIG, she works with advisors to put strategic marketing plans in place that will help to grow their businesses.

CASSIE HUTAFF

J. WESLEY KNOWLES

Copywriter Cassie Hutaff supports the vision of FIG through developing carefully crafted and well-branded messaging and marketing materials. From building a content strategy to editing, Cassie is passionate about creating relatable content to express an individual’s or company’s unique story.

Marketing Media Specialist With an extensive background in animation, Graphic Design and Communications Media, Wesley Knowles has been involved as a communication artist with Family Dollar Stores corporate, Spectrum Creative Graphics, the NBA Charlotte Hornets, the AHL Charlotte Checkers, and the NFL Carolina Panthers.

Prior to joining APM (All Points Media) at FIG, Wes was the Art Director for Charlotte Living magazine.

BRIAN STEPHENSON

CHARLES JENKIN

Director of Communications, Citizen Advisory Group, LLC As the Director of Communications at Citizen Advisory Group, Brian is in charge of all of the marketing aspects of the company including managing the website, social media marketing, community relations, and advertising campaigns.

Culinary Commentator | Radio Show Host A financial advisor for 12 years with IDS Financial Services, now branded Ameriprise.

Charles quickly built a personal financial planning practice, utilizing seminars to attract clients. Charles is also a well-known gastronome on the Charlotte-area food scene, restaurant critic, food writer and cooking show host. You can hear him each week on WBT 1110AM on his show “Food For Thought”.

CONNECTIONS MAGAZINE | 17

PROSPECTING. CLIENT NURTURING. COACHING. The success of Elevate has been nothing short of incredible. Advisors enrolled in this exceptional marketing platform have collectively generated over $457 million in annuity production since it’s introduction in February of 2014. Individual advisors enrolled experienced an average increase of 36% in their business by taking advantage of the enhanced marketing incentives and coaching that Elevate conveniently and efficiently offers.

As an Elevate member you can expect to be challenged with idea sharing, university style meetings across the country, group coaching, and access to a personal marketing consultant to guide you through all marketing initiatives Elevate has to offer. Are you an advisor who wants to excel in every aspect of your business?

Elevate is for you!

The Industry’s Most Innovative Marketing Platform Available MAGAZINE | 21

w w w . fi g m a rk e t in g . c o m

This Social Media Guide is a powerful way to boost your online presence by using more personal and lifestyle focused material. The guide outlines helpful tips such as popular social media sites, how to engage target audiences on a specific platform and relevant content for each day of the week.

Contact your FIG Sales Consultant to receive the complete Social Media Guide and elevate your online presence!

January

National Glaucoma Awareness Month National Blood Donor Month

1.

Facebook 2.

Twitter 3.

LinkedIn 4.

Google + 5.

YouTube 6.

Pinterest 7.

Instagram 8.

Tumblr 9.

Flickr 10.

Reddit 1 Interesting Statistics for the Top 10 Social Media Sites,

by Faiza Sareah, July 26, 2015: http://smallbiztrends.com /2015/07/social-media-sites-statistics.html

February

Heart Disease Awareness Month National Cancer Prevention Month National Senior Independence Month

March National Nutrition Month National Save Your Vision Month American Red Cross Month

May National Mental Health Month National Stroke Awareness Month Skin Cancer Prevention Month National High Blood Pressure Education Month National Arthritis Month Older Americans Month National Senior Health and Fitness Day

July

April

National Donate Life Month Parkinson’s Awareness Month Stress Awareness Month

June

National Cancer Survivor Week

August September Healthy Aging Month World Alzheimer’s Day

Cataract Awareness Month

October

National Breast Cancer Awareness Month

November National Alzheimer’s Awareness Month National Family Caregivers Month

December

ANNUAL SNAPSHOTS

How To Update Your Business Marketing Strategy TEXT BY JIM COOPER If you launched your business years ago, it is important to revisit your business plan of action. Changes throughout the world (economy, technology, laws, trends and consumer habits) are impacting the marketplace daily. These elements affect every aspect of your business making it imperative to re-evaluate your strategy in order to maintain a competitive edge in today’s market. Make that a priority during the coming year.

Unlike projected cash flow and long-term goals, marketing strategies are often tackled with less fervor than the other details of your business. Following through with action on allotted procedures is an all-important strategy for any successful business. Market research, promotions and positioning are valuable considerations for your business. This type of exploration is only significant if you carry out your findings with your initial dedication.

constant lead generation. This can be the initial point of contact with your practice, or serve to nurture existing customers with information and relevant tools.

Technology continues to improve at a record pace and there are new mediums available to tap into social media. Getting serious about these new forums is relevant to client perception.

More than ever, potential clients verify businesses via web browsers, web apps and search engines. Chances are you are losing opportunities if your web presence is lacking and your competitor is tapped in. If this seems overwhelming, consider your time as a major commodity and ask for assistance. There are individuals and organizations that make it their profession to help you develop your practice. Sometimes seeking proficient professional guidance is worth the initial investment toward objectives.

Executing a solid marketing strategy is vital for any successful Publicity is an important tool in any and every marketing practice. Marketing is the fundamental framework and the strategy. By special positioning our team can assist you in underlying building block that drives any business. In other getting top-tier exposure in press and on talk shows. words, marketing should never be an afterthought.

Remember that it is crucial to lay a good foundation with a solid marketing plan. Staying in front of current customers and The marketing component of your business plan should include piquing the interest of potential clientele requires time and a budget for time (if you are going to tackle the task yourself) dedication. Understanding and implementing a focused plan of and/or money. You may need a timetable and a professional action will make your business more efficient. A solid marketing website that attracts visitors and makes it easy for them to plan is the productive way to optimize weekly details and learn more about you, your services and should produce one successful year after another. s make it equally easy to gain knowledge.

A website done properly will function FIG’s Elevate program can help develop and implement your 2016 like a 24/7 knowledge base, allowing for marketing plan. Give us a call to discuss – 800-527-1155.

Points to consider as you are developing your marketing plan are:

1. What is my message? a. What is the value of my product / service? b. How do I differ from my competition?

2. Who is my audience? a. Do you have a niche or an ever-expanding service model? b. Initial target audience and then the expanding audience?

3. Which are the appropriate media outlets for a PR campaign? a. Social Media b. Other Online Forums c. TV d. Radio e. Print Advertising 4. What is my budget? a. Time Expenditure b. Monetary Cost c. Managing Website Content d. Managing Blog / Social Media Forums e. Developing Pitches for Print, Radio and TV

CONNECTIONS MAGAZINE | 21

TEXT BY MILO MILOSEVICH What do Steven Spielberg, Oprah Winfrey, Martha Stewart, Will Smith, and Tiger Woods have in common? Millions and even billions of dollars would be a good guess, but would you have thought that identity theft and fraud would be the common link? When I first saw this list I thought to myself how could this happen to such powerful, astute, intelligent individuals who have teams of people hired to protect their every word, tweet, online post, interview and most of all their money?

The simple truth is that identity theft and fraud has become a profitable business for anyone with a computer. Cartels and gangs now employ hackers just as frequently as they do a typical drug dealer. Luckily, there are precautions to practice to protect both identity and personal assets.

First, let’s look at a few common ways that thieves can steal your identity and your hard earned assets.

Common Ways Thieves Steal Your Identity Online Phishing – Thieves bait consumers with bogus invoices from legitimate companies that you may do business with and ask for credit card information to reset a password or a social security card via email.

Real Life Example: A recent scam involved an email that appeared to be from the IRS Taxpayer Advocate Service with a bogus case number and links to the supposed “advocate,” which actually led to a Web page that phishes for personal information. The Securities and Exchange Commission (SEC) warned investors to be aware of emails that appear to come from SEC staff, including another bogus email scam using the name of the SEC’s Director of the Office of Investor Education and Advocacy. The email was in fact not from the SEC, but contained a link to malicious software.

Records - ID thieves can hack your computer and retrieve records stored on your hard drive, such as tax returns, bills etc.

Real Life Example: A busboy named Abraham Abdallah hacked the bank accounts of Steven Spielberg, CNN Founder Ted Turner, financier George Soros and billionaire Warren Buffet by posing as their financial advisors via computer, gaining sufficient data to call their banks and take over the accounts.

Mail - In its simplest form some thieves simply take your mail from your mailbox to gain the information they need to begin to use your identity.

Real Life Example: Alice

Lipski and her crew would raid unlocked mailboxes, taking bank statements, credit card offers, credit union applications and even W-2 tax forms. Sometimes Alice would take a photo of the mail and put it back, so the homeowner would not have any suspicions.

ATM’s - There are now electronic devices that can “grab” your information upon swiping your card which allows thieves your account information including PIN numbers.

Real Life Examples: In Miami, four men were charged with fraud and identity theft after they made and placed skimming devices on ATMs throughout four Florida counties.

22 | CONNECTIONS MAGAZINE

How To Protect Yourself

1 - Password Protect – Use combinations of letters, numbers and special characters to make the breaking of your password difficult. The longer the password with these combinations the better. Also when entering PIN numbers shield anyone or anything from view.

2 - Disconnect – When you are not using your Wi-Fi, turn it off. Also, log out of every application you open on your computer and phone.

3 - Download – Practice caution when downloading items from the internet. Research applications before you download them.

4 - Review – Personalize and review your security settings on your home computer and cell phone- never rely on the default settings.

5 - Monitor – Monitor your credit report to look for suspicious activity.

6 - Shred – Shred everything that has any personal information on it. Several banks and local businesses have free shredding events.

7 - Get a post office box – This allows for your mail to be secure behind lock and key rather than just sitting in a box in front of your home for hours while you are at work.

Each precaution will help protect both identity and your personal assets. However, criminals are constantly using technology to create loopholes, so if you become a victim you should – first notify the fraud divisions of the three credit monitoring companies Experion, Equifax, and TransUnion. Second, file a report with the police. And lastly, call the Federal Fraud Protection hotline at 1-877-IDTHEFT. s Approximately 15 million United States residents have their identities used fraudulently each year with financial losses totaling upwards of $50 billion.* *Source - www.IdentityTheft.info.

“Investor Alerts.” FINRA. February 29, 2012. http://www.finra.org/investors/alerts/phishing-andother-online-identity-theft-scams-dont-take-bait “US Hacker’ Duped the Rich and Famous.” The Guardian. March 20, 2001. http://www. theguardian.com/technology/2001/mar/21/hacking.security “She Stole My Life.” AARP The Magazine. Oct/Nov 2014. http://www.aarp.org/money/scamsfraud/info-2014/identity-theft-protection.html “Taking a Trip to the ATM?” The Federal Bureau of Investigation. July 2011. https://www.fbi.gov/ news/stories/2011/july/atm_071411 Milo Milosevich, Director of Sales & Distribution, West Division, Financial Independence Group, Inc. Contact Milo - Phone: 800-527-1155 Email: Milo.Milosevich@figmarketing.com

TEXT BY WALKER HAM

A commonly heard piece of professional advice is to “look the part.” Which then cues an abundance of questions: Where do I begin, how do I look the part, part of what, what does that mean?

Your clothing should reflect who you are no matter what part of life you are dressing for: work, travel, date night, etc. Tom James Company, the world’s largest manufacturer and retailer of custom clothing, believes that your custom clothing should reflect your personal style, from the fit, to the fabric, to the details. The highly trained consultants of Tom James come directly to your home or office, saving you valuable time. Each consultant is well-versed in fabrics, style and patterns to best plan, coordinate, and maintain your wardrobe, so you are perfectly suited for any situation – business, casual, social or formal.

I sat down with Duncan Ham, Sales Leader for the Tom James Company, to find out what it takes to help others look and feel like a million bucks.

WALKER: Duncan, you’ve been a Professional Clothier for over 15 years now. What have you discovered is the philosophy behind how people dress now and how they ought to dress?

DUNCAN: It is said that “Your outer world is a reflection of your inner world”. In other words your success and happiness in life starts from within.

Clothing works the same way.

Your outer appearance is a reflection of the inner view of yourself.

When you get dressed in the morning and look in the mirror, what are you telling yourself?

“I approach life casually”,” I

am sloppy”, “Today is going to be a bad day so it doesn’t matter what I wear”... or “I am successful “, “ I pay attention to detail” ,”Today is going to be an awesome day.

I look great, feel great, and perform great.”

WALKER: What do clothes and appearance say about a person and how does that affect first impressions?

DUNCAN: Behavioral Scientist have determined we notice the following about people and in this order: 1. Appearance 2. Bearing 3. Direct Eye Contact 4. Speech First impressions are made in the first 30 seconds of

meeting someone and are recorded and etched into the cerebral cortex.

income on clothing annually.

It is best to have your clothing match your lifestyle.

In other words, you may be really smart, but someone can decide otherwise before a single word comes out of your mouth.

People constantly are upgrading their homes, cars, vacations, restaurants, etc., yet for some reason they leave their clothing behind, which is ironic since very few people ever see you in your car or home. Clothing is one of the few investments that can have an immediate ROI.

WALKER: What are a few of the biggest mistakes you see people make when selecting their clothing, and what are some common misconceptions?

DUNCAN: The biggest mistake people make is buying clothing without a plan. Most people buy clothing based on what’s on sale at the store or what’s in their size.

Therefore they only wear a small portion, maybe only 30% of what is in their closet. You wouldn’t make investments this way, so why buy your clothing this way...

Misconceptions include the thought that you have to spend a lot to look good.

Take a suit for example, there is visually no difference between a $1,000 suit and $3,000 suit.

The difference is how it feels on the person wearing it.

WALKER: When one decides to make the investment into their professional appearance and upgrade their wardrobe, what are some good pieces of advice on must-have or mustdo things?

DUNCAN: Work with an expert, just like you would with your taxes, legal help, yard work, plumbing, doctor etc. You can “do it yourself” and save money, but in the long run you will lose money and be really frustrated in the process.

Find a good tailor. You either have to spend money on better fitting clothing up front or spend money on a good tailor to adjust poor fitting clothing. This is paramount, if you are one who takes the time to bargain shop or hunt for deals. s

WALKER: What should people invest in their wardrobe? Is there a guideline based upon your profession, income, etc.?

DUNCAN: Most people will spend at least 3-5% of their

Walker Ham, Vice President of Sales, Annuity Division, Financial Independence Group, Inc. Contact Walker - Phone: 800-527-1155 Email: Walker.Ham@figmarketing.com

CONNECTIONS MAGAZINE | 25

TEXT BY BRIAN STEPHENSON

Your website is most often the first impression that someone gets about your company. It’s important that the homepage of your website has both a professional appearance and quality content to keep the visitor engaged. The average web user will decide after a few seconds if they will stay on your page or exit it immediately. But with so much content on the web, it can be hard to decipher best practices and how to set your website apart from others in the industry.

MAGAZINE MAGAZINE 26 | CONNECTIONS

At Citizen’s Advisory Group Inc., we believe in the importance of making your company’s website work for you. Below are recommendations our company uses to increase web presence and engage visitors.

Importance of Original Content

Lead Generation

Original content is the most important component of every financial advisor’s website. Search engines look for original content when indexing websites. While syndicated content from another company may bring more content to visitors already utilizing your website, it rarely brings new visitors to your website.

An absolute must for every website is some type of lead generator. The two basic types of lead generators that should be on every financial advisor’s website are a contact us/ ask a question form and subscribe to our newsletter form.

The contacts that subscribe to your newsletter or that ask a simple question could be your next big client. The front page of our website currently has three lead generators which include sign up for our newsletter, a whitepaper download, and have a question form.

The easiest way to add original content to your website and help improve your search engine results is by creating original blog posts. You don’t have to write a book when creating a blog post. Your average blog post should be about a page in length or less. This is long enough to get your information across to the website visitor, but not too long where they lose interest and leave the page. Our company tries to write at least one original blog post a week. A couple of examples of original content blog posts that we have published include “5 Part Time Job Ideas for Retirees” and “Top 4 Bad Habits to Cut Back on to Save for Retirement.”

The original blog posts then can be utilized across various mediums including social media to bring more visitors to your website. In the past six months, we have had over 1,500 new unique hits to our blog. Since the blog is located directly on our main website which is a must, many of these 1,500 people clicked around on other areas of our website including clicking on our upcoming seminar dates and “About” page.

Building Credibility Have you been in the local newspaper or had an appearance on your local television station? If you answered yes, these appearances should be used in numerous places across your website. Most people probably didn’t catch the newspaper or TV segment the day that it appeared, so it’s important to continuously use this media coverage throughout your website and advertising to help build credibility for your firm.

The first thing you see when you visit our website is a rotating banner showing an image of a TV appearance along with the mention that we have been featured on the local FOX, ABC, NBC, and CBS television affiliates. We currently have one of our more recent television appearances on three different areas of our website to help build credibility. The same video was utilized on our television appearances page, our financial dinner seminars page and within a blog post.

Another form of lead generation that will also help build your company’s presence on the web is through building landing pages. There are many different landing page templates out there, where the average web user can easily build landing pages to generate leads. We currently utilize landing pages by building a page for every whitepaper that we have, which helps us monitor visitors and downloads to track the success of the content.

In order to download the free whitepaper the visitor must input their name, email, and phone number. After that information is submitted the visitor instantly receives the whitepaper and you get an email with their contact information. The cost for most landing page creator sites is under $30 a month, and you can create unlimited landing pages. You can also create a custom URL for each landing page that utilizes your domain name. An example of a landing page web address that we created is socialsecurityguide. citizenadvisory.com.

Website Tip Purchase domain names that are similar to your company’s domain name. For example, the host of a TV show that we are on every week accidently mentioned on air that our website was citizenadvisorygroup.com when our website is actually citizenadvisory.com. We went and purchased the citizenadvisorygroup.com domain name and it redirects right to our main website. You can often purchase a domain name for under $5 per year; this small $5 investment could prevent you from losing a potential client. s Brian Stephenson, Director of Communications, Citizens Advisory Group, Inc., Perrysburg, Ohio.

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EVERYONE LOVES A SUPERHERO

All Points Media is Financial Independence Group’s creative division of innovative services, people, and ideas. We have refined the process to help implement proven marketing practices to make you the best resource you can be. Be your local superhero, let us help!

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TEXT BY J. WESLEY KNOWLES

Financial Independence Group (FIG) has experienced accelerated growth over the last several years. This progress has been possible through the long term, shared vision of our leadership and our workforce.

This model was developed by our executive team to encompass broader objectives by incorporating new technologies and modern concepts. Dedication to putting others first and merging traditional values with contemporary methods are among the reasons why FIG is celebrating 40 years of partnership.

One particular individual, Berry Holland Johnson, Jr. (Bo Johnson), made an indelible mark on the company that still persists. Bo’s attitude toward work invigorated those around him. Creating a strong team atmosphere, Bo allowed his associates to rise to their highest potentials. Our executives along with Bo’s family share their memories, revealing why Bo is still an important consideration in all things FIG.

The Beginning Bo Johnson recognized character and talent immediately. That instinct became an essential ingredient in the new growth and expansion at FIG that began in 1997 and still continues to this day. Bo’s youth, energy and enthusiasm paired with Dr. William H. Cain’s knowledge, finesse and expertise created a gifted alliance that propelled FIG forward toward a broader vision.

To fully understand the contributions that Bo made, a reflection to FIG’s origination is in order. Initially Dr. William H. Cain (FIG Chief Executive Officer) was drawn into the financial services industry by a request from a friend who needed to re-energize his sales force. Dr. Cain (Bill) began inspiring agents and advisors through motivational speaking engagements. Bill launched his own agency in 1976 and Cain and Associates was born.

This is the company that would later become

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Financial Independence Group. Ericka, his wife and partner joined him in 1987 and helped to nurture the company from a small MGA concentrating on senior life and health products to a regional and then national marketing organization.

During the developmental years of FIG, overhead was high, resources were limited and sustained profitability was sometimes a struggle. Dr. Cain and Ericka would often hire their children for rudimentary tasks to maintain production. Bo and his sisters, Tracia and Caroline, were often enlisted to assemble packages or stuff envelopes.

It served as an introduction to the family business and the valuable industry of insurance and wealth management.

Bill and Ericka paid Bo part-time during his teen years to take care of basic tasks. Looking

back on those afternoons, Bill recalls that there were occasions that Bo would work for a while and then disappear. Remembering the changes in Bo’s work ethic throughout his adolescence Bill says, “We are different people at the different stages of our lives.

We go through various phases as we develop. Once Bo began to focus on what he wanted out of life, his growth as an intuitive business person became exponential.”

Bill explained that when Bo graduated from ASU, Bo approached him to come onboard with FIG. Before Bill would consider hiring him, he challenged Bo to work elsewhere in the industry to gain experience. It was a test to see if Bo was really committed to taking on the responsibility of working at FIG. He passed with flying colors and was invited to come on full-time as a Junior Partner in 1997.

Son, Friend and Colleague Ericka Cain (FIG Chief Administrative Officer) says that it came as no surprise to her that her son became an extremely successful salesperson. “People gravitated to Bo from an early age,” Ericka reminisces that, “he made friends everywhere he went. His ability to be a real friend enabled him to develop lifetime friendships.” This was a result of Bo’s attentive attitude to all of the details of both business and relationships.

Bo was also very passionate. He and Ericka shared the same temperament and on occasion they would go toe-to-toe on topics.

After any spirited dialogue, Bo would always circle back to make sure there were no hard feelings. Business was business and family and friendship were separate. Bo and his mother enjoyed their working relationship and they collaborated on many projects.

They created the FIG logo jointly. They took the original liberty bell icon and reworked it to create the familiar FIG triangular logo.

The update represented the future growth of the company built on a solid foundation.

Bo’s sister, Tracia Cericola (FIG Director of Admin Services), conveys Bo’s enthusiasm for negotiation. She says that Bo would often ask team members the same question numerous times in hopes that their answers would change. Tracia said, “Bo was always

trying to influence your perspective, make you consider a different viewpoint. His objective was to inspire others to consider different outlooks. This process fostered motivation for his colleagues to go above and beyond in their duties.” It was an exercise he practiced in his own daily approach, trying to better himself and the industry around him.

Caroline, Bo’s younger sister, doesn’t remember a time when FIG wasn’t a part of her life. “For Bo, working at FIG became his playground. He was always on whether he was at work, at home, or during meals. Bo loved bouncing ideas around and looking for ways to improve the processes.” Idea sharing would often drift into the evening hours over dinners, weekends and vacations. Bo loved looking ahead to the next big thing, program, procedure or approach that would push business forward.

Bo’s steady, driven pace along with the resolve to look ahead helped him become instrumental in setting standards and improvements that have benefitted the Annuities industry overall.

charismatic, and fun. “People naturally gravitated toward Bo.” Brian remembers Bo’s determination, work ethic and his ability to help others. Above many other noteworthy gifts, Brian was always impressed with the way that Bo could establish lasting relationships with people. “Bo was able to connect with people to where they felt a deeply rooted bond. This skill always served him well.”

Jim Cooper (FIG Chief Marketing Officer) has similar memories. Bo demonstrated real mentorship when he took Jim under his guidance and showed him the ropes. Jim said that, “Bo was wise beyond his years.

He had a real passion for helping others and was genuinely gratified seeing their successes. Bo would spend his Saturdays mentoring me, taking the time to nurture me to success by teaching me Annuity 101 and then some.” Jim continues, “Bo lived his life for the greater good of others and not himself.”

Brian Williams (FIG Chief Operation Officer) said his first impression of Bo was that he saw a natural born leader, extremely likable, approachable,

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Jim also says that Bo was integral in building an all-star team early on by hiring people he knew and assembling their talents. Bo lived and managed by the player/coach mentality, inspiring in others desired results through motivation.

Phil Graham (FIG Chief Sales Officer), who met both Bo Johnson and Brian Williams while rushing the Sigma Nu fraternity at Appalachian University, pursued Bo for an opportunity to work for FIG upon graduation.

Phil began working with FIG in 1998.

Bo had a very unique interviewing style. Phil explains, “He would determine within the first five minutes of conversation whether the person was a good fit for the company. If he liked the person, he would spend the rest of the time selling them on why they should work for FIG.” Bo’s ability to identify and combine talent helped him to build strong teams very quickly.

Mike Mullan (FIG Chief Financial Officer) tells us that one of Bo’s desires was that he wanted FIG to be a family. He believed

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strongly in alliances and instilled ‘The Sky has no limits” mentality by pairing his thirst for success with his network of friends and associations. Bo was convinced that by investing, developing and nurturing long term relationships, growth and retention would be very high. Finding the right people to fit each role of the business and offering great incentives has helped FIG reach new heights.

Bo brought numerous ideas to the table throughout his tenure with FIG. Many ideas considered radical early on, are now industry standards. Bo became a proud member of NAFA (National Association for Fixed Annuities), serving as a board member for several years and was the original chair of the Insurance Marketing Advisory Council (IMAC) along with Jason Kestler of Kestler Financial Group.

Upon their introduction, Bo Johnson and Jason Kestler (Kestler Financial Group) realized they had a great deal in common, including the fact that they were Sigma Nu Fraternity brothers.

Throughout

the development of their professional relationship a friendship ensued. They both recognized the need for a common voice for IMOs in the industry. Being active members of NAFA, they outlined their ideas to create a national forum for IMOs. This developed into a platform for organizations like theirs to solve common issues. Although Jason and Bo were catalysts for the initiation of this group, Jason said that many people have contributed to the materialization of this organization.

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Lasting Impressions: The Legacy Endures Bo’s lasting impression on NAFA and IMAC is captured in the NAFA Bo Johnson Spirit Award for Lifetime Achievement, which was developed to honor his memory. This award recognizes a leader in the industry who exhibits courage, spirit, strives to inspire, and works ethically and conscientiously to improve our field and our marketplace.

Bo Johnson met his wife Christi during an interview in 2001. Christi recalls the sudden connection they had and says, “It was the most unusual interview of my life. Instantly comfortable with one another, we openly talked about many things, mostly sports. It surprised me when Bo called that evening to tell me that FIG had decided to go with another candidate.” The following day Bo asked Christi to go on a date with him.

They were married in April 2004. Christi recalls Bo’s passion and drive for his family, in business and throughout his life. “When Bo wanted something, ‘No’ was not an acceptable answer.” He would find a way to accomplish whatever it was he set his mind on. Bo lived each day to the fullest.

He knew how to count his blessings in smaller, everyday concerns as well as the big achievements. Savoring life, Bo was purposeful in all he undertook and had the knack for absorbing each and every detail.

Christi says, “And there were a few people that thought he was absolutely crazy.

Looking at the FIG workforce, with well over 100 employees, it is obvious that Bo was a true visionary.”

employees have their own perspective of what Bo wanted. Individually those ideas might not be on the mark, but collectively, those concepts will be relatively close to Bo’s vision for our company and those we serve.”

Phil Graham looks back in wonder, “Bo just knew where he wanted to go. He never mapped out a strategic plan to get there, he arrived by being himself,” Phil is still smiling, ”By always doing the right thing, bringing the right people together and then attracting more exceptional individuals, Bo was able to take us along for an amazing ride. The business still continues to move forward and grow because it was built with the right intentions.”

The spirit of any organization is often attributed to the attitude of its founders, executives and its workforce. Individuals making positive contributions to an overall vision are the lifeblood for the success and forward motion of any initiative. Bo clearly made an indelible mark on our industry and his philosophy about how FIG does business continues to endure. As a result, this business continues to grow and benefit our partners and their clients. Bo’s bright smile and contagious energy will be missed, but the essence of his work continues to serve everyone affiliated with FIG and its partners. s

Brian Williams recalls Bo’s attitude while facing terminal illness, how he always remained positive and optimistic and the way he continued to consider others before himself. He spent a lot of time with Bo in those last weeks. Brian’s life has been significantly impacted by the way Bo inspired him throughout his battle with lung cancer.

Like a fire, the executive team carries the burning memory of what Bo envisioned for FIG. Brian Williams says that “Each one of our executives and all of the long term

Watch this video about The Bo Johnson Spirit Award for greater insight into the essence of the man who inspired it.

Click Here To Watch The Video J. Wesley Knowles, Media Marketing Specialist, APM Division, Financial Independence Group, Inc., Contact Wesley- Phone: 800-527-1155 Email: Wes.Knowles@figmarketing.com

People often reference Bo’s ideas and how some concepts were conventional, while others seemed eccentric. For instance, “Bo often talked about buying a large building to house a workforce of more than 100 people”

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Success Is Not A Destination,

It Is A Journey TEXT BY J. WESLEY KNOWLES PHOTOS COURTESY OF KEVINLACZ.COM

Kevin Lacz inspired our audience with his stories and outlook as our Keynote Speaker during FIG’s 2015 Sales Symposium. Kevin gave us some lessons on risk versus reward based on his personal experiences as a Navy SEAL. “It all begins with a mindset,” he said. “In order for the risk to have a positive outcome, the mindset has to be, ‘I can.’ ” Born and raised in central Connecticut, Kevin Lacz enrolled in James Madison University in the fall of 2000. During his time at JMU, Kevin did not apply himself as he had while attending high school.

Coasting along without purpose, he became complacent and his grades reflected his lack of direction.

Navy Frogmen climbing out of the water with guns and thought, ‘I want that!’ ” The recruitment officer tried to steer him down the nuclear route based on Kevin’s test scores. Kevin, determined to become a Navy SEAL, followed his inclination and embarked on this journey. This became his first real risk. Kevin was stepping away from the umbrella of his parents to follow his passion.

Before he enlisted, he followed the 7 P’s of success (Previous Proper Planning Prevents A Piss-Poor Performance). Throughout this process, he read all the books and always told himself that he could do it, never saying he could not. He rebuilt his mental

Kevin was shaken from his lethargic mindset by the events of 9/11. A close friend lost his father, Bruce Eagleson, in the World Trade Center. While attending the memorial service in October, Kevin discovered that Bruce had made it out of the towers and even placed a call to the family letting them know that he was okay. When Bruce hung up, he went back inside to help others. He was never heard from again.

Bruce’s sacrifice had a profound effect on Kevin. He began to evaluate his life and what kind of impact he wanted to have. Kevin made the decision to join the military. Inspired from a poster on the wall of the recruitment office, Kevin decided that he wanted to become a Navy SEAL. He said, “I saw this poster with a team of

and physical foundation in preparation for the challenges that boot camp and BUD/S (Basic Underwater Demolition/SEAL) would present.

Kevin tells us that going through BUD/S and becoming a SEAL was an extremely difficult accomplishment. He faced a team of instructors that were there to weed out the weak by constantly telling them they did not belong. During that time Kevin learned the gift of small victories. As he watched others fall away, Kevin became

more determined to finish. He persistently kept telling himself, “I can” with each and every challenge.

He started BUD/S in early 2003 with Class 245. A back injury interfered with his progress. He would not let it stop him, and Kevin graduated with Class 246 by the end of the year. The experience taught him the real art of risk versus reward, to live outside of his comfort zone.

Kevin served two tours of duty in Iraq (2006 and 2008) with two platoons at SEAL Team THREE (Charlie and Delta) as a platoon sniper, breacher, and combat medic. He served alongside Marc Lee, Ryan Job, Mikey Monsoor, and Chris Kyle. His platoon’s 2006 deployment to Ramadi, at that time the most dangerous city in Iraq, has been discussed in several books, including Chris Kyle’s American Sniper.

Kevin’s journey has taken him behind enemy lines into perilous situations on many occasions. In those circumstances he continued to act out against complacency. In combat, he has learned and demonstrated the importance of doing his job and protecting his comrades. Kevin tells us that, “Complacency kills.

A great example is the Roman Phalanx – Every soldier stands side by side, fighting next to one another, with their shields up in this massed infantry formation.

The shield protects each soldier holding it along with the man standing next to him.

If one shield fails, it exposes a weakness in the line, then the entire formation can collapse as a result.” The team effort is of paramount importance. “My job was to protect our guys, and that was my focus.”

Kevin remarks, “Anything less would have put our entire team in jeopardy.”

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Losing team members is very difficult. Kevin explained that, “People often ask me, ‘When you loose a team member, is that the end of that bond?’” Kevin’s response to that question is, “No, that isn’t the end of the relationship. The last gift that Ryan Job, Mark Lee and Chris Kyle gave me is meeting their families. I have connected on so many levels with the parents, siblings and the kids. That gift is their lasting gift, and it is a powerful one.”

The experience has allowed Kevin to share the truth about what his friend, Chris Kyle, and his other teammates stood for. He has also become a public speaker, sharing his positive message to inspire others to find the best in themselves by eliminating negativity.

In 2012, Kevin moved his family to Winston-Salem, North Carolina in order to pursue his Masters of Medical Sciences at Wake Forest University. He graduated in August 2014 after passing his medical boards. This made him a certified Physician Assistant, accomplishing a long held desire to pursue the medical profession.

These adventures would never have presented themselves without his will to step out of his comfort zone while exercising his “I can” attitude. Kevin believes that he is always on the journey to success, never arriving. This positive outlook will continue to bring him worthwhile experiences. We should all adopt Kevin’s philosophy of “I can.” Let us take risks and step out from under our own umbrellas of comfort. By doing so, we will encounter outstanding results and realize the rewards that await us along our own journey to success.s

Kevin also became the Navy SEAL technical advisor to Clint Eastwood and Bradley Cooper in the cinematic portrayal of American Sniper. During the process of educating the director and actors in the film, Kevin was asked to audition and ended up playing himself in the movie.

For more information on Kevin Lacz or to enquire about speaking engagements, visit www.kevinlacz.com/professional-speaking.

Kevin welcomes collaborative opportunities. To contact him directly, email Kevin@kevinlacz.com. For general questions/comments, please email info@kevinlacz.com.

Once again, the risk of stepping out of his comfort zone offered Kevin great rewards. He hardly knew anything about the film industry, yet he jumped in. As a result of his “I can” attitude, Kevin was able to work alongside motion picture industry greats, and became a spokesperson for the film. Kevin has been on television answering tough questions in hard-hitting interviews about the controversy of war and American involvement with poise and discernment.

J. Wesley Knowles, Media Marketing Specialist, APM Division, Financial Independence Group, Inc. Contact Wesley - Phone: 800-527-1155 Email: Wes.Knowles@f igmarketing.com

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TEXT BY CHAD BLANTON

We have all seen DIY (Do It Yourself) shows on television that highlight couples that have tried to remodel their homes in someway, shape or form and failed miserably at it. In fact, most have missed the mark so badly that they had to hire professionals to come in and repair the mess they created. Every time I watch one of these shows, I cringe at how much they are spending to get the job done, which ultimately costs them two to three times as much as it would have if they had just hired the right help in the first place.

I began thinking about the scores of advisors that I have worked with over the years who take the same approach to their business.

They believe that it is more profitable to do everything themselves rather than hire someone to work along beside them to build the business they ultimately desire. Let me share with you the reasons why I disagree with this philosophy.

Take an average advisor in our industry that brings in around $300k a year in revenue to their business. If they are working 40 hours per week on average and take four weeks of vacation or time out of the office during the year, this means that their time is worth around $156 an hour. So that begs the question. Why would you pay $156 an hour doing tasks that you could pay someone $20 an hour to do? Think about it. If you spend one hour per day doing something that you are not uniquely qualified to do, you are wasting approximately $37,400 annually to do that! This amount is equivalent to an employee salary and they would be working eight hours a day instead of one. Just consider the impact that hiring one person, even if they were part time, would have on your business!

So now that you see what DIY is costing you, let’s address my comment about what you are uniquely qualified to do. I heard this

phrase from Robert and Tom Fross during one of FIG’s Elevate U forums, and I thought that it was a great way to delegate tasks for your business. Basically, if you are an advisor and are serious about your business, the only thing you should really be doing is meeting with clients, conducting workshops, hosting client events, and working on your business.

Any other needs should be delegated. You should not exhaust time filling out apps, following up on business or transfers. You certainly don’t need to be answering your own phone and setting your appointments.

What the top advisors in our business have discovered is, if they spend more time doing what they are uniquely qualified to do and stop over-paying for burdensome work related tasks, their business grew by leaps and bounds.

Don’t let your practice suffer the consequences of trying to wear too many unfamiliar hats like those couples on the DIY shows. Learn from their mistakes, appropriately invest in your enterprise and bring in people that are uniquely qualified to help you grow your business! s Chad Blanton, Vice President of Sales, Annuity Division, Financial Independence Group, Inc. Contact Chad - Phone: 800-527-1155, Email: chad.blanton@figmarketing.com

If you want to get to a whole new level of production/ revenue in your business, and you have not built a team around you, this is the missing piece: Our team at All Points Media (APM) can find high quality employee(s) to help fill the vocational needs of your business. This prevents you from worrying about delegating time to locate qualified staff, which will keep your focus on what you do best. If you have personnel and need to bring in an additional teammate or feel that one of your current employees is not measuring up, then it is time to get in touch with our group. Not only can we identify a highly qualified replacement, we also have tools and information that will help you manage the human capital in your office more efficiently and effectively.

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Service Marketing TEXT BY PAM VIVEIROS

“Our success in life is directly related to the quantity and quality of service we give.” I don’t know who said that, but whoever said it, was spot on.

I had the opportunity to attend FIG’s 2015 Symposium in Concord, NC. In addition to the fun, festivities, camaraderie and tremendous education and resources provided at the event, there was also one central theme that employees, vendors, and producers exude: the value of service.

What Is Service?

The Boomerang Method

I’m not talking about customer service (which, of course is very important, too).

The service I’m talking about is the service of giving something of value to another human being without asking for anything in return. Customer service might require you to use your head; service marketing requires you to use your heart.

Every single time you go the extra mile for someone, share a little more information, or help them find answers, you are serving.

Each one of those actions is like putting a service boomerang out into the universe.

Eventually, it will come back to you. Most often, it comes back to you in the form of new clients and sales.

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That prospect may not buy on the first call, or even the second call. But, they will remember you. Your service to them will impact you and your business in a big way.

The more service “boomerangs” you put out there, the more blessing “boomerangs” you get back.

Service More People Through Your Marketing Your marketing is the perfect place to implement the service boomerang method. With the 24-hours you are given each day, you can’t possibly see everyone who might need your help. You can’t meet one-on-one with the thousands of people in your area who would tremendously benefit from your expertise, but your marketing can. This is where smart marketing comes into play.

When you send a quick email campaign sharing valuable information, conduct an educational seminar, mail a thoughtprovoking letter or postcard, send a timely newsletter, create an insightful video, or communicate an important message on your website, your message is being seen by hundreds, if not thousands, of people.

Insurance.” Essentially, you are educating the prospect until they say to themselves, “I need to give these guys a call.” (b) Relationship Building: We often think about relationships as having to be built in person. But relationships can actually be built through virtually any medium. If a person feels like they know you because they’ve read your newsletter articles for the past 10 months, they feel a connection with you. Without even knowing it, you’ve just established another person who trusts you for your advice. NOTE: The same can be accomplished with email marketing, it just typically takes a bit longer.

Six “Service Marketing” Strategies For Boosting Your Business Serving others through your marketing can be easy. Here are six ways to send out that service boomerang and have the business you want knocking at your door.

(1) Hard Copy Newsletter - Newsletters are a phenomenal way to connect with new prospects for several reasons: (a) No-Pressure Sales: In your articles, focus on product-specific topics like “How To Know If An Annuity Is Right For You” or “10 Things You Didn’t Know About Long Term Care

(3) Seminars - With the advent of all things electronic, getting in front of people has an even more powerful effect than ever before. You can look someone in the eye and speak from your heart.

(Not to mention, serving all your seminar attendees a fantastic meal and a good time.) Now that is service!

(4) Workshops - Giving freely of your time and knowledge builds trust with your prospects and clients. Holding a social security, college planning, or other “hot topic” workshop at a local community venue like a library or community college can help people get the information they need without feeling pressured or manipulated.

(5) Radio/Articles/PR - If you are able to get on the airwaves, write an article, or get an article written about you and your expertise, your message has longevity.

Whenever you record your knowledge, it can be shared with others. Use these tremendous tools to reach even more people, and help those who need it.

“Through the information you are sharing for free, you are serving.”

More importantly, when you render a smart marketing strategy month after month, year after year, you are making service to others a part of your mission and business culture.

Consistency in your marketing gives you the highest returns, because it serves others on a regular basis. The more times you can share valuable information with others, the more likely that information will serve them just when they need it most. The knowledge and information you have about financial security can truly touch people’s lives. Your marketing can be a crucial tool in helping others gain peace of mind.

a chord with your prospect or client, and be exactly the information they needed.

(6) Charitable Contributions - Virtually any marketing campaign can be made more valuable by giving others an opportunity to give back. When people do business with you, you can let them know which organizations your firm donates to.

(c) Referral Sources: When you mail your newsletter to other organizations who work with the same demographics as your typical client, you create a way to showcase your expertise to people who can refer business your way. Real estate agents, CPA’s, estate planning attorneys, business owners - anyone you can think of that might work with the same demographic as you do, can be great contacts to send your newsletter to.

(2) Weekly Email Tips - Every week, you can share a tip of the week with your prospects, clients, referral sources, and colleagues. You can even use video to connect with your audience. You never know when something you send will strike

You can team up with local non-profits and invite them to speak briefly at your events. You can offer free advertising in your newsletter or emails to charities you support. If there is a cause you care about, you better believe you can integrate it into a marketing campaign.

Reach Higher Marketing is one area of your business where your service can reach far beyond what you might otherwise be able to accomplish. Your one voice can be used to reach hundreds or thousands of people. Whenever you want to grow your business, ask yourself this: “How can I serve more?” Take those answers, execute your marketing plan, and watch the magic happen. s Pam Viveiros is a Veteran Marketing & Implementation Specialist.

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TEXT BY CHAD BLANTON

Ensuring a client’s hard earned assets is an advisor’s main mission, yet so many miss the opportunity to continue protecting those assets even after the client’s death. I have seen countless cases of advisors failing to secure legacy dollars and the cause is simple. Many advisors overlook the value in creating a relationship with their client’s children.

You see, many advisors rarely get the adult children involved to create communication or review their parent’s financial plan. While it may not be an immediate issue causing pain today, as each day passes, your clients are aging and will eventually pass on. Then what? Their assets then pass to their kids or even grandkids and the odds of you introducing yourself and winning their trust during such a difficult time are pretty unlikely. Now picture those assets walking right out the door to the advisor down the street that those children know and trust. This risk can immediately affect an advisor’s business, but I do have a solution to offer.

I encourage many of my advisors to begin incorporating the children of their clients into the planning process, or at least give them opportunities to get to know who their parents are trusting.

Here are three ideas to help you and your staff engage your clients and their children on a deeper level:

1. Unique on-boarding gift. When you bring on any new client, present all of their policies, account documents, and any other important information that you have gathered during your time together in a fireproof safe. Tell them that you want to make sure that if anything happened to them or their property that everything in the safe will be saved. Not only does it keep everything together for them, it will be an easy way for their beneficiaries to sort through all of their finances, should something unforeseen arise.

Of course, this is a quality gift that will make a lasting impression.

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2. Special events.

There are many different events that you can host for your clients, but the ones that have the deepest impact are special events held in their honor. Take a look at your book of business and identify ways to treat your clients like royalty. Host a retirement party, a surprise birthday, or an anniversary dinner to show each client that you truly care about them on a deeper level than just business. These types of events go a long way not only with your clients, but it speaks volumes about who you are to their family.

3. Host a Picture with

Santa event at your office. Consider this, many parents and grandparents take their kids to the local malls to have their picture taken with Santa around Christmas time. While it is a huge hassle for everyone to pile in the car, wait in insanely long lines, and be in a really noisy place for the afternoon, people still go out in droves to see Santa. So one of my advisors had a brilliant idea to host a Sit with Santa day at his office, where all of his clients could bring the grandkids to his office with their parents to meet Santa and get a picture. In fact, they are encouraged to bring neighbors as well. What a perfect way to get introduced to the family in a positive atmosphere and start a relationship of earning their trust!

There are many ideas like this out there in the industry. So start building trust with younger generations in order to maintain assets and forge new relationships that will ultimately increase the value of your practice. s

Chad Blanton, Vice President of Sales, Annuity Division, Financial Independence Group, Inc. Contact Chad - Phone: 800-527-1155 Email: chad.blanton@figmarketing.com CONNECTIONS MAGAZINE | 43

the psychology of Client Acquisition - Prospect Dinner Seminars TEXT BY CHARLES JENKIN

Let’s talk about the psychology behind establishing a hospitality partner for successful dinner seminars to acquire clients. You’ll notice I didn’t say let’s bring the seminar dinner business to an establishment and book it. If you want to pay the highest rates for rooms and meals, simply go into the restaurant, banquet hall, hotel or country club and tell them you want to book a dinner for however many guests you expect. Obviously, you’re looking to pay the lowest price necessary per prospect at a free prospecting dinner seminar, without reducing quality. It takes a mindset. You’re not hiring the dining establishment; you are looking to partner with them. A reasonable premise to work from is this: all hospitality establishments are always looking for ways to increase business; especially if it involves getting fresh faces in the door. This especially applies to restaurants with private function rooms, and even more so with banquet halls, hotels and country clubs. They have rooms that need to be filled with people enjoying their food and drink.

Restaurants are always interested in getting new people into their dining rooms to taste what they offer; with a hope that some of those who attend your seminar will return as paying dinner guests or to consider booking a private party. The banquet halls and hotels are even more interested in getting your business. The establishments realize the tremendous opportunity you are offering; to bring in your prospects, who may eventually decide to book the location for a group, or even a wedding. The same is usually the case with country clubs, as most are always seeking new members, and looking to book special events and weddings. Many country clubs 44 | CONNECTIONS MAGAZINE

will be happy to consider your dinner seminar function even if you are not a member. So just how do you go about getting the result you want? It really is a mindset.

The mindset is this - you are going to ‘interview’ several dining seminar considerations and ultimately offer a special opportunity to one well-deserving establishment. You’re looking for the right place to partner with, for a mutual benefit. The dinner venue will be most appreciative to work with you, as those who accept your invitation are not only your prospects; they are also prospects of the establishment. You’re willing to spend the time and money to get the people to sit at the tables. The premise is very simple; you are willing to pay for the cost of financial planning dinners at their establishment, for which they will benefit in several ways.

First, everyone that receives the invitation will see the name and location of the restaurant; basic advertising and marketing for the restaurant. Secondly, and more importantly, your best prospects are also their best prospects. It’s a win-win for which they should be able to work with you and be flexible on pricing. When you sit down with the restaurant owner or banquet manager, you are meeting with them to offer a business proposition. And not just a one-time deal; the hope is to continue on a regular basis.

The key word when you begin discussions with a specific venue, be it a hotel or restaurant, is “negotiable.’ Prices and fees are not set in stone. Charges for the room, the price of the dinner and gratuity, and any additional equipment, are always negotiable. Keep in mind, as

a financial advisor with prospecting as a key activity, you can set the expectation that you intend to offer these dinner seminars on a regular and ongoing basis; and you’re happy to utilize their facility for the long term. Restaurants and hotels consider this to be a golden opportunity; they would love to have a new group of qualified prospects experience their establishment on a regular basis.

There are several main points you need to discuss with the hospitality manager you intend to work with; exactly what is included in the dinner and the room. You will usually get the best pricing by letting the venue help you choose the meal itself. Most often, ice water, a salad and bread, a choice of two plated entrée’s, a simple dessert, tea and coffee. When you make it clear that you’re looking for the best possible value, the manager or person you’re working with will know the least expensive offerings available. It is very important to offer a choice of two entrée’s, as it dramatically reduces the “no show” effect. Whether you have return postcards to reserve seating, or it’s a phone call to make a reservation, you want the potential client to commit and choose an entrée. In this manner, the prospect feels very committed; they haven’t just said they would attend and take a seat; the guest knows that they have committed to a specific dinner that will be waiting at their seat.

their dinner selection. In this way, you have dramatically increased the odds of producing the best results. Finding a restaurant or hotel that wants to work with you for a mutually beneficial business relationship, is well worth the time invested. By meeting with at least three different venues, you should be in a position to choose the best opportunity for your prospecting efforts. Properly planned dinner seminars can yield some of your best clients. s A financial advisor for 12 years with IDS Financial Services, now branded Ameriprise. Charles quickly built a personal financial planning practice, utilizing seminars to attract clients. Charles is also a wellknown gastronome on the Charlotte-area food scene, restaurant critic, food writer and cooking show host. You can hear him each week on WBT 1110AM on his show “Food For Thought”.

A strong psychological bond is created when the guest knows a meal is being prepared just for them. This allows you to let the restaurant know forty-eight hours in advance how many of each dinner you will need; and with the usual 10% leeway that restaurants allow, you will keep from paying for dinners that are not served. This process requires confirming each guest’s attendance with a phone call three days prior to the event; confirming every prospect’s attendance and

CONNECTIONS MAGAZINE | 45

As Financial Independence Group, Inc. celebrates 40 years of industry partnership, we look back fondly on many wonderful accomplishments, as well as celebrate the success of our advisors, who share the spirit of our great organization. We also look forward to our growth over the next 40 years nationwide to continue our influence of integrity.

We invite you to join in our yearlong celebration! Each quarter, we will announce new ways to get involved based on a quarterly theme. We will kick off the year and 40th celebration with a tribute to the Spirit of FIG. Stay tuned to the new theme and all other 40th year announcements by following the conversation on our website and social media. Then join us to celebrate in person at our Annual Sales Symposium in sunny San Diego, October 17th and 18th.

Cheers to 40 years!

FIG GIVES BACK A FEW OF THE COMMUNITY ORGANIZATIONS THAT FIG SUPPORTED THROUGHOUT 2015 Red Nose Day

Red Nose Day is an international campaign dedicated to raising money for children and young people living in poverty by simply having fun and making people chuckle. It’s a good laugh for a good cause.

The Purse Exchange - Lydia's Lof t

Lydia’s Loft strives to provide free clothing and household goods for people in need in the Greater Lake Norman area.

Sport-A-Shirt - Ronald McDonald House

Purchase a T-shirt and 100% of the donation supports Ronald McDonald House of Charlotte.

Touch A Truck - Duke Cancer Institut e

tarting in 2007, Lake Norman’s Touch A Truck campaign began as a fund-raiser for Addi’s S Cure, a 501(c) non-profit, supported by the Duke Cancer Institute to benefit cancer research.

Businesses share in the event by providing an attraction for children (Bubbles, temporary tattoos, bounce houses, etc) and contribute monetary support or assist with administrative items. A collection of vehicles (fire trucks, police cars, construction equipment, boats and helicopters) that children can climb into and explore serve as the centerpiece. This event usually draws over 2000 participants and raises over $10,000 annually for the charity. he Duke Cancer Institute has nine basic, clinical, and translational NCI-Designated T Programs that are designed to address research opportunities impacting cancer care.

#GivingTuesdayCLT

GivingTuesdayCLT partnered with 108 charitable organizations and SHARE Charlotte # with a goal of raising $2 million for local nonprofits during a three week giving campaign.

GivingTuesdayCLT is part of the global #GivingTuesday movement and it’s all about # deciding what your gift to your community will be. Whether it’s a lot or a little, big or small, it doesn’t matter as long as we all participate.

Thanksgiving Food Exchange - Second Harvest Food Bank

Loaves & Fishes provides a week’s worth of nutritionally balanced groceries to individuals and families in a short-term crisis through a network of 20 emergency food pantries located throughout Mecklenburg County.

The San ta Exchange - Kid's Path and Levine Children's Hospital

ids Path is a specialized program, in North Carolina, South Carolina and West Virginia, for K children living with serious, progressive medical conditions. In addition, Kids Path provides support for children and youth experiencing the grief associated with the illness or death of a loved one.

With specialists in more than 30 areas of pediatric medicine, Levine Children’s Hospital is a leader in pediatric care, providing children with the best care possible, close to home.

48 | CONNECTIONS MAGAZINE

Lydia’s Loft

KEEP POUNDING for the HEARTest Yard TEXT BY CASSIE HUTAFF PHOTOS COURTESY OF RECEPTIONS FOR RESEARCH:THE GREG OLSEN FOUNDATION With roots in Charlotte, many employees at Financial Independence Group feel a strong connection to the Carolina Panthers and their players. From casual work days recognizing season opening games to the excited chatter after a Carolina victory, FIG keeps pounding!

But, the support doesn’t stop when the whistle blows.

At our annual 2015 Sales Symposium held in April, special guest, Carolina Panthers’ Tight End, Greg Olsen joined the two-day meeting. You may be thinking, “Oh, he must have spoken about keeping a competitive spirit or maintaining a drive and love for the game.” But, Greg shed light on a more heart-warming topic.

At the event, Olsen shared his personal story about caring for a child born with a heart defect. He and his wife Kara gave birth to T.J., in 2012. TJ was born with a rare and life-threatening heart condition called Hypoplastic Left Heart Syndrome.

mortality rate, increase the life expectancy and improve the quality of life for children born with heart disease.

Now for the real heart clincher.

Surrounded by top-performing advisors, staff and other industry professionals, FIG spent one evening of the Sales Symposium raising funds in support of The HEARTest Yard program. By the end of the event, FIG presented The Greg Olsen Foundation a $27,000 donation. This significant contribution will assist many children born with congenital heart defects and their families.

“FIG is a company full of families with young children that just so happen to be avid Panther fans. After hearing T.J.’s story, we were drawn to supporting The HEARTest Yard. What this foundation is doing is tremendous for these young children to give them a fighting chance,” FIG’s Chief Marketing Officer, Jim Cooper said.

“The generous amount of money raised in The family took action to provide TJ access to just one night to support this worthy cause the best doctors, state-of-the art treatment, is absolutely incredible,” Olsen said. “I hope techniques and technology. Because so much the world-class team at FIG understands the of the Olsen’s lives revolve around football, Clockwise: Greg, Kara, T.J., Talbot profound impact this contribution will have they started calling this phase in their son’s and Tate Olsen at FanFest. on the families we’re assisting right here at life “T.J.’s ‘HEARTest’ Yard.”

Levine Children’s Hospital.”

The HEARTest Yard grew from an expression into a program, now under the Receptions for Research: The Greg Olsen As FIG continues to cheer for our hometown team, we Foundation. The charity was established in collaboration remember the fond memories of giving back to a wonderful with Levine Children’s Hospital to provide no-charge medical cause and helping Greg Olsen’s Foundation as he keeps support services to the families of babies born with congenital pounding for The HEARTest Yard. s heart disease. Services include in-home private nursing care, physical and speech therapy, and other benefits that serve as Cassie Hutaff, Copywriter, APM Division, Financial a complimentary extension of traditional hospital care. The Independence Group, Inc. Contact Cassie - Phone: 800-527-1155 program provides these services in an effort to reduce the Email: cassie.hutaff@figmarketing.com

CONNECTIONS MAGAZINE | 49

The Industry Marvel: E-Applications TEXT BY BRIAN WILLIAMS

In 2015, Financial Independence Group, Inc. was the first Financial Marketing Organization to launch an automated miracle better known as E-applications. This fabulous technology is changing the lives of contracting and case managers, and honestly just making advisors look mighty good to their clients. Digital turnaround is a lot faster than the time consuming print and fax method. And you know what that means? Clients policies are processed quickly and you get paid faster!

“Alright, sign me up!” But hold your horses, don’t deprive me of sharing all the benefits first.

And don’t forget that E-applications can be accessed from anywhere that you have an internet connection: new client’s home, a coffee house or on the go! Not only will you save time through the automated application, but it will always be easily accessible in your meeting instead of waiting to get back to the office to process your client’s application.

E-Applications can be used with the following lines of business: • Annuities: Variable, Fixed, Indexed, both Immediate and Deferred • Life Insurance: Indexed Universal, Universal, Variable Universal, Whole Life, and Term Life • Long-Term Care • Disability Income • Critical Illness E-applications allow you to manage life applications, annuity applications, suitability processing forms, post-issue submission review and more on one system. E-Apps are powered through an innovative technology called FireLight®. It manages the application data collection process through a single system, thus expediting contract issuance with confidence. Built with cutting-edge technology, FireLight® facilitates straight-through processing, producing more in good order applications.

50 | CONNECTIONS MAGAZINE

• Mutual Fund • Health Care • Hybrid Products • Licensing and Appointment Processing • Alternative Investments • All Post Issue Transactions (Financial and Non-Financial) • And more...

At FIG, we currently partner with Allianz, American Equity, Athene, Forethought, Nationwide and VOYA. Coming soon, Great American will join the list. With new carriers being added all of the time, you’ll be miles ahead of the competition. Make the switch to E-apps and get paid faster. s FIG’s Elevate program can help develop and implement your 2016 marketing plan. Give us a call to discuss – 800-527-1155.

Free UpYour Friday

TEXT BY ANN MOES

4 Time Management Hacks to Increase Productivity Monday through Thursday

Throughout the year, we are tempted by a slew of holidays, summer weather, beautiful mountain scenery in the fall, teacher workdays, business conferences and other travel opportunities that may require a few of your Fridays.

Don’t get caught up with work and miss these opportunities!

Take back your flexibility with these time management hacks to increase productivity in your practice.

1. Turn Big Goals Into Small Daily Tasks What do you want to accomplish in 2016? Set goals for the rest of the year and then prioritize. But don’t just make a ‘To Do List’ for these goals. Make habits that can be added into your daily routine.

2. If Someone Else Can Do It: Delegate As a financial professional, you are probably juggling several task at once. From business growth to office systems, it’s all on your plate. Set the plate down and delegate. Utilize your team based on their unique skill set, and save yourself time and money from taking on the task yourself.

3. Create

Organizing Systems Do you have set processes you and your team are using to stay organized? At FIG, we provide our advisors with internal resources to organize and even automate their office systems.

4. Plan for the Pop Ups Face it. Even the best time management experts will tell you to prepare for unforeseeable situations. Set aside time in your busy schedule to check your email, plan and strategize or manage office work. As situations arise, you know you have set aside time to complete specific tasks.

Work Smarter. Not Harder.

s

Ann Moes, Marketing Consultant, APM Division, Financial Independence Group, Inc. Contact Ann- Phone: 800-527-1155; Email: ann.moes@figmarketing.com

Bill Cain, congratulations & thank you from everyone at Market Synergy Group!

Congratulations on your incredible 40 year milestone of unparalleled leadership, dedication and service. Thank you for the class and integrity in which you approached everything you have done and continue to do for this industry. We have had the great fortune of knowing and working with you for over a decade and a half and in 2014 we were honored to be able to continue that friendship and relationship as partners.

A New Story for Your Old(er) Clients TEXT BY ALECIA BARNETTE Remember the good old days? You know back when LTCi was plentiful, easy to underwrite and cost about $100 bucks a month. Ah, how I long for the good old days!

Well, that time has passed, and we all see the dark clouds accumulating over the LTCi industry – mass exodus of carriers, rampant rate increases, duration reductions and a premium price-point that rivals permanent life insurance. Hope you have an umbrella!

In times of uncertainty, unrest and chaos the market does a funny thing – it spawns innovation. Innovation is quite a phenomenon, isn’t it? It’s an unusual occurrence, and if it is genuinely innovation, it has the power to restore order.

From the ensuing chaos brought on this market by historically low interest rates, missed lapse rate assumptions, and lengthening life expectancies an authentic ingenuity was born – Asset Based LTCi (ABLTCi). Built from either a life insurance or annuity chassis, ABLTCi has taken the market by storm, and these days it seems that ABLTCi is becoming more the rule, rather than the exception.

Innovation OneAmerica recently released their newest and, in my opinion, most innovative product to date – Indexed Annuity Care (IAnC).

OneAmerica already holds numerous distinctions in the ABLTCi market. They possess a patent on Joint Life, 2nd-to Die Life insurance based LTCi (think underwriting concessions and reduction in premium). Also, they stand alone in their offering of lifetime / unlimited LTC benefits. And finally, I refer to them as the “IRA friendly” LTCi carrier. They have numerous options that allow qualified dollars to be used as a premium source.

But why is Indexed Annuity Care so unique? Not only is it the first indexed annuity contract designed specifically for a LTC objective, (yes, I know there are others that offer riders but LTC is generally

52 | CONNECTIONS MAGAZINE

secondary or tertiary in terms of the financial planning objective) it also boasts a max issue age of 85, limited underwriting and the flexibility of being funded by both qualified and nonqualified funds.

Market Opportunities There are 3 distinct market segments that Indexed Annuity Care fills: 1. LTCi

for clients under age 59 ½ who wish to fund using qualified dollars (think inflation protection).

2. LTCi for clients over age 80 (max issue age is 85).

3. LTCi

for clients who have considerable appreciation in nonqualified annuities (1035 exchange friendly).

While Indexed Annuity Care is a new product for OneAmerica, their portfolio of ABLTCi products has a 25-year history and has proven itself time and again to be good for client, advisor and carrier. s Alecia Barnette, CLTC, Vice President Of Sales, Long Term Care Division, Financial Independence Group, Inc. Contact Alecia - Phone: 800-527-1155 Email: alecia@figmarketing.com

FINANC IAL INDEPENDENC E GROUP PRESENTS

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TEXT BY SHAWN SIGLER

Milliman, one of the world’s largest actuarial firms, recently completed its eighth annual survey of Universal Life (UL) and Indexed Universal Life (IUL) issues in 2014. The survey cites several interesting statistics, but one I feel is particularly relevant. In 2013, IUL represented 25% of all UL sales, while statistics from the first three quarters of 2014 indicate that 45% of all UL sales are IULs.1 Not surprising, right?

Bottom line – IUL continues to grow and make its presence known both in the agent / advisor community and in the consumer space.

With this kind of growth comes scrutiny. For over a year, our industry has been discussing how we can be more diligent and responsible for the types of illustrations we show clients when they’re considering an IUL policy. Without going into too much detail, suffice it to say that there have basically been two camps – one who thinks illustrations should be shown at the carrier’s current fixed rate and another who thinks their look-back process for determining the maximum illustrated rate is appropriate. Bottom line is that these two camps have compromised, and we have a clear understanding of what to expect moving forward.

54 | CONNECTIONS MAGAZINE

In an effort to standardize how Indexed Universal Life (IUL) policies are illustrated and compared, the National Association of Insurance Commissioners (NAIC), the U.S. standard-setting and regulatory support organization, has recently adopted Actuarial Guideline 49 (AG49). The first phase of requirements went into effect on September 1, 2015.2 All policies sold on or after September 1, 2015 are subject to a maximum illustrated rate established in accordance with the NAIC’s methodology. Additional illustration requirements regarding loans and disclosures will take effect March 1, 2016.

These requirements only impact how IUL policies are illustrated and do not change the way IUL products function.

All carriers have already made changes to their software to reflect the 9/1 deadline.

AG49 says that a carrier’s maximum illustrated rate cannot exceed their 25-year rolling average return in their S&P 500 Point to Point account subject to that particular carrier’s cap. This maximum rate is in place for all potential index accounts with that carrier. For example, if the maximum rate for a carrier is 6.85% due to their S&P 500 Point to Point account, the maximum rate illustratable in a carrier’s Monthly Sum account could not exceed 6.85%, regardless of the Monthly Sum’s backtesting.

Undoubtedly, this will provide consumers with a more realistic and conservative expectation within their IUL policy. This should also provide our industry some protection from future issues with clients.

IUL carriers have already made changes to their products, illustration rates and approach to selling IUL. Some have come out with cash accumulation bonuses that occur within 5 – 15 years after policy issue. Some of these bonuses are even guaranteed! Going back to our example of a 6.85% maximum illustrated rate, if a carrier has a 75 bps bonus starting in year 11, in essence, from year 11 on the policy is being credited at 7.6% (6.85 + 0.75).

Carriers will market these bonuses, along with other innovations, in order to stay competitive despite the changes AG49 may bring.

In addition, the other big piece of the legislation – taking place on March 1, 2016 – involves policy loans. After March 1, those IUL policies with a variable, indexed or participating loan feature cannot be illustrated with a crediting rate higher than 1% above the illustrated loan rate on the policy. For example, if the policy illustrates a 5% variable, indexed or participating loan, then the maximum crediting rate shown on the illustration cannot exceed 6% (or a 100 bps difference).

Footnotes: 1. “Universal Life and Indexed Universal Life Issues.” July 2015. http://us.milliman.com/insight/2015/Universal-life-andindexed-universal-life-issues--2014-survey/ 2. “Changes to IUL Illustration Regulations.” http://www.pfnco.com/industry-news/

This change will certainly make the illustrations look more conservative than if you show a 3% spread (5% loan and 8% credit), but I submit to you that this is a positive and much needed step for the IUL industry, and the life industry overall.

This change will also bring to light some of the low-cost IUL products in the marketplace as well as products with fixed policy loans only. It will create even more competition amongst carriers, so I’m hopeful that some of these industry leading carriers will continue to innovate and arm their distribution with unique product features, sales tools and resources to help us close more business.

The IUL business is exploding at FIG and throughout the industry. We don’t want to re-live the decade of the 90’s where UL policies that were illustrated at 13 – 14% started blowing up because of ridiculous assumptions and illustration abuses. We want to be diligent advocates for our clients and help them understand that cash value life insurance (IUL, VUL or whole life) should be viewed as a midterm conservative account designed to give them the permission to invest their other discretionary monies wherever they wish. s

Shawn Sigler, Director of Sales and Distribution, Financial Independence Group, Inc. Contact Shawn - Phone: 800-527-1155, Email: shawn.sigler@figmarketing.com

CONNECTIONS MAGAZINE | 55

FIG STAFF DIRECTORY EXECUTIVE OFFICERS

VICE PRESIDENTS OF SALES ANNUITY DIVISION

Wes Tanner ext 108 wesley.tanner@figmarketing.com

Bill Cain ext 106 bill@figmarketing.com

Chad Blanton ext 170 chad.blanton@figmarketing.com

ANNUITY DIVISION – WEST DIVISION

CHIEF ADMINISTRATIVE OFFICER

Chris Vance ext 126 chris@figmarketing.com

CHIEF EXECUTIVE OFFICER

Ericka Cain ext 102 ericka@figmarketing.com

CHIEF MARKETING OFFICER Jim Cooper ext 123 jim.cooper@figmarketing.com

Dave Jacobs ext 111 dave.jacobs@figmarketing.com

Kevin Libeg ext 231 kevin.libeg@figmarketing.com Shari Bouck ext 234 shari.bouck@figmarketing.com

LIFE DIVISION

Jason Rindskopf ext 163 jason.rindskopf@figmarketing.com

Andrew Ball ext 233 andrew.ball@figmarketing.com

Jon Hogan ext 118 jon.hogan@figmarketing.com

Bryan Williams ext 169 bryan.williams@figmarketing.com

Justin Faunce ext 112 justin.faunce@figmarketing.com

Colin Branch ext 182 colin.branch@figmarketing.com

Karl Hoover ext 122 karl.hoover@figmarketing.com

TJ Whalen ext 120 tj.whalen@figmarketing.com

Phil Graham ext 121 phil@figmarketing.com

Leslie Dunn Lipscomb ext 159 leslie.lipscomb@figmarketing.com

LTC DIVISION

DIRECTORS

Wade Laughey ext 116 wade.laughey@figmarketing.com

CHIEF OPERATING OFFICER Brian Williams ext 173 brian.williams@figmarketing.com

CHIEF FINANCIAL OFFICER Mike Mullan ext 114 mike.mullan@figmarketing.com

CHIEF SALES OFFICER

DIRECTOR OF SALES & DISTRIBUTION Shawn Sigler ext 146 shawn.sigler@figmarketing.com

DIRECTOR OF SALES & DISTRIBUTION – WEST REGION Milo Milosevich ext 125 milo.milosevich@figmarketing.com

DIRECTOR OF ADMINISTRATIVE SERVICES

Walker Ham ext 127 walker.ham@figmarketing.com

ANNUITY DIVISION – WEST DIVISION Phillip Hoover Harold Dilema ext 149 harold.dilema@figmarketing.com

LIFE DIVISION Josh Martin ext 178 josh.martin@figmarketing.com Sean Cooper ext 185 sean.cooper@figmarketing.com

DIRECTOR OF NEW BUSINESS

LTC DIVISION

Hope Stewart ext 131 hope.stewart@figmarketing.com

Alecia Barnette, CLTC ext 124 alecia@figmarketing.com

SALES CONSULTANTS

Erin Reardon ext 160 erin.reardon@figmarketing.com

LIFE DIVISION Andie Keister ext 217 andie.keister@figmarketing.com Miles Laney ext 215 miles.laney@figmarketing.com

LTC DIVISION Elizabeth Gantt ext 204 elizabeth.gantt@figmarketing.com

ADMINISTRATIVE ASSOCIATES LIFE DIVISION Shannon Blake ext 107 shannon.blake@figmarketing.com

CASE DESIGN LIFE POLICY DESIGN ANALYST Craig Chast ext 232 craig.chast@figmarketing.com

MARKETING PROGRAMS SPECIALIST CASE MANAGEMENT NEW BUSINESS MANAGER Hamilton Morales ext 152 hamilton.morales@figmarketing.com LIFE DIVISION LAUNCH TEAM

Tracia Cericola ext 166 tracia@figmarketing.com

DIRECTOR OF INSTITUTIONAL SALES

Marion Hendren ext 189 marion.hendren@figmarketing.com

ANNUITY DIVISION – WEST DIVISION

ext 377 phillip.hoover@figmarketing.com

Catherine Fales ext 208 catherine.fales@figmarketing.com

ANNUITY CASE MANAGERS

SALES ASSOCIATES

Andrea Koehler ext 179 andrea.koehler@figmarketing.com

Audrey Gardner ext 141 audrey.gardner@figmarketing.com

Candice Kelley ext 197 candice.kelley@figmarketing.com

ANNUITY DIVISION

Candice Kirby ext 171 Britney McCormick ext 380 britney.mccormick@figmarketing.com candice.kirby@figmarketing.com Brittany Tyner ext 224 brittany.tyner@figmarketing.com

Dee Almatiri ext 168 dee.almatiri@figmarketing.com

Heather Stam ext 150 heather.stam@figmarketing.com

Isobel Thompson ext 390 isobel.thompson@figmarketing.com

ANNUITY DIVISION

Tony Peckich ext 386 tony.peckich@figmarketing.com

Karli King ext 105 Andrew Hathaway ext 203 karli.king@figmarketing.com andrew.hathaway@figmarketing.com

DIRECTOR OF MARKETING

Brian Bailey ext 110 brian.bailey@figmarketing.com

Katelyn Stafford ext 190 katelyn.stafford@figmarketing.com

Jennifer Fries ext 237 jennifer.fries@figmarketing.com

Chip Lloyd ext 139 chip.lloyd@figmarketing.com

Kristi Barnes ext 184 kristi.barnes@figmarketing.com

Jessica Wolverton ext 236 jessica.wolverton@figmarketing.com

Derek Bostian ext 144 derek.bostian@figmarketing.com

Lauren Corriher ext 219 lauren.corriher@figmarketing.com

Kayla Costner ext 214 kayla.costner@figmarketing.com

James LeMay ext 158 james.lemay@figmarketing.com

Maggie Smith ext 136 maggie.smith@figmarketing.com

Laura Neuberger ext 206 laura.neuberger@figmarketing.com

Justin Peek ext 143 justin.peek@figmarketing.com

Trisha Darden ext 384 trisha.darden@figmarketing.com

Lisa Walters ext 180 lisa.walters@figmarketing.com

Liz Ross ext 373 liz.ross@figmarketing.com

HR GENERALISTS Bonnie Kennedy ext 137 bonnie.kennedy@figmarketing.com Nicole Kirk ext 221 nicole.kirk@figmarketing.com

GENERAL COUNSEL Nick Voelker ext 394 nick.voelker@figmarketing.com

56 | CONNECTIONS MAGAZINE

Linda DePinto ext 205 linda.depinto@figmarketing.com

SUITABILITY SPECIALIST Melissa Canipe ext 223 melissa.canipe@figmarketing.com

LTC CASE MANAGER

ALL POINTS MEDIA

MARKETING CONSULTANTS Ann Moes ext 378 ann.moes@figmarketing.com

Amanda Wright ext 202 amanda.wright@figmarketing.com

Justin Edwards ext 164 justin.edwards@figmarketing.com

LIFE CASE MANAGERS

Kelly Keurzoneff ext 218 kelly.Keurzoneff@figmarketing.com

Elizabeth Maddox ext 140 elizabeth.maddox@figmarketing.com Jennifer Rafferty ext 225 jennifer.rafferty@figmarketing.com

Monica Breeding ext 113 monica.breeding@figmarketing.com

MARKETING & DESIGN SPECIALIST

Kira Warber ext 172 kira.warber@figmarketing.com

Carly Walker ext 383 carly.walker@figmarketing.com

Krista Rockwell ext 142 krista.rockwell@figmarketing.com

SENIOR CORPORATE EVENTS SPECIALIST

Lindsay Wallace ext 207 lindsay.wallace@figmarketing.com Lora Bennett ext 156 lora.bennett@figmarketing.com

LIFE CASE SUPPORT Calista Agate ext 216 calista.agate@figmarketing.com Carly Stafford ext 389 carly.stafford@figmarketing.com Denise Wayne ext 209 denise.wayne@figmarketing.com

Tara Vickers ext 132 tara.vickers@figmarketing.com

SENIOR MULTIMEDIA SPECIALIST

Wes Knowles ext 379 wes.knowles@figmarketing.com

ACCOUNTING

SENIOR ACCOUNTANT Roni Kessler ext 181 roni.kessler@figmarketing.com

FINANCE

SENIOR FINANCIAL ANALYST Tyler Taube ext 162 tyler.taube@figmarketing.com

Anthony Gladney ext 133 anthony.gladney@figmarketing.com

SYSTEMS ENGINEER

Hunter Nanney ext 240 hunter.nanney@figmarketing.com

GRAPHIC DESIGNER

Tom Regnery ext 222 tom.regnery@figmarketing.com

VIDEO EDITOR Jonathan Ray ext 167 jonathan.ray@figmarketing.com

CONTRACTING MANAGER

COPYWRITER

Robin Puckett ext 129 robin.puckett@figmarketing.com

Cassie Hutaff ext 135 cassie.hutaff@figmarketing.com

ADMINISTRATIVE ASSISTANTS Anita Hawkins ext 154 anita.hawkins@figmarketing.com

Miranda McClure ext 103 miranda.mcclure@figmarketing.com

RECEPTION

Jennifer Shephard ext 117 jennifer.shephard@figmarketing.com

Kimberly Meza ext 210 kimberly.meza@figmarketing.com

ADMINISTRATION

INFORMATION TECHNOLOGY

BUSINESS ANALYSTS

Greg Porter ext 155 greg.porter@figmarketing.com

Sachin Patel ext 176 sachin.patel@figmarketing.com

Rosemary Polson ext 165 rosemary.polson@figmarketing.com

SENIOR GRAPHIC DESIGNER

DIGITAL MARKETING STRATEGIST

David Ferretti ext 177 david.ferretti@figmarketing.com

Laura Monteforte ext 109 laura.monteforte@figmarketing.com

Rich Skaretka ext 199 rich.skaretka@figmarketing.com

Danielle Tarbuck ext 388 danielle.tarbuck@figmarketing.com

Cody Warren ext 398 cody.warren@figmarketing.com

FINANCIAL PROGRAMS SPECIALISTS OFFICE SUPPORT

Alisa Ferrara ext 161 alisa.ferrara@figmarketing.com

Kelly Schriber ext 212 kelly.schriber@figmarketing.com

CONTRACTING

MARKETING MEDIA SPECIALIST

IT ANALYST Mendy Luther ext 104 mendy.luther@figmarketing.com

SOFTWARE DEVELOPERS Andrew Barnett ext 393 andrew.barnett@figmarketing.com Andy Powell ext 229 andrew.powell@figmarketing.com Arron Price ext 228 arron.price@figmarketing.com

Pam Burns ext 101 pam.burns@figmarketing.com

OFFICE ASSISTANT Robin Stebbins ext 100 robin.stebbins@figmarketing.com

FIG OFFICES HEADQUARTERS 19520 West Catawba Avenue Suite 200, Cornelius, NC 28031 800.527.1155 • Phone 704.895.5607 • Fax Office Hours: 8:30 am - 5:30 pm EST Close at 5pm on Friday

WEST DIVISION 6929 East Greenway Parkway Suite 190, Scottsdale, AZ 85254 480.664.6666 • Phone 704.439.2365 • Fax Office Hours: 8:30 am - 5:30 pm MST Close at 5pm on Friday

CONTRACTING SPECIALISTS Bailey Smith ext 392 bailey.smith@figmarketing.com Cara Sandor ext 201 cara.sandor@figmarketing.com Corinne Martin ext 147 corinne.martin@figmarketing.com Harpret Thind ext 175 harpret.thind@figmarketing.com Teresa Speir ext 148 teresa.speir@figmarketing.com Whitney Pulver ext 157 whitney.pulver@figmarketing.com

CONNECTIONS MAGAZINE | 57

Save Th ese Dates

A great way to organize and stay on task is to create an annual road map using a yearly calendar. We have created a calendar with special dates highlighted throughout the year as a reminder of special occasions, meetings and events. Please mark your calendars, and add these special FIG dates to your yearly planning.

Jan 1st: New Year’s Day Jan 18: MLK Day Jan 27 - Feb 4: New Zealand Annual Convention (depart US on 1/25)

Feb 14: Valentine’s Day Feb 15: President’s Day

March 2: Alpha Star Mtg. March 3-4: Elevate U, Westin, Charlotte with Jeff Bucher and Fross & Fross March 27: Easter

April 28-29: Capstone, Marriott Autograph, Phoenix, AZ

May 8: Mother’s Day May 30: Memorial Day

June 6-7: Elevate U, Hyatt Orlando Airport with Richard Berry June 7-8: Alpha Star Mtg. June 19: Father’s Day

Aug 18-19: Capstone, Ritz Carlton, Charlotte, NC

Sept 5: Labor Day Sept 12-13: Elevate U, Crowne Plaza, Chicago Airport with Jeff Bucher and Jim Brogan Sept 13-14: Alpha Star Mtg.

Nov 11: Veterans’ Day Nov 24: Thanksgiving

Dec 24: Christmas Eve Dec 25: Christmas

Oct 10: Columbus Day Oct14-16: TOT Retreat, Hotel Del Coronado, San Diego, CA Oct 17-18: Sales Symposium, Sheraton San Diego Hotel & Marina

SAVE THE DATE

OCTOBER 17-18 2016 Rory Vaden

Andy Friedman Jon Gordon Jeffery Lay Featuring an exclusive event on the

USS Midway