With Thanksgiving, we naturally turn our attention to the three Fs: family, food, and football. But when we consider things that we are truly thankful for, I’d like to add one more: financial service professionals.

Americans have much to be thankful for this holiday season largely because of the crucial work you are doing. While your practice websites might tell us that you offer insurance products, financial planning, wealth management, or other products and services, what you are really giving your clients is peace of mind, opportunities to live their best lives, and happiness for themselves and their loved ones. These are among the things Americans are most thankful for.

Gilbert Mares, MPA, LUTCF, LILI, is profiled in the November issue of California Broker magazine, where he credits his decades of active service and leadership within NAIFA as the foundation of his professional success. In the feature, Mares explains that NAIFA has been central to every stage of his career, from his early days in the business to his longtime role as an educator, advocate, and mentor in the financial service community.

National Association of Insurance and Financial Advisors (NAIFA) President Doug Massey, LUTCF, CLU, ChFC, CRES, FSS, has announced the appointment of Josh O’Gara, CLU, ChFC, CFP, a Partner and Co-Founder at Prism Benefits, PBC, in Woburn, Mass., to serve on the NAIFA Board of Trustees effective immediately.

Give the Gift of Growth This Season: Earn Your LUTCF® at the Best Prices of the Year 

As we mark November, long-recognized as National Long-Term Care Awareness Month, I want to extend my thanks to the Tennessee Department of Commerce & Insurance for stepping forward with a public campaign to shine a spotlight on long-term care planning for the future. Their announcement reminds us that as Americans live longer lives, the possibility of needing long-term support services climbs significantly.

For more than three decades, Ellie Mills, ChFC, CLU, LUTCF, has built her career and reputation on compassion, resilience, and a steadfast commitment to helping others secure their financial futures. A loyal NAIFA member since 1992 and owner of Ellie Mills Insurance Agency, Inc. in Miami, Florida, Mills found her calling in the insurance industry through personal tragedy and triumph.

Life and disability insurance are powerful tools in business planning, helping to protect companies, retain key employees, and facilitate ownership transitions. Join NAIFA on Wednesday, December 3, 2025, from 12:00 to 1:00 pm Eastern for “Business Planning with Life and Disability Insurance,” a program designed to help financial professionals strengthen their understanding of how these products support long-term business success.

Limited and Extended Care Planning (LECP) Collective Impact Day

Caregiving is not only a personal responsibility but an emerging economic force reshaping how advisors and agents approach financial planning, longevity, and multigenerational wealth. Join NAIFA’s Limited and Extended Care Planning (LECP) Collective for an engaging virtual Impact Day, “The Care Economy: Where Compassion Meets Capital,” on Wednesday, November 19, 2025, from 11:00 am to 1:30 pm Eastern.

Jamie Hopkins is the Executive Vice President and Chief Wealth Officer at WSFS Bank, where he leads the wealth management segment, providing private wealth and trust services to clients through both WSFS Bank and Bryn Mawr Trust. Under Jamie's leadership, WSFS and its associated entities have served clients for over a century, and he has contributed to the financial services industry as an author, educator, and by helping launch over 700 FinServ Foundation fellowships for students.

Brian Steiner is the Executive Director of Life Happens, where he is responsible for fostering partner relations and engagement at NAIFA. These organizations are committed to promoting financial literacy and supporting insurance and financial advisors. Under his leadership, Life Happens has successfully distributed over $4 million in scholarships and collaborates on the widely recognized research report, the Insurance Barometer. This partnership underscores its significant influence on both industry professionals and consumers alike.

NAIFA will present an exclusive live webinar featuring Mark Curtis, Managing Director at Morgan Stanley’s Graystone Consulting and one of the most consistently top-ranked financial advisors in the country (with estimated AUM at $490 billion).

November is Long-Term Care Awareness Month and NAIFA is marking the occasion by spreading the word about caregiving and long-term care and providing financial professionals with valuable ideas and information. On November 19, NAIFA’s Limited and Extended Care Planning Collective is sponsoring an online event: “The Care Economy: Where Compassion Meets Capital.” It will feature seven 20-minute sessions by industry thought leaders who will share what advisors and agents need to know about the present and future of caregiving and long-term care. They will discuss such topics as the current state of long-term care insurance, the benefits of right-sizing LTC coverages, the role of annuity products in LTC planning, how to talk about LTC with younger clients, and much more.

Investment, Retirement, Estate and Advanced Planning (IREAP) Center Impact Day

Many Americans believe estate planning is only for the wealthy, but families of all income levels need a plan to protect their assets and loved ones. Misconceptions and confusion often prevent people from taking action, which can lead to costly consequences.

Recent tax law updates are reshaping the way financial professionals approach estate planning and charitable giving. Join NAIFA for “The One Big Beautiful Bill; Several Big Beautiful(?) Tax Law Changes” on Wednesday, November 12, 2025, from 3:00 to 4:00 pm Eastern for a clear overview of the key provisions introduced by this major legislation and what they mean for your clients.

For nearly two decades, Billy Snyder, LACP, owner of B Snyder Insurance in Lafayette, Tennessee, has built his business and reputation on one guiding principle: “If you help enough people get what they want, you’ll get what you want.” That timeless Zig Ziglar philosophy has shaped every part of Billy’s journey—from his early days in pest control to becoming a respected independent insurance professional serving the rural communities of northern Tennessee.

John D. Richardson is a Financial Planner at Capital Planning Group, where he specializes in retirement planning, investment advice, and risk management for clients seeking to align their financial decisions with their values. As a recognized leader in the financial services industry, John has served as president of both NAIFA-Nashville and NAIFA-Tennessee, received the NAIFA Young Advisors Team Leader of the Year award, and was named a NAIFA Presidential Citation recipient, in addition to being elected NAIFA National Trustee for 2025-2026. Beyond his professional achievements, John is active in politics, serving as State Executive Committeeman for Senate District 21 in Tennessee and as a delegate to the Republican National Convention.

Susan Combs is the Founder of Pancakes for Roger, a nonprofit that honors veterans and amplifies their stories through a grassroots “pancakes” movement. She created it after her father, a Major General, asked for pancakes while on hospice, inspiring a campaign, book, and advocacy project. Susan also leads Combs & Company, an insurance brokerage she launched at age 26, specializing in niche and non-traditional risks. She is a best-selling author and frequent speaker on mentorship, legacy, and service.

NAIFA members are invited to the Q4 State of NAIFA webinar at 12 pm Eastern, October 22, 2025. Hear updates on NAIFA's advocacy efforts, professional development programs and other membership activities designed to enhance your professional growth. Every NAIFA leader should tune in.

NAIFA is reimagining its flagship event for 2026 with the launch of Protectors Vegas, a bold new experience created in partnership with Connectiv, the live-event studio known for producing InsureTech Connect, Medicarians, and other powerhouse industry gatherings. The event will take place November 9–11, 2026, at The Venetian in Las Vegas, bringing together top minds in insurance, financial advising, and annuities for an immersive, high-energy conference unlike anything the profession has seen. See coverage in InsuranceNewsNet and watch the video.

NAIFA is pleased to recognize two Diversity Champions for 2025: Danny O’Connell, LACP, of Dallas, Texas, and Christopher Potts, Sr., of Rock Hill, South Carolina. O’Connell and Potts will be honored along with other NAIFA award recipients at the 2025 Belong awards dinner on October 14 in Arlington, Virginia.

NAIFA is deeply concerned by company announcements indicating they no longer will pay commissions to Medicare agents. And today, Humana announced they will no longer use agents to sell Prescription Drug Plans (PDP). This alarming trend threatens not only the livelihood of financial professionals but also the millions of seniors who rely on them for help navigating their healthcare options. If you learn of other announcements, please forward them to communications@naifa.org.

NAIFA’s Advisor Today is pleased to announce the winners of its annual 4 Under 40 awards: Nicholas Limongelli, CLU, of NAIFA-New York; S. Grayson Owen, CLU, REBC, of NAIFA-Georgia; Carson Porter, CFF, FSS, RICP, LUTCF, CHLU, of NAIFA-Nevada; and Rachel Sayyad of NAIFA-Maryland.

Brandon Smith is an Executive Vice President at Milestone Financial Solutions, a firm that offers financial planning, investment, retirement, and estate-planning services to help clients reach key life goals. In his role, he provides comprehensive short-term and long-term financial and business planning catered to the needs of each client. His professional designations include CLU, ChFC, LUTCF, and CPFA. Before joining Milestone, Brandon began his career with AXA Advisors and later became a Registered Representative with The Leaders Group.

The Financial Times is inviting NAIFA members to attend (in person or virtually) its full-day conference, Guiding Generations: The Future of Estate Planning, presented by FT Live and Financial Advisor IQ in partnership with Trust & Will, taking place October 23, 2025, in New York and online. The event is free to all financial professionals. NAIFA is a supporting partner. 

For Matthew Crocker, founder of Crocker Financial LLC in Kent, Ohio, the financial services profession is more than a career—it’s a calling.

Matthew’s journey began in college, when a risk management class first opened his eyes to the world of insurance. Years later, that spark turned into a profession, inspired in part by personal experience. “Having had to rely on the GoFundMe method for a family member, I wanted to make sure others didn’t need to feel the same shame I did,” he shared. “This industry gives me the opportunity to make a visible difference in people’s lives, and that’s what attracted me most.”

Uncertainty is not new, but for clients nearing or in retirement, financial volatility can create unique challenges. In his recent Journal of Financial Service Professionals article, John N. Migliaccio, PhD, RFG, FGSA, MEd, draws on lessons from past disruptions including the Great Recession and the COVID-19 pandemic to explore how advisors can help clients reframe risk and focus on what truly drives financial decision making.

New findings from the Alliance for Lifetime Income’s 2025 Protected Retirement Income and Planning Study show that financial strain is leading many Americans to sacrifice their own retirement savings and economic well-being in order to support loved ones.

According to the study (now in its seventh year), nearly half of all consumers surveyed said they have made financial sacrifices for family members: 17% of consumers surveyed said they support adult children 26 and older; 10% support grandchildren and 7% support parents or in-laws. More than half say that their financial support affects their retirement savings.

Despite this, only 28 percent reported speaking with a financial professional about the impact on their long-term financial plans.

The Social Security Fairness Act (SSFA), signed into law by President Biden in January 2025, eliminated two long-standing rules—the Windfall Elimination Provision (WEP) and the Government Pension Offset (GPO). These rules had reduced Social Security benefits for over 3 million public employees, like teachers, police officers, and other government workers, who also received pensions from jobs that didn’t pay into Social Security. WEP reduced their personal benefits, while GPO reduced spousal or survivor benefits. The repeal applies retroactively to benefits starting in January 2024. David G. Freitag, CLU, ChFC, CRPC, and Bruce A. Tannahill, JD, CPA, AEP, discuss the implications for financial professionals and their clients in the current issue of the Journal of Financial Service Professionals.

NAIFA is proud to announce that Shane Westhoelter, AEP, CLU, LUTCF, LACP, the Founder and CEO of Gateway Financial Advisors, LLC., Gateway Insurance Group, Inc, and Gateway Insurance & Financial Services, LLC in Albuquerque, N.M., is the 2025 recipient of NAIFA’s Terry Headley Lifetime Defender Award.

When I first stepped into a leadership role at NAIFA, I did it as a volunteer. What I didn’t realize at the time was how rewarding, energizing, and impactful the experience would be. Serving as a volunteer leader has not only been gratifying on a personal level, it has also been one of the best investments I’ve made in my career, my leadership skills, and my ability to serve our profession.

Cognitive decline is one of the greatest challenges individuals and families may face, with conditions like Alzheimer’s and dementia bringing lasting impacts on health, finances, and caregiving. For financial professionals, understanding the role of lifetime long-term care coverage is essential to guiding clients through this difficult journey.

Small business owners often make critical decisions based on instinct or short-term needs, while larger companies lean on dedicated data analysis teams. Yet, as Kevin Tacchino, MSTFP, points out in his recent Journal of Financial Service Professionals article, even the smallest businesses are quietly collecting valuable data through their websites, sales systems, inventory tools, and customer relationships. The challenge is not in gathering the data, it’s in using it wisely.

To help NAIFA celebrate Life Insurance Awareness Month, a dedicated NAIFA member since 1975 share how the life insurance business has changed over his career.

Certified Financial Services (CFS), a proud NAIFA Financial Security Champion, is dedicated to helping individuals, families, and small business owners pursue lasting financial security. While the world is constantly changing, CFS believes in the lasting power of relationships and community. The firm understands that each person they serve has goals—some financial, others personal—but at the heart of every plan is a focus on the people who matter most. That same people-first mindset is what fuels the firm’s long-standing commitment to giving back.

The National Association of Insurance and Financial Advisors (NAIFA) is thrilled to announce that Richard “Rick” Demko, CLU, ChFC, RICP, AEP, LUTCF, LACP, has been named the 2025 Young Advisor Team Leader of the Year. This award celebrates outstanding leadership, dedication, and impact within the financial advisory industry, recognizing individuals who exemplify the highest standards of excellence.

André M. Williams’ path into the insurance and financial services industry began with a lesson in resilience. As a freshman at Ohio University, he started out on track to become a CPA—but a little too much fun and not enough discipline led to an academic dismissal. A stern two-hour call from his mother, an 8-page letter to the Dean, and a heartfelt plan for the future earned him a second chance.

Gut feelings, prayers, and even “pure vibes” are shaping some of the most important decisions in Americans’ lives. That’s the eye-opening takeaway from a new Life Happens survey conducted by Talker Research for Life Insurance Awareness Month and recently featured in both the National Enquirer and the New York Post.

As a proud Florida Gator, September brings me all the anticipation, hope, and excitement of a brand-new college football season. As the CEO of the oldest and most influential association for insurance and financial professionals in the United States, it brings me the pride and heightened sense of purpose of Life Insurance Awareness Month.

LIAM was created and continues to be coordinated by Life Happens, a NAIFA community. It is a time when we shine a spotlight on the importance of life insurance products and educate consumers about this foundation of many comprehensive financial plans. Financial professionals understand that life insurance provides vital protection to more than 80 million American households (even if many are underinsured) and that coverage is available to fit the budgets of families at most income levels.

The life insurance profession is facing a pivotal moment. Over the next 10 years, more than 110,000 financial professionals are expected to retire. That represents about 38% of the industry’s workforce and over 41% of the assets they manage.

The Fortis Agency has once again raised the bar — becoming NAIFA’s first-ever Dual 100% Agency with every member participating in both NAIFA membership and NAIFA’s network of PACs (Political Action Committees). This landmark accomplishment represents more than full engagement — it’s a bold statement of what it means to lead with purpose.

Significant changes to charitable giving rules are on the horizon, and now is the time for your clients to prepare. The OBBBA introduces new rules taking effect on January 1, 2026, with several opportunities set to expire on December 31. Acting now can help clients maximize available benefits and avoid missed opportunities.

NAIFA is pleased to extend an invitation to the 2026 Financial ConNEXTion cruise conference, an experience that goes beyond professional development and taps into the future of our industry. Created by the Society of Financial Service Professionals (FSP) with NAIFA continuing the legacy, this initiative is designed to build bridges between NEXTGen talent and the financial services community.

NAIFA is proud to recognize Mike LaPorte as the recipient of the Q2 IFAPAC Hard Hat Award, honoring his outstanding commitment to NAIFA’s advocacy mission and his tireless support for the Insurance and Financial Advisors Political Action Committee (IFAPAC).

NAIFA is pleased to announce five new inductees into the NAIFA Hall of Fame. The NAIFA Board of Trustees authorized the creation of the Hall of Fame last year to recognize and celebrate members whose extraordinary service and contributions represent the legacy of the most accomplished, impactful, and inspirational members of the NAIFA family.

The 2025 NAIFA Hall of Fame Inductees are:

• Peter C. Browne, LUTCF*
• Ben Feldman*
• Terry K. Headley, LUTCF, FSS, LIC*
• Robert M. Nelson, CLU, LUTCF, FSS
• Lester A. Rosen*

NAIFA is proud to recognize Scott Blake, MBA, ChFC, CLU, as our Q2 Hard Hat Award winner for his outstanding, all-around contributions to membership growth, engagement, and leadership. Scott serves as Assistant Vice Chair on NAIFA’s National Membership Committee and is a dedicated leader at both the state and local levels in Ohio.

With great sadness, we share the news that NAIFA Past President Mark D. Johnson, CLU, RHU, ChFC, passed away on July 28. He served as President of NAIFA (then known as NALU) during the 1997-1998 association year and was the Chair of Life Happens (then, the Life and Health Insurance Foundation for Education) in 2006. While a member of NAIFA’s Board of Trustees in the mid-1990s, he led an important Strategic Planning Task Force that shaped the association’s direction for many years to follow. After his term as President, Mark continued as a volunteer leader providing guidance for NAIFA’s Advisor Today magazine. Prior to his national leadership, Mark was President of NAIFA-Minnesota and NAIFA-Lake Superior.

NAIFA’s Committee on Governance has nominated Carina Hatfield, LUTCF, CLCS, LACP, agency owner of Weigner Insurance & Financial Services, Inc. in Pottstown, Penn., to be the 2026 NAIFA Secretary. Hatfield, who currently serves on the Life Happens Council and NAIFA’s National Membership Committee and Government Relations Committee, is a NAIFA-National Trustee and Past President of NAIFA-Pennsylvania. She has been a NAIFA member since 2005. As incoming Secretary, Hatfield will be in line to serve as President-Elect in 2027 and President in 2028.

Craig Wright is a financial advisor with Certified Financial Planner (CFP) and Chartered Financial Consultant (ChFC) designations. He served as the NAIFA Missouri president and is a founding partner of a financial services firm with over 15 years of experience offering fee‑based financial and insurance planning to individuals, families, and small businesses. Craig holds a MBA from Southwest Baptist University.

Please join us in congratulating Marc Sigmon, our Q2 Hard Hat Award winner in the Grassroots category!  Grassroots advocacy is the heartbeat of NAIFA's impact, and Marc embodies that mission with every step he takes through the halls of Congress.

A dedicated leader, proud veteran, and unwavering industry advocate, Marc has been named NAIFA’s Q2 Hard Hat Award winner in the Grassroots category. This honor recognizes his exceptional commitment to engaging lawmakers, mobilizing local members, and ensuring the voices of agents and advisors are heard at every level of government.

There are a lot of things you have to do to prepare your practice for the Medicare Annual Enrollment Period. A lot of it is work in the office behind the scenes. But some of it is client preparation. Our older clients by now have a better idea of the schedule, but newer ones need some training. 

Why is preparing clients important for this period? Simply put, if you do not prepare your clients, I can guarantee someone else will. There are too many other agents and brokers selling Medicare products for your clients not to be solicited by them. And even for the ones you don’t expect to leave, the advertising, temptation, and word of mouth among friends and neighbors may be too great for some of them. It does not take a lot of effort to just remind your clients that you are here, you know what’s coming, and you have their back. Most of the time that is all you need to do to retain their business. Here is what we do to prepare our clients.

August:

Robert A. Miller, M.S., M.A., of New York City and Vero Beach, Florida, a retired Managing Partner at Miller-Pomerantz Insurance and Financial Services in New York City and NAIFA Past President, has been selected as the 2025 John Newton Russell Memorial Award recipient. The award is the highest honor accorded by the insurance industry to a living individual who has rendered outstanding services to the institution of life insurance. Miller will be celebrated and formally presented the award at NAIFA’s Belong Dinner, October 14 in Arlington, Virginia.

Dwane McFerrin has spent decades navigating the complexities of Medicare policy and product development and he understands just how disruptive regulatory changes can be for the professionals who support seniors every day. That’s one reason he became a founding member of NAIFA’s Medicare Collective, a new initiative created to empower professionals working in Medicare and healthcare solutions through advocacy, education, and community.

John Davidson is a Life Underwriter Training Council Fellow and Financial Services Specialist serving a diverse client base, including municipalities, private schools, and public corporations. A long‑time leader in his profession, John is a certified Financial Security Advocate and has served in top roles within NAIFA, including National President in 2006-07.

This content is brought to you by NAIFA's Investment, Retirement, Estate and Advanced Planning Center.

Ask your clients to rate the life they’re living on a scale from 1 to 10.

Their car? An 8 or 9.
Their home? Maybe a 7 or 8.
Their kids’ school? An 8, maybe higher.

Your clients work hard to provide a life they’re proud of. But when it comes to protecting that lifestyle, too many are only planning for a 3. To me, that’s a disconnect. If your clients are working hard to give their families the best, why would the plan to protect it fall short?

As more states launch automatic retirement savings programs for private-sector workers, the national conversation around retirement readiness is growing. A recent article in Stateline explores how states like Nevada and Colorado are addressing this issue through auto-IRA programs designed to reach workers without access to employer-sponsored plans.

When Jane Ahrens transitioned from a 25-year career teaching Health Education to working in Medicare sales, she didn’t just start a new chapter—she found her calling. What began in 2008 as a solo effort to help clients understand their health insurance options has since grown into a thriving business with a team of more than 160 independent agents trained and mentored under her leadership. Her peers now affectionately call her “Mother Medicare.”

Kate Shafer is the Director of Member Engagement & Communications at the American Fraternal Alliance, a nonprofit that supports fraternal benefit societies across the US and Canada by offering advocacy, education, and financial services to over seven million members. In her role, she leads initiatives to enhance member engagement, communications, and programming across the Alliance’s network. Kate plays a key part in organizing signature events like the Spring Symposium, which focuses on member engagement, digital transformation, and governance.

I was encouraged to see NAIFA CEO Kevin Mayeux’s recent column in  InsuranceNewsNet spotlighting two critical legislative initiatives that NAIFA strongly supports: the Credit for Caring Act and the Lowering Costs for Caregivers Act. These proposals aim to provide meaningful tax relief and expanded savings tools for caregiving families—support that’s urgently needed as more baby boomers reach their 60s and the demand for long-term care solutions continues to rise.

Because of the special circumstances demanded of us during the annual enrollment period, it takes us months to prepare for what is essentially a 68-day selling season. We are basically a normal health insurance office from January until June, and then beginning in July we start getting ready for October 1, the date we can begin speaking with clients new and old about their health plans for the following year. Here is what our office does:

NAIFA CEO Kevin Mayeux’s latest column, The Bipartisan Kindness of Caregiving, is featured in InsuranceNewsNet. In this piece, Kevin brings national attention to the financial burden faced by millions of Americans who care for aging parents and loved ones. His message is clear: Caregiving is both an act of love and a financial challenge that deserves bipartisan legislative support.

Melinda “Lindy” Camardella’s path to the financial services industry—and to her current role as a Financial Advisor with Equitable Advisors—was shaped by personal strength, a deep sense of purpose, and an unwavering commitment to helping others. A licensed acupuncturist and longtime advocate for her profession, Lindy made the shift to financial services after a life-changing health challenge gave her a new perspective.

Call for Nominees: 2025 NAIFA National Quality Award
Application Deadline: July 31, 2025

Social Security remains one of the most important and often misunderstood components of retirement income planning. For financial professionals, helping clients navigate the complex claiming rules and optimize their benefits can make a meaningful difference in their long-term financial security.

Join us on Wednesday, August 6, 2025, from 12:00 to 1:00 pm Eastern for a webinar with Martha Shedden, RSSA, CRPC, President and Co-founder of the National Association of Registered Social Security Analysts. This webinar is free for both members and non-members, thanks to co-sponsorship by RSSA.

Chris Gandy is the Founder of Midwest Legacy Group LLC, a boutique concierge insurance group for executives, professional athletes, physicians, business owners, and entrepreneurs. It focuses on the client's interests in wealth accumulation, wealth preservation, retirement strategies, insurance, asset protection, and investments. He previously worked as a Representative for Northwestern Mutual Financial Network, the APEX Consulting Group LLC, and was the Senior Vice President of Sales at MassMutual Chicago.

Carina Hatfield is a Life Underwriting Training Council Fellow (LUTCF), Commercial Lines Coverage Specialist (CLCS), and Life and Annuity Certified Professional (LACP). As a third-generation insurance agent, she specializes in property and casualty insurance and works with locally owned businesses. Carina serves NAIFA as a National Trustee and a moderator for Pennsylvania’s Leadership in Life Institute. She is also the immediate past President of NAIFA Pennsylvania. Recently, Carina helped develop the organization’s new online LACP prep course.

Kathleen Owings is the Principal and Financial Advisor of Westbilt Financial Group, an independent financial advisory firm providing comprehensive planning for clients wanting to achieve personal goals. Graduating from the US Military Academy at West Point in 2000, Kathleen served for eight years as an active duty officer in the Army Corp of Engineers. In 2007, she began her career in the financial services industry, obtaining licensure in life and health insurance and maintaining Series 6, 7, 63, and 65 securities registrations. Kathleen’s book, Put Your Money to Work: A Woman's Guide to Financial Confidence, helps women take control of their finances.

In his column published in both the print and digital editions of NJBiz, NAIFA national Trustee Dennis Cuccinelli, a member of NAIFA-New Jersey, warns that the state's proposed reclassification of insurance agents as employees instead of independent contractors would limit agents' independence, reduce consumer choice and potentially harm families' access to financial protection.

Eric K. Williams, founder of Empowerment Resources International Corp in Chicago, Illinois, didn’t plan on entering the financial services industry. In fact, he was first introduced to it through a simple question: “Could you save $200 a month?” That question led him to a presentation about insurance and annuity products—and sparked a realization. “I had left corporate America and didn’t have a structured way to save for retirement,” he recalls. Inspired by what he learned, Eric got licensed and officially entered the industry in January 2005.

When you meet Maureen Kirschhofer, you quickly realize you're speaking with someone whose life has been marked by reinvention, resilience, and remarkable leadership. From her early days as an art teacher to becoming a trailblazing manager in the insurance industry, Maureen’s story is as colorful and compelling as one of her paintings.

Ryan Ross is a seasoned marketing professional helping independent financial advisors grow their businesses through strategic content, SEO, and digital automation. With a background in financial services and marketing technology, he brings a unique perspective on how advisors can effectively build their online presence. Ryan is passionate about equipping financial professionals with the tools and strategies they need to stand out in a competitive marketplace. Outside of work, he enjoys endurance sports and has completed multiple triathlons, including several IRONMAN races.

Carina Hatfield is a Life Underwriting Training Council Fellow, Commercial Lines Coverage Specialist, and Life and Annuity Certified Professional. As a third-generation insurance agent, she specializes in property and casualty insurance and works with locally owned businesses. Carina serves NAIFA as a National Trustee and a moderator for Pennsylvania’s Leadership in Life Institute. She is also the immediate past President of NAIFA Pennsylvania. Recently, Carina helped develop the organization’s new online LACP prep course. Her passion and dedication to the association earned her the 2020 Young Advisor Team Leader of the Year Award.

“Future income means income to make tomorrow the kind of a tomorrow we want it to be”          

On this day in 1890, a group of forward-thinking professionals gathered in Boston with a bold vision: to elevate the profession, advocate for consumers, and set a standard of excellence for financial advisors. That vision became NAIFA and 135 years later, it’s still going strong.

NAIFA is pleased to announce the 2025 recipients of the Foundation for Financial Service Professionals’ Paul S. Mills Scholarships and the inaugural Eileen J. Prus and Edmund O. Ciske Jr.-designated Paul S. Mills Scholarship. This annual program provides need-based scholarships to students pursuing degrees in financial service-related fields. Each of the 12 recipients receives a $1,000 scholarship.

For over 30 years, Diane Boyle has been the Senior Vice President of Government Relations for NAIFA. Diane advocates for state, interstate, and federal laws that benefit the good of the people. She graduated from Louisiana State University with a degree in political science and government.

NAIFA President Doug Massey, LUTCF, CLU, ChFC, CRES, FSS, has announced the appointment of Kathleen Bilderback, Counsel in the Business Practice Group with Sandberg, Phoenix & von Gontard P.C., to serve on the NAIFA Board of Trustees.

For many Americans, reaching Medicare eligibility marks a noticeable decrease in healthcare spending. Of course, that doesn’t mean that Medicare is free. For financial advisors helping clients prepare for retirement, understanding and planning for the costs associated with Medicare is critical. While these costs are often lower than those incurred through pre-65 health insurance, they remain significant, especially when viewed over a multi-decade retirement.

The National Association of Insurance and Financial Advisors (NAIFA) has appointed Dan Peterson, LLIF, LUTCF, FIC, President and Managing Partner for E4 Insurance Services, to the Industry Leadership Board (ILB).

Wayne McCullough didn’t plan on spending five decades in the insurance and financial services industry. In fact, he thought it would be a quick stop on his way back to college. But what began as a six-month detour became a lifelong career—one rich with relationships, professional growth, and meaningful impact.

When it comes to retirement planning, financial expertise alone isn’t enough. Today’s clients are looking for more than just numbers. They want guidance that speaks to their goals, fears, and vision for the future. Building trust and addressing the emotional side of retirement decisions can be just as important as crafting tax-efficient strategies.

Grace Staten is a seasoned marketing executive with over 25 years of experience in the financial services industry. She has led comprehensive initiatives in branding, digital strategy, public relations, and advisor development, significantly enhancing organizational growth and visibility. Grace holds a MBA in finance from San Jose State University, FSCP designation, and multiple FINRA licenses. A passionate advocate for women in finance, she serves as National President of the Accounting and Financial Women’s Alliance and was named a Top 50 Woman Leader in Finance for 2025 by Women We Admire.

NAIFA members, mark your calendars for June 26th at 12 pm Eastern for the Q3 State of NAIFA webinar. Learn about the latest on NAIFA’s progress, advocacy efforts, and how you can get the most out of your membership.

Juli McNeely, CFP, CLU, LUTCF, is a seasoned financial services professional with over 25 years of experience. Through her consulting work and speaking engagements, she continues to empower financial professionals to define success on their own terms and excel in their careers. In 2014, Juli made history as the first female president of NAIFA. She is also the accomplished author of No Necktie Needed: A Woman’s Guide to Success in Financial Services, which offers insights into achieving a balanced and fulfilling career in the industry.

The NAIFA National Grassroots Committee proudly recognizes Brian Fleming of NAIFA-Minnesota as the recipient of the Q1 2025 Hard Hat Award for his exceptional advocacy leadership and unwavering dedication to our industry.

Brian played a pivotal role in organizing NAIFA-MN’s grassroots mobilization during the early fight against House File 2437, legislation that proposed a sales tax on a range of professional services—including financial planning, insurance commissions, legal services, and even CPA services.

Please join us in congratulating Paul Szkotak, our Q1 Hard Hat Award winner in the Membership category!

As a dedicated member of the National Membership Committee, Paul has invested countless hours into enhancing NAIFA’s new member onboarding experience. His thoughtful input and strategic vision have laid the groundwork for a refreshed and more impactful welcome process—one that ensures new members feel connected, informed, and valued from day one.

NAIFA is proud to recognize Joseph Orr of NAIFA-Texas as the Q1 recipient of the Hard Hat Award in the PAC category - an honor reserved for outstanding champions of political advocacy. Known for his magnetic leadership and heartfelt commitment to NAIFA’s mission, Joseph was instrumental in the success of the NAIFA-TX Centennial Celebration, helping drive over $12,000 in PAC contributions.

In today's competitive financial services environment, technology isn't just a support tool—it’s a strategic advantage. Life insurance agents and financial advisors who integrate the right software solutions into their workflow not only save time, but also significantly increase client engagement, retention, and revenue.

When John Duni walked into his first job out of college on November 4, 1974, he had no idea it would be the start of a 50-year career in financial services—and a lifelong commitment to NAIFA.

Hired by Harold Morris at Southwestern Life Insurance Company in Washington, D.C., John recalls that joining NAIFA (then NALU) was not just encouraged—it was expected. “You’d sign your agent contract and then your NAIFA application. There was no choice. But I always thought that was great. If I was going to commit to the profession, I wanted to be fully in it.”

Non-cash assets such as real estate, closely held business interests, and collectibles represent a massive and largely untapped opportunity in charitable giving. While these assets are estimated to total between $40 and $60 trillion in value, they make up less than 2% of all charitable donations. For financial professionals working with affluent clients, understanding how to leverage these assets is essential to providing effective tax and philanthropic planning strategies.

David Wood is a seasoned financial services professional with nearly four decades of industry experience. He began his career in 1986, navigating early challenges like the 1987 market crash, which shaped his resilient approach to financial advising. Together with his firm, David has been empowering independent financial advisors through strategic support, innovative growth solutions, and client-centric strategies. Beyond his professional endeavors, he is actively involved in industry advocacy and mentorship, contributing to the advancement and education within the financial advisory community.

In a career that has spanned nearly four decades, Mark Anderson has experienced the financial services industry from multiple angles—advisor, mentor, advocate, and leader. His journey, which began just days after graduating from Brigham Young University with a degree in economics, has been one of steady commitment, continuous evolution, and above all, purpose.

Brandon Chambers didn’t follow a traditional path into the financial services industry. After several years working in the chemical field with long, irregular hours, he began seeking a career that offered more purpose and better work-life balance. A call from a longtime friend—now his general agent—reignited a conversation about joining the Knights of Columbus as a field agent. With a leap of faith and a desire to serve others more meaningfully, Brandon entered the profession in 2017 and hasn’t looked back.

Bobby Johnson is an experienced general agent and sales and distribution executive in the financial services industry. He leads life insurance distribution strategies, focusing on expanding agent partnerships and enhancing customer experiences. Bobby's commitment to collaboration and innovation is evident in his active involvement in initiatives that benefit both agents and clients alike.

Joel Tabin is a Chartered Life Underwriter, a Chartered Financial Consultant, and an Accredited Estate Planner. Focusing on empowering independent financial professionals, he assists advisors in integrating life insurance into their practices as a vital component of comprehensive financial planning. Joel is recognized for his commitment to advisor development, regularly leading training sessions and celebrating agent achievements. His leadership emphasizes the importance of life insurance in financial strategies, aiming to enhance client outcomes and advisor success.

Melvin L. Pope III, of Tallahassee, Florida, is a loyal NAIFA member since 1979. He has built a long-standing relationship with the association and a career dedicated to serving others through thoughtful financial planning and advocacy.

Melvin now leads Financial Partners, where his passion lies in the design of comprehensive benefit plans, including medical, dental, disability, and life insurance. What first attracted him to the profession—and continues to inspire him today—is the independence it provides and the ability to craft meaningful, complex financial solutions that change lives. Helping people protect and achieve their financial goals has been a constant motivation throughout his career.

NAIFA has appointed Bobby Johnson, Chief Distribution Officer of Midland National Life® Insurance Company, to the Industry Leadership Board (ILB).

Chris Henderson, a dedicated member of NAIFA since 2014, has built a successful career in the financial services industry, making a lasting impact at both the local and national levels. Based in Madison, Wisconsin, Chris works with M3 Insurance, where he specializes in life insurance for both individuals and businesses, as well as executive benefits. For Chris, the opportunity to help people and meet new, interesting individuals keeps him motivated every day. His background in finance, combined with his business school education, led him to join M3 Insurance, where he has spent the past 20 years helping the company grow its financial services division, through his registration as an investment advisor representative with Global Retirement Partners, LLC, dba M3 Financial, an SEC registered investment advisor. Chris serves as Managing Director of M3 Financial.

Lindsey Lewis is a Chartered Financial Consultant and a Certified Financial Planner who champions the advancement of women in the financial industry through research, education, and advocacy. She leads various initiatives, encompassing podcasts, social media, and events fostering community and professional growth for women advisors. Recognized for her contributions, Lindsey has been honored with accolades, including InvestmentNews’ 40 Under 40 and the 2024 Female Trailblazer of the Year award. She volunteers at nonprofits and holds degrees in personal financial planning and an MBA from Utah Valley University.

May is Disability Insurance Awareness Month (DIAM), an important time to highlight the critical role disability insurance plays in protecting the financial well-being of American workers and their families. NAIFA is committed to raising awareness and educating about the necessity and value of disability insurance.

NAIFA proudly participates in Disability Insurance Awareness Month, a national initiative led by Life Happens. Through this campaign, we provide financial professionals with resources to educate their clients about the importance of disability insurance, helping them secure critical protection against unforeseen financial challenges.

Erica McQuade is a government relations expert specializing in federal lobbying and advocacy. With a strong background in political advocacy, she actively engages in legislative initiatives that impact the financial services industry. Erica is a featured speaker at events like the NAIFA Women’s Financial Security Fly-In, where she empowers women financial professionals to advocate for their clients and communities. Her dedication to public affairs underscores her commitment to advancing financial security and industry representation.

The Social Security Administration announced that it is reinstating National Social Security Month, a campaign to raise public awareness about accessing and optimizing benefits. Last observed in 2019, the campaign was paused during the pandemic and has been revived to help Americans make informed decisions about their retirement income.

Every day, 10,000 Baby Boomers become eligible to claim Social Security, creating an opportunity for financial professionals to guide clients through one of the most important steps in their retirement journey. NAIFA is committed to helping financial professionals turn this critical moment into opportunity through powerful tools and training, including the Registered Social Security Analyst (RSSA) program and educational resources like the on-demand webinar, "Social Security Financial Wellness: Help Your Clients Maximize Their Benefits." (NAIFA Members may access the webinar here.)

Financial literacy is a critical life skill that’s becoming more important as today’s students prepare to navigate a changing financial landscape. According to a 2024 report by Tyton Partners and Next Gen Personal Finance, just one personal finance course in high school can translate into a lifetime benefit of nearly $100,000. That powerful statistic should prompt action from policymakers, educators, and communities nationwide. 

NAIFA wishes a happy 30th anniversary to our affinity partners Mickey Straub and the SAMUSA team. Since launching and naming the industry in 1995, they have pioneered sales activity management solutions and collaborated with industry giants such as MetLife, New York Life, Northwestern Mutual, Ameriprise, MassMutual, Knights of Columbus, and others, as well as top-performing firms and producers.

Loan split dollar remains one of those advanced market strategies that engenders two distinct reactions among financial professionals. One reaction sees nearly unlimited opportunity in the executive business market, while another relegates this concept to the esoteric and inapplicable. Though the latter reaction may be natural for those still stuck in an early 2000s mindset, today’s financial professionals would be remiss if they didn’t seize this impactful strategy and place it in their executive benefit toolkit.

The particulars of this technique (sometimes called collateral assignment split dollar) are beyond the constraints of this piece, but a synopsis of the “Why” behind loan split dollar will help to explain the rationale and provide a brief review of this executive benefit strategy.

Ashley K. Butler, a proud resident of Gilbert, Arizona, and a dedicated member of Alpha Omega Wealth, is a new NAIFA member as of 2024. Though relatively new to the organization, Ashley’s passion for the financial services industry runs deep, with roots stretching back to 2014 when a college friend introduced her to the field. From the beginning, it was clear to her that this career path held something truly meaningful—the ability to make a tangible difference in people’s lives.

Retirement Plans and Retirement Planning, a newly revised ebook by Kenn B. Tacchino, JD, LLM, Professor of Taxation and Financial Planning at Widener University, is a valuable resource for financial planning students and practitioners. The book is published by FSP, a NAIFA Community, and Professor Tacchino is editor of FSP's Journal of Financial Service Professionals, which NAIFA members may access online as an educational benefit.

The U.S. Supreme Court’s 2024 decision in Connelly v. United States has significantly altered the landscape of buy-sell planning for business owners facing potential estate tax exposure. As a result, financial professionals must now navigate new complexities in business valuation and the use of life insurance in these agreements. This landmark ruling presents both challenges and opportunities to reimagine how buy-sell structures are designed and implemented.

NAIFA CEO Kevin Mayeux, CAE, was honored during the Chinese American Insurance Association’s (CAIA) Chinese New Year annual event, held April 3 in New York. The festive evening brought together hundreds of insurance professionals, community leaders, and honored guests to celebrate the achievements and deep-rooted values of the Chinese American insurance community. Mayeux was recognized alongside AmeriLife Chairman & CEO Scott Perry, for their dedication to professionalism, leadership, and service to the industry. 

Lisa Skinner, president of Brokerage Services Inc. in Herman, NE, has had a lifelong connection to the financial services industry. Her journey began early, influenced by her father, who was a General Agent for over 50 years. Lisa started working during school breaks, taking on tasks such as filing, computer work, and scanning files to digital formats. These early experiences set the foundation for a long and fulfilling career in the industry.

April is National Financial Literacy Month, an important reminder of the critical role that financial literacy plays in ensuring Americans' personal and economic well-being. At NAIFA, we believe that promoting financial literacy is not just about helping individuals manage their finances but also fostering a more prosperous society for all.

NAIFA proudly acknowledges and thanks Kent Bennett, LUTCF, CEPS, RFC, a loyal member since 1974, for reaching an impressive milestone as a NAIFA “Joint Chief” based on his lifetime contributions to NAIFA's political action committees. His generosity and willingness to give back to his industry are hallmarks of his professional success.

The independent brokerage insurance agency promotes NAIFA membership and grassroots participation while its advisors enjoy the benefits of NAIFA membership.

The National Association of Insurance and Financial Advisors (NAIFA) and E4 Insurance Services (E4IS) have increased an educational partnership agreement, under which E4IS will promote membership in NAIFA to E4IS-affiliated agents and advisors and provide thought leadership to the NAIFA membership.

Recent findings from a McKinsey & Company study highlight a critical need for more financial professionals in the United States. As more Americans grow their wealth and look for financial guidance, the industry is confronted with a projected shortfall of up to 100,000 financial professionals by 2034. Increased reliance on personal savings for retirement, complex financial products, and rising client expectations all contribute to a growing demand that’s outpacing supply. While technology has improved productivity, attracting new talent is essential to ensure consumers continue to receive the comprehensive guidance they need.

The most common question from a new client is, “Which do I get, Medicare Supplement or Medicare Advantage?” This is the speech I give every time, almost word-for-word.

In today’s changing economy, personal struggles like addiction are having profound financial consequences. In a recent webinar, NAIFA Florida President Cheryl Canzanella, owner of Coastal Life Strategies and a 25-year veteran of the financial services industry, explored how the opioid epidemic is impacting families’ emotional and financial well-being—and what advisors can do to help.

Charitable giving plays a vital role in many clients’ financial plans, yet discussions often focus heavily on tax mitigation rather than the true philanthropic intent behind the gift. Selecting the right charitable planning tools ensures that clients maximize both their financial benefits and the lasting impact of their contributions.

Jeremy Vidmar, FIC, CLTC has a wealth of experience from his tenure in the insurance planning industry since 2018. With a background in banking and tax planning, he has extensive experience in estate planning, business succession, and long-term care solutions for clients across various industries. Jeremy holds a Bachelor of Arts in Philosophy and pursued advanced theological studies in Rome. He is passionate about helping advisors and clients navigate complex insurance solutions.

NAIFA would like to thank E4 Insurance Services for sponsoring this episode. 

Charitable gift annuities (CGAs) offer a unique way for donors to achieve their philanthropic goals while securing a reliable income stream. Increasingly, nonprofits, donors, and financial professionals are leveraging CGAs to meet a variety of financial and charitable objectives with a single gift. Simple to establish and available in multiple formats, CGAs can even be funded through a qualified charitable distribution (QCD), making them a versatile tool for charitable planning.

Joe Breslin is a dedicated financial professional with Armstrong Dixon in Baltimore, MD, and a loyal member of NAIFA since 2018. His journey into the financial services industry is marked by a strong drive to help others achieve financial success. Reflecting on his early days, Joe remembers making thousands of cold calls to small business owners to build his client base. At the time, he worked for a large insurance company and was fortunate to have a few clients who helped him grow his network through referrals.

Carroll Golden, Executive Director of NAIFA’s Centers of Excellence, was honored with the ILTCI’s Recognition Award on Monday, March 10th. This prestigious award highlights her significant contributions to the long-term care insurance (LTCI) industry and her commitment to advancing LTC planning.

Once again this May Life Happens will coordinate Disability Insurance Awareness Month (DIAM), an annual campaign Life Happens created to raise consumer awareness. Now that Life Happens is a NAIFA Community, specially curated content featuring DIAM messaging is available to NAIFA members to help them connect with their clients and consumers.

Monique Lee, a dedicated financial professional with New York Life and a NAIFA member since 2023. Based in Anchorage, Alaska, Monique’s journey into the financial services world began when her youngest child was preparing to start grade school. Looking for an opportunity to re-enter the workforce, she was referred to New York Life by a close family friend—and she hasn’t looked back since.

NAIFA, for a third consecutive year, has proudly hosted a Women’s Financial Security Fly-In. The event brought 37 women financial professionals from around the country to Washington, D.C., to advocate on behalf of their businesses and clients.

We are excited to spotlight Aamir Chalisa, General Manager at Futurity First, an industry leader who has spent over 35 years transforming lives through his work in insurance. His journey is one of perseverance, passion, and a deep commitment to helping others achieve financial security.

Aamir’s path in the insurance industry began shortly after he graduated with an MBA in 1990 from Southern Illinois University. At the time, job opportunities were limited, and as an international student without sponsorship, he faced even more challenges. But a chance encounter with a mentor, an individual from Pakistan, led him to explore the world of sales. "My mentor introduced me to the insurance industry, and I made the bold decision to dive in as an insurance salesman," Aamir recalls.

NAIFA is hosting its third Women’s Financial Security Fly-In March 4-5 in Washington, D.C. The event, designed to encourage the political involvement of women financial professionals, features a day of grassroots advocacy training, policy briefings, and networking. On the second day of the event, attendees from at least 18 different states will go to Capitol Hill for meetings with lawmakers and staff representing their home states and districts.

Amanda Corral’s journey into the world of special needs financial planning began with a personal story—her father, Roberto Corral, founded Corral Financial Strategies in 2017, inspired by their family’s experience with her brother, who is on the autism spectrum. His passion for helping families navigate the complexities of special needs planning resonated deeply with Amanda, who learned the ropes of the business alongside him.

The life insurance and financial services industry is evolving rapidly, and advisors who embrace technology have a competitive edge. That’s why I, Ken Leibow, Founder and CEO of InsurTech Express, have partnered with Nick Bowman, CFP®, MS, CEP®, Co-founder & Head of Sales at Xcela, to bring you this actionable guide on leveraging AI to enhance your practice. Nick co-founded Xcela out of frustration with the slow, inconsistent, and outdated processes in securing life insurance policies. With his background in Advanced Sales and Marketing at Lion Street and my 38 years of experience in life insurance technology, we’ve seen firsthand how innovation can drive efficiency, improve client experiences, and boost revenue. In this article, we’ll provide practical insights on how AI can streamline your workflow, helping you grow your practice and deliver greater value to your clients. 

Join us on Wednesday, March 12, at 12 PM Eastern for Journal Live, where we examine the risks and complexities of premium-financed life insurance arrangements. While funding index universal life policy premiums through third-party loans has gained popularity, many financial professionals may not fully understand the associated risks.

Joe Pantozzi's journey into the financial services industry is a remarkable story of perseverance, hard work, and dedication to helping others build wealth and financial literacy. Having moved from New Jersey to Nevada at the age of 23 with very few connections, Joe's first step into the business came with an advertisement that caught his eye: an ad promising opportunities to work with people and make money. Little did he know that this small ad would set him on a career path that would span nearly five decades.

NAIFA 2025 President Doug Massey, LUTCF, FSS, CLU, ChFC, has come a long way since he joined NAIFA, then known as NALU, in 1987. He first attended a local luncheon in San Angelo, Texas, as a guest. It was a nice steakhouse, Massey admits, but he was reluctant and didn’t really see the association’s appeal. 

NAIFA is laser-focused on ensuring our members, their businesses, and the broader financial services industry thrive in a rapidly evolving world. The success of insurance and financial professionals is crucial to the financial security of American families and the strength of the U.S. economy. We build a strong professional community to serve the best financial interests of communities across the country. 

Brittney S. Neal's journey into the financial services industry was shaped by family ties, personal experiences, and a deep desire to help others build secure financial futures. A new member of NAIFA, Brittney currently serves as a Client Concierge and Advisor at Wellington Capital Reserve, LLC, based in Greenville, South Carolina. Through her work, she guides clients on how to use privatized banking strategies to create generational wealth and financial freedom.

Join us on Thursday, February 27, 2025, at 12 PM Eastern for Journal Live, where we explore how consumer research can enhance retirement planning. Based on an article from the January 2025 issue of the Journal of Financial Service Professionals, this program challenges traditional financial planning models and highlights strategies to better serve clients with diverse financial needs.

Medicare plays a crucial role in retirement planning, yet it remains one of the most complex and often misunderstood aspects of financial security. As clients approach retirement, they face important decisions about their healthcare coverage, making it essential for financial professionals to stay informed.

Mike McGlothlin, CFP, CLU, ChFC, LUTCF, NSSA, Executive Vice President, Retirement, at Ash Brokerage, is the 2024 recipient of the Kenneth Black Jr. Leadership Award. McGlothlin manages a staff of more than 65 employees and has maintained a 90% retention rate. Under his leadership, more than 25 employees have bolstered their professional skills and received in-house promotions. The team has achieved a remarkable 300% growth over six years.  

Ray Smith has been a loyal member of NAIFA since 1976, calling Stillwater, OK, home. He is the founder of Ray Smith Wealth Management and has built a career in the financial services industry that spans over five decades. Ray's journey into the business started right after college when a fraternity brother suggested he explore the field. After taking the required tests, he joined a company that later transitioned into Ameritas, where he has stayed ever since. Despite the shifting industry landscape, Ray's dedication to his clients and his work has remained constant.

February is Insure Your Love Month, an annual campaign created and coordinated by NAIFA’s Life Happens community. The theme for this year’s commemoration is a simple yet impactful message: Life insurance is love insurance.

NAIFA and the Dallas-based American Senior Benefits (ASB) have entered a partnership under which NAIFA recognizes ASB as a NAIFA Financial Security Champion and at least 75 ASB regional sales managers will become new NAIFA members.

Jesus U. Lopez Soto’s journey into the financial services industry began with a simple goal: to find a work-from-home opportunity for his pregnant wife. Initially, he saw it as a way for her to earn extra income. However, after being introduced to the industry by a coworker and friend, Jesus realized that this was not just a job for his wife—it was an opportunity for him to build a meaningful career as well. He quickly recognized that the financial services industry offered a chance to help others, make a lasting impact, and achieve personal and professional fulfillment.

Mark Willis, CFP®, is a dedicated financial professional and the founder of Lake Growth Financial Services, located in St. Charles, IL. Since entering the financial services industry, Mark has been driven by a deep passion to help individuals and families achieve their financial goals and create lasting security. Mark’s journey into the financial services industry was shaped by his personal experience during the 2008 Global Financial Crisis, when he faced overwhelming six-figure student loan debt. This experience not only ignited his own desire for financial education but also inspired him to help others avoid similar financial pitfalls.

The National Association of Insurance and Financial Advisors (NAIFA) is pleased to announce that inSOURCE Financial Advisors in Lincoln, Nebraska has become a NAIFA 100% Agency. Under the membership program, inSOURCE Financial Advisors has enrolled all its advisors as NAIFA members, enrolled them in NAIFA’s grassroots advocacy programs and encourages them to participate in NAIFA as a group. Group members are proudly displayed to consumers on the consumer-facing financialsecurity.org site and individual members are listed in Life Happens’ “Find a Financial Service Professional” search at https://findapro.lifehappens.org/

Jennifer F. Shepley, CFP®, is a financial professional based in Massachusetts, with licensing across multiple states. She specializes in family and small business insurance, retirement income planning, and long-term care solutions. Her journey into the industry was a blend of serendipity and family tradition, shaped by the legacy of her father, who founded his insurance practice in 1959.

Advisor Today Guest Column

January of 2025 is the 50th anniversary to one of the most important pieces of legislation in the retirement planning arena ever put into law by Congress. What I’m referring to is the enactment of ERISA, the Employee Retirement Income Security Act. Without question, ERISA brought about significant changes during the second half of the twentieth century. The key component to ERISA, which became law on January 1, 1975, was the establishment of the Individual Retirement Account or IRA. And what a monumental impact IRAs have had on the retirement planning market from that day forward. According to recent data, approximately 55 million Americans (representing around 42% of all households) hold IRAs with the average balance being around $195,000 per taxpayer.

NAIFA members are invited to a free webinar, "Social Media Solutions for NAIFA Members: Campaigns, Stories, Tools," today, January 14, at 12 noon eastern. Presented by Life Happens Social Media Specialist Corey Goodburn, the presentation will provide an introduction to various social media platforms and how NAIFA members benefit from exclusive Life Happens content and services.

Tom Schmidt, CFBS CLTC LACP’s story is one of resilience, adaptability, and unwavering dedication. From an unconventional start in the life insurance business to becoming a highly successful financial professional, Tom has navigated a career filled with challenges and triumphs. Over the decades, he has built enduring relationships with clients, many of whom have been with him for over 30 years.

Tom entered the financial services industry in February 1988, stepping into a career he hadn’t anticipated. Leaving behind a job at Amoco, Tom was enticed by the promise of a more rewarding future in financial services. However, he quickly discovered that the role centered on life insurance, something he hadn’t been aware of beforehand. Despite the initial shock and challenges of working on straight commission, Tom leaned into his natural work ethic, his extensive network, and his determination to succeed. He shares, “For a newbie in the business, I had pretty good success right off the bat. But it wasn’t easy—I learned quickly that building trust and relationships was everything in this industry.”

Tom’s perseverance paid off, and over time he cultivated a thriving client base. Many of his first clients remain with him today, a testament to the loyalty and trust he inspires.

The January issue of the Journal of Financial Service Professionals has arrived, and it’s a must-read for anyone in the financial services community. A much-anticipated feature of this edition is the annual indexed retirement and Social Security numbers for 2025, conveniently presented in an easy-to-reference table. Whether you’re working with clients on retirement strategies or simply staying current on new regulations, this table is an invaluable resource you’ll find yourself consulting all year long. For over 75 years, the Journal has been recognized as one of the best and most prestigious publications in the financial services field.

According to the 2024 Insurance Barometer Study by Life Happens and LIMRA, 59% of U.S. adults use social media to find information about financial and insurance products. Recognizing this growing trend, Life Happens, now part of the NAIFA family, offers NAIFA-branded social media content covering life insurance, disability insurance, long-term care insurance, annuities, and general financial planning.

Happy New Year from your friends and colleagues at NAIFA. I hope you had a joyful and restful holiday season.

Joe Sparacio, CLU, LUTCF, CLF, a 30-year veteran of the financial services industry and loyal member since 1991, stands as a beacon of dedication and leadership. His career, marked by stints at major firms such as Prudential Financial, MassMutual, and now National Life Group, reflects a deep commitment not just to his profession but also to its broader impact. Joe’s journey illustrates the fusion of personal success, community impact, and industry stewardship, with a significant part of his story woven through his connection with the National Association of Insurance and Financial Advisors (NAIFA).

Christopher Potts, a seasoned financial professional and passionate advocate for the financial services industry, exemplifies leadership, commitment, and a deep sense of responsibility. With a career spanning nearly two decades, Christopher has seamlessly combined his roles as a mentor, advisor, and advocate, leaving an indelible mark on the communities he serves and the industry he represents.

After earning a finance degree from Ball State University in Muncie, Indiana, Tyler Engelhaupt entered the insurance industry, initially seeking a case manager role with a focus on financial advising. Instead, he found himself in a sales position at Ash, where his career quickly flourished. Specializing in annuities and retirement planning, Tyler now works alongside other advisors to help clients achieve their retirement goals through customized financial strategies.

NAIFA, the leading association of financial professionals in the United States, has revitalized its Find a Financial Service Professional search directory to provide consumers with easy access to the highly skilled, experienced professionals who subscribe to NAIFA’s Code of Ethics. The tool is located on lifehappens.org, the consumer-facing website of NAIFA’s Life Happens community. It draws from a database of financial service professionals from various practice specialties who are NAIFA members, including legacy members of the Society of Financial Service Professionals, or subscribers to Life Happens Pro.

Are you taking advantage of the Life Happens content NAIFA provides as a member benefit? For Life Insurance Awareness Month (September) and Long-Term Care Awareness Month (November), NAIFA members had access to specially curated content from NAIFA’s Life Happens community. Today, Life Happens is unveiling a new set of assets for Insure Your Love Month (February 2025). The content should be posted by 12 noon eastern.

Wallene Leek, RICP, FSCP, LTCP, LUTCF, loyal member since 2002, has a remarkable career that illustrates the transformative power of life insurance and the importance of passing on knowledge and values to future generations. Based in Nashville, Wallene found her way into the insurance field through a profound personal experience that forever shaped her perspective.

Discover how to seamlessly combine charitable giving with retirement income strategies in our upcoming webinar Bridging Charitable Planning with Retirement Income on Tuesday December 10, 2024, from 12:00 to 1:00 pm Eastern. This session is a must-attend for financial professionals looking to provide their clients with innovative, efficient, and impactful planning solutions.

On behalf of myself, the NAIFA Board of Trustees, and the members of our NAIFA staff, I wish you and yours a very happy Thanksgiving.

I find that often this time of year we go out of our way to talk about the things we are thankful for but sometimes forget to simply say “thank you” to the people who enrich our lives and make the world a better place.

I recently sat down with NAIFA Senior Vice President for Government Relations Diane Boyle to discuss the election and its implications for the upcoming tax reform debate in the 119th Congress. 

Scott Dorminy, President of NAIFA-Arkansas, sat down with Arkansas Business to discuss the evolving landscape of the insurance industry and how NAIFA is working to support its members and the clients they serve. In the interview, Scott delves into key topics, including the challenges of rising premiums, the effects of severe weather events on the industry, and how companies are adapting to an ever-changing climate.

There are those who will tell you if the world was perfect, everyone would have the same financial opportunities and live a life of comfort and happiness with no monetary concerns. But the reality is, the world is not perfect, regardless of the income people earn or the financial opportunities they may possess. This is because people are, in fact, not “truly” equal – be it in the classroom, the athletic field, or with financial skills. Regardless of financial status, all of us possess good traits and some bad ones. Occasionally, luck may come our way – but most times it doesn’t. Even though we often make good choices in life, we occasionally make some really dumb ones too. From these mistakes, life dishes out the usual punishments we so often deserve.

Originally from Chile, new NAIFA member, Sandra Reardon, made the move to the United States in 2003, bringing with her a deep commitment to building a secure future for herself and her family. Over the years, she has established herself as a trusted professional in multiple industries, including real estate, insurance, and child care. A successful real estate agent and owner of a daycare business, Sandra has always been passionate about helping people. But it was a personal tragedy in 2020, the sudden loss of her husband, that highlighted the importance of not only having life insurance, but also understanding it thoroughly. Motivated by this realization, Sandra decided to become a life insurance agent to help others avoid the confusion and difficulties she faced, and to educate families about the importance of financial planning and protection to safeguard their futures and protect what matters most.

Colin Aubin’s path to success in financial services is rooted in a strong family foundation, an early background in competitive sports, and a commitment to community impact. Raised in Orland Park, Illinois, Colin’s values were shaped by a family deeply committed to service and education. His mother, Donna, was a dedicated teacher who spent over three decades shaping young minds, while his father, Tom, worked in finance as a CFO. This blend of education and finance set a solid example for Colin, who now brings elements of both worlds into his work, valuing both knowledge and community-focused financial planning. “Growing up with a mom who taught and a dad in finance, I learned the importance of both dedication and service,” Colin shared. “Those values have stayed with me, guiding me through every phase of my career.” This upbringing cultivated in him a sense of responsibility and compassion—qualities that would later define his leadership style.

It is with great sadness that NAIFA shares news of the passing of Past President Richard A. Koob, AEP, CASL, ChFC, CLU, who passed away at his home in Waukesha, Wisconsin, on Sunday. He led NAIFA as the association’s national President during the 2002-2003 term and served as the Life Happens Board Chair in 2008. 

Dick Koob began his career as a student-agent with Northwestern Mutual in 1967 and joined NAIFA on his first day on the job. He later became a full-time agent, transferred to the Northwestern Mutual home office to serve as a recruiter, and then returned to the field as a senior financial representative. He received the NAIFA Quality Award for 40 consecutive years and qualified for the Million Dollar Round Table over a similar span. He held more than 75 positions on numerous MDRT committees, including chair of five committees and Divisional Vice President twice.

He was the President of NAIFA-Waukesha for 1979-1980 and NAIFA-Wisconsin for 1987-1988. He joined the NAIFA-National Board of Trustees in 1996 and was elected Secretary in 2000. As NAIFA President, he formed and led NAIFA’s 2002 Transformation Task Force, which developed a strategic plan focused on delivering legislative advocacy and bottom-line benefits for NAIFA members. Koob was politically involved and active. He chaired the NAIFA-Wisconsin Committee on Political Action for many years and ranked as an IFAPAC Two-Star General based on his lifetime contribution total. He served on Rep. Paul Ryan’s Financial Services and Insurance Advisory Board.

In 2013 at NAIFA’s annual conference in San Antonio, Koob received the John Newton Russell Memorial Award, the insurance and financial service industry’s highest and most prestigious honor.   

NAIFA’s Lifetime Healthcare Center is presenting “The Peak 65 Series: Impact Day for Lifetime Healthcare,” a one-day virtual event, November 19, beginning at 11 am eastern. It features a dozen 20-minute TED Talk-like presentations covering timely topics on the financial implications of longevity and aging. Presenters include recognized thought leaders offering insights on long-term care, disability income, hybrid insurance products, Medicare, federal and state legislative and regulatory considerations, and more.

A recent study supported by the American Council of Life Insurers (ACLI), and conducted by economists Mark Warshawsky and Gaobo Pang, reveals that retirees could see better financial outcomes by incorporating annuities into their retirement income strategy, rather than relying solely on the traditional “4% rule.” This research underscores the importance of a diversified approach to retirement, especially in light of market fluctuations, inflation, and the uncertainty around life expectancy.

Join us on Tuesday, December 3, 2024, at 3 pm Eastern as NAIFA’s Government Relations team unpacks the results of the 2024 general election and its implications for insurance agents and the broader financial services industry. With a new administration, shifts in the Senate and House, and changes across 11 gubernatorial offices and 85 state legislative chambers, this webinar will provide valuable insights on the challenges and opportunities that lie ahead.

Mark Tiralosi's career in financial services began with a personal tragedy. In 1984, while pursuing his graduate studies at Florida State University, he experienced the sudden loss of his father due to a heart attack. This event not only prompted him to seek a career in the life insurance industry but also ignited a lifelong commitment to helping others navigate their financial futures.

November is National Long-Term Care Awareness Month, an annual campaign to raise awareness about the need for long-term care (LTC) planning and the financial, emotional, and physical impacts associated with it. The campaign is aimed at educating the public about the importance of preparing for the potential need for long-term care services, which include assistance with daily activities such as bathing, dressing, and eating, often needed due to aging, chronic illness, or disability.

A change in presidential administrations often brings changes that can significantly impact tax and estate planning. As we approach the sunset or possible extension of the Tax Cuts and Jobs Act (TCJA), financial professionals must prepare for what may be a new era of tax policy. At a time when the population is aging, and interest rates remain uncertain, these potential tax changes could have far-reaching consequences for financial planning strategies.

The National Association of Insurance and Financial Advisors (NAIFA), which empowers financial professionals and consumers through world-class advocacy, education and differentiation, today announced a strategic partnership with Practice Intel, a data analytics and performance improvement platform to help advisory firms improve the quality of advice they deliver to their clients and drive organic growth in the process.

Steve Bergee LACP's dedication to the financial services industry and NAIFA highlights the importance of advocacy, relationship-building, and the profound impact insurance professionals have on their clients' lives. 

Steve began his journey in the financial services industry as a customer service representative at a life insurance company. This experience opened his eyes to the importance of a strong advisor-client relationship, sparking his passion for the profession. Steve was drawn to the financial services industry by the ability to provide solutions and protect people’s financial goals. The satisfaction of helping clients safeguard their future continues to inspire him daily. Steve and his team at E4 Insurance Services LLC (which was named NAIFA’s 2024 Financial Security Champion of the Year) specialize in life insurance, annuities, long-term care, and disability income solutions.

Rich Campbell's long-standing career and commitment to helping families secure their financial future exemplify the values of NAIFA and the financial services profession. His passion for the industry and dedication to his clients continue to inspire those around him.

Rich was recruited into the financial services industry over two decades ago. That opportunity opened the door to a rewarding career where he found his passion for helping others achieve financial security. The appeal of the financial services industry appealed to him because of his ability to make a difference in people’s lives. Helping others secure their financial future and building a strong team have been the key motivators behind his long-standing career. The most fulfilling part of Rich’s career is giving families peace of mind by helping them chart a path toward financial security. His motivation comes from knowing he’s making a difference, while also making his own family proud. Rich excels in life insurance and investment strategies, focusing on making complex concepts understandable for his clients. He takes pride in delivering clear and relatable advice that helps his clients feel confident in their financial decisions.

Congratulations to Life Happens, which joined NAIFA as our consumer-education community last year and is celebrating its 30^th anniversary today. NAIFA was a key player among the industry organizations that founded Life Happens in 1994 to educate consumers about life insurance and related products.

I have had my share of memories regarding Presidential elections going back for some time now. Probably the first I vividly remember involved Republican challenger and Senator Barry Goldwater running against incumbent President Lyndon Johnson. I particularly remember the ad showing the potential destruction of an atomic bomb that was run by the Johnson campaign. It indicated that Senator Goldwater would be trigger-happy with the A-bomb if he won the White House. And so it has been regarding presidential elections since that time.

New NAIFA member, Alexander Flecker, CFP, CIMA, Head of Distribution at Measured Risk Portfolios, shares insights into his journey in the financial services industry and the firm's rapid growth since joining in mid-2023. During his tenure, Measured Risk Portfolios has seen a significant rise in assets under management, from $260 million to over $345 million, and has led a complete rebranding of the firm’s flagship SMA offering, now called SynthEquity™. This expansion has been fueled by increased visibility in the marketplace, which has led to new external partnerships and increased advisor allocations. However, when asked, Flecker humbly attributes the strategy’s exceptional performance to his ability to execute a successful business development effort.

Amanda Brewton is a seasoned Medicare expert with over 17 years in the industry. Opening her agency five years ago, she now oversees approximately 500 agents across 40 states and hosts two national conferences designed to empower and educate professionals in her field. Amanda is passionate about advocacy for seniors, ensuring they don't have to choose between essential needs due to Medicare complexities. Her innovative approach involves using themed training to enhance engagement and creating supportive communities for independent insurance agents.

As we conclude another impactful Life Insurance Awareness Month (LIAM), I want to take a moment to recognize the incredible efforts of our NAIFA members, corporate partners, and the broader financial services community. Together, we’ve made significant strides in educating and empowering individuals and families across the nation about the importance of life insurance and its critical role in securing financial futures.

Jake Kaufmann’s dedication to his clients, his passion for the financial services industry, and his leadership within NAIFA all highlight his commitment to helping others succeed. His journey serves as an inspiring example of what it means to thrive in the insurance profession while making a meaningful difference in the lives of clients and colleagues alike. Hailing from Billings, MT, Jake has been a loyal NAIFA member since 2017.

As we approach the sunset of key provisions in the Tax Cuts and Jobs Act (TCJA) set for 2025, taxpayers and businesses alike are bracing for significant changes. With the potential for major tax legislation on the horizon, now is the time to prepare.

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The National Association of Insurance and Financial Advisors (NAIFA) is proud to announce a new exclusive partnership with the Hoopis Performance Network (HPN) and LIMRA that will provide NAIFA members with access to the highly acclaimed Trustworthy Selling Program. Previously available only to enterprises, this partnership marks the first time the program, developed by LIMRA and HPN, will be accessible to individual NAIFA members.

Padric Scott is a former professional football player who transitioned into wealth management. With a background in science and plans to become a neurosurgeon, he channeled his discipline and strategic thinking into financial services instead. Six years into his new career, Padric has achieved impressive accolades, including MDRT's Top of the Table and earning a spot on Forbes' list of best-in-state financial security professionals. Passionate about giving back, he serves on various boards and is committed to enhancing financial literacy and community support. 

NAIFA members are invited to the Q4 State of NAIFA webinar at 12 pm Eastern, October 16, 2024. Hear updates on NAIFA's advocacy efforts, professional development programs and other membership activities designed to enhance your professional growth.

On September 5th, the city of Fargo was home to the second annual Building Business Together (BBT) conference hosted by E4 Insurance Services. The event brought together a dynamic mix of industry professionals, thought leaders, and esteemed guests. This year's BBT conference also marked the milestone celebration of their newly awarded title, Financial Security Champion of the Year, bestowed by NAIFA.

The NAIFA Chapter Excellence Award (CEA) was launched last year to recognize the success of those Chapters who have excelled in providing a quality member experience to their members, as determined by their Chapter Agreement Compliance, their Chapter Health Rating and membership growth. Congratulations to this year's Chapter Excellence Award winners! 

We look forward to seeing everyone who is attending the combined Apex and National Leadership Conference September 19-21 at the Arizona Biltmore. To see who has signed up, check the Who's Coming? page on the conference website. And if you're a last-minute planner, it's not too late to register and add your name to the list. The preferred rate for NAIFA's room block at the Biltmore has expired, but if you would like assistance locating accommodations in the vicinity of the Arizona Biltmore please contact NAIFA Member Services at 877-866-2432 or info@naifa.org.

As we enter September, we are excited to celebrate Life Insurance Awareness Month (LIAM), an important initiative led by Life Happens, NAIFA’s consumer division dedicated to financial literacy. This year's theme, "Life Insurance... for when life happens," underscores the critical role life insurance plays in securing the financial futures of our loved ones during life's unpredictable moments. Together, NAIFA and Life Happens are committed to bridging the knowledge gap around life insurance, ensuring individuals and families understand the security it provides.

The National Association of Insurance and Financial Advisors (NAIFA) is thrilled to announce that Kathleen Owings has been named the 2024 Young Advisor Team Leader of the Year. This award celebrates outstanding leadership, dedication, and impact within the financial advisory industry, recognizing individuals who exemplify the highest standards of excellence.

Kathleen Owings, a graduate of the United States Military Academy at West Point in 2000, began her career as an active-duty officer in the Army Corps of Engineers, earning the Bronze Star for meritorious service in a combat zone. She served at Fort Hood, Texas; Fort Carson, Colorado; and overseas on multiple tours of duty.

Kathleen began her career in the financial services industry in 2007 and is one of the owners of Westbilt Financial Group in Colorado Springs, Colorado. She truly believes that being a financial advisor is her calling, not just a job. Kathleen is also the author of Put Your Money to Work: A Woman's Guide to Financial Confidence, empowering women to take control of their financial futures.

NAIFA is pleased to announce the inaugural class of the NAIFA Hall of Fame to recognize and celebrate members whose extraordinary service and contributions represent the legacy of the most accomplished, impactful, and inspirational members of the NAIFA family. The NAIFA Board of Trustees authorized the creation of the Hall of Fame earlier this year.

“The inaugural members of NAIFA's Hall of Fame not only exemplified leadership within the financial services industry but also steadfast support for NAIFA's mission,” said NAIFA President Tom Cothron, LUTCF, FSCP. “Their unwavering dedication and commitment to NAIFA and the industry were instrumental in advancing policies and shaping the landscape of financial security in America. Their contributions have played significant roles ensuring that families across the nation can achieve their financial goals with confidence.”