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NAIFA Supports Life Insurance Awareness Month

2 min read

NAIFA Welcomes New Member Nathan G. James

By Ronan Friend on 9/26/22 10:00 AM

Nathan James always knew he wanted to make a career helping people, so when a friend introduced him to NAIFA-AK Past President Nathan McKay, he knew he had found the right place. Two years later, he is creating customized strategies to help individuals and families reach their retirement goals as a New York Life Insurance Co. agent. 

29 min read

Empowering Strategies for a Better Tomorrow with Kevin Mayeux

By Suzanne Carawan on 9/21/22 5:00 AM

Kevin Mayeux

Kevin Mayeux is the CEO of NAIFA (National Association of Insurance and Financial Advisors), the premier professional home for agents and advisors. With immense leadership experience in international and domestic organizations for over 20 years, Kevin has been a strong advocate for organizational efficacy that brings exceptional results. He focuses his efforts on helping leaders achieve strategic financial success by sharing his expert opinion and building meaningful relationships with organizations and communities.


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8 min read

Reverse Mortgage Loans: Imaginative Ways They Can Be Used in Retirement Planning

By Harlan Accola on 9/16/22 10:39 AM

Here are three ways people 62 and older (working in tandem with their advisors) can incorporate reverse mortgages into sound retirement plans to potentially improve retirement outcomes.

When it comes to making savings last over a lengthy retirement period, retirees have no shortage of obstacles to contend with: soaring inflation, longer life expectancy, volatile markets, exuberant long-term care costs — the list goes on and on.

Reverse mortgages can help solve many challenges in retirement. But too often the strategic use of home wealth, and consequently reverse mortgages, is something older-adult homeowners and their advisors fail to consider. Two big reasons why reverse mortgages are often omitted from the retirement-income planning conversation are outdated misconceptions and enduring perceptions about how reverse mortgages work and how they are best used. And that’s unfortunate because today’s reverse mortgages have some powerful features — along with recently enhanced consumer protections — that can make them a valuable and effective tool in retirement planning.

3 min read

NAIFA Works on Multiple Fronts to Serve the Hispanic Population

By NAIFA on 9/15/22 2:42 PM

NAIFA is proud to celebrate National Hispanic Heritage Month, September 15 - October 15. 

3 min read

NAIFA Announces 2023 National Leadership Nominees

By NAIFA on 9/15/22 11:00 AM

NAIFA’s Committee on Governance has nominated Douglas B. Massey, LUTCF, FSS, Owner of Doug Massey Financial Services in San Angelo, TX, to be the 2023 NAIFA Secretary. A current member of NAIFA’s Board of Trustees, Massey has been a loyal NAIFA member since 1987. As incoming Secretary, Massey will be in line to serve as President-Elect in 2024 and President in 2025.

1 min read

NAIFA Past President Dennis Merideth Has Passed Away

By NAIFA on 9/13/22 2:37 PM

NAIFA is sad to learn that association Past President Dennis R. Merideth, CLU, ChFC, of Tucson, AZ, passed away September 10. He was a loyal NAIFA member since 1971.

Topics: Leaders
3 min read

Meet Loyal NAIFA Member Julianne Hertel

By Ronan Friend on 9/12/22 10:00 AM

In 2007, Julianne Hertel, LACP, was looking for a new career. She talked with several professionals to explore her options but found the perfect fit with New York Life. Now, she helps protect Main Street Americans with comprehensive insurance and financial planning. 

1 min read

NAIFA-Los Angeles Recognized in LIAM Resolutions by Local and State Lawmakers

By NAIFA on 9/9/22 10:09 AM

NAIFA-Los Angeles members have worked with local and state elected representatives to get official recognition of September as Life Insurance Awareness Month (LIAM). The City of Los Angeles, County of Los Angeles, and California State Senate have all issued resolutions or certificates recognizing NAIFA and LIAM.

1 min read

NAIFA Leaders in the Field

By NAIFA on 9/7/22 4:25 PM

NAIFA President Lawrence Holzberg, LACP, LUTCF, and President-Elect Byron Holz, CLU, ChFC, LUTCF, CASL, LACP, are representing NAIFA's Office of the President in upcoming speaking engagements around the country. NAIFA thought leaders offer insights into the state of NAIFA, the financial services industry, and the community of agents and advisors.

Topics: Leaders
3 min read

A Question of Ethics: Moving Through the Third Quarter

By Frank C. Bearden, Ph.D., CLU, ChFC on 9/7/22 10:00 AM

NAIFA Members Recognized as Forbes Top Financial Security Professionals 2022

Once again Forbes and SHOOK Research have selected the industry’s premier financial security professionals, answering the question “Would we recommend these professionals to a family member or friend?” The answer this year has resulted in 27 NAIFA members who serve Main Street USA by actively promoting financial literacy in their clients’ best interests and following the NAIFA Code of Ethics. You can view the list of these professionals in Advisor Today. While these professionals clearly support each of the 9 obligations in the NAIFA Code, we can be sure they are reflections of obligations 2 and 5:

Topics: Leaders Ethics
3 min read

Meet Loyal NAIFA Member Angela White

By Ronan Friend on 9/6/22 10:00 AM

Angela White is committed to recruiting diverse talent into the insurance and financial services industry and making sure they have the resources they need to succeed.

Getting Started

After several years in sales, White took a job recruiting agents and fell in love with the industry. She’s motivated by a genuine drive to connect with people and have meaningful conversations. She seeks out underrepresented talent—women, people of color, LGBTQ+ individuals—and finds ways to set them up for success.

3 min read

NAIFA Is a Strong Supporter of Life Insurance Awareness Month

By NAIFA on 9/1/22 11:00 AM

Life insurance is a crucial part of any solid financial plan, but 41% of Americans say they don’t have sufficient life insurance coverage. That's why NAIFA partner Life Happens created Life Insurance Awareness Month (LIAM) and why NAIFA strongly supports efforts to promote the benefits of life insurance during September and all year long. For agents and advisors, LIAM is the perfect time to meet with your clients to make sure their life insurance coverage meets their needs. 

4 min read

Maximize Your Leads: Why Operating a Dynamic Ping Tree Is Essential for Underwriting More Insurance Policies

By Ken Leibow on 8/31/22 10:00 AM

In the past, I have written about lead generation solutions as well as tracking clients on customer relationship management tools (CRMs) and marketing programs, but there hasn’t been a focus on lead conversions. At an industry conference this year, I learned about Phonexa, the company working to bridge the gap to generate more sales from leads. It’s important that advisors, especially those who run agencies and invest heavily in lead generation through marketing, learn about maximizing those leads.  

36 min read

Growing and Establishing Your Brand at NAIFA With Suzanne Carawan

By Suzanne Carawan on 8/31/22 5:00 AM

Suzanne CarawanSuzanne Carawan is the Vice President of Marketing and Communications at The National Association of Insurance and Financial Advisors (NAIFA), the premier professional home for agents and advisors. She has more than a decade of experience working in fast-growth tech companies in social networking, events, CRM, and virtualization. She is passionate about establishing and growing technology companies globally and leverages her social and high-tech digital marketing background to provide insightful commentary to audiences worldwide. 

Suzanne holds an MBA in management of global information and high-tech marketing from the Kogod School of Business at American University and an MPH in international health economics and social marketing and research design from Tulane University. She also received her BA in philosophy with minors in biology and government and politics from the University of Maryland. 

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2 min read

NAIFA Welcomes New Member Matt Georgopulos

By Ronan Friend on 8/29/22 10:00 AM

Since he started his insurance and financial services career in 2006, Matt Georgopulos, LACP, has done it all—underwriting, futures trading, rock band management, and more.  Now, he specializes in helping families find the right home, auto, and life insurance. 

1 min read

NAIFA’s Holz and Kagawa Take Their Thought Leadership to a Global Stage

By NAIFA on 8/29/22 9:54 AM

NAIFA leaders Bryon Holz, ChFC, CLU, LACP, and Stephen Kagawa, FSS, LUTCF, LACP, are presenting at the 2022 MDRT Global Conference in Sydney, Australia. Sharing their industry knowledge and experience with a global audience, Holz is NAIFA’s 2022 President-Elect and Kagawa, NAIFA’s 2020 Diversity Champion, is a member of NAIFA’s Diversity, Equity, and Inclusion Council.

4 min read

NAIFA Members Recognized as Forbes Top Financial Security Professionals 2022

By NAIFA on 8/24/22 4:21 PM

Each year, Forbes and SHOOK Research select the industry's premier financial security professionals. The Forbes Top Financial Security Professionals list aims to answer the question: “Would we recommend these professionals to a family member or a friend?”

Rather than focusing on performance and profits, Forbes selects candidates based on quantitative factors (including production, assets under management (AUM), and client-related trends and data) and qualitative factors (including adherence to best practices, use of team and team dynamics, and level of community involvement).

This year's Top Financial Security Professionals list includes 27 NAIFA members:

34 min read

Grassroots & Relationships With NAIFA’s Andrew Holt

By Suzanne Carawan on 8/24/22 5:00 AM

Andrew Holt is the Government Relations and Grassroots Manager at the National Association of Insurance and Financial Advisors (NAIFA). NAIFA works on behalf of its members to promote a favorable regulative environment, provide professional education services, and ensure ethical professional conduct for insurance and financial advisors.

Andrew spent several years of his career in the political arena, getting his start as an intern for a senate race in South Carolina, where he found his passion for connecting voters with elected officials. This eventually led to his current position at NAIFA, where he influences public and elected officials on legislative priorities, engages volunteers in grassroots efforts, and leads grassroots lobbying efforts at the state level. 

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1 min read

E4 Presents a Special BREW Featuring NAIFA Past President Juli McNeely

By NAIFA on 8/23/22 10:00 AM

On August 31, join NAIFA-Past President Juli McNeely, LUTCF, CFP, CLU for “Risk Matters,” a Building Relationships Every Week (BREW) webinar from E4 Insurance 

In this session, McNeely will share insights on how to help your clients evaluate risk and the importance of consistently analyzing risk. A loyal NAIFA member since 1996, McNeely is Past President of NAIFA-WI, a graduate of NAIFA’s Leadership in Life Institute (LILI), and a Financial Security Advocate.

4 min read

NAIFA Welcomes New Member Scott Gulledge

By Ronan Friend on 8/22/22 10:00 AM

For HealthMarkets insurance agent Scott Gulledge, it’s all about problem-solving. He knows that health insurance is one of the biggest expenses for families and business owners and he works every day to find the best price for the coverage his clients need. 

1 min read

E4 Presents a Special BREW Featuring Jon Jacobs

By NAIFA on 8/19/22 10:00 AM

On August 24, join LIBRA Senior VP of Business Development Jon Jacobs for a 15-minute industry update.

Jacobs will discuss:

  • Major trends in insurance and financial services
  • The relationship between the insurance and wealth management industries
  • The potential impact of brokerage mergers and acquisitions
  • How private equity is affecting the industry 

Tune in on August 24 at 1 pm eastern for this webinar in the Building Relationships Every Week (BREW) series.

3 min read

NAIFA Announces New Employee and Executive Benefits Center to Aid Professionals Providing Business Resources

By NAIFA on 8/18/22 11:55 AM

NAIFA announces the launch of the Employee and Executive Benefits Center (EBC), the newest of NAIFA’s Centers for Excellence, at NAIFA’s Apex sales summit. The EBC is a community of agents, firms, carriers, and vendors that offers top-notch resources, innovative research, access to industry thought leaders, and opportunities for collaboration in the benefits space.

2 min read

NAIFA’s Leadership in Life Institute Receives ASAE Gold Power of Associations Award

By NAIFA on 8/17/22 2:00 PM

NAIFA’s Leadership in Life Institute (LILI) has received a 2022 Power of Associations Gold Award from ASAE, the Center for Association Leadership. The Power of Associations Awards honor “associations that go above and beyond their everyday mission to undertake initiatives that have far-reaching benefits important to their profession or industry.”

22 min read

Becoming a Successful Financial Advisor With Chris Gandy

By Suzanne Carawan on 8/17/22 5:00 AM

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.

Chris played professionally for the Chicago Bulls, the San Antonio Spurs, and in L'Hermaine, France, after playing for the Fighting Illini at the University of Illinois. After the NBA, Chris 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.

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5 min read

NAIFA Welcomes New Member Ryan Mulholland

By Ronan Friend on 8/15/22 10:00 AM

When Ryan Mulholland was young, his father told him that he should sell insurance. But it would take years of hard work—and no small amount of serendipity—for him to begin his career as an insurance agent. Now in his second year as a State Farm agent, he loves his work because he helps protect families every day. 

1 min read

NAIFA Members Earn the LACP Designation

By NAIFA on 8/11/22 1:00 PM

Congratulations to the NAIFA members who earned the Life and Annuity Certified Professional (LACP) certification during the July testing window.

1 min read

Upcoming Virtual Event: Helping Middle-Income Families Protect Their Financial Future

By NAIFA on 8/11/22 10:00 AM

On August 24, tune in for "Helping Middle-Income Families Protect Their Financial Future," a LinkedIn Live event presented by NAIFA partners LIMRA and the American Council of Life Insurers (ACLI).

Hear insights into Americans' perception of life insurance from a panel of industry experts: Susan Neely, President and CEO of ACLI; David Levenson, President and CEO of LIMRA and LOMA; and Alison Salka, Ph.D., Senior Vice President and head of LIMRA research.

22 min read

Building Legacies Through Financial Planning With Chris Gandy

By Suzanne Carawan on 8/10/22 5:00 AM

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 the areas of wealth accumulation, wealth preservation, retirement strategies, insurance, asset protection, and investments.

Chris played professionally for the Chicago Bulls, the San Antonio Spurs, and in L'Hermaine, France after playing for the Fighting Illini at the University of Illinois. After the NBA, Chris 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.

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2 min read

NAIFA Is a Proud Sponsor of TJ Johnson as Announced at The American College's 2022 CAAFP

By Suzanne Carawan on 8/9/22 6:28 PM

The National Association of Insurance and Financial Advisors (NAIFA) is proud to announce its participation in The American College of Financial Services' sixteenth annual Conference of African American Financial Professionals. The event is being held at the Omni Shoreham Hotel in Washington, D.C. this week and is attended by many NAIFA members and association partners.

NAIFA is a benefactor this year and provided a scholarship to Mitrick "TJ" Johnson, a rising senior at Alabama A&M University. The HBCU institution is a traditional 1890 land grant university established the same year as NAIFA and greatly expanded the efforts of its 1879 founder, Dr. William Hooper Councill, into creating a sustainable institution focused on teaching, research, and public service. 

4 min read

Meet Loyal NAIFA Member Christine Pikutis-Musuneggi

By Ronan Friend on 8/8/22 10:00 AM

As a college student, Christine Pikutis-Musuneggi, CPRC, CLTC, LACP, planned to study architecture. Her plans changed, however, when her family inherited a third-generation business and needed a financial planner to work with insurance agents, attorneys, accountants, and the other professionals required to run a business. So, Pikutis-Musuneggi changed her major to business management and became a financial planner. 

1 min read

Apex Learning Lab to Delve into Nonqualified Benefits

By NAIFA on 8/5/22 4:04 PM

In a competitive job market, businesses are looking to financial professionals for benefits to help them attract and keep talent. Nonqualified benefits, like deferred compensation plans, may be a good solution to appeal to executives looking for pre-tax opportunities beyond IRAs and 401(k) plans to accumulate greater wealth for retirement. Knowing the ins and outs of these products may help you practice stand out and appeal to a larger pool of business clients.

3 min read

New Podcast Series Expands NAIFA’s Advisor Today Brand to Bring More High-Quality Content to Agents and Advisors

By NAIFA on 8/5/22 9:22 AM

NAIFA’s Advisor Today magazine has launched a new Podcast series featuring outstanding NAIFA members and partners sharing their stories and answering questions about their own professional success. Their insights will offer practical ideas and inspire agents and advisors to reach their own levels of peak performance. Industry thought leaders featured on Advisor Today podcasts have a deep understanding of the insurance and financial services industry and what it takes to thrive in the profession.

1 min read

Upcoming DEI Webinar Features NAIFA Members Toni Gonzales and Kristen Hall Eskew

By NAIFA on 8/4/22 2:47 PM

On August 10, 2022, tune in for "DEI Success: From Making a Great Hire to Serving a Wider Audience."

Presented by InsuranceNewsNet, this special webinar will feature two NAIFA members: Kristen Hall Eskew, Vice President of Diversity, Equity, Inclusion, and Belonging at OneDigital, and Toni L. Gonzales, MBA, LACP, Vice President of Sales at Ohio National Financial Services and Vice President of Women in Insurance and Financial Services (WIFS).

2 min read

NAIFA Family Response Fund to Assist Members Impacted by Kentucky Floods

By NAIFA on 8/1/22 4:24 PM

NAIFA has opened access to the NAIFA Family Response Fund to assist members of the association impacted by devastating flooding in Kentucky that resulted in a federal disaster declaration covering many of the state’s counties. In addition to widespread flooding, severe storms, mudslides, and wind and tornado damage have resulted in significant property losses and fatalities.

35 min read

How Did Caleb Guilliams Become the Youngest Person to Run a Life Insurance Unit in History at a Bank?

By Suzanne Carawan on 8/1/22 5:00 AM

Caleb Guilliams is the Founder and CEO of BetterWealth, a company that helps people gain control over their money today while maximizing their future wealth potential. At an early age, Caleb read every financial book he could get his hands on. Now, he’s one of the youngest leaders in the industry and is quickly becoming “the new face of finance.” Caleb is the Author of The AND Asset, hosts the BetterWealth podcast, and is on a mission to impact as many lives as possible.

 
 
2 min read

Legendary NAIFA Leader Peter Browne Has Passed Away

By NAIFA on 7/29/22 12:14 PM

NAIFA is sad to announce that Peter C. Browne, former NAIFA National Treasurer and Past President of NAIFA-NY, has passed away. Peter was a loyal NAIFA member since 1965. During his career spanning nearly six decades, he achieved phenomenal success as an advisor and agency manager, much of it with Price, Raffel & Browne, a firm he co-founded.

Topics: NAIFA Leaders
1 min read

NAIFA's Mayeux Offers His Expertise on 'The Financially Astute Association'

By NAIFA on 7/28/22 5:39 PM

NAIFA CEO Kevin Mayeux, CAE, who has overseen the rebirth and transformation of NAIFA under the NAIFA 20/20 and now the NAIFA 2025 Strategic Plans knows his stuff when it comes to association management.

Topics: NAIFA Leaders
1 min read

Stay on Top of Current Legislation with NAIFA's Get Out the Vote

By NAIFA on 7/28/22 10:00 AM

Do you know what laws have passed in your state legislature this year? As a financial services professional, knowing current and pending laws and regulations is essential.

4 min read

#GettingMillennialsInsured with LIMRA and ACLI

By Ronan Friend on 7/26/22 1:14 PM

On July 20, NAIFA participated in the #GettingMillennialsInsured Twitter chat hosted by LIMRA and the American Council of Life Insurers (ACLI). The chat was an informative and insightful discussion with LIMRA, ACLI, NAIFA partner Life Happens, and Life Happens President & CEO Faisa Stafford.

Participants discussed: 

  • The impact of the COVID-19 pandemic on consumer attitudes toward life insurance 
  • How to increase awareness of the need for life insurance 
  • How to dispel misconceptions about life insurance 
  • How to increase access to life insurance 
1 min read

The Coalition for Equity in Wholesaling Promotes Diversity in Insurance & Financial Services

By NAIFA on 7/26/22 10:00 AM

NAIFA is a proud member of the Coalition for Equity in Wholesaling (CEW), a group founded by Equitable to increase the number of diverse professionals in the role of insurance wholesaler. Wholesalers play an important role by building relationships with insurance and financial advisors and providing them with insurance and investment products that meet the specific needs of consumers. These partnerships are key to ensuring that all Americans have access to insurance and financial products, services, and advice. 

5 min read

How to Thrive During a Recession

By Simon Reilly on 7/21/22 10:00 AM

Humanity can survive anything. We’ve seen our economy sink and soar, our communities fight against disease, and despite the circumstances, find hope to carry on—not only carry on but thrive enough to build the world as we experience it today. Our families experienced The Great Depression, and you may have witnessed firsthand the impact of the 2008 financial crisis. While you may be experiencing the full effect of the fear-based language around an unavoidable recession from the news or family and friends, you know you’ll make it through.

2 min read

Lifetime Financial Group Is a NAIFA 100% Agency

By Ronan Friend on 7/20/22 10:00 AM

Lifetime Financial Group Owner Jay Meneely has been a loyal NAIFA member since 1983. Now, his whole team benefits from NAIFA membership. 

Education First

Lifetime was founded on giving financial education workshops. As Meneely says, “We're an educational firm that specializes in the delivery of financial products.” Meneely and his team work with employers to educate employees about their group benefits.

2 min read

Meet Loyal NAIFA Member Nicholas Limongelli

By Ronan Friend on 7/18/22 10:00 AM

In 2012, Nicholas Limongelli went into the family business and joined Northeast Financial Network. Now the Director of Insurance Brokerage, Limongelli helps his clients find the right disability insurance coverage and serves as a resource for other financial advisors who sell disability insurance. 

2 min read

NAIFA's Top Leaders, Renowned Keynotes, and an Olympic Gold Medalist Highlight NAIFA-FL Event

By NAIFA on 7/18/22 9:52 AM

The NAIFA-FL Financial Advisors Sales Symposium featured nationally known keynote speakers, insightful educational breakout sessions, and a high-powered panel discussion by members of NAIFA’s top national leadership, including President Lawrence Holzberg, LUTCF, LACP, President-Elect Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP, Secretary Tom Cothron, LUTCF, FSCP, and CEO Kevin Mayeux, CAE.

3 min read

NAIFA Expands its Diversity, Equity, and Inclusion Efforts through New Outreach to Financial Services Professionals and Prospective Professionals

By NAIFA on 7/15/22 9:01 AM

NAIFA Invites Women and Hispanic Agents and Advisors to Two New Programs in August

The National Association of Insurance and Financial Advisors (NAIFA) has announced the addition of two programs that will run on Tuesday, August 16th pre-conference to its upcoming Apex event being held in Phoenix, Arizona. The sessions focus on raising awareness for state, interstate, and federal advocacy and stress the importance of financial advisors to get involved, starting with voting, in the political process.

The first session focuses on women working in the financial services industry and emphasizes why now, more than ever, it is critical for women advisors to be the voice of the clients in their care. The session will be co-led by NAIFA and the Women in Insurance and Financial Services (WIFS) and features Diane Boyle, Senior Vice President, NAIFA Government Relations, and Toni Gonzales, MBA, LACP, Vice President, Ohio National Financial Services, both of whom are members of both NAIFA and WIFS.

The second session focuses on issues critical to Hispanic advisors and agents. Focusing on the need to get involved in grassroots efforts and build long-term relationships with legislators and regulators, the session will feature Aprilyn Chavez Geissler, NAIFA Trustee and First EVP, Gateway Financial Advisors, and Jose Rodriguez, Jr., Optimized Financial and Insurance Services, as well as Diane Boyle.

Get Out the Vote Resources Now Available

By NAIFA on 7/14/22 10:00 AM

Whether you're new to political advocacy or a grassroots leader, NAIFA's Get Out the Vote is a great resource for everything you need to know about NAIFA's political advocacy. Find information on polling dates and locations, ballot measures, and your elected officials. Brush up on Government 101 or find the text of individual bills—this site has useful information for everyone.

Topics: Advocacy
1 min read

LIMRA Finds Employers Look to Modify Employee Benefits Offerings

By NAIFA on 7/14/22 8:54 AM

A new survey by NAIFA’s industry partner LIMRA and EY found that about 75% of employers believe they will need to modify their employee benefits packages within the next five years to attract and retain top talent. Among the top benefits employers believe workers will be most interested in are: life insurance, paid family and medical leave, short-term disability, long-term disability, and physical wellness programs. The survey also found that a significant portion of workers place a greater value on workplace insurance benefits – particularly health insurance, life insurance, and disability insurance – than they did prior to the COVID-19 pandemic.

1 min read

Being a Great Advisor: Help Your Clients Stay Healthy

By Dan Mangus, Vice President of Sales, Senior Marketing Specialists on 7/13/22 10:00 AM

As an insurance advisor for individuals on Medicare, it is critical that you do everything in your power to give your clients access to care through a well-thought-out and comprehensive insurance package. You can help them stay healthy by utilizing Medicare’s preventive health benefits. It can be challenging for your clients to keep up with the preventive services they have received and when they are eligible for another service.

4 min read

How to Use Trusted Contacts to Gain New Clients

By Cameron Huddleston on 7/12/22 10:00 AM

Do you ask your clients for trusted contacts?

Since 2018, brokerage firms have been required by FINRA Rule 4512 to ask their retail customers to provide the name and contact information of a trusted contact person. Although the rule applies only to broker-dealers, it’s still a best practice for all wealth management and financial advisory firms to gather this information from clients. 

Unfortunately, time-strapped advisors too often treat getting trusted contacts as an administrative task versus an opportunity to grow their practice. Trusted contact record-keeping should be thought of as a critical practice infrastructure, contributing far more than a list of emergency numbers. If you’re not already asking clients for trusted contacts, here are two key reasons why you should.

Reason 1: Protect aging clients from fraud and exploitation

As an advisor, you help clients build sound financial plans. However, all of that planning can be for nothing if your clients lose their money to elder financial exploitation. Millions of older Americans become victims of scams or financial abuse each year and lose more than $3 billion annually to these crimes, according to the FBI.

The aim of FINRA Rule 4512 is to protect investors—particularly seniors—from fraud and exploitation. Firms can reach out to their customers’ trusted contacts if they are concerned about activity in customers’ accounts. 

Advisors are the first line of defense for older adult clients. By creating your own trusted contacts policy, you can get authorization from clients to reach out to someone they trust if you suspect your clients’ assets are at risk of exploitation. A trusted contact can help you confirm suspicions that a client’s financial decision-making ability has been impacted by cognitive decline issues or that a client is being taken advantage of by scammers or even family members. In short, it’s the right thing to do to provide your clients with the protection they deserve. 

3 min read

Meet Loyal NAIFA Member Brian Falconer

By Ronan Friend on 7/11/22 10:00 AM

Brian Falconer, LUTCF, is a Managing Partner at Securian Advisors of New England with a heart for serving Main Street USA and mentoring the next generation of financial professionals.

Getting Started

Brian Falconer says that when he was growing up in Portsmouth, NH, financial literacy was non-existent in his family. His grandparents were immigrants from Ireland, Scotland, and Italy, and none of them graduated from high school. When he attended Fordham University, he became the first in his family to attend college. He had always been good at math but found that majoring in accounting wasn’t for him. When he took courses and finance and economics, however, he found his passion and graduated with a major in finance and a minor in economics.

1 min read

Cheryl Canzanella Receives Double Recognition for Her Membership Recruiting Efforts

By NAIFA on 7/8/22 4:46 PM

We’re proud to recognize NAIFA member Cheryl Canzanella, CLU, ChSNC, LUTCF, winner of two NAIFA 2022 Q2 awards. Canzanella won the Grand Prize in NAIFA’s Q2 Referral Contest, recruiting 17 new members. She was also honored as NAIFA’s Q2 Membership Hardhat Winner, given to a member who “lays it on the line” for NAIFA membership. 

1 min read

NAIFA-IN Past President George Beutter Has Passed Away

By NAIFA on 7/7/22 4:29 PM

NAIFA is sad to learn that NAIFA-Indiana Past President George "Andy" Beutter, LUTCF, FSS, LACP, passed away on July 2 in South Bend, IN. Well-loved by his community, Beutter’s passion was protecting families. He treated his clients like family and was known for his kindness, optimism, and passion for life. 

Beutter became a loyal member of NAIFA (then the National Association of Life Underwriters) in 1990. He served in many roles with NAIFA-IN, including as President from 2011-2012, Trustee, Treasurer, and member of the Government Relations Board and Committee and the State Executive Committee.

Topics: Leaders
2 min read

Meet Loyal NAIFA Member Michael Case

By Ronan Friend on 7/6/22 10:00 AM

In 2012, Michael Case was working in sales and looking for a new career. In the process of administering his father’s estate, he was working with several financial service professionals and found their work intriguing. After a few conversations with the managing director at Northwestern Mutual, he decided to join Northwestern Mutual as a financial advisor.

2 min read

Fifth Consecutive Quarter of Double-Digit Growth for U.S. Life Insurance Premium

By LIMRA on 6/30/22 10:00 AM

Total U.S. life insurance new annualized premium increased 17% in the first quarter of 2022, representing the fifth consecutive quarter of double-digit premium growth, according to LIMRA’s First Quarter 2022 U.S. Retail Life Insurance Sales Survey.

“Nearly half of life insurers reported premium gains in the first quarter but the majority of the growth came from the top 10 carriers. Nine of the top 10 reported double-digit growth. Combined, their sales increased 32% from last year,” said John Carroll, senior vice president, head of insurance and annuities, LIMRA and LOMA. “While the overall number of policies sold was lower than the record sales set in first quarter 2021, policy sales matched pre-pandemic levels.”

2 min read

NAIFA Welcomes New Member Nicholas Lamanna

By Ronan Friend on 6/29/22 10:00 AM

For Nicholas Lamanna, serving his hardworking clients is a passion both inside and outside of the office.

Getting Started

When Nicholas Lamanna graduated from Old Dominion University, he moved just outside of Manhattan to become a standup comic. He was waiting tables during the day and performing at night but knew he needed to make more money. He didn’t know the first thing about finance, but a hiring manager at a Midtown investment bank decided to take a chance on him. After a year as a stockbroker, Lamanna decided to pursue a master’s degree in finance and started his career at Northwestern Mutual not long after.

4 min read

Meet Loyal NAIFA Member Heather Lindsley

By Ronan Friend on 6/27/22 10:00 AM

A financial advisor with Guided Path Financial Services and Retirement Planning, Heather Lindsley, LUTCF, RICP, LACP1, serves her community in Green Bay, WI, by building meaningful connections.

What It’s All About

Lindsley came to insurance and financial services at the suggestion of a friend, but she didn’t take the leap right away. She had young children at the time, but once they were old enough for school, she decided to give it a try. 

1 min read

NAIFA Welcomes New Member Joshua Ruble

By Ronan Friend on 6/24/22 10:00 AM

When Joshua Ruble graduated from college, he didn’t plan on a career in insurance. However, when a friend suggested a Risk Management Advisor role in Dallas, he quickly took the opportunity and relocated from Oregon.

3 min read

A Question of Ethics: Moving Through the Second Quarter

By Frank C. Bearden, Ph.D., CLU, ChFC on 6/23/22 10:00 AM

Examples of Following the Code

NAIFA Foundation for Financial Security

The first example of ethical behavior comes from a decision by NAIFA to form the NAIFA Foundation for Financial Security, which is intended to grow the number of ethical financial services professionals to better serve American households and small businesses.

The Foundation is intended to increase the number of practicing advisors and will advance financial literacy and promote financial security among all Americans, with an emphasis on traditionally underserved and underrepresented populations. To this end, NAIFA returned for NAIFA's 7th Annual Diversity Symposium on May 23, 2022. 

5 min read

Meet Loyal NAIFA Member Ryan Ballesteros

By Ronan Friend on 6/22/22 10:00 AM

When Ryan Ballesteros1 was studying Forensic Psychology at Walden University, he didn’t imagine a career helping protect families as a life insurance agent, much less becoming a Partner at New York Life. However, when his son’s mother was pregnant with their first child, Ballesteros saw the power of life insurance. His son’s grandfather passed away, leaving a death benefit to take care of his wife and six children. Ballesteros was able to pay off debt, start a savings account for his son and purchase life insurance for himself.

Around the same time, Ballesteros reached the top of his career path. He considered his New York Life agent and wondered, “What would it be like if I was walking in their shoes?” That’s when he decided to become a financial professional with New York Life, to make a real difference in the lives of families like his own.

1 min read

Fairway Presents Webinar on Retirement Risks in a Post-COVID World

By NAIFA on 6/17/22 11:05 AM

Join us on July 8, 2022, at 11 am eastern for the webinar "Retirement Risks in a Post-COVID World."

Financial services speaker and bestselling author Joseph Jordan will identify the challenges facing the insurance and financial services industry after the COVID-19 pandemic ends and address the six retirement risks consumers should consider:

  • Longevity – Risk of Outliving Assets
  • Market and Interest Rate Risk
  • Withdrawal Rate Risk
  • Sequence of Return Risk
  • Purchasing Power/Inflation Risk
  • Health Risks
5 min read

How To Prepare and Cope With Conversations About a Recession

By Simon Reilly on 6/16/22 10:00 AM

There may be whispers in your office or tension after your last client call because everyone is wondering the same thingwill this be as bad as the last one? 

3 min read

Educators Insurance Resource Services, Inc., in St. Paul, MN Is a NAIFA 100% Agency

By Ronan Friend on 6/15/22 10:00 AM

In 1978, Gary Havir, LUTCF, was ready for a career change when a client suggested he work in the insurance and financial services industry. At first, he wasn’t interested. However, after a few conversations, he decided to give it a shot. He interviewed with nine insurance companies, but chose Horace Mann because of his passion for serving teachers, educators, and school employees. 

2 min read

NAIFA Welcomes New Member Jamie Matson

By Ronan Friend on 6/13/22 10:00 AM

Jamie Matson serves her clients at The Haney Company with a personal connection. 

Making a Difference

When Matson started her career in human resources, she soon found a passion for employee benefits. Through her work, she became acquainted with several colleagues in the insurance industry. So, when she decided it was time for a change, she took a role as an account executive at a benefits brokerage firm. 

3 min read

LACP Is One More Way to Differentiate

By John Boyle on 6/10/22 10:45 AM

The purpose of NAIFA is to advocate for, educate, and differentiate its members in the industry. NAIFA Arizona member Thomas Shultz understands the need for an advisor to differentiate themselves in the marketplace. From the way he prospects for clients, the name he has given his practice, and the credentials he has pursued, Shultz takes every opportunity to stand out in the industry.

Shultz has set up his firm as Medicare specialists who help clients with Medicare supplement plans, a prescription drug plan, or a Medicare Advantage plan and then, as appropriate, transition them to a broader financial planning client. All his clients come through Medicare marketing. He says his experience shows, “If you do a good job servicing that book of business, you’re able to get to a lot of assets.”

9 min read

How Homebuyers 62+ Could Double Their Home Buying Power — Despite Rising Interest Rates

By Fairway Independent Mortgage Corp. on 6/10/22 10:00 AM

Few things in life will affect the post-employment life of your older-adult clients as much as their home and their cash flow. This article from Fairway Independent Mortgage Corporation is intended for an audience of financial professionals who are committed to improving the quality of life of older-adult Americans. 

2 min read

NAIFA’s Mayeux Touts Financial Security and Lifetime Income for National Annuity Awareness Month

By NAIFA on 6/8/22 10:58 AM

NAIFA is a proud member of the Coalition for Annuity Awareness, and CEO Kevin Mayeux, CAE, has joined fellow association CEOs to celebrate and promote June as National Annuity Awareness Month. He contributed statements on NAIFA’s behalf to a video presentation and a press release put together by the coalition.

2 min read

NAIFA Welcomes New Member Cliff Kwartner

By Ronan Friend on 6/8/22 10:00 AM

When Cliff Kwartner was studying business administration in college, he didn’t know what he wanted to do. When he graduated, he narrowed his job offers down to two positions: mortgage broker or insurance agent. He decided to go into insurance because he saw it as a career rather than just a job. It was 2008—he made the right choice. 

Making a Difference

Kwartner loved his career from the start—he loved talking to new people and helping them plan for the life they wanted. One of the benefits of being an insurance agent is building relationships with others in the industry, says Kwartner. “Your reputation is your biggest asset. If you do good business and you do things the right way, that will go a long way.”

4 min read

Meet Loyal NAIFA Member Vincent Dallo

By NAIFA on 6/7/22 5:02 PM

Vinny Dallo, ChFC, CLU, CLTC, LUTCF, serves as President-Elect for NAIFA- New York and has been a loyal NAIFA member since 2005. He practices with Kappan Financial, LLC, in Fairport, NY, where he specializes in personal financial planning.

Vinny’s introduction to the financial services industry is rather unique. He was initially brought on to the MetLife team as a call center manager. He excelled in the position after creating a subscription service that called MetLife advisors’ current clients to strengthen their existing relationships. For a minimal price, advisors both new and established, could sign up for these “warm appointments” that ultimately lead to stronger advisor-client relationships and increased production. Vinny’s initial job as a call center manager enabled him to see the ins-and-outs of a career as a financial advisor with MetLife before pursuing it himself.

Later, the top recruiter in his office questioned why he wasn’t pursuing a career as an advisor, as it was the “perfect fit for him.” That prompted Vinny to pursue a long-term professional goal to have a “helpful impact on other people.”  He soon found his new path gave him a strong sense of fulfillment. He  even enjoyed reading through the dense, sometimes overly complicated, financial portfolios of his clients that they felt to be daunting.

3 min read

Grow Your Client Base with Targeted Seminars

By Wallace Stone, President of Medsupp National and CEO of the Medicare Education Network on 6/7/22 10:00 AM

As an insurance agent, getting in front of people to deliver your message can be one of your most challenging tasks. For agents looking to attract new clients in today’s market, expertise is everything. Seminars establish your expertise and can put you in front of a large group of people in a single setting. This type of marketing is one of the most cost-effective and time-saving ways to grow your business.

When giving a seminar, you need to study the material you plan on delivering, and having a short PowerPoint presentation is a great visual tool for you to convey the information. If someone is not confident in your expertise, they are simply not going to do business with you. This does not mean you need to know every answer, nor will you. It is ok to say, “I’m not sure. I will find that answer for you.” If you provide accurate, helpful information and appear confident, people are far more likely to trust you and more likely to do business with you.

3 min read

Meet Loyal NAIFA Member Randy Ball

By Ronan Friend on 6/6/22 10:00 AM

At 39 years old, Randall Ball, CLU, was looking for a career change and found it at Northwestern Mutual. Ball’s friend James R. Goodrich, CLU, ChFC, loyal NAIFA member since 1971, recruited him to the industry and NAIFA and Ball never looked back. 

The Keys to Success

For Ball, there are three qualities every agent and advisor should have—they should have a sense of intellectual curiosity, be a good listener, and be able to put the information they glean into a solid plan. “If you’re the only one doing the talking, it’s a bad meeting,” he says.

2 min read

Loyal NAIFA Member Gilbert Mares Wins the Will G. Farrell Public Service Award

By NAIFA on 6/3/22 10:39 AM

Congratulations to loyal NAIFA member Gilbert Mares, MPA, LUTCF, 2022 winner of the prestigious Will G. Farrell Public Service Award!

2 min read

Meet Loyal NAIFA Member Steve Berg

By Ronan Friend on 6/3/22 10:00 AM

For Steve Berg, AAI, CIC, LIC, helping people always comes first—no matter what. He and his team follow one principle: “Help the people and the numbers will take care of themselves."

When Berg started his independent agency, Berg Insurance Services, it was a homecoming of sorts. After spending three years as an insurance agent, he experimented with other careers, but he always knew he’d end up in financial services. When he reached a fork in the road of his career, he knew it was the right time to come back.

1 min read

OneAmerica Partners with The American College to Promote Financial Literacy

By NAIFA on 6/2/22 11:26 AM

NAIFA partner OneAmerica has partnered with The American College of Financial Services to offer the free financial and personal wellness course "Know Yourself, Grow Your Wealth."

2 min read

NAIFA Welcomes New Member Erik Mickalson

By Ronan Friend on 6/1/22 10:00 AM

After several years in restaurant management, Erik Mickalson decided it was time for a change. He applied for a job at American Family Insurance, where his aunt and uncle were long-time agents. He got the job, but not because of nepotism—the recruiter who hired him didn’t find out about his family ties until months later.

After 16 years with American Family, Mickalson says the best thing about his job is being able to help people and protect families every day. He’s a multiline agent, but his bread and butter are life, home, auto, and commercial property insurance. While he works with a diverse array of clients, many of his clients are families like his own with middle-grade children. He jokes that his children’s soccer games are a great way to find prospects.

3 min read

Obstacles Can Become Opportunities and a New LACP Certification

By Mark Briscoe on 5/31/22 12:36 PM

Obstacles can open a whole new world of opportunities for growth and success. Han Suk Kim, a New York Life financial professional and agent, took every obstacle thrown his way with grace and resiliency, cultivating a successful career and giving back to the community in Fort Lee, NJ. 

Han Suk Kim, CLTC, LACP, Chairman’s Council 2021; The Chairman’s Council is an annual New York Life recognition program based on agent production from July 1-June 30. Kim has achieved membership with The Million Dollar Round Table (MDRT) since his first year with New York Life and has been a NAIFA member since 2008. The Million Dollar Round Table, The Premier Association of Financial Professionals, is recognized globally as the standard of excellence for life insurance sales performance in the insurance and financial services industry. Kim is an established agent and financial professional who has been with New York Life for over 16 years in Fort Lee, NJ, with an impressive record of accomplishments. 

4 min read

Financial Considerations When Choosing Individual Health Insurance: Under 65

By Elie Harriett on 5/31/22 10:00 AM

One of the best parts of being a health insurance broker that works with financial advisors is I get referred to clients who care about making sure they are financially prepared for as many contingent emergencies as they can. In addition to that, I hear from the financial advisors who made the referral. After a medical issue befalls the client I get a thank you for making sure that medical emergency did not strike down years of careful preparation, potentially putting a sound financial plan at risk.

2 min read

Disability Insurance Helps Safeguard Retirement Savings, Research Shows

By NAIFA on 5/27/22 2:00 PM

New research from LIMRA and Life Happens, almost a quarter of Americans say they would dip into their retirement savings if they experienced a disability. But between tax penalties and loss of the opportunity for compounding interest, an early withdrawal can do more harm than good.

4 min read

NAIFA Is Proud to Support Disability Insurance Awareness Month

By Ronan Friend on 5/26/22 3:53 PM

NAIFA is pleased to join our members and industry partners, including Life Happens, to commemorate May as Disability Insurance Awareness Month (DIAM). Disability insurance is an essential part of a solid financial plan and DIAM is a great opportunity to start educating your clients and prospects about the importance of disability insurance coverage. 

1 min read

Loyal NAIFA Member Cheryl Canzanella Joins Fairway Independent Mortgage

By NAIFA on 5/26/22 10:36 AM

We're pleased to congratulate loyal NAIFA member Cheryl Canzanella, CLU, ChSNC, LUTCF, on her new position with NAIFA partner Fairway Independent Mortgage. Cheryl will take over the role of HECM Business Development Manager - Retirement Solutions.

Since joining NAIFA in 2010, Cheryl has been active in the NAIFA community. She is a Past President of NAIFA-Northeast Florida and has served in leadership positions at the local, state, and national levels. She is also a recipient of NAIFA-FL's President’s award. In 2019, she was recognized as NAIFA’s Young Advisor Team Leader of the Year. Cheryl is also a Founding Past President of Women in Insurance & Financial Services (WIFS) Northeast Florida.

3 min read

Making Sense of Medicare: Part A

By John Norce on 5/26/22 10:00 AM

On June 30, 1965, President Johnson signed H.R. 6675, which led to the creation of Medicare and Medicaid. Under this bill, Medicare Parts A and B were created and today these benefits are commonly referred to as “Original Medicare”.

To understand Medicare, it’s important to start with Original Medicare, because Parts A and B are often considered its building blocks. Having a solid understanding of the costs and benefits of Original Medicare is important since almost everyone is required to enroll in Parts A and B when seeking post-retirement health benefits. For example, to enroll in additional benefits such as a Medicare Supplement or Medicare Advantage plan, enrollment in Original Medicare is a must. Additionally, many employer-retiree plans, Tricare, and other corporate-sponsored retiree programs require enrollment into Original Medicare as part of your post-retirement health benefits.

2 min read

Meet Loyal NAIFA Member Larry Witzel

By Ronan Friend on 5/25/22 10:00 AM

Larry Witzel, CFP, CLU, has been interested in financial services since his early teens when his father introduced him to a financial advisor. In 1990, he entered the industry when he was 25 years old and later founded Strategic Financial Solutions.

3 min read

NAIFA Launches a Foundation to Encourage and Support the Next Generation of Financial Professionals

By NAIFA on 5/23/22 9:30 AM

The NAIFA Foundation for Financial Security, created by the National Association of Insurance and Financial Advisors (NAIFA), aims to grow the number of ethical financial services professionals to better serve American households and small businesses. By increasing the pool of practicing advisors, the Foundation will advance financial literacy and promote financial security among all Americans with an emphasis on traditionally underserved and underrepresented populations.

1 min read

NAIFA Hosts 7th Annual Diversity Symposium

By NAIFA on 5/23/22 9:00 AM

The National Association of Insurance and Financial Advisors (NAIFA) is pleased to return in-person for our NAIFA’s 7th Annual Diversity Symposium on May 23, 2022, in Washington, D.C. Presented by NAIFA’s Talent Development Center, NAIFA’s 7th Annual Diversity Symposium will focus on the importance of promoting diversity, equity, and inclusion (DEI) within the insurance and financial services industry to provide opportunities for financial security to all Americans.

2 min read

NAIFA Welcomes New Member Tori Chaulk

By Ronan Friend on 5/18/22 10:00 AM

For Tori Chaulk, insurance runs in the family—it just skipped a few generations. Her great-grandmother was an insurance agent with Farm Bureau, and she was fascinated by it when she was growing up. So, when she graduated from the University of Tennessee, she decided to give it a try. 

Being an insurance agent turned out to be a perfect fit for Chaulk. She loves meeting new people every day and helping them find the right solutions for their unique situations. At Trey Bowen Legacy Insurance and Globe Life, she helps her clients with life insurance and property and casualty insurance. She’s especially passionate about life insurance, even though it can be a hard topic to talk about with clients. “[Life insurance] is the guaranteed insurance that you're going to use,” she says. “So, I’d rather help somebody plan for their family after they're not here rather than it be too late.”

7 min read

Marketing to Create Relationships with HNW Clients’ Adult Children

By Simon Reilly on 5/16/22 1:00 PM

The essence of this blog is a result of me interviewing NAIFA chapter presidents and program chairs coast to coast and asking the following questions:

3 min read

Meet Loyal NAIFA Member David Kikoen

By Ronan Friend on 5/16/22 10:00 AM

In 2007, David Kikoen, LUTCF, CLTC, RICP, was a senior account executive in the subprime mortgage business. When the Great Recession hit, he decided to transition into insurance and financial services. He admits he didn’t know much about financial planning when he started, but he learned quickly and soon thrived in his new role. Now, Kikoen is a licensed insurance agent and financial services professional with over 13 years of experience at New York Life.

4 min read

Who's Going to NAIFA's 2022 Congressional Conference?

By Ronan Friend on 5/13/22 11:19 AM

NAIFA's Annual Congressional Conference bolsters NAIFA’s prestige among lawmakers and industry partners and enhances our standing as the leading voice for insurance and financial professionals. Watch for these loyal NAIFA members at this year's Congressional Conference on May 23-24 in Washington, D.C.! 

3 min read

Meet Loyal NAIFA Member Jay Meneely

By Ronan Friend on 5/13/22 10:00 AM

Lifetime Financial Group Owner Jay Meneely, LUTCF, has been a loyal NAIFA member since 1983 when the organization was still the National Association of Life Underwriters (NALU). Throughout the years, he’s seen the impact of his work and advocating for Main Street USA.

Like many, Meneely joined the insurance industry almost by accident. He was working in retail management and ran into his insurance agent at the gym. Meneely’s agent recruited him into the business and, 42 years later, Meneely has no intention of stopping any time soon.

2 min read

Meet Loyal NAIFA Member Kameron Caldwell

By Ronan Friend on 5/11/22 10:00 AM

Kameron Caldwell, President and CEO of Caldwell Wealth Management, is dedicated to protecting families and advocating for Main Street USA.

Getting Started

When a friend first approached Caldwell to become a life insurance agent, he wasn’t interested. He thought it would be too hard, but his friend encouraged him, saying, “You’ve got the gift of gab; you’re good at sales. Why not give it a try?” Caldwell agreed to enroll in an apprentice course and take the exam to become an insurance broker. He failed the exam on his first try, but that only fueled his determination. He kept studying and, the next time he took the test, he passed.

1 min read

NAIFA Members Featured at SHIFT X Advisor Sales Summit

By NAIFA on 5/10/22 3:46 PM

NAIFA members were featured speakers at last week's SHIFT X Advisor Sales Summit. The summit's inaugural event was a huge success, with these NAIFA members and thought leaders contributing to the star-power of the event:

Topics: #NAIFAProud
2 min read

NAIFA-WI 2022 Sales Congress Was a Resounding Success

By NAIFA on 5/10/22 2:38 PM

NAIFA National President Lawrence Holzberg, LUTCF, LACP stopped into NAIFA-WI to attend their 2022 Sales Congress: May the Fourth Be With You.

Holzberg's remarks at the event reviewed the State of NAIFA and challenged insurance and financial professionals to be the best they can be as producers and as advocates for their businesses, association, and Main Street clients.

1 min read

Your Word and Deed

By Dan Mangus, Vice President of Sales, Senior Marketing Specialists on 5/10/22 10:00 AM

Our clients look to us to lead them both in word and deed as trusted advisors. If you are going to advise a product that you should own, then you need to take action to purchase it yourself. Over the years, I have seen hundreds of agents who will carefully analyze their clients’ needs while giving little or no thought to their own.

2 min read

 Meet Loyal NAIFA Member Sheryl Hickerson

By Ronan Friend on 5/9/22 10:00 AM

In 1993, Sheryl Hickerson faxed her resume to MassMutual—by accident. But they called her back and offered her an interview. Nearly 30 years later, it’s the best mistake she’s ever made. 

Serving Main Street USA

Hickerson is the founder and CEO of Females and Finance, a private vetted community that offers support for hiring, mentoring, training, and advancing women. In her practice, Hickerson is especially passionate about helping families. “Women are often the glue in families,” she begins. “I’ve seen far too many friends displaced from their homes because of a lack of insurance.” With so many advisors focused on high-net-worth individuals, the industry doesn’t have nearly enough advisors focused on Main Street Americans, she says.

4 min read

Next Level Insurance Agency, LLC in Addison, TX, is a NAIFA 100% Agency

By Ronan Friend on 5/6/22 8:00 AM

After graduating with a bachelor’s degree in finance, Next Level Founder and CEO Danny O'Connell moved to Dallas and started his career at an investment firm, but he didn’t find his passion until he was recruited into insurance and employee benefits. Once he found his niche, he never looked back.

In 2016, O’Connell founded Next Level Insurance Agency. Next Level takes a holistic approach to employee benefits covering all employer needs from startups to companies with hundreds of employees. With a growing firm, Next Level has the ability to adapt to each client’s needs. While many larger agencies use a one-size-fits-all approach to their clients, the Next Level team tailors their services to each client’s needs. “We want to be nimble and bring the right solution to our clients, not just try to fit them all into the same round hole,” O’Connell says.

1 min read

NAIFA Past President John Davidson Featured In InsuranceNewsNet

By NAIFA on 5/5/22 3:28 PM

NAIFA Past President John A. Davidson, LUTCF, FSS, was featured in this month’s InsuranceNewsNet Magazine. Davidson discusses the role of building meaningful relationships for insurance and financial professionals, for whom personal and professional relationships often overlap.  

3 min read

Heightened Geopolitical Tensions Drive Cybersecurity Alerts for the Life Insurance Industry

By Ken Leibow on 5/5/22 1:24 PM

We are increasingly aware of the importance of staying secure in a world where cyber threats increase day by day. Heightened awareness around the Ukraine-Russia geopolitical tensions has taken cybersecurity to the next level. There are alerts and notices coming across multiple sources from regulatory bodies to industry-specific regulators, government agencies, consulting firms, and more. Samples include White House Cybersecurity BriefingCISA (Cybersecurity & Infrastructure Security Agency), NYDFS, the Department of Homeland Security (DHS) Cybersecurity Intelligence Warning, and Accenture’s Cyber Threat Intelligence group.

Alongside these continued tensions between Russia and Ukraine is the potential for increased cyber threat activity. With military attacks, we should assume there will be accompanying cyber attacks.

3 min read

Register Now for NAIFA's 7th Annual Diversity Symposium

By NAIFA on 5/5/22 10:15 AM

Don’t miss NAIFA’s 7th Annual Diversity Symposium on May 23, 2022, in Washington, D.C. Each year, NAIFA spotlights the importance of promoting diversity, equity, and inclusion within the insurance and financial services industry to provide opportunities for financial security to all Americans.

This year’s event will take place on May 23, immediately followed by the kickoff of NAIFA’s 2022 Annual Congressional Conference. Join powerful industry DEI thought leaders for this free event.

2 min read

NAIFA Welcomes New Member Tinja Anderson

By Ronan Friend on 5/4/22 10:00 AM

Tinja Anderson is passionate about serving her clients and her community.

Serving Main Street USA

After spending a decade doing strategic sales and communications consulting for Fortune 500 companies, Tinja Anderson decided to make a change. “In consulting, it's all about business; it's never personal,” she says. When she joined MassMutual Greater Houston in 2018, she found that she liked the personal connection with her clients. Now, she provides comprehensive financial planning services, from fee-based planning to executive compensation to employee benefits. 

3 min read

A Question of Ethics: Through the First Quarter

By Frank C. Bearden, Ph.D., CLU, ChFC on 5/3/22 10:00 AM

Examples of Following the Code

When we think about the NAIFA Code of Ethics, we are a third of the way through 2022, and this is a good time to review how some of the key activities either about to occur or that have already occurred reflect on our ethical standards. 

2022 Congressional Conference in Washington, D.C.

One of our key activities that occurs each year and will soon be held is the 2022 Congressional Conference in Washington, D.C. We can be proud of the active involvement of NAIFA members in the political activities that ensure our democracy in our country will survive and thrive.

4 min read

NAIFA-GWDC's Success Summit Returns as a High-Powered, In-Person Event

By NAIFA on 5/3/22 9:49 AM

NAIFA President Lawrence Holzberg and CEO Kevin Mayeux joined NAIFA-Greater Washington, D.C., members Brock Jolly (NAIFA Treasurer), Ryan Buck (chapter President), Paul Dougherty (NAIFA Past President), Randy Scritchfield (NAIFA Past Trustee), Brian Haney (NAIFA Young Advisor Team Leader of the Year) and others at this year’s NAIFA-GWDC Success Summit. Joining in from outside of NAIFA-GWDC were NAIFA Trustee Dennis Cuccinelli and past YAT Leader of the Year Carina Hatfield.

Mayeux spoke about how NAIFA is executing on its NAIFA 2025 strategic plan to grow membership, amplify the NAIFA brand, and enhance the membership experience. He also previewed the NAIFA Foundation for Financial Security focused on improving financial literacy in the United States by building a broader base of financial professionals by bringing more quality people into the profession. “We’re going to reach into diverse communities all across this country and bring more people who look like the broad tapestry of America into the profession,” he said.

Holzberg held a Q&A session with NAIFA members. He spoke of the advantages that NAIFA members have when it comes to surviving and thriving in the industry. NAIFA advocates on behalf of members and helps differentiate them from others in the industry, he said. The association also provides important connections that help NAIFA members enhance their careers and grow personally. “I’ve been honored to be in NAIFA for over 30 years,” Holzberg said. “If not for this association, I would not know as much as I have learned. Better yet, I wouldn’t have a network of people I can reach out to. In this area, Paul Dougherty, Keith Gillies in Louisiana, my good friend Tom Michel in California. I’ve developed a range of people and a network of friends who, one, are there for you because that’s what we do in our industry, and two, have helped educate me.”

Keynote speakers for the morning session were Dave Resseguie, the Founder and Chief Shepherd of The Resseguie Group and a contributing columnist for Advisor Today, and Megan Carpenter, CEO and Co-Founder of FiComm Partners, and Candice Carlton, the firm's Head of Advisor Education. 

Afternoon keynote speakers were Bill Acheson, a business and body language expert, and Morris Morrison. The presentation by Morrison elevated and inspired the crowd and provided a preview of his high-energy and motivational style that will be on display at NAIFA’s Apex sales summit at the Arizona Biltmore in Phoenix, August 17-18.

 

3 min read

Meet Steve Cain of NAIFA Partner LTCI Partners

By Ronan Friend on 5/2/22 10:00 AM

Steve Cain is a self-described “LTC insurance nerd” dedicated to being a lifelong learner and advocating for Main Street USA.

Getting Started

A 25-year veteran of the insurance industry, Cain started his insurance career after playing two years of minor league baseball. When he returned home to Los Angeles, he took a temporary job providing support for a company specializing in long-term care (LTC) insurance. He learned about LTC from his job, but he learned its value from watching his mother handle LTC events for both of her parents. He saw the impact dealing with LTC without proper planning had on her and knew he needed to help families like his own.

5 min read

The Pacific Bridge Companies (TPBC) Is a NAIFA 100% Agency

By Ronan Friend on 4/28/22 10:46 AM

Stephen Kagawa, FSS, LUTCF, founder and CEO of The Pacific Bridge Companies (TPBC), has a vision—to help families protect what they love through TPBC’s platform, Aloha Financial Advisors. As Kagawa explains, “Aloha Financial Advisors is all about doing good and having advisors who are rooted in their vision of a better world driven by their core values.”

Where It All Began

The story of Kagawa’s passion for reaching underserved communities goes back nearly a century. In 1933, his grandfather, Lawrence Takeo “L.T.” Kagawa, was disappointed to learn that life insurance companies either refused to write policies for people of color or demanded higher premiums than that of their Caucasian neighbors. He partnered with A.P. Giannini, founder of Bank of America and Transamerica, and helped bring affordable life insurance to all people of color.

5 min read

Meet Loyal NAIFA Member John Raley

By Ronan Friend on 4/27/22 10:00 AM

John Raley, LACP, FSCP, CLTC, MBA, has served Main Street USA for over 40 years and looks forward to many more. 

Getting Started 

Fresh out of college, Raley knew he wanted to go into the insurance industry. There was just one problem—none of the insurance agencies were hiring new college grads. They wanted to hire established members of the community because that’s the way it had always been done. But Raley wasn’t deterred. When he interviewed with American Family Insurance, he said to the hiring manager, “If I was successful and I became a manager like you, basically you're telling me that you really don't have any control over who you hire, who you surround yourself with.” The hiring manager called Raley back the next day and offered him a job. Over 40 years later, Raley's still with the company that took a chance on him when no one else would. 

2 min read

New Research Shows Life Insurance Is Key to Financial Security

By NAIFA on 4/26/22 12:00 PM

LIMRA and Life Happens have published the results of their 2022 Insurance Barometer Study. The new study surveyed 8,517 individuals and shows two key trends: life insurance is key to financial security and gender gaps extend to life insurance coverage.

Financial Security with Life Insurance

While financial insecurity affects all age groups, more life insurance owners (68%) report feeling financially secure than non-owners (47%). Additionally, the COVID-19 pandemic had increased awareness of the need for life insurance and 31% of those surveyed say they are more likely to buy life insurance this year.  

4 min read

Creating Meaningful Relationships With HNW Clients’ Adult Children

By Simon Reilly on 4/26/22 10:00 AM

Many webinars and courses for financial advisors regularly talk about how to attract new clients. And while this is logical, it made me think: Instead of looking for new clients, why don't financial advisors create meaningful relationships with their HNW client's adult children? So, when their parents retire, they choose to keep them as advisors instead of finding someone new.

But you'll be surprised to know the statistics regarding advisors doing this. I've been polling advisors, and I hear 15-20% when I ask them how many of their HNW clients' adult children they have a meaningful relationship with.

1 min read

NAIFA Welcomes New Member Alex Parker

By Ronan Friend on 4/25/22 10:00 AM

Alex Parker is dedicated to serving everyday citizens and helping underprivileged youth in his community.

Parker started his financial services career with Northwestern Mutual in 2019, providing comprehensive financial planning for Americans in over a dozen states. He works primarily with young professionals, helping them navigate their finances and manage wealth. The best thing about his career, he says, is seeing the impact he has on his clients’ lives and helping them become financially secure.

1 min read

The Fortis Agency, a NAIFA 100% Agency, Is a Steward of the Industry

By NAIFA on 4/22/22 4:58 PM

The Fortis Agency, headquartered in Holmdel, NJ, at the beautiful Bellworks Complex, recently hosted colleagues from outside the agency at a networking and discussion event focused on topics in advanced planning. Those in attendance included the agency's cofounders Christine Cox-West, Michael DeVizio, Michael Manginelli, and David West, proudly sporting their NAIFA membership pins. Guests included NAIFA Trustee Dennis Cuccinelli.

1 min read

NAIFA-NC Past President Ernest Whichard Has Passed Away

By NAIFA on 4/22/22 1:22 PM

NAIFA is sad to learn that NAIFA-NC and NAIFA-Greensboro Past President Ernest “Ernie” Whichard, CLU, ChFC, passed away on April 12 in Marion, NC. 

Before retiring from Whichard Roach & Associates in 2016, Whichard served as President of the North Carolina and Greensboro chapters of NAIFA (then the National Association of Life Underwriters) and as a Board Trustee for NAIFA-National. He also served as President of the Kiwanis Club of Greensboro and the Greensboro Estate Planning Council.

Topics: Leaders
2 min read

Meet Loyal NAIFA Member Bruce Palmieri 

By Ronan Friend on 4/22/22 10:00 AM

When Bruce Palmieri, CLU, ChFC, CFP, applied for a life insurance policy in 1990, he didn’t expect to find a career—but that’s just what happened. His Northwestern Mutual advisor recruited him into the business and, over 30 years later, Palmieri is a stalwart of the insurance and financial services industry. 

Serving Main Street USA

Palmieri primarily works with clients who are looking to retire soon and want to make sure they have their finances in order. He helps them plan for the future, delving into the details of their retirement accounts, employee benefits, life insurance, long-term care planning and more. By taking a holistic approach to each client’s unique circumstances, he’s able to help them build a strategy that works for them.

1 min read

Upcoming Webinar: Compliance & Home Equity Conversion Mortgages

By NAIFA on 4/21/22 2:23 PM

Join us on April 29, 2022, at 2 pm eastern for the special webinar "Compliance & Home Equity Conversion Mortgages."

NAIFA Trustee Jamie Hopkins Esq., LLM, CFP, ChFC, CLU, RICP, Managing Partner of Wealth Solutions at Carson Group, and Harlan Accola, CRMP, National Reverse Mortgage Director of Fairway Independent Mortgage Corporation, will discuss how reverse mortgage loans are being used as a financial planning tool to maximize cash flow, reduce taxes, and minimize risks.

3 min read

Meet Loyal NAIFA Member John Becker

By Ronan Friend on 4/20/22 10:00 AM

John Becker, MBA, CMFC, is a self-described people person and analytics nerd. It’s the perfect combination for a career that requires both empathy and financial acumen.

Getting Started

While studying for his MBA at the University of Florida, Becker knew he wanted a career in financial services. He considered becoming a financial analyst but decided against it. As an analyst, he would exclusively manage assets for high-net-worth individuals. He wanted to make an impact on Main Street Americans, so he decided to become a financial advisor instead.

1 min read

Dr. Michelle Rozen Joins Keynote Line-Up During Apex 2022

By NAIFA on 4/19/22 6:09 PM

Dr. Michelle Rozen is a game-changing, revenue-building, performance-boosting change expert and NAIFA is excited to bring her to the main stage for Apex 2022. Her extensive expertise on how change works in the human mind, captivating storytelling,  and actionable takeaways will leave a lasting impact. Michelle will kick off day 2 of NAIFA's Apex Sales Summit at the Arizona Biltmore on August 17-18.

3 min read

Medicare Coverage of Cancer Treatment

By Dan Mangus, Vice President of Sales, Senior Marketing Specialists on 4/19/22 10:55 AM

If an agent working with people on Medicare is even somewhat successful at what they do, hundreds of people, if not thousands, will depend on them. The statistics are not merely numbers but hard facts that impact real people. For example, out of 100 clients, statistically, in the US, an estimated 40 out of 100 men and 39 out of 100 women will develop cancer during their lifetime. That means you are very likely to have the opportunity to help many of your clients deal with the financial impact of cancer. Knowing how Medicare will work for treatment and having a publication ready to share will show them that you are a qualified advisor. 

4 min read

Meet Loyal NAIFA Member Jack Hawk

By Ronan Friend on 4/18/22 10:00 AM

John (Jack) Hawk, LUTCF, FSS, LACP, learned the value of life insurance at an early age. When his mother was 3 months pregnant with him, his father was killed in a car accident. Hawk’s great-grandfather had passed three days earlier. As neither had life insurance, the family had to deal with financial uncertainty while grieving two devastating losses.

Hawk admits he got lucky—his mother remarried when he was a year old, and Jack and his siblings were raised in a middle-class household. “I was this close to that not happening,” he says. “We got this opportunity because of stepdad.”

2 min read

Nester Insurance Inc. in Limerick, PA, is a NAIFA 100% Agency

By Ronan Friend on 4/15/22 9:08 AM

When Bryan Nester created Nester Insurance in 2010, his mission was simple—to help people understand their insurance options and make the best choice for their unique situations. Nester Insurance started as a solo operation offering group health, life, and disability plans for businesses but expanded staff in 2016 to help shape the group benefits agency it is today.

4 min read

#IntentionalGratitude

By Dave Resseguie on 4/14/22 1:20 PM

I have been blessed to work with many personal development coaches over the years. I worked with John for the longest - about 5-6 years. John and I had bi-weekly coaching calls for 30 minutes. These calls are some of the most impactful calls I have each month. 

Early in our coaching relationship, I can vividly remember having one of those really negative days… you know those days where nothing seems to be going right?! One of those days where all you can see is the challenge… the adversity… the rejection… the negativity?!

1 min read

Cody Askins Leads Off Apex 2022

By NAIFA on 4/13/22 6:43 PM

NAIFA's Apex is for hyper growth-focused advisors who are already succeeding and already driven to be among the best. That’s why we've got Cody Askins, founder of 8% Nation, kicking off NAIFA’s Apex as the opening keynote. For Cody, it all started at the age of 20 when he made $117,000 in the insurance industry while attending school full time and playing college basketball. His mission is to help agents and advisors to build skills and learn the necessary mindset to achieve any goal they set.

1 min read

Upcoming Webinar: What Everyone Should Know About Estate Planning

By NAIFA on 4/13/22 2:00 PM

What happens if you die without a will? Who needs a trust? What other important documents should you consider?

Join us on Tuesday, April 19, 2022, at 2 pm eastern to learn the answers to these questions and more in the special webinar "What Everyone Should Know About Estate Planning."

4 min read

Meet Loyal NAIFA Member Jonathan Matrullo

By Ronan Friend on 4/13/22 10:00 AM

Baystate Financial's Jonathan Matrullo believes in the power of mentorship, community, and advocating for insurance and financial professionals and their clients. 

When Matrullo was considering career paths while in graduate school, becoming an insurance agent or financial advisor never crossed his mind. That changed when his brother was applying for life insurance. When the insurance agent asked his brother what was important to him, his brother responded, “my family.” 

From that conversation, the agent shared that their office was expanding, and suggested Matrullo apply. He agreed to learn more and soon realized that the insurance and financial services industry is more than just life insurance—it's comprehensive financial planning for the future. That’s when he decided to start his career at New York Life.

3 min read

Hire More Sales Associates to Expand Your Reach

By Troy Korsgaden on 4/12/22 10:00 AM

For the past few years, pundits have been predicting that bots, robo-advisors, and other technologies will lead to the demise of living, breathing financial professionals. That hasn’t happened yet, and, in my opinion, it never will. Yes, people can conduct much of their preliminary research online, and a few are willing to purchase basic coverage without ever speaking to a person. But most will want a financial professional to guide them through life’s twists and turns. Even those people who purchase coverage from a robo-advisor will seek the expertise of a financial professional as their needs become more complex. 

4 min read

Meet Loyal NAIFA Member Trey Kelly

By Ronan Friend on 4/11/22 10:00 AM

NAIFA-Atlanta CEO Trey Kelly has been a NAIFA member since 1999 and has seen firsthand the benefits of NAIFA membership and NAIFA’s political advocacy. 

Getting Started

When he was an economics major in college, Kelly knew he wanted to get into sales. As luck would have it, one of his college friends suggested Kelly meet with his father, who was a top producer with John Hancock at the time. When Kelly walked into the man’s office—a top-floor space with a great view of downtown Atlanta—Kelly knew he wanted to become a financial advisor too. He joined John Hancock and his friend’s father became a mentor to him.

2 min read

Webinar On-Demand: IUL Sales Ideas and Long-Term Care

By NAIFA on 4/8/22 1:15 PM

Increased awareness of long-term care (LTC) insurance means increased interest in LTC coverage. However, not all clients qualify for a traditional LTC rider.

Each week, NAIFA partner E4 Insurance Services presents Building Relationships Every Week (BREW) webinars with insights to help you grow your practice and serve Main Street USA.

1 min read

NAIFA Welcomes New Member Greg Ling

By Ronan Friend on 4/8/22 10:00 AM

Greg Ling is dedicated to protecting families and making a difference in his community.

Ling started his career as a juvenile probation officer but soon transitioned to a customer service role in the insurance industry at Lincoln Financial Group. He jokes that, after working with teenagers, he knew he could handle working with sales representatives and upset customers. Ling excelled at his new position and quickly rose through the ranks. He was promoted five times in his first three years. However, when he reached the top of his customer service career, he decided to make the transition to sales. 

1 min read

Upcoming Webinar: Busting Through The Gridlock with Diane Boyle

By NAIFA on 4/7/22 2:39 PM

Don't miss NAIFA Senior Vice President of Government Relations Diane Boyle on InsuranceNewsNet's webinar "Busting Through the Gridlock: A D.C. Legislative Preview" on April 13, 2022, at 1:00 pm eastern.

In a time of uncertainty leading into the 2022 midterms and 2024 presidential election, insurance and financial professionals may be able to break through the gridlock in Washington, D.C. 

In the webinar, Boyle will outline the legislation affecting insurance and financial professionals and the Main Street Americans they represent.

1 min read

Steve Walker Named as E4's VP of Institutional Accounts

By NAIFA on 4/7/22 10:00 AM

Congratulations to NAIFA member Steve Walker, CLTC, LUTCF, on joining NAIFA educational partner E4 Insurance Services as Vice President of Institutional Accounts.

Walker has been a loyal NAIFA member since 2009 and was honored with Advisor Today’s 4 Under 40Award in 2021. For over 13 years, he has served Main Street USA, dedicated to finding the right solution for each person who walks through his door. He is committed to NAIFA's political advocacy, fighting for his clients and the insurance and financial services industry.

3 min read

Workplace Life, DI, and Supplemental Health Sales Increased in 2021

By LIMRA on 4/6/22 2:48 PM

Increased demand for insurance products driven by raised awareness due to COVID-19 and a tight labor market.

New annualized premium for workplace life insurance, disability insurance and supplemental health products rose in 2021, according to LIMRA’s workplace benefits sales surveys.

“The year ended strong for workplace benefits sales, particularly life insurance, which recorded double-digit growth in the fourth quarter and the year,” said Patrick Leary, corporate vice president and director of LIMRA’s workplace benefits research program. “Insurance benefits remain a high priority for employees. New LIMRA research shows more than a quarter of workers list non-medical insurance benefits as one of the top five factors they consider when evaluating potential employers. As a result, employers have focused on benefits as a critical element of their recruiting and retention strategies. This played out with strong benefit sales in 2021.”

2 min read

NAIFA’s Apex Event Will Elevate Advisors to Peak Performance Through Peer-to-Peer Education and Networking

By NAIFA on 4/6/22 1:00 PM

Apex is NAIFA’s new professional development signature event focused on providing top leadership, sales, and marketing ideas to financial services professionals. The new brand reflects the concept of a “race to the top” where only the top percent of advisors, and the aspiring top percent of advisors, gather to share and compare success stories. The inaugural Apex event will be August 17-18 at the Arizona Biltmore Hotel in Phoenix.

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

2 min read

NAIFA Welcomes New Member Rob Wild

By Ronan Friend on 4/6/22 10:00 AM

Rob Wild has a passion for serving his clients and his community.

When Wild came to the United States in 2013 to work in a summer camp for children with disabilities, he never imagined he would be an insurance agent in Kansas nearly a decade later. Meeting his now-wife Sarah at that camp changed his plans. Growing up in the United Kingdom, Wild had no experience with the American insurance industry. However, Wild’s father-in-law was an American Family agent and Wild decided to give it a try. His passion for building relationships and helping others led him to a fulfilling career protecting families in his community.

3 min read

The Future of Insurtech E-Apps Crosses Over to Income Insurance and Beyond

By Ken Leibow on 4/5/22 9:06 AM

As we move past the first quarter of 2022 and look ahead to the next several months, the world of technology in our industry continues to rapidly evolve and expand before our eyes. In early March 2022, my company InsurTech Express exhibited at the iPipeline Connections Conference in Las Vegas where insurance technologies took center stage. Companies like Bestow, Ethos, and Covr Financial have grown rapidly with investor funding to offer robust life insurance-focused solutions to their consumers.

Technology is being used more than ever to make it easier for advisors to complete insurance transactions with their clients without the cumbersome pain points present in a currently antiquated process. Gone are the days of 45-page applications, two-month underwriting timelines, and intrusive health examinations for coverage. The industry is full of thriving start-ups and established companies helping insurance consumers buy coverage in minutes, not weeks. Like many industries driven by technology, there continues to be development and investment from well know firms in the market. 

2 min read

Karla Kirk Named NAIFA VP of Growth and Revenue

By NAIFA on 4/4/22 5:22 PM

NAIFA is pleased to announce that Karla Kirk is NAIFA’s new Vice President of Growth and Revenue. In this role, she will be in charge of NAIFA’s business development, membership sales, and Centers of Excellence operations and will report to CEO Kevin Mayeux, CAE. She will lead a business development and sales team focused on advancing NAIFA initiatives to grow membership and corporate non-dues revenue.

Topics: Press Release
2 min read

NAIFA Welcomes New Member Kim Braud

By Ronan Friend on 4/4/22 10:00 AM

Kim Braud is a woman of many talents. An entrepreneur, philanthropist, and community leader, she focuses her efforts on serving underserved communities as Managing Partner of Jayde Life Investment Group, President of Grand Champions Foundation, and Founder and Owner of the candle company Fleurty Wick.

Getting Started

Braud’s career in the insurance industry can be traced back to her father—a racecar driver and enthusiast. She learned about cars from her father and used that expertise to become a trainer with Nationwide Insurance. Over the years, she played several roles, including training, marketing, sales, and community outreach. When she founded the boutique candle manufacturing company Fleurty Wick, she didn’t think she would ever go back to insurance. Then, a mutual friend introduced her to LA Lakers player Dwight Howard.

2 min read

NAIFA Welcomes New Member Christopher Faulk

By Ronan Friend on 4/1/22 9:21 AM

When Christopher Faulk started out in the financial services industry, he could tell there was something missing. As a commercial loan officer, he was helping people, but there were other aspects of his clients’ financial pictures that weren’t being addressed. He wanted to offer a more comprehensive financial service. 

In 2019, Faulk joined New York Life, and their holistic approach to addressing clients’ needs was exactly what he was looking for. Now, he protects families as an insurance agent and helps clients with their investment needs as a registered representative.

4 min read

How to Protect Aging Clients from Financial Exploitation

By Cameron Huddleston, Carefull Family Finance Expert on 3/31/22 10:00 AM

Financial exploitation of older adults is rampant, and the problem will only get worse as America’s population continues to age.

In fact, the rate at which adults over the age of 60 can expect to experience financial exploitation—1 in 20—is higher than the incidence of many age-related diseases, according to research published in The Journals of Gerontology. And that’s likely an underestimate because many older adults are unwilling to report exploitation.

2 min read

NAIFA and Society of FSP Collaborate to Offer Resources, Experience, and Expertise on Advanced Financial Planning

By NAIFA on 3/29/22 4:26 PM

NAIFA and the Society of Financial Service Professionals (FSP) have entered into a new agreement to support the Advanced Practice Center (APC) as a resource for financial professionals and professionals from associated fields. The APC’s webinars, articles, special events, thought leadership content, and networking opportunities will focus on advanced markets topics and concepts, providing insights into complex cases.

2 min read

NAIFA’s LACP Credential Provides Reassurance of Professionalism and Commitment

By John Boyle on 3/28/22 10:36 AM

After 10 years working in the corporate office of American National Insurance Company in Springfield, MO, Stephanie Hohenshell was recruited into the field. She loved her career in the corporate office, so it was a big step to resign from that job to take on the role of a 1099 advisor. It took about a year and a half of encouragement before she made the leap. Seven years later, she only wishes she had done it sooner.

Of course, the motivations and satisfactions of her job as a multiple-line general agent are a little different now than they were when she first started. “Sometimes what brings people to the industry and what keeps them there are different,” says Hohenshell. “What was appealing about transitioning to the field was I was ready for something more. I was ready to be a business owner and to be a little more in control of my future…. But the thing that I find to be the most rewarding now is the client experiences and the impact you have on people’s lives.”

2 min read

NAIFA Welcomes New Member Glenn Walker

By Ronan Friend on 3/28/22 10:00 AM

For Glenn Walker, providing guidance and hope to his community is what it’s all about. 

Getting Started

When Walker entered the financial services industry, he already knew the importance of planning ahead. Two years earlier, his father passed away from lung cancer without life insurance. He saw his family’s financial struggles and knew he needed to do something to help families like his own. He prayed for an opportunity to be a part of something bigger than himself and found that opportunity at Primerica.

2 min read

Meet Loyal NAIFA Member Scott Blake

By Ronan Friend on 3/25/22 10:00 AM

Scott Blake, MBA, knows the value of political advocacy. After a career in the political sphere, he now works to protect the interests of Main Street Americans as well as insurance and financial professionals.

From Politics to Financial Services

Blake transitioned from politics to financial services at the suggestion of his own financial advisor at Northwestern Mutual. Now, he's also a financial advisor with Northwestern Mutual. Working primarily with upwardly mobile millennials, Blake says he likes helping driven, motivated people achieve their dreams and goals. He talks about one such instance when he helped a millennial client buy their first home. “It's about serving your client. I get to wish for the best for them and help them achieve their dreams.” That's his favorite part of being a financial advisor—he gets to be everyone’s cheerleader.

3 min read

How to Help Your Clients Choose the Right Medicare Coverage

By John Norce on 3/24/22 1:00 PM

The famous New York Yankee catcher Yogi Berra once said, “When you come to the fork in the road, take it.” While clearly this quote provides humor, it provides no clear path or direction when seeking your destination. Our Medicare options can be viewed as a fork in the road, however, there is a decision to make about which direction to take. 

When the time comes for you to start Medicare, your first step is to enroll in Original Medicare. Original Medicare consists of Parts A and B and together they provide comprehensive health insurance for your medical needs. Once securing your enrollment in Original Medicare, the next step is to determine if you will remain on Original Medicare or select a Medicare Advantage plan. Taking the time to understand how each option works will go a long way in selecting the right Medicare plans.

2 min read

Meet Loyal NAIFA Member Brad Noller

By Ronan Friend on 3/23/22 10:00 AM

Brad Noller is all about building relationships, both with his clients and with other insurance and financial services professionals.

Making a Difference

Noller didn’t start his career in the insurance industry, but he found he was good at it and excelled quickly. Just nine months after starting an Agent in Training position with American Family Insurance, he opened his own agency—an accomplishment that normally took between 18-24 months at the time.

Building relationships with his clients is the foundation of Noller’s work. He fosters trust by putting himself in his clients’ shoes, sharing what he would do to protect his own family in their situation. “My job is to inform and take care of my clients, and pass along the best information to them,” he says. 

4 min read

2022 NAIFA Awards Now Open

By NAIFA on 3/21/22 11:01 AM

NAIFA is now accepting nominations and applications for its 2022 awards, recognizing outstanding leadership, performance, and achievement that differentiates NAIFA members from their colleagues in the insurance and financial services industry. NAIFA bestows these annual awards as programs of the Talent Development Center, which recognizes exemplary NAIFA members, promotes professional growth, and encourages a new generation of agents and advisors to join the business.

Topics: Press Release
4 min read

Meet Loyal NAIFA Member Johnny Craven

By Ronan Friend on 3/21/22 10:00 AM

Johnny Craven, LUTCF, is a stalwart of the NAIFA community and a veteran of the insurance and financial services industry.

Craven joined the insurance and financial services industry over 20 years ago, but that’s not where he started out. He spent 13 years in the grocery industry, but when one of his coworkers became an insurance agent and suggested he give it a try, he decided it was worth exploring. His coworker called Craven on a Saturday night and they planned to meet the next morning. Not realizing it was a formal interview, Craven showed up in shorts and a t-shirt and met the man who would become his boss. Fortunately, he saw potential in Craven and decided to give him a shot.

1 min read

NAIFA's Advisor Today Launches Webinar Series

By NAIFA on 3/18/22 3:33 PM

Advisor Today, NAIFA’s flagship publication, is hosting a new monthly webinar series featuring leading thought leaders from the insurance and financial services industry presenting on compelling topics designed to encourage industry professionals to achieve their peak performance.

Advisor Today is the lifestyle magazine for the new American advisor. Print issues publish three times annually and are sent as an exclusive benefit to NAIFA members. The Advisor Today online platform publishes multiple posts per week highlighting successful NAIFA members and providing insights from industry experts. The Advisor Today webinar series is an additional stream of valuable, informative content.

Topics: Advisor Today
3 min read

United Wealth Advisors Group Is a NAIFA 100% Agency

By Ronan Friend on 3/18/22 10:00 AM

United Wealth Advisors Group (UWAG) was founded in 2013 by NAIFA National Past President Keith M. Gillies, CFP®, CLU, ChFC; Kim Allen, LUTCF; and Mark A. Cecil, CFP. Each ran his own independent firm within Ameritas, and the trio decided to integrate their practices to improve continuity and efficiency. Over the years, more firms have joined the fold. Now, UWAG has over 40 advisors in seven offices across six states. 

While each firm has its own specialty, they share a common focus on risk-based, comprehensive financial planning. UWAG President Brian Steiner sums up the company culture, saying, “Our whole mantra is ‘Better Together’. Our organization is built on collaboration and ‘do no harm'. We're a group that works collectively to serve the greater good.”

2 min read

NAIFA Welcomes New Member Nick Romo

By Ronan Friend on 3/16/22 10:00 AM

Nicholas “Nick” Romo knows the impact life insurance can have and works to protect families every day.

Romo didn’t start out in the insurance and financial services industry, but he was drawn to it by two factors. First, he saw two of his friends who opened successful insurance offices. They were helping people who weren’t being served by large investment companies, and he knew that he, too, could make a difference. Second, he saw the real-life effects of not having insurance, as several family members passed away unexpectedly without life insurance—or without enough coverage. He knew that, if they had been covered, it would have been much easier for their families. “I thought it could be my role to help people in those situations,” he says.

1 min read

Loyal NAIFA Member Louis Brownstone Featured in Broker World

By NAIFA on 3/15/22 1:16 PM

Loyal NAIFA-CA member Louis H. Brownstone, CLTC, proposes a new solution for long-term care insurance planning in a recent Broker World article. Brownstone is the owner of California Long Term Care Insurance. A NAIFA member since 2007, he is the Government Relations/APIC IFAPAC Chair for NAIFA-San Francisco Peninsula and a NAIFA Financial Security Advocate.

Congratulations, Louis. We're #NAIFAproud of your commitment and dedication to our industry.

4 min read

Life Lessons: Half Moon Cookies

By Dave Resseguie on 3/15/22 10:00 AM

Leonardo da Vinci said, "Simplicity is the ultimate sophistication."

I learned one of the simplest lessons of my career from half-moon cookies. You know those black and white cookies? The New York style cookies?

For the last 14 1/2 years, I’ve committed myself to achieving the best level of personal mastery that I can by maintaining a personal commitment to understanding the psychology of influencing others through our effective communication.

There’s a massive difference between influence and manipulation...

Topics: Advisor Today
3 min read

NAIFA Thought Leaders to Be Well Represented at ILTCI 2022

By NAIFA on 3/15/22 9:20 AM

The Intercompany Long-Term Care Insurance Conference (ILTCI 2022) is taking place March 21-23 in Raleigh, NC, with sessions featuring NAIFA thought leaders and a special NAIFA networking event. The ILTCI’s annual educational conference is for representatives of the long-term and extended care insurance community and other strategic allies, including providers, public policy institutions, professional organizations, federal, state, and local government agencies, and the public. Online registration for the event is open.

1 min read

Upcoming Webinar: How to Turn Clients into Raving Fans

By NAIFA on 3/14/22 12:56 PM

Don't miss NAIFA partner ReminderMedia's webinar "How to Turn Clients into Raving Fans"! ReminderMedia President Luke Acree will outline the importance of focusing on relationships, not transactions.

In the webinar, Acree will help you:

  • Discover why you need to be known, liked, and trusted before you can do business
  • Find out how one psychological trigger will guarantee a desired response
  • Learn why focusing on transactions rather than relationships will kill your business

Learn More and Register

The webinar will take place on March 24th at 1 pm eastern.

1 min read

NAIFA Welcomes New Member Dale Handley

By Ronan Friend on 3/14/22 10:00 AM

Dale Handley is a financial planner with a mission: to provide peace of mind to clients through building comprehensive financial plans. 

Getting Started

Handley has been in the financial services industry since 2011. Growing up in small-town Iowa, he always had a head for numbers. When he got a college internship in investing, he knew he had found the right place. “I was really drawn to financial services because I felt like there is an incredible amount of noise in our industry,” he begins. “I wanted to help simplify that for people because I feel like it can be extremely confusing." He watched his parents trying to find answers to their questions about their finances, but not getting the help they needed.

2 min read

5 Tips for Running a Women-Centric Organization

By Sheryl Hickerson, CEO of Females & Finance on 3/11/22 1:15 PM

Women's History Month is a time many reflect on the challenges women have faced and overcame; except we are still in a space of change so many years later. So, March becomes a time of encouragement, empowerment, and exhaustion all at the same time. For many of us, myself included, this is just another day and month in our lives. 

If we expect real and lasting change to happen, then we must call upon all of those who do not look like us. We need our allies and diversity change agents to speak loud and proud - and only then will we start to round the corner towards equity. 

One formula I use while running a women-centric organization is called R.E.A.C.H. I created this more than 10 years ago and it continues to serve me well in 2022. It's pretty easy to remember.

2 min read

Meet Loyal NAIFA Member Rahim Solehdin

By Ronan Friend on 3/11/22 9:00 AM

NAIFA-CA member Rahim Solehdin uses his passion and experience to train the next generation of agents and advisors at New York Life.

Making a Difference

When Solehdin joined New York Life as an agent in 2013, he found the balance he was looking for—the opportunity to help people provide for their families while making good money. He always knew he wanted to be in management, and New York Life provided that career path for him. Driven to succeed, he became a partner with New York Life in 2016. "I knew what I had to do to get there, and I did it,” he says. “[At New York Life], I knew that I could do the hard work and get what I wanted.”

1 min read

Upcoming Webinar: Insurance Solutions for Macroeconomic Concerns

By NAIFA on 3/10/22 5:45 PM

Join us on March 17, 2022, at 2 pm eastern for the special webinar "Designing Insurance Solutions to Address Clients’ Macroeconomic Concerns."

The discussion will feature John C. Snider II, JD, AVP and Associate Counsel with the Advanced Markets Group at John Hancock. Snider will discuss inflation, rising interest rates, geopolitical instability, and other economic factors that affect Main Street Americans.

Don’t miss this opportunity to learn how to help your clients find the right life insurance for their unique situation and how to plan for their long-term care needs. 

1 min read

NAIFA Past President Bruce Hendrickson Has Passed Away

By NAIFA on 3/7/22 6:01 PM

NAIFA is sad to learn that former national association President Bruce Hendrickson passed away March 3 in Holdrege, NE.

Hendrickson became a loyal member of NAIFA (then the National Association of Life Underwriters) in 1957. He served as President of NAIFA-NE from 1965-1966 and as NAIFA's national President from 1975-1976. He was highly involved in NAIFA’s political advocacy in Washington, D.C., and his home state. He spoke at events across the country representing NAIFA and the industry. He was the keynote speaker at NAIFA’s national convention, hosting President Gerald Ford. In 1998, he was presented with the NAIFA-NE Distinguished Service Award.

Topics: Leaders
3 min read

Meet New NAIFA Member Joe Simon

By Ronan Friend on 3/7/22 10:00 AM

In 2022, Joe Simon, LUTCF, will celebrate 27 years in the insurance and financial services industry. He’s learned a lot in that time and is eager to share his knowledge and expertise with his community.

A Changing Industry

When Simon began working as a group health representative, the world of employee benefits was in a time of transition with the advent of managed care. Despite the changing landscape, Simon learned as he went and quickly rose through the ranks. He became a regional sales representative and worked with top brokerage firms before transitioning to being a broker himself. As a broker, Simon took a two-pronged approach, continuing to sharpen his skills with group benefits while simultaneously learning the ins and outs of executive benefits.

2 min read

Underwriters Marketing Service Is a NAIFA 100% Agency

By Ronan Friend on 3/4/22 10:00 AM

NAIFA is proud to welcome Underwriters Marketing Service, our newest NAIFA 100% agency!

Getting Started

When Mary Ann Lacey-Gray, CLTC, began working in 1965, there weren’t many career options for women. She joined the insurance and financial services industry as a secretary at Fireman's Fund Insurance Company (FFIC) and quickly rose through the ranks. Driven to succeed, she seized every opportunity she could to learn and grow. She took on more and more responsibility and soon became an area sales manager.

1 min read

NAIFA YAT Leader of the Year Brian Haney Shares Five Keys to His Success

By NAIFA on 3/4/22 9:35 AM

Brian Haney, CLTC, CFS, CIS, CFBS, LACP, CAE, NAIFA's Young Advisor Team (YAT) Leader of the Year recently shared five keys to his success as a financial professional with InsuranceNewsNet's AdvisorNews. Haney is the Founder and Vice President of the Haney Company in Silver Spring, MD. He has been a loyal NAIFA member since 2013 and is very engaged and active in our association.

2 min read

NAIFA President Holzberg to Speak at NAIFA-MO State Meeting

By NAIFA on 3/2/22 4:09 PM

Lawrence Holzberg, LUTCF, LACP, President of the National Association of Insurance and Financial Advisors (NAIFA) will be a featured speaker on Thursday, March 1, in St. Louis at the 2022 NAIFA-Missouri State Meeting. His remarks at the event will review the State of NAIFA and challenge insurance and financial professionals to be the best they can be as producers and as advocates for their businesses, association, and Main Street clients. 

5 min read

Medicare Savings Accounts and You: A Primer for Financial Advisors

By Elie Harriett on 3/2/22 2:13 PM

A Medicare Savings Account (MSA) is a type of Medicare Advantage plan with several unique attributes that financial advisors might find quite suitable for some clients. Like any other kind of health insurance, it is not for everybody, and there are certain people who are specifically excluded from these plans. If you have a client who is comfortable with investing and handling money, the MSA provides flexibility options unique in the Medicare market. There is both complexity and nuance to MSA’s. As always, this is a general overview and not designed to promote one company’s MSA plan over another.  Always contact the MSA plan or a broker knowledgeable about them to ensure it is available in your area and appropriate for your client.

Topics: Medicare
4 min read

Meet Loyal Member Yuka Nakahara-Goven

By Ronan Friend on 3/2/22 10:00 AM

Yuka Nakahara-Goven traveled 7,000 miles to pursue her dream. Now, she uses her experience and compassion to help empower other women to pursue theirs.

Perseverance in the Face of Adversity

Nakahara-Goven1 grew up in Japan and Taiwan and dreamed of becoming a diplomat. Bilingual in Japanese and Chinese, she had everything she needed to succeed. She worked hard, studied harder, and passed the first exam needed to enter government service. Her hopes were dashed, however, when a professor revealed that it would be difficult for her to be hired as a diplomat because she was a woman.

3 min read

NAIFA Welcomes New Member Jacqueline Proffit

By Ronan Friend on 2/28/22 10:00 AM

Jacqueline (Jacquie) Proffit is a financial advisor and marketing expert dedicated to making a difference in her community.

Getting Started

Proffit built her early career in marketing but decided after a decade that it was time for a change. That’s when she found her calling in financial services. She knew she needed to get her finances in order, so she attended a financial literacy seminar that taught financial skills from budgeting to planning for retirement. The experience made her realize the need for more financial education. “If more people only knew how to do money, the world would be such a different place,” she says.

3 min read

Technology for Selling Medicare Insurance Plans

By Ken Leibow on 2/25/22 10:17 AM

If you take a look around, you will notice all of the noise in the Medicare space. Whether it be the technology platforms for quote and apply, the renewable income stream, or a plethora of prospects, you may think to yourself, where do I start?

Let’s start with the technology platforms. Being able to quote, save, and compare Medicare choices for your clients is imperative. When CMS (Centers for Medicare & Medicaid Services) removed your ability to save drug plans, this opened up innovation in the independent distribution. Now you have the ability and convenience with Search & Save options that allow you to load your clients' medications and then recall that list and simply update it instead of recreating it every year.

2 min read

NAIFA Welcomes New Member Bob Kelly

By Ronan Friend on 2/24/22 10:00 AM

For Bob Kelly, insurance runs in the family. Kelly’s father was an insurance salesman and a family man through and through. He instilled in Kelly the importance of using your talents to help others. “He'd bring various instances where he’d sold policies, and something happened a short time afterward and the family was taken care of,” Kelly says. “They didn’t have to worry about anything.”  

When Kelly was a teenager, his father passed at the age of 42. Because of his life insurance policy, his family was protected. Now, Kelly strives to protect other families through his own work. “That’s what motivates me, especially after what I’ve gone through, seeing how insurance protected our family.” He continues, “I just want to be able to go out and do that for the community I serve.” 

2 min read

NAIFA President Holzberg Speaks in Texas

By NAIFA on 2/23/22 4:44 PM

Lawrence Holzberg, LUTCF, LACP, President of the National Association of Insurance and Financial Advisors (NAIFA) was a featured speaker Thursday, February 24, in Houston at the 2022 Annual State Conference of NAIFA’s Texas chapter. His remarks at the event reviewed the State of NAIFA and challenged insurance and financial professionals to be the best they can be as producers and as advocates for their businesses, association, and Main Street clients.

5 min read

Steve Walker Harnesses a Competitive Spirit to Do His Best for His Clients

By Ronan Friend and Mark Briscoe on 2/22/22 10:09 AM

Not every successful financial professional was a two-time All-Conference quarterback at North Dakota State University. But Steve Walker, LUTCF, a loyal NAIFA member since 2009, believes some of the traits that made him a standout for the Bison on the football field have contributed to his success as Vice President and Senior Insurance Consultant with Gate City Insurance Agency in Fargo, ND. They also make him a worthy recipient of Advisor Today’s Four Under 40 award.

Topics: Award Winners
4 min read

Meet Loyal NAIFA Member Jarod Morgan

By Ronan Friend on 2/22/22 10:00 AM

American National’s Jarod Morgan has dedicated his career to protecting families and businesses in his community in Henderson, Nevada.

Morgan decided he wanted to work in sales in the financial services industry while studying business administration and marketing in college, but it didn’t hit home for him until his parents set him up with an appointment with their insurance agent to get life insurance. He was young and healthy and didn’t see a need for life insurance, but he went anyway, and the conversation helped shape his career for the next two decades and counting.

4 min read

2022 Forecast: The Test of Time

By Dennis Martin on 2/18/22 10:00 AM

The economic, physical, and emotional disruption the pandemic has caused will have transformative and lasting effects on each of us individually, and our industry. Many people have realized the value of being financially secure when the unexpected happens, and others have felt the effects of not having a financial plan in place, experiencing a loss of income or even losing a loved one without life insurance. These events have served as a reminder to individuals of the importance of planning for the future. Whether filing a claim or using their cash value for a critical need, customers have found they could leverage insurance products to weather the storm.

3 min read

Making Sense of Medicare: Enrollment Periods

By John Norce on 2/17/22 11:28 AM

Medicare has several enrollment periods that allow you to enroll in or change your Medicare benefits. For individuals transitioning into Medicare, it is important to understand which enrollment period will apply to their situation and the window that it creates. Failing to apply during the appropriate enrollment period can lead to lapses in coverage and lifetime financial penalties.

Let's look at the six enrollment periods in the Medicare program.

3 min read

Meet Loyal NAIFA Member Dean Germain

By Ronan Friend on 2/17/22 10:00 AM

For Dean Germain, serving Main Street USA isn’t just a job—it’s a calling.

After growing up in Michigan and Illinois, Germain found his way to Nashville, Tennessee, in 1989. He was a network engineer for about ten years, but his work required him to travel often, and he wanted to spend more time with his family. That’s when a friend suggested that he work with her husband at Allied Home Mortgage. Germain signed up on October 31, 2002, and began his journey into the mortgage industry.

5 min read

It’s All About How Much You Put into It

By Ronan Friend and Mark Briscoe on 2/14/22 6:30 PM

Rebecca Brown Schulter, Partner at UCL Financial Group, grew up in the life insurance and financial services business. Being the daughter of 2004-2005 NAIFA national President C. Robert “Bob” Brown, the 2021 Advisor Today Four Under 40 winner saw firsthand the positive impact her father and his colleagues made in their clients’ lives. Now, while following in her father’s footsteps as a Partner with UCL Financial Group in Memphis, she has forged her own way, creating strong client relationships and providing superior service.

2 min read

NAIFA Welcomes New Member Jack Mander

By Ronan Friend on 2/11/22 2:57 PM

Jack Mander, of NAIFA-AK, protects Alaskan families with insurance, financial planning, and a heart for service.

Getting Started

Mander grew up in Nassau County, New York, but found himself on the opposite side of the country for a summer job during college: commercial fishing in Alaska. A life-long nature lover, Mander fell in love with Alaska’s beauty and decided to make his home in Anchorage. After earning a bachelor’s degree in Russian Language and Economics from the University of Alaska Anchorage, Mander began his career in insurance and financial services.

3 min read

A Question of Ethics: Viewing Our Ethical Activities for 2022

By Frank C. Bearden, Ph.D., CLU, ChFC on 2/11/22 8:00 AM

In viewing the New Year already one month old, we as members of NAIFA have a number of areas of ethical focus as we begin to engage 2022. I thought a good beginning in reviewing these would be to take a brief review of the obligations of our NAIFA Code of Ethics for the new year, and how we have engaged these obligations. We’ll begin at the beginning with the first obligation.  

1) To help maintain my clients’ confidence and protect their right to privacy. 

At first reading, this may seem to be a small obligation, until we realize this means not to discuss our clients’ private financial matters, even among associates, unless done so in confidence. Like several other obligations, this seems to be a small matter, but it really isn’t.

6 min read

Early Influences Led to a Rewarding Professional Life for Joanna Dellosa

By Ronan Friend and Mark Briscoe on 2/10/22 11:16 AM

Joanna Dellosa, LUTCF, FSS, RICP, CLU, LACP, a loyal NAIFA member since 2012, has fond memories of her father heading out to his office each day with his briefcase in hand. She recalls thinking at a very young age, “I want one of those, too. I’d look so professional with a briefcase.”

Her father was an insurance agent, and Dellosa’s early impressions of him created an image that influenced her career decisions later in life. “I had that idea in my head,” she said, “I am open to the idea of becoming an agent.”

Topics: Award Winners
1 min read

Gandy Inspires Advisors to Have Their Best Year Ever

By NAIFA on 2/10/22 9:25 AM

NAIFA Trustee Christopher Gandy, LACP, was featured presenter at the NAIFA-NC chapter’s February virtual meeting. After presiding over the installation of NAIFA-NC’s 2022 Board of Directors, Gandy gave his presentation, “Your Best Year Ever.”

Drawing on his experiences as a professional basketball player and a highly successful financial professional, Gandy challenged agents and advisors to reach their highest levels of achievement. “You cannot do ordinary things and expect extraordinary results,” he said. “You have to do ‘the extra.’”

5 min read

Doing What’s Best for His Clients and Family Drives Cal Anderson to Succeed

By Ronan Friend and Mark Briscoe on 2/8/22 1:55 PM

Cal Anderson, CLU, CFP, always knew he wanted to own his own business but wasn’t sure what field was right for him. After graduating from Valdosta State University, he joined MassMutual and learned everything he could about the insurance industry while working towards his CFP designation. After five years, he was ready to grow and joined an independent advisory firm, Financial Network Associates, which offered comprehensive financial planning services. In 2016, the firm’s owner, Bill Youngblood, retired and Anderson took over the business, officially becoming his own boss.

Topics: Award Winners
1 min read

Upcoming Webinar: Tech Tools to Grow Your Long-Term Care Practice

By NAIFA on 2/4/22 3:00 PM

Whether you're a long-term care veteran or interested in expanding your practice, this webinar is for you!

1 min read

NAIFA Trustee Jamie Hopkins Is a Valuable Resource for NAIFA's Centers of Excellence

By NAIFA on 2/4/22 12:45 PM

Jamie Hopkins, ESQ., MBA, CFP, LLM, CLU, ChFC, RICP, Managing Partner of Wealth Solutions with the Carson Group in Villanova, PA, is a first-year member NAIFA's Board of Trustees, as the Carson Group touted in a recent press release.

3 min read

Meet Loyal NAIFA Member Chadd Watson

By Ronan Friend on 2/2/22 8:00 AM

Chadd Watson, LUTCF, RICP, is an unabashed people person with a passion for helping others achieve their goals.

Watson was born and raised in Utah. He spent his early career as a high school football coach and photography and multimedia teacher. After he started a family, however, he began looking for other opportunities and found one through a close friend who was a claims manager with State Farm. Watson wasn’t sure if insurance was a good fit for him at first. However, after he started talking to agents, he was impressed to find them genuine and caring, so he decided to give it a try. He became a State Farm agent in 2007. After five years, State Farm asked him to lead a team of agents in Northern Nevada, where he and his family have stayed since.

1 min read

February Is I Love NAIFA Month

By NAIFA on 2/1/22 2:00 AM

Throughout the month of February, NAIFA will be showing our appreciation for our members with articles on the Advisor Today platform and in social media posts. Our first print 2022 issue of Advisor Today magazine will mail exclusively to NAIFA members this month, with articles highlighting NAIFA President Lawrence Holzberg, LUTCF, LACP, NAIFA award recipients, attendees of NAIFA’s National Leadership Conference and Belong event, and much more.

Please take the opportunity this month to share your love for NAIFA with fellow members, colleagues, clients, and consumers. Share our social media and blog posts or create your own! Tell everyone how NAIFA has strengthened our industry or helped your career.

I Love NAIFA Month is also our opportunity to express our love and appreciation for our members and the crucial work you do, providing financial security and opportunity for Americans in every community across the country. It’s our way of saying “thank you” for your membership and for doing your part to make NAIFA the leading association of insurance and financial professionals in the United States.

Topics: NAIFA
1 min read

NAIFA Member Selected as Life Happens' Real Life Story

By NAIFA on 1/27/22 10:55 AM

NAIFA-CT's Richard Terhune, a loyal NAIFA member since 2008, will present a special webinar on Thursday, February 3, 2022. The event will feature two real-life stories of the power of life insurance on the lives of families across the country.

Terhune and his client, Sara Mathews Dixon, were selected as recipients of the Life Happens' Real Life Stories program. When Sara's husband died unexpectedly, his life insurance policy protected her and their three children from financial hardship.

Don't miss this impactful and inspiring webinar on February 3, 2022, at 2 pm eastern.

2 min read

The Cost of Medicare Continues to Rise in 2022

By John Norce on 1/27/22 10:00 AM

Statistics show 96% of people over the age of 65, many of whom are your clients, are enrolled in Medicare Parts A and B. For decades, post-retirement medical expenses have been increasing faster than income growth. Therefore, when forecasting retirement expenses, it is important to keep up with the annual changes in Medicare costs and premiums.

Every November, the Centers for Medicare and Medicaid Services (CMS) release the medical costs for Medicare Parts A and B for the upcoming year. This includes the Income Related Monthly Adjustment Amounts (IRMAA) for Parts B and D, as well as premiums, copays, and coinsurance associated with the Medicare program.

3 min read

Q1 State of NAIFA Highlights 2021 Successes and 2022 Programming

By NAIFA on 1/26/22 1:00 PM

The Q1 State of NAIFA webinar featured NAIFA President Lawrence Holzberg, LUTCF, LACP, and CEO Kevin Mayeux, CAE, who updated the association’s stakeholders on how NAIFA is serving members and the insurance and financial services industry. They also outlined NAIFA’s progress towards meeting goals established by the NAIFA 2025 Strategic Plan. The program featured a legislative and regulatory update by NAIFA Senior Vice President for Government Relations Diane Boyle.

Topics: Press Release
4 min read

MassMutual Tri State Is a NAIFA Financial Security Guardian

By Ronan Friend on 1/24/22 9:00 AM

MassMutual Tri State in Iselin, New Jersey, has become a Financial Security Guardian. 

NAIFA’s Financial Security Guardian agencies participate in NAIFA as a group and encourage their advisors to become NAIFA members. As NAIFA members, MassMutual Tri State advisors subscribe to NAIFA’s Code of Ethics and participate in NAIFA-New Jersey events, as well as NAIFA’s annual Congressional Conference. They contribute to NAIFA’s powerful advocacy voice in New Jersey and at the federal level. MassMutual Tri State advisors will also enjoy all the other benefits of membership, including professional development programming.

2 min read

Meet Loyal NAIFA Member Adriana Parker

By Ronan Friend on 1/20/22 10:00 AM

Adriana Parker, CLTC, is a financial services professional and community leader on a mission to educate and serve the people of Corpus Christi, Texas.

Parker moved from Mexico to the United States 11 years ago to pursue her American dream. She began learning about life insurance after a friend passed away in a car accident. She saw how difficult it was for her friend’s parents and decided to look into life insurance. She found that many people haven’t received adequate financial education, so she made it her mission to help her community by becoming a financial advisor. “Even if you have a degree, you don't know how you prepare for your future,” she begins. “So, I see myself like a community service leader. I like to educate my clients and my community.”

2 min read

NAIFA's 100% Agency Program Is One Year Old

By NAIFA on 1/20/22 8:41 AM

In January 2021, The Fortis Agency, headquartered in Holmdel, NJ, became the initial participant in NAIFA's 100% Agency program. All of the Fortis Agency's advisors became NAIFA members and received a special orientation on how they could get the most out of their memberships and maximize their participation in NAIFA. 

2 min read

NAIFA Is Proud to Support Help Protect Our Families

By NAIFA on 1/19/22 6:37 PM

NAIFA has partnered with Life Happens and LIMRA in promotion of their Help Protect Our Families campaign, a national effort to shed light on Americans who are at risk due to lack of appropriate insurance and financial guidance.

With the American population in desperate need of insurance and financial services, it's more important than ever for us to reach out and engage with underserved populations. Here's how you can help.

2 min read

NAIFA Quality Award Winners Announced

By NAIFA on 1/19/22 3:00 PM

NAIFA has recognized more than 1,000 recipients of the 2021 NAIFA Quality Awards (NQA). NAIFA Quality Awards recognize the best of our membership, the hallmark of outstanding client care for advisors. Originally created in 1945 as the National Quality Award, the award focused on recognizing outstanding performance for life insurance agents. While the award has been updated and modernized, the NQA still adheres to its core foundation, to focus on quality of care and not only on production numbers.  

4 min read

7 Growth Hacks to Grow Your Practice in Two Years

By Brad Swineheart on 1/14/22 8:30 AM

If you are a financial advisor trying to grow your practice, Dean Thurman, Senior Partner of InvestWise Financial and Co-Founder of White Glove, has a few growth hacks for you.

While many advisors were down in revenue during 2020, Dean’s office showed a 5% increase.  So far in 2021, Dean’s office is showing 53% revenue growth.

Dean attributes much of his success to these 7 growth hacks that his office has put into place over the last few years.

2 min read

Meet Loyal NAIFA Member Belle Ives

By Ronan Friend on 1/14/22 5:00 AM

Belle Ives is a financial advisor and high school field hockey coach with a passion for supporting women and serving the LGBTQ+ community.

Ives entered the financial services industry by way of serendipity. Her father was a member of a gym in the same building as Northwestern Mutual’s Boston office. Knowing that athletes tend to be well-suited for financial services, her father’s gym acquaintances suggested Ives apply to work with Northwestern Mutual. It turned out to be a perfect fit.

1 min read

NAIFA Announces its Apex Event to be Held August 16-18, 2022

By NAIFA on 1/13/22 3:05 PM

Apex is NAIFA’s new signature event focused on providing innovative sales and marketing ideas to financial services professionals who serve individuals, families, and small businesses across the United States. The new brand reflects the concept of a “race to the top” to target those advisors who seek continuous improvement in increasing production and providing financial security to more Americans. The inaugural Apex event will be August 16-18 at the Arizona Biltmore Hotel in Phoenix.

1 min read

NAIFA and the Chalice Network™ Announce Partnership to Further Increase Member Value

By NAIFA on 1/12/22 2:56 PM

NAIFA and Chalice Network have completed an educational and affinity partnership agreement, under which Chalice Network will provide the Marketplace and Succession Link to NAIFA members. Additionally, Chalice Network and NAIFA will collaborate on blog posts, webinars, and other content within NAIFA’s Business Performance Center that focuses on agency and firm-level practice management.

2 min read

Wall Street Financial, Inc. in Carlinville, Marion, and Bloomington, IL, Is a NAIFA 100% Agency

By NAIFA on 1/11/22 10:52 AM

NAIFA is pleased to announce that Wall Street Financial, Inc. in Carlinville, Marion, and Bloomington IL, and a location in Memphis, TN, has become a NAIFA 100% Agency. Under the membership program, Wall Street Financial, Inc has enrolled all of its advisors as NAIFA members and enrolled them in NAIFA’s grassroots advocacy programs.

3 min read

Meet Loyal NAIFA Member Angie Hughes

By Ronan Friend on 1/11/22 10:02 AM

Angie Hughes, LTCP, is a 22-year insurance veteran and long-term care insurance expert with Producers XL in Salina, Kansas.

Hughes began her insurance career selling property and casualty insurance, but found her true calling in educating agents, advisors, and consumers about long-term care (LTC) planning. “No day is ever the same,” she says, and she thrives on sorting through the complexities of the LTC world to find solutions for her clients.

2 min read

Using Technology to Deepen Client Relationships Across Generations

By Cameron Huddleston, Carefull Family Finance Expert on 1/10/22 8:00 AM

Technology might not seem like a likely tool a financial advisor can use to build client relationships. It almost goes without saying that older generations prefer human interaction versus digital services when it comes to their finances. And surveys have found that even tech-savvy millennials are more likely to get help with their finances from real-life advisors than from robo-advisors. 

So how can technology help financial advisors strengthen and add value to their relationships with clients—especially older clients—when it lacks the human touch? After all, a computer can’t hold your hand during a market downturn. 

But there is new technology that can enable advisors to build their businesses by giving them the ability to better assist aging clients and clients taking care of aging parents at the stage of their financial lives where they need the most help. That new technology is Carefull.

1 min read

Fairway Presents Webinar on Home Equity and Roth Conversions

By NAIFA on 1/7/22 5:19 PM

Join us on February 11, 2022, at 3 pm eastern for the special webinar "Home Equity and Roth Conversions."

The discussion will feature Harlan Accola, CRMP, National Reverse Mortgage Director of Fairway Independent Mortgage Corporation, interviewing Jim Silbernagel, CFP, CEPS, LACP, LUTCF creator and host of Real Wealth® Marketing, on how he has helped clients lower their tax burden using the equity in their homes. 

2 min read

NAIFA’s Congressional Conference, the Premier Federal Grassroots Advocacy Event for Financial Services Professionals, to Be May 23-24

By NAIFA on 1/7/22 2:35 PM

NAIFA has announced that it will hold its 2022 Congressional Congress in-person May 23-24 in Washington, D.C. The event will feature targeted advocacy training with briefings on legislative issues that affect members’ businesses and the clients they serve. Expert presenters will offer best practices for conducting Congressional meetings and tips for developing impactful long-term relationships with legislators.

3 min read

A Few Thoughts on Selling Your Agency

By Dan Mangus, Vice President of Sales, Senior Marketing Specialists on 1/7/22 8:00 AM

A successful agent in the insurance business has built their business by making and keeping promises to their clients, staff, family, and themselves. However, an individual may decide to retire, their situation may change, or something else may arise that makes it necessary to cut back or stop their activity in the insurance business.

Finding ways to keep those promises means you need a good game plan for succession. There is far more to be considered than a simple financial transaction. Relationships must be transitioned and maintained. Let's examine a few items to consider as you build your game plan.

3 min read

NAIFA State Chapter Presidents Take Office, Highlighting State Advocacy Influence

By NAIFA on 1/6/22 2:36 PM

NAIFA is pleased to announce that its 2022 State Chapter Presidents have taken office as of January 1. State Presidents provide leadership for their states’ advocacy team, drive their states’ grassroots influence, build participation in NAIFA state legislative days and send state representatives to NAIFA’s annual Congressional Conference in Washington, D.C.

3 min read

Meet Loyal NAIFA Members Scott and Tim Johnson

By Ronan Friend on 1/6/22 8:00 AM

For Scott Johnson and Tim Johnson, insurance runs in the family. The brothers followed in the footsteps of their father and grandfather and now work together at American National in Bountiful, Utah.

A Shared Mission

Scott and Tim share a passion for building relationships with their clients and their community. Being able to maintain relationships with clients is what keeps them motivated. “We're not a one-and-done community,” says Scott. “You don't go work with somebody and never see him again here.” This connection is what makes a good agent, the brothers agree. Tim adds that persistence, knowledge, discipline, and enthusiasm also play a critical role in an agent’s success.

3 min read

NAIFA 2022 Leadership Takes Office With Lawrence Holzberg as National President

By NAIFA on 1/5/22 1:53 PM

Lawrence Holzberg, LUTCF, LACP, Managing Director and Director of Insurance and Advance Sales, at Fortis Lux Financial, in Melville, NY, (loyal member since 1990) is the 2022 President of the National Association of Insurance and Financial Advisors (NAIFA). Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP, President of Bryon Holz & Associates in Brandon, FL, (loyal member since 1987) is President-Elect, Thomas M. Cothron, LUTCF, Agency Manager with Southern Farm Bureau Life Insurance Company in Ocala, FL, (loyal member since 1981) is Secretary, and Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, CFBS, of Veritas Financial LLC/MassMutual Financial Group in McLean, VA, (loyal member since 2001) is Treasurer. Thomas O. Michel, LACP, Managing Director of Michel Financial Group in Los Angeles (loyal member since 1986) will continue his service as Immediate Past President.

10 min read

The National Association of Insurance and Financial Advisors Celebrates Success in Completion of First Phase of its Five-Year Strategic Plan

By NAIFA on 1/4/22 5:14 PM

NAIFA has announced the completion of its 2021 Business Implementation Plan that is phase one of its 2025 Strategic Plan, and the release of its new Business Implementation Plan for 2022. The 2025 Strategic Plan builds on the NAIFA 20/20 plan penned in 2016 that navigated the organization through a complete restructure of its chapters and overhaul of its bylaws.

Topics: Press Release

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