Having more conversations with your clients can help them perform a critical task: close some of the gaps they have in their retirement plans and protect their assets.
Having more conversations with your clients can help them perform a critical task: close some of the gaps they have in their retirement plans and protect their assets.
During NAIFA’s Blueprint Leadership Training yesterday, participants received numerous tips on how to attract and retain members from NAIFA staff and volunteers.
We are pleased to announce that Glenn Crawford is the recipient of NAIFA’s Hard Hat Award. This new NAIFA award will be given quarterly to NAIFA leaders and members who are putting in the hard work necessary to grow membership.
Camille Tan is an advisor with Strategic Financial Group and has been a loyal member since 2004.
Camille has been involved in the insurance industry since 2003 and is an advisor in the Naperville area. She is part of a team of professionals including her father and cousin. As a graduate of Benedictine University, she actively uses her background in Psychology and Business to build strong lifelong client relationships. She also does consulting work with other insurance professionals to help structure their practice, increase productivity, and identify staffing needs.
Yesterday, Day Three of NAIFA’s Online Blueprint Leadership Training, began with an overview of the new NAIFA Brand Book by Suzanne Carawan, NAIFA’s Vice President of Marketing & Communications.
Home Equity and Reverse Mortgages have rarely been part of Financial Planning for retirement but since housing is typically the largest asset and the largest liability for the average American— it certainly makes sense to find out how it impacts the wealth accumulation phase and the retirement spending plan. Housing costs are usually the largest expense category throughout our lives except for those that are quite wealthy and then taxes become the biggest expense. And interestingly enough— housing costs can certainly affect income tax planning as well!
NAIFA kicked off its week-long leadership training for state and local chapter leaders. NAIFA President Cammie Scott welcomed attendees to the virtual program.
Team of industry stalwarts in the state will lead NAIFA’s New York chapter until state members select a new Board to take office in January.
Recently, the Advisor Ambassador Program was recognized by ASAE and received a Silver Power of A Award for going above and beyond our organization's mission. To celebrate, we've started a new format for the class. We will be holding two live networking sessions this month with members of the Young Advisor Team.
The independent brokerage insurance agency’s advisors to join NAIFA and bring sector expertise.
The National Association of Insurance and Financial Advisors collected responses from 1,071 agents and advisors, approximately 90% of whom are current NAIFA members, for the 2020 NAIFA Experience Survey. Respondents who are not members engaged with the association via the NAIFA web presence, social media, NAIFA webinars or other communications channels.
The premier association for agents and advisors in the United States and a leading financial solutions firm team up to encourage college students to explore careers in insurance and financial services.
Register today for NAIFA’s Virtual Performance + Purpose Conference, which takes place October 6 to October 8.
LifeMark Securities Corp., a leading broker-dealer based in Rochester, NY, reacted to news that a handful of former NAIFA-NY board members voted to disaffiliate with NAIFA by offering LifeMark’s continued support for NAIFA’s national association and its members in New York State.
“Let it be known that LifeMark Securities continues its support [of NAIFA],” said a letter to NAIFA President Cammie Scott signed by LifeMark Securities President Jim Prisco and Chairman Andy Kalinowski. “We will continue to demonstrate this support by paying the NAIFA dues on behalf of our representatives who are desirous of maintaining their membership in NAIFA.”
NAIFA-Texas has issued a public letter of support for their fellow NAIFA members who make up the NAIFA-New York chapter. The letter states that NAIFA-Texas’s Board was “shocked and dismayed to learn that a small group of New York State members were seemingly hoodwinked into voting to disaffiliate with NAIFA” and, particularly, that they did so without the knowledge of the rest of the state chapter’s membership.
From Oct. 6-8, NAIFA’s Virtual Performance +Purpose Conference will feature several career-focused tracks, including one on Sales and Prospecting.
NAIFA’s Performance + Purpose virtual conference, Oct. 6-8, will offer a Technology learning track with breakout workshops on ways insurance and financial professionals and their practices can leverage technology to improve their marketing and client communications. In addition to Technology, P+P learning tracks will cover Practice Management, Sales & Prospecting and Advance Practices.
The Young Advisor Team of the National Association of Insurance and Financial Advisors (NAIFA) is proud to announce the launch of a new Future Leaders program for students interested in careers in the financial services industry. The new program is under the oversight of NAIFA National’s Young Advisor Team Committee, chaired by Blake Gillies, DIA, Brokerage Director, Acacia Financial Group.
The new Future Leaders program expands the offerings of NAIFA’s Talent Development Center of Excellence, launched in Q2 2020. The Talent Development Center is a new initiative of NAIFA to create a content and event hub focused on topics of personal and professional performance during every stage of the advisor business lifecycle. In addition to the Young Advisor Team, which focuses on programs for advisors under the age of 40 or with less than 5 years in the business, The Talent Development Center also houses NAIFA’s Diversity, Equity & Inclusion work and award programs.
The online conference will focus on delivering content-rich education and peer-to-peer interaction
Please help NAIFA and InsuranceNewsNet magazine by taking this brief, 5-minute survey on technology and COVID-19. Has a CRM system or video conferencing platformed helped you serve clients better over the past six months? We'd love to hear from you. Answer a few quick questions at www.surveymonkey.com/r/NAIFA-INN.
Virtual sessions on association leadership and management topics to run from 2-5 PM Eastern each day.
To commemorate NAIFA’s130th anniversary this year, NAIFA has launched the digital issue of the Special Anniversary Edition of Advisor Today. This issue is available at http://www.digital.advisortoday.com/advisortoday/anniversary_edition/MobilePagedArticle.
In sports, it's known as a hot streak and there can be little doubt that Chris Gandy is on one...again. According to the NCAA, the chances of going pro in men's basketball is 1.2% beyond high school, but Gandy did it. The chances of making it through the first years in the financial services industry is often cited as less than 15%, but Gandy did it. Being featured in GQ? Done that. Top producer in OneAmerica? He's got that accolade, too. Making the cover of your industry's magazine? Check. President of NAIFA-Chicagoland? Game on. Key stakeholder in the future of the premier association in the financial services industry that is the voice of the American advisor? He's our guy.
The National Association of Insurance and Financial Advisors (NAIFA) will hold a new hybrid event called the “Belong Event” on November 17, 2020. The new event has a three-pronged purpose:
-To serve as the association’s annual business meeting, during which the new Board of Trustees will be sworn into office
-To serve as the platform to celebrate the more than 1,700 volunteer leaders and staff that power NAIFA’s 50 state and 35 local chapters
-To conclude the year-long celebration of NAIFA’s 130th anniversary.
Cammie Scott, NAIFA National President, will oversee the business meeting as she formally calls the association’s annual meeting to order. The meeting will include the election of five National Trustees, election of the national secretary and re-election of NAIFA’s national officers as follows.
National Trustees to elect:
-Wes Booker, LUTCF, Owner of the Wes Booker Agency in Maumelle, AR, (NAIFA member since 2004)
-Aprilyn Chavez Geissler, LACP, First Executive Vice President with Gateway Financial Advisors in Albuquerque, NM, (NAIFA member since 2005)
-Dennis Cuccinelli, LACP, Financial Representative, Certified Financial Services in Paramus, NJ, (NAIFA member since 1986)
-Doug Massey, CLU, ChFC, FSS, Owner of Doug Massey Financial Services in San Angelo, TX, (NAIFA member since 1987)
-Brian Wilson, Sales Director with Mutual of Omaha Advisors in Lexington, KY, (NAIFA member since 2000)
National Officers to elect:
-Lawrence J. Holzberg, LUTCF, LACP, Director of Insurance and Advanced Sales at Fortis Lux Financial in New York, (NAIFA member since 1990), will stand for election as President-Elect
-Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, CFBS, Founding Partner of Veritas Financial LLC/MassMutual Financial Group in McLean, VA, (NAIFA member since 2001), will stand for re-election as Treasurer
-Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP, Founder of Bryon Holz & Associates in Brandon, FL, (NAIFA member since 1987), will stand for election as Secretary
The fund was created to assist NAIFA members impacted by hurricanes and other natural disasters.
Affinity Partner Program Offers Members Discounts
Did you know that NAIFA partners with companies that can help members save money for their business and in their daily life?
Dave Resseguie, the founder and chief shepherd of The Resseguie Group, will be the featured presenter at the September NAIFA Live event, tomorrow, Sept. 10, at 2 PM Eastern. His presentation, “Y[our] Work Matters,” will inspire financial professionals to “connect with the fact that what they do is important and it’s valuable.” He will also give practical tips on how agents and advisors can emphasize the importance of their work to make real connections with prospects.
NAIFA and InsuranceNewsNet magazine are surveying insurance and financial services professionals to see how the COVID-19 pandemic has affected the use of financial technology solutions and the ways producers communicate with clients and prospects.
A cross section of members and industry leaders will advance the ongoing modernization and evolution of the industry’s original and most influential professional association.
Here are some of the words the dictionary uses to define malpractice: improper, illegal, or negligent professional activity or treatment, especially by a medical practitioner.
We can “if” ourselves to the point of ad nauseam given the events associated with the pandemic. No one can know for sure where this is going, nor what the outcomes are going to be.
Life is different in more ways than we may realize. Thinking that this will pass and we will return to the way things were, is not going to happen. We are witness to a change event that is and will continue to reshape our future. It’s chaotic and confusing and smart people are going to be taking advantage of what is inevitable.
Success doesn’t just happen, it happens justly. The market is going to continue to produce people with money and a need to plan. New wealth is taking shape daily across America and overnight success stories are going to be born. Where there’s change, there’s an opportunity provided you are keen enough to identify and recognize it.
NAIFA’s 2020 Performance + Purpose Conference to “Power the Possible” with a Concentrated Professional Development Experience
The highly interactive virtual event’s workshops and breakouts are designed to appeal to future-focused financial professionals.
The National Association of Insurance and Financial Advisors (NAIFA) has opened registration for its 2020 Performance + Purpose conference, an interactive virtual event to be held Oct. 6-8.
COVID-19 restrictions and health concerns forced NAIFA to replace its face-to-face conference in Boston with an event that will occur completely online, yet will offer ample opportunities for professional development, interactive learning and virtual networking.
P+P workshops and breakout sessions are designed to “power the possible” and provide forward-thinking financial professionals with solutions to help them grow their businesses for the next 20 years. Programming is focused on four high-impact business tracks – Sales & Prospecting, Practice Management, Financial Technology, and Advanced Practices – allowing attendees to tailor their P+P experiences to their specific professional and business development needs.
Christopher Gandy, President and Founder of Midwest Legacy Group, will present “Disparity and Opportunity,” a webinar brought to us by NAIFA’s Diversity, Equity and Inclusion Task Force. The webinar is tomorrow, August 24 at 2 PM (eastern).
Congratulations to the 11 insurance and financial professionals who earned their Life and Annuity Certified Professional (LACP) certification in July. The LACP distinguishes producers who possess understanding of life and annuity products, the consultative sales process, and ethical, legal, and regulatory matters above and beyond licensing requirements. The LACP indicates to clients and colleagues that a producer is a committed professional who operates in an ethical manner to serve clients’ needs.
Courtney Kastelic is a Senior Disability Sales Manager for Principal Insurance Company and a new NAIFA member. Growing up in a middle-class family, Kastelic became aware early on the stressful impacts money has on a family, which piqued her interest in the financial services industry.
Leading independent home mortgage group loan officers to join NAIFA and bring sector expertise
In its ongoing efforts to promote diversity and inclusion in the financial-services industry, NAIFA has released a new report, titled, Advancing Diversity and Inclusion: Serving the African American Community.
NAIFA-Colorado’s 2020 State Convention featured several sessions that offered attendees tips and techniques for forging ahead in today’s trying times. During the keynote address, Keith Renninson described the “TRIP” system and explained how advisors can use it to build better client relationships and grow their business. Renninson is President of Keith Renninson Enterprises, Inc., in Littleton, Colorado.
Proformex, creator of a proactive life insurance policy monitoring platform designed to give insurance agents, advisors and fiduciaries better oversight and visibility into the performance of inforce life insurance and annuities, today announced its newly-established partnership with industry giant, NAIFA (National Association of Insurance and Financial Advisors).
Veronica Rodriguez specializes in property and casualty insurance at Gateway Insurance Group and is a new NAIFA member. Coming from the payday lending industry, she was thrilled to enter a field where she could continue helping people—this time without high interest rates and repossessions. Rodriguez is most passionate about helping people plan for the unexpected in order to prevent them from ending up in a position that forces them to borrow money at high interest rates.
Advisor Today, the official publication of the National Association of Insurance and Financial Advisors, is pleased to announce the winners of its 2020 Four Under Forty awards: Andrew Bartling, FIC, LACP, of Modern Woodmen of America in Rapid City, SD; Richard M. Demko II, LUTCF, LACP, of Guardian Group in The Woodlands, TX; Samuel G. Sones, LUTCF, of Lincoln County Farm Bureau in Brookhaven, MS; and Joyce J. Yoo, of Wisely Financial in San Francisco.
This is what new NAIFA member Robert Regan, CFP, RIA, will tell any agent or advisor who is thinking of joining NAIFA. Regan is with Regan Financial Group, LLC, in Danville, California, and provides a wide range of products and services to his clients, including insurance, investment advice and financial planning.
Crystal Nguyen is Sales Manager with MassMutual Texas Gulf Coast and a new NAIFA member. She began her first job in the insurance and financial services industry because it seemed like a good option for her. “I sort of fell into it,” she said. But she has developed a successful career because of her passion for serving clients.
NAIFA-NE is hosting its annual Insurance Leaders Forum along with the Nebraska Association of Health Underwriters virtually Aug. 11-13. The program featured a federal legislative update by NAIFA Director of Government Relations Mike Hedge, who spoke about NAIFA’s work over the past year on the SECURE Act, repeal of health care taxes, COVID-19 relief bills, and other legislative priorities over the past year.
Dawn Wolfgram, CLF, is regional managing director at Principal Financial and the national president of Women in Insurance & Financial Services (WIFS), a key industry partner of NAIFA. She will also be the featured presenter at the August NAIFA Live event.
ASAE recognizes NAIFA’s efforts to bolster insurance and financial professionals who are new to the industry.
Consumers have a lot of misconceptions about life insurance, which may prevent them from purchasing the protection they need for themselves and their loved ones. During a recent Life Happens webinar, NAIFA Trustee, Delvin Joyce of Prosperity Wealth Group, LLC, and an advisor at Prudential Financial, and Kristen Hall Eskew, Director of Talent Acquisition at Consolidated Planning Inc., shared five myths that are prevalent in the African American community and offered some helpful hints for dispelling them.
Nominees for Secretary and the Board of Trustees to stand for election later this year at NAIFA’s annual business meeting.
The National Association of Insurance and Financial Advisors’ Committee on Governance has nominated Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP, President of Bryon Holz & Associates in Brandon, FL, for the position of 2021 NAIFA Secretary. A former member of NAIFA’s Board of Trustees, he has been a proud NAIFA member since 1987.
The Committee has also nominated five members to serve two-year terms on the NAIFA Board of Trustees. The nominees are: Wes Booker, LUTCF, Owner of the Wes Booker Agency in Maumelle, AR, (NAIFA member since 2004); Aprilyn Chavez Geissler, LACP, First Executive Vice President with Gateway Financial Advisors in Albuquerque, NM, (NAIFA member since 2005); Dennis Cuccinelli, LACP, an Independent Financial Representative in Edison, NJ, (NAIFA member since 1986); Doug Massey, CLU, ChFC, FSS, Owner of Doug Massey Financial Services in San Angelo, TX, (NAIFA member since 1987); and Brian Wilson, Sales Manager with Mutual of Omaha Advisors in Lexington, KY, (NAIFA member since 2000).
Thomas O. Michel, LACP, Managing Director of Michel Financial Group in Los Angeles (NAIFA member since 1986) is slated to serve as 2020 President; Larry Holzberg, Director of Insurance and Advance Sales, at Fortis Lux Financial, in New York (NAIFA member since 1990) as President-Elect; and Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, CFBS, of Veritas Financial LLC/MassMutual Financial Group in McLean, VA, (NAIFA member since 2001) as Treasurer. Cammie Scott, MSIE, ChHC, CLTC, LUCF, REBC, RHU, SHRM-SCP, President of CK Harp & Associates in Springdale, AR, (NAIFA member since 1998) will serve as Immediate Past President.
The nominees will stand for election during the NAIFA’s annual business meeting, to be held in November. The Governance Committee consists of 12 NAIFA members and is chaired by NAIFA Past President Keith Gillies, CFP, CLU, ChFC.
Industry groups unite the insurance and financial services industry to promote financial literacy and encourage a new generation of agents and advisors.
Hybrid life insurance policies with long-term-care benefits can be an important part of a limited and extended care plan for many consumers, Jon Voegele, MBA, ChFC, CLU, chair of Life Happens and a long-time NAIFA member told journalist Cameron Huddleston for an article in Forbes magazine.
New research from data analytics firm Boobook suggests that COVID-19 has led to a significant number of people in the UK and US saving more than they had previously during the COVID-19 lockdown and the vast majority of those savers are taking stock and reviewing their long terms savings.
According to the John Hancock Wealth Across America Survey, when American consumers are given five options to choose from about how they prioritize their finances, the most important thing they think about is supporting loved ones (29%). And 39 percent define wealth as putting family first. This is the top answer received in 49 out of the 50 states.
Life Happens will continue its partnership with actress, model, designer, wife and mother, Brooke Shields, for a second year for Life Insurance Awareness Campaign. This is the annual awareness campaign created and coordinated by Life Happens and supported by the nation’s leading insurance companies and industry groups each September.
An industry pulse survey of insurance and financial services professionals released today by NAIFA, LIMRA, the Insured Retirement Institute and Oliver Wyman found that the COVID-19 outbreak has made it challenging for agents and advisors to connect with new clients. More than three-quarters said that either all or a higher proportion of their insurance, annuities and investment sales have been to existing clients. Only 17% said new clients have accounted for a higher proportion of sales, while 5% said new clients accounted for all of their sales.
Long before the COVID-19 outbreak, Brian Heckert, founder of FSM Wealth and a NAIFA member since 1986, embraced virtual client meetings as part of a strategy to grow his firm beyond his hometown of Nashville, IL, (population 3,200). InsuranceNewsNet profiles Heckert, who is also the immediate past president of NAIFA’s Illinois chapter, in its July 2020 issue.
(As NAIFA celebrates its 130th anniversary, several members are sharing what the association has done for them as they worked hard to move to the next level of success. The first of these stories is by NAIFA member and enthusiast, Aprilyn Chavez Geissler)
The National Association of Insurance and Financial Advisors (NAIFA) and the Certification for Long Term Care (CLTC) announce a new series of preparatory classes for NAIFA members. The new virtual series and exam will allow more NAIFA members to earn their CLTC designation. The class series is the latest byproduct of the strong partnership between NAIFA and CLTC.
Long-time NAIFA member and top producer, Laurie Adams, CFP, CLU, LUTCF, LACP, is pretty bullish on NAIFA’s Life and Annuity Certified Professional (LACP) certification and sees a bright and promising future for the certification.
Broker-dealers that have approved NAIFA’s Life and Annuities Certified Professional (LACP) certification for use by their representatives rank among the top B-D firms in the country. Mass Mutual’s MML Investors Services, Cambridge Investment Research, Royal Alliance Associates, SagePoint Financial, Woodbury Financial Services, FSC Securities, and Principal Securities are all among the leaders in Financial Advisor magazine’s B-D ranking and Think Advisor’s Broker-Dealer Reference Guide. Combined, the firms have more than 20,000 producing representatives eligible to apply for LACP certification.
Ameritas President and Chief Executive, Officer Bill Lester, announced the following officer elections, effective June 1:
As leaders in the insurance and financial services industry undertake efforts to improve diversity and inclusion among producers and corporate leadership, a Forbes article has cited NAIFA’s Diversity Symposium as program producing relevant thought leadership. In particular, the article references the recent NAIFA Nation Impact Week session “The Tone At The Top: How Companies are Moving the Diversity and Inclusion Needle.”
“Are you an adrenaline junkie?” asked NAIFA President Cammie Scott, during NAIFA’s Town Hall, “The State of NAIFA on Our 130th Anniversary.” “Do you crave the rush? Have a need for speed or the drive to dive?”
NAIFA CEO Kevin Mayeux, CAE, opened the NAIFA Town Hall “The State of NAIFA on Our 130th Anniversary” by marking the occasion of NAIFA’s formation on June 18, 1890, in Boston. Then as now, NAIFA members joined together to promote the interests of an industry crucial to providing financial security to Main Street Americans.
(NAIFA) will celebrate its 130th anniversary Thursday, June 18, with an online Town Hall meeting “The State of NAIFA on Our 130th Anniversary Celebration.”
June is Annuity Awareness Month, a campaign designed to educate consumers about annuities and the role they play in a sound financial plan. This is an excellent time to start the conversation with clients and prospects and explain how annuities can help them reach their retirement goals.
As the unprecedented situation surrounding the pandemic continues to unfold, it is clear that professional criminals have recognized an opportunity. They are exploiting the chaos, anxiety, and uncertainty inherent in today’s reality—and they have recently intensified their attempts.
I need to hear something good.”
After two consecutive months of decline during the pandemic quarantine, U.S. life insurance application activity jumped 5.2% YOY in May, in what appears to be a V shaped recovery.
NAIFA is looking for stories that show how the Life and Annuity Certified Professional (LACP) certification is helping financial professionals from all walks of life achieve a high level of professional success.
NAIFA’s LACP certification is a fully accredited professional certification recognized by FINRA. Companies that support the use of LACP by their agents and advisors include:
*Cambridge Investment Research
*Kansas City Life
*New York Life
*Western & Southern Life--and the list continues to grow.
Sharing your LACP story is easy. Just send us your story to firstname.lastname@example.org and we will use it to spread the good news about the LACP and help other agents and advisors grow.
June is Annuity Awareness Month, a campaign designed to educate consumers about annuities and the role they play in a sound financial plan. This is an excellent time to start the conversation with clients and prospects and explain how annuities can help them reach their retirement goals.
Kathleen Owings, a West Point graduate, past president of NAIFA-CO, and co-founder of Westbilt Financial Group, talked about her service to her country, industry, and clients in an interview published in ThinkAdvisor.
The life insurance community grieves with the nation over the racial injustice, brutality and bigotry that took the life of George Floyd and the lives of so many others. Too often, the justice system has failed, bringing devastating consequences such as destroyed hope, fear and division.
Brian Haney, LACP, CLTC, CFS, CFBS, CIS, is a 16-year veteran of the financial services profession and the immediate past president of NAIFA-Greater Washington, D.C. He is also vice president at the Haney Company and a proud holder of NAIFA’s LACP certification.
June 15 is the deadline for submitting nominations to the 2020 Four Under Forty Award Program. All nominations must be received on or before that date.
Larry Holzberg, LACP, LUTCF, has done it all in his more than 30 years as a life insurance professional – from sales to team management to brokerage marketplace functions. He is also serves as secretary on NAIFA’s Executive Committee, putting him in line to be association president, and is director of insurance and advanced sales at Fortis Lux Financial.
Airlines provide safety warnings and emergency procedures before the flight begins, Bryan Dunham regional wholesale senior manager at Capital Group told NAIFA’s Town Hall participants. They don’t wait for a crisis situation to give passengers vital information.
Reginald Freeman is the 37th Fire Chief and Emergency Management Director for the City of Hartford, Conn. He spoke to attendees at NAIFA Nation Impact Week’s Leadership Day on “Building Sustainable Success Through Servant Leadership.”
Dierdra Van Nest is a communications expert who specializes in helping financial professionals boost their business and better serve consumers by making emotional connections with clients. She shared some of her insights with NAIFA Nation Impact Week’s Leadership Day participants.
Kevin O’Leary, a.k.a., Mr. Wonderful from TV’s “Shark Tank” program, and his business partner Connor O’Brien addressed NAIFA’s Leadership Day and spoke about the ways COVID-19 is changing business and investment strategies, and how company leadership is crucial during a crisis and at normal times.
NAIFA Diversity Symposium: Advisors Panel
NAIFA Diversity Symposium: Corporate Panel
NAIFA kicked off its much-anticipated NAIFA Nation Impact Week today by hosting a Virtual Diversity Symposium.
Congratulations to our NAIFA National Secretary, Larry Holzberg, who has been appointed to Director of Insurance and Advance Sales for Fortis Lux. Fortis Lux is a comprehensive financial planning firm that offers wealth management, protection, risk management, trust and estate planning advice and solutions.
Producers seeking to qualify for NAIFA’s Life and Annuity Certified Professional (LACP) certification have an opportunity to complete the LACP exam online during July and August. The standard application deadline is June 1. Applicants may register online.
Deadline for Four Under Forty Extended!
Congratulations are in order for Jill Judd and Becky Brothers, two outstanding NAIFA members who were featured in the April 2020 issue of AdviseHER, the magazine of the Women in Insurance and Financial Services (WIFS) organization.
Underwriting for disability income insurance has the reputation of being difficult, but it does not have to be, writes Kim Sholtis in the March/April 2019 issue of Advisor Today.
A little inside knowledge can go a long way, especially when you’re eager to manage expectations and avoid surprises, writes Sholtis, a senior individual disability income underwriting consultant with Ohio National Financial Services. Knowing how the process works can help you make the application easier, more transparent and ideally more predicable to you, your clients and your prospects.
Read the rest of this article at http://www.digital.advisortoday.com/advisortoday/0219_march_april_2019/MobilePagedArticle.action?articleId=1466340#articleId1466340 and learn helpful hints for simplifying this important task. A good understanding of this process will come in handy as you look for success in your DI sales during Disability Insurance Awareness Month.
Many young professionals are in need of individual disability income (DI) insurance, but they may not know it. In an article in the 2019 March/April issue of Advisor Today, Chris Coy, regional director with The Standard, shares three important points you can use to start the conversation about Individual disability income insurance with your pYoung professionals have made substantial investments in their careers. Professionals beginning their careers in fields that require extensive schooling and advanced degrees, or who have a high potential for above-average earnings over their lifetime, have already made a significant investment in their future by the time they reach their mid to late 20s. Many are likely carrying large student loan debts and don’t have much savings. For these individuals, protecting future income is important to ensure they can maintain their lifestyles and pay off loans in the event of a disability that leaves them unable to work for a period of time.
Disability can happen to anyone at any time, and it can financially devastate individuals and families if they are unable to work. It’s important to remind clients that no one plans to become disabled, but an individual entering the workforce today has a 25% chance of becoming disabled before retirement. A wide range of causes can lead to disability, including injury and illness.
Many individuals may receive group long term disability insurance (LTD) through their employers, and it’s true that group LTD offers a solid income protection foundation. However, it often doesn’t provide the kind of coverage that high-earning young professionals require. Workers’ compensation and Social Security can’t be relied upon to cover most disabilities. Workers’ compensation only covers time away from work if the disabling illness or injury was directly work-related, and Social Security doesn’t cover enough pre-disability income to maintain a high earner’s current lifestyle.
2. Younger applicants are more likely to qualify for simplified underwriting rules. Younger applicants are more likely to qualify for simplified underwriting rules. This will remove steps in the process, such as lab test requirements and income documentation, and help you facilitate the sale with interested clients by streamlining the application process.
Most carriers require nothing from you or your client to initiate simplified underwriting, if the applicant meets the criteria. Consider this a valuable selling point for young professionals who value a streamlined approach to the underwriting and purchase of IDI.
3. IDI can provide young professionals with unique benefits.
Young professionals and those who are early in their career should look for policy features and benefits that meet their needs today and can grow with them. The following are strong policy benefits that young professionals might look for in an income protection policy.
--Opportunities to increase coverage. Riders that increase monthly benefits to keep pace with salary increases are a must for professionals early in their career. Some increase riders provide annual benefit increases of a set percent a year for a set period of years. Others may allow the policyowner to increase coverage significantly to keep up with promotions or large increases in income.
--Strong definition of disability. Some professionals will want a definition of disability that provides specialty language. Or they may wish to continue to work if they become disabled in their current occupation. Own occupation riders can provide coverage for professionals who can no longer perform the substantial and material duties of their occupations due to illness or injury — but wish to work in another capacity.
Remind younger clients that career trajectories are long, and investing in a preemptive policy with an own occupation rider is a sound financial decision that accounts for the unexpected.
--Student loan riders. While the path to becoming a high-earning individual is rewarding, it requires a significant amount of upfront investment. Student loan costs for some professionals can range in the hundreds of thousands.
Becoming disabled can prevent potential high-earners from paying off student loans. Fortunately, should a client experience total disability, a student loan rider will cover some or all student loan payments, up to a maximum period. This policy feature is especially pertinent for young clients who have not built up the financial cushion needed to absorb student loan costs should disability occur.
--Provides time to care for loved ones. An IDI policy that covers disabilities to both the insured individual and other family members can be important. Look for a policy feature that provides a benefit if the policyowner must take time from work, and reduced pay, to care for a spouse, parent or child with a serious health condition.
As a financial advisor, Coy writes, you have a unique opportunity to help your younger clients safeguard their income with IDI. Remind clients about the numerous investments they have already made in themselves: a good education, a sound career and smart financial decisions. They have already laid the groundwork for a prosperous and successful future; now, they must protect it.
Learn more about selling IDI to younger professionals by reading the rest of Chris Coy’s article at http://www.digital.advisortoday.com/advisortoday/0219_march_april_2019/MobilePagedArticle.action?articleId=1466336#articleId1466336
COVID-19 has changed the marketing and sales world and some companies are finally listening: It’s no longer about what customers can do for us by buying our stuff. Now, it’s all about what we can do for them. As demanding as it is to craft meaningful messages in troubling times, customers respond to those that make a difference in their lives.
Disability income (DI) insurance is one of the most overlooked financial products by consumers, although for most of them, the ability to earn an income is their most valuable financial asset. Many agents face numerous objections when they ask their clients and prospects to buy DI insurance.
So far, 2020 has not turned out to be what we imagined it would be back on New Year’s Eve. Between then and now, COVID-19 reared its ugly head and turned our world upside down. When the pandemic is behind us and restrictions are eased, we should reflect on what the Coronavirus has taught us and how to apply those lessons to our financial practices.
David McKnight, a retirement planning expert and best-selling author of The Power of Zero and other books, told May 4 NAIFA Town Hall attendees about the tax “freight train” heading our way and how the COVID-19 crisis affects the tax implications of retirement planning.
NAIFA’s Online CEO Panel
Tuesday, May 12 at 1 PM EDT
Free to all financial professionals
NAIFA is bringing together CEOs from the insurance and financial services industry’s top associations to discuss our collaborative efforts during the COVlD-19 crisis to address ﬁnancial security on Main Street USA. NAIFA CEO Kevin Mayeux will moderate a panel consisting of:
LIMRA, Oliver Wyman and NAIFA are partnering on a pulse survey around COVID-19 and its effects.
It should take you 10 minutes to complete the survey. The results will be aggregated and shared with all participants. Your responses will remain anonymous.
May is Disability Insurance Awareness Month (DIAM). Each year, LIMRA joins Life Happens, which created and coordinates the DIAM campaign, along with others in the insurance industry, to raise awareness about the importance of income protection.
As individuals, households and businesses readjust and look ahead to a new era and recovery, demand for financial advice is up by almost a quarter. This is according to the deVere Group, which operates in 100 countries worldwide. The firm says that the number of inquiries from new clients was up by 24% in April, compared to the previous month.
Nigel Green, the founder and CEO of deVere Group, observes: “Disruption and dislocation have hit entire economies and businesses of all sizes and in all sectors.
“This has had a very real and very immediate impact on the finances of individuals, households and businesses around the world.
“Suddenly, unexpectedly, many have realized that they didn’t have sufficient money behind them, they didn’t have contingency plans.
“This, as they know, could have consequences for the lifestyles and life opportunities of themselves and loved ones and, for those in business, for the long-term sustainability of their firm.
“With financial matters back in sharp focus, for many, ‘I should have’ becomes ‘I need to have.’
The COVID-19 outbreak highlights extended and long term care as a community care issue. Whether a professional or a family member, we have learned that the role of a caregiver is stressful. COVID-19 is a conversation opener for you to become a “generational” advisor.
NAIFA announced that it will hold a CEO Panel with associations representing the financial services industry. Kevin Mayeux will host Wayne Chopus of Insured Retirement Institute, Ken Bentsen of SIFMA, and Susan Neely of American Council of Life Insurers on May 12th at 1 pm eastern.
The rapidity is which the economy toppled due to the pandemic was startling, to say the least. Coming off a record 11-year bull market, many retirees may have been lulled into thinking that their retirement accounts would continue to increase indefinitely. Suddenly faced with a portfolio drastically reduced in value, retirees scrambled to find a substitute for selling invested funds at a loss.
Scott Rider is the spokesperson for this year’s Disability Insurance Awareness Month (DIAM) campaign, the promotional program created and coordinated by Life Happens to teach consumers about the critical role disability income (DI) insurance plays in a sound financial plan.
One of the programs you should be taking part in right now is the Disability Insurance Awareness Month (DIAM) campaign, spearheaded by Life Happens to teach consumers about disability income (DI) insurance and the critical role the product plays in a sound financial plan.
Scott Brennan is a life insurance industry legend. He is a MassMutual agent, former president of the Million Dollar Round Table, 2016 recipient of the John Newton Russell Memorial Award, and a NAIFA member since 1978. He refers to himself, however, as the “Chief Attitude Officer” and delivered an inspirational and motivational message to his industry colleagues during NAIFA’s April 30 online Town Hall meeting.
The latest edition of Advisor Today is now available at https://at.naifa.org.
May is a month when we take part in many national events--Mother's Day, Memorial Day and BBQs with a few close friends and family.
These last couple of weeks have obviously been new for all of us, but I successfully did something in late March and again Mid-April that I'm already deriving some benefits from.
The NAIFA Quality Awards Working Group has updated and modernized the award's criteria to better reflect exemplary service and achievement by today’s producers who are serving clients under a variety of business models. The award is a measure of professional success, quality client service, and strict adherence to NAIFA’s Code of Ethics, including the requirement that NAIFA members always serve the best interests of their clients.
Disrupted by the global impact of COVID-19, many agents and advisors have modified their thought processes, operations and business practices in their search for success in today’s re-imagined business environment. As a result of COVID-19, quite a few advisors are:
In a few days, quite a few employees will be returning to their traditional office work environments after state-imposed, stay-at-home orders. But what will their companies do with the new laptops and other devices they put into employees’ homes in order to keep the business going?
Consumer demand for access across multiple touchpoints is growing, with mobile apps making the biggest jump.
African Americans account for 13% of the U.S. population.(1) Their economic impact is significant, with $1.2 trillion in purchases annually, representing more than one-third of spending in several product categories.(2)
Ameritas President and CEO Bill Lester has announced the following officer election, effective March 1, 2020.
Join the hundreds of agents and advisors who are tuning into NAIFA’s Town Hall Meetings for the insights and resources they need to grow their financial practices. Visit the NAIFA website for a list of upcoming Town Hall Meetings and sign up today to be inspired and informed.
NAIFA has announced the creation of the NAIFA Family Response Fund to help NAIFA members with expenses related to the COVID-19 outbreak. The fund will benefit NAIFA members and their legal dependents who face financial hardship due to unexpected out-of-pocket medical or funeral expenses related to the COVID-19 outbreak.
NAIFA has launched a new consumer site called financialsecurity.org to provide direct-to-consumer content featuring members. In addition the site features a "Find an Advisor" tool that allows consumers to find a trusted, licensed agent or advisor. The new site has received increased attention since launch due to the new toolkits created as a response to COVD-19.
Uncertainty surrounding the international coronavirus outbreak has created stock market volatility and obvious public health concerns that have many American feeling anxious. At times like this, having a sound financial plan and working with a qualified insurance and financial professional can reassure consumers and provide them with a solid financial footing.
Jill Judd, immediate past president of the National Association of Insurance and Financial Advisors (NAIFA), is participating in a main-stage roundtable discussion at the “All Women & Diversity: Expanding Opportunity in Insurance” conference in New York on Friday.
Howard M. Rosenblatt, a NAIFA member since 1971, has received the Albert Nelson Marquis Lifetime Achievement Award presented by Marquis Who's Who, the world's premier publisher of biographical profiles.
The January/February 2020 issue of Advisor Today is now available.
According to data from Lincoln’s 2019 Financial Focus study, anxiety (67%) tops the list of health issues stemming from financial worries, followed by mood changes (50%).
This year, the Leadership in Life Institute (LILI) is celebrating 20 years of excellence in leadership development of NAIFA members.
NAIFA’s new president, Cammie Scott, is ready to move the association forward with strong input from members.
Start making plans today to attend the 2020 ILTCI Conference, which takes place from March 29 to April 1 in Denver, Colorado.
Online Networking Group Works to Build a Diverse & Inclusive Financial Services Industry
Americans are more focused on improving their health and wellness than their finances in 2020, with only 14% of people including financial planning as a resolution in 2020. This is down from 18% last year. In addition, when asked about their top focus areas for the New Year, more than half (51%) of Americans said health and wellness, while only 27% chose financial stability.
NAIFA member Ike Trotter, CLU, CASL, ChFC, is president of the Ike Trotter Agency, LLC, in Greenville, MS. He helps his clients gain financial security by providing them with a wide range of financial services, including financial, retirement and estate planning.
Kick off the new year and NAIFA's 130th anniversary at NAIFA Live's presentation on January 9, starting at 2 p.m. Eastern Standard Time.
U.S. life insurance application activity surged ahead in November, up 6.0% Y/Y, according to the MIB Life Index. While older age application activity continued its upward trend, it was Millennial and Gen X buyers who showed breakthrough activity, posting significant gains in November Y/Y. The MIB Life Index composite was up 0.7% at November’s close, just one month after peaking above par value (up 0.2% YTD) this past October. November’s composite index value was at a four year high at 112.28, a level not seen for a November since 2015. Notably, November’s application activity soared 11.3% from that of October.
Several NAIFA members have qualified for the 2019 Women in Insurance & Financial Services’ Circle of Excellence. This is a voluntary recognition program for members who achieve significant income levels in the insurance and financial services industry. This prestigious recognition is based on annual production for the previous year. This year, 128 members submitted qualification for this distinction with reported combined income of $43 million.
It is not too late to register for NAIFA’s Big Ideas Webinar titled, “Get More Qualified Sales Appointments in the Next 24 Hours.” This valuable webinar takes place Dec. 4 at 3 p.m. ET and is presented by Wendy Weiss, The Queen of Cold Calling.
The steps outlined in this article will help you work with your clients to implement effective legacy planning programs.
NAIFA CEO Kevin Mayeux is attending the 2019 LIMRA Annual Conference in Boston along with colleagues from around the industry, including senior executives from dozens of leading insurance and financial services firms. To see Mayeux's tweets from the conference, follow him on Twitter.
NAILBA’s 2019 ID Twenty Awards recognize the “most courageous innovators and visionaries who have important contributions to the insurance profession” in independent distribution. NAIFA would like to congratulate all of the winners and particularly the seven who are NAIFA members:
NAIFA CEO Kevin Mayeux is attending the Council of Life Insurers (ACLI) annual conference in Boston, Oct. 13-15. Watch for Kevin’s tweets (@KevinMayeux) on goings on at the event.
Don't miss the October 16 webinar by NAIFA on the Life and Annuity Certified Professional (LACP) certification. The webinar will explain what the LACP entails, how to get it and how to use it to further serve your clients and drive business.
In a few weeks, it will be November, and time for you to participate in the promotional campaign, Long Term Care Awareness Month. This is the campaign aimed at educating Americans about the importance of owning long-term-care products and provides an excellent opportunity for you to reach out to your clients and prospects about these valuable products.
The Principal Financial Group is the latest company to support the nationally accredited LACP mark of distinction for financial services professionals that work in life and annuities.
Guy Baker was recognized as the 2019 John Newton Russell Award recipient during NAIFA’s Performance +Purpose Conference, which took place in Orlando last week. The JNR award is the highest award given to a living financial professional by the financial-services industry.
NAIFA President Jill Judd took her fellow insurance and financial professionals on a thrilling carnival park ride in her NAIFA Performance + Purpose General Session remarks on Saturday.
Kevin Mayeux, in his CEO report to NAIFA’s Performance + Purpose conference, told attendees how reforms implemented on January 1, 2019, have been a gamechanger, making NAIFA a more nimble and forward-looking association better able to provide all its members a high-quality membership experience.
The new Talent Development Center bundles together business & personal performance programs for every career stage
NAIFA members Kathleen Owings, Taylor Sledge, and Corey Anderson presented a panel discussion workshop at NAIFA’s Performance + Purpose conference in Orlando, offering six key focus areas that have helped them accelerate their achievement of success in their careers and lives.
During a breakout session at NAIFA's P+P Conference currently taking place in Orlando, attendees got a rare opportunity to hear from two industry experts--Andrew Rinn with Ameritas and Kevin Cox with Lincoln Financial Distributors. Both men explained the concept of split dollar and shared some of its most recent applications.
The nationally accredited LACP is the new mark of distinction for financial services professionals that work in life and annuities
During NAIFA's Performance + Purpose Conference currently under way in Orlando, attendees got a rare opportunity to hear from Scott Mann, retired Green Beret, warrior storyteller and leadership expert twice--once during the General Session and then at the LILI 7 Presentation.
NAIFA members Mark Acre, Steve Cassaday, and John Wheeler offered a workshop at NAIFA’s P+P conference providing different perspectives based on their personal experiences and insights into what brought them into the business and how they achieved success.