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.

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.

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

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.

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."

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.

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. 

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.

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.

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.