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.

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.

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.

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.

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.

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.

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.

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.

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. 

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.”