Connie Golleher, CLTC, Appointed to NAIFA Board

Falls Church, Va., Dec. 7, 2016 – Connie Golleher, CLTC, president of The Golleher Group, LLC, of McLean, Va., has been elected to serve on the Board of Trustees of the National Association of Insurance & Financial Advisors, a federation representing the interests of life insurance agents and financial advisors. NAIFA’s Board of Trustees appointed […]

  Happy Thanksgiving From NAIFA

Dear friends, Happy Thanksgiving to every NAIFA member. As we prepare to celebrate and spend time with our families, I want to let you know that I am thankful for you, my NAIFA family. The work you do on behalf of your clients is inspiring. Your membership in NAIFA demonstrates great devotion to your profession, […]

  Advisor Today Goes All-Digital!

By Ayo Mseka Reprinted from the 2016 November/December Advisor Today Advisor Today will become a digital-only magazine, beginning with the January/February 2017 issue. This move will enable us to substantially enhance the magazine and make it a more valuable resource for you and the clients you serve. The magazine will keep its name, Advisor Today, […]

  Reaching for the Stars

Hundreds of financial professionals made their way to Atlanta last month for the 2016 National African American Insurance Association Conference and Empowerment Summit. During this jam-packed event, attendees were engaged and inspired as they listened to the best in the business deliver powerful lessons on self-empowerment, succeeding against all odds, and moving to the top […]

  Serio to Receive Lifetime Achievement Award

The Round Table of New York will recognize Gregory Serio, Esq., the former Superintendent of Insurance for the State of New York and Executive Director of NAIFA–NYS with its Lifetime Achievement Award at its Annual Black Tie Dinner on December 5, 2016. Serio, a Partner and Managing Director of Park Strategies LLC, was significantly involved […]

  Election Day

By Kevin Mayeux, NAIFA CEO The American Psychological Association says that worry over the current presidential election is “a very or somewhat significant source of stress” for 52 percent of Americans. With 59 percent of Republicans, 55 percent of Democrats and 45 percent of independents reporting elevated stress, election-related angst seems to be a nonpartisan […]

  NAIFA’s Diversity Partnerships in Action

NAIFA is an essential resource for advisors’ growing success in a changing marketplace. Through strategic partnerships, advocacy efforts, targeted member benefits, research products and publications, we have positioned NAIFA as a champion of diversity within the industry. This fall, NAIFA’s partnerships with Women in Insurance & Financial Services (WIFS) and with the National African American […]

  Survey: Consumers Neglect Financial Risk Associated With Long-Term Care

Even well-heeled consumers with some understanding of long-term care issues are unlikely to have taken action to reduce their LTC financial risk, according to a survey by Lincoln Financial Group. Fewer than 30 percent of adults with household incomes above $150,000 and substantial investable assets* have purchased financial products to cover LTC needs. The majority […]

  Counseling Clients through Election-Driven Investment Anxiety

In a recent survey, 61 percent of respondents said that they expect the election to result in increased market volatility.

  NAIFA Members to Speak at Virtual Advisor Summit

NAIFA members are in the lineup of speakers who will share their expertise and knowledge at the Virtual Advisor Summit, which takes place online Nov. 7-11. At the summit, they will describe the growth strategies that are working for them in 2016. The NAIFA members selected to speak at the Summit, which is open to […]

  Most Retirement Plan Sponsors Would Recommend Their Advisor

A study from Massachusetts Mutual Life Insurance Co. has good news for financial advisors who want to build their retirement plan practices: Nearly nine in 10 employers that sponsor a retirement plan would recommend their financial advisor to another employer. “Overwhelmingly, retirement plan sponsors are pleased with the support they receive from their financial advisor […]

  NAIFA’s Revitalized Performance + Purpose 2016 a Great Success

I think you will agree that Performance + Purpose offered high quality motivational speeches, insightful educational workshops, terrific networking, opportunities to reconnect with friends, and a lot of fun.

  A Roundup of Media Coverage During the NAIFA P+P Conference

Whether or not you were able to attend the NAIFA Performance + Purpose conference in Las Vegas last month, you can get a good overview of the program from posts on the Advisor Today Blog and stories in trade publications. Following is a selection of stories on the conference. NAIFA’s New Survey on the DOL […]

  Skills Developed in the Military Can Lead to Success as an Advisor

A military veteran building his or her practice as an insurance and financial advisor can reach out to former military colleagues the same way they would to any other potential clients, long-time NAIFA member and NAIFA-Minnesota President Scott Wolf told LifeHealthPro. “If you want anybody to understand the living benefits of life insurance, you must […]

  NAIFA Report Explores Challenges and Opportunities for Advisors Serving Diverse Markets

NAIFA’s new report, “Finding Success in Diverse Markets,” examines the diverse communities that are rapidly changing the face of America and offers critical insights to insurance and financial advisors for successful engagement. The report is sponsored by The Penn Mutual Life Insurance Company, an organization that recognizes the opportunities that lie ahead for advisors serving […]

  Selling life insurance is ‘a magnificent obsession’

To D. Scott Brennan, selling life insurance is more than a calling. “It’s a magnificent obsession.” Upon acceptance of the 75th annual John Newton Russell Memorial Award at NAIFA’s Performance + Purpose Conference in Las Vegas, Brennan described himself as “a very ordinary man who worked in an extraordinary profession.” “I took a vow of […]

  NAIFA CEO: NAIFA 20/20 is Blueprint for the Future

One year after joining NAIFA as its chief executive officer, Kevin Mayeux told the National Council that NAIFA “has forged a new path” through NAIFA 20/20, a strategic roadmap and action plan that will reinvent the Association and enable leaders to meet industry challenges and serve members in 2020 and beyond. In his address at the […]

  Even With the DOL Rule, Serving the Middle Market Should Remain a Focus

“You talk to people who will never be rich, but who don’t deserve to be poor,” Joe Jordan told attendees of his workshop, “Back to Basics: Surviving in a Post-DOL Environment,” at NAIFA’s Performance + Purpose conference. The DOL fiduciary rule is likely to make it more difficult for advisors to serve middle-income Americans, but […]

  NAIFA President: On Track for a Successful Future

While it would be “a near impossible task” to quantify the positive impact NAIFA has had in its 126-year history, the challenges to the industry “are daunting” as the number of legislative and regulatory initiatives continue to threaten and change the very nature of the profession, NAIFA President Paul Dougherty said during the P+P Conference […]

  Financial Uncertainty Makes This the “Greatest Time Ever to Sell Life Insurance”

There is a financial crisis coming in the United States, and it is going to be a big one, Van Mueller told attendees at NAIFA’s Performance + Purpose conference. While that prognostication may sound bleak, the truth is, “it’s the greatest time ever to sell life insurance,” Mueller said. The government and Wall Street say […]

  Frank Luntz Delivers Politically Charged Wit and Wisdom at NAIFA’s P+P

Frank Luntz, the noted political consultant and pollster, entertained and enlightened attendees at NAIFA’s Performance + Purpose conference Monday with his humorous commentary on contemporary U.S. politics. He also provided insights into the use of language and how the specific words we use determine how our audience receives our message. The biggest mistake the voting […]

  NAIFA Elects Officers and Trustees

The National Association of Insurance and Financial Advisors’ representative governing body, the National Council, has elected new officers and trustees at the 2016 NAIFA Performance+Purpose conference in Las Vegas. NAIFA’s new president is Paul R. Dougherty, LUTCF, FSS, HIA, of State Farm Insurance Companies in Hyattsville, Md. Dougherty becomes president after serving one-year terms as […]

  Addressing the Talent Gap

By 2018, a quarter of the current professionals in the insurance and financial services industry will retire, including half of the senior leaders at some companies. More than 400,000 insurance industry positions will need to be filled by 2020. Where will these new professionals come from? This is the question explored by Margaret Redd, Ken […]

  RealLifeStories Tell the Power of Insurance in a Personal Way

Life Happens again this year presented its RealLifeStories program at the NAIFA Performance + Purpose conference in Las Vegas. The powerful, emotional stories told by people who overcame tremendous difficulties in their lives with the aid of insurance products captivated the General Session audience. At once heart-breaking and uplifting, this year’s RealLifeStories demonstrate the real-world […]

  NAIFA President Reviews ‘Checklist’ of Year’s Accomplishments

The insurance and financial services industry is increasingly “under attack” from those who do not have the courage to do what NAIFA members do every day, NAIFA President Jules Gaudreau told an audience of members Sept. 17 at the Performance + Purpose Conference in Las Vegas. “I hope you know how important you are to […]

  Steps for Taking Your Practice to the Next Level of Success

How to Jumpstart Your Career During the NAIFA Performance + Purpose Conference currently under way in Las Vegas, attendees learned the top steps they can take to boost and jumpstart their careers. They learned these important steps from Dan Finley, president and co-founder of Advisor Solutions, a financial advisors business consulting and coaching service dedicated to […]

  Behavioral and Inspirational Governance Define the Advisor of 2020

Don Trone, founder and CEO of 3ethos, spoke on the concept of behavioral and inspirational governance (BIG) and how it will define the value of an elite insurance and financial advisor in the year 2020. His presentation was one of the Big Ideas talks on the Main Stage of NAIFA’s 2016 Performance + Purpose conference. […]

  Obamacare Opens Opportunities for Life Insurance Sales

Rick Liuag, in his workshop “Obamacare. The Greatest Opportunity to Sell Life Insurance” at NAIFA’s Performance+Purpose conference in Las Vegas, explained how the Affordable Care Act has “created a prospecting bonanza for generating senior and business owner clients for financial services professionals. Obamacare, he explained, has increased costs for senior citizens and businesses and their […]

  Rewarding Clients for Leading a Healthy Lifestyle

With all eyes on life insurance during this Life Insurance Awareness Month, we thought it was a good idea to check in on one of the industry’s most innovative life insurance programs–the John Hancock Vitality Program. Launched last year, the program allows policyholders to connect their long-term health to their financial well-being by providing savings […]

  Growing Numbers of Americans Feel Financially Vulnerable

Category Growing your Business   Head: Growing Numbers of Americans Feel Financially Vulnerable   Text: New data from Northwestern Mutual’s 2016 Northwestern Mutual Planning & Progress Study indicate that Americans are feeling financially vulnerable, and it likely starts with the absence of a comprehensive perspective on their finances. The findings revealed that one third of […]

  NAIFA, SKIPIO form exclusive partnership to empower members with new client relationship software

Falls Church, Va., Salt Lake City — Sept. 14, 2016 — The National Association of Insurance and Financial Advisors will partner with Skipio to provide members with a customer relationship software and communications tool comprising texting, email, voice messaging and mobile invoicing to personally connect with their clients. “NAIFA’s 40,000 members are community-based business owners […]

  Time to get in the Driver’s Seat for September’s Life Insurance Awareness Month!

Advisors… start your engines for September’s Life Insurance Awareness Month (LIAM). This national education campaign, which is coordinated by the nonprofit organization Life Happens, is designed to get consumers to take stock of their life insurance needs and protect their loved ones with proper insurance planning. This year the celebrity spokesperson is racecar driver Danica […]

  Kim Kieschnick Receives NAIFA’s Prestigious 2016 C. Carney Smith Award

NAIFA has recognized Kim Kieschnick with the association’s most prestigious honor in association management: the C. Carney Smith Award. Kieschnick has served as the executive director for NAIFA-Austin (Texas) since 1997. “Congratulations to Kim Kieschnick, NAIFA’s 2016 C. Carney Smith Award recipient,” said NAIFA President Jules Gaudreau, ChFC, CIC. “Kim’s 19 years of hard work […]

  IN MEMORIAM—Paul M. Smith Sr.

NAIFA is sorry to report the death of past NALU (now NAIFA) Treasurer Paul Smith Sr., CLU. Smith passed away at the age of 83. Smith received a Bachelor of Science degree in Business Administration Accounting from Rockhurst University. He was Founder and Chief Executive Officer of Fringe Benefits Design, Inc., of Overland Park, Kansas, […]

  NAIFA, NAAIA Partnership Will Strengthen Members’ Access to Professional Education, Political Advocacy

The National Association of Insurance and Financial Advisors (NAIFA) and the National African American Insurance Association (NAAIA) have formed an advocacy and professional development partnership.

  Sign up Today for NAIFA’s DOL Workshop!

If you work with qualified plans and IRAs, then you do not want to miss NAIFA’s Skill Builders Series Workshop, “Serving your Clients with Fiduciary Compliance.” Designed for advisors, this four-hour course will give you the information and training you need to succeed in today’s complex regulatory environment. Click here to find out what agents […]

  NAIFA Members Respond to Louisiana Flooding

NAIFA members in Louisiana are impacted both directly and indirectly by ongoing flooding in the state. The flooding, which began a week ago, is likely to result in excess of a billion dollars in damage and has so far claimed at least 13 lives. The federal government has declared 12 parishes to be disaster areas, […]

  NAIFA Members to Convene for Performance+Purpose Conference

NAIFA’s Performance + Purpose Conference in Las Vegas, Sept. 17-19 Rebranded, revamped conference to emphasize professional and personal growth for advisors FALLS CHURCH, VA — NAIFA’s Performance + Purpose 2016 conference will feature the brightest stars in the insurance and financial services industry sharing their motivational, inspirational and practical insights on how to be successful […]

  Small-Business Owners Plan to Exit but Have No Plans

Small-business owners planning to exit their businesses for retirement or other reasons may be in for a rude awakening. Research conducted by Securian Financial Group shows that the vast majority of small-business owners are unprepared for exiting their businesses. The financial ramifications, especially for business owners counting on their companies to fund their retirement, could […]

  3 of 4 Americans Still Don’t Know What a 529 Plan Is

Three out of every four Americans (72 percent) still do not know what a 529 college savings plan is, according to the annual 529 Plan Awareness Survey from financial services firm Edward Jones. In its fifth year monitoring college-savings awareness, the survey found that fewer Americans could correctly identify a 529 plan as a college […]

  NAIFA Members Inducted Into Tennessee Insurance Hall of Fame

On July 26, John P. Dewald, CLU, ChFC, John R. Milam, CLU, and Dennis R. Stephen, all current or former (retired) NAIFA members, were inducted into the Robert E. Musto Tennessee Insurance Hall Of Fame located on the campus of Middle Tennessee State University. Milam, a member of NAIFA-Knoxville, has been a NAIFA member for […]

  Take Advantage of NAIFA’s P+P Early Registration Discount

Save $200 when you register for the NAIFA conference today!

  NAIFA-West Virginia Facilitates Donations to State Flood Relief Fund

The devastating floods that have wreaked havoc across several counties in West Virginia have destroyed well over 1,000 homes and cost dozens of lives. NAIFA-West Virginia is working with the Charleston, W.Va., United Way in facilitating financial contributions for residents in need of resources, especially those in areas hardest hit (including Richwood, Lewisburg, and Clendenin). […]

  Members Give Rave Reviews for DOL Skill Builders Workshop

Famed businessman Peter Drucker once said that knowledge has power, because “it controls access to opportunity and advancement.” In June, a group of NAIFA members echoed that sentiment after attending a half-day workshop on the new Department of Labor fiduciary rule. Workshop participants arrived at NAIFA’s headquarters at 8 a.m., armed with several questions and […]

  The Financial States of America

As life expectancies continue to climb, Americans are increasingly less confident that their savings will last through retirement. According to the latest findings from Northwestern Mutual’s 2016 Planning & Progress Study, two thirds of Americans believe there is some chance that they will outlive their savings, with 1 in 3 (34%) saying the likelihood is […]

  Advisor Today Announces Recipients of the 2016 Four Under Forty Awards

NAIFA’s Advisor Today is proud to announce the recipients of the 2016 Four Under Forty Awards designed to recognize outstanding NAIFA members who achieve excellence in their profession before or by the age of 40. “Advisor Today’s Four Under Forty Award recipients reflect the bright future of our strong industry,” said NAIFA CEO Kevin Mayeux, […]

  NAIFA-Florida president tells Gainesville Sun of industry impact of DOL rules, tax reform

The DOL fiduciary rules “would disincentivize people to tax themselves through insurance premiums, and in the long run … there would be more families reliant on the government because they wouldn’t have done the planning themselves,” NAIFA-Florida President Ron Whited told The Gainesville (Fla.) Sun in a June 19 profile. Whited told the Sun of […]

  Past NAIFA President Publishes Financial Advice Book for Women

McNeely recently announced the launch of her first book, No Necktie Needed: A Woman’s Guide to Financial Services.

  Small-Business Owners Plan to Exit, but Unprepared to Do So

Small-business owners planning to exit their businesses for retirement or other reasons may be in for a rude awakening. New research conducted by Securian Financial Group shows that the vast majority of small-business owners are unprepared for exiting their businesses. The financial ramifications, especially for business owners counting on their companies to fund their retirement, […]

  New Workshop: Serving your Clients With Fiduciary Compliance

If you are an advisor working with qualified plans and IRAs, you do not want to miss NAIFA’s Skill Builders Series Workshop, “Serving your Clients with Fiduciary Compliance.” This four-hour course will give you the information and training you need to succeed in today’s complex regulatory environment. By now, you have heard of the DOL’s […]

  D. Scott Brennan to Receive the 2016 John Newton Russell Memorial Award

The life insurance industry’s highest honor will be presented to Scott Brennan at the NAIFA’s Performance + Purpose Conference in September as a tribute to his more than 35 years of service and contributions to the industry.

  NAIFA Introduces New Online Career Center

NAIFA has opened a new online Career Center as part of the NAIFA web site.

  ACLI, NAIFA File Legal Challenge Against Harmful Regulation to Retirement Savers

Dear NAIFA Leaders, NAIFA’s Executive Committee during its June 1 meeting adopted a motion authorizing NAIFA to join the American Council of Life Insurers (ACLI) in a judicial challenge to the Department of Labor fiduciary rule. WilmerHale filed the lawsuit in federal court earlier today. NAIFA-Texas and five NAIFA local associations (NAIFA-Amarillo; NAIFA-Dallas; NAIFA-Fort Worth; […]

  Americans Underestimate the Risk of Disability

When we think about protecting ourselves and our families, we think about locking our doors, buying a safe car, exercising, or even wearing sunscreen. But do we think about protecting our incomes? According to a survey conducted by Anthem, while 90 percent of respondents say they lock their doors and windows, just 40 percent of […]

  Congressional Conference Shows NAIFA Is the Voice of the Advisor and Industry

By Kevin Mayeux, CAE, NAIFA CEO On May 24 nearly 800 NAIFA members visited their representatives and senators in Washington, D.C., to deliver NAIFA’s advocacy message with a powerful, unified voice as part of NAIFA’s Congressional Conference. Because of our members’ commitment, we made a difference. Meeting face to face with key policy makers and staff […]

  NAIFA Names Jason Carter, LUTCF, the 2016 Young Advisors Team Leader of the Year

NAIFA – Texarkana Member is the Seventh Recipient of the Award The National Association of Insurance and Financial Advisors (NAIFA) has named Jason Carter, LUTCF, the 2016 Young Advisors Team Leader of the Year. Jason, 38, is owner and president of Jason Carter Companies, comprised of Carter Insurance and Financial Services, J.E. Carter Consulting, and […]

  What Worries Americans the Most

Data released recently by Hartford Funds uncover Americans’ top financial concerns as they age, as well as what worries them the most about their aging parents. Overwhelmingly, Americans worry about becoming a financial burden on their family members and not having saved enough money. In addition, survey respondents are most worried about their aging parents […]

  Millennials and Gen Xers Worry More About Disability than Older Workers

In the 2016 Insurance Barometer Study, 56 percent of consumers said they were concerned about supporting themselves if they became disabled and could not work. Specifically, 7 in 10 Gen X and Millennials consumers said disability was a financial worry, second only to having enough money in retirement. (Chart) Despite those high levels of concern, […]

  Petersen Expands with New Regional VP Hire

Petersen International Underwriters has announced the hiring of Todd Shield as a Regional Vice President of the firm. Shield previously worked at Assurity Life Insurance Company as Manager of Disability Income Products. He is a nationally recognized personality of the disability insurance industry, and was elected the 2016 President of the International Disability Insurance Society. […]

  Invest in You. Because we do.

Your NAIFA membership is an investment that pays off by helping you succeed in a challenging and often rewarding career.

  Two-Thirds of Americans Do Not Own DI insurance

May is Disability Insurance Awareness Month, a good time to shine the spotlight on the state of DI insurance in America. According to Northwestern Mutual’s 2016 Planning & Progress Study, half of Americans rely on their job income to meet their financial obligations; yet more than two thirds (69%) do not own DI insurance to […]

  What it Takes to Close a Sale

There are many in sales who believe that success depends on a friendly smile, a gift for small talk, and a large dose of enthusiasm and optimism. Others might toss in a passion for selling, listening, the ability to close, and coming across as sincere. Yet, possessing a great attitude and excellent sales skills doesn’t […]

  Life Insurance Premium Rises 6 Percent

This is the sixth consecutive quarter of positive growth, according to LIMRA’s Fourth Quarter 2015 U.S. Retail Individual Life Insurance Sales Survey.

  NAIFA Secretary Inducted into Ameritas Hall of Fame

Gillies is also Past-President of NAIFA-Greater New Orleans, where he was honored as Advisor of the Year for 1998, and of NAIFA-Louisiana, where he reveived the 2003 President’s Award and the 2007 Arthur Abramson Member of the Year Award.

  Retirement Plan Reviews Miss the Mark In Terms of Frequency and Focus

Many financial advisors neglect to review the effectiveness of retirement plans with plan sponsors as often as many sponsors want and, when reviews do take place, they often fail to focus on what’s most important, according to research from MassMutual Retirement Services. “Frequent, focused plan reviews are essential to assess the ongoing effectiveness of a […]

  NAIFA CEO Interview Featured at Online Insurance Summit

Registration available today at no cost to NAIFA members An interview with NAIFA CEO Kevin Mayeux will be released April 16 during The Insurance Agent Summit, an online event featuring successful agents and thought leaders from around the world. Kevin’s 30-minutes video presentation, “Trends in Technology: Financial Advisors’ Technology Use at Work,” will address some […]

  Use These Strategies to Build a Strong Brand Presence and Grow Your Business

Judge Public Relations is offering five tips for entrepreneurs who wish to improve their public-relations strategies. The company believes that the following fundamentals are essential when building a strong brand presence through public-relations strategies: Become your own news source. Entrepreneurs should define what they want to accomplish, craft a message aimed at accomplishing this goal, and tell […]

  Group Annuity Risk Transfer Sales Top $14 Billion

Group annuity risk transfer sales increased 54 percent in 2015, totaling $14.4 billion, according to LIMRA Secure Retirement Institute’s U.S. Quarterly Group Annuity Risk Transfer Survey. A group annuity risk transfer product allows an employer to transfer all or a portion of its pension liability to an insurer.  In doing so, an employer can remove […]

  NAIFA President: Elmination of commission payments in health insurance market ‘unfair’

Dear NAIFA member, NAIFA strongly opposes recent decisions to reduce or eliminate commission payments to advisors on health insurance policies sold in the individual market. Decisions to cease commission payments on individual market policies sold after a certain date are ostensibly made to manage the costs of administering some health plans. These decisions are ill-advised, […]

  The State of Small Business

Seventy-nine percent of small-business owners continue to make growing their business a priority, but many are making personal sacrifices in the process. According to the American Express OPEN Small Business Growth Pulse, 89% of small businesses indicate they invest a significant amount of their personal time to grow their business. Six in ten say they […]

  Addressing the Retirement Crisis

A recent article in the Los Angeles Times highlights the severity of the retirement crisis facing many Americans today and underscores the urgency of the Consumer Retirement Crisis Campaign launched recently by NAIFA. As American workers become increasingly insecure about their ability to save for a traditional retirement, NAIFA earlier this year launched a “Trust […]

  Hawaii is First in Well-Being Rankings

This may come as no surprise to you–Hawaii has achieved the highest overall well-being ranking in the nation. This analysis is based on data from the Gallup-Healthways Well-Being Index®, a definitive measure and empiric database of real-time changes in well-being throughout the world. Over 177,000 interviews with individuals nationwide were included in the 2015 analysis, […]

  NAIFA Is the Advisor’s Technology Partner

Whether you’ve been in business two years or 20, you likely have seen technological innovations alter the way you run your practice and serve your clients. New systems and solutions continue to emerge every day. They transform the way you and your colleagues communicate, manage information, prospect for new business, and build client relationships. Advances […]

  Middle Market Households Own Majority of Permanent Life Insurance

As the financial-services industry calculates opportunities in the middle market, a new LIMRA report finds middle-market households own the majority of individual permanent life insurance inforce.  Once thought to be primarily bought by the affluent, households at all income levels own permanent life insurance, with the middle market leading the way at 57 percent. The […]

  The Effect of Student Debt on Retirement

When I visited the U.S. Capitol Visitors’ Center recently to cover an event on the impact of student loan debt on retirement, I was pleasantly surprised to discover that lots of people had already beaten me to it and were patiently waiting for the presentation to start. Who were all these people, I asked? As […]

  Love Is in the Air but Money is Still Important!

Love may be in the air this month, but according to the latest COUNTRY Financial Security Index, 54 percent of Americans say finances have been a source of tension in their romantic relationships. But that doesn’t scare couples away from talking about money. Ninety-one percent believe discussing finances together is important, and 73 percent think […]

  For Young Advisors, Support Contributes to Long-Term Success

A new LIMRA study reveals that the support young advisors receive from their firms at the beginning of their careers in financial-services sales greatly contributes to their long-term success. Today’s advisors face many of the same challenges as their predecessors.  Finding leads, asking for referrals and developing skills to run a business are just as […]

  Success and NAIFA Membership Go Hand in Hand

InsuranceNewsNet magazine recently polled its readers and found a strong correlation between career success and NAIFA membership.

  The Negative Effects of Caregiving on Individuals and Families

Providing care for loved ones has taken a toll on the careers of half of caregivers surveyed in Genworth’s latest Beyond Dollars study, with 11 percent actually losing their jobs and another 10 percent having to change careers. That’s in addition to the other financial, physical and emotional impacts of caregiving examined in the study. […]

  Raise Awareness with What You Say

Behavioral finance studies reveal that people who are confused put off making decisions.

  NAIFA’s GR Director Joins NIPR BOARD

NAIFA Government Relations Director Steve Kline has joined the board of directors of the National Insurance Producer Registry, a non-profit affiliate of the National Association of Insurance Commissioners. “Steve’s industry experience and insight will be a valuable asset to the board as we look for ways to continue to benefit the industry, regulators and producers,” […]

  NAIFA policy backs measures protecting older Americans from financial fraud

NAIFA’s emphasis on advocacy aims to keep our members in business by promoting positive legislative and regulatory outcomes. Often, this involves opposing laws or regulations, such as the current draft of the Department of Labor’s “best interests” rule proposal, which would harm advisors and their clients. We also support smart laws and regulations that protect […]

  Improving Retirement Security with a QLAC

In recent years, the prospect of expanding individual interest in annuitizing at retirement has been enhanced through the availability of an insurance product designed to provide monthly benefits, but only after a significant deferral period in retirement. Since these products can be offered for a small fraction of the cost for a similar monthly benefit […]

  NAIFA, Northwestern Mutual Partner to Strengthen Advocacy

Happy New Year! NAIFA begins 2016 with excitement, energy, and a vision to make NAIFA better and stronger at every level. That includes advocacy at the state level. Each year, thousands of bills relating to the insurance and financial services industry are introduced in the state legislatures, many of which could severely impact the way […]

  Top New Year’s Resolutions for Advisors

Fostering growth will be top-of-mind for financial advisors in 2016, according to a recent report from SEI. The survey gathered responses from 484 financial advisors, who ranked their top New Year’s resolutions in three main areas–investment strategies, technologies and practice management. Advisors’ top three priorities for 2016 were implementing goals-based investing, applying technology to increase […]

  Insurance Companies Best at Handling Customer Phone Calls

Insurance companies are the best businesses in the U.S. when it comes to call handling, new research has revealed. Conducted by London-based audio branding specialist PH Media Group, the study of 2,234 consumers discovered that over two-fifths (41 per- cent) of callers are satisfied with the industry’s phone manner. The motor trade, delivery companies and […]

  Retirement Income from the Tooth Fairy?

According to analysis from Delta Dental Plans Association, if today’s 6-year-olds invest all the money they receive from the tooth fairy, they could be sitting on a combined total of roughly $70 billion by the time they reach 67, the traditional retirement age.

  Working to Help Clients Retire? NAIFA’s Got You Covered

Advisor 2020, the NAIFA-sponsored research project, identifies “the new retirement culture” as a growing opportunity for advisors over the second half this decade. Americans are woefully unprepared for retirement and many are pessimistic about their prospects for retiring comfortably. They are desperate for advice and services, and NAIFA members are ideally positioned to help. Fortunately, […]

  NAIFA Ad Campaign Connects Consumers to Agents, Advisors

Campaign comprising video, print and online tool urges consumers to plan for retirement by contacting a NAIFA member FALLS CHURCH, Va. – As American workers become increasingly insecure about their ability to save for a traditional retirement, the National Association of Insurance and Financial Advisors has launched a “Trust a NAIFA Advisor” ad campaign to tell […]

  Register for Dec. 15 INN Webinar on DOL Fiduciary Rule

InsuranceNewsNet is hosting a one-time only live webinar on Tuesday, Dec. 15, 2015 at 12 PM EST. Join moderator Kim O’Brien and her guests, including NAIFA President Jules Gaudreau and NAIFA Director Judi Carsrud, to learn the potential impact the DOL rule will have on the businesses of agents and advisors. Areas to be covered during […]

  ‘Tis the Season of Giving? Survey Says Perhaps Not

Although many of us associate the holiday season with giving, contrary to popular belief, 71 percent of Americans say the holidays have no impact on the contributions they make to charitable organizations.

  Schmitz Receives the W. Harold Petersen Lifetime Achievement Award

Jack Schmitz is the recipient of the W. Harold Petersen Lifetime Achievement Award from the International DI Society.

  NAIFA Member Receives WIFS’ Member of the Year Award

The Women in Insurance & Financial Services has selected Cheryl Canzanella, LUTCF, as the recipient of its prestigious Member of the Year Award.

  Thank You to NAIFA’s Members

Thanksgiving is a holiday notable for its traditions. Whether you spend the day visiting with friends and family, eating too much turkey, watching football, serving meals to those less fortunate, or all of the above, I hope you have a fulfilling and joyful day. But before we turn to our various Thanksgiving pursuits, I want […]

  In Memoriam: Norm Levine

Levine served as president of several industry organizations, including NAIFA, GAMA and LUTC. He was also a national officer for MDRT and received numerous honors, including the John Newton Russell Memorial Award and the GAMA Hall of Fame.

  MDRT Announces 2015–2016 Executive Committee Leadership

MDRT has announced the appointment of Brian D. Heckert, CLU, ChFC, to President, and Ross Vanderwolf, CFP, to Secretary of the organization’s Executive Committee, effective Sept. 1, 2015. Heckert, from Nashville, Ill., will be the 90th President of MDRT and succeeds 26-year MDRT member Caroline Banks, APFS, who will become the Immediate Past President. Mark […]

  LUTCF students give ‘outstanding’ feedback on designation program

In a story reported in InsuranceNewsNet, students enrolled in NAIFA’s LUTCF program give high marks to the curriculum, saying the lessons learned and applied are bringing positive results to their practice. At NAIFA’s annual conference in New Orleans, a number of LUTCF students introduced themselves to David Mannaioni, associate professor and lead instructor of the LUTCF. INN reports […]

  Register for NAIFA’s Congressional Conference Today

Registration is open! In recent blog posts, I have written about NAIFA’s work to minimize the damage of the Department of Labor’s proposed fiduciary rule for our members and their clients. Our written comments, meetings with department officials, and testimony at DOL and congressional hearings have put our concerns on the record and educated both […]

  Help Tell Americans the Whole Story!

Life Happens is celebrating agents and the role they play in their clients’ lives with its Real Life Stories Client Recognition Program, which is accepting applications for its 2016 program until Dec. 7, 2015. Life Happens is well known for its Real Life Stories: true stories of how life, disability or long-term care insurance made […]

  NAIFA’s Immediate Past President Receives WIFS’ Woman of the Year Award

NAIFA’s Immediate Past President, Juli McNeely, CFP, CLU, LUTCF, is the winner of the Women in Insurance and Financial Services’ 2015 Woman of the Year Award.

    NAIFA Confronts the Skeptics

One reason I truly admire NAIFA members is that you need a very thick skin to do your jobs. You and your colleagues are dedicated to serving your clients and ensuring the financial security of 75 million American families. Yet, whenever you are dealing with the finances of others you’re bound to encounter those skeptical […]

  NAIFA 20/20 Task Force Will Put Association on Course for a Successful Future

Since I joined NAIFA four months ago, I’ve devoted a lot of time listening, learning and discussing all things related to NAIFA. I’ve reached out to state and local leaders, members, corporate partners and sister organizations to gather information, look for synergies and explore possibilities that will ensure NAIFA is a vibrant, thriving, indispensable association in […]

  Spreading the NAIFA Message: NAIFA – Louisiana on Radio and TV

Two great examples of NAIFA’s voice in the industry and to consumers.

  NAIFA to Members: We Are Here to Tell Your Story

Does it sometimes feel like you’re in a crosshairs? Attacks on financial advisors and misrepresentations about the kinds of work you do for your clients seem to be coming at an ever quickening pace. We have critics in many corners, whether it’s President Obama infamously railing against “snake oil salesmen,” a current series on National […]

  What Americans Fear

With Halloween just around the corner, it’s interesting to learn what Americans fear a lot.

  Benefit Planning for Workers of All Ages

According to LIMRA Secure Retirement Institute, 73 percent of employers have planned for benefits costs to increase as a consequence of having older workers in their companies. Half have said they will absorb the costs, while 41 percent will pass the costs on to employees. About a third of employers said they would consider reductions […]

  NAIFA’s 2015 Annual Report Now Available

This year’s Annual Report highlights reports by Committee Chairs on the association’s numerous committees. New this year is a report from the Diversity Task Force, as well as pictures of NAIFA celebrating its 125th Anniversary.

  For Drastic Results, Keep on Stepping When Life Is Crazy!

Let’s face it, life is crazy. Life throws many problems at us. When your personal life is in turmoil, so is your business life. It is nearly impossible to keep your personal life separate from your business life; however, it is possible to manage them separately. This article gives you practical tips to keep on […]

    NAIFA’s Juli McNeely Featured in Retirement Advisor Cover Story

NAIFA Immediate Past President Juli McNeely is featured in a Retirement Advisor magazine cover article titled “Women in Insurance.” McNeely appears on the cover with Susan Combs, president of Women in Insurance and Financial Services and a NAIFA member, and Jillian Nell, a financial planner based in Houston. The article consists of excerpts from a […]

  New York Life Agent Receives NAIFA’s Agent of the Year Award

New York Life agent and registered investment advisor Irma Inés Quiñones, CLU, ChFC, CLTC, was recently presented with the Jack Richter Memorial Agent of the Year Award by the Silicon Valley association of the National Association of Insurance and Financial Advisors (NAIFA). This prestigious career award recognizes the outstanding agent who has contributed to the […]

  NAIFA elects 2015-16 officers, trustees

The National Association of Insurance and Financial Advisors’ representative governing body, the National Council, has elected new officers and trustees at the 2015 NAIFA Career Conference and Annual Meeting, held in New Orleans, Oct. 3-5. NAIFA’s new president is Jules O. Gaudreau, Jr., ChFC, CIC, of the Gaudreau Group, Inc., in Wilbraham, Mass. Gaudreau becomes […]

  NAIFA Conference Workshop: Medicare Today and Tomorrow

Rand Kemnitz, subject matter expert at Kaplan University, told attendees of his workshop at NAIFA’s Career Conference that there is “a collision between Medicare and Obamacare.” However, he explained, some of the original dire predictions have proven unfounded. Some leading fears people had about the ACA’s impact on Medicare include: Medicare is ending Medicare beneficiaries […]

  Women advisors share stories on how to succeed in business

There’s a common saying that members of Women in Insurance and Financial Services often embrace: If you’re not uncomfortable, you’re not growing. That message was the theme of a Monday morning panel during NAIFA’s Career Conference and Annual Meeting moderated by WIFS incoming president Susan Glass. “To get to a certain level (of success) you […]

    NAIFA GR Team Presents Legislative Forum at Conference

NAIFA is adapting its advocacy methods to better engage officials in Washington, both those who are elected to Congress and those appointed to regulatory posts, NAIFA Senior Vice President of Government Relations Diane Boyle told attendees of NAIFA’s Legislative Forum at NAIFA’s Career Conference and Annual Meeting. “We are engaging new NAIFA members to become […]

  NAIFA, WIFS form partnership to strengthen advocacy, education

The National Association of Insurance and Financial Advisors (NAIFA) and Women in Insurance & Financial Services (WIFS) will form a partnership to strengthen collaboration of programs that advance member professional development and education, and support political advocacy and engagement. NAIFA and WIFS announced the partnership today during NAIFA’s Career Conference and Annual Meeting in New […]

  NAIFA CEO: Change must happen for membership to grow

  In its 125-year legacy NAIFA has been an innovator, educator, advocate and protector, yet every organization and generation has its own set of challenges, and NAIFA’s is no exception, NAIFA CEO Kevin Mayeux said Sunday at the NAIFA Career Conference and Annual Meeting. In his remarks to the National Council, Mayeux, who joined NAIFA […]

  President McNeely: NAIFA’s Future is Bright

  NAIFA’s plans to strengthen industry partnerships, improve finances, attract and retain members and deliver personalized value to every member can only be achieved “with creative thinking and nimble action by our volunteers, executives and staff,” NAIFA President Juli McNeely said Sunday at NAIFA’s Career Conference and Annual Meeting in New Orleans. The ability for NAIFA […]

  NAIFA Immediate Past President John Nichols Remarks

NAIFA Immediate Past President John Nichols focused on the theme of engagement in remarks from the Main Stage at the NAIFA Career Conference and Annual Meeting Sunday. “My favorite part of serving our federation has been being with other NAIFA members,” he said. Nichols thanked by name many of his NAIFA-Illinois friends and colleagues for […]

  Peter C. Browne Presented the John Newton Russell Memorial Award

Peter C. Browne, LUTCF, co-founder of Price, Raffel & Browne, received the 74th annual John Newton Russell Memorial Award on the Main Stage at NAIFA’s Career Conference and Annual Meeting. The award is the highest honor accorded by the insurance industry to a living individual who has rendered outstanding services to the institution of life […]

  Life Happens Presents Real Life Stories at NAIFA Conference

Each year, Life Happens highlights stories that show how life, health, disability income and long-term-care insurance and the people who sell them positively impact the lives of so many families and individuals. The Real Life Stories presentations are a regular highlight of the NAIFA Career Conference and Annual Meeting. This year, attendees heard four particularly […]

  Main Stage Speaker Bo Eason Explains “Personal Story Power” at NAIFA 2015

Bo Eason, mainstage speaker at NAIFA’s Career Conference and Annual Meeting, told attendees in New Orleans how a compelling personal story will make them better leaders and improve their performance professionally and in life. Eason is a former professional football player and is currently an actor playwright. He told his own person story about how […]

    NAIFA 2015 Workshop – We’re All Selling Something… But How Do You Get Them to Buy?

Ryan Lowe, author of Get Off Your Attitude, asked NAIFA 2015 attendees “How do we get them to buy what we’re selling?” and explained the habits shared by the most successful salespeople. People buy from people they like and people they perceive as experts, Lowe said. People who know how to communicate and get along […]

  NAIFA’s Advisor Today Conference Daily Available Online

Advisor Today is providing a daily newsletter, the Conference Daily, with highlights from the NAIFA Career Conference and Annual Meeting in New Orleans. Today’s edition includes coverage of the presentation of the C. Carney Smith Award and a schedule of today’s events. Click here to read today’s edition online.

  Another ‘win’ for NAIFA’s advocacy efforts

By Kevin Mayeux, CAE On Monday, the House sided with NAIFA in its vote to amend the Affordable Care Act’s definition of the small group market, and provide a role for the states in addressing this issue. Small businesses often rely on NAIFA members to advise them on appropriate health insurance and employee benefits coverage for […]

  NAIFA Career Conference & Annual Meeting Oct. 3-5

FALLS CHURCH, VA — Financial services reform on Capitol Hill and the role insurance agents and financial advisors play in helping consumers secure long-range financial security are among the topics to be discussed at the 2015 Career Conference and Annual Meeting of the National Association of Insurance and Financial Advisors (NAIFA). The conference and exhibition […]

  For Life Insurance, Online Doesn’t Mean Cheaper

With Life Insurance Awareness Month well under way, now is a good time to repeat what many agents already know: With life insurance, online does not mean cheaper. When people go into a store to purchase a product, they often have researched to see how much the same product costs on the Internet. To make […]

  Todd W. Johnson Receives NAIFA’s 2015 C. Carney Smith Award

The National Association of Insurance and Financial Advisors has recognized Todd W. Johnson with the association’s most prestigious honor in association management: the C. Carney Smith Award. Johnson has served as the executive director for NAIFA-Minnesota, NAIFA-Minneapolis and NAIFA St. Paul since 2000. “I am very pleased to congratulate Todd Johnson as NAIFA’s 2015 C. […]

  NAIFA Survey Seeks Member Input on Professional Development Needs

It’s hardly breaking news that the U.S. is experiencing a major demographic shift, with the retirement of baby boomers, the current make-up of the modern family and increased diversity in today’s households, just to name a few. These changes have a profound impact on how NAIFA members manage their practices in 2020 and beyond. NAIFA […]

  NAIFA Names Jennifer Alford the 2015 Young Advisors Team Leader of the Year

NAIFA – Toledo Member is the Sixth Recipient of the Award The National Association of Insurance and Financial Advisors (NAIFA) has named Jennifer Alford the 2015 Young Advisors Team Leader of the Year. Jennifer, 37, is vice president of Creative Financial Partners, and will become the company president in January 2016. She is also the […]

  As Northwestern Advisor, NAIFA is Indispensable

I’m proud to say that NAIFA has been with me, helping me protect and grow my business, every step of the way.

  Study Shows That Owning Life Insurance Is Key in Protecting Wealth

Owning life insurance is an important step in protecting wealth, according Lincoln Financial Group’s recently released M.O.O.D. (Measuring Optimism, Outlook, and Direction) of America study. “Clearly Americans see the importance of life insurance; yet, it’s often viewed as a longer term safety net, and therefore not always considered on the list of day-to-day financial priorities,” […]

  Stay Informed on DOL Rules with NAIFA Webinar

Open to all NAIFA Members. Register now. Congress returned to session last week, which means that NAIFA’s advocacy work on behalf of our members and your clients is in full swing. As I explained in an earlier CEO Blog post, the Department of Labor’s fiduciary rule proposal poses the most immediate threat to your business. […]

  Weiss Receives LUTCF Course One Scholarship

Dycelia Weiss is the recipient of the LUTCF Course One Scholarship, funded by the College for Financial Planning. The scholarship will pay the tuition for Weiss’ enrollment during the first course of the LUTCF Program. Weiss will have 90 days to enroll in the course and one year to complete the course from the date […]

  Trends in Life Insurance

In this interview, Saybrus’ Kevin Kimbrough discusses the trends shaping life insurance and how advisors can use life insurance in retirement planning.

  Take Time for NAIFA Webinars

By Kevin Mayeux, CAE, NAIFA CEO When your clients think of life insurance, what comes to mind? If they’re like most people, life insurance is something they purchased to protect their loved ones in the event of their own passing. It’s a safety net to ensure their families have financial security, especially during unexpected times. […]

  Actor and Comedian Anthony Anderson Is On Board for LIAM. Are You?

Anderson’s message is clear: Your families matter, and life insurance matters By Maggie Leyes, LIFE HAPPENS September is Life Insurance Awareness Month, and actor and comedian Anthony Anderson (who was just nominated for an Emmy for his role in black-ish!) is going to be front and center. As the national spokesperson for the LIAM campaign, […]

  NAIFA’s Career Conference: Education, Inspiration and Community

NAIFA’s Conference is a learning experience like none other.
By Kevin M. Mayeux, CAE

  Could Near-Term Thinking Improve Retirement Savings?

A new LIMRA Secure Retirement Institute study recommends that plan sponsors might want to encourage more near-term thinking and promote achievable savings goals for their workers.

  DOL Proposal Puts Spotlight on Major NAIFA Member Benefit: Protecting Your Business

NAIFA’s greatest advocacy strength is our membership.
By Kevin M. Mayeux, CAE

  A Message from NAIFA’s CEO

by Kevin M. Mayeux, CAE

  Robo-Advisors Have No Impact on Industry

In spite of all the hype about robo-advisors on the financial-services industry, nearly half of the financial professionals surveyed recently cite no impact on the industry, according to a survey by LIMRA. Nearly every day, there are articles about robo-advisors and their potential impact in various financial news media. However, LIMRA’s survey reveals that nearly […]

  Most Small Employers Offering LTD Think It Is Beneficial

According to a survey released by the Consumer Federation of America and Unum, employers understand the value of long-term-disability (LTD) insurance for their employees. And those who offer it believe it serves the interests of their company.  Employers not offering LTD are more likely to overestimate its cost, underestimate the desire of employees for the […]

  Past NAIFA President Robert Smith to Be Inducted to Michigan Insurance Hall of Fame

The event will take place during the 21st annual induction ceremony on August 11, 2015, in Lansing.

  Household Finances Cause Highest Stress Levels For Americans

Daily stress that requires consumers’ time and attention and/or consumes their thoughts affects 7 in 10 Americans in one or more common areas such as finances, health, work, relationships and day-to-day life.

  Debt Down, Confidence Up

Although confidence is still a long way from the historic highs seen during the 25-year history of the Retirement Confidence Survey, 22 percent of workers now say they are very confident about having enough money to live comfortably throughout their retirement years. That’s up from 18 percent last year and a record low of 13 […]

  LUTCF Scholarship Winners Announced

NAIFA and the College for Financial Planning (CFFP) are proud to announce the winners of two full LUTCF® scholarships.  Each scholarship recipient will receive tuition credits for each of the three courses that comprise the LUTCF designation program, and each recipient will have three years to use the tuition credits. The LUTCF designation is designed […]

  Partners Advantage Appoints Charlie Gipple SVP of Sales and Marketing

Partners Advantage is a NAIFA IA Partner and a national marketing organization serving the life, annuity and linked-benefit needs of agencies throughout the country.

  Worksite Sales Increased 5 percent in 2014

The latest results from LIMRA’s U.S. Worksite Sales survey show that voluntary benefits sales increased 5 percent in 2014, compared to 2013. Leading the way, vision insurance sales increased 24 percent last year, followed by critical illness at 19 percent, and accident insurance at 12 percent.  Each of these products has grown by 12 percent […]

  Get a leg up and thrive in the coming years

When I read Advisor 2020, I knew immediately it was crucial for anyone who wants to thrive in the coming years.

  Mark Madgett to Head New York Life’s Agency Department

New York Life’s Senior Vice President Mark Madgett will succeed Executive Vice President Mark Pfaff as head of the Agency Department, which manages the company’s field force of 12,000 career agents.  Pfaff, 57, plans to retire from the company at year-end, following 30 years of distinguished service. Madgett, 54, joined New York Life as an […]

  NAIFA Members Honored for Exemplary Client Service

Four NAIFA members are the recipients of the 2015 Real Life Stories Client Recognition Program, which celebrates insurance agents and advisors for their outstanding professional and personal commitments to supporting clients and their families in times of need. Currently in its 20th year, the program reinforces Life Happens’ core mission of raising public awareness of […]

  Rep. Schweikert Wishes NAIFA a Happy 125th!
  Happy 125th!

Through the initial efforts of NALU’s founders, millions of American families and businesses today know peace of mind and economic security.

  Passing the Gavel

By Paul Holman I am a Financial Services Professional Agent with New York Life. My grandfather was Richard “Dick” Wallsten Sr., and he passed away on Sept. 24, 2012. I began my insurance career at New York Life in March 2009. My grandfather and grandmother were always big supporters of my chosen path. Just a few […]

  Americans Continue to Overestimate Cost of Life Insurance

Cost is the reason most Americans give for not owning life insurance, according to the 2015 Insurance Barometer Study, released recently by Life Happens and LIMRA. Yet, 80 percent of consumers misjudge the price for term life insurance, with Millennials overestimating the cost by 213 percent, and Gen Xers overestimating the cost by 119 percent. […]

  Petersen Inducted into the Iowa Insurance Hall of Fame

A pioneer of, and advocate for the disability income (DI)insurance industry, Petersen was one of five insurance professionals honored during the Iowa Insurance Hall of Fame’s 19th annual ceremonial dinner.

  Postcard from Japan, by Juli McNeely

Juli Goes to JAIFA! It has been my privilege to travel to the beautiful country of Japan to attend the JAIFA conference in a few days. What a beautiful country and lovely people here!! Since it is my first visit I have taken the opportunity to soak in the culture and see some of the […]

  Kevin M. Mayeux is NAIFA’s New CEO

NAIFA Board of Trustees Appoints New Chief Executive Officer FALLS CHURCH, Va., May 27, 2015 – The National Association of Insurance and Financial Advisors today announced that its Board of Trustees has named Kevin M. Mayeux, CAE, as the Association’s next Chief Executive Officer, effective July 1. Mayeux, 45, is Executive Vice President, Chief Officer […]

  Former NAIFA Trustee Joins Securities America

Former NAIFA Trustee Randy Scritchfield, CFP, LUTCF, of Damascus, Md., has joined Securities America, with $115 million in client assets. Securities America is a wholly owned subsidiary of Ladenburg Thalmann Financial Services Inc. “There were a few primary reasons I chose Securities America,” Scritchfield said. “Technology was a major influence, but the depth of staffing […]

  Former NAIFA Staffer Joins New York Life

Former NAIFA employee, John Hathaway, has joined New York Life as an agent. In his new position, Hathaway will be selling a variety of products and services, including life and universal life insurance, annuities, retirement planning and 401(k) rollovers. He worked for NAIFA for four years before joining New York Life. Hathaway decided to enter […]

  Americans Roll the Dice with Their Most Valuable Asset – Their Income

The chances of being the victim of a home robbery are one in 36[1]; however, the chances of becoming disabled and losing income during the course of one’s career is one in four. [2] In spite of this, the results from a recent survey show that only 40 percent of Americans have disability income insurance […]

  Steer Clients Clear of These Common Retirement Planning Mistakes

Webinar: Thursday, May 14, 2015

There is much more to retirement planning than funding your IRA. In this engaging and informative webinar Kristen MacKenzie, with the College for Financial Planning, will show you how to avoid the mistakes that can make the difference between financial independence and needing to return to work.

  Putting Life Insurance on the Millennial Shopping List

By Keith Bossey Although many agents are eager to increase sales to the Millennial generation, they appear to be having limited success. Millennials are 33% less likely than typical adults to have policies, and less than two in 10 are planning to buy coverage in the next 12 months. This is according to GfK MRI’s […]

  Past NAIFA Trustee is Leading Agent at AIG Financial Network

AIG Financial Network has announced that Edward A. Zabielski, Jr., CAP, is the organization’s leading sales agent for 2014. AIG Financial Network honored him at its recent Annual Leadership Conference. Zabielski, a former trustee of the NAIFA Board of Directors, has been a financial advisor for over 35 years, servicing families, businesses, non-profits and NFL players. He is […]

  May is Disability Insurance Awareness Month

Each May, Life Happens coordinates Disability Insurance Awareness Month. This campaign offers you the perfect opportunity to talk to people in your community about their disability income insurance needs—at a time when it may already be on their minds. Life Happens offers you a wide range of tools and resources to make that job easier. […]

  Peter C. Browne to Receive 2015 John Newton Russell Memorial Award

The life insurance industry’s highest honor will be presented at the NAIFA Career Conference and Annual Meeting in October as a tribute to his more than 50 years of service and contributions to the industry. The National Association of Insurance and Financial Advisors (NAIFA) is proud to announce Peter C. Browne, LUTCF, co-founder of Price, […]

  Motivating Your Team to Success

Similar to a coach who has to give a speech to the team that is down 20 points, what is the best way to ensure your sales reps pick up their game after a lackluster quarter? Here are seven tools that will help put your sales reps in a position to succeed: Communicate the importance […]

  Understanding Retirees’ Money Mindset

Here is some information that may help you understand the money mindset of retirees—something that will come in handy during Retirement Planning Week, which is currently under way. New LIMRA Secure Retirement Institute research finds that pre-retirees and retirees fall into three categories based on their emotional attitude toward savings. The Institute asked 2,000 pre-retirees […]

  Retirees to Pre-Retirees: Add Years to the Front End of Your Retirement While You Can

During Retirement Planning Week, you might want to share a survey sponsored by New York Life. According to the survey, retirees report a desire to have started retirement earlier. This was based on a survey of 62-70 year old retirees revealing that 46 percent wished they had started their retirement sooner. The survey found that […]

  Daniel Granda Wins CFFP Prize

During the 2015 NAIFA-Greater Detroit Sales Congress, new NAIFA member Daniel Granda won a College for Financial Planning prize, which will cover the tuition expenses and fees for one LUTCF® course chosen by Granda . “I was excited to hear that I won a complimentary LUTCF course sponsored by the College for Financial Planning at […]

  Disability Insurance – A NAIFA Member’s Story

NAIFA Webinar Wednesday, April 15, 2015 3:00 – 4:00 pm ET According to a Life Happens survey, “a person has a three in 10 chance of suffering a disabling illness or injury that would keep them out of work for three months or more during their career.” As we approach Disability Insurance Awareness Month, join […]

  Success Strategies Shared by Fearless Female Leaders

NAIFA Members-Only Webinar Date: Wed, April 22, 2015 Time: 2:00 – 3:00 PM EDT No one typically says, “When I grow up I want to be a financial services professional.” But here you’ve landed and you want to grow your practice and leadership skills! Now’s your chance to gather some helpful success strategies from Juli […]

  LTCI Industry Paid $7.8 Billion in Claim Benefits in 2014

The nation’s long-term-care-insurance companies paid a record $7.85 billion in claim benefits to 250,000 individuals in 2014, according to a report by the American Association for Long Term Care Insurance. “Total long term care insurance benefit payments increased by five percent from $7.5 billion paid the prior year,” reports Jesse Slome, director of the American […]

  Deadline for Advisor Today’s 2015 Four Under Forty Awards Program is April 3!

You have only a few days left to nominate outstanding NAIFA members under the age of 40 for Advisor Today’s 2015 Four Under Forty Awards. The deadline to submit all nominations is April 3, 2015. Nominating someone for the Four Under Forty Awards is easy – fill out the PDF linked below. Or you can […]

  Tax Planning Is not Just an April Event

According to Lincoln Financial Group, tax planning shouldn’t be a once-yearly April exercise, but rather an ongoing effort throughout the year. From the client’s perspective, the amounts and sources of income, including investment income, along with health and family considerations—short and longer-term—often change throughout the year. Tax rules on the federal and state level rarely […]

  Are you a Wild West gunslinger? Help NAIFA set the record straight!

Dear NAIFA Member, President Obama said in a recent speech that some financial professionals are “selling snake oil” and bilking their retirement clients out of billions of dollars per year. By implication, he zeroed in on advisors who receive commissions as compensation. He said the financial services industry is not well regulated and that many […]

  ‘Growing need’ for industries to engage more with Hispanic market

The growth of the U.S. Hispanic population is requiring corporations and leaders across all industries to think about how they can effectively engage with Hispanic employees and consumers to drive new areas of growth, consultant Glenn Llopis writes in Forbes. Llopis, who is partnering with NAIFA to provide members with tools and resources to help […]

  In Step with a Winner: Jay Grubb

In the almost seven years since Jay Grubb won Advisor Today’s Four Under Forty Award, he has grown both personally and professionally. When Advisor Today caught up with Grubb recently, he explained how his practice has grown over the years, and what he has done to stay ahead. Advisor Today: When you won the Four […]

  Why Americans Don’t Protect Their Income

One-third of working adults and 40 percent of Millennials would consider buying disability income insurance if they knew more about it, according to the Council for Disability Awareness’ report, “America’s Income Protection Picture.” CDA is a nonprofit organization dedicated to educating the American public about the chances of experiencing an income-interrupting illness, injury or surgery, […]

  Plant Your Seeds and Watch Them Grow!

Now is the time when I start to contemplate what I want my garden to look like this year. I review all my perennials that will soon start to sprout new growth, and consider which annuals I would like to plant this season. I think about which ones have done well in the past and […]

  More Consumers Positive about the Economy, Financial Services Industry

More than a third of consumers have a favorable view of the economy. This is the highest rate measured following the Great Recession, according to a recent LIMRA survey of Americans. The study also found for the first time since October 2008, consumers with a negative view of the economy are in the minority. “Consumer […]

  Increasing Savings and Reducing Debt Are Top Financial Goals for Middle-Market African Americans

A new LIMRA study about African Americans finds that middle-market African Americans are more likely to consider ‘saving for an emergency fund’ as a top financial priority than the middle market as a whole (74 percent vs. 62 percent).

  Trends in Employers’ Health Plans

According to the 2014 United Benefit Advisors Health Plan Survey, employers continue to shift a greater share of expenses to employees through out-of-pocket cost increases and reductions in family benefits. They are also delaying many effects of the Patient Protection and Affordable Care Act (PPACA) by utilizing an early renewal strategy. United Benefit Advisors is an […]

  In Memoriam: John Peterson

NAIFA regrets the death of former NAIFA Trustee and Secretary John Peterson, who passed away earlier this month in Tulsa, OK. He was 89 years old. Peterson was a Fuller Brush salesman before joining Tennessee Life Insurance Company. He was the leading agent for Tennessee Life after the first month and maintained that position until […]

  Declining Ranks of Financial Advisors Creates Opportunities for Those New to the Profession

There are 39,000 fewer financial advisors today than there were in 2008, according to research by Cerulli Associates. The primary cause? An aging advisor force has led to a wave of retirements. The Cerulli data indicate that more than half of current advisors are older than 55, and an additional 100,000 of them will retire […]

  Could Life Insurance be the Best Valentine’s Day Gift?

Roses, chocolate and jewelry immediately come to mind when thinking about gifts on Valentine’s Day, but if the point is to show affection for loved ones, why wouldn’t life insurance be considered the best Valentine’s Day gift one could give? According to the National Retail Federation, Valentine’s Day shoppers in 2015 will show their love […]

  Top 5 Life Insurance Plans Every Advisor MUST Know

 Thursday, Feb 26 3:00 PM – 4:00 PM EST Join Nick Palaveda, MBA, J.D., LL.M and Max A. Coulliette, CFP®, CLU, ChFC as they provide you with a detailed analysis of the top 5 life insurance plans. Their countdown includes the features and benefits of each plan along with important rules that you need to […]

  They Buy It Because They Love Someone

We all know that stats and numbers don’t convince people to buy life insurance. People buy life insurance because they love someone and want to make sure they’d be OK financially if the unexpected were to happen. That is the essence of the Insure Your Love campaign, which Life Happens coordinates in February. It’s the […]

  The Guardian Names NAIFA-New York State President Managing Director& SVP of Wealth Advisory Group

NAIFA-New York State is pleased to congratulate its current President, Lawrence J. Holzberg, LUTCF, (Commack) on his appointment as Managing Director of the Guardian (New York) and Senior Vice President of Wealth Advisory Group LLC., (WAG) (New York; New York City & Albany). Mr. Holzberg joined Guardian and WAG in his new position effective February […]

  NAIFA-New York Works to Make Regulation 60 Less Burdensome

Thanks largely to the lobbying efforts of NAIFA-New York State, the New York State Department of Finances has amended Regulation 60 to allow insurers to accept applications immediately and issue disclosures later, before the policy goes into effect. This will speed up the processing of applications and reduce the difficulty of complying with the regulation […]

  A tribute to Dr. Susan Waters

David Woods discusses the life and contributions of late NAIFA CEO Dr. Susan B. Waters.

  Understanding Social Security Benefits

Date: Wednesday, Jan 28, 2015 Time: 3 PM – 4 PM EST Presenter: Vonda VanTil, Social Security Administration Register here. With 80 million baby boomers eligible for Social Security retirement benefits and many in their disability-prone years, it is inevitable that your clients either already are or will be addressing Social Security questions and concerns […]

  NAIFA Member Inducted into International Management Hall of Fame

David B. Schulman, CLU, ChFC, a general agent with Massachusetts Mutual Life Insurance Company (MassMutual), has been named the 2015 inductee into the GAMA International Management Hall of Fame. Schulman will be honored during the Celebration of Excellence Banquet at GAMA’s annual LAMP conference, which takes place in March in Orlando, Florida. Induction into the […]

  Prudential Launches Update on Ground-Breaking White Paper

During an event last week on Capitol Hill, Prudential released an update on its white paper, “Financial Planning Considerations for Same-Sex Couples After Windsor.” The paper explores ongoing changes that have taken place since the Windsor decision in several areas, including workplace benefits, Social Security, taxes and life insurance. Named for Edith Windsor, the plaintiff in […]

  NARAB Implementation: What You Need to Know

New legislation will affect every agent in the U.S.

  Americans Ring in 2015 with Financial Optimism

On the heels of a successful 2014, Americans are feeling confident about their 2015 financial outlook.

  Updates on the new NAIFA LUTCF designation

NAIFA is proud to announce next steps in its partnership with the College for Financial Planning to create a new, dynamic and interactive program for the NAIFA’s Life Underwriter Training Council Fellow (LUTCF ℠) designation. The new LUTCF ℠ combines dynamic online and classroom learning with field training to equip you with the knowledge and […]

  Muscles Top  Money in New Year’s Resolutions

As Americans make their New Year’s resolutions for 2015, once again, the majority are more concerned about their waistlines than their wallets, according to the 6th annual New Year’s Resolution Survey from Allianz Life Insurance Company of North America. This focus on fitness over finances has been a reoccurring trend, reaching its peak in 2014, […]

  What’s Ahead for LTCI in 2015?

Single-digit growth in long-term-care insurance sales, along with heightened interest in asset-based products, is forecast for 2015, according to the American Association for Long-Term Care Insurance. “We expect to see sales of traditional long term care insurance grow both in terms of policies and premium written,” predicts Jesse Slome, executive director of the AALTCI. “The […]

  NAIFA mourns passing of CEO Dr. Susan B. Waters

NAIFA statement on the death of CEO Dr. Susan Waters, DM, CAE Falls Church, Va. – Dec. 16, 2014 – The National Association of Insurance and Financial Advisors is saddened to announce the death of Dr. Susan B. Waters, Chief Executive Officer of NAIFA. Dr. Waters, 63, died unexpectedly today at her home in Washington, […]

  Timeless Truisms

Every now and then, we come across a phrase or saying that captures our attention.

  Permanent or Term Life? There Is No One-Size-Fits-All Answer

Different clients have different needs. It’s a simple truth, and the main reason the advice and services of insurance and financial advisors is so valuable to American families. How many times have you picked up a magazine or newspaper and read a piece by a personal finance personality advising all of his or her readers […]

  New Research Quantifies Value of Long-Term-Care Insurance

A new report from the American Council of Life Insurers (ACLI) finds that private long-term-care insurance (LTCI) can save Medicaid $47.7 billion and reduce consumers’ out-of-pocket expenses to pay for care by $69 billion. The report, “Who Will Pay for Our Long-Term Care,” also shows that women are at a higher risk of needing long-term care […]

  Individual Life Premium Improves Four Percent in Third Quarter 2014

Total individual life insurance new annualized premium improved four percent in the third quarter of 2014, according to LIMRA’s Retail Individual Life Insurance Survey.

  A Letter to My Colleagues

Hello Industry Colleagues: I can’t believe it’s already December! I remember that almost exactly at this point last yea, I saw an email from the LIFE Foundation (now Life Happens) about its Real Life Stories program. I’ll be honest. I didn’t give it a lot of thought—it’s a pretty busy time of the year. So […]

  Many Fear Talking About Long-Term Care

One out of every four adults would rather go to the dentist than talk about their long-term-care (LTC) or aging needs.

  How to Create Your One Page Marketing Plan

Make 2015 Your Best Year Ever! Register today for this members-only, free webinar.

  Deadline for Real Life Stories Fast Approaching

The deadline to submit an application for Life Happens’ Real Life Stories Client Service Recognition Program is January 2, 2015, at 3:00 P.M. Eastern Time. Submit your true client story about how life insurance, disability income insurance or long-term-care insurance saved the day and you could win: A professional video, featuring you and your client, distributed […]

  Selling Long-Term-Care Insurance Today

My grandfather had a long-term-care event late in his life, which lasted for about five years.  Even at a young age, I saw how much this event affected not only my grandfather, but also our family and loved ones around him.  Because he didn’t have any long-term-care insurance coverage, you could see the strain it […]

  Growth Predicted for LTCI Sales

As the industry celebrates Long-Term Care Awareness this month, many agents and advisors will be pleased to learn that sales of long-term-care insurance policies are expected to increase next year. “We expect 300,000 Americans will purchase a new traditional long-term care insurance policy or a combo product in 2015,” predicts Jesse Slome, executive director of […]

  Winning the Hearts and Minds of Today’s Consumers

While the industry does a good job of providing security for families, things are different today. For starters, the definitions of “family” and “American household” are very different from what they were in the past.

  Employment Up in the Insurance Industry 

The insurance industry saw an increase in employment with the addition of 6,300 jobs for the month of September, according to the latest employment numbers from the U.S Bureau of Labor Statistics released in October. The insurance career site,, recently shared these employment trends. The insurance carriers and related activities sub-sector grew by 0.25 […]

  The New Find what you need, when you need it.

For a limited time, non-members are invited to sample members-only content on

  3 Steps to Grow Your LTCI Sales

November is Long-Term-Care Awareness month, a time when the spotlight is on long-term-care insurance (LTCI) and the critical role it can play in your clients’ lives.

  NAIFA President Qualifies for WIFS Circle of Excellence

NAIFA President Juli McNeely, CFP, LUTCF, CLU, has qualified for Women in Insurance & Financial Services’ 2014 Circle of Excellence. The Circle of Excellence recognizes WIFS 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. A record-breaking 157 members qualified […]

  Knowledge of Annuities Boosts Ownership

The more knowledge someone has about annuities, the more likely he or she is to have a positive attitude about them and eventually own one.

  Fed to Support Growth with “Stronger” Statements

After the recent decision by the Federal Reserve Board to maintain the target Fed funds rate at zero to 25 basis points, Swiss Re’s Chief Economist, Kurt Karl, believes that comments from the Fed will become increasingly aggressive as growth continues at a strong pace and the unemployment rate falls. The Swiss Re Group is […]

  LIMRA CEO: Consumers Are Changing–We Must As Well

At the 98th LIMRA Annual Conference in New York, Robert A. Kerzner, CLU, ChFC, president and CEO of LIMRA, LOMA and LL Global, examined the changes in consumers’ demographics and expectations and explored the impact of their changes on the financial-services industry. Kerzner encouraged executives to adopt new approaches to better engage with consumers to […]

  Helpful Hints for Medicare Beneficiaries

Being in the practice of selling insurance for over twenty-six years, I have learned a few things about maintaining a level of commitment and proactivity toward my clients. I have found that reaching out to my older clients and/or their loved ones without waiting for them to contact me is a very effective method of […]

  The Drive to Help

Wise is grateful for a career that lets him use his skills and talents to help others. BY STEVE GUGLIELMO For Mark Wise, CLU, ChFC, perspective is everything. When he was preparing to start his freshman year at Ball State University in Muncie, Indiana, he was feeling upset and anxious about the student loan debt […]

  Employers Interested in Offering Voluntary Benefits

A new LIMRA study finds that 7 in 10 employers offer voluntary benefits to improve the morale of their existing employees and attract and retain new talent. “As the economy and the job market improve, employers are finding it more challenging to attract and retain key personnel,” said Ron Neyer, MBA, CLU, ChFC, assistant research […]

  Advisors adding ‘lifestyle management’ to their practices

As noted in “Advisor 2020,” advisors of the future will need to be engaged in “Lifestyle Management,” an emerging practice that will require advisors to understand their clients’ behaviors and manage their clients’ living environments (as well as their financial assets). According to Advisor 2020, examples of lifestyle management include helping senior clients find nutritionists […]

  Business Disaster Prevention

Join us Thursday, October 30, for an exclusive, Members-Only Webinar

  NAIFA Member Joins MetLife in Austin, Texas

Capital Strategies of MetLife is pleased to announce that Jeremy David has joined the firm as Financial Adviser and Financial Services Representative.

  Americans Staying on the Sideline

The stock market might have rebounded since the financial crisis, but according to the latest COUNTRY Financial Security Index survey, many Americans are still wary of investing or simply are unable to get started. Just over half of Americans (51 percent) say they do not invest in the stock or bond markets in any way. […]

  401(k) Balances Nearly Double Since Recession

While much of the increase reflects a rebounding market, the study found a significant increase in participation and savings rates since the market collapse…

  NAIFA-Virginia encourages members to share Code of Ethics as sign of dedication

NAIFA-Virginia President Steven Holt mailed 3″x5″ cards featuring NAIFA’s Code of Ethics to NAIFA members in Virginia. The project was made possible through a generous gift from the late Colin Govan, a past president of NAIFA-Virginia who inspired the updated version of the code. In his letter, Holt said: “The strength and integrity of our industry […]

  Leveraging Strategic Alliances to Get More Referrals

Here are five steps you can take to effectively leverage the relationships you have with your strategic alliances. 1. Paint a picture of your ideal client to your referral partners. If you can’t clearly paint a picture of your ideal client, how can others know who to refer to you? If you are not clear […]

  Total Annuity Sales Improve in Second Quarter 2014

Total U.S. annuity sales reached $61.4 billion in the second quarter of this year, improving eight percent from prior year, according to LIMRA Secure Retirement Institute. In the first six months of 2014, total U.S. annuity sales increased 10 percent, compared with sales in 2013. “This is only the second time we have seen quarterly […]

  Americans Underutilizing Permanent Life Insurance

As longevity and the cost of living continue to increase, Americans may be overlooking a key opportunity to strengthen their financial foundation. Despite the many advantages of permanent life insurance, only 22% of Americans currently own a permanent life insurance policy, a fraction of the 66% who have savings accounts, according to Northwestern Mutual’s 2014 […]

  Women More Concerned about Money in Retirement Than Men

A LIMRA Secure Retirement Institute survey reveals that among consumers aged 50 -75 with $100,000 or more in household income, women are more likely than men to be concerned about running out of money in retirement (46 percent vs. 35 percent). As more workers are expected to fund their own retirement, women may be expressing […]

  MDRT Big Ideas Workshop: Does Ringo Starr Move His Drum Set After a Gig

Greg Gagne told attendees at NAIFA’s Career Conference and Annual Meeting that owners of financial planning businesses need to focus on what they do best and delegate the rest. “If we want to be more successful, we have to pay people to do things we shouldn’t be doing,” he said. The owner should work on […]

  NAIFA Legislative Forum

The NAIFA Government Relations team provided their annual legislative update to attendees at NAIFA’s Career Conference and Annual Meeting. Agent Licensing NARAB II is legislation that will create a national, not federal, insurance licensing program. Under the proposed legislation, producers must be licensed in their home states, pay the licensing fee for every other state in […]

  Dr. Susan Waters: CEO Report

SmileTrain is a cause very close to the heart of NAIFA CEO Dr. Susan Waters. The charity provides sustainable care to children in developing countries in need of corrective surgery for cleft lips and palates by promoting partnerships between local doctors and hospitals. In her CEO Report at NAIFA’s Career Conference and Annual Meeting, Dr. Waters […]

  Life Happens at 20: Your Most Successful Campaigns

Life Happens, formerly known as the Life Foundation, celebrates its 20th anniversary next month. In this workshop, panelists Brock Jolly, Ryan Pinney and Van Muller shared some of the ways they use Life Happens materials to educate clients and grow their businesses. All three use Life Happens materials throughout the year, not just during Life […]

  Flirting With the Uninterested: Innovating in a “Sold Not Bought” Category

Maria Ferrante-Schepis in her Saturday main stage presentation told NAIFA 2014 attendees that businesses must continually be open to change and innovation. Businesses that don’t change aren’t likely to survive. In what Ferrante-Schepis calls a “Napster moment,” named after the music-sharing web site that lost out to the more innovative Apple, businesses that are not […]

  The Inner Game of Prospecting

Prospecting remains a critical skill for those wishing to succeed in the insurance and financial services industry, said Connie Kadansky in her educational workshop, “The Inner game of Prospecting: How to Overcome Sales Call Reluctance.” One survey found that 70.8 percent of advisors said they are getting most of their business through direct prospecting. Prospecting […]

  Engagement Marketing: How Associations Win With Email & Social Media

Years ago, social networks and email were called “new media” as they were emerging as marketing tools, Corissa St. Laurent, director of regional development at Constant Contact, told attendees of her Saturday workshop. Today, however, new media is The Media – Twitter, Facebook, Instagram, Facebook have become a constant, regular part of marketing. The key […]

  All Things Government Relations

In an interactive workshop, led by Todd Johnson, Joe Pittman, and Diane Boyle, NAIFA local and state executive explored three ways to take government relations to the next level. Political Involvement Committee APIC is about building long-term relationships between members and lawmakers with a goal of inspiring lawmakers to consider NAIFA’s point of view on […]

  Only 46% of Middle-Market Consumers Own Individual Life Insurance

The need for the Life Insurance Awareness Month campaign currently under way is more important than ever—a recent LIMRA study reveals that only 46 percent of middle-market consumers own individual life insurance. While 60 percent of Americans own group life insurance, the coverage often is less than individual policies and is only in place while […]

  Boomer Esiason is 2014 LIAM Spokesperson

“When a parent dies and there’s no life insurance, life becomes very tough, very fast.”

  Dr. Johnson to Lead The American College

The Board of Trustees of The American College of Financial Services has named Robert R. Johnson, Ph.D., CFA, CAIA, as president and CEO, beginning October 1, 2014. Dr. Johnson’s extensive scholarship, experience in investment management, and results in building global awareness for financial services education, make him uniquely qualified to lead The American College. “Dr. […]

  NAIFA Annual Report Now Available

The NAIFA 2013-2014 Annual Report is now available. The report contains messages from the NAIFA President, John Nichols, MSM, CLU, as well as from NAIFA’s CEO, Dr. Susan Waters, CAE. Included in the report are also committee updates from several NAIFA volunteers who have taken time from their busy schedules to serve as heads of […]

  Kristine M. Wolfe, CAE, Receives NAIFA’s 2014 C. Carney Smith Award

The NAIFA has recognized Kristine M. Wolfe, CAE, with the association’s most prestigious honor in association management: the C. Carney Smith Award.

  NAIFA to Kick Off 125th Anniversary Celebration at Career Conference

It’s official—NAIFA is turning 125 next year! The association is marking this important milestone with a yearlong celebration, which starts at the 2014 Career Conference and Annual Meeting in San Diego. When 70 insurance agents gathered in Boston to form the National Association of Life Underwriters in 1890, little did they know they were sowing the […]

  Program to address industry need for more financial advisors

The financial services firm Edward Jones is partnering with Securities Training Corporation to help prepare students for a career as a financial advisor, according to a news release issued by Edward Jones. The partnership was formed to encourage more students to consider a career as a financial advisor. Beginning this fall, Kansas State University will […]

  Insurers’ Use of Social Media Jumps

A new LIMRA survey finds that 93 percent of life insurance companies had social media programs in place in 2013, up 55 percent from 2010 (when only 60 percent of companies used social media). More than three quarters of companies report having social media programs targeted at the public (77 percent); while 7 in 10 […]

  Many Advisors Misunderstand Total Amount of Fees They Charge

Fees are often a main topic of conversation when advisors sit down to meet with their clients. But do advisors paint an accurate picture of the total cost of servicing a client’s account?

  Why the Life Insurance Industry has a Monopoly on the Baby Boomer Crisis

Join us Monday, August 11 for an exclusive, Members-Only Webinar:

  Boomer Esiason’s Got Your Back

MVP quarterback Boomer Esiason will again be the spokesperson for Life Insurance Awareness Month this September, and Life Happens has a wide range of resources you can use to leverage his message.

  Choosing the Right Words

Language is one of the most vital tools of the trade.

  Life Happens Makes Your LIAM Planning Easy

Turnkey marketing resources for Life Insurance Awareness Month make putting a campaign together a snap. Many of us dream of an “easy” button. Instantly clean car! Folded laundry put away! Papers on desk magically filed! What about an easy button for a month-long marketing campaign? Done! The nonprofit organization Life Happens, which coordinates September’s Life […]

  Mind Your (Online) Manners

What you need to know about social media etiquette.

  Insurance Services Group Joins NAIFA’s Independent Advisors Program

Insurance Services Group, Inc.  is now part of NAIFA’s Independent  Advisors Partnership Program. “I am a great believer in NAIFA and its ability to help agents and financial advisors come together and build valuable relationships,” notes Brendon DeRouin, CLU, President of Insurance Services Group in Wisconsin. “As advisors opt for the independent route, many of […]

  The Business Benefits of a Pipeline Mentality

Proactively grow your business with these guidelines.

  Mark Acre is YAT Team Leader of the Year

NAIFA – Springfield Member is the Fifth Recipient of the Award NAIFA has named Mark Acre the 2014 Young Advisors Team Leader of the Year. Acre, 33, is president of the Nixa, Mo.-based OneSource Insurance Group, a company he launched in 2007. “NAIFA-Springfield has benefited from Mark’s leadership and service since he joined the NAIFA-Springfield […]

  AT Recognizes Outstanding Advisors

Profiles of Four Under 40 winners appear in September/October 2014 issue of Advisor Today Advisor Today magazine has recognized four financial advisors with the “Four Under Forty Award,” given annually to four outstanding advisors who achieve excellence in their profession by or before the age of 40. The advisors will be profiled in the September/October […]

  AT Podcast: Success Strategies from a Leader

In this installment of the AT Podcast Series, MDRT President Michelle Hoesly shares her secrets for achieving success in both her personal and professional lives. AT Podcast Series  

  In Memoriam: Colin Govan, CLU

NAIFA regrets to announce the death of Colin Govan, CLU, formerly with AXA Equitable. Govan was an active member of NAIFA-Virginia and was inducted into that association’s Hall of Fame in 2012. He was also a member of the Million Dollar Round Table. “During my tenure here, Colin was instrumental in helping us modernize the […]

  2014 Real Life Stories Winners Announced

Life Happens has announced the winners of its annual Real Life Stories Client Recognition Program, which honors insurance professionals for going beyond the call of duty for clients and their families. Now in its 19th year, the program recognizes exemplary service and expert financial advice and assistance to clients in times of great financial need. “This year, […]

  NYT article on shrinking financial workforce echoes ‘Advisor 2020’

An article in today’s New York Times concludes that the pool of young people entering the field of financial advising is shrinking. Of the 315,000 financial advisers working in the United States, only 5 percent are younger than 30, with the average age 50 or older. Companies are scrambling to attract and retain young workers, […]

  401(k) Balances Nearly Double Since Recession

401(k) account balances have gone up 93 percent, nearly double since the economic downturn in 2009, according to the latest research from the Principal Financial Group. While much of the increase reflects a rebounding market, the study found a significant increase in participation and savings rates since the market collapse, with account balances rising 17 […]

  Middle America Not Saving Enough

A recent LIMRA study has found that 57 percent of middle-market American households are not saving regularly. This number jumps to 69 percent for households with children who are under 18 years old. According to the survey, the top five financial goals of middle-market households are: Saving enough for a comfortable retirement Building an emergency […]

  MDRT Annual Meeting Draws Record Attendance

The Million Dollar Round Table has set a new record: More than 8,000 members from around the world made their way to Toronto, Canada, last week to attend the association’s Annual Meeting. There, the members networked with their peers and colleagues, discovered cutting-edge strategies designed to help propel their practices to new heights of success, and gained the […]

  Are You Communicating Effectively?

Images and messages used to explain financial products don’t seem realistic or relatable to many consumers, according to a recent survey. A new joint study by LIMRA and Maddock Douglass reveals that there are 19 million “stuck shoppers” of life insurance in the United States . “Stuck shoppers” are consumers who believe life insurance is […]

  Google Campaign Expands Consumer’s Ability to Connect with NAIFA Members

Online tool directs consumers to NAIFA members; Members encouraged to update their NAIFA profile today NAIFA has expanded its outreach to consumers with a new Search Engine Marketing (SEM) campaign utilizing a Google ad word/phrase buy of more than 200 keywords related to insurance and financial advising. The campaign leverages consumers’ increased use of the […]

  Lower Cost Increases for Medical Plans

Projected cost increases for all types of medical plans are anticipated to be down by between 0.1 and 0.5 percent in 2014, according to a survey by Buck Consultants. The survey notes that this continues the favorable trend of slow, steady declines generally experienced since 2010. In a national survey of 126 insurers and administrators, […]

  CFFP publishes new report on middle income retirement

A new report published by the College for Financial Planning concludes that consumers whose household incomes fall in the middle market range ($30,000 to $100,000) have “an uphill battle” to overcome when planning for retirement: low income, low retirement fund balances, and few assets. The report cites the two greatest factors for middle-income retirement: the […]

  How to Gain Strategic Insight from Digital Metrics

Most social media metrics report tactical results, not strategic impacts that achieve objectives. Few topics give executives more fits than choosing metrics—the counts, percentages and ratios that are supposed to measure the performance of digital marketing initiatives. The great majority of digital metrics put a number on tactical results—the things that campaigns encourage people to […]

  Survey Finds Americans Consider Work a Major Aspect of Well-Being

Consumers would go to great lengths to get back to work as soon as possible rather than let an injury or illness hold them back. How often do you hear friends, family and colleagues complain about how much they hate their job? Chances are it’s quite often, so it may shock you to learn that […]

  Companies Struggle to Fill Positions in Financial Services

Skills Gap Plays Key Role in Hiring Difficulties

  ‘If I Could Only Get Around to It’

A recent blog entry in LIMRA’s Industry Trends: “If I Could Only Get Around to It” might help you motivate your prospects into making the critical decision to buy from you. The blog post appears below. ‘If I could only get around to it’ A common device of motivational speakers is to point out the […]

  Success Strategies from a Leader: AT Podcast Series

Listen carefully to this podcast interview as NAIFA member and Top Producer Michele Lee Fine describes the critical steps she took on her way to the top.

  Safeguard Your Most Important Asset

With the Disability Income Awareness Month campaign currently under way, now is a good time to get the NAIFA Advantage Plus Group Disability Income Insurance Protection Plan. NAIFA has teamed up with Kelsey National to offer this plan to its members. The NAIFA Advantage Plus Group Disability Income Insurance Protection Plan has excellent features and […]

  NAIFA Member Receives Penn Mutual’s Financial Professional of the Year Award

The Penn Mutual Life Insurance Company, a more than 167-year-old company, is pleased to announce that NAIFA member Jason Rucker, CFP, of Cambridge Financial Services in Chandler, Ariz., has been honored with the 2013 Financial Professional of the Year Award. This award recognizes a Penn Mutual financial professional who demonstrates the highest standards of continuing […]

  Cong Conf Webinar 2014
  Kick-Off to Disability Insurance Awareness Month

Cancer is the leading reason employees stop working and take long-term disability leave, according to claims submitted to Unum, a provider of income insurance. Unum analyzes claims activity each year and shares results during Disability Insurance Awareness Month to help foster a better understanding of the value of DI insurance and other coverage. “Disability insurance […]

  May Is Disability Insurance Awareness Month

The DIAM campaign is the perfect platform you need to talk to your clients and prospects about this important coverage.

  Sy Sternberg Named 2014 John Newton Russell Memorial Award Winner

The life insurance industry’s highest honor will be presented at the NAIFA Career Conference and Annual Meeting in September as a tribute to his more than 40 years of service and contributions to the industry. The National Association of Insurance and Financial Advisors is proud to announce Sy Sternberg, former CEO and Chairman of the […]

  Millennials Go Old School

It’s not just beards, butchers and bicycles that Millennials are bringing back. The youngest adults in America, aged 18-29, are also showing signs that they’re old souls in the way they manage their money. This finding was uncovered through the 2014 Planning and Progress Study, an annual research project commissioned by Northwestern Mutual. The study […]

  Tax Reform Plan Spotlights Urgent Need for NAIFA Members to Educate Their Lawmakers

All NAIFA Members Are Encouraged to Attend the May 20-21 Congressional Conference The federal tax reform discussion draft proposed by House Ways & Means Committee Chairman Rep. Dave Camp (R-MI) underscores the urgent need for NAIFA members to educate Congress about the value of maintaining the current tax rules governing life and health insurance, retirement […]

  Voluntary Benefits Sales Grow

  A LIMRA survey shows that new annualized premium of voluntary benefits (benefits purchased at the worksite) grew 9 percent in 2013, totaling $4.3 billion. Voluntary health product sales were $2.6 billion in 2013, a 13 percent increase from the prior year. Accident, critical illness and vision products grew by double-digits for the third straight […]

  Tempted to Buy Social Media Followers?

Find out why less is more.

  NAIFA Member Celebrates 65 Years at MassMutual

NAIFA member William J. (Bill) Braun, CLU, AEP, former native of Belleville, Illinois, recently celebrated an important milestone–he has had only one job for the past 65 years and considers himself lucky to have it. Braun started in the life insurance profession in 1949, after serving in the navy during World War II. He joined […]

  Communicating Face-to-Face? There’s an App for That

Technology for video-based applications has improved greatly in recent years.

  The Delicate Art of Approaching Friends and Family for Referrals

Demonstrate your value by telling stories of client success.

  Deadline for Advisor Today’s Four Under Forty Awards Program is April 4!

You have only a few days left to nominate outstanding NAIFA members under the age of 40 for Advisor Today’s 2014 Four Under Forty Awards. The deadline to submit all nominations is April 4, 2014. Nominating someone for the Four Under Forty Awards is easy – fill out the PDF linked below. Or you can […]

  NAIFA Trustee Jill Judd Invites You to the NAIFA Congressional Conference

NAIFA’s premier grassroots event provides an opportunity to learn and make a difference.Register today!

  Industry pioneer Al Granum honored

The American College created an academic Center to honor industry pioneer and longtime NAIFA member Al Granum, who passed away earlier this year. The Center is funded through gifts from Northwestern Mutual. This month, and every March going forward, the Center will share a sampling of timeless Granum industry principles and best practices. Visit this […]

  NAIFA and College for Financial Planning form LUTCF Advisory Group

Dear NAIFA Members: I am pleased to announce that NAIFA and the College for Financial Planning have formed an Advisory Group for the Life Underwriter Training Council Fellow (LUTCF) designation in support of the re-launch of the program in July 2015. The group will provide strategic guidance in three areas: subject matter expertise for the […]

  Book of the Month: “The Sky is Not the Limit”

NAIFA National launched a new Book of the Month Program, and the premier book in this launch is the award-winning book, “The Sky is Not the Limit – Discovering the True North for Your Life’s Path” by Phillip C. Richards, CFP, CLU, RHU. The book offers you practical tips for recognizing your strengths and for […]

  Podcast Series: Protecting Your Business

During the 2013 NAIFA Congressional Conference, NAIFA members educated lawmakers about the value of their business to 75 million American families. As the industry prepares for the 2014 Congressional Conference in May, Tasha Jo Hill describes the benefits she gained from attending last year’s conference, what to expect from this year’s meeting, and how NAIFA […]

  Aflac Named a “World’s Most Admired Company”

Aflac has again been recognized by FORTUNE magazine as a World’s Most Admired Company. This is the 13th time that Aflac has appeared on this prestigious list. The annual survey, conducted by FORTUNE and the Hay Group, a global management consulting firm, is given to top executives, directors and financial analysts, to identify the companies […]

  NAIFA Sponsors ‘Advisor 2020’ to Help Advisors Plan Their Business Future

New book presents cutting-edge research on industry trends and identifies opportunities for advisors seeking success in a changing marketplace Visit the NAIFA Bookstore to purchase “Advisor 2020.” See coverage in InsuranceNewsNet magazine. FALLS CHURCH, VA – Rapid marketplace and demographic shifts are having profound effects on insurance and financial advisors and will significantly reshape the industry by […]

  NAIFA Members Promoted at Penn Mutual

Congratulations to Mark Vujevich and Annabelle Lee!

  Call for 2014 Four Under Forty Nominations

Honor the best and brightest by nominating outstanding NAIFA members under the age of 40 for Advisor Today’s 2014 Four Under Forty Awards.  The deadline to submit all nominations is April 4, 2014. Nominating someone for the Four Under Forty Awards is easy – fill out the PDF linked below. Or you can find the […]

  4 Under 40 Winner Named Agent of the Year

NAIFA member Elizabeth Dipp Metzger, a 2013 recipient of Advisor Today’s Four Under Forty Awards, has been named Agent of the Year for the third year in a row in the El Paso General Office of New York Life Insurance Company. She received the award in recognition of her outstanding sales achievement and exemplary client […]

  5 Things Every Young Advisor Should Know

Ashley’s been in the business since 2007 and has never looked back. Find out how she got such a great start to a stellar career.

  Turn Your Personal March Madness into March Happiness

There’s a lot of hype about March MADness, and if you’re an NCAA fan, or married to one, you know it well. But I’d rather think in terms of March Happiness, training mind and body, just as those basketball players train to remain positive, even when faced with stress, sadness and the cyclicality of life. […]

  How to Maximize Your ROI on Life

Have you ever felt like you need an upgrade on your life? Most of us have, and there’s a way to get it. First, I tell people, “Don’t be afraid of making your life clearer.” Many argue that life is not simple; therefore, there are no easy answers, but to paraphrase from Chinese philosopher Laozi, […]

  NAIFA President Nichols on the Congressional Conference

The most effective way to ensure legislators know how the laws they pass affect your business and clients.

  Social Media: A Marathon, Not a Sprint

Pace yourself, train consistently and don’t be afraid to ask others for help.

  AT Podcast Series: It’s All in the Questions

It’s All in the Questions You don’t want to miss this podcast by top producer Sarah Kaelberer. In it, she explains how to ask the right questions and get the answers that can make a difference in the lives of your clients and in your practice and community. Get the AT Podcast here.  

  NAIFA, CFFP to create new LUTCF designation program

NAIFA and the College for Financial Planning have formed a partnership to create an enhanced, dynamic and interactive curriculum for NAIFA’s renowned Life Underwriter Training Council Fellow (LUTCF) designation, established in 1984. “NAIFA is proud to enter into a new partnership with such an esteemed and accredited educational institution as the College for Financial Planning,” […]

  LIFE Seeks Applications for 2014 Life Lessons Scholarship Program

LIFE Seeks Applications for 2014 Life Lessons Scholarship Program The LIFE Foundation is now accepting applications for its annual LIFE Lessons Scholarship Program. The deadline for all applications is March 3, 2014. Now in its 10th year, the scholarship benefits college students and college-bound high school seniors who are facing challenges in achieving a higher […]

  NAIFA’s Juli McNeely presents Platinum BOBO Award to Cedar Rapids

Congratulations to NAIFA-Cedar Rapids, which accepted its fourth consecutive Platinum BOBO Award during a luncheon last month.   Pictured (from left): Josh Rice (NAIFA Cedar Rapids President), Ryan Bosch, Joshua Katcher, Juli McNeely, Greg Johnson, Larry Witzel, Eric Kaestner, and Barry Johnson (NAIFA Iowa President).

  How to Generate More Leads, More Clients and More Sales

One of the most common challenges NAIFA members share is their need for more leads, more clients, and more sales.  Here are some insights that will help you achieve this goal. #1: Check Your Beliefs. The most critical element of achieving a goal is a belief that we can do it. Take a minute to […]

  Economic Outlook for 2014

For now, the economic and political climate looks favorable.  Our article, detailing an overview of our perspective on the economic, investment, tax, and estate planning issues of the New Year, is available on the web at In general, we are cautiously optimistic, and as the Outlook covers, we are revising our models to reflect […]

  Becoming an Advisor to the Family

These helpful hints will come in handy as you sell to family members.

  Learning to “Celebritize Yourself” in Business

How to get noticed and grow your practice.

  Is Fear Keeping You Out of the Spotlight?

A fear of the spotlight shouldn’t prevent you from getting the visibility and credibility that can build your business.

  Register now for the 2014 NAIFA Congressional Conference!

Register Now! Registration for the May 20-21, 2014 NAIFA Congressional Conference is now open! The first 600 registrants for the NAIFA Congressional Conference may be eligible to be reimbursed up to $350 to cover their travel and lodging expenses. Don’t wait! Click here to register now! To be eligible for the travel and lodging reimbursement, […]

  Insure Your Love – Download Campaign Materials Now

People buy life insurance because they love someone and want to protect them financially. Life insurance is love insurance, which makes February–the month of love–the perfect time to reach out to consumers about their life insurance needs. The Insure Your Love campaign, coordinated by LIFE, allows you and your producers to use emotion or humor […]

  John Kim Elected Vice Chairman of New York Life

New York Life announced recently that John Y. Kim, 53, has been elected a vice chairman of the company and will now oversee the company’s technology function, in addition to his current responsibilities. Kim will continue as president of New York Life’s Investments Group, which includes the investment management, annuities and retirement plan recordkeeping businesses, […]

  The 2014 Managers Membership Award – Apply Now!

The 2014 Managers Membership Award: The Managers Membership Award (MMA) is a symbol of dedication, leadership and commitment.  At NAIFA, we honor and recognize organizations that support a strong financial services industry by investing in NAIFA and its efforts.  It’s a prestigious award that all agency managers will want to use to showcase to their […]

  Americans Enter 2014 with False Sense of Financial Security

Although only a few years have passed since the 2008-2009 financial crisis, many Americans seem to have forgotten the trauma it caused to their portfolios and may now have a false sense of security about their current financial well-being. This is according to the 5th annual New Year’s Resolution Survey from Allianz Life Insurance Company […]

  A message from NAIFA’s President and CEO

Happy New Year From NAIFA! We hope you and your family had a wonderful holiday season, and we wish you a very healthy, happy and prosperous 2014. As we consider the past year, we are proud of the services NAIFA delivered to our members in many areas. We faced unprecedented legislative and regulatory challenges, including the […]

  Can Mindfulness Raise Your Net Worth?

Sitting down with the intention of stilling one’s mind and body is no longer the sole province of hippies and Eastern medicine aficionados. Nike, 50 Cent and the Marine Corps all embrace the benefits of mindfulness meditation. The benefits of mindfulness meditation do not exist in a vacuum; mindfulness meditation not only lowers your blood […]

  Starting the Holiday Party Conversation

In the September 23, 2013, issue of Investment News, various advisors were asked how they respond to the question: “What do you do for a living?” Out of the eight who were quoted, two began with: “I am a CFP,” and “I am a professional.” Three began with: “We are, We believe, or We help.” […]

  Greatest Financial Concerns for Non-Retirees

A new survey of investors who are currently working shows that concerns about rising health-care costs, changes to Social Security and/or Medicare, and running out of money are among the greatest financial worries in retirement. The percentage citing these concerns increased since prior surveys. According to the study, conducted as a part of the John […]

  Four Under 40: Nominate A Rising Star Now!

Someone you know is a leader. They’re successful, giving, and a great example for their peers. Nominate them for Advisor Today’s Four Under Forty Award. It’s the recognition they deserve and the next step in their amazing career.

  Moral and Social Values at Work Rank Highest in the U.S.

ECCO International, a network of public relations and marketing communications consultancies in over 40 countries, released its global Index of Corporate Values 2013. The index reports that moral and social values in the workplace rank higher than any other category in the U.S. Alpaytac Public Relations/Marketing Communications participated in gathering information for the report, which […]

  MDRT Offers Succession Planning Podcast to Advisors

MDRT is making one of its exclusive Talk segment podcasts addressing successful succession planning strategies available to all advisors.

  NAILBA recognizes NAIFA-TN’s Jack Dewald for ‘distinction in brokerage’

Congratulations to NAIFA-Memphis Past President Jack Dewald for receiving the 2013  Douglas Mooers Award for Excellence by the National Association of Independent Life Brokerage Agencies. NAILBA presented the award Nov. 22 at its conference in Dallas. Jack also is a past chair of the LIFE Foundation and has served in many leadership positions within NAIFA. […]

  NAIFA Member Named Sales Manager at Navigon Financial Group

The Penn Mutual Life Insurance Company recently announced that Jonathan Self has been appointed sales manager of Navigon Financial Group, Penn Mutual’s career agency located in Raleigh, N.C.

  NAIFA President-Elect tells NAILBA: Advisors must ’embrace change’

NAIFA President-Elect Juli McNeely attended this year’s NAILBA Conference in Dallas. In this video, McNeely talks about the challenges facing the industry, from legislative and regulatory threats to our products, to the need for advisors to embrace change and become more engaged in technology and in social media. “Consumers are changing and the industry is […]

  Annuity Sales Rebound

Total annuity sales were $56.5 billion in the second quarter of 2013 — nine percent higher than the first quarter of 2013, but one percent below 2012 results, according to LIMRA’s second quarter 2013 U.S. Individual Annuities Sales survey.

  LIFE Foundation accepting applications for realLIFEstories; deadline is Dec. 16

Stories connect us. When we want to motivate prospects and clients, one of the most successful ways is through storytelling. And some of the most powerful stories in the industry are the LIFE Foundation’s realLIFEstories videos. In fact, during this past September’s Life Insurance Awareness Month, an independent survey found that people who viewed a […]

  Three Easy Ways to Start an LTCI Conversation

November is Long-Term Care Insurance Awareness Month, making it the perfect time to reach out to your clients to start an LTCI conversation. And it’s not as hard as you might think.

  Rep. Scott to NAIFA members: ‘You have the nobility of purpose and trust’

As NAIFA members convene in Washington this week for APIC/IFAPAC training and a “Day on the Hill” event, Rep. David Scott (D-GA) offered practical advice for those meeting with Congress on important industry issues: “Say the right thing” and “speak with clarity.” Rep. Scott told NAIFA members that Congress needs information from agents and advisors […]

  NAIFA Member Named Managing Director of Central Financial Group

“David’s extensive knowledge and skills in recruiting, production and sales will be essential to developing well-rounded producers for Centra Financial…”

  Hispanics a Natural Market for Life Insurance

According to a recent LIMRA study titled, “Financial Protection for Hispanics,” Hispanics offer a natural market for life insurance. “While the Hispanic population is complex — they come from many countries — they share a tendency to be young, with large families including children and extended family members,” says Nilufer Ahmed, senior research director, LIMRA […]

  Small Businesses to Use Advisors to Help Manage Benefits

Ninety-four percent of small businesses believe the need for an outside advisor will increase or stay the same in the next two years, according to a recent LIMRA study. In particular, LIMRA found that firms with 10 to 24 employees, companies that are still establishing themselves, and those that are actively looking to expand are […]

  What I’ve Learned about Selling for a Living

After 26-plus years as a successful salesperson, here is what I know to be true about sales.

  Planning for Long-Term Care

Genworth’s 2013 Beyond Dollars: A Way Forward study, highlights the fact that adequately planning for long-term care can potentially save money and reduce the stress that is faced by caregivers. In fact, families could save nearly $11,000 annually if long-term-care plans were made earlier.   The study, which surveyed a total of 1,208 caregivers and care recipients, also found […]

  IS 70 Is the New 65?

At the beginning of National Save for Retirement Week, a Swiss Re survey reveals what many Americans suspect—they most likely will be working well into their Golden Years. The Risk perception survey shows that 57 percent of American workers expect to retire from work beyond the age of 65–or to never retire. Nineteen percent of […]

  LTCI Industry Expected To Pay Billions in Claims by 2032

The nation’s long-term-care insurance companies are expected to pay $15 billion annually to policyholders a decade from now and more than twice that amount in 2032, when today’s 60-year olds reach their 80s.

  Are You a Woman of Influence?

A recent Allianz study reveals the profile of a more financially empowered woman.

  NAIFA Podcast: What It Takes to be Successful

Listen to veteran producer Ike Trotter as he reviews his illustrious career and describes the path he took on his way to the top.

  Confused and Unprepared

A large number of American workers remain unaware, confused and unprepared for looming changes to their benefits coverage.

  NAIFA members support consumer financial literacy campaign

NAIFA serves as a “Mission Partner” publicly supporting the national “Choose to Save” program, a public education and outreach program dedicated to raising awareness about the need to plan and save for long-term personal financial security. “At the heart of NAIFA’s code of ethics is a commitment ‘to help clients protect their assets and establish […]

  NAIFA 2013: Government Relations Workshop

The NAIFA Government Relations team’s workshop at NAIFA’s Career Conference focused on the importance of building relationships with legislators. Advisors are experts when it comes to building relationships with clients. They can use many of the same communication and relationship-building techniques when interacting with Congress. Typically, members of Congress have knowledge across a broad range […]

  Taking Your Multiline Agency to the Next Level

How do you take your practice to the next level? Everything starts and ends with teamwork. During an educational workshop on Monday, attendees received some helful hints on enhancing their multiline practice from Kenneth Quach, CLU, ChFC, CASL, a producer with State farm. Quach has been an MDRT, Chairman’scircle and Lone Star Leader, as wll […]

  ‘Independence, dignity, control’: three ‘hot buttons’ when discussing long term care

The greatest threat to a person’s wealth, according to long term care authority Karen Henderson, can be summed up in one word: longevity. “Living too long is a threat to your wealth,” Henderson, CEO and founder of the Long Term Care Planning Network, said during a presentation on the topic Monday during the NAIFA Career […]

  Tony Boquet – Health Care Reform: Overview, Updates and Opportunities

Recent surveys show that 53 percent of the American public does not know what the Affordable Care Act is. Tony Boquet, CLU, ChFC, CASL, CLF, LUTCF, told NAIFA members who attended his workshop at the NAIFA Career Conference that the job of agents and brokers is to take complexity (the ACA is 1,000 pages long […]

  NAIFA 2013: NAIFA’s Legislative Forum

The NAIFA Government Relations Team today provided their annual update to members during the Legislative Forum of the 2013 NAIFA Career Conference and Annual Meeting in San Antonio. NAIFA consultant Danea Kehoe said NAIFA must remain vigilent in its efforts to protect our products as congress works on comprehrensive tax reform. Congress should reaffirm the […]

  Advice to managers: Empower your staff

Businesses only use about 40 percent of their staff’s capabilities in the office, and the biggest obstacle to empowering staff to do more is their own boss, according to consultant Gina Pellegrini. “Supervisors need to know how to let go and empower their staff to help manage their businesses,” Pellegrini told attendees of the NAIFA […]

  Building A Virtual Office

Steve Plewes, CLU, ChFC, did nto get into the financial services industry thinking he would have a virtual office. More than 30 years ago when he first started, the concept of going virtual was unheard of. But by thinking outside the box, he took the leap to create a more efficient, profitable and higher-touch practice […]

  NAIFA 2013: Dr. Will Miller Discusses “Refrigerator Rights”

Psychologist Dr. Will Miller gave a thought-provoking and often hilarious presentation from the Main Stage at the 2013 NAIFA Career Conference and Annual Meeting in San Antonio this morning. Dr. Miller used the concept of “refrigerator rights” – a circle of friends and family close enough to an individual to comfortably go through the person’s […]

  The M.O.O.D. of America

Lincoln Financial Group has recently released new findings from its recent M.O.O.D. (Measuring Optimism, Outlook, and Direction) of America study, which show a high level of empowerment and a positive outlook on the future among respondents who own life insurance.

  Agents and Advisors Set for NAIFA San Antonio Sep 28

Tax reform, healthcare and financial services regulatory reform on the agenda

  Don’t Be the Cobbler!

It is once again the time of year when our industry brings national attention and awareness to the importance of life insurance by celebrating Life Insurance Awareness Month.

  NAIFA Treasurer: Dues Increase Does Not Cause Membership Loss

Fellow Members, I say this often, but I can’t say it enough: I’ve never been more proud to be a member of NAIFA, and I am proud to serve as your Treasurer. Our association’s reach and influence continues to grow and make a difference in our profession. Members of Congress and state legislators know more […]

  Life Insurance Premiums Experience Positive Growth

Individual life premium grew 4 percent in the second quarter, resulting in a 6 percent increase for the first half of 2013, according to LIMRA’s Individual Life Insurance Sales Survey.

  John Nichols: ‘Keep NAIFA Strong’

Support the bylaw amendment to keep NAIFA strong. Contact your State and Local leadership – they will be representing you in San Antonio when the bylaw amendment will come up for a vote at the end of the month.

  From Ebb and Flow to G.R.O.W

How many times have you had a terrific production month followed by a terrible production month? Take comfort in knowing that there is a way to consistently and sustainably make your business grow.

  A letter from NAIFA President Rob Smith

Dear NAIFA members: With swimming pools closed, school buses on roads, and Labor Day a summer memory, it can only mean one thing: The NAIFA Career Conference and Annual Meeting is just around the corner! For me, the annual gathering is an opportunity to re-energize, re-engage and re-connect with my best friends and colleagues. This […]

  The Many Uses of Permanent Life Insurance

While 50 percent of U.S. households say they want more life insurance, 30 percent of them still have no life insurance policy. To help make consumers aware of all that life insurance has to offer, Penn Mutual shared these four ways permanent life insurance can be used:

  Life Insurance Awareness Month

September is Life Insurance Awareness Month, the public-relations and marketing campaign spearheaded by the LIFE Foundation to encourage all Americans to take stock of their life insurance needs and buy the insurance they need for themselves and their families.

  The More Things Change…

Generation X is all grown up—and its members are behaving just like their parents.

  NAIFA mourns passing of Des Taylor

Dear NAIFA Family, It is with great sadness and a heavy heart that NAIFA-Texas must inform you of the passing of Mr. Des Taylor. This morning, August 27, 2013 at 8:23 a.m. at the Christopher House Hospice in Austin, Texas, he succumbed to the cancer, surrounded by his loved ones. On July 30, 2013, Mr. […]

  Trends in Income Annuities

Study shows companies are adding features in hopes of attracting more customers.

  The Best – And Most Basic – Marketing Tool

When it comes to marketing yourself and your practice, honesty never fails.

  LIFE Announces 2013 realLIFEstories Winners

The LIFE Foundation has announced the winners of its 18th annual realLIFEstories Client Recognition Program. This program honors licensed insurance professionals who have demonstrated exceptional dedication to client service, and through their insurance advice and assistance, have helped families in times of great financial need. In addition to recognizing the work of these agents, the […]

  Be Prepared for Life Insurance Awareness Month

Each September, the LIFE Foundation coordinates Life Insurance Awareness Month (LIAM). It’s an industry-wide educational campaign aimed at encouraging all Americans to take stock of their life insurance needs. The resources in  LIFE’s Producer e-Kit will provide you with everything you need to put together an effective LIAM 2013 marketing campaign. The Marketing Guide provides […]

  NAIFA launches new ACA resource site

Dear NAIFA Members, On October 1st, 2013, the installation of our new national board will be happening at our national conference in San Antonio. We are humbled and honored to serve our members. We have been counting down the days with great anticipation toward continuing leadership and advocacy efforts for our great federation on behalf […]

  NAIFA-San Diego President-Elect Graduates from LILI

Nicole Rex, President Elect of the NAIFA San Diego Chapter, recently graduated from the NAIFA Leadership in Life Institute. LILI is a six-month, leadership-development program devoted to advancing one’s personal growth and professional success. The LILI curriculum is based on the leadership writings of Stephen Covey, John Maxwell, Jim Collins, and Kouzes & Posner. The […]

  NAIFA Member Is Managing Director at Saybrus Partners

“Steve’s extensive sales, marketing and distribution experience is a great fit for Saybrus as we continue to forge strong, successful partnerships and build our third-party life insurance business,” says Edward W. Cassidy, managing principal, Saybrus Partners.

  My Father’s Passing

On July 2, 2013, my father, Thomas Smith, passed away at the age of 68 on his 47th wedding anniversary. I wish to share this with you not as a tale of woe, for eventually all of our fathers will pass, but as a tale of observances and what we need to do as insurance advisors (and human beings) to better connect with our clients and families when they lose a loved one.

  NAIFA Past President to be Inducted into The Michigan Insurance Hall of Fame

NAIFA Past President David Smithkey, RFC, CLU, will be inducted into the Michigan Insurance Hall of Fame next month. The induction ceremony will take place on August 21 at the Country Club of Lansing in Lansing, Michigan. In 1988, the Olivet College Insurance Program Advisory Committee, consisting of leaders from the insurance and risk-management business […]

  Margaret Ellison Simonds Elected Secretary of NAIFA-Massachusetts

Margaret Ellison Simonds, Director of New Business and Underwriting at First American Insurance Underwriters, Inc., in Needham, Massachusetts. was recently elected Secretary of the National Association of Insurance and Financial Advisors (NAIFA) of Massachusetts. Simonds began her life insurance career in 1990 and has developed extensive knowledge of life insurance, disability income and long-term-care marketing […]

  Lost Sales Leads

Four common problems and how to correct them.

  ASAE recognizes Dr. Susan Waters for excellence in association leadership

ASAE – the membership association for association executives — will honor NAIFA CEO Dr. Susan B. Waters, CAE, with the 2013 Key Award. The Key Award recognizes the association CEO who demonstrates exceptional qualities of leadership in his or her own association and displays a deep commitment to voluntary membership organizations as a whole. ASAE will […]

  Life Insurance Owners More Upbeat Than Those Without Coverage

Owners of life insurance report more fulfillment and optimism in their lives than those without coverage, according to findings from the Keep Good Going Report, sponsored by New York Life.

  NAIFA Member Receives Financial Professional of the Year Award

“His ability to provide comprehensive financial advice to these clients through his extensive knowledge base and sound ethical principles makes Eric one of Penn Mutual and HTK’s most successful advisors.”

  The Best of Times?

On Monday mornings, prospects are too busy. On Friday afternoons, prospects are gone. Don’t want to bother the prospect by calling too early? They’ve probably left the office by mid-afternoon, and by the middle of the week, they’re very busy. So what should an advisor do?

  NAIFA-San Diego Announces New President

“I’ve spent my whole life building and teaching other financial advisors to become the very best that they can be.”

  NAIFA’s Advisor Today Recognizes Outstanding Advisors with ‘Four Under Forty’ Award

“The advisors who join the ranks of Four Under Forty exhibit strength and character, and an unwavering commitment to professional excellence in our industry,” said NAIFA CEO Dr. Susan Waters, CAE.

  AT Recognizes Four Outstanding Advisors

Advisor Today has recognized four financial advisors with the “Four Under Forty Award,” given annually to four outstanding advisors who achieve excellence in their profession by or before the age of 40. The advisors will be profiled in the September/October 2013 issue of Advisor Today, which will be distributed to attendees of NAIFA’s 2013 Career […]

  The Magic That Is MDRT

MDRT has performed its magic again—this time at its Annual Meeting held earlier this week in Philadelphia.

  Workers on Uphill Road with Consumer-Driven Health Care

Many are not prepared for increased costs, may not want control, and lack education.

  NAIFA Member Is VP, Sales Productivity and Business Development, at American General

“Joe’s more than 33 years of experience in the life insurance and financial planning industries will further strengthen our relationships with our valued institutional and brokerage general agency distribution partners as we concentrate on helping them deliver customized, effective solutions to their clients.”

  Retirement Income Opportunity to Hit $22 Trillion by 2020

“There is a huge opportunity for the financial services industry to help Americans identify how much income they will need in retirement, develop a plan for investing their portfolio to generate income, while continuing to grow their assets.”

  LTCI Industry Pays $6.6 Billion in Benefits

Some 264,000 individuals were receiving long-term-care insurance benefit payments as of December 31, 2012, according to a report from the American Association for Long Term Care Insurance.

  A Clothes Encounter in the Business World

The Queen of England is reported to have told Prince Charles: “Dress gives one the outward sign from which people can judge the inward state of mind. One they can see, the other they cannot.” People judge us by the way we dress. In all situations, business and social, our outward appearance sends a message.

  Teens Take Action

According to new study, teenagers are taking action in planning for college costs, helping parents both research how to pay for school and contributing to the family’s college savings fund.

  Military Families Confident In Financial Planners

At a time when defense downsizing is bringing new challenges to the lives of active-duty service members, financial planners are continuing to earn the trust of their military clients.

  Reasons for Disability Claims in the Workforce

A study by Unum reveals some reasons for long-term disability claims.

  AALU Members Elect New Directors and Officers

Members of the Association for Advanced Life Underwriting elected new officers and three new directors for 2013-14 during the association’s annual meeting in Washington, D.C.

  Podcast – Expand Your DI Practice

Want to sell more DI insurance? Then listen carefully to this podcast, which offers some best practices for selling this valuable product from NAIFA President-Elect John Nichols.

  Industries That Need More DI Protection

Employees who work in manufacturing, health care and education may be underinsured for the important financial protection they need if they are faced with a disability.

  AALU Holds Annual Meeting

AALU members are currently attending the 2013 Annual Meeting in the nation’s capital, where they are learning from each other, building new relationships, and reinforcing to Congress the value of the life insurance products they sell to their clients.

  NAIFA Member Receives National Chairman’s Award from Penn Mutual

The Penn Mutual Life Insurance Company recently presented NAIFA member Susan Cooper, CLU, ChFC, CFP, CDFA, CAP, with a 2012 National Chairman’s Award. Cooper is managing director of Penn Mutual’s career agency in New York City.

  Life Lessons from a NAIFA Member

NAIFA member Greg Leonard, CLU, ChFC, is featured in an article published in the April issue of Broker World, about how life insurance has enabled him to navigate the many unexpected challenges he has faced throughout his life. As the owner of the Greg Leonard Agency in Sioux Falls, S.D., Leonard has worked in the business […]

  What Will Really Make You Happy?

Some people claim that happiness is all in your DNA or bank account. The truth is that happiness is largely a matter of everyday choices and actions. There are straightforward, well-researched and effective things every one of us can do to create greater happiness in our lives and in the lives of those we care about.

  Deadline Approaching for the Four Under Forty Awards!

You have only a few days to submit your nominations for Advisor Today’s 2013 Four Under Forty Awards, which recognize outstanding NAIFA members under the age of 40. All nominations must be received by May 1, 2013.

  NAIFA gets ‘Good Housekeeping’ nod

In an article on “Health Insurance for the Self-Employed,” Good Housekeeping magazine cites NAIFA and NAHU as valid sources for information about a small-group insurance plan: From the magazine: “A group plan for your business: If you hire an employee (or your spouse), you may be eligible to buy a small-group insurance plan. A full-service […]

  2013 Managers Membership Award: Now accepting applications!

The Managers Membership Award (MMA) is a symbol of dedication, leadership and commitment and to promote NAIFA membership. Apply now!

  Why I Am in Washington, D.C.

As the members prepared for the meetings with lawmakers, several of them shared some of the reasons why they left their busy practices and traveled to Washington, D.C., to make their views known. Here are some of these reasons, in their own words:

  Women and Younger Investors Lack Financial Literacy

According to the first financial literacy flash survey (conducted by AdviceIQ, in recognition of Financial Literacy Month) women and individuals under the age of 45 are much less knowledgeable about personal finance than male and older investors.

  Using Kindle to Generate Free Leads

The goal is not to sell books, but rather to generate leads from Amazon’s huge customer base.

  NAIFA-West Virginia Honors Long-Time Member

NAIFA-West Virginia recently honored Philip T. Seibert for 77 years of service in the financial-services industry. “What is best for the client will always be the key.”

  Why Would Anyone Want to Continue to Cold Call?

Cold calling has reportedly died. No one cold calls anymore and it doesn’t work. Is this true?

  Insights in Investment Management

Late last year, kasina, a strategy consulting firm in the financial-services industry, conducted its biannual Financial Advisor Vision survey of 2,521 advisors. Read on for the study’s findings…

  NAIFA-Atlanta Announces Top Financial Advisors Under 40

NAIFA-Atlanta is pleased to introduce the 2013 recipients of its prestigious Top Advisors Under 40 award.

  The Secret to Enjoying a Long and Active Life

Conventional wisdom has usually sided with the impression that those who retire the earliest—those between 55 to 60 years of age, live longer than those who retire later. Wrong.

  NAIFA Member Appointed Financial Advisor at Empire Wealth Strategies

The Penn Mutual Life Insurance Company, a more than 166-year-old company, has appointed Anthony Williams, LUTCF, financial advisor of Empire Wealth Strategies, the company’s New York City career agency.

  Podcast: Using Social Media to Enhance Your Web Site

In this podcast, two Securities America, Inc. experts Kirk Hulett and Chris Hall explain how you can use social media to make your website work harder.

  Preparing Members for Political Involvement

NAIFA is the only member association in the insurance and financial-services industry to have members in each congressional district in the United States. The grassroots capability for advocacy by our members is one of NAIFA’s greatest strengths, and it distinguishes NAIFA from all other industry associations.

  In Step with a Winner: Clint Fish, RFC – Four Under Forty Winner

The practice of Clint Fish, RFC, has grown significantly since he won Advisor Today’s Four Under Forty Award in 2009. We recently caught up with Fish and learned about his company’s successes, his plans for the future, and why he thinks NAIFA membership is so valuable.

  Upgrade Your Referrals

When it comes to referrals, focus on quality instead of quantity

  John Meehan, CLU (1922 – 2013)

NALU Past President John P. Meehan, who died on February 11 at 90, was one of our association’s most colorful and passionate leaders.

  The Principles of Effective Closing

You can acquire the ability to close sales and, through practice, you can perfect it.

  NAIFA Member Is Appointed General Manager of National Life Group

In his new post, Barrett will lead market development and agent recruiting in northern New Jersey for National Life Insurance Company, a member of National Life Group. His office is located in Fairfield, New Jersey.

  5 Resolutions for Your Business in 2013

No matter what the potentially game-changing information is that is coming out of Washington, D.C., or China, there are winning strategies that not only endure but should be part of every workplace’s culture.

  LIFE connects love, life insurance with February campaign

LIFE urges producers to spread the word about the connection between love and life insurance. With Valentines Day approaching, it’s time to engage in “Insure Your Love,” an industry-wide public education campaign that reminds Americans of the need to protect the ones they love through proper life insurance planning. “Insure Your Love” is built around […]

  NAIFA’s Juli McNeely to LifePro advisors: ‘Tell our Story’

NAIFA Secretary Juli McNeely and LifePro President Bill Zimmerman teamed up Tuesday to brief LifePro advisors on how the challenges facing the industry relate to the value of joining NAIFA. In a session at the San Diego-based general agency’s conference of 250 advisors, McNeely updated LifePro advisors on NAIFA’s grassroots efforts to educate legislators about […]

  Serving up etiquette: Tips for business dining

Knowledge of your product or service is crucial to the success of the meeting, but so are manners.

  NAIFA Members Ramp Up Their Political Involvement

More than 150 members gathered in Washington Jan. 27-29 for NAIFA’s annual IFAPAC/APIC Training Meeting and Day on the Hill.

  LIFE Names New Officers and Members to Board of Directors

LIFE has appointed four new officers and two new members to its Board of Directors, effective January 1…

  Health Care Costs Projected to Increase More Slowly

“Despite the lower trend, though, health care costs continue to outpace general inflation–creating difficult business decisions for organizations.”

  Two NAIFA Members Receive American College’s Highest Honor

“Both Peter and Alan embody the ideals upon which The American College was founded more than 86 years ago. They are living examples of what every financial services professional should aspire to become.”

  Breaking Through Your Business Plateau

Move past stopping points to reach a new level of success.

  AT’s 4 Under 40: Nominations Now Being Accepted for 2013

Nominate a rising star now!

  Five Ways to Get Referrals Without Asking

Keep these tips in your back pocket and watch your business grow.

  February Marks LIFE’s Annual “Insure Your Love” Awareness Campaign

Valentine’s Day is a day for people to celebrate their love for each other. That’s why every February, the LIFE Foundation asks people to look beyond the traditional gifts of chocolates and flowers, and to show their loved ones that they care through the selfless gift of life insurance.

  Free NAIFA Webinar: Mastering the Art of Telephone Prospecting

Nothing beats having a real conversation with a prospect. But when you reach prospects, you have less than 30 seconds to interest and engage them. Make a mistake and there are no second chances.

  NAIFA’s Diane Boyle among ‘A-team’ shaping employer-sponsored health benefits

Employee Benefit Adviser magazine sat down with four executives who represent employee benefit brokers and advisers in Washington. When asked about the most important accomplishment of 2012, the leaders agreed that the organizations’ ability to obtain the number of co-sponsors on the Medical Loss Ratio legislation in the House was a major win. “We have […]

  Engaging Clients on Facebook

Avoid common pitfalls when using this popular social media site.

  Bob Herum receives W. Harold Petersen Lifetime Achievement Award

“Bob’s contributions to the disability income insurance industry and consumers are immeasurable.”

  Americans Make Finances a Low Priority for 2013

“It’s alarming that Americans’ willingness to ignore financial planning in their New Year’s Resolutions continues to go up year after year,” says Katie Libbe, vice president of Consumer Insights for Allianz Life.

  Sales Idea: Turn Your Knowledge into Sales

We often come up with a wonderful idea but don’t have a plan to do anything with it. This concept forces you to do something with it. It will definitely generate appointment sales and referrals.

  More Consumers Use the Internet for Research

“With two-thirds of Americans conducting searches online, it is not surprising that the number of people seeking information about life insurance and annuity products online has increased more than 60 percent over the past six years,” said Mary Art, research director, LIMRA technology research.

  How to Build a Solid Business Foundation

It’s never too late to create your 2013 marketing plan and to celebrate your successes, identify your gaps and resolve any challenges that are keeping you from achieving your goals.

  Trends in Voluntary Benefits and Resolutions for 2013

As we approach the end of 2012, many health insurance agents and brokers are thinking about upcoming trends in the health insurance industry and what they should consider in 2013.

  NAIFA Member Receives Executive Promotion

New York Life recently announced that Richard Simonetti and John O’Gara have each been elected senior vice president in the company’s Agency Department, reporting to Executive Vice President and Head of Agency Mark Pfaff.

  What to Expect in 2013

As 2012 comes to a close, investors are looking forward to 2013 and forecasting the potential direction of the economy and financial markets…

  Top 5 Happiness Tips for Business and Sales Professionals

Certain keys, while applicable to everyone in creating a life of long-term happiness, are particularly relevant to the sales professional.

  OneAmerica Appoints NAIFA Member

“We are here to provide families, individuals and businesses with financial protection and services to meet their unique financial needs. Our client-centric process is uniquely designed to empower and educate our clients.”

  LIFE Foundation Urges Agents to Participate in 2013 realLIFEstories

The LIFE Foundation is accepting entries for the 2013 realLIFEstories Client Service Recognition Program. The annual program seeks to gather and publicize compelling stories of the role insurance has played in helping families and businesses in times of great financial need. Four winning stories, chosen by an independent judging panel, will be featured nationally in […]

  The 10 Most Overlooked Insurance Coverages

Read on to learn about the 10 most overlooked insurance coverages and how to make sure your clients have the proper coverage in place.

  No Retirement Planning for One-Third of U.S. Women

Although women are more concerned about the potential risks they face in retirement than men, a new study by LIMRA found that fewer women had completed any of the basic retirement-planning activities.

  Tap into the Power of Thanks

In many organizations, employees go through their days assuming that their coworkers, and especially their bosses, don’t notice or appreciate all of the hard work that they do. If that’s the way they feel, employees won’t have any true motivation or dedication, and productivity will be mediocre at best. In the midst of an already […]

  Mining for Sales

If your disability income sales are not coming in as fast as you would like them to, don’t despair. The following idea by Ryan Petersen with Petersen International Underwriters will help you get more of your existing clients to sign on the dotted line.

  NAIFA: The Voice of the Independent Advisor

At NAILBA 31,  IMOs and BGAs experienced why NAIFA continues to be “The Voice of the Independent Advisor.” See how NAIFA helps independents protect their business, grow their business, and make more money.

  Penn Mutual and American College Host Maurice Stewart Program

The Penn Mutual Life Insurance Company, together with The American College, last month hosted the annual endowed Maurice L. Stewart Lectureship program in Philadelphia.

  Few Americans Own LTC Insurance

According to recent research from the LIFE Foundation and LIMRA, paying for long-term care services is a top financial concern for the majority of consumers today; yet, few of them say that they own long-term-care insurance, the very product that can provide them with a financial safety net to help pay for their care.

  Small Businesses Upbeat About Finances

Despite this upbeat attitude, even the most positive of the small business owners who were surveyed worry.

  Call for Entries for 2013 realLIFEstories Program

This annual program seeks to gather and publicize compelling stories of the role insurance has played in helping families and businesses in times of great financial need. Insurance agents can send in their success stories about disability income or long-term-care insurance. Four winning stories, chosen by an independent panel of judges, will be featured nationally in the fall of 2013.

  NAIFA Statement on the Election

“With a NAIFA member in every congressional district, NAIFA stands ready to build new relationships and strengthen existing connections in order to establish a basic level of understanding among all members of Congress about the value of insurance protection and financial planning.”

  NAIFA Member Dennis Pascarella Joins Futurity First as Sales VP, Eastern Region

“I am delighted that Dennis has joined Futurity First,” says Michael Kalen, CEO of Futurity First Insurance Group.

  November is Long-Term Care Insurance Awareness Month

Seven out of 10 people aged 65 and over will require long-term care at some point during their lives, and more than 40 percent will need care in a nursing home, according to the U.S. Department of Health and Human Services.

  Dr. Susan Waters on Hurricane Sandy

Our thoughts are with NAIFA members and their clients in the Mid-Atlantic region, as well as everyone else affected by the devastation of Hurricane Sandy.

  5 Things Great Leaders Do

Are you a great leader? How do you know? What would your staffers say? What would your own supervisor say?

  The BRICs Story Is Not Over For Investors

American investors seeking sustained growth in their portfolios should follow in the footsteps of Starbucks and continue to look to the BRIC countries (Brazil, Russia, India and China), says Nigel Green, the chief executive of the deVere Group, an independent financial advisory group.

  How Men and Women Think of Retirement

Although they face the prospect of living more years in retirement than men, women nearing retirement underestimate how much they will need to pay for their future health care costs even more so than men nearing retirement, according to a Nationwide Financial survey.

  Business Is Improving but Owners Have No Plans to Spend

American business owners are optimistic about the health of their businesses but lack confidence in the economy, according to new research from Principal Financial Well Being Index: Business Owners.

  In Step with a Winner: John Enright

In the six years since John Enright won Advisor Today’s Four Under Forty Award, a lot of good things have happened to him. His firm’s revenue has increased significantly and he has welcomed a new member to his family.

  Despite Party Affiliation, Transition Boomers United in Concerns about Retirement

With the presidential election just a few weeks away, a new survey is shedding some light on Americans’ retirement outlook.

  Members-Only Webinar: The Affordable Care Act – Next Steps

Join NAIFA staff members Diane Boyle, Vice President, Federal Government Relations and Matt Solak, Program Manager Government Relations for the latest developments on the Affordable Care Act and its impact on you and your clients since the Supreme Court ruling.

  NAIFA Member Named Brokerage Manager at First American Insurance

“JoAnn’s extensive experience in estate planning and helping life insurance producers in New Hampshire, Vermont and Maine to grow their businesses makes her an excellent fit for our company.”

  Classically Trained

Top Producers Know This: Character, Persistence and a Great Sense of Humor Never Go Out of Style

  Wealthy Investors Increase Use of Social Media and Mobile Technology

A growing number of wealthy investors are using smart phones for talking, texting, and emailing, and are spending more time on Facebook, LinkedIn, YouTube, and even Twitter. This is according to new research from the Spectrem Group…

  Current Tax and Year-End Insurance Planning Opportunities

Despite the benefits, financial advisors often miss the opportunity to speak to their clients about the important role life insurance products can play, according to a survey conducted by Saybrus Partners, Inc.

  Podcast: Enhancing Your Value as a DI Broker

The Standard’s Michael Klachesfky explains health and productivity management practices used by many forward-thinking employers, and how disability income insurance brokers and agents can help their corporate clients maximize these practices and enhance their value.

  The Profile of an LTCI Buyer

First-hand experience with the challenges of financing long-term care for loved ones, as well as testimonials of hardship resulting from a long-term-care event, are the primary motivators for purchasing long-term-care insurance, but consumers are hungry for more education on this type of coverage, according to recent research from Mutual of Omaha.

  Family members describe realLIFEstories

Family members described real life stories of love and loss during the LIFE organization’s annual presentation at the NAIFA annual meeting in Las Vegas. In realLIEFstories, family members told of how life insurance protected their financial security after the loss of a father, enabled a son to pursue his dream to win a gold medal […]

  Brian Ashe Accepts 2012 John Newton Russell Memorial Award

“The business of life insurance was the perfect blend of providing private counsel with social good.”

  For Many Consumers, Life Insurance Is More Important than Ever

In support of Life Insurance Awareness Month, ING U.S. recently released findings from a new consumer study that underscores striking disconnects in attitudes and behaviors toward life insurance.

  NAIFA Video Marks Upcoming 100-year Anniversary of Tax-Free Life Insurance Benefits

A new video released during NAIFA’s 2012 Career Conference and Annual Meeting offers a history of NAIFA’s important role in ensuring that American families and businesses receive tax-free death benefits and inside build up on their insurance products.

  The Nuts and Bolts of Estate Planning

Ike Trotter, financial advisor, spoke to NAIFA audience members about the importance and misconceptions of estate planning. The problems with the general opinion on estate planning are: – It’s only for the wealthy – It focuses entirely too much on death Trotter submitted a five-step approach on what agents must do to change their clients’ […]

  Use LIFE to Build Your Practice

In a panel discussion on Tuesday, Sept. 11, three advisors described how they use LIFE’s education and marketing materials to use in their practice and emphasize the importance of Life Insurance Awareness Month (LIAM). Beginning with Paul L. Farr, he told the audience that clients like to buy, but don’t want to be sold to. […]

  Social Security, Retirement and Taxes

Robin Mueller, motivational speaker and insurance industry insider, explained during his workshop at the NAIFA Career Conference and Annual Meeting that recent changes to Social Security laws create situations for advisors to interact with clients  A recent law change eliminated the government’s practice of sending paper Social Security statements. This creates an opening for advisors, […]

  Current Trends in Insurance

With ongoing tax law changes, product enhancements, insurance carriers entering or leaving different markets and new riders, how do you keep up with all of these changes? NAIFA members who attended one of the 2012 NAIFA Career Conference and Annual Meeting Workshops on Monday received some help in keeping up with these changes from Mike […]

  Prospecting: Be Nice, Think Big, Stop the Excuses

Robert Krumroy, CLU, ChFC, held an educational session on Monday, Sept. 10, to teach NAIFA members new methods on prospecting and gathering possible clients. “Insurance today is all about prospecting, not selling,” Krumroy said. The big rules of prospecting are: be nice, think big and stop the excuses. You must continue relationships with your current, […]

  Keep Life Insurance Awareness Month Going All Year

The LIFE Foundation created Life Insurance Awareness Month (LIAM) for the month of September to highlight the importance of life insurance. On Monday, Sept. 10, Warren Barhorst, LUTCF, founder and CEO of Iscential, spoke at length of the importance to make every month Life Insurance Awareness Month, and to have that continuous awareness motivate your […]

  Big Presentation: Gather Prospective Clients with Ease

Robert E. Krumroy, a NAIFA member for 39 years, spoke during NAIFA’s Big Ideas Presentation on Monday, Sept. 10, about the importance and hardships of prospecting. Krumroy, CLU, ChFC, said, “It’s harder to attract prospects today than any time in history.” The “Age of Skepticism” began with telemarketing, then with advertisements, and the majority of […]

  Turning Goals Into Reality

During Monday’s General Session of the NAIFA 2012 Career Conference and Annual Meeting in Las Vegas, attendees received some valuable information on how to turn their goals into reality from Norman Levine, CLU, ChFC, CSA, who proudly announced that this is his 65th year in the life insurance business. Levine is an internationally recognized speaker, […]

  Big Presentation: Big Ideas in Sales, Prospecting and Marketing

During NAIFA’s general session on Monday, Sept. 10, Anthony Morris spoke during NAIFA’s Big Ideas presentation. Morris, a financial services industry speaker, taught the audience new ways to become top advisors in their fields, especially when he knows, “Building your business is not easy.” Beginning with the job description, Morris gave four ways to connect […]

  Legislative Forum: NAIFA Voices Matter

NAIFA Legislative Forum Presentation Edward and Lawrence Woods saw a threat to their industry and took it upon themselves to make a difference. The year was 1913 and there was great uncertainty over whether the new federal income tax would impact death benefits and dividends from life insurance products. Members of the National Association of […]

  How to Succeed, No Matter What

Marvin LeBlanc, author of the Amazon bestseller “Come Hell or High Water: Life Lessons from Hurricane Katrina: Facing Life’s Greatest Challenges, No Matter What,” inspired NAIFA conference-goers Sunday afternoon, Sept. 9, to succeed at life’s challenges and always be significant. LeBlanc, an insurance agent in Louisiana, lost his home, office and income in 2005 when […]

  Dr. Waters: de Tocqueville’s appreciation for ‘community’ is at heart of associations today

NAIFA CEO Dr. Susan B. Waters took members on a trip through time today, describing the travels of Alexis de Tocqueville’s voyage to America in 1830 on a quest to find what drove the hearts and souls of the American people. His conclusion: America’s genius for community. In her CEO Report to NAIFA members at […]

  You Can Fascinate!

During a General Session at the 2012 NAIFA Career Conference and Annual Meeting on Sunday, September 9, NAIFA members learned how to fascinate their customers and co-workers by using their personality’s hardwired advantages from Sally Hogshead, motivational speaker and author of Fascinate. When you fascinate your prospects and clients, she said, you become most worthy […]

  Howard Fineman on Politics: From the Top and the Inside

Howard Fineman, editorial director of The Huffington Post Media Group, shared with NAIFA members his insights on the upcoming presidential election and the state of politics. Speaking during the NAIFA general session on Sunday, Sept. 9, Fineman opinionated that he was surprised either presidential candidate, President Barack Obama or Mitt Romney, would win the election, […]

  With an Assist From Dickens, Robert Miller Offers His View of NAIFA’s Present and Future

NAIFA President Robert Miller evoked the enduring words of Charles Dickens in his President’s Report Sunday at the 2012 NAIFA Career Conference in Las Vegas. “It was the best of times, it was the worst of times,” Mr. Miller said, relating Dickens’ masterful opening to the classic novel A Tale of Two Cities to his […]

  NAIFA Town Hall Meeting Kicks Off 2012 Conference

The NAIFA Executive Committee covered topics from membership numbers to the partnership resolution between state committees and the national group during the 2012 NAIFA Town Hall Meeting, which took place Saturday, Sept. 8, at Caesars Palace, Las Vegas. President Robert A. Miller, MS, MA, opened the meeting by reminding members of the importance on serving […]

  Sharon Heierman honored with C. Carney Smith Award

Association Executive Sharon Heierman was honored with the C. Carney Smith Award during a dinner Friday at the NAIFA AEC Conference in Las Vegas. In presenting the award, NAIFA President Robert Miller said that Sharon is a “proven leader in both outreach and education.” For example, when the state of Florida enacted legislation creating a new senior […]

  D. Scott Brennan Is New MDRT President

D. Scott Brennan has been appointed President of the Million Dollar Round Table. Brennan, of South Bend, Ind., will lead the association of nearly 38,000 international members for a one-year term, effective Sept. 1, 2012. Brian D. Heckert, CLU, ChFC, was appointed Secretary.

  Disability Firm To Be Visible at NAIFA Meeting

Disability insurance carriers and distribution firms have been talking about the need to bring new blood into disability insurance sales.

  Use realLIFEstories to connect with clients during LIAM

Here are 4 ways to make realLIFEstories work for you during LIAM and beyond.

  Gen Z – The Next Generation of Investors

They are patient, collaborative and, contrary to popular belief, do not necessarily prefer electronic communication to personal connections. This is according to a new “Gen Z” survey conducted by TD Ameritrade Holding Corporation.

  NAIFA Member Mike Hefferon Receives Award from Lincoln Financial

Lincoln Financial Distributors (LFD), the wholesale distribution subsidiary of Lincoln Financial Group, recently announced that the CEO of BRAMCO Financial Resources, Mike Hefferon, has received the prestigious “American Award.”

  Sharon Heierman Receives 2012 C. Carney Smith Award

Heierman served as NAIFA – Florida Executive from 2003-2012

  New Report Examines LTCI Claims

The largest long-term-care insurance claim paid totaled $3 million, while the largest claim that is still being paid to an LTCI policyholder has exceeded $1.7 million in paid benefits, according to a report from the American Association for Long-Term Care Insurance.

  NAIFA Member to Lead Prudential Individual Life Insurance Agency Distribution

Prudential Individual Life Insurance, a business of Prudential Financial, Inc., recently announced that Caroline Feeney, CLU, ChFC, who is currently Agency Distribution’s vice president of the eastern territory, will become president of Agency Distribution.

  September is Life Insurance Awareness Month

Life Insurance Awareness Month (LIAM) is an industry-wide educational campaign aimed at encouraging all Americans to take stock of their life insurance needs. The resources in the three sections of LIFE’s Producer e-Kit will provide you with everything you need to put together an effective LIAM 2012 marketing campaign.

  NAIFA’s Robert Miller on ‘Educating the SEC’

The only fair thing you can ask from your legislator is to listen to your story. We just want our members to be able to tell our story about who we are, what we do, the impact that we have on the American economy, and what role insurance plays there.

  NAIFA’s advocacy work is keeping me in business.

There is no other organization that is on watch for us the way NAIFA is. NAIFA gives me the opportunity to interact with legislators on the state and federal level. The amount I pay for my NAIFA membership is not in proportion to what I receive – in advocacy work alone.

  Don’t Miss the NAIFA 2012 Career Conference & Annual Meeting

Each year NAIFA members come from across the nation to enhance their professional development, connect with colleagues, tend to the governance of your association and support the advocacy and political action work that is protecting your industry.

  NAIFA Names Corey Anderson Young Advisor Team Leader of the Year

The National Association of Insurance and Financial Advisors has named Corey Anderson the 2012 Young Advisor Team Leader of the Year. Anderson, 34, is a disability event consultant with Secura Consultants and is the 2011-2012 NAIFA – Minnesota Young Advisors Team (YAT) Chair.

  American College to Honor NAIFA Member Maury Stewart

A ceremonial tribute to Maurice “Maury” Stewart, CLU, ChFC, CLF, in honor of his recent induction into The American College Alumni Hall of Fame, will take place in Chicago in December. Only seven other individuals have ever been inducted into The American College Alumni Hall of Fame.

  The ‘Wisdom’ of Borrowing for Small Business

Borrowing money is often a necessity for growing and expanding a new business, but it’s also one of the least understood parts of business management. So, what is the best way to go about it?

  The Right Time to Ask for a Referral

Ask value-seeking questions and assess personality types to determine when the time is right.

  HRAs Celebrate 10th Anniversary

Health reimbursement arrangements (HRAs), which are an integral component of many organizations’ consumer-directed health-care plans (CDHPs), celebrated their 10th anniversary on July 15.

  The Importance of COLI Best Practices

A recent article in Forbes magazine points out the potential tax liabilities for companies that take out employer-owned life insurance, also known as corporate-owned life insurance (COLI), policies on employees without following notification and consent requirements laid out by federal law.

  How to Avoid Failing Elegantly

Here are a few leadership mistakes that put your team in danger of failing elegantly, and some remedies to get them back into the winner’s mindset.

  Nearly Half of Small-Biz Owners Not Ready for Hurricane Season

A Travelers Insurance questionnaire posed to small-business owners who recently attended the U.S. Chamber of Commerce Small Business Summit shows that most are at risk in the wake of a potential disaster.

  NAIFA is the only organization that protects what we do and how we do it.

No organization can replace what NAIFA does for me.

  NAIFA issues statement on Supreme Court Decision on healthcare reform

NAIFA believes Congressional modification is needed and will ask the following of Congress…

  Advisors Want Romney, But Expect Victory for President Obama

When it comes to what advisors are the most worried about, their concerns are not gas prices, interest rates, unemployment, or the housing market…

  Thank you, NAIFA

Perhaps the greatest benefit of what we all do is the friendship that grows from the professional relationships formed through NAIFA.

  Get Ready for the NAIFA 2012 Career Conference

President-Elect Rob Smith is ready for the NAIFA 2012 Career Conference. Are you?

  NAIFA’s Advisor Today Recognizes Outstanding Advisors with ‘Four Under Forty’ Award

“The four recipients of the 2012 Four Under Forty Award demonstrate what advisors can achieve with dedication and commitment to their industry, and professional participation in NAIFA,” noted Dr. Susan Waters, CAE, NAIFA’s CEO. “All of them have careers that are firmly on the path to continued growth and success.”

  Want the Best Business Card Ever? Write a Book

Business owners obviously want to grow their business and see it flourish; some people want to build careers as speakers. But often, there’s something deeper driving us and we may not even be aware of it.

  Insurance Industry Pay Increase Budgets Remain Stagnant

“Until it is clear how healthcare reform will ultimately affect insurance providers, employers in the industry will likely continue to take a guarded approach to offering increases.”

  Retirement Investors Looking for Stability, Open to Getting Help

A recent Charles Schwab & Co. survey found that 42 percent of investors are concerned about the potential impact of future legislation on their retirement accounts.

  NAIFA Member Phillip C. Richards Inducted into Securian Financial Group’s Hall of Fame

“The value of Phil Richards’ contributions to the growth and success of this company is incalculable.”

  “NAIFA continues to help me build my practice”

It wasn’t long before I saw the value of NAIFA and wished I had joined earlier in my career.

  Missing an Opportunity

Financial advisors often miss the opportunity to speak to their clients about the important role life insurance products can play in financial planning, according to a recent survey by Saybrus Partners, Inc.

  Shopping for Insurance at Work

According to a recent LIMRA study, “More and more people are turning to their place of work to get the financial products they need.”

  NAIFA National Council: 2012 Resolution and Amendments

On April 20-21, 2012, the Board of Trustees held its spring meeting with the primary focus being the three recommendations from the task force regarding NAIFA Federation Structure, Board Selection Process and Dues Determination.

  Do You Know What Your Customers Want?

Research shows 90 percent of business owners don’t.

  NAIFA Members Honored by Gama International

Langdon Ford Financial partners John Langdon and Marc Del Gaudio were presented with GAMA International’s James H. Krueger First in Class Award for outstanding leadership and production. GAMA also presented North Star Resource Group’s vice president and field director Mark Bonnett with its Brian Early Front Line Excellence Award for outstanding leadership.

  NAIFA Members Receive Achievement Awards

Two NAIFA members are among the recipients of the 2012 National Long Term Care Insurance Sales Achievement Awards, which were announced this month by the American Association for Long-Term Care Insurance (AALTCI).

  Speaking at Service Clubs

Boost your business by presenting informative and entertaining speeches.

  Ohio National Elects NAIFA Member to Chairman of the Board

“I am very proud to lead the Board of this exceptional company,” Huffman notes. “Ohio National is an acknowledged leader in the industry, both in terms of its financial strength and performance and its highly competitive, high consumer value product portfolio.”

  NAIFA Member Named EVP and Chief Distribution Officer of American General

NAIFA member John Deremo joins American General from Protective Life Corporation, where he served as Senior Vice President and Chief Distribution Officer.

  Using Social Prospecting to Grow Your Business

Client appreciation and referral events need not be expensive. The key is handling all the details to the extent that your guests really notice them. Read on for a down-to-earth guide on prospecting through referrals.

  Larry Lee Receives NAIFA-California Distinguished Service Award

The honor is bestowed on individuals who have demonstrated meritorious service to the insurance and financial-services industry, and the community in ways that enhance the image of the agent/advisor.

  “NAIFA has an excellent rapport and name recognition with legislators”

John Connell emailed me after the meeting to thank me for stopping by and specifically mentioned wanting us to contact Shaughnessy with any issues NAIFA wished to discuss. Another result from my conversations was learning John R. Hammond, IV (Deputy Chief of Staff for Marlin Stutzman), is very interested in learning more about the estate planning industry…

  Selling Disability Insurance: Leverage May’s Consumer Awareness Campaign

May is Disability Insurance Awareness Month. It’s the perfect time to boost your sales of disability insurance by taking advantage of these tools:

  4 Under 40: In Step with a Winner – Adam Solano

Since he won the Four Under Forty Award three years ago, Adam Solano has been a busy man. He has spoken at industry gatherings, acquired a couple of agencies, and improved the operational efficiency of his firm to enhance his clients’ experiences. Here are his thoughts on what it takes to move ahead.

  Passion is Required for a Winning Culture

Tips for making passion a mandatory part of company culture.

  Learn to Lead with LILI

“Kudos to NAIFA for developing such a course! LILI ranks at the top in helping prioritize what is important in life, and achieving one’s self-determined definition of success.”

  “From advocacy to member benefits, NAIFA has been my best career investment.”

NAIFA’s opportunities cover so much of what we do, that even though I’ve been a member a long time I still find benefits that are new and useful.

  Brian Ashe Is Named 2012 John Newton Russell Memorial Award Winner

The life insurance industry’s highest honor will be presented at the NAIFA Career Conference and Annual Meeting in September as a tribute to his more than 40 years of service and contributions to the industry.

  4 Under 40: In Step with a Winner – Craig Lytle

Exciting things have happened to Craig Lytle since he won Advisor Today’s Four Under Forty Award in 2010. He has opened a new agency and has almost earned his CLU designation. Here are some of his thoughts on what it takes to succeed in this business.

  Joanne Rodgers is Chief Diversity Officer at New York Life

New York Life has announced the appointment of Vice President Joanne Rodgers as Chief Diversity Officer, responsible for overseeing all aspects of New York Life’s diversity program.

  Free Webinar: Take Your DI Sales to the Next Level

To help you prepare for Disability Insurance Awareness Month next month, LIFE is sponsoring the free, hour-long webinar, “Take Your DI Sales to the Next Level.”

  “I realize now more than ever before the importance of NAIFA.”

It was an honor for me to participate in the recent APIC Influence Training in Washington DC. I thought the entire program was extremely valuable and helped me to understand things so much better.

  NAIFA Congratulates Ron Jerro: 2012 Legacy Award Recipient

In announcing this year’s award, 2011 Legacy Award Recipient Randy Scritchfield, CFP noted that Ron approached his career and entire life with a strong sense of duty, honor and service.

  NAIFA Members Appointed to Expand Insurance Firm

“We take great pride in our mutual organization and financial strength because they give us the ability to put our policyholders first.”

  NAIFA Congratulates Karsten Lundring, a 2012 GAMA International Management Hall of Fame Inductee

L. Karsten Lundring, CLU, ChFC, CFP, was inducted into the GAMA International Management Hall of Fame during the association’s annual conference in Orlando, Florida.

  “NAIFA is the only group that represents everything we do – no one else can compete”

NAIFA is the voice in Washington that protects our business, products and clients. I have a lot of different responsibilities in my office, but that’s one part of my business I can’t do without NAIFA.

  The Future of Wealth Management

The vast majority of wealth managers plan to add more products through third-party offerings in the near future, according to a new report from Ernst & Young LLP.

  Creating Emotion in Your Interviews

Emotion produces the motivation to take action on your sales recommendations. Read on to find out how you can create emotion in your interviews and how powerful it can be in motivating your client to take action on your recommendations.

  The NAIFA Quality Award: Apply Now!

For generations, the NAIFA Quality Award has been a symbol of dedication to client service, ethics and excellence.

  Coast to Coast NAIFA Campaign in Full Swing: “It Pays to Be a Member”

NAIFA’s campaign, “It Pays to Be a Member,” launched at the beginning of March and is already attracting attention.

  In Step with a Winner: Jennifer Alford

Catching up with Jennifer Alford, one of the 2006 winners of Advisor Today’s Four Under Forty Awards, was not easy, but it was well worth the effort. In a few short years, Alford’s practice has expanded and she is giving more of her time to NAIFA and its Young Advisors Team.

  NAIFA Congratulates State Farm’s Herman Dixon, Recipient of the GAMA Cy Pick Award

Representing the longtime commitment to volunteerism that enables GAMA International to help develop tomorrow’s financial industry leaders, Herman L. Dixon, will receive GAMA’s prestigious Cy Pick Award at a GAMA reception and dinner in Orlando on Saturday, March 17, 2012, before the kickoff of GAMA’s annual LAMP conference.

  LIFE Lessons Scholarship Program: Call for Applications

The LIFE Foundation is now accepting submissions for its LIFE Lessons Scholarship Program, which recognizes the character and perseverance that young people have shown following the loss of a parent or guardian.

  New Jersey Senate and Assembly Honors NAIFA-NJ

NAIFA-New Jersey has been recognized by the New Jersey Senate and Assembly with a resolution in recognition of its outstanding efforts in the development of legislation that requires insurance producers to notify the Commissioner of Banking and Insurance of any disciplinary actions take by non-governmental regulatory authorities.

  Research Projects in 2000, 2003, 2006 Defined the NAIFA Value Proposition

Thanks to the past presidents for their letter of March 1. I’d like to take this opportunity to respond to their recommendations concerning the future of NAIFA.

  NAIFA contributes to my success every day

We would all be out of business without the daily advocacy efforts of NAIFA and its members. No other insurance industry organization has that type of strength in grassroots political influence.

  National Underwriter Talks NAIFA

NAIFA President Robert Miller was interviewed by National Underwriter. The article, about NAIFA’s “It Pays to Be a Member” campaign, appears on

  Opportunities in the Voluntary Market

Thirty percent of U.S. employers with 10 employees or more say they are considering the idea of adding a new voluntary option within the next two years, according to a LIMRA report titled, Voluntary Worksite Benefits: Penetration and Market Potential (2011).

  Robert Miller: Time to Modernize NAIFA

The case for the modernization of NAIFA is not founded on emotion nor the pride we take in looking back at a century of significant achievement. It is based on the reality of the present. Let’s acknowledge the facts and have an honest debate.

  NAIFA weighs in on new bill to address MLR rule

“The bill would allow consumers to have access to that very much needed advice and counsel that they receive from health insurance agents,’ Ms. Boyle told Employee Benefit Adviser.

  In Step with a Winner: Michael Lynch

Financial planner Michael Lynch has not been resting on his laurels since he won the Four Under Forty Award in 2007. He was MetLife’s number one planner from 2008 to 2010, and wants to continue that winning streak. Here is what he had to say when we caught up with him recently.

  How Consumers Use Online Services

In a recent study of life insurance policy owners, LIMRA found that one in two consumers have visited their life insurer’s website. Read on to find out what they look for once they get there.

  Congrats to Kristine Nobilio and son Wade

Congrats go out to NAIFA State Exec Kristine Nobilio and her son Wade.

  Monumental Nominations Now Being Accepted!

Someone you know is a leader. He or she is successful and committed to their community, family and team. Nominate them for Advisor Today’s Four Under Forty Awards. It’s the recognition they deserve and the next step in their amazing career.

  Financial Advisors Optimistic for 2012

Nearly all advisors surveyed in early February said they expect a positive return of the S&P 500 for 2012.


It is with deep sadness that we announce the passing of NAIFA Past President Jeffrey J. Taggart, CLU, ChFC, LUTCF.

  Household Wealth Segment Shifts in the U.S.

A new report shows that personal savings continue to hit highs. Top destinations for investor savings are treasury securities, mutual fund shares and bank deposits.

  In Step with a Winner—Ed Deutschlander

Great things are happening to past winners of Advisor Today’s Four under Forty Award winners. One of them, Ed Deutschlander, CLU, CLF, is now CEO-elect of a major financial-services firm. Here is what he had to say when we caught up with him recently.

  February’s National Insurance Awareness Campaign

Valentine’s Day is fast approaching, and keeping with the theme is the LIFE Foundation’s national awareness campaign: Insure Your Love.

  Long-Term Care Costs Up Again

LTCI products are more important than ever for your clients. A new survey provides additional information regarding various types of LTC in the U.S. and a detailed breakdown of costs by region.

  In Step with a Winner-Brion Collins

Ever wondered whatever happened to the past winners of Advisor Today’s Four Under Forty Award? Well, here is your chance to find out.

  Outlook for 2012

2012 won’t be boring. Be ready to take advantage of opportunities and avoid the downdrafts. And consider whether this combination of events might cause a “tip” in the market that has had virtually no upward movement since 1999.

  Rodger Johnson Is New York Life’s Top Agent

In all the years that I’ve worked helping families protect themselves financially, never has the significance of what we do been more clear than in the past few years.

  Small Bets and Super Trends

Use small bets to achieve growth and avoid big failures.

  A Message From NAIFA President Robert Miller

Taken together, our aggressive efforts on three fronts – governance, membership, and messaging – form a coordinated strategy to ensure NAIFA’s indispensable role in protecting our industry and helping members like you grow their business and protect the financial security of the American public.

  LIFE Names New Officers and Members to Board of Directors

The Life and Health Insurance Foundation for Education has appointed new officers and members to its Board of Directors.

  Americans Focus on Waistlines Instead of Wallets in New Year Resolutions

The main reason for leaving financial planning out of resolutions was the respondents’ belief that they “don’t make enough to worry about it” (35 percent), according to a survey by Allianz Life Insurance Company of North America.

  Compensation Trends for 2012

Workers can expect modest pay raises averaging 2.8 percent next year, compared to 2.7 percent in 2011 and 2.9 percent in 2010, according to a survey by Buck Consultants.

  Employee Satisfaction Drives Employer Voluntary Benefits

Employees increasingly view the workplace as an important source for personal insurance and savings products.

  Do You Take More Than You Give Or Give More Than You Take?

By recognizing these elements and trying to practice the principles of giving and taking in equal measure, you can revolutionize your own workspace, no matter what position you may have.

  Because of NAIFA, I grew my business and became a better advisor

“NAIFA continues to support the growth of our industry and will unwaveringly protect the future of our profession and the clients we represent.”

  The Ultimate Resolution for Financial Advisors

Successful advisors know that New Year’s resolutions are merely the first step in the process. It is actually the implementation of goal-related activities that lead you along the journey to your desired destination. Here’s how to get there.

  Politico: MLR Rule Could Decrease Commissions

A new federal health insurance rule in President Barack Obama’s health care law was supposed to crack down on wasteful administrative expenses, but insurance agents and brokers say they’re about to become unintended casualties.

  Robert Petrocelli named Council Vice President at New York Life

New York Life Insurance Company has named Robert H. Petrocelli, Jr., as Council Vice President, an honor bestowed annually on the New York Life agent with the second-highest performance achievements in the company. As Council Vice President, Petrocelli is a leader of the company’s elite national field force composed of 11,900 licensed New York Life […]

  What Producers Want

By Ayo Mseka A Life Insurance and Market Research Association (LIMRA) study finds that more than a quarter of producers consider the financial strength of an insurer one of the two most important factors in 2011. The study, What Producers Value: From Companies and Independent Intermediaries in 2011, examined the types of service and support […]

  Because of NAIFA, I’ve succeeded beyond my wildest dreams

Because of NAIFA, I have helped my clients in ways they never thought possible. Because of NAIFA, I have helped other people survive the perils inherent in this great business.

  NAIFA President
Robert Miller on
the AT Blog

With the launch of the AT blog, I’m looking forward to creating a lively and engaging forum about all things NAIFA.

  Welcome to the Advisor Today Blog

From the best minds in the industry, the Advisor Today Blog brings you the tools, ideas and techniques you need to build and enhance your financial practice.

  NAIFA on Capitol Hill: April 11, 2012

Copy goes here. 37 citizen activists visited with Congress yesterday to tell their representatives about the important role they play in protecting middle-income Americans. Copy goes here. Copy goes here. Copy goes here. Copy goes here. Copy goes here. Copy goes here. Copy goes here. Copy goes here. Copy goes here. [nggallery id=1]    

  NAIFA Helped Me Build a Strong Agency

I’ve been a NAIFA member since 1977. As a new agent, NAIFA provided me with strong mentors, fellow NAIFA members who were willing to provide guidance in the profession not only to assure my own personal growth in knowledge, but my ethical standards as well.

  Delivering a Death Claim

As agents and advisors, our creed is to help society help itself. We support the American public in the most personal and meaningful ways. When everyone else is at the door with their hands out, we are there to give and aid those who need it the most.

  Americans Stay Focused on Their Personal Well-Being

By Ayo Mseka Facing an uncertain economic future and critical of government, Americans plan to remain focused on their personal well-being in 2012, according to TD Ameritrade’s annual New Year’s Resolution survey. Most respondents plan to make at least one personal resolution in 2012, the two most common being “have more fun” and “relax and […]

  David Appel Launches People Insurance Firm

Most recently a partner in Goldwasser-Appel Insurance Advisors, Appel aims to continue to grow his reach and specialty in serving emerging wealth couples, established families and successful companies.

  Seven Strategies for Referral Success

Be sure you’re doing all you can to attract clients through referrals—the way they prefer to meet you. These seven proven methods will help you stay on the right track.

  Leveraging LIFE’s Resources

The marketing materials developed by the LIFE Foundation can be a great help in our business. I myself didn’t have a full understanding, until recently, of the breadth and depth of LIFE’s marketing tools, such as the online calculators and the all the resources available for Life Insurance Awareness Month (LIAM). As a third-party trusted advisor, LIFE provides resources for use in educating and marketing insurance to prospects and clients, so check them out.

  Using LinkedIn to Generate Referrals

Many advisors are using LinkedIn to identify prospects on from their clients’ profiles. Have you found the right words to have a comfortable conversation with these folks without sounding sales-y? Using LinkedIn is a viable strategy, but you need to proceed with caution.

  LTCI Is Sold, Not Bought

When it comes to long-term-care insurance, thinking outside the box and adopting a less conventional selling system will result in increased sales. The saying “telling is not selling” is particularly true in our business, and producers will often learn this lesson the hard way when emailing a quote, sending out a product brochure or supply a premium price over the phone. LTCI needs an explanation of all its moving parts—therefore, it needs to be agent-delivered.

  The True Path to Sales Success

Closing a sale requires that you focus not on your prospect’s needs, problems or pain, but on what he wants. Whether it’s prospecting or closing the sale, sales trainers tell us that we must be prepared to overcome objections.

  Why Some Sales Strategies Don’t Work

Find out why they create problems—and how to fix them. Have you gone to one of those big bookstores and looked at all the books promising a solution to your challenges as a salesperson? If you have, then you know that they all provide essentially the same strategies.