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.

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

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.

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.

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 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.

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.

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 [...]

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.

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.

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 [...]

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

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:

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.

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

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.”

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

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

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.

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.

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.

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.

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.

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

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

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

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.

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 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 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 [...]

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

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

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

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

“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.”

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

Nominate a rising star now!

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

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.

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.

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 [...]

Avoid common pitfalls when using this popular social media site.

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

“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.

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.

“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.

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.

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.

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.

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

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

“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.”

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 [...]

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

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.

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 [...]

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.

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.

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

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.

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

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.

“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.”

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

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.

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.

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

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.

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.

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 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.

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

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.

“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.”

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

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…

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.

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.

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 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 [...]

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

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.

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.

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’ [...]

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. [...]

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, [...]

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 [...]

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, [...]

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 [...]

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 [...]

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, [...]

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 [...]

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 [...]

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 [...]

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 [...]

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, 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, [...]

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 [...]

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 [...]

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

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

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.

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.”

Heierman served as NAIFA – Florida Executive from 2003-2012

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.

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.

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.

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.

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.

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.

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.

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.

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?

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

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.

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.

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.

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.

No organization can replace what NAIFA does for me.

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

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

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

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

“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.”

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.

“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.”

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.

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

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

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.

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

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.

Research shows 90 percent of business owners don’t.

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.

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).

Boost your business by presenting informative and entertaining speeches.

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

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.

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.

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…

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

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.

Tips for making passion a mandatory part of company culture.

“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.”

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.

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.

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.

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.

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.”

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.

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.

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

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 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 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.

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.

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

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

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.

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.

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.

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.

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.

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.

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

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).

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.

“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.

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.

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

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.

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.

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.

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.

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

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.

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

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.

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.

Use small bets to achieve growth and avoid big failures.

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.

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

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.

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.

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

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.

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

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.

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.

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 [...]

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 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.

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

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.

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.    

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.

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.

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 [...]

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.

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.

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.

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.

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.

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.

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.