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

September 8th, 2014, Comments Off.

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 the business rather than in the business.

Gagne said he actually borrowed money so that he could begin to build his staff. Now he has a staff of five and each member of staff has area of accountability to support the owner. Emails, calls, teleconferences have replaced some face-to-face meetings with clients. All prep work for prospecting is done by staff – a staff member does fact finding, Gagne does only the initial meeting and the final sit and sale.

“Stop being an advisor who happens to own a planning business and become a business owner who happens to be an advisor,” he said.

Dr. Susan Waters: CEO Report

September 7th, 2014, Comments Off.

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 used the example of SmileTrain to illustrate how strong partnerships based on collaboration and teamwork can do much good for an important cause.

“It’s a model that has many parallels to our NAIFA federation,” she said.

The NAIFA Partnership Program now includes 30 states, with more than 150 opportunities for advancing NAIFA. The national-state partnerships are developing membership strategies, communicating legislative and regulatory concerns, identifying agency and leadership forum opportunities, and “telling the NAIFA story through effective messaging and members experiences.”

NAIFA has also partnered with the GAMA Foundation in releasing Advisor 2020, a new book that presents cutting-edge research and a framework for capitalizing on changing market forces and client needs. NAIFA has partnered with the College for Financial Planning to create a state-of-the-art LUTCF designation program. As these efforts show, collaboration is a cornerstone of NAIFA’s success.

“Working together, we can create even greater opportunities for our members, and a future for NAIFA that’s as bright as the smile on [a SmileTrain child’s] face.”