Our Next Monthly Luncheon Thursday September 9, 2010 FORMERLY THE HOUSTON ASSOCIATION OF LIFE UNDERWRITERS NAIFA Houston MONTHLY LUNCHEON NAIFA Houston Bulletin Volume 12 Number 9 WEBSITES: www.naifa.org www.naifa-texas.org www.naifahouston.org OUR NAME HAS CHANGED! September 2010 In This Issue... Marketing Opportunities .............................. Page 9 NAIFA Houston Honors MDRT Members .... Page 10 Golf Tournament - Agency Cup ..................... Page11 Foundation Grant Recipients .......................... Page 12-13 Carpe LIAM .................................................... Page 15 Coming In October - Back The PAC............. Page 19 10 to the Top ...................................................... Page 20 "Life Insurance Awareness" Month .............. Page 22 Mayor's Proclamation ..................................... Page 23 NAIFA 2010 Seattle ....................................... Page 25 Houston Racquet Club 10709 Memorial Drive (East of Voss) Like Your Business We Need Referrals. Have You Referred a Member This Month? NAIFA Houston Wins “Jack E. Bobo Award of Excellence” For Outstanding Association Management 2009 – 2010 Randy T. Robertson, LUTCF How to Sell 300 Life Insurance Policies a Year!
Transcript
Our Next Monthly LuncheonThursday
September 9, 2010
FORMERLY THE HOUSTON ASSOCIATION OF LIFE UNDERWRITERS
NAIFA Houston
MONTHLY LUNCHEON
NAIFA Houston Bulletin Volume 12 Number 9
WEBSITES:
www.naifa.org
www.naifa-texas.org
www.naifahouston.org
OUR
NAME
HAS
CHANGED!
September 2010
In This Issue...Marketing Opportunities ..............................Page 9NAIFA Houston Honors MDRT Members ....Page 10Golf Tournament - Agency Cup .....................Page11Foundation Grant Recipients ..........................Page 12-13Carpe LIAM ....................................................Page 15Coming In October - Back The PAC .............Page 1910 to the Top ......................................................Page 20"Life Insurance Awareness" Month ..............Page 22Mayor's Proclamation .....................................Page 23NAIFA 2010 Seattle .......................................Page 25
Houston Racquet Club10709 Memorial Drive
(East of Voss)
Like Your BusinessWe Need Referrals.
Have You Referred a Member This Month?
NAIFA Houston Wins
“Jack E. Bobo Award of Excellence”
For Outstanding Association
Management 2009 – 2010
Randy T. Robertson, LUTCF
How to Sell 300 Life Insurance Policies a Year!
Disability Insurance for Your Gray & Blue Collar Market Are you looking for A rated companies to insure your clients that work in the gray and blue collar market? We’ve got you covered with two A rated carriers: Mutual of Omaha and Assurity have carved out this special niche. We can even cover your high risk clients with a graded benefit IDI plan.
Securities and Investment Advisory Services offered through ING Financial Partners, Member SIPC. Elite Marketing Group, Insurance Designers of Houston is not a subsidiary of nor controlled by ING Financial Partners.
Issue 9September 10 2
Randy T. Robertson, LUTCF
Randy T. Robertson, LUTCF, has been selling life insurance since January 1978. He is an honor roll member of the Million Dollar Round Table (MDRT) qualifying every year since 1981. He has been a member of Texas Leaders Round Table (TLRT) since 1982, and the TLRT Grand Council since 2001. He has won the National Sales Achievement Award 27 times, and the National Quality Award 15 times.
Randy has served his local underwriter board since 1982, President 95-96, National Committeeman from 1996-2004 and was the Region 1 Director for TAIFA from 2002 - 2006. He was the President of TLRT 2005-2006 and graduated from LILI in January 2006. Randy was the President of NAIFA Texas 2009 – 2010.
Since 1984 Randy has been National Farm Life’s Agent of the Year 15 times, and has never been lower than 5th. He is number 1 in total life insurance in force with over $100,000,000. He also has in force with other companies over $150,000,000 more.
Randy has been with the Sanford & Tatum Insurance Agency (the largest P & C agency in West Texas) since 1994. Randy was National Farm Life’s Agent of the Year for 2009 issuing 351 policies with $200,000+ in premium. He has issued over 300 policies in the last 4 years while serving as State Secretary/Treasurer and President and President Elect. He also made MDRT Court of the Table in the last 2 years.
September 10 Issue 93
NAIFA Houston - Officers & Directors 2010-2011
NAIFA HoustonEditorial and Advertising Office
3200 Wilcrest Drive, Suite 480 Houston, Texas 77042www.naifahouston.org
7135265331•Fax7135262911The NAIFA Houston bulletin is published 12 times per year by the National Association of Insurance and Financial Advisors Houston. The NAIFA Houston bulletin publishes articles and advertisements to in-form and educate our members. Unless specifically stated, the publishing of an article or an advertisement does not imply endorsement by NAIFA Houston, or either the views expressed or the products advertised. And while every effort is made to verify the correctness of the information, NAIFA Houston cannot assume responsibility for any application of information to a specific business decision. Publisher reserves the right to accept or reject all advertising material or editorial copy. Publisher assumes no responsibility for return of unsolicited manuscripts, art or photographs. Reprinting of articles is permitted. An acknowledgement to NAIFA Houston is requested. All submissions are welcome.
National Association of Insurance and Financial Advisors ............................ 800-866-2432Million Dollar Round Table ......................................................................... 847-692-6378Texas Department of Insurance ................................................................... 512-463-6169NAIFA TEXAS ........................................................................................... 512-716-8800
Director Brandon Green, CLTC, LUTCFProfessional Development Allstate Financial Services, LLC
3202 Bend Willow Lane • Katy, TX 77450-1154 713-256-1154 • Fax 800-563-1716 Email: [email protected] Term Ends June 2011
Director Steve GuerraGolf Tournament Pacific Life Insurance Co.Agency Cup 24 Waterway Ave., Suite 825 • The Woodlands, TX 77380
713-504-2200 • Fax 800- 823-7162 Email: [email protected] Term Ends June 2012
Director Larry E. Mott, LUTCFPublic Relations MetLifePIC Key Contacts 10333 Richmond Ave., Suite 1050 • Houston, TX 77042
832-251-5401 • Fax 832-251-3252 Email: [email protected] Term Ends June 2011
Director Ann Baker Ronn, LUTCFLone Star Symposium The AFP GroupMDRT Liaison 1330 Post Oak Blvd, Suite 1370 • Houston, TX 77056
713-626-9820 • Fax 713-561-8159 Email: [email protected] Term Ends June 2011
Director Peter Rothe, LUTCF, CLUSpring 2011 Event New York LifePIC Key Contacts 1330 Post Oak Blvd., Suite 1900 • Houston, TX 77056
713-624-6427 • Fax 713-963-4295 Email: [email protected] Term Ends June 2013
Director Nick VerburgtLuncheon Sponsors OneAmericaWebsite 1111 North Loop West, Suite 715 • Houston, TX 77008
713-861-7735 • Fax 713-861-7736 Email: [email protected] Term Ends June 2011
Director Darrell WolfeLuncheon Sponsors 3 Mark Financial Inc.Award Luncheon 1600 Highway 6 South, Suite 400 • Sugar Land, TX 77478
281-269-2344 • Fax 281-269-2305 Email: [email protected] Term Ends June 2013
Issue 9September 10 4
CHANE REAGANPRESIDENT'S MESSAGE
It is my honor and privilege to be the President of the National Association of Insurance and Financial Advisors of Houston for 2010 - 2011.
As a member of NAIFA Houston, we have great reasons to be proud of our association and the benefits we continue to receive through our affiliation. Consider the number of times you have been at the end of a discussion on our industry’s advocacy, product design, continuing education, leadership, sales ideas or strategies most used successfully for clients and realized that in some way your knowledge tied back to NAIFA or a member of NAIFA, who took the time to help you. Considering all that NAIFA has done for us, we might ask what we have done for NAIFA.
Making the financial commitment to be a member has brought us all much more success than we even realize, and today I hope that you can communicate that to someone else who may not know what NAIFA is all about.
As we started the year with our planning meeting, I want to be the first to say we are working hard to bring you the benefits you deserve as a member of NAIFA Houston. After the initial planning meeting of the year, I know that you will be excited to hear that we have a great lineup coming in the form of speakers.
One of my key areas of focus this year will also be on our LUTC Program. We have got to get back to the basics if we are going to succeed. Many of you will understand when I say “Show me a successful agent or advisor and I will show you a graduate of LUTCF, FSS, CLU, CHFC, or CFP programs”. If you are not too sure about this statement, I challenge you to look around at look at the people that have these designations. Enough said about that, I look forward to your enrollment!! Without these fundamental basics, our industry can’t survive, so let’s support these efforts.
We are looking for quality moderators for our LUTCF/FSS classes who have industry experience and are willing to support our efforts of “having no company affiliation at these classes”. We want this time to be focused on growth and development of the future of our industry. Therefore, it is important to have no concerns about company affiliations. We are looking for producers who have had success and are willing to give back some time. These are generally 8 week courses, so you would not have to continue your efforts after the 8 weeks if it were not the right fit. If you have a prospective candidate, please call Ellie Kennedy (Executive Director) 713-526-5331 or Brandon Green (Professional Development Chair) 713-256-1154 with your nominations. We will close nominations at the end of September with the first classes beginning in October.
We finished the year 2009-2010 with positive growth, but I would like to see us improve even more. Our goal is to give you benefits that you can’t live without, and this year we will build on our past successes. We will continue to give you great speakers at our luncheons, great member savings through our discount programs, great Professional Development through our online resources and our LUTC Program, great networking opportunities through our special events and YAT program, as well as Advocacy with our local, state and national Legislators. Here’s to a great year for 2010 – 2011!
NAIFA keeps you in business!
Chane Reagan, LUTCF, FSSPresident 2010 - 2011
Chane Reagan
September 10 Issue 95
6551 N Eldridge Pkwy
Bus 713 983 6480 Fax 713 983 6425net
3507
Our New Websiteand
Web Address
www.naifahouston.org
“Every man owes a part of his time and money to the business or industry in which he is engaged. No man has a moral right to withhold
his support from an organization that is striving to improve conditions within his sphere.” Theodore Roosevelt
Issue 9September 10 6
MEMBERSHIP CORNER
DID YOU SEE THE PAPER THE OTHER DAY! DID YOU SEE THAT CONGRESS PASSED A BILL THAT TAXES THE INSIDE BUILD UP OF LIFE INSURANCE POLICIES? DID YOU SEE THAT THEY ARE GOING TO TAX DEATH BENEFITS?
YOU DIDN’T?
WELL NEITHER DID I THANKS TO YOUR NAIFA MEMBERSHIP
There is a national debt of over $13 trillion dollars. The products and services we offer have tax benefits estimated to consist of over $5 billion dollars over the next 5 years. Do you think we have a target on our back?
Your NAIFA membership helps contribute to an everyday effort to make sure legislation is not created to tax the products and services that you offer your clients. NAIFA, along with our consultants, are working to protect your business.
There is a newly formed alliance of NAIFA, ACLI, NAILBA, AALU and GAMA called The Life Insurance Tax Challenges Coalition whose purpose is to coordinate legislative efforts to protect you. This coalition covers many facets of the insurance industry and was formed to advocate hand in hand to make sure the agents and your clients interests are protected.
So your question is - what can I do and why are we talking about this in the membership article?
1. Help bring in more members. I have found that people join associations because of the recommendation of others they respect. Your membership is a badge of professionalism that many do not carry. The more members NAIFA has, the stronger voice we have. Research does show that legislators listen to the constituents on matters that concern them. Their constituents consist of the clients you serve.
2. You can help by contributing to IFAPAC. These additional dollars are critical to make sure our voice is heard. Do you have a personal lobbyist? Probably not. NAIFA does for you what you cannot do for yourself. Chris Mallet is the Director of the IFAPAC in our Houston Chapter and will help you with questions you may have.
3. Another way is to get in contact with your local legislator. Our Political Involvement Committee is led by Larry Mott. This is a critical grassroots program by where we/you develop a relationship with your state and national legislators. We want them to come to you when there are issues pertaining to legislation affecting your business
You are doing the right thing. By being a member of NAIFA, you are helping protect your industry.
The question is are you involved in your business or are you committed?
Now More Than Ever!
Ted ErckPresident Elect 2010 - 2011
Ted Erck
September 10 Issue 97
You may have never run for public office. You might not know much about politics. But with NAIFA's Advisors Political Involvement Committee (APIC), you can still make a difference. Influence how Congress votes on legislation important to insurance and financial services professionals. You can get involved in a number of ways. The level of involvement is up to you.
Join us February 1, 2011 as NAIFA members across the state converge on the Capitol in Austin to make our voices heard. Coming Soon – details to register. If you are not able to make it that day but would like to become involved, please contact the NAIFA Houston office 713-526-5331.
The Foundation News
Dear NAIFA Houston Members:
The last NAIFA Houston Foundation board meeting was held on July 20th. As we begin a new fiscal year, we discussed our MISSION STATEMENT (from our Articles of Incorporation dated 1999).
NAIFA HOUSTON FOUNDATION MISSION STATEMENT:“To raise funds to significantly benefit selected charities, further enhancing the value placed in the community by insurance professionals.”
Let’s look at this in more detail. Our mission is to RAISE FUNDS … not to provide education, not to inspire. To SIGNIFICANTLY BENEFIT … means that our contribution will have meaning and make an impact. THE COMMUNITY … means our focus is local.And BY INSURANCE PROFESSIONALS … should be changed to Insurance and Financial Advisors (to match NAIFA acronym).
“A Taste of MDRT” or MDRT Day is the TOOL we have been using to fulfill our mission. We discussed at our board meeting that we WILL RAISE no less than $20,000 this year and that A Taste of MDRT most likely should be replaced or supplemented with something more efficient. We are investigating this matter now and will report results to the membership when we achieve resolution.
Please let me know if you have any suggestions regarding this matter.
Tracy Miller
Tracy MillerPresident 2010 - 2011 NAIFA Houston Foundation
Issue 9September 10 8
The LIAM Marketing Opportunity Wouldn’t it be nice if you could reach out to clients and prospects when they’re already thinking about their need for life insurance? That’s precisely what happens each September. Life Insurance Awareness Month (LIAM) is the time when our industry comes together to make sure Americans are reminded of the need to include life insurance in their financial plans. LIAM presents you with a unique marketing opportunity and this Guide, along with the LIAM Producer Toolkit (www.lifehappens.org/liamkit), make it easy for you to put together a high-impact LIAM marketing program in a matter of minutes. So please review this Guide, and start laying the groundwork for a successful marketing program in September and beyond. Seizing the LIAM marketing opportunity is as simple as 1-2-3 1. Set Aside Money and Time: The three keys to selling more life insurance this September than you did last September are time, money and focus. If you make life insurance your primary focus and set aside enough time and money to conduct the proper outreach, you WILL be successful. 2. Tap Into Company Assets: Most insurance companies support LIAM in some fashion. So reach out to companies you do business with to find out what kinds of LIAM marketing resources and sales incentives they may be offering. 3. Take Full Advantage of the LIAM Producer Toolkit: Located at w.lifehappens.org/liamkit, this Toolkit is your gateway to a wide array of free web-accessible resources, as well as high-quality print and multimedia marketing products for purchase. Below are brief descriptions of the Toolkit components. Marketing Campaign Themes An engaging theme is a key component of an effective marketing program, and this year LIFE offers you three LIAM themes to choose from. Pick the theme that appeals to you most, and then use the corresponding marketing resources that LIFE has created for these themes to assemble a multifaceted sales and marketing campaign for LIAM.
1. Wonders of Life (www.lifehappens.org/wonderskit)
2. Life Happens (www.lifehappens.org/lifehappenskit)
3. Insure Your Love (www.lifehappens.org/lovekit)
September 10 Issue 99
NAIFA Houston Honors MDRT Members – 2010
MDRT Top of the Table MDRT Court of the Table
Jeffrey R. Applebaum Brian K. Barnes Lawrence G. Katz Douglas A. Dawson Juanita Causey Russell J. Raia
James Edgeworth Jr. Naomi L. Cortes-Duke Zarir Jimmy Sethna Leroy Hayes Jr. Cheryl D. Creuzot Donald Terry, Jr.
Rosanne Kaufmann Melvin L. Gross Walter C. Wilson Alan C. Kifer Walter Katz Gary S. Wolfe
David W. Menard R. Malcolm Wooley Gerald P. Sacks
Richard D. Wuensch
MDRT Members
Renato A. Alarcon Jerry E. Harvey Ken Quach Deborah W. Andrews Lloyd P. Hebert Jeffrey Reeter Allen J. Applebaum Kelly E. Hejtmancik E. George Reynolds, Jr. Donald C. Atherton Geordie M. Hrdlicka Thomas W. Robinson Jr.
Gilbert J. Baker Calvin C. Hunt Keith A. Rollins Warren E. Barhorst Louis Iannuzzi Ann Baker Ronn
Lawrence R. Bell Brian C. Isham Lauren P. Sacks Brent M. Bohall Joseph E. Johnston, III Brian W. Sak
William E. Brandon Jr. Mark S. Jones Samuel M. Schlanger Charles A. Calderwood David W. Jung Stephen C. Scott
Priscilla Chambers Pedram Kaivani David R. Sewell Robert D. Chrisman Salim R. Kassam Jamison B. Sharples
James E. Christ Hassan A. Khan Bill E. Shaw John T. Cozart Richard C. Kuriger, III James M. Smith
J. Matthew Davis Nelly F. Lin Keith D. Solomon Bradley R. Dawson Yuen-Yee Ma Joseph Sreshta
Emmanuel C. Diribe Clark B. McCleary Paul A. Stern Amiralli Dodhiya F. John Millette Forrest G. Surles
Eugene M. Forsythe, Jr. Michael W. Murray Helen L. Thornton Stephen L. Friedman Christopher A. Nardiello Kim T. Tran
Shane R. Fruge Ali Nasser Donald J. Traugott Pablo W. Garcia Timothy J. Nielsen Karin L. Tyson
Ana Maria Gonzalez-Wood Ose Okojie Raymond Vitek Jr. Peter Goudeau Jesal Patel Robert W. Waddell Jr.
William Granville, III Ina C. Patel Jarrod S. Warren Brandon Green Ricque N. Pokorny Matthew C. Webber
Jim C. Harris Michael A. Porter Theodore H. Wiese At Press Time
1700 Lake Kingwood Trail Kingwood, TX 77339 281-358-2171
ENTRY FEE Multi Sponsorship Levels $400 per team if paid by Oct. 1st $500 per team if paid after Oct. 1st
$125 Individual player
ENTRY INCLUDES Range balls/Green Fees/Cart
Lunch & Dinner PRIZES
Prizes/Drawing Closest to the Pin/Longest Drive FOR ADDITIONAL INFORMATION CALL: Ellie Kennedy 713-526-5331 or email: [email protected] Steve Guerra 713-504-2200 or email [email protected] =======================================================================
SEND YOUR ENTRY FORM AND MAKE CHECK PAYABLE TO: NAIFA Houston
MasterCard Visa AMEX Call 713-526-5331 for Credit Card Payment Form
September 10 Issue 911
Issue 9September 10 12
September 10 Issue 913
Issue 9September 10 14
What: An educational campaign designed to get consumers to take stock of their life insurance needs and protect their loved ones through proper life insurance planning
Why: Because three in 10 adult Americans have no life insurance and most with coverage need
more than they have When: September 2010 Who: LIAM is an industry-wide effort coordinated by the LIFE Foundation, a nonprofit
organization dedicated to helping consumers make smart insurance decisions. Each year, hundreds of leading industry groups and thousands of advisors participate in the campaign.
How: LIFE and other major industry groups will spend millions in September to get Americans
thinking about their need for life insurance. Take advantage of this once-a-year opportunity to approach people in your community at a time when life insurance will be on their minds.
8 Tips to Help You Seize the LIAM Marketing Opportunity 1. Mark LIAM on Your Calendar Today: Circle September on your calendar, and start laying the
groundwork today for a successful campaign come September. 2. Use LIAM to Get Appointments Scheduled: Pointing out that September is LIAM gives clients and
prospects one more reason to say “yes” to a meeting. 3. Set Aside Money and Time: The three keys to selling more life insurance this September than you did
last September are time, money and focus. If you make life insurance your primary focus and set aside enough time and money to conduct the proper outreach, you WILL be successful.
4. Take Advantage of LIFE’s Marketing Resources: LIFE offers both FREE Web-accessible resources as well as high-quality print and multimedia marketing pieces for purchase. Access all of LIFE’s resources at the LIAM Producer Toolkit at www.lifehappens.org/liamkit.
5. Tell Your Clients That “Life Happens”: Life Happens® gel bracelets are one of LIFE’s most popular resources. During LIAM, wear several on your wrist and give them out to clients and prospects. They’re great conversation starters. People will invariably ask, “What does ‘Life Happens’ mean?” That’s your opening to talk to them about LIAM and the need to plan ahead for life’s uncertainties. Access an entire suite of Life Happens marketing resources at www.lifehappens.org/lifehappenskit.
6. Share the 7 Wonders of Life Insurance: Life insurance can do some amazing things for families, and LIFE offers several marketing resources to help inform your clients and prospects about what LIFE calls the “7 Wonders of Life Insurance.” Access them at www.lifehappens.org/wonderskit.
7. Encourage Clients to Enter the “What Matters Most to Me” Contest: LIFE is developing a fun Facebook application that will remind Americans that life insurance can help them protect the people and things that matter most to them. If your clients use the application during LIAM, they’ll have the chance to win a five-day trip to Aruba. To be notified when the app goes live so you can begin letting clients and prospects know about it, sign up for updates by becoming a “Fan” of LIFE’s Facebook page at www.facebook.com/lifehappens.org.
8. Tap Into Company Assets: Most insurance companies support LIAM in some fashion. So reach out to companies you do business with to find out what kinds of LIAM marketing resources and sales incentives they may be offering.
September 10 Issue 915
NAIFA Announces New Member Benefit:Anti-Money Laundering Training Program
NAIFA is partnering with LIMRA International to offer a new Anti-Money Laundering (AML) Training Program with free
access to members. If you sell insurance products with an investment component or products that accumulate cash, the U.S.
Department of the Treasury requires you be trained to recognize possible money laundering activities. This new AML Training
Program will satisfy the rules and regulations of the U.S. Department of the Treasury and is widely endorsed by many of the
life insurance carriers who use independent producers.
Benefits of the AML Training Include:
• Industry Designed Program
• Producer Friendly • Free for NAIFA Members • Quality Assurance • Automatic Tracking • Requires Only 30 to 45 Minutes to Complete
Issue 9September 10 16
Insurance & Insurance and Financial Advisors Political Action Committee
Three Easy Ways to Contribute to IFAPAC – Bank Draft, Check or Credit Card
Club Type Annual Contribution Monthly Bank DraftCapitol $5,000 $416.00/month Emissary $2,500 to $4,999 $210.00/month Diplomat $1,000 to $2,499 $84.00/month Envoy $500 to $999 $42.00/month Statesman $300 to $499 $25.00/month Ambassador $200 to $299 $17.00/month Century $100 to $199 $8.50/month Investor $50 to $99 $5.00/month (minimum for bank draft)
Name ______________________________________________ NAIFA Member # ____________________________________ Company ___________________________________________ Address ____________________________________________ City _______________________State ____ Zip ____________
I would like to make my contribution in one annual amount:
Enclosed is my personal check for $_______________
Please charge my personal Visa MasterCard American Express (circle one) Account # _____________________________________ Exp. Date ______________________ For a single, annual amount $ __________ Signature __________________________________ (PLEASE NOTE: WE CANNOT CHARGE CREDIT CARDS MONTHLY)
I currently give on bank draft. Please increase my monthly contribution to $__________________
I would like to enroll in the monthly bank draft plan. Enclosed is my check for the first month's payment. I have completed the information requested below.
I prefer that my contributions be used: For a Democrat For a Republican In the best judgment of the IFAPAC Committee
MONTHLY BANK DRAFT AUTHORIZATION I hereby authorize IFAPAC to withdraw from my account the amount specified below every month. This authorization will remain ineffect until revoked by me in writing and, until IFAPAC receives such notice, I agree that IFAPAC shall be fully protected in honoring such withdrawals. In consideration of IFAPAC’s compliance with such request and authorization, I agree that IFAPAC’s treatment of each such check and IFAPAC’s rights in respect to it, shall be the same as if it were signed personally by me and that if any such check be dishonored, IFAPAC shall be under no liability whatsoever even though such dishonor results in the forfeiture of IFAPAC membership.
1) Name of depositor as shown on bank records ___________________________________________ 2) Account number __________________________________________________________________ 3) Name of bank and address of bank branch where account is maintained
________________________________________________________________________________4) Amount of draft per month $ _______________ 5) Signature of depositor as shown on bank records:
X____________________________________________________ Date ____________________
X (if joint) ____________________________________________
Return form & contributions to: IFAPAC; 2901 Telestar Court; Falls Church, VA 22042-1205. Or fax bank draft application or credit card contribution to 703-770-8151. Or contribute on line at www.naifa.org/ifapac. Club types listed above are merely suggested amounts.
Contributions to IFAPAC are voluntary, divided between your state association IFAPAC and IFAPAC-National, and contributed to candidates for state elective office (by your state IFAPAC) or for federal elective office (by IFAPAC-National). Your state IFAPAC is associated with IFAPAC-National through a federation of local, state and national trade associations. Corporate contributions to IFAPAC-National’s political fund are prohibited. Under state and federal law, you have the right to refuse to contribute without reprisal. Contributions are not deductible as charitable contributions for federal income tax purposes.
When signing up for bank draft, remember to enclose a voided check !!
September 10 Issue 917
WHO’s WATCHING?
NAIFA Houston’s Has Professional TV ADS For Members
PACKAGE 1: Company Price $5,000 1 to 5 people PACKAGE 2: Individuals $1,500 per person (total for 3 months of airing)* Minimum 4 people PACKAGE 3: Individuals $2,000 per person (total for 3 months of airing)* Minimum 3 people Choice of Cable Stations: Fox News and ESPN or CNN and ESPN Choice of Cable Areas: Inner Loop/Galleria 115,886 Households Clear Lake/Pearland 106,028 Households Katy/Sugarland 98,386 Households Woodlands/Humble/Atascocita 97,906 Households 30 Television Spots Per Month for 3 Months Total 90 Spots Aired Between 5:00 a.m. and Midnight *Monthly Payments Are Available For more information call Khalid Alrashed at 713-777-0202 or
Ellie Kennedy at 713-526-5331
Company Price $5,000 1 to 5 people
Individuals $1,500 per person (total for 3 months of airing)* Minimum 4 people
: Individuals $2,000 per person (total for 3 months of airing)* Minimum 3 people
Fox News and ESPN CNN and ESPN
: Inner Loop/Galleria 115,886 Households Clear Lake/Pearland 106,028 Households Katy/Sugarland 98,386 Households Woodlands/Humble/Atascocita 97,906 Households 30 Television Spots Per Month for 3 Months Total 90 Spots Aired Between 5:00 a.m. and Midnight *Monthly Payments Are Available For more information call Terry Murphy Nesch at 281-220-2761 or
Ellie Kennedy at 713-526-5331
Issue 9September 10 18
NatioNal associatioN of iNsuraN
2901 Telestar Court | PO Box 12012 | Falls Church, VA 22042-1205 | 703/770-8100 | www.naifa.org
Attention: iFAPAC StAte & LoCAL ChAirS
Save the Date!! Back the pac DaY!!
the third AnnuAL iFAPAC dAy wiLL be heLd on
thursday, october 14, 2010Across the NAIFA FederAtIoN, IFAPAc VoluNteers
WIll hIt the PhoNe lINes to cAll IFAPAc coNtrIbutors to thANk them, eNcourAge lAPsed coNtrIbutors to
re-eNroll, & coNtAct the NoN-gIVers For coNtrIbutIoNs
ce aNd fiNaNcial advisors – Political actioN committee
September 10 Issue 919
Legendary Lessons From Selling Brushes When I started out in the business at 21, I managed to sell a friend a term policy. He was a Fuller Brush Man, and he talked me into joining him to make some extra money on the side. Selling custom-made household cleaning brushes became my first training in sales and contributed greatly to my successful 60-plus years in the business. We worked 15 hours a day, six days a week, ringing hundreds of doorbells each day. I had never thought of working like that in the insurance business, but that turned my life around. After seven years, I thought, Why am I doing this — seeing all these people, getting doors slammed in my face? If I work one-tenth that hard, I could make it in the insurance business. So, I gave up Fuller Brush and became a full-time life insurance agent, working — by my standards — part time. I ended up No. 3 in my company the first year. Needs vs. wants Selling Fuller brushes, I learned that some things I’d been taught were wrong. I was told that you tell people what they need and sell it to them. The problem was they weren’t buying. It started to work when I switched from need to want. I’ve been a want salesman now for 40 years. Before I attempt to sell anything, I try to find out what people want by listening. So, instead of being a talker, I became a listener. Instead of being a need salesman, I became a want salesman. By talking to 50, 60, 70 people a day, I learned that the key was to give them a solution to their problem. I found out what they were trying to do and offered solutions instead of products. See the people. Sell yourself. The next thing that I learned is that you won’t make it in this business if you don’t see people. Most people in our industry are simply not seeing enough people. You should talk to at least 30 people a week. The biggest mistake a lot of people in our business make is trying to sell a product before they sell themselves. If they don’t buy you, they won’t buy insurance from you. The non-interview has been my primary source of prospects. My technique is to talk to everybody I ever see every day. I ask them questions instead of speaking, and if I listen to what they have to say, they’re going to begin to like me. The way they answer questions will tell you how you’re doing. If you ask if they’re married, and they answer “yep,” you’re not doing well. If they answer, “Yep. I married my high school sweetheart, and we’ve been together for...” Now, you’re doing well. When their answers are longer than your questions, they’re beginning to buy you. I didn’t learn this through company training — it came because of people exposure through my Fuller Brush experience. Norman G. Levine, CLU, ChFC, is a 37-year MDRT member with one Court of the Table and two Top of the Table qualifications. He has served as a Divisional Vice President, Chair and member of many MDRT committees and task forces and spoken at several Annual Meetings. A Gold Knight of the MDRT Foundation, Levine is a past president of numerous industry organizations and a recipient of the John Newton Russell Memorial Award and GAMA International’s Master Agency Award. The entirety of his comments made during the 2009 Annual Meeting session “Sharing Time with the Greats” is available for purchase at mdrtpowercenter.org.
Million Dollar Round Table Phone: 847.692.6378 | Fax: 847.518.8921 | Web site: www.mdrt.org
Legendary Lessons From Selling Brushes When I started out in the business at 21, I managed to sell a friend a term policy. He was a Fuller Brush Man, and he talked me into joining him to make some extra money on the side. Selling custom-made household cleaning brushes became my first training in sales and contributed greatly to my successful 60-plus years in the business. We worked 15 hours a day, six days a week, ringing hundreds of doorbells each day. I had never thought of working like that in the insurance business, but that turned my life around. After seven years, I thought, Why am I doing this — seeing all these people, getting doors slammed in my face? If I work one-tenth that hard, I could make it in the insurance business. So, I gave up Fuller Brush and became a full-time life insurance agent, working — by my standards — part time. I ended up No. 3 in my company the first year. Needs vs. wants Selling Fuller brushes, I learned that some things I’d been taught were wrong. I was told that you tell people what they need and sell it to them. The problem was they weren’t buying. It started to work when I switched from need to want. I’ve been a want salesman now for 40 years. Before I attempt to sell anything, I try to find out what people want by listening. So, instead of being a talker, I became a listener. Instead of being a need salesman, I became a want salesman. By talking to 50, 60, 70 people a day, I learned that the key was to give them a solution to their problem. I found out what they were trying to do and offered solutions instead of products. See the people. Sell yourself. The next thing that I learned is that you won’t make it in this business if you don’t see people. Most people in our industry are simply not seeing enough people. You should talk to at least 30 people a week. The biggest mistake a lot of people in our business make is trying to sell a product before they sell themselves. If they don’t buy you, they won’t buy insurance from you. The non-interview has been my primary source of prospects. My technique is to talk to everybody I ever see every day. I ask them questions instead of speaking, and if I listen to what they have to say, they’re going to begin to like me. The way they answer questions will tell you how you’re doing. If you ask if they’re married, and they answer “yep,” you’re not doing well. If they answer, “Yep. I married my high school sweetheart, and we’ve been together for...” Now, you’re doing well. When their answers are longer than your questions, they’re beginning to buy you. I didn’t learn this through company training — it came because of people exposure through my Fuller Brush experience. Norman G. Levine, CLU, ChFC, is a 37-year MDRT member with one Court of the Table and two Top of the Table qualifications. He has served as a Divisional Vice President, Chair and member of many MDRT committees and task forces and spoken at several Annual Meetings. A Gold Knight of the MDRT Foundation, Levine is a past president of numerous industry organizations and a recipient of the John Newton Russell Memorial Award and GAMA International’s Master Agency Award. The entirety of his comments made during the 2009 Annual Meeting session “Sharing Time with the Greats” is available for purchase at mdrtpowercenter.org.
Million Dollar Round Table Phone: 847.692.6378 | Fax: 847.518.8921 | Web site: www.mdrt.org
Financial To-Do List
How many times have you had a to-do list with something on it that you really did not want to do, but you did it anyway because it was on the list? For many clients, this is where insurance planning fits in. The difference is they often don’t even place it on the to-do list — they just talk about it. Investment planning and savings are fairly easy, but insurance is like walking uphill, barefoot on a gravel trail. It’s as if the client says, “I’ll do it if I really have to, but I don’t really want to.” One day I concluded that there was nothing stopping me from putting the insurance planning on their to-do list. With this realization, I changed the format of my written financial plans. While setting out the basic parameters of my assumptions, goals and calculations on the first page, the next two to three pages focus on the to-do list and what effort is required. Specifically, the financial to-do list focuses on: Short-term assets: access to cash/liquidity Medium-term assets: investments with a three-to eight-year horizon, flexible assets and real estate Long-term assets: pensions and retirement-focused assets Disability insurance Critical illness insurance or long-term care insurance Life insurance Documentation: wills, powers of attorney, trusts, etc.
Each topic is clearly outlined as to what it is, what needs to happen and what our targets should be, from lump-sum allocations and insurance levels, to monthly savings requirements. The other change I made to my process was never to expect a client to complete any paperwork when I present the financial plan. Waiting until a later meeting gives them time to absorb the information and to review the items on the to-do list over and over. They see the insurance recommendations in the same format as the savings requirements, and it all melds together as part of the plan. Thus, when we meet again for the strategy meeting to review the plan and formalize the strategies we will implement, the insurance coverage is discussed as a matter of when, not if. There is no more waffling about getting their insurance coverage in place. It was on the list along with other key items and holds just as much interest. Since I made these adjustments to my written financial plans and process, more than 95 percent of my new clients complete their needed insurance applications in the strategy meeting. And not only are the amounts of coverage solid, but there is an expectation that as their needs increase, so will the insurance — no questions asked. It is simply a matter of timing. Bryson Milley, BA, CFP is a nine-year MDRT member from Vancouver, British Columbia, Canada. Milley has earned one Court of the Table qualification. He is a member of MDRT’s Young Advisors Task Force.
Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
Financial To-Do List
How many times have you had a to-do list with something on it that you really did not want to do, but you did it anyway because it was on the list? For many clients, this is where insurance planning fits in. The difference is they often don’t even place it on the to-do list — they just talk about it. Investment planning and savings are fairly easy, but insurance is like walking uphill, barefoot on a gravel trail. It’s as if the client says, “I’ll do it if I really have to, but I don’t really want to.” One day I concluded that there was nothing stopping me from putting the insurance planning on their to-do list. With this realization, I changed the format of my written financial plans. While setting out the basic parameters of my assumptions, goals and calculations on the first page, the next two to three pages focus on the to-do list and what effort is required. Specifically, the financial to-do list focuses on: Short-term assets: access to cash/liquidity Medium-term assets: investments with a three-to eight-year horizon, flexible assets and real estate Long-term assets: pensions and retirement-focused assets Disability insurance Critical illness insurance or long-term care insurance Life insurance Documentation: wills, powers of attorney, trusts, etc.
Each topic is clearly outlined as to what it is, what needs to happen and what our targets should be, from lump-sum allocations and insurance levels, to monthly savings requirements. The other change I made to my process was never to expect a client to complete any paperwork when I present the financial plan. Waiting until a later meeting gives them time to absorb the information and to review the items on the to-do list over and over. They see the insurance recommendations in the same format as the savings requirements, and it all melds together as part of the plan. Thus, when we meet again for the strategy meeting to review the plan and formalize the strategies we will implement, the insurance coverage is discussed as a matter of when, not if. There is no more waffling about getting their insurance coverage in place. It was on the list along with other key items and holds just as much interest. Since I made these adjustments to my written financial plans and process, more than 95 percent of my new clients complete their needed insurance applications in the strategy meeting. And not only are the amounts of coverage solid, but there is an expectation that as their needs increase, so will the insurance — no questions asked. It is simply a matter of timing. Bryson Milley, BA, CFP is a nine-year MDRT member from Vancouver, British Columbia, Canada. Milley has earned one Court of the Table qualification. He is a member of MDRT’s Young Advisors Task Force.
Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
10 Tips to Get to the Top Follow these practice management tips to take your business to Top of the Table level: 1. People: You win with people. Your clients, colleagues, suppliers and fellow association
members are all direct or indirect members of your team. Take good care of them, and they will take good care of you.
2. Smile: It increases your face value and that of others around you.
3. Enthusiasm: Act enthusiastic, and you will feel and be enthusiastic. Make it a habit to do this, particularly when you don’t feel like it.
4. Goals: Lifetime, yearly, monthly, weekly — and especially daily — goals will keep you focused and motivated. Put them in writing, and share them with others.
5. Physical health: Take good care of your body. Without good physical health, it is extremely challenging to manage and succeed in this business.
6. Education and experience: Is your 10 years of experience the same year repeated 10 times, or have you compounded your experience 10 times? There is a difference. Take stock of what you know, and build upon it. We need to be perpetual students to add value to our clients and continue to earn our keep.
7. Prospect: Keep your prospecting antenna up and tuned in. The major difference between an MDRT member and a Top of the Table member is the quantity and quality of their prospects.
8. Confidence: Nurture it, leverage it, borrow it from others. But, most importantly, protect it. With confidence, just about anything is possible. Without it, you fail.
9. Persistence: Most Top of the Table members were overnight successes — after 10 or more years in the business. Never, ever give up.
10. Attitude: Remember that everything in your practice starts and stops with your attitude. Master the subject of emotional intelligence.
Ralph Antolino Jr., J.D., CLU is a 29-year MDRT member from Columbus, Ohio. He has six Court of the Table and ten Top of the Table qualifications. Ralph has served on several MDRT committees, the most recent being the Top of the Table Advisory Board.
Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org Issue 9September 10 20
Texas Department of Insurance Licensing Division, Renewals, Appointments & Continuing Education Mail Code 107-1A • 333 Guadalupe • P. O. Box 149104, Austin, Texas 78714-9104 512-322-3503 telephone • 512-322-4360 fax • www.tdi.state.tx.us
Request for Association Credit Accepted by TDI See 28 Texas Administrative Code § 19.10 11(f)(g) and § 19.1020
Holders of National Professional Designations may claim credit for reviewing educational materials from the National Designation Sponsor or attendance at presentations of the National Designation Sponsor. Current members of state or national insurance associations may claim credit for reviewing educational materials from the state or national insur-ance association or attendance at presentations of the state or national insurance association. Up to two hours may be claimed for reviewing educational materials. Up to four hours may be claimed for attendance at presentations.
A maximum of four hours total may be claimed. The hours claimed, no matter how they were earned, count toward the licensee’s required Continuing Education as Self-Study credit
Texas Association C.E. credit requested by:
LICENSEE NAME
CITY STATE ZIP CODE
LICENSEE’S TELEPHONE NUMBER TDI LICENSE NUMBER
LICENSEE’S E-MAIL ADDRESS
Current member of:
Holder of National Professional Designation:
Description of Activities: (May be continued on another page)
REVIEWING/ATTENDING HOURS DATE
I affirm that I hold the above National Designation or am a member in good standing of the above state or national association and have completed at least the hours claimed in the named activities.
