Thursday March 27, 2014 - NAIFA Dallasnaifadallas.org/images/FAN_03-14_final.pdf · “Why Sales...

MARCH 2014 | VOLUME 86 | NO. 7 A publication of the National Association of Insurance and Financial Advisors – Dallas

connections that count

IN THIS ISSUE:

7 | 2013-14 President’s Cabinet

10 | Need Continuing Education?

10 | New Enhanced LUTCF Designation

11 | NAIFA-Texas Announces New CEO/CLO

12 | ‘W’in with CE Sponsorships

13 | ‘W’in with CE Registration

14 | NAIFA-Texas Conference Report

16 | Thank You to Our Sponsors and Exhibitors

www.naifadallas.org

1913 ~ NAIFA-DALLAS ~ 2013

NAIFA-DALLAS was founded in 1913 as the Dallas Association of Life Underwriters (DALU)

NAIFA-Dallas and our 2013-14 Program Sponsor are proud to present:

NAIFA-DALLAS PROGRAMThursday | March 27, 2014

Scott A. Sherwin President, SalesMastery Consultants, Inc.

Why Sales People Fail... And What You Can Do About Itsee page 6

http://plusgrouptx.com/


| MARCH 2014 | FAN | 2

Try 417,410*.That’s approximately what the top 500 Guardian Financial Representatives earn each year.

Combine that with the freedom to run your business your way with the support of a

powerful company like Guardian and you have what you need to succeed.

You can feel confident moving forward with Financial Process Group. As a Guardian

agency, we

share the same high standards for excellence that Guardian has held for over 150 years.

We do the right thing. We put the right team in place. And we provide the right approach,

focusing our energy on long-term relationships versus short-term solutions.

Do a number on your career.

GUARDIAN FINANCIAL REPRESENTATIVE TOP

500 AVERAGE EARNINGS

Class of 2012 $417,410

Class of 2011 $390,613

Class of 2010 $362,407

Class of 2009 $333,793

Class of 2008 $369,660

Class of 2007 $358,545

* Guardian’s top 500 Financial Representatives averaged $417,410 in salary, incentive, compensation and commissions. The total number of FRs surveyed was 4,087.

®Financial Process Group

is an agency of:

Thomas Zanovich, CFSCareer Development Manager

Financial Process GroupThe Colonnade- Tower II

15303 N. Dallas Parkway, Suite 550Addison, TX 75001

© 2013. Individual disability income products provided by Berkshire Life Insurance Company of America, Pittsfield, MA a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, New York, NY. Investments are offered through Park Avenue Securities LLC (PAS), 7 Hanover Square, New York, NY 10004. PAS is an indirect wholly owned subsidiary of The Guardian Life Insurance Company of America, New York, NY. PAS, member FINRA, SIPC.

Pub 5012 (05/13)

2013-6435

Make your move today. Visit www.financialprocessgroup.com, or call Thomas Zanovich, CFS at 214-346-0985.

Visit www.financialprocessgroup.comor call Thomas Zanovich, CFSat 214-346-0985.


| MARCH 2014 | FAN | 3

Disability Income insurance (Forms 4501NC, 4502GR and 4503BOE) is issued by Ameritas Life Insurance Corp. in approved states. In New York, Disability Income insurance (Forms 5501-NC, 5502-GR and 5503-BOE)

is issued by Ameritas Life Insurance Corp. of New York.

The DI Center: Making DI Easy SM

www.TheDICenter.com

Disability Insurance Can Pay You 20% Renewals!

PERSONAL SERVICE – “So Much More than just a Quote.”

No Exams or Income Documentation – Up to $5,000 of Monthly Benefit

15% Discount Available to Attorneys, Dentists, or Physicians

Lump Sum DI – Up to $100K with JUST an Application: “Simple. Affordable. Attainable.”

http://service.ameritas.com/JSP/premiumCalculator.jsp

Andra Grava, CLU, RHU

GA & Branch Manager

[email protected]

Jim Coyle, CLU, RHU, REBC

DFW & Northwest Texas

[email protected]

Jay Noble, DIA, DHP, LUTCF

North TX, OK, & AR

[email protected]

NEW LOCATION: 40 E. McDermott Dr. | Allen, TX 75002

Toll-Free: 888-2-SELL-DI (273-5534) | Office: 972-774-9663 | Fax: 972-774-1792

For Producer Use Only. Not for Use with Clients.


| MARCH 2014 | FAN | 4

REGISTRATION FORM

Name _______________________________________________ Company ________________________________________________

Address _____________________________________________ City ___________________________ State _____ Zip ____________

Phone ________________________ Fax _______________________ Email _______________________________________________

Check (payable to NAIFA-Dallas) Charge (circle one) VISA MC AMEX Zip Code on billing statement _________________

Credit Card # ________________________________________________________ Expires on _____ / _____ Security Code __________

MAIL TO: NAIFA-Dallas, 16990 Dallas Parkway, Suite 212, Dallas, Texas 75248 | FAX: 972.934.1217 SCAN/EMAIL: [email protected] | ONLINE: www.naifadallas.org

No refunds unless 24-hour cancellation notice is given.

LUTCF COURSES PAGE 10

See page 10 to learn more about the new enhanced LUTCF designation. More details to come in September 2014.

Registration will open January 2015, and classed are scheduled to begin July 2015.

NAIFA-DALLAS PROGRAM PAGE 6

2013-14 Program Sponsor: The Plus Group Date Time Location Cost

3/27/14 11:15 am - Prestonwood Country Club $20.00 Pre-registered 2014 NAIFA-Dallas Members & their guests 1:00 pm 15909 Preston Road $25.00 at the Door $30.00 Non-members Dallas, TX 75248 2013-14 Meal Plan 2013-14 President’s Cabinet-Prepaid

Welcome The Brokerage, Inc. – March Honor Agency

CE PROGRAM | Following NAIFA-Dallas Luncheon at Prestonwood Country Club PAGE 10

Date Time Course Member | Non-Member

3/27/14 1:15-2:15 pm Cost Effective ACA Solutions FREE | $25.00 (1 hr CE) Moderated by Mike Smith, LTCP Sponsored by The Brokerage, Inc.

‘W’IN WITH CE PAGES 12-13 Presidential Sponsors: Ameritas/The DI Center and ARMOR Wealth Management and Meadows Collier Date Time Location Cost

5/7/14 8:00 am-5:00 pm George ‘W’ Bush Presidential Library $125 Pre-Registered by 5/5/14 2943 SMU Boulevard, Dallas, TX 75205 $150 At Door

Sponsorship Opportunities | See page 12 for sponsor benefits PAGE 12 Presidential Sponsor | $2,750 Congressional Sponsor | $1,000


| MARCH 2014 | FAN | 5

2013-14 BOARD OF DIRECTORS

Member InvolvementClaudia Foraker, NRCMAInsurmed Services972.404.8113 phone972.404.8116 [email protected]

MembershipEricka UptonExamOne972.596.9767 phone972.867.9241 [email protected]

Planning & DevelopmentDanny O’Connell, MBABenefit Resource Group214.750.7557 phone214.750.6101 [email protected]

Community RelationsJason R. Bach, CFPMassMutual Dallas-Fort Worth972.348.6317 phone972.348.6399 [email protected]

Government RelationsRuth ShannonState Farm972.735.9797 phone877.414.8153 [email protected]

PresidentLaura L. BiesemeyerAdvisors Excel866.363.9595 phone785.271.1448 [email protected]

President-ElectGrover BrillhartARMOR Wealth Management469.737.4117 [email protected]

Professional DesignationsJeffrey Derdiger, CLTCPrescott Pailet Benefits214.739.5442 phone214.739.5625 [email protected]

Professional DevelopmentBrian J. Craig, LUTCFNew York Life972.377.5202 [email protected]

ProgramsChristi M. Daughenbaugh, CLTC, CSABorden Hamman Agency214.420.4120 phone214.204.9219 [email protected]

SecretaryCheri C. StanwixStanwix Insurance and Benefits214.455.6623 [email protected]

Treasurer/Chief Investment OfficerMel Meyers, CLU, ChFC, AEP ARMOR Wealth Management469.737.4119 phone469.737.4119 [email protected]

Immediate Past PresidentBeverly A. Norman, SGSAetna Small Group469.222.6055 phone860.754.1959 [email protected]

National CommitteewomanTallie O. Young, RFC, LUTCFTallie O. Young & Associates214.420.0158 phone214.420.0174 [email protected]

NAIFA-Texas TrusteeJohn M. Connally, LUTCFFinancial Protection Corporation972.612.7196 phone972.519.0457 [email protected]

Executive Vice PresidentKaren H. TrueNAIFA-Dallas972.991.2364 phone972.934.1217 [email protected]

OFFICERS

NAIFA-DALLAS STAFF 972.991.2364 | Fax 972.934.1217 | www.naifadallas.orgKaren True, Executive Vice President | [email protected] Pam Thompson, Executive Administrative Assistant | [email protected]

IMPORTANT NUMBERSDAHU | Andra Grava, CLU, RHU | 972.774.9663Dallas Estate Planning Council

Teresa Moore | 214.340.8020FPA DFW | Melisa Hall | 972.747.0407IFAPAC | Ruth Shannon | 972.735.979IFAPIC | Steve Harris, CLU, ChFC | 972.680.2777

IFAPIC | Karl Drescher, Jr., RICP | 972.424.0484 x241NAIFA National | 877.866.2432NAIFA-Texas | 512.716.8800SFSP | Patricia Pattison | 817.370.8991Women in Insurance & Financial Services

(WIFS) DFW | Patricia Pattison | 817.370.8942Young Advisors Team | Mark Elder | 972.377.5214

DIRECTORSCONTENTS 4 | Registration Form

5 | Officers, Directors and Staff

5 | Important Numbers

6 | NAIFA-Dallas Program, 3/27/14 Scott A. Sherwin, “Why Sales People Fail... And What You Can Do About It”

6 | NAIFA-Dallas Calendar

7 | 2013-14 President’s Cabinet

8 | President’s Message

9 | Welcome New Members

10 | CE Following 3/27/14 Luncheon “Cost Effective ACA Solutions”

10 | New Enhanced LUTCF Designation

11 | NAIFA-Texas Announces New Chief Executive Officer/Chief Legislative Officer

12 | ‘W’in with CE Sponsorship Benefits

13 | ‘W’in with CE Registration

14 | NAIFA-Texas Conference Report

15 | Karen’s Korner

16 | Thank You Sponsors & Exhibitors

ADVERTISER INDEX 14 | Aetna

3 | Ameritas/The DI Center

15 | AXA Equitable

6 | Bob Nelson & Associates

11 | Borden Hamman Agency

10 | DI Broker

15 | Dwight Otto Brokerage

10 | The Fisher Agency

2 | The Guardian Life Insurance Company

7 | Insurance Designers

9 | MassMutual Dallas-Fort Worth

12 | Mutual of Omaha

9 | National Life Group

7 | New York Life

8 | Personal Economics Group

11 | Rice & Rice, PC

13 | TruStone Financial Group

NAIFA–DALLAS Editorial and Advertising Office16990 Dallas Parkway, Suite 212 Dallas, TX 75248 972.991.2364 | Fax 972.934.1217 www.naifadallas.org | [email protected]

The Financial Advisor News is produced 10 times per year by NAIFA-Dallas. Annual subscription is $1.00 per year for members only. Subscription is included in the dues. Unless specifically stated, the publishing of an article or an advertisement does not imply endorsement by NAIFA-Dallas of either the views expressed or the products advertised.

Financial Advisor NewsFAN


| MARCH 2014 | FAN | 6

March Honor Agency is The Brokerage, Inc.Pre-register and you will be seated at the honor Agency reserved table.

See page 10 for CE after luncheon – FREE NAIFA Members

TO REGISTER: Fill out the registration form on page 4 and submit via: Fax: 972.934.1217 or Scan/Email: [email protected] or Register Online: naifadallas.org

NAIFA-DALLAS PROGRAMThursday | March 27, 2014 | Prestonwood Country Club

NAIFA-Dallas and our 2013-14 Program Sponsor are proud to present:

Scott A. Sherwin, President, SalesMastery Consultants, Inc.

“Why Sales People Fail... And What You Can Do About It”

There’s no such thing as a bad prospect; some are just more challenging than others. Join us for an eye-opening look at the deficiencies of modern-day selling practices and

Sandler Training’s tactics to manage it. Come ready to discuss current sales obstacles and rediscover no-nonsense approaches to growing your business.

Why Have a System?

Do you or your salespeople ever wonder...

• How to effectively take control of a sales call without feeling like a “pushy” and annoying salesperson?

• If it’s really possible to separate yourself from the competition on something other than price?

• If there isn’t a better way to deal with “money” rather than waiting for it to become an objection somewhere down the road?

• If there’s a way to stop buyers from continually “shopping” your products and services? Do you ever feel like an “unpaid consultant”?

• If there is a non-manipulative way to begin selling when the prospect says “No”?

• Why traditional sales methods are no longer effective? In fact, they can be hazardous to your health and your bottom line.

Scott Sherwin earned a reputation as an award-winning sales person, supporting business development efforts for companies like Employers Insurance of Texas, Kaiser Permanente and Aetna. After 23 years of success in the business, Scott decided his efforts would be most impactful by teaching and mentoring others how to flourish with a unique approach to selling. He became an authorized licensee of the Sandler Training® and in 2004 he opened SalesMastery Consultants, Inc. Through ongoing training and reinforcement, Scott offers effective training solutions for revenue growth. Scott currently serves on the Cowtown Executive Association Board.

Save the Dates

2014

3/27 | NAIFA-Dallas Luncheon & CE YAT Awareness Month Scott A. Sherwin Why Sales People Fail... And What You Can Do About It CE Sponsor: The Brokerage, Inc. (see pages 4, 6, 10)

4/24 | NAIFA-Dallas Luncheon Richard Weylman, Training Session following Luncheon Sponsored by: ARMOR Wealth Management & The DI Center

4/29 | Advisor of the Year and Hall of Fame Awards Dinner Hotel Palomar

5/7 | NAIFA-Dallas Annual CE Event – ‘W’in with CE George W. Bush Presidential Center, 9:00 am - 5:00 pm (see pages 12-13)

6/26 | NAIFA-Dallas Luncheon & CE Celebration of Achievement Installation of 2014-15 Officers and Directors Antoinette Bone Special Needs Planning CE Sponsor: The DI Center

BOB NELSON & ASSOCIATES

972.238.7411 • [email protected]

PENS GALOREKeep your name in front of clients and prospects for as little as 20 cents each.

Featuring pens from eight different suppliers.

Price assortment from 20 cents to over $30 each.

Be one of the first four to bring this completed coupon to the Bob Nelson

& Associates display at the back of the room during the luncheon and

receive a FREE Manicure Set

See our display at the NAIFA-Dallas March luncheon.

Name __________________________

Phone _________________________

Email __________________________

Interested in: q Greeting Cards

q Client Gifts q Food Items q Desk Items

q Presentation Items q Pens q Other

VALUABLE COUPON

http://plusgrouptx.com/

http://www.naifadallas.org


| MARCH 2014 | FAN | 7

Happy Holidays

THANK YOU to our February

Exhibitor

BOB NELSON & ASSOCIATES

Bob Nelson972.238.7411

[email protected]

With 20 years of underwriting experience we could be the difference in placing the case or not. We are here for you!

2013-14 PRESIDENT’S CABINET Laura L. Biesemeyer | 2013-14 NAIFA-Dallas President

(at press time)

Steve Anderson, LUTCF

David Ayres, CLU

Jason Bach, CFP

Fred Badyna, CLU, ChFC

David Blanchard, CLU, ChFC

Lane Boozer, LUTCF

Grover Brillhart

Howard Cohen, CLU, CFS

John Connally, LUTCF

Jim Coyle, CLU, RHU, REBC

Brian Craig, LUTCF

C. Tait Cruse, CLU

Christi Daughenbaugh, CLTC, CSA

Jeff Derdiger, CLTC

Scott Dial

Karl Drescher, Jr.

Tom DuRoss

Donna Thomas Edwards, LUTCF, CASL

Mike Evans, CLU, ChFC, LUTCF

Danny Fisher, CLU, ChFC

Randy Ford, CLU, ChFC

Frank Frey, CLU, LUTCF

James Garner, CLU, ChFC

Andra Grava, CLU, RHU

Stephen Harris, CLU, ChFC

Todd Healy, CLU, ChFC, AEP

Christina Johnson

Garry Kinder

Lloyd Lowe, Sr.

Lee McCasland, CLU, ChFC

Jay McCluskey, CLU, ChFC, MSFS, MBA

Jack McGrael, CLU, ChFC

Mel Meyers, CLU, ChFC, AEP

Yuka Nakahara-Goven, CLU, MBA

Beverly Norman, SGS

John Norman, CLU, ChFC

Danny O’Connell, MBA

Dwight Otto, CLU, ChFC

Daniel Prescott

Joe Radovic, CLU, ChFC, CFP, MSFS

Neil Riddick

Lee Ripley

Randy Robertson, LUTCF

Thomas Rutledge, CLU, ChFC

Ruth Shannon

Cheri Stanwix

Tallie O. Young, RFC, LUTCF

http://www.insdesign.com

mailto:[email protected]



| MARCH 2014 | FAN | 8

PRESIDENT’S MESSAGELaura L. Biesemeyer | 2013-14 NAIFA-Dallas President

Did you know that March is YAT Awareness Month? You may be asking yourself, What is a YAT?

Let me tell you a bit about YATs… our YATs are our Young Advisors Team. NAIFA created the Young Advisors Team (YAT) for members who are 40 years of age and under, or within their first five years in the industry. The purpose was to ensure that young and new advisors receive the vital tools, resources, and networks necessary to succeed in the financial services industry. There is no cost associated with being part of YAT; if you meet the requirements, you are automatically part of YAT.

If you are a YAT, stand up and be proud. If you haven’t engaged yourself in NAIFA as a YAT, please consider the following words from two recipients of Advisor Today’s Four Under Forty award. Both emphasized the value of NAIFA membership and of becoming involved in NAIFA activities.

“I feel like, pretty much, if you’re not a member of NAIFA, I don’t really know that I care to get to know you that well,” says Clint S. Fish, RFC, founder and president of First American Trust and First American Advisory in Bloomington, Indiana. “I’m not so sure you’re going to be in this business very long, and I’m not so sure that you take this business very seriously if you don’t socialize with other members or other professionals.”

Young advisors should join NAIFA “to learn, be around your peers, and stay up to date on what is going on in the industry and in Congress,” says Bryan M. Krupin, managing partner of Gilbert-Krupin LLC in Beverly Hills, CA.

In addition to networking and keeping up with industry trends, NAIFA membership opens doors to new friendships and some healthy competition, Fish says. “I know those people, and they’re my friends. We may compete, but certainly not in a mean-spirited way.”

Young advisors can also find valuable mentoring partnerships and key training opportunities through NAIFA, Fish says. NAIFA involvement allows them access to help from others in the industry so that they don’t have to go it alone.

“You’re working somewhere where you have a mentor and good training and you’re a member of NAIFA and you’re getting involved professionally. Once you’ve done that, now you’ve got your core, you’ve got a good company, good products, good trainers, good mentors and a professional organization; you’re involved,” Fish says. “But...the most important thing they can do in this business is focus on helping people solve their problems, instead of finding people to sell something to.”

Develop Discipline

Young advisors and those who are new to the business should be persistent and disciplined, Krupin says. “My father would argue that discipline is the most important quality to have in our business.”

To achieve success, they should also be willing to develop partnerships that expand their knowledge and reach. “If something or someone is out of your league, do some joint work,” he says. “I would rather make 50 percent of something then 100 percent of nothing.”

In addition, it is important to attain professional designations early, Krupin says. “Don’t make the mistake that I did by pushing it off. Then you get too busy, and trying to find the time to do it becomes very challenging.”

The job is challenging in itself, so “don’t spread yourself thin and try to do too much,” he says. “Maintain a sense of humor. Life is too short, and who knows that more than us?”

These are words from two incredibly successful YATers. They utilized NAIFA and made it work for them. You can do the same. Get involved, use the tools and succeed!

THANK YOU to our February

CE Sponsor

Scott Dial | [email protected]

Holli MccaslandRecruiting Director

[email protected]

12700 Park Central, Ste. 1050Dallas, TX 75225

Personal Economics Group is a group of entrepreneurial

individuals focused on helping our clients maximize their wealth potential while

attempting to minimize risk. We want to help our financial professionals go

into business for themselves, not by themselves.

Securities offered through OneAmerica Securities, Inc. Member FINRA, SIPC. 9500 Arboretum Blvd., Suite 170, Austin, TX 78759. Personal Economics Group is not an affiliate of OneAmerica Securities, INC. Personal Economics Group is not a Broker-Dealer.


| MARCH 2014 | FAN | 9

Form No. 11405(0613); TC74584(0613)1

National Life Group® is a trade name of National Life Insurance Company, Montpelier, VT, Life Insurance Company of the Southwest (LSW), Addison, TX and their affiliates. Each company of the National Life Group is solely responsible for its own financial condition and contractual obligations. For Agent Use Only.

Christina Johnson Regional Vice President 214-412-3471

National Life Group is concerned with every piece of the puzzle, whether your concern is dying too soon, becoming ill, or living too long.

For more information contact:

Life Insurance You Don’t Have To Die To Use

DieToo Soon

BecomeIll

LiveToo Long

DieToo Soon

BecomeIll

LiveToo Long

Jason Bach, CFP®

Agency Managing PartnerMassMutual Dallas-Fort Worth10000 N. Central Expwy., Suite 1200Dallas, TX 75231972-348-6300www.dallas-fortworth.massmutual.com

LIFE INSURANCE + RETIREMENT/401(K) PLAN SERVICES + DISABILITY INCOME INSURANCE + LONG TERM CARE INSURANCE + ANNUITIES

MassMutual Financial Group refers to Massachusetts Mutual Life Insurance Co. (MassMutual) and its affiliated companies and sales representatives. Local sales agencies are not subsidiaries of MassMutual or its affiliated companies. Insurance products issued by MassMutual (Springfield, MA 01111) and its subsidiaries, C.M. Life Insurance Co. and MML Bay State Life Insurance Co. (Enfield, CT 06082). 1Available with a MassMutual DI insurance policy at additional cost; subject to state availability. CRN201505-171968

Your clients count on you to make sure they’re truly covered in the event of a disability. That’s why we offer industry-leading disability income (DI) insurance solutions like our Extended Partial Disability Benefits Rider.1 It can provide your clients more flexibility to qualify for benefits, quicker access to benefits and the potential to receive greater benefits during a partial disability. Learn more about our innovative DI solutions at MassMutual.com/BrokerInsight

THEY EARNED THE LIFE THEY HAVE.

HELP THEM KEEP IT.

Welcome New MembersThomas M. Davis New York Life Sponsor: Jay McCluskey and Bill Montague

Daniel Evatt Northwestern Mutual

Mervin Fatter Northwestern Mutual Sponsor: Tait Cruse

Larry Fisher New York Life Sponsor: Bill Montague

John Gore John Gore Insurance Group, LLC

Anthony Kahn Northwestern Mutual Sponsor: Tait Cruse

Phil Maguire Mercury Financial Group

Trevor Pearson Assurant Sponsor: Bill Brooks

Harold Phillips New York Life Sponsor: Jay McCluskey

Lynne S. Timm TruStone Financial Group | an office of MetLife

http://www.dallas-fortworth.massmutual.com


| MARCH 2014 | FAN | 10

Studies show that producers who regularly offer Disability Insurance to their clients also sell more life insurance than those who don’t. Almost 50% more according to a survey conducted by a large mutual company; surprisingly, less than 10% of producers claim to regularly offer DI. Just saying…

Disability and Long Term Care Products & Services

Howard S. Hanger, RHU, LTCP 5001 Spring Valley Rd. #400E

Dallas, Tx 75244 (877) 636-2112 Toll Free

(469) 233-9674 Cell [email protected]

www.dibroker.com

1-Hr CE Following 3/27 LuncheonSponsored by: The Brokerage, Inc.1:15 - 2:15 pm | Prestonwood Country Club | 15909 Preston Road, Dallas, TX 75248 1-Hour CE | FREE NAIFA-Dallas Members | $25.00 Non-Members

Cost Effective ACA SolutionsCOURSE DESCRIPTION: The objective of this course is to expand a broker’s knowledge on how to properly educate and advise people on their ACA health and drug plan options by reviewing different scenarios affected by the Affordable Care Act. Attendees will be exposed to 10 different scenarios ranging from individuals and families to small and large groups in order to help people to better understand their health and drug plan options under the Affordable Care Act. Students will also learn how to assist individuals, families and employer groups of varying sizes regarding Advance Premium Tax Credits (aka “subsidies”) and Health Insurance Tax Credits (HITCs) to help enroll in an affordable QHP (Qualified Health Plan).

MODERATOR: Mike Smith, LTCP, is the President of The Brokerage, Inc. in Lewisville, Texas, an insurance marketing organization specializing in life and health insurance products. Smith is responsible for The Brokerage’s marketing strategy, advertising, marketing operations, sales support, website development, public relations, and business development.

In 1989, Mike earned his Bachelors Degree in Business Administration from the University of North Texas. And in January 2003, Mike earned the Long Term Care Professional designation, signifying his dedication in the field of long term care

insurance and other senior related insurance products.

Mike is an active member of: NAIFA-Dallas; National Association of Health Underwriters; currently serves as a Fort Worth AHU Trustee; Brokers Health Insurance Network (current President); American Association of Long Term Care Insurance (AALTCI) and served on the initial Board of Directors.

SPONSOR: The Brokerage, Inc. | Mike Smith, LTCP | 800.442.4915 | [email protected]

TO REGISTER: Fill out the registration form on page 4 and submit via: Fax: 972.934.1217 or Scan/Email: [email protected] or Register Online: naifadallas.org

NAIFA and CFFP Join Forces to Create Enhanced LUTCF DesignationIt is an honor to announce that NAIFA and the College for Financial Planning (CFFP) have formed a partnership to provide a new enhanced LUTCF designation program to our members. The program will involve cutting-edge, state-of-the-art content to help prepare our members to succeed in this noble profession.

The new LUTCF curriculum will be delivered through a dynamic, instructor-led, live webinar platform, allowing students to be more interactive and engaged with program participation and real-time group learning exercises. Of equal value will be the program’s robust field training that puts classroom learning into practice. The new LUTCF program will cover four practice specialties: life insurance and annuities, health and employee benefits, multiline, and financial advising and investments. NAIFA and CFFP will provide more details in September 2014. Registration will open January 2015, and classes are scheduled to begin July 2015.

NAIFA has a long history of providing high caliber educational programs to accomplish our mission of delivering professional development and growth opportunities to our members. Partnership with such a highly regarded accredited institution reinforces NAIFA’s commitment to the LUTCF designation for the long term. Several entities – including NAIFA’s corporate partners – have spoken highly of the LUTCF program, and we expect the enhanced program will continue to earn their praise.

CFFP is the perfect match for NAIFA members, but ultimately, it is the consumer who will benefit from being served by the informed and credible NAIFA members who earn the LUTCF designation.

http://www.naifadallas.org


http://www.mrannuity.com


| MARCH 2014 | FAN | 11

(972) 997-8220

NAIFA-Texas AnnouncesNew CEO/CLO

NAIFA-Texas is pleased to announce Tim Von Kennel as the new Chief Executive Officer/Chief Legislative Officer (CEO/CLO).

Von Kennel brings with him 30 years’ experience successfully lobbying the Texas State Legislature, executive offices, and regulatory agencies for several of the state’s largest natural gas and electric utilities – Lone Star Gas, TXU Energy, and Atmos Energy. During this time, he volunteered 14 years as Legislative Committee Chairman for the Texas Pipeline Association, directing 40 association member companies’ legislative efforts for seven sessions. Among his legislative achievements are the passing of Dial Before You Dig–811, electric deregu-lation, and gas utility rate recovery legislation.

“Tim has worked with four governors and has strong relationships with candidates

from the top of the ticket to some of the smallest districts in Texas. His extensive knowledge of the inner workings of the Texas state capitol will prove valuable as we advance our mission of advocacy,” said NAIFA-Texas President Joey Ussery, CLU, ChFC, LUTCF.

Von Kennel has also spent time at the head of an association as Executive Director of the Consumer Service Alliance of Texas (CSAT), a financial institution business association. From 2008-2013, he grew the association from 8 member companies to 18, representing 90% of the market in Texas.

Finally, he has had a hand in founding several companies and coalitions. “Tim’s entrepreneurial spirit will be an asset to NAIFA-Texas as we explore innovative ways to reengage and grow our membership,” said Ussery.

Tim and his wife of 35 years, Phyllis, reside in Dripping Springs and have two grown sons. He completed undergraduate studies at Bowling Green State University and American University, and he has a Master’s in Public Administration from Ohio State. Tim enjoys reading and traveling the great state of Texas.

“I am very honored and humbled to be with this dynamic and respected organization. The energy and enthusiasm from among the NAIFA-Texas membership is contagious!” Von Kennel said.

Tim plans to visit many local associations over the coming months. He may be reached at 512.716.8800 or [email protected].

March isYAT Awareness

Month


| MARCH 2014 | FAN | 12

NAIFA-Dallas Annual CE Event‘W’in with CE SponsorshipsMay 7, 2014 | 9 am - 5 pm | George ‘W’ Bush Presidential Center

SPONSOR PACKAGES:

Presidential Sponsors | $2,750 | 4 available• Present 1-hour CE in auditorium to all attendees

• Exhibit Table in VIP area

• Sponsorship of Breakfast and Lunch

• 8 attendees in VIP Auditorium Seating Area + Museum Tour tickets

• Logo on cover of event program as named sponsor and logo displayed on screens in VIP area

Congressional Sponsors | $1,000 | 14 available• Exhibit Table in Hall of State

• Sponsorship of two Refreshment Breaks

• 4 attendees + Museum Tour tickets

• Logo in event program and displayed on screens in VIP area

TICKET PACKAGES:

Single Tickets | $125 | $150 at the door• Includes breakfast, refreshment breaks, lunch

• 4 hours of CE

• Museum Tour ticket

Block of 10 Tickets | $115 x 10 = $1,150 package (not available on day of event)

• Includes breakfast, refreshment breaks, lunch

• 4 hours of CE

• Museum Tour ticket

Exclusive Event! Seating limited – first come, first served!

BUSH INSTITUTE

BUSH INSTITUTE

Happy Holidays

Register securely online for all NAIFA events listed

on page 4 at www.naifadallas.org

M27899_0113

Kim MurphyAgency Operations ManagerPlano Division Office800 E. Campbell Road, Suite 241Richardson, TX [email protected]

People come to us looking for something important:

■ More meaningful work■ More control over their

schedule■ A culture that values them

and their dreams■ A company that gives them

built-in name recognition■ A business to call their own■ Great income potential

They stay because we deliver all of that and more.

QAre you earning what you are worth in your current position?

Are you happy doing what you do?

Do you have a clear path for the future?

http://naifadallas.org/


http://www.planodo.com


| MARCH 2014 | FAN | 13

Without our credentialed financial professionals, MetLife could not have become Americas #1* Life Insurer. From our perspective, investing in their continued success is essential to our growth. Today, TruStone Financial Services Representatives are stronger than ever, with many of them working together as teams to develop comprehensive wealth and risk management solutions for their Clients. With access to sophisticated tools, competitive products and unwavering management support, we believe TruStone Financial Group Representatives can succeed more at MetLife than they could anywhere else.

Dan Lengyel Market Leader

5400 LBJ Freeway, Suite 1100 Dallas, TX 75240

main 972.246.1800 | direct 972.246.1816

[email protected]

MetLife is an equal opportunity/affirmative action employer. Metropolitan Life Insurance Company (MLIC), New York, NY 10166. Securities and investment advisory services offered through MetLife Securities, Inc. (MSI) (member FINRA/SIPC) New York, NY 10036. MLIC and MSI are MetLife companies. *Based on life insurance in-force as of year-end 2012, A.M. Best Company, Inc. L1113351355[exp1114 [AK,AL,AR,AZ,CA,CO,CT,DE,FL,GA,HI,IA,ID,IL,IN,KS,KY,LA,MA,MD, ME,MI,MN,MO,MS,MT,NC,ND,NE,NH,NJ,NM,NV,NY,OH,OK,OR,PA,RI,SC,SD,TN,TX,UT,VA,VT,WA,WI,WV,WY][DC,GU,MP,PR,VI]




main 972.246.1800 | direct 972.246.1816

[email protected]





main 972.246.1800 | direct 972.246.1816

[email protected]



NAIFA-Dallas & PRESIDENTIAL SPONSORSpresent

12th Annual CE Event ‘W’in with CE

Wednesday, May 7, 2014 | George ‘W’ Bush Presidential Center 2943 SMU Boulevard | Dallas, TX 75205

Registration: 8:00 am | 4 Hours of CE: Interspersed from 9:00 am - 5:00 pm Museum Tour: 10:00 am - 12:00 pm | Lunch & Trade Show: 12:30 - 2:00 pm

TICKET PRICING: Registration prior to event $125.00 | At Door $150.00

Block Tickets (Agency): 5 tickets @ $115 ea. = $575 ($625 value) 10 tickets @ $115 ea. = $1,150 ($1,250 value) | 15 tickets @ $115 ea. = $1,725 ($1,875 value)

+ 4 Hours of Continuing Education (CE)+ Industry Trade Show with PRIZES* (*must be in attendance to win prizes)+ 1 ticket for tour of George W. Bush Presidential Museum+ only 200 seats available; first-come, first-served+ Continental Breakfast, Mid-Morning Break, Luncheon, Afternoon Break

Registration Prior to May 5, 2014

TOTAL PRICE = $125

‘W’IN WITH CE REGISTRATION

Name ___________________________________ Company ___________________________________ TDI License # _______________

Address _____________________________________________________________ Local Association ___________________________

Phone _____________________ Fax _____________________ Email _________________________________________________________ Tickets to CE Event @ $125.00 Block Tickets 5 tickets = $575.00 10 tickets = $1,150.00 15 tickets = $1,725.00

Check (payable to NAIFA-Dallas) Charge (circle one) VISA MC AMEX Credit Card # ________________________________________________________ Expires on _____ / _____ Security Code __________

MAIL TO: NAIFA-Dallas, 16990 Dallas Parkway, Suite 212, Dallas, Texas 75248 | FAX: 972.934.1217 SCAN/EMAIL: [email protected] | ONLINE: www.naifadallas.org No refunds after May 5, 2014

http://www.thedicenter.com

http://www.armorwealth.com/

http://meadowscollier.com/


| MARCH 2014 | FAN | 14

©2013 Aetna Inc. 2013274

Creating a healthier tomorrow.Aetna is proud to support the National Association of Insurance and Financial Advisors.

Monday, March 17, 2014

2014 NAIFA-Texas ConferenceJanuary 31-February 1, 2014 | Grapevine, TXTallie O. Young, RFC, LUTCF

NAIFA-Dallas had a great showing at the 89th annual meeting! We began the conference with Leadership Training, where we heard from national board members, NAIFA-Elect President Juli McNeeley and NAIFA President John Nichols.

After Leadership Training we attended the LILI graduation of Laura Biesemeyer. It is so inspiring to hear the stories of all the graduates. If you are looking for professional development, please contact one of your board members and let them know you would be interested in attending the next Leadership in Life Institute program.

Our own Jason Bach kicked off the Career Conference, with the topic “Everyone Communicates but Few Connect”. Jason was followed by former NFL player, Bo Eason, whose presentation was very energetic and exciting. He illustrated for us how a compelling personal story can attract and engage others. These great speakers were topped off by the one and only Congressman Ralph Hall who shared wonderful stories with us at the Legislative Luncheon. Other legislators in attendance were Sen. Tommy Williams and Rep. Ed Thompson, both of whom are members of NAIFA-Houston.

In addition to these great speakers, the networking was rewarding, and the special presentations for Keith White, Stephen Harris, Glen Baecker, and Des Taylor were wonderful, memorable events.

Meeting and getting to know NAIFA-Texas new CEO/CLO, Tim Von Kennel, was delightful! The selection of Tim will allow NAIFA to continue its mission of protecting our business livelihood from legislative and regulatory barriers while increasing our sales performances with expanding opportunities. If you didn’t meet Tim at our February 27th luncheon, please call or email Tim with your thoughts and ideas on how NAIFA-Texas can better assist your business efforts. Tim’s #1 goal is to increase the NAIFA-Texas membership! He may be reached at 512.716.8800 or [email protected].

At the business meeting, Jason Talley was voted in as President-Elect, Karolyn Chapman was voted in as Secretary/Treasurer for NAIFA-Texas 2014-15. The trustees elected were Hagan Dial, NAIFA-Austin; Chris Hatton, NAIFA-Great Southwest; and Wesley McKnight, NAIFA-Pineywoods.

Please be sure to save the date for next year’s Legislative Day and 90th Annual Business Meeting in Austin on January 26-27, 2015.

And also please try to join us for the Congressional Conference on May 20-21, 2014, in Washington DC. NAIFA is providing a $350 travel reimbursement, to which NAIFA-Texas is offering an additional $500, to help defray the cost of attendance. However, less than 100 reimbursement-eligible spots remain nationwide so be sure to sign up ASAP!

President Laura Biesemeyer proudly graduates from LILI. Way to go, Laura!

NAIFA-Dallas is proud of Keith White (shown left with wife, Melva) for being awarded the NAIFA-Texas Lifetime Achievement Award and Steve Harris, with wife, Susan, for being named the Bruce Murray Tall Texan.

Your NAIFA-Dallas delegates hard at work for you! (left to right) Grover Brillhart, Bev Norman, Laura Biesemeyer, Tallie O. Young, Steve Anderson and Cheri Stanwix

And a good time was had by all! NAIFA-Dallas had more attendees than any other association!


| MARCH 2014 | FAN | 15

THOUGHT FOR THE MONTH:“The people who get the furthest in life are the ones who

realize everyone around them is a potential teammate.”

– Robyn Benincasa

KAREN’S KORNERKaren H. True | Executive Vice President

Scott Hoke, CLU, ChFCRegional Vice President

[email protected]

6070 Averill Way #ADallas, TX 75225

What Really Matters...Editor’s Note: We just got through watching the 2014 Winter Olympics in Sochi, Russia. We witnessed the elegance and precision of the best athletes in the world, but we can all learn from these Special Olympians.

At a recent Special Olympics, nine contestants, all physically or

mentally disabled, assembled at the starting line for the 100-yard

dash.

At the gun, they all started out, not exactly in a dash, but with a

relish to run the race to the finish and win. All, that is, except one

little boy who stumbled on the asphalt, tumbled over a couple of

times, and began to cry.

The other eight heard the boy cry. They slowed down and looked back.

Then they all turned around and went back. Every one of them. One girl with Down’s

Syndrome bent down and kissed him and said, “this will make it better.” Then all nine linked

arms and walked together to the finish line.

Everyone in the stadium stood, and the cheering went on for several minutes. People who

were there are still telling the story. Why? Because deep down we know this one thing:

What matters in this life is more than winning for ourselves. What matters in this life is

helping others win, even if it means slowing down and changing our course.


| MARCH 2014 | FAN | 16

THANK YOU 2013-14 SPONSORS & EXHIBITORS

Is your company listed here and getting free

promotion? If not, why not?

Call the NAIFA-Dallas office at 972.991.2364.

DOB NAIFA Ad 2007.pdf 1 6/12/12 11:17 AM

TruStone Financial Group | an office of

Studies show that producers who regularly offer Disability Insurance to their clients also sell more life insurance than those who don’t. Almost 50% more according to a survey conducted by a large mutual company; surprisingly, less than 10% of producers claim to regularly offer DI. Just saying…

Disability and Long Term Care Products & Services

Howard S. Hanger, RHU, LTCP 5001 Spring Valley Rd. #400E

Dallas, Tx 75244 (877) 636-2112 Toll Free

(469) 233-9674 Cell [email protected]

www.dibroker.com

John Davis, Sr., CLU | John Davis, Jr., CLU 214.696.9756 | www.insdesign.com

Paul Cardenas | [email protected]

Jason Bach, CFP | [email protected]

Eric Marchand | [email protected]

Kim Murphy | 972.424.0484 [email protected]

Christina Johnson | [email protected]

Brian Craig | 972.377.5202 [email protected]

Michael Scovel, MSM, CLU, ChFC | [email protected]

Roger Cantu | 214.325.1536 [email protected]

Rick Shew | 972.503.2122 [email protected]

Kevin Olson | [email protected]

Joe Kane | [email protected]

Reed Schnittker | [email protected]

Mark A. Montesi | [email protected]

Robin Spyker | [email protected]

Kathy & Mark Rice | [email protected]

Chris Renfro | 214.385.0220www.southerncouchband.com

Ruth Shannon | [email protected]

Duane Bartlett | 972.246.1816 [email protected]

Katy Kiss | 469.633.8552 [email protected]

Marshall Muse, CLU, ChFC | 972.542.5676 [email protected]

Andy Fancher | 469.644.5251 [email protected]

Meyer Bodoff | [email protected]

Howard Hanger | 469.233.9674 [email protected]

Lane Boozer | 940.566.0800 [email protected]

Dwight Otto, CLU, ChFC | [email protected]

Ericka Upton | 972.617.9444 [email protected]

Danny Fisher, CLU, ChFC | [email protected]

Scott Dial | [email protected]

David Willey | [email protected]

Beverly Norman, SGS | 469.222.6055 [email protected]

Al Chernay | 972.415.7554 [email protected]

Andra Grava, CLU, RHU | 972.774.9663 [email protected]

Tiffany Kaiser | 972.726.7700 x201 [email protected]

Grant Griffin | 800.256.9282 [email protected]

Kellie Demaree | 972.866.8000 [email protected]

Joe Radovic, CLU, ChFC, CFP, MSFS469.737.4000 | [email protected]

Trevor Pearson, RHU | 800.888.0635 [email protected]

Scott Hoke, CLU, ChFC | [email protected]

Bob Nelson | 972.238.7411 [email protected]

Christi Daughenbaugh | 214.420.4120 [email protected]

Mike Smith, LTCP | 800.442.4915 [email protected]

Thursday March 27, 2014 - NAIFA Dallasnaifadallas.org/images/FAN_03-14_final.pdf · “Why Sales...

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