1. No category

connections that count
APRIL 2015 | VOLUME 87 | NO. 8
A publication of the National Association of Insurance and Financial Advisors – Dallas
NAIFA-Dallas & TRIPLE CROWN SPONSORS
present
13th Annual CE Event
RACE FOR CE
Friday, April 24, 2015
LONE STAR PARK
Grand Prairie, Texas
IN THIS ISSUE:
6| 2015-16 NAIFA-Dallas
Official Board Ballot
8| Advisor of the Year and
O.C. Jackson Hall of Fame
9| 2014-15 President’s Cabinet
1
0 | Free NAIFA Members-Only
Webinar – Success Stories
Shared by Your Fearless
Female Leaders
12| NAIFA Launches LUTCF
Scholarship Program
1
3 | NAIFA Congressional
Conference
1
5 | Thanks to Our Sponsors
Registration: 9:00 am | CE: Interspersed from 10:00 am - 5:00 pm
Cash Bar, Dinner & Races : 5:00 pm until...
see page 5
NAIFA-DALLAS was founded in
1913 as the Dallas Association of
Life Underwriters (DALU)
www.naifadallas.org
How can you help your clients
make more informed decisions?
Tell them something they’ve never
heard before.
The Living Balance Sheet® is a
revolutionary financial model that helps
you build a stronger relationship with
your clients. As an exclusively authorized
user of The Living Balance Sheet®, you’ll
provide insight your clients have never
heard before. Give them a big-picture view of their finances. And help them
make better decisions through every phase of their financial life.
Thomas Zanovich CFS
Managing Director
Opes One Advisors
15303 N. Dallas Parkway
Suite 550
Addison, TX 75001
To learn more, call Thomas Zanovich, CFS at 214-346-0985, or email thomas_
[email protected].
The Living Balance Sheet ® and the Living Balance Sheet ® Logo are registered service marks of The Guardian Life Insurance Company of America (Guardian), New York, NY.
The graphics and text used herein are the exclusive property of Guardian and protected under U.S. and International copyright laws.
© Copyright 2005 – 2013, The Guardian Life Insurance Company of America.
Registered Representative and Financial Advisor of Park Avenue Securities LLC (PAS) 14990 Landmark Blvd. Suite 300 Dallas TX, 75254 214-346-0985. Securities products/services and advisory
services are offered through PAS, a registered broker/dealer and investment advisor. Financial Representative, The Guardian Life Insurance Company of America, New York, NY (Guardian). PAS is an
indirect, wholly owned subsidiary of Guardian. This firm is not an affiliate or subsidiary of PAS or Guardian.
|PAS is a member FINRA, SIPC|
Pub5597
GEAR 2013-13036
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The DI Center: Making DI Easy SM
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Andra Grava, CLU, RHU
Jim Coyle, CLU, RHU, REBC
Jay Noble, DIA, DHP, LUTCF
GA & Branch Manager
DFW & Northwest Texas
North TX, OK, & AR
[email protected]
[email protected]
[email protected]
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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.
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FAN
Financial Advisor News
CONTENTS
4| Officers, Directors and Staff
4| Important Numbers
5| Race for CE, Lone Star Park, 4/24/15
6| 2015-16 Official Ballot
NAIFA-Dallas Board of Directors
7| President’s Message
8| 2014 Advisor of the Year and
Hall of Fame Award Recipients
9| 2014-15 President’s Cabinet
10| Free NAIFA Members-Only Webinar:
The How: Success Strategies Shared By
Your Fearless Female Leaders
11 | NAIFA-Dallas 2015 Membership Directory
12 | NAIFA Launches LUTCF Scholarship
Program
12 | Welcome New Members
13 | NAIFA Congressional Conference,
May 19-20, 2015
2014-15 BOARD OF DIRECTORS
OFFICERS
DIRECTORS
President
Grover Brillhart
ARMOR Wealth Management
469.737.4117 phone
Professional Development
Brian J. Craig, LUTCF
New York Life
972.377.5202 phone
[email protected]
[email protected]
President-Elect
Cheri C. Stanwix
Stanwix Insurance and Benefits
214.455.6623 phone
Programs
Christi M. Daughenbaugh,
CLTC, CSA
Borden Hamman Agency
214.420.4120 phone
214.302.8258 fax
[email protected]
[email protected]
Secretary
Ruth Shannon
State Farm
972.735.9797 phone
877.414.8153 fax
[email protected]
Professional Designations
Karl A. Drescher, Jr.,
FSS, LUTCF, RICP
Mutual of Omaha
972.424.0484 x227 phone
972.874.1234 fax
[email protected]
Treasurer/Chief Investment Officer
Mel Meyers, CLU, ChFC, AEP
ARMOR Wealth Management
469.737.4119 phone
Community Relations
Mark D. Elder
New York Life
972.377.5214 phone
[email protected]
[email protected]
Immediate Past President Emeritus
John Norman, CLU, ChFC
ARMOR Wealth Management
469.737.4076 phone
Membership
Claudia Foraker, NRCMA
Insurmed Services
972.404.8113 phone
972.404.8116 fax
14 | Karen’s Korner
14 | Association Calendar
15 | Thank You Sponsors & Exhibitors
ADVERTISER INDEX
11 |Allstate
[email protected]
[email protected]
8| DI Broker
National Committeewoman
Tallie O. Young, RFC, LUTCF
Tallie O. Young & Associates
214.420.0158 phone
214.420.0174 fax
Government Relations
Joseph Kane,
CLU, ChFC, RFC, MBA
Personal Economics Group
972.503.2734 phone
8| The Fisher Agency
[email protected]
[email protected]
13 | Insurance Designers
NAIFA-Texas Trustee
Chris Hatton, CFP
Money Matters
817.717.8200 phone
[email protected]
Planning & Development
Danny O’Connell, MBA
Benefit Resource Group
214.750.7557 phone
214.750.6101 fax
3| Ameritas/The DI Center
10 | Assurant Health
7| Insurmed Services
9| Mutual of Omaha
7| National Life Group
[email protected]
9| New York Life
2| OpesOne Advisors/Guardian
12 | Rice & Rice, PC
13 | State Farm
Executive Vice President
Karen H. True
NAIFA-Dallas
972.991.2364 phone
Member Involvement
Lacey Zumberge
Opes One Advisors/Guardian
214.446.0989 phone
[email protected]
[email protected]
NAIFA–DALLAS
Editorial and Advertising Office
16990 Dallas Parkway, Suite 212
Dallas, TX 75248
972.991.2364
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.
NAIFA-DALLAS STAFF 972.991.2364 | www.naifadallas.org
Karen True, Executive Vice President | [email protected]
Pam Thompson, Executive Administrative Assistant | [email protected]
IMPORTANT NUMBERS
DAHU | Carolyn Goodwin, CBC, SGS | 972.503.4248
Dallas Estate Planning Council
Teresa Moore | 214.340.8020
FPA DFW | Melisa Hall | 972.747.0407
IFAPAC | Joe Kane, RFC, CLU, ChFC, MBA | 972.503.2734
IFAPIC | Steve Harris, CLU, ChFC | 972.680.2777
NAIFA National | 877.866.2432
NAIFA-Texas | 512.716.8800
SFSP | Patricia Pattison | 817.370.8991
Women in Insurance & Financial Services
(WIFS) DFW | Patricia Pattison | 817.370.8942
Young Advisors Team | Jessica Gibbons | 972.736.9797
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NAIFA-Dallas & TRIPLE CROWN SPONSORS
present
13th Annual CE Event
RACE FOR CE
Friday, April 24, 2015
LONE STAR PARK
Grand Prairie, Texas
Registration: 9:00 am | CE: Interspersed from 10:00 am - 5:00 pm
Cash Bar, Dinner & Races : 5:00 pm until...
REGISTRATION INCLUDES:
+ Continuing Education (CE)
+ Back by popular demand...
2-Hour Texas Regulations & Ethics Course
+Industry Trade Show with PRIZES
+ Admission to Lone Star Park and free parking
+ Refreshment Breaks, Lunch and Dinner for one
+ Evening at the Races
TOTAL PRICE = $100
TICKET PRICING:
Ticket Price: $100.00 ($150 at the door)
Block Tickets (not available on day of event): 10 tickets @ $95 ea. = $950
Guest Ticket for Dinner & Racing: $50
CHAMPION SPONSORS:
Aetna Small Group
AIG/American General
Assurant Health
AXA Equitable
Benefit Concepts, Inc.
Blue Cross and Blue Shield of Texas
The Brokerage, Inc.
Enterprise Rent-A-Car
Craig Hallenberger
Insurmed Services
MFS Investment Management
Mutual of Omaha
Ohio National
The Plus Group
SBLI
State Farm/Brad Campbell
RACE FOR CE REGISTRATION
Name ___________________________________ Company ___________________________________ TDI License # _______________
Address _____________________________________________________________ Local Association ___________________________
Phone _____________________ Fax _____________________ Email _____________________________________________________
____ Tickets to CE Event @ $100.00 | I am staying for Dinner Yes No Block Tickets 10 tickets = $950.00
Guest Ticket for Dinner & Races $50.00
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
SCAN/EMAIL: [email protected] | ONLINE: www.naifadallas.org
No refunds after April 22, 2015
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2015-16 OFFICIAL BALLOT
NAIFA-DALLAS BOARD OF DIRECTORS
Vote for four (4) and only four (4) | Any more or less will invalidate ballot
Ballot must arrive in NAIFA-Dallas office by Friday, April 17, 2015
DANNY O’CONNELL, MBA
KARL A. DRESCHER, JR., FSS, LUTCF, RICP
CLAUDIA FORAKER, NRCMA
• Entered the business in 2001
• Entered the business in 2003
• Entered the business in 1989
• Benefit Resource Group
• Mutual of Omaha
• Insurmed Services
• NAIFA member since 2007
• NAIFA member since 2007
• NAIFA member since 1994
• Director, NAIFA-Dallas
Planning & Development
Committee, 2013-2015
• Director, NAIFA-Dallas
Professional Designations
Committee, 2014-2015
• Director, NAIFA-Dallas
Member Involvement
Committee, 2012-2015
• Elected as Fall 2014 NAIFA’s
“Four Under Forty”
• Member, NAIFA-Dallas
Political Involvement
Committee, 2013-2014
• Director, NAIFA-Dallas
Planning & Development
Committee, 2009-2011
• Member, NAIFA-Dallas President’s Cabinet, 2013 to
present
• Member, NAIFA-Dallas Casino Committee,
2008-2009
• Contributor, NAIFAPAC, Envoy Level
• Member, NAIFA-Dallas Legislative Committee,
2007-2008
• Qualifier, MDRT, 6 COT, 5 TOT,
2007-2014
• Member, Top of the Table Planning Committee
• Member, NAIFA-Dallas President’s Cabinet,
2013 to present
MARY LYONS
• Past Board Member and State Leader in an
International Fraternal organization, 2006-Present
• Contributor, NAIFAPAC, Ambassador Level
RYAN SOULIER, CFP, CLU
KARLA STRYNADKA, ChFC
• Entered the business in 2006
• Entered the business in 2007
• Entered the business in 1985
• OneAmerica
• Northwestern Mutual
• NAIFA member since 2013
• NAIFA member since 2007
• Platinum Crest Insurance &
Financial Services
• Chairman’s Council,
OneAmerica, 2014, 2013,
2011
• Qualifier, MDRT, 2014
• Graduate, Leadership
Development Program,
OneAmerica, 2013
• NAIFA Sales Achievement
Award, 2009-2012
• Past Secretary, Homeowners
Association, 2002-2007
• Top 100 in company for new
clients, 2009
• Received ChFC, December 2010
• Will receive CLU, 2015
• USMC, Operation Enduring Freedom, 2001-2002
• Supporter, Operation Kindness
• NAIFA member since 2014
• Past President, Homeowners
Association, 2008
• NAIFA Quality Award, 20122014, 2010
• Founder and President, Flight Young Professionals
Organization, Vogel Alcove
• President, Pearls and Pinstripes Women’s
Networking Group, 2010-2013
• Contributor, NAIFAPAC, Envoy Level
JERRY SILVERMAN, LUTCF, FIC, CSA
JESSICA GIBBONS
• Entered the business in 1962
• Entered the business in 2012
• Independent Broker
• State Farm Insurance
• NAIFA member since 1975
• NAIFA member since 2013
• Director, DALU Public
Relations Committee,
1988-1989
• Chair, NAIFA-Dallas Young
Advisors Team (YAT),
2014-2015
• Teacher, LUTC classes,
2 years
• Member, NAIFA-Dallas
President’s Cabinet,
2014-2015
• Commander Post #256,
Dallas Jewish War Veterans, 2011-2012
• President, Homeowners Association, 1982-1986
• Member, Metrocrest Chamber of Commerce,
2012 to present
• Member, Metrocrest Young Professionals Connect,
2013
• Bachelor of Science, UNT, 2009
INSTRUCTIONS: Print this page. Mark four and only four (any more or less will invalidate ballot).
Then submit by: (1) Scan and email to: [email protected] or
(2) Mail to: NAIFA-Dallas, 16990 Dallas Parkway #212, Dallas, TX 75248
BALLOT MUST ARRIVE IN NAIFA-DALLAS OFFICE BY FRIDAY, APRIL 17, 2015.
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PRESIDENT’S MESSAGE
Grover Brillhart | 2014-15 NAIFA-Dallas President
You hopefully had
the opportunity to
hear Juli McNeely,
the National NAIFA
President, speak at the
March 26th luncheon at
Prestonwood Country
Club recently. She
spoke on the current
state of NAIFA and the challenges we face in the
future and how NAIFA is proposing that they
be handled. In addition she also shared some
sales ideas that she has personally implemented
in her own practice that have allowed her
and her team to achieve MDRT Court of the
Table production levels. NAIFA is such a great
organization, where successful professionals
are so willing to share their personal secrets
so that others can become successful. What
other industry has people of such character?
Professionals, willing to share, so that others can
become successful and share into the future for
generations to come.
Why should one have to reinvent the wheel
when there are so many ideas that just need
to be tweaked a little for the current times and
situation so that families and businesses can be
protected, so that people are not thrown out of
their homes or jobs because of poor planning on
the part of a loving, caring spouse or employer.
In my meager 20 years in the financial services
industry, I have seen a lot of new software,
illustration concepts, and fancy presentations
put in front of prospects, but nothing beats a
plain simple yellow note pad (or a napkin in the
absence of a note pad). The professional can
get the concept across in a few simple words
and drawings, thus allowing the prospect, with
the simple stroke of a pen, to create a plan that
will make future dreams come true for those
they love and care about the most. What other
industry can do something so dramatic as
make the future delivery of dollars paid for with
pennies today a reality?
I have been privileged to pay a few death claims
in my short career, one really large one and
many much smaller ones. No one has ever been
upset that there was a check delivered; in fact
my very first claim that I paid, the beneficiary
insisted that there was no insurance in force at
all, but the money was much needed and it was
there as promised. Some of them have asked
me “is that all there is?” but no one has ever
said that is too much. The personal satisfaction
that I received in each of these instances has
reinforced within me the power of what we do
for our clients in the life insurance business. The
satisfaction of knowing that a properly designed
health insurance plan has made itself most
evident to me personally after my recent heart
attack and my wife’s health issues. The promise
of a disability company to pay my wife’s income
to us for many years to come has also been a
blessing. Also, my personal car was involved in
a freak accident two years ago, and the auto
policy replaced my car and got me going in a
new one in very few days. And then lastly, my
homeowners policy replaced my roof following
a bad hail storm. Yes, I did have to come up
with out-of-pocket in some of these instances,
but the insurance company was there to do
as promised and kept me in my own world.
My family was not forced into a bad situation
because of nature, other peoples’ bad driving,
or my health situation, because I had the
strength of the insurers behind me who were
able to handle my claims, and keep my family
in our little world.
NAIFA touches on all of the insurance companies,
regardless of the type of insurance provided.
NAIFA is the voice of the agent; they are the
ones who are getting the ear of our political
leaders and expressing our wishes and concerns
for the good of our clients. Where would we be
without this wonderful organization and its help
for our industry?
What have you personally done for NAIFA other
than paying your dues (a necessary evil) and
attending a luncheon? Have you asked your
professional associates if they have heard about
this organization? Have you invited them to a
luncheon to see for themselves? Have you been
keeping NAIFA a secret from the general public?
Please share the word about this organization
so that more people can share the wealth of
knowledge that is available with this group.
Call me and let’s talk about the good (there is a
lot of this) and the bad (hopefully not too much
of this), and how can we make this organization
better, how can we better serve the public and
our country? Let’s talk about it, call me at 214789-9600.
Life
Insurance
You Don’t
Have To
Die To Use
Die
Too Soon
Become
Ill
Live
Too Long
National Life Group is concerned
with every piece of the puzzle,
whether your concern is dying too
Die
soon, becoming
ill, or living too long.
Too Soon
Become
For more information contact: Ill
Live
Too Lon
Christina Johnson
Regional Vice President
214-412-3471
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.
Form No. 11405(0613); TC74584(0613)1
Claudia Foraker
President
Insurmed Services
Concourse Office Park
6330 LBJ Freeway
Suite 130
Dallas, TX 75240
T 972-404-8113
F 972-404-8116
[email protected]
www.Insurmed.com
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2014 Advisor
of the Year
2014 O.C. Jackson
Hall of Fame
Steve Anderson, LUTCF
John M. Connally, LUTCF
Mr. Anderson joined Mutual of Omaha in 1988.
He is a 22-year Honor Club recipient, including 16
President’s Club honors, three Sales Leaders Round
Tables and two Chairman’s Council Awards. He has
earned an Honor Club every year he has been in
sales. He has qualified nine times for the Million Dollar
Round Table (MDRT), which includes each of the past
five years. His best production year was 2014.
After attending Texas Tech University on a
football scholarship and graduating with a BBA
and a minor in Finance and Economics, John
Connally entered the life insurance industry
in 1963. He is President & CEO of Financial
Protection Life and Annuity Corporation and is
associated with ARMOR Wealth Management.
He is a Life Underwriter Training Council Fellow
(LUTCF), as well as a Life Member of the Million
Dollar Round Table (MDRT). He was a speaker at
the 1983 MDRT meeting.
Steve graduated with a BBA in Management and
Marketing from Colorado Mesa University, while
working full-time to pay for it. He earned Series 6 and
63 licenses in 1992 and became a Life Underwriting
Training Council Fellow (LUTCF) in 1993. After
receiving his LUTCF designation, he moderated
LUTC classes for several years. Mr. Anderson became
an Investment Advisor Representative in 2013.
Steve joined NAIFA in 1995. He became a NAIFADallas Board member in 2008 and was appointed
as the Professional Designations Director. He started
through the chairs in 2009-2010 and became
NAIFA-Dallas President in 2011-2012. Steve has not
only served on the Golf Committee since 2011, but
served several years as co-chair. He currently serves
as Chair of the NAIFA-Dallas Political Involvement
Committee (PIC), and Chair of the 2015-2016
Nominating Committee. He attended the NAIFA
National Legislative Fly-In May 2014 and the PIC
Committee Summit, both in Washington, DC. Steve
was a NAIFA-Dallas delegate for both 2014 and 2015
NAIFA-Texas Career Conferences.
In his community, Mr. Anderson served for
numerous years on the Country Forest/Jackson
Meadows Homeowners Association, serving as
Membership Director and then President. He
contributed to building of the SLPS in Irving, Texas,
a community center for the Dallas/Fort Worth Asian
American Community.
Steve, and his wife, Maria, have two sons, Danny
and Curtis.
Mr. Connally was selected as the NAIFA-Dallas
2007 Advisor of the Year. John served on the
NAIFA-Dallas board two times; the first time was
from 1968 to 1972. He came back to the board
in 2005 and served as President in 2010-2011.
He went on to serve on the NAIFA-Texas Board
of Trustees from 2012-2014. John has also served
on NAIFA boards in Houston and El Paso. He
served as President of the El Paso General Agents
and Managers Association (GAMA) and was
GAMA Agent of the Year in 1981.
John served his community as well. He was a
City Council member in Richardson and was one
of the founders of Richardson Sports Inc, serving
as its president for two years. He served on the
Board of Directors for both Richardson and Plano
Chambers of Commerce. He was a member
of the Plano East Rotary Club and served on
the Board of Directors of Richardson General
Hospital. He is an active member in his church,
Custer Road United Methodist Church.
Active politically, John was campaign manager
for Preston Smith and Wayne Connally, as well
as Regional Director for John B. Connally for
President campaign. He is a personal friend of
longtime Congressman, Ralph Hall, and served
as Ralph’s legislative Key Contact for many years.
John has three daughters, Kellie, Katie and Jaelyn.
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
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2014-15 PRESIDENT’S CABINET
Grover Brillhart
(at press time)
Q
Are 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?
People come to us looking
for something important:
■
■
■
Steve Anderson, LUTCF
Jessica Gibbons
Reed Ashwill, CLU, CFP
Andra Grava, CLU, RHU
David Ayres, CLU
Stephen Harris, CLU, ChFC
■
David Blanchard, CLU, ChFC
Todd Healy, CLU, ChFC, AEP, CAP
■
Lane Boozer, LUTCF
Beth Henderson, CLU, ChFC
John Connally, LUTCF
Christina Johnson
Jim Coyle, CLU, RHU, REBC
Joseph Kane, CLU, ChFC, RFC, MBA
Howard Crissey, CLU, ChFC
Lee McCasland, CLU, ChFC
Christi Daughenbaugh, CLTC, CSA
Jay McCluskey, CLU, ChFC, MSFS, MBA
Scott Dial
Mel Meyers, CLU, ChFC, AEP
Karl Drescher, Jr., FSS, LUTCF, RICP
Yuka Nakahara-Goven, CLU, MBA
Tom DuRoss
Beverly Norman
Donna Thomas Edwards, LUTCF, CASL
John Norman, CLU, ChFC
Mark Elder
Danny O’Connell, MBA
Mike Evans, CLU, ChFC, LUTCF
Joe Radovic, CLU, ChFC, CFP, MSFS
Danny Fisher, CLU, ChFC
Randy Robertson, LUTCF
Randy Ford, CLU, ChFC
Ruth Shannon
Frank Frey, CLU, LUTCF
Cheri Stanwix
James Garner, CLU, ChFC, AEP, CAP
Tallie O. Young, RFC, LUTCF
■
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.
Kim Murphy
Administrative Manager
North Texas Division Office
800 E. Campbell Road, Suite 241
Richardson, TX 75081
972-424-0484
[email protected]
mutualofomaha.com/agency/
northtexasdo
M27899_0113
Newly Opened North Dallas Sales Office
Management Team
Same Industry – Different Image
Dream BIG, work HARD, have a BLAST!
2600 Network Blvd., Suite 130, Frisco, TX 75034
972-377-5201 | Fax 972-377-5259
[email protected]
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NAIFA Members Only
FREE Webinar
Wednesday, April 22, 2015 | 1:00 - 2:00 pm CDT
The How: Success Strategies Shared By Your
Fearless Female Leaders
No one typically says, “When I grow up I want to be a financial services professional.” But
here you’ve landed and you want to grow your practice and leadership skills! Now’s your
chance to gather some helpful success strategies from Juli McNeely, National President of
NAIFA, and Susan Combs, National President of WIFS, that have helped take their personal
practices to the next level and enhance their opportunities for leadership.
Juli McNeely, CFP, CLU, LUTCF
Juli joined McNeely Financial Services in 1996, and is now the owner and president of
the 46-year-old independent agency in Spencer, Wisconsin, founded by her father. She
specializes in the areas of retirement planning, education funding, business continuity
planning and estate planning. Her clientele consists of business owners, individuals, married
couples and successful professionals.
No matter the need,
you’ll have the solution
You never want to say no to a client.
With Assurant Health, you won’t have to.
We offer you one of the broadest portfolios
in the industry — from major medical and
fixed-benefit plans, to supplemental and
even temporary health plans. When you
have options like these, you can meet the
McNeely became NAIFA’s first female president in September 2014 after serving in
numerous leadership positions for local, state and national NAIFA organizations. She is a
frequent speaker at industry events, is a contributing author to Advisor Today magazine’s
“Back Page” column, and has been interviewed by many media outlets, including Reuters,
InvestmentNews, the Atlanta Business Journal, Employee Benefit Advisor, InsuranceNewsNet,
and National Underwriter.
McNeely has a Bachelor of Science degree in marketing from Northwestern College.
She graduated from NAIFA’s Leadership in Life Institute. She has earned the Certified
Financial Planner™ (CFP) certification, as well as the Charter Life Underwriter (CLU) and Life
Underwriters Training Council Fellow (LUTCF) designations.
needs of nearly every individual and
small-business client.
Learn more today!
 Assurant Health
Small Group Sales Office
214.891.2300
Susan Combs, PPACA
The daughter of a 2-star general father (and county judge) and an entrepreneurial mother,
Susan Combs has risen to the top of her field in insurance having been named as one of
the “Top 20 Women You Need To Know” in insurance by LifeHealthPro in 2013. She is the
resident insurance expert for eHow.com, the 2011 recipient of the prestigious Graduate of
the Last Decade (G.O.L.D.) award from the University of Missouri, National Association of
Health Underwriters Soaring Eagle for 2014 as well as the recipient of SmartCEO Magazine’s
Brava Award for 2014 and LifeHealthPro’s Elite Awards recipient for Best Rising Star 2014.
Assurant Health is the brand name for products
underwritten and issued by Time Insurance Company.
J-113524-V-KJ (10/2014) © 2014 Assurant, Inc.
All rights reserved.
Wednesday | April 22, 2015
Passionate to help others, Susan is part of several organizations including the Corporate
Wellness Advisory Board for the NYC Department of Health, member of the National
Committee of Mizzou Women Give, member of the National Association of Health
Underwriters (NAHU), member of New York Women in Film & Television, Griffiths Society
Mentor, and Women in Insurance & Financial Services (WIFS), where she serves as the
current National President. Space is limited. CLICK HERE to register.
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2015 NAIFA-Dallas Membership Directory
We want to serve you better! Please update your communication preferences and demographic
information through the NAIFA Member profile system. This information will be used by NAIFA, and
only NAIFA, to serve you better and provide all the benefits, tools and resources you want and need
through your preferred communication method. It is fast and easy! Follow these simple steps!
OPTION #1 – UPDATE ONLINE
• On the home page of the NAIFA website, you will notice the “My Profile” button at the top.
• To login to the NAIFA website, you will need your user name which is your NAIFA member 7-digit
ID number and your password which is your last name, first letter capitalized. If your last name is
five characters or less, please add naifa (all lowercase) to your last name.
MEMBERSHIP DIRECTORY
16990 Dallas Parkway #212 | Dallas, Texas 75248 | 972.991.2364 | www.naifadallas.org
• Once you are logged in to the NAIFA website and click on “My Profile,” you’ll have access to your
personal profile page.
• Take a moment to update your profile with your communication preferences and demographic
information.
• When you have entered the new correct information, click on the “Update” box at the bottom of
profile page. The site will send you an email automatically confirming any changes.
OPTION #2 – LET NAIFA UPDATE YOUR INFORMATION (both state & national)
Name __________________________________________________ Company ____________________________________________________
Address _____________________________________________ City ______________________________ State ______ Zip _______________
Phone ______________________ Fax ______________________ Email _______________________________________________________
MAIL TO: NAIFA-Dallas, 16990 Dallas Parkway, Suite 212, Dallas, Texas 75248 | SCAN/EMAIL: [email protected]
love wins.
Do you have enough life insurance? It’s
one of the best ways to provide for your
family if something happens to you. With
the right coverage, love wins. Call a local
Dallas/Fort Worth Allstate agent for a free
life insurance quote today.
Allstate is a proud sponsor of the National
Association of Insurance and Financial Advisors.
Availability from a particular company varies by product. Subject to availability and qualifications. Life
insurance issued by Allstate Life Insurance Company, Northbrook, IL, and Lincoln Benefit Life Company,
Lincoln, NE. In New York life insurance issued by Allstate Life Insurance Company of New York,
Hauppauge, NY. Guarantees are subject to the claims-paying ability of the issuing company. Allstate
Property and Casualty Insurance Co., Allstate Fire and Casualty Insurance Co., Allstate Insurance Co.,
Allstate Texas Lloyd's, Allstate Indemnity Co., Allstate Vehicle and Property Insurance Co. © 2011 Allstate
Insurance Co.
APRIL 2015
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With Allstate life insurance,
We can help you protect your growing
family at an affordable price.
| 11
NAIFA Launches Life
Underwriter Training Council
Fellow (LUTCF®) Scholarship
NAIFA is proud to announce the launch of the new LUTCF® Scholarship Program in
collaboration with the College for Financial Planning (CFFP). The deadline to submit your
application is May 1, 2015, and you will be notified if you are awarded the scholarship by
June 1, 2015. Each scholarship recipient receives tuition credits for each of the three courses
that compose the LUTCF® designation program. Scholarship awards are non-transferable
and have no cash value. Scholarship recipients will have three years to use the tuition credits.
For this application, tuition may only be applied to LUTCF® courses completed by June 30,
2018. Any tuition unused by that date will be forfeited. Tuition credit may only be applied
once to each of the three LUTCF® courses.
Applicants must:
• Be a member in good standing of the National Association of Insurance and Financial
Advisors.
WELCOME
NEW MEMBERS
Dedrick Adell
New York Life
Sponsored by: Bill Montague
Stephen Alexander
Alexander Financial
Marla Wilkerson
New York Life
Sponsored by: Cameron Reeves
• Be under 40 years of age or have been licensed for less than five years as of May 1, 2015.
• Have the endorsement of a member of the National Association of Insurance and
Financial Advisors.
• Note: You are not eligible to apply for this scholarship if you receive reimbursement for
course fees from any other source.
For more information and to apply, CLICK HERE
LUTCF Course 1
Introduction to Life Insurance and Practice Fundamentals
Sponsored by: NAIFA-Dallas
Register securely online
for all NAIFA events
www.naifadallas.org
Start Date: 7/13/15 | Mondays – 8 weeks
Time:
2:00 - 5:00 pm
Location:
NAIFA-Dallas office | 16990 Dallas Parkway, Suite 212 | Dallas, TX 75248
For more information and an application for this class, call Karl Drescher at 214.707.4168
or the NAIFA-Dallas office at 972.991.2364.
(972) 997-8220
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Congressional Conference 2015
May 19-20, 2015 | Washington, DC
YOU CAN MAKE A DIFFERENCE by joining
hundreds and hundreds of NAIFA members
at the NAIFA Congressional Conference on
May 19-20, 2015 in Washington, DC.
The first 600 Congressional Conference
registrants may be eligible for a travel expense
reimbursement up to $350. Spots will go fast,
so register today!
Total average savings of
825
$
Did you know?
1,336 bills that could have impacted our
business were introduced in the 112th Congress:
•
•
•
•
632 financial services bills
376 retirement bills
196 health insurance bills
61 annuity bills
Come
in for a
test save.
• 45 long term care bills
• 19 estate tax bills
• 7 property and casualty bills
*
Let me show you how combining
home and auto policies can add
up to big savings.
Like a good neighbor,
State Farm is there.
CALL ME TODAY.
®
CLICK HERE to register
NAIFA Advisors Political
Involvement Committee
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.
For more information, please contact Maggie Fogg at 703.770.8154 or [email protected].
Ruth Shannon, Agent
18217 Midway Road
Dallas, TX 75287
Bus: 972-735-9797
www.babyruth.biz
CLICK HERE to fill out the
APIC Legislative Contact Form.
If you don’t participate, if you decide to drop out,
someone else will take your place. They will occupy
your seat; they will cast your vote; they will choose
your representative for you, ‘your representative‘
will then speak for and represent the interests and
views of the other fellow.
– U.S. Senator Thad Cochran
*In Texas, State Farm Mutual Automobile Insurance
Company sells auto insurance; State Farm Lloyds,
homeowners insurance. Each insurance company has
sole financial responsibility for its own products.
Average annual household savings based on national
2012 survey of new policyholders
who reported savings by switching to State Farm.
State Farm Mutual Automobile Insurance Company,
Bloomington, IL, State Farm Lloyds, Dallas, TX
P097197TX.1
With 20 years of underwriting experience we could be the
difference in placing the case or not. We are here for you!
APRIL 2015
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Save the Dates
KAREN’S KORNER
Karen H. True | Executive Vice President
UH-OH!
When a child first learns
to communicate, one of
his or her first utterances
is “Uh-oh”. Children, even
very young ones, know
exactly what it means
and exactly when to use it. As a mother of one
toddler put it, “If you hear the toilet flush and
the words “Uh-oh”, it’s too late.
“Uh-oh” happens, and it happens to all of us,
no matter our age. In spite of our best efforts,
we make mistakes. We mess up. We do or say
things that we later regret. And our mistakes
can be costly – in terms of time, money,
personal relationships, business success. So
what do you do when you blow it and you
know it?
It’s upsetting and unsettling to make a
mistake. While it’s not always clear what you
should do to correct a blunder, here are a
few things NOT to do...
1. Don’t play the blame game. In the long
run, finger-pointing or trying to shift the
blame to someone else usually backfires
and results in even more trouble.
2. Don’t discuss the issue with people who
aren’t involved. Don’t talk about it around
the office with people who have nothing
at stake or with friends or acquaintances
who may not give you the best advice.
3. Don’t beat up on yourself. Learn from
the mistake, come up with a plan to avoid
repeating it, and keep going.
Those are three things NOT to do – but what
should you do when you blow it and you
know it?
1. Reveal. Take immediate action. Don’t wait
for the mistake to be discovered; be proactive. If you mess up, fess up. Go directly
to the person who needs to know about
the error. In most cases, it’s your boss or the
person who stands to be most affected by
the mistake. Act immediately. Don’t wait.
Waiting only makes the situation worse,
not better.
2015
2. Repent. Admit your mistake, apologize,
and vow to do better. Just say, “I’m sorry.
I‘ll do better in the future.” Don’t try to
explain or rationalize. You stand a chance
of making things worse if you keep talking.
Admit your mistake, mean it, and be quiet.
3. Reconcile. Reconcile means “to restore, to
settle, resolve.” Ask: “What can I do to make
this situation better?”, and then do it.
4. Recover. Move on. Don’t dwell on it. It’s
over. Done. Do what you can to fix it, but
don’t continue to dwell on it.
And keep this in mind... being in a position
of authority doesn’t isolate you from error.
If you’re the boss, a parent, a government
official, and you make a mistake, follow the
same four steps. Ignoring issues creates silent,
but very strong, barriers that block future
communication, impair relationships, and
cause the loss of credibility.
Is there someone to whom you owe an
apology? It takes a big person to step up and
say, “I was wrong. I’m sorry.” If you’ve messed
up but not fessed up, perhaps an apology is
in order.
We all have lots of “uh-oh” experiences in
our past, and we’re sure to have more in
our future, but today’s a great day to make
amends and make a fresh start.
– Julie Alexander | [email protected]
THOUGHT FOR THE
MONTH:
4/9 | WIFS Luncheon
Personal Safety: Is there an “App”
for that?
Jeff McKissack, Defense by Design
Neiman Marcus Cafe, NorthPark
11:00 am - 1:00 pm
4/10 | FPA DFW Ballpark Event
Globe Life Park, Arlington
12:30 pm - end of game
4/15 | Estate Planning Council N TX
How to Identify and What to Do
When Professionals see Signs
of Dementia in Professional
Colleagues
Lori Leu, Attorney
Gleneagles Country Club
7:30 - 9:00 am
4/15 | DAHU Meeting
The Missing Piece of Total Health
Gary Deiz, DDS
Prestonwood Country Club
11:30 am - 1:00 pm
4/23 | DAHU/FWAHU Event
Moving Forward
All-Day Sales Symposium
6 Hours of CE including Ethics
DoubleTree Hotel at DFW Airport
8:00 am - 4:00 pm
4/24 | Race for CE
Lone Star Park, Grand Prairie
(see page 5)
5/7 - | TAHU State Convention
La Cantera Resort, San Antonio
5/8
Click here to register
5/8 | NAIFA Great Southwest
Golf Tournament
817.559.5393 for information
5/12 | NAIFA-Dallas Lunch ’n Learn
Bent Tree Tower II, Suite 850, Addison
11:30 am - 1:00 pm (FREE)
5/28 | NAIFA-Dallas Luncheon & CE
Judy Hoberman
CE Sponsor: The DI Center
6/1 | DAHU Golf Tournament
Prestonwood Country Club
6/11 | YAT Sporting Event
Sponsor: Guardian
6/25 | NAIFA-Dallas Luncheon & CE
Celebration of Achievement
Installation of 2015-2016 Board
THANK YOU
to our March
CE Sponsor
“Isn’t it nice to think
that tomorrow is a new day
with no mistakes in it yet?”
– E.M. Montgomery
Gregg Caldwell | 972.649.6027
[email protected]
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THANK YOU 2014-15 SPONSORS & EXHIBITORS
Beverly Norman | 469.222.6055
[email protected]
Mike Smith, LTCP, SGS | 800.442.4915
[email protected]
John Davis, Sr., CLU | John Davis, Jr., CLU
214.696.9756 | www.insdesign.com
Tom Brown | 800.608.9868 option 1
[email protected]
Marshall Muse, CLU, ChFC | 972.542.5676
[email protected]
Claudia Foraker | 972.404.8113
[email protected]
Joe Kane, CLU, ChFC, RFC, MBA
972.503.2734 | [email protected]
Insurmed Services
Andra Grava, CLU, RHU | 972.774.9663
[email protected]
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
Meyer
| 214.615.5268
mutualBodoff
company;
surprisingly,
less [email protected]
than 10% of producers claim
to regularly offer DI. Just saying…
Reed Schnittker | 972.943.9999
[email protected]
JACKSON NATIONAL
LIFE INSURANCE
Erin Cover, CLU, CFS | 817.403.0415
[email protected]
Kathy & Mark Rice | 972.997.8220
[email protected]
RANDY T. ROBERTSON,
LUTCF
Disability
and Long| 469.233.9674
Term Care
Howard
Hanger
Products & Services
[email protected]
Chris Ratterree, CFP | 214.280.9506
[email protected]
469.408.3019
[email protected]
Lane Boozer | 940.566.0800
www.dibroker.com
[email protected]
Kim Murphy | 972.424.0484 x225
[email protected]
Bill Izor, CLU, ChFC, CFP | 619.559.5833
[email protected]
KARL A. DRESCHER, JR.,
FSS, LUTCF, RICP
YUKA NAKAHARA-GOVEN,
CLU, MBA
Joe Radovic, CLU, ChFC, CFP, MSFS
469.737.4000 | [email protected]
972.424.0484 x227
[email protected]
972.774.2325
[email protected]
Taylor Wencis | 214.557.1106
[email protected]
Bill Brooks, RHU | 214.891.2322
[email protected]
Russell Hamilton | 817.829.3787
[email protected]
Christina Johnson | 214.412.3471
[email protected]
David Reas | 817.559.5393
[email protected]
Scott Hoke, CLU, ChFC | 214.675.5012
[email protected]
Andie Tackett | 972.596.9767
[email protected]
Michael Scovel, MSM, CLU, ChFC | 972.701.3306
[email protected]
Brad Campbell, CLU, ChFC, CASL | 972.795.7841
[email protected]
Lee Ripley | 713.728.7320
[email protected]
Danny Fisher, CLU, ChFC | 972.238.1450
[email protected]
Trey Smith | 972.766.9358
[email protected]
Scott Dial | 214.346.0985
[email protected]
Al Chernay | 972.415.7554
[email protected]
Howard S. Hanger, RHU, LTCP
Kellie Demaree | 972.866.8000
[email protected]
5001 Spring Valley Rd. #400E
Dallas, Tx 75244
(877) 636-2112 Toll Free
(469) 233-9674 Cell
[email protected]
Will Pearce | 972.377.5201
[email protected]
Brian Craig, LUTCF | 972.377.5202
[email protected]
David Johnson | 225.333.9330
[email protected]
Steve Luby | 972.774.2360
[email protected]
Harold Phillips | 214.500.0647
[email protected]
Ruth Shannon | 214.325.0393
[email protected]
Gregg Caldwell | 972.649.6027
[email protected]
TALLIE O. YOUNG,
RFC, LUTCF
Bob Nelson | 972.238.7411
[email protected]
Rodney Mogen | 512.428.4145
[email protected]
Danny O’Connell, MBA | 214.750.7557
[email protected]
Craig Hallenberger | 512.560.3778
[email protected]
GROVER BRILLHART
(representing ARMOR Wealth Mgmt.)
BETH HENDERSON,
CLU, ChFC
469.737.4117
[email protected]
214.236.9200
[email protected]
Thomas Mahony, CLU, LUTCF | 817.600.4713
[email protected]
214.420.0158
[email protected]
Lacey Zumberge | 214.446.0989
[email protected]
Is your company listed
here and getting
free promotion?
Kevin Olson | 214.592.3571
[email protected]
If not, why not?
Call the NAIFA-Dallas
office at 972.991.2364.
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