PLATTE VALLEY

NATIONAL ASSOCIATION OF
INSURANCE AND FINANCIAL ADVISORS
PLATTE VALLEY
Vol. 1
March 2007
Issue 3
This Month’s Meeting
will be held in conjunction with the 6 Hours of FREE CE
Wednesday, March 14, 2007
Central Community College
904/906 North Education Center
4500 63rd Street • Columbus, NE 68601
Morning Session:
9:30 a.m. – 12:30 p.m.
Afternoon Session:
1:30 p.m. – 4:30 p.m.
"Life Insurance in Legacy and Business Planning"
M. Michael Babikian, J.D., LL.M., M.B.A., presenter
Second Vice President, Strategic Marketing, Transamerica
"Understanding Opportunities for Life Insurance in the
Multiline Environment"
Robin Mueller, presenter
Motivational speaker, entertainer, consultant from
Franklin, WI
What you’ll learn:
Use of dynasty trusts, special needs trusts, and blended
family planning in legacy planning
Lunch at Elks Country Club:
12:30 p.m. – 1:30 p.m.
What you’ll learn:
Benefits in offering life insurance in the multiline agency,
life insurance markets for the multiline agency
General Membership Meeting / Luncheon
CALENDAR OF EVENTS
March 14, 2007
General Membership Meeting/Luncheon
Elks Country Club - Columbus
12:30 p.m. - 1:30 p.m.
March 14, 2007
6 hours of FREE CE to NAIFA members
Central Community College - Columbus
9:30 a.m. - 12:30 p.m. (Morning Session)
1:30 p.m. - 4:30 p.m. (Afternoon Session)
March 15, 2007
LUTC Class - Essentials of Life
Insurance Products
Columbus Public Library - Columbus
April 19 & 20, 2007
NAIFA - Nebraska success Forum
Embassy Suites - Lincoln, NE
President’s
Message
• Fire, Smoke & Water Damage Service
• Water Extraction & Drying
• Mold Removal
• 24/7 Rapid Response
• Air Duct Cleaning
• Carpet & Upholstery Cleaning
402-564-0220
P.O. Box 339 • Columbus, NE
Locally owned and serving the
Columbus and Norfolk areas.
Gass Haney Funeral Home
Steve Haney
Brad Ramaekers
Gary Sharman
Paul Von Seggern
Adele Fox
2109 14th Street
564-5227
www.gasshaney.com
[email protected]
“Assisting Producers
with individual and small group
health insurance”
Call Chuck Olson
(402) 330-8700
[email protected]
VERY IMPORTANT MESSAGE – This month’s meeting will be held
in conjunction with the 6 hours of FREE CE held at Central Community
College on March 14th and we will be holding this meeting at the Elks
Country Club from 12:30 p.m. to 1:30 p.m. so be sure to mark this
change on your calendar.
National Membership Day is March 8th and the theme is March Madness
’07. Have you asked someone you know who is in the insurance or financial services industry to attend our next meeting? We need 4 more new
members to reach the next benchmark of 80% by March 31st. I have
some great informative brochures that explains the benefits of belonging
to NAIFA if anyone would like to hand them out to potential members.
Have you registered for the NAIFA-Nebraska Success Forum yet?
Please be sure to mark your calendar and plan to attend this year’s
Success Forum on April 19-20 in Lincoln at the Embassy Suites Hotel.
Terry Bowden, TV color commentator and former Auburn football coach
is one of many first string speakers who will be appearing. This is an
invitation-only event for NAIFA-Nebraska members. Attendance and
room availability are limited, so get your registration in early to avoid getting shut out for what is building up as a "must-see" event! If you register
before April 5th the cost to attend the conference is only $55 and NAIFAPlatte Valley will pick up $25 of that so your cost is ONLY $30!!! Also,
the conference committee has also extended a contest between local associations and the association with the highest percentage of members registered by April 13th will receive $500. We would love to be able to
deposit this into our bank account so please take time to register for this
"must-see" event.
Have a great month and we will see you at our next meeting.
Ahren Uhlig
2
realLIFEstories
Optimism and Planning Prevail
Real estate executive Barry Shore was
vacationing abroad when he began to
experience severe flu-like symptoms.
Five days after returning home to
Venice, Calif., Barry, 55, began to feel
extremely weak and could barely hold
a book in his hand. Within hours he
had lost all movement in his body.
Barry was diagnosed with GuillainBarré syndrome, a nervous system disorder that strikes suddenly and ruthlessly, though many patients make a
full recovery within months.
2203 23rd Street
Columbus, NE 68601
402-562-7705
800-750-7705
fax: 402-562-6711
www.autoglasscenter.com
In Barry’s case, it has been nearly a year and he’s still unable to walk or
work. However, Barry hasn't allowed his physical struggles to affect his
exuberant personality and contagious optimism, and steadfastly believes a
complete recovery lies ahead. A rigorous rehabilitation regimen already
has helped him regain movement in his arms.
Throughout the ordeal, one thing Barry and his wife, Naomi, haven’t
worried about is money. With the help of their insurance broker, Karen
Shoff, MSW, MSG, LUTCF, they had put in place a smart insurance plan.
Disability insurance payments now replace more than half of Barry’s previous income. His long-term care insurance provides more than enough to
pay for 12 hours a day of in-home care as well as physical, occupational
and water therapy not covered by his medical insurance. And a provision
Shoff added to Barry’s life insurance policy waived his premium payments once he became disabled, saving him thousands of dollars.
Barry appreciates all that the insurance has done for him, and is especially grateful for how it has made life easier for Naomi.
P.O. Box 350
Doniphan, NE 68832
(866) 752-6105
www.105concepts.com
• Instantly create an additional profit
center for your business
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Shoff marvels at her client’s determination, and is happy to have played a
role in his recovery. "Barry has choices because he has money," says
Shoff. "The ability to have real dignity is astonishing when you have
insurance."
www.life-line.org
Find a Shamrock Contest
Be the first to find a shamrock somewhere
within this newsletter and notify
Ahren Uhlig at [email protected]
to win a prize!
3
311 East 23rd Street • Columbus
Trent Stempek
REALTOR®
General Contractor
Cell: (402) 276-3426
Fax: (402) 562-7018
[email protected]
[email protected]
NAIFA-NEBRAS KA
NEBRASKA INSURANCE & FINANCIAL ADVISORS
Invitation - Only Event
Success 2007
Forum 2007
Success Forum
Nebraska Insurance & Financial Advisors
You’ll never pay too much
April 19, 20, 2007
Grand Island 384-0560 Omaha 597-8501
Hastings 463-8811
Council Bluffs 323-9100
EmbassyFremont
Suites721-7900
Kearney 233-5596
North Platte 534-0344
Lincoln 476-7017
P St 562-8801
York 362-GLAS 1040Columbus
P.O. Box 483, 68467
Norfolk 371-9098
Lincoln, Nebraska
68508
Seward 643-9005
April 19, 20 2007
Embassy Suites
1040 P St
Lincoln, Nebraska 68508
(402) 474.1111
(402) 474.1111
The Embassy Suites Hotel
is located in downtown
Lincoln, adjacent to the
University of Nebraska
and Lied Center, within
walking distance to the
Haymarket District and
Memorial Stadium.
Howard J. Hughes, LUTCF
Agent
New York Life Insurance Company
2204 14th Street
Columbus, NE 68601
Bus. 402 564 6327
Res. 402 564 5241
[email protected]
NAIFA-NEBRASKA
1633 Normandy Court, Suite A
Lincoln, NE 68512
(402) 474.7723 phone
(403) 476.6547 fax
[email protected] email
www.naifa-ne.org web site
P.O. Box 522 • 1400 N. Main
Henderson, NE 68371
402 723 5287 store
402 366 2164 cell
www.starlightfruit.com
WHY YOU SHOULD ATTEND:
You’re invited to join
Be With the Best: This event is invitationthe top producers in the state
only, to NAIFA-Nebraska members. The top
at this invitation-only event.
producers and financial advisors in the
A t t en d a n c e i s l i m i t ed
state will be here, but we can only
to the first 250 registrants.
accommodate the first 250 registrants due
Make plans now to attend.
to space limitations at the hotel. Learn from
the leaders during numerous networking
opportunities. And don’t miss the chance to
tell your clients about being part of the state’s
biggest and best forum for top producers and
financial advisors.
Get Motivated: Need some new inspiration to
kickstart new production? You’ll get it from
this event. Be reminded about why the work
you do is so important to the people you serve.
Interaction with industry leaders and our top
flight speakers will send you home charged up.
It’s Smart to Belong
NAIFA - NEBRASKA
1633 Normandy Court, Suite A • Lincoln, NE 68512
(402) 474.7723 phone • (403) 476.6547 fax
[email protected] email • www.naifa-ne.org website
Continued on page 5
4
Why You Should Attend Continued:
Tentative Program Outline
Thursday, April 19
9 a.m.
Friday, April 20
Opening General Session
“No One Can Stop You But YOU!”
Walter Bond,
former NBA star
keynote motivational
speaker
8 a.m. Opening
General Session
Special appearance by
mystery Celebrity Guest
“Think Bigger: Super
Simple Sales Ideas for
the Financial Services
Industry” - Howard
Wright, national speaker
www.bondspeaks.com
noon
Town Hall Meeting
Hear about timely industry issues that
will impact your career and clients
Luncheon
Motivational speaker - Doc Sadler, UNL
Men’s Basketball Coach (tentative)
Sales idea breakout
Networking/learning break
with vendors
Sales idea breakouts you may choose two sessions to attend
Life insurance/annuities
•
•
Health/employee benefits
(HSAs and LTC Partnership)
•
Financial advising/investments
•
Career enhancement for young
advisers
•
Increasing life insurance sales
in P/C agencies
•
Successful agent/agency
management
•
Practice Management
(tools to manage your practice)
Networking/Learning reception
with vendors
6:30 p.m.
Distinguished Service Award Banquet
“Laughing Matters It Really Does”
Comedian Tim Cavanagh
www.timcav.com
Build Your Practice
Main platform speakers and
small group, breakout sessions
with fellow agents and financial advisors will give you tips
you can use to sell more and
do it more efficiently. Our
exhibit hall will expose you to
products, services, and vendors that can expand your
markets, grow your sales, and
improve profitability of your
practice.
5
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dedicated to helping you get the coverage that’s right for you
and the discounts you deserve. Nobody takes car of you like
State Farm. Contact me. I’ll prove it.
1570 38th Avenue, • Columbus, NE 68601
402 564 5512
[email protected]
Shelley Stempek, Agent
Networking/learning
break with vendors
Closing motivational
speaker
“Motivating the
Benchwarmers”
College football
coach/TV color
analyst Terry
Bowden
www.speakingofsports.com/
speakers/Bowden.htm
12:30 p.m. Adjourn
Look for your registration form
to be mailed and emailed
to every member
by the end of February.
You can go to
the printed web sites
for more information
and/or a video
of the speakers.
Be an Advocate for Your
Career
The government is constantly
at work on proposed legislation and regulations that significantly impact both your
career and your clients. Learn
about the current issues that
are most critical and timely,
how they could impact you,
and what information and recommendations you need to
communicate to your clients.
Have Fun
You’ll be entertained while
you learn. A nationally-known
comedian. An extra-special
celebrity guest. Hospitality
rooms in the evening. Plenty
of chances to smile, laugh, and
enjoy the camaraderie with
leaders in our profession.
Residential/Commercial
Cleaning & Disaster
Restoration Services
Ann Kudron
Owner
ServiceMaster
Quality Cleaning
1507 1st Street
Columbus, NE 68601
402/563-1722
800/353-9844
Fax: 402/563-9201
Put Us
On Your
Staff
Neal A. Thomas, CLU, ChFC
(402) 483.4138 • (800) 798.1155
Lincoln
Linda Reffert, LUTCF and Lisa Skinner
(402) 334.0526 • (800) 334.0526
Omaha
Brokerage Services, Inc.
Words of Wisdom for Rookies (and Veterans)
Listen up! Top agents offer their advice on what it takes to succeed in this business.
By Jeff Thorsteinson
Mark & Theresa Ingram
“For all of your printing needs.”
2916 12th Street
Columbus, NE
(402) 564-9323
Printing
Industries Of
America, Inc.
Printing Industries
Of The Midlands, Inc.
Omaha, NE 68144
1-800-967-1499
Fax: 1-800-881-7938
www.appsnebr.com
Did You Know...
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ROOKIES WHO TAKE THE
TIME TO CLEARLY DEFINE
THEIR SERVICES, THEIR
PROCESS AND THEIR DELIVERABLES WILL HAVE A LEG
UP ON ALL THOSE ADVISORS
WHO DON’T—AND THE SALES
WILL FOLLOW.
I recently asked several established advisors these very questions. Their answers are
excellent advice for rookies—and a good
reminder for veterans—about what it takes
to succeed in this business. Here are a few of their tips:
• Get to know people. That’s the advice of Howard Catchings, a general agent
with Transamerica Life who’s qualified for MDRT 24 times and is a member of
NAIFA-Jackson. Get your name out there by joining some associations.
Volunteer your time. Help people out. It will pay dividends for your business.
"People buy from people they know," says Catchings.
2718 S. 148th Avenue
LIFE
Imagine you’ve got a successful advisor in
front of you. This is your chance to ask
him some valuable questions. For instance,
if he could start over, what would he do
differently? What mistakes would he try to
avoid? What opportunities would he seize?
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• Long Term Care
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• Narrow your focus. Don’t make the common rookie mistake of trying to be
all things to all people, says Catchings, who runs Catchings Insurance Agency in
Jackson, Miss. Instead, find your niche by looking at what others aren’t doing.
This approach has served Catchings well. "When I started in this business, I
looked at what the big guys were doing," he says. "Then I thought about what
they would not do. I decided to excel at that part of the business. They do big
policies, and I do little policies—and lots of them." And when Catchings says
"lots," he means it; his agency sells anywhere from 15,000 and 20,000 policies a
year for burial insurance alone.
• Keep it simple. When it comes to operations, Catchings advocates a "keep it
simple" approach. "A lot of rookies accept multiple company relationships—I
did too," he says. But it wasn’t long before Catchings realized he was spending
too much time learning about procedures and not enough time selling. "Too
much paperwork," he says. Instead, he recommends establishing a relationship
with a "one-stop shop." "Choose one company that can do everything you need,
and stick with them," he says. "It means fewer headaches in the end."
• Answer the question: Who are you? The question may sound simple, but as
Guy Baker, MSFS, CLU, ChFC, of BMI Consulting in Irvine, Calif., and a
member of NAIFA-Orange County, points out, a lot of advisors fail to answer it
clearly. And that can be a problem, says Baker. He adds, "If you can’t explain
what you do and how you do it in a concise and intelligent manner, how can you
expect your prospective client to feel confident about using your services?"
Rookies who take the time to clearly define their services, their process and their
deliverables will have a leg up on all those advisors who don’t—and the sales
will follow.
• Be in the "now." Don’t procrastinate. Do what you say you’re going to do,
and do it now. A sense of urgency breeds confidence, says Baker. On a personal
level, Baker advises developing what he calls a "now" mindset. "Service means
sales," he says. "A keen sense of urgency and a ‘do it now’ attitude builds trust
Continued on page 7
6
Word of Wisdom for Rookies (and Veterans) Continued
and confidence in your clients." Baker cautions about putting off hard-to-deal
with issues that will only get worse with time. "There’s a compound curve of
consequences in this business," Baker says. "Consequences get worse and
worse the longer you let them fester. So deal with it now."
• Talk one-third of the time; listen two-thirds of the time. Jim Rogers,
founder of Rogers Group Financial in Vancouver, British Columbia, has a
wealth of experience; he founded his own firm in 1973. His advice to rookies
remains simple: Understand the client as a person, rather than as an account,
always ask open-ended questions and truly listen to him. For example, ask a
client how he feels about an issue—not what he thinks about it. "When clients
see that you understand where they’re coming from, that’s when trust begins,"
he says. And everything flows from that trust; once they trust you, they refer
you. Rogers still sees a lot of advisors focusing too much on what the competition is doing. "If they just took care of their client relationships, the competition really wouldn’t be a factor," he says.
• Let ’em know you care. Find ways to assure your clients that it’s your job
to help them realize their dreams and aspirations. Shelley Rowe, LUTCF, of
the Rowe Agency in Westminster, Col., and member of NAIFA-North Metro
Denver, attributes much of her success to that advice. "People don’t care how
much you know until they know how much you care," she says. She recommends that rookies keep that simple truth in mind every time they find themselves in front of a prospect or client. It will lead to fiercely loyal clients who
are more than happy to pass on your name to friends and family. "Serve and
you shall be served," as Rowe puts it.
• Believe in your process and your product. If you don’t believe in it, don’t
sell it to clients, says Rowe. She adds that success often comes down to what
you believe in—and how much you believe in it. "You have to believe in what
you’re offering to clients," she says. That means more than simply standing by
the products you sell. "If you don’t have absolute confidence in your
process—the way you’re delivering services—people will pick up on that," she
says.
• Do the "right" stuff. Establish a workable daily routine—a "method of
accountability," as Rowe calls it. "As a professional, you have a lot of
demands on your time," she says. "Learning to do the right amount of the right
activities every day you’re at the office—that’s an important skill."
PRECISION GLASS II
Autoglass • Mirrors • Storefronts
• Residential & Commercial Glazing
Mobile Service
Brad Husmann
P.O. Box 284
Duncan, NE 68634
Bus (402) 276-1282
Home (402) 897-2028
Fax (402) 897-5128
Annuities
Critical Illness
Dental
Disability
Life
Long Term Care
Medical
Medicare Supplement
Worksite
Art Jetter & Company
11305 Chicago Circle
Omaha, NE 68154
(402) 330-2900
(800) 228-0008
www.jetter.com
Used with permission. All rights reserved.
Jeff Thorsteinson is president of the YouFoundation, an organization that helps advisors build
world-class practices. As a speaker and consultant, he has delivered his practice-building programs to thousands of advisors. For more information, send an email to
[email protected], call 800-223-9332, ext. 1, or visit the company’s website
at www.youfoundation.com.
"CASH JACKPOT UP TO $50"
We didn’t have a winner at our February meeting, so we are adding another $25 to the
jackpot and will draw for a $50 winner at the March luncheon meeting at the Elks
Country Club on Wednesday, March 14th, 2007 from 12:30 p.m. – 1:30 p.m. ALL
current NAIFA-Platte Valley members are eligible to win this drawing, which concludes
our monthly membership luncheon. But you must be present to win! It’s just one more
great reason to attend NAIFA-Platte Valley luncheons!
7
Paramedical & M.D. Exams
eStatus
Online Ordering & Status
Statewide Coverage
Kellie Kramer, Sales Representative
800-694-3926
PLATTE VALLEY
P.O. Box 274
Columbus, NE 68602-0274
Officers & Directors
Ahren Uhlig, President & Membership - 402.562.2242
Shelly Hammons, President Elect - 402.563.2002
Shelley Stempek, Secretary/Treasurer - 402.564.5512
Kenny Jasa, LUTCF, Immediate Past President - 402.562.7777
Dave Blessen, LUTCF, National Committee Person - 402.564.8524
Terry Norris, LUTCF, AHIA & Public Relations - 402.564.9952
Denny Bargen, LUTCF, Community Service - 402.563.4144
Tim Engel, CLU, IFAPAC/APIC - 402.564.8616
Tony Barcel, LUTCF Chair - 402.562.9141
Barb Sanders, LUTCF, Scholarship - 402.564.8581
Mission Statement: The Mission of the National Association of Insurance and Financial Advisors - Platte Valley is to provide leadership in sustaining and improving the business environment for those engaged in our business; and, to enhance further professional skills of those providing life and health insurance and other closely related financial
product and services; which will foster greater security and financial independence
for the public.
Within the context of our mission, we define the process of Insurance and Financial Advisor as the proper identification of risks and offering
the correct solutions which
protect and enhance the financial lives of our clients who use our services.
Code of Ethics
Preamble: Those engaged in life underwriting occupy the unique position of liaison between the purchasers and the suppliers of life and health
insurance and closely related financial products. Inherent in this role is the combination of professional duty to the client and to the company, as well. Ethical balance is required to avoid any conflict between these two obligations.
I BELIEVE IT TO BE MY RESPONSIBILITY
• To hold my profession in high esteem and strive to enhance its prestige.
• To fulfill the needs of my clients to the best of my ability.
• To maintain my clients’ confidences.
• To render exemplary service to my clients and their beneficiaries.
• To adhere to professional standards of conduct in helping my client to
protect insurable obligations and attain their financial security objectives.
• To present accurately and honestly all facts essential to my clients’ decision.
• To perfect my skills and increase my knowledge through continuing education.
• To conduct my business in such a way that my example might help raise the professional standards of life underwriting.
• To keep informed with respect to applicable laws and regulations and to observe them in the practice of my profession.
• To cooperate with others whose services are constructively related to meeting the needs of my clients.