SyracuSe adviSor

The
syracuse
Syracuse Advisor
NAIFA - Syracuse • 606 State Tower Bldg. • Syracuse, NY 13202 • Phone/Fax: 474-6775 • www.naifanet.com/syracuse/
CE Day Thursday, November 21, 2013 Class Schedule: An Introduction to Business Disability Insurance Products Provider Number: NYPO-­‐10169 Course Number: NYCR-­‐216943 Instructor: Milt Hill Time: 10:00 a.m.-­‐11:00 a.m. Credit: 1 Disability Protection for Retirement Contributions Provider Number: NYPO-­‐100169 Course Number: NYCR-­‐216891 Instructor: Gary Cappon Time: 11:00 a.m.-­‐12:00 Noon Credit: 1 The Whole Story of Whole Life Insurance: Design & Uses Provider Number: NYPO-­‐100169 Course Number: NYCR-­‐236584 Instructor: Peter Holmes Time: 12:00 Noon-­‐2:00 p.m. Credit: 2 Location: Conference Room, 5788 Widewaters Parkway, Dewitt, NY 13214 _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Registration Form To: Gary Cappon, CLTC Guardian Life Insurance Co 15 Technology Place East Syracuse, NY 13057 Phone: 315-­‐234-­‐5500 x303 Please reserve a place for me at the Nov 21, 2013 Continuing Education Seminar at 5788 Widewaters Pkwy, Dewitt from 10:00 a.m.-­‐2:00 p.m. Attached is a copy of my license and a check, payable to NAIFA-­‐Syracuse: *LUNCH WILL BE PROVIDED ____ FREE NAIFA Season Ticket Holder ___ $30.00 NAIFA/FSP Member Name: _______________________________ ___ $40.00 Non-­‐Member Phone: ______________________ Last 4 digits of my Social Security number: _____________ LA License # ________________________ CE Courses Offered by: Guardian Life Insurance Company of America c/o Berkshire Life Insurance Company of America YOU MUST BE THERE ON TIME AND STAY FOR THE FULL CLASS TO GET CE CREDITS President’s Page
Why is membership important? Well I’m sure we could all come up with numerous answers and I’m
sure they would all be excellent reasons for joining. Here’s one reason why I feel it’s important:
About a month and a half ago I had something happen to me that I never have had happen in over
twenty years of selling life insurance. I received in my mail approximately a week apart, notification
that two of my clients were each considering replacing their policy with another company’s policy.
Now don’t get me wrong, I’ve received this type of correspondence a few times over a twenty year
period and with the exception of once, the other agent was never successful in replacing the policy I
had in the home. What was interesting about this particular time is how the agents handled the
situation.
Agent A is a new agent and is a member of NAIFA, agent B is a new agent and is not a member of
NAIFA. To keep things simple Client A is working with Agent A and Client B is working with Agent
B. Both have a variable universal life policy. Client A has had his for over one year and client B has
had his for over four years. Like a good agent, I spoke to both clients and asked what was up and
they both mentioned that the agents were very good friends of theirs and they wanted to give them an
opportunity to speak to them. After having a very nice conversation with each of them, I told them I
would follow up with them after their appointments. Agent A went back to his friend and told him
he had an excellent contract and it was doing very well and that his agent was doing right by him.
Agent B unfortunately didn’t take the high road because when I called upon Client B, the agent had
convinced the client that I lied to him and that he wouldn’t have anything and would in fact lose his
policy if he didn’t switch his contract. He misled him so much that the client wouldn’t give me the
opportunity to go back and set the record straight.
Please don’t misunderstand me; I know there are a lot of good individuals out there who are not
members of NAIFA and given the opportunity would do the right thing. I just found it interesting
the way it played out and felt it would be worth sharing. Based on some other facts that I’m aware
of, Agent B is in need of commissions and unfortunately for Client B his agent won’t be in this career
for long. So let’s all do what we can and recruit a new member for NAIFA and help him/her to
succeed in our profession.
Speaking of recruitment, I know I mentioned to all of you about a new category called an Interim
Member. I had a nice conversation with NAIFA and although they liked the fact that we were
thinking outside of the box, unfortunately it does conflict with the NAIFA By-Laws and we need to
stop offering this type of membership for now.
By the time you read this we will have already had our October membership meeting. Starting with
the October meeting, we’ll be offering a Season Ticket just like in the past. This year’s price is
$85.00. If you weren’t prepared to pay the whole amount you’ll be able to pay the difference at the
next event which will be in November. Included in this newsletter will be all the details regarding the
season ticket, so if you missed Charlotte’s email blast be sure to check it out.
Sincerely,
Mike Caron, LUTCF
NOMINATION FORM
FOR
“Donald V. Murphy, III NAIFA-Syracuse Appreciation Award”
This award shall be presented to that NAIFA-Syracuse member who is in his/her first five
years in the insurance business and, in the judgment of the Selection Committee and with the
approval of the Board of Directors, has met the following criteria:
1.
2.
3.
Has demonstrated a sense of sincere interest in NAIFA-Syracuse by committee
participation and attendance at membership meetings and other NAIFASyracuse functions, and
Is actively pursuing education excellence through LUTC, CLU, ChFC, and/or
CFP studies, and
Is on schedule to receive industry and/or company sales awards such as the
NAIFA Quality Award, MDRT or company Leaders Club; or in the opinion of
the nominee’s general agent or manager, is achieving the goals necessary to
become a success in the life insurance business.
-------------------------------------------------------------To:
James S. Young, CLU, ChFC, Chair
NAIFA-Syracuse Murphy Award Committee
To be received by Committee
c/o New England Financial
Chair NO LATER THAN:
6390 Fly Rd., E. Syracuse, NY 13057
Friday, December 6, 2013
In my opinion, the following individual merits consideration for the Donald V. Murphy, III
NAIFA-Syracuse Appreciation Award to be presented at the January 16, 2014 NAIFASyracuse breakfast meeting:
NOMINEE’S NAME: ____________________________ PHONE ________________
NAIFA-SYRACUSE ACTIVITIES RECORD: __________________________________
___________________________________________________________________________
___________________________________________________________________________
__________________________________________________________________
EDUCATIONAL ACTIVITIES: ___________________________________________
___________________________________________________________________________
___________________________________________________________________________
__________________________________________________________________
SALES AWARDS OR ACHIEVEMENTS (or name of general agent, manager, or
supervisor who can be contacted): __________________________________________
___________________________________________________________________________
___________________________________________________________________________
__________________________________________________________________
__________________________ _______________________
Nominator’s Name
Nominator’s Phone
___________________
Date
(If you have additional information, please put on separate sheet and attach to this
form.)
“PPACA UPDATE” By Kiehl M. Hutchings (NAIFA-­‐Syracuse Health Committee Chair) PPACA is in full swing with the majority of the law’s implications starting to take effect especially as it relates to the health insurance industry. I have been very involved with looking at how this law will impact clients and at the end of the day no one knows the long term impacts this law will have. It is too vast and complex for anyone to fully grasp. I have thoughts and ideas on how this will play out but no one knows. If you dabble in this business I would suggest caution. It has become more complex in many ways and unless you have true expertise you may be playing with fire. Like any law there are some pros and cons. I will lay out a few from my perspective. Pros · More people (especially lower income) will have the ability to obtain health insurance that was not affordable prior to the law. · If the exchange works, it is a good tool to help compare products for both consumers and professionals. I have tried several times to use the NY Exchange and it has shut down. · It has attracted another player or two that is putting downward pressure on rates. · There is some level of standardization that may help consumers select between plans. Cons · Coverage for business and higher income individuals costs more in the form of additional taxes and fees. · Although the exchanges have some nice features, the average person without much experience in the health insurance field may select a low cost plan and find out later they have selected a narrow network and get stuck with some hefty bills. · Low cost players may have gotten overly aggressive on their rates and might not have the ability to be long term insurers. This could take up to two years to play out but I am expecting some failures or huge rate increases. · People helping residents to select and enroll in coverage (called navigators/IPA) only had 20 hours of required training. I have spoken to some of them and although all of them have been nice they have huge gaps in their level of knowledge. · Security of sensitive information is a big concern that really has not received much attention. My hope is that this law and any changes they make to it will help bring down the costs of health insurance. That would be a win for all stakeholders involved. Unfortunately, since this law has passed I have not seen any slowdown in the explosive costs that drive the all too steep increases insurance companies are delivering to clients. I will continue to hope for a change in this phenomenon but my hope tank for this law is getting low! 7235 Hill:Layout 1
8/17/10
11:52 AM
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Facsimile:315-234-5499
Email: [email protected]
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Paul Dodd CLU®, ChFC®,
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Managing Partner
(315) 434-8800
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Give a Little, Get a Lot
"Whole Persons are engaged in a lifetime quest to achieve balance and congruity in all aspects of their lives and continually
seek to develop their full human potential. – Mortimer Adler
There are seven areas the "Whole Person" balances in their life: family, health, education, career, service, financial and
spiritual. One of the most effective ways to achieve overall balance as a financial professional is to engage in charitable
giving.
Charity and strength
“Down in their hearts, wise men know this truth: the only way to help yourself is to help others.” – Elbert Hubbard
Science is beginning to recognize that charity can help improve mental and physical health. In a Johns Hopkins study
published in April of this year, patients with physically debilitating illnesses signed up for volunteer work at a local
elementary school. The results of this study cannot be overstated. Not only did people feel stronger; they actually became
stronger. Cane usage decreased by 50 percent for the volunteers versus 20 percent for the control group who did not
volunteer. The volunteers were not made stronger by the physical activity they engaged in, which was minimal; instead, they
were made physically stronger by the emotional and intellectual aspect of the volunteer work.
Charity and youth
“Life is short. Be swift to love! Make haste to be kind!” – Henri Amiel
One of the lesser-known effects that engaging in charity can have on an individual is that it can make you feel younger. Allan
Luks, former executive director of the Institute for the Advancement of Health and executive director of Big Brothers Big
Sisters of New York City has studied the effects of volunteer work on older volunteers paired with younger participants. He
found that that there is a clear cause-and-effect relationship between helping and a feeling of youth. One of Luks’ studies even
concluded that volunteering slows the aging process, on the whole, and not just the subjective feeling of getting older.
Charity and happiness: The Helper’s High
“You will find, as you look back on your life, that the moments that stand out are the moments when you have done things for
others.” – Henry Drummond
Engaging in charitable activity can actually make you happier. This is what the scientists refer to when they discuss “The
Helper’s High” — that euphoric sensation that often follows charitable giving. It has been proven engaging in charitable
activity has a direct physical effect on the body, which in turn can even lead to reduced mortality. Look into your own past
and remember a time when you have given. Whether you gave a poor person a dollar on the side of the road or volunteered for
a community book drive, you were probably happier after you gave.
Charity and the bottom line
“Goodness is the only investment that never fails.” – Henry David Thoreau
Every time you feel your business production is in a slump, you go back to the basics: Restate monthly goals, ask for referrals
from centers of influence and clients, make phone calls for appointments, donate blood at a children’s hospital.
Wait — what? How does donating blood help with sales or profit? A survey carried out by TimeBank through Reed
Executive shows that 73 percent of employers would recruit a candidate with volunteering experience over one without. In a
recent LinkedIn.com study, 41 percent of hiring authorities rated volunteer experience equally as important as paid
experience. You may wonder how this works for your own business. Engaging in charitable activity does not just look good
on a resume — it raises your profile in the community and provides you with the skills required to be a well-rounded,
successful business leader. And that is what you, as a financial advisor, need to be in order to thrive.
Brent R. Kimball, CFP, ChFC, is a 25-year MDRT member with five Top of the Table and eight Court of the Table qualifications,
and an MDRT Foundation Excalibur Knight. He is the secretary of the MDRT Foundation, where he has served as a past trustee
and led numerous committees and service projects. Kimball helped found Alex’s Team Foundation and is past president and trustee
of Friends of Project Cope Inc. Kimball was recently awarded the Life Foundation’s realLIFEstories award at the 2011 National
Association of Insurance and Financial Advisors meeting. You may purchase his entire presentation at http://www.mdrtstore.org/.
Million Dollar Round Table
Phone: +1 847.692.6378 | Fax: +1 847.518.8921 | Website: www.mdrt.org
WILLIAM J. CRANDALL ENDOWED SCHOLARSHIP FUND
109 SOUTH WARREN STREET
SYRACUSE, NEW YORK 13202
315-474-6775
The William J. Crandall Endowed Scholarship Fund is accepting nominations for two
2013-2014 Scholarships. The Fund was established in 2010 to honor William J Crandall, who
passed away on September 15, 2008. Bill dedicated a major portion of his financial services
career fostering the continued education of those who practice in the disciplines of insurance and
trust/estate planning. To honor Bill’s commitment, the professional community has joined
together to create opportunities for individuals to obtain or advance their professional credentials
as offered through related financial services organizations. The area covered includes the
geographic boundaries of Central New York as outlined by the various financial services
organizations.
Criteria
Commitment to ethical practice
Commitment to lifelong education
Commitment to community volunteerism
Scholarship
Two $500 2013-2014 William J. Crandall Scholarships will be awarded.
The first category is to a person who is working in their respective field for less than five
years and towards a specific designation to advance within their recognized financial services
profession. Applicant must participate in one of the respective organizations. Upon completion
of the selected educational program, the $500 award will cover unreimbursed corporate
expenses.
The second category is to provide recognition to a seasoned professional. The $500 will
be used to partially offset expenses related to have a credentialed professional attend an FSP,
EPC, NAIFA, ABA, Bar Assn Forum or other Educational Program and bring back a summation
of the program.
Scholarship Nominations
The scholarship nomination form requires the inclusion of a statement on why this person
should be considered for a William J Crandall Scholarship. This subjective statement will be
given considerable weight in the selection process. The focus on the first category is the
potential professionalism, leadership and desire for ongoing education. The focus on the second
category is recognition for lifelong learning and the desire to give back within their respective
discipline by means of participation in organizational activities.
To obtain the William J. Crandall Scholarship nomination form, please contact Charlotte
Crandall either at [email protected] or 315-474-6775
Nomination forms must be postmarked by December 13, 2013. Mail to: William J. Crandall
Endowed Scholarship Fund, 109 South Warren Street, Ste. 606, Syracuse, NY 13202 or
submitted via email by same date to [email protected].
NAIFA-SYRACUSE “BUILD A PACKAGE” ADVERTISING OPTIONS
(Revised on 10/10/13)
___ PREMIER – PROGRAM MEETING SPONSORSHIP - $2000 ($2400 VALUE) – ONLY FOUR AVAILABLE
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#3 FULL PAGE ADS IN 6 MONTHLY DIGITAL NEWSLETTERS *
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#4 ONE-HALF PAGE ADS IN 6 MONTHLY DIGITAL NEWSLETTERS *
___$100 each
#5 SPECIAL EVENTS JOINT SPONSOR W/ NAIFA-SYRACUSE (CE SEMINARS,
TEENAGER AWARDS, D/S/A, MURPHY AWARD,ETC.) **
___$500 each
#6 YAT SPECIAL EVENTS SPONSORSHIP-5 EVENTS AVAILABLE (First Come-First Served)
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#7 DIGITAL DIRECTORY AND WEBSITE ADS WITH LINK (One Full Year)
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*No Newsletters are published in July and August
**Does Not Qualify for 20% Discount)
20% DISCOUNT IF 3 OR MORE OPTIONS ARE SELECTED
TO:
NAIFA-SYRACUSE
606 STATE TOWER BLDG.
109 S. WARREN ST., SYRACUSE, NY 13202
NAME:
PHONE AND FAX: 315-474-6775
E-MAIL: [email protected]
______________________________________________________________________________________
COMPANY: ______________________________________________________________________________________
ADDRESS:
______________________________________________________________________________________
______________________________________________________________________________________
PHONE:
________________________________________
FAX: ___________________________________
E-MAIL
_______________________________________________________________________________________
ATTACHED IS MY CHECK, PAYABLE TO NAIFA-SYRACUSE, IN THE AMOUNT OF $___________________
FOR THE ABOVE CHECKED OPTIONS.
DATE: ___________________________
SIGNATURE: __________________________________________
NAIFA-SYRACUSE ASSOCIATION
Our Association is participating again this year in the Toys for Tots program. Collection
boxes are available for placing in your agency. Please contact RICK COTE to obtain
yours. He can be reached at 315-463-8587 or at [email protected]. This is a great
way to share our blessings with less fortunate children in the Syracuse area. Please donate
a new, unwrapped toy (any value is and will be appreciated) for the collection box in your
agency. Checks payable to Toys for Tots are also acceptable if you prefer to have someone
purchase the toy(s) for you. Please drop off at the collection box at the New England
Financial agency, 6390 Fly Rd., E. Syracuse, NY no later than Wednesday, December 18.
Volunteers are needed to help on this project – PLEASE CONTACT RICK COTE TO
VOLUNTEER AND/OR IF YOU HAVE ANY QUESTIONS. Thank you.
Our next upcoming YAT event is:
YAT-Chat with YCPA’s on Friday, November 22, 2013 from 5:30 to 8:30 P.M. at the Dinosaur BBQ.
RSVP to [email protected].
***
Please take the time to review the Donald V. Murphy, III NAIFA-Syracuse Appreciation Award form
in this newsletter and nominate one of your associates who is in his/her first five years in the
insurance business and meets the criteria as outlined. The deadline to submit the nomination form
is Friday, December 13, 2013.
***
Our deepest sympathy to the family, friends, and associates of J. Michael Burns, III, CLU who
passed away unexpectedly on October 20. Mike was associated with the MassMutual agency.
***
The William J. Crandall Endowed Scholarship Fund is accepting nominations for two 2013-14
scholarships. Please review all the information about the Fund and the scholarships included in
this newsletter. Nomination forms must be postmarked by December 13, 2013.
***
VISIT OUR WEBSITE AT: www.naifanet.com/syracuse/
Happy
Thanksgiving
ADVERTISING POLICY
NAIFA-Syracuse realizes that its members are fully aware of their individual contractual and moral obligations. We
publish limited advertising in our newsletter from various companies and agencies to keep our entire membership
informed. Our advertisers are fully aware that an agent’s own company agency is his/her primary source and that
serving his/her clients is the agent’s primary responsibility. Our advertising policy reflects this awareness.