NAIFA Houston

Transcription

NAIFA Houston

NAIFA Houston
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FORMERLY THE HOUSTON ASSOCIATION OF LIFE UNDERWRITERS
NAIFA Houston Bulletin
Volume 12 Number 8
August 2010
Our Fall Luncheon Schedule
MONTHLY LUNCHEON
September 9 th
Houston Racquet Club
10709 Memorial Drive
(East of Voss)
October 14 th
November 11 th
December 9 th
Mark Your Calendar!
In This Issue...
Website How To ............................................Page 3
NSAA & NMSA Awards...............................Page 10
NQA Awards.................................................Page 11
June Celebrations..........................................Page 12-13
President's Cabinet 2010..............................Page 15
Industry Awards, Rising Stars.......................Page 19
John Neighbors Award..................................Page 19
NAIFA Houston Wins PAC Award...............Page 22
Mayor's Proclamation..................................Page 23
NAIFA 2010 Seattle . ...................................Page 25
Our Next Monthly Luncheon
Thursday
September 9, 2010
Like Your Business
We Need Referrals.
Have You Referred a
Member This Month?
WEBSITES:
www.naifa.org
www.naifa-texas.org
www.naifahouston.org
Coming in September
“Life Insurance Awareness Month”
Check out – http://www.lifehappens.org
For More Details
Elite Marketing Helps
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For More Information Call:
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Securities and Investment Advisory Services offered through ING Financial Partners, Member SIPC
Elite Marketing Group, Insurance Designers of Houston is not a subsidiary of nor controlled by ING Financial Partners.
August 10
2
Issue 8
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Benefits Summary, videos, company
endorsements, find your state/
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August 10
3
Issue 8
NAIFA Houston - Officers & Directors 2010-2011
President
Awards
Chane Reagan, LUTCF, FSS
Chane Reagan Financial Services
22922 Still Pond Dr. • Tomball, TX 77375
281-770-1617 • Fax 866-567-4931
Email: [email protected]
Term Ends June 2012
Past President
Photography Technology
Geordie M. Hrdlicka, J.D., LL.M., CFP
Verde Wealth Group
2323 S. Shepherd, Suite 845 • Houston, TX 77019
713-487-8105 • Fax:713-487-8106
Term Ends June 2011
President Elect
Membership
Nominations
Ted Erck
Medical Profiles – Exam One
2600 S. Gessner Rd., Suite 205 • Houston, TX 77063
832-251-3926 • Fax 832-251-3936
Term Ends June 2013
National Committeewoman
Advocacy
Bylaws Alyson J. Guest, LUTCF
MetLife
Bylaws 10333 Richmond Ave., Suite 1050 • Houston, TX 77042
832-251-5479 • Fax 832-251-2969
Term Ends October 2012
Vice President Finance
Budget/ Finance
PAC / Multiline
Chris C. Mallett
State Farm Insurance
22100 Westheimer Parkway • Katy, TX 77450
281-828-2700 • Fax 281-828-0220
Term Ends June 2012
Vice President Administration
TV Ads
Multiline Khalid A. Alrashed
State Farm Insurance
10245 Kempwood Dr., Suite G • Houston, TX 77043
713-777-0202 • Fax 713-777-0201
Term Ends June 2013
Vice President Operations
Speakers
Dixie T. Green, CMFC
Invesco
11 E. Greenway Plaza, Suite 2500 • Houston, TX 77046-1173
713-214-5452 • Fax 713-626-8003
Term Ends June 2012
Executive Director
Administration
Ellie Kennedy
NAIFA Houston
3200 Wilcrest Dr., Suite 480 • Houston, TX 77042
713-526-5331 • Fax 713-526-2911
Director
Professional Development
Brandon Green, CLTC, LUTCF
Allstate Financial Services, LLC
3202 Bend Willow Lane • Katy, TX 77450-1154
713-256-1154 • Fax 800-563-1716
Term Ends June 2011
Director
Golf Tournament
Agency Cup Steve Guerra
Pacific Life Insurance Co.
24 Waterway Ave., Suite 825 • The Woodlands, TX 77380
713-504-2200 • Fax 800- 823-7162
Term Ends June 2012
Director
Public Relations
PIC Key Contacts Larry E. Mott, LUTCF
MetLife
10333 Richmond Ave., Suite 1050 • Houston, TX 77042
832-251-5401 • Fax 832-251-3252
Term Ends June 2011
Director
Lone Star Symposium
MDRT Liaison Ann Baker Ronn, LUTCF
The AFP Group
1330 Post Oak Blvd, Suite 1370 • Houston, TX 77056
713-626-9820 • Fax 713-561-8159
Term Ends June 2011
Director
Spring 2011 Event
PIC Key Contacts Peter Rothe, LUTCF, CLU
New York Life
1330 Post Oak Blvd., Suite 1900 • Houston, TX 77056
713-624-6427 • Fax 713-963-4295
Term Ends June 2013
Director
Luncheon Sponsors
Website Nick Verburgt
OneAmerica
1111 North Loop West, Suite 715 • Houston, TX 77008
713-861-7735 • Fax 713-861-7736
Term Ends June 2011
Director
Luncheon Sponsors
Award Luncheon August 10
Darrell Wolfe
3 Mark Financial Inc.
1600 Highway 6 South, Suite 400 • Sugar Land, TX 77478
281-269-2344 • Fax 281-269-2305
Term Ends June 2013
4
Issue 8
THE BULLETIN
President's Message��5
Membership Corner��7
Foundation News��8
Membership News��9
MDRT Minute��20
Calendar of Events��26
ADVERTISER INDEX
Advisors Financial Group . .................... Back Cover
Benefit Concepts...................................................16
Best Networks Houston ........................................ 6
Elite Marketing .................................................... 2
Elite Marketing .................................... Back Cover
EMSI ................................................................... 6
ExamOne ............................................................. 3
Green Bank .........................................................10
Houston Advantage Insurance . ............................23
John Hancock .....................................................16
National Life......................................................... 6
Pacific Life...........................................................14
Portamedic ........................................................... 6
State Farm - Dee Coleman . .................................. 6
Summit Alliance ................................................... 3
Thom Polvogt Agency ..........................................10
Trustmark Life Insurance.....................................10
NAIFA Houston
Editorial and Advertising Office
3200 Wilcrest Drive, Suite 480 Houston, Texas 77042
713 526 5331 • Fax 713 526 2911
The NAIFA Houston bulletin is published 12 times per year by the
Houston Association of Insurance and Financial Advisors. The NAIFA
Houston bulletin publishes articles and advertisements to inform and
educate our members. Unless specifically stated, the publishing of an
article or an advertisement does not imply endorsement by NAIFA
Houston, or either the views expressed or the products advertised. And
while every effort is made to verify the correctness of the information,
NAIFA Houston cannot assume responsibility for any application of
information to a specific business decision. Publisher reserves the right
to accept or reject all advertising material or editorial copy. Publisher
assumes no responsibility for return of unsolicited manuscripts, art or
photographs. Reprinting of articles is permitted. An acknowledgement
to NAIFA Houston is requested. All submissions are welcome.
EXECUTIVE DIRECTOR
Ellie Kennedy ([email protected])
IMPORTANT NUMBERS
National Association of Insurance and Financial Advisors�� 800-866-2432
Million Dollar Round Table�� 847-692-6378
Texas Department of Insurance�� 512-463-6169
NAIFA TEXAS�� 512-716-8800
PRESIDENT'S MESSAGE
Chane Reagan
If you are like most of us, you never slow down long enough to appreciate why we do
what we do. I encourage you to sit back and appreciate your surroundings. It is not often
enough that we evaluate our lives and more importantly, evaluate what we do with our
time. I also encourage you to think about the role that NAIFA plays in allowing this to
happen.
Right now it is 3:30pm on Sunday July 11th, and I am in “The Happiest Place in The
World”. I’m at Disney World!! After two days of fun, we are taking a little break so we
can gear up for a late afternoon, experiencing everything this great place has to offer. My
family has just gone back to the room for an afternoon nap, and I am sitting in the lobby
of the Grand Floridian Hotel listening to a classical pianist playing an assortment of songs
that just adds to the experience of being at “The Happiest Place in The World”.
For some of us, we just have too much work to do, and for others, we are too tired to enjoy the fruits of our labor. But for
all of us, we should have time to celebrate and even appreciate what we have worked so hard to have. Today I am doing just
this. I am thankful for my life and for the opportunity I have been given to serve others as a financial advisor and an insurance
agent. With the opportunities this business has given me, I am able to spend time away with my family. I encourage you to
do the same, and remember to evaluate why you do what you do and do it with the highest of professional standards. Are
you doing what it takes to be the best at what you do?
NAIFA’s Preamble
Those engaged in offering insurance and other related financial services occupy the unique position of liaison between the
purchasers and the suppliers of 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.
Therefore, 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 clients to protect insurable obligations
and attain their financial security objectives.
To present accurately and honestly all facts essential to my clients' decisions.
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 those in my profession.
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
NAIFA keeps you in business!
Chane Reagan
Chane Reagan, LUTCF, FSS
President 2010 - 2011
August 10
5
Issue 8
Our New Website
and
Web Address
“Every man owes a part of his time and money to the business or
industry in which he is engaged. No man has a moral right to withhold
his support from an organization that is striving to improve
conditions within his sphere.”
Theodore Roosevelt
6551 N Eldridge Pkwy
3507
Bus 713 983 6480 Fax 713 983 6425
net
August 10
6
Issue 8
MEMBERSHIP CORNER
I hope you are having a wonderful and safe summer. I would like to communicate and educate
you on the tools and opportunities that NAIFA provides to you as a member. Honestly, I did
not know about all the available information on the www.naifa.org website until I began
serving on the board. To borrow a phrase from our friends at MasterCard, the information
and benefits are “priceless”.
NAIFA provides programs that will help you stay in business. One such feature is the NAIFA
online seminar series. These video series are part of NAIFA’s Professional Development
Program that feature training and information on various topics important to running your
business and enhancing your success, including practice management, sales, marketing and
prospecting, each with specific content for every career stage. Downloadable print materials
and resources for your use further enhance these programs.
Some of the current webinars available for your use are:
• Perfect Storms Rage On: Federal and State Legislative and Regulatory Issues Update
• “The 7 Principles of Marketing You!”
• New Health Insurance Law–What It Means for You and Your Clients
The current printed material for your use includes:
• New National Health Insurance Law – What It Means For You & Your Clients, (FAQ and Timeline)
• 5 Things Your Client Needs to Know for 2010
• IRS FAQs on Small Business Health Care Tax Credit
Take advantage of the monthly Advisor today publication. This is delivered monthly and can be quickly accessed on line as
well. In our attempts to do more in less time, (and for you Boomers and Gen Xer’s who are trying to be more Gen Y), you can
access specific article podcasts and listen to them at your office or in your car on the way to your next appointment. Simply
visit www.advisortoday.com, click the Advisory Today Podcast Series icon and start listening to tips and techniques you
can use to manage your time and enhance the financial performance of your practice.
NAIFA is your partner in helping to navigate regulations and legislation that affect your business and in providing you with
education and training to help you grow as an individual and a business.
Now More Than Ever!
Ted Erck
Ted Erck
President Elect 2010 - 2011
August 10
7
Issue 8
The Foundation News
Dear Members:
The NAIFA Houston Foundation had an especially difficult time evaluating applications
for funds this summer, as we received significantly more requests than in previous
years. After careful consideration of all requests, the board is pleased to report that
we have selected the following charities to receive donations resulting from “A Taste
of MDRT” 2010:
$2,000 MDRT Foundation
$1,000 Bo’s Place
$2,000 Boys & Girls Harbor, Inc
$1,000 Kid’s Meals, Inc
$2,000 Heroes for Children
--------$8,000 Total Donation
Our contribution to local charities will have impact and meaning, and will focus on the needs of children.
It is good to give as a profession, and our gifts represent the kind and caring citizenship that our industry
is comprised of.
Without YOU, this would not have been possible. Thank you for your support.
Tracy Miller
Tracy Miller
President 2010 - 2011
NAIFA Houston Foundation
You may have never run for public office. You might not know much about politics. But with
NAIFA's Advisors Political Involvement Committee (APIC), you can still make a difference.
Influence how Congress votes on legislation important to insurance and financial services
professionals. You can get involved in a number of ways. The level of involvement is up to you.
Join us January 27, 2009 as NAIFA members across the state converge on the Capitol in Austin to
make our voices heard. See page 15 for the sign up form. If you are not able to make it that day
but would like to become involved, please contact the NAIFA Houston office 713-526-5331.
August 10
8
Issue 8
MEMBER NEWS
PLEASE JOIN US IN WELCOMING THESE
NEW MEMBERS TO THE ASSOCIATION
Name
Company
Telephone
Sponsor
Mia Brown
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Janet M. Cirigliano
NAIFA Houston
(713)-526-5331
NAIFA
Ramona Deculus
State Farm Insurance Companies
(713) 682-3900
Linda DeSpain
Rick Fogle
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Jeremy Frank
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Edward E. Hargett, II
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Randy Harris
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Shannon M. Hartgrove
Southern Farm Bureau
(281) 829-9996
NAIFA
Douglas Hazlewood
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Matt Hunter
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Kyle Mathis
Northwestern Mutual
(713) 266-0775
Jeff Reeter
James K. McCabe
Northwestern Mutual
(713)-266-0775
Jeff Reeter
Lisa Pham
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Kenny Phan
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Rachel Salts
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Daniel Slover
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Miguel Turcios
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Shane E. Walsh
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Bryan Walwyn
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Charlie Welbes
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Jennifer Willis
Northwestern Mutual
(713) 266-0775
Jeff Reeter
Dear NAIFA Houston Members,
If you know anyone on this list *, please encourage them to renew their professional affiliation today. We are sure it was just an oversight on
their part, but our profession suffers greatly when ALL of us don't support it. Please have them contact Ellie Kennedy at 713-526-5331
to reinstate their membership.
Thank you.
Rukhsana Lakhani
Melanie Vashon Manning
Robert D. Harberson
Oscar F. Martinez
Kris Anthony Andaur
Jose Ramon Mendieta
Laresa E. Bray
Ali Nasser, CFP, ChFC
Chris Carroll
Paul F. Rhoads
Richard A. Hollar, CLU
Tina P. Vo
Chris Young, CRPC
* as of 7/22/2010
August 10
9
Issue 8
National Sales Achievement Awar d
Created in 1966, the NSAA recognizes local association members who write large numbers of life
and health insurance policies, thereby demonstrating their abilities in client building and their
success as an insurance agent.
M ember
Year s
Won
Company
Khalid A. Alrashed
Jamison B. Sharples
Keith A. Rollins
Thomas M. Conlon
Jesal N. Patel
Shane Raphael Fruge
Joseph E. Johnston, III
Joy L. Knox
Priscilla P. Chambers, LUTCF
Clydene S. Young-Holmes, LUTCF, FIC
Samuel M. Schlanger
Mark S. Jones, RFC, LUTCF
1
2
2
2
3
4
6
8
10
20
21
32
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
New York Life
Northwestern Mutual
Northwestern Mutual
Western & Southern Financial Group
Modern Woodmen of America
Northwestern Mutual
Remington Insurance Group
National M ultiline Sales Awar d
Created in 1996, recognizes multiline agents for growth in life insurance sales. To be eligible, agents
must have $20,000 of new paid life premium with a minimum of 15 new life applications or 40 new
life applications, 250 new property and casualty policies issued, and cross sell 100 applications of an
additional line for new and or existing clients (you may include the property and casualty policies
mentioned above).
M ember
Year s
Won
Comnpany
Richard Ayala
Sean Hartgrove
Adam Boriack
Joe Leath
Joy L. Knox
Susan F. Ballard, CLU
Edward P. Dardis, LUTCF,NQA
1
1
2
3
5
10
11
Southern Farm Bureau Life Insurance
August 10
10
Issue 8
National Quality Awar d
Created in 1944, the NQA recognizes agents whose persistency records indicate
competence and dedication to the insurance industry and their clients. Agents who win
this award have tangible evidence signifying that the products they sell will meet the
client's needs.
M ember
Year s
Won
Company
Brian K. Scott
Dinh Tran, CLU
Keith A. Rollins
David A. Tolson
Jamison B. Sharples
Jesal N. Patel
Priscilla P. Chambers, LUTCF
Suzanne M. Kocurek, FIC,MBA
Carl C. Monrad, II, CFP, CLU
Joseph E. Johnston, III
Michael A. Prazak
Michael W. Murray
Theodore H. Wiese, FIC
Donald L. White
Michael S. Slabic, Jr.
Shane Raphael Fruge
Timothy W. Carmean, CLU
Douglas A. Dawson, CLU, ChFC, CFP
Thomas M. Conlon
Timothy J. Nielsen, CLU, CHFC
Christopher F. Vaughan, LUTCF
Mark R. Hemann, FIC
Don C. Bryan
Samuel M. Schlanger
Clydene S. Young-Holmes, LUTCF, FIC
Gary S. Wolfe, LUTCF, CLU, ChFC
Hassan A. Khan, LUTCF
Kenneth A. Egalnick
Joseph Sreshta, CLU,ChFC,RFC
Fred J. Curry, Jr., CLU
Fredrick C. Tonn, LUTCF, FIC
Mark S. Jones, RFC, LUTCF
1
2
2
3
3
3
3
3
3
5
7
7
8
9
9
9
10
11
11
13
14
14
16
18
19
19
19
19
23
29
30
34
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
New York Life
Western & Southern Financial Group
Thrivent Financial for Lutherans
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Murray Insurance & Financial Service, Inc
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Modern Woodmen of America
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Northwestern Mutual
Remington Insurance Group
August 10
11
Issue 8
June Celebrations!
August 10
Chane Reagan and family
Past President's Galore!
Haywood Sparks and crew
Alyson Guest and Mark Jones
Ted Erck takes the oath of office
Chane Reagan becomes President 2010 - 2011
12
Issue 8
June Celebrations!
Randy Robertson, John Neighbors and Joe Seivertson
Thoughtful husband!
Geordie gets her gavel
Geordie and Randy - all smiles
Linda DeSpain and gang
Proud Moms!
August 10
13
Issue 8
August 10
14
Issue 8
NAIFA Houston
2010 President’s Cabinet
Chad Abbey
Larry E. Mott
WHO’
s
WATCHI
NG?
Houston Advantage Insurance
MetLife
Thomas J. Archer
John N. Neighbors
NAI FA Group
Houston’ s Has Pr ofessional Principal
Elite Marketing
TV ADS For M ember s
Gilbert J. Baker
Oscar L. Newton, Jr.
The 1:
AFP Group
Oscar Newton Marketing
PACK AGE
Karolyn
Michael F. Padon
Company
PriceChapman
$5,000
1 to 5 people
Guardian
The Longmont Group, Inc.
Dee Coleman
Will Pendleton
PACK AGE 2:
State
Farm
Medical
Individuals
$1,500 per person (total for 3 months of
airing)* Profiles, Inc.
Linda4 people
DeSpain
Julie Pinkerton
Minimum
State Farm
Pacific Life
PACK AGE 3:
Robert A. Ehlers
Frederick W. Prelle, Jr.
Individuals
$2,000 per person (total for 3 months of airing)*
Texas
TaxBack Agency
Advisors Financial Group
Minimum
3 people
Stephen M. Ehlers
Ken Quach
Choice of
Cable
Stations:Agency
Texas
TaxBack
State Farm
Fox News and ESPN or CNN and ESPN
Ted Erck
Chane Reagan
Medical
Profiles,
Inc.
High Point Financial Group
Choice of Cable Ar eas:
Gee
Jeffrey Reeter
InnerGeorge
Loop/Galleria
115,886 Households
Clear Lake/Pearland
106,028 Households
MetLife
Northwestern Mutual
Katy/Sugarland
98,386
Households
Brandon Green
George Reynolds, Jr.
Woodlands/Humble/Atascocita
97,906 Households
Allstate
American General
Dixie
Green
Michael
A. Rivera
30 Television Spots Per Month for 3 Months
Total 90Invesco
Spots Aired Between 5:00 a.m. and Midnight
Northwest General Insurance
Alyson Guest
Ann Baker Ronn
*Monthly Payments Are Available
MetLife
The AFP Group
Emory
Guest call Terry Murphy Nesch at 281-220-2761 orJack J. Schubert
For more
information
Ellie Kennedy at 713-526-5331
Cinco Ranch Financial
Fred J. Schubert Insurance
Geordie M. Hrdlicka
Joseph A. Seivertson
Wealth Development Strategies
HUB International Insurance
Rosanne Kaufmann
Bill E. Shaw
Summit Alliance Companies
The Shaw Group, Inc.
Brady Knight
Jeffrey M. Shkolnick
Knight Planning Corporation
Houston Advantage Insurance
Richard C. Kuriger, III
Earl A. Thompson
RCK Inc.
State Farm
Chris Mallett
Karin L. Tyson
State Farm
The AFP Group
Clark B. McCleary
Joey Ussery
McCleary and Associates
John Hancock
August 10
15
Issue 8
NAIFA Announces New Member Benefit:
Anti-Money Laundering Training Program
NAIFA is partnering with LIMRA International to offer a new Anti-Money Laundering (AML) Training Program with free
access to members. If you sell insurance products with an investment component or products that accumulate cash, the U.S.
Department of the Treasury requires you be trained to recognize possible money laundering activities. This new AML Training
Program will satisfy the rules and regulations of the U.S. Department of the Treasury and is widely endorsed by many of the
life insurance carriers who use independent producers.
Benefits of the AML Training Include:
•
Industry Designed Program
•
•
•
•
•
Producer Friendly
Free for NAIFA Members
Quality Assurance
Automatic Tracking
Requires Only 30 to 45 Minutes to Complete
August 10
16
Issue 8
Insurance &
Insurance and Financial Advisors Political Action Committee
2901 Telestar Court; Falls Church, VA 22042
703-770-8100 (phone) ƒ 703-770-8151 (fax) ƒ www.naifa.org
Three Easy Ways to Contribute to IFAPAC – Bank Draft, Check or Credit Card
Club Type
Capitol
Emissary
Diplomat
Envoy
Statesman
Ambassador
Century
Investor
Monthly Bank Draft
$416.00/month
$210.00/month
$84.00/month
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$5.00/month (minimum for bank draft)
Contributions to IFAPAC are voluntary, divided between
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August 10
17
Issue 8
WHO’ s WATCHI NG?
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August 10
18
Issue 8
Rising Stars
Rising Star Adam Blumberg
and Susan Tasson
Rising Star Rui Ma
and Susan Tasson
Rising Star Marcel Meijer
and Susan Tasson
Rising Star Ramona Deculus
and Linda DeSpain
Rising Star Scott Blackley
and Larry Mott
Rising Star Kim Tran
and Lalit Jallan
Rising Star Vanessa Garza
and Ruby Thang
Joseph Sreshta received NQA - 23 years
Dick Kuriger received the John Neighbors Award
August 10
19
Issue 8
Financial
To-Do
List
L egendar
y Choices
L essons
The
Seven
Financial
To-Do
ListFrom Selling Br ushes
How
many
times
had aatto-do
list withtosomething
it that
you really
not want
do, but
When
I started
outhave
in theyou
business
21, I managed
sell a friendona term
policy.
He wasdid
a Fuller
BrushtoMan,
The
death times
of me
bothinto
parents
hemake
was age
19extra
led
Andy Andrews
to
a string
of bad
choices
in
How
many
have
youwhen
with
something
that
you
really
did not
wantresulting
to do, but
anddid
he ittalked
joining
him
some
money on on
the it
side.
Selling
custom-made
household
you
anyway
because
ithad
wasatoto-do
on thelist
list?
becoming
homeless.
One
under
ainpier
onand
thecontributed
Gulf Coast,greatly
he met
man60-plus
who gave
three
you
did it anyway
because
itfirst
wastraining
on the
list?
cleaning
brushes
became
mynight
sales
to an
myelderly
successful
yearshim
in the
biographies
of
successful
people.
Reading
these
and
many
more
biographies,
he
identified
seven
Forbusiness.
many clients, this is where insurance planning fits in. The difference is they often don’t even place
decisions
thatlist
ledthis
these
to greatness.
Andrews
hisdifference
destiny
foristhe
better
when
heeven
began
to
For
many
clients,
is people
where
insurance
planning
fitsaltered
in.planning
The
they
often
don’t
place
it on
the
to-do
—
they
just
talk
about
it.
Investment
andeach
savings
are
fairly
easy,
but
We
worked
15
hours
a
day,
six
days
a
week,
ringing
hundreds
of
doorbells
day.
I
had
never
thought
of
decisions
to his
life:
it apply
on thethese
to-do
list — they
just
talk
about it.
Investment
planning
savings
are fairly
easy,
insurance
is like
uphill,
barefoot
onthat
a gravel
It’saround.
as ifand
the
client
says,
“I’ll
do
it ifbut
I really
working like
thatwalking
in the insurance
business,
but
turnedtrail.
my life
After
seven
years,
I thought,
Why
insurance
is
like
walking
uphill,
barefoot
on
a
gravel
trail.
It’s
as
if
the
client
says,
“I’ll
do
it
if
I really
have
but this
I don’t
reallyallwant
am to,
I doing
— seeing
theseto.”
people, getting doors slammed in my face? If I work one-tenth that hard, I
Responsibility
have
to,make
but Iitdon’t
want
to.”
could
in thereally
insurance
business.
I gavethan
up Fuller
Brush
and became
a full-timeIflife
insurance
agent,
Accept
responsibility
for your
failures,So,rather
blaming
outside
circumstances.
you
make choices
One
day I —
concluded
that there
wastime.
nothing
stopping
from
puttingthe
thefirst
insurance
planning on their
working
by my standards
— part
I ended
up No. 3me
in my
company
year.
that leadI you
to a place
don’t
like,
you can
also make
choices
that lead
to a place
you doonlike.
One
concluded
thatyou
there
was
nothing
memy
from
putting
the you
insurance
planning
to-doday
list. With
this realization,
I changed
thestopping
format of
written
financial
plans. While
setting their
out the
to-do
list.
With
this
realization,
I
changed
the
format
of
my
written
financial
plans.
While
setting
Needs
vs.
wants
basic
parameters of my assumptions, goals and calculations on the first page, the next two to threeout the
Wisdom
Selling
Fuller brushes,
that some
things I’dcalculations
been taught were
wrong.
Ipage,
was told
you
tellto
people
basic
parameters
ofto-do
myI learned
assumptions,
goals
on the
first
thethat
next
two
three on:
pages
focus
on the
list
and
what
effortand
is
required.
Specifically,
the
financial
to-do
list about
focuses
Make
a
conscious
decision
to
learn
lessons
through
books,
people
and
service.
Be
purposeful
who
what
they
need
and
sell
it
to
them.
The
problem
was
they
weren’t
buying.
pages focus on the to-do list and what effort is required. Specifically, the financial to-do list focuses
on:
you read, listen to and associate with.
 It Short-term
cash/liquidity
started to workassets:
when I access
switchedtofrom
need to want. I’ve been a want salesman now for 40 years. Before I
 attempt
Short-term
assets:
access
to
cash/liquidity
to
sell
anything,
I
try
to
find
out
what
people
want byeight-year
listening. So,
insteadflexible
of being assets
a talker,and
I became
Medium-term assets: investments
with
a three-to
horizon,
real estate
Activity
 Be
Medium-term
assets:
investments
with
a
three-to
eight-year
horizon,
flexible
assets
and
real estate
a
listener.
Instead
of
being
a
need
salesman,
I
became
a
want
salesman.
a person of action.
of and
moving
out of the way for
a person on the run, be the person on the run.
 Long-term
assets:Instead
pensions
retirement-focused
assets
 When
Long-term
assets:
pensions
and
retirement-focused
assets
you don’t
know what to do, do something. Doing something establishes a value for yourself, and
 ByDisability
insurance
talking to 50,
60, 70 people a day, I learned that the key was to give them a solution to their problem. I
 others
Disability
insurance
will
also
attach
a value
People
of
value
areinstead
the ones
who get the offers and the yeses.
Critical
illness
or
long-term
care
insurance
found
out what
theyinsurance
were
trying to
to you.
do
and
offered
solutions
of products.
 Critical illness insurance or long-term care insurance
 Life insurance
 Decisiveness
Life
See
theinsurance
people. Sell yourself.
Documentation:
wills, powers of attorney, trusts, etc.
and condemnation
come
and
go, make
but decisiveness
helpsifyou
through
fear
andpeople
judgment
The
next thing
that I learned
that
you
it in thisetc.
business
you break
don’t see
people.
Most
in to
 Criticism
Documentation:
wills, ispowers
ofwon’t
attorney,
trusts,
our
industry
are
simply
not
seeing
enough
people.
You
should
talk
to
at
least
30
people
a
week.
pursue
your
dreams.
The
purpose
of
analysis
is
to
come
to
a
conclusion,
not
to
keep
analyzing.
We
are all
Each topic is clearly outlined as to what it is, what needs to happen and what our targets should be,
Each
topic
is
clearly
outlined
as
to
what
it
is,
what
needs
to
happen
and
what
our
targets
should
be,
leading
people
to
something
—
or
nothing.
People
follow
those
who
know
where
they’re
going.
from
allocations
and insurance
levels,
to monthly
savings
requirements.
Thelump-sum
biggest mistake
a lot of people
in our business
make
is trying to
sell a product
before they sell themselves.
from
lump-sum
allocations
and insurance
levels,
to monthly
savings
requirements.
If they don’t buy you, they won’t buy insurance from you.
Joyfulness
The
other change I made to my process was never to expect a client to complete any paperwork when I
The
other
I has
made
toWaiting
myprimary
process
was
never
to
athem
clienttime
to
complete
any
Decide
tochange
be happy.
Being
happy
isuntil
a source
consequence
of expect
your
not
the
circumstances
life.
Smile
The
non-interview
been
my
of
prospects.
Mychoosing,
technique
is to
to everybody
I of
ever
seewhen
present
the
financial
plan.
a later
meeting
gives
totalk
absorb
thepaperwork
information
and I
present
the
financial
plan.
Waiting
until
a
later
meeting
gives
them
time
to
absorb
the
information
while
you
talk.
When
you
do,
people
can’t
help
smiling,
too.
People
who
are
happy
get
more
day.
them
instead
of speaking,
andThey
if I listen
they have
to say, they’re going
to every
review
theI ask
items
onquestions
the to-do
list over
and over.
see to
thewhat
insurance
recommendations
in to
theand
opportunities
inthe
their
and
because
others
want
bethe
around
to
review
theas
items
onpersonal
the to-do
listprofessional
over and
see
the
insurance
recommendations
begin
to like
me.
same
format
savings
requirements,
andover.
itlives
all They
melds
together
as
parttoof
plan.them. in the
same format as the savings requirements, and it all melds together as part of the plan.
The way they answer questions will tell you how you’re doing. If you ask if they’re married, and they answer
Forgiveness
Thus,
when
wenot
meet
again
the strategy
meeting
to review
theschool
plan and
formalize
the strategies
we
“yep,”
you’re
well.for
If they
answer, “Yep.
Ithe
married
my high
sweetheart,
and
we’ve
been
Choose
to have
adoing
forgiving
spirit,
because
living
leadership
principles
is formalize
difficult
when
harboring
Thus,
when
we
meet
again
for
the
strategy
meeting
to
review
the
plan
and
the
strategies
will
implement,
the insurance
coverage
is discussed
as aare
matter
ofthan
when,
not
if. There
is nobeginning
more we
together
for...”
Now,
you’re
doing
well.
When
their
answers
longer
your
questions,
they’re
resentment.
Decide
to forgive,coverage
and yourisemotions
willasfollow
your
The
you
don’t
will
implement,
the insurance
discussed
a It
matter
ofdecision.
when,
not
if. people
There
is
noforgive
more
waffling
about
getting
their
coverage
in place.
was
on
theoflist
along
with other
key
items
to buy you.
I didn’t
learn
this insurance
through company
training
— it came
because
people
exposure
through
my
have
to
ask
for
it,
deserve
it
or
even
know
it’s
happening.
waffling
about
getting
their
insurance
coverage
in
place.
It
was
on
the
list
along
with
other
key
items
Fuller
Brush
and
holds
justexperience.
as much interest.
and holds just as much interest.
Persistence
Norman
G. Levine,
CLU, ChFC,toismy
a 37-year
member
with
one
Court ofmore
the Table
Top of
Since
I made
these adjustments
writtenMDRT
financial
plans
and
process,
thanand
95 two
percent
of my
The
decision
to persist
without
exception
is key
to achieving
success
inand
anymember
area ofthan
life.
When
youof
feel
the Table
qualifications.
He has served
aswritten
a Divisional
Vice President,
Chair
of
many
MDRT
Since
I
made
these
adjustments
to
my
financial
plans
and
process,
more
95
percent
my
new clients complete their needed insurance applications in the strategy meeting. And not only are
the
you
are
lacking,
you
are
only
lacking
an
idea.
When
you
persist
without
exception,
miracles
occur;
you
committees
and
task
forces
and
spoken
at
several
Annual
Meetings.
A
Gold
Knight
of
the
MDRT
Foundation,
new
clients
complete
their
needed
insurance
applications
in
the
strategy
meeting.
And
not
only
are
the
amounts
ofacoverage
solid,
butway.
there industry
is an expectation
that
asatheir
needs
increase,
so willRussell
the insurance
Levine
is
past
president
numerous
organizations
and
recipient
of the
John Newton
find
a way
where
there
isofno
amounts
of
coverage
solid,
but
there
is
an
expectation
that
as
their
needs
increase,
so
will
the
insurance
—Memorial
no questions
asked.
It is simply
a matterMaster
of timing.
Award
and GAMA
International’s
Agency Award. The entirety of his comments made
—during
no questions
asked.
It
is
simply
a
matter
of timing.
the
2009
Annual
Meeting
session
“Sharing
Time
Greats”
is available
purchase“The
at Traveler’s
Andy Andrews is an internationally known speakerwith
and the
novelist
whose
works,forincluding
Bryson
Milley, BA, CFP is a nine-year MDRT member from Vancouver, British Columbia, Canada.
mdrtpowercenter.org.
Gift: Seven
Decisions
ThatisDetermine
Personal Success,”
have sold
millionsBritish
of copies worldwide.
He has
Bryson
Milley,
BA,
aofnine-year
member
Vancouver,
Canada.
Milley has
earned
oneCFP
Court
the TableMDRT
qualification.
Hefrom
is a member
of MDRT’sColumbia,
Young Advisors
spoken
at earned
the request
fourof
U.S.
and has consulted
military
leaders, athletes,
Milley
has
one of
Court
thepresidents
Table qualification.
He is awith
member
of MDRT’s
Young and
Advisors
Task
Force.
Million Dollar Round
Table
entertainers.
His
2009
Annual
Meeting
presentation
is
available
at
www.mdrtpowercenter.org.
Task
Force.
Phone: 847.692.6378 | Fax: 847.518.8921 | Web site: www.mdrt.org
Million Dollar Round Table
Million
Dollar Round Table
Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
Million
Dollar Round Table
Phone: +1.847.692.6378
| Fax: +1.847.518.8921 | Web site: www.mdrt.org
Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
20
August 10
Issue 8
Texas Department of Insurance
Licensing Division, Renewals, Appointments & Continuing Education
Mail Code 107-1A • 333 Guadalupe • P. O. Box 149104, Austin, Texas 78714-9104
512-322-3503 telephone • 512-322-4360 fax • www.tdi.state.tx.us
Request for Association Credit Accepted by TDI
See 28 Texas Administrative Code § 19.10 11(f)(g) and § 19.1020
Holders of National Professional Designations may claim credit for reviewing educational materials from the National
Designation Sponsor or attendance at presentations of the National Designation Sponsor. Current members of state
or national insurance associations may claim credit for reviewing educational materials from the state or national insur
ance association or attendance at presentations of the state or national insurance association. Up to two hours may
be claimed for reviewing educational materials. Up to four hours may be claimed for attendance at presentations.
A maximum of four hours total may be claimed. The hours claimed, no matter how they were earned, count toward
the licensee’s required Continuing Education as Self-Study credit
Texas Association C.E. credit requested by:
LICENSEE NAME
CITY
STATE
ZIP CODE
LICENSEE’S TELEPHONE NUMBER
TDI LICENSE NUMBER
LICENSEE’S E-MAIL ADDRESS
Current member of:
Holder of National Professional Designation:
Description of Activities: (May be continued on another page)
REVIEWING/ATTENDING HOURS
DATE
I affirm that I hold the above National Designation or am a member in good standing of the above state or national
association and have completed at least the hours claimed in the named activities.
SIGNATURE OF LICENSE HOLDER
DATE
LHL 617 Rev. 06/09
Page 1 of 1
August 10
21
Issue 8
August 10
22
Issue 8
August 10
23
Issue 8
NatioNal associatioN of iNsuraNce aNd fiNaNcial advisors
QuiCK GuiDe to the
naifa website
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GO TO...
Join
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2901 Telestar Court | Falls Church, VA 22042-1205 | 703/770-8100 | www.naifa.org
August 10
24
Issue 8
Updated June 2010
August 10
25
Issue 8
Calendar of Events 2010 - 2011
NAIFA Houston & Society FSP Combined
August 10
2010 17
NAIFA Houston Foundation Board Meeting - 8:30 AM NAIFA Office
Society FSP Houston Board Planning Meeting 2010 -2011 - 8:30AM
Society FSP Houston "Kick Off Our New Year" Party
22
eptember 6
S
2010 9
9
9
10-14
17
21
21
23
October 8-10
2010 11
Labor day - Office Closed
NAIFA Houston Board Meeting 10:00AM
NAIFA Houston Luncheon 12 Noon - Houston Racquet Club
Rosh Hashhanah
NAIFA Career Conference & Annual Meeting - Seattle, Washington
Yom Kippur
Society FSP Board Meeting - 10:30AM Maggiano's
Society FSP Regular Luncheon - 11:30 AM Maggiano's
First day of Autumn
Society Financial Forum - Orlando
Columbus Day
Halloween
12
14
14
19
19
31
November 2
2010 2
11
11
11
16
16
25
26
Election Day
Society FSP Advanced Education Seminar
Veterans Day
Thanksgiving Day
Office closed
December 1
2010 2
Hanukkah Begins
Society FSP Holiday Party
First Day of Winter
Christmas Eve - Office Closed
Christmas Day
New Year's Eve - Office Closed
9
9
21
24
25
31
January 1
2011 11
13
13
13
17
18
August 10
New Years Day
82nd Texas Legislature Convenes
Society FSP Board Meeting - 10:30AM
NAIFA Houston/Society FSP Joint Luncheon 12 Noon Houston Racquet Club
Martin Luther King Day
26
Issue 8
August 10
27
Issue 8
Eleanor Cooke, CSA
Senior Marketing Director
[email protected]
Jeff Shkolnick, CFP®
General Agent
[email protected]
6363 Woodway, Suite 710, Houston, TX 77057
Phone: 713-532-1000 Toll: 800-876-5794 Fax: 713-532-1199
Senior Marketing Director
[email protected]
Chad Abbey, CLU, CRPC
Houston Advantage Insurance Brokerage, Inc. is part of one of
the country’s largest brokerage organizations dedicated to
providing sophisticated planning techniques, competitive life
insurance products and comprehensive back office support for
the upscale financial planner. Houston Advantage Insurance
Brokerage, Inc. offers a select group of high quality, diverse life
insurance, LTC and annuity companies. The corporate staff is
responsible for identifying and capitalizing on market trends
and product opportunities
NAIFA Houston
FORMERLY THE HOUSTON ASSOCIATION OF LIFE UNDERWRITERS
3200 Wilcrest Drive, Suite 480 • Houston, Texas 77042
��
��
ANNUITIES
Fixed
Indexed
Single Premium Immediate Annuities
Structured Settlements
&
LIFE
Annuities
ww.elitemktg.net
August 10
Donnie Clossman
Dir. of Mktg.
713-507-1013
28
Large Case Specialist
Innovative Products
Exceptional Service
Friendly Staff
Life Insurance
Carol Clover
Dir. of Mktg.
713-507-1026
Issue 8
Gary Webb
Life Mktg.
713-507-1019
Scott Meyers
Dir. of Mktg.
713-507-1029
Nicole Nguyen
Dir. of Mktg.
713-507-1023
Robert Yur
Dir. of Mktg.
713-507-1016

NAIFA Houston

Transcription

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