January, 2015 - Fraternal Insurance Counselors

Transcription

National Association of Fraternal Insurance Counselors
2015 Volume 10 Issue 1
65th Annual
Convention
M AY 1 3 – 1 5
S A N A N TO N I O
2014-2015 NAFIC
Officers and Directors
CONTENTS
3 10 Ways to Show Your Clients
They’re Important
6 Women Representatives Hit a High
Note in Helping Members Thrive
10 Funding a Buy-Sell Agreement with
Life Insurance
12 2015 NAFIC Convention Schedule
13 Time to Register
14 2015 NAFIC Convention Speakers
15 2015 NAFIC Convention Hotel
and Golf Outing
16 Three Generations of Life with MS
18 2015 NAFIC Convention Welcome
19 2015 NAFIC Convention Registration
20 Congratulations to Our New FICs
and FICFs
23 NAFIC Chapter Contacts
NAFIC STAFF
Anna Maenner, Executive Director
Chuck Maenner, Member Services
Tiffany Chadwick, Convention Services
Katie Wilke Junkers, Marketing Services
NAFIC OFFICE
211 Canal Road
Waterloo, WI 53594
866-478-3880
www.nafic.org
[email protected]
FIC PERSPECTIVE:
Anna Maenner, Editor
Reindl Printing Inc. – Design & Layout
The views and opinions expressed in
the FIC Perspective are those of the
respective authors and not necessarily
those of the National Association of
Fraternal Insurance Counselors, our
Executive Director, our Board of
Directors or our individual members.
2 |
President
Secretary/Treasurer
Randall Kolarik, FIC, LUTCF
Western Fraternal Life Association
6975 County Road X
Denmark, WI 54208
(920) 863-1443
[email protected]
James Dietrich, FIC, AFA
Foresters of Canada
513 Baycroft Drive,
Martensville, SK. S0K 2T2
(306) 931-7625
[email protected]
Vice President
Robert Cooper, FICF
Modern Woodmen of America
158 Stevens Drive
Macon, GA 31210
(478) 474-0069
[email protected]
Immediate Past President
H.E. Durbin, MBA, CFP, CLU, CHFC, FICF
Thrivent Financial for Lutherans
5200 Warner Ave Ste 107
Huntington Beach, CA 92649
(714) 840-7510
[email protected]
Board of Directors
Joy Collins, FICF
Woman’s Life Insurance Society
6616 Monroe Street #6
Sylvania, OH 43560
(419) 882-0080
[email protected]
Dena DeGroat, FIC
Thrivent Financial
18015 Ulysses St NE Ste 100
Ham Lake, MN 55304
(763) 754-2670
[email protected]
Rick Kremel, CLU, LUTCF, ChFC, FIC
Catholic Financial Life
2625 S. Moorland Road, Suite 104
New Berlin, WI 53151
(262) 796-1212
[email protected]
John Mahon, FICF
Knights of Columbus
1275 SW Tokeka Blvd
Topeka, KS 66612
(785) 554-4686
[email protected]
Executive Director
Anna Maenner
NAFIC Office
211 Canal Road
Waterloo, WI 53594
(866) 478-3880
[email protected]
Donald Molineu, FICF, LLIF
Woodmen of the World Life Insurance
115 Atrium Way, Suite 128
Columbia, SC 29223
(803) 788-6912
[email protected]
James “Jimmy” Tirres, FIC, LUTCF
Catholic Life Insurance
1635 NE Loop 410, Suite 507
San Antonio, TX 78209
(210) 829-0029, (210) 313-7679 Cell
[email protected]
R. David Zerhusen, FIC, CLU, ChFC,
LUTCF, CSA
Catholic Order of Foresters
1671 Park Road, Suite 15
Fort Wright, KY 41011-2769
(859) 261-1365
[email protected]
10
Ways to Show
Your Clients
They’re Important
BY PATTI WOOD, MA, CSP
Patti Wood, MA, CSP, is an international speaker and trainer. Since 1982 she
has designed and conducted keynote speeches, workshops and convention
seminars for hundreds of companies and national associations. She delivers
more than 100 presentations a year. Clients describe her programs as;
dynamic, high-energy, powerful, insightful, interactive and very funny.
Sometimes we are unaware of how we look to others, or we don’t think what we are doing or not doing is noticed. But,
our behavior is not invisible. What we do says volumes about us. What we don’t do can also lead to people thinking less
than positive thoughts about us.
Following are people’s perceptions toward behaviors. These are perceptions that could result in a less-than-stellar view
and that could result in your clients taking actions based on their perceptions, even so far as to select someone else as
their financial advisor.
1
YOUR POSTURE, SIT
UP STRAIGHT.
Remember when your
mom would chastise you when
you made a rude facial expression,
saying, “Don’t make a face like that
or your face will freeze like that?”
Have you noticed how your body
language suddenly changes when
you get out of your sweatpants into
a suit and hard-soled shoes? Our
bodies form in the way we hold
and move them the most. We now
spend the majority of our waking
hours bent down, curled over our
devices, more than seven hours a
day on average. We forget we are
very visible and all that slumping
over in our muscle memory makes
it harder to sit up straight! Have
someone snap a photo of you
hunched over your computer or
tape you talking on the phone.
Now imagine your clients seeing
you sit like that with him or her in
a meeting. (Another incentive for
not constantly checking your phone
is research that shows that looking
down at your phone can put a strain
on your neck equivalent to the
weight of 60 pounds.) 2
GIVE YOUR FULL
ATTENTION TO YOUR
CLIENT, FROM THE
FEET UP. Interacting face-to-face or on the
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phone or via conference calls while
doing something else, like checking
your emails and texts, may seem
a good use of your time, but your
voice or body language might be
sending messages to those you work
with that you don’t really care. One
specific non-verbal behavior area to
focus on is your feet. Your feet are
most frequently controlled by the
limbic brain, so they reveal where
you really want to be. For example,
if you are in a meeting but really
want to be back at your desk getting
other work done, your feet may
point toward the door. You might
think that is a subtle cue that others
couldn’t possibly notice, but where
your feet point actually affects the
rest of your body’s alignment. To
be more present and train yourself
to be fully attentive, point your feet
and the rest of your body toward the
speaker. (There are gender-based
differences regarding how we like
to have close, high-self-disclosure
conversations but, generally, if
you’re giving attention to a speaker
at a meeting or your client when he
is speaking, point your feet toward
him or her.)
GET TO YOUR
APPOINTMENTS ON
TIME AND LEAVE
ENOUGH TIME
BETWEEN APPOINTMENTS SO
YOU CAN VISIT AND DEBRIEF. 3
Beginnings and endings are critical.
By spending time visiting with
people BEFORE the formal meeting
begins and not getting up and
leaving quickly or checking your
phone while there is still someone
with you (and you haven’t visited
and said good-bye), you are saying
non-verbally, “I am done with you
and now I have more important
4 | |National
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things to do.” The time you spend
visiting and interacting face-toface can be extremely valuable. It
helps you establish rapport and get
an emotional read of each person.
This helps you make connections
and alliances, and makes you look
better and helps you persuade
others to see your viewpoint. On
a very basic level, it puts credits in
the “relationship account” of each
person with whom you interact so
he or she knows you care.
4
TURN OFF THE
TECHNOLOGY. Just a few years ago,
you looked like an
important, busy and hardworking
person if you brought your phone
with you everywhere and were
checking it constantly. But that
image has since changed. Now, you
just look like you’re rude, your time
and your needs are more important
than who you are with. Think
of your device as you would your
3-year-old child. When you meet
with a client, ask yourself, “Would I
have my 3-year-old with me during
this conversation?” If the answer
is no, put the device away or don’t
even bring it.
Challenge yourself to change your
tech impression in four important
ways:
a. Remember the person in
front of you is always more
important than anything on
your device. He or she is the
real, live person.
b. If you can, keep your technology
turned off and out of sight until
you need it. Don’t put it on the
desk or table between you and
the other person.
c. When you get to the meeting,
if you have a device that is
visible make it a ritual to pick
it up, set it on silent, and put
it out of your line of sight. I
would even recommend that
if you are meeting with one
to three people and you want
to let them know why you are
doing that and/or want them
to do the same, say out loud
something like, “I am putting
this away so I can focus on
you.” Or, “Let me turn this
off and put this away while
we talk.” Or, “I want to focus
on our conversation (or, this
important meeting).”
d. Don’t pull out the phone to
check your messages at the end
of the meeting if the people
with whom you are meeting
are still in the room. Say goodbye, get out of their visual and
auditory field, and then check
your messages. 5
GIVE FACE-TO-FACE
TIME TO CREATE
TRUST. Recent research by Gregory
Northcraft, a professor in executive
leadership at the University of
Illinois, shows when projects are
managed by way of detached, hightech means rather than face-to-face,
people will have less confidence that
others will do what they say they’ll
do. He says if your communication
is mainly through email, those you
work with will trust you less. Faceto-face contact yields the most trust
and cooperation while e-mail nets
the least, with videoconference
interaction ranking somewhere in
between. Your clients need to be
face-toface to read the thousands
of non-verbal cues that give them
a read of you and help them decide
the best way to interact with you.
Unless you are dealing with a client
that has requested no face to face
meeting, work on getting more face
to face time.
6
BE VISIBLE;
SOCIALIZE, AND
LISTEN.
When you’re where your clients
might be, such as member events.
You need to say hello or good-bye
as you arrive or leave. You also need
to visit or socialize, speak up and
contribute in meetings, ask for time
to discuss projects face-to-face, go
to lunch with those working on the
project, and compliment others’
success or work effort. Ask people
questions about the projects, goals
and achievements. Be curious about
how they spend their free time and
what their loved ones are doing.
Again, face-to-face contact
builds trust.
CONSIDER THE
OTHER PERSON
BEFORE YOU FOCUS
ON YOURSELF. EVERYBODY IS DIFFERENT.
7
Some clients want you to think
about them and be social before
you make a request; others want to
be quick and get down to business
immediately. Notice each client’s
unique needs. If they are warm
and linger in their conversations
start interactions with warm social
conversations. Whether in a phone
call, an email, or a text, ask about
the recipient or make a statement
about them before you talk about
yourself or make a request. Just
one or two sentences are fine; this
creates rapport and puts credits in
the relationship account. Those
extra salutations and sentences
show, non-verbally, that the person
you are sending a message to
matters and that you have thought
about them as an individual. It
also helps others recognize you,
gives you a personality, and makes
you stand out. Remember – you
don’t want to be invisible!
8
RESPOND TO
EMAILS. If you don’t respond
in any way to
an email, people will make
assumptions as to why they have
not heard from you. You may
delay a difficult question or email
from someone because you’re
afraid of a conflict or you don’t
know how to answer a question
the client has posed. But NOT
responding is an action. When you
don’t exhibit reasonable behavior,
people will guess why and those
assumptions tend to be negative.
If you put off answering or don’t
respond, you could get yourself in
big trouble. At least say, “I will get
back soon.” Or, “I read your email
and I will be responding soon.”
Otherwise, people think you are
unprofessional or just don’t care.
Though I will say that you should
not have to respond to requests
made at 2 am on a Sunday.
9
THINK ABOUT
OTHERS WHEN YOU
GET DRESSED FOR
WORK. This may seem so very obvious but
News flash! You don’t dress just
for you. How you dress shows your
respect – or lack of respect – for
others. It is actually discourteous to
dress inappropriately for meetings.
Other studies show that 75% of
Americans think a well-dressed
man is more successful than his
causal coworkers and more than
one-fifth of men think they would
make more money if they dressed
better than they do and women
are seen as more competent
and intelligent if they dress
professionally.
10
DON’T FORGET THE
HAIR AND FACE. Keep your hair neat.
For men both on your
head and on your face. Women
who wear makeup rank higher in
competence and trustworthiness,
according to a study funded by
Procter & Gamble, Massachusetts
General Hospital, Harvard Medical
School, Boston University, and the
Dana-Farber Cancer Institute.
65th Annual
Convention
See page 12
for details!
| 5
Women
Representatives
HIT A HIGH NOTE IN
HELPING MEMBERS
THRIVE
BY KIM KUSNIER
In 1972, Helen Reddy topped the charts with her
No. 1 hit, “I Am Woman”—a song that inspired
women to speak with a single voice and work
collectively to overcome obstacles and achieve
milestones that previously were pipe dreams.
Fast forward 40 years. Women have made significant
strides in the workforce. They hold seats on the nation’s
highest courts and positions on Fortune 500 boards.
They occupy C-level suites as well as cubes, offices and
warehouse space. And run businesses on Main Street.
In fact, women-owned businesses account for 30% of the
nation’s privately held companies, 14% of its employment
and 11% of revenues.1 Many of them are likely financial
representative practices.
DRIVEN TO SUCCEED
At Thrivent Financial, women
compose roughly 20% of the
fraternal benefit society’s financial
representative force. Their impact,
however, is not to be underestimated,
nor is their drive to succeed,
according to Nikki Sorum, Thrivent’s
Midwest divisional vice president.
Nikki Sorum
In 2012, Nikki and her colleague,
Stacy Nystrom, interviewed
Thrivent’s top-performing women
representatives to gain a better
understanding of what motivates
and inspires their success in a
highly competitive field dominated
by men.
Stacy Nystrom
“We learned that although our women representatives
come from a variety of backgrounds and have different
interests and approaches to running their businesses,
there are common characteristics all of them share,” she
says. “They are amazingly resilient, independent and
persistent. They’re also extremely competitive.”
6 | National Association of Fraternal Insurance Counselors
Take Michelle
Clary, FIC, CFP®,
ChFC, CLU, for
example. The
15-year veteran
wealth advisor
consistently is
one of Thrivent’s Michelle Clary
top producers. A
self-professed childhood Tomboy,
Michelle attended college on a
Division 1 tennis scholarship,
graduated with honors, and
continues to play tennis at the
competitive level today.
After earning her degree, she held
positions as a business analyst,
external auditor and commodities
trader before trading corporate
life for a career as a financial
representative—her long-term goal.
FOLLOWING IN HER FATHER’S
FOOTSTEPS
Michelle’s father was a financial
representative with a Thrivent
pre-merger organization, so she
was exposed to the business while
growing up. Michelle liked what
she saw and knew she wanted to
be a part of it. “That positive life
experience was always in the back
of my mind,” she recalls. “I always
knew I wanted to build a career as a
financial representative and this was
the company I wanted to represent.”
Michelle initially joined Thrivent
as an associate representative in
Florida, sharing an office with
her father’s long-time friend and
colleague, who also was her mentor.
“One advantage of working for
a fraternal organization is that
good, solid mentors are plentiful;
especially when you give them
respect and value their time,”
she says.
When Michelle was offered an
opportunity to build a Thrivent
practice from the ground up in
southeastern Washington, she
seized it—even though she was
unfamiliar with the area, and didn’t
know a soul. “I worked incredibly
hard during my first three years.
I sacrificed a lot, lived a lowmaintenance lifestyle, and kept my
personal spending low so I could
pay my expenses and build my
business,” she recalls.
PREVENTATIVE SOCIAL WORKER
The career
path financial
consultant Dena
DeGroat, FIC,
CLTC, took
wasn’t a straight
shot, either. For
11 years, Dena
helped homeless Dena DeGroat
and abused
women and children and the
elderly locate needed resources as a
social worker. After the birth of her
second child she became a
stay-at-home mom and helped her
husband grow his new financial
representative practice.
Over time, Dena got to know her
husband’s clients and developed
personal relationships with them.
“I was intrigued by the important
role financial representatives play in
helping others protect and preserve
their relationships, choices and
independence,” she says.
A couple of years into the practice,
Dena and her now former husband
exchanged roles, thanks to the
couple’s managing partner, who
recognized Dena’s natural knack for
helping others and her potential as
a producer. That was 13 years ago.
“I never looked back and I never
returned to social work,” Dena
remarks. “I feel that God put me
in this career so I can now do
‘preventative social work.’ Instead
of dealing with situations after a
life or health tragedy has struck, as
I did as a social worker, I can make
sure that people can live a life where
and how they’d choose—even in the
midst of those hard things. It feels
great knowing I can do something to
ensure tragedies don’t get multiplied
with dire financial straits. Also, our
conversations help with some of the
money hang-ups we all have, and
help get members on track to use
their money wisely.”
FOCUSING ON THE FRATERNAL
FACTOR
There are many factors that
attract women to the financial
representative career, including the
ability to build their own businesses,
the flexibility that ultimately comes
along with it, and the potential for
growth as they reach out, listen and
truly help people solve their
financial problems and protect those
they love.
Michelle and Dena also view
Thrivent’s fraternal business model
and Christian common bond as
powerful differentiators in the
financial services marketplace and
leverage the fraternal factor into their
guidance and daily interactions with
members and prospect.
“The fraternal business model that
guides organizations, like Thrivent,
falls under the ‘blessed to be a
blessing’ category in my mind,” says
Dena, who was elected to the NAFIC
board in 2014. “It’s an automatic
draw for prospects once they
understand it.”
| 7
Michelle Clary agrees. “It’s really an eye-opener for
people in my community when they realize the dollars
Thrivent would otherwise pay in taxes go directly to the
organizations our members are passionate about, and
in some instances, those dollars can be doubled or even
tripled. It’s a very powerful and compelling message that
resonates with members and prospects alike.”
So is the concept of a fraternal common bond. “Members
of my Thrivent community (i.e., chapter) as well as
prospects appreciate the fact that we are a membership
organization of Christians. They want to be a part of it!”
says Dena.
OPPORTUNITIES TO CONNECT
Have you been
to this library?
This NAFIC
Library is just
one click away!
Thrivent is committed to providing resources that
support women in their financial representative career.
The organization hosts an annual women’s retreat to give
women representatives a formal opportunity to network,
learn and share ideas with colleagues—all on their own
dime—and participation has grown by leaps and bounds
every year. And on the local level, women’s study groups
are popping up nationwide.
But when it comes time to roll up their sleeves and go
to work, it’s a totally co-ed arena, with men and women
on the same playing field. “I truly cherish and value the
relationships I have with my male colleagues,” Michelle
says, “I’m blind when it comes to gender, and include
all successful producers in my peer group. After all, my
business is about helping all people.
Here you will find virtually everything
you need to prospect, approach and
service the financial needs of all your
fraternal members.
“However, I do think women are positioned to do
tremendously well in this profession, and would like to
see more of them drawn to it,” she concludes.
However, it is like any library… you have
to visit and take some “books” off the
shelf! Be sure to watch the video!
Given the fact that financial advisor jobs are projected to
grow 27% by 20222—a number too big to ignore—perhaps
that will happen. And that’s truly something worth
singing about.
1 National
Association of Women Business Owners.
Labor, Bureau of Labor Statistics, January 2014.
2 Department of
Certified Financial Planner Board of Standards Inc. owns the certification
marks CFP® CERTIFIED FINANCIAL PLANNERTM and federally
registered CFP (with flame design) in the U.S., which it awards to
individuals who successfully complete CFP Board’s initial and ongoing
certification requirements.
Licensed agent/producer for insurance products offered by Thrivent Financial,
the marketing name for Thrivent Financial for Lutherans, Appleton, WI.
Registered representative for securities offered through Thrivent Investment
Management Inc., Minneapolis, MN. Member FINRA and SIPC.
Thrivent.com/disclosures.
The Virtual Assistant Library is provided as
a benefit for NAFIC members. A full version
of Virtual Sales Assistant is available at a
discounted rate for NAFIC members as well.
NAFIC launches new website!
When you go to www.nafic.org you see a new, crisp
website that converts easily to your tablet or smart phone.
General information on NAFIC’s history, our mission and
code of ethics, our Board of Directors, State Chapters and
Societies can all be found under About Us.
Events will highlight both Chapter and National events as
well as the National Convention and the Kinder Brothers
Teleseminars.
Join NAFIC gives the details behind the FIC designation
and gives non-members the chance to join our
organization.
News will feature past copies of the FIC Perspective, our
In Memoriam is those of our rank who have passed away
and the most recent information on our Awards Program.
All of these above sections are available to the internet
surfer, but a whole new world opens for NAFIC members!
Enter your username and password and the Member
Center becomes visible and available for use.
Once you’re logged in, the Member Center opens with links only
accessible to members.
Under My Profile:
1. You can update and change your own contact information.
2. You can upload pictures and a photo of yourself.
3. Make your own groups with other members.
4. Communicate with others through the system
The My Community Section gives you updates on other NAFIC
members active in the system.
In the Member Directory you can search for and connect with or
communicate with other NAFIC members.
This section is also where you will access benefits such as:
• Continuing Education Discounts from
• Kinder Brothers International
• Kaplan Education
• Sandi Kruise.com
• Virtual Sales Assistant Library
State Chapter Leaders will access their Chapter Forms here as well.
There will be a learning curve, but this new website has tremendous power to bring us
all together quickly and succinctly. Be sure and explore all the options.
| 9
Funding a Buy-Sell Agreement
with
Life Insurance
BY STEVEN
R. BATTENBERG
O
ne of the primary concerns
of any business with
multiple owners is the
continuity of the business upon the
death of one of the owners. Unless
otherwise specified in a buy-sell
agreement, the ownership interest
held by a decedent owner may
transfer to the decedent’s spouse or
children. Following such a transfer,
you may find yourself co-owning
a business with the spouse or
children of the decedent owner (an
ownership structure that was never
contemplated when the business was
first started). A buy/sell agreement,
entered into with your business
partners, will clearly outline the
details of the business transfer and
will give the surviving owners the
necessary controls over the transfer of
the ownership interest upon death.
In addition to the buy-sell agreement
itself, the parties should ensure that
the business or co-owners will have
the funds required to purchase the
business interest from the deceased
owner’s heirs. One way to ensure
that the purchaser will have adequate
funds is through the purchase of life
insurance. The following, in Q&A
format, discusses the most important
provisions dealing with buy-sell
agreements and the life insurance
necessary to fund such agreements.
WHAT IS A BUY-SELL AGREEMENT?
A buy-sell agreement is an agreement
among the owners of a business
that dictate the transfer of the
ownership interests. Although
a buy-sell agreement can be a
stand-alone agreement, many buysell provisions are found in (i) a
shareholder agreement for corporate
shareholders, (ii) a partnership
agreement for partners in a general
or limited partnership, or (iii) an
operating agreement for members
of a limited liability company.
Even if you do not have a formal
business entity (e.g., a corporation,
limited partnership, limited liability
company), you will still want a
written buy-sell agreement with your
co-owners.
WHAT PROVISIONS SHOULD BE IN A
BUY-SELL AGREEMENT?
A well drafted buy-sell agreement
should include clear answers to the
following questions:
• Can ownership interests be
transferred during the life of an
owner?
o Are transfers of ownership
interests always allowed?
o Are transfers of ownership
interests always prohibited?
o Are transfers allowed
only after first complying
with a right of first refusal
(allowing the other owners
the right to buy the ownership
interest before selling the
interest to a third party)?
o Are transfers to family
members permitted for estate
planning purposes?
• What happens to an ownership
interest if an owner declares
bankruptcy?
interest upon the divorce of an
owner?
interest upon the death of an owner?
It is the last of these questions “what
happens to an ownership interest
upon the death of an owner?” that is
the subject of the remainder of this
article.
WHO WILL PURCHASE THE
DECEDENT’S OWNERSHIP INTEREST?
The buy-sell agreement should
provide detail regarding the
purchaser of a decedent owner’s
interest. In order for the surviving
owners to maintain control over the
business, there are essentially two
options:
1.The Co-Owner (referred to as a
“Cross-Purchase”)
2.The Business Entity (referred to
as a “Corporate Redemption”)
In either event, the purchaser of
the decedent owner’s interest will
need funds with which to purchase
the ownership interest. Generally,
those funds will be provided by
life insurance.
HOW DOES FUNDING A PURCHASE
WITH LIFE INSURANCE WORK?
Cross Purchase
In a cross-purchase, every owner
owns a life insurance policy on the
other business owners. Therefore,
if one owner dies, the life insurance
proceeds from the policies held by
the other survivors will cover the cost
of purchasing the deceased owner’s
interests.
The policy ensures that each partner
has access to funds to purchase the
departed owner’s interest without
compromising the company’s
liquidity. A cross-purchase plan
works best if there are only two coowners. A cross-purchase plan may
not be practical if there are multiple
owners in the business.
Corporate Redemption
Instead of co-owners holding the
policies and purchasing the decedent
ownership interest, the business
will own the life insurance. Then,
upon the death of an owner, the
company will buy out the deceased
owner’s shares with the life insurance
benefits. Business ownership of the
life insurance policy is predominantly
used in cases where there are
multiple owners in the business.
WHAT ARE THE ADVANTAGES OF
USING LIFE INSURANCE?
The primary advantages of using life
insurance to fund a buy-out are as
follows:
• Life insurance creates a lump
sum of cash to fund the buy-sell
agreement at death;
• Life insurance proceeds are
usually paid quickly after death,
ensuring that the purchase of the
decedent owner’s interest can
occur soon after death; and
• Life insurance proceeds are
generally income tax free**
WHAT ARE THE DISADVANTAGES OF
USING LIFE INSURANCE?
• Life insurance premiums are paid
with after-tax dollars because the
premiums are generally not a tax deductible expense;
• Premium requirements are an
ongoing expense;
• One or more co-owners may be
uninsurable due to age or illness;
• If the co-owners’ ages vary widely,
younger co-owners will have to
pay higher premiums on the lives
of the older co-owners;
• If the ownership percentages
vary widely, more insurance
will be needed to cover the
owners with the larger ownership
interests, resulting in higher
premium costs for those with
smaller ownership interests
WHAT ARE SOME OTHER
CONSIDERATIONS WHEN
STRUCTURING A BUY-SELL
AGREEMENT USING LIFE INSURANCE?
Value of the business may increase:
If the value of the business grows,
but the life insurance amount is not
increased, the proceeds of the life
insurance may be insufficient to
purchase the interest. The buy-sell
agreement should specify how the
shortfall will be covered.
Value of the business may decrease:
Conversely, the insurance proceeds
might end up being more than the
value of the decedent’s business
interest. Again, the buy-sell agreement
should address this potential situation
upfront and specify what should
happen to these excess funds.
For these reasons, it is important that
the parties meet regularly (annually)
to revisit the value of the business and
the amount of insurance needed to
fund a buyout.
** For policies issued after August 16, 2006, the death
benefits of life insurance on the life of an employee,
payable to the employer/policy owner may be subject
to income taxes unless an exception applies. This is an
often misunderstood provision in the tax code and could
lead to a large tax bill without proper planning (See
Internal Revenue Code Section 101(j)).
Steve Battenberg is a partner in Michael
Best & Friedrich LLP’s Waukesha office,
practicing principally in business and tax
law. Mr. Battenberg’s practice includes
federal, state and local business and
tax issues arising from a broad range of
complex transactions involving start-up
businesses, buying and selling businesses,
and real estate transactions (including
tax-deferred 1031 exchanges). He also
has experience representing nonprofit
corporations, having worked closely
with a number of tax-exempt entities on
organizational and tax compliance issues.
Mr. Battenberg also has significant
experience negotiating buy-sell
agreements, consulting agreements and
employment agreements on behalf of
businesses of all sizes.
| 11
65th Annual Convention
National Association of
Fraternal Insurance Counselors
MAY 13 – 15 • SAN ANTONIO, TEXAS
The Wyndham San Antonio Riverwalk - 111 East Pecan Street
San Antonio, Texas 78205
Convention Schedule
Subject to Adjustments
2015 Convention
WEDNESDAY, MAY 13TH
Morning: Golf Outing at Quarry Golf Club, San Antonio, Texas
Service Project
Afternoon: Registration open at Noon
General Session begins at 1:30 p.m.
Speakers: Dan Allison, Interactive Strategies – “Referrals”
Dale Irvin, Professional Summarizer
Evening:
Welcome Reception – Dinner and Entertainment at Tejas Rodeo Ranch
THURSDAY, MAY 14TH
Morning: Sit Down Breakfast with Speaker beginning at 6:45 a.m.
General Session begins at 8:00 a.m.
Speakers: Dr. Kerry Johnson, International Productivity Systems – “Improving your Business by
80% in 8 Weeks”
Bill Grimes, Grimes & Associates – “Call Reluctance”
Afternoon: On Your Own to Explore San Antonio!
Chapter Leaders Meeting
FRIDAY, MAY 15TH
Morning: Share an Idea! Sit Down Breakfast at 6:45 a.m.
General Session begins at 8:00 a.m.
Speaker: Tyler Campbell, MS Society
Joe Malarkey - The Worst Motivational Speaker in America
Dale Irvin, Professional Summarizer
Time to Register
1
Book your rooms.
The Wyndham San Antonio Riverwalk • 111 East Pecan Street • San Antonio, TX 78205
Go to www.nafic.org and use the quick link on the right hand side of the home
page to book your room.
Cost: $129/sgl; $139/dbl; Special Group Rate is good until 4/14/15 or until
rooms are filled. Limited Pre and Post Availability.
Check-In Time: 3:00 p.m.
Check-Out Time: 11:00 a.m.
Parking: $10 plus tax for self parking.
Internet: Complimentary in all Guest Rooms.
3
Book your flight.
Go to www.nafic.org and use the quick link to register online or use the form on page 21
of this magazine.
The Wyndham San Antonio Riverwalk is approximately 15 - 25 minutes from the San
Antonio International Airport. www.sanantonio.gov/sat
We have received discounted rates through Go Shuttle of $18.25 one way or $32.50
roundtrip. The shuttle does visit multiple hotels. Cab fares range from $25 - $30 one way.
The airport is serviced by 10 airlines.
4
2015 Convention
2
Register for the convention.
Things to do while you are there.
In addition to the world famous attractions like the Alamo, San Antonio has lots to offer the
visitor. SeaWorld San Antonio, natural caverns, museums and art are just minutes away.
Tour the city by double decker bus, trolley, river taxi or even helicopter!
The famed riverwalk is just outside the hotel with restaurants and evening entertainment just
a short walk away. See more of San Antonio at visitsanantonio.com
| 13
The Speakers
Dan Allison is not your typical consultant. Many people rely on academic credentials
as evidence of their ability, but Dan also has the practical experience to back it up. With
a background in clinical and behavioral psychology, Dan used his knowledge to co-found
a mental health company while he was still an undergraduate. The company began as a
small, five-employee firm and grew to several hundred employees within a few short years.
Much of the growth of his company can be attributed to the same strategies he teaches
business professionals through his consulting and public speaking.
2015 Convention
Dan sold his first company for millions while still in his twenties and has dedicated his career to showing
professionals how gaining a better understanding of their clients will lead to an incredible referral relationship.
In a few short years, Dan has gone from a virtual unknown to speaking on some of the largest stages in
the world. His message is simple: “Your clients are the best consultants for your business, and you need a
solid process for engaging your clients in your business and its growth.” By using Dan’s easy-to-implement
strategies, businesses across the country are seeing big improvements in their referral relationships and their
bottom line.
Bill Grimes. After injuries sidelined a promising career in major league baseball, Bill
Grimes started his greatest venture – making a difference in how the world sells and serves
people.
Bill’s expertise in assessment, selection, and retention is not abstract or theoretical, but
practical and hands-on. Bill’s driving passion is to help sales organizations around the world
maximize their potential by focusing on two critical areas: 1. assessment /selection; and
2. training and development helping agents dramatically increase their business. Bill knows the financial services
industry inside out. A former insurance agent, Bill has experienced firsthand the ups and downs of building a
successful business. His genuine personal warmth and entrepreneurial experience keep him in demand as a coach,
consultant, trainer, convention speaker, and assessment/selection specialist for many Fortune 500 companies.
Dale Irvin is the World’s only Professional Summarizer. He attends your meeting, paying
attention to every word spoken by every speaker and noticing every detail of the event. Then,
throughout the day, he will “summarize” the event with a comedy monologue that will keep you
fully engaged, wide awake, and paying more attention.
Dale has spoken to numerous insurance company meetings, conferences, and the Million Dollar
Roundtable multiple times. He is author of numerous books including, “Insurance as a Second
Language” and “Laughter Doesn’t Hurt.”
Kerry L. Johnson, MBA, Ph.D. is an internationally known author and
speaker who presents at least 12 programs a month to audiences from Hong Kong to Halifax,
and from New Zealand to New York. Traveling 8,000 miles each week, he speaks on such
topics as, “How To Read Your Client’s Mind”, “Peak Performance: How to increase your business
by 80% in 8 weeks” and, “Why Smart People Make Dumb Mistakes with their Money.” He has
also taught at Harvard, Oxford, and Purdue Universities.
Kerry has been the keynote speaker at the Million Dollar Round Table, The College for Financial
Planning and the Bank Marketing Institute. In addition to speaking, Kerry currently writes monthly for fifteen
national sales and management magazines whose editors have dubbed him “The Nation’s Business Psychologist.”
He is the author of 7 books including, Peak Performance: How to Increase Your Business by 80% Within 8 Weeks
(Prentice-Hall), Mastering the Game: The Human Edge in Sales and Marketing (Louis & Ford), Sales Magic
(Morrow), Willpower: The Secrets to Self Discipline and his newest book, Behavoral Investing: Why Smart People
Make Dumb Mistakes with Their Money.
Joe Malarkey® is a member of the National Speakers Association “Speakers Hall of
Fame.” His “Choose to Lose” program has propelled him to television appearances ranging
from the prestigious “60 Minutes” to the embarrassing “To Tell the Truth.” Successful
Meetings Magazine listed Joe as one of its Top Ten Speakers in America. Amazingly, all this
recognition came in spite of his notoriously poor work ethic and perpetually bad attitude.
The Hotel
Welcome to the Wyndham San Antonio Riverwalk
hotel, offering 100% non-smoking deluxe
accommodations and a complete package of
full-service amenities to relax and delight visitors to the sunny Greater San Antonio metropolis.
Just a short walk to shopping, dining and the beautiful San Antonio Riverwalk.
Featuring a glistening rooftop swimming pool with hot tub, valet parking, fitness center, business
center, Wi-Fi Internet access throughout the hotel,onsite dining and comforting room service,
this luxury hotel meets all the requirements of a relaxing sojourn or long weekend getaway to a
warm and friendly destination.
www.wyndham.com/hotels/texas/san-antonio/wyndham-san-antonio-riverwalk/hotel-overview
The Quarry Golf Club is home to an award-winning golf course, a fully
stocked pro shop equipped with all your golf and souvenir needs and
a casual-dining restaurant that overlooks the back nine of the course.
The course was designed by nationally-recognized golf course designer
Keith Foster. The Quarry is recognized throughout the country for its
unique setting and design. At The Quarry Golf Club in San Antonio, you will be challenged and rewarded
in many ways. The front nine plays in a links-style format and features rolling hills, native grasses and
immaculate greens. The back nine lays out in a 100-year-old quarry pit. With elevated tee boxes and shots
that will fly over large expanses, you will definitely love your experience at San Antonio’s premier golf course,
The Quarry. After a day at The Quarry Golf Club in San Antonio, you will certainly feel like you played one of
the most unique and enjoyable rounds of golf in your life. Come golf with us in San Antonio and remember,
The Quarry rocks!
2015 Convention
The Golf Outing
| 15
The Charity
Three Generations
of Life with MS
BY APRIL BROWNLEE, NATIONAL MS SOCIETY
“I didn’t plan my wedding when I was seven, so I guess I kind of messed up
on that. I didn’t have any idea what goes into it,” laughs 21-year-old Chelsey
Anderson, who is looking forward to getting married and settling into life.
But for Chelsey, settling in may not mean that things ever actually settle
down. She was diagnosed with multiple sclerosis at 16.
At the same time that many of her
classmates were focused on homecoming
and college applications, Chelsey was
battling her way back from her first
exacerbation—a severe one. “I’m just now
getting back to where I was physically before
I was diagnosed with MS, and it’s been four
years,” she says. “I went from your average
varsity volleyball and basketball player to
blind and paralyzed from the waist down. My
lungs collapsed and my organs started to
shut down, all within about seven hours.”
But Chelsey’s mom, Kelli, was there, is
there and will be there—every step of the
way. She knows MS from the inside out,
as she also has the disease, just like her
own mother—Chelsey’s grandmother, Pat.
That makes for three generations passing
down knowledge of the disease to the next.
“When I tell people, they don’t believe it. I
should’ve bought a lottery ticket the day I
got diagnosed,” Chelsey says.
A RICH HISTORY
Today, better education, knowledge and
diagnostic tools make for earlier diagnoses.
Case in point: Chelsey was diagnosed at 16,
Kelli at 26, and Pat at 36. And when Pat was
diagnosed, there were no disease-modifying
treatments. “She told me when she was first
diagnosed with MS, they used to put you
in a hot bath and have you stand up and
then they’d check your symptoms,” Chelsey
says.
Their family history is rich, with a deep
understanding of what they have already
been through and how they’ll face the
future head-on together. “I’m glad my mom
knew not to baby me,” says Chelsey. “You
have to be strong when you have MS. It
was tough love, but that has helped me
tremendously. Every now and then I’ll feel
sorry for myself and my mom will say ‘don’t
do that.’”
While it’s been a bumpy road over the
years, with lots of ups and downs, the three
of them find the humor in their unique
situation. “We joke that it’s my grandma’s
fault that all three of us have
MS. Gee, Grandma, thanks,” says
Chelsey. For this family, laughter is
a superpower. “Always keep moving.
Never stop. If you slow down or stop
you will turn to stone. And laugh
every day. The key to life is laughter,”
Kelli says.
THE NEXT GENERATION
These days, as Chelsey flips through
bridal magazines, looking for
the perfect dress to wear for her
marriage to Shay, a firefighter, she
is mindful of where she’s been—and
where she’s going. And one question
certainly stands out from the rest:
What if someday her child is also
diagnosed with MS? “I’d definitely
be prepared and stay strong for
them like my mom did for me,” she
says. “Life is a rollercoaster. I never
know what I’m going to get, so I
might as well make the best of it.
I tell my friends I’m just going to
be the best at MS. Enjoy life. Don’t
sweat the small stuff.”
And wiggle your toes. “That’s the
first thing I do every morning,”
Chelsey says. “I wiggle my toes to
make sure I haven’t lost that.” Then
she heads off either to her job as
a nanny or to college, where she is
majoring in public relations. She
hopes to combine her education,
her very personal experiences with
MS, and all the things she’s learned
from a mother and grandmother
who walked the same road long
before her. “When I think about
writing a book on my life, I just see
us all just doing what we’re doing
now … staying positive and staying
together.” Multiple Sclerosis FAQs
What is multiple sclerosis (MS)?
Is MS fatal?
Multiple sclerosis is a chronic, unpredictable
disease of the central nervous system (CNS),
which is made up of the brain, spinal cord and
optic nerves. It is thought to be an immunemediated disorder, in which the immune system
incorrectly attacks healthy tissue in the CNS.
MS can cause many symptoms, including
blurred vision, loss of balance, poor
coordination, slurred speech, tremors,
numbness, extreme fatigue, problems with
memory and concentration, paralysis, and
blindness and more. These problems may come
and go or persist and worsen over time. Most
people are diagnosed between the ages of 20
and 50, although individuals as young as 2 and
as old as 75 have developed it.
In general, MS is not considered a fatal disease,
and most people with MS have a normal
or near-normal life expectancy. In fairly rare
cases, complications of MS can shorten life –
though many complications are preventable or
manageable.
Who gets MS?
Anyone may develop MS but there are some
patterns. More than two to three times as many
women as men develop MS and this gender
difference has been increasing over the past 50
years. Studies suggest that genetic risk factors
increase the risk of developing MS, but there
is no evidence that MS is directly inherited.
Environmental factors, such as low Vitamin D
and cigarette smoking have also been shown
to increase the risk of MS. MS occurs in most
ethnic groups, including African-Americans,
Asians and Hispanics/Latinos, but is most
common in Caucasians of northern
European ancestry.
How many people have MS?
More than 2.3 million people are affected by
MS worldwide.
Does MS always cause paralysis?
No. Moreover, the majority of people with MS
do not become severely disabled. Two-thirds
of people who have MS remain able to walk,
though many will need an aid, such as a cane
or crutches, and some will use a scooter or
wheelchair because of fatigue, weakness,
balance problems, or to assist with
conserving energy.
Can MS be cured?
Not yet. There are now twelve FDA-approved
medications that have been shown to “modify”
the course of MS by reducing the number of
relapses and delaying progression of disability
to some degree. In addition, many therapeutic
and technological advances are helping people
manage symptoms. Advances in treating and
understanding MS are made every year, and
progress in research to find a cure is very
encouraging.
Where can I find support?
If you or someone you know has been diagnosed
with MS, there is help. The National MS Society
mobilizes people and resources to drive research
for a cure and to address the challenges of
everyone affected by MS. To fulfill this mission,
the Society funds cutting-edge research, drives
change through advocacy, facilitates professional
education, collaborates with MS organizations
around the world, and provides programs and
services designed to help people with MS and
their families move their lives forward. In 2014
alone, the Society’s programs and services –
including direct financial assistance, information
and education, counseling and support groups
– assisted more than one million people. To move
us closer toward a world free of MS, the Society
also invested over $50 million to support more
than 380 new and ongoing research projects
around the world. Join the movement at
www.nationalMSsociety.org or call
1-800-FIGHT MS (344-4867).
How can I make a difference?
Volunteer. Donate. Advocate. Participate. There
are many ways to join the movement to create a
world free of MS. Visit www.nationalMSsociety.org
to take the first step.
| 17
A Real Texas
Welcome Reception!
Join us on Wednesday, May 13th to
celebrate the opening of the Convention
with a real “TEXAS” experience!
Catch the bus outside the hotel at 6pm
and take the short ride to Tejas Rodeo
Company.
There you’ll be treated to a real ranch
dinner including:
• Tejas’ Signature KC Steak
• Green Beans & Hatch Green Chili
• Mac & Cheese (the best you’ve
ever had!)
• Homemade Cobbler & Whiskey
Pudding topped with Vanilla Ice
Cream (and cooked over an open
fire!)
And, there will be a cash bar if you’re
dry and thirsty from the trail!
After dinner, participate in the
excitement of a Professional Rodeo.
Private, just for our NAFIC group,
you’ll enjoy a great opening with a
horse-drawn chuck wagon surrounded
by longhorn cattle. See the:
• Tejas Drill Team
• Bull Riding
• Team Roping
• Barrel Racing!
Following the rodeo, we’ll round out the
evening with a country western band!
So don those 10-gallon hats,
dig out those cowboy boots
and prepare to be dazzled
“Texas-Style” at the
NAFIC Texas Welcome!
| 19
Congratulations
TO OUR NEW FICS AND FICFS
S EP T E M B E R 2014 DE SIGNE E S
Longo, Vincent
McQuaid, Jordan
Morris, Joseph M.
Poirer, Ulysse
Sgroi, Alexander R.
Ramos, Anthony
Rodzinyak, Anthony G.
Costello, John
Hunt, John
Kraft, John
Lusky, Charles
Maier, Jerome
McAuliff, Chad
Murphy, Kevin
Peters, John
Sester, Daniel
White, Gregory
Baker, Paxton
Lavender, Morgan
Macon, Michael
Meraz, Susan
Portales, Dolores
Rasmussen, Karla
Saxon, Daniel
Torok, Donnie
Vandeberg, Chris
Adair, Eric
Foreman, Ian
Leonard, Jonathan
Loween, Brad
Meyers, Daniel
Moody, Cody
Morrison, Darren
Orner, Brian
Ruppert, Christine
Schwartz, Elaine
Xiong, Oua
Arrant, John
Austin, Larry J
Brown, Daniel
FIC
FIC
FIC
FIC
FIC
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FIC
FIC
FIC
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FIC
FIC
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FIC
Knights of Columbus- Canada
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Woodmen of the World
Gonzalez, Adrian
Hammonds, Brandy
Villarreal, Jennifer
FIC
FIC
FIC
OCTOBER 2014 DESIG NEES
Beranek, Amelia
Duncan, Raphael
Hyek, Brian
Leal, Aurelio
Murray, Ryan
Pugh, Timohty
Beasley, Michael
Brown, Michael
Clements, William
Davis, Brockton
Greenwood, Katherine
Leza, Julia
Liu, Sun
Lockwood, Alan
Martin, Brian
Montileaux, Audrey
Moreno, Brian
Morrison, Brad
Samson, Martin
Seckel, Kathryn
Shupe, Nataniel
Sidney, Jeffrey
Beatty, Matthew
Bonde, Miranda
Kersten, Anne
Pelster, Echo
Plummer, Christopher
Severson, Lindsay
Shuman, Frank
Trewin, Karen
VanSteenacker, Ronald
Cates, David
Clark, Robert
Coleman, Huntre
Fair, Troy
Lawrence, Thomas
Pinigis, Edwin
FIC
FIC
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FIC
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FICF
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Catholic United
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Solomon, Elizabeth
Peters, Cornelius
Corpin, Jaime
Vreeland, Wayne
Bax, Daniel
Hernandez, Joseph
Tabone, Jesmond
Saugemino, Sonny
Pinigis, Edwin
Solomon, Elizabeth
FICF
FIC
FIC
FICF
FIC
FICF
FIC
FIC
FIC
FICF
N OV E M B E R 201 4 DE SIGNE E S
Krochalik, Sally
Trnka, Milton
Brock, Randall
Caraballo-Canals, Edwin
Carlin, Juan
Duran III, Leonardo
Foster, Kevin
Madison, Benjamin
Martnez-Mojica, Roberto
McFall, Joseph
Mojica-Rosario, Jose
Murphy, Michael
Porath, Dan
Reinecke, Frederick
Roberts, Paul
Brown, Lauren
Carson, Amy
Enright, Susan
Schwab, David
Shelton, Barbara
Skaarsgard, Kristine
Veach, Christopher
Zalawaida, Janak
Armbruster, Kelly
Beck, Troy
Doubleday, Vann
Gehring, Alex
Hawsey, Robert
Kersten, Anne
Kremer, Frank
Maurer, Kerry
McCurdy, Bonnie
McDonough, Bobbie
Mclaughlin, Jennifer
Neaton, Michale
Pelster, Echo
Pitchford, Robert
Tessier, Jeff
FIC FIC
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FIC
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FC
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Catholic Financial
First Catholic Slovak Ladies Assn.
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Modern Woodmen
Modern Woodmen
Modern Woodmen
Modern Woodmen
Modern Woodmen
Modern Woodmen
Modern Woodmen
Modern Woodmen
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Wollersheim, Joseph
Hamilton, Dottie
Johnson, Barbara
Lawrence, Tyler
Wood, Thomas
FIC
FICF
FICF
FIC
FICF
Thrivent Financial
DECEMBER 2014 DESIG NEES
Ramthun, Kathie
Brown, William
Butchko, Michael
Carlin, Joseph
Contreras, Andres
Corpin, Jaime
Culbertson, Daniel
Dean, Dustin
Dickelman, Heath
Duncan, Robert
Flores, Joe
Holland, Michael
Keene, William
Krepel, Dale
Leece, Lawrence
Lister, Jeffrey
Lozano, Edward
McDonald, Matthew
Murphy, Kevin
Nolan, Kevin
Phelps, Anthony
Schleicher, Ben
Selg, Raymon
Wilgenbusch, Mark
Arms, Theresa
Attenhofer, David
Ayersman, Michael
Bryan, Cindy
Elfrink, Adam
Kuipers, Rosemarie
List, Mark
Mitchell, Jeffrey
Nance, Joseph
Parker, Anthony
Pulliam Sr, Jeffrey
Auterson, David
Ayotte, Thomas
Bond, Steven
Buxa, Greg
Clausen, Deborah
Cox, Jeremy
Decker, Ashley
Demers, Dan
FICF
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FIC
FIC
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Catholic Financial
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Knights of Columbus
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
| 21
DeMuth, Timothy
Dendinger, Matthew
Dolan, Larry
Duclos, Kyle
Eden, Jason
Eichhorn, Brian
Fay, Sabrina
Fischer, Trent
Germany, Jaye
Goodman, Travis
Hanson, Brent
Headley, Robert
Holtz, Adam
Jackson, Jeremy
Johnson, Mark
Krause, Kenneth
Kropp, Tarah
Leiser, Stephanie
Leshock, Philip
Ourada, Joe
Pedersen, Brandon
Pfeil, Jim
Samuelson, Gary
Sands, Brittany
Schrachta, Jennifer
Severson, Lindsay
Snyder, Keith
St Henry, Casey
Taszarek, Tim
Thiel, David
Truong, Clare
Voris, Taylor
Yanek, Eugene
Arrant, John
Brown, Daniel
Bruscato, Rebecca
Bruscato, Rebecca
Carroll, Jeremy
Coleman, Huntre
Dennis, Jason
Donahue, Mark
Eblen, Lindsey
Everett, Callie
Fair, Troy
Geibel, Michaele
Harst, Arnold
Hewitt, Ashley
Lawrence, Tyler
Lloyd, Otis
McMullan, Paul
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FIC
FICF
FICF
FIC
FICF
FIC
FICF
FICF
FIC
FICF
FIC
FICF
FIC
FIC
FIC
FIC
FIC
FIC
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
Thrivent Financial
McWhorter, Becky
McWhorter, Becky
Mojica, Jose
Tucker, Monica
FIC
FICF
FICF
FIC
Congratulations
TO T H E S E 2 0 1 4 N A F IC A W ARD
W IN N E R S !
We unintentionally excluded two 2014 NAFIC Award
Winners in the last issue of Perspective. We’d like to
take this opportunity to honor them now. They are:
• Diane Bedore, FIC, CLU, LUTCF from Woman’s Life Insurance Society
(QS & Platinum)
• Steve D. Allen , CLTC®, FIC , LUTCF from
Thrivent Financial (QSA & Chairman
Award)
Teleseminars by Kinder
Brothers International
SAVE THE DATES:
FFMA and NAFIC are sponsoring Teleseminars presented
by Kinder Brothers International. Here is the upcoming
schedule for Call2Kinder Seminars and Topics. Topics are
designed for both management and sales associates.
All sessions are at 12 noon EST, 11 am CST & 10 am PST.
Monday, February 16, 2015: In Depth Fact Finding to Find
Out What People Really Need and Want
Monday, April 6, 2015: Making Simple Professional
Presentations
Monday, June 8, 2015: Closing with Confidence
Monday, August 3, 2015: Building Clients and Gaining
Introductions and Referred Leads
We will provide call-in information and handouts closer to
the actual dates.
NAFIC Chapter Contacts
As a NAFIC member, your dues help support a local chapter. Here is a list of our local Chapters and their contacts.
If you want to become involved and learn what’s happening in your Chapter, contact these individuals.
CALIFORNIA-NEVADA CHAPTER
Olga Bove, FIC
Phone: 925-828-4884 ext. 221 COLORADO-WYOMING-UTAH CHAPTER
Thomas Dorr, FIC
Phone: 303-349-6924 FLORIDA STATE CHAPTER
Mark Blanton, FICF
Phone: 352-796-6605
ILLINOIS STATE CHAPTER
Jim Reincke, FIC Phone: 618-740-4169 INDIANA STATE CHAPTER
John Becker, FICF
Phone: 260-415-3458 IOWA STATE CHAPTER
Janet Woods, FIC
Phone: 319-327-0244 KANSAS STATE CHAPTER
Dale Pearson, FIC
Phone: 785-242-6566
KENTUCKY STATE CHAPTER
Mark Hehman, FIC
Phone: 859-468-4019 LOUISIANA STATE CHAPTER
Charles Stringer, FIC
Phone: 337-993-1222 MICHIGAN STATE CHAPTER
Robert L. Bielenda, FICF
Phone: 313-592-8510 MINNESOTA STATE CHAPTER
Patsy Nesteby, FIC
Phone: 651-388-1640 MISSISSIPPI STATE CHAPTER
Brad Ligon, FIC
Phone: 662-489-7888
SOUTH DAKOTA STATE CHAPTER
Holly Pechota, FIC
Phone: 605-840-0738 MISSOURI STATE CHAPTER
Randy Rainwater, FICF
Phone: 573-701-0163
NEW ENGLAND CHAPTER
(CT, MA, ME, NH, RI, VT)
Normand St Laurent, FIC
Phone: 401-769-8100
NEW JERSEY STATE CHAPTER
Robert Karaczun, FIC
Phone: 732-845-4933 NEW YORK STATE CHAPTER
Raymond Bejnart, FICF ,CSA
Phone: 914-472-7848
TENNESSEE STATE CHAPTER
Thomas Dalley, FIC Phone: 615-227-7320 NORTH CAROLINA
Jay Faucette, FIC
Phone: 919-463-0055
NORTH DAKOTA-MONTANAMANITOBA CHAPTER
Lyle Berndt, FIC
Phone: 701-225-0857 OHIO STATE CHAPTER
Vicki Grau, FIC
Phone: 513-759-6159 PENNSYLVANIA ST CHAPTER
Tony Flaynik, FIC
Phone: 717-774-5000 SOUTH CAROLINA CHAPTER
Chris Henson, FIC
Phone: 803-727-2272 TEXAS STATE CHAPTER
Janice Friesenhahn, FIC
Phone: 210-828-9921
VIRGINIA STATE CHAPTER
Steve Bishop, FIC
Phone: 540-562-0824
WASHINGTON STATE CHAPTER
Bill Pratt,FIC
Phone: 253-770-6019 WEST VIRGINIA STATE CHAPTER
Steve Strait, FIC
Phone: 304-669-4823 WISCONSIN STATE CHAPTER
Fred Graves, FIC, CLU
Phone: 608-833-1936 The following states are inactive. If
you live in any of these states, NAFIC
would love your help in getting a board
together, please call Amy Hanson,
Chapter Services, at 920-699-5269.
ALABAMA STATE CHAPTER ARKANSAS STATE CHAPTER
ARIZONA-NEW MEXICO CHAPTER
GEORGIA STATE CHAPTER
MARYLAND-DELAWARE & DC CHAPTER
NEBRASKA STATE CHAPTER
OKLAHOMA STATE CHAPTER
ONTARIO CANADA CHAPTER
OREGON-IDAHO CHAPTER
| 23
211 Canal Rd., Waterloo, Wisconsin 53594
65th Annual Convention
MAY 13 – 15 • SAN ANTONIO, TEXAS
PRSRT STD
US Postage
PAID
Merrill WI
54452
Permit No 24

January, 2015 - Fraternal Insurance Counselors

Transcription

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