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THE DELAWARE ADVISOR DECEMBER 2010
national association of insurance and financial advisors delaware254 Chapman Road, Suite 107, Newark, DE 19702 • 302.668-3816 • www.naifanet.com/Delaware
Congratulations to Tony McDonald, CLU, ChFC, CLTC, MSFS from MetLife for winning this year’s Charles B. Palmer Award. Tony with family members at the award presentation.
Tony McDonald, CLU, ChFC, CLTC, MSFS sitting, with past recipients of the Charles B. Palmer Award.
New Free NAIFA member benefit.Details last page.
Tuesday, May 3, 2011
More photos of the Palmer Award night inside.
Calendar of EventsDecemberCentral Meeting / December 10 – FridayTopic: Health Care Reform Act and more. Insurance market provisions timeline, issues that affect your bottom line, patient protection and Affordable Care Act. Brian will highlight the tax implications of this bill and John will cover the affects of this legislation from the insurance standpoint…including how the bill will affect both individual health insurance as well as the new requirements for employers. Speaker: John Still, RHU, Dover Financial Group, Inc. and Brian Stetins, CPA, Faw Casson & Company, LLP.Location: Hilton Garden Inn, Dover. Capital Room. 1706 N. DuPont Hwy., Dover. (Just south of the 104 - Scar-borough Road exit off Rt. 1 to Rt 13 South) Make right at Bob Evans – the Hilton Garden Inn sits behind the Exxon and Wendy’s. Three lunch options can be selected from upon arrival between 11:45 and noon. Each meeting offers a 50/50, $1 per ticket. 10 tickets $5, a sales idea is shared along with a wealth of information. For more information con-tact Nancy Feldman at [email protected]: Includes gratuity and CE credit filing fee. NAIFA Members: $15, Re-occurring guests $18. Thursday, December 16Sussex Meeting on Review of State and Federal elections Speaker: Beverly Sisson, NAIFA Lobbyist
Topic: Talk about both State and Federal November 2nd elections and also give an electoral perspective regarding the 2011 Delaware General Assembly.Time: 8 a.m. breakfast followed by meeting presentation. Free breakfast to potential new members – bring a friend.Location: The Georgia House Retstaurant in Millsboro. CE: 1 CE credit
JanuaryWednesday, January 19 Central fundraiser. Save the date! Will include ethics and flood CE credits. All day at Frazier’s Restaurant. Check website where more information will be posted as it’s provided. Thursday, January 20Sussex Meeting PPACA Legislation (Health Care Reform) Topic: PPACA Legislation (Health Care Reform)Speaker: Past Senator John SillsTime: 8 a.m. Breakfast followed by meetingCE: 1 CE to be filed.Location: Georgia House Restaurant. 119 Main Street, Millsboro, DE 19966
February Friday, February 11 Central Meeting Save the date! Topic: LTC. More information to be posted.
March Friday, March 11 National Membership and YAT Awareness Month. More details to follow.
MayMonday, May 2Speakers’ Dinner.Location: Courtyard Marriott, Newark, Delaware.More details to follow.
Tuesday, May 32011 NAIFA Delaware Career Conference. Location: University of Delaware Clay-ton Hall.CE: 5+1. Total 6 available. Time: 8 a.m. – 5p.m. Cost: Member $100 early-bird before 2-15-2011. Non-Member $125 early-bird. New members $75. For more information, please visit www.naifanet.net/delaware and click on the 2011 career conference button.
Wednesday, May 11, Day in the Hall. Lunch at Frazier’s Restaurant. More details to be posted.
THE DELAWARE ADVISOR
NAIFA Delaware recognizes our 2010 sponsors and thanks them for their continued support of this great organization.
Confirm details on Calendar page of
website www.naifanet.com/delaware
prior to event just in case any
changes had to be made.
THE DELAWARE ADVISOR
It’s smart to belong.
The holiday
season is
here and the
end of the year is
near. Many changes
have been thrown
on the insurance agent in 2010. The
next year will be even busier with many
new legislation coming down the pike.
The health insurance agent is sure to
be impacted in the pocketbook in 2011
and beyond. We must stay informed and
go to as many NAIFA and insurance
company meetings as we can. With only
a few weeks left in 2010 this is the time
to pause and reflect on the year and plan
for the changes coming up next year.
If you are interested in getting
involved with NAIFA as a board
member please contact any present
board member and let us know how you
would like to be involved. The next few
years look to be very busy and we could
use all the help you can offer. Thank
you for your continued membership in
NAFIA Delaware and have a blessed
holiday season.
From the President’s Desk By: Ronald E. Simmons, NAIFA Delaware President
Ronald E. Simmons
Best
Wishes
for a
Wonderful
Holiday
Season.
THE DELAWARE ADVISOR
Beverly Sisson
Insurance Regulatory NewsBy: Beverly Sisson, Lobbyist for NAIFA Delaware
The general Assembly convenes again on January 11th.
In the meantime you may find some of the recent posted listings on legislation regulatory news
button of inerest on the NAIFA Delaware website. Learn more at www.naifanet.com/delaware./
Delaware State Legislative Caucus •ResultsRelease from Insurance Commissioner, Protect your •Holiday Purchases. Existing insurance coverage and store-offered extended warranties.Forms & Rates Bulletin No. 34 posted 11/10 regarding •FOIA request.Patient Protection Affordable Care Act, regarding children •under the age of 19 and child-only individual insurance policies.Forms and Rates Bulletin No. 33 regarding Electronic •Fund Transfers to pay for SERFF filing
See news / postings from Beverly Sisson on the Legislation News Button of NAIFA Delaware’s website
www.naifanet.com/delaware
Communications Corner provides members with access to
an extensive online toolbox that includes NAIFA-branded
templates, searchable databases of media outlets and self-directed
communications and public relations training. Members also have
access to professional graphics and media relations support, as
well as communications tips and proven best-practices. All of the resources are specifically tailored to serve
the needs of NAIFA’s state and local associations, as well as individual insurance and financial planning
professionals. Check out www.naifa.org today.
Get the most from your NAIFA membershipwww.naifa.org has NEW tools that help!
I am thrilled to announce that our State
Association will be sponsoring three
excellent candidates for the Spring
2011 LILI class – Kevin Lammers, Laura
Day, and Craig Lytle. I am confident that
all the candidates will have an excellent
experience and I look forward to keeping
the membership updated on the progress
that they are making.
The Leadership Corner – LILI By: Dan Reisinger, CLU, ChFC, Delaware State LILI Chair
Dan Reisinger, CLU, ChFC
The next session will begin in the Fall 2011. For those
interested members in LILI for the Fall – please check out the
NAIFA website for additional information. Please send me
an e-mail to discuss the process of becoming part of the LILI
experience. [email protected].
THE DELAWARE ADVISOR
It’s smart to belong.
NAIFA New Castle UpdateTodd D. Hudson, NAIFA New Castle President
Todd Hudson
Frederick J. Dawson, ChFC, CLU
Thank you sponsors
On November 11th, we had our Palmer
Awards Dinner. Congratulations to
Tony McDonald who was chosen
for this prestigious award. He truly deserves
the accolades for all of the time and energy
he’s given back to this association. What a
wonderful night. This is the first time in about
15 years the Palmer Awards were a dinner
event. If you didn’t attend this year, mark your calendar for next
year’s event. Everyone I talked to had a great time and they were
really glad the event was moved back to the evening. Lots of fun
was had by all. The food was delicious and new relationships and
friendships were formed. Veteran’s Day was the theme. We had
some touching videos to honor our Veteran’s. We also hired a local
acoustic duo that played music during dinner and after the Awards
Ceremony. I can’t stress enough how enjoyable the evening was.
Congratulations to Tony and a big thank you goes out to Kevin
O’Neill and Kathy Gregor for organizing the event.
On December 1st, we had our annual Political Action Committee
and Final year Tax Preparation meeting. Our speaker was Jordon
Rosen, a partner at Belfint Lyons & Shuman. Once again, this was
a late afternoon meeting with 1 CE credit for DE/PA/MD. This
was our PIC/PAC/Tax/YAT meeting. PIC – Political Involvement
Committee – This committee is focused on linking our NAIFA
members to our State and National Legislators to deliver checks
and develop relationships to make sure our legislators know we
can be a resource for them as bills are drafted that affect our
industry. PAC – Political Action Committee – This Committee
raises money from our members to be delivered to candidates
for office. TAX – It’s not but it should be a four letter word.
Something we’re all trying to reduce. Finally, YAT – Young
Advisors Team – This group of future leaders are defined as
younger than 40 years old or new to the insurance business within
the last 5 years. We had a cocktail hour after the presentation to
allow everyone an opportunity to get to know each other a little
better. We also raised money for our year end Political Action
Committee Goals. If you are unable to attend but would like to
contribute, please go to www.naifa.org to make a contribution. If
you love your job and want to continue to deliver tax advantaged
products and services to your clients, it’s critical for you to make
a contribution. You can contribute a one-time payment or you
can have the contribution deducted monthly from a credit card or
checking account. Please start contributing and supporting your
industry today. We thank you!
THE DELAWARE ADVISOR
THE DELAWARE ADVISOR
It’s smart to belong.
This year’s Palmer Award and Industry Quality and Achievement Awards were held on Thursday, November 11 at the Christiana Hilton. The Palmer Award committee did an outstanding job at putting together a wonderful evening with colleagues, family and friends.
THE DELAWARE ADVISOR
C. Anthony McDonald, CLU,
ChFC, MSFS
Security LifeINSURANCE COMPANYOF AMERICA
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“In my 37 years in the insurance business, I’ve found there are hundreds of companies who are willing to getyou products. I’ve also found that even with the best of intentions, problems and unusual circumstances do arise.What separates the quality dental and vision benefit providers from the rest is a willingness – no – a compulsionto take care of and solve those problems for my clients. Direct Benefits is one of those very few organizations.”
– David Middaugh, Fargo ND
IFAPAC Update C. Anthony McDonald, CLU, ChFC, MSFS, NAIFA Delaware IFAPAC Chair
The IFAPAC year is ending December 31st.
For the ninety plus members who have
contributed in 2010, your donations were
crucial in allowing our local and national lobbyists
access to legislators in Dover and DC. NAIFA
is your voice, your advocate for educating these
policymakers on the products and services we
offer to our clients. 2010 was filled with changes
in the legislature halls. These new faces need to
be contacted and educated as well as maintaining
established relationships. For more information on
what legislation NAIFA is working on or to make a
donation, please visit www.naifa.org.
Starting in January, 2011, Lisa Broadbent-DiOssi
will now be the IFAPAC Chair and Dennis Drake
will be the Vice-Chair. I thank you for your support
these past two years.
–C. Anthony McDonald.
THE DELAWARE ADVISOR
It’s smart to belong.
Why Join YAT? It’s FREE! It’s also a great way to build relationships with professionals who are in their first five years in our industry or to network with professionals in related industries (i.e. accountant, mortgage brokers, and estate lawyers)! Viola! You instantly have access to valuable sales and marketing tools! Being involved in the NAIFA Young Advisors Team fosters a sense of camara-
derie! Build your commitment to yourself and your clients by being active in a team that is dedicated to helping you survive during the first years of your business! TIPS TO GIVE YOUR SALES A BOOST! By: Dallas Bokop, Insurance Broker
Of the “twenty-four million U.S. households, 22% have no life insurance” (LIMRA) and many of those households are underinsured. While many people know they need insurance to protect their families, income and homes, they are often reluctant to talk about the “what if ’s” in life. As advisors, it is our job to discuss life events and to help them prepare financially. A dedicated business professional, should feel obligated to keep up with the advancements in digital and web based
technology as well as the economic climate in order to find new ways to keep their clients educated and engaged. When we remain committed to ourselves and our clients, we will find ourselves busy restructuring business and marketing plans, reviewing client policies and determining changes in the levels of risk in effort to help our clients reach their goals. Being a member of a professional association like NAIFA helps build credibility with our clients and demonstrates our dedication to building a solid business and expanding our knowledge in our area of expertise. Here are tips that will give your sales a boost! While some may seem elementary, I challenge you to take a moment to review them. Perhaps they will help give you the boost you need to scale your personal ladder of success and help you achieve your business goals!1. BUILD a trusting relationship with your clients.2. OFFER solutions that meet your client’s goals.3. ORGANIZE consistent communications with your clients.4. SPECIALIZE in a field of your expertise.5. TALK face-to-face with your clients about life events that require financial planning.
Why Join YAT? Dallas Bokop, NAIFA Delaware YAT Chair, NAIFA Central Secretary
Tax deductible contributions should be made
by check to the Carl Hill Memorial Fund
and mailed to George Weiner and Associates,
C/O Don Fulton, Red Clay Center at Little
Falls, 2961 Centerville Road, Suite 300,
Wilmington, DE 19808.
CARL HILL MEMORIAL FUND
New eyes.New reach.New exposure.
New eyes.New reach.New exposure.
See what’s new.In print, email and online.
Call 877.IFA.5001
0410_IFA_Tradeshow_4.5x3.5 3/29/10 9:47 AM Page 1
Dallas Bokop
Our second General Membership meeting for NAIFA Central 2010-2011 was another complete success!
Beverly Sisson, our presenter, did an outstanding job updating us with the changes regarding Delaware Insurance Laws and Regulations. A big thank you goes out to the members and guests that were able to attend.
Increasing our NAIFA membership and sharing the value of being a member
of NAIFA (National Association of Insurance and Financial Advisors) is our continued goal and focus! Bring a friend or an Associate to our next meeting. Save the Date. Our next meeting, which we have scheduled for, Friday, December 10, 2010 will be focusing on the Health Care Reform Act and more. Our presenters will be John C. Still – RHU – Dover Financial Group, Inc. and Brian J. Stetins – CPA – Faw Casson & Company, LLP. The location will be at the Hilton Garden Inn – Dover, DE 19904 from Noon to 2:00 p.m. The 2010-2011 NAIFA Central Delaware Board Members include:Nancy M B Feldman – President; Mike Redmond – Treasurer and Past President; Dallas Bokop – Secretary and YAT Chair; Mike Bennetti – National Committeeman, Government Relations Chair; Wendy Sutton – Membership Chair; Don Talerico – Professional Development and IFAPAC Chair; Louis Memmolo – AHIA Chair member and Helen “Sis” Collins – Multi-Lines Chair.
We are looking for “a few good men and women” to take over and continue the board positions for NAIFA Central Delaware 2011-2012. The platform is in place and the process is running very smoothly however; we want and need the opportunity to continue for the NAIFA Central Delaware Board. If any of you want to nominate someone or yourself for a future board position, please let me know. Remember: this change will not take place until June 2011 and we are off in July and August 2011 for the summer.
Save the dates: Wednesday, January 19th, 2nd Annual fund raiser for Central – CE Credits including Ethics and Flood all day at Frazier’s Restaurant; Friday, February 11th, LTC Presenter; Friday, March 11th National Membership and YAT (young advisors team) Aware Month; Friday, April 8th still planning; Wednesday, May 11th (Day In The Hall) – Lunch at Frazier’s Restaurant more details to follow. Continue providing feedback. As a board, we are interested in what you have to say. Once again, what we can accomplish together is endless. Remember: “Happiness comes only when we push our brains and hearts to the farthest reaches of which we are capable” –Leo Rosten. If you have a topic you would like to learn more about or if you know of a presenter that has value and knowledge to share with our group, please reach out to me. [email protected] or use my cell 302-423-4204 or office (302) 734-4364 line. Looking forward to what this new 2010-2011 NAIFA term has to offer and by sharing unique business ideas and success stories. Together we can accomplish a lot. With all of our continued and combined efforts, it will be another successful year. Thanks to each of you for your help and support along the way.
NAIFA Central UpdateNancy M. B. Feldman, NAIFA Central President
Nancy Feldman
THE DELAWARE ADVISOR
It’s smart to belong.
HOW
MUC
H CA
N YO
U LE
ARN
IN J
UST
ONE
DAY
– YO
U’LL
BE
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ED!
Tuesday, May 3, 20118:00 a.m. to 5:00 p.m.
Clayton Hall • U of DE • Newark, Delaware
Why attend this year’s Career Conference if you’ve been to a handful in the past and money and time may be tighter than ever? The insurance and financial industry has been greatly impacted with many changes during this past year. Demands on workers are greater than they’ve been for many years. We have taken into consideration these changes and have selected a lineup of speakers that will help put attendees on the right path with a renewed enthusiasm, fresh ideas to grow business, and knowledge for greater earning potential. The Career Conference is not put together for the sole purpose of earning continuing education credits. Although this is an added benefit, the day will offer much more. Take a speak peak at just three of our speakers below–it will be an informative day.
Sneak peak at three of our speakers– Michael Keenan, CLU, ChFC, Senior Vice President of the Life Foundation and this year’s recipient of the John Newton Russell Award.Topic: Will present a reaLIFEstory and information on the Life foundation – The importance of insurance in today’s world. Michael C. Keenan, CLU, ChFC, was named the recipient of the 69th annual John Newton Russell Memorial Award, the highest honor bestowed on an individual by the insurance industry in Sept. 2010. The award recognizes sustained and meritorious service to the life insurance and financial advising industries. Keenan entered the life insurance business in 1962 and soon established himself as a successful agent with the Prudential. In 1971 he qualified for the Million Dollar Round Table and remains an MDRT Life member to this day. … Tom Hegna, CLU, ChFC, CASL, Vice President New York LifeTopic: Uncertain times like these highlight the power of the Life Insurance Industry to provide stability and surety to retirees who are uncertain what to do with their retirement savings. Tom Hegna is First Vice President for Retirement Income Security at New York Life. He is responsible for all Mutual Fund, Annuity, Long Term Care Insurance and some Life Insurance sales through the New York Life Agency channel. In 1988, Tom started his career in the insurance industry with MetLife. He qualified for membership into the Million Dollar Round Table (MDRT) in each of his first three years (MDRT is recognized throughout the industry as the standard of sales excellence in the life insurance and financial services
business). In July of 1996, he joined New York Life and was named Director of Annuity Sales for the West Central Zone. He was promoted to Vice President in March of 2006 and First Vice President in March of 2010. He has given over 2,000 retirement seminars across the country and agent investment sales were over $4 billion in 2008…
Saly A. Glassman, Merrill Lynch Topic: Growing Your Business in a Challenging Economic Environment. Saly A. Glassman, Managing Director of Investments at Merrill Lynch in Blue Bell, PA, invests over $3.3 billion for high-net-worth clients and businesses. She is ranked as one of America’s Top Female Financial Advisors, holding the number one position on the Barron’s Top 100 Women Financial Advisors list, first in 2006 and again in 2008. Saly recently authored the book, It’s About More Than The Money (published by FT Press, June 2010) to help restore investors’ confidence in the financial markets and motivate them to take responsibility for their financial future. Her book will be available for purchase during the conference. The Glassman Group is an all-female team with more than 140 years of collective experience. Each member of the team has a distinct role in the financial planning process. The Glassman Group’s mission is to deliver the ultimate financial services experience to its clients.…
…please visit • www.naifanet.com/delaware • 2011 Career Conference • Speakers …to read a more extensive biography on these speakers.
How has the format changed? This year’s conference will offer 6 CE credits. Five during the regular day’s schedule and an option for an early morning session with breakfast. The schedule has been adjusted from last year and will provide more time with our sponsors and exhibitors in between sessions. At your recommendation, from last year’s surveys, we will have a deluxe buffet lunch to offer a greater selection and also be offering afternoon snacks and beverages.
New and exciting sponsors and exhibitors This year’s conference will bring some exciting support from new businesses. We look forward to learning more about our exhibitors, new and returning, and thank them for their support of the NAIFA Delaware association.
New member discount – if you are a new NAIFA DE member – you qualify for a super discount: admission, lunch, and credits for $75 (Must be new member since 7/1/09). It is great to belong!
Name and company name as you’d like it to appear on your name badge
Mr. John Sample, designations ABC Insurance
__________________________________________________________________________________________________________________
__________________________________________________________________________________________________________________
__________________________________________________________________________________________________________________
Subtotal
Total charge
$___________
$_____________________________________
Member$100 before 2/15–
$125 After
Non-Member$125 before 2/15–
$150 After
New MemberSince 7/1/09
$75
Tuesday, May 3, 2011Registration 7:30 – 8:00 with breakfast
8:00 a.m. to 5:00 p.m.Clayton Hall • U of DE • Newark, Delaware
Filing for 6 CE credits. 5 regular day and +1 early CE session option with breakfast
AT
TE
ND
EE
FO
RM
Questions can be directed to: Kate Schlegel, NAIFA Delaware Exec. at [email protected] or (302) 668-3816or Stan Minka, Jr., CLU, ChFC, MSFS, 2011 Conference Chair at [email protected] or (302) 781-1088 Mail forms to: NAIFA Delaware, c/o The Benefit Group, 254 Chapman Road, Suite 107, Newark, DE 19702-5489 Checks payable to: NAIFA DE. Fax: (302) 225-3169
Company Contact Name
Address
City / State / Zip
Telephone Fax
E-mail If NAIFA member, which local
Payment must be received prior to February 15 to receive early-bird discount.
n Check enclosed. Please charge my n Visa n MasterCard Card#
Print name on card Exp. Date Signature
Phone # that corresponds to card listed ( ) Sec. Code
Mailing address that corresponds to credit card listed if different than the address above.
Signature Date
$___________ $___________
Registration can be completed online via the NAIFA Delaware website at www.naifanet.com/delaware. Click on the 2011 Career Conference button and then the Attendance button. Registration can be completed online by MasterCard, Visa, or a paypal account.
THE DELAWARE ADVISOR
TheSussexChapterthisyearhasbeenfilledwithexcitingandinformativeMembershipmeetingsallcarryingCEcreditstohelpeducateandassistour
memberstogrowtheirbusinesses.OurlastmeetingoftheyearisDecemberthe16thatTheGeorgiaHouseRestaurantinMillsboro,DEandtheguestspeakerisourownLobbyistBeverlySisson,shewillbespeakaboutthisyear’slegislationandhowitwillimpactusduringthecomingyear.Themeetingisopentoallmembersinthestateandpleasebringaguestorpotentialmember,themeetingstartsat8:00a.m.withafreebuffetbreakfastforpotentialmembers.NextyearpromisestobejustasfilledwithgreattopicsincludinginJanuary,SenatorJohnStillsofDoverfillingusinonthelatestupdatesonHealthCareReform,1CEcredit.Thisshouldmakeforapackedhouse,so,makesureyoucallCyndeeGarrett(629-3518)toreserveyourseat.ThefollowingmonthswillincludeFlood&Ethicstonameafew.Ifyouhavearequestforatopic,pleasecallanyboardmemberandmakeitknownandwe’lldoourbesttomakeithappen.Don’tforgettomakeyourIFAPACcontributionfor2010andrenewyourmembershipbeforetheendofthemonth.NAIFASussexBoardwantstowishallmembersinthestateaMerryChristmas/HappyHolidaysandamostprosperousNewYear.
NAIFA Central UpdateJerry Allen, NAIFA Sussex President
Snapshot from November’s Sussex meeting with guest presenter Mitch Crane from the Delaware Department of Insurance. Pictured L–R: Chuck Landon, JD, Mitch Crane, Jerry Allen, and State Representative Danny Short from Seaford.
Introducing a new NAIFA member benefit with an added bonus. Log on and listen to this month’s NAIFA
ClientCast® by Real Wealth® podcast. Go to www.naifaclientcast.com/freebenefit. This link can also be found on the Newsworthy – News Button of the NAIFA Delaware website www.naifanet.com/delaware. After you listen to the podcast you can click at the bottom of the screen and become eligible to get your NAIFA dues paid in full for a year. You must listen and register by December 31, 2010 to be eligible. You can distribute this monthly podcast to any of your clients as an informative marketing tool. This is a win-win marketing effort. The podcast is something
you can provide as an additional service to any/all client(s) via e-mail, great informa-tion is provided by topic experts, it’s free and may generate potential referrals. December’s Podcast Topic – How to position Life Insurance and Annuities to maximize your clients Social Security benefits. According to a US News.com survey, 45% of people turning 62 will apply for Social Security benefits. When is the right time for your clients?
One you view the first one, each month the NAIFA Client Cast® will send you an e-mail with the podcast topic and you choose whether it’s something you’d like to
share with clients and/or colleagues.
FREE NAIFA Benefit is a Win-Win for All
3 reasons to check it out!
Free expert information1. from topic experts each month.
Free to share with clients 2. as a marketing tool.
A chance to get your 3. NAIFA dues paid in full for a year.