2009-2010

Transcription

2009-2010

NAIFA
CONNECTIONS
T H AT
COUNT
2009.2010
connections
that count
Table of Contents
About NAIFA
President’s Message . . . . . . . . . . . . . . . . . . . . . . 2
NAIFA comprises more than 700 state and local associations representing
the interests of 200,000 members and their associates nationwide. NAIFA
members focus their practices on one or more of the following: life insurance
and annuities, health insurance and employee benefits, multiline, and
financial advising and investments. The Association’s mission is to advocate
for a positive legislative and regulatory environment, enhance business and
professional skills, and promote the ethical conduct of its members.
CEO Report . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Government Relations . . . . . . . . . . . . . . . . . . . . . 4
Professional Development and Education . . . . . . . 7
Membership . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Communications and Marketing . . . . . . . . . . . . 12
NAIFA Career Conference . . . . . . . . . . . . . . . 14
Association Services . . . . . . . . . . . . . . . . . . . . 15
Finance and Administration . . . . . . . . . . . . . . . 17
NAIFA Code of Ethics . . . . . . . . . . . . . . . . . . . 18
Officers, Committees, and Staff . . . . . . . . . . . . 19
2009–10 NAIFA Board of Trustees
Front Row L-R: Robert A. Miller, MA, MS, Secretary; Thomas D. Currey, CLU, ChFC, President; Cliff F. Wilson, CLU, ChFC, LUTCF, CLF, Immediate
Past President; Terry K. Headley, LUTCF, LIC, FSS, President-Elect; Randy L. Scritchfield, CFP, LUTCF, Treasurer; Susan B. Waters, DM, CAE, Chief
Executive Officer. Middle Row L-R: Stephen D. Estler, CLU, ChFC; Russell A. Smith, CLU, ChFC, CSA, CFP; Jules O. Gaudreau, Jr., CIC, ChFC; Juli
McNeely, LUTCF, CFP, CLU; Brenda D. Doty, LUTCF, RHU, CLU; H. Larry Fortenberry, CPA, CLU, ChFC. Top Row L-R: Roger S. McCullough, CLU;
Robert O. Smith, JD, CLU, ChFC; Kenneth R. Evans, CLU, ChFC, LUTCF, CFP, AEP; Keith M. Gillies, CLU, ChFC, CFP; John F. Nichols, CLU, DIA.
NATIONAL ASSOCIATION OF INSURANCE AND FINANCIAL ADVISORS | 2009–10 ANNUAL REPORT
1
President’s Message
E
ach year brings different challenges for NAIFA’s leaders and president. I am happy to report
that NAIFA weathered every one of these this past year and stands strong as new volunteer
leadership assumes the reins and new executive leadership settles in. If NAIFA were listed,
the stock would get a “strong buy” recommendation from this advisor.
NAIFA Keeps You in Business
With healthcare reform in full swing, the advocacy efforts of NAIFA and our partners
preserved agent involvement, kept out a “public option” and scored numerous other victories. I say “victories”
without hesitation. Although the reform brings new challenges, it lacks the array of career-killing initiatives originally
proposed. NAIFA was able to minimize the harm done to our members.
Similarly, our efforts fended off an immediate effort to impose a fiduciary duty on broker-dealers, a move that would
threaten the business model under which many NAIFA members have always operated. While NAIFA members may
be subject to a fiduciary standard in the future, it will be a standard that does not put you out of business simply
because you earn a commission. You can read about the many other ways NAIFA is protecting your business in the
pages of this report.
NAIFA Helps You Grow Your Business
NAIFA’s Professional Development programs are impressive in both quality and quantity. And they are still the best kept
secret in the federation. From LILI and coaching programs to sales training and professional designations, NAIFA offers
members everything they need to be successful. There is gold for NAIFA members in NAIFA Professional Development. I
encourage every NAIFA member to make the most of their membership by exploring these opportunities in the pages of this
report and on the NAIFA website.
NAIFA Is Getting Stronger
Our primary financial objective was to achieve a balanced operating budget. The fiscal year ended August 31 and the final
numbers are not tallied yet, but preliminary figures indicate that we have done it! Membership revenue was helped by
a lower than expected rate of member attrition, while the staff and board paid careful attention to controlling expenses.
Financially, NAIFA is strong and getting stronger.
While membership remains a challenge, support by a number of companies buoyed our efforts this year. A reorganized
National Membership Committee focused on agency presentations, strong performance in our Corporate Partners initiative,
and the new Field Leadership Forum project all point to membership growth. Ultimately, though, our best sales force is our
members. Peer-to-peer recruitment is far and away the most successful way to build our ranks. NAIFA has a great story to tell
and prospects respond when they hear it. Make this the year you recruit several new members!
The strong volunteer leadership on the NAIFA board has kept the organization on track and moving forward. These
dedicated volunteers have been tremendous partners and supporters through the year. Rounding out the team is our staff,
which, top to bottom, may be the most talented in NAIFA’s storied history. Dr. Susan Waters became NAIFA CEO following
the March 2010 board meeting. Susan, who previously served as NAIFA’s deputy CEO and acting CEO, brings highly
effective executive leadership, federation credibility, savvy, and intelligence to the role. All around, NAIFA leadership is
performing at a high level.
So, it’s been a good year. Even so, what is more encouraging is the ascending trajectory of the NAIFA enterprise. The best,
truly, is ahead for us. What an honor it has been to serve as NAIFA president, to paint some small corner in the 120-year
panorama of NALU and NAIFA. I won’t forget these few moments, for that is what it seems, of being NAIFA president.
It has been a privilege.
Thomas D. Currey, CLU, ChFC, LUTCF
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CEO REPORT
W
hen I assumed the position of CEO of NAIFA during the past year, I knew I was
privileged to take the role of representing and serving an organization of great
status and purpose within the insurance industry. As I travelled throughout the
country meeting many of you, I found much, much more.
The members of NAIFA, you, hold the key to the financial security of America’s families and
businesses. And, it is not just about money — it’s about children recovering from tragedy with
their futures intact; it’s about avoiding dependency when faced with illness, disability, and age; it’s about allowing
businesses to survive and continue to provide their goods and services and protect the welfare of their employees. The
advice you give and the products you sell underpin America’s ideals of liberty, thereby supporting
the accompanying ideals of life and the pursuit of happiness.
It was NAIFA (then NALU) that convinced government leaders that these products would strengthen Americans
and the nation itself when income tax was first imposed, establishing tax-preferential treatment as an incentive for
families and businesses to provide for themselves. And we continue to fight to keep those tax preferences, keeping
you in business.
Our story is told throughout this report, and I won’t repeat it — read for yourself and be amazed. Know this, though,
a small army of dedicated volunteers and talented professional staff work tirelessly on behalf of NAIFA’s members,
keeping you in business, helping you grow your businesses, and promoting ethical business practices. Think how
much better it would be if the army were larger — more members and more volunteers. Think about how you can
help — it is in your interest, in the industry’s interest, and in the country’s interest. NAIFA is strong, but we can do
even better.
Thank you for the opportunity to serve as your CEO.
Susan B. Waters, DM, CAE
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NAIFA
government relations
advocacy
O
ver the last two years, economic and political
conditions in the United States and the world
have produced the most challenging legislative
and regulatory environment for NAIFA members in
at least a generation. While these challenges are more
noticeable at the federal level, state governments are
also being buffeted by the same economic and political
forces. As a result, the NAIFA federation has confronted
a wide array of issues during the 2009-2010 association
year.
Federal Issues
Healthcare Reform
The new healthcare law makes significant changes to the
health insurance industry. NAIFA’s active participation
in the legislative process greatly improved the outcome.
Original proposals called for a government-run plan and
included explicit language to exclude agents. NAIFA was
victorious in defeating the inclusion of a governmentrun plan and in having precise language added to ensure
consumers have access to licensed insurance agents in
the new delivery system.
Once the legislation was amended to include agents,
threats to have agent commissions set by the U.S.
Department of Health and Human Services arose. NAIFA
again played a lead role in stripping the misguided
government rate-setting provision.
Over the course of the deliberations, taxes on life
insurance and caps on flexible spending arrangements
(FSAs) were discussed as means of paying for the
reform. NAIFA again was successful in blocking
proposals to tax life insurance products and index the
FSA cap for inflation. NAIFA also worked to
delay the implementation date of the FSA cap.
While the new law was effective in March, many
provisions are complex and not yet defined by the
federal or state governments. Some measures will be
implemented this year, many take effect in 2014, and
others are not implemented until 2018.
NAIFA continues to work with the various agencies to
assist with the promulgation of the regulations as well
as with Congress on new initiatives to create a more
positive environment for agents and their clients.
Financial Services Industry Reform
As Congress worked to pass comprehensive financial
services regulatory reform, NAIFA worked vigorously
for two years to ensure that congressional action did
not impose new and unnecessary layers of regulation
on insurance agents and financial advisors. Agents and
advisors, depending on their licenses and business
models, are already subject to extensive regulation
and enforcement by state insurance departments, state
securities departments, FINRA, the Securities and
Exchange Commission, the Department of Labor, and
the Treasury Department.
NAIFA played a leading role in successfully fighting
proposals to impose an impractical fiduciary standard
of care on registered representatives who offer securities
products through their broker-dealers. NAIFA led
industry efforts that stopped Congress from establishing
“financial planning” as a recognized profession subject
to new SEC oversight over and above the regulations
already governing the various aspects of financial
planning. NAIFA also lobbied against bringing insurance
agents, securities licensed professionals, and retirement
plan services providers under a new layer of regulation
that would be imposed by a proposed Consumer
Financial Protection Agency.
Attempts to repeal the limited antitrust
exemption provided by the McCarranFerguson Act and to create a federal
exchange were also thwarted by
NAIFA’s efforts.
4
NAIFA
By lobbying against excessive and unnecessary new
regulations, NAIFA’s efforts proved instrumental in
preserving the ability of all consumers to continue to
have access to affordable financial services that will
help them achieve their long-term financial goals.
Federal Tax Challenges
While healthcare and “Wall Street” reform have garnered
most of the headlines for the last 18 months, federal
tax issues have been ever-present. Congress and the
president have addressed numerous tax issues that could
be game changers for NAIFA members and their clients.
Issues Congress has considered since last fall include:
▲▲ Imposing Medicare taxes on annuity payments to
higher income individuals
▲▲
Limiting the deductibility of interest on loans made
by businesses that also own life insurance on key
employees
▲▲
Limiting the ability of insurance companies to
deduct dividends received on investments that
accrue to the benefit of variable policy owners
▲▲
Curtailing or eliminating contributions to FSA
▲▲
Subjecting certain owners of subchapter S
corporations to employment taxes
▲▲
Changing the independent contractor rules possibly
resulting in expanded unemployment taxes
▲▲
Enacting rule changes on defined benefit pension
plan funding that increase tax revenue
Political Action & Political Involvement
NAIFA’s grassroots and grasstops programs support
NAIFA federation–wide legislative and regulatory
programs.
Continuing programs and new promotions were the
theme for IFAPAC in 2010. Some 167 national, state,
and local NAIFA members and staff — representing 46
states — attended the annual two-day IFAPAC/APIC
Training Meeting in January 2010 with special guest
speakers Van Mueller and Amy Showalter. To promote
fundraising across the federation, IFAPAC produced five
“how to” webinars during the year.
IFAPAC ended the 2009 fundraising year $140,000 shy
of its 2008 total. However, in the first two quarters of
2010, IFAPAC is keeping pace with 2009 fundraising
levels. The PAC disbursed $973,450 to U.S. House and
Senate candidate campaigns and committees (as of June
1, 2010).
On the grassroots/grasstops front, APIC brought the
largest delegation of participants in the Tax Coalition’s
Fly-In on May 11, 2010 in Washington, D.C. The fly-in
educated members of Congress on the tax preferences
afforded life insurance products. Additionally, APIC
revised the Terry Headley Advocacy at Work DVD,
which has been posted (in three parts) on NAIFA’s
website; arranged the Tax Coalition’s Grassroots
Training Presentation to 11 state associations; and
participated in the fall 2009 and spring 2010 IMPACT
meetings.
But, with all the concern across the country (and
The next Annual IFAPAC/APIC Training Meeting &
therefore in Congress) about budget deficits and the
Legislative Summit is set for Sunday, January 30 through
national debt, the tax issues considered so far this year
Tuesday, February 1, 2011, in Washington, D.C. The
could be just a warm-up for a lame duck session of
meeting will feature a special day on Capitol Hill.
Congress in December or early in 2011. Fuel to the fire
will likely come from
the recommendations
IFAPAC’s Capitol Club
of the president’s deficit
David A. Middaugh, CLU, AEP
Kent A. Bennett, LUTCF, CEPS, RFC, MSAA
reduction commission
Robert A. Miller, M.S., M.A.
Ronald D. Brant, CLU, LUTCF, ChFC
due December 1,
John F. Nichols, CLU, DIA
W. Adam Clatsoff, CLU, ChFC, CFP, RHU
R. Jan Pinney, CLU, ChFC, CPCU
Jules O. Gaudreau, Jr., ChFC, CIC
2010. With the active
Russell A. Smith, CLU, ChFC, CFP, CSA
Terry K. Headley, LUTCF, LIC, FSS
involvement of all NAIFA
Roger G. Taylor, CLU, ChFC, LUTCF
Randhir Singh Judge, LUTCF, FLIA, FSS
members, NAIFA will be
Boyd Lee Williams, CLU, ChFC, LUTCF, MSFS
Alan C. Kifer, RFC, LTCP, LUTCF, CSA
ready for the challenge.
David G. Zick, CLU, ChFC, RHU
Larry M. Lambert, CLU, CFP, RFC
5
NAIFA
State Issues
Stranger-Originated Life Insurance (STOLI)
In 2010, the NAIFA federation played a crucial role in
enacting state legislation to stop the spread of STOLI
transactions. We provided testimony at committee
hearings, made targeted contacts with key lawmakers
and carried out broad grassroots efforts. Thirty states
have now acted to protect seniors by stopping STOLI;
NAIFA’s efforts will continue in 2011.
Stranger-Originated Annuity Transactions
(STATs)
In STATs, investors initiate and own variable annuities
taken out on the lives of terminally ill persons.
Because of the annuities’ guaranteed death benefit
riders, investors are protected against heavy losses.
NAIFA was the first group to formally oppose STATs;
state lawmakers are now showing interest in these
transactions.
State Taxation of Life Insurance
While the publicity about tax threats has focused
on Congress, state legislators have been considering
proposals that would impose new or increased taxes
on insurers, producer activities, and our products. To
confront these challenges, NAIFA formed a State Tax
Challenges Coalition with ACLI. Our efforts to
challenge these state proposals have been
largely successful in 2010.
NAIFA staff was engaged throughout the entire twoyear process and was successful in convincing regulators
to remove from consideration provisions that would
be unfair to producers or that would not enhance the
effectiveness of the regulation. In March, the NAIFA
Board of Trustees voted to support the revised model,
and NAIFA state associations are encouraged to take the
appropriate steps to have the new model enacted in their
respective states.
Producer Compensation Disclosure
NAIFA-NYS and NAIFA continue to work with the New
York State Insurance Department on its regulation to
require producers to disclose to customers information
about the producers’ compensation if the customer
requests such information.
Much of the discussion with the department has focused
on the issues of amortization of compensation, and
also with respect to descriptions of as yet unearned
“secondary compensation” (i.e. business office expense
allowances, attainment of production levels that entitle
one to attend educational seminars, etc.). s
Annuity Suitability
In March of this year, the National
Association of Insurance Commissioners
(NAIC) adopted a revised Suitability in
Annuity Transactions Model Regulation.
Concluding a two-year process, the
revised model requires enhanced insurer
monitoring and supervision. It requires
producers to meet training standards and
to have knowledge and understanding of
any annuity product recommended. The
model also requires producers to collect more
comprehensive customer information to ensure
annuity recommendations are suitable.
6
NAIFA PROFESSIONAL
DEVELOPMENT AND EDUCATION
Professional Development and
Education
U
nder the leadership of Chair Larry Lee, CLU,
ChFC, the Member Benefits Committee
continued the build out of the NAIFA
Professional Development System in 2009-2010.
NAIFA Professional Programs
NAIFA earned a $20,000 LUTCF scholarship fund
provided by The American College by exceeding
its LUTCF registration goal for 2009. Ninety-five
scholarships were distributed across the federation
in collaboration with the NAIFA state associations.
NAIFA also added “The 6 Steps to an Effective Referral
Conversation” presented by Matt Anderson to its
Online Seminar Series.
The 2009 NAIFA Convention and Career Conference
was re-designed and expanded to include more than
40 educational and networking sessions, six eligible
for CE credit, arrayed across 10 tracks, including
Managers/GAMA Members; Life & Annuities; Health &
Employee Benefits; Financial Advising & Investments;
Practice Management; Sales, Prospecting, & Marketing;
Leadership & LILI; NAIFA Connections; and
Association Executives.
And the achievements of more than 5,000 NAIFA
members were once again recognized through the
NAIFA Industry Awards program in the past year in
support of the National Quality Award, National Sales
Achievement Award, and the National Multiline Sales
Award.
tool with customization and coaching support features;
the NAIFA-Alberstein Productivity Planner™ — a
paper-based tool that helps advisors efficiently manage
the organization of daily contacts, appointments,
presentations and results; and The Value Pitch Process™
— an online video training program that employs a
four-step process to help identify, refine and build
an “elevator pitch.” Other offerings include a broad
selection of sales, marketing and prospecting book titles
by such authors as Tony Alessandra, Brian Tracy, Jim
Cathcart, Anne Bachrach, Joseph RR Templin, CFP®,
CLU, ChFC, CAP™, and Robert A. Arzt, CLU, ChFC,
LLIF.
NAIFA Preferred Providers
NAIFA negotiated member discounts and added
several new products, programs and services to its list
of Preferred Providers, bringing the total to more than
20. These included Basic Guru, Simplified Training
Solutions, TASC, and Health Proponent — all Health &
Employee Benefits focused. Other Preferred Providers
include Hewlett Packard, a Standard & Poor’s client
newsletter service, Macy’s, and T-Mobile.
NAIFA Networks
NAIFA partnered with a select group of experienced
coaches to offer members intensive skill development in
sales, marketing, and practice development that includes
both individual and group coaching opportunities at a
special member rate. Robert A. Arzt, CLU, ChFC, LLIF,
is the sales coach, Stan Hustad is the marketing coach,
and Norm Trainor is the practice-development coach.
Visit www.naifa.org/benefits/naifacoach for details.
NAIFA Professional Practice Tools and Tips
In addition to continuing to provide the valued free
member benefit, NAIFA Virtual Library, NAIFA
collaborated with a number
of strategic partners to
expand its Practice Tools and
Tips and NAIFA Bookstore
offerings. These included:
the NAIFA-Alberstein
Career Activity Management
Report™ — a Microsoft
Windows-based sales activity
and production data analysis
7
NAIFA PROFESSIONAL
DEVELOPMENT AND EDUCATION
NAIFA Speaker Center
Additional releases to NAIFA’s popular Programs in a
Box series produced for distribution through NAIFA’s
state and local associations included “The Problem with
Penguins: How to Dramatically Increase the Revenues
of Your Financial Services Business by Branding and
Packing Your Big Idea,” with Bill Bishop; “Disability
Insurance Awareness Month,” with Corey Anderson and
Charlie Blomme; “Ethics,” produced in collaboration
with IMSA and featuring Brian Atchinson, Marvin
Feldman, CLU, ChFC, Donald Walters, Lisa Laliberte,
CLU, ChFC, CASL, Randy Scritchfield, CFP, LUTCF,
John N. Travagline, and David Woods, CLU, ChFC;
“New National Health Insurance Law — What It Means
for You and Your Clients,” with Diane Boyle, HIA,
Danea Kehoe, and H. Larry Fortenberry, CPA, CLU,
ChFC; and “Leveraging LILI Tools to Improve Your
Practice — Leadership Workshop,” with Kevin Bell,
CLU, ChFC, JD.
NAIFA also launched a new free, members-only monthly
Webinar Series in April 2010. Topics included “The
7 Principles of Marketing You!” with Stan Hustad,
NAIFA’s Marketing Coach; “Double Your Sales in 90
Days,” with Annette Bau, CFP®; “New National Health
Insurance Law—What It Means for You and Your
Clients,” with Diane Boyle, HIA, Danea Kehoe and
H. Larry Fortenberry, CPA, CLU, ChFC and William
J. Foudy; and “Perfect Storms Rage On—Federal and
State Legislative and Regulatory Issues Update,” with
the NAIFA Government Relations staff. Each session
attracted hundreds of participants and has been lauded
as a most welcome benefit of membership.
Last, the NAIFA Live Learning Center was created. The
center includes archived NAIFA Career Conference and
Annual Meeting workshop audio and main stage video
recordings.
Leadership in Life
Institute (LILI)
Under the guidance of chair Nora
Stransky, CIC, CPIW, the Leadership
in Life Institute had a very productive
year. Institutes were held in a majority
of states and the subcommittee implemented a new
moderator training model and state mentoring program,
expanded alumni programming, revamped NAIFA
conference events, introduced the first LILI Program in a
Box, and developed a new Corporate Program.
LILI, NAIFA’s signature, six-month leadership
development course, is designed to benefit members
and the federation. The curriculum promotes
transformational personal growth, and the program
develops trained leaders who serve at all levels of the
NAIFA federation. In 2010, NAIFA partnered with 31
states to deliver the LILI experience to 250 members.
Alumni Relations and Conference Events
The popular LILI 7 Alumni Workshop at the
2009 NAIFA Conference featured Lance Secretan,
international best-selling author and leadership expert.
The workshop focused on Inspire! What Great Leaders
Do, one of 14 leadership books written by Secretan.
With 1,800 alumni and counting, there is a growing
opportunity to develop state-based alumni groups.
In response to an overwhelming demand for more
programming, the subcommittee developed the LILI
Alumni Playbook, which presents tools and activity ideas
to help graduates start and maintain their own alumni
groups. The Playbook will be introduced at the 2010
NAIFA Conference at a new alumni workshop.
LILI Corporate Program
LILI marked its 11th year with the development
of the LILI Corporate Program – a comprehensive,
customized six-month course based on the fundamental
principles of the proven LILI program. Educating our
corporate partners about this opportunity to build
high-performance teams for their organizations is the
subcommittee’s top priority in the coming year. s
8
NAIFA
MEMBERSHIP
Overview
Corporate Partnerships
he National Membership Committee (NMC),
chaired by Van Land, LUTCF, RFC, developed
and delivered new and exciting membership
tools and resources to the federation. With the end of
the 2009-2010 membership year, the NMC is poised to
make the 2010-2011 membership year one of discovery,
innovation, and most importantly membership growth.
NAIFA’s Corporate Partnerships Program was led by
NAIFA Secretary Robert A. Miller, M.S., M.A., and
trustee John F. Nichols, CLU, DIA, during the 20092010 year. Leveraging guidance provided by Miller,
Nichols and additional NAIFA trustees and staff, the
program continued to expand its scope.
T
In 2009-2010 the national telemarketers contacted
44,141 lapsed members and 7,332, or 16.61% of those
contacted, renewed their memberships. The national
telemarketing program was extended in 2009-2010 to
include welcome calls made to all new members and
calls made to prospects. The NAIFA staff also stepped
up and made calls to lapsed members, contacting 11,246
lapsed members and renewing 2,503, or 22.26%.
NAIFA was pleased to announce the new and exciting
NAIFA MemberNet. The NAIFA MemberNet offers
members the ability to contact prospective members
searchable by zip code, as well as members scheduled
to renew and lapsed members. Look for further
enhancements and new features added to the NAIFA
MemberNet over the 2010-2011 membership year. To
assist in training the federation, a NAIFA MemberNet
tutorial was developed and is currently in the Online
Leaders Training Center.
The NMC continued its communication efforts to
state and local membership chairs by continuing the
successful national membership conference calls,
designed to give the membership chairs the information
and resources they want and need to be successful. For
the first time, the NMC hosted a national membership
webinar focusing on NAIFA’s many
membership tools and resources available
to the federation. These programs, in
addition to targeted renewals to YATs,
aggressive lapsed member
and new member recruitment
campaigns, a redesigned
website, an updated renewal
package, and additional membership
initiatives federation-wide, contributed
to NAIFA moving forward to a future of
growth.
The Corporate Partnerships team worked with
companies to focus on both membership retention
and recruitment throughout the year. Of NAIFA’s
7,605 new members in the 2009-2010 membership year,
68% are affiliated with NAIFA’s top twenty companies
by membership.
New York Life, in particular, was the membership
recruitment leader amongst NAIFA’s top companies by
membership. The company and NAIFA collaborated on
a year-long membership marketing program aimed at
encouraging non-members (both agents and home office
employees) to join NAIFA and for existing members to
renew their memberships. Over 2,200 new New York
Life members were recruited to join NAIFA this year.
The company’s total membership grew by 45%.
The joint program leveraged a variety of resources
including email, web, printed materials and magazines
and in-person meetings to support these initiatives. All
New York Life agents and managers were encouraged
to participate in the company’s NAIFA dues deduction
program whereby the company deducts NAIFA dues on
a monthly basis and automatically renews participants’
memberships each year.
NAIFA also continued to maintain and expand its
relationships with existing partners and companies that
endorse NAIFA. Northwestern Mutual Financial
9
NAIFA
MEMBERSHIP
Network, Principal, and Southern Farm Bureau
continued widespread promotion of their NAIFA
membership initiatives, as did many of NAIFA’s other
top companies by membership.
These initiatives, in conjunction with the Corporate
Partnerships Program’s focus on working with
companies to maximize their producers’ NAIFA
membership experience, enable NAIFA to continue
demonstrating its value proposition to industry leaders,
members and prospects.
Top 10 Companies by Membership
AND THE WINNER IS...
1
New York Life
2
Northwestern Mutual
3
State Farm Insurance Companies
4
Southern Farm Bureau Life Insurance
5
MetLife Financial Services
6
MassMutual Financial Group
7
Prudential Financial
8
Allstate Life Insurance Company
9
Guardian
10 Farmers Insurance Group
As of June 30, 2010
Young Advisors Team
The Young Advisors Team (YAT)
Subcommittee, led by Chair Corey
Anderson, focused the 2009-2010
membership year on providing
additional support to local YAT programs, establishing
the inaugural YAT Leader of the Year Award, and
promoting advocacy through the YATPAC initiative.
In order to recognize the efforts of YATs across the
federation and their commitment to the industry, the
YAT Subcommittee founded the YAT Leader of the Year
Award. Members were encouraged to nominate YATs
they recognized as successful and highly involved in
NAIFA. Many qualified candidates were nominated
through the rigorous process and the 2010 (and
inaugural) YAT Leader of the Year is Adam Sachs, CLU,
ChFC, CFP, CLTC, of NAIFA–Boston.
The 2009 Annual Convention and Career Conference
in Orlando, Fla., was a great opportunity for YATs to
gather, network and get the professional development
they’ve come to expect from NAIFA. YAT sponsored its
traditional networking activities — the meet and greet,
YAT suite, and happy hour — all of which provided
YATs opportunities to connect with their fellow YATs
from across the federation. In addition, YAT sponsored
a number of educational sessions, including a mentoring
workshop, a face-to-face session with NAIFA leaders,
and three other workshops.
YAT harnessed the power of social media mixed with a
dash of ingenuity to issue a challenge to NAIFA leaders
to help raise money for IFAPAC while in Orlando.
NAIFA leaders agreed to match funds or sponsor a YAT
registration to the 2010 conference in Seattle if the YATs
had a 90% contribution rate while in Orlando. The
YATs raced against the clock and tracked down YATs to
make the challenge a reality and ended up raising over
$20,000 for the PAC, blowing past their $10,000 goal for
the conference and surpassing the 90% contribution rate.
After such a successful trial run, YAT continued its
recruitment initiative and extended the time frame
to include the entire membership year. Any YAT that
recruited 12 or more new members between July 1,
2009, and June 30, 2010, received a complimentary
registration to the 2010 Career Conference and Annual
Meeting in Seattle.
10
NAIFA
MEMBERSHIP
Denise Boyce, LUTCF, of NAIFA–Inland Empire (Calif)
was the overall winner with 23 new members recruited
and also received airfare to attend the conference in
Seattle. Eight other YATs also recruited enough members
to receive a free registration to Seattle.
As part of a YAT membership retention campaign,
NAIFA began sending out monthly emails to YATs
who were scheduled to renew and urged them to
renew through the monthly draft program. Due to the
positive response, these emails will continue to go out to
renewing YATs on a monthly basis. In conjunction with
NAIFA’s Advisor Today, YAT also targeted lapsed YATs
with a special cover on their last magazine and urged
them to renew. This campaign also had success and
has been implemented into YAT’s overall membership
retention strategy.
Looking forward to the 2010-2011 membership year,
the YAT Subcommittee will focus on developing new
professional development opportunities for YATs,
increasing national resources for local YAT groups, and
working with other NAIFA departments to integrate
YAT even further into the NAIFA fabric. s
NATIONAL MEMBERSHIP EXCELLENCE
AWARD ACHIEVERS
Platinum Award
This level recognizes associations that achieved the
highest percentage over their beginning year membership
count in each of the following size categories.
States
0-899 Members:
NAIFA–Massachusetts
900-1999 Members: NAIFA–New York
Locals
25-149 Members: NAIFA–North Orange County (CA)
150-399 Members: NAIFA–San Francisco Peninsula (CA)
400+ Members:
NAIFA–Greater Metro Region (NYC)
Gold Award
This level recognizes the state and local association that
achieved the highest overall growth by member.
State
Overall Growth by Member: NAIFA–New York
Local
Overall Growth by Member: NAIFA–Greater Metro
Region (NYC)
State Associations That Achieved
Membership Growth
NAIFA–Guam
NAIFA–Massachusetts
NAIFA–New York
Complete list of National Membership Excellence Award
achievers, including those who achieved the Silver Award,
and Outstanding Member Recruiters are available online.
11
NAIFA COMMUNICATIONS
AND MARKETING
Communications redefined
I
n today’s competitive media market, consumers
have an abundance of choices for news and
information — from the traditional newspapers,
radio, and television to the emerging digital media
sources and social networking sites. While these
competing sources provide new opportunities for
consumers to get information when and how they want
it, they also provide challenges for communicators to
get their messages across to an increasingly fragmented
audience.
NAIFA Communications has launched a number of
initiatives aimed at delivering content on multiple media
platforms so our members and our key audiences of
elected officials, the media, and consumers will receive
our messages in effective, meaningful, and engaging
ways. We have increased our presence on social media
sites, including Facebook, Twitter, and LinkedIn,
and have launched blogs and podcasts with timely
and relevant content, providing news, context, and
commentary on emerging industry issues.
In addition to reaching our members and fostering
community through blogs and social networking sites,
NAIFA Communications has increased its outreach to
the news media to gain wider visibility for the industry
and the association in the mainstream and trade press.
At the forefront of our activities is NAIFA’s use of
strategic media relations. We have established regular
contact with influential reporters covering legislative
events on Capitol Hill, and business reporters
monitoring the industry. Key to our strategy is
recognition that these reporters are not just filing for
their print medium but also for their company’s websites
— writing industry blogs, recording podcasts, posting
Tweets and producing videocasts. NAIFA staff meets
the needs of these reporters by packaging our material
in multiple media formats so NAIFA news, policies, and
positions are communicated directly to the source.
NAIFA’s website continues to evolve with new features,
including an expanded “What’s New” section on the
home page to highlight even more news and events, as
well as new site content and archived webinars covering
topics ranging from healthcare reform to marketing to
improving sales techniques. The new “Highlights” box
on each section and improved site navigation make it
easier to find the content you’re looking for.
NAIFA’s new Weekly Connections, launched in 2010,
features current industry news selected specifically
for NAIFA members, and the NAIFA-National news
you need. The new format and weekly schedule allows
NAIFA-National to keep members up-to-date on
industry trends, the latest member benefits, government
relations activities, events, and more. While Weekly
Connections is emailed every Thursday, members
can get a sneak peek every Wednesday at www.
weeklyconnections.com, the new NAIFA news blog.
Here members can read full articles and review past
articles, which are archived by month.
NAIFA’s presence on Facebook, Twitter, YouTube,
and LinkedIn provide breaking news and networking
opportunities, and a chance for members to share views,
post questions, exchange ideas, and present innovations
in the industry. s
Connect at Facebook.com/NAIFANational1
Follow us at twitter.com/NAIFA
Connect at LinkedIn
NAIFA’s communications initiatives also work to
enhance the NAIFA member experience and deliver
value with tools that will help members grow their
business and stay on top of NAIFA’s quality products,
services, and other offerings throughout the year.
12
NAIFA COMMUNICATIONS
AND MARKETING
NAIFA’s award-winning magazine, NAIFA’s Advisor Today, continues to evolve with timely content and perspective
on industry trends and issues.
Highlights:
▲▲ We received a record number of nominations for
Advisor Today’s “Four Under Forty” awards program
— 70 nominations, up by 45 from the prior year, and
the highest since the awards program’s inception.
In addition, we had a record 13 nominations from
female advisors. See the cover story on Four Under
Forty winners in the June issue.
▲▲
We conducted our bi-annual readership survey to
determine what topics members are interested in
and to obtain information on their buying power
for our advertisers. Survey results are used to create
the magazine’s editorial calendar for next year. Life
insurance, annuities, estate planning, long-term-care
insurance, and financial planning topped the list of
topics readers are interested in. Eighty-eight percent
of readers said that they would recommend Advisor
Today to a colleague.
▲▲
Advisor Today’s monthly podcast series, “Building
a More Successful Business,” continues to be very
popular. The 10-12 minute podcasts have been
downloaded over 370,000 times over the past
year. Podcasts from two years ago continue to be
downloaded, showing their evergreen value. Access
them at www.AdvisorToday.com.
▲▲
The Advisor Today website has been redesigned
in a more lively and easier-to-read format. Viewers
will be able to access archives from the print
edition of the magazine, as well as archives from
web-exclusive articles. Articles are categorized by
topics such as life insurance, health insurance,
financial planning, multiline insurance, and more.
In addition, there are articles on practicemanagement tips and prospecting, marketing
and sales. A resource guide, called the Insurance
and Financial Services Professional Resource Guide,
has also been added to the site. Viewers can search
and shop for the products and services they need
to be successful in their businesses. s
13
NAIFA CAREER CONFERENCE
AND ANNUAL MEETING
In a word, the 2009 NAIFA
Convention and Career Conference
was… Brilliant!
N
early 2,000 NAIFA members and industry
leaders came together at the Orlando
World Center Marriott Resort for
the premier gathering of insurance and
financial advisors in the industry. Taking
place September 12-16, 2009, NAIFA’s
120th annual conference addressed the
governance issues of NAIFA, including
several proposed bylaws amendments
and elected officers and members of the board of
trustees for 2009-2010.
The conference general sessions featured powerfully
moving and motivating presenters such as Meryl
Comer. Her portrayal of the physical, emotional, and
financial strain on caregivers and families suffering
with Alzheimer’s touched everyone and highlighted the
importance of the products we sell. Ronan Tynan inspired
the conference with his story of achievement told in word
and song. Susan Waring, CLU, ChFC, explored the multicultural and multi-generational opportunities available
in the women’s market. And, TIME magazine’s Michael
Duffy provided a view from Washington, D.C.
Attendees enjoyed a full slate of more than 30 educational
workshops covering a variety of professional development
tracks, including the practice specialties; sales, marketing
and prospecting; field managers; leadership and more.
Select workshops also had CE credit available. Plus,
attendees had access to the most powerful
resource available to NAIFA members,
networking with colleagues from across
the nation.
Government relations and political advocacy
is at the heart of everything NAIFA does,
and that includes the NAIFA conference.
The informative Legislative Forum
provided attendees an update on the latest
from Washington, D.C., and government
relations workshops provided the tools and
knowledge need to make any NAIFA member a grassroots
political advocate.
The NAIFA Expo featured more than 100 exhibiting
companies and organizations with the latest products and
services to help advisors improve their bottom line.
The 2009 NAIFA Convention and Career Conference
was a shining example of NAIFA’s commitment to
professional development, networking, and political
advocacy. NAIFA 2009 was Brilliant!
Find more information on NAIFA's Career Conference
and Annual Meeting online. s
NAIFA Career Conference and Annual
Meetings 2010–2012
2010
Seattle, washington
September 11–15
2011
washington, DC
September 10–14
2012
Las Vegas, Nevada
September 8–12
14
NAIFA
ASSOCIATION SERVICES
NAIFA Bylaws
T
wo amendments to NAIFA’s bylaws were passed
by the National Council at the 2009 NAIFA
Convention and Career Conference in Orlando,
Fla.
The first amendment, initiated by the NAIFA Board,
increased NAIFA national dues for three consecutive
years, and shares a portion of dues revenue with NAIFA
state and local associations, in order to continue to
provide superior member value in the areas of advocacy
and professional development on a sustainable basis.
The second amendment, initiated by the NAIFA Board,
expanded the National Council to enable greater
participation and more proportional state representation
in NAIFA’s delegate body by permitting additional
delegate appointments based on each state’s membership
size and future growth.
To view the NAIFA national, local and state model
bylaws please visit www.naifa.org/leaders/governance/.
NAIFA Online Leaders Training
Center
The Online Leaders Training Center (OLTC) is NAIFA’s
virtual library and complement to the existing NAIFA
Leaders Center. The site continues to expand and
provide secure 24-hour access to NAIFA leaders from
any computer with the capability of providing videos
and interactive training for a host of NAIFA programs.
It also provides drilled-down restricted access to
participating associations for programs such as the
Executive Conference Calls, Local Success Planning
(LSP), and Leadership in Life Institute (LILI) moderator
material.
Local Success Planning (LSP)
The LSP program is offered to all states to train their
local leadership. It also helps to empower locals with
the knowledge and resources to effectively execute their
jobs and accomplish their objectives for the upcoming
membership year.
New this year was the creation of the Association
Meeting Format Template and Resource Document.
Member meetings are considered a primary benefit and
greatly influence membership retention. To help ensure
that associations are conducting strong meetings, the
Committee on Associations developed these resources to
provide associations with the information and support to
conduct informative and beneficial meetings.
These resources are incorporated in the 2010 LSP
program offered to the states to conduct at their
Association Leadership Conference. They are also
available in the NAIFA Leaders Center.
LSP Program Meeting Format components include:
▲▲ Meeting Format Template: Provides association
leaders with a working document that can be used to
develop their meeting agenda.
▲▲
Meeting Format Resource Document: Provides
association leaders with the information and
support needed to deliver timely government
relations updates, a vast array of member benefits,
industry expert speakers, and beneficial networking
opportunities to members.
Center highlights include NAIFA resources, training
videos, presentations from NAIFA leaders, the National
Leadership Conference (NLC) Part I Webinar, LSP, LILI,
Programs in a Box and more!
15
NAIFA
ASSOCIATION SERVICES
The LSP program continues to offer three optional
add-on modules that provide specific job training. The
modules are Advocacy, Membership, and Professional
Development and Programs. Each module provides
critical information and resources in these three areas.
Each module is available as a general session module
(30 minutes) and a job training module (60 minutes)
to provide flexibility in the delivery of these programs.
If states were not able to utilize the three modules in a
formal conference meeting format they were encouraged
to hold conference calls with the appropriate local
association leaders.
State participation in the LSP
program since conception:
2009 – 2010: 28 states participated in the LSP program.
2008 – 2009: 25 states participated in the LSP program.
2007 – 2008: 1 state participated in the LSP I program, 12
states participated in the LSP II program, 19 states participated
in the LSP III program, and two states used the LSP modules.
2006 – 2007: 14 states participated in the LSP I program
and 18 states participated in the LSP II program.
2005 – 2006: 21 states participated in the LSP I program.
2004 – 2005: Pilot year with three states representing each
of the three size categories. (Colorado, Wisconsin, & Maine)
National Leadership Conference
(NLC)
As announced during the 2009 Association Executives
Conference (AEC), NAIFA reformatted the National
Leadership Conference (NLC).
NLC PART II: Leadership training and relationship
building will be incorporated into the 2010 NAIFA
Career Conference and Annual Meeting in Seattle,
Wash., September 11 - 15, 2010. For additional
information visit www.naifa.org/nlc2010/.
Association Executives Conference
(AEC)
The Association Executives Advisory Council (AEAC)
Chair David S. McBride, Executive Vice President,
NAIFA–Nebraska, and council members worked
diligently on behalf of all federation executives to
develop and deliver the most beneficial 2009 Association
Executives Conference (AEC) program possible.
The 2009 AEC program revolved around the core
functions of the federation. More specifically, it focused
on the executives’ jobs as professional staff and how
executives can best support and influence the results
that associations achieve in these core areas.
The 2009 AEC highlights included a New Executives
Orientation; a Resource Fair Breakfast; a session by
David W. Field, CAE, executive vice president of
NAIFA–Ohio; educational Learning Labs; new breakout
session formats; and a Town Hall Meeting with guest
panelists that included Susan Waters, DM, CAE, then
NAIFA’s deputy CEO, and Terry Headley, LUTCF, LIC,
FSS, then NAIFA’s secretary.
The 2009 C. Carney Smith Award was presented to
state executive Ken Morgan, CAE of NAIFA–North
Carolina, who was recognized and honored during the
AEC. The C. Carney Smith Award, which was named
after former NAIFA Executive Vice President and
CEO C. Carney Smith, CLU, honors one outstanding
association executive each year. s
The 2010 National Leadership Conference consisted of
two parts focusing on the following areas:
NLC PART I: Spring skills and tools (resource) training
was delivered March 31, 2010, via webinar and posted
on line in the NAIFA Online Leaders Training Center for
those unable to participate. Some 185 association leaders
participated in the live webinar. Some participants
experienced the webinar as a group with their leadership
teams.
16
NAIFA
FINANCE AND ADMINISTRATION
Finance and Audit
A
s the global economy, and our industry,
struggle to shake off the effects of the 20082009 financial crisis and the resultant recession,
NAIFA continues to provide strong advocacy and
valuable member benefits. Our ability to do so has
been enhanced by the National Council’s decision, in
September 2009, to implement a dues increase effective
January 1, 2010. With further increases already approved
for January 1, 2011, and January 1, 2012, NAIFA’s
financial condition is stable, and we are prepared for
ongoing battles against legislative and regulatory threats
to our industry and to our clients’ interests.
Current year operations
For the current fiscal year, which ends August 31,
2010, the Board of Trustees approved a breakeven
operating budget, including the partial year effect
of the dues adjustment as of January 1, 2010.
Preliminary internal financial statements through
June 2010 (ten months of operations) indicate that
NAIFA’s operations are on track to meet the approved
budget. Vigorous cost-cutting efforts have continued,
offsetting a decline in non-dues revenue, which
includes magazine advertising. The commercial real
estate market in Northern Virginia remains soft, still
frustrating NAIFA’s attempts to lease the vacant space
in our headquarters building. However, in the summer
of 2010, interest in the property has increased, and
negotiations are underway with several prospective
tenants.
Fiscal Year Ended August 31, 2009
For the previous fiscal year, which ended August
31, 2009, NAIFA recorded a deficit of $750,000.
Consolidated revenues were $16,234,000 and
consolidated expenses were $16,984,000. Because of
a decline in the fair market value of the assets of the
Employees Pension Plan, the excess pension liability
adjustment increased by $1,617,000, resulting in an
revenue & expenses FY2009
Revenue
expenses
17
NAIFA
FINANCE AND ADMINISTRATION
overall decline in net assets of $2,367,000. Complete
audited financial statements for the 2008-2009 fiscal
year are available to members on the NAIFA website
at www.naifa.org/about/annualreports/documents/
FS08312009.pdf.
The deficit of $750,000 included a loss in our
Investment Reserve of $224,000, due to the general
decline in financial markets during that year. Actual
operations resulted in a deficit of $526,000, which
was a smaller deficit than had been expected. The
board had approved a deficit operating budget to
permit investment in the NAIFA21 programs, which
improved member benefits and strengthened the
association’s infrastructure.
NAIFA continues to provide strong
advocacy and valuable member
benefits.
Looking Ahead
Having improved from a deficit in 2008-2009 to a
breakeven in fiscal 2009-2010, NAIFA’s financial
condition is set to improve still further in the 20102011 fiscal year. The approved budget for next
year shows a solid surplus, and does not include
any income from renting additional space in the
headquarters building. With our financial affairs in
order, NAIFA can concentrate on the main mission:
keeping you in business, helping you grow your
business, and promoting ethical conduct. s
NAIFA Code of Ethics
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.
18
NAIFA OFFICERS,
COMMITTEES, AND STAFF
Officers and
Trustees
NAIFA Officers
President
Associations Committee
Convention Committee
Chair
Matthew S. Huntington, LUTCF, CLU
Chair
Members
John D. Cornillez, LUTCF, RFC
Thomas M. Cothron
Bruce P. Knopp, LUTCF, CLU, ChFC
Frank Lazarus, CLU, ChFC, CASL, RFC
Immediate Past President
Robert G. O’Fallon, CLU, ChFC, CFP, CFS
Cliff F. Wilson, CLU, ChFC, LUTCF, CLF
J. Michael Stevens, CLU, ChFC
President-Elect
Robert L. Vinson, CLU, ChFC, LUTCF
Local Executive Liaison
Treasurer
Kim Kieschnick
Randy L. Scritchfield, CFP, LUTCF
State Executive Liaison
Secretary
Linda S. Vice
Robert A. Miller, MA, MS
Trustee Liaison
chief Executive Officer
Keith M. Gillies, CLU, ChFC, CFP
Audit Committee
NAIFA Trustees
Chair
Brenda D. Doty, LUTCF, RHU, CLU
Robert W. Verhille, CLU, ChFC
Stephen D. Estler, CLU, ChFC
Members
Kenneth R. Evans, CLU, ChFC, LUTCF, CFP
Robert J. Wernecke, CLU
Assistant Committee Chair
Volunteer Chair
Nancy L. Bockler, CLU, ChFC, LUTCF, CASL
Registration/Operations Vice
Chair
John C. Beckwith, CLU, ChFC, LUTCF, LIC
ProGRAMMING Vice Chair
Robert G. O’Fallon, CLU, ChFC, CFP, CFS
Volunteer HQ/ Security/Traffic
Vice Chair
Rick D. Breinin, LUTCF
Sponsorships Vice Chair
Thomas E. Cooper, LUTCF, RHU
Credentials Vice Chair
Jerry S. Flowers, LUTCF, CLTC
HOST COMMITTEE CHAIR
Sharon L. Sparling, CIC
Michael R. White, CLU, ChFC, CLTC
Lorie A. Smith
ex-officio
Finance Committee
Chair
Juli Y. McNeely, LUTCF, CFP, CLU
Communications Committee
Committee Chair
Members
Robert O. Smith, JD, CLU, ChFC, LIC
Lisa Laliberte, CLU, ChFC, CASL
Members
Committees
Joseph C. Chalom, CLU, LUTCF
Association Executives
Advisory Council
Ellie Kennedy
Chair
Todd A. Otto
Des M. Taylor, JD
Theodore A. Scroback
Members
Dolores A. Stamps, LUTCF
Governance Committee
Kristine A. Nobilio, CAE
Todd W. Johnson
Mark D. Lowery
Chair
Bob Boxman, LUTCF
Member Benefits Liaison
Avery “Smokey” Maggard, CHC, PAHM
Ike Stone Trotter, CLU, CASL, ChFC, AEP
Janice Stevens
Trustee Liaison
H. Larry Fortenberry, CPA, CLU, ChFC
Keith M. Gillies, CLU, ChFC, CFP
Roger S. McCullough, CLU
Karl G. Hagman, CLU
Carina A. Hatfield
Leonard E. McNairy, LUTCF
Juli Y. McNeely, LUTCF, CFP, CLU
David B. Malkin, CLU, ChFC
James W. Monteverde, CLU, ChFC, AEP
Phillip C. Richards, CLU, CFP, RHU
Albert J. Schiff, CLU, AEP
Ex-Officio
Members
R. Michael Becker
Eleanor B. Blaylock, LUTCF, RHU, REBC,
CSA
19
NAIFA OFFICERS,
John R. Dean, LUTCF, CLU, ChFC
Ronald W. Erickson, CLU, AEP, CFBS
Jay A. Ochanpaugh
John Newton Russell Memorial
Award Committee
Rick A. Peterson, LUTCF
Chair
A. J. Kalinowski, CLU, CFP, RHU
Wes H. Snell, CLU, ChFC, LUTCF
John A. Davidson, LUTCF, FSS
James A. Shalek, CLU, ChFC
David S. Spellman
Second Past President
Michael T. Smith, LUTCF
Mark A. Staat
Jeffrey J. Taggart, CLU, ChFC, LUTCF
Ike Stone Trotter, CLU, CASL, ChFC, AEP
Carolyn R. Watson, LUTCF
Secretary
Bob C. Buxman, LUTCF
Immediate Past President
LILI Liaison
Chair
Nora K. Stransky, CIC, CPIW
Elaine J. Fremling, CLU
JNR Recipient 2009
Trustee Liaison
Members
Brenda D. Doty, LUTCF, RHU, CLU
C. Robert Brown, Jr., CLU, LUTCF, AEP
AALU Liaison
Donald Allan Brown, CLU, ChFC, LUTCF
Nathan M. Perlmutter, CLU, ChFC
Deanna S. Dooley, JD, LUTCF
ACLI Liaison
Robert Eddy, Jr., CLU, ChFC, REBC
Frank A. Keating
Terrence P. Frett, CPCU, CEBS, CLU, RHU
American College Liaison
William A. Hume, LUTCF
Laurence Barton, PhD
Government Relations
Committee
George B. Pickett, Jr., JD, CLU
Christopher K. Schneeman, CLU, LUTCF
AHIA Liaison
Lawrence E. Lounds, CLU, ChFC, LUTCF
APIC Liaison
GAMA Liaison
R. Michael Condrey, CLU, ChFC
LIFE Liaison
Jack P. Dewald, Jr., CLU, RHU
Stephen E. Forman
Membership Committee
Chair
Van B. Land, LUTCF, RFC
Members
Cynthia L. Bong, CLTC, LUTCF
Cecilia H. Carlton, LUTCF
Janet L. Heitzig, CLU, ChFC, CASL, CLT
Luba Kos
Brad M. Maruschak
Jerry S. Shapiro, LUTCF, FSS
LIMRA Liaison
Kenneth A. Sherlin, III, LUTCF
Robert A. Kerzner, CLU
Michael W. Struebing, LUTCF, CLU
MDRT Liaison
Steven W. Thomas, CLU, ChFC, LUTCF
Guy E. Baker, CLU, MSFS
Joey Ussery, CLU, CHFC, LUTCF
NAILBA Liasion
James J. Van Ham, CFP, CLU, ChFC, LUTCF
Mark D. Rosen, CLU
J. Bryan Washburn
SFSP Liaison
Paul R. Zietlow, CLU, ChFC, RHU
R. Clifford Berg, Jr., CLU, ChFC, MSFS, AEP
THE 2008 RECIPIENT
Cherri M. Coombs-Ohmer, LUTCF
Investment Committee
Allan G. Hancock, CLU, ChFC, AEP
Chair
THE 2007 RECIPIENT
Catherine M. Balkcom, LUTCF
Albert J. Schiff, CLU, AEP
Phillip C. Richards, CLU, CFP, RHU
Past President Liaison
Members
Member Benefits Committee
Robert M. Roach, CLU, ChFC
IFAPAC Liaison
Christopher J. Taggart, CLU, ChFC, LUTCF
State Executive Liaisons
Jan Hartman, Esq.
Des M. Taylor, JD
Trustee Liaison
Anne Melissa Dowling, CFA
Victor Muro, MBA, CLU, ChFC, RIA
Matthew S. Tassey, CLU, ChFC, LUTCF
Committee Consultant
Steven R. Sutermeister
Chair
Larry R. Lee, CLU, ChFC
Members
David A. Beaty, CLU, ChFC
Kevin L. Bell, CLU, ChFC, JD
Michael O. Brown, LUTCF
John A. Davidson, LUTCF, FSS
Trustee Liaison
Robert O. Smith, CLU, ChFC, JD
Corporate Partnerships
Program Committee
Chair
Peter C. Browne, LUTCF
Paul R. Dougherty
20
NAIFA OFFICERS,
Professional Liability Program
Committee
Assistant Regional Vice Chairs
Chair
Michael Grassley Clarke
Eddie F. Anderson, LUTCF, CLU
Trustee Liaison
Kent A. Bennett, LUTCF, CEPS, RFC, MSAA
Kenneth R. Evans, CLU, ChFC, CFP, LUTCF
Peter Fulchiron, CLU, LUTCF
Robert M. Nelson, CLU, LUTCF
Members
Peter C. Browne, LUTCF
Randy R. Kilgore, CLU, LUTCF, RHU
Political Action Subcommittee
Chair
James P. Prentiss, RHU, CEBS
Christopher J. Taggart, CLU, ChFC, LUTCF
First Vice Chair
David V. Dellinger
NAIFA Service Corporation
President
Secretary
James M. Fuller, LUTCF
Regional Vice Chairs
Michael D. Bennetti, LUTCF
John J. Brooking, CFP
Terry M. Kaltenbach, CLU, ChFC
Michael A. Lundy, LUTCF, CLF
Donald Pacheco, Jr., CLU, ChFC
John M. Woleben, CLU, ChFC
Kelli Park Fuhrmann
Trustee Liaison
Hollis O. Inglett, Jr., LUTCF
YAT Subcommittee
Dean G. Macheras, LUTCF
Chair
Daniel J. Scholz, CLU, ChFC
Corey L. Anderson
Treasurer
Robert A. Styrkowicz, CLU, LUTCF
Vice Chair
Assistant Regional Vice Chairs
Gabriel N. Smith
Directors
James C. Clabuesch
Members
James A. Buchan, CLU, ChFC
Alyson J. Guest, LUTCF
Matt J. Anderson
Mark D. Johnson, CLU, ChFC, RHU
Kevin J. Halloran
Denise L. Boyce, LUTCF
John C. Johns, LUTCF
Jason E. Carter
John P. Steele, LUTCF
Aprilyn Chavez-Geissler
Daniel J. Wells, LUTCF
Dawn A. Dickinson, M.S.
R. Thad Lincoln
Janice Stevens
Kelli N. Newman
Steven M. Oriol
Bylaws & Resolutions
Subcommittee
Chair
Jeffrey J. Taggart, CLU, ChFC, LUTCF
Elections Subcommittee
Chair
Randy R. Kilgore, CLU, LUTCF, RHU
Shannon M. Kuetemeyer, M.S.
Trent A. Yost, LUTCF, CFP
Trustee Liaison
Leadership In Life Subcommittee
Roger S. McCullough, CLU
Chair
Nora K. Stransky, CIC, CPIW
Political Involvement
Subcommittee
Vice Chair
Chair
Cammie K. Scott, LUTCF, REBC, RHU
Robert M. Roach, CLU, ChFC
Members
First Vice Chair
Amos R. Davis, LUTCF, CSA
David A. Middaugh, CLU, AEP
Chris Hatton
Regional Vice Chairs
Darren J. Johansen, LUTCF
Laura P. DeGolier, CLU, LUTCF, FSS
Donald T. Fulton, CLU, ChFC
Susan P. Martin, MSM, ChFC, CLU, REBC
Charlene Ann Long, CLU, LUTCF, CASL
Stephen C. McNutt, CLU, ChFC, MBA,
REBC
James W. Oglesby, LUTCF
Deborah L. Pearson, LUTCF, CLU
Keith A. Phillips, LUTCF
Erin E. Vakiari
Trustee Liaison
Stephen D. Estler, CLU, ChFC
Brian R. Phares, LIC, RFC
Michael T. Steadman
Brenda S. Speer, CFP, CHFC
21
NAIFA OFFICERS,
NAIFA STAFF
Communications and
Marketing
Government Relations
Jill Brabant—Art Director, NAIFA’s Advisor
Today
Diane Boyle—Vice President
Mark Briscoe—Publications Director
Julie Britt—Senior Editor, NAIFA’s Advisor
Today
William Anderson—Senior Vice President
Jill Edwards—Assistant Vice President
Carey Engle—Program Manager
Michael Kerley—Senior Vice President
Sara Builta—Graphic Designer
Roland Panneton—Senior Counsel
Vicky Dobbin—Director, Communications
Jennifer Piantedosi—Legislative Assistant
Ellen Errico—Senior Graphic Designer
Gary Sanders—Vice President-Securities
David Foxwell—Ad Sales Representative,
NAIFA’s Advisor Today
Donna Singleton—Executive Assistant
Rhoda Geasland—Production Director,
Tara Heuser—Advertising & Exhibits
Coordinator, NAIFA’s Advisor Today
Andy Moyer—Producer
Ayo Mseka—Editor-in-Chief, NAIFA’s Advisor
Today
Human Resources
Michael Gerber—General Counsel & Vice
President of Human Resources
Kacy Hagan—Manager, Human Resources
IFAPAC and APIC
Latasha Allen—Administrative Coordinator
Membership and
Association Services
Jason Bell—Assistant Director, Membership
Marketing
Brendan Bernat—Assistant Vice President,
Member Services
Michael Daniels—Member Service Center
Representative
Katina Doulis—Member Service Center
Representative
Seth Ewing—Director, Membership Marketing
Anne Mandeville—Director, Corporate
Partnerships
Michelle Zaman—Program Manager,
Association Services
Lacey Mitchell—Director, Association Services
Olivia Scott—Program Manager, Association
Services
Sarah Sears—Director, Membership
Programs
Sheila Owens—Vice President
Angel Goodson—Political Director
Judy Palmer—Ad Sales Representative,
Kiandra Haywood—Administrative Assistant
Yasemin Washington Brown—Vice President
Magenta Ishak—Assistant Vice President
Lorri Ragan—Assistant Vice President,
Communications/Publisher
Matthew Laptew—Grassroots Political
Administrator
Professional Development &
Education
Preeti Vasishtha—Editor, NAIFA’s Advisor
Today
Information Services
Olivia Yancey—Web Designer
Soon Khor—Technical Support Coordinator
Executive Office
Blane Perry—Service Operations & Network
Administration
Brijette Chenet—Board Liaison
Mark Rogers—Vice President
Jennifer Corcoran—Administrator to CEO
Susan Waters—CEO
Paul Wessel—Vice President
Bruce Hadloc—Meeting Planner
Diane Ramos—Director, Conference &
Meetings
Monica Johnson—Senior Member Records
Specialist
Rachel Waters—Staff Accountant
Matt Burruss—Projects Manager
Lateesha Bailey—Member Records Specialist
Paul Bonilla—Lobby Attendant
Gayle Schreiber—Accounting Manager
John Boyle—Assistant Vice President,
Conference Involvement & Meetings
Diane Powers—Vice President
Hortense Ferbish—Member Records
Specialist
Ian Delsol—Staff Accountant
Samantha Blodgett—Director, Education
Programs
Member Records
Finance and
building operations
Jennifer Cassidy—Director of Finance
Jean Barr—Director, LILI
Teri Shaw—Director, Preferred Providers &
Promotions
Arthur Rushing—Bank Draft Administrator
Latasha Smith—Member Records Specialist
Kenya Stewart—Member Records Manager
Arlene Williams—Member Records Specialist
22
NAIFA | 2901 Telestar Court
Falls Church, VA 22042-1205 | 877-TO-NAIFA | www.naifa.org
Click Here to Print This Document

2009-2010

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