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In This Issue
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New NAIFA CEO John Healy Visits California!
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Legislative Update
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Member Benefits
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Monthly Business Sales Idea
NAIFA-California
1425 River Park Drive
Suite 200
Sacramento, CA 95815
(800) 298-1025
(916) 646-8600
(916) 646-8130 FAX
office@naifacalifornia.org
www.naifacalifornia.org
Mark Your Calendars!
Monday, May 19, 2008
Annual Meeting
Tuesday, May 20, 2008
Day On The Hill
Association Leadership Conferences (ALC)
North: Wed., July 9,2008 South: Thurs., July 10,2008
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New NAIFA
CEO John Healy Visits California!
By Dennis P. Sunderman, CSA
NAIFA-California President 2007-2008
On Thursday November 8, 2007,
your State Board of Trustees convened in Sacramento for the last quarterly meeting
of 2007. In typical fashion, the
agenda covered annual goals with a scorecard, a review of committee reports,
discussion about membership, locals in jeopardy, and the new 2008 Annual Meeting
and Day On The Hill format. What
was unusual about the day was that John Healy attended the full board
meeting, AND led the afternoon session, called “Listen and
Learn”. Okay, lets start by
saying how impressed we are with John, and how extremely thankful we are to
the NAIFA search committee for finding the perfect CEO to lead NAIFA to the
prestigious association it can be.
Secondly, as long I have been involved in NAIFA-California, I have
never seen a NAIFA CEO attend a state board meeting. What’s more, John spent the
entire day before (from 8:00 am-5:00 pm) interviewing local leadership in two
hour personal meetings, discussing issues of critical concern; a process that
repeats itself in Southern California later in the month, and all around the
country during his first 100 days.
John’s session included
three parts. First, he explained
why he accepted the position as CEO, (there’s a Real Life story in
there) and his vision for our future.
Second, we had the opportunity to break into groups to categorize our
strengths, weaknesses, opportunities, and threats (SWOT).
Third, John presented a
“Tactics and Actions” handout covering 130 topics, in the
categories of Advocacy, Education and Sales Training, Communications,
Membership Marketing, and Networking.
John then provided each board member with sheets of “Sticky
Dots” (representing money) and asked them to go spend their dots in
order of our “priorities” on posters that duplicated the
“Tactics and Actions” handout. The end result was a powerful visual
of how we want NAIFA to prioritize expenditures to accomplish the
re-invention of NAIFA. Within three
days of our meeting, I was copied along with our entire state and national
leadership, a complete recap of our meeting, the results of our breakouts and
action items. Way to go
John! Thank you, and welcome
aboard!
Annuity Suitability Hearing
On Tuesday, October 30, 2007,
California Assembly Insurance Chair Joe Coto held a
hearing in the State Capital regarding suitability of annuities in the senior
market place. NAIFA-California
was invited to participate and was represented by Shari
McHugh, our Legislative Advocate, David Dellinger, our
State Executive Director and myself.
Representatives from the Department of Insurance, ACLHIC, CANHR, trial attorneys, insurance companies, consumers,
and insurance agents were all given an opportunity to express their opinion
on the issues. I was given
approximately fifteen minutes to testify on our behalf as a part of the
insurance provider panel. I
presented multiple scenarios where annuities are an ideal solution and a
suitable recommendation.
Specifically, I detailed how
annuities are a way to provide guarantees for an age group that is least
likely to recover from a lost investment, or a serious illness. I also explained that they can be an
ideal option for the uninsurable who can not qualify for Long Term Care
insurance and may need a way to pay for care in assisted living or a private
room in a nursing facility; neither of which is covered by Medi-Cal.
Having received the seven
page summary articulating the committees’ positions prior to the
hearing, we were able to identify specific areas that remain of concern to
the committee. Here’s how
it plays out: Independent agents
who are trained by marketing groups, agencies, or organizations to target
seniors, who use misleading designations, and sell deferred annuities that
delay access to money, have high and long surrender charges, are the main
concerns.
Examples of the inappropriate
sales of annuities in banks were also discussed and mention of a particular
agency that is recruiting and training agents to become reverse mortgage
counselors for the purpose of rolling the funds into annuities was also
identified.
I am happy to report that
NAIFA-California has a very good working relationship with the Legislature as
well as the Department of Insurance.
We are also working closely with ACLHIC, consumer groups and attorneys
to arrive at solutions that protect seniors and agents.
Congratulations to the Leadership in Life Institute Class of 2008!
We are excited for your journey and grateful for
your service.
Mark
Anicetti - NAIFA-Monterey Bay
Clay
Blanton - NAIFA-Fresno
Gene
Burkett - NAIFA-Santa Cruz
Kelly
Carter - NAIFA-Palomar
Judy
Farrell - NAIFA-Mt. Diablo
Justin
Frisco - NAIFA-San Diego
Tamara
Georgenton - NAIFA-Kern County
John
Hernandez - NAIFA-Central Valley
David
Koppa - NAIFA-Santa
Barbara
Annie
Shanks - NAIFA-Central
Coast
Craig
Snider - NAIFA-San Fernando Valley
Rebecca
Violette - NAIFA-Silicon
Valley
Special thanks to all locals,
and members who made the National Membership Day a Success!
Enjoy your Thanksgiving Holiday!
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By Michael Ables, LUTCF
Chair, Government
Relations Committee
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Shari McHugh
Legislative Advocate
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Last week Democratic leaders presented a new
health care reform plan that brought their plan and Governor
Schwarzenegger’s plan closer together, yet perhaps not close
enough. Significant differences
between the two plans still remain.
Here is a look at where the Democrats and the governor agree, and
where their proposals are still in conflict. Read more here
Click on the link and get the details from the Monthly
Legislative Update! http://www.naifacalifornia.org/Advocacy/PDFdocs/LegUpdates/2007/Legislative%20Update%2011-07.pdf
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By Michael K. Fiamingo, LUTCF
Chair Member Benefits
The end of the year is quickly approaching and we
need to be planning how to re-energize our commitment to our Strategic Plan
in each local.
Congratulations to each of the locals who have a
member enrolled in the 2008 LILI program. This is a very worthwhile investment
in the individual and a benefit to the local in future leadership commitment
from the LILI graduate.
Development of our future leaders is critical in the success of our
organization, and LILI will help you accomplish that goal.
There are some key dates to put on your calendar
and to plan to attend. Our Annual
Meeting and the Day on the Hill will be in Sacramento, CA,
on May 19-20, 2008. This meeting
combines both events so that only one trip is needed, and should reduce
overall expense for each local by combining these events. There will be some great speakers,
vendor services represented at the convention booths, and our best ever
advocacy Day On The Hill. Please
plan to attend and represent your local and all your clients who are the
legislators’ constituents.
The annual Association Leadership Conferences (ALC) will be held in the North on July 9, 2008, and in
the South on July 10, 2008, locations to be determined.
The annual NAIFA National Convention will be held
on September 6 -10, 2008, in San
Diego, California. There will be great main platform
speakers, CE classes, vendor fair, LILI 7 training and training modules to
gain product knowledge or sales ideas/techniques. This is an opportunity to network,
share ideas; vote on association issues/bylaw proposals, and to attend a
NAIFA National Convention close to home in sunny San Diego. I am sure our host locals will make it
an experience to remember.
Many of our locals are working to build up some
reserves, and grow membership. In
the coming months we will communicate some specific ideas to grow membership
and ideas for fundraisers to earn some Non Dues Revenue money for your
local. This hopefully will allow
locals to underwrite more members to attend the State and National NAIFA
conventions.
May
you and your family have a very happy, safe Thanksgiving holiday.
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 Monthly Business Sales Idea
By Russell A. Smith, CLU ChFC
NAIFA Trustee and Inland Empire Member
Owner, Torimax Financial Group, Inc. and
RAS Financial Services
Selling Referrals!
How
often have you been told that you need to ask everyone you know, clients or otherwise,
for referrals in order to grow your business? How many of you do it
consistently? Successfully? There is quite a stigma attached in
doing this consistently and effectively, therefore you wind up not doing
it. Well, try the following:
In our office we do not ask for referrals. Rather, we promote the concept that we
accept referrals. Let me
explain. Whenever I speak with or
meet with a client, I do the following.
At the close of the meeting or conversation I will say “by the
way, I know you are not thinking of anyone right now but, if you knew someone
that you think could benefit by meeting with me just as you have you would
refer them to me, right?”
They typically say yes or shake their head yes. I respond by saying “great,
thanks very much”.
That’s it! All I
have done is planted the seed. We
harvest however, by doing this consistently. Every time I meet or speak with that
client, I use the same close.
They actually become ‘conditioned’ to generate referrals
and, guess what? They do! The beauty of this is not only can you
do this, but your staff members can as well. The continual delivery of this message
to all of your clients, each and every time you or your staff meet or speak
with them will generate countless referrals! Try it and see if it doesn’t
work for you!
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