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January 20, 2009 |
E- Newsletter Volume 2, Number 4 |
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In This Issue
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Greetings NAIFA-California
Members NAIFA-California Mark Your Calendars!
Annual Meeting and |
Author Peggy Noonan’s recent column in the Wall
Street Journal began like this…. “And so we enter the first
days of the first year of a new era.
Much to be happy about.
We’re still here, to begin with. Still alive. We often forget this little gift. A new administration is about to
begin, which will bring a certain freshness to the proceedings in A new year, a new beginning, so sorely needed in the
aftermath of the financial meltdown of 2008. I am excited to play a small roll in
this for my clients and those to which I am not yet connected. In my 22 years in this business I have
often said that I enjoy a career in an industry that is viable in any market
condition. And at first glance
one might think the insurance marketplace might suffer along with everything
else. Yet, today, right now,
companies selling annuities are setting records, a product that is perfect
for this time. That is but one of
many opportunities for us in the coming year. New leadership in Washington, D.C. and Sacramento, ready
to tackle some of the same problems that have plagued us for as long as we
can remember; health care access and affordability, adequate retirement
planning, adequate protection for seniors, budget deficits, and more. Some of the ideas to “fix”
these problems themselves pose huge problems for agents and brokers. Which means our advocacy efforts
cannot slow down; they in fact need to speed up. NAIFA-California’s Governmental Review Committee met
in early January to concentrate their efforts to meet these challenges. Committee Members spent ample time
reviewing the results of the recent elections and how best to meet the
upcoming challenges. A later
meeting was held with members of ACLHIC (Association of California Life and
Health Insurance Companies) to continue to search for areas of common
concern, and to discuss ways to address them. ACLHIC continues to be a valued
partner with NAIFA-California as we work to improve the insurance
marketplace. A new group has been formed, entitled the Long Range
Planning Task Force (LRPTF), whose charge will be
to analyze our organization and strategize ways in which we can meet the
needs of our members over the coming years. This process differs from past methods
that involved mostly a 12 month view.
The LRPTF will have a 3-5 year horizon. The first meeting of this group will
be in late January, with results to follow. Our membership team continues to work hard to reach
potential new members, and make sure renewing members understand the
importance of continuing to belong.
If you have not renewed, please do so, your membership is now more
important than ever. If you know
of someone who should belong, talk to them, encourage them, or simply refer
them to NAIFA-California. We will
be happy to contact them on your behalf. Here’s wishing you a healthy and safe 2009, one in
which you not only survive, but thrive!
http://www.naifacalifornia.org/Advocacy/PDFdocs/LegUpdates/2009/Legislative%20Update%201-09.pdf
(top) By
Sherry L. Flint, CLU Each year we devote our NAIFA-San Diego December lunch
meeting to an MDRT panel discussion. It’s one of our most popular
and well attended meetings and always gets rave reviews. Since the
questions are geared around “building a professional practice” it
attracts managers, their young and seasoned agents, independent producers and
wholesalers. We can typically count on a crowd of 50 – 75 with
everyone looking forward to it year after year. Here are some tips on
planning a successful meeting: Find the right moderator: Since this is a MDRT panel
discussion, select a NAIFA member in your community that’s also active
in MDRT. Preferably someone that attends the MDRT conventions and works
with MDRT on a state or national level so they can articulate MDRT benefits
to the audience. They’ll like the exposure for MDRT and are
typically use to giving back to the industry so it’s a win, win for
everyone. Panelists are key: We look for NAIFA members
with 15 or more years of MDRT qualifications that have attended 5 or more
recent MDRT meetings. Ideally we are looking for life and qualifying
members that are Top or Court of the Table producers that have a practice
that can be replicated to ensure we attract a broad audience and level of
experience. Your moderator can help you get a list of suggested
panelist. Get referrals: If do not know the panelists personally then
get references from the moderator or others you know in the industry.
You are looking for individuals that are well respected, that run successful
practices and are gregarious enough to share their story in a panel setting. Have a diverse panel: Since you are looking to
attract a broad audience think diversity. Look for men and women,
Career Agents vs. Independents and 15 year and 30 year veterans. We
always have three panelists to allow plenty of time for each of them to
answer questions. Prepare ahead: Make sure to have your questions prepared and
agreed to with the moderator well in advance of the meeting.
You’ll want to call the panelist, confirm their availability, email a
confirmation along with the list of questions, and get a bio ASAP so you can promote
the meeting in advance. Make sure you highlight each panelist
accomplishments on your flyer and provide your moderator the names and
bio’s and of the panelist in advance. Provide specific
instructions on logistics including date, time, location, who will greet them
at the meeting and whether you plan to buy lunch for them and a guest. See attached sample questions. Kick starting the meeting: We start our meetings with
10 minutes of NAIFA business and then introduce the moderator who outlines
the objective of the meeting, provides a brief overview of MDRT, and then
introduces the panelist. Since it’s a well attended meeting we
start registration at 11:30, open the buffet line no later than 11:45, and
then start our 90 minute meeting at noon with approximately 10 minutes of
questions from the audience. This is a win, win so be sure moderator
also announces that NAIFA is an approved organization for MDRT qualification
purposes. Meeting follow-up: In addition to thanking the moderator and
panelist publically at the meeting, be sure to send them all thank you notes
for sharing their experience with your members. If done right, this meeting will be come so popular your
members will look forward to it every year. You’ll have no
trouble filling the room and finding a lunch sponsor to cover costs.
And if this works well you might considering having an MDRT Rookie Panel for
qualifiers less than five years in the business – we do this every 3 -4
years and get a great turn-out as well. Please take a tour to see what is happening in Advocacy and Member Benefits!
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