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News & Press: CalAdvisor Newsletter

Membership Update

Friday, January 5, 2018   (0 Comments)
Posted by: Shane Westhoelter, AEP, CLU, LUTCF
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“Each One to Reach One,” is a phrase I recall from several years ago when I was watching membership slide nationally from 80,000 to 70,000. We thought we had a crisis mode then. We never thought we would see National membership below 50,000, much less below 30,000.  

NAIFA-California was a strong state, with over 10,000 members. We cried out for help as we slid to 5,000 members, again at 4,000, 3,000 and now NAIFA-California membership is in critical mode as we slide down below 2,000. We need all hands on deck to help grow membership. 

Several locals are adding new members, which is encouraging. We have a new membership campaign going on nationally, new materials to use for recruiting, new systems to track activity and new talking points to share.  If you do not have these new items, please let me know so we can help empower you with these resources and tools.

Now, more than ever, is the need for “Each One to Reach One.” It is the time for you to take the hand of another licensed financial service professional and bring them to the next local meeting.  If they still do not understand the importance of being a NAIFA member, then ask them what they know about DOL, Tax Reform, state licensing changes, company product changes, future commission payout changes, or Level Pay Requirements by Broker Dealers?  The answers they provide should give you enough talking points to convince them that being a member is a must!

All of us help clients select the right products to solve their needs every day.  Each of us has to answer questions, overcome objections, and at times, even sell our products and services to those we know need to own them for their own well-being, protection and financial security. When it comes to NAIFA membership, we need to have the same conviction that we have for serving our clients.We need to be showing other licensed financial service professionals why NAIFA is the solution for them, we need to answer questions, overcome their objections and sell the membership to them, because it is the right thing for them.  Don’t hesitate to tell them, it is a NOT an option, it is a must if they are in this business.

Let’s focus, be direct, be strong, be firm and make the ASK! If we do not ask, we will not get. Start asking everyone you know in this business to be a member of NAIFA. We are depending on you to drive membership. Membership is needed to continue to provide the protection we take for granted for securing our carriers and the products we provide for our clients.

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