Advisor Today - May/June 2015 - (Page 8)

from the editor By Ayo Mseka Make May Your Dream Month! I t is easy to make May your dream month. After all, the blizzards of this year's winter are now in your distant past, the days are long and mostly sunny, and you are ready to go out and "see the people." Also, thanks to an improving economy and a rise in consumer confidence, many of the people you will be seeing should be pretty receptive to what you have to say, creating a more conducive environment for you to market your products and services. A good way to prepare for these visits is to read this issue of Advisor Today, which is chock-full of tips and techniques to help make the time you spend with your clients more productive. From Alex Rosenblatt's article on page 26, you will learn about some of the unique uses of life insurance, and from David Simkowitz's article on page 16, you will learn how to listen to your clients and prospects effectively, because of this one important lesson: Listening with intent can change the course of your career. Other articles you might want to read just before stepping out are Chase Chandler's story on how he sells whole life on page 28 and Glenn Lllopis' article on page 54 on what you need to do to win the Hispanic market. More steps for success There are a few more steps you should take to make May your dream month. First, if you sell disability income insurance, make sure you are taking advantage of Disability Insurance Awareness Month, the campaign coordinated each May by Life Happens to make it easier for you to talk to people in your community about their DI needs. Visit today and you will discover a wide range of tools designed to enhance the effectiveness of your marketing campaign. Second, renew your NAIFA membership if you have not already done so. A strong and vibrant NAIFA is a great asset to you as you strive to take your practice to the next level of success. It helps protect the products you sell from harmful regulation and offers valuable resources that are critical to your personal and professional development. And while you are it, don't forget to ask your friends and colleagues to join you at NAIFA. It's time that they too start reaping the many benefits the association provides. Finally, now is a good time to register for NAIFA's 2015 Career Conference and Annual Meeting, which takes place from October 3 to October 5 in New Orleans. Signing up for this important meeting illustrates your commitment to acquiring the insights and skills you need to help your clients achieve their financial goals and objectives. As most of you know, dreams come true for those who have them, as well as for those who work hard to make them a reality. Use this May to dream big and work hard and you will soon be one step closer to the practice of your dreams. ADVISOR TODAY Editor-in-Chief Ayo Mseka; 703-770-8204 Publication and Circulation Coordinator Tara Laptew; 703-770-8207 NAIFA Michael Gerber, J.D., Acting CEO 703-770-8190 Diane Boyle, SVP, Government Relations; 703-770-8252 John Boyle, AVP, Professional Development & Education; 703-770-8267 Seth Ewing, AVP, Corporate Outreach; 703-770-8217 Jill Hoffman, VP, Federal Government Relations; 703-770-8158 Magenta Ishak, VP, Political Affairs; 703-770-8152 Lacey Mitchell, AVP, Membership Marketing and Association Services; 703-770-8221 Sheila Owens, VP, Communications and Marketing; 703-770-8112 Diane Powers, VP, Professional Development and Education; 703-770-8226 Mark Rogers, VP, Information Services; 703-770-8130 Gary Sanders, Counsel and VP, Government Relations; 703-770-8192 Yasemin Washington-Brown, VP, Membership Marketing and Association Services; 703-770-8219 Paul C. Wessel, VP, Finance and Facilities; 703-770-8119 PUBLISHED BY 5950 Northwest First Place Gainesville, FL 32607 Phone: 800-369-6220 Fax: 352-331-3525 Web: Publisher: Heidi Boe Editor: Michael Senecal Project Manager: David Glass Publication Director: Paul Walley Marketing: Edward Ottenga Advertising Sales: Janet Frank, Jessica Semonin Layout and Design: Print 2.0h! | Deb Churchill Basso Published April 2015/NAI-S0315/5611 © 2015 Naylor, LLC. All rights reserved. NAIFA's Advisor Today (ISSN 1529-823X) is published bimonthly by the National Association of Insurance and Financial Advisors Service Corporation, 2901 Telestar Court, Falls Church, VA 22042-1205. Telephone: 703-770-8100. Periodicals postage paid at Falls Church, VA, and at additional mailing offices. POSTMASTER: Please send all change-of-address forms to: Advisor Today Data Processing Department, Membership Administration, 2901 Telestar Court, Falls Church, VA 22042-1205. © 2015 National Association of Insurance and Financial Advisors Service Corporation. All rights reserved. Subscriptions: The annual subscription rate for individual non-NAIFA members is $50; institutions, $60. The international subscription rate for non-NAIFA members is $100 per year. Single copies and back issues: Single copies and back issues are $8. Both can be ordered by calling 703-770-8207. Reprints: Reprints of articles are available through Naylor. Please visit and click on "Article Reprints" under "Advertisers" in the left-hand navigation bar. NAIFA's Advisor Today articles do not constitute insurance, financial, investment, tax, legal, accounting or other professional services by the publisher, NAIFA, or the articles' authors. The facts and opinions in NAIFA's Advisor Today articles represent their authors' views and are not necessarily endorsed by the publisher or NAIFA, unless indicated. While NAIFA's Advisor Today tries to provide accurate reporting, the accuracy of the information in NAIFA's Advisor Today is not guaranteed. NAIFA's Advisor Today reminds readers to ensure that the manner in which they sell insurance and other financial products, and the advertising and sales materials they use, comply with state, federal, and FINRA/SEC requirements, and the compliance rules of the insurance and other financial services companies they represent. If in doubt about compliance issues, check with your company. The publisher and NAIFA disclaim all liability for claims or damages that may result from errors in the magazine. NAIFA's Advisor Today will attempt to correct material errors brought to its attention through appropriate errata. The publisher and NAIFA do not endorse the advertisers in NAIFA's Advisor Today, or the advertised products and services, unless indicated. The publisher and NAIFA have not assessed the accuracy of any advertisement or the quality of any advertised product or service. The publisher and NAIFA disclaim all liability for claims or damages that may result from transactions with NAIFA's Advisor Today's advertisers or from the purchase or use of advertised products or services. 8 ADVISOR TODAY | May/June 2015

Table of Contents for the Digital Edition of Advisor Today - May/June 2015

From the Editor
New Products
Investing with Purpose
Ascending to Greatness
DI Insurance Saves a Family—Twice
Hack-Proof Your Social Media Site
A Unique Asset That Is Often Overlooked
How I Sell Whole Life
When Being Wrong Is Right
Selling Life Insurance Today
Retirement Planning for Today’s Boomers
Repotting Your Career
NAIFA Government Relations
After the Sale
Marketing to Millennials
How to Win the Hispanic Market
In Step with a Winner
Work for Free—and Make Lots of Money Doing It!
Creating a Center of Influence
Lighter Side
Advertiser Index
Back Page

Advisor Today - May/June 2015