Advisor Today - July/August 2015 - (Page 12)

viewpoint By Juli McNeely, CFP, LUTCF, CLU Driving Your Success D emographic shifts, economic uncertainties, and legislative and regulatory challenges are accelerating the pace of change in the financial-services industry, making it imperative for you to stay one step ahead of the latest developments and constantly re-engineer your financial practice. As you carry out this critical task, you can count on one organization for help and support. That organization is NAIFA, and let me tell you why NAIFA membership is so vital to your professional success. NAIFA is dedicated to keeping you in business. This was vividly demonstrated in May when hundreds of NAIFA members came to Washington, D.C., for the NAIFA Congressional Conference. While in Washington, they cultivated relationships with lawmakers and educated them on the value of the products they sell. NAIFA's Government Relations Team is also at the forefront of numerous initiatives designed to protect and advance your business interests. On Page 48 of this issue of Advisor Today, you will learn about the steps this formidable team is taking to positively influence legislation that affects your business. Growing your business Helping you grow your business is another item at the top of NAIFA's agenda. Our job is to enable you to not only adapt but also thrive. This is why we sponsored Advisor 2020: The Forces and Opportunities Shaping the Financial Services Advisor of the Future. This definitive research study offers a framework you can use to capitalize on changing market forces and meet your expanding client needs. Order your copy today, and consider attending an Advisor 2020 Workshop when it comes to your area. This six-hour workshop will show you how to redefine the value you provide to your clients in the face of changing market forces. To order the book and find information about a workshop near you, visit and 12 ADVISOR TODAY | July/August 2015 start learning how to meet the future- confidently and on your own terms. With another look to the future, NAIFA has teamed up with the College for Financial Planning to offer a new 21st century LUTCF® designation to give today's agents the skills they need to thrive in an increasingly competitive market. Registration opened in January and classes started in July. Put yourself on the path to success by registering for the NAIFA LUTCF® -the mark of distinction for upwardly mobile advisors. To learn more, visit Another program designed to help you grow your business is the NAIFA Career Conference and Annual Meeting, which takes place October 3-5 in New Orleans. As many past attendees can attest, this meeting offers excellent opportunities for networking with industry giants and gaining the insider scoop on trends, tools and industry best practices. If you have not signed up for this meeting, I urge you to do so now by visiting It is an investment that will pay for itself over and over again. In New Orleans, NAIFA's 125th anniversary yearlong celebration will come to a close. For the past century and a quarter, NAIFA has driven the innovations that have made our industry crucial to the 75 million American families who rely on our products and services for a sound financial future. Our 125th anniversary is an important milestone that is worthy of celebration. For 125 years, NAIFA's mission has been to provide a favorable business environment for you and the clients you serve. In the years ahead, we will stay close to this mission by vigorously pursuing your interests and giving you the skills you need to succeed. Juli McNeely, CFP, LUTCF, CLU, is president of NAIFA and of McNeely Financial Services. Contact her at NAIFA OFFICERS President Juli McNeely, CFP, CLU, LUTCF McNeely Financial Services President-Elect Jules Gaudreau, Jr., ChFC, CIC The Gaudreau Group, Inc. Secretary Paul Dougherty, LUTCF, FSS State Farm Insurance Companies Treasurer Matthew S. Tassey, CLU, ChFC, LUTCF Principal Financial Group Immediate Past President John Nichols, MSM, CLU Disability Resource Group, Inc. Acting CEO Michael Gerber, J.D. NAIFA TRUSTEES David Beaty, CLU, ChFC, LUTCF Michael Brown, LUTCF Michael Condrey, CLU, ChFC Tom M. Cothron, LUTCF John Holmes, III, LUTCF Brock Jolly, CFP, CLU, ChFC, CASL, CFBS Jill Judd, LUTCF, FSS Michael Nash, CLU, LUTCF, ChFC Chuck Olson, CLU, ChFC Gregory Toscano, LUTCF James Van Ham, CFP, CLU, ChFC, LUTCF NAIFA SERVICE CORPORATION OFFICERS AND DIRECTORS President Michael Gerber, J.D. Secretary Juli McNeely, CFP, LUTCF, CLU McNeely Financial Services Treasurer Matthew S. Tassey, CLU, ChFC, LUTCF Principal Financial Group Directors Brenda Doty, LUTCF, RHU, CLU, CPC The Doty Group, Inc. Susan Wier, CFP, ChFC, LUTCF First American Trust EDITORIAL ADVISORY COUNCIL Laurie A. Adams, CFP, CLU, LUTCF Country Insurance & Financial Services Brian Ashe, CLU Brian Ashe and Associates, Ltd. Frank Bearden, Ph.D., CLU, ChFC Frank C. Bearden, Ph.D., Consulting Kevin Faherty, LUTCF Faherty Insurance Services, Inc. Greg Gagne, ChFC, LUTCF Affinity Investment Group, LLC Lisa Horowitz, CLU, ChFC LifeCycles Michael Lynch MetLife John Marshall Lee, CLU, CFP, RHU People Insurance & Investments John Nichols, MSM, CLU Disability Resource Group Inc. Ike Trotter, CLU, CASL, ChFC Ike Trotter Agency, LLC

Table of Contents for the Digital Edition of Advisor Today - July/August 2015

From The Editor
New Products
How Do You Create the Million-Dollar-Plus Practice?
Traits of Top Performers
The Business Benefits of a Pipeline Mentality
What Does It Mean to Act Ethically?
Variable Universal Life is Back
Sell More LTCI By Selling Less!
Overcoming the Most Common DI Objections
Divorce DI
Mitigating Retirement Risks with Life Insurance
Creating Irreplaceable Capital
Closing the Gap
Financial Future Less than Rosy for Boomers and GenX
Estate Planning and Annuities?
Ignite Your Sales Potential
A Closer Look at BTID
Upholding the Tradition
NAIFA’s Candidates for Election
Addicted to Rejection
What is Keeping Your Senior Clients Up At Night?
Advertiser Index
Back Page

Advisor Today - July/August 2015