Advisor Today - July/August 2016 - (Page 8)
from the editor
By Ayo Mseka
How Winners Win
n my search for content for this great magazine, I often ask top agents the reasons
for their phenomenal success. Their initial response is to mention tried-and-true
"secrets" like hard work, perseverance and having the right attitude. But when they
are probed for more, most of them hone in on these attributes, habits and processes:
* T hey are on a mission to help make a positive difference in their clients' lives-and
they remind themselves of this mission each and every day.
* T hey are either mentors or were mentored by other agents.
* T hey have learned to make the most of their most valuable asset-time.
* T hey are long-time NAIFA members who make sure that year after year, they fully
participate in the association's activities. For them, embracing NAIFA and all that
it offers is the surest way to building a thriving practice and nurturing lifelong
Even with all of these winning attributes, they make sure they have in place:
* A sustainable prospecting system. This helps them to attract high-quality prospects.
They focus on referrals, but also regularly turn to their centers of influence,
seminars, email messages, and even the U.S. mail.
* A sustainable customer-retention system. This involves putting in place a system
that allows them to consistently offer impeccable service to their clients because
they know that if they give unerring service, their clients will stay with them and
encourage their friends and family to join them. Unbelievable service usually
produces unbelievable production.
* A high-tech system that supports their business-building activities. They know that
automated systems help make them more efficient, gain new business, and stay in
touch with clients 24/7.
* A high-touch system that personalizes their service. They may be high-tech, but
they are still high-touch. They know that reaching out and touching their clients
personally is the great differentiator in a business that is built on relationships.
High-tech, it turns out, goes only so far if it is not accompanied by high-touch.
More tips for winning
Oh, and one more thing that is good to know about winning agents-they don't wait
for the economy to get better or for the market to become less volatile. They plough
through thick and thin, knowing that "lucky breaks" often happen when there does
not seem to be much luck floating around. Seeing opportunities where others see
challenges, they do whatever it takes to support their vision and forge ahead.
These attributes, systems, and procedures are at the core of all the strategies you
will read about in this issue of Advisor Today-from our interviews on Page 22 with
industry heavyweights, to the article on Page 41 on how to create brand magic.
Winners win because they know what works and what doesn't. Now that you know
what works, why not start doing them today so you too can make it to the top of
Ayo Mseka; email@example.com
Publication and Circulation Coordinator
Tara Laptew; firstname.lastname@example.org
Kevin Mayeux, Esq., CAE, CEO
Diane Boyle, SVP, Government Relations
John Boyle, AVP, Professional
Development & Education
Seth Ewing, AVP, Business Development and
Magenta Ishak, VP, Political Affairs
Jennifer Cassidy, VP, Finance
Michael Gerber, General Counsel & VP,
Sheila Owens, VP, Communications
Diane Powers, VP, Professional
Development and Education
Mark Rogers, VP, Information Services
Brian Steiner, VP, Business Development
& Strategic Partnerships
Gary Sanders, Counsel and VP
Yasemin Washington-Brown, VP, Membership
Marketing and Association Services
5950 Northwest First Place
Gainesville, FL 32607
Publisher: Heidi Boe
Editor: Christine Cusatis
Project Manager: Douglas Swindler
Publication Director: Janet Frank
Marketing: Kaydee Currie
Advertising Sales: Paul Walley, Matt Wooten
Layout and Design:
Deb Churchill Basso | Print 2.0h!
Published June 2016/NAI-S0416/3541
© 2016 Naylor, LLC. All rights reserved.
NAIFA's Advisor Today (ISSN 1529-823X) is published bi-monthly 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. © 2016 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, LLC. Please visit www.naylor.com/index.
php/client-support/ 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 | July/August 2016
Table of Contents for the Digital Edition of Advisor Today - July/August 2016
From the Editor
A Question of Ethics: Reflections on the Dol Fiduciary Rule
Getting the Wealthy Investor to Hire You
Positioning Whole Life for Success
Rewarding Clients for Engaging in Healthy Activities
Feel the Heat: Sizzling Strategies for Boosting Worksite Sales
The Challenges of Writing Business Insurance
A Lifetime of Success
Safeguarding Your Business Interests
NAIFA Presents Nominees for Election
What’s Behind Brand Magic?
Making an Effective Call Back
A Story for All Your Clients
Ideas to Expand Your Practice
Advisor Today - July/August 2016