Advisor Today - September/October 2015 - (Page 8)

from the editor By Ayo Mseka A Great Profession with a Vital Mission M ost of you are currently participating in Life Insurance Awareness Month, the public-relations campaign spearheaded by Life Happens to persuade millions of Americans to buy the financial protection they need for themselves and their loved ones. And shortly after LIAM, you will most likely head for New Orleans to the NAIFA Career Conference and Annual Meeting, in search of the resources and strategies you need to move your practice to higher levels of success. As you take part in these two important events, you might want to keep in mind the message Governor Dirk Kempthorne delivered to NAIFA members during the association's Congressional Conference in May. The ACLI President and CEO's message was direct and to the point: "You belong to a great profession with a vital mission." His riveting presentation underscored the importance of what agents and advisors do for their clients each day and served as encouragement for the attendees to keep on keeping on, no matter the obstacles they might encounter. I have excerpted the following words from Governor Kempthorne's speech in the hopes they will perform a similar task for you: Serve as a source of inspiration to you as you strive towards excellence in everything you do. * You're in the business of clarifying the obvious, and helping men and women to keep command over their own fate. * We're an old and solid industry, and we help people to keep their own plans and finances on solid ground. * We in this industry do not deal in the world of the wishful or the speculative. We deal in the world of guarantees ... of assets kept in reserve ... of promises kept to the letter, no matter how distant the day. * For longer than any federal entitlement program has ever existed, the life insurance and annuity business has thrived by keeping the numbers straight and making good on contracts. * Foresight ... responsibility ... concern for the next generation ... These are the personal strengths we appeal to in this business. * If the aim is to help people escape poverty, or to avoid it altogether, this industry has been on the case from the earliest days of the Republic. * Certain traits of character underlie this whole industry, and always will. Whether it's prudence, discipline, responsibility, or self-reliance, they also happen to be the virtues of a free people. * When people do their most serious thinking, you're the ones they turn to. When people confide their deepest concerns and wishes alike, you're the ones who do the listening. When hope and fear come together in a person's mind, inspiring that all-important decision to provide for those they love, you're the ones they trust to get it done. * This is a great and noble cause. You, my friends, are not the problem. You are the solution. ADVISOR TODAY Editor-in-Chief Ayo Mseka; amseka@naifa.org 703-770-8204 Publication and Circulation Coordinator Tara Laptew; tlaptew@naifa.org 703-770-8207 NAIFA Kevin Mayeux, Esq., CAE, CRMA, CEO kmayeux@naifa.org; 703-770-8101 Diane Boyle, SVP, Government Relations dboyle@naifa.org; 703-770-8252 John Boyle, AVP, Professional Development & Education jboyle@naifa.org; 703-770-8267 Seth Ewing, AVP, Corporate Outreach sewing@naifa.org; 703-770-8217 Michael Gerber, General Counsel and VP, Human Resources mgerber@naifa.org; 703-770-8190 Magenta Ishak, VP, Political Affairs mishak@naifa.org; 703-770-8152 Lacey Mitchell, AVP, Membership Marketing and Association Services lmitchell@naifa.org; 703-770-8221 Sheila Owens, VP, Communications and Marketing sowens@naifa.org; 703-770-8112 Diane Powers, VP, Professional Development and Education dpowers@naifa.org; 703-770-8226 Mark Rogers, VP, Information Services mrogers@naifa.org; 703-770-8130 Gary Sanders, Counsel and VP, Government Relations gsanders@naifa.org; 703-770-8192 Yasemin Washington-Brown, VP, Membership Marketing and Association Services ywashingtonbrown@naifa.org; 703-770-8219 Paul C. Wessel, VP, Finance and Facilities pwessel@naifa.org; 703-770-8119 PUBLISHED BY 5950 Northwest First Place Gainesville, FL 32607 Phone: 800-369-6220 Fax: 352-331-3525 Web: www.naylor.com Publisher: Heidi Boe Editor: Christine Cusatis Project Manager: Douglas Swindler Publication Director: Paul Walley Marketing: Raquel Serrato Advertising Sales: Janet Frank, Debbie Phillips, Jessica Semonin Layout and Design: Deb Churchill Basso | Print 2.0h! Published August 2015/NAI-S0515/1388 © 2015 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 220421205. 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, 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 | September/October 2015 http://www.naylor.com http://www.naylor.com/

Table of Contents for the Digital Edition of Advisor Today - September/October 2015

FROM THE EDITOR
VIEWPOINT
NEW PRODUCTS
Why You Need a Mentor
The Key Attributes of Top Performers
Success Tips from a Golden Gloves Boxer
How I Use Social Media to Build my Practice
Getting Started on LinkedIn
Discussing Your Client’s LTC Needs in Retirement
How to Boost Your LTCI Production
¿Habla Español?
Providing a Retirement Safety Net
Ongoing Challenges, New Solutions
Four Under Forty
NAIFA’s 125th Anniversary
NAIFA NEWS
NAIFA GOVERNMENT RELATIONS
Demystifying CPA Alliances
Building Your Natural Audience
Holding Workshops?
Ideas to Help You Sell More
Special-Needs Planning
Planning for Divorced or Widowed Women
ADVERTISER INDEX
BACK PAGE

Advisor Today - September/October 2015

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