Advisor Today - November/December 2015 - (Page 8)

from the editor By Ayo Mseka The Enduring Relevance of What You Do W hen a group of life underwriters convened in Boston many years ago to create the National Association of Life Underwriters, little did they realize the significance of what they were doing. Their main purpose at the time was to create an organization that would foster a business climate conducive to their products and services and protect the interests of their clients. NALU is now NAIFA and has undergone many changes over the years, re-inventing itself to meet the needs of its members and the business environment. Today, it is 125 years old and holds the distinction of being the oldest and largest financial-services association in the nation. NAIFA's endurance is not a coincidence. It is due mainly to the critical role you perform in American society. Thanks to you and what you do: * Families are kept intact, no matter the obstacles that come their way. * The dreams of families are kept alive, even after the breadwinner is gone. * And families can maintain their dignity in old age because you have helped them create an income they cannot outlive. As you help your clients secure their financial future, NAIFA is with you every step of the way, providing you with countless opportunities for networking and giving you access to some of the best minds in the industry. This October, for instance, the association hosted its Career Conference and Annual Meeting in New Orleans. Turn to Page 36 of this issue for highlights of this important meeting. In addition, NAIFA offers a full suite of resources designed to enhance your professional development, such as its highly popular webinar series and its virtual library featuring state-of-the art business tools and techniques, client presentations and specimen documents. Keeping you relevant NAIFA has also sponsored a landmark study, Advisor2020, which is designed to keep you relevant for many years to come. This cutting-edge research study pinpoints the trends that are shaping your business, and more importantly, identifies what you need to do now to take advantage of those trends. Acting quickly on the study's recommendations will give you the expertise you need to stay relevant to your clients as their needs and circumstances change. Get your copy of Advisor2020 at today and start charting your way to a lifetime of success. As you review your accomplishments for 2015 and begin to create a business plan for next year, I encourage you to give Advisor2020 a thorough read. What you gain from this impactful study will enable you to set your sights on the future you want, plan with purpose for that future, and build a practice that is in step with your clients' changing needs. I wish you great success as you map out your business future and take advantage of the numerous opportunities that lie ahead. ADVISOR TODAY Editor-in-Chief Ayo Mseka; 703-770-8204 Publication and Circulation Coordinator Tara Laptew; 703-770-8207 NAIFA Kevin Mayeux, Esq., CAE, CEO; 703-770-8101 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 Magenta Ishak, VP, Political Affairs; 703-770-8152 Lacey Blank, AVP, Membership Marketing and Association Services; 703-770-8221 Michael Gerber, General Counsel & VP, Human Resources; 703-770-8190 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 Brian Steiner, VP, Business Development & Strategic Partnerships; 703-770-8220 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: Christine Cusatis Project Manager: Douglas Swindler Publication Director: Paul Walley Marketing: Kaydee Currie Advertising Sales: Janet Frank, Debbie Phillips, Jessica Semonin Layout and Design: Deb Churchill Basso | Print 2.0h! Published October 2015/NAI-S0615/1389 © 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 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 | November/December 2015

Table of Contents for the Digital Edition of Advisor Today - November/December 2015

From the Editor
New Products
In Step with a Winner
Finding Success in the Chinese-American Market
Dealing with Client Confidentiality
Hashtag Your Way to Social Media Relevance
Starting the LTCI Conversation
From Term to Perm
Protecting the Downside with Allocation Adjustment
Jules Gaudreau: A NAIFA Success Story
Helping Clients Cope with Market Volatility
NAIFA Government Relations
Working with Single Women
Financial Planning FAQs of Small-Business Owners
Three Retirement Conversations to Have with Clients Today
The Advent of Robo-Advisors
Moving into the Retirement Space with 401(k) and 403(b) Plans
Moving the Sales Process Forward
Cultivating the African American Market
The Lighter Side of LIfe
Advertiser Index
Back Page

Advisor Today - November/December 2015