Advisor Today - November/December 2016 - 21

PRACTICE SPECIALTIES

MANAGING YOUR PRACTICE
By Robert Faingold

Leveraging the Power of Study Groups
Here is how to get the most from study groups, which can help advisors take their practices to the
next level of success.

S

tudy groups are an effective
means for peer members to
share best practices while
providing support and encouragement
to each other on their path to personal
and professional development. By
leveraging the power of study groups,
establishing goals and holding each
member accountable to reaching
those goals, there is a capacity for
growth that surpasses what one can
accomplish on his or her own.
Being a part of a successful study
group is not without costs, however.
Members must be willing and able
to commit the necessary time and
monetary resources - time to prepare
for and attend meetings and funds for
travel and group activities. Members
must also be willing to be open and
honest in their communications
with one another, while being totally
present and engaged at every meeting.
Setting up a study group
Study groups are generally established
to support agents at various levels of
their careers. Often, a study group
will start with an initial group of six
or so members who set the operating
principles for that group, including
logistics, finances, requirements
for joining the group, the group's
structure, how often the group will
meet and more. Written formal
bylaws provide structure and help
ensure that members stay true to the
group's original intent. Bylaws also
provide a clear outline of members'
responsibilities and obligations and
serve as a guideline for recruiting
new members. They should cover the
group's mission/objectives, meeting
guidelines, membership requirements,
expenses, attendance, nominating
process and program outlines.

Ameritas Growth Leaders
In 2013, Ameritas formed the Ameritas
Growth Leaders (AGL) study group

Open dialogue
sessions,
led by some
of our top
sales leaders,
reinforce
the value of
study groups
while sharing
techniques
and concepts
to help
achieve
success.
for agents with fewer than 10 years in
the business who qualify for our annual
Sales Leaders Conference. Since our
business can be very challenging,
especially for newer associates, the
AGL is a way for Ameritas to show
our support and dedication to these
associates.
This "super study group" was
formed with three primary goals:
1. To create a platform for
developmental education for
producers who are newer to the
financial-services industry.
2. To act as a social platform to help
establish a stronger connection with
high-level newer producers.
3. To help develop newer producers
become the next level of field
leadership for the upcoming years
within their agencies, the industry,
the Field Advisory Cabinet (FAC)
and other committee involvement.
The field-led meetings center on
topics and issues that help newer agents
survive and thrive in our business.
Meetings include interactive discussions
about sales concepts, best practices,
client acquisition, hiring staff, getting
to the next production level and more.
Open dialogue sessions, led by
some of our top sales leaders, reinforce

the value of study groups while also
sharing techniques and concepts to
help achieve success.
Keith Gillies, CFP, CLU, ChFC,
with United Wealth Advisors Group-
La Place, is one of our top sales
leaders. He has been actively involved
since the AGL's inception and
continues in the ongoing development
of the group. He notes, "The decision
to invest in our future leaders is
an excellent business decision. The
process of inquiring how we can assist
our Growth Leaders, and matching
each of them with our most successful
field associates as mentors, provides
every opportunity for their success.
If they are successful, the company is
successful."
It doesn't take long to reap the
rewards of joining a study group. As
Mike Polin with Premier Planning
Group says, "At the first meeting
alone, we heard fresh prospecting
ideas, as well as a great sales concept
that lead to new life cases and variable
universal life sales."
Robert Faingold is the vice president
of Agency Development at Ameritas.
Contact him at 513-674-6304 or email
him at rfaingold@ameritas.com.
November/December 2016 | ADVISOR TODAY 21



Advisor Today - November/December 2016

Table of Contents for the Digital Edition of Advisor Today - November/December 2016

FROM THE EDITOR
VIEWPOINT
NEW PRODUCTS
I Love My Job, But I Don’t Want to Do it Forever!
Building a Practice You Love
The New American Dream
A New View of Retirement
College Education Funding: Helping Clients Evaluate What’s Best
Portfolio Allocations for New Market Conditions
Leveraging the Power of Study Groups
An Interview with MassMutual’s James Ocampo on Critical Illness Insurance
Start with “Why”
Best Practices for Selling Group LTCI
From Yes to Success
Meet NAIFA’s New President
NAIFA’s 2016 Performance + Purpose Conference
NAIFA GOVERNMENT RELATIONS
4 Ways to Build an Effective Email Marketing System
ADVERTISER INDEX
BACK PAGE
Advisor Today - November/December 2016 - cover1
Advisor Today - November/December 2016 - cover2
Advisor Today - November/December 2016 - 1
Advisor Today - November/December 2016 - 2
Advisor Today - November/December 2016 - 3
Advisor Today - November/December 2016 - 4
Advisor Today - November/December 2016 - 5
Advisor Today - November/December 2016 - 6
Advisor Today - November/December 2016 - 7
Advisor Today - November/December 2016 - FROM THE EDITOR
Advisor Today - November/December 2016 - 9
Advisor Today - November/December 2016 - VIEWPOINT
Advisor Today - November/December 2016 - NEW PRODUCTS
Advisor Today - November/December 2016 - 12
Advisor Today - November/December 2016 - I Love My Job, But I Don’t Want to Do it Forever!
Advisor Today - November/December 2016 - Building a Practice You Love
Advisor Today - November/December 2016 - The New American Dream
Advisor Today - November/December 2016 - A New View of Retirement
Advisor Today - November/December 2016 - College Education Funding: Helping Clients Evaluate What’s Best
Advisor Today - November/December 2016 - 18
Advisor Today - November/December 2016 - Portfolio Allocations for New Market Conditions
Advisor Today - November/December 2016 - 20
Advisor Today - November/December 2016 - Leveraging the Power of Study Groups
Advisor Today - November/December 2016 - 22
Advisor Today - November/December 2016 - 23
Advisor Today - November/December 2016 - An Interview with MassMutual’s James Ocampo on Critical Illness Insurance
Advisor Today - November/December 2016 - 25
Advisor Today - November/December 2016 - Start with “Why”
Advisor Today - November/December 2016 - 27
Advisor Today - November/December 2016 - Best Practices for Selling Group LTCI
Advisor Today - November/December 2016 - 29
Advisor Today - November/December 2016 - From Yes to Success
Advisor Today - November/December 2016 - 31
Advisor Today - November/December 2016 - Meet NAIFA’s New President
Advisor Today - November/December 2016 - 33
Advisor Today - November/December 2016 - 34
Advisor Today - November/December 2016 - 35
Advisor Today - November/December 2016 - 36
Advisor Today - November/December 2016 - 37
Advisor Today - November/December 2016 - NAIFA’s 2016 Performance + Purpose Conference
Advisor Today - November/December 2016 - 39
Advisor Today - November/December 2016 - 40
Advisor Today - November/December 2016 - 41
Advisor Today - November/December 2016 - 42
Advisor Today - November/December 2016 - 43
Advisor Today - November/December 2016 - 44
Advisor Today - November/December 2016 - NAIFA GOVERNMENT RELATIONS
Advisor Today - November/December 2016 - 4 Ways to Build an Effective Email Marketing System
Advisor Today - November/December 2016 - ADVERTISER INDEX
Advisor Today - November/December 2016 - BACK PAGE
Advisor Today - November/December 2016 - cover3
Advisor Today - November/December 2016 - cover4
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