Advisor Today - November/December 2016 - 34

"

My personal philosophy is to give it all away. I am
willing to say yes to requests for help, and I will do all
I can to make things better. I tell my kids that I serve

"

others as a way to serve my creator. That is the way I
give back - through my service to others.
-Paul Dougherty, ALHC, HIA, LUTCF, FSS

By Ayo Mseka

By his own admission, Paul
Dougherty is just an average guy.
"There is nothing remarkable about
me," he told us when we visited
him at his home in Maryland this
summer. But he is willing to "give
everything [his] all," and this makes
him the perfect guy to lead NAIFA
as the association executes strategies
designed to grow its size and reach.
"My personal philosophy is to give
it all away," Dougherty shared with us.
"I am willing to say yes to requests for
help, and I will do all I can to make
things better. I tell my kids that I serve
others as a way to serve my creator.
That is the way I give back - through
my service to others."
Dougherty has been in service
to others for nearly 25 years, ever
since he landed a job as a State
Farm employee - a job he stumbled
upon by accident. His parents had
invited their State Farm agent to
their home, and his mom told the
agent that Dougherty was a newly
minted college graduate with no job.
The agent portrayed State Farm as a
great company to work for, and this
got Dougherty's interest. He applied
for a position there and after several
interviews, he was offered a job. A few
years later, he became an insurance
agent because of the opportunity it
afforded him to set his own hours,
make a good living and help clients
avoid the risks that they might not
even know they have. "That was very
gratifying to me," he said.
34 ADVISOR TODAY | November/December 2016

As a new agent, Dougherty faced
many challenges, not unlike those
encountered by other new agents.
He was assigned to Hyattsville,
Maryland, which was a new
community to him. He and his wife
were in the process of moving, and
they had just had a baby.
But he quickly realized that he had
been given an opportunity to help
those around him, those who had
not been well treated or maintained
and those who were sometimes
taken advantage of by others. "It was
gratifying to be their professional
advisor," he said. "There may have
been some lean days, but you did what
had to be done, knowing that even
if you don't get paid today, you will
be paid in other ways besides money,
such as good relationships with your
clients and enhanced opportunities
for networking in the community. You
knew that if you did it for the right
reasons, you will achieve success, and
the lean days will soon be behind you."
Dougherty's lean days are now
firmly behind him, thanks to his hard
work, willingness to go the extra mile
and a firm conviction that "doing it
for the right reasons" always pays off.
Today, he runs a highly profitable
agency, which services mostly
minority clients, including African
Americans and Hispanics. His agency
offers nearly 100 insurance and
financial-services products, which
gives it an opportunity to be a onestop source of professional advice

to many of his clients. "Many of our
clients do not have CPAs or attorneys
working for them - they have only
us. This gives us a chance to help
educate them."
As an agent from a demographic
group different from most of
his clients, he has encountered
some interesting challenges. "It is
sometimes difficult to understand
some of the cultural differences
between the various Hispanic groups,
for example, but by demonstrating
interest, spending time with your
clients and asking a lot of insightful
questions, you get to understand their
financial goals and aspirations and
figure out what works best for them.
The time spent with them makes you
a better agent and one who is more
trustworthy," he said.
His professional success has been
recognized by numerous industry and
company awards. And he has become
a passionate advocate for the insurance
industry in general and for the role
of the agent in particular. A trustee
on the NAIFA-National Board from
2010 to 2013, Dougherty has served
the federation in many capacities. He
has also traveled extensively to home
offices, building relationships and
encouraging membership.
Success strategies
With the high level of success
Dougherty has achieved, he is well
qualified to offer words of wisdom
to other agents and advisors looking



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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