Advisor Today - November/December 2016 - 35

to move their practices forward. To
new agents trying to make it in the
business, his advice is for them to
know that others have been where
they are now, and that it is OK to
struggle initially. Also, they must
understand that there are others
willing to give them a helping hand
and remember that, as is the case
with any endeavor, they must be in
the financial-advising business for
the right reasons and must be highly
motivated by a desire to help others.
"If you are motivated and sincere in
your dealings with your clients, that
sincerity will shine through, and
success will follow," he said.
For the more seasoned agents, he
has this to say: "We accelerate so
well so early in our careers that we
sometimes put ourselves in neutral,
become apathetic and lose our
appetite and passion for the industry.
Sometimes, the things we used to do
worked so well that we stop doing
them. We have to go back to the
things that worked well for us in the
past and start doing them again."
Mid-career agents can also rekindle
their careers by exploring new market
niches or reaching out to new advisors
who might want to learn from them.
"By helping them, you can become
more engaged and more passionate in
your career," he said.
And finally, all agents and
advisors can expedite their success
by enrolling in NAIFA's Leadership
in Life Institute. Dougherty recently

celebrated the 11th anniversary of
his graduation from LILI, which he
describes as "the best professional
development program I have ever
participated in." LILI taught him
"not to sweat the small stuff" and
showed him how to establish the right
priorities. "It teaches you to start with
the end in sight, which will help direct
your path and assist you in identifying
the correct priorities so that you can
recognize all that you can achieve."
Finally, he said, all agents can
become better by joining NAIFA. His
association with NAIFA started when,
as a new agent, he attended an agency
meeting. There, the then-president of
his local NAIFA association, Shanna
Stringfield, asked him to become a
member. When his agency manager
offered to pay for his membership, he
figured that it was a win-win situation
and promptly said yes.
To this day, he believes that this
was the best move he has made in his
career. "From the very first meeting,"
he said, "I realized that I was with
folks from different backgrounds,
companies and experience levels,
folks who were there to do better
at what they do, network, share
experiences and acquire sales ideas.
These were folks who were willing
to give away what they know. I
thought this was a good place to be,
and I have been a passionate NAIFA
member ever since."
Soon after becoming a member,
the requests for help started. And

Dougherty and his wife, Elizabeth

in keeping with his tendency to give
it his all, he kept saying yes. "But
the interesting thing is that I have
benefitted each time I have said
yes," he said. "You learn from folks
around you. My willingness to help
has resulted in opportunities for me
to have an impact on our industry
and on the entire country. What a
tremendous gift that is! Whenever we
contribute toward NAIFA's success,
we are contributing to our own
success and that of our clients."
The power of NAIFA membership
Dougherty has also been reluctant to
say no to any of NAIFA's requests for
help because he knows the tremendous
benefits that come with NAIFA
membership - great sales ideas,
endless opportunities for networking
and a group of dedicated NAIFA
employees working to protect the
industry from legislative and regulatory
threats and developing programs that
help members succeed. "NAIFA's
benefits make us better agents," he

"

My willingness to help has
resulted in opportunities for
me to have an impact on our
industry and on the entire
country. What a tremendous
gift that is!

Members of the Dougherty Family. From left to right: daughter, Madeline; Paul;
wife, Elizabeth; and son, Jacob.

"

-Paul Dougherty, ALHC, HIA, LUTCF, FSS

November/December 2016 | ADVISOR TODAY 35



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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