Advisor Today - November/December 2016 - 36

"

I have become a better agent in my practice,
thanks to NAIFA, and I am better able to

"

serve my clients and shape the future of
the industry.
-Paul Dougherty, ALHC, HIA, LUTCF, FSS

said. "They benefit us as we help our
clients protect the ones they love."
NAIFA members expect everyone
to know all that NAIFA offers, but that
is not always the case. They have to
be reminded that NAIFA's advocacy
program, for example, is second to
none and is worth every penny of their
membership dollars. "We tell our clients
to buy insurance for times when they are
unable to work or for when they are no
longer around. My NAIFA membership
does just that - it is my professional
insurance and I have an obligation to get
it and maintain it," he said.
Shaping the future
The value of NAIFA membership is
a subject close to Dougherty's heart,
and it has greatly influenced what he
and members of NAIFA's Executive
Committee will be focusing on during
Dougherty's term of office. Over the
next several months, Dougherty and
his team plan to:
* Execute NAIFA 20/20, the strategic
plan designed by NAIFA leaders and
members to propel the association
forward to 2020 and beyond.
* Create opportunities for enhancing
the association's revenue base by
offering new credentialing and
licensing programs, since the
business environment and NAIFA
are changing.
* Continue building and fostering
relationships with the association's
Corporate Partners, sister
organizations and other industry
stakeholders.
* Implement NAIFA 20/20's ideas for
driving membership growth. NAIFA
has had some success with the Pilot
Membership Program, which offers
a new way to perform an old task.

Dougherty with members of his staff

* Develop programs that cater
to diverse markets. As the
U.S. becomes more diverse,
these programs will help
NAIFA members enhance their
understanding of the markets they
serve and position them for greater
success.
Family, faith and telling
the NAIFA Story
As we spent more time with
Dougherty, we were able to get a
glimpse of what drives him each
day, what motivates him to sacrifice
so much of his time and effort in
service to others.
First, there is his family - wife,
Elizabeth, an attorney; daughter,
Madeline, a college student; and son,
Jacob, who will soon be going to
college. "Family time is important to
me," he stressed. "I sacrifice office
time to take care of my family."
A major part of taking care of
his family is cooking for them. "It
is critical for me to cook dinner
every night," he said. "The kitchen
is the heart of our home and a bit
of a sanctuary for me. I am actually
well known for my pasta sauce and
bread. I can quickly come up with

unplanned meals - much to the
delight of my family. For me, it is all
about love, faith and family."
And then there is telling the
NAIFA story, which gives him
an opportunity to share NAIFA's
legacy and talk about the strength
and influence the association has
had for more than 125 years. "I
have become a better agent in my
practice thanks to NAIFA, and I am
better able to serve my clients and
shape the future of the industry.
NAIFA is indispensable to what
all of us do as agents and advisors.
We are facing a challenging
environment right now, and we
must be ever vigilant in defending
the products and services we offer.
We cannot let our foot off the gas."
NAIFA has a bright future, he
said, and he is willing to sacrifice
the time and effort it takes to lead
the association toward that future.
He is honored and thrilled to be
given the opportunity to serve
NAIFA, and he considers it a
tremendous responsibility.
"Members have put their faith in
me to lead NAIFA," he concluded.
"I will do my very best to make sure
that they get my very best."

Paul Dougherty
at a Glance
* NAIFA trustee from 2010 to 2013
* Past president of
NAIFA-Maryland
* LILI graduate
* Recipient of numerous industry
and company awards
Dougherty in White House Situation Room

36 ADVISOR TODAY | November/December 2016



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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