Advisor Today - November/December 2016 - 40

Pursuing diverse markets
With the explosive growth of
diverse communities in the U.S.,
many advisors are discovering that
pursuing multicultural prospects
is one of the best ways to boost
production. On hand to show
attendees how to pursue these
often lucrative markets were some
members of NAIFA's Diversity Task
Force - Aamir Chalisa, MBA,
LUTCF, with Futurity First; Irma
Quinones, CLTC, CLU, ChFC,
LUTCF, with New York Life; Ali
Agha, CFP, CLU, ChFC, with New
40 ADVISOR TODAY | November/December 2016

York Life; as well as Bryan Hughes,
with Northwestern Mutual.
According to these experts, the
best way to achieve success in these
markets is to:
* Be open to learning about different
cultures, ask questions and show
genuine interest in your prospects'
goals, aspirations and concerns.
"When people see
that you are trying
to learn about their
cultures, they will
truly open up to you,"
said Ali Agha.
* Use the
fact-finding exercise
as an opportunity
to learn what makes
your prospect tick,
added Agha. For
example, he said,
you can ask how
your prospects make
financial decisions in
their households.
* In dealing with couples from
different ethnic backgrounds,
always try to involve both spouses in
all decision-making efforts.
* Embrace diversity thoroughly and
do a thorough research on the group
you are targeting. Google is a good
way to start the research process,
they advised.
NAIFA has recently released a
report, "Finding Success in Diverse
Markets" (available at bit.ly/
NAIFA_Report), which examines the
diverse communities that are rapidly
changing the face of America and
offers critical insights for successful
engagement. The report is sponsored
by The Penn Mutual Life Insurance
Company, an organization that
recognizes the opportunities that lie
ahead for advisors serving diverse
markets. NAIFA has also secured the
National African American Insurance
Association (NAAIA) as a diversity
partner.
Promises kept
During the General Session on
Sunday, NAIFA President Jules

Gaudreau, ChFC, CIC, provided
attendees with a checklist of some
of the association's accomplishments
over the past year. Among them:
✔	Strategy: NAIFA created NAIFA
20/20, a strategic plan that reflects
the realities of today and the
possibilities of tomorrow.
✔	Operations: NAIFA operated under
the discipline of a business plan
developed from the strategic plan,
identifying the key performance
indicators of association success,
with objective measures to
determine progress.
✔	Fiscal Stewardship: NAIFA
exercised financial discipline,
making difficult decisions to cut
non-essential expenses, assess staff
size and remediate future pension
liabilities so that future generations
of NAIFA members would not be
asked to pay for legacy liabilities
from the past.
✔	Advocacy: NAIFA fulfilled its
promise of advocating for the
industry, with the DOL's fiduciary
rule a primary focus in 2016.
"Unfortunately, the wedge it will
drive between advisors and
middle-income investors is
something we just couldn't stomach;
so under my watch, NAIFA sued the
federal government for the first time
in a generation, proving once again
that NAIFA was built for times like
these."
✔	State Support: NAIFA members
on the local and state levels are
the roots of advocacy at all levels,
and the creation of the Capitol
50 Program is testament to
NAIFA's promise to support state
associations.
✔	Member Value: NAIFA refined its
professional development strategies
based on comprehensive research
from Association Laboratories. This
conference reflects a new direction
in the delivery of professional
development, education and sales
ideas to members.
✔	Diversity: NAIFA promised it
would reach out to and serve more
diverse communities to make the


http://www.bit.ly/NAIFA_Report http://www.bit.ly/NAIFA_Report

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
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