Advisor Today - November/December 2016 - 41

association more reflective of the
profession and the country.
Gaudreau cited other NAIFA
accomplishments, including
improving industry relations and
collaboration with all members.
"Check! Check! Check! We did all
of those and we kept our promises,"
he said. As a mission-driven
organization, "we must think bigger,
better and bolder," he added. "Have
faith in our execution...I've done my
best. I hope it mattered."
A great time to sell more insurance
On Monday, September 19, veteran
producer and popular speaker Van
Mueller, LUTCF, told the audience
that although the U.S. will be
facing a financial crisis, now is the
greatest time to sell life insurance.
While we are being told that the
economy is recovering, the Federal
Reserve is afraid to raise short-term
interest rates. "Does that sound like
a recovery?" he asked. "You are the
only hope for the American people,"
he said. "It's your time."
Advisors often make a mistake
by telling clients and prospects that
they know what is going to happen. A
better approach is to emphasize that
no one knows what will happen. The
presidential race, the Federal Reserve,
SEC regulations and myriad other
things all create uncertainty. Life
insurance, on the other hand, provides
security and liquidity, as well as the
opportunity to access credit, which
will dry up in a full-blown crisis.
Most Americans would prefer to
be guaranteed that they will never be
poor than to have an opportunity to
be rich. So advisors need to change
their messages to prospects and
clients. "Don't tell people you will
make them a lot of money," Mueller
said. Instead, explain how you can
help them protect what they already
have with life insurance.
In one of his typical "elevator
speeches" with prospects, Mueller
often asks, "Is there someone at the
IRS or the local nursing home you
are so in love with that you want to

leave all of your money to
them?" He then explains
how life insurance provides
tax advantages and can
mitigate retirement and
long-term-care expenses.
In another elevator
speech to prospects,
he says, "We're afraid
there's going to be a major
economic disaster and
we don't understand why
people let it happen to
them, because it doesn't happen to
any of our people." The point is to
grab a prospect's attention and open
the door to a discussion about the
security that life insurance provides.
Overwhelming a client or prospect
with "fabulous information" will not
resonate with them. To be successful,
advisors must have conversations, ask
questions and build relationships.
The business of NAIFA
Also, on Monday, NAIFA leaders
and members tended to the business
of the association. One year after
joining NAIFA as its CEO, Kevin
Mayeux, CAE, told the National
Council that the association
"has forged a new path" through
NAIFA 20/20 (learn more at bit.
ly/NAIFA2020). In his address, he
recalled how he was "impressed
and inspired" by NAIFA members'
dedication and loyalty to their
association. But to move forward,
leaders must acknowledge existing
challenges, such as an aging and
shrinking field force, declining
NAIFA membership and increasingly
burdensome government legislation
and regulation.
NAIFA 20/20 provides a new
financial and business model to
streamline the federation, diversify
revenue and grow membership. The
plan identifies three major goals for
the next five years:
✔	Empowerment. This will create a
positive environment for advisors
and their clients. "NAIFA is the
advisor community's strongest and
most resilient voice," Mayeux said.

"Empowerment strengthens that
voice and ensures our concerns are
heard loud and clear in Washington
and in every state capital."
✔	Improving the NAIFA business
model. By improving the model,
NAIFA can more effectively and
efficiently deliver member value
and grow membership across the
federation, with nimble decisionmaking, a governance structure that
empowers NAIFA to act quickly and
decisively on new opportunities and
challenges.
✔	Transforming the NAIFA financial
model to generate more revenue
from a diverse portfolio of products
and services, including training,
certifications and direct corporate
support.
"Tomorrow's NAIFA will be
different from today's in the way it is
structured, the products and services
it offers, the markets it pursues and
the members it attracts," Mayeux said.
"What we hold true, though, the values
that we instill in each new generation
of advisors - trust, service, integrity,
professionalism, political involvement
- those values will endure. By
working together, there is no limit as to
what we can accomplish."
National Council
The association's National Council
also elected new officers and trustees.
NAIFA's new president is Paul R.
Dougherty, LUTCF, FSS, HIA, of
State Farm Insurance Companies in
Hyattsville, Maryland.
"From state-run retirement
plans to the DOL fiduciary rule,
November/December 2016 | ADVISOR TODAY 41



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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