Advisor Today - November/December 2016 - 42

Recognizing Top Performers
Performance + Purpose 2016 was more than a great place to take advantage of the knowledge and talent of great
presenters - it was also a community gathering for attendees and the ideal place to greet old friends, make new
ones, network with the best in the industry and share ideas.
Along with the larger community of advisors, the conference featured special events for various advisor groups,
including young advisors, LILI graduates, LUTCF designees and members of Women in Insurance and Financial
Services.
NAIFA Performance + Purpose was also the perfect venue for members of the NAIFA community to recognize
their peers for their outstanding work and dedication to the profession. During the conference, Kim Kieschnick
received NAIFA's most prestigious honor in association management - the C. Carney Smith Award. Kieschnick is
the executive director of NAIFA-Austin (Texas) and the 41st recipient of the Award, which was created to honor the
legacy of C. Carney Smith, CLU. Established in 1976, the award promotes the advancement of professionalism in
the field of association management among NAIFA state and local associations. Receiving the 2016 Young Advisors
Team Leader of the Year Award was Jason Carter, LUTCF.
The 2016 John Newton Russell Memorial Award was bestowed upon D. Scott Brennan of South Bend, Indiana.
The JNR Award is the highest honor accorded by the insurance industry to a living individual who has rendered
outstanding services to the institution of life insurance.
Brennan, a career MassMutual agent, is a past MDRT president and an active and long-time NAIFA member. On
accepting the award, he described himself as "a very ordinary man who worked in an extraordinary profession. I
took a vow of poverty my first few years in the life insurance businesses. I didn't qualify for the Round Table; I don't
think I would have qualified for an end table," he said. "There may be someone here who is thinking about leaving
the profession who shouldn't. If that is so, I dedicate this talk to you. If I can do it, you can do it."
He described the act of buying life insurance as "an exchange of emotion." And to those agents who endure days
of landing no sales, his advice is, "Forgive yourself. Learn how to accept the tough days and celebrate the great
days. And, join NAIFA. NAIFA isn't good because we are old. NAIFA is old because we are good."
Also featured during the conference was The Client Service Recognition Program, which is sponsored by Life
Happens and recognizes recipients of the Real Life Stories Awards. The emotional stories told by the recipients'
clients who overcame tremendous difficulties with the help of insurance captivated the audience and brought to life
the powerful role insurance plays when tragedy strikes. Real Life Stories videos are available on the Life Happens
website (lifehappens.org/videos/).

the future of our industry is being
impacted by likely well-intentioned
but misinformed legislators and
unelected regulators," Dougherty
said in his first National Council
address as 2016-2017 NAIFA
president. "As a result, we cannot
afford to only be vigilant - we must
also be aggressive and proactive in
our efforts to educate and inform
our public leaders, to share with
them the potential hazards faced by
our customers when they attempt
to navigate these financial waters
without our help."
Dougherty urged members to
remain involved in NAIFA's political
42 ADVISOR TODAY | November/December 2016

advocacy initiatives and to build upon
relationships with elected officials
so they will hear the NAIFA Story.
"Every day, we ask our clients to
sacrifice a little to protect what is at
stake. It's only right that each of us do
the same" for the industry, he said.
He also encouraged members to
help grow membership. "Our work
today, tomorrow and for the next year
together is to bring [non-members]
to NAIFA, to help them understand
that we are the guardians at the gate
for our industry and that it's time for
them to pick up a shield and stick and
do their part. Our most significant foe
in today's environment is apathy, and

our challenge is to kick in the door of
those who are sitting on the sidelines
and get them back in the game."
NAIFA is on track for a successful
future with implementation of NAIFA
20/20, he said. "We have to follow
the course and be unapologetic in our
pride as we get this done...We cannot
quit, we cannot fail because so many
others are counting on us...our clients,
our communities, our country."
Joining Dougherty on NAIFA's
Executive Committee are:
President-Elect Keith M. Gillies,
CFP, CLU, ChFC, of Ameritas in La
Place, Louisiana; Treasurer Matthew
S. Tassey, CLU, ChFC, LUTCF, of


http://www.lifehappens.org/videos/

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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