national association of insurance and financial … 2010 Newsltr.pdfTony with family members at the award presentation. TC, MSFS sitting, with past ward. New Free NAIFA member benefit

THE DELAWARE ADVISOR DECEMBER 2010

national association of insurance and financial advisors delaware254 Chapman Road, Suite 107, Newark, DE 19702 • 302.668-3816 • www.naifanet.com/Delaware

Congratulations to Tony McDonald, CLU, ChFC, CLTC, MSFS from MetLife for winning this year’s Charles B. Palmer Award. Tony with family members at the award presentation.

Tony McDonald, CLU, ChFC, CLTC, MSFS sitting, with past recipients of the Charles B. Palmer Award.

New Free NAIFA member benefit.Details last page.

Tuesday, May 3, 2011

More photos of the Palmer Award night inside.

Calendar of EventsDecemberCentral Meeting / December 10 – FridayTopic: Health Care Reform Act and more. Insurance market provisions timeline, issues that affect your bottom line, patient protection and Affordable Care Act. Brian will highlight the tax implications of this bill and John will cover the affects of this legislation from the insurance standpoint…including how the bill will affect both individual health insurance as well as the new requirements for employers. Speaker: John Still, RHU, Dover Financial Group, Inc. and Brian Stetins, CPA, Faw Casson & Company, LLP.Location: Hilton Garden Inn, Dover. Capital Room. 1706 N. DuPont Hwy., Dover. (Just south of the 104 - Scar-borough Road exit off Rt. 1 to Rt 13 South) Make right at Bob Evans – the Hilton Garden Inn sits behind the Exxon and Wendy’s. Three lunch options can be selected from upon arrival between 11:45 and noon. Each meeting offers a 50/50, $1 per ticket. 10 tickets $5, a sales idea is shared along with a wealth of information. For more information con-tact Nancy Feldman at [email protected]: Includes gratuity and CE credit filing fee. NAIFA Members: $15, Re-occurring guests $18. Thursday, December 16Sussex Meeting on Review of State and Federal elections Speaker: Beverly Sisson, NAIFA Lobbyist

Topic: Talk about both State and Federal November 2nd elections and also give an electoral perspective regarding the 2011 Delaware General Assembly.Time: 8 a.m. breakfast followed by meeting presentation. Free breakfast to potential new members – bring a friend.Location: The Georgia House Retstaurant in Millsboro. CE: 1 CE credit

JanuaryWednesday, January 19 Central fundraiser. Save the date! Will include ethics and flood CE credits. All day at Frazier’s Restaurant. Check website where more information will be posted as it’s provided. Thursday, January 20Sussex Meeting PPACA Legislation (Health Care Reform) Topic: PPACA Legislation (Health Care Reform)Speaker: Past Senator John SillsTime: 8 a.m. Breakfast followed by meetingCE: 1 CE to be filed.Location: Georgia House Restaurant. 119 Main Street, Millsboro, DE 19966

February Friday, February 11 Central Meeting Save the date! Topic: LTC. More information to be posted.

March Friday, March 11 National Membership and YAT Awareness Month. More details to follow.

MayMonday, May 2Speakers’ Dinner.Location: Courtyard Marriott, Newark, Delaware.More details to follow.

Tuesday, May 32011 NAIFA Delaware Career Conference. Location: University of Delaware Clay-ton Hall.CE: 5+1. Total 6 available. Time: 8 a.m. – 5p.m. Cost: Member $100 early-bird before 2-15-2011. Non-Member $125 early-bird. New members $75. For more information, please visit www.naifanet.net/delaware and click on the 2011 career conference button.

Wednesday, May 11, Day in the Hall. Lunch at Frazier’s Restaurant. More details to be posted.

THE DELAWARE ADVISOR

NAIFA Delaware recognizes our 2010 sponsors and thanks them for their continued support of this great organization.

Confirm details on Calendar page of

website www.naifanet.com/delaware

prior to event just in case any

changes had to be made.


It’s smart to belong.

The holiday

season is

here and the

end of the year is

near. Many changes

have been thrown

on the insurance agent in 2010. The

next year will be even busier with many

new legislation coming down the pike.

The health insurance agent is sure to

be impacted in the pocketbook in 2011

and beyond. We must stay informed and

go to as many NAIFA and insurance

company meetings as we can. With only

a few weeks left in 2010 this is the time

to pause and reflect on the year and plan

for the changes coming up next year.

If you are interested in getting

involved with NAIFA as a board

member please contact any present

board member and let us know how you

would like to be involved. The next few

years look to be very busy and we could

use all the help you can offer. Thank

you for your continued membership in

NAFIA Delaware and have a blessed

holiday season.

From the President’s Desk By: Ronald E. Simmons, NAIFA Delaware President

Ronald E. Simmons

Best

Wishes

for a

Wonderful

Holiday

Season.


Beverly Sisson

Insurance Regulatory NewsBy: Beverly Sisson, Lobbyist for NAIFA Delaware

The general Assembly convenes again on January 11th.

In the meantime you may find some of the recent posted listings on legislation regulatory news

button of inerest on the NAIFA Delaware website. Learn more at www.naifanet.com/delaware./

Delaware State Legislative Caucus •ResultsRelease from Insurance Commissioner, Protect your •Holiday Purchases. Existing insurance coverage and store-offered extended warranties.Forms & Rates Bulletin No. 34 posted 11/10 regarding •FOIA request.Patient Protection Affordable Care Act, regarding children •under the age of 19 and child-only individual insurance policies.Forms and Rates Bulletin No. 33 regarding Electronic •Fund Transfers to pay for SERFF filing

See news / postings from Beverly Sisson on the Legislation News Button of NAIFA Delaware’s website

www.naifanet.com/delaware

Communications Corner provides members with access to

an extensive online toolbox that includes NAIFA-branded

templates, searchable databases of media outlets and self-directed

communications and public relations training. Members also have

access to professional graphics and media relations support, as

well as communications tips and proven best-practices. All of the resources are specifically tailored to serve

the needs of NAIFA’s state and local associations, as well as individual insurance and financial planning

professionals. Check out www.naifa.org today.

Get the most from your NAIFA membershipwww.naifa.org has NEW tools that help!

I am thrilled to announce that our State

Association will be sponsoring three

excellent candidates for the Spring

2011 LILI class – Kevin Lammers, Laura

Day, and Craig Lytle. I am confident that

all the candidates will have an excellent

experience and I look forward to keeping

the membership updated on the progress

that they are making.

The Leadership Corner – LILI By: Dan Reisinger, CLU, ChFC, Delaware State LILI Chair

Dan Reisinger, CLU, ChFC

The next session will begin in the Fall 2011. For those

interested members in LILI for the Fall – please check out the

NAIFA website for additional information. Please send me

an e-mail to discuss the process of becoming part of the LILI

experience. [email protected].



NAIFA New Castle UpdateTodd D. Hudson, NAIFA New Castle President

Todd Hudson

Frederick J. Dawson, ChFC, CLU

Thank you sponsors

On November 11th, we had our Palmer

Awards Dinner. Congratulations to

Tony McDonald who was chosen

for this prestigious award. He truly deserves

the accolades for all of the time and energy

he’s given back to this association. What a

wonderful night. This is the first time in about

15 years the Palmer Awards were a dinner

event. If you didn’t attend this year, mark your calendar for next

year’s event. Everyone I talked to had a great time and they were

really glad the event was moved back to the evening. Lots of fun

was had by all. The food was delicious and new relationships and

friendships were formed. Veteran’s Day was the theme. We had

some touching videos to honor our Veteran’s. We also hired a local

acoustic duo that played music during dinner and after the Awards

Ceremony. I can’t stress enough how enjoyable the evening was.

Congratulations to Tony and a big thank you goes out to Kevin

O’Neill and Kathy Gregor for organizing the event.

On December 1st, we had our annual Political Action Committee

and Final year Tax Preparation meeting. Our speaker was Jordon

Rosen, a partner at Belfint Lyons & Shuman. Once again, this was

a late afternoon meeting with 1 CE credit for DE/PA/MD. This

was our PIC/PAC/Tax/YAT meeting. PIC – Political Involvement

Committee – This committee is focused on linking our NAIFA

members to our State and National Legislators to deliver checks

and develop relationships to make sure our legislators know we

can be a resource for them as bills are drafted that affect our

industry. PAC – Political Action Committee – This Committee

raises money from our members to be delivered to candidates

for office. TAX – It’s not but it should be a four letter word.

Something we’re all trying to reduce. Finally, YAT – Young

Advisors Team – This group of future leaders are defined as

younger than 40 years old or new to the insurance business within

the last 5 years. We had a cocktail hour after the presentation to

allow everyone an opportunity to get to know each other a little

better. We also raised money for our year end Political Action

Committee Goals. If you are unable to attend but would like to

contribute, please go to www.naifa.org to make a contribution. If

you love your job and want to continue to deliver tax advantaged

products and services to your clients, it’s critical for you to make

a contribution. You can contribute a one-time payment or you

can have the contribution deducted monthly from a credit card or

checking account. Please start contributing and supporting your

industry today. We thank you!




This year’s Palmer Award and Industry Quality and Achievement Awards were held on Thursday, November 11 at the Christiana Hilton. The Palmer Award committee did an outstanding job at putting together a wonderful evening with colleagues, family and friends.


C. Anthony McDonald, CLU,

ChFC, MSFS

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– David Middaugh, Fargo ND

IFAPAC Update C. Anthony McDonald, CLU, ChFC, MSFS, NAIFA Delaware IFAPAC Chair

The IFAPAC year is ending December 31st.

For the ninety plus members who have

contributed in 2010, your donations were

crucial in allowing our local and national lobbyists

access to legislators in Dover and DC. NAIFA

is your voice, your advocate for educating these

policymakers on the products and services we

offer to our clients. 2010 was filled with changes

in the legislature halls. These new faces need to

be contacted and educated as well as maintaining

established relationships. For more information on

what legislation NAIFA is working on or to make a

donation, please visit www.naifa.org.

Starting in January, 2011, Lisa Broadbent-DiOssi

will now be the IFAPAC Chair and Dennis Drake

will be the Vice-Chair. I thank you for your support

these past two years.

–C. Anthony McDonald.



Why Join YAT? It’s FREE! It’s also a great way to build relationships with professionals who are in their first five years in our industry or to network with professionals in related industries (i.e. accountant, mortgage brokers, and estate lawyers)! Viola! You instantly have access to valuable sales and marketing tools! Being involved in the NAIFA Young Advisors Team fosters a sense of camara-

derie! Build your commitment to yourself and your clients by being active in a team that is dedicated to helping you survive during the first years of your business! TIPS TO GIVE YOUR SALES A BOOST! By: Dallas Bokop, Insurance Broker

Of the “twenty-four million U.S. households, 22% have no life insurance” (LIMRA) and many of those households are underinsured. While many people know they need insurance to protect their families, income and homes, they are often reluctant to talk about the “what if ’s” in life. As advisors, it is our job to discuss life events and to help them prepare financially. A dedicated business professional, should feel obligated to keep up with the advancements in digital and web based

technology as well as the economic climate in order to find new ways to keep their clients educated and engaged. When we remain committed to ourselves and our clients, we will find ourselves busy restructuring business and marketing plans, reviewing client policies and determining changes in the levels of risk in effort to help our clients reach their goals. Being a member of a professional association like NAIFA helps build credibility with our clients and demonstrates our dedication to building a solid business and expanding our knowledge in our area of expertise. Here are tips that will give your sales a boost! While some may seem elementary, I challenge you to take a moment to review them. Perhaps they will help give you the boost you need to scale your personal ladder of success and help you achieve your business goals!1. BUILD a trusting relationship with your clients.2. OFFER solutions that meet your client’s goals.3. ORGANIZE consistent communications with your clients.4. SPECIALIZE in a field of your expertise.5. TALK face-to-face with your clients about life events that require financial planning.

Why Join YAT? Dallas Bokop, NAIFA Delaware YAT Chair, NAIFA Central Secretary

Tax deductible contributions should be made

by check to the Carl Hill Memorial Fund

and mailed to George Weiner and Associates,

C/O Don Fulton, Red Clay Center at Little

Falls, 2961 Centerville Road, Suite 300,

Wilmington, DE 19808.

CARL HILL MEMORIAL FUND

New eyes.New reach.New exposure.

New eyes.New reach.New exposure.

See what’s new.In print, email and online.

Call 877.IFA.5001

0410_IFA_Tradeshow_4.5x3.5 3/29/10 9:47 AM Page 1

Dallas Bokop

Our second General Membership meeting for NAIFA Central 2010-2011 was another complete success!

Beverly Sisson, our presenter, did an outstanding job updating us with the changes regarding Delaware Insurance Laws and Regulations. A big thank you goes out to the members and guests that were able to attend.

Increasing our NAIFA membership and sharing the value of being a member

of NAIFA (National Association of Insurance and Financial Advisors) is our continued goal and focus! Bring a friend or an Associate to our next meeting. Save the Date. Our next meeting, which we have scheduled for, Friday, December 10, 2010 will be focusing on the Health Care Reform Act and more. Our presenters will be John C. Still – RHU – Dover Financial Group, Inc. and Brian J. Stetins – CPA – Faw Casson & Company, LLP. The location will be at the Hilton Garden Inn – Dover, DE 19904 from Noon to 2:00 p.m. The 2010-2011 NAIFA Central Delaware Board Members include:Nancy M B Feldman – President; Mike Redmond – Treasurer and Past President; Dallas Bokop – Secretary and YAT Chair; Mike Bennetti – National Committeeman, Government Relations Chair; Wendy Sutton – Membership Chair; Don Talerico – Professional Development and IFAPAC Chair; Louis Memmolo – AHIA Chair member and Helen “Sis” Collins – Multi-Lines Chair.

We are looking for “a few good men and women” to take over and continue the board positions for NAIFA Central Delaware 2011-2012. The platform is in place and the process is running very smoothly however; we want and need the opportunity to continue for the NAIFA Central Delaware Board. If any of you want to nominate someone or yourself for a future board position, please let me know. Remember: this change will not take place until June 2011 and we are off in July and August 2011 for the summer.

Save the dates: Wednesday, January 19th, 2nd Annual fund raiser for Central – CE Credits including Ethics and Flood all day at Frazier’s Restaurant; Friday, February 11th, LTC Presenter; Friday, March 11th National Membership and YAT (young advisors team) Aware Month; Friday, April 8th still planning; Wednesday, May 11th (Day In The Hall) – Lunch at Frazier’s Restaurant more details to follow. Continue providing feedback. As a board, we are interested in what you have to say. Once again, what we can accomplish together is endless. Remember: “Happiness comes only when we push our brains and hearts to the farthest reaches of which we are capable” –Leo Rosten. If you have a topic you would like to learn more about or if you know of a presenter that has value and knowledge to share with our group, please reach out to me. [email protected] or use my cell 302-423-4204 or office (302) 734-4364 line. Looking forward to what this new 2010-2011 NAIFA term has to offer and by sharing unique business ideas and success stories. Together we can accomplish a lot. With all of our continued and combined efforts, it will be another successful year. Thanks to each of you for your help and support along the way.

NAIFA Central UpdateNancy M. B. Feldman, NAIFA Central President

Nancy Feldman



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– YO

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Tuesday, May 3, 20118:00 a.m. to 5:00 p.m.

Clayton Hall • U of DE • Newark, Delaware

Why attend this year’s Career Conference if you’ve been to a handful in the past and money and time may be tighter than ever? The insurance and financial industry has been greatly impacted with many changes during this past year. Demands on workers are greater than they’ve been for many years. We have taken into consideration these changes and have selected a lineup of speakers that will help put attendees on the right path with a renewed enthusiasm, fresh ideas to grow business, and knowledge for greater earning potential. The Career Conference is not put together for the sole purpose of earning continuing education credits. Although this is an added benefit, the day will offer much more. Take a speak peak at just three of our speakers below–it will be an informative day.

Sneak peak at three of our speakers– Michael Keenan, CLU, ChFC, Senior Vice President of the Life Foundation and this year’s recipient of the John Newton Russell Award.Topic: Will present a reaLIFEstory and information on the Life foundation – The importance of insurance in today’s world. Michael C. Keenan, CLU, ChFC, was named the recipient of the 69th annual John Newton Russell Memorial Award, the highest honor bestowed on an individual by the insurance industry in Sept. 2010. The award recognizes sustained and meritorious service to the life insurance and financial advising industries. Keenan entered the life insurance business in 1962 and soon established himself as a successful agent with the Prudential. In 1971 he qualified for the Million Dollar Round Table and remains an MDRT Life member to this day. … Tom Hegna, CLU, ChFC, CASL, Vice President New York LifeTopic: Uncertain times like these highlight the power of the Life Insurance Industry to provide stability and surety to retirees who are uncertain what to do with their retirement savings. Tom Hegna is First Vice President for Retirement Income Security at New York Life. He is responsible for all Mutual Fund, Annuity, Long Term Care Insurance and some Life Insurance sales through the New York Life Agency channel. In 1988, Tom started his career in the insurance industry with MetLife. He qualified for membership into the Million Dollar Round Table (MDRT) in each of his first three years (MDRT is recognized throughout the industry as the standard of sales excellence in the life insurance and financial services

business). In July of 1996, he joined New York Life and was named Director of Annuity Sales for the West Central Zone. He was promoted to Vice President in March of 2006 and First Vice President in March of 2010. He has given over 2,000 retirement seminars across the country and agent investment sales were over $4 billion in 2008…

Saly A. Glassman, Merrill Lynch Topic: Growing Your Business in a Challenging Economic Environment. Saly A. Glassman, Managing Director of Investments at Merrill Lynch in Blue Bell, PA, invests over $3.3 billion for high-net-worth clients and businesses. She is ranked as one of America’s Top Female Financial Advisors, holding the number one position on the Barron’s Top 100 Women Financial Advisors list, first in 2006 and again in 2008. Saly recently authored the book, It’s About More Than The Money (published by FT Press, June 2010) to help restore investors’ confidence in the financial markets and motivate them to take responsibility for their financial future. Her book will be available for purchase during the conference. The Glassman Group is an all-female team with more than 140 years of collective experience. Each member of the team has a distinct role in the financial planning process. The Glassman Group’s mission is to deliver the ultimate financial services experience to its clients.…

…please visit • www.naifanet.com/delaware • 2011 Career Conference • Speakers …to read a more extensive biography on these speakers.

How has the format changed? This year’s conference will offer 6 CE credits. Five during the regular day’s schedule and an option for an early morning session with breakfast. The schedule has been adjusted from last year and will provide more time with our sponsors and exhibitors in between sessions. At your recommendation, from last year’s surveys, we will have a deluxe buffet lunch to offer a greater selection and also be offering afternoon snacks and beverages.

New and exciting sponsors and exhibitors This year’s conference will bring some exciting support from new businesses. We look forward to learning more about our exhibitors, new and returning, and thank them for their support of the NAIFA Delaware association.

New member discount – if you are a new NAIFA DE member – you qualify for a super discount: admission, lunch, and credits for $75 (Must be new member since 7/1/09). It is great to belong!

Name and company name as you’d like it to appear on your name badge

Mr. John Sample, designations ABC Insurance

__________________________________________________________________________________________________________________

__________________________________________________________________________________________________________________

__________________________________________________________________________________________________________________

Subtotal

Total charge

$___________

$_____________________________________

Member$100 before 2/15–

$125 After

Non-Member$125 before 2/15–

$150 After

New MemberSince 7/1/09

$75

Tuesday, May 3, 2011Registration 7:30 – 8:00 with breakfast

8:00 a.m. to 5:00 p.m.Clayton Hall • U of DE • Newark, Delaware

Filing for 6 CE credits. 5 regular day and +1 early CE session option with breakfast

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Questions can be directed to: Kate Schlegel, NAIFA Delaware Exec. at [email protected] or (302) 668-3816or Stan Minka, Jr., CLU, ChFC, MSFS, 2011 Conference Chair at [email protected] or (302) 781-1088 Mail forms to: NAIFA Delaware, c/o The Benefit Group, 254 Chapman Road, Suite 107, Newark, DE 19702-5489 Checks payable to: NAIFA DE. Fax: (302) 225-3169

Company Contact Name

Address

City / State / Zip

Telephone Fax

E-mail If NAIFA member, which local

Payment must be received prior to February 15 to receive early-bird discount.

n Check enclosed. Please charge my n Visa n MasterCard Card#

Print name on card Exp. Date Signature

Phone # that corresponds to card listed ( ) Sec. Code

Mailing address that corresponds to credit card listed if different than the address above.

Signature Date

$___________ $___________

Registration can be completed online via the NAIFA Delaware website at www.naifanet.com/delaware. Click on the 2011 Career Conference button and then the Attendance button. Registration can be completed online by MasterCard, Visa, or a paypal account.


TheSussexChapterthisyearhasbeenfilledwithexcitingandinformativeMembershipmeetingsallcarryingCEcreditstohelpeducateandassistour

memberstogrowtheirbusinesses.OurlastmeetingoftheyearisDecemberthe16thatTheGeorgiaHouseRestaurantinMillsboro,DEandtheguestspeakerisourownLobbyistBeverlySisson,shewillbespeakaboutthisyear’slegislationandhowitwillimpactusduringthecomingyear.Themeetingisopentoallmembersinthestateandpleasebringaguestorpotentialmember,themeetingstartsat8:00a.m.withafreebuffetbreakfastforpotentialmembers.NextyearpromisestobejustasfilledwithgreattopicsincludinginJanuary,SenatorJohnStillsofDoverfillingusinonthelatestupdatesonHealthCareReform,1CEcredit.Thisshouldmakeforapackedhouse,so,makesureyoucallCyndeeGarrett(629-3518)toreserveyourseat.ThefollowingmonthswillincludeFlood&Ethicstonameafew.Ifyouhavearequestforatopic,pleasecallanyboardmemberandmakeitknownandwe’lldoourbesttomakeithappen.Don’tforgettomakeyourIFAPACcontributionfor2010andrenewyourmembershipbeforetheendofthemonth.NAIFASussexBoardwantstowishallmembersinthestateaMerryChristmas/HappyHolidaysandamostprosperousNewYear.

NAIFA Central UpdateJerry Allen, NAIFA Sussex President

Snapshot from November’s Sussex meeting with guest presenter Mitch Crane from the Delaware Department of Insurance. Pictured L–R: Chuck Landon, JD, Mitch Crane, Jerry Allen, and State Representative Danny Short from Seaford.

Introducing a new NAIFA member benefit with an added bonus. Log on and listen to this month’s NAIFA

ClientCast® by Real Wealth® podcast. Go to www.naifaclientcast.com/freebenefit. This link can also be found on the Newsworthy – News Button of the NAIFA Delaware website www.naifanet.com/delaware. After you listen to the podcast you can click at the bottom of the screen and become eligible to get your NAIFA dues paid in full for a year. You must listen and register by December 31, 2010 to be eligible. You can distribute this monthly podcast to any of your clients as an informative marketing tool. This is a win-win marketing effort. The podcast is something

you can provide as an additional service to any/all client(s) via e-mail, great informa-tion is provided by topic experts, it’s free and may generate potential referrals. December’s Podcast Topic – How to position Life Insurance and Annuities to maximize your clients Social Security benefits. According to a US News.com survey, 45% of people turning 62 will apply for Social Security benefits. When is the right time for your clients?

One you view the first one, each month the NAIFA Client Cast® will send you an e-mail with the podcast topic and you choose whether it’s something you’d like to

share with clients and/or colleagues.

FREE NAIFA Benefit is a Win-Win for All

3 reasons to check it out!

Free expert information1. from topic experts each month.

Free to share with clients 2. as a marketing tool.

A chance to get your 3. NAIFA dues paid in full for a year.

Documents

national association of insurance and financial … 2010 Newsltr.pdfTony with family members at the award presentation. TC, MSFS sitting, with past ward. New Free NAIFA member benefit