National Association of Insurance and Financial Advisors ...naifanet.com/100000/April2009Newsletter.pdf · APPLICANTPROFILE PERSONALINFORMATION,PLEASEPRINTORTYPE MEMBERSHIPTYPE: Active

Publication to the MeMbershiP

naiFa-GW newsApril 2009

National Association of Insurance and Financial Advisors - Greater Washington

NAIFA - Greater Washington


Membership luncheon and Continuing Education Session, Election of Officers and DirectorsApril 17, 2009, Tower Club

Guest Speaker: David Appel, CLU, ChFC Managing Partner, Goldwasser-Appel Insurance Advisors, LLC, Newton, MAMDRT and NAIFA Convention platform speaker! CE Topic: Tax Law Update

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Mission stateMent

The mission of the Greater Washington Association of Insurance and Financial Advisors is to be an advocate on issues affecting insurance

and financial professionals. Our goal is to protect, secure and enhance our members’ careers.

it’s sMart to belong!


Message From the President ..................................................................2

Welcome New Members ........................................................................3

NAIFA Member Benefit .........................................................................3

2008-09 Calendar of Events ...................................................................4

Membership Meeting and Luncheon .....................................................5

NAIFA Membership Application ....................................................... 7-8

YAT Upcoming Events...........................................................................9

Trustee Corner ......................................................................................�0

Bernard Wilner Award Luncheon ...................................................��-�2

Jay Bell Memorial Golf Tournament ...................................................�3

MDRT Minute ......................................................................................�4

2009 NAIFA-GW Award Recipients....................................................�4

Golf Outing ..........................................................................................�5

Family Fun Day ...................................................................................�6

DC Legislative Alert ............................................................................�7

Save the Date! Maryland State Expo ...................................................�8

IFAPAC Enrollment Form ...................................................................�9

Photo Pages .................................................................................... 20-23

PresidentAngela C. Howley

(30�) 984-4000 x�[email protected]

Vice President Connie Golleher

(30�) 656-8689 • Fax: (30�) 7�8-8�3�[email protected]

secretary/treasurerBrock Jolly, CFP®

(703) 847-9660 • Fax: (703) [email protected]

immediate Past PresidentKenneth J. Van Valkenburgh, LUTCF, MBA

(30�) 94�-9�37 • Fax: (30�) 656-�[email protected]

national committeePersonWilliam Haraway, CLU, ChFC, LUTCF

(30�) 698-0024 • (30�) [email protected]

directorsKevin Conley

Phone: (703) 287-7�3� • Fax: (703) 287-7�[email protected], GWFIFA

M. Paul Friedman, CLU, LUTCF(301) 320-2400 ext. 121 • (301) 320-2401

[email protected]

Mike GeterPhone: (703) 568-574�[email protected]

Ronald E. Jerro, CLUPhone: (703)734-2900

Fax: (703) 734-2930 • (703) 573-7400Fax: (703) 573-8�[email protected]

Haig Kondayan, CFPPhone: (703) 848-4830 • Fax:(703) 848-4898

[email protected]

Warren A. Negri, Jr.(703) 863-6655 • Fax: (703) 848-4898

[email protected]

Ronald P. Rubin, LUTCF(30�) 57�-��28 • Fax: (30�) 57�-�289

[email protected]

Richard L. Stone, CLU, LUTCF,CBC(30�) 840-9669 • (30�) [email protected]

Joel J. Tabin, CLU, ChFCPhone: (30�) 962-6680 • Mob: (703) 470-554�

[email protected]

Matthew C. Weider, CLU,ChFC(703) 8�8-2502 • Fax: (703) 8�8-2503

[email protected]

Association Executive Dina LandP.O. Box 5153, Arlington, Virginia 22205703-532-8778Fax: [email protected]

2008-2009 leadership team

NAIFA - Greater Washington contents

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president’s MessageAngela Howley, 2008-09 President, NAIFA-Greater Washington

Well, Spring has almost sprung, but many of us are far from having the annual spring fever excitement due to what’s happening in our economy. Many of your clients may be

looking to you as more of a therapist than a financial advisor. I encourage you to read and share the January 2009 edition of NAIFA’s Advisor Today with your clients. LIFE CEO Marv Feldman writes a compelling article describing how significant our industry is to our entire financial system. The ACLI facts and statistics will help to alleviate your client’s anxiety and reinforce the peace of mind our solutions and services provide.

To continue combating those unnerving feelings, our association’s spring events will bring a timely CE session prior to our April 17th membership luncheon. The 2 hour course will be instructed by an estate planning attorney who will share what and how new legislation and tax changes will impact our industry. Following the course, MDRT and NAIFA platform speaker David Appel will energize you by offering his gripping story of success while delivering sales ideas you can put to immediate use. You do not want to miss David’s top-notch presentation!

Please mark June 4th on your calendar for the installation of our 2009-2010 board of directors, led by President Elect Connie Golleher, at Congressional Country Club. Our guest speaker will be Diane Offereins, Chief Technology Officer of Discover Financial Services.

Get your clubs out of storage for our annual Golf Outing on June 9th at PB Dye Golf Club. This is always an enjoyable day, and is an important event for us to generate non-dues revenue. Please see the flyer for additional information.

Looking back to last month, those who attended the 63rd Wilner Award will concur that it was one of the BEST events we have ever had! I am still reeling from the captivating heroism that was demonstrated throughout the day. It was a true honor to be in the company of so many inspiring people. Congratulations to Keith Eig, a true leader who is always giving back. Bill Haraway, Linda Hines, Dina Land, Kevin Conley, Paul Freidman, Norm Hines and many others worked tirelessly to make the day go off without a hitch. Thanks to all who participated in this awesome event.

Thank you for your continued support & participation in NAIFA. Your membership is vital, especially during these times of uncertainty. I ask that you please renew your membership early, and recruit just one new member.

Collectively let’s try and pass along the contagious optimism of spring fever!

Most cordially,

angela c. [email protected]�-984-4000 x�03 NAIFA - Greater Washington

Thank You to Our President’s Circle MembersGuardian Disability Insurance Brokerage – Matt FinnLincoln Financial/Sagemark Consulting – Jim Durkin

Midland National Life Insurance Company – Joel TabinStone Street Capital – Ashleigh Harris

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sally lam ................................................................................. new York lifegeorge nichols, iii .................................................................. new York lifeJeffrey a. novotny, Jr., lUtCF ..........liberty Mutual insurance CompanyJoseph W. o’Malley, CFP, .............................. Vantage Financial solutionsDavid Woodley o’shea .........................................ge Financial assuranceDaniel Penaloza, CltC ........................... the greater Mid-atlantic agencythomas radda .......................................John Hancock Financial servicesWilliam simpkins ...................................John Hancock Financial servicesHallie Wang ...................................................................Prudential Financial

Encourage your peers to join The NAIFA-Greater Washington D.C.Mail the application below to: NAIFA-GWDC, P.O. Box 5153, Arlington, VA 22205Any Questions? Call (202) 463-6�00

It’s Smart to Belong!

Welcome New Members!as of January 15, 2009

NAIFA Member Benefitnew customized naiFa member logos now availableNAIFA members can now add a NAIFA “Member of NAIFA since (year)” logo to your stationery, website, business card, etc. Available in print and web formats, as well as in black and white or color, the logos can be quickly downloaded from NAIFA’s website – www.naifa.org. Go to the Communications Corner Toolbox (member log-in required). “Member of NAIFA” logos with no “member since” dates are also available as are NAIFA’s stand-alone pyramid logo and Connections That Count logos.

Pick the year you joined NAIFA from the dropdown box then follow the directions on how to download the file to your computer. Currently, the years 1980 through 2009 are available. If you need a different year, please send a request to [email protected] and we will get you the necessary files.

NAIFA members are encouraged to use the appropriate NAIFA logo on their materials to raise consumer awareness of NAIFA and NAIFA’s Code of Ethics. Members are also encouraged to display NAIFA’s Code of Ethics in their offices. It is available at www.naifa.org/about/ethics.cfm.

Please note: No one may use the NAIFA name, acronym or logo in any way that implies NAIFA’s approval or endorsement of any person, entity, product, service or activity, or in any misleading manner. It is the responsibility of individual members to ensure that their usage of the NAIFA logo complies with legal and regulatory requirements, as well as any rules imposed by their employers.

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april 17Tower Club, Vienna, VirginiaAnnual Meeting Luncheon/

CE/ ElectionsLuncheon Speaker: David Appel

CE Instructor: Robert A. Feisee, Esq.

may 9Wheaton Regional Park

Picnic for Family Self SufficiencyAnnual Foundation Event

Families Welcome!

may 13International CC

Jay Bell Tennis TournamentFoundation Fundraiser

may 14Barking Dog, Bethesda

YAT Happy HourNetworking Event for

Under 40 Members and Guests

2008-09 CalEnDar Of EvEnts

June 4Congressional Country Club

Installation Meeting Luncheon/CELuncheon Speaker:

Diane Offereins, Chief Technology Officer of Discover Financial Services

June 9PB Dye Golf Club

Annual Golf Tournamentand YAT Breakfast

Enjoy a great day and support Association Programming



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Register online: www.naifa-gwdc.org

David Appel, CLU, ChFC joins us from Newton, Massachusetts. He is a Managing Partner at Goldwasser-Appel Insurance Advisors, LLC, where he concentrates his practice with a consultative, service oriented approach to personal and business insurance planning. His primary focus is in helping clients protect their families and businesses from the financial pitfalls of death, disability, and the drain of long term care expenses, as well as assisting through other advisors with their savings and generation-to-generation wealth transfer goals.

Robert Feisee, Esq., received his BS with honors from Syracuse University in �993 and graduated George Mason School of Law in 1996. His practice is limited to the areas of estate planning, charitable gift planning, and business planning. Bob is a member of the Virginia State Bar Trusts and Estates Law Section; Fairfax County Bar Trusts and Estates Law Section and Taxation Section; National Network of Estate Planning Attorneys; Sunbridge Legacy Builder Network; National Network of Estate Planning Attorneys Advanced Practice Implementation Program.

membership meeting and luncheon election of officers and directors continuing education session

luncheon 11:30 am – 2:00 pm

Guest speaker: David Appel, CLU, ChFC managing Partner, Goldwasser-appel insurance advisors, llc

MDRT and NAIFA Convention platform speaker!topic: Exiting Your Four Walls- Getting Out Of Your Office

april 17, 2009 9:30 am – 2:00 pm tower club, 8000 tower crescents Blvd, 17th Floor Vienna, Virginia 222182

continuing education session9:30 - 11:30 am Topic: Tax Law Update –Administration and Congressional Priorities and the Impact on Estate Tax and Retirement Planning Rules Guest Instructor: Robert A. Feisee, Esq. Insight Law


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Are you interested in obtaining yourCLU, CFP®, or ChFC Designation?

Important NAIFA-Greater Washington Member Benefit

Professional designations, along with lifelong learning, are keys to success in the financial services industry. One of the oldest and most respected designations is the Chartered Life Underwriter (CLU) designation. The following coursework, offered through The American College, is being moderated by members of your Association.

Whether you need a class or two to complete a designation, or you are just getting started taking classes towards a designation, this is a great time to dive in. This curriculum includes three of the five required courses for the CLU designation. In addition, two of the classes are prerequisites for sitting for the CFP® examination, and count towards the ChFC designation.

You will be responsible for the cost of the course, although many career agency systems reimburse for the cost of these courses*. There is no additional cost for the moderator or the classroom space.

NAIFA-Greater Washington will hold the following courses in winter/spring 2009. A schedule will be available in the near future. Please contact Professional Development Chairman Brock Jolly if you are interested in participating. [email protected] or 703-394-7151.

HS 323—Individual Life InsuranceHS 311—Fundamentals of Insurance Planning HS 324—Life Insurance Law

*Please check availability of this offering with your primary carriers or career agency system.


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NATIONAL ASSOCIATION OF INSURANCE AND FINANCIAL ADVISORS

MEMBERSHIP APPLICATIONNATIONAL ASSOCIATION OF INSURANCE AND FINANCIAL ADVISORS

AAPPLICANT INFORMATION BAPPLICANT PROFILEPERSONAL INFORMATION, PLEASE PRINT OR TYPE

MEMBERSHIP TYPE: � Active � Associate � Student � Transfer Only

Local NAIFA Association (if known) Association Number City, State

*Year of Initial License *Date of Birth

Prefix First, Middle, Last Name Suffix

Designations Title

Primary Company Firm/Agency Name (if applicable)

BUSINESS INFORMATION: Please send all mail to my � Home Address � Business Address

Street Address 1 Business Phone

Street Address 2 Business Fax

City, State, Zip Toll-Free Number

Business Email Address Primary? � Yes � No Web Address

HOME INFORMATION:

Street Address 1 Home Phone

Street Address 2 Home Fax

City, State, Zip Home Email Address Primary? � Yes � No

OTHER:Producer Type: � Independent Agent � Multiline Agent

� General Agent/Manager � Career Agent� Home Service � Bank Agent � Broker� Other____________________________________

� Please DO NOT send me promotional faxes� *Please register me for the Young Advisors Team (YAT) — for members

40 years and younger or in their first five years in the business.Please send all email to my: � Home Email � Business Email� Please DO NOT share my contact information with NAIFA member

benefit affinity providers

1. Which of the following best describes the primary focus of your practice? (please choose one)� Life Insurance and Annuities� Health Insurance and Employee Benefits� Multiline� Financial Advising and Investments

2. Years in the Business ____________________________

3. Association Memberships and Other Affiliations� American Institute of Certified Public Accountants (AICPA)� Association for Advanced Life Underwriting (AALU)� Association of Health Insurance Advisors (AHIA)� Financial Planning Association (FPA)� GAMA International)� Million Dollar Roundtable (MDRT)� Society of Financial Services Professionals (SFSP)� Other ____________________________________________________

4. Products Recommended to Clients(choose as many as apply)� Term life � Long-term care� Disability � Fixed annuities� Whole life � Universal life� Variable life � Individual health� Group health � Load mutual funds� Other___________________________________________________

5. Your Position� Owner/Partner� Agency Manager/General Agent� Employee/Agent� Independent Contractor� Broker Dealer� Other

REFERRED BY (PLEASE PRINT)(must be an active NAIFA member)

Name

City

State

3WAYS TO JOIN NAIFA

1. FAX Application with Credit Card Info To877/508-9842.

2. ON LINE at www.naifa.org

3. MAIL with payment to: NAIFA MembershipLockbox, P.O. Box 758658, Baltimore, MD 21275

FALLS CHURCH, VIRGINIA 22042-1205 I MAIN: 877/TO-NAIFA I FAX: 877/508-9842 I WWW.NAIFA.ORG

NON-DEDUCTIBILITY OF LOBBYING EXPENSES DISCLOSURE STATEMENTWhile association dues payments may be deductible by members as an ordinary and necessary business expense, dues are not deductible as charitable contributions for federal income taxpurposes. To determine the total non-deductible portion of your dues, add the NAIFA National lobbying expense ($43.00) to your state association’s lobbying expense (see table below).

Alabama $ 0.00 $ 5.00 Illinois $ 9.28 $ 2.00 Montana $50.00 $ 0.00 Puerto Rico $ 0.00 $ 0.00Alaska 4.00 0.00 Indiana 24.15 0.00 Nebraska 14.42 0.00 Rhode Island 4.17 0.00Arizona 2.32 0.00 Iowa 26.90 .50 Nevada 18.80 0.00 South Carolina 9.00 3.00Arkansas 2.58 0.00 Kansas 26.00 0.00 New Hampshire 77.28 0.00 South Dakota 16.59 0.00California 25.00 5.00 Kentucky 2.25 0.00 New Jersey 13.65 0.00 Tennessee 16.15 2.00Colorado 0.00 0.00 Louisiana 0.00 0.00 New Mexico 25.41 2.00 Texas 38.00 0.00Connecticut 29.15 0.00 Maine 62.10 0.00 New York 10.88 2.00 Utah 9.10 0.00Delaware 24.99 0.00 Maryland 30.00 0.00 North Carolina 0.00 0.00 Vermont 0.00 0.00District of Columbia 0.00 0.00 Massachusetts 33.28 0.00 North Dakota 8.00 2.00 Virginia 12.03 1.00Florida 25.75 0.00 Michigan 12.85 0.00 Ohio 22.00 0.00 Washington 33.00 0.00Georgia 0.00 0.00 Minnesota 26.40 0.00 Oklahoma 27.63 2.00 West Virginia 3.74 0.00Guam 49.60 0.00 Mississippi 13.00 1.75 Oregon 30.50 10.00 Wisconsin 10.50 0.00Hawaii 21.00 0.00 Missouri 0.00 3.00 Pennsylvania 18.00 0.00 Wyoming 11.20 0.00Idaho 7.48 0.00

LOBBYING AMSR*EXPENSES LOBBYING AMSR*EXPENSES

LOBBYING AMSR*EXPENSES LOBBYING AMSR*EXPENSES

(Effective September 1, 2008-August 31, 2009)

DETACH BEFORE RETURNINGe

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I agree to abide by the association bylaws and NAIFA’s Code of Ethics (see below) and certify that:

a.I have not been accused in writing nor been found in violation of the code of ethics of any professional organization of which I am a member. A state or federal licensing or regulatorybody has not censured, fined or reprimanded me, or revoked or suspended my investment advisor, securities, or insurance license(s). I am not a defendant in a criminal action. If acriminal judgment has been entered against me in the past, it has been disclosed to NAIFA and its predecessors.

b.I agree that neither the Association nor its individual members, officers, directors, agents or employees shall be liable to me, individually or jointly, if this application for membership isrejected or for the consequences of any disciplinary action which may be sought or taken against me under the local Association’s bylaws or Amendments thereto or any disciplinary orpenal action which may be sought or taken against me under the laws of this or any other state or jurisdiction, or for any statement which the Local Association or any of said individualsmay issue relative to any such action; provided, for its or their gross negligence or willful misconduct.

c. I understand and agree that my application for membership will be declined if it does not obtain a majority vote of the Board of Directors, or in the opinion of the Board of Directors, I amor will be unable or unwilling to conform to any of the foregoing requirements.

OR (check if any statements apply):

� I have been accused in writing or been found in violation of the rules or code of ethics of a professional organization of which I am a member. A state or federal licensing or regulatorybody has censured, fined or reprimanded me, or revoked or suspended my investment advisor, securities or insurance license(s).

� I am a defendant in a pending criminal action or a criminal judgment has been imposed against me that has not been disclosed to NAIFA or its predecessors. I will attach completedetails with this application. I understand that a finding of such violation may create a presumption that I have violated NAIFA’s Code of Ethics.

Signature Date

DMEMBERSHIP AGREEMENT

CPAYMENT INFORMATION

DUES AMOUNTS (for official use only) — Local and State dues amounts MUST be entered and added to the NAIFA dues amount.

*Local *State NAIFA *Total

*REQUIRED FIELDS

� Check here to join the Association of Health Insurance Advisors (AHIA), include an additional $120.00 _____________________________� Check here to have the AHIA dues of $120 drafted/charged at $10 per month.

GRAND TOTAL _____________________________

NOTICE: NAIFA is required to inform you of the cost of your state and/or national magazine subscription, which is included in your membership dues. This amount is not deductiblefrom your dues. The amount of your Advisor Today subscription is $10. The amount of your state subscription is listed in the table on the front of this application.

METHOD OF PAYMENT (Please check one)� Check � VISA � Mastercard � American Express � Monthly Direct Debit (Complete Authorization Agreement below) � Monthly Credit Card Program (Complete Authorization Agreement below)

Card Number Expiration Date Name on Card

Signature Date

AUTHORIZATION AGREEMENT FOR MONTHLY DEBIT/CREDIT CARD PAY

MENTS

Note to Members Paying by Bank Draft or Monthly Credit Card: NAIFA will debit/charge your account on the 5th of every month. Debits/Charges will begin the monthfollowing receipt of this application. You will be notified in advance of any adjustments in your monthly debit/charge, resulting from any dues adjustments. There is a $.50 per monthtransaction fee, which is added to the monthly deposit/charge amount. If your membership is being reinstated after a lapse, the first debit/charge will reflect the amount due for thedelinquent months. If the participant has insufficient funds in his/her account to cover the monthly draft, NAIFA will charge a $15.00 fee on the next monthly debit. If theinsufficient fund status occurs for a second consecutive month or twice within six months, the participant will be removed from the program and all benefits will be terminated. The memberwill not be eligible to receive benefits again until his/her account is brought current. Once you have enrolled in the bank draft/monthly credit card program, you are committed to pay fullannual dues in 12 monthly payments. If you fail, for whatever reason, to complete your full membership dues obligation, you are still liable for the remaining unpaid balance.

+ + $190.00 =

I hereby authorize the National Association of Insurance and Financial Advisors, hereinaftercalled NAIFA, to initiate debit/charges to my: (select one)� VISA � MasterCard (AMEX or Discover not accepted at this time).� Checking Acct. � Savings Acct. at the depository financial institution named belowhereinafter called DEPOSITORY, and to debit the same to such account. *Please include a voided check with your application.

Bank Name/Credit Card Name

Bank Routing Number (ABA #)/Expiration Date

Bank Account Number/Credit Card Number

This authorization is to remain in full force and effect until NAIFA has received writtennotification from me (the participant) of its termination. Written notification must be receivedby NAIFA by the last business day of the month to avoid a draft/charge for the followingmonth.

Account Holder’s Name

Signature Date

Note: All written debit/charge authorizations must provide that the member mayrevoke the authorization only by notifying NAIFA in the manner specified in theauthorization.

NAIFA CODE OF ETHICS

I Believe It To Be My Responsibility

To hold my profession in high esteem and strive to enhance its prestige.

To fulfill the needs of my clients to the best of my ability.

To maintain my clients’ confidences.

To render exemplary service to my clients and their beneficiaries.

To adhere to professional standards of conduct in helping my clients to protect insurable obligations and attain their financial security objectives.

To present accurately and honestly all facts essential to my clients’ decisions.

To perfect my skills and increase my knowledge through continuing education.

To conduct my business in such a way that my example might help raise the professional standards of those in my profession.

To keep informed with respect to applicable laws and regulations and to observe them in the practice of my profession.

To cooperate with others whose services are constructively related to meeting the needs of my clients.

Preamble: Those engaged in offering insurance and other related financial services occupy the unique position of liaison between the purchasers and the suppliers of insurance and closelyrelated financial products. Inherent in this role is the combination of professional duty to the client and to the company as well. Ethical balance is required to avoid any conflict between thesetwo obligations. Therefore,

DETACH BEFORE RETURNING

$435.00

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THE Place to Network with Other Young Professionals!!

Upcoming Events Our March Event was a huge success! Join us for networking and education events designed for younger agents and those new to the business.

May 14 — 6:30 pm Happy Hour Barking Dog, Bethesda, MD

June 9 — 9:00am Pre-golf tournament breakfast Guest speaker: Warren Negri P.B. Dye Golf Course, Ijamsville, MD

Questions or for more info, contact Matt Grace, YAT Cochairman [email protected] or

301-907-9030

REGISTER: naifa-gwdc.org


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It has been said that preparation is half the battle and that is exactly what NAIFA and several other industry groups are doing…proactively preparing for the potential tax battle. A coalition of industry groups have joined together and created a website (www.securefamily.org) that will be used in educating Congress as to the impact of any potential change in the tax status of insurance products. They will be implementing a targeted ad campaign “inside the beltway” so that they attempt to reach anyone who might be in a position to influence or make a decision regarding the tax advantages of the products we sell. Check out this site today!

So how can each of us be proactive? How can we help? There is no better time to make sure that NAIFA’s “grass” is tended!!! According to Wikipedia, “a grassroots movement (often referenced in the context of a political movement) is one driven by the constituents of a community. The term implies that the creation of the movement and the group supporting it is natural and spontaneous, highlighting the differences between this and a movement that is orchestrated by traditional power structures.” This is not the time to assume that someone else will do it for you. We need every single member (and perhaps even every one of our clients) to be ready to defend the benefits of insurance products. Our “grass” needs to be well manicured and we must get prepared immediately.

So what can you do TODAY to get prepared? • Respond to NAIFA Action Alerts on legislation affecting your business. It is essential

that every member participates. Let your voice be heard! • Sign up as a legislative contact for NAIFA (if you personally know a member of

Congress). See the current Legislative Contact ListSign up online

Download the printable sign up form• Serve as a Federal Senate or House Coordinator and hold regular meetings in the district

with your legislator.

No question, we are much stronger if we all work together. I am excited to be your Trustee Liaison for 2008/09. Please feel free to contact me at 715.659.4255 or [email protected] with any comments or concerns. Here’s to a great year for NAIFA and for each of you in your practices!

trustee cornerSpring is Here … The “Grass” Needs to be Tended

By Juli McNeely, CLU, CFP, LUTCF, NAIFA Board of Directors

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62nd annual Bernard Wilner award luncheonThe 62nd annual Bernard Wilner Award Luncheon, sponsored by the Greater Washington Charitable Foundation, celebrated all that is great in our profession and honored another exceptional individual, Keith Eig, into the ranks of Wilner Recipients.

The Congressional Country Club ballroom was filled with leaders from many walks of life, all of whom continually strive to make our communities better, to provide financial independence and risk management to our clients, and, in the case of our service men and women - to defend our freedoms.

The theme of this year’s event was

“Salute America’s Heroes” and “Dealing with Adversity”.

As the program unfolded, attendees witnessed how some exceptional individuals have dealt with their own personal adversity and, as the achievements of many people in this room were revealed, a common theme was unveiled – a theme of perseverance and personal triumph despite difficult obstacles.

Our own past president and former Wilner recipient, Quentin C. Aanenson was honored with a tribute focusing on the legacy he left behind. Then wounded veterans representing our newest charity, the Coalition to Salute America’s Heroes, shared with us the work they are doing for veterans wounded in Iraq and Afghanistan to help put their lives back together.

Finally, guest speaker Tim Strachan, who is confined to a wheel chair for the rest of his life due to a neck injury, inspired everyone as he described how he deals with his adversity by focusing on keeping a positive mental attitude and faith in God.

The room filled with Americans from all walks of life who continually contribute much to our society. It was very apparent that we are an association of financial service professionals who help improve the lives of people we meet.

Together, we all make a Difference!

William N. Haraway, CLU, ChFC Chairman 62nd Wilner Event

tHanK you to tHe 2008-2009 sPonsors

Advanced Benefit Strategies, Inc.AIM

Ash Brokerage CorporationA.R. Bruce & Co.

The Bank of NY MellonBrinker Capital

Capital Financial GroupCapitol Financial Partners

CareFirstCharles E. Lewis & Company

CBIZDavis Planning Associates

DentaQuestEnvestnet Asset Management

Freedom Broker ServicesGreenberg Wexler & Eig LLCGuardian Disability Insurance

BrokerageHolleman Companies

Insurance Marketing CenterING

Jackson NationalLee Munder Capital GroupLincoln Financial Advisors/

Sagemark Matthew Weider, CLU ChFCMFS Investment Management

Potomac PartnersREJ Associates

Washington Financial GroupWest Financial Group

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Comments made by Bill Haraway, CLU, ChFC, LUTCF, 2008 Wilner Award Recipient, in introducing the 2009 Recipient, Keith Eig, CLU.This year’s recipient will add stature to the award and exemplifies all that it stands for. Like many in this room, we are recognizing this person for his commitment to our industry and our communities. And for the values he exudes.

Traditionally, we try to keep the suspense of naming a recipient until the end of the presentation but, we can’t do that this year. Why? Because his fan club, is too big. Everyone wanted to be here to honor him. So Keith Eig, please welcome your family as they are seated in those empty chairs—wife Andra , 4 children (Jennifer, Brian, Bruce, and Rebecca), siblings and spouses (Wayne and Nancy, Michael and Emily, Mark and Susie, Blair, Jon, and Karen). And, oh yes, his staff: Linda, Sarah, Patti, Andrea, Phyllis, and Maki. Keith’s mother was not able to be here due to an illness. Even JB (Keith’s black lab) tried to attend, but Congressional wouldn’t let a dog from Woodmont Country Club in the building after he lifted his leg on the 18th green.

Now let’s get to know Keith Eig. He has served NAIFA organizations in some capacity for more than 20 years. Actually he literally served members of the very old Suburban Maryland Association back in the �960s when he waited tables at the Washingtonian Hotel and Country Club in Gaithersburg owned by Sam Eig. That’s probably where he began his golf career which blossomed after joining Woodmont Country Club where he serves on the Board of Governors.

Keith graduated from Boston University with a degree in management and finance in 1974, and began his insurance career in 1989 with Phoenix Home Life. He was named “rookie of the year” by GAMA, was a regular member of the Phoenix Home Life Presidents council, served 3 years as a sales manager, and then in 200� joined David Wexler and Scott Greenberg to form Greenberg, Wexler, and Eig, LLC., members of the M Financial Group. He is the firm’s managing partner.

But, more importantly, Keith is a long time rabid fan of the Washington Redskins. However, even though he held a blind commitment to the Redskins and was especially fond of Hall of Fame receiver, Art Monk, Keith almost did not renew his season tickets several years ago after the year the released Art Monk without much taste. So he decided to make a statement about his discontent and sent his renewal fee to the Redskins with checks, each in the amount of $81 (Monk’s number). Of course, the checks were immediately cashed.

Being a typical Washington area fair-weather fan, Keith now supports the Washington Capitals.

I should tell you that Keith is a past president of the former DCAIFA (2005-06) and was instrumental in the merger of that organization with Suburban Maryland in 2007 in forming our current association. DCAIFA earned the Jack Bobo Award of excellence during his tenure. He is a member of the Society of Financial Service Professionals, earned his CLU designation from the American College in 1997.

Keith is one of the most active members of our charitable foundation board. He has chaired the Jay Bell Memorial golf outing five times, raising nearly $200,000 for our foundation. He has agreed to follow in Kevin Conley’s footsteps and will become the foundation president next year.

Scott Greenberg gave me some insight on how the real Keith Eig operates. It seems that Keith met both his wife, Andra, and dog JB on the same day. On the date of his first date, Keith went to the pound and fell in love with JB. That night, Keith went out with Andra and fell in love with her. The only difference was that he could only talk JB into coming home with him that night!

Time does not permit me to share other Keith Eig stories, but ask him to tell you about the family vacation residence “cherry tree” or his example of safety standards while driving his kids around in the back of the red station wagon.

It will be obvious that Keith is a caring and much loved member of both his family and his firm.

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JAY BELL MEMORIAL GOLF & TENNIS TOURNAMENTS

SPONSORED BY THE Greater Washington Foundation of Insurance and

Financial Advisors

Co-Chairs: Jeff Hamblen, 703-847-4328

Keith Eig, 301-656-0660 Craig Beden, 703-356-9522

FEES:$1,000 Golf $250 Tennis

Dedicated to Community Service & Professional Development GWFIFA is a 501 (c) (3) and contributions are tax deductible under the guidelines of the IRS

Tennis Tournament Wednesday, May 13, 2009 International Country Club

Fairfax, Virginia

Golf TournamentThursday, September 24, 2009

Westfields Golf ClubClifton, Virginia

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mdrt minuteFrom customer to client

After making the sale, our work begins to keep them as clients. We’ve identified five things we do that help turn our customers into our lifelong clients:

1. act as tHe tHird adVisorI serve as the third advisor — their CPA and attorney are typically the other two. In most situations, I serve as the quarterback of the planning process and work with the other advisors to make sure everything gets done the way the client wants. We set and provide agendas for meetings, follow up afterward with a meeting summary letter, and make sure that the items promised by the attorney, accountant or client are done. It is amazing that clients will spend $10,000 or even $30,000 on documents and never sign them. My goal is to make the planning process easy for the client.

2. add a successorOne of the best things that has happened to me in my own practice is to have my son, eight-year MDRT member Keith J. Wolff, CFP, CLU, join me. He is an incredible asset to me and my clients. The dynamics of having my son in business with me really helps with our family-business clients. The father and mother can relate to me, and the kids can relate to my son. Clients often tell us how much they enjoy working with us, and that our joint practice is one of the reasons they chose us as their insurance advisors.

One of the greatest ways we can give back to our

industry is by mentoring. It’s amazing if you get someone who is the right fit. Before you know it, they are dragging you along, making you work harder and making you a better advisor.

3. Hire inValuaBle staFFMy staff provides invaluable service. I have four staff members, and Keith has two who help us with the underwriting of new business, placement of new business and all of the policy owner service. We also provide policy summaries of the life, disability and long-term care insurance to our clients and cash value summaries to the corporate clients so they have it at year end.

4. exPand your community inVolVementIt is amazing how much you receive when you give back. I never went into it with that intention, but serving on countless community boards has allowed me to meet people in a way that I wouldn’t through our normal business activity. It also shows my clients that I am committed to helping others.

5. Get on tHe GolF courseWhen you spend four hours on the golf course and another hour or two having lunch afterward, it is amazing how well you and the client get to know each other. A good friend of mine once told me golf is mandatory in business. Now that I’ve started playing, I agree with him 100 percent. Some of my best sales have been made on the golf course.

Gregory S. Wolff, CFP, is a 34-year MDRT member with 23 Court of the Table and one Top of the Table qualification.

national Quality award:James Adkins, Jr.Daniel Carlson

Orval Cullen, FICJeffrey Gelfand

Haig Kondayan, CFPThomas Shingler

Make Hanson SicilianoHarry Thomas, CLU, ChFC

national sales acheivement award:

James Adkins, Jr.Angela Evans

Rober Quinn, CLUMark Hanson Siciliano

Congratulations to 2009 NAIFA-Greater Washington Industry Award Recipients

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Annual NAIFA-Greater Washington Golf Outing June 9

P.B. Dye Golf Club

10:30 am Registration opens 12:00am Shotgun Start

Reception and Prizes after golf

Bonus YAT Breakfast: 9:00 am Guest Speaker: Warren Negri

$125 per player $450 for your foursome ($400 for foursome reserved by May 1)

Sponsorships Available: Lunch Sponsor: $1,000 (includes 4 player slots)

Reception Sponsor: $1,000 (includes 4 player slots) Beverage Sponsor: $500 (includes 2 player slots)

Long Drive Sponsor: $250 Closest to Pin Sponsor: $250

Hole Sponsor: $100

Team Play - Choice of Formats:Prizes for Gross and Net in each format

Captain’s Choice (Scramble – for the fun golfers) Stableford (Best 2 balls of foursome– for the competitive types)

To register as a player or sponsor, contact Angela Howley 301- 984-4000 x103 email: [email protected]

9526 Doctor Perry Road Ijamsville, MD 21754

P (301) 607-4653 www.pbdyegolf.com

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Join us at the 13th

For FSS* & GWFIFA & NAIFA-GW Families Sponsored by Greater Washington Foundation of Insurance & Financial Advisors

(GWFIFA) & NAIFA-Greater Washington

DIRECTIONS:When driving on Georgia Ave., the park is between Wheaton Library & Randolph Road. Turn east onto Shorefield Road (at light) . Go to the end of Shorefield Rd. & bear left into parking. Shelter A is on the right. You will see FSS Family Fun Day signs.

Everything isfree!Barbecue lunch! Train & carousel rides! Children’s games & face painting! Clown/Magician! Mounted police & search dog! Fire truck! A terrific raffle! Walk to Brookside Gardens! Please RSVP by Friday, May 1st

Call 240-773-9393 to sign up & give # in your family & if we should pick you up at Up-County Govt. Ctr., 12900 Middlebrook Rd., Germantown, or let us know if you will drive or bus yourselves there.

Saturday, May 9th11:30 a.m. until 3:00 p.m.

12:00 LUNCH

SHELTER A

*Family Self-Sufficiency Program at Housing Opportunities Commission

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d.c. legislative alertJanice DavisGWAIFA is so lucky to have an excellent relationship with the D.C. Insurance, Securities and Banking Department and a Commissioner, Thomas Hampton ,who leads, listens and cares about our industry and the people he serves. We have had an open door relationship with the department over many years and it has benefited all concerned.

The most recent example of this occurred when I was able to discuss COBRA, the Stimulus Package and the impact on small businesses who fall under the State Continuation Plans. As a small business owner, a D.C. resident and an insurance broker with clients in the city, this law directly affects me. After careful consideration and the recommendation of the Department, the D.C. City Council passed emergency legislation entitled the “Continuation of Health Coverage Amendment Act

of 2009”. This Act insures that District of Columbia workers who have been involuntarily terminated will be able to collect the continuing health benefit coverage benefit subsidy of 65% of the costs of continuing coverage for up to 9 months for employees under the COBRA section of the American Recovery and Reinvestment Act of 2009, more commonly referred to as the federal stimulus package. Our current State Continuation plan grants those employees of firms who fall under the COBRA requirement of 20 or more employees, to receive continued coverage under their employer’s health benefits plan for only 3 months.

This Act will provide tremendous relief to those employees unable to pay their premiums and to firms who are forced to trim their payrolls. The Department is already scheduling workshops for employees and employers to learn about the new COBRA legislation.

There is an upcoming hearing regarding this Act on April 9, 2009. I would like to add a special thank you to the Department and the Council for their initiative.

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The Sixth Annual Maryland State Expo

For Life, Health and Long Term Care Producers Co-Sponsored by NAIFA-Maryland

And the Maryland Association of Health Underwriters _______

SAVE THE DATE!! Wednesday, May 20, 2009

Martin’s West6817 Dogwood Road Baltimore, MD 21244

An uncertain economy and a new administration in Washington:

How will your business thrive and survive? Find out during the Maryland EXPO, a one-day educational symposium

for life and health insurance agents. ________

• One-day, accelerated agenda – up to 8 CEs• Classes to help you thrive in today’s economy• Maryland legislative update• Federal legislative update• Exhibitors, continental breakfast, lunch• Optional MAHU/NAIFA-MD Awards Dinner• Open to members and non-members

For Exhibit/Sponsor information, contact: Nanci Richards, 877-304-9934

WATCH FOR REGISTRATION INFORMATION!

Check All That Apply:

O I believe in what I do for a living and the products I sell.

O I would like the people who write our laws to understand the value I bring to my clients.

O My clients would be worse off if I were no longer able to properly serve them.

If You Checked Any of the Boxes Above . . . We Need One More Check!

We are IFAPAC – the Insurance and Financial Advisors Political Action Committee.

We support candidates on both the state and federal level who share our business philosophies.

We need your help to remain effective.

Yes! Please use my contribution to support candidates who understand my business.

Enclosed is my personal check for $ ___________ made payable to IFAPAC.

Name ____________________________________________ O Please send me information on

Member # ________________________________________ contributing to IFAPAC via the

Address __________________________________________ monthly bank draft plan.

City __________________State ______ Zip _____________

Annual Contribution Categories

Investor ($50 to $99) Please complete this form and mail to:

Century Club ($100 to $199) IFAPAC

Ambassador ($200 to $299) 2901 Telestar Court

Statesman ($300 to $499) Falls Church, VA 22042

Envoy ($500 to $999)

Diplomat ($1,000 to $2,499)

Emissary ($2,500 to $4,999)

Capitol ($5,000)

IFAPAC contributions are voluntary and are not deductible as charitable contributions for federal income tax

purposes. Corporate contributions to the political fund are prohibited. Contribution categories are merely suggested

amounts. A portion of your contribution is returned to your state IFAPAC.

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Check All That Apply:

O I believe in what I do for a living and the products I sell.

O I would like the people who write our laws to understand the value I bring to my clients.

O My clients would be worse off if I were no longer able to properly serve them.

If You Checked Any of the Boxes Above . . . We Need One More Check!

We are IFAPAC – the Insurance and Financial Advisors Political Action Committee.

We support candidates on both the state and federal level who share our business philosophies.

We need your help to remain effective.

Yes! Please use my contribution to support candidates who understand my business.

Enclosed is my personal check for $ ___________ made payable to IFAPAC.

Name ____________________________________________ O Please send me information on

Member # ________________________________________ contributing to IFAPAC via the

Address __________________________________________ monthly bank draft plan.

City __________________State ______ Zip _____________

Annual Contribution Categories

Investor ($50 to $99) Please complete this form and mail to:

Century Club ($100 to $199) IFAPAC

Ambassador ($200 to $299) 2901 Telestar Court

Statesman ($300 to $499) Falls Church, VA 22042

Envoy ($500 to $999)

Diplomat ($1,000 to $2,499)

Emissary ($2,500 to $4,999)

Capitol ($5,000)

IFAPAC contributions are voluntary and are not deductible as charitable contributions for federal income tax

purposes. Corporate contributions to the political fund are prohibited. Contribution categories are merely suggested

amounts. A portion of your contribution is returned to your state IFAPAC.

20

February membership meeting

Anne Marie Albertine and Janice Davis Present a plaque to Dick Bowes in recognition of his many years of service to the Association .

Rob Poli presents a well-attended and timely CE session on HSAs and HRAs.

Members enjoying the meeting.

Luncheon Speaker Former Montgomery County Executive Doug Duncan discusses the current economic situation.

The Photo Page

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February membership meeting

Anne Marie Albertine and Janice Davis Present a plaque to Dick Bowes in recognition of his many years of service to the Association .

Rob Poli presents a well-attended and timely CE session on HSAs and HRAs.

Members enjoying the meeting.

Luncheon Speaker Former Montgomery County Executive Doug Duncan discusses the current economic situation.

Wilner award luncheon

Former Wilner Recipients Annual Portrait

2008 Wilner Award Recipient Bill Haraway presents the 2009 Award toKeith Eig, CLU.

The 62nd Wilner Award Luncheon

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Keith’s family and coworkers look on as the Wilner Award is presented.

Wilner Winner Keith Eig celebrates with members of his family.


23

Kevin Conley and Bill Haraway with Award Luncheon Guest Speaker Tim Strachan.

Foundation President Kevin Conley recognizes the first members of “The Helping Hands Society” -- individuals whose lifetime contributions to the Foundation reach $15,000 or more. Pictured with their “Helping Hands” sculptures: Chuck Lewis, Marilyn Rose, Frank Dye and Jeff Hamblen


Documents

National Association of Insurance and Financial Advisors ...naifanet.com/100000/April2009Newsletter.pdf · APPLICANTPROFILE PERSONALINFORMATION,PLEASEPRINTORTYPE MEMBERSHIPTYPE: Active