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July 2016  

President's Report

2016-2017 NAIFA Tucson Board of Directors

Professional Development & Golf Chair
Chaz Elsten

Membership Chair
Adam Roth

Chelsea Cohen
Past President/National Committeeman
Tom Tatro, FSS, ChFC
Director/IFAPAC Chair
Connie McAdams, LUTCF
Director/Health Chair
Becky Kanoza, RHU
Director/Public Relations Chair
Ginger Sharp
Jason Robinson, CLU, CLTC
Ryan Golseth
Don Cox
Sponsor Representative
Roxsann Kirby
Executive Director
Luann Vosburg




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Calendar of Events

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NAIFA national conference


Performance + Purpose 2016 will take place September 17-19, 2016 in Las Vegas, Nevada.
Pre-conference events and early check-in will take place on Friday, September 16.

The official Performance + Purpose 2016 hotel is the Rio All-Suite Hotel and Casino. All main stage sessions, workshops, the Expo, and committee meetings will take place at the Rio All-Suite Hotel and Casino at 3700 W. Flamingo Road, Las Vegas, Nevada 89103. For questions related to Performance + Purpose, please dial 800-247-4074 to speak with a NAIFA staff member.

Conference Home Page

Schedule at a Glance

FULL Schedule

Special Events

Keynote Speakers

Big Ideas Speakers



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Protecting Your Career

 I strongly encourage you to purchase your “Career Protection Insurance” today by making a contribution to our association’s PAC - IFAPAC!  Please click on  IFAPAC’s Online-Contribution & Directive Site


What is IFAPAC?
The Insurance and Financial Advisors Political Action Committee (IFAPAC) describes collectively the PAC sponsored by NAIFA at the federal level and the PACs sponsored by each state association. Each PAC is a fund that supports the campaigns of candidates for public office who understand issues important to insurance agents and financial advisors.

IFAPAC’s goal is to help the associations advance the legislative and regulatory interests of the members of NAIFA. While any U.S. citizen can contribute to IFAPAC, only members of NAIFA may be solicited to do so. Contributions must be voluntary. Contributions are not tax deductible for federal income tax purposes. Of approximately 4,600 political action committees registered with the Federal Election Commission, IFAPAC ranks in the top tier. IFAPAC is the largest insurance PAC in the country. In the last election cycle, the national IFAPAC contributed approximately $1.8 million to federal candidates and committees.

The IFAPAC network is needed even in years when there aren't federal elections. The candidate evaluation and support processes go on all the time. PACs that have the resources to make contributions when candidates need them most are highly visible in the political arena. IFAPAC occasionally makes debt-retirement contributions following elections and some states hold elections in odd-numbered years.

On the national level, a panel of NAIFA members, appointed by the Executive Committee of NAIFA, determines which candidates for federal office will receive PAC contributions. This group is called the Candidate Selection Group. Input from state and local association officers and current contributors is vital to the ability of the group to make informed decisions regarding which candidates to support. IFAPAC encourages contributors to provide factual information on candidates.

Your Local IFAPAC Chair:  
Connie McAdams
(520) 575-9414

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NAIFA Government Update

Update: DOL Finalizes Its Conflicts-Of-Interest Fiduciary Rule

Issue: DOL Final Fiduciary Rule

Date: April 7, 2016

Action Taken: The Department of Labor (DOL) has finalized its much anticipated new fiduciary rule applicable to financial institutions and advisors working with retirement savers. The final version has changed significantly from its proposed form and reflects NAIFA’s strong advocacy and input provided to both the DOL and to Members of Congress.

The rule is over 1,000 pages long and will require a careful review and analysis by NAIFA and our counsel.  Because NAIFA members are always subject to the rules and requirements of their financial institutions (broker-dealers, insurance companies, etc.), we will await further discussion of the practical applications of the rule until the financial institutions have made determinations on their specific implementation requirements.

DOL has made significant changes to the fiduciary rule it proposed last year. While still defining advice for a fee (or other compensation) as fiduciary in nature, the ability to receive common forms of compensation, including commissions and other third-party compensation (12b-1 fees, marketing fees), has been streamlined and simplified from the proposed rule.

Background: The Department of Labor believes previous rules encourage the sale of high-fee products that pay higher commissions, and that recommendations need a more rigorous standard.    The final rules expand the definition of investment advice subject to fiduciary obligations, and impose an Impartial Conduct Standard that can be enforced either through the Courts or through ERISA.

NAIFA’s Advocacy Success:  NAIFA's efforts through testimony and meetings with Congress, DOL, OMB and others--in DC and in the district offices, as well as through letters, emails, and phone calls--made a remarkable difference in what was the proposed rule to what was issued as the final product. The differences include:

  • BIC contract provisions can be incorporated into New Account forms and signed at point-of-sale
  • Improvements to grandfathered provisions under BIC for investments prior to Applicability Date
  • Definition of education versus recommendation clarified
  • Elimination of ... (CLICK HERE for full article)
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Member Benefits

A MUST WATCH ...Some people are trying to change our industry every day!

FREE NAIFA Benefits with Your Membership

  • NAIFA’s Advisor Today bi-monthly magazine, website and podcasts – features ideas and insights from industry experts on a wide range of topics including product knowledge, sales, marketing, prospecting, and practice management.
  • NAIFA SmartBriefa daily e-mail newsletter providing insurance and financial advising professionals a quick,
    two-minute read that will help keep you up-to-date with the latest news and trends in the industry. News stories are meticulously picked for content and delivered straight to your inbox.
  • NAIFA Virtual Library – a repository of online sales tools and resources including fact finders, concept pages, specimen documents and client presentations.
  • NAIFA ClientCast® by RealWealth® – free monthly professionally produced podcasts that agents can use to educate, motivate and inspire clients and prospects. Also includes free monthly training webinars for agents and advisors on sales ideas and best practices to help you grow your business.
  • NAIFA Webinar Series – monthly events feature timely information and training on topics of interest including government relations, practice management, sales, prospecting, and marketing.
  • NAIFA Online Professional Development – 24/7 access to online training on such topics as succession planning, hiring an assistant, and thriving in the first three years in the business. Also includes downloadable materials to supplement the web content.
  • NAIFA Insurance and Financial Services Professional Resource Guide – connecting NAIFA member’s to the products and services they use daily.
  • The Value Pitch Process ™ – A four-step process for re-designing your elevator pitch. 



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LUTC-What's New


Classes for the revamped Life Underwriter Training Council Fellow (LUTCF®) Designation Program developed for NAIFA by the College for Financial Planning launched the summer of 2015. Since the launch, the program continues to gain positive momentum and students are achieving outstanding results.

A recent article written by Cyril Tuohy of InsuranceNewsNet showcases NAIFA member, Jason E. Carter, owner and founder of the 12-employee independent multiline Carter Insurance agency in Texarkana, Texas and president-elect of NAIFA-Arkansas.

"Being in the business for 10 years, I didn't think I'd learn anything, but boy was I wrong," Carter said about his LUTCF experience.

The article states, "For an industry veteran like Carter, the upshot of working toward the designation is more revenue to his agency and helping more clients - courtesy of the revamped LUTCF." Click here to read the complete article.

What You Should Know...

  • Recent findings show 50% of the students enrolled in the new LUTCF designation program made a sale as a result of a Course 1 homework assignment
  • Of the 76 students that have enrolled in Part 1 of the course that begin in July of 2015, most have re-enrolled for Part 2.

LUTCF Curriculum Highlights

The new LUTCF® curriculum combines classroom learning and field training to equip agents and financial advisors with the knowledge and skills to put them on the path to career success.  The content integrates four practice specialties, life insurance and annuities, health and employee benefits, multiline, and financial advising and investments providing both an overview of each but also addressing their interdependencies—critical for agents and advisors to understand when advising clients. Topics cover the real life issues of today, from multigenerational homes, to single parent households and same sex marriages.

The curriculum consists of three, nine-week courses, consisting of eight weeks of instruction followed by a week of study and review for the exam, making it feasible for students to complete the LUTCF® program in one year or less.
  • Part One: Introduction to Practice Management and Life Insuranceincludes developing a business plan, ethics, financial planning and risk management, introduction to life insurance products, and life insurance prospecting and selling skills.
  • Part Two: Insurance and Investment Products focuses on life insurance and annuities, mutual funds, disability income, long-term care, health and group insurance, and property and casualty insurance.
  • Part Three: Risk Management Applications addresses retirement and estate planning, special family situations, and presenting basic plans to individuals and business owners.

   "LUTCF is the reason I’m in this business today. The program builds the knowledge and confidence that leads to successful careers."

Juli McNeely LUTCF, CFP, CLU
NAIFA President 2014-2015

Enroll Today!

NAIFA Members receive a 15% discount. Students should call the College for Financial Planning at 800-237-9990, option 3. Be sure to mention you are a NAIFA member.

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Special Event

Everyone had a great time!

AND the winner is ...

Click on the photo above to view all the pictures.




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