national association of insurance and financial advisors delaware THE DELAWARE ADVISOR MARCH 2010

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1 MARCH 2010 Flying HighIn 2010 AN INDUSTRY IN TRANSITION May 4, Have you registered yet? 7 DE CE credits. 7 MD CE credits. Requested 5 CFP credits. Details inside. national association of insurance and financial advisors delaware 646 Plaza Drive Newark DE

2 March March 18 Thursday Sussex Membership meeting. Topic: 2010 Roth IRA Conversions Speaker: Niche Marketing More information to follow. March 19 Friday Sussex is hosting a Meet & Greet. All members, agents, advisors and industry professionals are welcome. Location: Dover Downs Casino, Fire and Ice Lounge. Time: 5p.m. 7p.m. Cost: Members $12, Guests $17. Free happy hour buffet and drink specials. April April 7 Wednesday New Castle Member Meeting Christiana Hilton April 9 Friday Central Membership Meeting Time: Noon 2:00 p.m. Location: Hilton Garden Inn 1706 N. DuPont Hwy. N. Dover, DE May May 4 - Tuesday 2010 Career Conference. Attendee ticket form is attached. Exciting new speakers, sponsors, location and more. 7 Delaware CE credits, 7 Maryland CE credits, Filed for 5 CFP credits. Calendar of Events May 5 Wednesday New Castle Membership Meeting Christiana Hilton May 12 - Wednesday NAIFA Day in Legislature Hall. This is a good opportunity for members to make arrangements to meet with their respective Senators and Representatives. Arrangements can be made through individual legislative offices. See Dennis Drake s article. June June 2 Wednesday New Castle Member Meeting Christiana Hilton June 9 Wednesday LSP meeting. Required for state board members. Strongly encouraged for county board members. Maple Dale Country Club, Dover. Time: will follow with specifics to board members. Visit for NAIFA National News to renew membership or send the link to a colleague interested in joining NAIFA Visit for NAIFA Delaware news and events June 10 Thursday CASA/Carl Hill Outing. More information inside. Can be found on the web at June 17 Thursday New Castle June Social. More information to follow. NAIFA Delaware recognizes our 2009 / 2010 sponsors and thanks them for their continued support of this great organization.

3 It s smart to belong. From the President s Desk By: Peter L. Wolff, FSS, LUTCF, NAIFA Delaware President Challenges in health care, continue to taunt politicians, insurance executives, the public, and agents. Health care even has some providers scratching their heads, and wondering how did it get to be this bad. The simple truth is there is no simple truth. The complicated truth is that it is Peter L. Wolff, our responsibility to keep pace with the forces that FSS, LUTCF threaten your ability to properly serve your clients. That is why IFIPAC and NAIFA memberships are so important to our long term success plan. The truth is we don t have an answer to solve health cares rising costs, that are single minded. Cooperation from health care providers, insurance executives, agents, and the public all matter, while politicians are the ones who appear enabled to affect change by direct rule. Your involvement, through the PAC, and responding to any RED ALERT messages from NAIFA, are so very important. Please do all that you can to serve your clients, community, your family, and our industry. YAT (young advisors team) is growing, and will be represented at the state board level, beginning in If you have less than 5 years in the business, or are under age 40, you are eligible to participate in YAT. Sharing your experiences, good and bad, with others in similar stages of their careers is always a good thing. I encourage you to join in, have some fun, and boost your career with softer selling sales ideas that work. There will be a session of 1 minutes sales ideas presented at the annual NAIFA Delaware sales conference May 4, 2010 at the University of DE, Clayton Hall. See our web site to register to attend. The annual LSP (Leadership Success Planning) meeting is scheduled for June 9, 2010 at Maple Dale Country club (9-12). All members of the State board are required to attend, and every county board member is strongly encouraged to attend. We will be having Joel Scarboro, NAIFA Trustee, attending and assisting in facilitating our training session that day. Planning does make all of our lives easier. If you are a NAIFA member interested in giving back, please feel comfortable to contact me directly at You re invited 2010 Speaker s Dinner Monday, May 3, 2010 The Speaker s Dinner serves as a kick-off to the Annual Career Conference. Speakers joining us both from out of town and locally gather with various NAIFA sponsors, board members, invited guests and NAIFA members who wish to attend. The dinner is held May 3rd at the Courtyard Marriott on the University of Delaware Campus. Cocktails 6 p.m. Dinner at 7 p.m. $45/per person. All attendees must be pre-registered for the dinner. Space is limited, please respond in a timely manner. If you are interested in attending this dinner, please Kate Schlegel at ksdesign1@comcast.net with your name, company name and mailing address before April 2nd. A formal invitation will be mailed with detailed information including meal choices and rsvp card. All state and local board members will be mailed an invitation and need not respond to the above . Flying HighIn 2010 AN INDUSTRY IN TRANSITION

4 Insurance Regulatory News By: Beverly Sisson, Lobbyist for NAIFA Delaware The General Assembly reconvenes today, March 16 th and will be in session until the Easter Break. Key issues for our industry include action this week on legislation affecting small business health insurance in the forms of House Bills 85 and 137. House Bill 85 reforms rating rules for underwriting Beverly Sisson with intent to make rates more predictable from year to year. The bill compresses rate variations between high risk and low risk groups, reduces rating factors from seven to three, limits annual increases and decreases due to changes in health status to fifteen percent and prohibits the sale of stop-loss coverage in the small group market. House Bill 137 allows for random audits of small group insurers. Representative Dan Short is the primary sponsor of both pieces of legislation. On the property and casualty side, House Bill 255, proposed by the Delaware Trial Lawyers, will allow innocent victims of auto accidents to access their own underinsured insurance benefits in circumstances where the victim s damages are greater than the negligent driver s policy benefits. The insurance industry is vigorously engaged in opposition, but the bill is ready for the House agenda. House Bill 314 relates to captive insurance and allows the insurance code to include agency and branch captives to the list of authorized companies in Delaware. The Delaware Department of insurance has just proposed new Regulation 505 that directly affects all producers. The proposed regulation sets forth standards for fiduciary accounting practices and may be viewed on the Department of Insurance website Regulation 901 affecting auto and homeowners insurance is being amended to allow for reasonable attorneys fees to be paid to the prevailing petitioner for homeowner s arbitration. The proposed language is also available on the Department of Insurance website. No hearing is scheduled for either regulation and comments or suggestions may be directed to Mitch Crane, Esq. at the Department of Insurance prior to May 3. The regulations will go into effect June 11, I attended the Annual National APIC/IFAPAC meeting in Las Vegas in January. I want to take this opportunity to share with members my impression of the work and achievements of everyone involved with this organization. Please be assured that supporting the NAIFA government relations staff is money well-spent. I was very impressed with the presentations and information provided by the NAIFA lobbyists and NAIFA leadership. This team is well informed, totally committed and has established meaningful relationships with key congressional staff and members that have paid off. The challenges especially this year are significant, but I came away greatly impressed with the knowledge, skill and achievements of NAIFA National. New Castle Update By: Robert J. Porter, Jr. LUTCF, NAIFA New Castle President Several events are upcoming, so mark your calendars, and support your state and local chapters. Government Relations chair Dennis Drake has advised me that our annual Day in the Hall will be held on May 12th in Dover. Support our lobbying efforts with Robert J. Porter. Jr., your representatives and call Dennis to help LUTCF out. You ll have fun and have a chance to meet your representative belly to belly. Our annual Leadership conference will be held on June 9th in Dover. If you have agreed to serve on a board for next year, you should contact Todd Hudson to confirm your attendence June 10th is the Annual CASA / Carl Hill Classic at Deerfield Country Club. Get online right away if you wish to play golf or just bring your significant other out for a fine meal and auction. The website is: Now in hopes that the inclement weather is behind us, we will be moving back to the first Wednesday of the Month for our membership meetings high noon at the Christiana Hilton. Enjoy great food, fellowship and get a CEU in the process.

5 It s smart to belong. NAIFA Central Update Nancy M. B. Feldman, NAIFA Central President The unbelievable snowstorms are finally behind us and spring of 2010 is here! With the magnificent sunshine, the marvelous blue sky, the singing birds, the buds on the trees, the beautiful blooming flowers and yes, the rain, we are reaching and looking forward to an exceptional spring, summer and fall. Nancy Feldman As they say spring forward and fall back! A big thank you goes out to our presenter for March Louis D. Memmolo, GBA (Group Benefits Associate). Louis is an employee benefits specialist with George J. Weiner Associates, Weiner Benefits Group in Wilmington, DE. Lou presented us with information and shared a PowerPoint presentation regarding Healthcare Reform and the ever changing and numerous healthcare issues taking place nationwide. Remember the benefits of being a member of the Delmarva Blood Bank for only $5.00 through our NAIFA Central Delaware Group # We are working on increasing our Delmarva Blood Bank membership. Think about joining and make it one of your 2010 New Year resolutions Take a moment to block out noon 2 p.m on your schedules the second Friday of each month. Just a reminder we have relocated the meeting to the NEW Hilton Garden Inn 1706 N. DuPont Highway, (North) Dover, DE (behind the Exxon and Wendy s) just south on Rt. 13 from the Rt. 1 (104- Scarborough Road exit). Our next NAIFA Central general membership meeting will be on Friday, April 9, 2010 at the Hilton Garden Inn. We will have Josh Huss and James Fritz from All American Mortgage, LTD as our Presenters on the topic: Reverse Mortgage Fact or Fiction? We have one approved General CE Credit. We have introduced a 50/50 (one ticket for $1 or 10 tickets for $5) and we select a winner for a $25 Sport Zone Restaurant and Sports Club gift certificate at each meeting. At our March meeting, Doher Doug Ferris won the 50/50 and Daniel Hohenberger, Sales Director with Coventry Healthcare of Delaware, Inc. and guest of Clarice Kwasnieski, won the Sport Zone Gift Certificate. Congratulations to the winners! How are we doing? Your opinions are important to us. We appreciate the feedback we have received so far. NOTE: If your have a SALES idea that you would like to share at one of the NAIFA Central Delaware general membership meetings, be prepared to share. I will be looking for volunteers each month. We are interested! Continuing to increase our general membership for NAIFA Central is our goal! We have come a long way in a short time. Our membership is growing and we want to keep the momentum going! We are promoting the monthly bank draft for easy and convenient monthly membership payments for the annual dues as well as the bank draft for the IFAPAC annual dues; which is a minimum of $120 for the year or $10/month to get started. Contact Wendy Sutton, Membership Chair at (302) or wendy.sutton@bcbsde.com for more information on how to join and set up your ACH account for convenient monthly membership draft payments. Also, check out our NEW NAIFA Central Delaware website. The site is linked to the NAIFA Delaware site and is a work-inprogress. Dallas Bokop, NAIFA Central Delaware Secretary and YAT Chair, is heading up the project. If you have ideas or want information displayed on the site; please contact Dallas at (443) or dallas_bokop@yahoo.com. Last but not least; remember to register for the 2010 NAIFA Annual Career Conference; which is being held at the University of Delaware, Clayton Hall Tuesday, May 4 th 8:15 a.m. 5 p.m. (Registration / breakfast is 7:30 a.m. 8:15 a.m.) The GPS address for Clayton Hall is 5 West Main Street, Newark, DE Breakfast, Lunch, Breakout sessions and Seven (7) CE Credits for DE and MD. Also, the Speaker/Sponsor Dinner is the night before at the Courtyard Marriott on the U of D Campus, Monday, May 3rd 6 p.m. cocktails and dinner served at 7 p.m. $45/per person. All attendees must be pre-registered for the dinner. An will go out with more information on this event in about a week.the GPS address for the Marriott is 200 London Road, Newark, DE The Courtyard Marriott and the Clayton Hall are adjacent to each other. GPS addresses are sometimes funny, so use the two detailed above. All other conference information can be found on the Career Conference button of the NAIFA Delaware website: delaware. I am looking forward to seeing everyone in April. Without each of you, our monthly membership meetings are not complete. We look forward to seeing our NAIFA Central Delaware members and guest each month. Thank you in advance for attending and planning ahead to share the time together.

6 Membership Referrals By: Stan Minka, Jr., CLU, ChFC, MSFS, NAIFA Delaware Membership Chair Stan Minka, Jr., CLU, ChFC, MSFS Well, as I head into my final three months in serving NAIFA Delaware as the State Membership chair, it s amazing just how quick the last two years have gone by. This second year has been quite the challenge however, I ve always believed in 4 th quarter comebacks and with maybe the help from all our members we can balance the books this year with bringing in 50 new members in April, May and June. However, we need your help! NAIFA Delaware is willing to reward three lucky members in our great state. Here s how it will work: If you can sign up a new member before June 30 th, which is the end of our NAIFA year, you will be entered into a drawing for a night on us, which will include breakfast the next morning. You have three popular choices for your 1-night get-away: The Brick Hotel on the circle in Georgetown Dover Downs Hotel & Casino The Inn at Montchanin Village Enjoy the quaint historic Brick Hotel listed on the National Register of Historic properties or the excitement of Dover Downs in the heart of our Capital. Or travel to the heart of Brandywine Valley and visit this 19 th Century village giving you the feel of life when it was much simpler. All you have to do is make a sale for NAIFA! As their mentor, take your new member to our website at naifa.org and just point and click your way to membership. The maximum number of members you can refer which will qualify you for a drawing is three. Yes, so you can have your name in the drawing 3 times increasing your odds for the 1-night get-away. Make sure your name is listed as their sponsor and you ll appear on their new member registration qualifying you for the drawing of this relaxing 1-night get-away. The new member can pay annual or establish a bank draft via our website. It s simple! However, we need your referral! My three local chairs, Chuck Landon, Wendy Sutton and George Taylor have worked hard this year and your support would be greatly appreciated in helping us rally here in the last 3 months of the year for NAIFA. Each year New Castle County brings in the most new members, however, this year has been extremely challenging due to the number of members who are no longer in the business. Our downstate locals both have goals of ending the year with 50 total members and are within striking distance. This would be an increase of almost 20%! NAIFA Sussex is moving toward their goal of 50 members to include all renewed and new members by the June 30 deadline regarding the NAIFA membership campaign year. The Sussex Membership Committee composed of all 8 board members and a Committee Vice Chair recently developed a new member prospect and current member retention campaign for the 4 remaining months in the current campaign year whereby all board members have been assigned at least one prospect to contact and stay in touch with during the next 4 months. Also, the membership chair is charged with the responsibility of scheduling 2 agency presentations, one in Eastern Sussex County and one in the Western part of the County. Finally, regular membership reports will be sent to all Sussex members with the intention of involving all current active members in the membership recruitment process and encouraging them to invite a prospective member to the March and/or April membership meetings. Thank you Chuck Landon for your Leadership in Sussex which may be the best growth opportunity within our great state of Delaware. As always, thanks for your continued support with our passion for membership. We must continue to spread the word on how NAIFA protects our business and remind our legislators on the important contract provisions which our products provide in providing security to many many americans. Find that non-member in your office today and take them to naifa.org to join. Best wishes for a safe and healthy It s smart to belong.

7 It s smart to belong. Sussex Update Katie Steighner, NAIFA Sussex President Hello Everyone in Sussex! Hope you are all out there selling the Barbados Tickets! Remember $2,000 PLUS one weeks rental at a deluxe condo in Barbados. This fundraiser raises money for Peoples Place which supports families from domestic violence. Drawing to be held at this years Career Conference May 4 th. Just ask last year s winner Richard and Ann Horgan what a tremendous time they had. Driving on the left side of the road was a big enjoyment for Richard. Would love to see more people come out to the meetings and participate. Remember, 1 CE credit is given for each meeting. The next breakfast meeting will be April 15 th at 8 a.m. at the Sussex County Airport in Georgetown. New Officers will be announced for the year. Sussex would like to welcome their two newest members Mike Johnson and Jeffrey Merritt. Tickets are being sold by NAIFA Sussex members. Tickets $20 each. A Day in the Hall May 12th By: Dennis Drake, NAIFA Delaware Government Relations Chair Come join us on Wednesday, May 12th for a Day In the Hall. We will be meeting at Frazier s Restaurant, located at 9 E. Loockerman Street in Dover (formerly the Lobby House) at 11:00 a.m., where a buffet lunch will be provided for everyone. Our lobbyist, Beverly Sisson, has extended an invitation to a few of our representatives to join us there for lunch. They will have an opportunity to introduce themselves and talk to us briefly about some of the things they are doing to solve the issues we are facing in our industry today. Afterwards, we will walk over to the Hall to try and meet with some of our other representatives from within the state. This will be a great opportunity for us to reach out and express to them, our opinions and ideas, about the issues at hand and how we can improve our industry if we work together. Be on the lookout for an e-vite to this event. Please come flood the hall with us and help us make a difference in the First State.

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9 It s smart to belong NAIFA Delaware Career Conference By: Ron Simmons, NAIFA Delaware President-Elect, 2010 Career Conference Chair Mark your calendar, May 4, 2010 the NAIFA Delaware Career Conference will be held at the University of Delaware, Clayton Hall. If you re an insurance agent or financial advisor this is the Ron Simmons conference you want to attend! We have 7 CE credits approved for Delaware and Maryland. We have applied (not yet approved) for 5 CFP credits. This year we will have three 50 minute breakout sessions for you to choose the presentation of your choice. There is time to visit with many vendors that can enhance your business growth. For the first time ever, we will be having Ed Zabielski s sales contest with prizes awarded to the top 3 sales ideas. Also included in your ticket price is a fantastic lunch, awesome prizes and the opportunity to hear quality speakers. Diane Boyle, President of AHIA and NAIFA National Lobbyist, will be joining us from Washington, DC to speak on how healthcare changes will effect the insurance industry. Dr. Patrick Harker, President of The University of Delaware, will speak on how ethical business practice is important in the insurance industry. Flying HighIn 2010 AN INDUSTRY IN TRANSITION Paul Karasik, President of The Business Institute and a leading authority in the financial industry will be coming from Los Angeles, CA to speak on motivational selling. This day is one not to be missed. We are expecting a great turnout from Maryland and Delaware with representatives from both the insurance and financial industries. We are looking to sell out this venue so register today to make sure you have a ticket. All the event information is posted on the NAIFA Delaware website visit today: Go to the Career Conference Button. Updates are posted daily on the website. We look forward to seeing you on conference day! 7 Delaware CE credits 7 Maryland CE credits Requested 5 CFP credits Breakfast Lunch Networking Dynamic presentations from local standouts and national experts New 3 breakout sessions to choose from 4 different rooms 4 different speakers each session You choose the session that fits your business Member discount on attendance Great new member discount on attendance only $75 Contests Awards and more all in one day! If there was ever a time to network it s now! IT S AN EVENT YOU DON T WANT TO MISS!

10 2010 CAREER CONFERENCE SCHEDULE *This is preliminary and subject to minor changes 7:30 8:15 Registration Breakfast sponsored by Blue Cross Blue Shield of Delaware 8:15 8:30 Introductions by Ron Simmons, Conference Chair, welcome to attendees and introduction to sponsors 8:30 8:45 Cliff Berg, Jr. CLU, ChFC, AEP, MSFS, National President SFSP, Society of Financial Service Professionals 8:45 9:45 Featured Speaker Paul Karasik, leading authority in the financial industry and author of numerous books 9:35 10:00 Visit exhibitors 10:00 10:50 Breakout Session I Main Audit. Mary Hopkins and Cliff Berg Speaking on Charitable Giving. Presentation: Family Philanthropy: Strategies for effective giving Room 2 Fred Dawson Understanding and designing an appropriate investment program. Presentation: A Walk Through the Garden of Understanding. Choose one to attend Room 3 Room 4 Mike Walker, Voluntary Products Steve Kinion, Captive Insurance. How captives are used as risk, estate, and wealth management tools. 10:50 11:40 Keynote Speaker Dr. Patrick Harker, President, Univ. of Delaware 11:40 12:25 Karen Weldin-Stewart, Insurance Commissioner 12:25 1:10 Lunch and presentation of Bennetti and Carl Hill Awards 1:10 2:00 Breakout Session II Main Audit. Ray Ianni Speaking on Roth Conversion Strategies including tax law information. Presentation: Capture the Opportunity for your Business. Room 2 Damien Rios, Volios How can you change a potential client into a premium paying client? This session will explore a few innovative uses of traditional premium financing that may help sell convert a potential client into a premiumpaying client. Presentation: Innovative Uses of Premium Financing. Room 3 Nationwide, Flood specialist. Protect your clients, increase sales, and learn the importance of Choose one to attend Room 4 flood insurance. Fred Dawson Understanding and designing an appropriate investment program. Presentation: A Walk Through the Garden of Understanding. 2:00 2:50 Breakout Session III Main Audit. Dave Reynolds, President and CEO Coventry Room 2 Ray Ianni Speaking on Roth Conversion Strategies including tax law information. Presentation: Capture the Opportunity Choose one to attend Room 3 Room 4 Damien Rios, Volios How can you change a potential client into a premium paying client? This session will explore a few innovative uses of traditional premium financing that may help convert a potential client into a premiumpaying client. Presentation: Innovative Uses of Premium Financing. Greg Plum, The Conference Group Discussion of expense tracking to facilitate more efficient and accurate allocation of expense associated with conferencing use. Presentation: Audio, web and desktop video conferencing. 2:50-3:15 Visit exhibitors 3:15-4:05 Diane Boyle, NAIFA National Lobbyist, AHIA Exec. Vice President 4:05 5:00 Sales Contest, IFAPAC, doorprizes and event wrap up CLIFF BERT, CLU, ChFC, AEP, MSFS MARY HOPKINS, JD FREDERICK DAWSON, ChFC, CLU KAREN WELDIN-STEWART RAY IANNI STEVE KINION PAUL KARASIK DR. PATRICK HARKER DIANE BOYLE DAMIEN RIOS GREG PLUM

11 2010 ANNUAL CAREER CONFERENCE A T T E N D E E F O R M Tuesday, May 4, :15 a.m. to 4:45 p.m. Clayton Hall U of DE Newark, Delaware Registration 7:30 a.m. 8:15 a.m. Flying HighIn 2010 AN INDUSTRY IN TRANSITION Conference 8:15 a.m. 5:00 p.m. There are a lot of new and exciting reasons to attend this year s Annual Conference New location: University of Delaware New speakers: Dr. Patrick Harker, President of U of DE, former Dean of Wharton School of Business Paul Karasik, leading authority in the financial industry, author, and motivational speaker Diane Boyle NAIFA s National Lobbyist and AHIA Executive President New discounts: There is a block of rooms reserved at Courtyard Marriott University of Delaware (host facility) at a special discounted rate of $119 + tax per night. Reserve your room directly by contacting (302) If you are a new NAIFA Delaware member you qualify for a super discount: admission, lunch, and credits for $75 (Must be new member since 7/1/08). It is great to belong! 7 CE DE+MD CREDITS Company Address City / State / Zip Telephone Contact Name You can register online at naifanet.com/delaware (Career Conference Conference attendee and lunch tickets Button) If paying by credit card, please complete payment all the way through Paypal. Member Non-Member New-Member Name as you d like it to appear on your name badge Company $125 $150 since 7/1/08 $75 Mr. John Sample ABC Insurance Total tickets Total amount Fax Make checks payable to: NAIFA Delaware. n Check enclosed. Please charge my n Visa n MasterCard Card# 3 digit code Print name on card Expiration Date Signature Questions can be directed to Ron Simmons, 2010 Conference Chair at tbgrs@aol.com or (302) Mail forms to: The Benefit Group, Attn: Ron Simmons, 254 Chapman Road, Suite 107, Newark, DE Checks payable to: NAIFA DE.

12 C. Anthony McDonald, CLU, ChFC, MSFS Lisa Broadbent- DiOssi, LUTCF Edward Zabielski, Jr., RFC, LUTCF IFAPAC Report C. Anthony McDonald, CLU, ChFC, MSFS, NAIFA Delaware IFAPAC Co-Chair and Lisa Broadbent-DiOssi, LUTCF, NAIFA Delaware IFAPAC Co-Chair I would like to thank all of you who contributed to IFAPAC in 2009, your funding helped NAIFA to inform, educate and be a resource for many of our national and local legislators with many of the complicated issues affecting our industry. Remember 50% of your contributions go to national and 50% stay here in Delaware will be as challenging as 2009, please keep this in mind when you are making this year s contribution. Make sure you re not alone! Ask your associates if they have contributed. IFAPAC contributions are the Business Continuation Insurance CEO Update: I m sure most of you know that John Healy resigned as NAIFA CEO in mid December. NAIFA Deputy CEO Susan B. Waters was appointed Acting CEO. Dr. Waters is a well seasoned association professional. She has served as Deputy CEO since October Susan is a licensed insurance broker and has served as the CEO of three associations. At the 2009 NAIFA Convention, the NAIFA Bylaws were amended to expand the National Council. Beginning at the 2010 NAIFA Convention in Seattle, the number of National Council delegated from each state will be based on one of three formulas. You Premiums that we must incur as an ordinary and necessary business expense. Remember NAIFA is here to keep you in business, your contributions opens the door to access and our voice is heard on our issues. You can make your contributions online at wait for your notice in the mail, set up a bank draft or stop by the IFAPAC booth May 4 th at the Career Conference. Remember this year s conference is at Clayton Hall on the University of Delaware campus. Call me at (302) or send an tmcdonald2@metlife.com for more infomation. National Committeeperson Report By: Edward Zabielski, Jr., RFC, LUTCF can read the 2009 NAIFA Bylaws and Resolutions Subcommittee Report discussion of the National Council expansion at the NAIFA website. At the March board meeting, NAIFA Delaware voted unanimously to continue with the total possible number of delegates it had at the 2008 NAIFA convention. Candidates for election in Seattle are: Roger McCullough (IA), Russ Smith (CA), and Robert Smith (MI) for Secretary. Keith Gillies (LA), Juli McNeely (WI), Ken Evans (UT), Matthew Huntington (CO), and Lisa LaLiberte (ME) plan to run for trustee.

13 It s smart to belong. CARL HILL MEMORIAL FUND Carl Hill Memorial Award Nominee Form The Carl Hill Memorial Scholarship is awarded to a current member of NAIFA Delaware that is under the age of 40 or has been in the business for less than 5 years. The purpose of the scholarship is to help further the continuing education of the deserving recipient whose profession is in the insurance and financial services industry. Deadline for application is October 15 th Name: Phone Company or agency name: Date joined NAIFA DE: Date started in insurance business: Age: Referring NAIFA member: Current Designations: List activities and organizations in which you are involved: Please attach an essay ( 100+/- words) on Why you feel you would benefit from the Scholarship. Fax completed form and essay to the attention of Lee Dotson at (302)