INSIDE: Membership Updates News from the National Convention and more. national association of insurance and financial advisors delaware

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1 INSIDE: VOL. XXVIII OCT Membership Updates News from the National Convention and more ward A o b o B. E k c a J It s smart to belong. Lee Dotson holds the Jack E. Bobo Award with representatives from NAIFA Delaware at the 2009 National Convention in Orlando. Congratulations. NAIFA Delaware representatives receive the Membership Award at the 2009 National Convention in Orlando. Well done! Membershi p Award national association of insurance and financial advisors delaware 646 Plaza Drive Newark DE

2 October October 15 - Thursday Sussex Meeting. Time: 8 a.m. Location: Lighthouse Landing Resaurant at the Sussex County Airport off Rt. 9 in Georgetown, DE. Speaker: Daniel B. Short, speaking on Legislative issues. 1 CE credit applied for. November November 4 - Wednesday New Castle Meeting. This is the Palmer Award Meeting. Location: Christiana Hilton. Time: noon 2 p.m. November 13 - Friday Central Meeting (First Wednesday of each month) (Second Friday of each month) 1706 N. DuPont Hwy. Time: Noon 2 p.m. Location: New Hilton Garden Inn, 1706 N. DuPont Hwy. (North) Dover, DE Questions: contact Nancy nancy_feldman@us.aflac.com November 19, Thursday Sussex Breakfast Meeting. Topic: Ethics. Time: 8:15 a.m. hot breakfast. Meeting to begin at 9 a.m. Location: Shawnee Counry Club. Cost: $10 per person. Calendar of Events November 19 - Thursday Ethics Meeting. Speaker: Ron Duska PhD, Charles Lamont Chair of Ethics at The American College. Time: 8:30 a.m. Continental Breakfast. Program begins at 9 a.m. Location: Cavaliers Country Club. Cost: $40 per person. December December 2 - Wednesday New Castle Meeting. New location. News to follow on location and time look for broadcast coming soon. December 11 - Friday Central Meeting (Second Friday of each month) 1706 N. DuPont Hwy. Time: Noon 2 p.m. Location: New Hilton Garden Inn, 1706 N. DuPont Hwy. (North) Dover, DE Questions: contact Nancy nancy_feldman@us.aflac.com December 17 - Thursday Sussex Meeting. Time: 8 a.m. Location: Lighthouse Landing Resaurant at the Sussex County Airport off Rt. 9 in Georgetown, DE. January January 6 Wednesday New Castle Board meeting. Location: Christiana Hilton. Time: 10 a.m. 11:30 a.m. Followed by general membership meeting. See next listing. January 6 Wednesday New Castle general membership meeting. Location: Christiana Hilton. Speaker: James W. Owen, Esq. on estate and tax planning. Time: Noon 2 p.m. May May 4 - Tuesday This year s Career Conference is on the calendar. Make note of the date and enroll early for great discounts. Exciting new speakers. New location and more. More information will be coming soon! NAIFA Delaware recognizes our 2009 / 2010 sponsors and thanks them for their continued support of this great organization.

3 It s smart to belong. Brilliant! By: Peter L. Wolff, NAIFA Delaware President Peter L. Wolff, FSS, LUTCF BBrilliant! The 2009 NAIFA DE delegation was 100% in attendance, and 100% present in Orlando for our national sales convention. Our association once again received the Gold Level Bobo award for achieving success in every category measured in Congratulations to all. We voted on three by-law changes, and two of the three past with flying colors. We have increased the number of delegates with a vote, in Delaware from 8 to 22. Our voices our growing. The 2nd was a positive dues adjustment that helps our national, state, and local association prepare programs on your behalf. The 3rd was a request from the Florida delegation to have all future voting be private ballot, rather than the current structure of voice, and role call. Our contingency was well pleased with the outcome. During our 4 days in Orlando, in addition to voting, our constituency attended many programs regarding membership, recruitment, selling strategies, leadership, and refreshing recreation. I was certainly very proud to receive the gold award of excellence on behalf of all of our association. We paid tribute to our deceased members, acknowledge our growth from the national platform, where Delaware member, Todd Hudson, whom happened to be the National Director of Membership for , applauded our membership growth, and the efforts put forth by Stan Minka, and his membership committee. Thank you all for making us look brilliant! Our most recent newsletter was sent in September, via . If you were not able to download the.pdf format, please contact Phyllis Fantazier at Shoptalk23@comcast.net. She will be able to instruct you on how to correct your address in codewriters, NAIFA s software that we use exclusively. Thank you for the opportunity to serve this wonderful organization. CARL HILL MEMORIAL FUND 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

4 Sussex Update Katie Steighner, NAIFA Sussex President It is two and half weeks since the 2009 NAIFA Convention and Career Conference in Orlando. It really hits home after this event what our job is in helping families, businesses our customers with finding innovative solutions to their dreams and problems. And we have so much help and support to do our jobs from NAIFA. They are a constant we can turn to for education for our professional development through webcasts, programs in a box and the professional development system. We can turn to them to get the latest on legislative issues, federal and state. We can even go shopping for wireless connections and discounts on cell phones, car rental discounts, UPS and Fed Ex shipping savings. I urge all NAIFA Delaware members to utilize the NAIFA website. NAIFA helps us do our jobs and wants to continue to do so. NAIFA also needs our help to help fight the battle to keep the tax favored status of insurance products for our customers. They fight for lowering the costs of health coverage and to see it is available to all citizens without resorting to government programs. They fight for us in front of Congress just so we can continue to do our jobs. At the Convention, it was voted on to raise the national dues by $70. State and Local dues can also be raised $20 each depending on each state and local. Our state works with NAIFA in developing strategies, commenting on key issues and working from our grassroots efforts. I see the need to increase dues, do you? If not, please come and talk with me. I urge each and every one of you to take a few minutes and reflect what NAIFA has done and continues to do for us. Ask yourself, what can you do for NAIFA. Could you maybe step up to the plate and volunteer for a committee, become a board member, volunteer in some way to get and stay involved and give back to an organization that works tirelessly for us? Sussex County s next membership meeting is being held at the Sussex County Airport in Georgetown on October 15 th with Daniel B. Short as the speaker on state legislative issues at an 8a.m. business meeting. One CE credit has been applied for. November may be a joint meeting for 2 ethic credits at Maple Dale with Kent County. Stay tuned for details of the upcoming events. Robert J. Porter. Jr., LUTCF AIt has been said that the average philanthropist gives away about $5 million in his lifetime to benefit his community. In that same vein, the average life insurance agent who writes $2 Million of life insurance face amount per year on his/her clients will leave behind a legacy of $70 million to his community. Of course the philanthropist will get a huge article in the paper and many kudos at his memorial service, but we ll have to accept a more modest sense of satisfaction when our writing days are done. We ll get to go to conventions, and get handshakes from our contemporaries, and praise for what we do serving on civic boards as volunteers, but hardly anyone we know will tell us what a wonderful job we did in keeping New Castle Update By: Robert J. Porter, Jr. LUTCF, NAIFA New Castle President families together, allowing for the continued support of our local economies through the death proceeds and pension benefits we sold. There won t be any interviews in the media of people we knew and helped along the way, but that is our lot in life. We have had to sell people the life insurance coverage they owned, because of their belief that they didn t need it or want it. Often times we have had to call up those who bought life insurance from us just to get them to keep it. And why do we do this year after year? Because it is the right thing to do. We know that some of our clients are just not going to make it to old age. We know that some of them are going to become disabled or uninsurable as they go through life.

5 It s smart to belong. NAIFA Central Update Nancy M. B. Feldman, NAIFA Central President YAT News By: Dallas Bokop, NAIFA Delaware YAT Chair We have made it to October the beginning of the fourth quarter and for most of us a Nancy Feldman busy time of the year. Peter Wolff (NAIFA Delaware President) will be a guest and he will be doing an official induction of the NAIFA Central officers at our October meeting. Take a moment to block out Noon to 2:00 p.m. on your schedules the second Friday of each month including October 9, 2009 Health Awareness 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). We have introduced a 50/50 (one ticket for $1 or 10 tickets for $5) and we will have a winner for a $25.00 The Sports Zone Restaurant and Sports Club gift certificate at each meeting. At our September meeting, Don Talerico won the 50/50 and Helen Sis Collins (a guest) won the Sports Zone Gift Certificate. We are in the process of completing a survey for Central. Each of the members will receive a call. We want your feedback. Yes because your opinions are important to us, we will be reaching out to you. Please feel free to bring a brochure and/or your business cards to display in a special area for exposure regarding the products and services you represent as a member or potential member of NAIFA Central. This is especially helpful when you have a new item, introduced by your company and is a great way to network and share ideas and information with the other members. We will get an update regarding the Annual NAIFA Convention in FL from Mike Bennetti and Roger Owen. Thank you for representing us! We are looking forward to seeing each of you in October. Our speaker will be Don Talerico with an IFAPAC (Insurance and Financial Advisors Political Action Committee) presentation and our Sponsor will be a surprise however; I will say that no one will be jumping out of a cake sorry to disappoint all of you. Just a note: We may be doing a combined meeting for November with the Sussex and possibly the New Castle Group. Katie Steighner and I are working on this together. We will keep you all posted through blasts, faxes and phone calls as we move forward. If you have ever planned a large party or cooked a meal for a large group of people, with hopes that everyone would show. When they did, you realized the event was a complete success! This is what it is like to plan our monthly NAIFA Central meetings. Without each of you, our monthly event is not complete. We look forward to seeing each of you each month. Thank you in advance for being there and planning to share the time together. Carl Hill Memorial Scholarship Nomination are now being accepted Don t miss out on an opportunity for you to continue your education. The purpose of the Carl Hill Memorial Scholarship is to aide in the costs for designation programs or any other Dallas Bokop continuing education program that relate to our business and is available to any current NAIFA YAT member. Nominations can be ed to leedotson@cavtel.net or faxed to Lee Dotson at (302) The nomination form can be found on the following page. Have you been in the insurance and financial services industry for less than five years or are you under the age of 40? If so, you qualify as a NAIFA YAT. Are you looking to network and brainstorm with other new agents/advisors in our industry? Do you need ideas for building your business? Overcoming objections? Closing? If so, you NEED to join our YAT team! Our Young Advisors Team (YAT) is designed to help you succeed as an agent/advisor and grow your business. The foundations for the NAIFA Central Delaware YAT team are: 4 C s of YAT Success! Connections Career Building Capital Hill Advocacy Continuing Education

6 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)

7 What is IFAPAC? C. Anthony McDonald, CLU, ChFC, MSFS, NAIFA Delaware IFAPAC Chair C. Anthony McDonald, CLU, ChFC, MSFS Ten Reasons Not to Give to IFAPAC 10. I m really shy around sales people. 9. I d rather spend my money on things I throw in the grocery cart at the last minute instead of my professional organization. 8. Tax the inside build-up on annuities and life insurance?!?! Why, Congress would never dream of such a thing! 7. I think the federal government would do a better job regulating the insurance business. Just look at what they ve done with Social Security! 6. I think $100 a year is far too big a commitment to protect my career. 5. I feel we need more adverse insurance legislation. The current work environment is not challenging enough. 4. National Health Care Insurance is inevitable. Why bother trying to defeat it. 3. I m retiring soon. Let the newer agents take care of themselves. 2. The people currently giving now already contribute enough for all of us. 1. I want the U.S. Congress to run my business. I trust them to understand intuitively what I want without my input. If you say you ve never contributed to IFAPAC because no one ever asked you, make no mistake about it. You re being asked right now. It s time to do your part. Write a check to IFAPAC today. IFAPAC contributions are voluntary and are not deductible as charitable contributions for federal income tax purposes. Corporate contributions to the political fund are prohibited. Orlando Was a Blast By: Ron Simmons, NAIFA Delaware President-Elect Ron Simmons We just got back from Orlando Florida. Delaware won several key awards for membership. I think the highlight of the trip was speaking with our national healthcare lobbyist Diane Boyle. We talked for about 15 minutes and touched you get a chance to go on a national convention do it. I met with more experts in our industry in one week than I have met with in the past 10 years. We should all be very proud of what we do! We truly make a big difference for the people of this great country! Mark on your calendar May 4, 2010, we will be having our sales congress at the University of Delaware at Clayton Hall. Look for more information in the weeks to on some key areas within the healthcare reform legislation. I wanted her to understand that the agent involvement was paramount and she recognizes this too! She told me that HSA and HRA s would not be adversely effected in her opinion but, pre-existing conditions may or will certainly be changed by any reform that is finally passed in both houses (Congress and Senate). I wanted to tell any of the NAIFA members if come. We have some great speakers lined up including Dr. Harker the president of the University of Delaware and former Head of The Wharton School of Business, Diane Boyle. Diane will be speaking as well as providing us a detailed look at healthcare reform. You will not be disappointed so mark your calendar. We will have many more speakers. I will keep you posted.

8 It s smart to belong. Current Legislative and Regulatory Issues By: Beverly Sisson, Lobbyist for NAIFA Delaware Beverly Sisson The Delaware Insurance Department has issued Auto Bulletin #16 to all auto insurers doing business in Delaware. Companies with more than.01 percent of the private passenger auto market must complete a full version of the 2009 Delaware auto rate survey by November 16, Survey forms are available at the Department of Insurance. The new bulletin supersedes the 2008 rate survey bulletin. Regulation 607 relating to defensive driving courses approved by the Department of Insurance is now final and effective January 1, The amended regulation enhances standards for instructor certification and on line course attendance. Proposed Regulation 1305 defining the process for health insurance rate review is nearly complete and ready for publication. The regulation is pursuant to Senate Bill 35 that requires the Delaware Department of Insurance to review health insurance rates. The process includes time guidelines for approval or disapproval of proposed health insurance rates and will become effective January 11, Special elections in Sussex County resulted in two Republican victories. Representative Joe Booth will move over to the Senate and Ruth Briggs King won the vacated House seat. There are seventeen Republicans in the House and twenty-four Democrats. The Senate has five Republicans and sixteen Democrats. The General Assembly is scheduled to reconvene the second week of January. Financial Solutions Group, Inc Dorsey Hall Drive, Ellicott City, MD Sales Idea Do your health insurance groups or medical insurance clients have a waiver of premium benefit if employees become disabled? No? Offer them Guaranteed Issue STD and LTD so their employees can pay their medical/health insurance premiums and other living expenses if they become disabled. Do you enjoy medical underwriting? Can you carve your groups out down to 2 employees? Do you love gathering income documentation? We Didn t Think So!!! Spend more time doing what you want to do and less time dealing with underwriters and paper. Here is a SIMPLE solution: With as few as 2 employees you can offer Guaranteed Issue Life, Guaranteed Issue STD and/or Guaranteed Issue LTD on a single employer app, no medical questions, no tax documents, with a 3 year Own Occupation, partial, pre-x conditions covered, premium waiver, survivor benefit, no individual coverage offset, jet issue same day group number with a major carrier. Oh, by the way: Excellent vested commissions & renewals Call Us For Information

9 The Magic of Orlando Just Brilliant By: Stan Minka, Jr., CLU, ChFC, MSFS, NAIFA Delaware Membership Chair Stan Minka, Jr., CLU, ChFC, MSFS Spending a few days attending the NAIFA Annual Convention at the Orlando World Center Marriott Resort back in September was just the perfect business trip to kick off the final few months of the year in serving and working in this great industry. Spending some time with our fellow NAIFA members from Delaware and across the country, gave us an opportunity with planning for you, our members, and meeting with the future leaders of this great association. As the convention moved on and we attended a handful of the 62 educational and networking workshops, I could not help but wonder why in the world I ve only attended 4 5 NAIFA conventions over my 32 years of service in our business? Unlike MDRT and many company conferences, it s a convention you may attend as a member of NAIFA Delaware without having to qualify with a production requirement. The cost is on you, but for the $1,000 or so deductible expense added to your schedule C, its got to pay you 10x over and therefore a must meeting for a new person in our business as well as the 30 year Financial Planner. The workshops which I attended were very good, however the main platform speakers during the general session were just incredible. Kicking off the 9 a.m. general session on Sunday morning was an Irish Tenor, champion paralympic athlete and physician named Ronan Tynan. His presentation on Hitting the High Notes: Living Life to the Fullest an inspirational story on achievement in word and song had us on our feet with tears in the eyes. The 9 a.m. Monday morning general session brought another program which I ll share with many clients of mine as I discuss the issues of Long Term Care planning. Meryl Comer an Emmy-award winning reporter, producer and talk show host with more than 30 years of experience in broadcast journalism gave a moving real life story presentation on Slow Dancing With a Stranger. As the primary caregiver for a husband suffering from Alzheimer s for more than 12 years, Comer understands the emotional, physical and financial strain on caregivers and families suffering from Alzheimer s. This powerful story of the importance of the products we sell and the harsh reality of a disease likely to touch all our our lives in some way, was worth the price of the conference in just that one hour. Tuesday morning brought more of the same with Michal Duffy, Political Correspondent for Time magazine with insights from inside the beltway during these interesting times with Eight Months Later: America under Obama. Susan Waring, CLU ChFC and executive Vice President and Chief Administrative Officer with State Farm closed the Tuesday morning with an interesting program on Multi-Cultural and Multi-Generational Opportunities in the Women s Market. As you can sense, NAIFA put together a can t miss convention to remember with programs to motivate and build your practice. As you wind down this final quarter of the year, and plan 2010, give some thought to adding the NAIFA Annual Convention to your business plan. It may help you be the very best you can be in serving your clients Seattle September Washington DC September NAIFA is the connection between you and protecting your industry while servicing your clients needs and wants.the NAIFA connection provides you with: A voice on Capitol Hill on issues such as STOLI Proven sales tools to help you grow your businesses What is YOUR Connection? Networking opportunities at the national, state and local level Discounts on professional products and services Professional Development at all levels of your career Stay Connected.