Tuesday, May 3, national association of insurance and financial advisors delaware THE DELAWARE ADVISOR DECEMBER 2010

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1 THE DELAWARE ADVISOR DECEMBER 2010 Congratulations to Tony McDonald, CLU, ChFC, CLTC, MSFS from MetLife for winning this year s Charles B. Palmer Award. Tony with family members at the award presentation. More photos of the Palmer Award night inside. Tony McDonald, CLU, ChFC, CLTC, MSFS sitting, with past recipients of the Charles B. Palmer Award. Tuesday, May 3, 2011 New Free NAIFA member benefit. Details last page. national association of insurance and financial advisors delaware 254 Chapman Road, Suite 107, Newark, DE

2 December Central Meeting / December 10 Friday Topic: Health Care Reform Act and more. Insurance market provisions timeline, issues that affect your bottom line, patient protection and Affordable Care Act. Brian will highlight the tax implications of this bill and John will cover the affects of this legislation from the insurance standpoint including how the bill will affect both individual health insurance as well as the new requirements for employers. Speaker: John Still, RHU, Dover Financial Group, Inc. and Brian Stetins, CPA, Faw Casson & Company, LLP. Location: Hilton Garden Inn, Dover. Capital Room N. DuPont Hwy., Dover. (Just south of the Scarborough Road exit off Rt. 1 to Rt 13 South) Make right at Bob Evans the Hilton Garden Inn sits behind the Exxon and Wendy s. Three lunch options can be selected from upon arrival between 11:45 and noon. Each meeting offers a 50/50, $1 per ticket. 10 tickets $5, a sales idea is shared along with a wealth of information. For more information contact Nancy Feldman at nancy_feldman@us.aflac.com Cost: Includes gratuity and CE credit filing fee. NAIFA Members: $15, Re-occurring guests $18. Thursday, December 16 Sussex Meeting on Review of State and Federal elections Speaker: Beverly Sisson, NAIFA Lobbyist THE DELAWARE ADVISOR Calendar of Events Topic: Talk about both State and Federal November 2nd elections and also give an electoral perspective regarding the 2011 Delaware General Assembly. Time: 8 a.m. breakfast followed by meeting presentation. Free breakfast to potential new members bring a friend. Location: The Georgia House Retstaurant in Millsboro. CE: 1 CE credit January Wednesday, January 19 Central fundraiser. Save the date! Will include ethics and flood CE credits. All day at Frazier s Restaurant. Check website where more information will be posted as it s provided. Thursday, January 20 Sussex Meeting PPACA Legislation (Health Care Reform) Topic: PPACA Legislation (Health Care Reform) Speaker: Past Senator John Sills Time: 8 a.m. Breakfast followed by meeting CE: 1 CE to be filed. Location: Georgia House Restaurant. 119 Main Street, Millsboro, DE February Friday, February 11 Central Meeting Save the date! Topic: LTC. More information to be posted. March Friday, March 11 National Membership and YAT Awareness Month. More details to follow. May Monday, May 2 Speakers Dinner. Location: Courtyard Marriott, Newark, Delaware. More details to follow. Tuesday, May NAIFA Delaware Career Conference. Location: University of Delaware Clayton Hall. CE: 5+1. Total 6 available. Time: 8 a.m. 5p.m. Cost: Member $100 early-bird before Non-Member $125 earlybird. New members $75. For more information, please visit and click on the 2011 career conference button. Wednesday, May 11, Day in the Hall. Lunch at Frazier s Restaurant. More details to be posted. Confirm details on Calendar page of website prior to event just in case any changes had to be made. NAIFA Delaware recognizes our 2010 sponsors and thanks them for their continued support of this great organization.

3 It s smart to belong. THE DELAWARE ADVISOR From the President s Desk By: Ronald E. Simmons, NAIFA Delaware President Ronald E. Simmons The holiday season is here and the end of the year is near. Many changes have been thrown a few weeks left in 2010 this is the time to pause and reflect on the year and plan for the changes coming up next year. If you are interested in getting involved with NAIFA as a board member please contact any present on the insurance agent in The next year will be even busier with many new legislation coming down the pike. The health insurance agent is sure to be impacted in the pocketbook in 2011 and beyond. We must stay informed and go to as many NAIFA and insurance company meetings as we can. With only board member and let us know how you would like to be involved. The next few years look to be very busy and we could use all the help you can offer. Thank you for your continued membership in NAFIA Delaware and have a blessed holiday season. Best Wishes for a Wonderful Holiday Season.

4 THE DELAWARE ADVISOR Insurance Regulatory News By: Beverly Sisson, Lobbyist for NAIFA Delaware The general Assembly convenes again on January 11th. In the meantime you may find some of the recent posted listings on legislation regulatory news button of inerest on the NAIFA Delaware website. Learn more at delaware./ Beverly Sisson Delaware State Legislative Caucus Results Release from Insurance Commissioner, Protect your Holiday Purchases. Existing insurance coverage and storeoffered extended warranties. Forms & Rates Bulletin No. 34 posted 11/10 regarding FOIA request. Patient Protection Affordable Care Act, regarding children under the age of 19 and child-only individual insurance policies. Forms and Rates Bulletin No. 33 regarding Electronic Fund Transfers to pay for SERFF filing The Leadership Corner LILI By: Dan Reisinger, CLU, ChFC, Delaware State LILI Chair Dan Reisinger, CLU, ChFC I am thrilled to announce that our State Association will be sponsoring three excellent candidates for the Spring 2011 LILI class Kevin Lammers, Laura Day, and Craig Lytle. I am confident that all the candidates will have an excellent experience and I look forward to keeping the membership updated on the progress that they are making. The next session will begin in the Fall For those interested members in LILI for the Fall please check out the NAIFA website for additional information. Please send me an to discuss the process of becoming part of the LILI experience. finsrv@comcast.net. See news / postings from Beverly Sisson on the Legislation News Button of NAIFA Delaware s website Get the most from your NAIFA membership has NEW tools that help! Communications Corner provides members with access to an extensive online toolbox that includes NAIFA-branded templates, searchable databases of media outlets and self-directed communications and public relations training. Members also have access to professional graphics and media relations support, as well as communications tips and proven best-practices. All of the resources are specifically tailored to serve the needs of NAIFA s state and local associations, as well as individual insurance and financial planning professionals. Check out today.

5 It s smart to belong. THE DELAWARE ADVISOR NAIFA New Castle Update Todd D. Hudson, NAIFA New Castle President On November 11th, we had our Palmer Awards Dinner. Congratulations to Tony McDonald who was chosen for this prestigious award. He truly deserves the accolades for all of the time and energy he s given back to this association. What a Todd Hudson wonderful night. This is the first time in about 15 years the Palmer Awards were a dinner event. If you didn t attend this year, mark your calendar for next year s event. Everyone I talked to had a great time and they were really glad the event was moved back to the evening. Lots of fun was had by all. The food was delicious and new relationships and friendships were formed. Veteran s Day was the theme. We had some touching videos to honor our Veteran s. We also hired a local acoustic duo that played music during dinner and after the Awards Ceremony. I can t stress enough how enjoyable the evening was. Congratulations to Tony and a big thank you goes out to Kevin O Neill and Kathy Gregor for organizing the event. On December 1 st, we had our annual Political Action Committee and Final year Tax Preparation meeting. Our speaker was Jordon Rosen, a partner at Belfint Lyons & Shuman. Once again, this was a late afternoon meeting with 1 CE credit for DE/PA/MD. This was our PIC/PAC/Tax/YAT meeting. PIC Political Involvement Committee This committee is focused on linking our NAIFA members to our State and National Legislators to deliver checks and develop relationships to make sure our legislators know we can be a resource for them as bills are drafted that affect our industry. PAC Political Action Committee This Committee raises money from our members to be delivered to candidates for office. TAX It s not but it should be a four letter word. Something we re all trying to reduce. Finally, YAT Young Advisors Team This group of future leaders are defined as younger than 40 years old or new to the insurance business within the last 5 years. We had a cocktail hour after the presentation to allow everyone an opportunity to get to know each other a little better. We also raised money for our year end Political Action Committee Goals. If you are unable to attend but would like to contribute, please go to to make a contribution. If you love your job and want to continue to deliver tax advantaged products and services to your clients, it s critical for you to make a contribution. You can contribute a one-time payment or you can have the contribution deducted monthly from a credit card or checking account. Please start contributing and supporting your industry today. We thank you! Thank you sponsors Frederick J. Dawson, ChFC, CLU

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

8 THE DELAWARE ADVISOR IFAPAC Update C. Anthony McDonald, CLU, ChFC, MSFS, NAIFA Delaware IFAPAC Chair C. Anthony McDonald, CLU, ChFC, MSFS The IFAPAC year is ending December 31st. For the ninety plus members who have contributed in 2010, your donations were crucial in allowing our local and national lobbyists access to legislators in Dover and DC. NAIFA is your voice, your advocate for educating these policymakers on the products and services we offer to our clients was filled with changes in the legislature halls. These new faces need to be contacted and educated as well as maintaining established relationships. For more information on what legislation NAIFA is working on or to make a donation, please visit Starting in January, 2011, Lisa Broadbent-DiOssi will now be the IFAPAC Chair and Dennis Drake will be the Vice-Chair. I thank you for your support these past two years. C. Anthony McDonald. Members of NO networks 90% U&C choose your own dentist ARRRGGHHH! You READY for Individual, Senior and Voluntary Dental Down to 2 Lives? NO participation requirements for voluntary dental down to 2 NO waiting periods even for major and ortho services For plan brochures and rates, Carrissa@directbenefits.com or visit us at Insured by: Security Life INSURANCE COMPANY OF AMERICA or Distributed by: In my 37 years in the insurance business, I ve found there are hundreds of companies who are willing to get you products. I ve also found that even with the best of intentions, problems and unusual circumstances do arise. What separates the quality dental and vision benefit providers from the rest is a willingness no a compulsion to take care of and solve those problems for my clients. Direct Benefits is one of those very few organizations. David Middaugh, Fargo ND Your Source for Dental, Disability, Life, and Vision Benefits Product not available in New York. Form S /06

9 THE DELAWARE ADVISOR Why Join YAT? It s FREE! It s also a great way to build relationships with professionals who are in their first five years in our industry or to network with professionals in related industries (i.e. accountant, mortgage brokers, and estate lawyers)! Viola! You instantly have access to valuable sales and marketing tools! Dallas Bokop Being involved in the NAIFA Young Advisors Team fosters a sense of camaraderie! Build your commitment to yourself and your clients by being active in a team that is dedicated to helping you survive during the first years of your business! TIPS TO GIVE YOUR SALES A BOOST! By: Dallas Bokop, Insurance Broker Of the twenty-four million U.S. households, 22% have no life insurance (LIMRA) and many of those households are underinsured. While many people know they need insurance to protect their families, income and homes, they are often reluctant to talk about the what if s in life. As advisors, it is our job to discuss life events and to help them prepare financially. A dedicated business professional, should feel obligated to keep up with the advancements in digital and web based Why Join YAT? Dallas Bokop, NAIFA Delaware YAT Chair, NAIFA Central Secretary It s smart to belong. technology as well as the economic climate in order to find new ways to keep their clients educated and engaged. When we remain committed to ourselves and our clients, we will find ourselves busy restructuring business and marketing plans, reviewing client policies and determining changes in the levels of risk in effort to help our clients reach their goals. Being a member of a professional association like NAIFA helps build credibility with our clients and demonstrates our dedication to building a solid business and expanding our knowledge in our area of expertise. Here are tips that will give your sales a boost! While some may seem elementary, I challenge you to take a moment to review them. Perhaps they will help give you the boost you need to scale your personal ladder of success and help you achieve your business goals! 1. BUILD a trusting relationship with your clients. 2. OFFER solutions that meet your client s goals. 3. ORGANIZE consistent communications with your clients. 4. SPECIALIZE in a field of your expertise. 5. TALK face-to-face with your clients about life events that require financial planning. New eyes. New reach. New exposure. See what s new. In print, and online. Call 877.IFA.5001 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

10 It s smart to belong. THE DELAWARE ADVISOR NAIFA Central Update Nancy M. B. Feldman, NAIFA Central President Our second General Membership meeting for NAIFA Central was another complete success! Beverly Sisson, our presenter, did an outstanding job updating us with the changes regarding Delaware Insurance Laws and Regulations. A big thank you goes out to the members and guests that were able to attend. Nancy Feldman Increasing our NAIFA membership and sharing the value of being a member of NAIFA (National Association of Insurance and Financial Advisors) is our continued goal and focus! Bring a friend or an Associate to our next meeting. Save the Date. Our next meeting, which we have scheduled for, Friday, December 10, 2010 will be focusing on the Health Care Reform Act and more. Our presenters will be John C. Still RHU Dover Financial Group, Inc. and Brian J. Stetins CPA Faw Casson & Company, LLP. The location will be at the Hilton Garden Inn Dover, DE from Noon to 2:00 p.m. The NAIFA Central Delaware Board Members include: Nancy M B Feldman President; Mike Redmond Treasurer and Past President; Dallas Bokop Secretary and YAT Chair; Mike Bennetti National Committeeman, Government Relations Chair; Wendy Sutton Membership Chair; Don Talerico Professional Development and IFAPAC Chair; Louis Memmolo AHIA Chair member and Helen Sis Collins Multi-Lines Chair. Save the dates: Wednesday, January 19th, 2 nd Annual fund raiser for Central CE Credits including Ethics and Flood all day at Frazier s Restaurant; Friday, February 11th, LTC Presenter; Friday, March 11th National Membership and YAT (young advisors team) Aware Month; Friday, April 8th still planning; Wednesday, May 11 th (Day In The Hall) Lunch at Frazier s Restaurant more details to follow. Continue providing feedback. As a board, we are interested in what you have to say. Once again, what we can accomplish together is endless. Remember: Happiness comes only when we push our brains and hearts to the farthest reaches of which we are capable Leo Rosten. If you have a topic you would like to learn more about or if you know of a presenter that has value and knowledge to share with our group, please reach out to me. nancy_feldman@us.aflac.com or use my cell or office (302) line. Looking forward to what this new NAIFA term has to offer and by sharing unique business ideas and success stories. Together we can accomplish a lot. With all of our continued and combined efforts, it will be another successful year. Thanks to each of you for your help and support along the way. We are looking for a few good men and women to take over and continue the board positions for NAIFA Central Delaware The platform is in place and the process is running very smoothly however; we want and need the opportunity to continue for the NAIFA Central Delaware Board. If any of you want to nominate someone or yourself for a future board position, please let me know. Remember: this change will not take place until June 2011 and we are off in July and August 2011 for the summer.

11 HOW MUCH CAN YOU LEARN IN JUST ONE DAY YOU LL BE AMAZED! Tuesday, May 3, :00 a.m. to 5:00 p.m. Clayton Hall U of DE Newark, Delaware Why attend this year s Career Conference if you ve been to a handful in the past and money and time may be tighter than ever? The insurance and financial industry has been greatly impacted with many changes during this past year. Demands on workers are greater than they ve been for many years. We have taken into consideration these changes and have selected a lineup of speakers that will help put attendees on the right path with a renewed enthusiasm, fresh ideas to grow business, and knowledge for greater earning potential. The Career Conference is not put together for the sole purpose of earning continuing education credits. Although this is an added benefit, the day will offer much more. Take a speak peak at just three of our speakers below it will be an informative day. Sneak peak at three of our speakers Michael Keenan, CLU, ChFC, Senior Vice President of the Life Foundation and this year s recipient of the John Newton Russell Award. Topic: Will present a realifestory and information on the Life foundation The importance of insurance in today s world. Michael C. Keenan, CLU, ChFC, was named the recipient of the 69th annual John Newton Russell Memorial Award, the highest honor bestowed on an individual by the insurance industry in Sept The award recognizes sustained and meritorious service to the life insurance and financial advising industries. Keenan entered the life insurance business in 1962 and soon established himself as a successful agent with the Prudential. In 1971 he qualified for the Million Dollar Round Table and remains an MDRT Life member to this day. Tom Hegna, CLU, ChFC, CASL, Vice President New York Life Topic: Uncertain times like these highlight the power of the Life Insurance Industry to provide stability and surety to retirees who are uncertain what to do with their retirement savings. Tom Hegna is First Vice President for Retirement Income Security at New York Life. He is responsible for all Mutual Fund, Annuity, Long Term Care Insurance and some Life Insurance sales through the New York Life Agency channel. In 1988, Tom started his career in the insurance industry with MetLife. He qualified for membership into the Million Dollar Round Table (MDRT) in each of his first three years (MDRT is recognized throughout the industry as the standard of sales excellence in the life insurance and financial services business). In July of 1996, he joined New York Life and was named Director of Annuity Sales for the West Central Zone. He was promoted to Vice President in March of 2006 and First Vice President in March of He has given over 2,000 retirement seminars across the country and agent investment sales were over $4 billion in 2008 Saly A. Glassman, Merrill Lynch Topic: Growing Your Business in a Challenging Economic Environment. Saly A. Glassman, Managing Director of Investments at Merrill Lynch in Blue Bell, PA, invests over $3.3 billion for high-net-worth clients and businesses. She is ranked as one of America s Top Female Financial Advisors, holding the number one position on the Barron s Top 100 Women Financial Advisors list, first in 2006 and again in Saly recently authored the book, It s About More Than The Money (published by FT Press, June 2010) to help restore investors confidence in the financial markets and motivate them to take responsibility for their financial future. Her book will be available for purchase during the conference. The Glassman Group is an all-female team with more than 140 years of collective experience. Each member of the team has a distinct role in the financial planning process. The Glassman Group s mission is to deliver the ultimate financial services experience to its clients. please visit Career Conference Speakers to read a more extensive biography on these speakers. How has the format changed? This year s conference will offer 6 CE credits. Five during the regular day s schedule and an option for an early morning session with breakfast. The schedule has been adjusted from last year and will provide more time with our sponsors and exhibitors in between sessions. At your recommendation, from last year s surveys, we will have a deluxe buffet lunch to offer a greater selection and also be offering afternoon snacks and beverages. New and exciting sponsors and exhibitors This year s conference will bring some exciting support from new businesses. We look forward to learning more about our exhibitors, new and returning, and thank them for their support of the NAIFA Delaware association.

12 F O RM AT T ENDE E Tuesday, May 3, 2011 Registration 7:30 8:00 with breakfast 8:00 a.m. to 5:00 p.m. Clayton Hall U of DE Newark, Delaware Filing for 6 CE credits. 5 regular day and +1 early CE session option with breakfast Registration can be completed online via the NAIFA Delaware website at Click on the 2011 Career Conference button and then the Attendance button. Registration can be completed online by MasterCard, Visa, or a paypal account. Name and company name as you d like it to appear on your name badge Mr. John Sample, designations ABC Insurance New member discount if you are a new NAIFA DE member you qualify for a super discount: admission, lunch, and credits for $75 (Must be new member since 7/1/09). It is great to belong! Non-Member New Member $125 before 2/15 Since 7/1/09 $150 After $75 Member $100 before 2/15 $125 After Subtotal $ $ $ Total charge $ Company Contact Name Address City / State / Zip Telephone Fax If NAIFA member, which local Payment must be received prior to February 15 to receive early-bird discount. n Check enclosed. Please charge my n Visa n MasterCard Card# Print name on card Exp. Date Signature Phone # that corresponds to card listed ( ) Sec. Code Mailing address that corresponds to credit card listed if different than the address above. Signature Date Questions can be directed to: Kate Schlegel, NAIFA Delaware Exec. at ksdesign1@comcast.net or (302) or Stan Minka, Jr., CLU, ChFC, MSFS, 2011 Conference Chair at sminka@metlife.com or (302) Mail forms to: NAIFA Delaware, c/o The Benefit Group, 254 Chapman Road, Suite 107, Newark, DE Checks payable to: NAIFA DE. Fax: (302)

13 THE DELAWARE ADVISOR The Sussex Chapter this year has been filled with exciting and informative Membership meetings all carrying CE credits to help educate and assist our members to grow their businesses. Our last meeting of the year is December the 16 th at The Georgia House Restaurant in Millsboro, DE and the guest speaker is our own Lobbyist Beverly Sisson, she will be speak about this year s legislation and how it will impact us during the coming year. The meeting is open to all members in the state and please bring a guest or potential member, the meeting starts at 8:00 a.m. with a free buffet breakfast for potential members. Next year promises to be just as filled with great topics including in January, Senator John Stills of Dover filling us in on the latest updates on Health Care Reform, 1 CE credit. This should make for a packed house, so, make sure you call Cyndee Garrett ( ) to reserve your seat. The following months will include Flood & Ethics to name a few. If you have a request for a topic, please call any board member and make it known and we ll do our best to make it happen. Don t forget to make your IFAPAC contribution for 2010 and renew your membership before the end of the month. NAIFA Sussex Board wants to wish all members in the state a Merry Christmas / Happy Holidays and a most prosperous New Year. Introducing a new NAIFA member benefit with an added bonus. Log on and listen to this month s NAIFA ClientCast by Real Wealth podcast. Go to This link can also be found on the Newsworthy News Button of the NAIFA Delaware website After you listen to the podcast you can click at the bottom of the screen and become eligible to get your NAIFA dues paid in full for a year. You must listen and register by December 31, 2010 to be eligible. You can distribute this monthly podcast to any of your clients as an informative marketing tool. This is a win-win marketing effort. The podcast is something NAIFA Central Update Jerry Allen, NAIFA Sussex President Snapshot from November s Sussex meeting with guest presenter Mitch Crane from the Delaware Department of Insurance. Pictured L R: Chuck Landon, JD, Mitch Crane, Jerry Allen, and State Representative Danny Short from Seaford. FREE NAIFA Benefit is a Win-Win for All you can provide as an additional service to any/all client(s) via , great information is provided by topic experts, it s free and may generate potential referrals. December s Podcast Topic How to position Life Insurance and Annuities to maximize your clients Social Security benefits. According to a US News.com survey, 45% of people turning 62 will apply for Social Security benefits. When is the right time for your clients? One you view the first one, each month the NAIFA Client Cast will send you an with the podcast topic and you choose whether it s something you d like to share with clients and/or colleagues. 3 reasons to check it out! 1. Free expert information from topic experts each month. 2. Free to share with clients as a marketing tool. 3. A chance to get your NAIFA dues paid in full for a year.