Happy New Years NAIFA Members:

As I reflect on last year there were many changes with the economy and legisla-

tively. The market is much better than a year ago however; unemployment in this

area is still high. Legislatively, WI had major auto law changes that started in No-

vember and will continue through next June. Nationally, the ―Wall Street Reform

and Consumer Protection Act of 2009‖ and the ―Health Care Reform‖ bills both

passed. The impact to us is to be determined by the passing of these bills. Check out

the NAIFA website for further information on these bills.

Do you have your business plan completed for 2010? If not you may want to do a

plan, put in writing what your goals are for next year and share your goals with your

employees. It is a time to reflect on the progress of 2009 and expectations for 2010.

Most importantly review the plan frequently and adjust as needed throughout the

year.

For those of you who have not signed up yet, you can still sign up for Day on the

Hill 1/27/10 in Madison.

At the January meeting we will be offering a 3 credit CE class on Ethics presented

by Brad Nagel. Invite a guest to attend the class and January meeting. If you register

early the class will cost less.

I would like to thank everyone who helped plan the Christmas Awards Dinner at

Green Bay Country Club. I thought it was a nice event, but would appreciate from

those who attended their feedback so we can make the necessary adjustments for

next year.

I look forward to seeing everyone at the January meeting and CE.

Mary Kay

Letter from your President:

Friday, Jan. 8th, 2010 Meeting Notice

Ethics CE Class (3 Credits)

8am Registration, 8:30 –11:30 am Ethics Class. 11:50 Lunch

Brett Favre’s Steakhouse

PLEASE RSVP for the Lunch/CE by Wed., Jan. 6th, 2010

NAIFA Member __________ ($15.00) Lunch Included

Non-Member __________ ($30.00) Lunch Included

Lunch Only __________ Guests Lunch _________($10.00)

_________________________________________ _______________________________________

Name Phone

Please RSVP by e-mail to naifa-new@new.rr.com. Mail check to NAIFA NEW 2460 Prairie Flower Ln., De Pere, WI 54115 or call

(920) 632-4171

January 2010 NAIFA Northeastern WI

NAIFA Northeastern WI

NAIFA– NEW

2460 Prairie Flower Ln.

De Pere, WI 54115

Email:

naifa-new@new.rr.com

Contact # :

920-632-4171

New Video Series: Why You Should Renew Your

NAIFA Membership

President Tom Currey’s videos promoting the value of

NAIFA membership can be seen

on the NAIFA website and on

YouTube.

The first video details the current

and coming legislative threats in a

matter-of-fact way and reminds

viewers why membership and

involvement in NAIFA are so crucial to the industry.

The second and third videos focus on member benefits

including the professional development program and the

LUTC and FSS classes through the American College; and

the third video talks about the need for new advisors to

surround themselves with the ethical professionals who

belong to NAIFA.

To view all of the videos, go to www.youtube.com/naifavideo

NAIFA Northeastern WI

Caption describing pic-

ture or graphic.

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NAIFA's Bill Anderson Re-Elected as Vice President of NIPR

FALLS CHURCH, VA (December 10, 2009) — The National Association of Insurance and Financial Ad-

visors (NAIFA) is pleased to announce that NAIFA Senior Vice President for State Government Relations,

William ―Bill‖ Anderson, has been re-elected for a second term as Vice President of the National Insurance

Producer Registry (NIPR). NIPR’s Board of Directors made the announcement at their December 4 meeting

held in conjunction with the National Association of Insurance Commissioners’ (NAIC) Winter National

Meeting in San Francisco, California.

NIPR is crucial to the vitality of the insurance industry because it provides processes enabling producers to

obtain non-resident licenses electronically and in real time. This interstate licensing ability reduces adminis-

trative burdens of applying to each state separately and reduces waiting periods.

―Our members are benefiting greatly from NAIFA’s positions of influence within the industry,‖ says NAIFA

CEO, John Healy, CAE. ―As Vice President, Bill will continue helping NIPR shape and formulate the proc-

esses that make producer licensing more efficient, streamlined, and uniform.‖

NIPR is governed by a 13-member board of directors, with six members representing the NAIC and six

members representing industry trade associations. The NAIC’s Chief Executive Officer serves as an ex-

officio voting board member. Visit www.nipr.com/about_nipr.htm for more information and a complete list

of the NIPR Board of Directors.

NAIFA Northeastern WI Officers Board of Directors:

President Mary Kay Orr, LUTCF Al Hibbard

President-Elect Steve Nimmer Gregory Stadler

Vice President Jay Wille Larry Wanek, LUTCF, CFP, ChFC

Secretary/Treasurer Richard Price, LUTCF, CLTC Romeo Raabe, LUTCF, LTCP

Past President Bernie VanEperen Walter Juhnke, LUTCF, FIC

National Committeeman Patrick Mongin, CLU, LUTCF Polly Bodjanac

July 2009—June 2010 Officers & Directors

Upcoming Board Meetings

January 6 8:00 a.m. Metlife

February 11 8:00 a.m. Metlife

March 10 8:00 a.m. Metlife

April 14 8:00 a.m. Metlife

May 12 8:00 a.m. Metlife

NAIFA Northeastern WI

UPCOMING MEMBERSHIP

MEETINGS

January 8th 3 CE Credits

8:30 til 11:30—CE

Topic: Business Ethics

Speaker: Brad Nagel

11:50 am Lunch

Personal Branding Speaker:

David Yeghianian

February 13th 11:50 a.m. Lunch

Brett Favre’s Steakhouse

Speaker: Robert Seip

Topic: Discovering Your Memory

Power

March 12th 3 CE Credits

Topic: TBD

Speaker: Robert Ross

11:50 a.m. Lunch

Brett Favre’s Steakhouse

2010-2011 Officer Ballots

April 16th 11:50 a.m. Lunch

Brett Favre’s Steakhouse

9-2010 Officer Election

May 14th Past Presidents Luncheon

11:50 a.m. Lunch

Brett Favre’s Steakhouse

June Golf Outing

NAIFA Northeastern WI

Board Minutes 12-2-09

Present: Polly Bodjanac, Steve Nimmer, Romeo Raabe, Walter Juhnke, Larry Wanke, Bill Guise, Mary Kay

Orr, and Serena Magnuson

Profit & Loss: A motion was made by Polly Bodjanac and seconded by Richard Price to approve the Profit &

Loss and Balance Sheet.

Board Minutes: A motion was made by Romeo Raabe and seconded by Polly Bodjanac to approve the board

minutes.

Day on the Hill: 2010 Legislative Conference and Day On the Hill is set for January 27, 2010. Please sign up

for this jointly produced legislative initiative by the organizations representing the life and health agents in our

state. In the past we use to schedule our appointments and that now will change. Once you register and enter

your address they will sign you up with your legislator. Please spread the word and we are looking for spon-

sorships. Romeo Raabe will talk to Shawn Schroeder about getting sponsorships. If you plan on attending

there is hotels available on capital square. Bill Guise will get a list of attendees so everyone can coordinate car-

pooling. Pat Mongin may also have contacts for sponsorship for the Day on the Hill.

Roth IRA Conversions: There is a difference between the proposals by Sen. Grothman and Rep. Strachota

because there are 2 issues. The Roth IRA conversion issue would seem to be of prime importance to NAIFA

members as well as all other financial advisors as the date that will allow Roth IRA conversions for taxpayers

with over $100,000 of income is January 1, 2010. If WI were to federalize the tax code it would generate new

taxes for the State of WI, a statement by the nonpartisan Fiscal Bureau supports that statement. The estimate is

$2.5 million in the tax years 2011 and 2012. Rep. Strachota’s bill addresses only this issue. Sen. Grothman ad-

dresses both the Roth IRA conversion problem and the deductibility of increased IRA and 401k contributions

which becomes effective in 2011. Laura De Golier has asked Mary Kay Orr to distribute to our board to have

placed in our local newspapers to make residents aware of this issue. Polly Bodjanac is checking into putting

an article in the Ashwaubenon press; Mary Kay will see if Joe Simon could submit an article to the Business

News; Shawn Schroeder will contact the Press Gazette; Mary Kay will check into the Bulletin (Howard) and

also ask Richard Price to submit for the Door County area and Al Hibbard for the Manitowoc area. Laura De

Golier is asking for everyone to have the article submitted by the Jan. 1st, 2010.

Membership Update: We need to make sure we are voicing why NAIFA is so important and the value of it.

A suggestion was made that maybe we change our meetings from sales ideas to advocacy. Also we need to

stress the importance of IFAPAC – they make sure we have a voice.

Christmas Party: Mary Kay Orr has asked if we should do a prayer at the Christmas Awards Party. The board

has agreed that prayer would be a good idea. 5:30 pm the event will start with dinner at 6:30 pm. Every person

attending will be given 2 drink tickets to be able to enjoy. John Wheeler will proceed at 8 pm with the list of

Award winners. Shawn Schroeder will get John Wheeler a list of the Award Winners. Shawn will also contact

the Green Bay Country Club to make sure we have a podium and a microphone available.

Meeting Concluded at 9am

Respectfully Your Association Secretary,

Serena Magnuson

NAIFA Northeastern WI

NAIFA Statement On Get Health Reform Right Coalition

FALLS CHURCH, VA (December 11, 2009) — The National Association of Insurance and Fi-

nancial Advisors (NAIFA) has issued the following statement regarding the Get Health Reform

Right coalition

The Get Health Reform Right coalition does not pay or incentivize people in any way to communi-

cate to Congress their opposition to government-run healthcare. Under the terms of the contract

with the advertising network, it explicitly states that no such incentivized ads may be used. The Get

Health Reform Right website has been temporarily suspended until the source of these ads can be

determined.

―NAIFA looks forward to a quick resolution of this issue so the coalition can resume its online ef-

forts to ensure health reform improves access and affordability for all citizens building on the em-

ployer-based system that currently provides coverage to 160 million Americans‖ states Diane

Boyle, NAIFA VP of Federal Government Relations.

Get Health Reform Right is a project of several organizations, including NAIFA, whose shared

mission is to ensure consumers continue to have access to employer-sponsored health plans.

About NAIFA: NAIFA comprises more than 700 state and local associations representing the in-

terests of approximately 200,000 agents and their associates nationwide. NAIFA members focus

their practices on one or more of the following: life insurance and annuities, health insurance and

employee benefits, multiline, and financial advising and investments. The Association’s mission is

to advocate for a positive legislative and regulatory environment, enhance business and profes-

sional skills, and promote the ethical conduct of its members.

Make Your Contribution to YATPAC Today

The insurance and financial services industry is facing unprecedented attacks in the current environment:

Make sure your voice is heard! The YATPAC initiative is designed to let

YATs start contributing at a lower level that is usually required. If you are 40

or under or within your first five years in the business and are a first time

contributor to the PAC, you can contribute for as little as $25. To learn more

about this program, go to http://www.naifa.org/benefits/yat/advocacy.cfm.

Every dollar helps! Make your contribution today.

For more information: Contact Sarah Sears, Director of Membership Programs, (703) 770-8214.

With 200,000 members and their associates nationwide, NAIFA is the largest financial services membership

association in the United States. NAIFA is a federation of 700 state local association all striving for the same

common goal: to protect your livelihood and your clients' financial security. Join today and get the power of

NAIFA behind you!

Connections That Count: Just as you connect your clients to the services they need, NAIFA connects you to

the resources you need to be successful. We are your voice on Capitol Hill and in your backyard, fighting for a

positive legislative and regulatory environment for insurance and financial professionals. We provide educa-

tion and networking opportunities that help your business grow. NAIFA communications — in print and

online — enhance your understanding of the industry.

NAIFA Northeastern WI

John Newton Russell Memorial Award Now Accepting Nominations The John Newton Russell Memorial Award is now accepting nominations. Download the application at www.naifa.org/

benefits/awards/documents/JNR2010.pdf.

The award is the highest honor that can be bestowed upon an individual in the life insurance and financial planning

industry and recognizes a lifetime of professional excellence, service to the industry and a commitment to ethical con-

duct. Nominations should be accompanied by a letter of support and a biography. All nominations must be received by

NAIFA by February 5, 2010.

For more information: See www.naifa.org/benefits/awards/jnr.cfm.

Get the Competitive Edge with LIMRA Market Awareness Series December 2009 – Building a Retirement Practice

To build a retirement practice, you must first find prospects and

convince them to schedule appointments. Learn the three primary

types of retirement planning, how to segment current clients, and

how to generate new prospects. Equally important, learn how to

manage objections to retirement planning and position your process--not the product

January 2010 – Gaining a Competitive Edge with the 50+ Market

The market of consumers who are 50 and older is large, lucrative, and more diverse than most peo-

ple realize. Learn about its sub-segments so they can increase sales, enhance service, and attract

and retain more clients.

NAIFA Northeastern WI

NAIFA Northeastern WI

Legendary Lessons From Selling Brushes

When I started out in the business at 21, I managed to sell a friend a term policy. He was a Fuller Brush Man, and he

talked me into joining him to make some extra money on the side. Selling custom-made household cleaning brushes be-

came my first training in sales and contributed greatly to my successful 60-plus years in the business.

We worked 15 hours a day, six days a week, ringing hundreds of doorbells each day. I had never thought of working

like that in the insurance business, but that turned my life around. After seven years, I thought, Why am I doing this —

seeing all these people, getting doors slammed in my face? If I work one-tenth that hard, I could make it in the insurance

business. So, I gave up Fuller Brush and became a full-time life insurance agent, working — by my standards — part

time. I ended up No. 3 in my company the first year.

Needs vs. wants

Selling Fuller brushes, I learned that some things I’d been taught were wrong. I was told that you tell people what they

need and sell it to them. The problem was they weren’t buying.

It started to work when I switched from need to want. I’ve been a want salesman now for 40 years. Before I attempt to

sell anything, I try to find out what people want by listening. So, instead of being a talker, I became a listener. Instead of

being a need salesman, I became a want salesman.

By talking to 50, 60, 70 people a day, I learned that the key was to give them a solution to their problem. I found out

what they were trying to do and offered solutions instead of products.

See the people. Sell yourself.

The next thing that I learned is that you won’t make it in this business if you don’t see people. Most people in our indus-

try are simply not seeing enough people. You should talk to at least 30 people a week by starting to ask questions.

The biggest mistake a lot of people in our business make is trying to sell a product before they sell themselves. If they

don’t buy you, they won’t buy insurance from you.

The non-interview has been my primary source of prospects. My technique is to talk to everybody I ever see every day. I

ask them questions instead of speaking, and if I listen to what they have to say, they’re going to begin to like me.

The way they answer questions will tell you how you’re doing. If you ask if they’re married, and they answer ―yep,‖

you’re not doing well. If they answer, ―Yep. I married my high school sweetheart, and we’ve been together for...‖ Now,

you’re doing well. When their answers are longer than your questions, they’re beginning to buy you. I didn’t learn this

through company training — it came because of people exposure through my Fuller Brush experience.

Norman G. Levine, CLU, ChFC, is a 37-year MDRT member with one Court of the Table and two Top of the Table

qualifications. He has served as a Divisional Vice President, Chair and member of many MDRT committees and task

forces and spoken at several Annual Meetings. A Gold Knight of the MDRT Foundation, Levine is a past president of

numerous industry organizations and a recipient of the John Newton Russell Memorial Award and GAMA Interna-

tional’s Master Agency Award. The entirety of his comments made during the 2009 Annual Meeting session ―Sharing

Time with the Greats‖ is available for purchase at mdrtpowercenter.org.

NAIFA Northeastern WI