Head of the leading association of insurance and financial professionals promotes a “Culture of Belonging” and announces financial literacy and career recruitment efforts.

NAIFA CEO Kevin Mayeux has embarked on a national speaking tour, telling gatherings of insurance and financial advisors how the New NAIFA is uniting the insurance and financial services industry and speaking as a single voice on behalf of agents and advisors.

The tour kicks off NAIFA’s 130^th anniversary year. Mayeux’s presentation advocates for a “Culture of Belonging” that allows insurance and financial advisors who are members of NAIFA to combine their strengths, benefit from their peers, and be a part of something larger than themselves.

Mayeux’s keynote addresses include:

• February 4, Tyson’s Corner, VA: NAIFA-Greater Washington D.C.’s Success Summit
• February 5, Atlanta: NAIFA-Georgia’s 2020 Kick-Off
• February 20, in Los Angeles: NAIFA-Los Angeles’s Will G. Farrell Public Service Award & Leadership Recognition Luncheon
• March 11, Nashville, TN: NAIFA-Tennessee’s Sales Summit
• March 13, Memphis, TN: NAIFA Live, hosted by NAIFA-Memphis
• April 7, Columbus, OH: NAIFA-Ohio sales congress, Performance + Purpose + Policy

NAIFA’s reinvention of itself that began with a restructuring in 2019 is resulting in 42% growth in NAIFA’s recruitment on first-time members, Mayeux says. It is allowing NAIFA to provide flexible programming, available to members where and when they want it. The best example of this is NAIFA Live – monthly meetings hosted by NAIFA state chapters and open for members and guests to attend in person or virtually from regional watch parties or individual desktop or mobile devices using Zoom video conferencing technology.

During the speaking tour, Mayeux is announcing two new NAIFA initiatives: A financial literacy course available to NAIFA members to offer in their communities and a program to recruit new career insurance and financial professionals to the industry.

Moving the Needle on Financial Literacy on Main Street USA

NAIFA’s new financial literacy initiative delivers a fully-developed course available for NAIFA members to present in their communities. The course provides building blocks that consumers need to advance their personal financial security and peace of mind.

Insurance and financial professionals have a better understanding than anyone of Main Street Americans’ risk protection, retirement preparation, and legacy planning needs. NAIFA members work every day with families and small businesses across the country and see firsthand how financial literacy leads to good planning, security, and prosperity. They understand the challenges, know where gaps in financial literacy exist, and have solutions.

“NAIFA members are dedicated professionals who have committed their careers to helping clients meet financial challenges and prosper,” said Mayeux. “As the leading association of agents and advisors, NAIFA shares this goal and is providing resources consumers can use in conjunction with their work with financial professionals to increase their financial literacy and comfort.”

More than 82% of NAIFA members in a recent survey said they are sources of financial education and information for their clients. Many also work as volunteers in their communities providing financial literacy classes and programs. NAIFA’s financial literacy initiative will formalize the process, encourage producers to expand their audiences, and put NAIFA’s considerable influence and resources behind creating momentum for community-based personal finance education.

“We can have a huge impact,” Mayeux said. “NAIFA members are driven and passionate about what they do. They pursue their careers with the aim of helping others. If anyone can move the needle on Main Street USA financial literacy, NAIFA members can.”

To kick off the program, NAIFA is encouraging its members in communities across the United States to offer the financial literacy course. NAIFA is also asking for 130 insurance and financial services agencies to pledge to offer NAIFA’s financial literacy course in their communities and to contribute content to NAIFA’s new consumer-education website, www.financialsecurity.org.

Creating the Next Generation of Advisors to Serve Main Street USA

NAIFA’s second initiative aims to encourage talented and motivated individuals to pursue careers in insurance and financial services. The industry faces a potential shortage of agents and advisors over the next decade, while more Americans find themselves in growingly complex financial situations and needing professional guidance. At the same time, the existing producer force will suffer from attrition as many current agents and advisors reach retirement age.

Again, NAIFA is perfectly positioned to sell the insurance and financial services profession as a rewarding career option for recent graduates as well as people looking to make mid-career changes. NAIFA’s new consumer-facing website, www.financialsecurity.org, features articles and videos showcasing the career success of NAIFA members. In video interviews, NAIFA members will walk prospective colleagues through “a day in the life” of an agent and advisor and provide testimony on why they find their careers so rewarding.

NAIFA Is a Unifying Force on Behalf of Our Members, the Industry, and Consumers

A qualified and dedicated producer force and financially literate consumers are key to maintaining a healthy, vibrant insurance and financial services industry. A strong industry promotes the success of NAIFA members and their clients. As the leading association of agents and advisors, NAIFA takes its stewardship of the industry very seriously.

“NAIFA is constantly developing new programs and initiatives to help our members succeed,” said Mayeux. “This has far-ranging implications, because the success of insurance and financial professionals directly benefits the consumers who rely on them for products, services, and guidance. When we at NAIFA found ourselves in a strong position to improve American’s financial literacy and ensure consumers benefit from the next generation of financial professionals, we were bound to act.”

When asked what strategies they will use to attract more clients and grow their practice this year, an overwhelming majority of respondents (85 percent) plan to leverage existing client relationships (or word of mouth) to grow, focusing on the personal relationships they’ve cultivated. The remaining 15 percent plan to host educational events in the community (7%), leverage digital marketing (4%), attend networking events (3%) and advertise in local media and at events (1%).

“While leveraging existing relationships still remains a viable strategy for female advisors to attract new clients, with fee compression, financial advisors will need an innovative approach to reaching prospective clients,” Carter said. “We continue to be committed to providing business planning and marketing support to our financial advisors, so they can focus on doing what’s most important – providing an exceptional client experience.”

 An optimistic outlook

 According to the survey, 52 percent of respondents say they feel the barrier to career progression for women in the financial services industry is improving, and that women have an equal opportunity to succeed in the industry.

 Attracting women to the industry

When asked what would be most impactful for financial- services firms to help attract women to the financial- services industry, almost half (46 percent) of respondents said clear visibility of women in executive leadership positions where they have more of a noticeable impact and can determine firmwide policy.

 Additionally, 27 percent of the respondents noted that more access to financial classes for high school and college students could help lead them to a financial advisor career and would be the most impactful.

 To be successful throughout the different stages of their careers, 30 percent of respondents said that, beyond building their practices, seeking out a mentor and focusing on that relationship is the most important for women early in their careers.

 The online survey of 204 top-earning female financial advisors was conducted in advance of Edward Jones’ Fifth Women’s Conference. Out of 3,100 of the firm’s women financial advisors, the top 250 qualified to attend the conference.

Advisor Today: Why did you join NAIFA?

Brian Haney: I became a NAIFA member because my dear friend and mentor, Ken VanValkenburgh, told me that if I wanted to really grow as a professional, I needed to “get connected and involved.”

That was a little over 10 years ago and it has proven to be some of the best advice I’ve received. NAIFA is an organization uniquely dedicated to making the financial industry better in every respect. Its values are my values.

As a member, I feel there is no close second to the rich relationships NAIFA membership offers, exceptional leadership development it provides, and there’s also no one else I want in my corner representing me in the legislative arena. NAIFA has given me so much and I know without a doubt I am a better professional and a person who is living a richer life as a result.

Ike Trotter: I joined NAIFA in my first year in the business. I had actually gone to our annual NAIFA Mississippi state conference on the Mississippi Gulf Coast in June of 1975 as a guest of my father, who brought me into the business.

While there, I was called upon to play tennis as the doubles partner to then NAIFA national president Bob Forker, who was the featured speaker for this conference.

He obviously made quite an impression on me and I joined NAIFA at that conference and have been a loyal member now for 45 years!

AT: How has NAIFA helped you advance in your career?

Haney:  NAIFA has helped me in perhaps every aspect of my practice. NAIFA has delivered exceptional value for me in 3 other key areas:

1) It has made me a better leader, through things like LILI, being a Board member locally, along with the volunteer roles nationally, and regular participation in NAIFA events.

2) It has helped me be a better professional – NAIFA has supported my professional development with valuable education and professional designations, like the LACP, that allow me to improve my professional aptitude while standing out among my peers. NAIFA has helped me market and distinguish myself through it’s wonderful award & recognition programs, as I have been fortunate to be a routine NAIFA Quality award recipient, a 4 under 40 winner, and also NAIFA National Diversity Award Champion, all humbling achievements not possible without my NAIFA involvement and the support it has given me for years.

3) It has made me a better person – as trite as it seems sometimes when I say this: “NAIFA feels like an extended family.” The relationships I have in NAIFA are with some of the best people I know, people who I deeply admire and respect, and people who have been there for me over the years in good times and in bad. My time spent with them has raised the bar for me and will keep it raised as long as they let me be a member!

Trotter: Quite frankly, I’m not sure if I could have survived as a young person in our industry without the tutelage and support of NAIFA. The professionalism, the camaraderie, and the leadership opportunities have all been just tremendous.

NAIFA was also instrumental in furthering my career development with related organizations like MDRT, The Society of FSP, and The American College. NAIFA is certainly a home run for career development in the financial-services business.

AT: Any congratulatory messages for NAIFA as it celebrates its 130th anniversary?

Haney: NAIFA, you have embodied excellence for our profession, perseverance through waves of change, and you continue to point us forward towards a brighter future. Thanks for your decades of hard work and significant accomplishments. Can’t wait for the next 130 years!

Trotter: Thanks to you, NAIFA, I have enjoyed a wonderful career!

AT: What are your plans for celebrating this important anniversary?

Haney: I plan on attending as many NAIFA events as I can this year. From the Congressional Conference in May to one of my favorite conferences each year, Performance + Purpose in October, along with dozens of local and regional ones throughout the year. I would encourage members not to celebrate this alone – go out and lock arms with colleagues and peers as we keep this industry going and growing!

Trotter: I look forward to attending NAIFA P+P in Boston and being a part of the best career conference in our industry!

The new survey found that the top delayed life milestones include saving for retirement (54%), getting married (53%), and having children (50%). Not surprisingly, the payoff for delaying these milestones is great. Of those who’ve delayed a traditional life milestone, 74% have reported being more financially stable as a result.

The change in life priorities is tied to emotion, with about half of those surveyed (48%) saying they have personal insecurities – from financial insecurities to where they are in their careers–which have made them put the brakes on reaching certain milestones. An additional 47% say that they are saddled with the responsibility of paying off student loans, and a quarter (25%) say that they are putting their careers first.

While Americans are delaying key life milestones, it doesn’t mean they’re not worried about the repercussions. In fact, 77% of those surveyed say they are concerned about putting off certain life milestones.

The top five delayed milestone worries ranked in order of priority are:

1. Retirement (43%)
2. Buying a home (35%)
3. Having children (32%)
4. Getting married (32%)
5. Long-term financial planning (28%)

Following a nontraditional life path has not changed what matters when it comes to relationships with loved ones. A whopping 72% of those surveyed say that financial security is an important act of love — with men more likely to agree that financial security is a genuine act of love then women – 80% vs. 64%.

“While traditional milestones are no longer making or breaking what’s important in life, financial security for you and your loved ones is a necessity,” said Faisa Stafford, President and CEO of Life Happens.

“Our study shows that 54% of people have had to deal with unexpected life events, which have impacted their long-term financial planning, bringing to the surface the reality that our life’s path can change in a second. During this season of love, we’d like to remind consumers about the value of life insurance–not for you, but the ones you love; it is a critical tool to financially protect your loved ones, whatever happens in life and no matter what life path you choose.”

In support of this message, Life Happens has launched its annual Insure Your Love campaign focused on motivating people to purchase life insurance to protect their loved ones financially.

The January Index puts an optimistic spin on life insurance application volume after an uninspiring 2019 YTD (+0.4%), according to the Index. This sets a January index level not seen since 2016. January’s activity was up 7.3% from that of December, in an unprecedented jump for a January M/M.

All the MIB Life Index age groups showed growth in January, with life insurance application activity ages 0-44 up 3.4%, ages 45-59 flat at 0.1%, and ages 60+ up 3.4%. As the largest segment of the composite Index, ages 0-44 had the greatest impact, while ages 60+ seemed to put the brakes on a bit, after 2019’s 10.1% year-end growth.

Having accrued nearly 40 years of inimitable expertise in the field of legal services, Rosenblatt established his firm, Howard M. Rosenblatt, PA in 1985. He previously worked as of counsel of Birr, Bryant, and Saier. Rosenblatt focuses much of his practice on estate planning, financial planning, and probate.

Rosenblatt devoted more than 40 years of his career as a financial professional for The MONY Group in Gainesville, FL. Before retiring from the organization in 2014, he performed sales and services of life, health, disability and long-term care insurance products, provided financial advice and sold and serviced annuities, mutual funds, stocks and bonds. Prior to entering law and financial services, Rosenblatt contributed for one academic year in the classroom as a teacher at Stanton Vocational High School in 1969 and 1970. In addition, Rosenblatt served as cantor of Congregation First Sons of Israel from 1971 to 1976 and cantor of Congregation B’nai Israel of Gainesville from 1983 to 2010.

“Congratulations to Howard Rosenblatt on receiving this well-deserved award and recognition,” said NAIFA CEO Kevin Mayeux. “Howard is active in his professional association, and he exemplifies the career dedication and leadership NAIFA prizes among our membership.”

Rosenblatt served as president of NAIFA-Gainesville and is a member of NAIFA’s national Government Relations Committee. In 2018, he received NAIFA-Florida’s Snead-Bryan Award (Advisor of the Year).

NAIFA is the only professional association for agents and advisors American National invited to operate a booth at the seminar’s exhibitors’ expo.

American National producers are well represented among NAIFA’s membership and include NAIFA Past President Cliff Wilson. They are active in NAIFA’s political advocacy work at the state and federal levels.

“American National Insurance understands the importance of supporting agents and advisors to ensure the success of our industry and promote the best interests of their clients,” said NAIFA CEO Kevin Mayeux. “NAIFA is proud to participate as the exclusive professional association exhibitor at their professional seminar, and we look forward to hosting American National producers at NAIFA’s Congressional Conference in May and Performance + Purpose in October.”

Keynote speakers

We’re excited to announce that Jason Dorsey will be the Friday keynote speaker at the conference. Dorsey is a pioneering Gen Z, Millennial, and generations speaker and researcher. As President of the Center for Generational Kinetics (CGK), his mission is to separate generational myth from truth to solve generational challenges for leaders. He speaks to audiences all over the world, sharing fresh insights, unforgettable stories, and specific processes that drive results for leaders.

World-class speaker, business leader and author Morris Morrison will be the Saturday keynote speaker. Orphaned twice, Morrison’s unforgettable message reads like a Hollywood script, but is very much real life.

Challenges and disruptions early in his life uncovered his unique ability to entertain and engage, and his rare mix of creative talent and business acumen fuels his desire to help people grow. That is why he is one of America’s most in-demand speakers. His highly inspirational message showcases a fearless capacity to lead, while staying focused amid DISRUPTION and chaos.

More high-quality sessions planned just for you

In addition to these keynote presenters, NAIFA P+P will offer more than 20 breakout sessions to help you achieve greater success than you currently have–whether you are an advisor with an advanced practice or one who is just starting out.

And this year’s conference will be extra special because NAIFA is celebrating its 130^th anniversary of advocating on your behalf and helping you move your career forward.

Stay in the know by visiting the P+P Conference site at https://conference.naifa.org/performance-purpose-2020.

Although NAIFA Trustee Wes Booker, LUTCF, lost his father at an early age and did not achieve his goal of becoming a running back for the National Football League, he did not allow these setbacks to prevent him from making it to the top. Instead, he forged ahead, and today, he is a NAIFA trustee, the founder of a professional minor league team, and the owner of a thriving financial practice.

Booker was only three years old when his father died. After graduating from White Hall High School, he played football for the University of Central Arkansas Bears, where he graduated with a Bachelors’ degree in Business Administration.

Upon graduation, Booker joined Farm Bureau Insurance Company, and in 2002, within months of joining the company, he had broken myriad life insurance sales records and won numerous awards. Today, he is the CEO of the Wes Booker Agency, The Horace Mann Companies, in Maumelle, Arkansas. He has won the NAIFA National Sales Achievement Award two years in a row and the NAIFA National Multiline Sales Award.

In addition to winning many awards and accolades, Booker is an active NAIFA volunteer and a member of the association’s Diversity and Inclusion Task Force, which was created several years ago as part of the association’s 20/20 Strategic Plan. Booker and his team created the highly sought-after NAIFA Diversity Champion Award, which recognizes the exceptional efforts of NAIFA members who seek to promote the full and equal participation of diverse people in the insurance and financial-advising industries.

“The work of the Diversity and Inclusion Program over the years has produced programs that can aid companies and agencies in recruiting and retaining a new workforce that mirrors the changing face of Main Street USA,” Booker said. “We see the principles of diversity and inclusion as fundamental to evolving the workforce in the financial-services industry.”

Booker also founded a professional minor league team for late bloomers, known as the Central Arkansas Rhinos. As head coach and general manager, he used this team to provide good players with an opportunity to play football longer and to be seen by the arena league and the National Football League.

In addition, Booker is a football official. After officiating at the high school level, he was invited to officiate in the Southwestern Athletic Conference(now known as the Southeastern Conference). In 2013, he was inducted into the White Hall Sports Hall of Fame and in 2017, he was inducted into Arkansas Sports Hall of Fame (1991 UCA Bears National Champion Football).

Booker is also a mentor, a motivational speaker, and author of several books, including Field Presence: It’s Not Enough Just to Play the Game. In this inspirational book, he details his struggles to overcome failure, his journey to influence others, and his rise to success. He also serves on many boards and volunteers in whatever capacity he is needed.

Gagne joined the financial-services industry in 1992 and is a founder of Affinity Investment Group in Exeter, New Hampshire. The company provides wealth management and distribution-planning services to retirees or those planning to retire.

Gagne’s involvement in NAIFA is extensive. He is a past president of the New Hampshire chapter of NAIFA and was awarded the NAIFA New Hampshire Distinguished Financial Advisor Award in 2008.

He has garnered national exposure in professional trade magazines on practice management and planning issues. He has written several articles for Advisor Today and is a past recipient of the magazine’s Four Under Forty Award. He has also co-authored several books on estate and financial planning.