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NAIFA PROGRAMS IN A BOX -- TOPICS AND SUMMARY

WWW.NAIFA.ORG

NAIFA's Programs in a Box are designed to help local and state associations provide enhanced benefits for members. These multimedia educational programs deliver topics of practical interest that can be used for either monthly meetings or special seminars, and many are eligible for CE credit. An author recognized as an authority on the subject being covered develops each of these programs. For more information, visit www.naifa.org/benefits/education/pib.cfm.

LIFE INSURANCE & ANNUITIES

The Ten Most Common Life Insurance Mistakes and How to Avoid Them: In this presentation, 10 of the

most common mistakes agents make in selling life insurance are discussed and tips on how to avoid them are provided. You will learn how to better serve your clients by engaging in a detailed needs analysis and review every three years at a minimum to ensure their policies are current and the products they hold are appropriate in light of any changes in their life and/or business; consider various key questions regarding beneficiaries and consider financial and tax implications of various strategies. (Monte Scott ­ 2012)

for long term care insurance with 74% of Americans between the ages of 55-65 concerned that they need more ­ 3in4 Need More. (Margie Barrie, 2012)

Life Is Just A Cash Flow: The importance of selling

disability insurance begins and ends with income planning, yet we have a nation of people who have protected all of their assets except their most valuable asset ­ their income. Many people financially are better prepared to die than to live. This program will explain how to use motivation, emotion and strategy to make selling disability insurance an integral part of your daily business. ( Mark Petersen and Ryan Petersen- 2011)

Linked Benefits (Life Insurance or Annuities with Long Term Care Riders): Recognizing Opportunities

with Combination Products: Thanks to tax law changes, it is now possible to withdraw funds from life insurance and annuities on a tax favored basis to pay for long term care services or to pay long term care premiums. Linked Benefits (Life Insurance or Annuities with Long Term Care Riders): Recognizing Opportunities with Combination Products shares the tax changes and introduces a variety of products to help an advisor leverage a client's dollars. (Michael Smith ­ 2011)

The Health Insurance Agents' Future: The Affordable Care Act: This course explores the

pragmatic application of the Affordable Care Act of 2010 as it relates to the professional health insurance agent's functional history, current status and future. How agents should strategize best practices to maximize business growth and client service. Then it provides several strategies for both the agent's insurance practices and necessary public activity to enhance the market advantages and needs of clients while better informing communities on the impact of ongoing health care reform. (Dave Racer, MLitt- 2011)

Disability Insurance Awareness Month: Knowing

that producers do not sell what they do not own, this program demonstrates how to sell individual disability insurance policies by having producers in the audience sell other producers on DI. (Corey Anderson and Charlie Blomme ­ Produced in conjunction with the International DI Society ­ 2010).

Whole Life Insurance -- Why vs. How: Whole Life

Insurance has proven itself to be the bedrock of a financial strategy over the long run. This Programs In A Box will focus on why that is true instead of how to sell it. (Ken Grace ­ 2009).

Back to Basics: Quantifying the Life Insurance Need:

Understand the critical relationship between life insurance and client motivation. Refine your approach and learn how to translate numerical values into terms your clients can easily understand. (Panel Discussion ­ Produced in conjunction with SFSP ­ 2007).

Disability Insurance through an Attorney's Perspective: This program will provide advice for agents to

assist insureds when filing a claim for disability insurance coverage and will highlight the differences of individual coverage versus group long-term disibility coverage. (David Bryant ­ 2009).

Marketing Consumer-Driven Health Plans:

Understand the design issues to consider when recommending a consumer-driven health plan. Includes a descriptive/comparison of several plans (HSA, HRA & FSA) combined with High Deductible Health Plans. (Lawrence E. Lounds, CLU, ChFC ­ Produced in conjunction with AHIA ­ 2006).

Making the Suitable Sale: NASD Requirements for Variable Annuities: Four prominent industry

representatives speak from each of their distinct perspectives and provide a balanced view of the opportunities and challenges for financial advisors who sell variable annuities. (Panel Discussion ­ Produced in conjunction with SFSP ­ 2005).

Maximizing Health Savings Accounts Opportunities: Discover everything there is to know about

Health Savings Accounts: family coverage, contributions and discrimination rules, qualified expenses and distributions and more. (Dick Harlow, CLU, CSA, CBC ­ 2004).

HEALTH & EMPLOYEE BENEFITS

3in4 Need More ­ Long Term Care Campaign: National Awareness = Informed Consumers = Action: In this program, nationally recognized expert in training

agents, Margie Barrie speaks on how to sell Long Term Care Insurance and guides you through the process. This PIB walks you through the steps of why you should be interested in selling long term care insurance, how it will benefit you and the vital need

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Long Term Care Insurance: The Niche in the Executive Marketplace: Discover the benefits of Long

Term Care Insurance and why you should prospect the executive marketplace. (Debra C. Newman, CLU, ChFC ­ Produced in conjunction with AHIA ­ 2002).

Copyright © 2012 National Association of Insurance and Financial Advisors (NAIFA), All Rights Reserved.

Revised 10/2012

NAIFA PROGRAMS IN A BOX -- TOPICS AND SUMMARY

WWW.NAIFA.ORG

MULTI-LINE

Eight Secrets of the Top Performing Agents, Part I

In this PIB, speaker, author and trainer Bill Whitley shares insights learned from interviews with top multiline agents that have been translated into actionable steps you can utilize immediately to grow your practice. Advance from quoting home and auto to advising clients in a more holistic way. Close more sales and develop deeper and long lasting client relationships by mastering these tips and techniques. (Bill Whitley-2012)

FINANCIAL ADVISING & INVESTMENTS

Year-End Client Strategies: NAIFA member and MDRT

Top of the Table advisor Keith Gillies shares insights and proven experience on how you can leverage year-end planning strategies to help your clients minimize taxes, review and revise their existing insurance and financial planning documents, and prepare for the coming year. By doing so, you can solidify your client relationships and improve your 4th quarter results. (Keith Gillies, CLU, ChFC, CFP ­ 2012)

Successful Life Insurance Selling in a Multiline Agency:

Challenge your staff to be a valued resource for your clients by building effective staff/client relationships. (Matthew Tobben ­ 2004).

Using Trusts as IRA Beneficiaries: In this PIB, IRA

distribution planning expert Jeffery Levine will explore using trusts as IRA beneficiaries. Attendees will gain an understanding of IRA trusts and how they work, the advantages and disadvantages associated with IRA trusts and how to avoid many of the costly IRA trust mistakes made by clients that can destroy their retirement accounts. (Jeffrey Levine-2012)

Understanding Opportunities for Financial Advising in the Multiline Environment: Maximize

revenue, account penetration and client retention by segmenting your market and offering a variety of life insurance and financial products. (Robin C. Mueller, LUTCF ­ 2003)

Top Ten Retirement Planning Mistakes: Learn how

to avoid distribution planning traps and create liquidity that allows clients to maintain tax deferral for the long term. (April K. Caudill, JD, CLU, ChFC, AEP ­ 2008).

Protecting Your Client's Business: Four prominent

business insurance specialists discuss various aspects of keyperson insurance, buy-sell agreements, health insurance, disability insurance and retirement plans. (Panel Discussion ­ Produced in conjunction with LIFE ­ 2005).

Use Estate Planning to Improve Your Bottom Line:

Estate planning provides a valuable client service while improving your bottom line. Gain helpful ideas for incorporating this service into your practice. (David A. Straus, LLM, CPA ­ 2004).

Asset Allocation: Putting Your Client's Eggs in the Right Baskets: Develop strategies to help your clients better

understand asset allocation principles and concepts. Gain insight into risk/reward, asset classes, modern portfolio theory and more. (Paul Reavis, RFC, CLTC, LUTCF ­ 2004).

Business Insurance for Pass-Through Entities:

Establish buy-sell arrangements that preserve the control and value of a business at the death, disability or retirement of an owner. (Terri Getman, JD, CLU, ChFC & Marie Boric, CPA, MT, CFP, CLU, ChFC ­ 2003).

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NAIFA PROGRAMS IN A BOX -- TOPICS AND SUMMARY

WWW.NAIFA.ORG

PROSPECTING, MARKETING, SALES & PRACTICE MANAGEMENT

Propel Your Business with Out of the Box Thinking and NAIFA ClientCast®: In this PIB, twenty plus year NAIFA

member and Top of the Table qualifier Jim Silbernagel discusses three areas that you can implement immediately to grow your practice. He explores use of both traditional and cutting-edge tools to set yourself apart from your competition and build client relationships and sales. (Jim Silbernagel-2012)

ETHICS

The Top Five Ethical Challenges Facing Producers Today: This Program in a Box will help you to evaluate your own

code of ethics in the face of the greatest ethical challenges facing producers today. (Produced in conjunction with IMSA ­ 2010)

Dealing with Ethical Issues in Financial Services:

Participants are presented with ten situations they encounter in their day to day activities as financial services professionals and are asked to assess their reaction to the situations. (Ronald Duska Ph.D & Julie Ragatz, MA ­ Produced in conjunction with The American College's Center for Ethics in Financial Services ­ 2008).

Building Your Brand: In this program, brand expert Norm

Trainor guides you through the process of building your brand. This PIB walks you through the steps of establishing a mindset of success, targeting the right clients and activities, engaging and attracting clients with power questions and using the power of story to communicate value to clients. (Norm Trainor, 2012)

Values & Ethics: Being Compliant & Profitable:

Ethical behavior benefits consumers, agents and companies. Discover how you can put ethics into practice by creating your own code of ethics. (David F. Woods, CLU, ChFC, LUTCF & Brian K. Atchinson, JD ­ 2004).

Building Your Practice: In this program presented by team

building expert Gina Pellegrini you will discover the importance of building a team in your office and how to best manage them to be cohesive and successful. This PIB covers proven time management techniques and strategies for relying on your team to set appointments with the right clients and secure referrals. (Gina Pellegrini, 2011)

Engage at Every Age: How to Form Deep Client Relationships with Every Generation in Your Practice: This PIB explores the various reasons why advisors have

difficulty retaining assets across generations and the key difference between generational groups. Anne provides tips on how to help your cross-generation client retention and aspects to consider when relating to generations other than your own. (Anne Loehr- 2011)

Insider Secrets to the Affluent Women Niche Market: Discover the benefits of Niche marketing towards affluent

women and how to choose the best affluent women Niche. This PIB also covers the Niche Marketing Process, setting goals, and strategies to connect with affluent women. (Annette Bau, CFP- 2011)

Key Success Factors of Great Sales People ­ And How to Achieve Them: Learn about the four traits of

highly effective sales people; Strong Goal Clarity, High Achievement Drive, Healthy Emotional Intelligence, and Excellent Social Skills. Then delve deeper into the 15 success factors to help you become a great sales person and maintain that success over your career. ( Bob Arzt, CLU, ChFC, LLIF ­ 2011)

The Problem With Penguins: How to Dramatically Increase the Revenues of Your Financial Services Business by Branding & Packaging Your Big Idea:

Learn about the "penguin" problem and seven branding and packaging techniques that advisors can use right away to attract, meet and close more high-quality clients. (Bill Bishop ­ 2010).

The 6 Steps to an Effective Referral Conversation:

Discover how to get comfortable asking for referrals as well as the 6 Steps. (Matt Anderson ­ 2008).

Survive and Thrive in Your First Three Years: Develop

strategies for overcoming the challenges of building a successful career in the insurance and financial services industry ­ prospecting, lead generation, appointments, presentations, follow-up and referrals. (Jarred Elmar ­ 2005).

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