EVENT DETAILS. Cash Jackpot Up to $550! Date: Thursday, Oct. 27, 2011

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1 THE NEWSLETTER OF THE NATIONAL ASSOCIATION OF INSURANCE AND FINANCIAL ADVISORS - OMAHA OCTOBER 2011 Oct. 27 Professional Development Luncheon and BONUS Seminar Join us on Thursday, Oct. 27, when our featured speaker will be James Slotnick, JD of Sun Life Financial Distributors, Inc. His provocative presentation entitled Healthcare Reform: What s Happened and What s Coming will review the important aspects of healthcare reform including: Dependent Care Coverage Medicare Part D Reform Individual Mandate Employer Mandate Mr. Slotnick has spent his entire career at Sun Life. During his 10-year tenure, he has risen through the ranks, holding various sales and management positions. In 2008, he became the founding member of Sun Life s Annuity Advanced Markets Group. Mr. Slotnick earned his BA from Saint Anselm College, his MBA from Suffolk University s Sawyer School of Management, and his JD from Suffolk University Law School. He is a member of the Massachusetts Bar and holds Series 6 and 63 licenses. FREE BONUS SEMINAR: LET S MAKE A DEAL: TAXES AND DEFICIT REDUCTION Prior to the luncheon, James Slotnick will present a special CE program from 10 to 11 a.m. This bonus seminar is FREE for all NAIFA members and guests! In 2010, there were ideas and pieces of legislation that have the potential to impact the American people for years to come. Advisors have the difficult job of reassuring their clients that the financial plans they have put together will not be derailed by future government actions. This presentation will review the important aspects of tax law changes and potential deficit reduction plans. Slotnick will cut through the noise and explain some of the myths about these extremely important topics. The program is approved for one hour of Nebraska & Iowa Insurance and CFP credit. Special note to current members and Agency Managers: This is a GREAT opportunity for your non-member friends and agents to experience first-hand the great benefits of NAIFA membership! More LUTC Classes Starting Soon! What: LUTCF FA 201: Techniques for Exploring Personal Markets When: Starting Oct to 11:30 a.m. (8 weeks) Where: Farm Bureau Omaha Development Center 5005 S 153rd Street, Ste. 202 This course provides an in-depth look at penetrating the personal markets using the life-cycle marketing strategy and selling/planning process. Learn to segment your market into four adult life-cycle segments and recognize the common insurance and financial needs members of these market segments have. Apply this approach to new prospects and existing clients. Create a basic marketing plan to apply the life-cycle marketing strategy to your practice. Other topics covered include: disability income, life, long-term care, and Medicare supplement insurance; overview of investment products; special markets; and retirement and estate planning. What: LUTCF FA200: Techniques for Prospecting: Prospect or Perish When: Starting Nov. 3, 9 to 11:30 a.m. Where: Zurich Services of America FNB Parkway (room TBD) Continued On Page 8 EVENT DETAILS Date: Thursday, Oct. 27, 2011 Time: CE Seminar: 10 a.m. to 11 a.m. Buffet Opens: 11 a.m. to 11:45 a.m. Program: 11:45 a.m. to 1 p.m. Location: Champions Run Country Club Eagle Run Drive Speaker: James Slotnick, JD Assistant VP of Advanced Markets Sun Life Financial Distributors, Inc. Topic: Healthcare Reform: What s Happened and What s Coming Cost: NAIFA-Omaha Members No Charge Guests $20 (Payable at the Door) Cash Jackpot Up to $550! We didn t have a winner at the Sept. luncheon, so we ve added another $25 to the jackpot and will try again on Oct. 27. ALL current NAIFA-Omaha members are eligible to win this drawing, which concludes our monthly luncheon. But you must be present to win! It s just one more great reason to attend NAIFA-Omaha luncheons.

2 NAIFA Fighting for You and Your Clients A Message From NAIFA-Omaha President Mike Miller, CLU As one of his last official acts as NAIFA National President for the year, our own Terry Headley testified on Sept. 13 before a congressional subcommittee on behalf of all NAIFA members and their customers. Terry s message was that pending SEC and Department of Labor fiduciary regulations would adversely affect middle-market consumers by limiting their access to the personalized service and advice that we provide. On Sept. 19, the DOL announced they would withdraw and re-propose its rule defining fiduciary duty. In short, it was a temporary win. However, this was just one skirmish in the seemingly endless attack on our industry. There may be a day in our future that we can relax, knowing our business is free from further government intervention and regulation. That day may come sometime, but it certainly won t be anytime soon. Until then, be assured that the battles that we need to fight are indeed being fought. I d encourage you to visit and read about our advocacy efforts in action. Once you do, forward the link to some of your non-naifa member associates and ask them how long they think their business would survive without our vigilance. Encourage them to make a very small investment in their careers and join us now. THE ADVISOR PAGE 2

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4 NAIFA-OMAHA MEMBERSHIP UPDATE WELCOME! THE FOLLOWING NEW MEMBERS HAVE RECENTLY JOINED NAIFA Name Company Sponsored By Barbara Cogburn Physicians Mutual Tom Demory State Farm Steve Howard Justin Miller American National Ins. Joe Miller Marybeth Munnelly-Rommelfanger Physicians Mutual THE FOLLOWING MEMBERS HAVE RECENTLY RENEWED THEIR MEMBERSHIPS Name Company Josh Blecha Shelter Ins. Rick Blunk Curnes Financial Group Jeff Bridges Woodmen of the World Clinton Carr Carr Insurance Services Gene Eckelbarger Physicians Mutual Kirk Goodnight State Farm Clayton Gravatt Farmers Insurance Group Jim Guynan Financial Brokerage Josh Hilgenkamp Thrivent Fincl. for Lutherans Brian Jacobsen Jacobsen Financial Services Gordon Johnson Physicians Mutual Lauren Kingston Thrivent Fincl. for Lutherans Rick Martin Martin & Co. Fincl. Services Mike Murphy Grace/Mayer Insurance Damon Nichols American National Ins. Co. Name Marla Norton Zach Parker Marde Pribl Curt Richards Paul Scholz Mike Story Andrew Wacker Company New York Life Securities America Portamedic Thrivent Fincl. For Lutherans OCI Insurance & Fincl. Svcs. Physicians Mutual Mass Mutual Brokerage If you have any questions or concerns about your membership status, please contact the NAIFA-Omaha office, managed by Creative Association Management, at (402) Your membership is important to us and we want to hear from you! Find More Membership News On Page 8 NAIFA After Hours Oct. 25 at Kona Grill Help us celebrate a successful NAIFA Membership Day by joining us for a NAIFA After Hours event on Tuesday, Oct. 25, at Kona Grill, located at Village Pointe Shopping Center. Come and enjoy free appetizers and complimentary beverages from 4 to 6 p.m. Bring your new member applications or better yet, bring your new and prospective members with you! There is no need to register for this event just come and have fun! THE ADVISOR PAGE 4

5 CONFIRMATION OF ATTENDANCE Thursday, Oct. 27 NAIFA-OMAHA LUNCHEON AND BONUS CE SEMINAR LOCATION: Champions Run Country Club, Eagle Run Drive BONUS CE SEMINAR: 10 a.m. 11 a.m. BUFFET LINE OPEN: 11 a.m. 11:45 a.m. PROGRAM: 11:45 a.m. 1 p.m. To confirm your attendance at one or both of these events, please advise us by Noon on WEDNESDAY, OCT. 26 NAIFA-Omaha Members FREE; Non-Members $20 You can confirm your attendance via one of the following ways: Complete this form and fax it to NAIFA-Omaha at (no cover page necessary) Mail to NAIFA-Omaha at P.O. Box 24133, Omaha, NE Call the NAIFA-Omaha/Creative Association Management office at Simply leave a voic message if no one is available to take your call. Send an to the NAIFA-Omaha office at naifa@cam-omaha.com I plan to attend the following event(s) on Thursday, Oct. 27 (Check One or Both Events): Bonus CE Seminar (Free to All Members and Guests) NAIFA-Omaha Luncheon (NAIFA-Omaha Members FREE; Guests $20) YOUR NAME YOUR GUEST(S) NAME COMPANY THE ADVISOR PAGE 5

6 FREE SEMINAR for NAIFA-Omaha Members! Attend Tax Strategies for the Self-Employed Insurance and Financial Advisor (For 1099s, Statutory Employees, S Corps, C Corps, LLCs, and Sole Proprietors) Thursday, Nov. 10, a.m. to 11 a.m. Champions Run Country Club Eagle Run Drive RSVP BELOW FOR THIS FREE SEMINAR Many of us assume our accountants take care of our taxes but forget that WE are the ones giving them the numbers and records they are using to prepare our tax return. This seminar is guaranteed to identify between $2,500 and $27,500 in NEW deductions that can be used right away to pocket thousands in tax savings. These deductions are based in tax LAW, but presented in simple English that all of us can easily understand. You Will Learn: Stimulus Package Deductions Updates for Now is the time to implement these deductions so you save thousands on your tax return. Increase your income How to use the tax side of your business to INCREASE your spendable income. Myths What taxes really cost you regardless of your earnings. Entertainment Strategies Two remarkable entertainment deductions available to Insurance and Financial Professionals that may surprise you. Double Entertainment Deductions How to safely transform 50% entertainment deductions into 100% deductions. Audit-Proofing Documentation tips that will save you time, all the time. Help Your Accountant How you can help your accountant work more effectively on your behalf. Car Strategies Six methods that produce thousands in deductions. PLUS, NEW first year auto depreciation deduction UPDATES! Actual Expenses vs. IRS Method Mileage New $25,000 automobile deductions you don t want to lose. IRS Audit Reduce your chances Red flags to avoid. Home Office Deduction Why Insurance and Financial Professionals may now safely qualify for this remarkable deduction and how it transforms personal commuting to deductible business miles. Learn how a 105 Medical Plan can turn your family s medical expenses into tax-favored business expenses. This seminar is presented by Maine Shafer, J.D., of Bradford and Company, Inc., and excerpted from the Bradford and Company, Inc. Tax Strategies for the Self-Employed audio course (available to register for after the seminar). PLEASE NOTE: This seminar will NOT provide any continuing education credit. It WILL help you save money on your taxes! Register by to naifa@cam-omaha.com or call the NAIFA-Omaha office at (402) No charge for members. Non-members welcome $25 guest fee payable at the door by cash, check, or credit card. Brokerage Services, Inc. Friendly Professionals Offering Quality Insurance Products Put Us On Your Staff! Neal A. Thomas, CLU, ChFC (402) (800) Lincoln Lisa Skinner (402) (888) Herman/Omaha THE ADVISOR PAGE 6

7 UPCOMING EVENTS October 25 NAIFA After Hours 27 Expanded Membership Meeting (w/ce program prior to luncheon) November 10 Income Tax Strategies CE Seminar 15 Membership Breakfast December NO Membership Event in December January 26 Membership Luncheon February 23 Awards Dinner 29 NAIFA-Nebraska Legislative Day in Lincoln March April 24 NAIFA-Nebraska Free CE Videoconference Membership Breakfast Expanded Membership Meeting (w/ce program prior to luncheon) All luncheons will be at Champions Run Country Club, Eagle Run Drive. THE ADVISOR PAGE 7

8 LUTC Classes Start Soon! This course (Techniques for Prospecting: Prospect or Perish), teaches advisors industry-proven methods for successfully identifying, selecting, and approaching prospects for financial products and services. The course covers procedures for creating prospect awareness, target marketing concepts, and prospect qualification and prioritization techniques. Students learn how to overcome the psychological barriers to prospecting and innovative approaches to setting income and activity goals. Strategic, tactical, and operational business planning processes are presented in detail, along with effective contact management systems. In addition, practice management concepts, professionalism, and ethics are explored. Tuition and Fees Your tuition includes all required study materials, access to convenient online learning tools, and your examination. Supplementary study materials are also available for an additional cost. Admission Fee This is a one-time, nonrefundable fee for new enrollees at The College: $ Course Tuition Tuition includes all study materials and examination fee: $ Shipping: $25.00 per course Continued From Page 1 How to Sign Up: Returning students will sign up via their American College login. New students can create their account by going to and click on the ENROLL/Student Login link at the top of the screen. Questions? If you have any questions, please contact Todd Gaswick at (402) or tagaswick@firstcommand.com. The Contenders: Let s Beat Chuck! NAIFA-Omaha member Chuck Olson of OCI Insurance & Financial Services is taking on the entire NAIFA-Omaha membership to see who can sign up more new members between now and our next membership meeting on Oct. 27. That means Chuck is outnumbered by about 450 to one! Will he join the list of history s underdogs who triumphed against overwhelming forces? Or will the NAIFA-Omaha membership come out on top? Which side of history do YOU want to be on? You can help the NAIFA-Omaha cause by signing up a new member this month. A membership application can be found on our NAIFA-Omaha website at or new members can join online at We will announce the winner at the Oct. 27 membership meeting. Oct. 25 is NAIFA National Membership Day We re asking all NAIFA-Omaha members to get involved and help grow our membership by encouraging prospective members to join NAIFA. If every member could reach out to ONE prospect this month and extend a personal invitation to join NAIFA just think of what we could accomplish! Sometime this month, make an appointment with just one person you know who is not a NAIFA member but SHOULD be! Meet them for coffee, treat them to lunch, and make them aware of NAIFA s critical importance to the industry and then ask them to join! Want an easy way to initiate the discussion? Just forward to them the following message: With the national debt at an all-time high, both our federal government and most state governments are looking for revenue to balance budgets and meet basic services. Meaning many old questions are being raised again: 1. Why are the Death Benefits of Life Insurance always tax-free? 2. Why is the inside build-up of cash value from Permanent Life Policies (Universal Life, Whole Life, Variable Universal Life) tax-free? Why not tax the inside build-up of cash values just like we tax interest on savings accounts and Certificates of Deposit? 3. Why should insurance agents and brokers be paid commissions on health insurance products? Couldn t these commission dollars be better spent on prevention and wellness programs? These are the questions that are being asked today in and outside the Washington, DC beltway. Can you afford to allow these questions to go forward and be answered in a way that lowers or stops your current commissions? That s why it s more important now than ever before for you to join NAIFA. If you cannot be involved this month or you do not feel comfortable reaching out to a peer NO PROBLEM! Just pass your prospect s name and contact info along to NAIFA-Omaha membership committee chair Tanya Patzner at Tanya@tanyapatzner.com or call/text her at She ll take it from there! Please make it a point to invite someone you know to join NAIFA this month! We need everyone to be part of the team. Please reach out to those you know who are not NAIFA members but should be! New members can join online at Your help in growing our membership is greatly appreciated! THE ADVISOR PAGE 8

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10 NAIFA-Omaha Headquarters P.O. Box Omaha, NE RETURN SERVICE REQUESTED Legislative Advocacy Highlights NAIFA s federal and state government relations team has been hard at work addressing Health Care Reform, Tax Reform, Financial Services Reform, and state issues this past year. In this streaming video and PowerPoint presentation taped during the 2011 NAIFA Career Conference and Annual Meeting Legislative Forum, get a recap of their efforts, learn how NAIFA is preparing to meet the challenges anticipated to protect our industry, our practices, and our clients; gain insights on the political landscape; and learn how to participate in NAIFA s advocacy efforts. To view the program, go to: benefits/speaker_center/webinars/archives.cfm#forum Pay-to-Play: The Securities and Exchange Commission recently enacted a new Rule called Pay-to-Play that impacts a number of NAIFA members and their contributions to IFAPAC. Prior to the Rule s enactment, your IFAPAC contributions were automatically shared between the federal PAC and your state PAC. Sharing your IFAPAC contribution with both your state IFAPAC and your federal IFAPAC is in the best interests of our advocacy program. To ensure that your IFAPAC contribution continues to be shared with your state PAC, contact your company or brokerdealer compliance department, then complete the NAIFA member directive at and click on SEC Pay-to-Play Rule. Build Your Online Identity With a Website Designed by Smarsh Financial Visions You need a professional presence on the web in order to grow your business and serve your clients effectively and proficiently. Smarsh provides the most comprehensive, affordable website service available to the insurance and financial services industry. Managing your site is easy and fast no outside designers or developers are needed. Select from more than 50 templates with articles, financial calculators, newsletters, reports, and quotes. All securities-related articles have been FINRA reviewed. We changed broker dealers and knew we would need to make a website change because of that. Smarsh (Financial Visions Websites) offered us more benefits and were more in tune to what our industry is all about. I was impressed by that, plus the options they already had in place that I knew would be compliance approved. Larry Lee, CLU, ChFC, NAIFA Member, California As a NAIFA Member, you pay $39.95 a month a savings of $5.00 per month with an initial set-up fee of $99 a savings of $50 off the regular set-up fee. To see how easy it is to have a custom site, take the Financial Visions five-minute demo tour at Index.aspx?PageID=294&N=Take%20a%20Tour For more information, visit or call When calling, identify yourself as a NAIFA member.