NAIFA Illinois
Your
Backstage Pass
Join the Jam Session
Education Conference - May 11
Annual Leadership Conference - May 12
In this issue...
Legislative Update
Overcome Your Fear of Asking
Winter 2011
Springfield,
Illinois
Permit No. 137
PAID
PRESORTED
STANDARD
U.S. Postage
NAIFA Illinois
Board of Directors
President
Laurie A. Adams, CLU, CFP, LUTCF
(309)681-8717
President-Elect
Louis J. Bufano, LUTCF
(773)374-6700
Winter 2011
Volume 40, Number 3
3
President’s Message
Hoopis Advisor Network
4
NAIFA Legislative Update
Lackman Named Speaker of IL Third House
IFAPAC Director
Jeff M. Keicher, CLU, CPCU, ChFC
(815)895-5178
5
Insurance Industry Legislative Day
Federal APIC/
NAIFA Health Director
Matthew C. Brashinger III, LUTCF
(773)864-8773
6-7
Overcome Your Fear of Asking
8-10
Your Backstage Pass
11
Professional Liability Program
12
Nichols for NAIFA
Secretary/Treasurer
Robert A. Styrkowicz, CLU, LUTCF
(847)356-8900
National Committeeman
Bruce P. Knopp, CLU, ChFC, LUTCF
(630)284-8607
Immediate Past President
Michael D. Harris, LUTCF
(618)457-5373
Government Relations/
State APIC Director
Theodore N. Tasky, CLU, ChFC
(773)864-8770
Finance Director
John W. Wheeler, Jr. CLU, CFP, ChFC,
LUTCF
(630)841-5421
Professional Development/
LILI Director
Michael L. Pickerill, FIC, LUTCF
(309)673-3839
Membership Director
Bruce I. Okrant
(815)531-9471
Membership Director
Randy E. Van Fossan, LUTCF
(815)932-3000
Membership Director
John M. Williams
(618)963-8888
Programs and YAT Director
Thomas J. Maus, CLU, ChFC
(773)864-8798
Director
Raymond Shimizu
(312)984-1000
Laurie Adams, CFP®, CLU, LUTCF
Phil Lackman
Matt Anderson
13-15 2010 NAIFA Illinois IFAPAC Contributors
15
Yes, NAIFA’s IFAPAC is a Special Interest
16
New - Distinguished Service & YAT Member of the Year Award
16
NAIFA Calendar of Events
Magenta Ishak
Advisor Editor: Sara Decatoire, CAE, IOM
Ph: (800) 543-9961
Advertising information and rate cards are available by contacting Deann French at
(217)971-4189 or deann.french@comcast.net. Advertisement in NAIFA Illinois’ Illinois Advisor in
no way or form constitutes an endorsement of a product or service unless specifically indicated. All
advertisements must meet the advertising policy guidelines as established by the NAIFA Illinois
Board of Directors. NAIFA Illinois reserves the right to refuse advertisements not in compliance
with our published guidelines.
NAIFA Illinois staff is Sara Decatoire, CAE, Executive Vice President; Joan Wohlgemuth,
Executive Assistant; Tiffany Francois, Membership Marketing Coordinator; and Phil Lackman,
Vice President of Government Affairs. NAIFA Illinois welcomes letters discussing concerns of
the insurance industry, articles published in the Illinois Advisor, or other topics of interest to the
membership. The editor reserves the right to select and edit articles for publication. Send letters to:
Editor, Illinois Advisor, NAIFA Illinois, 60 Adloff Lane, Springfield, IL 62703-4477.
NAIFA Illinois
President’s Message
by Laurie Adams, CFP®, CLU, LUTCF
As this magazine arrives in your mailbox I hope two things have occurred: first, please let
the snow be OVER! And, second, that you’ve taken the opportunity to view the new NAIFA
Illinois website.
Our staff has been hard at work to produce a site that is both easier to navigate and easier
on the eyes. You’ll find a link to our NAIFA Illinois Backstage Pass value proposition
video, designed to help you articulate the key benefits that matter to prospective members.
We’ve also added a link to a new video, specially created for us by NAIFA Chicago Region
member Mickey Straub. It’s titled No NAIFA, No Industry and is an
incredible depiction of our proud legacy and current legislative challenges.
Please take two minutes and view it now. Then, please share it with a
colleague (or two, or twenty!)
Maybe I’ve got too much snow on the brain, or maybe it’s my previous
experience as a weather girl, but it recently occurred to me that NAIFA has
much in common with the weather forecast. In most cases, people check
the temperature but care about little else unless there’s a storm coming.
Those of you who know me personally can attest to the fact that I dislike
sensationalism, so understand my concern when I tell you there IS a storm
coming. Just as I have never before opened a weather forecast to see “18.2
inches of snow on the way” I have never before seen such a serious threat
to the products we market.
I know last year’s dues increase was painful, but it’s important to recognize
it was the generated by our leaders forecasting this storm. It allowed
NAIFA to not only increase the government relations team by 25% but to
specifically focus on adding tax policy experts. We will need every ounce
of their expertise to battle Congressional focus on the elimination of ‘tax
preference items’, which include the tax favored treatment of both death
benefits and cash values.
So, encourage your colleagues to think of NAIFA membership as an
overcoat. When it’s warm and dry you can put it into the closet until you
need it. But for now, as Congress tackles tax reform and deficits, it’s time to
bundle up.
Take Your Practice
to the Next Level
with
Hoopis
Advisor Network
NAIFA members may take advantage of
discounted access to the Hoopis Advisor
Network, an online, multimedia learning
platform designed for producers in the financial
services industry. This online resource provides
you access to the top producers and industry
experts in the areas of Sales, Marketing,
Product Knowledge, Practice Management and
Motivation. The content is delivered to you via a
variety of different multi-media portals including
streaming videos, articles, skill assessments and
more.
NAIFA Members receive a 30% discount off the
monthly subscription to Advisor Network. For
only $29.95, your monthly subscription includes:
www.naifa-il.com
• Unlimited access to some of the top producers
and experts in the industry
• Self-study learning curriculum including
interactive quizzes, assessment tools and more
• More than 500 online videos and article
delivered in the most time-efficient, cost effective
method possible
Take your practice to the next level.
For more information: See www.han4naifa.com
or call Teri Shaw, director, NAIFA Preferred
Provider and Promotions, (703) 770-8225.
Illinois Advisor
Page 3
NAIFA Illinois Legislative Update
By Phil Lackman, NAIFA Illinois Vice President of Government Relations
General Assembly Gears Up – New Bill Introductions
The 97th Illinois General Assembly got down to business this
week with the leaders announcing committee assignments
and individual legislators introducing thousands of bills. On
Tuesday, during the adoption of the House Rules Resolution,
Speaker Madigan admonished members that in spite of the
income tax increase, members are still faced with a significant
budget deficit and spending cuts, not increases, will need to be
made.
In the report, point B2 specifically addresses the role of
producers & navigators. Interestingly it states, “Navigators and
producers should receive similar or identical compensation
for sales both inside and outside the Exchange.” While
this is clearly not the direction our agent/broker coalition
envisions with Navigators, we are encouraged by the fact that
compensation was addressed.
The 97th General Assembly begins with 33 new members - 9
in the Senate and 24 in the House. Even with all of the new
members, there has been little change in the make up of the
Insurance Committees. Senator Bill Haine (D-Alton) remains
Chairman of the Senate Insurance Committee, and Senator
Bill Brady (R-Bloomington) as Republican Spokesperson.
A vacancy created by Senator Brad Burzynski’s resignation,
effective February 14th, has yet to be filled. Representative
Monique Davis (D-Chicago) remains as the Chairman of
the House Insurance Committee. The only new Democratic
member of the committee is freshman Representative Robyn
Gabel (D-Evanston) who replaces Representative Deborah
Mell (D-Chicago). House Republicans have yet to announce
their committee assignments.
Senate Bill 1549 (Senator Haine, Insurance Committee Chair)
SB 1549 was introduced on behalf of a broad coalition of
employers, insurers and agents & brokers as an alternative to
enacting Health Benefit Exchange legislation in Illinois for
2011. Instead of creating an Exchange, it states an intent to
do so in 2012. It will be introduced in the House soon with
Representatives Mautino and Osmond as co-sponsors. Our
coalition met this week and we understand that the Director/
Administration is looking for sponsors for both an Illinois
Health Benefit Exchange bill and a separate bill for prior
approval of health insurance rates in Illinois. Feedback we
have received from the Democratic leadership and Insurance
Committee members in both chambers at this time is that there
is little appetite to move forward with a bill implementing an
Exchange in 2011. Hopefully our coalition approach will be
the alternative.
Health Reform Update
There were several developments this week in regards to
Health Reform in Illinois. The Governor’s Health Care
Reform Implementation Council has issued its Initial
Recommendations to the Governor, view at www2.illinois.
gov/healthcarereform/Documents/IL-HRIC Report.pdf
Submission and Justification Review Standards for New
and Renewal Health Rates
The Department of Insurance has issued a bulletin regarding
health insurers’ submission and justification of new and
renewal rate increases. View at www.insurance.illinois.gov/
cb/2011/RequiredSubmission2011-02.pdf
Lackman Named Speaker of Illinois Third House
Phil Lackman has been named 2011 Speaker of the Illinois Third House, the professional
organization for lobbyists in Illinois. Lackman was elected by the past Speakers and will
coordinate activities and communications for the group.
Membership in the Illinois Third House is open to the 1600 lobbyists registered in the state
and is voluntary.
Lackman serves as Vice President of Government Relations for the National Association of
Insurance and Financial Advisors Illinois (NAIFA IL), and the Independent Insurance Agents
of Illinois (IIA of Illinois). He also serves in a similar capacity for the Illinois Association of
Mutual Insurance Companies (IAMIC), the Illinois State Association of Health Underwriters
(ISAHU), and the Financial Planning Association of Illinois (FPA).
He is responsible for advocating the position of all aspects of the insurance and financial
planning industries, particularly in regards to distribution of insurance and financial products,
before state government. Additionally, Lackman works closely with all five national
associations on federal issues impacting insurance and financial service professionals.
Page 4
Winter 2011
Insurance Industry Legislative Day
Tuesday, March 29, 2011
Prairie Capital Convention Center, Springfield
Hosted By:
NAIFA Illinois
Independent Insurance Agents of Illinois (IIA of IL)
Illinois Insurance Association (IIA)
IL State Association of Health Underwriters (ISAHU)
IL Association of Mutual Insurance Companies (IAMIC)
Financial Planning Association of Illinois (FPA of IL)
Tentative Schedule of Events:
10:30 A.M.
10:45 A.M.
11:30 A.M.
Registration
First Time Attendee Orientation
Lunch and Introductions
1:30 P.M.
Break Out Sessions
2:30 P.M.
Capitol Visits (Transportation Provided)
5:00 -7:30 P.M. Legislative Reception (IL State Library)
Please use one form per participant, form may be duplicated.
-------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
Member of … NAIFA IL
IIA of IL (PIIAI)
IIA
ISAHU
IAMIC
FPA
Name:
Company:
Address:
(Street, P.O. Box)
Phone:
(City)
(ZIP)
Email Address:
Home Zip + 4:
(Or home address. This information will only be used to determine your legislative district for event planning purposes.)
Early Registration Fee (Before March 1st)
Regular Registration Fee (March 1st and later)
Non-member
Non-member Guest (To attend reception only)
TOTAL ENCLOSED:
Payment Options:
Visa
Master Card
Name on Card:________________________#
$ 35.00
$ 45.00
$ 55.00
$ 20.00
_______________________
American Express
Check
Exp. Date
Remit registration form and payment to: IIA of Illinois, P.O. Box 3352, Springfield, IL 62708-3352 or FAX to: (217) 793-6744
No refunds after March 1st, 2011
Visit www.InsuranceLegislativeDay.org for hotel details, legislator contact information, issues papers and more!
Illinois Advisor
Page 5
10 Ways to
Overcome Your
If asking for referrals was that easy, far more advisors would do
it. Here is what it takes. It is not easy but others have done it and
you can too – especially if you persist.
1. Believe in yourself
Most advisors think that asking for referrals feels pushy
or needy. I did a company webinar for over 1000 financial
professionals last week. There was a guest advisor on the show
called Eric, a former client of mine. I asked him what he said
to himself that gave him the confidence to ask for referrals. He
responded by saying: “My belief is: Why on earth wouldn’t you
do business with me?” This is a great example of an empowering
belief.
Tip 1: Believe ‘it’s silly not to ask’. Really, how often do you
meet legitimate prospects you can’t help? 5% of the time? 1%?
Tip 2: Focus on the reasons why you should ask for referrals,
not the unhelpful ones that stop you from asking right now.
Tip 3: Become your #1 fan. List out 20 reasons why people
should do business with you.
Tip 4: Learn how to change your beliefs by using the
suggestions in John Assaraf’s book The Answer.
2. Make sure you are earning the referral
You don’t recommend ‘business as usual’ – a bank with a drivethrough, a dentist who uses Novacaine, or a vet just because she
takes care of your dog’s ear infection.
Tip 5: Ask yourself: what am I doing to earn referrals?
3. Slay your fears of asking
Have you ever met a pushy person who expressed concerns to
you about coming across as pushy? I doubt it. You are not being
pushy by asking! You have great value to offer in an area where
most consumers are making poor decisions hand over fist.
There is a big difference between unhealthy traits – being
aggressive or passive - and the healthy right to assert how you
can help others.
4. Know when to ask and what to say
Ask when your client acknowledges that you have brought value
(usually beyond what they expected) and/or
when the relationship is good – when you have
earned it.
Develop wording that works – learn wording
that doesn’t just work for that one superstar
in your office (often that is hard to replicate).
I coach advisors on a 6 step fearless referral
conversation that provides the necessary pieces
to get high quality referrals on a consistent
basis.
Tip 6: The most important steps when
asking are being ultra-specific about
who you want to be referred to AND
working with your referral source so that
he is comfortable in opening up the door
effectively.
This means you are getting permission most of
the time from the prospect to contact them or
being personally introduced.
5. Build confidence through
competency: practice your referral
conversations!
There is an increasingly overwhelming body
of research that shows that talent is not born
but comes from deliberate practice. Talent is
grown. Getting good at generating referrals
is no different; it’s a skill that you can learn
and become talented at. If you really want to
be good at it – surprise, surprise – you need
to practice! Underestimate this point at your
peril!
Page 6
Winter 2011
Fear of Asking
By Matt Anderson
6. Put more leverage on yourself
What would get you to ask besides self-belief? The same advisor
I mentioned earlier, Eric, shared this: “When I first started, my
attitude was that either I get referrals or I’m out of business.”
He defined getting no referrals as failure which for him was
unacceptable. It’s no wonder he got good at it!
Tip 7: Set more juicy goals to push yourself to getting more
referrals. Also, include ‘getting more quality referrals’ in your
definition of success and ‘not asking’ as part of your definition
of failure!
Tip 8: If ‘I MUST ask’ is not pushing you to ask for referrals,
say to yourself: ‘I CAN ask for referrals’. ‘Can’ is a more
empowering word for most people.
7. The only way to defeat your fear is to face it: find
increasingly more ways to ask.
Nelson Mandela learned the hard way from 27 years in prison
on Robben Island: “The brave man is not he who does not feel
afraid but he who conquers fear.”
Tip 9: Build your asking muscle; most of the time you get
what you ask for. Start by asking for more things just out of
your comfort zone from tap water at coffee shops to better
seating at restaurants. Dealing with this slight discomfort
makes it easier then to apply to your business.
While it is sometimes less effective, it is not a crime to make
referral requests in an email or through LinkedIn!
Tip 10: Acknowledge yourself daily for what you did right.
Stop beating yourself up just because you don’t have parents
and teachers close by to do that anymore! Work deliberately
on being more comfortable in your own skin – more
transparent. You will be more referable.
Brian Tracy argues that “The key determinant to success in sales
and in life is how much you like yourself. The more you like
yourself, the less you fear rejection.”
8. Stop making excuses and take full responsibility
for your business
Who is responsible for your results?
9. Get busy making mistakes and growing your
business rather than trying to look perfect
This is not just a catchy play on words! We ONLY grow outside
our comfort zone (ex. your muscles only ache when you go
beyond what you usually do, right? You learned much more
your first year in business than your fifth). In other words, your
best learning zone is OUTSIDE your comfort zone. Making
progress is done often by small failures.
10. Expect referrals
Jason is a client of mine in Louisiana. He likes to plant the seeds
for referrals with an expectations discussion that basically states:
“My goal is for you to be delighted with the work I do. That
has to happen. Because if you are really happy, then you will
recommend me to others and then it’s a win for me too. So I
have to do a great job for you.”
Last time we talked he said: “I just expect people to refer us
now.” This needs to be your goal too. When you ask and expect
to receive, your body language, tone of voice, eye contact, AND
wording all send a positive message (this is another reason why
practice is important; it’s not just the words.)
See why it’s not so simple now? Well, be heartened by that fact
because most advisors don’t know what you now know, and
most of those who do won’t be willing to do what it takes! I
challenge you to take action and develop this skill. It will last
you a lifetime generating your favorite kind of business.
Matt Anderson, of the Referral Authority, specializes in training
and coaching insurance and financial service professionals how
to build referral-based businesses.
He is an active member of NAIFA Chicago and a LILI grad:
he currently serves on the national sub-committee of the Young
Advisors Team and as a liaison to the national Communications
Committee. In 2010 he spoke at MDRT in Vancouver.
He is the author of Fearless Referrals, which Brian Tracy,
author of The Psychology of Sales, says “teaches you the
“Golden Rules” for developing a continuous chain of high
quality referrals for any product in any business.”
Falling on your face is normal and all top producers have done
it more than they would care to recall. I still have my days when
I leave inept voice mails and get ignored with referral requests.
I’m human and I prospect the same species that has similar flaws
and challenges.
Tip 11: Develop a support system – of people, animals,
books, or music – whatever it takes.
Tip 12: Get comfortable getting uncomfortable.
Illinois Advisor
Page 7
Your
NAIFA Illinois presents
Backstage Pass
- Join the Jam Session
May 11&12, 2011 • Crowne Plaza Hotel, Springfield
Schedule at a Glance
May 11 - Education Conference
May 12 - Annual Leadership Conference
10:00 – 11:00 Registration & Coffee with the Exhibitors
11:00 - 11:10 Opening Ceremony
8:00 - 9:15 Individual Local Board Meetings or Strategy
Sessions (continental breakfast)
11:10 – 12:00 Tom Hegna - Powerful Language and Simple
Solutions for Retirement
9:15 – 9:30 Break
12:00 - 1:00 Lunch with the Exhibitors
9:30 – 11:00 Strategic Leaders’ Forum -- Divide time
between 1) Programs/PD/YAT 2)
Membership 3) Advocacy
-- Facilitated by Ian Hill and Lou Bufano
11:00 – 11:15 Break
5 hours CE
1:00 - 1:50 Ian Hill – Crisis is Opportunity - Success in
Times of Change
3 hours CE
1:50 - 2:10 Break with the Exhibitors
11:15 - 11:30 Opening Ceremony
2:10 - 3:00 4 Concurrent Educational Breakout Sessions
Jack Myers – Social Security
Aaron Guidotti – Using Technology in Your
Practice
Bruce Robbins – Success Sales Tools for
Total Account Selling
Dan Allison – The Six Questions and Answers that will Change Your Career
11:30 – 12:30 General Session – Ian Hill – Growing Your
Association in Times of Change!
12:30 - 1:30 Lunch and LILI Graduation
1:30 – 1:45 Break
1:45 – 3:00 Annual Business Meeting, Elections, Officer
Induction & DSA//YAT Awards
3:00 - 3:20 Break with the Exhibitors
3:00 p.m. Adjournment
3:20 – 4:10 4 Concurrent Educational Breakout Sessions
Rob Barnes – Demystifying Life Insurance
Aaron Guidotti – Using Technology in Your
Practice
Bruce Robbins – Success Sales Tools for Total Account Selling
Ian Hill – Success in Time of Change
4:10 – 5:00 Dan Allison - A New Approach to Earning Referrals
5:00 – 5:20 Announcements and Prizes
6:30 - 8:30 YAT – offsite networking & dinner
(individuals pay for own expenses)
8:30 - 10:00 President’s Reception - Everyone Invited!
Page 8
Attend both meetings earn up to 8 Hours of CE!
New this Year
- Distinguished Service Award - YAT Member of the Year Awarded May 12th!
Winter 2011
Speakers
Tom Hegna, CLU, ChFC, CASL
Powerful Language and Simple Solutions for Retirement
Tom Hegna is First Vice President for Retirement Income Security at New York Life. He started
his career in the insurance industry in 1988 with MetLife. He qualified for membership into the
Million Dollar Round Table (MDRT) in each of his first three years. In July, 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 2010. He
currently resides in Fountain Hills, Arizona. Tom is married and has four children.
He is a popular industry speaker, having spoken at the MDRT Boomertirement Roadshows,
the National NAIFA Convention and the Society of Financial Service Professionals National
Forum meetings, as well as numerous local association meetings. In October 2009 he spoke main platform at the Top of the Table
Meeting for the Million Dollar Roundtable. He spoke at the 2010 AALU National Meeting, the main platform at the 2010 NAIFA
Annual Meeting in Seattle and on the main platform at the Million Dollar Round Table meeting in Vancouver in June 2010. He has
been featured in articles in the American College Wealth Channel Magazine, Round the Table (an MDRT publication), the National
Underwriter and NAIFA’s Advisor Magazine.
Ian Hill - Crisis Is Opportunity - Success in Times of Change
Ian Hill was without a job, a career or a place to live when he came to Reno, Nevada. After taking a job as a
busboy at a major Reno casino, he quickly climbed to an executive management position in just three years,
finishing his hotel/casino career overseeing 30 departments and 1,100 employees.
Ian is now the President of The Changing Point, which works to help improve the lives of individuals,
neighborhoods and communities all across North America. This is accomplished through numerous speaking
engagements and his volunteer and philanthropic involvement in community-based projects through-out the
United States, Canada and Africa.
It is important to recognize that although Mr. Hill speaks to thousands of people all across North America, he
is not a speaker. He is simply a man who cares about his community, lives his message and speaks from his
heart. Through the use of our proprietary content development process we make sure every message is pin
point focused, relevant, meaningful and makes a deep impact on each specific audience.
Dan Allison - A New Approach to Earning Referrals
Dan Allison is an expert in human behavior and understanding the behavioral element of client referrals.
In this presentation, Dan will walk you through the real problem that consumers face in referring the
professionals they work with. Then he will show you how to implement simple strategies that will help you
start getting referrals right away without ever feeling like a salesperson. Drawing from his background in
clinical and behavioral psychology, Dan has interviewed thousands of clients to learn how they want to be
approached about referrals. The results are detailed in this popular talk that has been described as “brilliantly
simple,” “eye-opening,” and “the most refreshing presentation in years.”
Some key take away points you will learn:
1. Why the majority of their clients do not give referrals as frequently as they could.
2. The true roadblocks that prevent most professionals from creating effective referral relationships.
3. How to implement simple, step-by-step strategies to begin getting referrals immediately.
Illinois Advisor
Page 9
Registration Form
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Program materials are available at www.naifaeo.com
Why NAIFA?
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Not Yet Time To Renew?
Sign up for our “Renewal Reminder” at www.naifaeo.com
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Questions?
If you have any questions in regards to the NAIFA sponsored Professional Liability Program, please call
CalSurance (the program administrator) at 1-888-833-2304
CalSurance
E&O Program Specialists
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Nichols for NAIFA
Advocacy, Leadership, Camaraderie
NAIFA Illinois and NAIFA Chicago Region are pleased to announce their
unanimous support of John F. Nichols, CLU, for NAIFA Secretary in 2011!
Plan to attend the NAIFA 2011 Career Conference and Annual Meeting
on September 10-14, in Washington, DC
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Page 12
Winter 2011
Thank
You
Thank You
to All 2010 NAIFA Illinois IFAPAC Contributors
(C) = Capitol Contributor - $5,000 annually
(D) = Diplomat Contributor - $1,000 to $2,499 annually
(E) = Envoy Contributor - $500 to $999 annually
NAIFA Illinois
Bill Joe Davenport, Jr.
Michael Henry Domme
Michael E. Mains
NAIFA Illinois
Donald J. Robertson
Floyd Weeks
NAIFA Aurora
Daniel R. Dial
Ajit Z. Gandhi
Normal Dale Gaston
Kenneth D. Ireland
Wayne J. Norr
Jessica L. Pahlke
Dennis A. Prentice
David K. Thomas
NAIFA Bloomington-Normal
John D. Blackburn
James R. Brown (E)
Gerald E. Carter
Roger W. Garrett (E)
James W. Hanlin
Rachel Renee Johnson
Dennis E. Kagel
Tedd Dale King
Rick Kline
Rick A. McLean
NAIFA Bloomington-Normal
Terry R. Park
David B. Poppie
Maggie Pratt
Donald D. Puyear
NAIFA East Central
Scott A. Crawford
Joseph S. Fejes (E)
John William Hendrix
Stephen E. Henson
John S. May
Gary Lee Mickle
Rhonda R. Mitchell
Lawrence E. Mullins
NAIFA East Central
Richard R. Rotramel
James A. Smith
Mark D. Stutsman
Michael R. Weber
NAIFA Chicago Region
Rosemary T. Aitken
Manuel Amezcua
Matt J. Anderson (E)
Pamela C. Atkinson
Thomas R. Barmore
Richard G. Barr
Richard J. Batliner
Illinois Advisor
Domenic G. Battistella
James B. Begley
Andrew J. Beierwaltes
Arnold J. Bender
Richard C. Bett
Milton E. Brown, Jr.
Joseph R. Burden
Armand R. Capdevielle
James M. Clary (E)
B. Lee Clore
Kevin P. Cloutier
John W. Cruikshank III
Charles A. Cunningham
Joey Davenport
Eric Ekstrom
Van Andrew Ewing II
David Fain
Thomas E. Fay
Arno C. Filerman
Barry L. Finkelstein
Chuck Foster
Alex Freund
Martin I. Friedman
Ira M. Frost
John C. Gabbert
Alex Gairabetoff
Grand D. Gier
Martin E. Glickman
Neil Glynn
Bradford J. Gordon
George R. Gore, Jr.
Gilbert A. Haggart
Michael G. Halko
Bret A. Hartung
Laurence E. Herman (D)
Clay P. Hessel
Harry P. Hoopis
Peter H. Hoopis
Edward George Hopper
Scott B. Hunken
Charles R. Ieuter
Stacy L. Kahan
Allan M. Kaplan
Michael C. Keenan (D)
Kurtis L. Kidder (D)
Walter H. Kuntz
Sunny Kurman
Richard M. Lazarski
Joshua S. Lerner
David E. Levee
Lanny D. Levin
Mitchell H. Lewe
Barry N. Link (E)
Joseph Lolli
Amy R. Longenbaugh
Stanley J. Lovelace
Robery D. Lyman
Jeffrey T. Malicki
James L. Manelli
Jeffrey R. Martinath
Curtis L. Matlin (E)
Michael B. McGill
Garrett M. McNally
Corey D. McQuade
John W. McTigue
Dexter M. Means
James Menighan
Timothy W. Moffitt
Brian Muehrcke
Eugenio Munoz
NAIFA Chicago Region
Gregg S. Neiman (E)
David N. Nelson
Edward R. Nelson, Jr.
Alan L. Nero
Marcus B. Newman (E)
John F. Nichols (C)
Joseph C. Nill
Kristine A. Nobilio
Mark D. Nokes
Gregory J. O’Brien
Joseph F. O’Connor
Derek S. Peterson
Lawrence J. Quinn
Reginald N. Rabjohns (D)
John F. Rippinger
Ralph J. Romano
James A. Schlesinger
Daniel P. Schmieder
Rajer Arvind Shah
Darrin J. Shallcross
Alex Shibicky
Michael A. Sobel
Adam A. Solano, Jr. (E)
Jeffrey W. Sons
Robert F. Spahn, Sr.
Keith P. Spengel
John W. Steinborn
Frederick H. Stitt
Michael C. Straub
Ted N. Tasky
John V. Tibensky
Jennifer T. Vigon
Benjamin F. Voigt
Bradley K. Walton
David E. Williams
Christopher A. Zweidinger
NAIFA Decatur
William J. Braun
Dennis M. Davis
Linda K. Doornbos
Larry W. Foster
Stephen G. Graliker
John T. Malachowski
Larry D. Medaris
NAIFA Decatur
David E. Rayhill
Shelly K. Smith
David M. Sowers
NAIFA DuPage
Louis G. Anthony
Brian H. Ashe
Michael R. Baker
Robert J. Baker
Brian E. Baldwin
Elizabeth E. Budreck
Lisa E. Carlson
Louis J. Cassara
Jack C. Cholakian
Denis P. Corpora
William R. Czerwinski
Philip J. Dupuis
Randy B. Ems
David L. Frohlichstein
William W. Fronczke
Robert A. Goldin, Sr.
Bradley Jacob Hansin
William C. Hansing
T. Bruce Horek
Nicholas J. Janet
Brett A. Keyes
Michaline V. Korponya
Robert D. Kribbs
Anthony P. Ladas
Henry D. Matson, Sr.
Peter D. Minus
Amrit L. Mittal
Ryan P. Moratti
Marla Muzzy
NAIFA DuPage
Thomas J. O’Grady
Virgil D. Oostendorp
James W. Pappas
James P. Pelletiere
Eileen J. Prus
Gene Radwanski
Parthasarathy Rajagopalan (E)
Dale S. Roberts
Timothy J. Rueter
James A. Shalek (D)
Robert A. Sorensen
Camille M. Van Ham
Louis F. Venuso
Thomas J. Walsh, Jr.
Scott M. Weinstein
John W. Wheeler, Jr. (D)
Sherri B. Wheeler
Mike Yochum
Michael J. Zaur
NAIFA East Side
John R. Bassett
Sandra Kay Beinfohr
W. Chip Bieber
continued...
Page 13
Robert J. Bornheimer
Larry A. Buron
Kenneth C. Carrico
Richard w. Chenault
Stephen D. DeClerck
Kirk A. Doehring
Ron P. Dornsback
James L. Drury
Stephen A. Eaton
L. Ray Framer, Jr.
Daniel R. Fietsam
Evan J. Finke
Janet K. Foehrkolb
Mark Allan Forcade
Dennis E. Ford
Carl D. Fuhrtop
Marvin J. Gerdes
Brett G. Gilliland
Dwight Godsy
Keith K. Grodeon
Thomas C. Guebert
Aaron E. Haag
Elisa Hager
Justin Dean Harness
Ken Haselhorst
Art M. Hayes
Brian D. Heckert
Keith E. Heiman
William Michael Hettenhausen
E. Alan Hicks
Dennis L. Hoagland
Corey L. Hoelscher
Dennis G. Hoelscher
Nichole Holland
Richard E. Horner
Craig W. Hubbard
Gene R. Huels
Kryshelle L. Jacobs
Susan E. James
Darnall L. Jones
Allan D. Laird
Paul J. Lampe
Thomas G. Lane
Dennis Alan Lingley
Christopher Lowery
Roger J. Lowery
Rick Marteeny
Keith A. Maschhoff
Scott T. Matter
Shane P. McGranahan
James N. McSheehy
Raymond L. Morgan
Michael A. Morrill
Mary Mueller
NAIFA East Side
Arthur W. Newton
Henry Lee Niebrugge
Derek S. Nowicki
Scott A. Opperman
Albert D. Orelt
Jill Pietrusinski
Dave Eugene Raetz
Roger I. Relfe
Keith G. Rensing
Theresa M. Richards
Thomas H. Ripperda
Joseph M. RoosEvans
Brian J. Schaefer
Dolores L. Schweiss
Tobin C. Search
Page 14
Joseph M. Sefton
Janet L. Sheets
Paula K. Simmons
Robert c. Stelling
Elmer Charles Sterthman
Carol A. Stolze
Walter A. Streuter
Steven K. Stults
Charles M. Sullivan
Thomas Joseph Sullivan
Jeffrey C. Taylor
Doug C. Thompson
Dale E. Vandiver
Sheri Lynn Welch
Charles R. West
Jerry W. White
Tony W. Wielt
Keith E. Wilen
Karen S. Wilson
Brian Keith wolfe
Cheryl L. Zanders
NAIFA Eastern Illinois
David w. Dick
Eldon D. Gourley
Georgina R. Mills
NAIFA Eastern Illinois
NAIFA Fox Valley
Max Davenport
Dennis M. DeBoer
Michael T. DeBoer
Pamela S. Franzen
Jeanne Jensen
James M. Juengling
Jeff M. Keicher (E)
David Kujawa
Javier Montoya
NAIFA Fox Valley
Edward K. Stuehm
Walter Bruce Sundberg
John P. Sutton
Gregory Wayne True
NAIFA Illinois Valley
Alec K. Hueneburg
Alex K. Hueneburg
NAIFA Illinois Valley
William G. Spicer
John F. Wayland
NAIFA Jacksonville
Robert Earl Koontz
Michael V. Lonergan
Rick L. Rodhouse
NAIFA Will Grundy
Matthew C. Brashinger
Cadet W. Cottingham
James J. Darguzis
Deborah Dudek
Glenn R. Harms
Timothy J. Hartnell
Jude T. Mertes
Kathleen M. Miller
NAIFA Will Grundy
Bruce I. Okrant
Robert W. Smith
Mark A. Tan
NAIFA Kankakee Valley
Robert M. Burd (D)
Gregory M. Carter
Daniel J. Chambers
Earl A. Datweiler
Terri L. Gilmoure
Charles R. Kuchar
Bernard A. Markley, Jr.
Jeffrey H. McMillan
NAIFA Kankakee Valley
Lee C. Sharman
Dean T. Tambling
Randy E. Van Fossan
NAIFA Lake County
Joyce D. Campbell
David J. Casper
Dennis M. Dean
Matthew Edelstein
James C. Franson
Joseph G. Guin
William A. Hume (D)
John A. Klich
Heather J. Knight
Dennis F. Kratohwil
Ken W. Kuebler
William K. Lichtenstein
Thomas J. Maus
Steve C. Mengyan
NAIFA Lake County
Randall J. Nebel
Jon R. Robb (E)
Devid K. Rosuck
David M. Rutkowski
John N. Schaper
Wendy C. Spizzirri
William D. Stanley (E)
Robert A. Styrkowicz (D)
Robert R. Styrkowicz
Daniel V. Tromblay
John A. Williams
McHenry County
Charles R. Peterson
NAIFA Peoria
Laurie A. Adams (D)
John W. Antrobus
Nancy L. Bockler
Keith E. Book
Randolph A. Bressner
Jodi L. Brown
Todd A. Forney
Everett R. Freeberg
Randy A. Gorsuch
Kenneth A. Hahn
Paul H. Herzog
Jerry D. Jackson
NAIFA Peoria
Christopher B. Neff
Michael L. Pickerill (E)
Michael F. Stone
Lee Turner, Jr.
George M. Villa
Joshua Travis Waite
NAIFA Rock River
Neil D. Brinkmeier
Rhett Coatney
Michael K. Flynn
Philip W. Hasz
Daniel T. Kniss
Richard C. Montavon, Jr.
Russell L. Mosher
NAIFA Rock River
Gary A. Presley
Brent A. Seggebruch
Scott Stephens
Philip J. Zaffer
NAIFA Rockford
Thomas A. Anderson
Barbara K. Askelson
David J. Dahl
Steven J. Elsberg
Ted A. Frits
Tracey A. Fults
John E. Heisel
Joyce R. Lombardozzi
Joseph P. Miller
Josephine Minor
NAIFA Rockford
Brian J. Nakaerts
Bruce Nelson
Raymond E. Olson
Steven L. Rothschadl
Paul J. Sacco
Mark Phelan Sudderberg (E)
Gary D. Tiffany
Dean G. White
Chris J. Zion
NAIFA Chicago Southland
Jim Andersen
Jeff Arseneau
Thomas M. Biernat
William James Bloom III
Matthew C. Brashinger
Louis J. Bufano
Alan Candos
Michael E. Cerf
Debra A. Dalton
Eric L. Essex
Karen L. French
Thomas P. Geraghty
Quinton Glenn, Jr.
Harold M. Gurgone
David L. Horton
Mike J. Jordan
Sylvia A. Lindecker
Christopher G. Martin
David A. Martino
Herman Miller
NAIFA Chicago Southland
David Narish
David W. Piper
William Quashmer
Curtis T. Schultz
Raymond M. Shimizu
Thomas F. Sullivan
Gary Tarnopol
Cary L. Tate
Rodney W. Trottman
Joshua A. Van Namen
Mark J. Wright
Kenneth M. Wzorek
Robert F. Zic
Winter 2011
NAIFA Southeastern Illinois
NAIFA Southeastern Illinois
NAIFA Southern Illinois
Terry M. Anderson
Peter B. Bondioli
Larry Dale Bonifield
Michael D. Brachear
C. Dennis Burd
Richard Lee Campbell
Charlotte S. Clover
William A. Ecker III
John K. Foster (E)
Kevin D. Frost
Michael D. Harris (E)
Patty L. Koenig
Krista D. Menchkowski
NAIFA Southern Illinois
Larry J. Pfau
Floyd Reed
James G. Simpson
John M. Williams
NAIFA Springfield Illinois
Donna Barbian
Stephen W. Bedford
James F. Brown
Kevin B. Callis
Brad D. Clare
Sara E. Decatoire
Thomas A. Hale
Matt Hamilton
R. Allan Hamilton III
Fredia V. Hawthorne
Timothy Ippel
David B. Janssen
Donald K. Kirk
Michael V. Lonergan
David L. Lumsden
William W. McGee
Michael J. McNicholas
Julie Hale Miller
David L. Mitchell
Larry J. Nelson
David L. O’Dell
Gabe Ritchart
Robert W. Schultz
Brent E. Shunk
Jack E. Tosetti
Patrick L. VanDeVelde
Dennis G. Vazzi
Carolyn S. Wright
Carl W. Zeidler
NAIFA Quad Cities
Michael K. Drymiller
Greg A. Heaton
Michael A. Johnson
Jonathan Lohman
NAIFA Quad Cities
Chad J. Nelson
Donna K. Reilley
Steven J. Schrock
Congratulations to NAIFA Illinois local
associations that did an outstanding job in 2010!
Locals with Increased
Contributions Over 2009:
NAIFA Aurora
NAIFA Chicago Southland
NAIFA Decatur
NAIFA DuPage
NAIFA East Side
NAIFA Illinois Valley
NAIFA Kankakee Valley
NAIFA Peoria
NAIFA Rock River
NAIFA Rockford
NAIFA Southern Illinois
NAIFA Springfield
NAIFA Will/Grundy
NAIFA Quad Cities
Local Associations with
Participation Over 25%:
NAIFA Chicago Southland
NAIFA Decatur
NAIFA East Side
NAIFA Kankakee Valley
NAIFA Rock River
NAIFA Rockford
NAIFA Springfield
NAIFA Will/Grundy
Illinois Advisor
Local Associations with Over
20% Participation:
NAIFA Aurora
NAIFA Fox Valley
NAIFA Lake County
NAIFA Southern Illinois
Outstanding Performance by
a Local:
NAIFA East Side
160 Members
94 Contributors to the PAC
59% Participation
$10,050 in Contributions
$62.82 Per Capita
Yes, NAIFA’s IFAPAC Is
a Special Interest
(Isn’t That Better Than
Being Uninterested?)
By: Magenta Ishak, Assistant Vice President of
Political Affairs, NAIFA
Somewhere along the way, someone got the
wrongheaded notion that taking an interest in
politics — even if it’s a special interest — is a
bad thing. A recent editorial in the New York
Times based on a Washington Post story, both
of which cited NAIFA’s PAC (thank you for the
free publicity!!), was highly critical of postelection contributions to winning candidates. It
seems as if the Times editors feel any group of
individuals working together for common goals
is a “special interest.”
Guess what? They’re right!!! We are all “special
interests.” NAIFA is a “special interest.”
NAIFA was formed over a century ago to focus
on improving the business livelihoods of its
members and helping American families secure
their futures. We don’t lobby on housing policy,
strategic helium reserves, shoulder-launched
heat-seeking missiles, or the care and feeding of
trumpeter swans. We educate lawmakers on our
profession (insurance and financial services) and
its role in the U.S. economy.
There were “special interests” before PACs
were born, and that’s a good thing. Interest
groups have played an influential role in U.S.
politics since the days of the colonies. A vibrant
American democracy depends on active and
varied interest group participation. As long as
lots of groups are active, one (or an oligarchy of
groups) cannot dominate our political system. I
believe in a tax-free death benefit; others don’t. I
do not support a single-payer health care system;
some of my fellow citizens do. Politics is the
art of settling (as best it can) this tug and pull of
opinions.
NAIFA members are involved in the formation
of public policy because they firmly believe that
their business philosophies are the best for our
country. It’s just that simple and there ain’t a
darned thing wrong with it.
Not every contribution is a conspiracy!
Page 15
NAIFA Illinois Announces New Member
Recognition Programs for 2011 Distinguished
Service Award & YAT Member of the Year
Purpose & Presentation
“To recognize individuals whom have given meritorious service to
the insurance and financial services industry, the agency system, and
the community in ways that enhances the image of the agent. These
individuals have provided exceptional service to NAIFA.”
These awards will be presented at the NAIFA Illinois Annual
Leadership Conference and Business Meeting on May 12th at the
Crowne Plaza in Springfield.
Criteria for Selection of Distinguished Service Award
• Minimum of 15 years as a NAIFA member and a current member
• Previous leadership role at the state or local level as officer or
director
• Endorsement of the current local board, including a written
description how the candidate has positively affected their local
• APIC and IFAPAC involvement, membership recruitment and
leadership involvement and development
Criteria for Selection of YAT Member of the Year
• Must be a YAT, under the age of 40 or less than 5 years in the
business, and a current member
• Currently serving or past service at the state or local level as officer
or director
• Endorsement of the current local board, including a written
description how the candidate has positively affected their local
• APIC and IFAPAC involvement, membership recruitment and
leadership involvement and development
Award nominations deadline is March 31, 2011.
For more information, please contact the NAIFA Illinois
Headquarters at 800-543-9961 or joannie@naifa-il.com.
Calendar of Events
2011
March 28
NAIFA DuPage Ethics Course
2650 Warrenville Rd, Downers Grove
8:30 - 11:30 a.m.
NAIFA Members: $10/Non-Members: $40
March 29
Insurance Industry Legislative Day
Springfield
March 31
NAIFA DuPage Sales Congress
March 31
NAIFA East Side Sales Conference
Four Points by Sheraton, Fairview Heights
8:00 a.m. - Noon
Call Ray at (618) 624-4355
April 13
NAIFA IL Local President-Elect’s
Training Meeting
11:00 a.m. - 2:00 p.m.
NAIFA IL Headquarters, Springfield
May 11
NAIFA IL Education Conference
Crowne Plaza, Springfield
10:00 a.m. - 5:00 p.m.
May 12
NAIFA IL Annual Leadership
Conference and Business Meeting
Crowne Plaza, Springfield
8:00 a.m. - 3:00 p.m.
Advertiser Index
AllState ................................................ 2
Benefit Mall ....................................... 12
EBRM .............................................. IFC
Eugene Cohen ................................ OBC
Union Central .................................. IBC
WiseChang ......................................... 16
July 13
NAIFA DuPage Ethics Course
2650 Warrenville Rd, Downers Grove
8:30 - 11:30 a.m.
NAIFA Members: $10/Non-Members: $40
July 21
NAIFA Bloomington YAT Event
Normal Cornbelters Game
September 10-14
NAIFA Career Conference and
Annual Meeting
Hilton, Washington D.C.
Intensive Training
Workshop for
the Art of
Life Insurance Selling
wiseachang@yahoo.com
Page 16
November 30
NAIFA DuPage Ethics Course
2650 Warrenville Rd, Downers Grove
8:30 - 11:30 a.m.
NAIFA Members: $10/Non-Members: $40
Winter 2011
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Lacunar
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EBCT Score in the
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