IN CONTEXT
Cashing in
on LIAM
Turn on the radio or TV these days and you will notice an increase in the
number of ads and public-service announcements urging consumers to buy
life insurance for themselves and their loved ones.
This is because the event that we have all been waiting for is here: Life Insurance Awareness Month. For those of you who may have missed these announcements, LIAM is the public-education effort coordinated by the LIFE Foundation
to increase consumer awareness of the need for life, health and disability income
(DI) insurance.
LIFE’s plans for persuading Americans that there has never been a better
time to buy insurance include print and radio advertising campaigns and special promotions on LIFE’s website. The foundation has also enlisted the help of
Donnie Wahlberg, Hollywood actor and singer with the pop group New Kids
on the Block, to serve as the campaign’s spokesperson. Thanks to LIAM, millions of consumers will hear loud and clear why it is in their best interest to buy
life insurance—and buy it now.
Get in on the act
With the spotlight of the nation on life insurance, now is the perfect time for
you to seek out prospects—and convert them into buyers. To help you with this
challenging task, we have filled this issue of Advisor Today with lots of articles
on prospecting, marketing and sales. On Page 52, you will discover what it takes
to master the art of niche prospecting, while on Page 78, you can learn how to be
picky about the prospects you acquire so that you can have time to provide outstanding service to the ones you do want to keep. Other articles focus on the art
and science of selling a wide range of insurance products, including whole life,
health, long-term care and DI insurance.
Tell a story
As you work to sell these products to your prospects, make sure you share the
real-life story on Page 32 with them because, as Grace Antares, the agent profiled in the story, points out, “none of us knows when our number’s up.”
Talking about life insurance is sometimes a challenge because many prospects tend to see it as an expense. But that should not stop you from bringing
up the subject—it’s part of your job, Antares says. “Any time you put together a
comprehensive strategy for someone, life insurance has to be the foundational
piece, before they do anything else. It’s a tool to help hold a family together and
to stem the tide of families that drop into poverty as a result of poor planning.”
In today’s shaky economy, it does not take much for families to “drop into
poverty.” So go out and spread the news about life insurance to as many families
as possible, and may this LIAM be your best month yet!
NATIONAL ASSOCIATION OF INSURANCE
AND FINANCIAL ADVISORS
2901 Telestar Court, Falls Church, VA 22042
OFFICERS
President: Jeffrey J. Taggart, CLU, ChFC, LUTCF,
UNIFI, PO Box 2548, Cody, W Y 82414; Phone: 307-527-6204;
Fax: 307-527-6802; email: jtaggart@taggartcompany.com
Immediate Past President: John A. Davidson, LUTCF, FSS,
Davidson Insurance & Financial Services, Inc., 25 W. Rolling Oaks Drive, Suite 110, Thousand Oaks, CA 91361; Phone:
805-495-6434; Fax: 805-495-7224; email: arrowsjd@msn.
com
President-Elect: Cliff F. Wilson, CLU, ChFC, LUTCF, Southeast Arizona Agency, 3100 West Ray Rd. #116, Chandler,
AZ 85226; Phone: 480-969-2725; Fax: 480-926-1443; email:
cwilson@sazagency.com
Secretary: Thomas D. Currey, CLU, Ch FC, 101-B North Main,
Mansfield, TX 76063; Phone: 682-518-0194; Fax: 682-518-
9972; email: tcurrey@sbcglobal.net
Treasurer: Peter C. Browne, LU TCF, Price, Raffel & Browne,
Inc., 475 Park Avenue South, 18th Floor, New York, NY
10016; Phone: 212-867-7730; Fax: 212-682-1129; email:
pbrowne@prbinc.com
Assistant Treasurer: Randy L. Scritchfield, CFP, LUTCF,
Montgomery Financial Group, Inc., 26005 Ridge Rd. #201,
Damascus, MD 20872; Phone: 301-253-5030; Fax: 301-253-
0200; email: rls@montgomeryfinancial.com
Chief Executive Officer: John J. Healy, CAE, National Association of Insurance and Financial Advisors, 2901 Telestar
Court, Falls Church, VA 22042; Phone: 703-770-8101; Fax:
703-770-8401; email: jhealy@naifa.org
TRUSTEES
Jules O. Gaudreau, Jr., ChFC, CIC, PO Box 369, 1984 Boston
Rd., Wilbraham, MA 01095-0369; Phone: 413-543-3534;
Fax: 413-543-4153; email: jgaudreau@gaudreaugroup.com
• Terry K. Headley, LUTCF, LIC, FSG, 12110 Port Grace Blvd.
#101, LaVista, NE 68128; Phone: 402-492-2773; Fax: 402-
492-8552; Toll-Free: 877-763-9001; email: theadley@headley
scott.com • Glen B. Malcolm, CLU, ChFC, LUTCF, RHU, PO
Box 822315, South Florida, FL 33082; Phone: 954-392-7452;
Fax: 954-241-6699; email: gbm15988@yahoo.com • Roger
S. McCullough, CLU, PO Box 1142, Ft. Dodge, IA 50501-
1142; Phone: 515-576-6841; Fax: 515-576-5382; roger.mc-cullough@axa-advisors.com • Robert A. Miller, M.A., M.S.,
120 Broadway, 37th Floor, New York, N. Y. 10271; Phone: 212-
261-9555; Fax: 212-261-9556; email: rmdreamon@hotmail.
com • John F. Nichols, CLU, DIA, 5901 North Cicero Ave., Ste.
210, Chicago, IL; Phone: 800-945-9719 ext301; Fax: 773-725-
7828; email: jfn@drgdi.com • Robert O. Smith, CLU, ChFC,
J. D., PO Box 295, Grand Rapids, MI 49501-0295; Phone: 616-
774-2031, Fax: 616-774-4483; email: rob.smith@nmfn.com
• Russell A. Smith, CLU, ChFC, CFP, CSA, 31740 Railroad
Canyon Road, Ste. 2A, Canyon Lake, CA 92587-9490; Phone:
951-244-3720; Fax: 951-244-2305; email: rsmith@torimax.
com • Robert L. Weigner, CLU, LUTCF, CFP, CFS, CIC, 1494
N. Charlotte Street, Ste. 5, Pottstown, PA 19464; Phone: 610-
323-2142; Fax: 610-326-6984; email: robertweigner@hot-mail.com • Susan Diane Wier, CFP, ChFC, LUTCF, 2599 West
Vernal Pike, Bloomington, IN 47404; Phone: 812-336-4816;
Fax: 812-336-4850; email: swier@1stamericantrust.com
HEADQUARTERS OFFICES
703-770-8100
NATIONAL ASSOCIATION OF INSURANCE
AND FINANCIAL ADVISORS SERVICE CORPORATION
OFFICERS AND DIREC TORS
President: John J. Healy, CAE, 2901 Telestar Court, Falls
Church, VA 22042
Secretary: Jeffrey J. Taggart, CLU, ChFC, LUTCF, UNIFI, PO
Box 2548, Cody, W Y 82414; Phone: 307-527-6204; Fax: 307-
527-6802; email: jtaggart@taggartcompany.com
Treasurer: Peter C. Browne, LUTCF, 475 Park Avenue South,
18th Floor, Ne w York, NY 10016
Directors: Allan G. Hancock, CLU, ChFC, AEP, PO Box 2096,
Altoona, PA 16603-2096
Mark D. Johnson, CLU, ChFC, RHU, 400 Lonsdale Bldg, 302
W. Superior St., Duluth, MN 55802-1802
