LILI
Trying Times? Try LILI
In times like these, it’s good to have a plan. Graduates of the Leadership in Life Institute
(LILI) have a plan. They return to
their practices after crafting their
own vision, mission statement and a
business plan to guide them toward
achieving their vision of success.
Colleges and universities typically charge thousands of dollars for
executive-development courses like
LILI, which is available exclusively to
NAIFA members for a fraction of the
cost of other certificate programs.
LILI is now offered in a majority of
states. Throughout the NAIFA federation,
classes consist of seven to 14 students
who meet once a month for six months
to explore and apply leadership principles. The curriculum is based on the
writings of Stephen Covey, Jim Collins,
John Maxwell, and Kouzes and Posner.
Sales topics include:
■ The art of selling by, and to different personality types and social
styles
■ MDRT blueprint for productivity
■ Active listening skills and their use
in the sales presentation
■ Recruiting and retaining the ideal
sales assistant
■ Answering objections in
the sales process
Thriving with LILI
How can LILI help you excel
in trying times? Graduates consistently
report that LILI gives them the tools
they need to succeed. In fact, in a recent survey of LILI alumni, 70 percent
reported they achieved a measurable
increase in the growth of their business
since graduating.
production. I attribute a
large part of this increase to
the skills I acquired in LILI.
(Peter J. Buechler CLU,
ChFC, FLMI, California)
After completing the course, I worked on
implementing my LILI-inspired business
plans. My personal production increased
by almost 100 percent! (Matthew Brash-inger III, LUTCF, Illinois.)
Here is what some LILI graduates
who have revved up their production
numbers have to say about this exciting program:
Because of my participation in LILI, I
was able to achieve the same amount
of production in six months that I had
in the entire previous year. Taking the
time to strategically and objectively
“work on” my business once a month
for six months instead of just “working
in” my business made the difference.
I had absolutely no idea what LILI
could do for my career and my personal life. After graduating from LILI,
I won Agent of the Year two years in a
row. I know without a doubt that, LILI
is what got me over the hump. (Kelly
R. Dickson, LUTCF, CLU, Texas)
(John D. Richardson, Tennessee.)
After participating in LILI, I experienced a 54 percent increase in my
annuity production. This increase
occurred during an industry trend
showing decreased fixed annuity
If you would like to attend LILI next
year, contact your state association to
learn where and when the next class will
be held. Class size is limited, and applications are submitted to the host state. Visit
www.naifa.org/lili to learn more and to
view the LILI Grads Speak video. Please
direct all inquiries to
lili@naifa.org. ;
Jean Barr is director, Leadership in Life
Institute. Contact her at 703-770-8220.
LIFE
Get Ready for LIAM
Each September, the life insurance industry comes together to celebrate Life Insurance Awareness Month and shine a spotlight on its marquis product.
LIAM gives you an excellent opportunity to be part of this
important industry-wide effort to get all Americans to take
stock of their life insurance needs.
Participating in LIAM has never been easier. The LIFE
Foundation, which coordinates LIAM, has developed a
Producer Marketing Toolkit (
www.lifehappens.org/liamkit)
that contains all the resources you need to build an effective
LIAM marketing program. These resources are available at
the click of a button, and most can be accessed and put to use
in a matter of minutes. Download one of several free flyers
and send a mass mailing to your clients who are overdue for
an annual review. If you prefer to communicate electroni-
cally, send your clients a free LIFE eCard or send them to the
Wonders of Life microsite at
www.wondersoflife.org.
Wonders of Life
The theme of this year’s LIAM campaign is the Wonders of Life, and the concept is quite simple. We live for
life’s wondrous moments. From simple pleasures like
enjoying quality time with loved ones to major milestones like seeing a child graduate, these are the moments we cherish the most. Life insurance is all about
ensuring that the life you’ve worked so hard to achieve
for your loved ones won’t come to a halt if something
were to happen to you. Unfortunately, tens of millions
of Americans lack adequate life insurance protection. If
they were to die prematurely, life would quickly become
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