E-Journal
(February 2020)
In This Issue:

  • Sales Idea
  • The Latest From Washington
  • January’s Day on the Hill Has Members Meeting with Legislators
  • Tampa’s Melissa Snively Wins Herb Morgan Award
  • Foundation Presents $500 Scholarship
  • NAIFA-Florida Sales Symposium Returns to Reunion Resort – July 16-17
  • Next NAIFA Live is Thursday, 2-4 ET
  • Citizens' "Avoiding Performance and Late Submission Violation” Webinar Recording
  • Send Us Your Ideas – NAIFA-Florida
Always Leave a Voicemail!


by James Pollard, www.theadvisorcoach.com


This is a mistake that I’ve personally made. When I first started out in business, I would never leave a voicemail message. I don’t even remember why I didn’t leave one! I guess I figured that someone would see the missed call and give me a call back. Yeah, right!
If you saw an unknown number on your phone, would you call it back without a voicemail? Nope! You figure if it’s important enough, the person will leave a message. I was making a huge mistake!
Then I started leaving voicemail messages, but they were very specific. I got more calls back, but I decided to try something new. I gave a little bit of information, but I was vague. They knew my name and what I wanted, but I would leave a hook that would nearly force them to call me back. I would say something like, “Hello, this is James from XYZ. I’m giving you a call because I know that you’re a financial advisor at ABC Firm and I wanted to give you some valuable information about how I’m helping others at the ABC Firm expand their marketing and get more clients.”
This worked like crazy! People started calling back in droves because they couldn’t stand the vagueness of my message. They had to find out what I was offering.
Here are a few reasons why you should always leave a voicemail:

  • When the person calls back, you have zero chance of being perceived as an interruption, because they are calling you.
  • Difficult-to-reach people won’t always answer the phone, but they tend to listen to their voicemail messages when they can.
  • When the person calls back, he/she is more likely to listen to what you have to say. You’ll have his/her undivided attention.
PRO Act Passes House, Two Surprise Bipartisan Health Bills Pop Up
 
by Danea Kehoe, Counsel to NAIFA

I mpeachment is behind us—on February 5, the Senate, as expected, acquitted the President of the House-passed impeachment charges. There’s some lingering fall-out (probably to be expected) in terms of bitter feelings and bruised egos. But generally, official Washington is moving on. Here’s what happened last week in the legislative arena, along with a peek at what we expect in the near future.
 
PRO Act:  The House passed (by a mostly but not completely partisan 224-193 vote) H.R.2474, the PRO Act. This highly controversial bill—which is DOA in the Senate—is primarily a union bill, full of provisions to make it easier for unions to organize workers. But it contains one provision that is of considerable concern to NAIFA members and their companies. That provision is one that would make it virtually impossible for advisors/agents to be anything other than an insurance company’s employee. (Currently, many, if not most, of NAIFA’s members are independent contractors or statutory employees (a separate category), a status which allows them to sell products/advise clients for more than one insurer. Read More
Over 80 NAIFA-Florida members attended Legislative Day on the Hill in Tallahassee, January 28. Following a breakfast meeting orientation on the talking points by Lobbyist Tim Meenan, members fanned out across the capitol to meet with legislators. Issues included genetic testing, the need to move medically-needy recipients to private health insurance, advisor tools to protect seniors, and reform for adjuster-involved hurricane claims.
 
The breakfast orientation was held at FSU’s University Center Club, located in Doak Campbell Stadium. Speaking at the breakfast was Rep. Bryon Donalds, chair of the House Insurance and Banking Subcommittee, and candidate for Congress. A financial advisor from Naples, Donalds (Rep.) represents District 80 which consists of Hendry and part of Collier counties.
 
Also at the breakfast, former NAIFA-Florida Political Committee Chair Melissa Snively was honored as the winner of the Herb Morgan Award for 2019. In addition, NAIFA-Tampa Bay was chosen as winner of the Political Activity Award.
 
After spending most of the day at the capitol with appointments, members attended an outdoor evening cocktail reception and dinner across the street at the offices of Meenan, PA.
 
The evening before, attendees attended the annual Herb Morgan Dinner at Georgio’s Restaurant, followed by social for the Young Agents Team (YAT) at Glory Days Grill and Bar.
 
Watch for information regarding the date for the 2021 NAIFA-Florida Legislative Day on the Hill – and make plans to attend!

Click here to see more Day on the Hill photos!
Former NAIFA-Florida Political Committee chair Melissa Snively was presented with the coveted 2019 Herb Morgan Award at the recent Day on the Hill breakfast in Tallahassee.

Snively, from Tampa, was recognized for her outstanding service and commitment to NAIFA-Florida’s advocacy and membership efforts. Presenting the award was New Port Richey’s Tim Holladay who was last year’s winner and chaired the award selection committee.

 Snively has worked in the insurance industry for over 25 years and has owned and operated a State Farm Insurance Agency in eastern Hillsborough County since 2001. She is a consistent Quality Leader and Ambassador Club Qualifier. She also enjoys training employees in the Agent Aspirant program.

In addition, she Past President of the Tampa Bay Association of Insurance and Financial Advisors (NAIFA-Tampa Bay) and was awarded with the Distinguished Service Award. Melissa is a graduate of the Tampa Bay Public Leadership Institute and was elected to the Hillsborough County School Board (District 4) in November 2014 and re-elected in 2018. She currently Chairs the seven-member board, responsible for making policy decisions and overseeing a total budget of $3 billion for the 7th largest school district in the U.S. and the county’s largest employer. She serves on the Hillsborough County Council of Governments, the Hillsborough County Value Adjustment Board and is a member of the Florida School Board Association, where she has earned her Certified Board Member designation.

Click here to Congratulate Melissa!

The NAIFA-Florida Education Foundation (NFEF) has awarded a $500 educational scholarship to Catherine Ayala of Orlando. The presentation was made by Foundation Chair Linda Moore (at podium), NAIFA members Taylor Collins (l.) and Jim Tollerton (r.) at the recent NAIFA-Florida Legislative Day on the Hill breakfast in Tallahassee.
Mark your calendars for the 2020 NAIFA-Florida Financial Advisors Sales Symposium, Thursday-Friday, July 16-17 at Orlando’s Reunion Resort! Young and seasoned advisors alike will pick up money-making sales ideas and be inspired by motivational speakers, plus enjoy professional development opportunities and networking events!
 
Home of the 2018 Sales Symposium, attendees enjoyed the resort so much that we’ve decided to return in 2020! For only $169 per night (plus tax and resort fee of $15 per day), each room is a two-bedroom, two-bath condominium complete with full kitchen and living room, or you can choose a home-like guest villa with the same amenities!
 
Watch for complete symposium and registration information – coming soon!!!
On Thursday, gather together on Zoom for February's NAIFA Live hosted by NAIFA-Indiana. Megan Easton will be the featured speaker presenting, “Own Your Own” Story. This special presentation will only be available live on Thursday, February 13th. There will not be a recording of this presentation to watch on-demand at a later date. You won't want to miss this one-time opportunity! As an added bonus, if you register and attend this session, you automatically enter a chance to be featured in NAIFA’s Advisor Today magazine. So join us for Ash Brokerage's own, Megan Easton as she helps you craft your perfect story to build your professional brand!

On Wednesday, Feb. 5, you should have received an e-mail from NAIFA about this NAIFA Live. Please click the customized registration link in that email to register.

A recorded version of Citizen's latest webinar “Avoiding Performance and Late Submission Violation” has been added to the Agent Training site. This is intended to help agents and LCRs better understand our underwriting requirements and to aid in error-free new business submissions and endorsement requests.

Please email Agent.Outreach@CitizensFLA.com for any questions. 
NAIFA-Florida Incoming President Joe Chalom invites all members to share their thoughts and ideas regarding their NAIFA experience, including ways to do things better to meet the needs of our members – with a new, dedicated e-mail address. Feel free to share your thoughts and ideas by e-mailing them to:   idea@naifa-florida.org . As we move into the 2020 administrative year, your NAIFA-Florida leaders want to give all of our members an opportunity let us know what’s on your mind as well as the sharing of any ideas to improve programming, services, advocacy, or the mission of NAIFA-Florida. We look forward to your ideas!!