Cain’s Corner
New Connections
We are excited to introduce the new FIG Connections magazine. Communicating with you and our independent advisors throughout the country is very important to us. Our objective is to share industry knowledge, best practices along with a real enthusiasm for helping to make a difference in another’s life. This Publication will be made available to advisors throughout the year on a quarterly basis. FIG is an organization that has a passion for building long term relationships with quality advisors. Our desire is to affiliate with advisors that are looking to assist as many families as possible with superior counsel to ensure that their hard earned money is being safeguarded with integrity, independence and care. We are an organization that understands that our work today is better than yesterday and we know that our work tomorrow will be better than today. At FIG we know WHY we come to work every day. FIG supports and assists advisors with all facets of their business, helping them get in front and stay in front of their ideal clients. We make sure they have all the tools, products and strategies necessary to implement a plan for each client. We are there to review and process the business to get the policy in the client’s hands as quickly as possible. We strive for excellence in all circumstances and are proud to partner with each and every one of you. We believe that any Marketing Organization should be able to provide 4 things: 1) Proven marketing platforms to get you in front of and stay in front of ideal clients. 2) I ncentive Programs that reinvest back into your practice, as well as provide venues for you to grow your business. 3) A Marketing and Creative team to assist with the selection and implementation of a marketing structure to run your business like a business. 4) Provide top quality service and support to you as our valued client, the independent financial advisor. FIG Connections magazine will be another vehicle allowing us to bring these key elements to you. In turn, our hope is that the information and tools found within its pages will assist you in the goal of exceptional customer service with your clients. Enjoy the first FIG Connections edition of 2015 and may your year be purposeful, prosperous and full of momentous service.
WILLIAM H. CAIN Chief Executive Officer, FIG
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Table of Contents
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20
IN EVERY ISSUE 1 Cain’s Corner 4 Credits 6 Contributors 38 FIG Staff Directory
18 7 WAYS TO GET THE MOST FROM YOUR PUBLICITY Yes it is a lot of effort, but the value isn’t only in that one-time exposure. – by Marsha Friedman
ARTICLES 8 FIG GIVING BACK Reaching out to touch lives.
20 PLANNING YOUR SEMINARS First determine who you are going to reach out to. – by Jay Dorrell
10 NEW YEAR BIZOLUTION Time to review and evaluate your business plan of action.
22 ASK THE EXPERTS The professionals at Advanced Underwriting Consultants (AUC) answer the tax questions posed by producers.
14 LISTEN. HUSTLE. HAVE FUN. Our top agents have found a way to strike a work-life balance. – by Shawn Sigler 16 TWO IS BETTER THAN ONE There is a place for both guaranteed and performance based riders. – by Chad Blanton 4 | CONNECTIONS MAGAZINE
24 LTC RISK MANAGEMENT Don’t let LTC jargon stop you from having this important conversation. – by Alecia Barnett
26 26 PRAGUE – INCENTIVE TRIP 2014 In September, FIG hosted its agent incentive trip in Prague. – by Tracia Cericola 34 6 SIMPLE TIPS TO DRASTICALLY IMPROVE YOUR SEMINAR RESULTS! Sometimes making just a few simple changes in your marketing strategy can make all the difference. 36 FIG STAFF SPOTLIGHT Our 2014 New Hires. 40 2015 FIG EVENTS CALENDAR Save the dates with this 2015 FIG Events Calendar.
EDITORIAL
Publisher Financial Independence Group Editor Liz Ross Art Direction Wesley Knowles Design/Production Alisa Ferrara
Jennifer Shephard Wesley Knowles
Editorial Assistants Tara Vickers
Jennifer Shephard Carly Walker
Contributors Bill Cain
Ericka Cain Jim Cooper Shawn Sigler Tracia Cericola Chad Blanton Alecia Barnette Liz Ross Marsha Friedman Jay Dorrell
Project Consultant Jim Cooper Project Manager Wesley Knowles PRODUCTION
Printer Print Management Group 501 Anderson Street Charlotte, NC 28205 Printer Coordinators Matt Wilson Hannah Price Design Team
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All Points Media for Financial Independence Group 19520 West Catawba Ave Suite 200 Cornelius, NC 28031
CONNECTIONS CONTRIBUTORS
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DR. WILLIAM H. CAIN
ERICKA CAIN
Chief Executive Officer, FIG Bill received his undergraduate degree in Speech and a graduate degree in Theology. He received his Doctor of Education from the University of NC at Greensboro. In 1976, he began his career in the insurance industry and has recruited and trained agents for more than 35 years. Bill is an author, a national speaker and the CEO of Financial Independence Group, Inc. Bill leads by example and directs his staff to give the best service in the industry.
Chief Administrative Officer, FIG Ericka joined FIG in 1987 and since that time she has helped thousands of agents solve a multitude of contract, new business, policy issue, commission accounting and service problems. In 1998, Ericka was promoted to Office Manager and again in 2000 to Chief Administrative Officer. She is an important reason FIG has top notch service.
JIM COOPER
SHAWN SIGLER
Chief Marketing Officer, FIG Jim brings his years of industry experience, knowledge and leadership to the marketing department. As Chief Marketing Officer, Jim directly oversees the marketing department and continues to be instrumental in the development of current and new marketing programs.
Director of Sales & Distribution, FIG Shawn duly serves with a management responsibility for Life, LTC & Disability, while also working with the Annuity Division to increase FIG’s overall production. In addition, he is involved in working with FIG’s top producers to make sure that FIG resources are available to help them grow their practice.
TRACIA CERICOLA
CHAD BLANTON
Director of Administrative Services, FIG Tracia is responsible for overseeing the operations of the administrative departments at FIG, including Contracting, Case Managers, Administrative Assistants and the Front Desk. She works with departmental managers to assess policies and procedures in the various departments. Tracia oversees the implementation of changes to ensure efficiency and the outstanding customer service for which FIG is known. In addition, she organizes FIG company events for employees and FIG agent incentive trip.
FIG Sales Consultant, Annuity Division, FIG Chad has a strong passion for the financial services business and for working with high quality advisors that truly care about their clients and their well-being. Over the past few years Chad has been able to grow his business to a point where he can now focus on a select group of advisors that he coaches on a weekly basis.
ALECIA BARNETTE
LIZ ROSS
FIG Sales Consultant, Long-Term Care Division, FIG With over 10 years of experience in the industry, she assists producers by providing the best in LTC sales. Alecia helps producers increase their Long Term Care Insurance sales through sales ideas, industry knowledge and unsurpassed product recommendation. She handles the details so the agent can concentrate on selling.
FIG Creative Director of All Points Media, FIG Liz leads an incredibly talented group of professionals who are committed to providing advisors with the marketing tools and strategies they need to grow their business and make a difference in the lives of their clients.
JAY DORRELL
MARSHA FRIEDMAN
Director of Marketing, Berry Financial Group Jay earned his Marketing Degree at Coker College in Hartsville, SC and joined Berry Financial Group in 2006. His primary responsibility is coordinating over 72 direct mail marketing campaigns that Richard Berry conducts each year throughout North and South Carolina. Jay is also responsible for designing and overseeing marketing campaigns, special events, client appreciation events and communications for our clients.
CEO and Founder, EMSI Marsha is a public relations expert with 25 years’ experience developing publicity strategies for professionals including financial advisors, lawyers and physicians, celebrities, corporations and media newcomers. Using the proprietary system she created as founder and CEO of EMSI Public Relations, an award-winning national agency, she secures thousands of top-tier media placements annually for her clients.
FIG GIVES BACK HERE ARE A FEW OF THE COMMUNITY ORGANIZATIONS THAT FIG SUPPORTED THROUGHOUT 2014 Project Life - Be the Match
Carolina Panthers middle linebacker Luke Kuechly, who led the NFL in tackles as a rookie in 2012, is tackling his first major charitable endeavor since the Panthers drafted him in the first round. Kuechly serves as a spokesman for Project Life, a national nonprofit organization for bone marrow donation that began as a grassroots movement at Davidson College in North Carolina 22 years ago.
The Purse Exchange - Lydia's Lof t
Lydia’s Loft strives to provide free clothing and household goods for persons in need.
Touch A Truck - Duke Cancer Institut e
Touch a Truck Fun Facts: • The event started in 2007 as a fund raiser for Addi’s Cure, a 501(c) non-profit benefiting cancer research • Brings together a collection of cool vehicles for children to climb in and explore including firetrucks, police vehicles, construction equipment, boats and a helicopter • Businesses participate by providing an attraction for the children (such as bubbles, temporary tattoos, bounce houses, stomp rockets, face painters) • Businesses also participate by donating money or services to assist with administrative items (such as the event insurance, volunteer t-shirts or printing flyers) • This event consistently attracts over 2000 participants each year • This event consistently raises over $10,000 for charity each year The Duke Cancer Institute has nine basic, clinical, and translational NCI-Designated Programs that are designed to address research opportunities impacting cancer care.
Thanksgiving Food Exchange - Second Harvest Food Bank
Second Harvest Food Bank of Metrolina (SHFBM) strives through education, advocacy, and partnerships to eliminate hunger by the solicitation and distribution of food. We provide a regional distribution warehouse and branches that supply food and grocery items to charitable agencies that assist people in need. We partner with over 650 agencies in a 19-county area. These agencies include soup kitchens, emergency pantries, emergency shelters, low-income day cares, senior programs and group homes.
The San ta Exchange - Kid's Path and Levine Children's Hospital
Kids Path is a specialized program for children living with serious, progressive medical conditions. In addition, Kids Path provides support for children and youth experiencing the grief associated with the illness or death of a loved one. With specialists in more than 30 areas of pediatric medicine, Levine Children’s Hospital is a leader in pediatric care, providing children with the best care possible, close to home.
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Lydia’s Loft
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20 15 NEW YEAR’S TEXT BY JIM COOPER It is that time again! Each year the spirit of the holidays makes it very easy to get caught up in the joyous side of the season. However, for business owners new year strategies and planning are intermixed amid the celebration. Hard to believe that once again it is time to look at your business plan of action and, if necessary, chart a new course for your organization. Regardless of whether you have launched a new firm or have a thriving practice, it is extremely important to consider your annual check-up. Once you see what is working and what needs adjusting or repair, you can correct the course as needed. Set new objectives and take better control to reinforce your business future. Planning for your business is a dynamic process. Cash flow, service and product lines, changing industry specifics and human capital are just a few of the areas on which to reflect. Your business plan of action should constantly evolve to accommodate these variables.
CONSIDER THE FOLLOWING AREAS AS YOU EMBARK ON THE PLANNING JOURNEY FOR 2015: Your vision Is it still relevant? Staying relevant in today’s marketplace is something that most companies feel anxious about and experience at some point in their existence. Taking the time to evaluate your vision and whether it can take you into the future is a necessary consideration. Utilizing the same business strategy year after year without proper assessment could be a recipe for disaster, even if these tactics have worked well in the past. Routine can be destructive to creativity and innovation. If you discover that your vision may not allow your practice to grow or at least remain consistent, you may need to rethink your mission objectives. Now is the time to consider why and how you will meet your current and future goals. Your employees Do you have the right employees? Do these individuals represent your business and products authentically? Are they willing, capable and able to meet your goals? Do you need more of them? How are you motivating them? Do they have the tools they need to accurately represent your business? Employee compensation Have you taken the time to investigate whether or not you are competitive and taking the appropriate measures to ensure employee retention? Client Fees and Service Costs Have you reviewed your costs associated with your services and related overhead? Are you making money? Accounts Receivable Cash flow is crucial to the overall business. If your receivables are not timely, you may run into cash flow issues. Prepare an annual cash flow budget that estimates a year’s worth of cash outflows and inflows. This will also help you to project for an increase in marketing and people. Policies and Procedures Are yours up-to-date? Chances are you have introduced informal guidelines during the year that have become de facto policies. Now is the time to review and formalize those policies, adding them to your employee handbook and internal policy and procedure manual.
Outsourcing Is your current staff capable of handling all areas needed to manage and grow your business? Could you benefit from using professionals outside your company? Not only can outsourcing improve workflow and fulfillment, it can also be a method of networking that assists your practice, as well as the businesses of those you employ. Over time this builds loyalty and can ultimately strengthen products and services. Marketing Do you have a website? Social media outlets? These electronic calling cards are very important to perception about your business and product. Most consumers validate businesses by checking into media driven by social outlets and the Internet. Do your materials reflect your culture and where you want to go? Are you getting a return on your marketing investment? A new year is a great time to consider networking or advertising campaigns and other strategies for garnering more market share or possibly entering into new markets. Opportunities Are you overlooking opportunities in which to grow? Don’t let your business model lock you into one model, or keep you from recognizing new areas in which to grow. Resources Do you have the resources to manage growth? It is important to consider staff and cash flow. If your business catapults, can you manage the increase in production and support the additional rising costs? Are you having fun? If you do not enjoy going to work every day, then it is very likely that your employees do not either. Passion for your work is critical to your overall success. Are you inspiring and leading by example?
MAKE YOUR NEW YEAR’S BIZOLUTION A GREAT ONE! Invest the time into planning for your new year and allocating the appropriate budget to your continued growth and success! s FIG’s Elevate program can help develop and implement your 2015 marketing plan. Give us a call to discuss – 800-527-1155.
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Listen. Hustle. Have Fun. TEXT BY SHAWN SIGLER
In my spare time, I enjoy coaching my two boys – Cal (9) and Ty (6) and their friends in whatever sport they’re playing that season. Sometimes it feels like I’m herding cats, but all in all it’s very rewarding on many levels. I try not to focus on too many things – kids are already a little scatter-brained – but as a coach I’ve narrowed it down to three things I’ve found to be most impactful to a youngster’s experience as an athlete. Listen, hustle and have fun. Why are we talking about youth sports in an article written by an Insurance Marketing Organization? Well, as I was talking to my youngsters during the early football season, I have come to realize that what I’ve been preaching to them is very applicable to our industry. Hang with me on this – I think you’ll find it to be true.
List en.
Trying to get a bunch of young kids to listen to you can be, at times like pulling teeth, however, it’s vital for them to do so in order for them to become successful. We emphasize focus. As an insurance professional, it’s very important to focus on your business – whether you’re in a client meeting, staff meeting or if you’re working on your business plan for the year. It’s very easy to become distracted by the shiny objects placed in front of us on a daily basis, but the best of the best have figured out ways to consistently focus on important tasks. Another way you can showcase your listening skills is to constantly learn from others in our industry. The amount of readily-available information 16 | CONNECTIONS MAGAZINE
can be overwhelming to say the least, but if you can focus, you can improve your aptitude to learn. Attend meetings where other agents talk about best practices, give sales ideas on how they cross-sell, discuss their office processes and how they market to their ideal client. Don’t waste your time learning the wrong things – the “dog and pony” show from some carriers and IMOs will distract you from the “real” learning that exists in our business. Instead, join a study group or an IMO where you have the ability to consistently learn from the best. Last, listen to your client. I’m sure there are statistics in the sales industry regarding how much the salesperson should talk versus the consumer – I’ve heard 20%/80% - but specifically in the insurance industry, it’s very important to focus on the consumer. Have a conversation with them about their family, their business and their hopes and dreams. Take notes. The more you know about a client, the more you can dig into your toolbox to fix their problems.
Hustle.
I had to pull Cal aside during a baseball game as he started walking in from the field towards the dugout. Normally he hustles more than any other kid out there, but not in this case. I explained to him that striking out or missing a ground ball are just part of the game, that they’re acceptable. Hustling or not hustling is a choice, controlled only by you. As it relates to our business, I equate hustling with working hard and working smart. Many of us have an inherent trait to work hard – to pour our blood,
sweat and tears into our business – but I think that you have to combine a strong work ethic with an efficient plan in order to truly elevate your success. Top agents are consistently in front of clients and prospects – whether in a workshop / seminar setting or conducting one-on-one meetings. They’ve systematized their activity level to help them meet their production goals. In other words, they’ve figured out that in order to get X, you need to do Y. They are working as hard as they can within that system, while focusing on improving their marketing, interoffice and client service efficiencies. I also think that an example of hustling in our business would include uncovering multiple opportunities with each client. For example, when you’re delivering an annuity or you’ve just taken over an investment account, ask your client about their current life insurance portfolio or ask them what they’ve done to solve their long-term health care dilemma. When you’re doing a life insurance buy-sell review, ask your business owner client what they’ve done to solve the buy-sell issue regarding the disability of an owner. We’re finding that our top agents are doing this more and more often with success.
Ha ve Fun.
Playing sports should be fun. If someone doesn’t enjoy playing sports – whether they are a child or an adult – they just shouldn’t play. Don’t get me wrong, in business, not all days are fun. Not all aspects of what we do is fun. But in general, we should enjoy what we do for a living. If you’re spending 40, 50, 60 hours of your time each week devoted to something, it should be something you enjoy doing. If not, I personally think you should take a step back and assess what you’re doing. We all have to work in order to live – well at least most of us – but at what cost? Our top agents have found a way to strike a work-life balance. Jim Brogan always talks about his priorities – faith, family & his business (in that order) – but in addition, you should make your business fun. Does your staff enjoy being around you? Do your clients? How about you – are you having fun? One of the marketing ideas that has worked well for each of our top agents is to conduct client appreciation events. These are designed to be fun and create a memorable experience for all those who attend. Of course, new business will be written as a result, but the most important aspect of doing these events is the element of fun. When your clients go home after the event, what are they saying in the car? My hope for each of you is that they say, “Wow that was fun!” And most importantly, I hope you can look in the mirror and say the same thing. I feel blessed to be able to coach my boys, and I hope they learn as much from athletics as I have. I think that if they apply those three things in sports, school, business and life, they will find their success. If we do the same in our industry, I think we will as well. s Shawn Sigler, Director of Sales and Distribution with Financial Independence Group, Inc. Contact Shawn - Phone: 800-527-1155, Email: shawn.sigler@figmarketing.com
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Two Is Better Than One
CONSIDER A NICHE FOR BOTH GUARANTEED AND PERFORMANCE BASED RIDERS IN YOUR FINANCIAL STRATEGY TEXT BY CHAD BLANTON
Over the past couple of years the industry certainly has produced a number of new and innovative contracts/riders intended to put more money back in your client’s pocket. While these innovations certainly have created opportunity for all of us, they have also created some confusion for many when it comes to the planning process. Let me explain. Since the introduction of the income rider to the fixed annuity space the income account value was always based off of a fixed return to calculate the income guarantee for the client. These riders provided advisors with a huge benefit when designing income plans for their clients, giving them the ability to allocate specific dollars to guarantee the required income. Obviously, we would all love to go back to those days of 8% compounded guaranteed roll up rates, but due to the low interest rate environment that has no end in sight, those guarantees are no longer a viable option for carriers to provide. What insurance carriers and their actuaries quickly discovered was the ability to leverage a lower guarantee coupled with the performance of their cash value growth to provide the client with more upside potential for their lifetime income. The thought process behind this was as long as the cash value produced a modest rate of return, the income produced through stacking the percentages would provide significantly higher levels of income than what a fixed guarantee could. The challenge with this method is if the markets don’t provide enough returns for the index strategies during the deferral period, the income produced could fall short. However, if the index strategies do perform then the income could far exceed what a guaranteed rate could ever do. What I have seen over the past year or so as performance based riders are being marketed and used more and more, the industry has become divided into two camps. There is the guaranteed camp that says that advisors should only use guaranteed roll ups for income planning. Then there is the performance based camp that says that guaranteed roll ups are outdated and shouldn’t be used because there is more income to be created with performance based riders. What I have found in many discussions and extensive research is that there is a place for both income benefits in a plan if properly positioned. A perfect 18 | CONNECTIONS MAGAZINE
example is on a case that I worked on with one of my advisors a couple of weeks back. We needed to guarantee a certain level of income to match a pension payout that the client had the option to choose from their current employer, and show that there was compelling enough reason to move forward with the annuity income plan. We looked at what the guaranteed roll up products would provide and it was only a few dollars a year more and really didn’t give a compelling enough reason to proceed. However, we went back to the drawing board and incorporated a performance based product
with a portion of the assets that also included an increasing income feature. At that point the choice became very clear. Showing a very conservative rate of return we were able to not only provide more income than the pension on an annual basis, but also a potential annual increase in that payment and a death benefit to their beneficiaries should they pass away prematurely. The advisor won the business and added a $500,000 annuity premium to his year. There are certainly arguments to stay in one camp or the other, however there are certainly more opportunities to be had embracing both. s Chad Blanton, Sales Consultant, Annuity Division with Financial Independence Group, Inc. Contact Chad - Phone: 800-527-1155, Email: chad.blanton@figmarketing.com
7 WAYS TO GET THE MOST FROM YOUR PUBLICITY TEXT BY MARSHA FRIEDMAN You know you need to get publicity but it sure seems like a lot of effort for an article that’s published in a newspaper one day and lands in the recycle bin the next. Or an interview that’s broadcast once and then seems to vanish. Yes it is a lot of effort, but the value isn’t only in that one-time exposure. You can get lots of mileage out of a single article or interview if you know how to put it to work for you. Here are seven ways:
o Post
o Use
o Incorporate
o Reference it when pursuing speaking engagements. You’ll boost your
it on your website. The endorsements implied by recognition from the media make you appear more trustworthy and credible – and thus more appealing – than your competition. it on social media. Promote upcoming interviews – “Looking forward to talking with national radio host Jim Bohannon at 10 a.m. Tuesday.” “Like” the show on Facebook, follow the host on Twitter. Once the show airs (or the article is published), you’ve got a new post and a link to add. it into your sales and marketing materials. Share links to your best coverage in your on-line marketing material, flyers, brochures, direct-mail advertising and other promotions.
chances of getting the gig if the people vetting speakers know that you’ve gotten media attention. Make sure it’s on your speaker profile and in your marketing materials.
o Forward copies of print articles to clients to reinforce their confidence in hiring you.
o
o
lso forward those articles to prospective clients to persuade them to A hire you. Create a “wall of fame” in your office for all your visitors to see.
Whether you’ve paid someone to help you get media exposure or you’ve done the work yourself, you’ve made an investment in PR. It’s easy to get a great return on that investment and reap the rewards for a long time, providing you put it to work for you. s Marsha Friedman, CEO and Founder, EMSI
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TEXT BY JAY DORRELL
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ade a Richard Berry has m er by very successful care and his introducing himselfds of services to thousan he use prospects through teting. of direct mail mark at Annuity workshops active expensive and attr e bread restaurants are th y Financial and butter of Berr cting Group. Before selending out restaurants and se , you must invitations, though you are first determine whoto. going to reach out
Map It Out
Restaurants
On a large map of your target area, label all of the zip codes. Using your own knowledge of the region, select the zip codes of the cities and counties you want to reach. You should be able to get assistance in this endeavor from your direct mail marketing representative (or, seminar consultant) who should also be able to tell you which zip codes and restaurants have proven to be the most successful for others. Once you have selected your zip codes and have determined the filters you wish to use, you will be able to get “head counts” from your marketer for each zip code and determine how many seminars your target market can support during the course of a year. Your seminar consultant will also be able to assist you in selecting the type and style of invitation you should use.
Selecting the appropriate restaurant for your workshops takes time and money, but it’s also a lot of fun. You may even enjoy a free meal or two along the way. If at all possible, pick “high end” restaurants that are no more than 15-20 miles from the zip codes you’re targeting. Remember too, though, that people may prefer a 30 minute drive for a gourmet meal vs. a 20 minute drive for a buffet. We use Ruth Chris Steak House for 80% of our seminars. The gourmet dinner and exclusivity will capture people’s attention and get them to read and respond to your invitation. Never book a restaurant until you’ve sampled the cuisine and service! Look for a restaurant in your area with private dining facilities for 30 to 40 people and that can accommodate two to four dates for your seminars. Ask them to provide you with their logo and written authorization to use it on your invitation pieces. Be sure to point out that this will give the restaurant free advertising. Once you’ve settled all of the details, ask a member of management to sign an event agreement with you. This agreement should specify reserved dates, times, menu, and pricing. Due to the large number of seminars that we conduct throughout the year (50-60), we have been able to negotiate discounted rates. If you are “testing the waters” with regard to restaurant selection or seminar marketing in general, you should probably not attempt to negotiate for discounts with only a limited number of dates on the calendar. s
Grouping Once you know the count results for your zip codes, you can then group them so your mailing campaign consists of bordering zips that are in close proximity to each other. The average response rate for direct mail marketing is 1%. If you wish to conduct a marketing campaign of three seminars with 30 people in attendance each night, then you can expect to send out 8,000 to 10,000 invitations per mailing. Since you’re going to be meeting with people after your programs, you will want to rotate your mailings so that you’re meeting with people from a given area (city or county) at the same time. For each rotation of seminar mailings, we typically start at the south end of the Grand Strand and work our way northward. A lot of producers have found success with clockwise or counter-clockwise rotations. The purpose of this grouping is to provide a systematic rotation that can be repeated every 3-4 months and prevent you from having to meet with someone in the morning and then drive 100 miles to keep an appointment with someone else in the afternoon.
Jay Dorrell is the IT/Marketing Director for Berry Financial Group.
Timing It is absolutely essential to time your mailings for the most successful response rates. Here are a few things to consider before ordering your invitations:
1. Have your invitations arrive in people’s mailboxes 12-14 days before your first seminar. If they receive the invitation too early, they are more likely to forget about it. If they receive the invitation too late, they may have already made plans.
2. Y ou may wish to consider optional reminder cards to arrive about 1 week prior to your first seminar. Although your situation may be different, we have found these notices to be effective in increasing our response rates, especially during the summer months.
3. Avoid hosting seminars on major holidays as well as the dates of important community events. We host our seminars in the Myrtle Beach area. We do not hold programs during Biker Week because many of the area residents avoid going out during this time of year. You should also avoid having your invitations arrive in mailboxes during national holidays.
4. Seminars should be held on a Tuesday, Wednesday, or Thursday. Depending upon the cultural demographics of your area, you may also want to avoid Wednesdays. In the “Bible Belt” of the Carolinas, we typically do not conduct our workshops on Wednesday or Sunday because people attend worship services on those days. Although we host client referral and client appreciation events on Saturdays, it’s usually a bad idea to schedule your public events over the weekend. People socialize on weekends and are less likely to seriously consider attending a financial seminar. You should always make confirmation calls for your programs. It’s very difficult to reach people over the weekend; therefore, you do not want to host a program on Monday either.
5. Wait at least 90 days before mailing again to the same zip code.
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Because inherited IRAs are much more restricted than traditional or Roth IRAs, the Court found that an inherited IRA should not be considered a retirement vehicle. Therefore, the funds inside an inherited IRA are not retirement funds for federal bankruptcy purposes and are not protected from creditors.
The professionals at Advanced Underwriting Consultants (AUC) answer the tax questions posed by producers. Here are two recent ones.
Question: Are inherited IRA funds exempt from creditors in bankruptcy?
Answer: It depends on the state. Some states have their own bankruptcy laws, but others opt in for the federal bankruptcy rules. Under the federal rules, an individual may protect from creditors “retirement funds to the extent that those funds are in [an IRA].” 11 U.S.C. § 522(b)(3) (C). The law is clear as to what constitutes an IRA, but the definition of “retirement funds” remained unclear until recently. On June 6, the Supreme Court addressed the issue of whether funds contained in an inherited IRA qualify as “retirement funds” within the meaning of the bankruptcy code. It held that they are not. In Clark v. Rameker, Heidi Heffron-Clark, a Wisconsin resident, inherited an IRA from her mother. Ms. Heffron-Clark thereafter filed for bankruptcy and sought to exempt her $300,000 inherited IRA from the bankruptcy estate under the federal bankruptcy exemption laws. She argued that the IRA exemption applies, so she can exclude the IRA from her bankruptcy estate. The Supreme Court disagreed. It held that funds held inside of an inherited IRA are not retirement funds. But how are funds held inside of a “retirement account” not retirement funds? To fully understand the decision of the Court and its reasoning, it’s important to understand the difference between a traditional IRA and an inherited IRA. With a traditional IRA, the owner may make contributions until he turns age 70 ½, at which point he is required to start taking distributions (RMDs). Additionally, until he turns 59 ½, if he withdraws any money from his IRA, he faces a 10-percent penalty unless an exception applies. On the other hand, inherited IRAs cannot receive contributions, so the owner may never invest additional money into the account. Additionally, regardless of the new owner’s age, he must take periodic distributions from the account or fully distribute it within five years. Finally, there are no penalties for taking distributions prior to age 59 ½. After taking into account the differences between traditional IRAs and inherited IRAs, the Court looked at what it means for funds to be defined as “retirement funds.” It held that the term means “money set aside for the day an individual stops working.” It reasoned that funds inside of an inherited IRA—which must be distributed either within five years from the original owner’s death, or stretched throughout the life of the beneficiary—couldn’t possibly be set aside for a later date. The Court also looked at the characteristics of an inherited IRA to determine whether funds held inside such an account could be viewed as money set aside for retirement. The Court pointed to three aspects of inherited IRAs to show that such IRAs are not retirement funds. 1. The holder of the inherited IRA may never invest additional money in the account. 2. The holder of the inherited IRA must take RMDs. 3. The holder of the inherited IRA may take distributions at any time without penalty.
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What should you take away from the Clark case? Inherited IRAs are not protected under federal law during bankruptcy. States may still carve out their own exemptions for inherited IRAs, though.
Question: I have a couple of clients who own a business as 50-50 partners. They want to set up a cross purchase buy-sell agreement funded by the business, with premium to be paid under a bonus arrangement. The partners are different ages, so one policy is $1,200 per month while the other’s is $3,600. How do they determine how much to have the business pay them extra if they want the bonus to have zero personal cost?
Answer: If the business pays your clients the extra $1,200 and $3,600, they will have ordinary income that is taxed at their respective tax brackets. If each client is in the 25% tax bracket, they will incur $400 (25% of $1,200) and $900 (25% of $3,600) of personal income taxes respectively. If the business pays these taxes, then each partner has an additional $400 and $900 of income, which will also incur taxes—and so on. To determine the amount of bonus needed to cover both the premium and the tax on the bonus, your clients can use the following formula: Bonus = cost of insurance / (1 – tax rate) This is often referred to as the gross-up or double bonus. Using the example from above, the business will pay the first partner $1,600 (i.e. $1,200/.75), and the second partner $4,800 (i.e. $3,600/.75). The first partner will use $1,200 of the bonus to pay the premium, and the other $400 from the bonus to cover his tax liability. s AUC is available through your FIG Marketing Consultant to answer your tough questions.
LTC RISK MANAGEMENT TEXT BY ALECIA BARNETTE
The conversation is no different than what you’re having now... Most advisors are comfortable talking to clients about risk (usually market-related), but not as comfortable talking about insurance, let alone long-term care (LTC) insurance. Don’t let LTC jargon or policy nuances stop you from having this important conversation. Speak to your clients in your language – talk to them about managing risk.
LTC Risk Management Process
Identify - Longevity/extended healthcare can be a risk to your clients’ retirement planning Reduce - We can’t reduce the risk of needing long-term care (good health = risk of needing help at an advanced age) Control - We can try and try, but we can’t control father time Assess - Funding and caregiving options Analyze - Insurance and family (self-insurance) solutions Transfer - Mitigate the risk by implementing a formal strategy (bona-fide plan to fund and manage a long-term care event)
Traditional Long-Term Care Insurance is the best way to insure against a longterm care emergency, however according to a Forbes article I read earlier this year only 10% of us will buy a traditional policy. In just four steps, you can show your clients how long-term care expenses and self- insuring can impact their portfolio.
LONG-TERM CARE IS A RISK MANAGEMENT ISSUE Identify Assess
Analyze
RISK MANAGEMENT
Reduce
Control
4. Ask some final questions. What I’m hearing is that you have set aside your own money in the event of a long-term care emergency. You like the fact that you still maintain your money, if you wake up an angel and don’t need LTC you can pass your money on to your family. But you ask yourself, as I do, will it be enough? If I could show you a way to help protect your assets from potential long-term care emergency and you could still maintain control of your money, would you be interested?
After showing clients in just 4 steps the impact long term care can have on their portfolios, tell them the Asset Based LTC Story. Below is an example of a strategy using one of our Asset Based LTC Annuity solutions. If you have a client that has set aside $100,000 in the event of a LTC emergency and they don’t have a LTC plan, right now their money is their LTC plan. You can show your client a BETTER way to self-insure. Just by moving the money from the left pocket to the right pocket, $1 turns into $3 for LongTerm Care services tax free. The client still maintains control of their assets. If they need LTC, $100,000 turns into $300,000. If they wake up an angel and never need LTC, they can pass the annuity on to their beneficiaries. The client also has an exit strategy if they decide they don’t need it. They can walk away with some or all of their money. The below pie chart is a great way to illustrate your client’s LTC Plan whether it be a life insurance or annuity solution. As long as the contract is single premium, the numbers are interchangeable. My encouragement to you is to ask the million dollar question, which asset would you sell first? s
Transfer
200k 100k
100k
1. Ask the question, “Which assets would you sell first?” If you need long-term care down the road, it may cost more than you think. As your trusted advisor, it’s important for me to know which assets in your portfolio you would sell first to cover your long-term care services. If your family contacts me someday, I need to make sure we don’t100k liquidate the wrong assets. 2. Confirm the client’s answer. It’s great that you plan to have assets available should you need long-term care services. Self-Insuring is a popular way to plan against a long-term care emergency. One of the things I like about this plan is that you still maintain control of your money. If you don’t use it you don’t lose it. Maybe you will even pass this along to your family. 3. Discuss the downside of self-insuring. There are definitely some benefits to self-insuring, but there is also a downside. If you do need some type of long-term care services, do you have enough money to pay for it?
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Additional 200k LTC Benefits
100k Additional LTC Benefits
300k Total LTC pool of m
300k Total LTC pool of money Alecia Barnette, CLTC, Sales Consultant, Long-Term Care Division with Financial Independence Group, Inc. Contact Alecia - Phone: 800-527-1155 Email: alecia@figmarketing.com
TEXT BY TRACIA CERICOLA
In late September, Financial Independence Group hosted its agent incentive trip – this time in Prague, Czech Republic. Prague is known as the city of 1,000 spires and is rich in history. At the crossroads of centuries-old trade routes, and now the cultural and economic center of the Czech Republic, Prague is an art-filled jewel in the heart of Europe. Alive with music and culture, it offers elegant riverside promenades, breath-taking architecture and cafe-lined squares. One of the most beautiful and visited cities of Europe, this capital of 1.2 million has an incredible mix of Gothic, Romanesque, Baroque and Art Nouveau architecture. Over 250 advisors, carrier representatives, and FIG staff took full advantage of the 7 day stay in this wonderful location.
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Top Left: Colorful Old Town Middle Left: Vltava River and The Bridges of Prague Right: Prague Orloj Astronomical Clock
Left: (from Left to Right) Richard Berry, Jan Berry, Sarah Bucher, Jeff Bucher, Dee Dee Brogan and Jim Brogan. Middle: Bill Cain speaking in the Large Hall Right: Dinner in the Large Hall of Žofín Palace
FIG had four group events planned for the trip in addition to our business meeting. The first event was a welcome reception at The Four Season Hotel Prague on the evening of everyone’s arrival. Qualifiers and their guests along with carrier representatives and FIG staff enjoyed dining on scrumptious hors d’oeuvres while mingling on terraces that overlooked the Vltava River. As the sun set on Prague Castle, many old friendships were rekindled and new ones discovered. It was a lovely evening of food, drinks and good company. The next night, FIG hosted an event exclusively for FIG’s Tip of the Triangle agents at Villa Richter which is in the vineyards of Prague Castle. Qualifiers and their guest along with FIG staff were treated to an authentic Old World Style Czech evening with samplings of Czech cuisine, tastings of Czech wines and live Czech Republic music. The event was a great opportunity for FIG’s top producers to gather and enjoy each other’s company. While the event was amazing, it was only outdone by the view from the terrace. Our guests were treated to watching the sun setting over the entire city of Prague. What a sight! FIG’s third event began with a tour of Prague aboard historic trolley cars. Guests sipped sparkling wine and listened to the sounds of accordion music as they moved about the city, seeing many historically important sites in both new and older Prague districts. With a final stop in the Jewish Quarter, our guests made their way to St. Agnes Convent, the oldest Gothic building in the Czech Republic. The St. Agnes Convent was founded by Princess Agnes, sister of King Václav I in 1231 as the first convent of the Order of Poor Clares north of the Alps. In its time the convent was an influential spiritual center in the history of the Czech people. The entrance of the church has a triumphal arch, decorated with statues of kings´ and queens´ heads. During the evening, qualifiers and their guests enjoyed a cocktail reception in the ambit followed by dinner in the Chapel of St. Salvator. A string quartet entertained the guests with a wide selection of music from classical pieces to Beatles songs. It wasn’t long before some of our guests made it onto the dance floor. Before our last event, guests had time to explore the city and enjoy the historical architecture that lined the cobblestones streets. They spent time in Old Town Square, where the famed astronomical clock is located and on the Charles Bridge with its many statues and street vendors and entertainers. Some visited Art Museums or ornate churches. Qualifiers participated in a wide range of scheduled activities such as wooden boat rides on the Vltava River, tour of the Pilsner Brewery, tours of the city riding in historical vehicles, making their own marionette in famed Miroslav Trejtnar’s studio, tours of the city on Segways, touring Terezin, a Jewish Concentration Camp, and visiting Prague Castle. Many also took day trips outside of Prague to cities in Germany, Austria and Poland.
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Our farewell event took us along the Moldau River to Žofín Palace for an evening of dinner and dancing. Žofin is located on Sophia (Slavonik) Island. In 1830, a restaurant was built there which soon became the center of political and social life in Prague. Many balls and society events were celebrated there as well as concerts. Not only musicians like Hector Berlioz and Franz Liszt played there, but also the famous violin player Jan Kubelik. Guests stepped off transportation to a red carpet entrance and enjoyed drinks and canapés in the Small Hall of the Palace, whose name is deceiving. Then the group ascended the main stairway to enter the Large Hall. What a magnificent place! Guests enjoyed a four course meal with the Ballet of Service performed by the wait staff at each course. There were two memorable events of the evening. The first was the speech given by Bill Cain, FIG’s CEO. In his speech he talked about family – your immediate family (kin), your work family and your community family. He spoke about how important each one of these families are in each of our lives. They lift us up and support us when we falter. They encourage us and drive us to be successful. The second memorable event was the band who performed songs through the decades, and we were amazed as their costumes seemed to change instantaneous to match the type song they were performing. What a talented and entertaining group. Before the night ended, almost everyone was on their feet dancing! It was certainly a trip none of us will soon forget. The city was beautiful. The food was delicious. The Four Seasons Hotel and its staff were luxurious and attentive. But most important were the people on the trip and the wonderful memories we made together during our stay in Prague. Qualifications have already begun for FIG’s incentive trip to New Zealand. FIG and its guests will stay at 5 star Millbrook Country Club and Resort located in Queenstown on the South Island of New Zealand. Enjoy both mountain and water activities – something for everyone. Qualification continues through April of 2015. Ask your marketers for more details. Don’t miss it! s Tracia Cericola, Director Of Administrative Services with Financial Independence Group, Inc. Contact Tracia - Phone: 800527-1155, Email: Tracia@figmarketing.com
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Top: Sunset at Prague Castle Middle: Dancing in the Large Hall of Žofín Palace Right: The Charles Bridge
ANDY ANDREWS
JOHN DIJULIUS
TY BENNETT
KEVIN LACZ
Hailed by a New York Times reporter as "someone who has quietly become one of the most influential people in America," Andy Andrews is the author of the New York Times bestsellers How Do You Kill 11 Million People?, The Noticer, and The Traveler's Gift. He is also an in-demand speaker for the world's largest organizations.
International customer experience consultant and best selling author of two books. John works with world class companies like the Ritz-Carlton, Starbucks, Lexus, Chick-fil-A, Nordstrom, Nestle, Progressive Insurance, Marriott Hotel, Cheesecake Factory, PwC, Harley Davidson, State Farm and many more.
When Ty was 21 years old, he and his brother Scott started a business in direct sales, which they built to over $20 million in annual revenue while still in their twenties. As a young entrepreneur, Ty continues to engage his team's focus to grow sales. He has developed over 500 sales managers globally with sales and leadership in 37 countries.
Kevin uses his experiences as a Navy SEAL, actor, stuntman, and physician assistant to engage his audience and inspire a healthy mindset for approaching risk. Through use of his own personal trials, setbacks, and successes, he illustrates the power of positive risk taking and the impact that manipulating risk can have on one's life.
YOU DON’T WANT TO MISS IT!
MARCH 23-24, 2015
Financial Independence Group’s annual Sales Symposium is the biggest event of the year for our top producers. Our symposium is an exceptional opportunity for sharing marketing and sales ideas, professional development and a time to be inspired and motivated in today’s market. With an impeccable lineup of speakers, product trainings, educational sessions and much more, it is guaranteed to be the biggest and best FIG event to date! To find out how you can qualify for an all-expense paid trip to the Sales Symposium, call your Sales Consultant at 800.527.1155 today!
THE E NTERTAINMENT Enjoy an action packed night out in the in-field of Charlotte Motor Speedway. Watch the FIG Top 10 go head-to-head in the NASCAR Racing Experience or take your turn on the in-field carting track. Network with your peers among great food, fun and entertainment!
On night two, join us for the first annual FIG Casino Night. Team up with Carolina Panthers Tight End, Greg Olsen (#88), to support pediatric heart patients at Levine Children’s Hospital. All proceeds will be donated to The Heartest Yard Fund.
6
SIMPLE TIPS TO DRASTICALLY IMPROVE YOUR SEMINAR RESULTS!
If you are currently struggling in your efforts to fill financial seminars, the solution may be easier than you think. Sometimes making just a few simple changes in your marketing strategy can make all the difference in the world! Perhaps it is time to take a step back and reassess your entire marketing process from start to finish. The following quote by Albert Einstein may help you put things in proper perspective: “The definition of insanity is doing the same thing over and over and expecting different results.” Successful and effective direct marketing campaigns do not simply materialize based on luck; they require lots planning and strategizing. Before you jump blindly into your next marketing campaign, take the time to review the following six seminar marketing tips. Just making a few simple tweeks in your current marketing strategy can make a huge difference in the success of your next marketing campaign!
1. Seminar Invitations Differentiate yourself from your competitors. If you are like many financial advisors, you may have chalked up falling seminar mailing response rates in your area to marketing saturation by your competitors. Perhaps seminar saturation may not be the issue at all. The problem related to falling response rates may be due to the fact that your market is saturated with the same seminar invitations. This is quite common because there are a few very large seminar marketing companies that dominate the marketplace. These companies operate on a “template based” business model. Because they have pre-printed shells of a handful of designs stacked to the ceilings, thousands of advisors all over the country end up mailing the same seminar invitations. When prospects receive the same seminar invitation repeatedly from the many different advisors in your area, it could definitely have a negative impact on your response rates. Not only will it diminish your credibility, but also may remove any sense of urgency that may have been accomplished. The prospect could very likely discard your invitation due to the fact they feel very confident that another offer will be coming again soon. One way to increase the probability of higher response rates is to avoid the mass mailing template invitations dispatched by large direct mail house companies that boast about producing thousands of seminars monthly. Increasing your marketing results can be accomplished by separating yourself from your competition. Customize your own individual piece unique to you and your firm if you want to grow your financial practice. Keep your message fresh and current and not the same message being sent out by all of your competitors.
2. Use Quality Targeted Lists The 3 most important factors to the success of any direct mail campaign are as follows…#1) lists,
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#2) lists and #3) lists! The mailing results you receive for your seminars will only be as good as the lists you utilize to attract those potential new clients. The most perfectly written invitation with the best design in the world is worthless if it’s not delivered to prospects you are attempting to reach. Outdated lists that are not continuously updated against the NCOA (National Change of Address) Database can result in many mail pieces being mailed to individuals that no longer live at addresses contained on the lists you have purchased. In addition to deliverability issues, reaching a truly qualifed prosect is just as critical to the success of your marketing campaign. The most costly invitation is the one that’s delivered to an unqualified prospect which results in wasting your time, a seat at your seminar and unnecessary meal costs. In ordering lists from different direct mail companies, it is very important to understand the “selects” you choose. Many, such as age, income, sales, employees, homeownership, and others are inaccurate “models” that vary tremendously from source to source. Have you ever wondered why you have more records than a competitor using identical selects? It is because some only offer gathered data (factual and verifiable), where others model, and still others over-model many data elements
Failure to follow up with a proper seminar confirmation process can be critical to the success of your seminar. It can ultimately cost an advisor a loss of up to 50% of those prospects that have registered to attend the event. To accomplish the Perfect Confirmation Process, there should be 3 personal touches made to each person who calls in to register for the seminar.
4. Venue/Timing Choosing the right restaurant is key. Many advisors loose sight of the fact that, whether they like it or not, they are in the food business! Never downplay the importance of a restaurant! The venue you choose should match the demographics or class of prospects you are attempting to attract to your event. You would be amazed at what a difference it can make by upgrading your targeted demographics to an IPA list or higher age and income and upgrading to a nicer restauarant! The following are a few tips to keep in mind:
•
to find a restaurant with a Try private banquet room that has a door (soundproof).
•
get the best deal with restaurant, To dates should be booked up to one year in advance.
•
e careful in choosing meals... B nothing too ethnic, steak and chicken good choices. Try to provide a vegetarian option.
•
egotiate with your restaurant N regarding carry overs for no-shows.
•
heck with your mail house on C which restaurants and times may work best in your area.
3. Implement Confirmation Process Okay, let’s go back to the whole point of inviting the prospects to your seminar presentation. If your intent is like most financial advisors hosting these events, it is to initiate introductions and hopefully establish multiple mutually profitable long-term relationships. Don’t just invite guests, get to know them. This all begins with the first contact you make with the prospect from the moment you receive word they are interested in attending your event. During the period from that first contact, there are multiple “personal touch” opportunities available for you and your office to help initiate the beginning of what could be a very good relationship.
Perfect Confirmation Process
Personal Touch #1
The purpose for this initial call is to thank them for registering. Confirm the names of all attendees including any guests they may be bringing, dates, time and location of event, as well as making sure they are familiar with how to get to the restaurant. (You can also send out a letter of confirmation that contains directions to the restaurant) At the end of this call, they should be told to expect another call on the Friday prior to the date of the event. Note the workshops are usually very full with a waiting list. We want to be sure that we can accommodate everyone that is scheduled to attend.
Personal Touch #2
The second call confirmation call should be made on the Friday prior to the seminar the individual is planning on attending. This is your second opportunity to personally connect with these potential new clients. As you had set the expectation for the call, they will be expecting it. As promised, reconfirm their attendance. Let them know that you will be giving them one last call on the morning of or the afternoon prior to the seminar to get full meal counts and let the restaurant know how many will be attending as they bill you in advance for all those registered. This will help remove the possibility prospects won’t show up as they will then realize that you are on the hook for meals that were meant for them at the workshop.
Personal Touch #3
Call the morning of or afternoon prior to seminar, reconfirm attendance, get entrée order and let them know how much you are looking forward to finally getting to meet them in person. All of these 3 touches should be made with a “warm and fuzzy, can’t wait to meet you” manner. By the time these individuals arrive at your seminar, they should be calling either you or your assistant by your first name(s). If handled properly, like most advisors who have implemented this process, you should see a real drop off of no-shows and a significant increase in attendance at your seminars.
5. Timing Is Everything! Keep in mind that seminars should be held at times that are convenient for the attendees you are trying to reach. This can be particularly complicated to determine since the best time for your seminars will vary based on the demographics you are targeting. • When targeting Boomers (Ages 45-65) or Business Owners, demands created by work and family obligations will not allow them the opportunity to attend an event you are holding at lunch or early afternoon. The best times for these particular seminars generally seem to be start times of 6:00 - 6:30 PM. • In hosting senior workshops, you will have another set of issues to deal with. Driving at night or eating too late may be an issue. You will also want to pay close attention to heavy traffic patterns in the vicinity of the restaurant at particular times of the day. Seniors will know what areas to avoid and may pass on your invitation if that is an issue to them. Earlier start times anywhere between 3:45 to 4:30 have proven to be the most effective for this age range of potential seminar attendees. Identifying and planning these events based on the concerns of your target audience will allow you to hold your seminar at the most opportune time for those wishing to attend your planned events. In turn, this should ultimately lead to a significant increase in your response rates.
6. Improve Seminar Presentation • Cold Topics: Just as different types of investments come in and out of favor, so do seminar topics. Last year’s seminars are just that..last year’s seminars. Keeping the topics of discussion updated and fresh can make a real difference in your seminar response rates. • Consider Adding Additional Professional Speakers: Marketing partners are often overlooked as a way to boost seminar attendance. We have seen a real increase in seminar attendance for those advisors that have added another professional such as an Elder Law Attorney or a CPA to their seminars. They can provide a significant boost in response rates due to the added value of information they can provide to your audience. In addition, they can also be a valuable resource to co-op costs associated with your events. • Change up Your Seminars: As marketing is all about change, perhaps you may need to periodically change the type of seminar you are presenting. One idea to consider may be to hold senior seminars every other week and incorporate boomer seminars on the off weeks. Perhaps you may want to hold a Women Only Seminar every month or so. As mentioned in suggestion #1, it is important to differentiate yourself from the competitors in your area. Attempt to keep the flow of information you are presenting fresh, current and based on topics that will appeal to every demographic within your area.s
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M Jo ilo in M ed ilo FI sev G: ic 6/ h 9/ 20 1
4
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01
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C Jo orin in n ed e M FI ar G: ti 11 n /3 /2
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A Jo nn in M ed oe FI s G: 11
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K Jo imb in er ed ly FI Me G: z 4/ a 21 /2
B Jo ritn in ey ed M FI cC G: or 2/ mi 3/ ck 20 14
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D Jo ean in n ed a A FI lm G: at 6/ iri 16 /2 01 4
C Jo alis in ta ed Ag FI at G: e 6/ 16 /2 01 4
FIG STAFF SPOTLIGHT
Je Jo ssi in ca ed W FI olv G: er 8/ ton 4/ 20 1
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FIG IN H TO 20 AS 15 ST D 14 G /2 01 4 AD AN ELI . W RO AS DI DA VE E WN SI TIO RD R O HA T ST N S U VE RE IN S T . H R C AD M TH O T ERE OR DE EN E B HE A E S D DO ES FI RE ER STA US T W G T TH VIC FF LY AY EAM E LA E PO T TES SS O T T Jo ony in Pe IB ed ck LE FI ich G: 4/ .
B Jo aile in y S ed m FI ith G: 10 /
FIG STAFF DIRECTORY
EXECUTIVE OFFICERS
SALES CONSULTANTS
CHIEF EXECUTIVE OFFICER Bill Cain ext 106 bill@figmarketing.com
ANNUITY DIVISION Andrew Hathaway ext 203 andrew.hathaway@figmarketing.com
CHIEF ADMINISTRATIVE OFFICER Ericka Cain ext 102 ericka@figmarketing.com
Brian Bailey ext 110 brian.bailey@figmarketing.com
CHIEF MARKETING OFFICER Jim Cooper ext 123 jim.cooper@figmarketing.com CHIEF OPERATING OFFICER Brian Williams ext 173 brian.williams@figmarketing.com CHIEF FINANCIAL OFFICER Mike Mullan ext 114 mike.mullan@figmarketing.com CHIEF SALES OFFICER Phil Graham ext 121 phil@figmarketing.com
DIRECTORS DIRECTOR OF SALES & DISTRIBUTION Shawn Sigler ext 146 shawn.sigler@figmarketing.com DIRECTOR OF SALES & DISTRIBUTION WEST DIVISION Milo Milosevich ext 125 milo.milosevich@figmarketing.com DIRECTOR OF ADMINISTRATIVE SERVICES Tracia Cericola ext 166 tracia@figmarketing.com NEW BUSINESS DIRECTOR Hope Stewart ext 131 hope.steward@figmarketing.com CREATIVE DIRECTOR Liz Ross ext 373 liz.ross@figmarketing.com HR GENERALIST Bonnie Kennedy ext 137 bonnie.kennedy@figmarketing.com
FIG OFFICES HEADQUARTERS 19520 West Catawba Ave. Suite 200 Cornelius, NC 28031 800.527.1155 • Phone 704.895.5607 • Fax Office Hours: 8:30 am - 5:30 pm EDT; Close at 5pm on Friday WEST DIVISION 15849 N. 71st Street Suite 200, Scottsdale, AZ 85254 480.664.6666 • Phone 704.439.2365 • Fax Office Hours: 8:30 am - 5:30 pm MST; Close at 5pm on Friday 40 | CONNECTIONS MAGAZINE
Chad Blanton ext 170 chad.blanton@figmarketing.com Chip Lloyd ext 139 chip.lloyd@figmarketing.com Chris Vance ext 126 chris@figmarketing.com Dale Fornges ext 213 dale.fornges@figmarketing.com Dave Jacobs ext 111 dave.jacobs@figmarketing.com Derek Bostian ext 144 derek.bostian@figmarketing.com Hamilton Morales ext 152 hamilton.morales@figmarketing.com Harold Dilema ext 149 harold.dilema@figmarketing.com James LeMay ext 158 james.lemay@figmarketing.com
Wade Laughey ext 116 wade.laughey@figmarketing.com
Jessie Fife ext 184 jessie.fife@figmarketing.com
Walker Ham ext 127 walker.ham@figmarketing.com
Karli King ext 105 karli.king@figmarketing.com
Wes Tanner ext 108 wesley.tanner@figmarketing.com
Lauren Corriher ext 219 Lauren.corriher@figmarketing.com
LIFE DIVISION Andrew Ball ext 233 andrew.ball@figmarketing.com
Tonja Easley ext 136 tonja.easley@figmarketing.com
Colin Branch ext 182 colin.branch@figmarketing.com Jonathan Padgett ext 169 jonathan.padgett@figmarketing.com Jordan Smith ext 187 jordan.smith@figmarketing.com Josh Martin ext 178 josh.martin@figmarketing.com
Trisha Darden ext 384 trisha.darden@figmarketing.com LIFE DIVISION Andie Keister ext 217 andie.keister@figmarketing.com Katie Small ext 215 katie.small@figmarketing.com
SALES ASSISTANT LTC DIVISION Elizabeth Gantt ext 204 elizabeth.gantt@figmarketing.com
Phillip Hoover ext 377 phillip.hoover@figmarketing.com
SERVICE DESK
Sean Cooper ext 185 sean.cooper@figmarketing.com
SERVICE ASSOCIATE Chris Brenneman ext 174 chris.brenneman@figmarketing.com
TJ Whalen ext 120 tj.whalen@figmarketing.com
INSTITUTIONAL SALES DIRECTOR OF INSTITUTIONAL SALES Tony Peckich ext 386 tony.Peckich@figmarketing.com
Jason Rindskopf ext 163 jason.rindskopf@figmarketing.com
LTC DIVISION Alecia Barnette, CLTC ext 124 alecia.barnette@figmarketing.com
Jon Hogan ext 118 jon.hogan@figmarketing.com
Marion Hendren ext 189 marion.hendren@figmarketing.com
LIFE DIVISION Shannon Blake ext 107 shannon.blake@figmarketing.com
Justin Faunce ext 143 justin.peek@figmarketing.com
DISABILITY DIVISION Rick Christy ext 135 rick.christy@figmarketing.com
CASE DESIGN
ADMINISTRATIVE ASSOCIATES
CASE DESIGN ANALYST - LIFE DIVISION Craig Chast ext 232 craig.chast@figmarketing.com
Justin Peek ext 112 justin.faunce@figmarketing.com
SALES ASSOCIATES
Karl Hoover ext 122 karl.hoover@figmarketing.com
ANNUITY DIVISION Audrey Gardner ext 141 audrey.gardner@figmarketing.com
Kevin Libeg ext 231 kevin.libeg@figmarketing.com
Brittany Tyner ext 224 brittany.tyner@figmarketing.com
Leslie Dunn ext 159 leslie.dunn@figmarketing.com
Cory Rindskopf ext 165 cory.rindskopf@figmarketing.com
CASE MANAGERS - ANNUITY DIVISION Amanda Wright ext 202 amanda.wright@figmarketing.com
Rob Wick ext 235 rob.wick@figmarketing.com
Erin Reardon ext 160 erin.reardon@figmarketing.com
Andrea Koehler ext 179 andrea.koehler@figmarketing.com
Shari Bouck ext 234 shari.bouck@figmarketing.com
Heather Stam ext 150 heather.stam@figmarketing.com
Candice Kirby ext 171 candice.kirby@figmarketing.com
CASE MANAGERS NEW BUSINESS MANAGER ANNUITY & LTC DIVISIONS Andrea Dinkins ext 119 andrea.dinkins@figmarketing.com
Dee Almatiri ext 186 dee.almatiri@figmarketing.com
Calista Agate ext 216 calista.agate@figmarketing.com
Monica Saunders ext 113 monica.saunders@figmarketing.com
Desiree Schmitz ext 388 desiree.schmitz@figmarketing.com
Denise Wayne ext 209 denise.wayne@figmarketing.com
APM MARKETING COORDINATOR Carly Walker ext 383 carly.walker@figmarketing.com
Isobel Thompson ext 390 isobel.thompson @figmarketing.com
Kelly Schriber ext 212 kelly.schriber@figmarketing.com
Jennifer Fries ext 237 jennifer.fries@figmarketing.com Jessica Wolverton ext 236 jessica.wolverton@figmarketing.com Kayla Costner ext 214 kayla.costner@figmarketing.com
Kimberly Meza ext 210 kimberly.meza@figmarketing.com Stephanie Mills ext 197 stephanie.mills@figmarketing.com
CORPORATE EVENTS SPECIALIST Tara Vickers ext 132 tara.vickers@figmarketing.com MARKETING MEDIA SPECIALIST Alisa Ferrara ext 161 alisa.ferrara@figmarketing.com
CONTRACTING
Jennifer Shephard ext 117 jennifer.shephard@figmarketing.com
CONTRACTING MANAGER Robin Puckett ext 129 robin.puckett@figmarketing.com
Wes Knowles ext 379 wes.knowles@figmarketing.com
Laura Neuberger ext 206 laura.neuberger@figmarketing.com
Krista Rockwell ext 142 krista.rockwell@figmarketing.com Lindsay Burke ext 207 lindsay.burke@figmarketing.com Lora Bennett ext 156 lora.bennett@figmarketing.com CASE SUPPORT - LIFE DIVISION Carly Stafford ext 389 carly.stafford@figmarketing.com
Andy Powell ext 229 andrew.powell@figmarketing.com
WEB DESIGNER Rich Skaretka ext 199 rich.skaretka@figmarketing.com
CASE MANAGER - LTC DIVISION Davon Hood ext 205 davon.hood@figmarketing.com
Kira Warber ext 172 kira.warber@figmarketing.com
SOFTWARE DEVELOPER Andrew Barnett ext 393 andrew.barnett@figmarketing.com
Stacey Conner ext 153 stacey.conner@figmarketing.com
Melissa Canipe ext 223 melissa.canipe@figmarketing.com
Jennifer Rafferty ext 225 jennifer.rafferty@figmarketing.com
DATABASE TECHNICIAN Mendy Luther ext 104 mendy.luther@figmarketing.com
David Ferretti ext 177 david.ferretti@figmarketing.com
SUITABILITY SPECIALIST Kaitlin Burke ext 221 kaitlin.burke@figmarketing.com
CASE MANAGERS - LIFE DIVISION Elizabeth Maddox ext 140 elizabeth.maddox@figmarketing.com
Tom Regnery ext 222 tom.regnery@figmarketing.com
Arron Price ext 228 arron.price@figmarketing.com
Lisa Walters ext 180 lisa.walters@figmarketing.com
NEW BUSINESS MANAGER LIFE DIVISION Catherine Fales ext 208 catherine.fales@figmarketing.com
BUSINESS ANALYST Hunter Nanney ext 240 hunter.nanney@figmarketing.com
ADMINITRATION CONTRACTING SPECIALISTS Bailey Smith ext 392 bailey.smith@figmarketing.com
CONTENT MARKETING SPECIALIST Greg Porter ext 155 greg.porter@figmarketing.com
Brittni Parks ext 175 brittni.parks@figmarketing.com
ACCOUNTING
Cara Sandor ext 201 cara.sandor@figmarketing.com Corinne Martin ext 147 corinne.martin@figmarketing.com Teresa Speir ext 148 teresa.speir@figmarketing.com Whitney Pulver ext 157 whitney.pulver@figmarketing.com
ALL POINTS MEDIA APM MARKETING CONSULTANTS Ann Moes ext 378 ann.moes@figmarketing.com Justin Edwards ext 164 justin.edwards@figmarketing.com
SENIOR ACCOUNTANT Roni Kessler ext 181 roni.kessler@figmarketing.com
ADMINISTRATIVE ASSISTANTS Anita Hawkins ext 154 anita.hawkins@figmarketing.com Britney McCormick ext 380 britney.mccormick@figmarketing.com Katelyn Stafford ext 190 katelyn.stafford@figmarketing.com
FINANCE
Pamela Thompson ext 103 pamela.thompson@figmarketing.com
SENIOR FINANCIAL ANALYST Tyler Taube ext 162 tyler.taube@figmarketing.com
Tarayan Houston ext 230 tarayan.houston@figmarketing.com
FINANCIAL SPECIALISTS Carrie Hoertz ext 133 carrie.hoertz@figmarketing.com
RECEPTION Pam Burns ext 101 pam.burns@figmarketing.com
Laura Monteforte ext 109 laura.monteforte@figmarketing.com
Robin Stebbins ext 100 robin.stebbins@figmarketing.com
INTERNET TECHNOLOGIES
INTERNSHIP Kaleisha Thody ext 299 Allianz Intern kaleisha.thody@figmarketing.com
SYSTEMS ENGINEER James Harris ext 176 james.harris@figmarketing.com
CONNECTIONS MAGAZINE | 41
FIG 2015 EVENTS CALENDAR
Sa ve Th ese Dat es
A great way to organize and stay on task is to create an annual road map using a yearly calendar. We have created a calendar with special dates highlighted throughout the year as a reminder of special occassions, meetings and events. Please mark your calendars and add these special FIG dates to your yearly planning.
• New Tax Summary
• Elevate U Orlando, FL – Feb. 12-13 • Register for FIG Symposium
• TOT Event Charlotte, NC – Mar. 20 - 22 • FIG Sales Symposium Charlotte, NC – Mar. 23 - 24
• CD Rollover Month
• Elevate U Dallas, TX – May 14 & 15 • FIG Incentive Trip Are You On Pace?
• Basecamp Charlotte, NC - June 22 - 23
• Mid-Year Review Are You Hitting Your 2015 Marketing Goals
• Elevate U Charlotte, NC – Aug. 13 - 14
• Life Insurance Awareness Month
• Fall Basecamp San Diego, CA - Oct. 29 - 30
• Long-Term Care Awareness Month • PPS Program Have you qualified ?
• End of Year Tax Tips
42 | CONNECTIONS MAGAZINE
INFLUENCE
SERVICE
LEADERSHIP www.figsymposium.com
MARCH 23 & 24
Charlotte, North Carolina Financial Independence Group's annual Sales Symposium event is the biggest event of the year! With an impeccable lineup of speakers, product trainings, educational sessions and much more, it is guaranteed to be the best FIG event to date!