NAIFA-West Virginia Mountaineer News Membership Newsletter
The Brokers Source, Ltd.

Click HERE for NAIFA-West Virginia's Officers and Board of Directors
NAIFA-Miami Dade
Gary W. Kelley, LUTCF, CLU
President's Message

Gary W. Kelley, CLU, LUTCF
2014-2015 NAIFA-WV President 


Welcome to the fall season in beautiful West Virginia. The leaves are changing and crops in the field are being harvested. This brings us to the time of year when families will be spending the holiday seasons together. As we share these moments with our families let's remember that our way of life can be suddenly and irrevocably changed in an instant. The death of a family member is devastating to say the least, but yet the family core must carry on. In our profession that's where we bring our training and skills to help the family unit continue with their lives with the financial resources that are required to do so.

Life insurance is the one product and service that assures the family that they can stand on their own, without the threat of losing their physical properties and their way of life, even in the face of the loss of that other income that was required to live their daily lives. My encouragement to you as a fellow agent is to stay on top of your education, gain advanced knowledge and understand the ever changing market place that the consumer lives and works in. September was Life Insurance Awareness Month, but in our business we must make sure the consumer understands that each day they should be aware of the value that our products provide for their families well being.

NAIFA's goal this year is to add 2,000 new members to our rolls nationwide, let's do our part to help strengthen our own association by bringing in one new NAIFA-West Virginiamember each this year to our NAIFA-WV.

I am available to assist anyway I can to help you and all of us achieve our goal and be more successful in caring for those families.

Gary W. Kelley, CLU, LUTCF








NAIFA-Charleston Membership Luncheon and CE Opportunity:


Tuesday, October 14, 2014 

Edgewood Country Club   

1600 Edgewood Dr., Charleston, WV 25302


One Hour Morning CE Seminar, 10:30 - 11:30 AM


"Final Expense Insurance"  


Followed by NAIFA-Charleston's Membership Luncheon Meeting 


The Changing Face of Voluntary Benefits"The Changing Face of Voluntary Benefits" 


Guest Luncheon Speaker:

Gary Gillen, CLU
from The Brokers Source, Ltd.  


There is NO CHARGE for NAIFA-Charleston and NAIFA-West Virginia members and $20.00 for non-members.


Lunch and CE Filing Fees Included!




For more information and to RSVP, call or e-mail Executive Director John E. Pauley, CLU, ChFC, CLTC at (304) 345-4343 or johnpauley@ft.newyorklife.com.   


Special Thanks to Our Sponsor! 

Ameritas DI

Hildebrand Insurance Services

For information on
sponsorship opportunities
with NAIFA-WV, please
contact John Pauley
at (304) 345-4343.
National Brokerage Bill Noah, Vice President of Operations 
National Brokerage, LLC 
894 Beaver Grade Road, Suite 401, Moon Township, PA 15108 
Phone (412) 262-6091 ext 1411 or (800) 273-9715 


NAIFA-Miami Dade 

Terry S. Mathias NAIFA-WV Sales Congress Huge Success!

Submitted by Terry Mathias, CLTC

On September 16th, NAIFA-WV and NAIFA-Charleston hosted our first Annual Sales Congress at the Edgewood Country Club in Charleston, WV.

Attendees were treated to a variety of sales ideas and life skills by Nationally recognized speakers Timothy Kiesling, CLU ChFC, MSM, CRPC and former NAIFA President John Nichols, MSM CLU.  This was a high-energy, fast-paced meeting that provided everyone with applicable sales ideas and techniques that were easily transferable to their practices.

NAIFA-West Virginia Sales Congress

Special thanks to our sponsor, New York Life (William McCloe Jr.) and the following vendors:  The Brokers Source (Ray Phillips), Hildebrand Insurance (Ed Hildebrand), Integrated Benefits (Ryan Kimble), Renaissance Dental (Tonya Fenimore), Stratose (Gary Shorter Jr.) and Ameritas (Joe Noca).   We appreciate their support and encourage our members to utilize their services where applicable in their business.

Thanks to everyone who chose to attend and for your continued support of NAIFA-WV!  

Mark your Calendars!

NAIFA-WV State Convention, May 7-8, 2015 at the Embassy Suites in Charleston, WV.


NAIFA-Miami Dade 

New NAIFA LUTCF Program NAIFA and College for Financial Planning Unveil Curriculum for New State-of-the-Art LUTCF Designation Program

The College for Financial Planning (CFFP) and the National Association of Insurance and Financial Advisors (NAIFA) have joined forces to create an enhanced, dynamic and interactive curriculum for the Life Underwriter Training Council Fellow (LUTCF) designation. 

Students in the LUTCF designation program, which was established in 1984, will master the fundamentals of risk management and life insurance, insurance and investment products, and risk management applications. The program is designed for insurance professionals looking to expand their practice, insurance support staff, and financial advisors seeking a broader understanding of the insurance industry.

At the helm of the new program is David Mannaioni, CPCU, CLU, ChFC, CFP, a CFFP associate professor with 30 years of experience working for large, national insurance companies and managing his own financial planning practice.

Mannaioni designed the curriculum for the new LUTCF program under the supervision of NAIFA's LUTCF advisory board, who oversee the program.

"We're very excited about this opportunity to continue the proud traditions of the NAIFA LUTCF program by delivering current, relevant content using traditional classroom settings and state-of-the-art technology to ensure that every LUTCF candidate is able to master the material in a way that best fits their preferred method of learning," said Mannaioni.

The program will be delivered via the MyChoice platform, CFFP's state-of-the-art virtual classroom. The MyChoice platform features live, smooth, interactive classes that encourage group discussions and breakouts. Students may also choose to attend a ground-based classroom version of the program hosted in their local area and moderated by adjunct professors.

The program is split into three courses: 
  • Introduction to Practice Management and Life Insurance (including classes on developing a business plan, ethics, and life insurance prospecting and selling skills) 
  • Insurance and Investment Products (including classes on life insurance and annuities; mutual funds, disability income, long-term care, and health insurance; and property and casualty insurance) 
  • Risk Management Applications (including retirement and estate planning, special family situations, and presenting basic plans to individuals and business owners)
Each course will run for 8 weeks followed by a week for study and review and an exam. There are also fieldwork components as well as in-class assignments required throughout the program.

"With more than 50,000 designations conferred, LUTCF is the proven designation," said NAIFA President Juli Y. McNeely, LUTCF, CFP, CLU. "Like so many NAIFA members, LUTCF was my first designation, and it's the reason I'm in this business today. The program puts advisors on the right path in the sales process, and helps build knowledge and confidence that leads to successful careers. I consider LUTCF to be one of the best things I could have ever done to move me forward for the future."

Registration for the new LUTCF program will begin Jan. 2, 2015, and classes are scheduled to begin in July of 2015. Prospective designees will be required to be NAIFA members at the time of conferment.

The program's 3 core courses are $920 each; however, NAIFA members will be eligible for a 15 percent discount.

Since the LUTCF credential was established 30 years ago, more than 50,000 designations have been conferred.

For complete details, please visit www.naifa.org/benefits/education/lutcf.cfm.


NAIFA-Miami Dade 

Your Support of IFAPAC is Necessary and Appreciated!

NAIFA strives to keep members and lawmakers informed about where we stand on important issues. By clicking HERE, you can find NAIFA's stances on the issues that matter most to the business of insurance and financial advising.

Check regularly for updates and additional information.    

IFAPAC Please consider a contribution to YOUR Political Action Committee!

The Insurance and Financial Advisors Political Action Committee (IFAPAC) is a term used to describe collectively the PAC sponsored by NAIFA at the federal level and the PACs sponsored by each state association. Each PAC is a fund that supports the campaigns of candidates for public office who understand issues important to insurance agents and financial advisors. IFAPAC's goal is to help the associations advance the legislative and regulatory interests of the members of NAIFA. While any U.S. citizen can contribute to IFAPAC, only members of local NAIFA associations may be solicited to do so. Contributions must be voluntary. Contributions are not tax deductible for federal income tax purposes.

Of approximately 4,600 political action committees registered with the Federal Election Commission, IFAPAC ranks in the top tier. IFAPAC is the largest insurance PAC in the country. In the last election cycle, the national IFAPAC contributed approximately $1.1 million to federal candidates and committees.

For more information about IFAPAC and to contribute securely online, please click HERE.


NAIFA-Miami Dade 

Thom Stevens Health Care Highlights

Hi, I'm Thom Stevens, NAIFA-West Virginia Lobbyist and Editor of Health Care Highlights.

Click HERE for our 14th issue in 2014.

We are celebrating the 26th anniversary of our unique health care publication and again welcome communications expert Andy Wessels to our team.

Our newsletter reaches more than 5,000 health professionals and health policy makers, and recently won the coveted Crystal Award for publications from the WV Chapter of the Public Relations Society of America.

Health Care Highlights is your best source for West Virginia Legislative and Governmental health information!

For more information, contact Thomas J. Stevens, President, Government Relations Specialists, LLC at 304-344-8466 or email StevensGRS@aol.com.


NAIFA-Miami Dade 
Herman Dixon
Think BIG!

Sticks and Stones... But Thoughts Can Harm You! 

Personal Development Coaching and Training
by Herman L. Dixon, CLU, CLF, LUTCF, LTCP, RFC, MBA     

Sometimes we may get tired of hearing about this certain reality; but, the fact remains that a negative attitude WILL destroy a business, a career and a life.  Motivational magnet W.W. Ziege once said, "Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude."  As you explore your business operations, your life and your career dream achievements, where does your attitude tend to go?  Is it positive and refreshing so that you have no fear of embarking on a fishing trip for whales and in fact take the tartar sauce with you; or, is it so dismal and disheartening that you light up a room by leaving?  Be aware that your thoughts will impact you and your future.

Business, career and life follow a very regimented pathway. Nothing will come easy as we all tend to find out in our interactions daily.  We have our share of success and also our share of shortfall.  How we tend to reflect on whether our glass is "half-full or half-empty" will greatly determine our ultimate achievement. Our decision to be "alive" in the moment and to set aside the "gremlins" of self-doubt, false assumptions and victimization will forever change our life, our business and career success for the better.  However, in the reality of our circumstances we must be aware that there are forces constructing stumbling blocks in our way.  Whether we respond or react determines our next steps.

There are three (3) crucial points that must be kept in one's mental awareness for the foundation to be laid that will enables business, career and life to proceed on the proper pathway.  While these points may not provide the "certainly" of achievement in every undertaking, each will insure that the foundation necessary to proceed will be strong enough to build the structure you seek. When strength is evident, success can be launched.  Those points are: unquestionable belief in your abilities;  facing the realities of the moment; and, knowing what you really want.  

First, having an unquestionable belief in your abilities is paramount for any success whether it be business ownership or management, career achievement or life satisfaction.  If you allow your mind to present false information about whether you are good enough, or smart enough or have the ability to learn, you have lost before you begin in any of these efforts. As the adage says, "...whether you believe you can or you can't, you are right!"   Doubt at times will "creep" into your world.  However, if you will take a long and enthusiastic look at yourself in the mirror, there is a way to chase doubt away.  What your mind hears, it believes.  Therefore, speak positively about your abilities.  Believe in you.  Cease to complain and then proclaim enthusiastically your abilities to succeed in your endeavors. That mental affirmation constantly conveye d will better guide you to where you desire to be. That person you see in the mirror will be the champion you strive to employ.

Next, facing the realities of the moment enables you to better deal with success and shortfall.  In one of the famous "Dirty Harry" movies, actor Clint Eastwood proclaims, "...A man's gotta know his limitations."  That reality is so true in business, career and life.  There are some things that you will not be able to "rightly" achieve.  For example, not every one will be able to play basketball in the NBA.  Now there are those who say that with enough money, you can buy a one day contract and thus have on record you played in the NBA.  That is not reality.  That is not achieving the goal on performance.  There is a distinct difference in levels of achievement that impacts the mind and the inner drive to excel. When you achieve a goal through personal performance, it grows your inner drive to excel.  Achieve ment by any other means will not provide the level of drive you need to build a self-fulfilling legacy.  Knowing that difference, knowing the limitations you have and then finding a way to achieve despite any shortfalls is the "true" essence of universal realities.  Not everyone will become "the leader" but everyone can be "a leader" in many avenues of life and business.  Knowing your avenues and then giving those avenues a 110% effort will enable success to be more effectively achieved.  Leverage your strengths.  Find ways to win by utilizing those strengths to gain the ultimate goals you need to sustain and grow.

Finally, knowing what you really want out of your business, career and life is perhaps the most important reality you will face.  Too often many think they know what they want from their business, career or life and then set out to accomplish that end.  Later, they discover that they were chasing an unattainable "golden ring" and unfortunately too frequently tumble into the disaster of defeat and unfulfillment.   The fact you know what you really want provides the fuel needed to awaken and engage the "warrior" that lies within you.  This internal "warrior" encourages you to produce the vision you need to build the most effective plan of direction.  Once you are able to see the "end" in your mind's eye and proclaim that "end" so that it becomes your guiding force, you are then positioned to begin your battle toward achievement and satisfaction.  You gain strength and confidence and are able to push aside the critics who try to tell you it is not possible.  When the vision is clear and the mind is determined, it can be done.

Leadership pioneer Herbert N. Casson once said, "Business is always a struggle.  There are always obstacles and competitors.  There is never an open road, except the wide road that leads to failure.  Every great success has always been achieved by fight.  Every winner has scars...The men who succeed are the efficient few.  They are the few who have the ambition and will-power to develop themselves."  In business, career and life, how we think, how we face the realities of our world and how we position ourselves to clearly knowing what we want will determine our abilities to succeed.  Just as fuel provides the power to operate our vehicles, our attitude will determine our level of understanding and achieving the success we desire.  Unless that attitude is properly distributed within our personal being to fuel our internal will toward success, no plan, no marketplace, nor no financial position will be strong enough to move us forward in our quest for achievement.  Remember, our stride for success is most often only one thought away.  Think positive and strive to build the business, career and life you truly deserve.

Business Plan Business plan time is now here.  Are you still putting your business plan in a binder? Are you finding that all you do is replace the yearly cover and use the same figures perhaps with a slight increase to reflect new demands?  What would it mean to have a business plan that REALLY gets the results you need?  How would you feel to have a plan that every member of your team could easily understand and know precisely what to do? A plan that would help you to discover whether you have relationships or associations with customers.  With the One Page Plan process, I can help you achieve those goals and do so with less stress so that 2015 might be your most effective goals achievement yet!  For an opportunity to find out what this unique concept is all about, contact me:  herman@thinkbigcoachingandtraining.com or call me at 304-839-5101 or 843-879-3740.  All it takes is one moment of time!   

NAIFA-Miami Dade

Lenovo Member Benefit of the Month

NAIFA members can save up to 20% off the everyday public web price of Lenovo's product line. Take advantage of great deals on everything you need for your office and home, including all laptops, tablets, desktops, all-in-ones, workstations, servers, and accessories. This includes savings on a variety of top products, including the award winning ThinkPad notebooks.

NAIFA members also receive:
  • Free ground shipping on all web orders
  • eCoupons each month with special limited time savings
  • Access to energy-efficient green technologies
For more information and easy ordering, call 1.800.426.7235, ext. 9405 or visit www.lenovo.com/naifa, and experience the Lenovo difference! Be sure to check the website often - special offers change frequently.

For a complete and comprehensive list of all the exclusive benefits of NAIFA membership, please visit www.naifa.org/benefits.

It Pays to Be a Member Ask a non-member to join NAIFA today.

NAIFA is the largest financial services membership association in the United States, comprised of more than 700 state and local associations representing the interests of 200,000 members and their associates nationwide. NAIFA's goal is to protect your livelihood and your clients' financial security.

To join or renew securely online, please visit www.naifa.org.


NAIFA-Miami Dade 
NAIFA-West Virginia 
For more information about the National Association of Insurance and
Financial Advisors - West Virginia, contact John Pauley, CLU, ChFC, CLTC  
at (304) 345-4343 or e-mail johnpauley@ft.newyorklife.com.  
Visit NAIFA-West Virginia's website at www.naifawv.org.