NAIFA-West Virginia Mountaineer News
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President's Message

NAIFA-West Virginia President
What We Do Still Matters!
Recently I have had the chance to interact with single mothers: two in a business setting and one in a social setting.  Each had a great story about a common fate they shared:  being young widows.
One mother described how with two small kids and a very tight budget she was not sure the home purchase so early in their married lives was a good thing.  However, her husband assured her that it was better than renting and he could pick up some extra work as well as better budgeting; but, they would be fine!
As they signed the papers for the house and walked away from the attorney's office, she had a great sense of pride and joy in what they had done.  It would be great for the kids to have a place they could play with the dog in the backyard and she could plant that flower garden she wanted.  Life seemed grand!
While watching the television one morning she heard an individual being interviewed who talked about mortgage life insurance.  He mentioned that it was a very inexpensive product that pays off the mortgage should anything happen to owners of the home so that the home was retained.   She thought to herself that perhaps this would be worthwhile and did not recall this being discussed at closing or when they purchased their  homeowners insurance.
Calling a friend, she asked if this was something that her family had.  The answer was yes and the friend was amazed that no one had mentioned this to her or her husband.  The friend noted that she would have their life agent call that very day.  More on this later.
As the story goes, the life insurance was purchased even though the husband fought it along the way and this young mother felt better knowing that at least her home was secured against the uncertainty of death.
Within two months of that purchase, a tragedy occurred:  the husband was hit head-on by a drunk driver and died instantly.  This young mother was left alone with two children, saddened but secure because of what life insurance did for her family.  They retained the home.  They had additional monies to help them adjust and to assist her in going back to work.   With the burden of the home off of her shoulders, though alone, she was able to re-build her life and that of her children.
Mom number two also had a story.  Married with two small kids, they had a dream to have their own home.  Her husband was an energetic robust young man who loved his family and worked hard to bring that dream to reality.  Finally, a home was found and a purchase was ensued.  As this young man spoke to his parents and grandparents about the purchase, his grandfather proclaimed that he must have life insurance to take care of the mortgage and protect the future for his family.
The young man saw himself as strong, healthy and saw no value in life insurance.  The grandfather explained:  it is not for you but it is for those people who wait to see you every day when you come home.  Now buy the life insurance.  Listening to his grandfather, coverage was purchased for him and his wife.  He did not see the value, but he felt those words of grandpa were solid.
Within one year, tragedy struck.  This healthy young man of 26 suddenly died of a heart attack from an undetermined existing condition.  This young mother was left alone, with two small children under the age of 3.  Once again life insurance saved their home.  It gave this mother a chance to recover and build a new life for her family.  It provided her an opportunity to conduct life in some normalcy knowing that the burden of the home mortgage was not facing her.  She told me several times that without life insurance and its benefits, she would have been homeless.
Our final mom's story was not one that had the same pathway.  She too was left a widow with two small children at the young age of 26.  At her husband's death, they had no life insurance to cover the debt.  A beautiful home was lost.  A family's future was destroyed.  She was left with little recourse but to return home in another state and try to begin again.
It took her some time and many days of agony but she has recovered.  Today, she does all in her power to talk about the virtues of life insurance and how it can safeguard a future.  She points out that death follows no pathway of age and can impact young as well as old.  She hopes to never have what happened to her, happen to others.
Within the next year or so, mom number three hopes to be back in a home of her own.  No doubt she will.  However, all of her challenge could have been avoided with a simple purchase if someone had asked.
Now, on mom number one, there is more to the story.  Yes, and it is sad.  You see, the young family had great auto and homeowners insurance with the best company in the world!  But, they were never asked about life and ended up getting a policy with another great company, New York Life.  Their auto and home, yes, State Farm.
What does this all say?  The story of three mom's with similar circumstances.  Two fared well, one did not.  Basically it says that life insurance still matters!  It still does all the things it was intended to do.  It protects from losing the home to providing for the dreams of tomorrow.  All it demands is that we ask and share the value with all we have contact to influence.  In some ways, it becomes an obligation of the highest magnitude especially when we have the product but fail to offer it to those who need it most.
NAIFA - West Virginia Life insurance is an everyday conversation that must be held with all who will listen willingly or otherwise.  It is an obligation we owe to every customer relentlessly but in a professional manner.  It demands action on our part which means that until we ask, no one will know.
What say you?  
NAIFA-Charleston Membership Luncheon & CE

NAIFA-CharlestonTuesday, November 13, 2012
Edgewood Country Club   |   11:30 am - 1:00 pm
Ryan Kimble
NAIFA-Charleston Membership Luncheon: November 13, 2012President, Integrated Benefits
Join us for our next Membership Luncheon when Ryan Kimble will discuss Medicare Part D Plans, Medicare Advantage Plans and Medicare Supplements.
Two-Hour Morning LTC CE Prior to Our Luncheon!
9:30 - 11:30 AM
C09877 - Linked Benefits ( 1 Hour )
100399 - 3 of 4 Need More ( 1 Hour )
NAIFA-Charleston Members: No Charge!
NAIFA-West Virginia Members: $20.00
Non-Members: $40.00
Includes lunch and CE filing fees!
RSVP REQUIRED! To register or for more information, call or e-mail Executive Director John E. Pauley, CLU, ChFC, CLTC at (304) 345-4343 or
Executive Directors Report

John E. Pauley, CLU, ChFC, CLTCJohn E. Pauley, CLU, ChFC, CLTC
As we approach the Holiday Season, it is important to pause and reflect on the many blessings we sometimes take for granted.
LOVE FROM FAMILY AND FRIENDS provide the support and encouragement we all need to get through the "tough" times.  Take a moment and thank those "special" people in your life for all that they do and tell them how much you appreciate them.
HELP SOMEONE LESS FORTUNATE.  This could be a kind word, some quality time, a donation, or volunteering your time to help serve a meal or buy a present for an underprivileged child in your community.  There are several worthwhile charities in your area that can use your help. Take the time to make a call today and help someone in need.  You'll be glad you did.
GOOD HEALTH IS TRULY A BLESSING that we don't understand until it's gone.  All the money in the world cannot buy your health.  Make a commitment to yourself to eat right, exercise, reduce your stress and take care of yourself.  It's never too late !! You owe it to yourself and more importantly, to your family and children.
Best wishes for a joyous Holiday Season and continued success.  Remember...
Together we can make a difference!!!
How to Avoid Overeating at Thanksgiving

Bob DaviesLeft brain thoughts won't work!
Submitted by Bob Davies

The average Thanksgiving meal equals 3,000 grams of fat and the average person takes in a daily total caloric intake of 4,500 calories.
You can search anything on the internet these days so I Googled "How to Avoid Overeating on Thanksgiving". There were lots of articles, comments, stories and tips including the following;
1. Eat throughout the day prior to the main meal.
2. Exercise before the main meal.
3. Drink two or three glasses of water before the main meal.
4. Stick to single portions and leave food on your plate.
5. Don't have seconds.
All of these suggestions seemed very reasonable. Except for one thing. They won't work! Being reasonable is the lowest level of human consciousness!
The above 5 suggestions are not likely to have an impact on your emotional mind. I like to emphasize three areas of the brain. Here is an analogy.
Make a fist with both hands and put your knuckles together so the heels of your hands are touching. Roll your hands so you are looking at the top of your knuckles. This represents the outer cortex of the brain. This is the area that is responsible for rational thought, executive decision making and analytical thinking.
Open your hands and the fingers represent the deep area of the brain called the limbic system. This is the oldest area of the brain that is often referred to as the reptilian brain. It is the brain of our ancestors. This is the part of the brain that is responsible for emotional responses, fear, avoidance, disgust and arousal.
The wrists represent the brain stem, the autonomic nervous system, breathing and heart rate.
The above suggestions about overeating only appeal to the outer cortex, the thinking area of the brain. This also refers to the left brain, or the conscious analytical mind. The conscious brain agrees that it is a good idea to limit caloric intake.
Remember the fingers in the brain analogy, the limbic system? The limbic system is genetically coded for  feast or famine. The limbic system begins a hormonal cascade that signals the area of the brain called the appestat to delay its signals to the fat cells to release the hormone leptin. When leptin is in the blood stream you feel satisfied and stop eating. However, this primitive food scarcity mechanism  of delay enables you to binge so you can survive the famine and it still operates as if your life was in danger. You can not be logical or reasonable around your eating at Thanksgiving. You have to do battle on the appropriate battle ground. You've got to address the emotional limbic area of the brain.
Here is how you can win this game called overeating at Thanksgiving.
1. Get MAD!
2. Declare the commitment. (Cortex)
3. Add accountability through the use of a behavioral contract. (Cortical limbic loop)
Happy Thanksgiving!Let's take these one at a time. First, get MAD. Make A Decision! You've got to understand your "why". Why bother eating sensibly at one of maybe two times a year where you can allow yourself to overeat.
You might decide that you can overeat on Thanksgiving and Christmas and then leave it at that. This would be a fine decision. Have as much as you want. You can get back on track next week. If this is your approach then you do not need to read this article. You are fine, no judgment, enjoy.
However, you might also think that Thanksgiving is not an excuse to get off of your plan and disrupt your healthy eating habits. If your decision is to stay within your plan then read on.
By the way, I congratulate you for either decision. It is a very weak position to be indecisive.
Step one: Make a decision.
Step two: Declare the commitment.
Specifically declare what you are committed to. Are you only going to have one plate, no seconds, whatever your decision is declare it specifically. Someone else needs to know exactly what you are committing to.
Next you will need to appeal to the emotional part of the brain, the limbic system. The limbic system is like a radar sensing environment. It is constantly monitoring the inputs coming in from the outer cortex and all of the senses for any threats to survival.
You have a lifetime of what are called cortical limbic loops where just the thinking of taking an action is linked by the hypothalamus to previous threatening and dangerous experiences of pain. This constant dance occurs on a subconscious level and is constantly showing up in your life as avoidance. Unfortunately there is also another step of rationalization where you justify the avoidance and never realize that you are doing so.
The brain is genetically coded to find and respond to the highest level of perceived pain, always, just like your life depended on it. That is because at one time during human evolution the ability to recognize pain and avoid it was necessary for survival.
After you have declared your commitment now you must engage the limbic system to compel you to abide by your commitment. The commitment is in the cortex now you must engage fear to drive you to avoid, but to avoid over eating. You do this in step three.
1. Get MAD!
2. Declare the commitment.
3. Add accountability through the use of a behavioral contract.
You must engage the avoidance power of the brain by having a high pain as a consequence for non performance. There must be a penalty if you don't do what you said you would do. This penalty must be perceived as a higher pain than the pain of not allowing yourself to overeat. Your brain is designed to compel you to avoid the highest level of perceived pain. If you told another person that if you had seconds on Thanksgiving then you would pay them $100 I'll bet that you would have only one serving on Thanksgiving!
This is a behavioral contract. Here are the dynamics:
Specific Declaration + Accountability = Elite Performance
Accountability has two parts. The first part is the check in. Someone outside of yourself checks in with you. Did you do what you said you would do?
The second part is the big one. There must be an enforceable consequence for non performance. This consequence must be the highest level of perceived pain. If it is then human nature will compel you to avoid overeating. It really is that simple.
Try it out and see what happens. Can't find someone to hold you accountable? Use me. 
I'm only an email away, and $100 if you don't do what you say you will do. (  I'll bet you won't find this recommendation anywhere else on the internet!
Bob Davies will be a keynote speaker at NAIFA-West Virginia's 2013 State Convention! For more information about High Performance Training, Inc., please visit

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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
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