NAIFA-West Virginia Mountaineer News
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OFFICIAL FAMILY: Click HERE for NAIFA-West Virginia's
2012-2013 Officers, Regional Directors and Committee Chairs

NAIFA - West VirginiaFor more information, contact John Pauley, CLU, ChFC, CLTC at
(304) 345-4343 or E-mail
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President's Message

NAIFA-West Virginia President
I have been very fortunate to have made some very sound business connections in the industry.  One of those connections is my good friend Dr. Mark Hillman.  Mark is an author, trainer, health consultant and executive coach among his many professional achievements.  He also provides a very simple energy gram that I like to read.
One of my favorites hit some deep roots and I wanted to share it with you.  I hope you find his thoughts engaging and useful in your business and personal life.  Though not a commercial or direct endorsement, I do feel that his website would be interesting for you to view.
* The goal of an argument should be progress, not victory.
* Winning isn't everything, but wanting to win is.
* Character builds slowly, but it can be torn down with incredible swiftness.
* The most difficult part of getting to the top of the ladder is getting through the crowd at the bottom.
* Success is not a doorway; it's a staircase.
* Feel the fear, and do it anyway.
* Declare your mission - and then live it!
* Don't be afraid to take a big step if one is indicated.  You can't cross a chasm in two small jumps.
* Helping others harvest their triumphs brings more success than insisting everything be done your way.
* Say what you mean, mean what you say, just don't say it mean.
So, what do these simple statements say to us?  Directly, that WE... OURSELVES... Yes, ME, YOU... control in the ultimate end, how we view issues; whether we respond or react to those issues; what we do about the issues; and, whether or not we see success in our efforts or setback.
It is easy to make excuses when things go wrong. It is easy to allow the "poor ole me" syndrome to rule our lives when things are not going our way.  But, it takes "grit"; yes, hard packed "grit" to seek solutions to life's problems whether business or personal, rather than to continue praising those problems and then blaming everything in sight for the problem being there.  Inactivity of action regarding a personal or business issue whether good or challenging is of no value.  Why?  Because the next morning and every morning there after we awake, it is staring us in the face.  Every day that we do not seek a different direction or a workable solution or an expanded action depending on the current situation, is one day lost that would rid us of negative thinking, and loss of self-esteem.
So, find the "grit" you need to tough it out!  If one door is closed, find another or build one!  No problem is too great, nor situation too dire that a workable solution cannot be found if we...YOU, ME, will invest the time, the thought process and the action to bring that solution to the forefront of our lives.  If it is to IS in large part, UP TO ME!
Have a Great Sales Month!
Grow Your Business
THURSDAY, MAY 16  &  FRIDAY, MAY 17, 2013

Embassy Suites Hotel, Charleston, West Virginia
300 Court Street, Charleston, WV 25301  *  304-347-8700
Bob Davies and Bill Cates, CSP, CPAE
B.G. Hamrick; Daniel A. Ogden, CLU; Dee Rumbaugh; and Susan B. Waters, DM, CAE
The Pennington Project

*  WV Power Baseball Outing with Pre-Game Picnic!  *

  Check our website at for the latest news and updates!
Health Care Highlights

Thom StevensHi, I'm Thom Stevens, Editor of Health Care Highlights.
This marks the 24th anniversary of our unique health care publication.
Our newsletter reaches more than 2,500 health professionals
and health policy makers.
Health Care Highlights is your best
source for West Virginia legislative and governmental health

For more information, please call 304-344-8466 or email
Advocacy At Work!
West Virginia Legislature Directory
For your information and use during the 2013 WV Legislative Session:
Note changes in the Chairs for the Insurance Committees (see Banking and Insurance) for both the House and the Senate.

Register Now for the NAIFA Congressional Conference!

NAIFA Congresstional ConferenceRegistration for the April 8-9, 2013 NAIFA Congressional Conference is now open! The first 500 registrants for the NAIFA Congressional Conference will be eligible to be reimbursed up to $500 to cover their travel and lodging expenses.
Don't wait! Click HERE to register now!
To be eligible for the travel and lodging reimbursement, you must be one of the first 500 registrants and you must stay at the official NAIFA Congressional Conference hotel - the Hyatt Regency in Crystal City, VA. You can view the full reimbursement guidelines during the registration process.
NAIFA's Congressional Conference will bring NAIFA members together to learn about the legislative issues that matter to people in our industry, and most importantly, our clients. You will then take that knowledge to Capitol Hill when you meet with your Members of Congress to discuss these issues. For additional information about the Conference, view the FAQs.
The looming threat to the tax status of many insurance products is very real. NAIFA needs you to attend this Conference and defend our industry. Please register and join me in April where together we can make a difference!
5 Strategies to Make 2013 Your Year
of Better Clients from Referrals

Bill CatesSubmitted By Bill Cates
President, Referral Coach International
What is more important to you?   More referrals?  Or higher quality clients from referrals?  Or both?  Here are a few simple things to keep in mind if you'd like to get better quality clients from referrals in 2009.
Get Clear

What type of client do you want to attract into your business?  Are you crystal clear?  Can you write it down right now, on the spot?  Clear intentions produce clear results. Fuzzy intentions produce fuzzy results. You will be amazed at how much easier it becomes the right kind of clients into your business when you are crystal clear what comprises an ideal client.
Share Your Clarity

Are your clients and centers of influence as clear as you are as to who fits your business?  If you're not clear, how can you expect them to be?  If you are getting the wrong kind of referrals, then you have some teaching to do.
Stop Taking the Wrong Clients

When you spend time catching and serving (sounds like fishing) the wrong kind of clients for your business model, then you don't have the time to catch and serve the right kind of clients.  It should always be a win-win situation.  Never assume a referral prospect is the right match for you. Always qualify - with your referral sources or the prospects themselves.
CPA Relationships
The only way to get to meet many top-level prospects is through their CPA. In many cases, the CPA is the financial quarterback in that prospect's life.  It's critical that you develop several quality referral relationships with CPAs and similar centers of influence The key ingredient to getting referrals from CPAs is to be referable. CPAs are risk averse and they don't give referrals easily. They have to truly get to know you and the work you do before they'll refer people to you. Don't go for referrals too quickly with CPAs you meet. First try to serve them and their practice. And, of course, the best way to meet CPAs is through referrals from your existing clients.
Asking for Referrals vs. Referral Events

Without question, there are many top-level prospects who are just not prepared to make their first meeting with you a business meeting.  They want to meet you in a low-key social setting.  They want to get to know you first.  They want to see if they "like you" and can "trust you."  It's usually not a logical thing.  They don't want their first meeting to be about them bringing all their financial statements and baring their financial soul to you.  This is why it's important to sponsor several referral events every year.
Some clients will play the traditional referral game; you ask for referrals, they give you referrals. Many others would prefer the social introduction path.  I recommend you have both strategies as part of your marketing plan for 2009.
Bill Cates is the author of "Get More Referrals Now!" and "Don't Keep Me a Secret!" and will be a keynote speaker at the 2013 NAIFA-West Virginia State Convention. To receive Bill's complimentary newsletter and to learn more about how he might help you acquire more and better clients through referrals, go to 
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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
NAIFA-West VirginiaVisit NAIFA-West Virginia's website at