NAIFA-West Virginia Mountaineer News
MARCH 2013
The Brokers Source
Click HERE for NAIFA-West Virginia's
2012-2013 Officers, Regional Directors and Committee Chairs
President's Message

By Herman Dixon, CLU, CLF, LUTCF, LTCP, RFC, MBA, NAIFA-West Virginia President
While going through some papers as I begin to clean out my office and prepare for retirement on April 1, I came across a poem that I had written in 1989 after a discussion with an agent who had become complacent in his business activities after what was once a very promising career.
Following a three-hour meeting, this agent made a commitment to rekindle his efforts and to once again become the agent who was always present but had been "sleeping" inside him far too long.
In our profession it is extremely easy to fall into the complacency trap.  We work very diligently for five or ten years and then begin to cut back on the very actions that brought about our success:  we make fewer calls; hold fewer appointments; mail less pre-contact letters; ask for fewer referrals; and simply begin to take more and more time away from our practice.  We in turn become our own worst enemy.
Today our profession and our industry are under constant attack.  Never before has the need for an all-out effort been more demanding than now.  It is time for us to utilize the common practices that helped us become what we are and to turn our efforts on those who need our advice, our attention and our unwavering concern.
Ameritas DI

For more information about sponsorship opportunities with NAIFA-West Virginia, please contact John Pauley at (304) 345-4343.
I hope that the simple poem that follows will in some small way enable you to refocus and to insure that you are or that you will remain highly focused on growing your practice and also on being the beacon of light shining in the darkness for others to follow.  Perhaps it is time for all of us to simply...
"Start Over"
Gee, I don't know what happened.
I really don't understand,
Why the world around moves along, while I just seem to stand!
Can it be that I have overlooked,
A secret that others know?
Is it that I just no longer care nor seek to reach the top?
Or is it that I'm really scared to admit that I've forgot?
You see I'm just as good
As other men like me.
I've got the knowledge and the drive,
To be what I should be.
But somehow when I begin to try,
To reclaim what I once did.
My mind tells me to "Stop that now!"
"You're acting like a kid!"
If I'm ever going to change my path,
I'd best begin today.
For life is an uncertain journey,
Regardless of what others say.
So, I'll overcome my fears of loss,
No longer will I stand.
No longer will they pass me by,
Nor lead me by the hand.
No longer will I allow myself,
To finish in the rear.
You see this train is a running again.
I'm shifting into gear!
The story is so simple.
It's trail so plain to see.
That my present and my future,
Truly depends on me!
What we do clearly depends on us!  Greatness lies within us all!  Bring that greatness to a renewed reality today!  Go forth and grow!
NAIFA-Charleston Membership Luncheon:
Tuesday, March 12, 2013
Edgewood Country Club, 11:30 am

1600 Edgewood Drive, Charleston, WV 25302  DIRECTIONS
Long Term Care Planning and Strategies
Guest Speaker and Sponsor:
Michelle Prather
Regional Marketing Director, OneAmerica
(800) 275-5101
NO CHARGE for NAIFA-Charleston members and NAIFA-West Virginia members! 

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.
You are cordially invited to the West Virginia Association of Health Underwriters next meeting on Thursday, March 21st.  Please RSVP to WVAHU@outlook.com.
West Virginia Association of Health Underwriters
Thank you for your sponsorship:
Coventry Healthcare, Stratose/4 MOST, and MetLife
Health Care Reform in WV - Real World Implications & Answers

The WV Association of Health Underwriters is hosting a town hall style panel discussion on Thursday, March 21st from 8:00 - 11:00 am at Edgewood Country Club in Charleston.
Each panelist will give a brief discussion about the implementation of PPACA and how your clients will be impacted.  Q & A session will follow that will include important implementation questions and answers on topics such as:
● How PPACA will impact employer groups and individuals in 2014 and beyond
● Exchanges - How they will function, and what to expect
● How to determine what taxes and fees your business may or may not have to pay in various situations under PPACA and other issues such as W-2 reporting, FSA limits, etc.
● Legal Ramifications and compliance issues
● Determining large group status, determining full-time employees, minimum essential coverage, minimum values, employee affordability and transitional relief for 2014.
Please feel free to invite clients, colleagues, and other who would like real-world answers about PPACA.
Edgewood Country Club
Thursday, March 21, 2013  ~  8:00 - 11:00 am
$20.00 for members, $30.00 for non-members.
* 4 tickets for $100.00 available after purchase of one regular price ticket *

Featured Panelists include:
Dan Samson
Manager of State Affairs Government Relations Department, NAHU
Jeremiah Samples

Exchange Coordinator from the Offices of the WV Insurance Commissioner
Robert Coffield

Health Care Attorney, Flaherty, Sensabaugh, & Bonasso PLLC
Bill McKee

CPA with expertise with PPACA, Arnett Foster Toothman
For RSVP's or questions, email WVAHU@outlook.com, and you will receive a PayPal email link to pre-pay.  If you prefer to mail a check please have it postmarked by March 7th and mail to: WVAHU, 107 Hale St., Suite 316, Charleston, WV 25301.
When you RSVP please provide up to 5 questions you would like the panelists to address.
NAIFA-West Virginia 2013 State Convention
Thom StevensHealth Care Highlights

Hi, I'm Thom Stevens, NAIFA - West Virginia Lobbyist and Editor of Health Care Highlights.
25th Anniversary  
We are celebrating the 25th anniversary of our unique health care publication and this year we welcome communications expert Andy Wessels to our team.
Our newsletter reaches more than 5,000 health professionals and health policy makers. Health Care Highlights is your best source for West Virginia Legislative and Governmental health information!  

IFAPAC: Get off the Bench and Get in the Game 
All hands are on deck to ensure that our business climate does not suffer from tax reform. Please ask yourself this question:
"How much would I be willing to spend to protect my career?"
Contribute Today!Is the protection of your livelihood worth $5,000 a year to you? $500? $50?
NAIFA's Insurance and Financial Advisors Political Action Committee (IFAPAC) is a critical component of NAIFA's advocacy strategy. The ability to pool resources and contribute in a meaningful way to political campaigns on the state and national level is extremely crucial, as it helps to gain access to these legislators down the road. By law, your membership dues cannot be used to make political contributions - you must make a separate monetary donation to help make a difference.
Can you start today with a contribution of $10/month? For more information about IFAPAC and to contribute securely online, please click HERE.


Bill CatesBuild Trust Quickly by Providing Value First
By Bill Cates
President of Referral Coach International
Trust is not an easy thing to build quickly, but we should do what we can (in a sincere way). Meeting new prospects through introductions is one of the best ways to start out at a higher point of trust. And, since your referral source is a source of great information about your new prospect, you can take it a step further.
Bring value on the very first contact. It's a simple concept.
Your ability to provide value from the get-go will be affected by how much you learn about your new prospect from your referral source. Learn as much as time permits. Ask them the high-value question: "What's going on in their life (or business) that's important to them right now?"
Assuming you've gathered some "intelligence" before you contact your new referral prospect, here are 3 simple ideas that come to mind. Let me know if you've already thought of others that work for you:
1.  Be ready to help them by giving them a referral to other resources - related or unrelated to financial work. (For example, I know one advisor who knows a lot about nanny's and au pairs. He's always using that "network" of his to bring value first.)
2. Email or mail the prospect an article that they might find relevant to their life. (Compliance friendly, of course).
3. Write a small booklet (or regular size book) and have your referral source introduce you in that way. Autograph it first.
Bottom line:  Always think "value first."  Deliver value first.
If you have any result-producing tips you'd like to share with me, please send them to Ideas@ReferralCoach.com.
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 www.ReferralCoach.com.
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.