T h u r s d a y, October 13, Come and join us on Thursday, October 13, 2011

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1 1 NAIFA-Phoeni x October 2011 PROTE CT YOUR LIVELIHOOD!! THE VALLEY ADVISOR I N S I D E T H I S I S S U E : Upcoming Events 2 President s Message 3 Advocacy News 5 Article & Sept. pictures 6 Officers & Directors 9 IFAPAC Info 10 O c t o b e r S o c i a l / N e t w o r k i n g E v e n t T h u r s d a y, October 13, 2011 Come and join us on Thursday, October 13, :00 7:00 pm Social/Networking Event McCormick & Schmick s Seafood Restaurnat 2575 E. Camelback Rd, Phoenix Members: No Cost Guests: $20 LUTCF Info 11 Join us for appetizers & drinks! FutureforKids will be joining us as well. Special points of interest: Thursday, Oct. 13th, :00 7:00 pm at McCormick & Schmick s, 2575 E. Camelback Rd, Phoenix C O N G R A T U L A T I O N S T O N A I F A - P h o e n i x F o r r e c e i v i n g t h e N A I F A - A r i z o n a M a r t i n e z A w a r d f o r O u t s t a n d i n g C o m m u n i t y S e r v i c e f o r t h e T H I R D Y e a r i n a r o w! Current Members: No Charge Non-Members & Guests: $20 RESERVATIONS RE- QUIRED FOR ALL RSVP to Betty Hartnett by Tues., October 11th, 11:00 am By: ing her at naifaphx@cox.net or call

2 2 THE VA LLEY A DVISOR Octo be r 2011 U P C O M I N G E V E N T S Thursday, Oct. 13th, 2011 Social/Networking Event McCormick & Schmick s, 2575 E. Camelback, Phx 5:00 7:00 pm Thursday, Nov. 10, 2011 Luncheon Meeting 11:15 am Phoenix Country Club Program: Business Practices Speaker TBA Thursday, Jan. 12, 2012 Luncheon Meeting 11:15 am Program/Speaker TBA Thursday, Feb 9, 2012 Social Networking Event Details TBA April/May Golf Tournament TBA April Joint Meeting with SFSP Details to be announced Thursday, June 14, 2012 Luncheon Annual Meeting & Award Recognition 11:15 Phoenix Country Club WE GRATEFULLY ACKNOWLEDGE OUR ANNUAL SPONSORS: DIAMOND LEVEL: The Dollarhide Financial Group, LLC/ MassMutual Thursday, Dec. 8, 2011 Holiday Luncheon Meeting & Community Outreach Auction 11:15 am Phx Country Club Thursday, March 8, 2012 LINKED BENEFITS Sales Forum with CE Details TBA Luncheon Meeting 11:15 am Phoenix Country Club EMERALD LEVEL: John Driscoll & Co., Inc. W E A R E L O O K I N G F O R M E M B E R S T O S E R V E! SAPPHIRE LEVEL: Principal Financial Group index.shtm We need committed members to serve on the Membership Committee this year, as well as other committees and areas of involvement.. WHY NOT get involved with your association by volunteering to serve? Call Brad Burr, President at to volunteer NOW!

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4 4 THE VA LLEY A DVISOR Octo be r 2011 WE GRATEFULLY ACKNOWLEDGE OUR ANNUAL SPONSORS: DIAMOND LEVEL: The Dollarhide Financial Group, LLC/MassMutual EMERALD LEVEL: John Driscoll & Co., Inc. SAPPHIRE LEVEL: Principal Financial Group index.shtm A D V O C A C Y N E W S. F r o m y o u r National C o m m i t t e e C h a i r m a n, A d a m M o s b a c h, C F P, C h F C D O L : B a c k t o s q u a r e o n e o n f i d u c i a r y Controversial retirement plan proposal yanked to allow more input, further economic analysis The Labor Department today announced on Monday that it will withdraw and repropose a rule that could expand the definition of a fiduciary under federal retirement law. The agency had argued that its fiduciary-duty regulation would help protect workers and retirees who now must provide their own nest egg through 401(k) plans and other self-directed retirement vehicles. But the proposal had drawn withering criticism from a wide range of financial industry groups and bipartisan members of Congress, who asserted that it would subject advisers to individual retirement accounts to fiduciary duty for the first time and curtail commissions, while driving up regulatory and liability costs. We have said all along that we will take the time to get this right to ensure that we provide the strongest possible protections to business owners and retirement savers in plans and IRAs, Phyllis C. Borzi, assistant secretary of labor for the Employee Benefits Security Administration, said in a statement. Investment advisers shouldn t be able to steer retirees, workers, small businesses and others into investments that benefit the advisers at the expense of their clients. The consumer s retirement security must come first. The agency said that its decision to re-propose the rule stemmed from requests by members of Congress and the public to have more time to provide input. The revised rule is likely to have exemptions addressing concerns about the impact of the new regulation on the current fee practices of brokers and advisers, the Labor Department said in a statement. In addition, the revamped rule will clarify the continued applicability of exemptions that allow brokers to receive commissions for advising clients on which mutual funds, stocks and insurance products to purchase. Industry groups gave a sigh of relief. Since the beginning, we have raised significant concerns about the proposal and lack of cost-benefit analysis on a rule that would affect millions of IRA holders and plan participants, Ken Bentsen, executive vice president of public policy and advocacy at the Securities Industry and Financial Markets Association, said in a statement. We appreciate the department s announcement that they indeed will conduct further economic analysis and make changes that will be included in the new proposed rule. Right now, our economy needs more Americans saving for retirement, not plans that reduce those options to save, said Dale Brown, chief executive of the Financial Services Institute Inc. This is the right decision for millions of American retirement plan holders and the qualified professionals who help them.

5 5 THE VA LLEY A DVISOR A D VI SOR Octo be r 2011 PRESIDENT S MESSAGE It is my hope that those of you who have not been joining us for lunch would join us a couple of times this upcoming year. Our last Chapter meeting had an aura of vibrancy if I may say so. Everyone seemed excited to be there to listen to our esteemed panel (Thank you Susan Carlson for putting it together and to Michael Abbate for making our first meeting a meaningful one) which included John Pruitt from Mass Mutual, Bill Cassidy from Spence, Cassidy & Associates, Adam Mosbach from Lincoln Financial Group, Bob Castellani from Principal Financial, and RuthAnn Laswick from Black, Gould & Associates, our thanks to all of you. They gave us great insight into the future of the financial services industry and perhaps how we might position ourselves better in the future. Larry Seaman from Southwest Planning did a fantastic CE presentation on why we should all be selling Whole Life products in this environment, thank you Larry. I just got back from the National NAIFA convention in Washington D.C. yesterday and I have to say it was worth the time and the expense to be able to meet and converse with our Congressman and Senators on Capitol Hill. The meeting truly brought to light why NAIFA is so important in working with our legislators so they are informed on what you and I do and how we benefit our clients. If you have not heard, the DOL is trying to get a Fiduciary Standard in place that may eliminate commissions on the many of the clients we deal with. This is my plea for you all to get involved so that our industry can help the majority of individuals that have no active Financial Plan in place. Please get involved at some level, the board could use your help, but if not on the board then get active with your Legislators. You and your clients certainly need the Advocacy that NAIFA is providing for them. Brad Burr, CFP D O Y O U N E E D E R R O R S & O M M I S S I O N I N S U R A N C E? Check out the great deal offered through NAIFA- CALSURANCE by clicking on the link below: WELCOME NEW MEMBERS! Michael McGowan, Jr, CLTC Financial Design Group - Securian Financial Stephen Good, CLTC, LUTCF MassMutual IN MEMORIUM Larry Fry, FICP, MDRT Karen Carter, CLU GOT CHANGES? Please report any Business or Personal Address, Phone, Fax and changes by ing Betty Hartnett at naifaphx@cox.net Or calling: Or faxing: We re on the Web!

6 6 THE VA LLEY A DVISOR Octo be r 2011 Tis the Season for another NAIFA discount By Scott Craddock, Associate General Agent, Spence Cassidy and Associates Pictures from our September meeting Thanks to our panel members, Bill Cassidy, Ruthann Laswick, Bob Castellani. Adam Mosbach & John Pruitt & to our Meeting Sponsors, Lincoln Financial Advisors & Spence Cassidy & Associates! Dan Miller, Past President, presents President, Brad Burr with his President s Plaque Medicare open enrollment season is quickly approaching and includes changes as usual! The open enrollment season for 2012 plans begins October 15 and ends December 7 th. This is 4 weeks earlier and ends 3 weeks earlier than previous years (used to be 11/15-12/31). Also, the Special Enrollment dates have changed as well and will be January 1 February 14 (used to be 1/1 3/31). They have also changed the rules again!!! Imagine that! Whether you are an old dog or new one to the Medicare protection space, you will need to bring yourself up to speed with the changes, additions and deletions to this entitlement program that so many of our mature Americans age 65+ count on to provide quality health care and minimize their out of pocket medical expenses. (This is a marketing opportunity that can open up discussions around LTC, lifetime income, estate planning, etc.). NAIFA has managed to strike a member discount deal with AHIP (Association for Health Insurance Plans) Center for Insurance Education and Professional Development s course, Marketing Medicare Advantage and Part D: Understanding Medicare Basics, Plan types, Marketing and Enrollment requirements. The online course lets participants obtain core training to meet the needs of multiple plans for initial training and annual re-training certifications required to market individual and employer group Medicare Advantage and Part D plans to beneficiaries. As a NAIFA member you receive a $50 discount! You also receive a 20% discount on other courses offered through AHIP. To learn more, visit or call SEE YOU AT THE NEXT MEETING! REMEMBER TO BRING A GUEST TOO!

7 B a c k P a g e S t o r y H e a d l i n e 7 THE VA LLEY A DVISOR Se pt embe r 2011 NAIFA-Phoenix 3030 E. Ocotilla Lane Phoenix, AZ naifaphx@cox.net Committed to Your Career? NAIFA MEMBERSHIP CAN IMPROVE YOUR BOTTOM LINE and PROTECT YOUR LIVELIHOOD! With 200,000 members and their associates nationwide, NAIFA is the largest financial services membership association in the United States. NAIFA is a federation of 700 state and local association all striving for the same common goal: to protect your livelihood and your clients' financial security. Join today and get the power of NAIFA behind you! We re on the Web! Connections That Count: Just as you connect your clients to the services they need, NAIFA connects you to the resources you need to be successful. We are your voice on Capitol Hill and in your backyard, fighting for a positive legislative and regulatory environment for insurance and financial professionals. We provide education and networking opportunities that help your business grow. NAIFA communications in print and online enhance your understanding of the industry. Member Benefits Include: ADVOCACY: There is power in numbers! Our voices must be heard at the state and federal governmental Levels. NAIFA s staff of experienced lobbyists works with Members of Congress and state legislatures to protect your career and your valuable business interests. Stay connected and involved with NAIFA Frontline and Action Alerts that help you protect your business and your clients. ANNUAL DUES $550 Includes Local, State and National Dues Regular Luncheons/Meals are included in the Membership Fee PROTECT YOUR LIVELIHOOD! SALES IDEAS AND PRACTICE RESOURCES: NAIFA Members have access to valuable sales and practice management tips, business resources and product discounts through the association s This award story winning can fit national words. magazine, Advisor every third Today, Tuesday as of well the month, as online publications like e-tips and web or a biannual charity auction. If exclusive your newsletter features is folded on AdvisorToday.com and mailed, this story will appear on the If space is available, this is a good back. So, it s a good idea to make it place to insert a clip art image or easy to read at a glance. some other graphic. A PROFESSIONAL question and answer DEVELOPMENT session is a AND NETWORKING: Earn valuable continuing education credits good and network way to quickly with capture some the of the industry s most respected and successful professionals. NAIFA s attention of readers. You can either compile results questions oriented that programming you ve received and succeed since the in last our edition changing or you industry. Stay ahead and stay connected by attending local, state is specifically tailored to provide you with tools necessary to compete can summarize some generic questions that are frequently asked and national association meetings. about your organization. A listing of names and titles of managers INDUSTRY in your WIDE organization RECOGNITION is a AND AWARDS: Use your NAIFA membership to qualify for Caption describing picture or graphic. good way to give your newsletter a personal industry-wide touch. If recognition your organization like the Million Dollar Round Table (MDRT), the National Quality Award, is the small, National you may Multiline want to list Award, the The National Sales Achievement Award and the Life Underwriter names of all employees. Training Council Fellow (LUTCF) designation. If you have any prices of standard products or services, you can include a listing of those here. You may want to refer your readers to or call TO NAIFA ( ) any other forms of communication that you ve created for your organization. You can also use this space to remind readers to mark their calendars for a regular event, such as a breakfast meeting for vendors

8 8 A REMINDER: When GOV read and you receive a ALERT, please respond! NAIFA is your voice on Capitol Hill, and with a powerful government relations and political grassroots team on your side, NAIFA works as your personal advocate in Washington, D.C., and in state legislatures, educating and lobbying lawmakers to protect the insurance and financial-services industry and the interests of your clients.

9 B a c k P a g e S t o r y H e a d l i n e 9 THE VA LLEY A DVISOR O cto be r N A I F A - P h o e n i x B o a r d o f D i r e c t o r s a n d C h a i r m e n President: Brad Burr, CFP bburr@lovitt-touche.com We re on the Web! ANNUAL DUES $550 Includes Local, State and National Dues Regular Luncheons/Meals are included in the Membership fee PROTECT YOUR LIVELIHOOD! President-Elect/Co-Membership Chair: Scott Craddock, CSA craddocksp@hotmail.com Secretary/Treasurer & Advertising & Sponsorship Chairman: Susan Carlson susan@heartlandltc.com Immediate Past President/Membership Chair: Dan Miller dmiller10@metlife.com National Committeeperson: Adam Mosbach, CFP, ChFC Adam.mosbach@lfg.com Director/Programs/Professional Development/Community Outreach Michael Abbate Michael@mabbate.com Director/Golf Tournament Chair: Vlasta Duffy, CLU, ChFC vduffy@financialguide.com Director: Heather Ladd heather.ladd.iya7@statefarm.com Director/Government Relations Chair: Stan Pelcher, LUTCF spelcher@pfc.nef.com IFAPAC Chair: Bill Cassidy, CLU, ChFC, LUTCF billc@scaaz.com Association Administrator: Betty Hartnett, CLU, FLMI Caption describing picture or graphic or , FAX: naifaphx@cox.net 3030 E. Ocotilla Lane, Phoenix, AZ 85028

10 B a c k P a g e S t o r y H e a d l i n e 10 THE VA LLEY A DVISOR O cto be r 2011 We re on the Web! org HAVE YOU CONTRIBUTED TO YOUR IFAPAC YET THIS YEAR? HELP SUPPORT & PROTECT YOUR PROFESSION BY MAKING A CONTRIBUTION TODAY. CONTACT IFAPAC CHAIRMAN, BILL CASSIDY at TO CONTRIBUTE OR FOR MORE INFORMATION! ANNUAL DUES $550 Includes Local, State and National Dues Regular Luncheons/Meals are included in the Membership fee PROTECT YOUR LIVELIHOOD! Investor Level - $50 99 Century Level - $100 - $199 Ambassador Level - $200 - $299 Statesman Level - $300 - $499 Envoy Level - $500 - $999 Diplomat Level - $1,000 - $2,499 Emissary Level - $2,500 - $4,999 Capitol Level - $5,000 NAIFA's Political Action Committee is the top PAC in the insurance industry and ranks among the top one percent of all 3,700 PACs registered with the Federal Election Commission. In the last election cycle, the national IFAPAC and the 50 state IFAPACs contributed approximately $3 million to federal Caption describing picture or graphic. and state candidates and committees. The term Insurance and Financial Advisors Political Action Committee (IFAPAC) describes the PAC sponsored by NAIFA at the federal level and the PACs sponsored by each state association.

11 B a c k P a g e S t o r y H e a d l i n e 11 THE VA LLEY A DVISOR O cto be r 2011 Let LUTCF class come to you for a change. We re on the Web! org Flexible study options: Live. Online. Traffic Free. ANNUAL DUES $550 Includes Local, State and National Dues Regular Luncheons/Meals are included in the Membership fee PROTECT YOUR LIVELIHOOD! Want all the advantages of the profession's leading LUTCF courses without having to travel to class? Learn all the latest techniques about prospecting, business insurance and more from the leading instructors in the new live online format. Choose from these live webinar courses with great instructors starting in October: Foundations of Estate Planning (FA 271W) Starts 10/24/11, meets Caption describing picture or graphic. Mondays from 1:00 pm to 3:00 pm ET Foundations of Investment Planning (FA 264W) Starts 10/25/11, meets Tuesdays from 9:00 am to 11:00 am ET Essentials of Business Insurance (FA 251W) Starts 10/17/11, meets Mondays from 2:00 pm to 4:00 pm ET Essentials of Multiline Skills (FA 222W) Starts 10/24/11, meets Mondays from 10:00am to 12:00pm ET Techniques for Prospecting (FA 200W) Starts 10/27/11, meets Thursdays from 3:00 pm to 5:00 pm ET

12 B a c k P a g e S t o r y H e a d l i n e 12 THE VA LLEY A DVISOR O cto be r 2011 HHS Guidance on Uniform Benefit Summaries We re on the Web! org One component of PPACA requires group health plans to begin distributing uniform summaries to all individuals enrolling in the plan, effective plan years beginning on or after March 23, The Uniform Benefits Summaries are intended to provide standardized information to individuals enhancing their ability to decide between options offered. This provision is applicable to all plans excluding retiree plans. Grandfathered status is not considered. The Uniform Benefits Summary is made up of four components: A 4-page double-sided benefit summary A standardized glossary of terms (also released this week) Coverage examples. These estimate customer costs based on the plan being offered for 3 conditions, maternity, breast cancer treatment and diabetes. Phone number and website where additional information, including documents like Certificates of Coverage, SPDs and policies may be obtained. The insurer is responsible for production and distribution of these summaries for fully insured plans. ANNUAL DUES $550 Includes Local, State and National Dues Uniform Benefits Summaries must be provided upon request, when an individual applies for coverage, at enrollment, or if there are plan changes. Summaries are required both pre-enrollment and post-enrollment and may be distributed in electronic format. The penalty for non-compliance is $1,000 per enrollee for a "willful" failure. Regular Luncheons/Meals are included in the Membership fee PROTECT YOUR LIVELIHOOD! Additional Preventive Care Guidelines for Women Caption describing picture or graphic. On August 1, 2011, the Department of Health and Human Services (HHS) issued new preventive care guidelines for women. These new guidelines, are effective for plan years beginning on or after August 1, The guidelines require non-grandfathered health plans to cover women's preventive health services (well-woman visits, breastfeeding support, domestic violence screening and contraceptives) without charging a copayment, a deductible or coinsurance.

13 13 THE VA LLEY A DVISOR O cto be r 2011 We re on the Web! org ANNUAL DUES $550 Includes Local, State and National Dues Regular Luncheons/Meals are included in the Membership fee PROTECT YOUR LIVELIHOOD! As always, feel free to contact me with any questions at ruthann.laswick@blackgoul d.com. Sincerely, Ruthann Laswick Vice President, Marketing Black, Gould & Associates, Inc FAX:

14 14 THE VA LLEY A DVISOR O cto be r 2011 NAIFA-Phoenix IFAPAC Contributors 1/1/11 8/31/11 Envoy Monica J. Lawfield Linda R. Patent Statesman Jack G. Alspaugh William B. Cassidy Elayne M. Jackson Marvin D. Loos Ambassador John F. Glass Yvonne J. Knaack Allen L. Rothman Century Daniel Anstett, Jr. Jeffrey S. Barbanell Bradley B. Burr Scott P. Craddock Jan M. Doughty Gerald Eagleston George A. Grimes Carrie L. Hall Ed Kaplan Barry A. McBride Daniel R. Miller Adam H. Mosbach Stanley J. Pelcher Marshall C. Roberts Wesley W. Stahler Investor Susan Carlson Heather A. Ladd Paul M. Sabol