NAIFA - Syracuse 606 State Tower Bldg. Syracuse, NY Phone/Fax: NAIFA-SYRACUSE KICK-OFF MEETING

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1 s y r a c u s e The Syracuse Advisor NAIFA - Syracuse 606 State Tower Bldg. Syracuse, NY Phone/Fax: NAIFA-SYRACUSE KICK-OFF MEETING October Meeting Topic: THE PERFECT STORM: In These turbulent Economic Times We Live In, Life Insurance is The Ultimate Safety Net As Told by a 15 Year Top of the Table Producer, Dalton Raymond Speaker: DALTON J. RAYMOND, JR. Prudential Financial Network (See bio attached) * * * Date: Thursday, October 20, 2011 Place: Justin s Grill 6400 Yorktown Circle, E. Syracuse, NY Time: 8:00 9:30 A.M. Cost: $20.00 Breakfast Buffet/Program Make your reservation today through your Agency Key Person. If you do not have an Agency Key Person, please fax your reservation to Portamedic (Fax # ) or call them at # no later than the reservation deadline. Even if you are a Season Ticketholder, you must make a reservation. NOTE: YOU CAN REGISTER ONLINE AT by clicking on the event page and following the instructions for registering RESERVATION DEADLINE: FRIDAY, OCTOBER 14, 2011 ATTENTION!!! Following this terrific program, NAIFA-Syracuse will offer a 2 credit Continuing Education class at Justin s. To reserve your space, please see flyer and reservation form attached to this newsletter giving you full details.

2 DALTON J. RAYMOND, JR. Prudential Financial 5786 Widewaters Parkway Dewitt, NY (315) Dalton Raymond is a Premier Agent and Registered Pruco Securities Representative of Prudential Financial, a Division of Prudential Insurance Company of America. His home and primary office location is in Syracuse, NY, with office affiliations in Boston, MA and Buffalo, NY. Dalton specializes in Estate, Retirement, and Business Planning and is an acknowledged industry speaker on Estate Planning Number of years with one company 15 - Number of years membership in the MDRT Top of the Table 21 - Number of years membership in the MDRT Court of the Table 29 - Number of years membership in the MDRT Accomplishments: 1969 Joined Prudential as a Special Agent, named Prudential s Rookie of the Year for the Northeastern United States Promoted to New Manpower Development Manager in the Utica Detached Office responsible for recruiting and developing new agents Promoted to Brokerage Manager of the Syracuse Field Service Office and directed the growth of its Brokerage Operation into one of the largest in the country, responsible for recruiting and working with hundreds of brokers with primary affiliations other than Prudential to 1988 Promoted to Co-General Manager of the Syracuse Field Service Office, winner of the General Agents and Managers Association s National Management Award in 1987 and Returned to full-time personal production to better serve his clientele, recipient of The President s Trophy, Prudential s highest honor, earned a seat at MDRT s Top of the Table 1992 Achieved #2 ranking in Prudential s President s Trophy, founder and co-chairman of Prudential s Agents Council 1993 Qualified for the MDRT Top of the Table, life-qualifying member Million Dollar Round Table, achieved #2 ranking in Prudential s President s Trophy, served as Chairman of Prudential s Agents Council 1995 Qualified for the MDRT Top of the Table, achieved #5 ranking in Prudential s President s Trophy 1998 qualified for the MDRT Top of the Table, achieved #2 ranking in Prudential s President s Trophy, Member of the International Forum 1999 Qualified for the MDRT Top of the Table, achieved #6 ranking in Prudential s President s Trophy, founding member of Prudential s Ring of Champions, Member of the International Forum 2000 Qualified for the MDRT Top of the Table, achieved #1 ranking as Prudential s President s Trophy winner, received the platinum level Life Founder s Award, highest honor bestowed on a Sales Professional by Individual Life Insurance, member of Prudential Ring of Champions, Member of the International Forum 2001 Qualified for the MDRT Top of the Table and International Forum, life member of Prudential Ring of Champions Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite Dalton has served as a member of the Board of the American Diabetes Association and is involved with fund raising for many charities in the area. He resides in Liverpool, NY with his wife, Carol. His daughter, Jill, is a graduate of Syracuse University School of Education. His son, James, JD, CPA, graduated from Ithaca College, cum laude from Suffolk University in Boston, Massachusetts. His son, Kevin, is a graduate of the Syracuse University Film School. Industry Memberships: NALU, MDRT (Court of the Table), MDRT (Top of the Table), The International Forum, Founder and Past Chairman Prudential s Agent s Council.

3 OCTOBER PRESIDENT S PAGE By Lisé J. Hodinger, LUTCF Dear Members: I recently had the pleasure of attending the NAIFA 2011 Annual meeting and career conference in Washington DC. It was an amazing experience and I have a much greater appreciation for NAIFA and all its volunteers. Robert Miller, one of New York s own, was inducted as the NAIFA President and I m confident he will do a tremendous Job for us all. As you know, NAIFA advocates on our behalf, and now more than ever, we need the support of all of our members as well as new ones. Our Government is looking for money and they are looking at the inside build up of life insurance and annuities, retirement savings, employer- provided health insurance, cafeteria plans, disability insurance, and long term care. We need to talk to as many legislators and politicians as we can to stress the importance of preserving the capital that so many Americans have worked tremendously hard to build up. Now is not the time to give up, now is the time to stand up and fight for the right to keep what we have worked so hard for. It s your job as a NAIFA member to reach out to your colleagues who are not members and stress the importance NAIFA and all it does for our industry. Colin Powell was one of the featured speakers at the conference; he talked about leadership and what it takes to be a leader. I d like to share a few of his rules with you if I may; Perpetual optimism is a force multiplier Don t take counsel of your fears or naysayers Have a vision, be demanding Remain calm, be kind It can be done. These are just a few of his rules, and my point for sharing these with you is this; as NAIFA members, we have a voice and we have the strength and power to be heard. It can be done. I m excited for our October 20 th breakfast at Justin s, Dalton Raymond will be our keynote speaker, and a CE class will follow immediately after the meeting. I hope to see all of you there. Thank you for your support! Lisé

4 NAIFA-SYRACUSE CONTINUING EDUCATION PROGRAM FOLLOWING OCTOBER 20, 2011 NAIFA-SYRACUSE BREAKFAST MEETING TO RESERVE FOR THIS CE SEMINAR, YOU MUST RETURN THE RESERVATION FORM BELOW WITH YOUR CHECK, A COPY OF YOUR LICENSE, AND A CHECK PAYABLE TO NAIFA-SYRACUSE DATE: Thursday, October 20, 2011 TIME: 9:45 11:45 AM LOCATION: Justin s Grill, 6400 Yorktown Circle, East Syracuse, NY COST: NAIFA Members - $20.00 Non-Members - $30.00 COURSE: LTC and LTCi Decisions The Subjective and the Objective (2 CE credits) NYS Approval # s pending, no approval has been received yet Approved for the following licenses: C1 - Life Consultants, LA - Life/Accident & Health Agents, and LB - Life Brokers Offered by: Guardian Life Insurance Company of America c/o Berkshire Life Insurance Company of America INSTRUCTOR: Robert M Vandy, CLU, ChFC, LUTCF, CLTC Vice President - Marketing New York & National Long-Term Care Brokers The class starts at 9:45AM Sharp! YOU MUST BE THERE ON TIME AND STAY FOR THE FULL CLASS TO GET CE CREDITS To: Gary Cappon, CLTC Guardian Life Insurance Co 15 Technology Place East Syracuse, NY Phone: x303 Please reserve a place for me at the October 20, 2011 Continuing Education Seminar at Justin s Grill from 9:45-11:45 AM. Attached is a copy of my license and a check, payable to NAIFA-Syracuse in the amount of: NAIFA Member Name: $30.00 Non-Member Phone: Last 4 digits of my Social Security number:

5 We know a good investment when we see one. That s why we re a proud sponsor of NAIFA -Syracuse Paul Dodd is pleased to support the important work of NAIFA-Syracuse. A strong partnership in making our community a better place to live and work. Paul Dodd ChFC, CLU, MDiv Managing Partner The Greater New York Group nmfn.com/thegreaternygroup The Northwestern Mutual Life Insurance Company, Milwaukee, WI (Northwestern Mutual). Richard Paul Dodd is a General Agent of Northwestern Mutual (life and disability insurance, annuities) and a Registered Representative and Investment Adviser Representative of Northwestern Mutual Investment Services, LLC (securities), a subsidiary of Northwestern Mutual, brokerdealer, registered investment adviser and member FINRA and SIPC.

6 Columbian Mutual and Unity Mutual have joined forces to provide you with an even stronger company with a combined 237 years of experience, making the new Columbian Mutual one of the senior companies in New York. If you need a TRUE Guaranteed Issue product for your SENIOR MARKET, WE HAVE IT! Guaranteed Issue: No Exams, No Blood Participating Whole Life Insurance Product Issue Ages: Maximum Death Benefit: $25,000 Refers to Policy Form No NY Rev 10/07. Three year modified benefit period Competitive Compensation Guaranteed Cash Accumulation rate of 5% For information about our exciting opportunities contact James M. Smith, CLU, CEBS Offering more options for your clients insurance needs. Great Companies Great Service Great People Life Annuities Disability Group Benefits Long Term Care KAFL Insurance Resources supports the important work of NAIFA - Syracuse Making Brokerage Easy Since Allen Street, Suite 300, Rochester, NY FAX:

7 Parmco Mortgage Co, Inc. Registered Mortgage Broker * New York State Banking Department * Loans Arranged with Third Party Providers 8117 Trillium Trail - Manlius, NY (315) NMLS# Residential & Commercial Loans / Local & National Lenders Partner with a Mortgage Professional that understands your business and your sophisticated clientele. Bryan J. Parmley NMLS#65753 Bryan@ParmcoMortgage.com (315)

8 The Last PlaceYou Want a Loophole. Your retirement plan means a lot to you So protect it with Retirement Protection Plus: disability insurance protection for your retirement plan contributions. You ve worked hard to lock in a prosperous retirement for yourself. But did you know that even a short-term disability could seriously interfere with that key piece of planning? It s a fact even if you re protected with the best disability insurance coverage on the market. Why? Because personal disability insurance is designed to help pay the bills during a disability not contribute to a retirement plan. And even a year s lapse in paying into your plan could result in thousands of dollars less when you re 65. That s why you need Retirement Protection Plus, a special disability insurance program to help protect your retirement plan contributions. If you become totally disabled, the policy pays benefits equal to your monthly plan contribution into a special interest-earning trust. Your retirement planning is uninterrupted and you get all the proceeds when you reach age 65. Help ensure your ability to save for retirement. Call us today to find out more about RPP. ALLIANCE ADVISORY GROUP, INC. A Representative of Guardian Milton A. Hill, CLU, ChFC, CLTC Director of Sales and Marketing 15 Technology Place East Syracuse, NY Telephone: , Ext. 315 Facsimile: milton_hill@glic.com *RPP is not a pension plan or a substitute for one. Disability insurance Policy Forms 1400 and 1500 underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, (Guardian) New York, NY or provided by Guardian. Product provisions and features may vary from state to state.

9 B r i n g Y o u r C h a l l e n g e s. c o m x B r i n g Y o u r C h a l l e n g e s. c o m EVERY IS AN OPPORTUNITY CHALLENGE WITH PROGRESS COME CHALLENGES IS Let s make AN today the OPPORTUNITY day WITH PROGRESS WITH COME PROGRESS CHALLENGES COME CHALLENGES Let s make today the day Let s make today the day we start tackling your biggest we start tackling your biggest financial challenge. financial challenge. EVERY CHALLENGE EVERY CHALLENGE IS AN OPPORTUNITY we start tackling your biggest financial challenge. Matthew Dauksza, CLU Managing Director Matthew Dauksza, CLU Managing Director The Prudential Insurance Company of America 5786 Widewaters Pkwy, Widewaters Ix Dewitt, NY Tel Matthew Fax Dauksza, CLU Managing Matthew.Dauksza@Prudential.com Director The Prudential CA Insurance Insurance License Company Number of America 0H Widewaters Pkwy, Widewaters Ix Dewitt, NY Tel Fax Matthew Dauksza, CLU Managing Director The Prudential Insurance Company of America The Prudential Insurance Company of America Matthew.Dauksza@Prudential.com 5786 Widewaters Pkwy, Widewaters Ix CA Insurance License Number 0H08607 Dewitt, NY Tel Fax Matthew.Dauksza@Prudential.com CA Insurance License Number 0H08607 The Prudential Insurance Company of America, Newark, NJ Prudential, the Prudential logo and the Rock symbol are service marks of Prudential Financial, Inc. and its related entities The Prudential Insurance Company of America, Newark, NJ Prudential, the Prudential logo and the Rock symbol are service marks of Prudential Financial, Inc. and its related entities The Prudential Insurance Company of America, Newark, NJ Prudential, the Prudential logo and the Rock symbol are service marks of Prudential Financial, Inc. and its related entities This Advertising Space May Be Available Call

10 The Financial Implications of Retirement Lifestyle Today s retirees have a longer lifespan and enjoy better health, more education and greater geographical mobility than their predecessors. Retirement used to be seen as a single event a passage from the workforce. It is now recognized as a process, involving new projects, pastimes and even careers. Add the possibility of living 30 or more years after leaving a primary career, and the nonfinancial aspects of retirement become vital to consider when advising your clients. Knowing what kind of retirement your clients want to pursue will be a primary driver for developing a plan for them to achieve their goals. Following are some questions that your clients might and should ask themselves. If they are part of a couple, they need to agree on them: Do I have enough? Your clients want enough money to support the lifestyle they d like to live, and they want their money to last as long as they do. Some may have kids in school or parents who rely on them for some financial support, or they pay a larger share of their health insurance. Others plan to travel or pursue new interests, or relocate to a more expensive resort-style setting. The answer to the question is determined by the lifestyle your clients want to live. Have I had enough? It s important that your clients are retiring to something and not from something. For many of us, working provides rewards and satisfaction, such as status, intellectual engagement, social interaction, purpose, feelings of pride and accomplishment, structure, a paycheck and perhaps health coverage. Separating success and productivity from paid employment creates options for making retirement a time of new and meaningful roles. Do I have enough to do? How will your clients mindfully fill 168 hours a week? Activities that are challenging and provide a sense of self-worth are one of the keys to a happy retirement. What types of hobbies might they enjoy? How about lifelong learning? Should they start a new career? Your clients should think about the activities they ve found pleasurable, but haven t had time to pursue singing, karate, theater, biking, learning or volunteering. Skill-based volunteering uses educated and business-savvy volunteers to help with projects and strategic planning. Why do I need to plan? Even if your clients believe they are going to work forever, be sure to address expectations versus reality. A 2010 study by the Employee Benefit Research Institute found that although 28 percent of those 64 and younger expected to keep working, more than 60 percent retired. What are the reasons for this? Health issues, downsizing, closing companies, the need to care for an ailing spouse or family member, and outdated skills all contribute. Only 10 percent gave solely positive reasons for their earlier-than-planned retirement. Jan Cullinane, MS, ABD, is the co-author of the best-selling book, The New Retirement: The Ultimate Guide to the Rest of Your Life. Through her company, Retirement Living from A to Z, Cullinane conducts retirement seminars on the nonfinancial aspects of retirement. Her entire 2010 Annual Meeting presentation is available at Million Dollar Round Table Phone: Fax: Website:

11 NAIFA-SYRACUSE SEASON TICKET OFFER WITH ADDED SPECIAL PAYMENT OPTION Once again, it s time take advantage of the Season Ticket program for this year s NAIFA-Syracuse monthly meetings. Our season ticket package includes 4 breakfast meetings, 3 luncheons and our NAIFA-Syracuse March 2012 Sales Congress ticket. Our breakfast and luncheon meetings location for will remain at Justin s Grill, 6400 Yorktown Circle, E. Syracuse, NY (off Carrier Circle). A list of our meeting dates is on the reverse side. Mark your calendars today We re sure you won t want to miss any of these programs! This year s season ticket is a great buy for only $140. That represents a savings to you of $ In addition, you may pay one-half now ($70.00) and the balance ($70.00) in January Yes you can still get a great discount of $5 per person if 5 or more members in one office purchase their tickets together before the deadline of October 1, Please call Michael Beacham at (315) with any questions. You can order your tickets by sending the form below with your check payable to NAIFA-Syracuse to the following address: Michael G. Beacham, CLU, CES Columbian Financial Group 5788 Widewaters Pkwy., P.O. Box 1056 Syracuse, NY $140 Each or $70.00 Each *(balance to be paid in January): Number of tickets: x $140 each = Total $ Number of tickets: x $ 70 each = Total $ * 2. 5 or more $135 Each: Number of tickets: x $135 each = Total $ Number of tickets: x $67.50 each = Total $ * Name(s): Company: Address: Phone:

12 NAIFA-SYRACUSE PROGRAMS DISCOUNTED BY SEASON TICKETS Date Cost for Non-Season Ticketholder October 20, 2011 Breakfast November 17, 2011 Luncheon (Murphy Award) January 19, 2012 Luncheon (D/S/A Award) February 16, 2012 Luncheon March 30, 2012 Sales Congress (Featuring Van Mueller) April 26, 2012 Breakfast (Police & Teenager Awards) May 17, 2012 Breakfast (Election & 100% Agency Awards) June 21, 2012 Breakfast (Joint meeting with FSP) Total Cost $ Cost of Season Ticket TOTAL SAVINGS $ REMINDER: Your Season Ticket is transferable. If you are unable to attend one of the above meetings, you can allow someone else to use it! ORDER YOUR SEASON TICKET TODAY BY SENDING IN THE FORM ON THE REVERSE WITH YOUR $ OR $70.00 ½ PAYMENT (WITH BALANCE OF $70.00 DUE IN JANUARY 2012). CHECK IS PAYABLE TO NAIFA-SYRACUSE

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14 The following applicants have been provisionally elected to membership by our Board of Directors. In accordance with the By-Laws, you have five (5) days from the receipt of this notice to register, in writing, with any officer, any objection you may have to final acceptance of any individual applicant: PROPOSED MEMBER COMPANY SPONSOR Lloyd G. Fix, Jr., CLTC MassMutual J. Law Margaret L. Otter, CES Columbian Financial M. Beacham Please note the Season Ticket flyer included in this newsletter and sign up for yours today. It offers a BIG savings ($35) to attend all our programs and our March 30, 2012 Sales Congress. * * * * * * A HUGE THANK YOU To Our October Meeting Sponsor: ROBERT M. VANDY, CLU, ChFC, LUTCF, CSA, VP OF MARKETING NEW YORK LONG TERM CARE BROKERS, LTD. * * * VISIT OUR WEBSITE AT * * * Happy Halloween ADVERTISING POLICY NAIFA-Syracuse realizes that its members are fully aware of their individual contractual and moral obligations. We publish limited advertising in our newsletter from various companies and agencies to keep our entire membership informed. Our advertisers are fully aware that an agent s own company agency is his/her primary source, and that serving his/her clients is the agent s primary responsibility. Our advertising policy reflects this awareness.