NAIFA - Syracuse 606 State Tower Bldg. Syracuse, NY Phone/Fax:

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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: OUR 24 th ANNUAL DONALD V. MURPHY, III NAIFA-SYRACUSE APPRECIATION AWARD WILL BE PRESENTED TO DARREN E. GRAHAME OF NORTHWESTERN MUTUAL AT THIS MEETING. CONGRATULATIONS TO DARREN!!! November Meeting Topic: CREATING YOUR OWN SUCCESS (Tim will discuss why he chose a career in the financial services industry, his keys to his early productivity, and where he sees the opportunities in the future. He will share relevant sales ideas for both new and veteran financial services representatives.) Speaker: TIMOTHY R. BARNHART, CLTC Northwestern Mutual (See complete bio attached) Date: Thursday, November 17, 2011 Place: Justin s Grill 6400 Yorktown Circle, E. Syracuse, NY Time: 12:00 Noon (Sharp!) 1:30 P.M. Cost: $20.00 Luncheon 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, NOVEMBER 11, 2011

2 TIMOTHY R. BARNHART, CLTC Tim Barnhart received his B.S. in Business Administration and B.A. in Communication Studies from Oswego State University in Tim began his career with Northwestern Mutual as a Financial Representative Intern in He has been a college unit director and a field director. He is currently the long term care (LTC) specialist for the Greater New York Group of Northwestern Mutual. The purpose of this role is to act as a valuable LTC resource for the financial representatives in the Greater New York Group to enhance the effectiveness of LTC within the network office. Tim became the Managing Director of their Syracuse Office in April As managing director in the Syracuse office, he continues to be a part of a network of specialists offering a wide array of products and services. His responsibilities also include recruiting and training financial representatives, managing the office and helping his clients achieve financial security. To better assist the financial representatives he works with to achieve their true potential, Tim became a certified coach through Northwestern Mutual in As a new financial representative, Tim received the Pacesetter 1 st 40 and Pacesetter 2 nd 60 awards. These are the highest level of recognition for new financial representatives within the Northwestern Mutual system. As a member of The Million Dollar Round Table, Tim has earned the National Sales Achievement Award and the National Quality Award from the National Association of Insurance and Financial Advisors (NAIFA). Tim has averaged over 150 lives per year every year he has been in the business. Tim is also an active member of the SUNY Oswego Alumni Association Board of Directors, the SUNY Oswego College Council and the March of Dimes. Tim is married to Andrea and they have a daughter, Lindsay and a son due in February. Tim lives life with incredible energy and has extreme passion in everything he does.

3 NOVEMBER PRESIDENT S PAGE By Lisé J. Hodinger, LUTCF Dear Members, Thank you for joining us on October 20 th to start out our Program year. The meeting at Justin s was a great success. Dalton Raymond kicked the season off by reinforcing the importance of life insurance and the challenges our industry faces. Life insurance is the ultimate safety net and it s our job as agents and advisors to educate our clients and help protect their future. We got a jump start on Long Term Care Awareness month by having Robert Vandy give us a 2 hour CE class on Long Term Care. He did an excellent job and it was incredibly informative. As you approach November, think about your families and your clients, particularly those who have aging parents and grandparents. Isn t it exciting to know that you have the knowledge and the tools to help them find solutions for the challenges they face? As I mentioned at the end of the program in October, these meetings are the icing on the cake for NAIFA members. We are able to network with our peers and hear about new & different sales ideas and techniques. But now more than ever we need to support NAIFA and help it grow so our industry is protected. We are always looking for volunteers to help spread the news, so please contact me at or Charlotte Crandall if you would like to help out. Even if you only have 10 minutes here and there to spare, we certainly would welcome the help. Watch for those action alert s from NAIFA. Participating and voicing your opinion has never been easier. Go to NAIFA.ORG and click on NAIFA's Legislative Action Center to read current NAIFA Action Alerts, track current legislation, contact your elected officials, and more. NAIFA s Government Relations team is fighting hard to make sure that the issues that are important to you and your clients are heard by lawmakers on Capitol Hill and in the states; and that your interests are protected and advanced. Your dues dollars help fund lobbying efforts at the federal and state levels. Our luncheon meeting in November will be the last one until January, so please be sure to join us. It will be an exciting meeting and I can t wait to hear what Tim Barnhart has to say. Grab a box for Toys for Tots and help those less fortunate enjoy the holidays. We all have the opportunity to enhance the lives of others! Have a great day, I look forward to seeing you on November 17 th for lunch. Warmest regards, Lisé Hodinger

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5 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

6 NAIFA-SYRACUSE SEASON TICKET OFFER WITH ADDED SPECIAL PAYMENT OPTION Once again, it s time to 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:

7 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:

8 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.

9 What is the sign of a good decision? It s recognizing one of the strongest names in Long Term Care Insurance is a name you already know. The benefits of Long Term Care Insurance help with long term care costs and asset preservation are well-known. And so is the provider of one of the strongest Long Term Care Insurance products available. At MassMutual, we put our 160-year history of strength and reliability into every product we offer. So when you recommend our Long Term Care Insurance to your clients, they get the confidence of knowing it s from a company owned by its policyholders and backed by some of the highest financial strength ratings in any industry. 1 And you get the peace of mind that comes from helping your clients make a good decision. Make another good decision and visit MassMutual.com/WeKnowBrokerage or talk to a local MassMutual representative. Bruce Kellogg Brokerage Director Central New York Agency, LLC 432 N. Franklin Street, Suite 50 Syracuse, NY bkellogg@massmutualbrokerage.com Life insurance + retirement/401(k) plan services + disability income insurance + Long term care insurance + annuities For financial professional use only. Not for use with the public. MassMutual Financial Group refers to Massachusetts Mutual Life Insurance Company (MassMutual), its affiliated companies and sales representatives. Insurance products are issued by and ratings apply to MassMutual, Springfield, MA 01111, and its subsidiaries, C.M. Life Insurance Company and MML Bay State Life Insurance Company, Enfield, CT Financial strength ratings as of 10/12/11: A.M. Best (A++); Fitch (AA+); Moody s (Aa2); Standard & Poor s (AA+). Ratings are subject to change. Learn more about our mutual structure at CRN This Advertising Space May Be Available Call

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11 NOMINATION FORM FOR THE NAIFA-SYRACUSE ASSOCIATION S 2012 WILLIAM J. CRANDALL DISTINGUISHED SERVICE AWARD The NAIFA-Syracuse Association s William J. Crandall Distinguished Service Award shall be presented to that individual who, in the judgment of the Distinguished Service Award Committee and with the approval of the Board of Directors, exemplifies the highest ideals of our profession, as follows: 1. Distinguished service as an Active Agent, General Agent or Manager 2. Distinguished service as a member of the NAIFA-Syracuse Association, the NAIFA-NYS Association, and/or the National Association of Insurance and Financial Advisors 3. Distinguished service in community activities and public service To: Milton A. Hill, CLU, ChFC, CLTC D/S/A Committee Chair Guardian/Alliance Advisory To be received by D/S/A Chair 15 Technology Place NO LATER THAN: December 1, 2011 E. Syracuse, NY In my opinion, the following individual exemplifies the highest ideals of our profession and, therefore, merits consideration for the 2012 William J. Crandall Distinguished Service Award to be presented at the January 19, 2012 NAIFA-Syracuse luncheon meeting. NAME: Phone #: INDUSTRY RECORD (Including Business & NAIFA-Syracuse Activities): COMMUNITY SERVICE (And Positions Held): ADDITIONAL INFORMATION & COMMENTS ABOUT THE NOMINEE: NOMINATOR S NAME AND PHONE NUMBER: (If additional space is needed, please attach a second sheet)

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13 NAIFA-SYRACUSE ASSOCIATION Our Association is participating again this year in the Toys for Tots program. This is a great way to share our blessings with less fortunate children in the Syracuse area. Please bring a new, unwrapped toy (any value is and will be appreciated) for the collection box in your agency or drop off at the collection box at the New England Financial agency, 6390 Fly Rd., E. Syracuse, NY no later than Friday, December 16. Checks, payable to Toys for Tots, are also acceptable if you prefer to have someone purchase the toy(s) for you. Volunteers are needed to help on this project PLEASE CALL RICK COTE AT TO VOLUNTEER AND/OR IF YOU HAVE ANY QUESTIONS. Thank you.

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 Joseph F. Bethmann Principal Financial D. Russell Steven M. Caparco, CLTC MassMutual J. Law Lauren M. Crossett, CLTC MassMutual J. Law Donald E. Storey, III Prudential Financial B. VanAntwerp 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. If you attended our October 20 meeting, we will credit that against the cost of buying your season ticket after October 20. * * * * * * 50/50 WINNERS OCTOBER $ HYUN CHO $ J. TED KOWALCZYK Prudential MassMutual * * * VISIT OUR WEBSITE AT * * * Happy Thanksgiving 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.