2015 Calendar of Events - NAIFA Columbus

Wednesday, February 18, 2015

CE Seminar (offering 2 hours of CE credit)
9:15 a.m. - 11:15 a.m.
Cost:  FREE for NAIFA-Columbus Members / $35 for Guests or Non-Members
Location:  J. Liu Restaurant, 6880 N. High Street, Worthington 43085

NAIFA-Columbus Membership Luncheon
11:30 a.m. - 1:00 p.m.
Cost:  FREE for NAIFA-Columbus Members / $25 for Guests or Non-Members
Location:  J. Liu Restaurant, 6880 N. High Street, Worthington 43085

Wednesday, April 15, 2015

CE Seminar (offering 2 hours of CE credit)
9:15 a.m. - 11:15 a.m.
Cost:  FREE for NAIFA-Columbus Members / $35 for Guests or Non-Members
Location:  J. Liu Restaurant, 6880 N. High Street, Worthington 43085

NAIFA-Columbus Membership Luncheon
11:30 a.m. - 1:00 p.m.
Cost:  FREE for NAIFA-Columbus Members / $25 for Guests or Non-Members
Location:  J. Liu Restaurant, 6880 N. High Street, Worthington 43085

Wednesday, May 20, 2015

CE Seminar (offering 2 hours of CE credit)
9:15 a.m. - 11:15 a.m.
Cost:  FREE for NAIFA-Columbus Members / $35 for Guests or Non-Members
Location:  J. Liu Restaurant, 6880 N. High Street, Worthington 43085

NAIFA-Columbus Annual I. David Cohen
Lifetime Achievement Award Luncheon

11:30 a.m. - 1:00 p.m.
Cost:  FREE for NAIFA-Columbus Members / $25 for Guests or Non-Members
Location:  J. Liu Restaurant, 6880 N. High Street, Worthington 43085

Tuesday, November 10, 2015

7:30 a.m. - 3:00 p.m.
Hilton, 401 N. High Street, Columbus 43215

Welcome New Members Naifa-columbus

New Members as of 1/23/15

Stephen Arnold
Northwestern Mutual – The Kemelgor Financial Group

Nicholas Curtis
Northwestern Mutual – The Kemelgor Financial Group

Joseph Forcina
Western and Southern Financial Group




Brian Stambaugh
Western and Southern Financial Group

Douglas Szilagyi
Western and Southern Financial Group

Christopher Williamson
Northwestern Mutual – The Kemelgor Financial Group


National Committee Report

Duane Borcherding, CLU, ChFC, National Committee-person


Cort Bradbury


Duane Borcherding, CLU, ChFC, National Committee-person


Congressman Visits Local NAIFA G.O.

Congressman Tiberi recently visited New York’s local GO in Dublin. There were discussions with the management group of New York Life involving the future tax treatment of life insurance, annuities and other financial products.

The management groups concerns were based on next year’s new Congress and Senate after the current election cycle was over. The concerns were based on the potential new taxes that are being proposed. The group concern was that that new tax treatment was not being asked for, but rather leaves them as they currently are. The hour long meeting ends with a Q & A session with a larger group of Financial Advisors from the G.O.



February Meeting

NAIFA-Columbus CE Seminar and Membership Luncheon

Date: Wednesday, February 18, 2015
Time: 9:15 am – 1:00 pm

Location: J. Liu Restaurant, 6880 N. High Street, Worthington OH

Sponsored by: Berson-Sokol Agency, Inc.

9:15 a.m. - 11:15 a.m.

CE SEMINAR - Offering 2 hours of CE Credit
“What’s Old, What’s New and What’s Next in Long Term Care Insurance”
Speaker: David J. Seiger, J.D., Berson-Sokol Agency, Inc.

Cost: Free for NAIFA-Columbus Members / $35 for Non-Members/Guests

About David Seiger, J.D.
David J. Seiger, J.D., LTCP, is the vice-president of long term care insurance marketing with the Berson-Sokol Agency, Inc. in Cleveland, Ohio. A licensed agent, David has sold long term care insurance for more than 20 years. David is a graduate of Touro College in New York and the University of Baltimore School of Law. David practiced law in Baltimore and concentrated his practice in the areas of Probate and Elder Law. As a broker of long term care insurance, David frequently writes articles and lectures about the need for long term care insurance.


11:30 a.m. - 1:00 p.m.

“Body Language: How to Read Your Prospect Like a Book”
Speaker: John Boe, John Boe International

Cost: Free for NAIFA-Columbus Members / $25 for Non-Members/Guests

About the Program
Are you missing your prospect’s buy signals? Professional salespeople continuously monitor their prospects' body language and adjust their sales presentation accordingly. By understanding a prospect’s body language gestures you can minimize perceived sales pressure and know when it’s appropriate to close the sale! If you are working hard, but aren’t consistently generating enough sales and getting referrals, chances are, it’s a matter of trust and rapport. One of the most critically important and yet frequently overlooked aspects of the selling process is creating a solid foundation of trust and rapport. Once a sales rep has established trust and rapport with his or her prospect, they actually have the hard part behind them and can anticipate making the sale. It really doesn’t matter how knowledgeable you are about your product line or how many closing techniques you have mastered, because the truth is that unless you have earned your prospect’s trust and confidence you aren't going to make the sale. While there’s no approach that will work 100 percent of the time with every prospect, fortunately there are fundamentals that you can use that will help you build trust and rapport quickly... face-to-face or over the phone.

Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to "listen with their eyes." They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect's "buy signals". Are you aware that your body language reveals your deepest feelings and hidden thoughts to total strangers? It might surprise you to know that research indicates over 70% of our communication is done nonverbally. In fact, studies show that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if your prospect’s words are incongruent with their body language gestures, you would be wise to rely on their body language as a more accurate reflection of their true feelings. Body language is a mixture of movement, posture, and tone of voice.

The good news about this subject is that your subconscious mind already understands the meaning of every gesture, posture, and voice inflection. The bad news is, without the proper training you are unable to consciously apply this information.  

Key Learning Objectives

  • How to use body language gestures to create trust and build rapport
  • Interpreting body posture, eye movement, head movement, and hand gestures
  • How to determine a prospect's preferred leaning style: Auditory, Visual, or Kinesthetic
  • Eliminating negative body language gestures that sabotage a sales presentation
  • Developing an Action Plan

About John Boe
John is an author, sales trainer, motivational speaker, and business consultant. He speaks to corporate and public audiences on the subjects of Negotiation Principles, Presentation Skills, New Business Development, and Customer Service Excellence. Prior to beginning his sales career with an international financial services company, John was a captain flying helicopters with the U.S. Army.

His client list includes industry leaders such as AFLAC, New York Life, Genworth Financial, RE/MAX, and Chicago Title Company. John has been a featured speaker for such prestigious organizations as the Independent Insurance Agents & Brokers of America and the National Association of Independent Life Brokerage Agencies. When he is not speaking at corporate sales meetings and association conventions, John travels around the world presenting his five-day Sales and Customer Service public seminars in London, Dubai, Amsterdam, Prague, and Istanbul.

Young Advisors Team (YAT)

Enhanced, Dynamic, Interactive Program

The College for Financial Planning (CFFP) and the National Association of Insurance and Financial Advisors (NAIFA) have joined forces to create an enhanced, dynamic and interactive curriculum for the Life Underwriter Training Council Fellow (LUTCF) designation.

Students in the LUTCF designation program, which was established in 1984, will master the fundamentals of risk management and life insurance, insurance and investment products, and risk management applications. The program is designed for insurance professionals looking to expand their practice, insurance support staff, and financial advisors seeking a broader understanding of the insurance industry.

At the helm of the new program is David Mannaioni, CPCU, CLU, ChFC, CFP(r), a CFFP associate professor with 30 years of experience working for large, national insurance companies and managing his own financial planning practice.

Mannaioni designed the curriculum for the new LUTCF program under the supervision of NAIFA's LUTCF advisory board, who oversee the program.

"We're very excited about this opportunity to continue the proud traditions of the NAIFA LUTCF program by delivering current, relevant content using traditional classroom settings and state-of-the-art technology to ensure that every LUTCF candidate is able to master the material in a way that best fits their preferred method of learning," said Mannaioni.

The program will be delivered via the MyChoice platform, CFFP's state-of-the-art virtual classroom. The MyChoice platform features live, smooth, interactive classes that encourage group discussions and breakouts. Students may also choose to attend a ground-based classroom version of the program hosted in their local area and moderated by adjunct professors.

Three Courses

The program is split into three courses:

  • Introduction to Practice Management and Life Insurance (including classes on developing a business plan, ethics, and life insurance prospecting and selling skills)
  • Insurance and Investment Products (including classes on life insurance and annuities; mutual funds, disability income, long-term care, and health insurance; and property and casualty insurance)
  • Risk Management Applications (including retirement and estate planning, special family situations, and presenting basic plans to individuals and business owners)
Each course will run for 8 weeks followed by a week for study and review and an exam. There are also fieldwork components as well as in-class assignments required throughout the program.

"With more than 50,000 designations conferred, LUTCF is the proven designation," said NAIFA President Juli Y. McNeely, LUTCF, CFP, CLU. "Like so many NAIFA members, LUTCF was my first designation, and it's the reason I'm in this business today. The program puts advisors on the right path in the sales process, and helps build knowledge and confidence that leads to successful careers. I consider LUTCF to be one of the best things I could have ever done to move me forward for the future."


Registration for the new LUTCF program began Jan. 2, 2015, and classes are scheduled to begin in July of 2015. Prospective designees will be required to be NAIFA members at the time of conferment.


The program's 3 core courses are $920 each; however, NAIFA members will be eligible for a 15 percent discount.

Since the LUTCF credential was established 30 years ago, more than 50,000 designations have been conferred.

Working on your game: The golf/sales analogy

focus on all parts of your game

By: John Mongillo | AllBusiness.com | 
Filed In: Golf and Sports, Games & Outdoor Recreation

Just like a professional golfer, it's important to focus on all parts of your game to be successful.            

You don’t have to play golf or even be a fan to understand the Golf/Sales Analogy.  It’s pretty simple, unlike closing out a major tournament.  Just ask Dustin Johnson.  Oh, not a golf fan?  Then just ask Dustin Hoffman how difficult it is to be in a hit movie on the back nine of your career.  And if for some strange reason you don’t know who Dustin Hoffman is, the Golf/Sales Analogy can still raise your game.

Just as in golf, there are certain parts of your sales game that you could always improve upon.  The trick is to have all parts working together as one.


How many calls do you make and how far are you hitting it down the fairway?  If you’re making a lot of calls but spraying your pitch/post-pitch dialogue, you’re not going hit it on the fairway.  It’s essential to “hit” as many calls as long and as straight as possible.  You may have a decision maker on the phone but if you’re not engaging him he’s going to tune you out and leave you with the receiver in your hand. 

Dials are important.  The more dials you place the better your chances of closing up more business.  That’s just a fact.  But if you find yourself in shorter and shorter conversations then it’s time to step back and see what’s wrong.  Do you sound like too much like a salesperson?  Are you listening to their needs?  Are you asking them what’s important to their business?  Find out the answer.  Ask your caddie (your boss).

Short Game 

How are you with your irons, your second calls?  Just because you launched your ball way up the fairway doesn’t necessarily make the second shot any easier.  It helps, psychologically, but there’s still work to do.

The follow-up call is summarize what you and the prospect initially discussed—mainly, how your business could help his.  Is he genuinely interested?  If you hit “driver” well, he should be.  Now, it’s time to move the sales process forward.  How is your product /service going to help him?  Ask.  Let these magical words come from the prospect himself: 

“I think your ABC product can help me increase brand awareness.” 

“I believe your ABC service can help us generate much needed revenue.”

Good.  Now you’re closer to the hole.


Closing.   Asking for the deal.  Do you push forward or do you hold back and refrain from what could look like a hard close?  This all depends on the prospect.  It’s essential to know what happens when a deal goes south, and only experience, losing deals, can help.  Put it all in your golfer’s notebook—deals that went through and deals that didn’t. 

In golf, putting is a crucial part of the game.  You’re literally closing out the hole.  In sales, however, it’s a little bit different.  You’re still closing, trying to sink that final put, but a good drive and good short game results can get you very close to the hole.  You’ll need to have a good “touch” are the greens, but that will come with experience and making the necessary adjustments on a daily basis.

And a good caddie always helps.


January Membership meeting highlights

On January 21st, NAIFA-Columbus held their Membership Luncheon Meeting at J. Liu Restaurant in Worthington. During this luncheon, Merri Bame with BDB Communication, LLC, who was introduced by Vice President Molly Marie Hough, discussed “Give Listeners 3 Things.”

President Jon Berniger gave his President’s Message; Membership Chair Rich Galzarano provided a membership report and Shawn Combs with CareWorks Consultants, Inc. provided an update on the NAIFA-Columbus Workers Compensation Group Rating Program. Following her talk, President Jon Berniger presented Merri Bame with a clock as a thank you for taking her time to talk with members.

A two-hour CE seminar was held prior to this luncheon from 9:15 am to 11:15 am. Two one-hour CE seminars were presented through NAIFA’s Programs-In-A-Box series. These included “The 6 Steps to an Effective Referral Conversation” by Matt Anderson with The Referral Authority and “Whole Life - Why vs. How” by Ken Grace with Financial Architects, Inc.

Thank you to Karen Pedersen and ExamOne for being our featured sponsor of this meeting!



President Jon Berniger and Merri Bame
President Jon Berniger and Merri Bame

January New Member Orientation/Open House Highlights

On January 19th, NAIFA-Columbus held a New Member Orientation/Open House event that included MDRT Sales Ideas. During this event, six NAIFA members presented their best sales idea. Each presenter was allotted ten minutes to present their best sales ideas and then the floor was opened up for questions and answers from attendees.

The six presenters included:

  • Molly Marie Hough with 21st Century Financial
  • George McCloy with 21st Century Financial
  • Travis Falk with Northwestern Mutual
  • Jessica Hughes with Northwestern Mutual
  • Jon Berniger with 21st Century Financial
  • David Cohen, Independent Agent

Thank you to all of our presenters for participating in this first-ever event.

Since this event was such a huge success, we plan to hold something similar in the future.