2016 Calendar of Events - NAIFA Columbus

Wednesday, April 20, 2016

8:00 a.m. – 9:15 a.m.
FREE for NAIFA-Columbus Members / $25 for Guests or Non-Members
J. Liu Restaurant, 6880 N. High Street, Worthington 43085

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


Wednesday, May 18, 2016

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
J. Liu Restaurant, 6880 N. High Street, Worthington 43085

22ND 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
J. Liu Restaurant, 6880 N. High Street, Worthington 43085





New Members - as of 3-10-16


James Allen Dean, MA
Nationwide Financial

Amanda S. Mowry, CLTC, FICF
Modern Woodmen of America

Jonathan Yu
State Farm Insurance


Join NAIFA-Columbus

Join NAIFA-Columbus





Welcome - New Sponsor

Indiana Wesleyan University

Indiana Wesleyan University-Columbus is proud to sponsor NAIFA-Columbus!

We offer several professional development and degree programs for NAIFA members, just a few are highlighted below:


IWU’s Ron Blue Institute Masters Certificate in Financial Planning Program is registered with the CFP Board as an educational provider for individuals preparing to sit for the CFP® Certification Exam.

As a course participant, you will be able to:

  •   Complete the education requirements in only nine months
  •   Gain a thorough knowledge of financial planning through a rigorous curriculum
  •   Learn from the best instructors in the country, including former members of the CFP® Board Council on Examinations
  •   Attend regularly scheduled live classes or listen to archived lectures at a time that is more convenient for you
  •   For more information visit: https://www.indwes.edu/ron-blue-institute/programs#


The MBA-Personal Financial Planning degree from Indiana Wesleyan University’s Devoe School of Business.

  •   The MBA-PFP allows you to earn a MBA degree and take coursework to sit for CFP exam at the same time – complete this program in about two years’ time.
  •   Students that currently hold a CFP license can earn a MBA by only taking 8 courses – about one years’ time.
  •   Visit https://www.indwes.edu/adult-graduate/mba-financial-planning for MBA-PFP program details, cost, and enrollment information.
  •   IWU also offers other MBA degree program specializations and a wide range of additional Masters and Bachelors’ level business degrees. For details, see


The IWU’s Online Master of Business Administration in Personal Financial Planning (MBA-PFP) will prepare you to:

  •   Design solutions and strategies for complex business problems and opportunities within the personal financial planning industry.
  •   Evaluate personal management capabilities and design a plan for continual growth.
  •   Integrate critical analysis with personal financial planning disciplines to ensure organizational and client success.
  •   Synthesize ethical standards in decision-making and strategy development.
  •   Create appropriate communication strategies to achieve financial goals.
  •   Integrate a Biblical framework that guides interactions and plans within the personal financial planning process.

GOOD NEWS! Already have your CFP Designation?

  •   Indiana Wesleyan University’s MBA-PFP Program requires only 8 courses to earn the MBA for already credentialed CFP Professionals – about one year’s time.


  •   100% online
  •   Special onsite cohorts available at your business location or IWU-Hilliard
  •    Small class sizes, using the cohort model
  •   Cohort groups online or onsite provide mutual support
  •   One-time registration, no more waiting in line
  •   Books mailed to you
  •   Take one course at a time, each course 5-6 weeks long
  •   Instructors are current practitioners who combine academic credentials with professional experience


Wendy McWherter, Corporate Representative
3455 Mill Run Drive, Suite 550
Hilliard, OH 43026

Member services


by NAIFA National

Jay C. Randall, Member Services Chair


Classes for the new Life Underwriter Training Council Fellow (LUTCF®) Designation Program developed for NAIFA by the College for Financial Planning launched the summer of 2015. Since the launch, this revamped program is gaining positive momentum and students are achieving outstanding results.

A recent article written by Cyril Tuohy of InsuranceNewsNet showcases NAIFA member, Jason E. Carter, owner and founder of the 12-employee independent multiline Carter Insurance agency in Texarkana, Texas and president-elect of NAIFA-Arkansas.

"Being in the business for 10 years, I didn't think I'd learn anything, but boy was I wrong," Carter said about his LUTCF experience.

The article states, "For an industry veteran like Carter, the upshot of working toward the designation is more revenue to his agency and helping more clients - courtesy of the revamped LUTCF." Click here to read the complete article.

What You Should Know...

  •  Recent findings show 50% of the students enrolled in the new LUTCF designation program made a sale as a result of a Course 1 homework assignment
  •  Of the 76 students that have enrolled in Part 1 of the course that begin in July of 2015, most have re-enrolled for Part 2.

LUTCF Curriculum Highlights

The new LUTCF® curriculum combines classroom learning and field training to equip agents and financial advisors with the knowledge and skills to put them on the path to career success.  The content integrates four practice specialties, life insurance and annuities, health and employee benefits, multiline, and financial advising and investments providing both an overview of each but also addressing their interdependencies—critical for agents and advisors to understand when advising clients. Topics cover the real life issues of today, from multigenerational homes, to single parent households and same sex marriages.

The curriculum consists of three, nine-week courses, consisting of eight weeks of instruction followed by a week of study and review for the exam, making it feasible for students to complete the LUTCF® program in one year or less.

  •  Part One: Introduction to Practice Management and Life Insurance includes developing a business plan, ethics, financial planning and risk management, introduction to life insurance products, and life insurance prospecting and selling skills.
  •  Part Two: Insurance and Investment Products focuses on life insurance and annuities, mutual funds, disability income, long-term care, health and group insurance, and property and casualty insurance.
  • Part Three: Risk Management Applications addresses retirement and estate planning, special family situations, and presenting basic plans to individuals and business owners.

"LUTCF is the reason I’m in this business today. The program builds the knowledge and confidence that leads to successful careers."

Juli McNeely LUTCF, CFP, CLU
NAIFA President 2014-2015


Upcoming Meeting

Membership Breakfast Meeting and CE Seminar

Wednesday, april 20, 2016
8:00 a.m. – 11:15 A.m.

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

Membership breakfast meeting

8:00 a.m. – 9:15 a.m.

“Why a Reverse Mortgage can be a Retiree’s Saving Grace”
Speaker: Mark Yerke, Retirement Funding Solutions
Cost: Free for NAIFA-Columbus Members / $25 for Non-Members/Guests

Mark started in the mortgage industry as a traditional mortgage loan officer in 1987. He has specialized in the HECM (Reverse Mortgage) product since 2007. He is a past president of the Columbus Mortgage Bankers Association. Mark and his family reside in Columbus, Ohio. Retirement Funding Solutions was created to address and solve for one of the most significant challenges facing the Baby Boomer Generation today….Being Financially Prepared for Your Retirement Years. RFS has experienced a tremendous amount of growth and currently is one of the top volume lenders in the HECM space.

CE SEMINAR - Offering 2 hours of CE Credit

9:15 a.m. – 11:15 a.m.

“Secrets of the Top of the Table Member”
“Living Benefits…The Future of Life Insurance”
Speakers: James G. Oppenlander, CLU, ChFC and Jason Goncz with DOME Financial Services, Ltd.
Cost: Free for NAIFA-Columbus Members / $35 for Non-Members/Guests

About the Seminar
Solving life's puzzle can be challenging...but it doesn't have to be.  Breathe Easier.

Today's life insurance offers "Living Benefits" - optional riders that allow your clients to access the death benefit of their policy while still living in the event of Terminal, Chronic, or Critical Illness or Injury. CE Program highlights will include:

  •   Two free hours of CE
  •   Life Insurance that provides solutions for consumers’ leading financial concerns
  •   Life insurance that provides the potential for guaranteed income for life through riders, policy loans and withdrawals
  •   Tax advantages of permanent life insurance
  •   Evolution of terminal, chronic, and critical illness and injury accelerated benefit riders


Dealing with Rejection: A valuable tool for the young advisor


By Chris Watson, YAT Co-Chair

As a fan of Cleveland sports, I know the word “rejection” all too well. In fact, there are so many examples that I’m not going to waste your time or mine, by laying them out. Alright, who am I kidding, let’s talk about the “on the horizon” rejection that will occur when the Cavs get beat by the Warriors in the NBA finals (again) because Steph Curry isn’t human. With that being said, I’m optimistic in regards to “this being the Cavs year”. Moving forward, in the world of business, rejection is inevitable, and how you bounce back from rejection, is going to determine your level of success. I recently read an article on how to handle rejection, so I thought I would share some words of wisdom!

Whether you sell real estate, practice law, sell insurance, manage investment money or work at Macy’s, you’re going to experience rejection at some point. The excuses can range from, it’s just not a good fit for me right now or I just need to do a little more research before I make a decision…..blah blah blah. I would say the worst by far though is “I’ve got a family member in the business, so I’m just going to work with them”. Yuck, my stomach is turning just thinking about that last one…..especially after you’ve spent months working diligently to explain in detail why you can help with their planning, and they run into Uncle Marty at a birthday party who just got licensed (true story but the names were changed to protect the innocent)! Anyway, I digress.

In the article I read on handling rejection a few good points were brought up. (Credit: 6 Ways to Handle Rejection by Tim Brown & Dan Streeter)

  1. Understand that no is not negative, its only feedback. At the end of the day, we are the ones placing a label on “no” and how we perceive it.
  2. Labels are sticky. Once a rejection occurs, it’s easy to move the label ourselves by saying: “I suck … I am a terrible sales person … I am such a loser… Why would anyone buy from me?” Breathe and stop with the labels. Instead, interrupt that thinking with: “It’s just experience.”
  3. Rejection is not just a three syllable word. Most of us continue to make the same mistakes over and over because we never think to ask what we could have done differently. Most of the time the prospect will tell us why they decided not to work with us.
  4. Embrace being in 2nd place. Never burn a bridge, and realize that you are one phone call away from being number 1 if their current provider screws up!
  5. Be a resource broker. Send your prospects the resources or contacts they need to be successful in their career. In “the world revolves around me society we live in”, helping someone else grow their client base, is the best way to get them to reciprocate.
  6. You’re not the Godfather. Make friends with your competition in case there is a time that they want to refer you a client that they aren’t able to obtain.

At the end of the day, you’re going to lose some here and there. I’ve always been a big believer that if you can close 6 out of 10 prospects, you are going to be just fine. If batting .300 makes you a HOF’er in Cooperstown, closing 6 out of 10 will suffice. So in closing, when you lose a deal, it’s not time to panic, self deprecate and think woe is me, it’s time to move onward and upward. That is the ugly truth that no one wants to hear, but must be told.

By the way, if you see Uncle Marty, tell him I said he can thank me later for giving him his first two clients!


Member benefit

By Renae Davies, Executive Director, NAIFA-Columbus

New Member benefit from Office Evolution

Office Evolution provides office space and services to micro businesses, independent contractors and sole proprietors without the cost of a full-time lease or staff.  Whether you need a fully furnished office with all the amenities or just a mailbox to enhance a professional image, the company’s all-inclusive pricing offers a variety of options to fit the needs of any business, regardless of size. 

Conveniently located, Office Evolution offers 70 fully furnished private office spaces, 1-12 month agreements, 6 conference and meeting rooms, free Wi-Fi, front desk reception, community kitchen, phone answering, private locking mailboxes and on-site lunch options.

Office Evolution will be providing NAIFA-Columbus Members with up to $250 worth of conference room or day office time per month at each of the following locations: 

Dublin: 6500 Emerald Parkway, Suite 100, Dublin OH 43016
Contact:  Liz Triano 614-495-9274 or liz.triano@officeevolution.com
Easton Town Center:  4200 Regent Street, Suite 200, Columbus OH 43219
Contact: Deborah Pentenburg 614-944-5191 ordeborah.pentenburg@officeevolution.com

This offer will begin today, March 1, 2016 and run through May 31, 2016.

If you are interested in securing one of the above conference rooms for an upcoming meeting, please follow these instructions:
1. Call the Business Center location where you would like to schedule a meeting (see above)
2. Please identify yourself as a NAIFA member booking a complimentary space
3. You will be asked to provide your name, phone number and email to confirm the booking 

Please know that this benefit is offered on a first come, first serve basis and is subject to availability.



Jerod Cook, Golf Chairman

Working on Your Game: The Golf/Sales Analogy

By John Mongillo | In: Sales & Marketing

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.

February Meeting Highlights


Tom Curry and I. David Cohen






On February 17th, NAIFA-Columbus held their Membership Luncheon Meeting at J. Liu Restaurant in Worthington. During this luncheon, Tom W. Curry, CLU, ChFC with Curry and Company LLC discussed “Secrets of the Top of the Table Member”.

A CE seminar was held immediately prior to the luncheon from 9:15 am to 11:15 am. Logan Philipps with Resch & Root, LLC presented “Special Needs Planning Essentials” which offered two hours of CE credit.