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BPC

Impact Week:
Business Performance Center

Grow Your Practice

Collaborate & Ideate in 2021

You're invited to join us for our inaugural Impact Week for NAIFA's Business Performance Center, a thought leadership hub for topics in practice management. Whether you want to learn about new opportunities to partner with experts on complex cases, or want to find new ways to grow your book of business in 2021, our line-up of expert speakers has you covered.

As with all of NAIFA's Centers of Excellence, the Business Performance Center is available to all financial advisors and agents in the industry without a fee. Its efforts are supported by our sponsors and members that contribute their time and talent to advancing the profession and industry that they love.

Already a NAIFA member and want to further get involved? Subscribe to our blog. Want to get involved as a partner? Email bpc@naifa.org for more information.

On-Demand

Schedule

12-4 pm eastern each day

TUESDAY, MARCH 23

11:00 AM
Legislative Update
Diane Boyle, NAIFA; Mike Hedge, NAIFA
The PRO Act would reclassify contractors as employees. NAIFA is working diligently to ensure that financial services professionals are not unintentionally harmed. Join us for a critical session on this issue.
12-12:45 pm
Life Insurance Supplements the Financial Plan
Advanced Practice Center Session: NAIFA & FSP
Ron Lee, JD, CLU, ChFC, CAP, Mutual of Omaha
We all know that life insurance is the only tool that will protect a family’s finances when a breadwinner dies unexpectedly, but do we all share the reasons why permanent life insurance can help our clients accomplish their financial goals while they are still alive? Join Mutual of Omaha’s Advanced Markets department to discuss how permanent life insurance can help your clients enhance their financial goals and feel more financially secure, all while protecting their families at the same time.
12:45-1 pm
Break
1-1:45 pm
Multicultural Matchup: Ensuring Your Agency Can Serve a Multicultural Market
Sheryl Brown Hickerson, Females & Finance; Mernice Oliver, National Association for Advancement of Women in Insurance
1:45-2 pm
Break
2-2:45 pm
Nonqualified Executive Benefits-2021 & Beyond...
Advanced Practice Center Session: NAIFA & FSP
Andrew Rinn, JD, CFP, CLU, ChFC, Ameritas
The era of cookie cutter executive benefits has come to a close. Today’s advisors seek flexible arrangements to reward key employees while ensuring business owner clients maintain the necessary control to retain highly valued executives. Recent AND proposed income tax proposals rather than clouding the landscape, offers an unprecedented opportunity for modern financial professionals. Attend this session and come out equipped to position and demonstrate a number of strategies sure to get the attention of your best business clients.
2:45-3 pm
Break
3-3:45 pm
Split Dollar at Tax-Exempt Organizations: A unique opportunity with credit unions and other 501(c) organizations to drive income to their bottom-line while adding an executive benefit retention incentive
Eric Stearns, MBA, Stearns Financial Group
3:45-4 pm
Closing Remarks

WEDNESDAY, MARCH 24

12-12:45 pm
Growing Your Practice
Shane Westhoelter, AEP, CLU, LUTCF, LTCP, Gateway Financial Advisors
Shane was bullied from grade school through high school, which drove him to be an achiever in sports, music, and the financial services industry. Growing your Practice will show you how to fail forward, get the right mindset, and find your passion which will drive your success. You will learn to become a storyteller and problem solver, not a product sales expert. Shane will share stories you can use to close more sales and help you find your own story while revealing the process he has shared with over 5,000 financial professionals who have reached well over six-figure incomes. In this session you will not only discover your brand but learn how to market your brand, so others begin to market for you and send you referrals. Once you develop your passion, your purpose, and your brand success will follow. Don’t miss this session and how Shane, over 30-years with 10-years as MDRT/Top of Table, has helped 200 plus offices build their practices to the highest level of success in the financial and insurance profession.
12:45-1 pm
Break
1-1:45 pm
Opportunities for Healthy Businesses in a Post-COVID World
Advanced Practice Center Session: NAIFA & FSP
Kathleen Bilderback, JD, LLM, Affinity Law Group
According to a Small Business Administration report in 2019, there were 30.7 million small businesses in the United States which account for 99.9% of all U.S. businesses. The Coronavirus pandemic hit the small businesses exceptionally hard. Many businesses failed. Those that persevered may be divided into two categories, the healthy and the unhealthy. This session will explore what healthy businesses should be planning in this changed landscape including acquisitions, management succession and acquiring and retaining key talent and how the advisor community can support them as they grow.
1:45-2 pm
Break
2-2:45 pm
Modernize Your Agency: New Growth Models for Practice Management
Ryan Pinney, LACP, Pinney Insurance; Sheryl Brown Hickerson, Females & Finance
A beyond the Zoom basics of what the best virtual advisors are doing, using, and loving in today’s digital, remote, and distanced work environment.
2:45-3 pm
Break
3-3:45 pm
Modern Marketing: Making an Impact that Lasts
Luke Acree, ReminderMedia
3:45-4 pm
Closing Remarks

THURSDAY, MARCH 25

12-12:45 PM
College or Retirement? Optimizing Your Clients' Plans for Both
Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, RICP, CEPA, Veritas Financial & The College Funding Coach
For many clients, they are torn between saving and paying for college versus saving for retirement. It doesn’t have to be this way. By doing great planning and looking at the bigger picture, advisors are often able to help create comprehensive financial plans that provide more flexibility and control than traditional financial plans. In recent years, Section 529 Plans have become the go-to product for saving and paying for college. While 529s are a great tool, they are not necessarily a great strategy. Come learn how you can show clients strategies that could be more efficient and effective and may help your clients send their children to the colleges of their dreams for the same out-of-pocket cost as an in-state public schools. You’ll learn strategies for maximizing need-based and merit aid, and several creative approaches for saving and paying for college while also funding retirement simultaneously.
12:45-1 pm
Break
1-1:45 pm
Step Up Your Game and Get Through the Door: Selling Qualified Retirement Plans to the Healthcare Industry
Mark Massey, Southern Medical Association
Learn how to get through the door, then compete, in the qualified plan space by understanding the unique needs of healthcare practices. Mark Massey will dissect the fees within a 401k plan and explain how to clearly articulate for the plan sponsor. Vital plan design tips and important IRS audit hot buttons will also be presented.
1:45-2 pm
Break
2-2:45 pm
Retirement Planning - Challenges & Strategies: Ideas and Strategies That May Involve Life Insurance
Advanced Practice Center Session: NAIFA &FSP
Stacey McMahan, JD, CLU, ChFC, Pacific Life
This presentation provides an overview of the current challenges to retirement planning, and some ideas and strategies to overcome those challenges. Attend this presentation to learn: The current retirement planning themes, including the SECURE Act, CARES Act/Covid-19, Social Security, potential new RMD (required minimum distribution) tables, and laws/regulations on the horizon; Planning opportunities and reasons to meet with clients; SECURE Act considerations and planning ideas, including life insurance; Various payout strategies for different types of clients/retirees; Different strategies for the wealthy; Taxes – the uncertainty factor.
2:45-3 pm
Break
3-3:45 pm
Showcasing Authenticity Through Captive Marketing
Brad Swineheart, WhiteGlove
Tactics that can increase the likelihood of closing a prospect, strengthen credibility and ensure your authenticity is shown to your captive audience. This past year has forever changed the financial industry. With unique and ongoing changes in the financial landscape paired with an unprecedented need to adapt to new technological practices, we will most likely never go back to business as usual. Those who quickly adapted were first in line for new opportunities. For those who have been slow to adapt, or have not tried to adapt at all, the window to do so is closing quickly. We are seeing a new trend emerge during these times. This trend, called captive marketing, has the ability to transform the financial industry. Captive marketing is a blend of marketing tactics to showcase professionals as trusted, credible thought leaders in his or her hyper-local market and social sphere of influence. Unlike stand-alone content marketing, thought leadership, influencer marketing, and others, captive marketing ties these strategies together to generate undeniable awareness for an advisor. The stronger awareness an advisor has, the higher their conversion rates. This translates into new client acquisition at a lower cost, not to mention a more expansive and holistic offering for the prospect or current client.
3:45-4 pm
Closing Remarks

SPEAKERS

Luke Acree

ReminderMedia, President

X

ReminderMedia, President

Luke Acree

Kathleen Bilderback, JD, LLM

Affinity Law Group, Attorney; Society for Financial Service Professionals, President

X

Affinity Law Group, Attorney; Society for Financial Service Professionals, President

Kathleen Bilderback, JD, LLM

Diane Boyle

NAIFA, Senior Vice President, Government Relations

X

NAIFA, Senior Vice President, Government Relations

Diane Boyle

Mike Hedge

NAIFA, Director, Government Relations

X

NAIFA, Director, Government Relations

Mike Hedge

Sheryl Brown Hickerson

Females & Finance, Founder and CEO

X

Females & Finance, Founder and CEO

Sheryl Brown Hickerson

Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, RICP

Veritas Financial, Financial Advisor; The College Funding Coach

X

Veritas Financial, Financial Advisor; The College Funding Coach

Brock Jolly, CFP, CLU, ChFC, CLTC, CASL, RICP

Ron Lee, JD, CLU, ChFC, CAP

Mutual of Omaha, Vice President, Advanced Markets and Brokerage Field Relations

X

Mutual of Omaha, Vice President, Advanced Markets and Brokerage Field Relations

Ron Lee, JD, CLU, ChFC, CAP

Mark Massey

Southern Medical Association, Vice President

X

Southern Medical Association, Vice President

Mark Massey

Stacey McMahan, JD, CLU, ChFC

Pacific Life, Senior Consultant, Advanced Designs Unit

X

Pacific Life, Senior Consultant, Advanced Designs Unit

Stacey McMahan, JD, CLU, ChFC

Mernice Oliver

National Association for Advancement of Women in Insurance, Founder and Executive Director

X

National Association for Advancement of Women in Insurance, Founder and Executive Director

Mernice Oliver

Ryan Pinney, LACP

Pinney Insurance, President

X

Pinney Insurance, President

Ryan Pinney, LACP

Andrew Rinn, JD, CFP, CLU, ChFC

Ameritas, 2nd Vice President, Advance Markets

X

Ameritas, 2nd Vice President, Advance Markets

Andrew Rinn, JD, CFP, CLU, ChFC

Eric Stearns, MBA

Stearns Financial, President and CEO

X

Stearns Financial, President and CEO

Eric Stearns, MBA

Brad Swineheart

White Glove, Vice President, Channel Marketing and Business Development

X

White Glove, Vice President, Channel Marketing and Business Development

Brad Swineheart

Shane Westhoelter, AEP, CLU, LUTCF, LTCP

Gateway Financial Advisors, Inc., President

X

Gateway Financial Advisors, Inc., President

Shane Westhoelter, AEP, CLU, LUTCF, LTCP