NAIFA-Jacksonville Jax Advisors Online: Summer 2009
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Joseph J. Maltese, CFP, ChFC, CLU, LUTCFMessage From the President
Joseph J. Maltese, CFP®, ChFC, CLU, LUTCF

We welcome our new fiscal year with anticipation and optimism. Thanks to our members and our 2008/2009 leadership team, the year ahead promises to be one of our best in recent history.

Among the many accomplishments of NAIFA Jacksonville under the leadership of President Chris Harclerode and his team were: the achievement of our membership goal for the first time in many years, a successful “Day on the Hill”, bylaw changes that will result in a leaner and more effective leadership team, the initiation of the “Day of CE” concept, the return of our LUTC program, a successful golf tournament, excellent programs and speakers, the continued growth and activity of our Young Advisors Team (YAT), the continued growth and success of our 40-Hour Prelicensing Course offering, substantial donations to the various charities that NAIFA Jacksonville espouses, and a balanced budget. In short, the 2008-2009 leadership has left a legacy that will afford NAIFA Jacksonville the opportunity to have an extremely successful 2009-2010 year.

Our association is only as strong as our members make it.While the year ahead promises opportunity, it will also come with challenges. Our association is only as strong as our members make it. I ask each of you to find a way to share your time and talent in even a small way to help your association excel. You might volunteer to help your board with a function or project. You may want to serve on the golf committee or YAT. You may wish to foster relationships with legislators you know, and be willing to contact them about important issues as they arise. You may help by bringing new members to help strengthen our voice in Tallahassee and Washington. If you are able to help, but are not sure how, please contact me or any board member right away. Every little bit helps. Your leadership team has pledged their dedication and efforts to strive toward excellence. With everyone’s help, the burden will be small, but the achievements will be great!

Our communication to our members, our scheduled events and meetings, our monthly newsletter, along with other useful information is posted regularly on our website. Please visit frequently at to stay abreast of important and helpful information. You will be notified of our luncheons, CE’s, and special events with emails and bright yellow postcards delivered to your address of record. (Please be sure to keep the NAIFA Jacksonville office current with your mailing and email addresses.)

We live in interesting times. Our economic and political environments are bound to create unique legislative and fiscal challenges that will require solutions that may affect our practices, our products, our clients, and our industry. NAIFA Jacksonville, as part of our national federation, will continue to help safeguard our members and our industry, and advocate for positive and sensible legislation to assure a bright future for all concerned.

I will close by thanking each of you for your membership and support, and by challenging each of you to discover how you can help in our climb towards excellence.

NAIFA-JacksonvilleHave a prosperous and wonderful summer!

‘Be better today than you were yesterday… but not as good as you will be tomorrow.’ 

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The Changing of the GuardThe Changing of the Guard
Congratulations to NAIFA-Jacksonville's 2009-2010 Officers and Board of Directors.
who were installed at our Annual Meeting on Wednesday, June 24, 2009.
Your service to our Association is appreciated!.

The Changing of the Guard - Click to Enlarge
The Changing of the Guard - Click to Enlarge

Joe Maltese, CFP®, ChFC, CLU, LUTCF
(904) 642-7022

Christopher Veenstra
(904) 797-3091


Bobby Markwalter, II
(904) 296-1944

Chris Harclerode, LUTCF
(904) 296-4100

Jason Borek, (904) 296-4100
Gene Bryant, (904) 381-1206
Alicia Burst, (904) 332-8100
Cindi Cook, (904) 737-1167
Vicki Dickert, LUTCF, (904) 288-0103
Margie Harner, (904) 296-2500
Tim McLane, MBA, (904) 645-9936
Michael Schlueter, (904) 997-3018

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NAIFA-Jacksonville 40-Hour Prelicensing Course

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Jacksonville Association of Health Underwriters4-HOUR LONG-TERM CARE CE OFFERING
Wednesday, August 19, 2009
Presented by NAIFA-Jacksonville and JAHU.

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Thursday, August 27, 2009
Liberty Center, 10:00 a.m. - 3:00 p.m..
7077 Bonneval Road, Jacksonville 32216

For more information and to make an appointment, contact Alicia Burst at (904) 332-8100 or We're hoping for 30 donors!

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Mark Your Calendars for NAIFA-Jacksonville's Upcoming Membership Events!

Mike JorgensenWednesday, September 23, 2009: Membership Luncheon Meeting featuring guest speaker Mike Jorgensen (right), managing partner of Senior Counsel, Attorneys at Law, PA. Our Luncheon Meeting will be held at the University Club from 11:15 a.m. to 1:15 p.m. and will also feature our celebration of Life Insurance Awareness Month with a "realLIFEstory". The cost for members is $20.00, but if reservations are made by Friday, September 18th, the cost is only $15.00! Make reservations securely online now by clicking HERE.

Wednesday, October 28, 2009: Membership Luncheon Meeting with attendees receiving one hour CE credit during the luncheon program.

Thursday, October 29, 2009: “A Day of CE”

Wednesday, November 18, 2009: Membership Luncheon Meeting

Please visit our website at for the latest news and updates.

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Cindi CookWelcome New Members!
By Cindi Cook
NAIFA-Jacksonville Board Member

We’d like to welcome the following new members and thank their sponsors. If you are a new member and have not made it to any of our LUNCHEONS, please accept my personal invitation to attend our next one, WEDNESDAY, SEPTEMBER 23, 11:30 A.M. AT THE UNIVERSITY CLUB.

Please let me know if you have any questions. I can be reached at (904) 737-1167.

Virginia Apelian
James Ashcraft
Catherine Boatright
Joshua Cockrell
Colley B. Court
Michael R. Crabtree
Laura H. Elliott
Douglas Gitter
Andre Green
Charlene Johnson
Luigi Montolio
Donna Reade
Jeremy R. Salem
David Theus
Daniel Tamblyn
Robert Van De Water
Lesa Steinberg

Don’t forget to check out the many Benefits you have by being a member of NAIFA! Click HERE to visit the Member Benefits section on NAIFA's website and see why It's Smart to Belong!


With more than 58,000 members, NAIFA is the largest financial services membership association in the United States. NAIFA is a federation of 700 state and local association all striving for the same common goal: to protect your livelihood and your clients' financial security. To join or renew securely online, please visit, or click HERE to download a PDF of the Membership Application.

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Young Advisors TeamNAIFA-Jacksonville YAT News

Plans are in the works for a NAIFA-Jacksonville Young Advisors Team event in late August. Please check our website and your e-mail for the latest updates. For more information, contact NAIFA-Jacksonville YAT Chair Jason Borek at 904-296-4100 or For a listing of special benefits for NAIFA's Young Advisor Team members, please visit

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Christopher VeenstraSixty-Second Sales IdeaSIXTY-SECOND DI SALES IDEA
Deal or No Deal?
Christopher Veenstra, NAIFA-Jacksonville President Elect

Perhaps you have watched the popular TV show, "Deal or No Deal." If so, you know contestants have a 1-in-26 chance of winning $1,000,000, which can improve every time they open a case that does not contain the $1,000,000. Open enough cases, and with enough luck, the odds can improve to 1 in 10, 1 in 5, or even better. The psychologically interesting thing about the show is that there is a "banker" who offers to buy the contestant’s briefcase for increasing amounts of money as the odds of that case containing $1,000,000 improves.

Contestants agonize over turning down a guaranteed offer of, say $450,000, for a 1 in 3 chance of winning $1,000,000. Of course, the suspense is heightened by frequent commercial breaks and carry-overs to the next show to find out if the person wins.

Suppose you use the same logic in presenting a DI proposal. Ask if your prospect has seen the show. Ask what he or she would do if given the choice outlined above. Most shows I’ve seen, the contestant, given a high enough offer from the banker, chooses the sure thing over the chance, even as the odds im prove.

Most people are more motivated by the fear of losing than the potential of gaining and contestants reach a point that they feel they will "lose" the offer made by the banker, so they bail out. What motivates your clients? Offer your client this "deal." You are the "banker." For one to two percent of income, you will give them the protection of replacing 60% of that income - a sum that can easily exceed $1,000,000 - or he or she could pay nothing now and receive nothing when disabled.

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State Senator James E. King, 1939 - 2009In Memoriam: State Senator James E. King, 1939-2009
State Senator James E. King, 1939 - 2009

NAIFA-Jacksonville is saddened by the passing of State Senator Jim King, who died on July 26 after a battle with pancreatic cancer. He was 69. Senator King was a powerful state legislator who made his mark protecting the St. Johns River and changing state eduction funding to make it fairer to North Florida. King, who first served in the Florida House of Representatives beginning in 1986, was a Republican member of the Florida Senate, representing the 8th district since 1999. King was President of the Florida Senate from 2002-2004 and also served as the Majority Leader of the Florida Senate from 2000-2002. He was remembered by Jacksonville Mayor John Peyton as "one of the all-time great public servants."

Lengthy articles outlining his political career at the and Times-Union Jacksonville websites. NAIFA-Jacksonville sends its condolences to Jim's family. In lieu of flowers, the family is suggesting donations to either the James & Esther King Biomedical Research Foundation or the Community Hospice of Jacksonville.

NAIFA-Jacksonville Members Comment on the Passing of Senator Jim King:

“I am proud to say that Senator King was a friend of mine since he began his quest for the House of Representatives. I met he and his wife, Linda, at a fund raiser given by close mutual friends. From that point on, I found myself amazed by his skills as a politician, an orator, and an activist. He had a way of delivering a message that was both powerful and entertaining. Jim will be sorely missed by all who knew him and had the pleasure of being in his company. He made his mark on this city and state like none other. God bless you, Jim and thanks for being a friend to our industry.” - Debra Braddock

“Some people described Jim King as independent, I believe he was a Statesman. He always did what he thought was right even when it could risk his next election. He kept future generations in the fore front of his decision making. He had courage, a rarity found in politicians now-a-days! That is what I admired about him.” - Matt Carlucci

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NAIFA GovAlertTo: All NAIFA Members and AHIA Members
From: Cliff F. Wilson, CLU, ChFC, LUTCF, CLF,
NAIFA President and Robelynn H. Abadie, CSA, LUTCF,
RFC, AHIA - NAIFA Health & Employee Benefits President
Subject: Oppose HELP Committee Health Reform Plan Draft

WRITE your own Member of Congress and Senators to oppose exclusion of professional, licensed agents from reformed health care system.

ALERT your clients using this message - an editable sample client letter is available for their use as well.

Reason Action Is Urgently Needed: The Senate's HELP (Health, Education, Labor & Pensions) Committee is circulating draft statutory language of a systemic health reform plan. The plan as it is currently drafted excludes licensed professional agents from participation in the reformed health care system. It also seriously undercuts the ability of private health insurers to compete against the proposal's public plan option.

Click HERE to view the details of the complex and extensive reform plan. 

Please contact your Members of Congress today and ask them to oppose an exclusion of licensed professional health insurance advisors from a reformed health insurance system. Also oppose onerous restrictions on private health insurance that would make it impossible for private insurance to compete with the public plan option. You can access a sample letter to your Member of Congress and Senators here. A letter in your own words would be even better - view talking points you can use to craft your own letter.

It is crucial that you continue to communicate with your members during each step of the legislative process.

Technical Assistance? If you have technical questions about using NAIFA’s Legislative Action Center, please contact Vicky Dobbin at 703-770-8113,

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NAIFA Convention & Career Conference 2009

NAIFA's National Convention and Career Conference comes to Orlando in 2009 -- practically in our own backyard! For more information on representing NAIFA-Jacksonville, contact Vicki Dickert, LUTCF at

For volunteer opportunities, contact Rob Wolford, Local Host Committee Chair, at or (407) 740-5337 ext. 220.

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Leadership In Life InsitituteLeadership In Life Institute (LILI)
Courses Beginning January 2010

Have you considered the positive benefits of attending our Leadership in Life Institute (LILI) in your professional and personal life? Our popular and exclusive LILI Institute will begin in January 2010 in Ocala, and we are accepting a limited number of applications. The deadline to submit your application is July 31, 2009.

Members who participate in LILI encounter the very best in personal and career development thinking presented by outstanding leaders and experience an attitude and environment conducive to deep, prolonged emotional, intellectual and professional growth. Information, practical tools, and stimulating dialogue are provided through interactive group sessions, small-team building sessions and personal reflection time.

LILI is a program exclusively for NAIFA-Florida members who are volunteer leaders in their local association, or think they may have an interest in serving as a volunteer leader. The class will meet once a month in Ocala for 6 months and will create a tremendous opportunity for personal growth in every aspect of your life. Our LILI class this year will be facilitated by NAIFA-Florida Senior Vice President Bryon A. Holz, CLU, CASL, ChFC, LUTCF.

LILI isn’t for everyone and is limited to 12 participants per class. In addition to other selection criteria, candidates have to be well-rounded, financially stable individuals of good character and reputation. Candidates also have to be able to demonstrate a desire to make a positive difference in their local association, the industry and their community.

• Candidates are also required to have two full years of insurance or financial services business experience.
• The cost to participate includes tuition, ($775) which has to be submitted with the application, and if necessary travel and lodging expenses.
• Candidates have to be approved by their local association and the NAIFA-Florida LILI Candidate Selection Committee.
• Candidates will also be asked to sign a promise to give back two years of volunteer service their local association.

Schedule:  The classes will meet once a month, probably on the last Friday of each month, for 6 months beginning in January 2010 in Ocala. Graduation ceremonies will be conducted at the 78th Annual FAIFA Career Advancement Conference which will be held July 2010 at the Sheraton Sand Key Resort in Clearwater.

Our 2011 LILI Institute will be held Tallahassee and our 2012 Institute will be held in Miami or Ft. Lauderdale.

Tuition: Tuition is $775 and includes all course materials and lunch at each session. Travel, hotel accommodations and other meals are the candidate’s responsibility.

Application Deadline: The deadline for applications is July 31, 2009

Click HERE to download and print out an application. Please mail all applications to NAIFA-Florida, 1836 Hermitage Blvd, Ste 200, Tallahassee, FL 32308.

If you need additional information or have questions about LILI or the class, please contact our LILI Chair, Steve Saladino, at (800) 431-2687 or send Steve an email to

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Life Insurance Awareness Month: September 2009LIFE INSURANCE AWARENESS MONTH 2009
8 Tips to Help You Seize the LIAM Marketing Opportunity

Who wouldn’t want to reach out to clients and prospects at a time when they’re already thinking about their need for life insurance? But where do you start and how can you make the most of this once-a-year marketing opportunity? Here are 8 tips to get you started with your planning.

1. Mark LIAM on your Calendar Today: Circle September on your calendar, and start laying the groundwork today for a successful campaign come September.

2. Use LIAM to Get Appointments Scheduled: Pointing out that September is LIAM gives clients and prospects one more reason to say “yes” to a meeting.

3. Set Aside Money & Time: The 3 keys to selling more life insurance this September than you did last September are time, money and focus. If you make life insurance your primary focus and set aside enough time and money to conduct the proper outreach, you WILL be successful.

4. Take Advantage of LIFE’s Marketing Resources: LIFE offers both FREE Web-accessible resources as well as high-quality print and multimedia marketing pieces for purchase. Access all of LIFE’s resources at

5. Tell Your Clients that “Life Happens”: Life Happens® gel bracelets are LIFE’s most popular LIAM resource. During LIAM, wear one on your wrist and give them out to clients and prospects. They’re great conversation starters. People will inevitably ask, “What does Life Happens mean?” That’s your opening to talk to them about LIAM and the importance of planning ahead for life’s uncertainties.

6. Encourage Clients to Enter the Wonders of Life Photo Contest: We live for life’s wondrous moments and life insurance helps ensure that a premature death in the family won’t result in those moments coming to an end. Tell clients to upload a photo that captures a wondrous moment in their life, and they could win the new Canon T1i, 12.2-Megapixel Digital SLR Camera that can be used to capture more wonderful memories. Entries to be accepted beginning on September 1, 2009.

7. Tap Into Company Assets: Most insurance companies support LIAM in some fashion. So reach out to companies you do business with to find out what kinds of LIAM marketing resources and sales incentives they may be offering.

8. Just Do It: If you’re a talented advisor, you can sell more life insurance if you set your mind to it. It’s that simple. So don’t let the LIAM marketing opportunity pass you by. Start planning now, so you’ll be ready when September 1, 2009 arrives!

For the latest information on Life Insurance Awareness Month, including the annual realLIFEstories and an LIAM Producer Toolkit, please visit

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APPS Para Medical Services



Jervey and Company Inc.

Have You Seen Our Website Lately?HAVE YOU SEEN OUR WEBSITE LATELY?

If you would like to sponsor our webpage, please contact Cherri M. Coombs-Ohmer, LUTCF at our Association office by calling (904) 695-2300 or e-mail


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Your Comments and Feedback are Welcome and Appreciated!Our new official e-newsletter, Jax Advisors Online, is an evolving work in progress and your feedback is important to us! Please send your opinions and comments to Cherri Coombs-Ohmer, LUTCF by e-mailing or by calling the Association office at (904) 695-2300.

JUNE 2009  •  MAY 2009  •  APRIL 2009  •  MARCH 2009

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For the latest NAIFA-Jacksonville news and events, please visit our website at, or contact Association Executive Cherri Coombs-Ohmer, LUTCF:

National Association of Insurance and Financial Advisors - Jacksonville
P.O. Box 37028, Jacksonville, FL 32236

Phone (904) 695-2300 • Fax (904) 783-6857