NAIFA-Jacksonville Jax Advisors Online Newsletter

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OFFICIAL FAMILY: Click HERE for NAIFA-Jacksonville's 2009-2010 Officers and Board of Directors.

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Joseph J. Maltese, CFP, ChFC, CLU, LUTCF

Message From the President
Joseph J. Maltese, CFP®, ChFC, CLU, LUTCF

We held our Annual Awards Luncheon last month. It was a time to recognize our colleagues for their diligence and integrity, and a time to honor those whose altruism and special talents add immeasurably to the community in which we live and work. We also honored those who helped shape our profession as well as our association. It is fitting, from time to time, to recognize outstanding achievement. It is also fitting to recognize all the diligent and principled men and women that place their client’s interests above their own to assure their clients’ financial security each and every day.

As with any function of our association, countless hours and volunteers stepped up to make the event a success. Throughout the year, your NAIFA-Jacksonville leaders, along with committee members and volunteers, are about the important work of the association. Blood drives, community projects, luncheon meetings, member communication, golf tournament, Young Advisor Taskforce (YAT) events, the 40-hour pre-licensing course, and advocacy are among the many responsibilities shouldered by these dedicated members. Chief among these is advocacy.

On March 8th, many of your fellow members, along with members from around the state, will descend upon the state capital in Tallahassee. We will spend the day meeting with legislators and staffers to help advance legislation advantageous to our profession. If you’ve never been involved in our annual “Day on the Hill”, I strongly encourage you to attend. If you have attended in the past, we need you back. I promise, you will make a difference. I can also say with certainty that you will be better for the experience. Please see the website at for more information.

I’d like to thank the board, committee members, and executive board for their hard work and support thus far. Please help these dedicated members by volunteering a small piece of your time and talent. Every little bit helps.

I will close by asking each and every one to bring a new member to our association to help make our voice stronger in Tallahassee and Washington.

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

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In Memoriam: Jerry Hopkins

In Memoriam: Jerry Hopkins
Submitted by Mike Millam.

Jerry had been a colleague of mine for 14 years.  He entered the insurance industry in 1995 with Millam Insurance & Investments, Inc. in the area of Retirement Planning for his clients.

Jerry was a man of deep faith in his Lord and Savior Jesus Christ for whom he lived daily in his life’s journey.  For those of you who knew him, you know what I am referring to.  He was a great testimony of faith to many people during his bout with cancer which started seven years ago as ‘stage 4’ prostate cancer and had metastasized to his bones. 

The medical staff had estimated he would live only six months.  However, God had a different plan for Jerry’s life as Jerry would have freely told anyone and frequently did!  He attributed the many miraculous recoveries over the seven years to God’s healing through the many prayers of the Christian community.

During the start of this past Christmas season, Jerry began having multiple health issues and was hospitalized at Beaches Baptist Hospital and the McGraw Hospice Center located near Mayo Clinic.   On Thursday morning, January 21, 2010, Jerry passed away peacefully at the McGraw Hospice Center.  He is survived by his wife of 34 years, Ellen; daughters Shannon and Elizabeth, and his son Scott.

Jerry will truly be missed by many and we at Millam Insurance & Investments, Inc. will carry on the business serving his clients and always remembering the true character and integrity of Jerry Hopkins.

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NAIFA-Jacksonville Annual Awards Luncheon Highlights
Wednesday, January 27, 2010

NAIFA-Jacksonville Annual Awards Luncheon
Andy Laino was our guest speaker during the Annual Awards Luncheon. Thank you Andy for your passion and drive!
NAIFA-Jacksonville Annual Awards Luncheon
J.F. Bryan, IV, with the 2009 C.G. Snead/J.F. Bryan, III Memorial Award recipient Jim DeLay, his lovely wife Pat, and son Chris DeLay.
  NAIFA-Jacksonville Annual Awards Luncheon
Todd Middleton the 2009 Community Service Award recipient with Jim DeLay the 2009 C.G. Snead/J.F. Bryan, III Memorial Award recipient.
NAIFA-Jacksonville Annual Awards Luncheon
Todd Middleton with his family as he was announced as the 2009 NAIFA-Jacksonville Community Service Award recipient.

Click HERE for more photo highlights from our Annual Awards Luncheon. Thank you to all of our attendees!

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2010 Blood Drive Schedule
Next Drive: Thursday, February 11, 2010.
Liberty Center, 1:30 p.m. - 4:30 p.m..
7077 Bonneval Road, Jacksonville 32216

PRIZE DRAWING! APPS Paramedicals will award a $100 Gift Certificate to one lucky blood donor at February's drive!

2010 Blood Drive

To schedule a convenient appointment online, log on to, click on Blood Drive Calendar, then enter Fund Code 1178 to find which time suits your availability.

Thank you, Jeanne Peterson (MetLife) for being the first and only donor to commit, so far!

NAIFA-Jacksonville's Blood Drives with the Blood Alliance are held once a quarter with the following dates scheduled for 2010: May 6 • August 19 • November 4

If you are a regular donor, please make it a point to commit to these dates. The Blood Alliance is imploring all donors to make and keep appointments from here forward as it is the only way to stay organized. We had to turn away several willing donors this last time due to unexpected walk-ins. For more information, contact Alicia Burst at 904-332-8100.

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NAIFA-Jacksonville Membership Luncheon Meeting
Wednesday, February 24, 2010.   
University Club, 11:15 a.m. - 1:15 p.m..
1301 Riverplace Boulevard, 27th Floor ( Wachovia Building Downtown ).
Registration and Check-In, 11:15 a.m.; Buffet Lunch,
11:30 a.m..
Register Online

"Service Creates Sales"
Guest Speaker: Jeff Evans.

Plus "The State of the Association" by
Thomas M. Cothron, NAIFA-Florida Past President

Click HERE to make reservations securely online.

The cost for members is $20.00, but if reservations are made by 12:00 Noon on Friday, February 19th, the cost is only $15.00! For more information, please contact the Association office at or call 904-695-2300.


Guest Speaker: Jeff Evans

Jeff Evans has been with State Farm since October 1971 and became an agent in April 1974.  He’s a lifetime member of the President’s Club, which was no easy feat to achieve.  He has over 20 years of profit, receiving the Crystal Excellence Award, and he’s also a member of the Chairman’s Circle.

As dedicated as he is to State Farm, he is just as dedicated to his community. He is active in the YMCA, the Port Orange Chamber of Commerce, the Daytona Beach Chamber of Commerce, and Halifax Hospital. He is also the Membership Chairman of COFA (Committee of Florida Agents).

He balances all of this hard work out by spending time with his two daughters and trying to improve his golf game.

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

Wednesday, March 24, 2010 
NAIFA-Jacksonville Membership Luncheon
Guest Speaker: Jennifer Holland
Brand Strategist and Creative Director, Holland Creative Services, Inc.
Location: University Club

Guest Speaker: Jennifer Holland

Wednesday, April 28, 2010 
NAIFA-Jacksonville Membership Luncheon
Guest Speaker: Robin S. Weinberger, CLU, ChFC, CLTC
Director of National Accounts, Advanced Planning Services, Inc.
"Life Settlements:  Uncovering Hidden Value in Life Insurance"

Location: University Club

Robin S. Weinberger, CLU, ChFC, CLTC

Tuesday, May 18, 2010
NAIFA-Jacksonville hosts jointly with the Estate Planning Council and the Society of Financial Service Professionals of Northeast Florida to come together for an exciting event this month!
Guest Speaker: Stephan R. Leimberg, JD
Location: University Center, UNF
Registration 7:30 a.m.
Meeting with Continental Breakfast: 8:00 a.m. - 12:00 noon

Stephan R. Leimberg, JD

Wednesday, June 23, 2010
NAIFA-Jacksonville Annual Meeting, Election & Installation of our 2010-2011 Officers
"What's Hot, What's Not - Recent Rulings In Insurance Planning & Other Timely Topics"
Location: University Club

Check for the latest details on all of our upcoming events!

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2010 realLIFEstories
Client Service Awards

2010 realLIFEstories Client Service Awards: CALL FOR ENTRIES

A realLIFEstory is a true story that illustrates how the benefits of insurance, along with exceptional service on the part of a qualified insurance professional, made a world of difference in a client’s life at a time of great financial need.

Why should I enter?
There’s a large and growing problem of too many Americans not having adequate insurance protection to safeguard their families’ financial futures. LIFE uses realLIFEstories to educate consumers about insurance and motivate them to obtain needed coverage.

By entering a story, you’ll make an important contribution to LIFE’s public education efforts. In addition to featuring some of the stories nationally in Newsweek, LIFE uses the stories it collects in many other ways – on our website, in videos, in marketing flyers, etc. If you are chosen as an Award Recipient, you’ll also receive some personal benefits. In addition to the national exposure in Newsweek, you’ll receive an all-expenses-paid trip to Seattle, WA from September 11 – 14, 2010.

Award Recipient Benefits
- Your story will be featured in a September 2010 issue of Newsweek, which reaches nearly 13 million Americans
- You and a guest, as well as your client and a guest, will receive an all-expenses-paid trip to Seattle, WA from September 11 – 14, 2010
- You will be honored by your peers at the annual convention of NAIFA, the National Association of Insurance and Financial Advisors
- Your story will help millions of Americans realize the benefits of insurance and the important role of qualified insurance professionals like you
- Your stature and visibility in your local community will be greatly enhanced

The deadline to enter is March 31, 2010. Enter online at

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Click HERE for the latest headlines from the National Association of Insurance and Financial Advisors

NAIFA-Jacksonville 40-Hour Prelicensing Course

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Legislative Day on the Hill
March 8-9, 2010

Now, more than ever before, YOUR voice is needed in Tallahassee to protect your career before the Legislature. Attending the NAIFA-Florida’s Legislative Day on the Hill, March 8-9, 2010, is your opportunity to participate in the political process and to visit your state legislators to underscore the importance of insurance and financial advisors in the marketing and sales of insurance and financial products.

Click HERE for more information and registration.

NAIFA-Florida Day on the Hill

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Christopher Veenstra

Swiss Cheese
By Christopher Veenstra

One of my favorite sandwiches is Ham and Swiss Cheese. I like Swiss Lorraine. My kids used to call it "Baby Swiss" because the holes are smaller.

Sixty-Second Sales Idea

I was thinking about this recently when I was asked to do an analysis of a company's Group LTD plan and to make a recommendation about supplementing it with a plan of individual DI for key executives.

My comment to the agent who asked me to do the review was, "Group LTD is a lot like Swiss Cheese. It's good but it has some holes in it." I then pointed out some of the limitations of a group LTD plan. My point here is not to knock Group LTD, but rather to promote how well individual DI complements Group LTD and that the two, working in tandem, gives an individual the best of both worlds and provides a good solution to one's income protection needs.

Here's an example.


Supp. DI Mo.

$3000 + $1000
$4000 + $1000
$5000 + $2400
$5000 + $3200
% of Total


So if Group LTD is like Swiss Cheese, point out that a supplemental DI policy is the Ham in one’s income protection sandwich!

For more information on Disability Income, contact Chris Veenstra at 904-814-2777.

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Application for 2010 Manager's
Membership Award Now Available

The Manager’s Membership Award (MMA) is now exclusively online in 2010! Please encourage your qualifying agencies to apply for this award that recognizes managers and their organizations for their membership support and commitment to the financial services industry.

Applications for 2010 Managers Membership Award Now Available

Agency Managers must be GAMA members and must have a certain percentage of their agents be NAIFA members. Make the MMA part of your membership recruiting strategy! Please keep in mind that Northwestern Mutual Agencies who achieve this award are eligible to have the national portion of their membership dues (a $300 value) refunded to each agent that is a current NAIFA member. 

All MMA applications must now be submitted online. No faxed, mailed or emailed applications will be accepted.

For complete award requirements and the online application, please visit  All applications must be submitted by 11:59 p.m. Eastern on June 30, 2010. 

If you have any questions regarding the Manager’s Membership Award, please call the NAIFA Member Service Center at 877/TO-NAIFA (866-2432) or email 

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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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Please Consider a Contribution to YOUR Political Action Committee!
For more information about IFAPAC and to make contributions securely online, please click HERE. To download a printable IFAPAC contribution form in PDF format, please click HERE.


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Don't Lose Us in Your Spam Filter!
Please add or to your e-mail "Contacts" list and update your spam filters to allow us to deliver the latest NAIFA-Jacksonville news and events! For more information, contact the Association office at (904) 695-2300.

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Please keep us up to date with your contact information!
To update your membership information with NAIFA, please visit the following link:

Please keep us up to date with your contact information!

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Thank You to Our Sponsors! 

APPS Para Medical Services


Jervey and Company Inc.

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



© 2010