NAIFA-Jacksonville Jax Advisors Online Membership Newsletter


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


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

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

When I first joined the JAIFA board of directors 11 years ago, I really had no idea of the importance of this great association. After serving on the committee that created the Wolfson’s JAIFA Endowment the previous year, I though it might be worthwhile to become more involved with the group of people that gave of themselves to establish the endowment.

My first year as a board member had me serving on the LUTC committee. It was then that I became aware of the fact that continuing education for members of our profession was one of the functions of the association. As I chaired various other committees, it became apparent to me that JAIFA serves many purposes and functions as a result of the hard work of the many members involved.

One JAIFA purpose made an indelible impression upon me. The function of legislative advocate for our members and our clients is the most important benefit to members of the entire profession. The political environment has become more challenging each year and JAIFA and the rest of the Federation has continued to rise to these challenges.

Last year, in an attempt to provide a more united front to our legislators, JAIFA became NAIFA-Jacksonville. As NAIFA-Jacksonville, we continue the great work of safeguarding our profession from dangerous and ill-conceived legislation while striving to build our professionalism, prestige, and integrity.

NAIFA-Jacksonville will continue only by continuing to grow with new members, new ideas, and hard work. Our state convention in July and our national convention in September will help us develop the tools to continue our association for years to come. If you have not made your reservations to attend these two learning opportunities, I would strongly encourage you to do so quickly. See our website at for details. In addition to the learning opportunity, we need you as a voting delegate to assure our local issues are addressed by the state and national leadership.

I have had the distinct honor and privilege to serve as your president the past year. Holding that office impressed upon me the importance of the hard work of all the board and committee members put forth on a day-to-day basis. I would like to take this opportunity extend to all of them my deep appreciation and heartfelt thanks. I am excited about the quality of the members that continue to serve our association as the coming year’s board of directors. I wish them every success.

I ask that each and every member invite all that you know in the financial services industry to become members of our association. With each member, we add strength to our voice in Tallahassee and Washington.

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



Tax Strategies for
the Insurance
and Financial

June 17, 2010

Capitas Financial
8:00 to 10:00 am

Turn Tax Dollars Back
Into YOUR Dollars!

Tax Strategies for the Insurance and Financial Advisor: June 17, 2010



June 23, 2010

Featuring the Election
and Installation of our
2010-2011 Officers and
Board of Directors


Governance and
Regulation of
the Insurance

Moderated by
Bob Lotane

NAIFA-Jacksonville Annual Meeting: June 23, 2010


NAIFA-Jacksonville In Memoriam In Memoriam
Richard (Dick) Miller, Sr, passed away on Saturday, June 5th.. 
Please remember the Miller Family in your thoughts and prayers.


Live LUTC Class Opportunity!
Starts Wedn
esday, June 16, 2010 thru August 18, 2010.
9:00 - 11:30 a.m.

MetLife Financial located at 7077 Bonneval Rd., Ste. 550, Jacksonville, FL  32216
Larry Smith, 904-486-2478

FA 271 Foundations of Estate Planning

The American College

FA 271 offers an introduction to estate planning and the role life insurance plays in the planning process. This course discusses how different types of property are transferred during life and at death, and the tax implications of not planning. FA 271 also presents the steps required to settle an estate and discusses the importance of having a will, the gift and estate transfer tax system, state death and estate taxes, trusts and planning estates of business owners.

Tuition: $420.00
Includes: text by Stevick, Foundations of Estate Planning, with workbook.
Students must register and receive a book before course begins.


Check our website at for the latest details. For more information, contact the Association office at or 904-695-2300.


A Day of CE:
Wednesday, August 25, 2010.

3-hour Required CE, Course ID # 71098 ~ Brand New for 2010!

"Long Term Care NAIC Ongoing Training"
4-hour CE ~ Data and Trends for 2010, Course ID # 72244 ~ Brand New for 2010!

A Day of CE: Wednesday, August 25, 2010

This course satisfies the 4-hour ongoing training requirement for Long Term Care. This new course will provide the latest updates in the LTC market, LTC Partnerships, and Medicare/Medicaid programs. Additional topics include tax changes, trends, claims experience, rule changes adopted in previous years, and much more! This course is validated with Clear Cert!

Check our website at for the latest news and registration details.


NAIFA e-newsletter

June 2010: Advisor Today's monthly e-newsletter features web-exclusive articles, podcasts, spotlight and more!


Christopher Veenstra, GFDIC

Sixty-Second DI Sales IdeaSixty-Second DI Sales Idea:
A Habit for Your Success.
Christopher Veenstra, GFDIC.
NAIFA-Jacksonville 2010-2011 President

During an industry conference not long ago, I asked one of the industry’s top disability income producers how he writes so much DI each year. He gave me an astonishingly simple answer. He said he simply asks everyone to whom he speaks, weather by phone or in person, if he/she has protected his/her most valuable asset. He went on to tell me that he was amazed other agents don’t do the same thing.

I mentioned some of the typical reasons I hear why agents don’t write more DI too expensive, too many underwriting requirements, too many declines/substandard offers and he told me when you talk to everyone about DI, it becomes a habit and that he really doesn’t agree that those things are a problem.

His use of the word “habit” reminded me of a great little pamphlet, written by Albert E. N. Gray, titled “The Common Denominator of Success,” which states that successful people do things unsuccessful people don’t like to do. Successful people have a purpose strong enough to make them form a habit of doing things they don’t like to do. When a successful person fails to reach a goal, it means he/she has reached a point at which the things he/she doesn’t like to do have become more important than the reasons for doing them. That’s good stuff.

Psychologists tell us it takes 37 days to form a habit. Here’s a suggestion. For the next 37 days, develop the habit of asking everyone the question – Have you protected your most valuable asset?

Just Ask!

For more information, contact Christopher Veenstra at (904) 797-3091.


NAIFA Members-Only Webinar:
“The 7 Principles of Marketing You!”

DATE: Thursday, June 24, 2010
TIME: 2:00 - 3:00 p.m. EST

NAIFA Members-Only Webinar: Thursday, June 24, 2010

When you master the art of sharing stories with your clients, you master sales AND gain tools to overcome the objections of clients. Join us to develop skills and momentum as you identify ways to build your business, acquire NEW clients and sell more product--you’ll be amazed and empowered!

In this lively webinar presentation, Stan Hustad, your NAIFA Marketing Coach will share his wisdom and insights on how you can be an effective Storyteller so your clients want more of you! You will learn the 7 principles of marketing you including:

  • Tell Your Story
  • Dead Tree Marketing is Dead
  • Create Great Client Experiences
  • Demonstrate Wisdom and Insight
  • Demonstrate How Good You Are
  • Good Marketing Makes Me Smile
  • Good Marketing Leaves Them Wanting More

Stan Hustad is the creator and president of the PTM Coaching Experience. He is an executive performance coach to business leaders and entrepreneurs, a writer, national speaker and college adjunct professor as well as one of NAIFA’s Coaches. His book -- You Make the Difference! -- is a guide for service professionals as they market themselves with confidence, creativity and high impact.

Space is limited. Reserve your Webinar seat now at

After registering you will receive a confirmation email containing information about joining the Webinar. Questions? Contact the NAIFA Member Service Center, 877-866-2432.


NAIFA's monthly webinars feature timely information and training on topics of interest in one of five practice specialties — life insurance and annuities, health and employee benefits, multiline, financial advising and investments, and practice management. For current, upcoming, and archived webinars, check out:


IFAPAC   Latest Headlines from the National Association of Insurance and Financial Advisors



The 2010 Manager's Membership Award
Connecting You to the Recognition You Deserve!.

Click HERE for the Manager’s Membership Award Flyer

The 2010 Managers Membership Award

NAIFA’s Manager’s Membership Award recognizes organizations that support a strong financial services industry by investing in NAIFA and its efforts. Life, health and multiline agencies and financial groups are encouraged to receive this award by ensuring that a certain percentage of their agents, based on the organization’s size, are NAIFA members.

Click HERE for the 2010 Manager’s Membership Award Online Application

All applications are due by 11:59 p.m. EST on June 30, 2010. All Manager’s Membership Award applications must be submitted online – no mailed, faxed or emailed applications will be accepted. 

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.


Robin S. Weinberger, CLU, ChFC, CLTC

Do you really want to let your client’s policy
lapse or surrender without taking a 2nd look?

Recognizing the Most Common Life Settlement Situations.

Submitted by Robin S. Weinberger, CLU, ChFC, CLTC.

When an older insured is about to surrender or lapse a policy, a life settlement should be considered as a way to maximize the policy’s value.  Here are fact patterns that are most likely to yield a life settlement prospect:

A decline in estate value and/or a decrease in estate tax liability.
The sale of a business or other illiquid asset.
Insured is retiring or exiting from a business and buy-sell, key-man or fringe benefit policies are no longer appropriate.
Term policies or riders that are about to expire, lose their conversion privilege or become unaffordable when they get out of the guarantee period.
The policy is no longer affordable due to a change in the client's financial picture and no alternative exists like a policy loan or premium loan from a beneficiary or other third party.
The policy is no longer affordable due to policy performance.

In these financially troubling times, clients are reassessing the amount of insurance that they want, need or can afford.  When all else fails and the conclusion is that it is time to lapse or surrender a policy, a life settlement can offer considerably greater salvage value.  Keeping an eye out for these situations is one more way for you to do good for your clients and for your clients to avoid missing the opportunity a life settlement may provide.

For more information, call Robin S. Weinberger, CLU, ChFC, CLTC at  (617) 451-3343.

Jax Advisors Online is a monthly publication of the Jacksonville, FL chapter of the National Association of Insurance and Financial Advisors. Opinions expressed are those of the authors and advertisers and do not necessarily represent those of NAIFA Jacksonville.


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To update your membership information with NAIFA, please visit the following link:


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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:

P.O. Box 37028, Jacksonville, FL 32236

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

NAIFA - Jacksonville