2016 Calendar of Events - NAIFA Columbus


Wednesday, February 17, 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
Location:J. Liu Restaurant, 6880 N. High Street, Worthington 43085

NAIFA-Columbus Membership Luncheon
11:30 a.m. - 1:00 p.m.
Cost: FREE for NAIFA-Columbus Members / $25 for Guests or Non-Members
Location:J. Liu Restaurant, 6880 N. High Street, Worthington 43085

Wednesday, March 16, 2016

NAIFA-Columbus Membership Breakfast
8:00 a.m. – 9:15 a.m.
Cost: FREE for NAIFA-Columbus Members / $25 for Guests or Non-Members
Location: 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, April 20, 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
Location: J. Liu Restaurant, 6880 N. High Street, Worthington 43085

NAIFA-Columbus Membership Luncheon with Roundtable Discussion
11:30 a.m. - 1:00 p.m.
Cost: FREE for NAIFA-Columbus Members / $25 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



Join NAIFA-Columbus

Join NAIFA-Columbus



Matthew Hatchel
State Farm Insurance

Mark Motz
Colonial Life

John Palmer, Jr.
Farmers Insurance


Mark Reynolds
Mark Reynolds Agency

Cynthia Steinberger
Thrivent Financial


Member services


by NAIFA National

Jay C. Randall, Member Services Chair

Book of the Month - The One Page Business Plan

 A new year, a new plan! Click here to order your copy today!


Advisor Launchpad

Advisor Launchpad enables effective, content-driven marketing by combining engaging websites with the latest digital marketing tools.

Your website is the centerpiece of your digital presence. Advisor Launchpad enables financial advisors to easily create beautiful, mobile-friendly websites that attract and retain clients with fresh, targeted content.

Below are highlights of Advisor Launchpad:

  • Website Development - Choose mobile-friendly templates, or select a custom option, to create a visually-compelling website as the digital storefront of your business
  • Blog - Serve up fresh, relevant content that keeps customers coming back to your website Targeted Content - Maintain a competitive edge with targeted demographics
  • Email Marketing - Stay in touch with your clients and prospects via email marketing
  • Mobile - Compatibility with mobile devices improves access to your website and improves the client experience
  • SEO - Choose from full-service SEO packages that provide a methodical and consultative approach to increasing inbound website traffic from search engines, such as Google and Bing

NAIFA Savings

NAIFA members save $200 on a variety of packages as well as monthly special discounts.

During the month of January, NAIFA members save $500 off the website fee for Gemini and Apollo websites. Choose any SEO package and receive an additional $500 discount.

Click here for more information and to get started.

National Association of Insurance and Financial Advisors
2901 Telestar Court, Falls Church, VA 22042
877-TO-NAIFA - www.naifa.org



Upcoming Meeting

CE Seminar and Membership Luncheon

Wednesday, February 17, 2016
9:15 a.m. – 1:00 p.m.

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

CE SEMINAR - Offering 2 hours of CE Credit

9:15 a.m. – 11:15 a.m.

“Special Needs Planning Essentials"
Speaker: Logan K. Philipps, Esq., Resch and Root, LLC
Cost: Free for NAIFA-Columbus Members / $35 for Non-Members/Guests

About the Seminar:
During this seminar, Logan K. Philipps, Esq. will discuss Estate planning as life planning; The essentials of an estate plan; The language of the special needs population; Concerns for families; Special needs statistics; Current history and trends; Medicaid and SSI eligibility; The value of Medicaid and SSI; Waivers; Special needs trusts; Funding the trust; Able Act; Eligibility for government benefits; Guardianships; Alternatives to guardianships; and Memorandum of Intent.

About the Speaker:
Logan Philipps is an attorney with Resch and Root, LLC. As an estate planning attorney, Logan assists individuals and families to plan for their lives and legacies. An area of concentration for Logan is planning for families with children who have special needs. He advises families regarding guardianships, alternatives to guardianships, and various special needs trusts that allow for continued eligibility for government benefits while providing funds for quality of life enhancements.

Logan is a Purdue University graduate and taught elementary school in Mariemont, Ohio before attending law school. Logan graduated from The Ohio State University Moritz College of Law in 2006. He earned a master’s degree in public policy from The Ohio State University John Glenn College of Public Affairs in 2007. Logan is a member of the Columbus, Delaware and Ohio State bar associations. He is a former board member of the Central Ohio Association for Justice and is currently a trustee for NAIFA-Columbus serving as YAT chairperson. He has been selected by Super Lawyers magazine as a Rising Star in the legal profession since 2012.


11:30 a.m. – 1:00 p.m.

“Secrets of the Top of the Table Member”
Speaker: Tom W. Curry, CLU, ChFC, Curry and Company LLC
Cost: Free for NAIFA-Columbus Members / $25 for Non-Members/Guests

Tom’s career in the life insurance industry has spanned over 45 years. He is an active life member of the Million Dollar Round Table as well as a life member of The Top of the Table. In addition, Tom actively participates as a member of The Association for Advanced Life Underwriting, National Association of Insurance and Financial Advisors and The Society of Financial Service Professionals.

In 1998, Tom was elected to the Hall of Fame and given the Lifetime Achievement Award by the Columbus Chapter of Society of Financial Services Professionals and National Association of Insurance and Financial Advisors.

Tom is active as a professional advisor to the Columbus Foundation, an organization dedicated to Philanthropy. Philanthropy, defined as love of humankind, is an act of voluntarily giving and sharing with others to enrich lives, solve problems, and perpetuate the values of society and of the person making the gift. Philanthropy is fundamentally an expression of values; there’s no formula that’s right for everyone. It can be exemplified by supporting a house of worship, an alma mater, or a community cause. It can also be practiced by learning about community issues and volunteering at a charity that you care about.


Making the Most Out of Social Networking Events


By Logan Philipps, YAT Co-Chair

Attending evening networking events with other professionals inside and outside the finance industry can be an effective way to grow business, or can be a waste of time. If I’m speaking honestly, I usually do not enjoy attending these evening events. I would rather be home with my three boys and wife than talking “shop” at a networking event, but I attend them and try to make them profitable.

I usually determine the profitability of my time at an event by the connections that I make. I’m not talking contacts. I’m talking connections. In my view a contact is a person whose card you obtain with little information about them. A connection is a deeper relationship than a contact. A connection is memorable. A connection can be a foundation for future meetings or business.

Most of the time for a person to truly connect with you, they must like you. I recently read an article by Shana Lebowitz on the Business Insider website that described one way to “make” people like you. Her article is included below in italics and can be found at Business Insider.

We form impressions of each other's personality within seconds of meeting — and knowing that fact can make approaching a new person incredibly nerve-wracking.

Quick: Smile! But not too broadly. Introduce yourself — but not so fast! Time's up.

Fortunately, there's a simple psychological strategy for combatting the anxiety associated with meeting new people. The trick? Don't think of them as new.

Instead, you'll want to do what speaker and author Nicholas Boothman calls "assume rapport." In other words, talk to the "new" person as if he or she were your cousin or your uncle — someone you feel happy talking to and you can be yourself with.

Boothman, the author of "How to Make People Like You in 90 Seconds or Less," has spent years coaching business people to be more effective, more relaxed communicators. Assuming rapport, he told Business Insider, is a skill that anyone can learn and deploy within the first two seconds of making someone's acquaintance."

It's just a really great way to make someone feel comfortable with you," he said. "Just talk to them like you've already known them.

"That doesn't necessarily mean dishing about the details of your romantic life, which would likely be off-putting.

The goal of assuming rapport, Boothman said, is to "find common ground," or to uncover what's similar between you two. It can be something as simple as the fact that you drive the same car or you're wearing the same brand of shirt.
In fact, research suggests that finding common ground is a solid strategy for getting people to like you. According to the "similarity-attraction hypothesis," we tend to gravitate toward people who are just like us in some capacity, and especially when we share similar attitudes and values.

Boothman gave an example of how he could have assumed rapport and found common ground with me during our phone conversation.

He'd initially asked if we could postpone our phone call by 15 minutes because he was running late. Once we got on the phone, he could have asked me: "Are you ever late? What does it feel like?" Assuming I answered in the affirmative, we would immediately have had something tangible to talk about, that would likely lead into deeper topics of discussion.

(Boothman said he declined to use this strategy because he figured he'd already held me up, though I was curious to know whether it would have worked.)

Boothman mentioned Oprah Winfrey as an example of someone who's really skilled at creating "me-too moments," or opportunities to say, "You're kidding, I feel exactly the same way!"

Yes, Winfrey is a professional talk-show host, and yes, assuming rapport is probably harder than it sounds. But the point is that the connections between you and others are likely there already. It's just a matter of being willing to uncover and capitalize on them.

"The moment you find common ground," Boothman said, "you have a relationship.”

Building rapport and finding opportunities for “Me Too Moments” is a skill. Why not start practicing this technique at your next networking event?

Comparing golf to sales

By Jerod Cook, NAIFA-Columbus Dennis Clark Golf Classic Chair


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.

Driving.  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 to 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.

Putting.  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.


January Meeting Highlights

Janurary Ethics CE Seminar

Bob Roach and President David Cohen

President David Cohen



On January 20th, NAIFA-Columbus held their Membership Breakfast Meeting at J. Liu Restaurant in Worthington. During this breakfast, Robert M. Roach, CLU, ChFC, AEP with Northwestern Mutual Wealth Management Company discussed “The Secret to Success”.

President David Cohen gave his President’s Message and recognized the following members as recipients of the 2015 NAIFA Quality Award:

1 YEAR – Stephen W. Arnold, J.D.
1 YEAR – Christopher Chandler
1 YEAR – Timothy J. Kress
2 YEARS – Cody J. Beatty
3 YEARS – Matthew E. Beeghley, MBA
2 YEARS – Casey R. Willman
2 YEARS – Kevin E. Drewyor
2 YEARS – Paul S. Hensley
3 YEARS – Jessica H. McNamee
3 YEARS – Brandon McIntyre
3 YEARS – Shawn W. Phelps, MBA
3 YEARS – David A. Ritter
4 YEARS - Adam J. Edwards, CLU, ChFC, CFP
4 YEARS - Christopher M. Moore
7 YEARS - Jonathan D. Cross, CLU
7 YEARS - Ryan C. Johnson
8 YEARS - Travis J. Falk, CLU, CFP
8 YEARS - Terrance D. Lumpkins, Sr.
8 YEARS - Brandon Smith
9 YEARS - Brett A. Bumgarner
9 YEARS - Michael B. Cohen
9 YEARS - Jared A. Dosch, CLU, CFP
10 YEARS - Daniel R. Neary, CLU, ChFC
10 YEARS – Joseph T. Reilly, CFP, FIC
11 YEARS - Jeffrey R. Ritter, CLU, LUTCF, FIC
11 YEARS – Scott P. Rider, CLU, CFBS, AEP
14 YEARS – Alberta A. Lewis
17 YEARS - John M. Brush, CLU
17 YEARS – A. James Marteney, CLU, CLTC
18 YEARS - Louise M. Fleming, CLU, ChFC
22 YEARS – Michael L. Silberstein
25 YEARS - Douglas T. Eastman, CLU, ChFC, CFP
29 YEARS - Allan W. Lepley, CLU, ChFC
30 YEARS – Ralph L. Williamson
31 YEARS - James V. Hayden, CLU, ChFC, LUTCF
32 YEARS - Frank J. Dosch, CLU, ChFC, LUTCF
39 YEARS - Daniel G. Snow
44 YEARS - Robert M. Roach, CLU, ChFC, AEP

A CE seminar was held immediately following the breakfast from 9:15 am to 12:15 pm. Amy Giller with Lincoln Financial Advisors presented “Ethics - A Practical Guide to Professional Conduct” which offered three hours of Ethics CE credit.

Bob Roach