By Dick Koob, CLU, ChFC, AEP, NAIFA President

NAIFA is a federation of local and state associations. According to our bylaws, members join at the local level; we are members of our local association.

For many, their experience of the value of membership is limited to their local associations. It’s at this level they receive their membership benefits, and it’s not until later that members learn of the valuable resources and benefits, such as advocacy, that are provided at the state and national levels.

The results of our surveys indicate that not all members view their local associations as important or viable. They measure the value of local meetings by quality, not by quantity. What they seek most is an opportunity to learn sales ideas and ways to improve their bottom line to stay in business. That’s it. What they don’t want is a parade of endless committee reports, fund raising for local charities or solicitations to join a different agency or company. Our members are telling us loud and clear that they want fewer meetings of higher quality. Many are tiring of paying dues to support a meal plan that artificially balances a budget based on no-shows. The objective of a local meeting should be to encourage members to attend, not provide disincentives.

How do your local meetings stack up? I will never forget my first association meeting. John Savage was the speaker. Can you imagine that? John Savage speaking at my little association? I learned later that he spoke at many local associations, then state sales conferences, and ultimately the Million Dollar Round Table. But even after being an MDRT main platform speaker, John Savage continued to speak at local associations. Imagine that.

Well, John has departed, but he left behind many disciples who are available to speak at local association meetings. Where are they? They are right there in your own community! And they are waiting to be asked. Why not start with the MDRT directory. It’s a goldmine of speakers who have valuable nuggets of wisdom to share.

If we are to move forward with the work of the Transformation Task Force and revitalize NAIFA, it must start at the local level. We must maintain a structure that is operationally lean, effectively governed and fiscally sound. We should be proud that NAIFA membership is clear evidence of a commitment to business growth and professional development, a strong code of ethical conduct, and political activism supporting issues that impact consumers and their ability to receive sound products and the highest quality advice and service.

The future of NAIFA: the locals
The future strength of NAIFA relies on the strength and viability of the local associations. We all have a vested interest in making others aware of the benefits of NAIFA membership, including this award-winning magazine, Advisor Today, which provides the opportunity to stay abreast of market trends and analysis, legislative issues and key sales strategies that impact your bottom line. Our websites have been redesigned and improved. NAIFA’s website, www.naifa.org, has an information-packed, members-only section, and Advisor Today’s award-winning site, www.Advisor Today.com, provides instant access to the latest ideas in marketing, prospecting and practice management.

All of this is yours, along with a sense of security knowing that NAIFA’s advocacy teams at the state and national levels continue to respond to challenges in the areas of taxation, legislation and regulation that impact our business.

I am proud to be a member of NAIFA, and it encourages me to seek the goal of 100,000 members by 2005. Can we count on you?

Richard A. Koob, CLU, ChFC, AEP, is a financial representative for Northwestern Mutual in Waukesha, Wis. He was elected president of NAIFA in September 2002.

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