By Lucretia DiSanto Jones

After graduating from college, Juli McNeely, LUTCF, probably could have walked right into her father's agency, McNeely Financial Services in Spencer, Wis., and begun her insurance career. Instead, she chose to cut her professional teeth in the marketing area of the banking industry. About seven years ago, she decided it was time to join dad's team.

However, being the daughter of two insurance and financial services professionals—mom's in the biz, too—didn't make it easy for her to get her professional footing. What kept this young, intelligent and energetic advisor from walking away from the business was a particular piece of advice that her parents gave her: Join NAIFA.

Admittedly, at first she joined to be the public relations chair. She figured it would be an outlet to do something she really enjoyed. Now, she's glad that she joined; she's especially happy that she stayed. NAIFA membership, she says, is the main reason she survived the first grueling years in the business. "The camaraderie and the friendships that are created have given me a lot of confidence as an agent-advisor. I've seen my style and confidence grow dramatically from when I first started. The more involved I got with NAIFA, the more confident I became in all areas of my life, not just my job," says McNeely.

A nurturing atmosphere
What can an association with 70,000 members—mostly male, mostly Baby Boomers and older—offer to Generation Xers like McNeely? Much more than they imagine and much more than the tangible benefits of membership.

While our society trumpets the advantages of youth, the seasoned veterans in the industry provide a sought-after template for success for up-and-coming financial advisors. These veterans have survived the harrowing and lean early-years of being an advisor, and many have built highly successful practices. Through NAIFA membership and involvement, young advisors have an opportunity to rub elbows with them and soak up their hard-won knowledge. Perhaps more importantly, young advisors can also learn from the mistakes these veterans have made.

In addition, associations provide a nurturing environment for younger advisors. Members of all ages recognize that seasoned advisors want to help the young survive and thrive. In this business, that supportive atmosphere is vital for those who often find they'd like to throw in the towel.

The more involved I got with NAIFA, the more confident I got in all areas of my life, not just my job. —Juli McNeely, LUTCF, NAIFA Central Wisconsin

Fresh ideas
What can the population of under-35 advisors bring to the association? Diversity, a new source of energy, an understanding of technology and an openness to trying new things and grasping new ideas—everything the association needs to move forward and grow. "We are a fresh face," says McNeely.

The association is working diligently to attract new, younger members. The change is slow in coming, however. NAIFA, the locals and members like McNeely want to quicken the pace. It certainly can happen if more members like McNeely go beyond simply maintaining membership and get involved.

McNeely has become involved at the national level, which has given her another learning platform. It started about two years ago with a trip to Tucson to visit her dad, who is now semi-retired. He brought Juli along to the Tucson association's sales congress and introduced her to Past NAIFA President Dennis Meredith.

"Dennis asked me how old I was. I was 32 at the time. He asked if I'd be interested in working on a diversity task force to explore how to get younger people involved in the association. I got involved on that task force and was then invited to attend a [national] board meeting in April 2001 to talk about diversity. It was a great experience. After that I served on the Associations Committee; then I was asked if I would be interested in becoming an appointed trustee," she explains.

Today, McNeely is the trustee liaison for NAIFA's Young Advisors Task Force, YAT for short. The group strives to increase the ranks of under-35 advisors, and pinpoint and develop the benefits that will retain them. "There's a lot of excitement building for this group. The young agents out there would really like to focus on how to build their business and succeed. It's not easy to succeed unless you've got help. YAT will help people do that," she says.

For more information on the Young Advisors Task Force, contact the member service center msc@naifa.org at 877-TO-NAIFA.

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