By Lucretia DiSanto Jones

Solidarity. Togetherness. Unity. These are what it takes to push an organization—even a national organization of more than 70,000 members—to the next level.

The members of the NAIFA federation who attended the 2003 NAIFA Convention and Career Conference in September in Kansas City, Mo., showed that they are willing and ready to link arms and march forward to do just that.

All for one
The feeling of All for One—the convention theme—was everywhere. It was in the air in the hotel lobbies, where old friends were meeting again—perhaps for the first time since the last convention. It was evident in the convention center, where attendees from all corners of the country exchanged local and state association ribbons and pins. Most importantly, you could feel it when the attendees met for the convention’s first general session—the much-anticipated Town Hall meeting, held Sunday morning, Sept. 14. Surely there was difficult business ahead—and perhaps some tense moments, but there was also an overriding aura of revitalization, energy and cooperation.

As he opened the floor of the Town Hall meeting, Richard Koob, CLU, ChFC, AEP, 2002-2003 NAIFA president, commented that a lot has changed since last year’s convention. He happily reported that NAIFA headquarters had turned a corner. “We’ve reorganized and realigned NAIFA headquarters staff to be more efficient, effective and productive. Morale has improved dramatically, and people are energized,” he said.

Membership as a value proposition
Knowing that attendees expected to learn more about the federation’s progress over the past 12 months, C. Robert Brown, CLU, LUTCF, president-elect of NAIFA and chair of the Transformation Task Force, gave an update on the task force’s efforts.

“We are the voice of the insurance industry, representing every corner of the country.” —James M. Benson, CLU

Two things must occur to successfully increase membership, the task force determined. One: Local, state and national associations must all accept responsibility for delivering value to members. Two: Membership must provide a value proposition that includes advocacy and member benefits that are focused on increasing members’ profitability.

NAIFA and its conferences, the Association for Advanced Life Underwriting and the Association of Health Insurance Advisors, Brown said, indeed provide hardcore advocacy for NAIFA members, unlike many other industry agent organizations. What’s more, they are and will continue to be allegiant to where their advocacy efforts lie. “We will always come down on the side of agents, not companies. Forever and ever,” he said.

The task force has also determined that, without exception, member benefits must be bottom-line oriented. To appropriately meet the needs of all members, Brown reported that member benefits will address four market segments: life insurance and annuities, health/employee benefits, multiline, and investments. A finely tuned member benefits package will be unveiled this year.

“We’ll deliver bottom-line benefits to help you become more effective for your client and more profitable for yourself, and we’ll provide state and federal advocacy,” Brown said.

Bylaw amendments
The town hall meeting also gave attendees an open forum to discuss the seven proposed amendments to NAIFA’s bylaws.

Dozens of voting delegates lined up to ask questions that prompted a healthy exchange of ideas, concerns and suggestions. The lion’s share of the discussion centered on the proposed amendment that would give the NAIFA Board of Trustees limited authority to amend NAIFA’s bylaws. Ultimately, the NAIFA National Council adopted all seven proposed bylaw amendments:

To reduce the size of the NAIFA Board of Trustees. This amendment reduces the number of elected trustees from 12 to eight by 2005, and the number of appointed trustees from seven to a maximum of two. These changes could reduce the national board’s size by as many as 11 members—from 24 to 13.

To give the Board of Trustees the authority to amend NAIFA’s bylaws. This amendment allows the board to make limited bylaw changes with the consent of two-thirds of the federation’s state presidents and state national committeepersons.

To revise the NAIFA mission statement. This amendment revises the mission statement to emphasize the association’s focus on delivering NAIFA’s two major benefits: legislative advocacy and bottom-line-oriented benefits to members.

To remove local association boundaries. This amendment gives individual members the freedom to join any local association in their state.

To form at-large associations. This amendment permits states to form at-large associations if such an association is deemed appropriate for that state.

To require direct-dues billing. This amendment makes direct-dues billing by NAIFA a mandatory requirement for all local association membership renewals.

To revise the NAIFA committee structure. This amendment reduces the number of standing national committees from nine to seven.

Arm in arm
The outcome of the voting was proof that the National Council is adamant about keeping NAIFA’s momentum moving in the right direction.

David F. Woods, CLU, ChFC, LUTCF, NAIFA CEO and LIFE president, noted that securing the future of the industry and the profession of selling insurance and related financial products will take a sustained, well-orchestrated effort in concert with other industry organizations. NAIFA has a common objective with these organizations in the form of political advocacy. “We must work together. Together we have created a sophisticated powerful legislative juggernaut called the insurance industry,” he said.

Woods insisted, however, that there is no time to rest. Frank Keating, president and CEO of the American Council of Life Insurers, who has been an ally of NAIFA since taking office in January, agreed. He encouraged attendees to keep the heat on their politicians in their state houses and on Capitol Hill. “We have to make sure that legislators at the state and federal level know this industry. That’s why NAIFA is so important. And we must advocate our position with clarity and distinction. If we go to the career politicians with two different positions, they won’t see us. We have to be bound together at the hip.”

“Not only do we need to have everyone join NAIFA and become active; you also need to contact every company you work with and tell them to get to Washington.” —Frank Keating, president and CEO of ACLI

And one for all
As the convention came to a close, Randy R. Kilgore, LUTCF, CLU, RHU, 2003-2004 NAIFA president, reflecting on the efforts of many NAIFA members over the past year, said that the hard work has just begun. “We made extensive changes at the national level, but the work cannot stop there. Changes are needed at the state level. But the most important thrusts must come from the local level,” he said.

Woods shared the same message throughout the convention. “It all comes down to you to deliver meetings that are meaningful and relevant. No longer should anybody in this country say they just can’t find speakers for their meetings. Now it’s your turn to write our history. In helping NAIFA grow, you help yourselves grow.”

Kilgore sent attendees home with a mission: Work hard to maintain current membership levels and recruit new members. “When you join NAIFA in this effort, I believe the next year will be a year to remember for NAIFA and for each one of you as NAIFA members,” he said.

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