AT/2003 NAIFA Convention and Career Conference


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By Lucretia DiSanto Jones and Maggie Leyes

Robert B. Plybon Receives the 61st John Newton Russell Award

Keynote Speakers Inspire and Motivate

LUTC Recognition Luncheon Celebrates Program Supporters

Robert B. Plybon Receives the 61st John Newton Russell Award
Active in numerous industry organizations, Plybon generously shares his expertise and time.

Robert B. Plybon, CLU, ChFC, received the 2003 John Newton Russell Award at the award banquet held Monday night, Sept. 15, as part of the NAIFA Annual Convention & Career Conference in Kansas City, Mo. He was honored and roasted by his family, friends, fellow JNR recipients, NAIFA past presidents and more than 900 guests.

One of the industry's top honors, the JNR Award pays tribute to an individual for sustained and meritorious service and commitment to the life insurance industry.

Wildly successful from the very beginning of his career, Plybon has given back to the industry ten-fold what he has received, and his contributions to NAIFA and other organizations are far-reaching. As past president of both the North Carolina Association of Life Underwriters (now North Carolina-AIFA) and the Greensboro (N.C.) ALU (now Greensboro-AIFA), he is currently serving as the president of the Association for Advanced Life Underwriting. A prolific speaker—having addressed professionals in more than 40 states and 17 countries—Plybon possesses a rare gift: the ability to engage as well as entertain his audiences. He is a past president of the Million Dollar Round Table and has spoken at 11 MDRT annual meetings.

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Keynote Speakers Inspire and Motivate
With a stellar main-stage lineup, the educational aspect of the conference gets under way.

NAIFA is committed to improving your bottom line, and there is no better way to do this than to offer the best in motivational speakers and educational workshops—and it's all here at the 2003 NAIFA Convention & Career Conference.

Monday morning in Kansas City opened with a bang. Two motivational heavyweights took the stage to educate, entertain and make you think!

First up: industry insider Bill Bachrach, author of Values-Based Selling: The Art of Building High-Trust Client Relationships. He was there with his no-holds-barred style to teach attendees how to increase their production. The key? It isn't prospecting for more clients, honing your presentation skills or learning to nail the close. Bachrach said that when you sit down with your prospects for the first time, you are not there to sell to them; instead, you are there to form a relationship of trust and help them with their "financial road maps." That means getting them to agree then and there that you are the one to help them develop and implement their plans for their financial futures. "Life is too short to do business with people who don't trust you," he said. "You need to build high-trust clientele." This allows you to become a trusted advisor—not just a salesperson—and helps you keep those clients for life.

The right attitude
It's you—and your attitude—that determine your success, said Keith Harrell, sales and training guru, motivational speaker and author of Attitude Is Everything. But what does that mean, exactly? And how do we achieve it? Harrell took the main stage to outline strategies for developing a positive attitude. One of his tips: In times of uncertainty, don't let fear overtake you. "You have to confront that negative self-talk," he said. "Eighty percent of self-talk is negative. So, when life knocks you down, learn to retune your spirit."

If you want more great tips from Bachrach and Harrell, you'll have to read the November issue of Advisor Today with its full convention coverage. And be sure to visit AdvisorToday.com tomorrow to find out what the educational workshops have to offer.

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LUTC Recognition Luncheon Celebrates Program Supporters.
Distinguished Service, Ambassador and Eagle award recipients are applauded at annual luncheon.

Barry G. Humphrey, LUTCF, a member of the NAIFA-Boston board of directors, received this year's Edmund L. Zalinski Distinguished Service Award. This prestigious award is presented to one individual who has made extensive contributions of time and effort to the LUTC program over the course of a career. Humphrey, who earned the LUTC Fellow designation in 1998, has been the LUTC regional director for Massachusetts for many years. In addition, he was instrumental in revising a number of LUTC courses for use in the United States and abroad.

Also presented at the luncheon were the Ernest E. Cragg Ambassador Awards to individuals who provided unparalleled support to the local LUTC programs during the current year, and the LUTC Eagle Award. This award recognizes LUTC chairpersons and associations nationwide for their tireless efforts in marketing and organizing first-rate LUTC programs.

For coverage on yesterday's events in Kansas City click here

Tomorrow on the Advisor Today website:
• The convention moves into its last day.
• Tips from the pros at the career conference.

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Convention Preview: Interviews and Articles

A First Timer (9/03)
Angela Mann, a NAIFA Convention first-timer, tells us what she hopes to take home from Kansas City.

Secret Benefits of Attending the 2003 NAIFA Convention and Career Conference (8/03)
Sometimes the best learning experiences happen off the convention floor.

It's All in the Details (8/03)
Workshop presenter Nancy Morith details what it takes to become a long-term care insurance specialist.

Do You Have Influence Skill? (7/03)
Main-stage speaker Bill Bachrach discusses building trust and emotional investment in your clients, not just closing the sale.

Likeability: The Key to Successful Recruitment and Retention (7/03)
Educational workshop leader Jim McCarty provides tips on attracting—and keeping—high-quality salespeople.

Words of Influence (7/03)
Mandy Bass will present "How to Cast a Spell of Influence With Magic Words That Sell," during the convention. Here she offers a sneak preview.

Three Characteristics of Top Producers (6/03)
Bill Bachrach believes that top producers are all seekers, investors and implementers.

NAIFA to the Rescue (6/03)
Convention speaker Jim McCarty tells AdvisorToday.com how NAIFA helped save his practice and how the association helps all insurance and financial advisors.

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