NAIFA DuPage Annual Sales Congress



NAIFA Chicagoland Success Summit

June 15, 2021 Live/Virtual Zoom Meeting

Applying for 4 hours of IL Insurance CE

Timed outline with speaker bios

9:00 - 10:00 Xiao Chen, CFEd® “Talking Finance with Asian Americans” 60 min

Bio - Xiao Chen is an investment advisory representative with Transamerica Financial Advisors, and a Senior Marketing Director with World Financial Group Insurance Agency, both at the Oakbrook Terrace branch.  Xiao is also a registry instructor with the Heartland Institute of Financial Education, while holding the Certified Financial Educator designation.

Born and had spent his childhood in China, Xiao came to the United States at age 12.  He has a Bachelor’s degree in Computer Engineering from Purdue University, and worked for six years in the IT industry.  While still working full time, he became one of the youngest real estate agents and mortgage loan officers in the state of Indiana.  It wasn’t until in late 2011, he had discovered the financial services industry and started his journey of spreading financial literacy.  He became a full time agency owner in 2015, and has established operations in 4 states and clients in over 10 states.  Throughout the last decade, Xiao had been actively educating clients and agents on a weekly basis through seminars and meetings, in English, as well as in Mandarin.  Xiao was awarded multiple times by his company, and was given a Top Producer award by Nationwide Financial in 2014.  He had qualified for the MDRT multiple times, and was featured several times on the MDRT podcast and magazine.  

Xiao had moved his home office to Illinois in 2015, and joined NAIFA in 2018.  Ever since joining, he has been proactively sharing about NAIFA and its mission.  In the last two years, Xiao has been the Social Media committee co-chair for NAIFA Chicagoland.  He had helped create and maintain NAIFA Chicagoland’s social media presence across Facebook, Instagram, and LinkedIn. 

Xiao has been an active member of the Chicago Chinese American community, serving on the board of multiple community organizations, and using his life experience as an ambassador for both the American and Chinese cultures.  He was featured in the nationwide magazine Mandarin Leader in 2016.  

Xiao is married to his beautiful wife Eva, and spends most of his free time being a dad to their son Max.  He has also been singing on stage since the age of 4, won awards in multiple talent contests in both China and the US, occasionally opening for celebrity concerts at the Horseshoe Casino.  He had contributed this singing talent to NAIFA IL by performing the National Anthem various times.  

Outline

Introduction 5 mins

Personal Experience as an Asian American Immigrant and Money 10 mins

General Views on Life Insurance 15 mins

How different demographics view and plan for life insurance

Old immigrants vs New immigrants

First generation vs their descendants

Why most of them prefer permanent life insurance

Insurance solutions for High net worth foreign nationals market

Values on financial/retirement planning and investment strategies 10 mins

College planning, views on stock market, legacy planning

Strategies and methods to approach the Asian American demographic 15 mins

Use of ancient idioms

Things to watch for

Closing 5 mins

10:00 - 11:00 Brian Byars “The Math Behind Aging” 60 min

Bio - Brian Byars brings almost 25 years of experience in financial and estate planning services, insurance and asset protection. Brian demonstrates a work ethic built on service and value. He excels in crafting personalized financial plans to prosper his clients, helping them achieve their personal and financial goals while maintaining their trust and confidence.During the early years of his career, he realized he could best serve his clients by offering comprehensive financial plans.

As an accredited claims agent for the US Veterans Administration, Brian works tirelessly help veterans get the benefits they deserve. Financial Planning Magazine recently recognized Brian in its 2013 Pro Bono Awards for his work with veterans in Georgia.

In 2013, Brian was invited to join the Forum 400, an elite organization comprised of leaders in production and innovation in financial services. Membership is restricted to 400 professionals nationwide. Currently, there are only 290 advisors who meet its rigorous qualifying standards.

Georgia Trend Magazine named Brian to its “40 Under 40” list in 2012, a top honor among the state’s most successful men and women in business, government, education, nonprofits and the arts.

Brian is also a member of the “Million Dollar Round Table” MDRT Top of the Table which membership is reserved for professionals who are at the peak of their profession and make up less than 3% of the 65,000 members of MDRT.

He was formerly the co-host of two popular radio shows and has been interviewed on many national television station and media outlets on Veterans Benefits, Eldercare Planning and Financial Issues.

Volunteering his time as an instructor of Defensive Tactics and Firearms as a Certified Georgia Peace Officer, Brian currently serves with several police and safety organizations dedicated to serving the community.

Brian and his wife Sasha live in McDonough, GA with their 3 children, Will, Matt and Vitaly.

Outline

Description: It is imperative that advisors have a knowledge of the emotional and financial issues unique to the 40+ million elderly Americans and have access to resources that can help navigate this last stage of life. Families of all financial means will be affected by these challenging issues of aging financially and emotionally. Insurance and financial professionals with the knowledge and resources to help aging clients and their adult children plan, navigate inside and solve the emotional and financial issues related to late life will ultimately be in a position to move into an advisory role for the next generation.

Session takeaways:

• Create business continuity by positioning a unique added value service to capture multi generations of clients

• Learn resources and tactics that will bring great financial value to your elderly clients, their family and other advisors

• Create professional partnerships for referrals for already stressed sandwich generation executives and professionals

• Learn how to market, prospect, and position their business as a resource in the LTC space.

Total Presentation Time: 1 hour Time / Running Time

Introduction / overview 2 min / 2 min

The Emotional Aspects 10 min / 12 min

• Right brain vs. left brain (Client vs. Advisor)

• Acquiring 2nd & 3rd generation clients

• Can’t be desensitized

The Math 10 min / 22 min

• Numbers & statistics

• Who needs assistance with aging

• Strain on families – caregiver burnout

• Asset vs. income problem

• VA benefits

• Medicaid benefits

• Realistic numbers: how much assets needed to pay for care

Resources 13 min / 35 min

• Being a resource & planning provider

• Family Meeting

• CPA & other professional relationships

• How to develop resource guides / handouts

Practice Growth Opportunities 15 min / 50 min

• Marketing & campaigns

• Unique branding

• Unique conversations

• Trusted advisor role

• Multiple generation clients

• Building a referral-based business

Questions & Discussion 10 min / 60 min

11:00 - 12:00 Suzanne Carawan “Using NAIFA to Elevate Your Success” 60 min

Bio - Suzanne Carawan - I’ve spent the majority of my career working to establish and grow technology companies into globally recognized brands. Leveraging my background in both social & high-tech marketing, I have created brands in corporate & nonprofit industries. After more than a decade working in fast-growth tech companies in social networking, events, CRM & virtualization. I'm known for my passion (also often times called disruption), high energy & genuine ability to intrigue audiences through insightful commentary. I hold two degrees in marketing: an MBA from the Kogod School of Business at American University in high tech marketing & an MPH from Tulane University in social marketing & research design. Additionally, I received a bachelor's in philosophy from the University of Maryland and remain a loyal Terp.

In my personal life, I'm a proud wife of a federal employee who serves our Nation faithfully & mother of two student athletes. I am a native Washingtonian, but left the Nation's Capital to become a faithful Buckeye and happily reside in Columbus, Ohio.

My specialties include: Brand Strategy, Go-to-Market Strategy & Execution, High-Tech Marketing, Product Marketing, Channel Marketing & Management, Digital Marketing, Demand Creation, Content Marketing, Social Marketing & Social Media as well as Sales Enablement & Opportunity Management. 

Outline

The Rebuilding American Retirement Summit 15 min

“Hidden Threats to a Secure Retirement” A solid retirement plan can be completely thrown off track if a single generational viewpoint is used. A multigenerational planner is always looking to ensure clients have adequately included their children and their parents in the plan to build in real life and mitigate risk. Three hidden risks to a secure retirement include special needs children, college planning, and limited, extended and long term care needs.

Virtual Congressional Conference 10 Min

Learn how to be an effective advocate, meet with your lawmakers, influence policies that impact your insurance business and clients.

Targeted advocacy training with briefings on specific legislative issues

Best practices for conducting congressional meetings, and tips for developing impactful long-term relationships with legislators to influence insurance related issues.

Promoting Financial Literacy for All 10 min

Educate clients on the Pathway to Financial Security

What is Financial Security?

What if you lose your job

What if your or your child wants a fee-based education

What if you are hurt or injured/need time for rehabilitation

Performance and Purpose Conference 5 min

Performance+Purpose is NAIFA's professional development conference which features top speakers and breakout sessions focused on prospecting, talent development, and practice management for the insurance and financial services agent.

Business Impact Week On Demand. 5 min

Learn about new opportunities to partner with experts on complex cases.

Find new ways to grow your book of business in 2021.

Q&A 10 min

12:00 - 1:00 Christian Kaplan “Asset Location, Tax Alpha, and 7702” 60 min

Bio - Chris Kaplan is a member of the Equitable Life Distribution Management Team as Vice President of Specialty Markets. As Head of the Specialty Markets group, Chris, along with his team, is charged with growing and managing key strategic initiatives such as COLI, Premium Finance, Foreign Nationals and Pro-athletes and Celebrity programs.

Additionally, the Specialty Markets group is positioned to help future breakthrough strategies for Equitable. Chris is well-known within the industry, having also worked for Morningstar Europe, Park Venture Advisors and NFP prior to joining AXA Equitable (now Equitable) in 2013. Chris is a sought-after and regular speaker at insurance seminars and conferences across the country such as AALU and Forum 400, covering a broad swath of insurance topics including product design and mechanics, Premium Finance, Foreign Nationals and Life Insurance as an Asset Class.

Chris graduated with a BA in International Business and Economics from Boston University in 2001 and earned his Chartered Financial Analyst (CFA) designation in 2009. He hails from Sweden and is fluent in Swedish, French and Italian.

Outline

- Intro and setting the stage: 3 mins

- WHAT is Asset Location (3 slides): 7 mins

- For WHOM is Asset Location (1 slide): 1 min

- WHY Asset Location (in your financial practice) (3 slides): 8 mins

- WHY Asset Location during accumulation phase (2 slides): 8 mins

- HOW does Asset Location work during the distribution phase (3 slides): 5 mins

- Asset Location – Common Addressable Issues/Limitations (1 slide): 1 min

- Q&A 10 mins

TOTAL 50 mins

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