NAIFA Growth Summit: Advocate, Educate, Differentiate & Go GROW!

1. Q1 2019 Growth Summit

2. Agenda 1 pm: Welcome & Opening Remarks-Dennis Cuccinelli, BOT  1:05-1:35: Advocate. Educate. Differentiate- The New NAIFA Membership Promise; Overview of Growth Programs & What You Need to Do in Your Area to Grow NAIFA –Suzanne Carawan  1:35-1:45 Break & Feedback  1:45 – 2: 15 pm: Review of Corporate Partner Programs and What You Need to Do in Your Area to Grow NAIFA- Brian Steiner, Alaina Faello  2:15-2:25  Break & Feedback  2:25-2:55 pm  Agency Program & What You Need to Do in Your Area to Grow NAIFA—Dennis Cuccinelli & Jon Sper  2:55 pm Wrap Up & Commitment to Next Q2 Meeting on Thursday, June 13th 1-3 pm eastern  3:00 pm  Go GROW!

3. We Are Growing! • Momentum is there! Energy! • Recent Meetings: • Illinois (30) • Tennessee (20) • Oregon (10) • Pennsylvania (TBD) • Ohio (TBD) • Where else? Who’s next?

4. NAIFA’s Membership Promise

5. Advocate. The protective advisor.

6. A NAIFA Member in Every Congressional District

7. Educate. The thinking advisor.

9. NAIFA Live: New Monthly Meeting • March 21st: Open to all Members • 2 parts: • Virtual • Watch Party Location • Opportunity for closed locals • Opportunity for lapsed members • Opportunity for sponsorship

10. Differentiate. The trusted advisor.

11. #NAIFAproud

12. New Materials for AED • PowerPoint • Tri-fold Brochures • Pull-Up Banner • Tablecloth • Pens • Flyer

13. New Kits Will add to Leadership page Moving to a new Online Store ordering system for membershipmaterials

14. #MainStreetUSA Survey & Articles New Main Street USA blog to celebrate our members & attract non-members Use #MainStreetUSA

15. Pride in Representing NAIFA

16. Growing NAIFA 4- Layer Growth Model

17. Four Layer Strategy Corporate Partnerships Agency Program Chapters & Locals Direct to Individuals

21. Advisor Ambassador YAT-Driven Scalable Prime the Pump for Leadership/Engagement Results to Date: 19 New Members

22. Corporate Partnerships Building Renewed Trust. Closest to the Consumer.

23. Today’s Landscape: Myths & Realities Why Don’t We Just Have Companies Pay for Memberships? Can’t We Just Do Ledger Deduct? Are Companies Taking Our Calls?

24. NAIFA National Biz Dev Team Brian Steiner, VP, Marketing & Business Development Alaina Faiello, Director of Strategic Partnerships Brian Money, Program Manager

25. Purpose of NAIFA’s Biz Dev Identify, establish & expand relationships with synergistic businesses and organizations that can align together to amplify NAIFA’s message & advance our mission

26. Biz Dev’s 2018 Year Recap Focus: • Strengthen our corporate partner program through establishing formal partner programs • Get into the field to create awareness of changes at NAIFA • Create cross-functional teams within NAIFA National & the federation to be more efficient/effective

27. Biz Dev’s 2019 Goals Establish scalable corporate partner program $$$ in new money

28. Types of Partnerships • Formal partnership: • Established preferred dues rate • Established joint marketing program • Assigned point person at NAIFA National • Formally announced in the market (press releases, social media, etc) • Presence at corporate events/sponsorship acknowledgement • Now: Guardian, Ameritas, Ohio National, Prudential, Principal, Mutual of Omaha, NYL

29. Types of Partnerships • Working partnership: • Regular meetings occur, but agreement not reached yet as to how the program will run • No preferred rates established • No joint marketing program • No mention in the public-facing media referring to “our partner” • May have presence at corporate events • Example: AXA

30. Type of Partnerships • Association Partners • Typically have MOU in place to establish formal relationship • Aim is to have a dues program that offers reduced reciprocal rates to make it easy to belong to both associations • May have presence at conferences/tradeshows • Formal vs. working partnership definitions exist • To Date: • NAAIA, LAAIA, WIFs

31. Corporate Partner Programs & Leaders Working Together

32. Be in the Know -Landing Page with link to preferred dues sign-up & pipeline -Listed on Leadership Page

33. Work in Partnership • Have leads or contacts for individuals tied to corporate partners? • Send to NAIFA National’s Growth Team to add to partner pipeline and we can work it for you or with you • Send to recruitment@naifa.org

34. What About Independents? Wholesalers B/D IMOs FMOs Collaboration with NAILBA Task force for independent advisors

35. Agency Program Bringing in Groups of Members

36. Agency Program Goal 2 per state per month 1 per local per month

37. Recognition Program Points on chapter achievement program Social media shout-outs Praise at leadership meetings

38. NAIFA-GAMA Foundation Program Ask: Review list, who do you know, set up agency appts

39. The Agency Pitch Dennis Cuccinelli

40. Where to Send Leads? Send leads/contact lists/ideas to: recruitment@ naifa.org

41. KPI Growth Dashboard # agency presentations # Advisor Ambassador registrants: members # new members # non-members submitted to National

42. Growth Directive Corporate Partnerships: Send us introductions Agency Presentations: 2 presentations per state per month Chapters & Locals: 10 people per month into Advisor Ambassador Direct to Individual: 200 people per class per month