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NAIFA-Los Angeles Will G. Farrell Award & Leadership Recognition Luncheon
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2/20/2020
When: February 20, 2020
11 a.m.-2 p.m.
Where: Taix French Restaurant
1911 Sunset Blvd
Los Angeles, California  90026
United States
Contact: NAIFA-Los Angeles
213-500-4946

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NAIFA-Los Angeles Will G. Farrell Award & Leadership Recognition Luncheon

Thursday, February 20, 2020
11 a.m.- 2 p.m.

Taix French Restaurant
1911 Sunset Blvd.
Los Angeles, CA 90026

The Conversation BEFORE the Conversation 
Have you ever made a planning recommendation to a client that you worked on extensively but was never actually implemented? Or if implemented, did the client later “forget” why they did what they did? In most cases that outcome was predictable - either because the recommendation made was not fully understood, or because the client had other planning priorities that may not have been discovered.

In this session, Eleanor Johnson will describe her “three buckets” level setting approach that she uses to quickly set the stage with both clients and advisors to have a productive planning conversation or to get previously “stalled” discussions back on track. This simple, yet highly effective conversation takes the acronyms out of the planning discussion and allows you to quickly gather information about the client and their priorities so that the focus is on recommendations most appropriate for their needs and the assets available to work with. In almost every case, greater opportunities are uncovered than first anticipated and the client ends up driving the sale forward. Equally important, the client will remember why they are implementing the planning strategy - not only during the process, but years from now. Don’t misunderstand, complex strategies are still used – they are just done in a context that is easier to understand, which creates more confidence. Five real life client stories will be shared to demonstrate the power of this technique and by the end of the session the audience members will be able to successfully apply the concept to their own practices

Keynote Speaker: Eleanor Johnson, CPA, CLU, CGMA
Eleanor is a nationally recognized speaker who has been a respected member of the insurance industry for the past 36 years, including roles as an insurance company executive, as a founding partner and major shareholder of a large national brokerage firm, and as an insurance professional working directly with clients and their advisors at the point of sale. Even though she is known for her leadership skills and technical expertise, Eleanor is especially appreciated for her ability to work with clients and all members of their advisory team to make complex planning concepts understandable. As a result of her involvement, clients are empowered to pinpoint and articulate their planning priorities and plan implementation times are reduced, resulting in satisfied clients and advisors. Consistently rated as one of the favorite sessions by conference attendees, Eleanor engages the audience by providing ideas that they can incorporate into their practices immediately. Eleanor is a qualifying member of Forum 400, a former AALU board member and founder of the AALU brokerage task force. Prior to her career at John Hancock, where she was brought on to manage institutional account distribution and ultimately worked across all channels doing speaking engagements at the national meetings of many of its major customers, Eleanor was the founding Managing Principal, Board member and second largest shareholder of Highland Capital Brokerage prior to its sale to Ladenburg Thalmann Securities. Now, Eleanor is on her own traveling the country and doing national speaking engagements.

Guest Speaker: Kevin Mayeux, CAE
As NAIFA’s Chief Executive Officer, Kevin Mayeux, CAE, oversees the headquarters and national staff and manages relationships with life, health and financial service companies, other industry organizations, legislators and regulators. Kevin supports NAIFA’s Board of Trustees and committees and coordinates efforts with NAIFA’s 90 state and local chapters. As CEO, he led an effort to modernize NAIFA’s operations through the development and implementation of a bold new strategic plan, NAIFA 20/20. Prior to becoming NAIFA’s CEO, Kevin served as the Executive Vice President, Chief Officer for North American Operations, and General Counsel for the Institute of Internal Auditors Global Headquarters in Orlando. In this role, Kevin supervised the core membership services offered to all 75,000 IIA members in North America in 158 chapters throughout the United States, Canada and the Caribbean islands. Kevin further served as General Counsel, guiding the IIA’s intellectual property protection, affiliation agreements and legal interests around the world. He is a Certified Association Executive and holds a Certificate in Risk Management Assurance.

Cost
Member: $50
Nonmember: $60
Table of 8: $400
Sponsorship/Exhibitor: $500
Agents of the Year Plaques: $175
Parking: $3.50

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