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   SyracuSe        SyracuSe adviSor
   NAIFA - Syracuse • 606 State Tower Bldg. • Syracuse, NY 13202 • Phone/Fax: 474-6775 • www.NAIFA-Syracuse.org



          NAIFA-SYRACUSE AND THE SOCIETY OF FINANCIAL SERVICE PROFESSIONALS-CNY CHAPTER
                               PRESENT THEIR JOINT ANNUAL MEETING


        Topic:       “HOW TO BUILD A TOP OF THE TABLE LIFE INSURANCE PRACTICE IN CENTRAL NEW YORK”

        Speaker:     DALTON J. RAYMOND, JR., Prudential Financial
        NOTE: This is a once-in-a-lifetime opportunity to hear from CNY’s only 13 time MDRT “Top of the Table”
              producer. Dalton’s presentation is not only for veteran agents but for all agents regardless of years
              of service and experience. If you have questions or topics you would like him to address at the
              meeting, please e-mail to Program Chair Neil Strathdee at neil_strathdee@unity-life.com in advance of
              the meeting. (READ DALTON’S IMPRESSIVE BIO WHICH IS ATTACHED.)


                                                                Date: Thursday, June 24, 2010

                                                                Time: 8:00 A.M. (Sharp!) – 9:45 A.M.

                                                                Place: Justin’s Grill
                                                                        6400 Yorktown Circle
                                                                        East Syracuse, NY

                                                                Cost: $20.00 – Breakfast Buffet/Program


                                                Meeting Schedule:
Breakfast Buffet
Presentation of FSP CNY Chapter’s Distinguished Service Award to Dean V. Boucounis, ChFC, CLU, RHU, LUTCF
Speaker Presentation
Installation of 2010-11 NAIFA-Syracuse Officers and Directors
Election and Installation of 2010-11 FSP CNY Chapter Officers and Directors
                                                           ***

Make your reservation today through your Agency Key Person. If you do not have an Agency Key Person, please fax your
reservation to Portamedic (Fax #315-451-0804) or call them at #315-451-8630 no later than the reservation deadline. Even if
you are a Season Ticketholder, you must make a reservation. Also, YOU CAN REGISTER ONLINE AT www.NAIFA-
Syracuse.org by clicking on the event page and following the instructions for registering

                                RESERVATIONS DEADLINE:             FRIDAY, JUNE 18, 2010
                  The
SyracuSe    SyracuSe adviSor
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   (703) 770-8225.

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   that many of the tactics used in the past simply don’t work today. Think more strategically about
   your recruiting program to transform it from a passive process that targets active candidates into
   an active process that targets high-quality, “passive” candidates.

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             NATIONAL ASSOCIATION                     OF INSURANCE AND                  FINANCIAL ADVISORS
             2901 Telestar Court • P.O. Box 12012 • Falls Church, VA 22042-1205 • 703/770-8100 • www.naifa.org
                                         DALTON J. RAYMOND, JR.
                                               Prudential Financial
                                            5786 Widewaters Parkway
                                                Dewitt, NY 13214
                                                 (315) 446-1515
Dalton Raymond is a Premier Agent and Registered Pruco Securities Representative of Prudential Financial, a
Division of Prudential Insurance Company of America. His home and primary office location is in Syracuse,
NY, with office affiliations in Boston, MA and Buffalo, NY. Dalton specializes in Estate, Retirement, and
Business Planning and is an acknowledged industry speaker on Estate Planning.
                                  41 - Number of years with one company
                      14 - Number of years membership in the MDRT Top of the Table
                     20 - Number of years membership in the MDRT Court of the Table
                              28 - Number of years membership in the MDRT
Accomplishments:
1969 – Joined Prudential as a Special Agent, named Prudential’s “Rookie of the Year” for the Northeastern
       United States.
1971 – Promoted to New Manpower Development Manager in the Utica Detached Office responsible for
       recruiting and developing new agents.
1974 – Promoted to Brokerage Manager of the Syracuse Field Service Office and directed the growth of its
       Brokerage Operation into one of the largest in the country, responsible for recruiting and working with
       hundreds of brokers with primary affiliations other than Prudential.
1985 to 1988 – Promoted to Co-General Manager of the Syracuse Field Service Office, winner of the General
       Agents and Managers Association’s National Management Award in 1987 and 1988.
1989 – Returned to full-time personal production to better serve his clientele, recipient of The President’s
       Trophy, Prudential’s highest honor, earned a seat at MDRT’s Top of the Table
1992 – Achieved #2 ranking in Prudential’s President’s Trophy, founder and co-chairman of Prudential’s
       Agents Council
1993 – Qualified for the MDRT Top of the Table, life-qualifying member Million Dollar Round Table, achieved
       #2 ranking in Prudential’s President’s Trophy, served as Chairman of Prudential’s Agents Council
1995 – Qualified for the MDRT Top of the Table, achieved #5 ranking in Prudential’s President’s Trophy
1998 – qualified for the MDRT Top of the Table, achieved #2 ranking in Prudential’s President’s Trophy,
       Member of the International Forum
1999 – Qualified for the MDRT Top of the Table, achieved #6 ranking in Prudential’s President’s Trophy,
       founding member of Prudential’s Ring of Champions, Member of the International Forum
2000 – Qualified for the MDRT Top of the Table, achieved #1 ranking as Prudential’s President’s Trophy
       winner, received the platinum level Life Founder’s Award, highest honor bestowed on a Sales
       Professional by Individual Life Insurance, member of Prudential Ring of Champions, Member of the
       International Forum
2001 – Qualified for the MDRT Top of the Table and International Forum, life member of Prudential Ring of
       Champions
2002 -- Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite
2003 -- Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite
2004 -- Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite
2005 -2010 Qualified for the MDRT Top of the Table and International Forum, membership in Prudential Elite
Dalton has served as a member of the Board of the American Diabetes Association and is involved with fund
raising for many charities in the area. He resides in Liverpool, NY with his wife, Carol. His daughter, Jill, is a
graduate of Syracuse University School of Education. His son, James, JD, CPA, graduated from Ithaca
College, cum laude from Suffolk University in Boston, Massachusetts. His son, Kevin, is a graduate of the
Syracuse University Film School.
Industry Memberships: NALU, MDRT (Court of the Table), MDRT (Top of the Table), The International Forum,
       Founder and Past Chairman Prudential’s Agent’s Council.
                 2010 – 2011 NAIFA-SYRACUSE DIRECTORY


We are currently in the process of updating our directory which goes to press

in July. Your 2010 dues must be paid in order to be listed in it.

If you have new associates in your agency, now is the time for them to join

NAIFA-Syracuse, so they will be included in the directory.

If you have had a change in your listing as it appears in the current directory,

please fax, mail or scan and e-mail the form below, in order to revise it for the

2010-11 directory.
---------------------------------------------------------

To: Charlotte G. Crandall, Assn. Exec.
    NAIFA-Syracuse                            Fax:       (315) 474-6775
    606 State Tower Bldg.
    Syracuse, NY 13202                        E-Mail: cgcrandall@usadatanet.net

PLEASE LIST ME IN THE NEXT NAIFA-SYRACUSE DIRECTORY AS
FOLLOWS:
                    (Please type or print legibly)

Name:         ____________________________________________________

Designation(s): _________________________________________________

Company: ____________________________________________________

Address:      ____________________________________________________

Business Phone: ___________________ Fax #: _____________________


             E-Mail Address: _________________________________
                            (To update NAIFA-Syracuse records)

           List me under: (Please Select Only One Category Listed Below:

Home Office ___      Agency ___      Group ___       Other Affiliates ___
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      Legacy Building • 555 French Road, New Hartford, NY 13413 • 315-793-3622 • Fax 315-793-0076
              5789 Widewaters Parkway • Dewitt, NY 13214 • 315-446-3850 • Fax 315-793-0076
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                                                                                                             Life Insurance Company
Phone: 315-448-7000,ext. 7052              Phone: 315-448-7000, ext.7103                                   Home Office:         Mailing Address:
                                                                                                           507 Plum Street       .O.
                                                                                                                                P Box 5000
                                                                                                           Syracuse, NY 13204   Syracuse, NY
Describes policy forms: 0601, 0602, 0603, 06-ADB, 06-CTR, 06-GCR                                                                13250-5000
This material is intended for agents and brokers only.
                                                                                              Keeping Promises For Over 100 Years




              ThIS AdverTISINg SPAce
                 MAY Be AvAIlABle
                       cAll
                     474-6775
Ride the Retirement Wave
About five years prior to retiring, people start to seriously consider what their retirement will look like. I
specialize in retirement income planning, and this is where I step in.

Determine their needs
The first meeting with the client sets the stage for our working relationship. I prepare an agenda to ensure I
won’t forget anything, and that I maintain control of the meeting. I ask, “What needs to happen during the next
45 minutes for this meeting to be successful in your eyes?” This gives the prospective client a timeline and
reveals any issues that needs to be dealt with immediately. We also discuss their top three financial concerns.

This meeting is also a test to see if we’ll be compatible. Make sure to ask them about their previous advisors
and why they left them. This will give you a good idea of what level of service they expect.

Once I figure out what type of report they require, I quote a fixed price to prepare a financial plan for them.
The fee encourages a buy-in to the process. It also reduces stress since they know their questions or concerns
will be answered in the report, and they do not feel pressured to buy anything.

I send them home with a detailed questionnaire to complete. When we receive the questionnaire back, we book
a meeting for two weeks later. This allows us time to do our work and gives the client structure to the process.

Discuss the plan
We present a financial plan for the client at this meeting. It includes a detailed retirement income planning
illustration, describing how much income they can generate after tax and after inflation to age 95 of the
younger spouse. I show them scenarios of differing returns and inflation rates, typically using a 3 percent and a
4 percent real rate of return. The report also includes an investment policy statement, offering some high-level
guidance on general asset-class recommendations. Finally, an estate planning section deals with wills, power
of attorney, living wills and any insurance needs they have.

Clients leave this meeting with a very good feel for their situation. They are now able to start planning their
retirement because they have a better idea of what retirement can look like.

Plan implementation
At this point, my relationship with the client goes one of three ways:
1. We part ways because I have answered their questions and there is really nothing else for me to do, or they
    have chosen to implement my plan somewhere else.
2. We meet later. Some clients are in pension plans that do not allow access to the funds for three to five
    years. I continue to meet with them every year to review their situation up to their retirement date.
3. We set a meeting to start implementing some or all of the plan. Since they already paid for the financial
    plan, there are typically very few questions during the implementation stage, other than logistical questions
    (payment details, withholding tax, beneficiary designations, etc.)

It is important to keep in mind that, when dealing with retiring clients, they are more concerned about what
type of lifestyle they can maintain during their lifetime than about the rate of return they can expect.
Ultimately, they want to know what you are going to do to protect their income.

Clay Gillespie, CFP, is a nine-year MDRT member from Vancouver, British Columbia, Canada, with one
Court of the Table and six Top of the Table qualifications. He is Chair of the Sales and Service Committee.

Million Dollar Round Table
Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
                                   Presidents Page
                                      June 2010
                                   Presidents Page
                                     May 2010
As I write my last president’s page I look back over this year and, as I’m sure most
leaders do who are completing their term, I try to decide if this association benefited from
my tenure. am comforted in knowing leadership is preparing for the state
As of this Iwriting the NAIFA-NYthat it has. Let me share with you the areas that
NAIFA-Syracuse has struggled this past year and also where we is much to be
convention being held at the turning stone resort. There have flourished.
discussed at this convention, including the role that that locals, state and
First, the
           will have going forward. I believe we will look back lost members for
national struggles: 1.) we continue to lose members. NAIFA-NYS has at THIS State
16 straight years and our retention numbers aren’t much different. The dues increase
hasn’t really and realize it was a defining moment in the history of NAIFA-
Conventioneffected membership like many thought it would. We are down members,
but essentially the same percentage we’ve been down of our association ultimately
NYS. It will be interesting to see which branchevery year. 2.) Financially, we are
just making ends meet. We try be as realistic as back with an update.
grows in importance. I willto besure to reportpossible when we make our budget
regarding membership numbers, but just can’t seem to budget for such a dramatic loss of
members every year. Hence we always need will also the shortfall in other areas.
At the upcoming State Convention, weto make up be celebrating a reward for
Ultimately, everything centers around membership.
one of our local past presidents! Cal Webb, whose tremendous
Now, how have we flourished advocacy has I’m a very loyal prestigious Ben
achievements in legislativein 2009-2010? 1.)earned him the disciple of Jim Collins
Brewster award. Congratulations Cal!
book, Good to Great. In it, he talks about getting the right people on the bus, getting the
wrong ones off, and getting the right ones in the right seats. I believe I am leaving
NAIFA-Syracuse with one of our strongest boards a have had as it I’ve been for the
In other news...Membership continues to be weconcern, since has been involved.
I know this group will find a way to continue the increase and having this
last decade or so. But with our recent dues momentum andour intenseassociation
thriving again in the VERY
                              it certainly seems more dire then any a sensation and
legislative environment, near future. 2.) Our YAT group has becometime I
is the pride of New York State. These Yatters are getting more and more involved, which
builds the bullpen of our future leaders. It unfortunate value to need to membership
remember. At such a critical time it'salso adds more that we a NAIFAdirect so
and will ultimately lead membership, but I guess this one always be priorities!
much energy toward to more young members, which is willof our largestan area that
3.) On our focus.
needs the Advocacy and legislative front, this association has done more to affect change
in proposed legislation this year alone then at anytime in recent memory. If we can just
make people aware of of fighting association has worked on were trying to tax the
The good ole’ days how hard thisthe evil politicians who its members behalf…NO
ONE would dare
                   of life insurance has 4.) Membership- Although membership
inside build up lapse their membership. been replaced with individual Stateis
down again, it has nothing to do with our mission of getting awareness out about the
benefits of membership. facing unique term, we will have conducted 5 agency
agendas. Each state isBy the end of my challenges. For example, New York
State Commission Disclosure countless calls to each and every lapsed member. After
presentations, 2 phon-a-thons and isn't just a threat....It has become law.
 However, our own state members, were able have finally reached the bill that
more then a decade of losing lobbyists I believe we to get language in our threshold
benefits our industry. NAIFA-New York State needs to be commended for
and going forward, membership will begin to rise again or stay flat.
their diligence in fighting this legislation. Many of us feel that our dues were
This has
          by a very rewarding experience $85 to permanently shape a law that
justifiedbeenthis representation alone! for me. Most importantly, the friendships that
I have formed over these last 7 years will last a lifetime! Trying to lead an industry
association in an my livelihood.... Really? And you can to convince one of to
directly affects industry that is changing faster thenwe needkeep up with is peoplethe
renew their dues? that can be taken on. But the experience I now have is invaluable!
most challenging tasks

Warmest regards,
Warmestregards,

Andrew Baker, CRPC
AndrewJ.J. Baker, CRPC
NAIFA-Syracuse President 2009-2010
NAIFA-Syracuse President
A Peek Inside Your Client’s Mind
Robert Gignac doesn’t do what you do, but he’s a very important part of what you do: he’s a client. Attendees at
the 2009 MDRT Annual Meeting heard his five steps to get clients thinking realistically about their future — and
what you need to know to help them.

Understanding Current Reality
We don’t understand your industry — it frightens us. There is too much terminology, and the media make many
of us feel incredibly nervous about our financial futures. As professionals, you understand the value of compound
interest, but do your clients? Every time you teach us something, your value goes up in our eyes — and you keep
us longer as a client.

Richly Imagined Future
The phrase “richly imagined future” gets people thinking and dreaming about their goals. You need your clients
to share their goals to create a comprehensive financial plan. If our goals are articulated, it becomes easy to get
excited about things other people want for us when we never really have any intention of following through.
Then, when we don’t follow through, we get frustrated and angry and try to shift some blame to you for getting
us interested in the first place.

Aptitude for Disruption
Disruption is how we stop doing the things that are not giving us the future we want. It will shock some of your
clients to find out their current behavior will not get them the financial future they want. How do you demonstrate
this concept of disruption? How are you approaching their plans and managing their anxiety about the current
status of their nest egg? Take the time to explain how you are going to put them back together, creating better
plans.

Power of Choice
Speaking as a client of the industry, the greatest thing is the sheer volume of choice we have of tools to create a
successful financial future. And yet that volume of choice leaves us confused. Help us make those choices and
understand why Option A is better than Option B, and that Option C can be a fallback. Most importantly, get us
to understand that we shouldn’t be doing it on our own.

We all have stories of people who waited too long to choose, and they — or their families — suffered the
consequences. Are you having these discussions with your clients? If not, start now.

Picture in Focus
We — clients and advisors — should all have a picture in our minds representing what we want to achieve in life.
Don’t talk to clients about products, as these are only the means to help them obtain the picture. Get them focused
on that picture, and you can get them to make the sometimes difficult choices and commit to the plan you create
for the long run. Show us that you are committed to us obtaining that picture, and we’ll honor that with our
loyalty to you as clients.

Robert Gignac is owner of Taynac & Associates, a company focused on personal and financial development. A
sought-after speaker and writer whose clients include Advocis, Manulife Bank, and Investors Group, Gignac is a
self-described longtime student of financial planning whose goal is to encourage people to take control of their
personal finances. He provides insight on personal financial literacy through his bimonthly column in Enterprise
magazine. Gignac is also author of the Canadian best-seller, “Rich Is a State of Mind”. His entire MDRT
presentation is available at www.mdrtpowercenter.org.

Million Dollar Round Table
Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Web site: www.mdrt.org
                   The
SyracuSe     SyracuSe adviSor
   New NAIFA Sales System Summer and Fall Courses Now Available
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   The ability to successfully sell is not only the result of knowledge or sales skills—rather it is a
   matter of internal beliefs that drive unconscious behavior.

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   Members Sought To Share Opinion on Annuities
   There is still time to participate in a nationwide research study of annuity use and disuse across
   different types of financial advisers. The study is being conducted by Texas Tech University
   graduate student Craig Lemoine, who is completing his dissertation in Personal Financial
   Planning. Lemoine is also an assistant professor of financial planning at The American College.

   Please note: This is not an official NAIFA survey and has not been endorsed by NAIFA.

   Complete the survey at http://bit.ly/naifa-s1

   The questionnaire has been reviewed and approved by the Institutional Review Board at Texas
   Tech University. It should take 20 to 25 minutes to complete this survey, and participants may
   enter a drawing for a $100 Starbucks gift card.

   Data will be collected through May 2010.

   For more information, contact Craig Lemoine at craig.lemoine@ttu.edu.




              NATIONAL ASSOCIATION                     OF INSURANCE AND                  FINANCIAL ADVISORS
              2901 Telestar Court • P.O. Box 12012 • Falls Church, VA 22042-1205 • 703/770-8100 • www.naifa.org
The following applicant has been provisionally elected to membership by our Board of Directors. In
accordance with the By-Laws, you have five (5) days from the receipt of this notice to register, in
writing, with any officer, any objection you may have to final acceptance of any individual applicant:

PROPOSED MEMBER                                  COMPANY                                  SPONSOR

Aaron D. Roth, CLTC                              Northwestern                            M. Holleran

                                                         ***

                                             50/50 WINNERS – MAY

$46.00 – Milt Hill                                                       $46.00 – Jon Law, Jr.
         Guardian                                                                 MassMutual

                                                         ***

                                    TO ALL NAIFA-SYRACUSE MEMBERS

I am in the process of selecting members to serve on various committees for the 2010-2011
NAIFA-Syracuse year. If you are interested in participating on a committee (see page 3 in your
Directory for a listing of committees), please contact me at 234-5500 Ext. 315 or e-mail me at
mhequity@aol.com. Thanks – Milton A. Hill, CLU, ChFC, CLTC

                                                         ***

PLEASE SIGN UP YOUR NEW ASSOCIATES FOR NAIFA-SYRACUSE MEMBERSHIP NOW!!
JUNE 30 IS THE CUT-OFF DATE TO BE LISTED IN THE 2010-11 DIRECTORY. NEW MEMBERS
GET ONE FULL YEAR OF MEMBERSHIP FROM THE DATE THEY JOIN. DUES ARE $445.00
AND PAYABLE BY CHECK, CREDIT CARD, MONTHLY CREDIT CARD PAYMENTS OR MONTHLY
BANK DRAFT. PLEASE CONTACT CHARLOTTE CRANDALL AT 474-6775 FOR FURTHER
INFORMATION OR TO OBTAIN A MEMBERSHIP APP. YOU CAN ALSO JOIN ONLINE AT
WWW.NAIFA.ORG.

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                       VISIT OUR WEBSITE AT www.NAIFA-Syracuse.org




                                                  ADVERTISING POLICY
NAIFA-Syracuse realizes that its members are fully aware of their individual contractual and moral obligations. We
publish limited advertising in our newsletter from various companies and agencies to keep our entire membership
informed. Our advertisers are fully aware that an agent’s own company agency is his/her primary source, and that
serving his/her clients is the agent’s primary responsibility. Our advertising policy reflects this awareness.