NAIFA's Advisor Today Podcast Series

Carina Hatfield is a Life Underwriting Training Council Fellow, Commercial Lines Coverage Specialist, and Life and Annuity Certified Professional. As a third-generation insurance agent, she specializes in property and casualty insurance and works with locally owned businesses. Carina serves NAIFA as a National Trustee and a moderator for Pennsylvania's Leadership in Life Institute. She is also the immediate past President of NAIFA Pennsylvania. Recently, Carina helped develop the organization's new online LACP prep course. Her passion and dedication to the association earned her the 2020 Young Advisor Team Leader of the Year Award.

Balancing career demands, personal wellness, and community leadership can feel overwhelming, especially for those in high-impact, client-focused professions. Many professionals struggle to manage time effectively, maintain healthy boundaries with technology, and prioritize self-care while meeting professional expectations. How can busy leaders stay present, productive, and aligned with their personal goals amid constant external demands?

Experienced financial advisor and advocate Carina Hatfield explores practical strategies to address these challenges. She emphasizes disciplined calendar management, the importance of scheduling self-care as non-negotiable appointments, and the power of incremental progress over perfection. Carina encourages professionals to create intentional time blocks for wellness, embrace personalized routines, and push back against the pressures of instant communication. She shares insights on focusing on internal priorities instead of adopting others' agendas and highlights the value of building professional networks that support individual growth and authenticity.

In this episode of the Advisor Today podcast, co-hosts Chris Gandy and Zack Huels interview Carina Hatfield, a LUTCF, CLCS, and LACP, about creating balance in life and business. Carina shares her approaches to time management, personal well-being, and leadership through community involvement. She also discusses her experiences with advocacy events, the benefits of disconnecting from technology, and the importance of customized success strategies.

For over 30 years, Diane Boyle has been the Senior Vice President of Government Relations for NAIFA. Diane advocates for state, interstate, and federal laws that benefit the good of the people. She graduated from Louisiana State University with a degree in political science and government.

Creating effective government relations in a rapidly shifting political and regulatory environment can feel overwhelming, especially for professionals navigating federal and state-level advocacy. With political landscapes evolving and stakeholder engagement becoming more nuanced, how can organizations build a cohesive and influential advocacy strategy that drives policy impact?

Diane Boyle, a seasoned expert in government relations, outlines a dynamic, team-centered approach to advocacy. She emphasizes hiring team members with technical experience and collaborative personalities, ensuring everyone contributes to a shared mission. She shares how policy development begins with committee recommendations and moves strategically through lobbying channels. Diane also stresses mentorship and pairing new members with veterans to foster inclusive engagement. She recommends relationship-building over partisanship and highlights the need for personalized, respectful interactions with lawmakers.

In this episode of the Advisor Today podcast, co-hosts Chris Gandy and Bianca Alonso Weiss interview Diane Boyle, Senior Vice President of Government Relations at NAIFA, about building and leading high-performing advocacy teams. Diane discusses tips for attracting emerging talent, creating effective policy pipelines, and coordinating grassroots efforts. She also shares tips for navigating Congressional Conference meetings, aligning generational perspectives, and handling politically sensitive moments professionally.

Grace Staten is a seasoned marketing executive with over 25 years of experience in the financial services industry. She has led comprehensive initiatives in branding, digital strategy, public relations, and advisor development, significantly enhancing organizational growth and visibility. Grace holds a MBA in finance from San Jose State University, FSCP designation, and multiple FINRA licenses. A passionate advocate for women in finance, she serves as National President of the Accounting and Financial Women's Alliance and was named a Top 50 Woman Leader in Finance for 2025 by Women We Admire.

Many financial advisors rely heavily on referrals and outdated methods for business growth — often avoiding modern marketing out of fear, budget concerns, or a lack of understanding. Without a clear branding strategy, advisors struggle to differentiate themselves and connect meaningfully with target clients. How can advisors effectively build a recognizable presence and grow their business through intentional marketing?

Grace Staten, a seasoned communications and marketing expert in the financial services space, provides clarity on this challenge by breaking down the essentials of branding versus marketing and advertising. She emphasizes starting with foundational branding — understanding mission, values, and client experience — before promoting that identity through campaigns. She offers tactical advice such as developing 12-week marketing plans, leveraging video and podcast content, using AI to simplify content creation, and measuring ROI through specific metrics like engagement and lead quality. Grace also shares a compelling story about an advisor who found unexpected success by narrowing his niche market.

In this episode of the Advisor Today Podcast, Chris Gandy and Kathleen Owings interview Grace Staten, a seasoned marketing executive, about building effective marketing strategies for financial advisors. Grace outlines the importance of personal branding, how to start small and build up marketing efforts, and why embracing imperfect video content can humanize your brand. She discusses AI's role in marketing, retention strategies for professional organizations, and the value of storytelling in advisor growth.

Juli McNeely, CFP, CLU, LUTCF, is a seasoned financial services professional with over 25 years of experience. Through her consulting work and speaking engagements, she continues to empower financial professionals to define success on their own terms and excel in their careers. In 2014, Juli made history as the first female president of NAIFA. She is also the accomplished author of No Necktie Needed: A Woman's Guide to Success in Financial Services, which offers insights into achieving a balanced and fulfilling career in the industry.

The financial services industry is shrinking its advisor workforce, limiting succession planning, and growing demand from clients across generations. As seasoned professionals retire, firms must grapple with maintaining client relationships, scaling services, and attracting new talent. So, what can advisors and firm leaders do today to build sustainable practices for the future?

Juli McNeely, a veteran financial advisor and industry leader, shares how she addressed these issues through vision, mentoring, and succession planning. She emphasizes the importance of finding your advisory style, particularly for women entering the field. She suggests that firms implement structured internship programs to build future pipelines, adopt team-based service models to share client loads, and embrace self-care to improve career longevity. Juli also advocates for financial literacy outreach and proactively engaging the next generation of clients.

In this episode of the Advisor Today podcast, Chris Gandy and Kathleen Owings interview Juli McNeely, a certified financial planner, about building a sustainable and scalable financial practice. Juli shares her journey from reluctant advisor to NAIFA's first female president and highlights the power of personalized leadership. She also discusses her succession strategy, tips for women in finance, and leveraging team collaboration to meet growing client demand.

David Wood is a seasoned financial services professional with nearly four decades of industry experience. He began his career in 1986, navigating early challenges like the 1987 market crash, which shaped his resilient approach to financial advising. Together with his firm, David has been empowering independent financial advisors through strategic support, innovative growth solutions, and client-centric strategies. Beyond his professional endeavors, he is actively involved in industry advocacy and mentorship, contributing to the advancement and education within the financial advisory community.

As the financial services industry faces accelerating technological disruption and a wave of advisor retirements, professionals are grappling with how to scale sustainably, meet rising client expectations, and remain competitive. Traditional models of independent practice are becoming increasingly difficult to sustain. So, what does the future hold for advisors who want to grow and thrive in this rapidly evolving environment?

David Wood, a longtime financial industry leader and growth strategist, shares deep insights on navigating these challenges through strategic vision, smart acquisitions, and operational scalability. He emphasizes the importance of identifying whether advisors are best suited to hunt for new clients or serve existing ones — and then building teams accordingly. He advocates for leveraging technology, including AI, to enhance client experience at scale, and discusses how acquiring practices with outdated service models can yield significant opportunity. David also shares the value of internships and mentorship to attract younger talent and create longevity in the industry.

In this episode of the Advisor Today podcast, Chris Gandy and Kathleen Owings interview David Wood, a seasoned financial services professional, about the future of financial advising. David discusses scalable growth, advisor succession, and evolving client expectations. He also explores how mindset shifts, peer collaboration, and targeted acquisitions can help advisors thrive in the modern landscape.

Bobby Johnson is an experienced general agent and sales and distribution executive in the financial services industry. He leads life insurance distribution strategies, focusing on expanding agent partnerships and enhancing customer experiences. Bobby's commitment to collaboration and innovation is evident in his active involvement in initiatives that benefit both agents and clients alike.

Joel Tabin is a Chartered Life Underwriter, a Chartered Financial Consultant, and an Accredited Estate Planner. Focusing on empowering independent financial professionals, he assists advisors in integrating life insurance into their practices as a vital component of comprehensive financial planning. Joel is recognized for his commitment to advisor development, regularly leading training sessions and celebrating agent achievements. His leadership emphasizes the importance of life insurance in financial strategies, aiming to enhance client outcomes and advisor success.

Too many Americans are underinsured or entirely uninsured, leaving families vulnerable to financial ruin when the unexpected happens. Despite market uncertainty and increased awareness around risk, life insurance continues to be an overlooked part of holistic financial planning. So why are so many advisors still hesitant to bring up life insurance with clients?

Bobby Johnson, an experienced distribution leader, and Joel Tabin, a seasoned regional sales director, unpack this issue with practical guidance. Bobby emphasizes that education is the first step — advisors must be equipped to understand underwriting, product fit, and how life insurance fills gaps in comprehensive financial plans. Joel recommends starting with a life insurance policy review, which often uncovers outdated coverage and creates opportunities to deliver real client value. Both stress the need for human connection in an AI-driven world, pointing out that no algorithm can replace an advisor's compassion during a life insurance claim.

In this episode of the Advisor Today podcast, co-hosts Chris Gandy and Kathleen Owings interview Bobby Johnson and Joel Tabin, financial services professionals, about the evolving dynamics of life insurance. Bobby and Joel explore the critical role of life insurance in financial planning, discuss advisor education, the impact of technology on the industry, and strategies for attracting the next generation of financial professionals.

Leah Walters is a state relations expert who leads legislative and regulatory advocacy efforts across all levels of state government. With over two decades of experience in state insurance advocacy, she has been instrumental in shaping policies that support the life insurance industry's mission to provide financial security to American families. Leah has a background in accounting and law. Her extensive experience in state advocacy makes her a formidable force in navigating complex legislative landscapes.

State-level legislation is increasingly affecting how financial advisors and insurance professionals operate — from privacy rules to AI regulations and tax proposals. With more states proposing sweeping reforms and operating under political trifectas, how can industry professionals effectively advocate for policies that support their clients and business models?

To navigate these challenges, Leah Walters, an expert in state insurance advocacy and policy, shares key strategies for staying ahead of shifting regulations. She emphasizes the importance of proactive bill tracking, strong grassroots coalitions, and educating legislators on the unique nature of insurance products. She highlights the role of advisors in amplifying real-world implications. Leah also discusses her team's approach to identifying existential threats — like sales tax expansions or restrictive underwriting laws — before they escalate.

In this episode of the Advisor Today podcast, co-hosts Chris Gandy and Bianca Alonso Weiss interview Leah Walters, a state insurance advocacy expert, about the urgent need for informed state-level advocacy. Leah discusses how data-driven storytelling, boots-on-the-ground partnerships, and a deep understanding of legislative timelines protect the industry. She also explores the success of annuity model adoption, tax policy trends, and tips for future women leaders in financial services.

Lindsey Lewis is a Chartered Financial Consultant and a Certified Financial Planner who champions the advancement of women in the financial industry through research, education, and advocacy. She leads various initiatives, encompassing podcasts, social media, and events fostering community and professional growth for women advisors. Recognized for her contributions, Lindsey has been honored with accolades, including InvestmentNews' 40 Under 40 and the 2024 Female Trailblazer of the Year award. She volunteers at nonprofits and holds degrees in personal financial planning and an MBA from Utah Valley University.

As the financial services industry prepares for a significant generational transfer of wealth and the impending retirement of many advisors, a critical challenge emerges — there are not enough diverse and qualified professionals to meet the growing demand. Despite women increasingly becoming primary financial decision-makers, they remain underrepresented in advisory roles. So, what will it take to create a more inclusive, future-ready financial workforce?

Lindsey Lewis, an expert in financial education and advocacy, addresses this gap by spotlighting the opportunities and systemic challenges facing women in finance. She shares actionable strategies to attract and retain female advisors, such as providing access to education, mentorship, and professional designations that enhance confidence and long-term success. Lindsey emphasizes the need for firms to modernize outdated business models while encouraging financial professionals to create personalized, inclusive client experiences grounded in trust and empathy.

In this episode of the Advisor Today podcast, co-hosts Chris Gandy and Bianca Alonso Weiss sit down with Lindsey Lewis, a Chartered Financial Consultant and Certified Financial Planner, to discuss empowering women in finance and reshaping the industry. Lindsey discusses how education drives advisor success, why diversity boosts profitability, and how to support underrepresented groups in financial careers.

Erica McQuade is a government relations expert specializing in federal lobbying and advocacy. With a strong background in political advocacy, she actively engages in legislative initiatives that impact the financial services industry. Erica is a featured speaker at events like the NAIFA Women's Financial Security Fly-In, where she empowers women financial professionals to advocate for their clients and communities. Her dedication to public affairs underscores her commitment to advancing financial security and industry representation.​

Many financial professionals struggle to make their voices heard in the policy decisions that shape their industry. While they're busy building client relationships and managing portfolios, crucial legislative changes can pass by with little advisor input — potentially harming their businesses and clients. How can advisors break through the noise and make a lasting impact in advocacy without sacrificing their core responsibilities?

Erica McQuade, a seasoned government relations specialist, shares how advisors can influence lawmakers effectively through grassroots efforts and personal storytelling. She emphasizes the unmatched value of showing up in person, whether in Washington, DC or at local district offices, to share client stories and humanize the financial services profession. She encourages professionals to get involved through trade associations, attend fly-ins, and leverage virtual meetings when in-person attendance isn't possible. Her insights also reveal how advocacy isn't just a civic duty but a business development opportunity that builds credibility and trust with clients.

In this episode of the Advisor Today Podcast, co-hosts Chris Gandy and Bianca Alonso Weiss sit down with Erica McQuade, a government relations expert, to discuss the importance of financial advisor advocacy. Erica discusses the role of in-person storytelling, how the Tax Cuts and Jobs Act affects the industry, and why virtual lobbying still plays a crucial role. She also shares her career journey, the evolution of trade association engagement, and tips for advisors to amplify their voices.

Bianca Alonso Weiss is the State Government Relations Director at NAIFA, overseeing advocacy efforts across all 50 state chapters. She specializes in bill tracking, analysis, and legislative outreach, ensuring that NAIFA members remain informed and engaged in shaping financial policies. Bianca also represents NAIFA at the National Council of Insurance Legislators, facilitating connections between lawmakers and industry experts to drive meaningful policy discussions. Her dedication to grassroots advocacy empowers financial professionals to actively participate in shaping the future of the insurance and financial services industry.

Many financial professionals recognize the importance of legislative advocacy but feel uncertain about how to engage with lawmakers effectively. With constantly changing regulations and policies, staying informed and making an impact can seem overwhelming. So, how can financial professionals use their voices to influence policies that directly affect their industry and clients?

Bianca Alonso Weiss, an experienced strategic professional, emphasizes that financial advisors have more influence than they realize. She explains that meeting with lawmakers, attending state legislative days, and sharing real-life client stories are powerful tools for advocacy. Bianca highlights the importance of networking and community building, particularly for younger professionals, and encourages them to participate in NAIFA's grassroots efforts. She also stresses that financial professionals should leverage their expertise by engaging with policymakers through direct meetings, written correspondence, and ongoing relationship-building.

In this episode of the Advisor Today podcast, Chris Gandy and Zack Huels interview Bianca Alonso Weiss, State Government Relations Director at NAIFA, about the power of grassroots advocacy and how financial advisors can take action. Bianca discusses the significance of advocacy at state and federal levels, the importance of connecting with legislators, the role of younger generations in shaping the industry, networking, professional development, and strategies for engaging millennials in financial advocacy.