NAIFA's Advisor Today Podcast Series

Greg Etchison is an experienced professional in the Medicare supplement business. With a career spanning over 25 years in the healthcare industry, he also has extensive experience across major carriers. Greg is passionate about educating people about healthcare options and optimizing coverage for seniors. He is a leading voice in Medicare supplement education, guiding individuals through the complexities of healthcare.

Scott Wilson is a seasoned professional with 23 years of experience in the Medicare supplement business. He has extensive knowledge in all aspects of the business, from product strategy to compliance. With a focus on product development and operations, Scott has also overseen aspects of financial management, including profit and loss responsibilities. His comprehensive background enables him to offer holistic insight into the industry, ensuring a thorough understanding of the intricacies of Medicare for anyone seeking guidance.

Navigating the intricate Medicare landscape can be challenging, especially with the ever-changing regulatory environment. How can you offer clients competitive rates and comprehensive coverage while remaining compliant?

Medicare supplement experts Scott Wilson and Greg Etchison understand how to balance market trends, regulatory changes, product development, and strategic planning. They maintain that Medicare supplement plans offer dependability and value for customers, so offering compelling incentives and value-added services can increase customer loyalty and retention. By staying abreast of state and federal regulations in the space, you can ensure compliance and expand coverage options.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Scott Wilson and Greg Etchison, seasoned professionals in the Medicare supplement business, to discuss how to demystify Medicare supplement sales. They share the Medicare supplement plans that offer predictability and flexibility for clients, the regulatory changes affecting Medicare supplement products, and what it takes to be a successful seller of Medicare supplements.

Shantell Wright is a seasoned professional with 14 years of experience in the financial services industry. He is also the visionary behind a financial services company that offers solutions to build and grow wealth. Having overcome personal challenges, Shantell uses his experience to empower clients from all socio-economic backgrounds. With a commitment to adding value, making connections, and creating an impact, he partners with marketing expert John Lewis to reimagine financial services through technology. Shantell is also a NAIFA member and a graduate of the Life in Leadership Institute.

John Lewis is a marketing expert, host of a community-focused podcast, and a dedicated social strategist providing financial information to underserved communities. His disadvantaged upbringing empowers him to educate and enrich his community with life-enhancing financial strategies. Alongside his professional pursuit, Lewis embodies a passion for creating meaningful connections and a genuine commitment to social service.

Those in low-income, urban communities often lack the financial knowledge and resources to plan for retirement and other life goals. How can financial advisors expand their practices to reach customers in these communities?

Financial services veteran Shantell Wright and marketing expert John Lewis educate and empower individuals across diverse communities, providing them with the tools and knowledge to secure their financial futures. As business partners, John and Shantell maintain that professional relationships provide additional resources and expertise to expand into untapped markets and communities. They leverage technology in their joint practice to expand service offerings and increase engagement with their communities.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Shantell Wright and John Lewis to talk about revitalizing financial services through innovation and technological integration. They share their journeys, insights, and strategies to creating inclusive, comprehensive, and proactive approaches to financial education, emphasizing the transformative power of CRM automation and the profound impact of building genuine relationships to foster trust, loyalty, and community resilience.

Panos Leledakis, a dynamic financial advisor and tech enthusiast, has revolutionized client engagement with cutting-edge digital strategies. With an impressive 25-year career spanning multiple countries, he has become a thought leader in utilizing AI and other technologies in the financial services industry. As a NAIFA member and a keynote speaker, Panos is committed to helping advisors implement technology into their practices to enhance productivity and service. He invented two software platforms for insurance needs analysis, which received innovation awards from organizations like MIT and the Chamber of Industrialists in Cyprus.

When the fast-paced world of technology intersects with the stability of traditional finance, what does it take to keep up with the industry? Outdated methods may be holding you back from providing personalized services in today's digital landscape. How can financial advisors leverage innovative tools to transform the status quo?

As a visionary harnessing technology to redefine his financial advising practice, Panos Leledakis maintains that embracing change can lead to exponential growth. Financial advisors can experiment with AI and other emerging tech tools to enhance client meetings and manage portfolios. By refining AI prompts consistently and exploring new avenues for efficiency, you can ensure ongoing relevance and relentless innovation in the financial services industry.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Panos Leledakis to talk about using technology to transform your financial advisory practice. Panos explains how AI and NFC can streamline client communications, the importance of mindset and strategy when adopting technology in your practice, and why being a part of professional associations like NAIFA is crucial for advisors.

Carson Porter is an experienced financial advisor providing specialized life insurance, annuities, and financial services across the United States. His journey from owning auto repair shops to excelling in the financial industry is marked by a passion for education, innovation, and business development. Carson founded a mastermind group dedicated to empowering insurance agents and advisors through unbiased education, collaboration, and accountability. With a decade of industry experience, he has built and sold multiple brokerage businesses and shares his insights at live events, including NAIFA's APEX conference.

As an advisor, do you feel like you're working tirelessly without seeing the growth you desire? While success is a continuous endeavor, you can elevate your business and personal satisfaction. How can embracing openness and learning from diverse thought leaders catalyze transformation?

Experienced financial services professional Carson Porter pivoted from the automotive industry to financial services, creating multiple income streams and a mastermind group to boost his and other agents' success. He emphasizes the power of mastermind groups and other organizations to offer education and accountability. These valuable associations foster professional development and expand your network, allowing you to build trust with clients, cultivate industry relationships, and build a sustainable business and career path.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan chat with Carson Porter, an experienced financial advisor, about mastering the craft of financial advising. Carson dispels common industry myths, encourages joining supportive organizations like NAIFA, and proposes innovative perspectives on building sustainable business models in the financial services industry.

Iris Nance is an experienced insurance agent who helps people optimize their coverage to meet their needs. With a celebrated career of over 26 years in the insurance industry, she worked as a bank examiner for over 10 years. Iris is deeply committed to education, mentorship, and community service, actively participating in programs for students and young entrepreneurs. A proud member of NAIFA, she has served on the board and has taken on leadership roles within the association. Recognized for her perseverance, advocacy for continuous learning, and strategies for balancing work and family life, Iris inspires many as a role model in the financial services industry.

The financial services industry is a complex and dynamic space that demands high expertise and professionalism, particularly in the insurance sector. What if you had the inspiration to conquer them through self-reliance, education, and perseverance? Would it make a difference to be guided by someone who's walked that path?

Iris Nance, an accomplished insurance agent and a beacon of hope for many in the industry, has overcome adversity through dedication and a lifelong commitment to learning. Finding empowerment and independence as an entrepreneur in the insurance industry, she has embraced mentorship roles to guide the next generation. Iris emphasizes sharing your experiences with others to enrich their potential and perpetuate a culture of motivated professionals. Although industry changes can be intimidating, Iris suggests adopting new technology and tools to advance your practice areas.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with insurance agent Iris Nance to discuss how to build a successful career in the insurance industry while advocating for education and mentoring. Iris shares how she transitioned from a bank examiner to owning a successful insurance agency, the importance and impact of mentorship, and her experience rising through the ranks at NAIFA.

Evan Fabricant is a financial advisor committed to helping his clients achieve their financial goals, whether planning for retirement or exploring efficient strategies to pass on their wealth to the next generation. Evan has been advising clients since 1997 and is passionate about forming genuine relationships and positively influencing individuals and their families.

As a firm believer in professional education, Evan holds several distinctions, including Chartered Financial Consultant (ChFC), Chartered Life Underwriter (CLU), and Retirement Income Certified Professional (RICP). He is highly active in the Society of Financial Service Professionals (SFSP) and NAIFA, demonstrating his leadership by advocating for the industry's future and committing to legislative impact.

With the recent decline in financial service advisors, the industry is facing a labor crisis. How can industry professionals attract aspiring advisors and shape their careers?

From a young boy awed by his father's role in the financial services industry to becoming an influential force within it, Evan Fabricant emphasizes the symbiotic relationship between personal and professional development. He highlights the significance of authenticity and maintaining a learner's mindset in mentoring young professionals for a sustainable future in the industry. Through active participation in industry associations and advocacy efforts, financial advisors can shape policies and programs crucial to practice development. Evan's story is a testament to resilience, the power of relationships, and his unwavering belief in the industry's future as shaped by dedicated professionals like him.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with financial advisor Evan Fabricant to discuss the impactful moments that shape a financial advisor's career. Evan shares how he got into the financial industry and the profound impact of familial support, the core values he learned from competitive golf that apply to the financial advising industry, the importance of education, his involvement with SFSP and NAIFA, and the value of mentoring aspiring advisors.

Sue Kuraja is a brokerage director specializing in providing non-profit consultancy services. She focuses on aligning personal and professional goals to maximize outcomes for organizations. With her strategic guidance and personalized approach, she helps build successful and sustainable organizations that drive real-world impact. As an experienced tech researcher, journalist, and business transformation advocate, Sue was recognized as the 2021 Women in Insurance & Financial Services Woman of the Year and achieved the Financial Security Advocate badge from NAIFA.

The financial services industry is composed of diverse professionals who bring unique perspectives to the field. Each individual's background propels the industry forward and promotes client connections. How can you champion diversity and inclusion in your services?

Financial advisor Sue Kuraja's journey is a testament to determination and resilience. As a Croatian immigrant, she had to navigate numerous systemic barriers to succeed in the financial services industry. Sue notes that by embracing cultural diversity in your work, you can build trust with customers and help them navigate language and cultural barriers. Additionally, you can reverse traditional mentor-mentee roles by supporting insights from younger generations who can foster innovation and adaptation in an evolving industry.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with brokerage director Sue Kuraja to discuss her journey to success in the financial services industry as an immigrant. Sue shares how her background as a Croatian immigrant informed her career, her involvement with WIFS and NAIFA, and women's role and empowerment in the financial services industry.

Richard Dobson is a Certified Financial Planner (CFP) who strives to simplify communication between clients and financial advisors. As a keynote speaker, he has provided insurance and investment advice for over 40 years. Richard is the author of Make Simplicity Your Superpower! and The Trusted Professional. He is also a NAIFA member and has previously served as a former FINRA Broker Dealer Chief Compliance Officer (CCO).

Most high-net-worth individuals don't care to understand their finances and prefer to leave the decision-making to their financial advisors. How can you become a trusted resource so your clients can secure their futures while focusing on their strengths?

According to Richard Dobson, a keynote speaker in the financial industry, high-net-worth clients look for three key traits in financial advisors: intelligence, empathy, and logic. Clients want reassurance that their financial advisors have adequate expertise in the space, the empathy to understand their unique needs and situations, and the logic to forecast the economy and make informed financial decisions. With simple strategies and communication tactics like explaining finance fundamentals in methods your clients resonate with, you can retain them long-term.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Richard Dobson, a Certified Financial Planner (CFP), to discuss the value of simplicity in the financial services industry. Richard explains how he got into the financial services industry, the origin of Make Simplicity Your Superpower!, the importance of simplifying financial advice for clients, communication hacks every financial advisor should know, and the impetus for The Trusted Professional.

David McKnight is a renowned financial advisor and expert in zero-tax retirement planning, having assisted thousands of Americans in achieving the zero percent tax bracket. He has frequently appeared in numerous national publications, including Forbes, USA Today, the New York Times, Fox Business, CBS Radio, and Bloomberg Radio. With four #1 Amazon best-selling books to his credit, including The Power of Zero, Look Before You LIRP, The Volatility Shield, and Tax-Free Income for Life, David has established himself as a leading authority in retirement planning. In his acclaimed book, The Power of Zero, he presents a comprehensive guide on how to achieve a 0% tax bracket in retirement through a carefully crafted, step-by-step approach.

Many individuals in the United States invest a significant portion of their retirement savings in tax-deferred accounts such as 401Ks and IRAs, leaving them vulnerable to a potential decrease in their savings if tax rates rise in the future. What's more, many early-career financial advisors aren't aware of alternative retirement savings methods and continue to advise their clients on traditional approaches. Where can financial advisors receive updated and forecasted retirement planning information to serve clients effectively?

The escalating US debt has caused significant polarization, and it may disrupt traditional retirement options with an impending freight train of onerous taxes and stringent austerity measures. So, building a strategy that maximizes retirement savings and minimizes tax obligations is crucial. For emerging financial advisors, retirement expert David McKnight recommends attending industry conferences like Heroes of Zero to learn about the current and future tax environment as well as repositioning assets into cash-value life insurance policies. From there, these professionals can provide their clients with guidance and resources to make informed decisions.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with a renowned financial advisor and expert in zero-tax retirement planning, David McKnight. They discuss the Heroes of Zero conference, The Power of Zero book, the four-step process for attaining the 0% tax bracket in retirement, and the benefits of attending the Heroes of Zero conference.

Carina Hatfield is a Life Underwriting Training Council Fellow (LUTCF), Commercial Lines Coverage Specialist (CLCS), and Life and Annuity Certified Professional (LACP). 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.

Traditionally, a career in the financial services industry entailed working late nights and having little control over your schedule, making it difficult for women and mothers to find balance. Although this has changed with the onset of remote work, women still aren't eager to assume leadership roles in this field. How can we empower women to lead the industry?

As a third-generation insurance agent and leader, Carina Hatfield began taking ownership of her schedule by being realistic and honest with her clients about her commitments. She maintains that by owning an insurance company, you can have the flexibility to give back to your industry and community. To encourage other women to take charge in the field, Carina says to act as mentors and build relationships with them through associations and events. These groups and events should be casual and include trips and opportunities for wider community and family involvement.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Carina Hatfield, a LUTCF, CLCS, and LACP, to discuss how women can thrive in the financial services industry. Carina shares how she got into the insurance industry and founded her practice, the importance of empowering women in the insurance industry, techniques for increasing women's involvement in financial services and NAIFA, and the leadership challenges she overcame.