NAIFA's Advisor Today Podcast Series

Ken Leibow has over 36 years of insurance industry experience. He is the Founder and Chief Executive Officer of InsurTech Express, a one-stop shop for insurance resources. He has held strategic and executive roles in Fortune 500 companies and proactively managed operations in alignment with the company vision. He is a recipient of the NAILBA ID20 Award, ACORD Leadership Award, and was recognized in 2016 with the NAILBA Chairman's Award.

In a technology-run world, is it possible to present information to maximize leads?

It's crucial to engage with customers using relevant information and a value-give. Ken Leibow knows that once you continuously engage and bring solid information to people, you can build a community. The essential part is to maintain a stream of resources and engage after the initial touchpoint. Using new AI technology, clients have access to fast information, and you have the opportunity for sales and client meetings.

In this episode of Advisor Today, Suzanne Carawan and Chris Gandy sit down with Ken Leibow, Founder and Chief Executive Officer of InsurTech Express, to discuss working with advisors to solve challenging technology problems. Ken talks about why online platforms are a valuable resource, focusing on follow-up, and leveraging a blockchain for success.

Martha Underwood has been in the technology space for over 25 years and is skilled at successfully managing large-scale digital transformation initiatives. Co-founder of Prismm, a platform that allows you to securely store important documents, Martha focuses on executive advancement without compromising integrity or authenticity. She is a recognized speaker on the topic of women leading in technology and innovation within the business marketplace.

Shella Sylla is the Chief Operating Officer at Prismm. With over 20 years of experience in commercial banking, commercial real estate financing, and portfolio management, she is skilled at networking and building strategic brand relationships. Before her work with Prismm, she was the Founder and CEO of SisterGolf, where she helped improve women's confidence and accelerated their career development using golf as an ally.

When the unexpected occurs, how can you access important information and be prepared for end-of-life care? Locating life planning documents shouldn't be a challenge — especially during a crisis — but it is for many people. What resources are available for individuals and families who need to organize their documents?

As an advisor, empowering and educating clients with information to make the best choices is pertinent. Martha Underwood and Shella Sylla have been in a crisis without the ability to access important documents, which is why they created Prismm, a resource to assist families in the event of unforeseen circumstances. Organizing and compiling important documents and consent forms onto a singular platform helps all parties involved during end-of-life transition.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Martha Underwood and Shella Sylla of Prismm to talk about securely storing end-of-life documents. Martha and Shella discuss centralizing documents, the wealth gap and education between cultures, and familiarizing advisors in end-of-life conversations.

Ike Trotter began his journey in the insurance world when he was 22 years old. Ike is highly skilled in analyzing long-term care insurance, Medicare supplement coverage, disability insurance, life insurance, and retirement planning. As a Financial Services Professional for Ike Trotter Agency, he provides healthcare, risk management, and "basic" estate planning solutions to families and small businesses. He is an active member and volunteer of NAIFA.

Ike holds a multitude of educational credentials including Chartered Life Underwriter (CLU), Chartered Financial Consultant (ChFC), and Retirement Income Certified Professional (RICP) from The American College of Financial Services in Bryn Mawr, PA. He is also credentialed through The National Association of Estate Planning Councils as an Accredited Estate Planner. Ike is also a recipient of the NAIFA Quality Award.

If you're selling insurance, how can you demonstrate your quality and commitment to insurance standards? Where can you turn for camaraderie in the insurance industry?

With decades of experience in the insurance industry, Ike Trotter, NAIFA Quality Award recipient, has committed himself to providing quality service to his clients. Ike knows that to give back to your community and your clients, you need to keep the focus on the consumer and their needs. Through the NAIFA Quality Award, advisors at any career stage have the opportunity to demonstrate their commitment to quality and excellence in the insurance industry.

In this episode of Advisor Today, join Suzanne Carawan and Ike Trotter, a Financial Professional at Ike Trotter Agency, to talk about appreciating insurance agents through the NAIFA Quality Award. Ike discusses the importance of community, keeping the focus on best practices for your clients, and maintaining focus and quality in your work.

Joe Templin is the Co-founder and CEO of The Intro Machine, a training ecosystem for professionals who want to build an introduction-based business. Joe began his career in financial services with the Northwestern Mutual Life Insurance Company, eventually becoming a "Top 10 Mike Gish Qualifier" and a "Top 10 College Unit Director." He also served on Northwestern Mutual's recruiting, retention, and diversity committee and has earned numerous Million Dollar Round Table (MDRT) and NAIFA Quality Award honors.

Later in his career, Joe served NAIFA on the local, state, and national levels and was a recipient of NAFIA's Advisor Today 4 Under 40 Award. Recently, he helped found NAIFA's Coaching Circle, which provides individual coaching to advisors. Joe has spoken all over the country, authored multiple best-sellers, and founded various companies that help professionals grow.

Many of us have had coaches or mentors in our lives. Through sports, hobbies, classes, or other activities, coaches have inspired and motivated us to reach our loftiest goals. But coaching doesn't have to end once we've aged and established our careers. In fact, coaches can help us unlock our potential and grow professionally — no matter what industry we're in.

As Joe Templin points out, humans tend to become complacent after reaching a goal. However, a coach knows that there's more on the horizon for you. They can see your potential and remove the things that are interfering with your success. Coaches fuel your fire to become a better version of yourself…even if it's little by little each day.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan are joined by Joe Templin, Co-founder and CEO of The Intro Machine, to discuss why coaching is beneficial for professionals. Joe shares what inspired him to start coaching, why discipline and consistency are key to growth, and how a coach can guide you to reach your goals.

Bryon Holz is the President of NAIFA, providing investments and insurance to successful individuals and business owners throughout the Southeast with Bryon Holz and Associates, which he oversees as President and Registered Principal. He has obtained numerous designations and certifications over the years, including Chartered Financial Consultant (ChFC), Chartered Life Underwriter (CLU), Chartered Advisor for Senior Living (CASL), and his LUTCF designation and LACP certification.

Bryon is a graduate and Presidential Scholar from the University of Tampa. He is also a graduate of Leadership Brandon and NAIFA's prestigious Leadership in Life Institute (LILI).

Cracking the code of social media is not an easy task. How can you break through the bonds of technology holding you back? What type of content can you deliver to attract a wider audience?

Crafting authentic content is a strategic method for connecting with people. Bryon Holz is no stranger to social media, using social platforms to connect and educate clients and advisors on best practices. The upside of utilizing social media is the ability to customize content for a catered experience. While Bryon supports his clients through social media platforms, he also dedicates time to recognize and celebrate his clients and their families. He strives to build lasting bonds and collaborations for growth.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Bryon Holz, President of NAIFA, to discuss embracing the change of technology. Bryon talks about the value of mentorship, building authenticity through social media marketing, and the importance of partnerships.

Chris Gandy is the Founder of Midwest Legacy Group LLC, a boutique concierge insurance group for executives, professional athletes, physicians, business owners, and entrepreneurs. It focuses on the client's interests in wealth accumulation, wealth preservation, retirement strategies, insurance, asset protection, and investments.

Chris played professionally for the Chicago Bulls, the San Antonio Spurs, and in L'Hermaine, France, after playing for the Fighting Illini at the University of Illinois. After the NBA, Chris worked as a Representative for Northwestern Mutual Financial Network, the APEX Consulting Group LLC, and was the Senior Vice President of Sales at MassMutual Chicago.

Suzanne Carawan is the Vice President of Marketing and Communications at The National Association of Insurance and Financial Advisors (NAIFA), the premier professional home for agents and advisors. She has more than a decade of experience working in fast-growth tech companies in social networking, events, CRM, and virtualization. She is passionate about establishing and growing technology companies globally and leverages her social and high-tech digital marketing background to provide insightful commentary to audiences worldwide.

Suzanne holds an MBA in management of global information and high-tech marketing from the Kogod School of Business at American University and an MPH in international health economics and social marketing and research design from Tulane University. She also received her BA in philosophy from the University of Maryland.

Connecting with your audience begins with sharing your message. With multiple social platforms available, sharing content is effortless — connecting with your audience requires strategy. How can you cultivate a platform that encourages thought leadership and conversations?

When Chris Gandy and Suzanne Carawan began their podcast, they knew that their intentionality would determine the quality of their content. You can ask the right questions and strategize, but without enthusiasm and authenticity, success is difficult to obtain. Preparing for the unexpected and not being afraid to make mistakes is the key to achieving your goals. Presenting a humanistic element to your content allows you to connect with your audience and make meaningful connections.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down to discuss the year in review. Chris and Suzanne talk about connecting through conversations, why holistic listening will resonate with your audience, and how NAIFA is leading the way for extraordinary knowledge in the industry.

Adam Sachs is a Financial Advisor for Centinel Financial Group, LLC. Since 1993, he has been serving clients by helping them understand their financial options — giving them the confidence to make decisions for their future. Adam is the recipient of the inaugural 2023 NAIFA President's Citation. He has been a member of NAIFA (National Association of Insurance and Financial Advisors) since 1994, is currently a Vice Chair of the National Membership Committee, and continues to serve on the NAIFA-MA Board. Adam has served as the past president of the Massachusetts chapter and was the 2021 NAIFA-MA Membership Chair.

How can you build and cultivate relationships that become influential to your peers? Where can you turn for educational tools and professional networking?

Adam Sachs knows that relationships are ways to build value in your work. If you're not sure where to start, networking with other like-minded advisors is the key to success. Proper fact-finding and looking for resources outside traditional long-term care insurance can significantly help you provide better service for your clients, yielding satisfactory results. Adam believes that when you put in the work and follow through, you're making a difference and standing out.

In this episode of Advisor Today, Chris Gandy and Suzanne Carawan sit down with Adam Sachs, Financial Advisor at Centinel Financial Group, LLC, to discuss building relationships for long-care solutions. Adam talks about networking to create better education tools, organizing ways to continuously serve the community, and advocating and preparing the next generation for the future.

Jamie Hopkins is the Managing Partner of Wealth Solutions for Carson Group and is a Finance Professor of Practice at Creighton University's Heider College of Business. He is the author of Rewirement: Rewiring The Way You Think About Retirement and Find Your Freedom: Financial Planning for a Life on Purpose. Jamie is a nationally recognized writer and researcher and has been published in dozens of financial, educational, and legal journals. He's developed educational materials for The American College's CFP, CLU, ChFC, and RICP programs as well as being a regular contributor to Forbes. He has been featured on Wall Street Journal podcasts, NPR radio, Fox radio, and is the host of the Framework Podcast.

How can you earn your clients' trust after it's been broken by a Ponzi scheme? When common misconceptions and bias get in the way, is it possible to show people actionable solutions to their financial needs?

While niche marketing may not be for everyone, Jamie Hopkins takes a constructive approach to client relationships. By narrowing down the pain point of the client and showcasing upfront solutions, your client can feel content and happier when presented with a compensation model. As an agent, preparing clients for their financial future shouldn't be stressful. Through education and preparation, you can be better equipped to provide the best solution to their financial needs. Jamie is helping to monetize and reshape how to plan for retirement. Listen to this episode for all of the details.

In this episode of Advisor Today, Chris Gandy sits down with Jamie Hopkins, Managing Partner of Wealth Solutions at Carson Group, to discuss retirement planning in a crowded industry. Jamie talks about evolving to meet client needs, being an advocate for retirement planning, and increasing your footprint within the industry through credibility.

A 35-year veteran in the insurance industry, Jeff Levin is the Vice President of Sales for Care Solutions at OneAmerica. OneAmerica is a leading mutual insurance company providing services and products, including retirement, individual life insurance, long-term care, and employee benefits. Aside from his genuine passion for care solutions, Jeff attributes his success to relationship management. He prides himself as a hands-on leader, quick to jump in to help others achieve their career goals. Outside of the office, Jeff is an avid reader, music lover, and triathlete.

For those of us who are fortunate enough to have insurance, whether it's automobile or health coverage, it's a privilege that gives us peace of mind. Bonus coverage often includes life insurance and short and long-term disability. But, have you ever pondered the reasons to invest in long-term care?

Long-term care solutions expert, Jeff Levin, advises that all insurance holders opt for this type of coverage. Long-term care insurance helps to cover costs for those with a disorder, a chronic disease, or a disability, or to help plan for care later in life as we age. If you haven't considered this important coverage or are looking for guidance on investing in long-term care insurance, this episode is for you.

Join Chad Franzen of Rise25 in this episode of Advisor Today as he talks with Jeff Levin, Vice President of Sales for Care Solutions at OneAmerica, about how insurance holders can benefit from long-term care coverage. Jeff discusses why everyone should have a conversation about long-term care, factors to consider before making a decision, how long-term care products have evolved, and more.

Carroll Golden is a consultant, public speaker, and leader with a comprehensive background in business development and effective strategy implementation. She is the Executive Director of the Specialty Centers at the National Association of Insurance and Financial Advisors (NAIFA) and the President of C. Golden Consulting, LLC, where she provides strategic consulting, including business plan and sales strategy development. Carroll is the author of How Not To Tear Your Family Apart, an industry resource for professionals that addresses the challenges of working with today's aging population.

As they age people wonder what kind of planning would help their families. Discussing a family's long-term needs can be tricky, but does it have to be? How can professional advisors ease the strain of this conversation?

According to Carroll Golden, you don't need to be an expert to initiate the conversation — you need courage and education. She created a three-step formula that helps families discuss this sensitive subject. Her experience from looking behind the curtain of multi-generational families dealing with aging relatives and navigating the care it takes to handle that situation gave Carroll a unique picture of what's truly needed when planning for the future. She shares the insights she's gained and how advisors can help facilitate the conversation about extended and long-term care in a way that helps the whole family.

In this episode of Advisor Today, join Suzanne Carawan and Chris Gandy as they sit down with Carroll Golden, Executive Director of the Specialty Centers at NAIFA, to discuss how advisors can help families prepare for extended care. Carroll talks about the resources available to help with future planning, navigating the sensitive topic of aging and long-term care planning, and the framework to use for facilitating decision-making.