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2012-03-15 MDRT Day

Presenting Sponsor

Principal Financial Group
"We'll Give You An Edge®"
Your NAIFA Seattle/Eastside Programs Committee has prepared another engaging set of speakers for the upcoming MDRT Day from our local community and greater national organization.  Join us in Bellevue at the Embassy Suites on Thursday, March 15, 2012 from 7:30am to 3:00pm (approx) for a fulfilling meeting with your colleagues and our nationally recognized speakers!
Have a business to showcase to our members?  Become an exhibitor!  For more information or to become an MDRT Day Exhibitor, contact Board Treasurer, Michael Staeb (see Leadership page for full contact information).

***  Non-members who join NAIFA by March 31 can attend for MDRT Day for free!          ***

***      If you're not a NAIFA member, join us at this event at no cost (if you join by March 31).     ***
***                   If you attend and don't want to join, you'll only pay $40 for this event.                  ***

Tom HegnaMDRT Day - Our Headliner

Tom Hegna, CLU, ChFC, CASL
Retirement Solutions for Life 

When Tom first began his career in insurance, he brought with him a fiery, contagious, and relentless energy that would transform the entire industry. 
Possessing an extraordinary drive for success, Tom qualified for membership into the Million Dollar Round Table during each of his first three years with MetLife. He also qualified four times for the MetLife President's Conference and received the National Quality Award and the National Sales Achievement Award. In 1992, he placed over 425 policies. Combining his knack for selling with hard work and a deep understanding of financial products, he went on to become the National Marketing Manager for Variable Life Products and trained over 10,000 agents.

In 1994, Tom was named Agency Manager for the Chandler, Arizona agency and qualified for the Manager's Council - an elite leadership group reserved for the top five percent company wide. Obtaining his CLU and ChFC designations from the American College, Tom joined New York Life in 1996 and was named Director of Annuity Sales for the West Central Zone. He became a Regional Manager for the Annuity Wholesaling team in 2002. In 2006 he became the National Manager for all of the Annuity and Mutual Fund wholesalers. Last year, all of the LTC wholesalers reported to Tom as well and this team of nearly 100 professionals set sales records in all product lines.

Climbing the corporate ladder, Tom reached the position of Vice President in March of 2006 and First Vice President in 2010. He took full advantage of his management role giving over 2,000 seminars, and 3,000 agent training sessions nationwide and growing agent investment sales to over five billion dollars.

When New York Life began its focus on Lifetime Income Annuities in the early 2000's, Tom gave the first presentation. At that time sales were $100 million. Last year, sales were $2 Billion. Tom's unrelenting advocacy for product changes, illustration enhancements, use of technology for training, and a focus on simple sales ideas led to a 27% market share within just a few short years. He has subsequently shared his insights at the top industry meetings across the globe.  Read more of Tom's bio online here.

"Paychecks and Playchecks"
In this session, Tom will teach you the Magic Words to Retirement Income Security. He will use mathematical, scientific and economic facts to deliver a powerful presentation on how to help your clients retire worry free. In the last year and a half, Tom has presented on the Main Platform at MDRT, Top of the Table, NAIFA and Society of Financial Professionals. You will not want to miss this session!  Tom will continue with more simple sales ideas for the retirement market. He will also cover some life insurance and LTC ideas. Furthermore, Tom will be up close and personal! Bring your questions and objections that you are having trouble overcoming and watch how every objection disappears – like magic!


Tom Hegna
Retirement Solutions for Life

NW DI Center / Ameritas
Shield Your Client's #1 Asset

MassMutual Financial Group
We'll Help You Get There TM

Applicant First

You Deserve More

Washington Brokerage
Your Business Is Our Business  

Contact MDRT Day Chair Michael Staeb to discuss how NAIFA Seattle/Eastside can best meet your promotional needs.  (see Leadership page for full contact information)

MDRT Day - Speakers

Audrey Godwin
The Godwin Group, PLLC

Audrey is the founder of The Godwin Group, PLLC, a CPA and consulting firm which specializes in helping small to medium sized businesses identify areas in their business that are not realizing full potential and helping improve them to build a stronger, more profitable future.  Audrey has served clients in local firms all her public accounting career and noticed a need for business owners to have financial analysis and strategic planning.  She has worked in private industry at every level of accounting responsibility to include Controller and Chief Financial Officer.  She understands what drives business.  She formed The Godwin Group to bring this much needed level of management experience and insight to companies who read the expertise but have limited budgets.

"I Don't Do Numbers, And Other Excuses I Hear My Clients Say"

Do your clients understand the financial statements in the prospectus they received?  Do they even understand their own personal financial statements?  What would happen to your practice if you could be the one to help them decipher them without becoming the accountant?  If you are committed to making your services more valuable to your clients, then I Don’t Do Number is for you.

You’ll leave...
          • Knowing what the critical financial statements mean
          • Knowing how these financial statements relate to each other
          • Be ready to use this information to solidify your financial plans with your clients

Randall Davey
Vice President, Sound Financial Group

Randall E. Davey, Sound Financial Group’s Vice President, has held leadership roles in both non-profit and for-profit organizations. As a student leader he earned an AA, AB, and a Master’s Degree with honors. He was the first alum of his alma mater to be awarded an honorary D.D. in 1999. Randall completed course work for a professional doctorate in 2002. In the fall of 2003, Randall accepted a post with GE Financial before starting his own financial services firm, accruWealth. Nine months after joining GE Financial, he was recognized as “agent of the month". He was granted a similar distinction as agent of the year in 2005. Holding the Series 6 and 63, he is licensed to provide life, health, disability and long term care insurance. He has achieved Leader’s Club status multiple times and is a member of the Million Dollar Round Table, NAIFA, and GAMA. In 2011, he accepted a post on the Board of Elephant Works, a non-profit group given to consulting with church leaders in America. In the same year, he joined Sound Financial Group (led by author, speaker, and adviser Paul Adams) to expand the kinds of services essential to his clientele. Of his practice Randall said, “I align with and revere Paul Adams’s uncommon philosophy and singular purpose which is to teach suitable clients how to protect and preserve assets currently at risk, recover money being forfeited unnecessarily to the government and financial institutions, while mitigating taxes, volatility and fees. Under Paul’s leadership, I want to increasingly do everything I can to thwart the delivery of ineffective, inefficient, and inherently defective financial products and strategies wreaking havoc on the vast majority of Americans today.” Randall works primarily with medical professionals and business executives. For the past eight years, Randall and his wife, Bonnie, parents to three and grandparents to four, have lived on a golf course in Mukilteo, Washington, overlooking the Puget Sound. 

"Financial Erotica: Are You A Shepherd or A Sheep?"

Advisers, agents, brokers and representatives often reinforce ungrounded beliefs and ride trends rather than provide real leadership in uncertain times.  If advisors find themselves saying things everyone else says, they will further commoditize their own offer.  We will explore the myths...
  • This is a great time to buy real estate.
  • There is such a thing as a good mutual fund.
  • Predictability of the market.
  • The average investor can regularly out perform the market
  • Most Americans can ultimately self insure
Attendees of this session will also explore:
  • Are you giving the same classical advice you were giving in the 20th century?
  • Are you validated by polls or by indisputable math and independent scholarship?
  • Are you in touch with your unique ability and operate from it?

Brooks McCartney
Advisor Solutions Group Director, Janus

Brooks McCartney joined Janus in October 2005 as Director, Advisor Solutions Group for Washington, Alaska and Hawaii. Prior to joining Janus, he was a Regional Director at Hines Real Estate Securities. During his 21 years in the financial services industry, Brooks has also held positions at Banc of America Capital Management, Van Kampen Investments and AXA/Equitable. He attended the University of Utah, where he studied communications, and holds his Series 6, 7 and 63 licenses.

"The Art of Wow: Moments of Impact That Create Clients for Life"
In today’s competitive environment, there’s more to cementing client relationships than delivering operational excellence. WOW takes
client experience to another level by teaching practical techniques for cultivating emotional bonds with clients—allowing you to retain
high-value clients, deepen existing relationships and build a more profitable, client-centric business. Janus teamed with client experience expert Dr. Joseph Michelli to develop this workshop that helps professionals create WOW across key areas in their business.  Seminar takeaways will include:
  • Find out why it’s not necessarily operational excellence that drives loyalty
  • Learn tools and techniques for strengthening emotional connections with clients
  • Create an actionable plan to retain and acquire high-value clients

Master of Ceremonies (Emcee)

John B. Nichols
Nichols CO.
Immediate Past President, NAIFA Seattle/Eastside
Membership Co-Chair, NAIFA Washington



                    Thursday, March 15, 2012
                    Embassy Suites Hotel (map)
                    3225 158th Avenue SE
                    Bellevue, WA 98008
                    7:30am   Registration & Breakfast
                    8:00am   Program Begins
                    11:30am  Lunch
                    3:00pm   Program Ends (approx)
                    $40  NAIFA Members (before 3/1/12)
                    $50  NAIFA Members (after 2/29/12)
                    $65  Non-Members & Guests
                    New Members
                     - Any non-member who joins between January 1, 2012 and March 31, 2012 will receive free admission!
                    Early Registration
                     - Register by February 29 and receive $10 off admission.
                    YAT Members
                     - Dues paying members who are under age 40 or in their first 5 years in the business receive $10 off admission.
                    Only one discount can be used per attendee.
                    Call Jenna Olson at (206) 285-4066 with any questions or to make a payment over the phone.
Your Programs Committee:
  • Jody Lentz, Chair / MassMutual Financial Group
  • Jim Thompson / Thompson Financial
  • John Nichols / Nichols CO
  • Michael Staeb / Ash Brokerage of Seattle

Event Exhibitor Package - $400
(Maximum of five per event or eight for MDRT Day. Competitors allowed. Available to non-dues-paying members subject to board approval.) 
  • Company name in e-blast announcements and reminders for the event (with a link to your website
  • Company name on event page during promotion (with a link to your website
  • Company name on website main page while event is featured (with a link to your website
  • Display table for your signage and marketing materials during event 
  • Complimentary admission to the event for one person 
  • One employee of the exhibitor may attend at member rates (except MDRT Day) 
  • Recognition during the program as an exhibitor 
  • Option to speak for up to thee (3) minutes about your business

For more information or to become an MDRT Day Exhibitor, contact our Treasurer, Michael Staeb (see Leadership page for full contact information).