1. APIC Influence Training May 18-19, 2015 If Insurance Is Your Profession, Politics Is Your Business

2. Welcome Mick Lundy First Vice Chair

3. Why Be Involved? Legislators are accountable to you – their constituents Legislators need your first-hand knowledge and expertise There is strength in numbers

4. The Power of Individual Involvement You are uniquely suited to advocate on behalf of your clients Using personal stories has enormous impact with lawmakers Your clients are their constituents

5. Herb Thompson NAIFA Member April 1940 “Now in the past we have felt... that possibly the people who are in the life insurance business have placed too much reliance upon the generosity and the activity of a few strong men, and so consequently... we have been endeavoring to set up... a grassroots organization which will build a broader foundation for legislative activity from this time on.”

6. Politics Is Relationships You must cultivate the trust before you ask for your lawmaker’s support

7. It’s very important for NAIFA members to develop a relationship built on mutual trust with a member of Congress, because many of the issues we cover are very complicated, certainly tax and insurance issues.” - Rep. Charles Boustany It’s important that all members of NAIFA get involved and not take anything for granted. Certainly, I appreciate hearing from NAIFA.” -Rep. Adrian Smith There is no way members of Congress and their staff can have any comprehension of all the ways the federal government is trying to put out of business- YOU have to come and YOU have to educate us. - Senator Ron Johnson NAIFA Members Make A Difference

8. Where did you both grow up? Know any of the same people? Common high school activities (e.g. sports, theatre, clubs)? Same college, university, military branch? Same fraternity/sorority or other organization involvement? Community or charitable organizations you have in common? Shared relationships with colleagues, clients, friends, family & other elected representatives - “Third Party Validators” Look for Common Ground

9. Do Research: What political issues do you agree on? What recent vote can you thank him/her for? What “pet project” can you support? Is there a staff member you are familiar with and can compliment? Common Ground a Little Thin?

10. The Many Ways to Be Involved Set up a meeting with your legislator and bring three to four others who share the same interests to the meeting Read NAIFA’s GovTalk and GovUpdate Volunteer for your representative’s reelection campaign Attend a fundraiser for your legislator Donate meaningfully to IFAPAC Host a fundraiser for your legislator

11. The Many Ways to Be Involved Attend town hall meetings and offer to provide content for a future meeting (e.g. “How to Fund Your Child’s College Education” ) Sign up for your legislator’s email list to keep yourself abreast of the issues Sign up to receive NAIFA’s blog Join a charity board on which your legislator serves Compile an email list of colleagues to whom you can forward legislative information and NAIFA GovAlerts Respond to all NAIFA GovAlerts more

12. The Many Ways to Be Involved Organize your business colleagues and clients in a letter- writing campaign on an issue Recruit volunteers for the legislator’s reelection campaign Write a letter about a legislative issue to the editor of your local newspaper Outline your issue position (e.g. “life insurance is for the living; don’t tax dependents”) on your email signature block Encourage the involvement of individuals in other organizations with similar interests Invite your representative to speak at your association Mentor a YAT in the ways of grassroots politics EVEN MORE!

13. Mission, Challenges & The Political Environment Ed Anderson, LUTCF, CLU Chair National APIC Subcommittee

14. APIC MISSION The Advisors Political Involvement Committee shall actively promote the involvement of agents and advisors in the election of candidates for local, state and national office, consistent with the legislative interests of the NAIFA federation. APIC volunteers shall identify and foster the creation of significant insurance agent and financial advisor relationships with elected officials.

15. Purpose of Meeting To Demonstrate: How to build and maintain relationships with your elected officials Your ability to influence lawmakers That if insurance is your profession, politics is your business

16. Develop relationships with elected officials & their staff Communicate our industry’s benefit to the U.S. economy & American businesses & families Ultimately get agreement on stated objectives Identify a bench team & future leaders Objectives of APIC

17. Your Mission Be prepared Find common ground Build trusted relationships!

18. 1,612 bills of interest to NAIFA members introduced in the 113 th Congress: 267 financial services bills 674 health insurance bills 329 retirement and employee benefits bills 150 long-term care bills 68 life insurance bills 55 property & casualty bills 13 estate tax bills 56 annuity bills Legislation is Introduced Every Day That Effects Us

19. What is Grassroots Activity? Grassroots vs. Grasstops APIC Structure –Federal Coordinator –Key Contact –Legislative Contact –Constituent Group Reporting Your Activities to NAIFA

20. Your Role & Influence Now is the time to build the foundation Lawmakers want to hear from you You are the most effective advocate Collectively, we can reach every Member of Congress

21. You Wield More Power Than You May Think YOU Other NAIFA Professional Staff Editorial Endorsement

22. “Trusted Advisor” does not mean you agree on all issues with the Member of Congress APIC contacts represent the entire Federation and must adhere to a certain Standards of Conduct Find common ground when issues divide Professional Conduct

23. www.NAIFA.org APIC contacts must be current IFAPAC contributors in order to deliver PAC checks to a Member of Congress Never just assume your fellow NAIFA member is contributing to the PAC; verify it To find out who has contributed: –Contact a NAIFA National IFAPAC staff person –Ask your State Executive or State IFAPAC Chair; they receive monthly reports Delivering IFAPAC Contributions

24. www.NAIFA.org Please report your activities to National APIC!!

25. Using Social Media Effectively Maggie Fogg Political Involvement Manager

26. Survey Question Please indicate the extent to which you agree or disagree with the following statements:

27. Using Social Media - Overview Facebook: share articles, ideas, photos, etc. with a controlled personal and/or professional network LinkedIn: keep track of professional connections Twitter: (re-)broadcast news publicly

28. Using Facebook

30. Reminder – Be Positive! - Hill Staffer

31. Connecting with NAIFA

32. Using Twitter Why Twitter? It’s Quick and Easy It’s Social Legislator’s office can easily respond It’s PUBLIC Makes it easy to share It’s Ubiquitous

33. Using Twitter

34. Be Positive Tag Your Legislators (@) Use Hashtags When Possible (#) Make the Most of 140 Characters

35. Using Twitter

36. Survey Question What does your office consider to be the most important metrics for the success of your social media postings?

37. Survey Question (LA/LD Only)

38. Using LinkedIn

39. Connecting with NAIFA

40. GR Mobile Report your meetings and let us know about your relationships with legislators Access to GovCommunications Up to date Talking Points

41. Connecting with NAIFA

42. Staying Informed www.naifa.org/advocacy

43. NAIFA Tools & Resources

44. Communicating with NAIFA Report relationships with Members of Congress to the APIC office @ NAIFA Fill out Meeting Debriefing Forms Let us know when you attend an event for a Legislator

45. www.NAIFA.org Washington Representatives Panel Magenta M.R. Ishak Vice President Political Affairs Jill E. Hoffman Vice President Government Relations Judi Carsrud Director Government Relations

46. Successful Advocacy – The 4 Ps Public Policy Public Relations PAC People

47. Public Policy Fiduciary (Retirement Accounts) Tax Reform Fiduciary (Investment Accounts) NARAB Medigap Coverage Medical Loss Ratio ACA (Targeted Revisions) State Health Exchanges/Navigator Regulation State-Sponsored Retirement Plans

48. Public Relations Advertising Media outreach Industry voice & influence Social media & community

49. Political Action Committee - IFAPAC Helps fund campaigns Establishes industry credibility Enhances relationship development Strengthens existing relationships

50. NAIFA’s PAC Strength Insurance PACs 1. National Assn of Insurance & Financial Advisors 2. New York Life Insurance 3. AFLAC Inc 4. Independent Insurance Agents & Brokers/America 5. USAA 6. Massachusetts Mutual Life Insurance 7. Council of Insurance Agents & Brokers 8. Association for Advanced Life Underwriting 9. Metlife Inc 10. Liberty Mutual Insurance Top PACs Overall (out of 4,000+) 1. National Assn of Realtors 2. National Beer Wholesalers Assn 3. National Auto Dealers Assn 4. Honeywell International 5. Lockheed Martin 6. American Bankers Assn 7. AT&T Inc 8. Intl Brotherhood of Electrical Workers 9. Credit Union National Assn 10. Operating Engineers Union 11. Northrop Grumman 12. National Assn of Insurance & Financial Advisors Largest in Insurance Industry & 12 th Largest in U.S.

51. People APIC Key Contacts APIC Legislative Contacts Constituents Company CEOs Association Leaders Industry Experts Professional Lobbyists

52. The Role of Congressional Staff John Wheeler, Jr. CLU, CRP, ChFC, CRPC Regional Vice Chair National APIC Subcommittee

55. Hosting Fundraisers If you host a fundraiser in your home, you and your spouse may spend $1,000 each on food, beverage, and invitations and it does not count against the contribution limit of ($2,600 per person per election) Partner with the campaign staff from the start NAIFA has guidelines available The U.S. House and Senate restrict gifts to Members and employees. A gift is defined as “anything of value.” (Always check with the legislator’s staff first!)

56. District Meetings Mick Lundy First Vice Chair

57. District Meeting Request Contact the scheduler 2 to 4 weeks in advance Include: topics, primary contact’s name & email address, a short description of the group, the requested meeting dates/times Be flexible about time and location Keep the number of attendees below seven

58. District Meeting Agenda We are members of NAIFA We develop relationships & educate clients about how to manage financial risks We serve Main Street not Wall Street Personal stories The Ask

59. District Meeting Protocol Request 20-30 minutes – no more (although you may get more time anyway) Representative may not make the meeting. Be cool with that Say you are representing yourself, your clients & NAIFA Provide client stories to illustrate your points Leave the “leave-behind” packet with your business card in the Business Card Jacket Don’t discuss campaign contributions! Thank the Representative for sponsoring NAIFA-backed legislation Offer to serve as a resource Turn off your cell phone before you go into the meeting Stay on NAIFA issue messaging

60. Follow Up After the Meeting! Send a “thank you” letter If you’re sending reference materials, send them electronically, send them in a timely manner and don’t send a bevy of documents!

61. Questions & Comments

62. Special Guest Speaker Amy Showalter Founder The Showalter Group

63. Inspiring Others Ed Anderson, LUTCF, CLU Chair National APIC Subcommittee

64. Some Final Thoughts NAIFA’s issues do not fall neatly on the “D” side of the aisle or the “R” side of the aisle Our issues are unique - Offer your expertise to your legislators Don’t confuse general agreement on an Issue with everlasting commitment

65. I can think of no more effective agent in advancing our freedom to live as we choose than the insurance sales person… They are respected and they are friends. Cultivate Relationships With Legislators President John F. Kennedy

66. NAIFA Congressional Conference Thank You for Attending APIC’s Influence Training Meeting! Please go to the Congressional Appointments Desk no later than 1:00 pm Richmond, Roanoke & Williamsburg Rooms, Lobby Level