NAIFA DE Fall Symposium • October 26, 2021 

SAVE THE DATE – We're planning to be in-person.

NAIFA Delaware is continuing to offer the opportunity to network, learn, and earn CE credits. Attendees will receive credit for those presentations they are in attendance for. All attendees must pre-register to receive credit and provide their NPN# or license information for CFP, at registration in order to receive credit(s). 

Speakers and topics are being posted below as they secured. Presentations are being filed for DE and PA Insurance CE. They have been filed in Delaware and Pennsylvania.

Please allow a little variance in the schedule. The fall symposium ran slightly ahead of schedule.

Please DO NOT use the dial-in number with the phone to access the symposium. That number is NOT toll-free and we cannot be held accountable for charges incurred.

Please download the webex app on your desktop, laptop, or tablet to connect the easiest way. If you are logging in to the symposium with colleagues at the office in a conference room environment, each person will need to log into webex on their own device to be registered as in attendance.

8:30 – 8:35 AM

Welcome, Pledge of Allegiance

State of NAIFA DE Brief Update - Joshua Shaver

8:45 – 9:35 AM

Oral Systemic Connection

Valerie Fleming, RDH, United Concordia

Brokers in attendance can expect to leave this course with the information to educate their clients on the importance of good oral health and match them with the right dental benefits to complete their health care package.

Valerie’s brings more than 20 years’ experience in the dental field. She is a practicing dental hygienist and adjunct faculty at Westmoreland Community College, where she teaches clinical dental hygiene. Valerie began her education in Pitt’s dental hygiene program where she graduated valedictorian, then continuing to excel academically, she graduated Summa Cum Laude with her bachelor’s degree from University of Pittsburgh.   In her downtime she enjoys spending time with her husband, four children and two dogs.

9:35 – 10:25 AM

Tax Planning 2021 (Employee Retention Credit)

Michael D. Kelly, CPA,  Principal – Tax & Small Business, Belfint, Lyons, Shuman CPAs

This presentation will cover the Employee Retention Credit and who is an eligible employer, Gross Receipts, Significant Decline if Gross Receipts, Remaining Opened for Limited Operations (How do restrictions effect this), Related Party Payments, Form 941, PPP, and more.


Michael has over ten years of experience focusing on taxes whilevworking with various types of industries including medical practices. Michael specializes in individual and business taxation, trust and estate taxation, state and local taxation, and nonprofit advisory. He frequently assists clients with their accounting questions and has a strong understanding of QuickBooks and other bookkeeping software. Continuously thinking of creative solutions that minimize taxes for his clients and increase client’s efficiency are two of the many areas where Michael excels. He also enjoys the challenge of researching uncertain or unusual federal and state income tax issues including being heavily involved with his clients on the PPP loan and forgiveness application process.

Membership Update, Eric Heishman


Government Relations Update, Joshua Shaver

10:30 – 11:20

Legislative Regulatory Updates for Health Underwriters

Dave Mordo, Director of BenefitMall and Teaching Compliance Specialist 

This presentation will cover topics like the Consolidated Appropriations Act of 2021, COVID-19 Relief, Paid Leave, No Surprises Act, Rutledge v. Pharmaceutical Care Mgmt. Assn. Arkansas Act 900, Transparency - Broker Compensation, Single Payer healthcare, and much more relating to surviving in our current COVID climate.

In his 40 years in the industry, Dave has focused on consulting with brokers as well as small and large employers in the area of ERISA, HIPAA and PPACA and other employer issues concerning healthcare and health insurance. His advocacy on behalf of employers has taken him to the halls of Trenton and Washington, D.C. where he speaks with state and federal legislators and regulators. As an active member of NAHU since 1999, Dave has served as a chapter president and local and state legislative chair. Nationally, Dave has served on NAHU’s Finance, Governance, LPRT and Media Relations Committees. He served on NAHU’s National Legislative Council from 2011 to 2017 and was NAHU’s National Legislative Chair in 2016. He recently became an instructor with NAHU's Online Learning Institute, teaching a few of the certification courses. He currently serves as a Regional Vice President for NAHU.

11:25 – 12:15

Advanced Annuity Strategies

Scott Talley, Regional Vice President, Equitable

This presentation will cover Trust and Annuities A to Z, including tax issues, beneficiary distributions, Tax Deferral, NQ Annuities, Variable Annuities, Inherited NQ Annuities, and more.

Scott Talley has more than 20 years in the financial services industry. Licensed CE instructor certified to teach such popular topics as Social Security, Medicare, and Estate Planning. Currently supporting financial professionals in Southern New Jersey and Delaware, covering financial institutions, financial planners, and wirehouse channels. His expertise is in retirement income protection strategies, Investor education and empowerment.

12:15 – 12:45


12:45 – 1:35

Use of Technology for Better Employer and Employee Decisions

Colleen Patterson, Director, Employer Services and Compliance, Savoy 

Technology solutions to educate employers and help them navigate through the healthcare system are becoming an essential part of employee benefit offerings. This presentation will help attendees better understand the value of technology and its purpose to communicate and educate employees on benefits and the role it has in employer compliance reporting.

Colleen Patterson, Director, Employer Services and Compliance, leads the development and implementation of Savoy’s Employer Services Division, which includes ERISA Compliance Consulting, Outsourced HR Consulting, Compliance Evaluation, ACA Employer Reporting, and benefit enrollment platforms. Collen has more than 20 years industry experience. She has a thorough understanding of the Affordable Care Act (ACA) and Employee Retirement Income Security Act (ERISA). She has facilitated countless training sessions on these topics. She is also Savoy’s subject matter expert for HRIS, payroll, and enrollment systems. As part of an ongoing effort, Colleen develops, executes, and oversees the implementation and support of customized solutions and tools for employers and their employees.  Colleen earned an MBA in Business Administration, Organizational Leadership from Eastern University. She resides in South Jersey with her husband of twenty-five years and their daughter.

1:40 – 2:30

Impaired Risk, Underwriting Considerations for 2021

Isaac Dyer, FLMI, ACS, Underwriting Consultant, Principal Financial Group

Underwriting considerations for 2021.

Isaac is an Underwriting Consultant with Principal Financial Group.  Isaac began his career with BISYS Insurance Services as a new business case manager in 1998 after completing college at Temple University.  He spent 3 years with BISYS before transitioning to Principal Financial Group in 2001.  He was hired to be the dedicated case manager for the brokerage outlet for Principal’s career field force. He continued to grow at Principal becoming a full-time underwriter in 2015 and is currently an Underwriting Consultant at Principal.  He works with key Underwriters at all Crump’s major carriers.  He acts as a partner with the producer to formulate the best solution for the proposed insured.  Isaac holds his FMLI, ACS, and Series 6 designations.

2:35 – 3:25

LILI Upate

2:35 – 3:25

Business Valuation and Continuation Planning

Natalia Keene, JD, Advanced Sales, Securian Financial Group, Inc.

This presentation will cover evaluating the business worth including evaluating insurance needs, preparing for a business sale, Advanced estate planning options, charitable contributions, and more.

In her role as an advanced sales consultant, Natalia assists Securian Financial advisors, wholesalers, and channel partners with estate, business and tax planning, business valuations, and other advanced sales concepts. Natalia also presents to Securian Financial firms and other business partners on topics including special needs planning, business succession solutions, business planning, and estate and estate tax planning. Natalia has a diverse background that includes practicing estate, business and tax law, tax planning, and serving as a financial advisor. Prior to returning to Securian Financial in 2018, Natalia spent five years as a financial advisor, estate and business planning specialist, and business exit planning consultant. She has been working in the life insurance and securities industry since 2011.

Delaware State Capitol Building in Dover, Delaware

Day in the Hall - Meeting will be rescheduled when we can safely gather in groups.

The Political Action Committee of NAIFA Delaware will host the Day in the Hall at Frazier's Restaurant in Dover. After lunch members will walk over to the Hall to meet with Legislators. NAIFA members are strongly encouraged to attend this important lunch meeting. This event is FREE to NAIFA members!

This event has been pivotal to the reason we are NAIFA members and supporters. How often do you get to have lunch with 20-25 Delaware representatives and senators (many of them new!). This is an opportunity for leaders to hear about how important our industry is and why they need to know us when creating legislation that concerns us. Political advocacy is insurance that our career will be around a long time and help us be prosperous!
  • Come and get connected to influential people in our community. NAIFA members are in the business of meeting people, and who better to introduce you to people in your community than your local Senator or Representative?
  • Be proud of your industry and what it does for people! 100M+ families in this country alone rely on some type of insurance or investment-related product. Show up and show that off!
  • Have a say in the laws that get passed. If you make a connection with these legislative leaders, they will reach out to you for advice before they potentially put through legislation that can hurt our industry.

Recording below: Bill Cates shared his knowledge of communicating your value and growing your business. He's the author of  Radical Relevance: Sharpen Your Message, Cut Through the Noise, Win More Ideal Clients. Unfortunately due to COVID, this meeting had to be changed to a virtual format. If you were unable to join at that time, we have shared a link to the recording below.

If you missed the special webinar “Radical Relevance” hosted by Bill Cates - don't worry! Recording can be viewed below.


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