NAIFA DE Fall Symposium • October 26, 2021  In-Person, Odessa Memorial Hall

Attendees will receive credit for the 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 as well as CFP. 

Please allow a little variance in the schedule. Specific time slots will be posted at least one week prior to the event.

Thank you to the following Meeting Sponsors

8:45 – 9:35

Agent Ethics for Insurance Professionals Fall 2021

Steve Kutch, Department of Insurance

This presentation will help earn the required Ethics CE for Insurance. 

Steve always had a desire to be part and serve in the law enforcement community. His career first started when he joined the United States Air Force and trained as a Security Specialist. While a member of the Delaware Air National Guard he took advantage of their college assistance, and started taking courses at Delaware Technical and Community College in Criminal Justice. In 1995, Steve was hired by the Wilmington Police Department as a uniform police office. During his career in law enforcement, he continued his higher education, obtaining a Bachelor's and Master's Degree at Wilmington College. In 2007, Steve graduated from Widener University with a Juris Doctorate and becoming a member of the bar in Pennsylvania and New Jersey, where he practice in a small firm in Carney Point New Jersey. In 2008, Steve took his military and law enforcement experience and accepted a job for the U.S. Department of State overseas, training the Afghanistan Army and Police Force. For the last 6 years, Steve has worked at the Delaware Department of Insurance Fraud Bureau handling all aspects of insurance fraud to include health care fraud. Through the insurance industry, Steve now has attained the designation of Accredited Health Care Fraud Investigator, and Certified Fraud Specialist.

9:35 - 10:25

Medicare Enrollment Periods What Changes Are Headed Our Way

Joan Miles, Client Services Specialist, HTA

Attendees can expect to learn about changes in Medicare, Out of Pocket costs, Changes to Part D, Medicare Premium Changes - B/D and IRMAA, Enrollment Periods for secondary insurance, Open Enrollment vs Guaranteed Issue, Stages of Prescription Drug Plan, Penalties and more! This presentation is being filed for LTC credit.

Joan has been working with HTA Insurance for 3 years as a Senior Client Services Specialist. She is also one of the key members of HTA’s Employer Services Division. Her role in both of these departments tap into her experience with presenting and teaching. She actively provides client education seminars and webinars for various employer groups and financial advisors. Prior to joining us at HTA, Joan taught in public and private school systems. She also has experience training medical professionals how to document information using an electronic medical record (EPIC) that most hospitals use nationwide. In her free time, she enjoys traveling, teaching spin classes and walking. She earned her bachelor’s degree in Education from Westminster College in New Wilmington, PA. She became a certified insurance agent in 2019. Joan currently lives in Morgantown, Pennsylvania.

10:30 - 11:20

Beyond Money: The Rest of Retirement

James Verbonitz, CFP® ChFC® CLU®, Director, Advanced Markets

Retirement planning for many financial professionals today consists of helping clients first build a sufficient nest egg and then formulating a strategy to provide for a comfortable retirement. However, financial professionals have told us that clients don’t just want to talk about saving, investing, and income; they want to talk about the challenges they will be navigating and experiencing in retirement. Many clients need help with more than just money. They would like to be educated, informed, and connected to the information they need on issues like Social Security, health care, estate planning, and aging. This presentation provides an overview of some of the most common issues your clients will encounter in retirement, along with resources to make your job easier as you help your clients work toward a wealthier and healthier future.

James brings a decade and a half of financial services experience to his role with Transamerica’s Advanced Markets Group. Having worked as a financial advisor and wholesaler, James offers a well-rounded perspective as he helps financial professionals develop personalized financial road maps for their clients. James' experience applying advanced financial planning strategies has evolved over the years into a passion and dedication for helping financial professionals identify opportunities and grow their practices. He travels the country presenting on strategic planning topics such as estates and trusts, retirement planning, taxation, and Social Security and Medicare. James hold the CFP, ChFC and CLU designations. He earned his bachelor's degree in financial planning while graduating magna cum laude fro. Colorado Technical University. James lives in the Sarasota, Florida area.

11:25 - 12:15

The Future of Healthcare

Christopher Handley, Vice President, Savoy

This presentation will cover the uncertainty of future changes and the order of these changes is on the minds of every insurance professional and likely every citizen of the United States.  This course will present possible outcomes of various solutions presented by our legislators, and additionally, possible best practices we can all embrace.

Chris works with select brokers to grow their business while leveraging the comprehensive resources that Savoy has developed to best manage the challenges facing employer groups of all sizes. Savoy is a regional general agency with over 30 true GA contracts, offering comprehensive employer services consulting, in the New York, Connecticut, New Jersey, Pennsylvania, and Delaware markets. Chris is also the President of the Greater Philadelphia Association of Health Underwriters, currently the second largest chapter in the country. Before joining Savoy, Chris was a successful sales leader with UnitedHealthcare representing group medical and ancillary products.  During his 10 year tenure with UnitedHealthcare, Chris was consistently one of their top producing representatives, and successfully completed UnitedHealthcare’s nationally recognized “Emerging Leader Program”. His performance was acknowledged with several awards including the “Most Valuable Player Award” from the Pennsylvania Health Plan. Chris received his Masters Degree from Penn State University. 

12:15 – 12:45

Lunch Break

1:05 - 1:55

Taking a Closer Look at Voluntary

Mike McLaughlin, Senior Employee Benefits Specialist, Principal / Group Benefits

This presentation will look at the importance of voluntary, Market overview, Positioning voluntary, Choosing a carrier, and the Best practices for benefit selection and education.

Mike began his employee benefits in 2011 at a small P&C firm in Philadelphia. Three years later he joined Principal Financial Group as an Employee Benefits Specialist, supporting our broker community. 

His primary responsibilities included voluntary benefit strategies through successful employee education and enrollment processes. These processes included group meetings, one-on-one meetings and online enrollment strategies. 

Last year he was #2 in the country (out of 20 EBS’s) for participation and lines sold.  He is starting a new role at Principal in November, I will be the new Client Relationship Consultant supporting our larger blocks of business.  

2:00 - 2:50

Health Savings Accounts: Connecting Health & Wealth

Stephanie Records, HSAe, Regional Sales Director Upper Mid-Atlantic, HealthEquity

This course helps you understand how an HSA, when paired with a retirement plan, allows employees to both lower healthcare costs today and be better prepared for retirement.


Stephanie Records is a Regional Sales Director for HealthEquity in the Mid-Atlantic Region. She came to HealthEquity with over a decade of experience in the insurance and benefits world after graduating with a BS in Behavioral Science from Wilmington University. Stephanie has a passion for educating her clients and partners on the tools and resources available to drive equitable healthcare and encourage all working Americans to be smarter consumers of healthcare. When she isn’t talking insurance acronyms, she likes to spend time with her family in Delaware being active outside whether it be riding bikes or volunteering in the community. When she gets to turn mom mode off for a few, you can find her reading a book, working out or sipping a spicy margarita with live music.

2:55 - 3:45

Disability Income in the COVID Era, 2021 Impaired Risk Underwriting Considerations, and More

Presenter: Isaac Dyer, Speaker sponsored by Principal Financial Group

This presentation will cover what impaired risk in underwriting policies looks like in 2021 and forecast thins to consider moving forward.

Isaac Dyer 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 graduating from Temple University. He spent three 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.


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.


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