 
 By Helen Thompson
Every advisor has a different measure of success, and for many young advisors, that measure will change throughout their careers. One acme that’s reached by very few is recognition in Advisor Today’s “Four Under Forty” article, which highlights four advisors who have made their mark on the industry at an early age.
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“We’re able to establish a commonality—bonds and relationships that at the end of the day you look back on and they are all a result of what NAIFA’s doing.”
—Greg Bailey |
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But no matter the competition, there are many opportunities to become a recognized leader in the field—even when you’re young. Just ask Greg Bailey of Bailey Partners, LLC, who’s now involved in NAIFA activities at the national level through his work with the National YAT Committee.
Bailey is in his fourth year of involvement with YAT, having started the Omaha chapter in 2002. He’s been a visible presence at NAIFA, having made his debut on the pages of Life Association News while he was still in college. But through YAT and other NAIFA programs, he says he’s been able to “leapfrog” his way into leadership. “One of the things that really put me on a platform to move in that direction was the Leadership in Life Institute (LILI) program that I participated in about a year and a half ago,” says Bailey, who is the incoming chair of YAT. “During that six-month experience, I got the lay of the land of NAIFA on a much larger scale than what I previously had.”
Prior to his LILI experience, Bailey had considered serving on the local board and working his way through the chairs. But through LILI, he was able to accelerate his leadership track and acquire the skills he needed to help take leadership roles in YAT and NAIFA now, instead of several years down the road.
“Because of NAIFA …”
Bailey was surprised to see his long-time friend and fellow NAIFA-Omaha member Tim Harrison on the cover of Advisor Today, but not at all shocked to find out that Harrison had achieved the honor. What did throw him for a loop was that Brent Spicuzza, another “Four Under Forty” advisor, went to his alma mater, the University of Missouri. The connections aren’t all that coincidental, however. Success and NAIFA go hand in hand.
Likewise, YAT provides opportunities for younger advisors to network and share ideas. “These experiences intertwine with each other, so that when we wrap up each day, we can look back on that day and say, ‘because of NAIFA, I …’” says Bailey. “We’re able to establish a commonality—bonds and relationships that at the end of the day you look back on and they are all a result of what NAIFA’s doing.”
What they share
Bailey points out that while the “Four Under Forty” advisors come from a wide range of backgrounds, they have certain things in common that underpin their success:
- They work hard and have high activity levels, especially during their earliest years.
- They have their own proven system for working their business. Whether the process is based on activity, prospecting or relationship nurturing, they stick to that process.
- They give back to their communities in a way that also helps them build their business.
The theme that emerges, says Bailey, is that these advisors “focus on the relationship rather than on the transaction. That’s a great way to build a business in this industry.”
Get involved
So are you an under-40 advisor who wants to be featured in Advisor Today? If you are, there are plenty of opportunities beyond the “Four Under Forty” article. Start by getting involved in NAIFA at whatever level you can, says Bailey. Check out your local association and see if it has a YAT group. If it doesn’t, you can drop Bailey a line at greg@baileypartnersllc.com and he’ll be glad to help you get started. Or, write to YAT@naifa.org for more information.
As you meet with other advisors, you may realize that you have a great sales idea, a prospecting technique or a relationship-fostering tip you want to share with other NAIFA members. Why not send your ideas to Advisor Today? Send them to hthompson@naifa.org, and we’ll be in touch.
And we’ll be looking for your submission in November when we start accepting nominations for Advisor Today’s 2007 “Four Under Forty” article.
JUNE 2006
Friendship First
Zoom, Zoom, Zoom-a Zoom
Manners Matter
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