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continued from page 3 Expanding Financial Planningsustained production — at levels aboveMDRT Top of the Table.The International Dragon Awards arepresented at WCLIC and on alternateyears at an IDA conference — usuallyabout half the size of WCLIC, where focusis really more on CE than recognition.For example IDA 2007 will be held in thecity of Xiamen (population 1.5 million) onthe east coast of China — a beautiful andhistoric maritime city. Attendance is nowfully subscribed for the maximum 2,000for August 10-12, 2007. The 7thWorldwide Chinese Life InsuranceCongress will be limited to the first 5,000registrants, to be held in Singapore,September 4-7, 2008 — and there’s nodoubt it will be fully subscribed.To produce each of these events the staffof IMM usually includes over 100 of thecompany’s 275 employees, plus morethan 100 students recruited from localuniversities. Normally these are graduatestudents majoring in communication,marketing, business, economics orfinancial services.Education and TrainingIn 2002 IMM accepted the challenge toextend financial planning throughoutgreater China and the results have beensignificant for the IARFC.In Taiwan, under the leadership of RichardWu, RFC , there are offices in four cities,Taipei, Kauhsiun, Taichiumg and Tainan.RFC classes have been held in each, aswell as in the cities of Hualien andTauyun. Special classes and enrollmentprograms are in place for 15 companiesand the number of RFCs in Taiwan willtotal 1,300 by the end of 2006.To penetrate the Hong Kong and Macaomarket, Liang formed a separate firmincluding highly respected local insuranceprofessionals Samuel Yung and Dr. TeresaSo. With the administrative support ofAllan Wan, the organization partneredwith the General Agents and ManagersAssociation and the Poon Kam KaiInstitute of Hong Kong University. Classesare being formed in Macau with adifferent educational sponsor, the MacauInter-University Institute.In China, under the leadership of S. L.Choo, RFC , there are office in Shanghai,Guangzhou, Beijing, Hangzhou, Dalian andChengdu. In order to provide the betterservices to the RFC members in China, thePage 4IARFC China Region haddeveloped the Code ofEthics and ProfessionalResponsibility,Disciplinary Rules andProcedures, financialplanning practicestandards, authorizationto use the IARFC and RFCMarks, the requirementas a RFC member. RFCclasses are being offeredin Beijing, Shenyang,Tianjin, Guangzhou,Shenzhen and Dalian,with more classes beingorganized. Theeducational sponsor isBeijing Union University,one of the largestinstitutions in thecapital city.Liang Tien Lung, Mehdi Fakharzadeh, and Ed Morrow at theFinancial Advisors Forum 2006.Personal BackgroundMr. Liang has threechildren, each of whichwas educated in theUnited States. His eldestdaughter, JJ Han-YingLiang, who holds boththe RFC and CFP designation, graduatedfrom San Diego StateUniversity, San Diego, CA,where she acquired twoMBA degrees (BusinessShown here are Siak-Leung Choo, Charlie “Tremendous”Administration andJones, Liang Tien Lung, and Richard Wu following theInformation Systemwell-received presentation by Jones at the Financial AdvisorsMSBA), and previouslyForum 2006.worked with CrowellWeedon, Corp. in theUnited States as ahe successfully orchestrated all ofFinancial Planner and currently with Fortisthe IMM employees, volunteers, speakersWealth Management Taipei, as anand the 300 executives of the lifeInvestment Professional.insurance companies. We asked himthe following questions His son, Ben Chia-Ho Liang, is a graduateof Grossmont College, San Diego, CA, whoDo you feel the life insurance industryholds a Bachelor Degree in Computerwill continue its rapid expansion in Asia?Science, and currently works at IMM as aSales Executive. He has been especiallyYes, especially in the emergingeffective helping with al the technology atmarkets such as India, Vietnam andthe large events produced by IMM.Mainland China.His youngest child, Jackie Chia-Tzu Liang,is a graduate of San Francisco StateUniversity, San Francisco, CA, who holds aBachelor Degree in News Broadcasting,and she is currently advancing her studiesin Japan.We visited with Mr. Liang at the recentWorld Wide Chinese Life InsuranceCongress in Chengdu, China whereWhat do you feel will be the role ofRegistered Financial Consultants in thedelivery of financial services in China?The life insurance industry in China hasgrown rapidly in the past 13 years andnow is the time for transition — in order tobuild the professional image of thecontinued on page 5The Register January 2007

continued from page 4 Expanding Financial Planningindustry. The RFC emphasis on theclient’s interest, integrity, ethical, fairness,professionalism, competence is based onthose principles to help people benefitfrom financial planning. The core valuesof RFC will increase the healthiness of theindustry and finally, benefit the clients.Does IMM plan to continue publishingbooks and are you looking for more titles?Yes. Besides the Chinese authors, wework closely with the MDRT PowerCenterto bring the intelligence of the MDRTmembers to the Chinese underwriters.For example, IMM worked with the MDRTPowerCenter to translate and publishbooks, such as Million Dollar ClosingTechniques, Million Dollar ProspectingTechniques, Million Dollar SellingTechniques, Expecting Referrals, TheMDRT Objections Handbook, Savage onSelling and with other publishers fromUSA, UK, Japan and Korea.We have published more than 100 bookswhich coverage the topic of motivation,sales ideas and technique, handlingobjection, prospecting, selling process,insurance story, insurance writing,recruiting, biography, trend analysis,management and we are looking for moretitles on practice management andfinancial planning.You now have six offices in China, five inTaiwan, Hong Kong and also Malaysia.Do you plan to continue expansion toother countries in Asia?I will focus on the management anddevelopment on the existing IMM offices.However, if the opportunities presentthemselves, we will consider and plan tocontinue the expansion of IMM to othercountries.Do you feel that life insurance companiesin Asia will add the marketing ofsecurities as they have in America?It depends on the market in each differentcountry and region. The maturity of thelife insurance industry is very different invarious countries and regions. I think thatwhen the Asia market is as mature as inAmerica, most insurance companies willbe offering securities.What do you feel will be the greatestneeds of Asian insurance agents andfinancial advisors in the next few years?The values and principles of integrity,fairness, ethical selling and client’sThe Register January 2007interest. Besides that, theprofessionalism of the industry is veryimportant also because it will help theunderwriters be competent and supportthe healthiness of the industry.What can the IARFC do to help agentsand financial advisors in Asia?Emphasize and promote the principles ofRFC. Advocate the right ethical andservice values to be a professionalfinancial advisor. What the IARFC is doingright now in Asia is to help agents totransform from a life insuranceunderwriter to a professional financialadvisor through the training, educationand continuing education programs.You have delegated responsibility for the2007 IDA conference to Richard Wu,RFC . What do you feel will be hismajor challenge in presenting nextAugust’s conference in Xiamen?Before Richard Wu took over as theIDA Chairman, he served the committeeas the Vice Chairman and ChiefExecutive. He is a very creative andtalented leader. The major challengefor Richard will be to advocate andpromote the spirit of IDA, which is thespirit of Paragon, Perfection, andNoble pursuit of high-quality life,obedience to professional principles,practice of moral integrity, establishmentof occupational dignity, and cultivation ofa sound career environment. IDAadvocates and promotes its members’ lifequality as well as builds up their statusand honor internationally. I am sureRichard has very good ideas to bring theIDA and will lead this event to a higherstandard. I have the confidence thatRichard will lead his outstandingcommittee members to organize the2007 conference in Xiamen as thebest IDA ever.The responsibility for the 2008 WCLICin Singapore has been placed withS.L. Choo, RFC . Do you expecthim to present any unique eventsor opportunities?S. L. Choo has vast experience inorganizing major conferences. Since theWCLIC was founded, he served thecommittee as the Vice Chairman,Executive Vice Chairman and ChiefExecutive. The spirit, values and theprinciples of WCLIC will be continued byhis leadership. Choo will aggressivelylead all of his committee members toinvent, plan and organize effectively.Liang Tien Lung was the recipient of theLoren Dunton Memorial Award in 2005.Whether the topic is to be discussion, orformal presentation, the educationalcontent of the conference will beoutstanding. The speakers at WCLICrepresent many countries and companies,and Choo will invite the very best to coverthe most important topics. Further, allregions will be embraced at a higher levelthan in the past. I have confidence in himand surely he will serve and reward theattendees and the industry, and the nextWCLIC will be the best event that we haveever produced.You’ve recently had some IARFC staffchanges in Taiwan. How will this affectRFCs there?Our firm has been in operation since1983 and we are blessed with more than275 associates. That’s a great depth oftalent — and I’m pleased we have manyloyal and enthusiastic young men andwomen. Under Richard Wu’s guidance wewill continue all the periodic CE meetingsfor RFC graduates and launch neweducational programs. We are veryexcited to be planning new marketingtools for all our RFC associates — that willhelp them acquire new clients andincrease their production even further. You may contact Liang Tien Lung, RFC atIMM International: imm001@imm.com.twPage 5

GrowthContinues atMoney ConceptsFrom theChairman’s Desk.This Year is Full of Promise. This will prove true — for our Association, and for all thefinancial advisors that we serve — on a globally expanding basis. Across the worldthose who provide financial advice are prospering in a career of service.You are Engaged in a Noble Calling. You help people realize, achieve and preservetheir dreams. You secure their families and their businesses, you help themdevelop self-reliance, you pave the way for them to have a better life. What could bemore important?This was brought forward to me by a young lady in Hong Kong — at the RFCgraduation ceremony held at a venerable auditorium on the campus of Hong KongUniversity. After the presentation of certificates and the many photographs, shecame up to me, accompanied by her husband and small daughter who had enjoyedcelebrating her achievement. What she said to me was really a message to you:Denis Walsh, CFP , RFC The October issue of the Register featuredthe career accomplishments andpioneering back ground of Jack Walsh. Hiscontinued development of managementskills among the Money Conceptsorganization continues with theannouncement of Denis Walsh, CFP , RFC as president and Chief Executive Officer.Denis is uniquely qualified for thisexpanded responsibility. He is a trueprofessional in the field of FinancialPlanning and Wealth Management, havingstarted with the company in its third year ofexistence, more than 25 years ago.Throughout those 25 years Denis has madesignificant contributions to every aspect ofoperations of the company, particularly intechnology, money management, financialplanning, sales and marketing andInternational development. Mr. Walsh is agraduate of Florida State University with aBS degree in Business. He, his wife Aliceand their two children reside in Palm BeachGardens, Florida.Money Concepts was founded in 1979 withthe principle objective to deliver professionalfinancial planning services to individuals,families, and businesses by establishing andsupporting an international network ofidentifiable Money Concepts financialplanning “centres.” Money ConceptsCompanies now has over 1,000 licensedrepresentatives and 615 franchise locationsworldwide. Franchise locations are inCanada, Hong Kong, China, Malaysia, NewZealand and the Republic of Ireland.561 472 2000info@moneyconcepts.comPage 6Please thank all the members of our association for sponsoring this courseand sharing with me all of their wisdom and experience. And tell them thathere in Hong Kong we will carry on their tradition of serving others.I must admit that I felt proud to be a part of this professional delivery – for my rolepersonally, and for the support of thousands of financial advisors who are helping usdeliver a quality education and superior practice management tools.We are Making a Difference. In many countries, in many communities. And thistrend is continuing It is accelerating It is becoming clearer It is becoming nearer.What Can I Do To Help? This was a question asked by an RFC at our exhibit boothat the NAIFA-Chicago “Taste of MDRT” one-day conference. We talked for a fewminutes, and I soon learned that he had grown disappointed teaching CFP classes.He said, “I have been teaching the materials and conveying academic concepts, butthe students aren’t learning how to deliver plans. The curriculum just doesn’tprepare them for the profession — they can’t market their services, don’t know howto prospect, aren’t ready to close a fee-based engagement, and most important —they haven’t learned how to build a financial plan!” When I described the nature ofthe RFC course we are developing he grew very excited, and said, “Count me in, Iwant to teach that course!”Not Everyone Wants to Teach. Many members are better at writing, some atselling, others at speaking. Where can you make the best contribution? Maybe youwould like to help out at the Financial Advisors Forum. We need helpers in theRegistration Booth and to position the signs guiding attendees to each of theworkshop sessions.You can Always Recruit! Our strongest source of new members and new courseenrollees is from our existing members. No one knows better how much the IARFChas to offer and how dedicated we are to supporting our members. You can do thisquite easily — in two ways. Get the prospect to sign up instantly on line. They just go to IARFC.ORG anddownload the RFC Application, fill it out, and fax or mail it back. We will be happy to send a comprehensive membership kit to all the advisorsyou recommend. Just call 800 532 9060 and give us the information.Next month we will run a Business Success Profile — a two page feature ona member that will be interesting reading for you as a fellow professional, andalso by the prospects, clients and area professionals of our featured RFC.Look for this profile, and imagine yourself appearing here, and sending outseveral hundred reprints. The Register January 2007

IARFC Financial Report 2005 - 2006As a non-profit professional association, the financial records of the organization are open to review by the members. The accounting ismaintained in the offices of the IARFC and is carefully reviewed by James Hendricks, CPA, who prepares the filings with the IRS for theassociation’s continued non-profit status. The fiscal year for IARFC ends June 30. The two most recent periods are summarized below.2005Miscellaneous 32,808Sources of IARFC RevenueInvestment 1,219Miscellaneous 30,174Materials 17,649Materials 21,442Conferences 31,474Conferences 100,567Membership Fees 347,521Membership FeesConferencesMaterials nt 3,590Membership Fees 505,483Membership FeesConferencesMaterials SoldMiscellaneousInvestment76%15%3%5%1%Uses of IARFC FundsConferences 24,329Conferences 107,172GeneralOverhead 109,164GeneralOverhead 152,822Printing 117,079Printing 158,494Marketing 15,014Marketing 14,518Consulting Fees 1,225ConferencesPrintingPostage & ShippingPayrollConsulting FeesMarketing ExpenseGeneral OverheadThe Register January 2007Payroll 56,737Postage& Shipping 54,4106%32%14%15%0%4%29%Consulting 42,245Payroll 74,103ConferencesPrintingPostage & ShippingPayrollConsulting FeesMarketing ExpenseGeneral OverheadPostage& Shipping 74,98917%26%12%12%7%2%24%Page 7

Long Term Care Insurance. A Quality of Life Decisionimportant decision. He was still wellenough to swim daily and ride his bicycle,and he enjoyed playing with hisgrandchildren. He was just tired ofstruggling to maintain his weight.Louise Fallica, RFC Dad retired at age 62 and my parentsmoved west to Arizona to start the nextchapter in their lives — and, boy, were theyready for it! They had worked hard, saved,invested and now looked forward topension checks, Social Security andgrandchildren on the way. Mom and Dadthought they had everything covered:Wills, Living Trust, Health Care Proxies,Powers of Attorney. They even uppedtheir life insurance at this time(something Dad swore he would neverdo, even if his daughter and son-in-lawwere in the business).Another difficult chapter of this sagastarted. Dad’s insurance carrier refusedto pay for his liquid nutrition. It wasn’t asupplement, it was all he could eat —and the cost was 1,400 each month!After two weeks of calls, we finally got itcovered. Of course, as time wore on,Mom was relied upon for more and morecustodial care. Dad’s medical insurancedidn’t provide sufficient home health care,and Mom didn’t like these “strangers”constantly entering her house. For her,sleep became a luxury.On October 10, 1997, Dad fell. It was5:00 am and Mom was asleep. Dad layon the kitchen floor, panic-stricken,unable to yell for help or move. Momfound him almost two hours later, but shewas unable to lift him. Mom had to call911, and then she placed her call to me,2,500 miles away.My husband and I had made frequenttrips to Arizona during Dad’s illness; now itwas a medical necessity. Mom needed abreak. She couldn’t leave Dad for morethan an hour at a time. How could sheshop for groceries or arrange to obtain hismedication? What about her needs? OnNovember 20, 1997, we flew to Arizonaand sent Mom to bed for some muchneeded rest.During the evening, we would taketwo-hour shifts caring for Dad. Mygreatest fear was that my father wouldhave to use the bathroom on my shift. Iwould do anything for Dad, but I certainlydid not want to embarrass him.Thankfully, my husband was able to assisthim at those times.On Thanksgiving morning, Dad couldn’tbreathe. He had to go to the hospital, butafter his treatment, the doctors wantedhim discharged. We knew he had to beadmitted for at least three days. Have youever tried to reach your primary carephysician at 8:00 am on Thanksgivingmorning? Mercifully, the doctor came tothe hospital and had Dad admitted. Atfirst he felt better, but he soon contractedpneumonia which extended his stay.After ten days in bed, he was too weak togo home.Dad was always active and retirementyears were no different. At age 65, hereceived a baseball bat and glove forChristmas; he had discovered SeniorSoftball and we had to worry aboutbrok

insurance agents and financial advisors, such as Jack and Garry Kinder, RFC , Ben Feldman, Norman Levine and John Savage. Events and Recognition Recognizing the need for Chinese speaking agents to have a local opportunity for motivation and education, Mr. Liang founded the World Wide Chinese Life Insurance Congress (WCLIC), with the first