Political involvement is good business

As financial professionals, we serve our clients’ best interests every day. For most of us, that suggests things such as putting the correct insurance in place for a young family, helping our clients identify and achieve their financial goals, and working with those approaching retirement to ensure they have guaranteed income and proper health care coverage when their working days are over.

Those are the most obvious answers, but there are other important things we can do to work in our clients’ best interests. For me, being politically involved is a vital part of my professional life and what I do for my clients.

I became involved in politics early in my career. The impact I could make really hit home in 2001 when I was asked by the executive director of NAIFA-Texas to drive to Austin — a three-hour trip from my home — for a 7 a.m. meeting with my state representative, Rob Junell, who happened to be the Appropriations Committee chair. His support was key to the success of a proposal to protect consumers’ life insurance and annuity contracts from creditors. Junell came from a family of bankers and the banking industry opposed the creditor exemption for insurance products. But I explained to him how the legislation would benefit my clients and other families who were working to achieve financial security, and he came around to agree with our position. He supported the bill, and it was soon signed into law.

I saw firsthand how being politically involved was another way I could serve my clients and community. It made a strong impression on me. I have attended every one of NAIFA’s Congressional Conferences and every NAIFA-Texas State Legislative Day since 1991. Advocacy is an important part of what I do.

Financial security is nonpartisan

Many people shy away from discussing politics these days, especially in a business setting. I generally don’t have full-blown political debates with my clients about things such as foreign policy and social issues. We all have our opinions, and those types of discussions can become divisive or even heated. That’s not necessarily good for business. 

But I do talk to them about how decisions made in Austin and Washington affect their finances or their ability to work with me or another financial professional. After all, good policy that promotes financial security for American families and businesses should be nonpartisan. I tell clients how I work with NAIFA to ensure tax laws encourage people like them to protect themselves with life insurance and annuities and properly prepare for retirement. I talk about how I educate policymakers on proposals that could make financial products and services more expensive or less accessible.

My clients know that I travel to Washington and Austin to meet regularly with our elected officials and support policies that promote financial security and prosperity. They know I’m working on their behalf. It’s another service I provide, and many clients appreciate it.

The power of relationships

I have found that financial professionals are exceptionally strong political advocates. We are comfortable talking to people and offering information and stories to help others make good decisions. We are excellent relationship builders. These skills translate well in a political advocacy setting. 

Over the years, lawmakers have come to trust me as a resource and someone who can give them insights into the financial situations of their Main Street constituents. I’ve become friends with Sen. John Cornyn. I know Sen. Ted Cruz and have friends who work for him. I’m on a first-name basis with my representative, August Pluger, and I meet with him regularly. He invited me to his celebration on election night and I was honored to attend. These are decision-makers who will give me a call if they have questions about an important issue within my professional expertise. 

Political advocacy sometimes can affect the careers of financial professionals even more directly. I know fellow NAIFA members who have professional relationships with lawmakers, serving as their insurance agents or financial advisors. A number of NAIFA members have gone on to serve in political office themselves as state insurance commissioners and lawmakers, as well as U.S. representatives and senators.

Advocacy success starts with participating in the process and making an effort to build relationships with lawmakers. Fly-ins and state legislative days sponsored by NAIFA and other professional associations are great opportunities to get your foot in the door. Another great way to connect with lawmakers is in a comfortable setting in your home district. Each summer, NAIFA facilitates in-district meetings with lawmakers during the August/September congressional recess, and hundreds of financial professionals across the country participate.

However you make your connections, I strongly encourage every financial professional to give grassroots advocacy a shot. It strengthens our political system when citizens like us are involved. It’s exhilarating to know you can make a difference. It’s good for your clients and is a way for you to look out for their interests. And on top of everything else, it’s simply a good business decision.

Doug Massey, CLU, ChFC, LUTCF, FSS, is the owner of Doug Massey Financial Services in San Angelo, Texas, and is NAIFA’s 2025 national president. Contact him at [email protected].