Serve your clients’ best interests on both Main St. and Capitol Hill

Unlike in Vegas, what happens in D.C. doesn’t stay in D.C. In fact, the actions of Congress can have profound impacts on insurance and financial professionals around the country as well as on the families and businesses that are our clients.

Taxes, retirement planning, long-term care, college savings, health care, property/casualty insurance, annuities, you name it — whatever products and services we provide and wherever we practice, legislation shapes the financial landscape for our clients. It determines how and whether we are able to guide them to financial security and help them achieve their life goals.

I believe being politically active and involved is as important to serving my clients’ best interests as is recommending the right coverages or financial plans. It’s clear that laws and regulations can work for or against Main Street Americans’ best financial interests. As the custodians of their financial well-being, advocacy on their behalf should be another of the services we provide.

Our elected officials, I honestly believe, want to do what is best for their constituents, but laws and regulations are complex and can have either misguided or unintended consequences. As experienced professionals in our industry with the guidance of advocacy organizations such as NAIFA, we understand better than our clients — and often better than the legislators themselves — how government policies promote or hinder financial security. It’s important for us to share our understanding and advocate on our clients’ behalf.

This month, the 118th Congress of the United States convenes in Washington. Numerous freshman lawmakers who have very little understanding of our industry and how it benefits people’s lives will be taking the congressional oath of office for the first time. The same scenario is playing out in state legislatures across the country. Insurance and financial professionals are perfectly positioned to bring these novice lawmakers up to speed. But even lawmakers who have been in their roles for years or even decades benefit from hearing our message. They can never learn too much or care too much about Americans’ financial security.

I recently returned from Washington and NAIFA’s National Leadership Conference, where I went to Capitol Hill with many of my professional colleagues. I had a very productive meeting with Rep. Scott Franklin from my home state of Florida. This was not my first rodeo. I have been a grassroots advocate at the federal and state levels for years. I know from that experience that our elected officials want to hear from us. They value our input. They want us to share our knowledge of how their actions affect our clients and how they can help.

Once again, our government at the federal level is nearly evenly split between the two political parties. And while they have their obvious differences, there is one thing they have in common. They want to serve, and they need the support of their diverse constituencies in their home districts and on Main Streets across the country.

These are the same people we as financial professionals serve, the Main Street families and businesses that drive our economy and strengthen our nation. We may or may not agree with our lawmakers. We may or may not have voted for them. But I have learned from my experience as a political advocate and from participating in NAIFA’s nonpartisan advocacy events that I can effectively serve as a resource for and be influential with lawmakers from both sides of the aisle.

When we’re discussing the issues that impact our industry and our clients with members of Congress, state legislators or their staffs, it doesn’t matter if we are Democrats, Republicans or Independents. Our issues are people issues. In our advocacy as well as in our practices, we serve our clients’ best interests. We are all members of the Financial Security Party.

As we contemplate how we can be better professionals and better serve our clients in the new year, I would urge every financial professional to consider the importance of political advocacy. Connect with your lawmakers when they are in your home district, or take advantage of opportunities to visit with them in Washington. NAIFA’s annual Congressional Conference is May 22-23. More than 500 agents and advisors will come together from across the country to meet in small groups with their lawmakers. It’s a great way to get involved.

You can make a difference. As professionals serving your clients and communities, it is in their best interests that you do so.

Bryon Holz is a 25-year MDRT member. He and his team of associates in Tampa Bay, Fla., have been helping build brighter tomorrows for their clients since 1983, specializing in asset protection, income planning and wealth conservation strategies. He may be contacted at [email protected].