Wayne McCullough didn’t plan on spending five decades in the insurance and financial services industry. In fact, he thought it would be a quick stop on his way back to college. But what began as a six-month detour became a lifelong career—one rich with relationships, professional growth, and meaningful impact.

Wayne entered the business in September 1974 at age 23, after his brother—already in the industry—urged him to leave his part-time job at a TV factory. The offer? $175 a week—nearly double what he was making at the time. He figured he’d give it six months. “Then I started getting raises every three months,” Wayne recalls. “And I thought, wait a minute—what was I going to college for again?”

That early decision paid off—and not just financially. “The money was good, but it wasn’t what kept me here,” Wayne says. “It was the people. The relationships. The ability to explain something complex in a simple way and know you were making a difference.”

"From the beginning, Wayne was a NAIFA (then NALU) member, thanks to company-sponsored dues that were conveniently paid upfront and later deducted from his commissions. At first, he wasn’t sure what the association offered—but that changed quickly. “I've gotten more than my dues back many times over,” he says.

In his early years, Wayne relied on NAIFA and LUTC coursework to answer the big questions: How do you determine how much life insurance someone needs? Why choose one product over another? “I wasn’t satisfied until I understood the ‘why’ behind things,” he says. “The education I got from LUTC and the ideas shared through NAIFA were absolutely foundational.”

That educational foundation helped shape Wayne’s philosophy as an advisor and a leader. He’s mentored new agents, developed a training program based on “everything I wish I knew on Day 1,” and still hands out his favorite one-page sales ideas to anyone who needs them. “They’re not copyrighted,” he laughs. “Just use them.”

Wayne also recalls NAIFA’s critical role in defending the industry’s reputation—especially during the 1970s and 1980s, when misleading sales tactics threatened public trust. “NAIFA stood up for us. They explained our value and educated agents like me. It kept me going.”

One of Wayne’s proudest contributions is helping clients rethink life insurance—not just as a lump-sum benefit, but as “income insurance,” a concept he teaches through his website, InsuredPaychecks.com. “You insure your house, your car—why wouldn’t you insure your paycheck?” he says. “Your income is what makes everything else possible.”

Now celebrating 50 years in the business, Wayne remains active, energized, and deeply grateful. “I’m glad I stuck with it,” he says. “It’s been a great ride. I’m not sure I could’ve made more money or had more fulfillment doing anything else.”

Why NAIFA Matters: Wayne McCullough’s NAIFA “HELPS” Acronym

Over the years, Wayne has developed a simple way to explain why NAIFA membership is essential. He calls it HELPS, a five-letter acronym that captures what the association provides:

• H – History: “NAIFA has been around since 1890. We’re the oldest, most established association in the industry.”
• E – Education: “You get access to professional development, LUTCF courses, and practical tools that make you a better advisor.”
• L – Legislative Advocacy: “This is the #1 reason to join,” Wayne emphasizes. “Lawmakers could put you out of business tomorrow. NAIFA protects things like the tax-free death benefit and fights harmful regulations.”
• P – Professionalism: “Would you go to a doctor who isn’t part of the AMA or a lawyer who isn’t in the Bar? Being a NAIFA member shows clients you’re committed to your craft.”
• S – Sales Ideas: “If the sales tips you get from NAIFA don’t pay your dues, I’ll buy you lunch,” Wayne jokes. “In fact, I might buy you ten lunches—I’ll win that bet.”

After 50 years, Wayne McCullough is still teaching, still inspiring, and still leading with integrity. His story—and his HELPS philosophy—serve as a testament to the enduring value of NAIFA and the profession it supports.