CONTENTS
Columns & Departments
Features
8
COVER STORY : Putting a new spin on it
NAILBA ID 20 Award winners share their thoughts on the market and ways to work smarter in the second half of the year
By Pam Sheehan
4
6
36
45
CEO COLUMN Hybrid is here to stay
By Dan LaBert , NAILBA CEO
CHAIR COLUMN Keeping our focus on the future
By Jason E . Lea , CFP
TAX LAW 7702 ’ s new impact on product pricing
By Steve Parrish , JD , RICP , ChFC , CLU , AEP
NAILBA CERTIFIED CASE MANAGER ( NCCM ) Making a difference in independent distribution
16
18
22
24
26
30
Did someone say 1035 Exchange ? Questions to ask around life policy updates , inclusion of LTC , and 1035 Exchange
By Barry J . Fisher , LTCP and Ronald R . Hagelman , Jr ., CLTC , CSA , LTCP
Don ’ t be that person ! LinkedIn Do ’ s and Don ’ ts for a more strategic approach and much better social media results By Brian Haney , CLTC , CFBS , CFS , CIS , LACP , CAE
Business Strategies : What can Nick Saban , Play-Doh , and Sears teach us ?
By Patrick M . Bowen
Trusting the planning process How sticking to a plan is paying off for advisors and clients in this new norm
By Joe Elsasser , CFP
Unlocking the power of data Understanding APIs and the magic behind a seamless digital experience
By Charles K . Hirsch , CLU
Your computer is now stoned Sobering stats about data security and tips for keeping your information secure
By Krish V . Krishnan
34
37
38
41
42
50
Minding the gap With only 4 % of advisors believing all of their clients are fully insured , here are some strategies for closing the coverage gap
By John Carroll
Decoding DI Income protection made relatable
By Alicia Keane
The Hybrid BGA If Best Interest regulation is not a question of if , but when , what changes can we expect to the back-office BGA model ?
By Matt Essick
Sales strategies to avoid unconscious bias Good reasons to move from the Golden Rule up to the Platinum Rule
By Stephen Kagawa , FSS , LUTCF
Lead Gen strategies Four tips for converting social media leads into sales
By Paul Hugget
Planning for success Examining three key components for working smarter , not harder
By Ken Leibow
Perspectives magazine is published quarterly by NAILBA , the National Association of Independent Life Brokerage Agencies , as a resource to the insurance and financial services industry . It is distributed both in print and digitally to NAILBA members , industry professionals , and attendees of the NAILBA annual meeting . |
|
|
|
10304 Eaton Place , Suite 100 , # 1022 , Fairfax , VA 22030 • ( 703 ) 884-1525
www . nailba . org
NAILBA BOARD OF DIRECTORS Jason E . Lea , Chair John Gilbert , Chair-Elect Victoria Van Dusen-Roos , Treasurer Seixas “ Chad ” Milner III , Immediate Past Chair
Jim Duff Jason Grover Debbie Hannam
Luke Ramsey Malcolm Sklar James Wong
NAILBA STAFF
Daniel LaBert Chief Executive Officer
Pam Sheehan Senior Director , Strategic Partnerships & ID Media Network
Joangel Concepcion Director , Membership & Digital Engagement
Katie Holder Executive Assistant
Ellen Toups , CMP Director , NAILBA Charitable Foundation
Shara Wells Director , Annual Meeting
Q2 2021 Volume 14 , No . 2
PERSPECTIVES TEAM
EDITORIAL CONTENT AND SALES : Pam Sheehan • PSheehan @ nailba . org
LAYOUT AND DESIGN : Tim Ingersoll • tim @ tsolldesign . com
PRINTING AND DISTRIBUTION : OneTouchPoint • www . 1touchpoint . com
ISSN 2639-9784 ( PRINT ) ISSN 2639-9806 ( ONLINE )
Copyright is reserved throughout Perspectives . No part of this publication may be reproduced or reprinted without the expressed written consent of NAILBA . The views expressed in Perspectives are those of the authors and are not intended to represent the views of NAILBA .
POSTMASTER : Please send change of address notices to Perspectives magazine , c / o NAILBA , 11325 Random Hill Road , Suite # 110 , Fairfax , VA 22030 .
AUTHORS AND INTERESTED WRITERS : Perspectives welcomes comments and feedback on articles and content . Visit NAILBA . org / Perspectives for content submission guidelines and schedule , or to submit your article for consideration . Contact Pam Sheehan at PSheehan @ NAILBA . org with further questions .
ADVERTISING : Please visit NAILBA . org / Perspectives for 2021 Media Kit , ad rates , and terms . To learn more about additional opportunities to partner with NAILBA , contact Pam Sheehan at PSheehan @ NAILBA . org .