3
#nailba38
Table of contents
4 ID Trends 17 Showcase: Myths & facts of LTC protection
Understanding the trends impacting the
insurance and financial services markets.
By Pam Sheehan, NAILBA
7 Showcase: “New” Term Life
A fresh look at term life insurance.
9 Showcase: Protecting client assets
Exploring Home Health Care policies.
New ways to grow book of business.
5 traits to look for in business systems.
23 Showcase: Measuring production
Determining best annuities for clients.
Trends in production systems and reporting.
24 Trending in Life
Look at why LTC is top-of-mind with consumers.
By Tom Riekse, Jr.
ID Trends is published yearly 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.
11325 Random Hills Road
Suite 110 Fairfax, VA 22030
(703) 884-1525
www.nailba.org
NAILBA BOARD OF DIRECTORS:
Myra Palmer — Chair
Seixas “Chad” Milner III — Chair-Elect
Jason E. Lea — Secretary/Treasurer
Jeffrey D. Mooers — Immediate Past Chairman
John Gilbert
Debbie Hannam
Luke Ramsey
Victoria Van Dusen-Roos
James Wong
Spotlight on annuities and secondary market.
By John Zepeda
21 Showcase: Effective commission process
16 Showcase: 5 Big trends in LTC
Ideas for a seamless sales process.
20 Never surrender!
15 Showcase: Annuities getting easier?
18 Showcase: Digital sales process
13 Showcase: Life settlement offerings
Debunking the myths around LTC.
The SECURE Act in review.
By Thomas F. Commito, J.D., LL.M., ChFC, AEP
NAILBA STAFF:
Daniel LaBert — Chief Executive Officer
Pam Sheehan — Senior Director, Strategic Partnerships
& Media Initiatives
Joangel Concepcion — Director, Membership & Digital
Engagement
Kelly Gormley — Director, Exhibits & Sponsorship Sales
Katie Holder — Executive Assistant
Ellen Toups, CMP — Director, NAILBA Charitable
Foundation
Shara Wells — Director, Annual Meeting and
Member Engagement
2019 Volume 1, No. 1
ID trends
NAILBA
TEAM EDITORIAL CONTENT AND SALES:
Pam Sheehan • [email protected]
LAYOUT AND DESIGN:
Tim Ingersoll • [email protected]
PRINTING AND DISTRIBUTION:
OneTouchPoint • https://1touchpoint.com
ISSN 2639-9784 (PRINT) ISSN 2639-9806 (ONLINE)
Copyright is reserved throughout ID Trends. No part of
this publication may be reproduced or reprinted without
the expressed written consent of NAILBA. The views
expressed in ID Trends are those of the authors and are
not intended to represent the views of NAILBA.
POSTMASTER:
Please send change of address notices to:
ID Trends
c/o NAILBA
11325 Random Hill Road, Suite #110
Fairfax, VA 22030
AUTHORS AND INTERESTED WRITERS:
ID Trends welcomes comments and feedback on articles and content. Visit NAILBA.org/Media for content submission
guidelines and schedule, or to submit your article for consideration. Contact Pam Sheehan at [email protected]
with further questions. ADVERTISING: Please visit NAILBA.org/Perspectives for 2019 Media Kit, ad rates, and terms. To
learn more about additional opportunities to partner with NAILBA, contact Pam Sheehan at [email protected].