CONTENTS
Columns & Departments
Features
10
COVER STORY : Out of the ordinary
The newest NAILBA ID 20 Award winners take a virtual seat and share their perspective on the business and ways to succeed in 2021 .
By Pam Sheehan
4
CEO COLUMN Make 2021 the year of increasing placement By Dan LaBert , NAILBA CEO
35
The art of questioning Unlocking the keys to communication — Start with questions and answering objections
By Simon Singer
8
CHAIR COLUMN Continuing momentum : Introducing the 2021 NAILBA Board of Directors
By Jason E . Lea , CFP
44 LEGISLATION The SECURE Act and the
117 th Congress By Judi Carsrud
45
45
NAILBA CHARITABLE FOUNDATION Bringing camp to the kids
By Katie Well
EVENT CALENDAR
20
28
30
Finding a path forward Discussion with industry entrepreneurs on how to plan for a hazy business future
By Charles K Hirsch , CLU
Stress Testing Time for stress testing your client ’ s portfolio and your book of business against unforeseen events
By Jeff Levin
The survey results are in ! Taking a closer look at the LTC market from the agent / advisor perspective
By Barry J . Fisher , LTCP and Ronald R . Hagelman , Jr ., CLTC , CSA , LTCP
36
40
42
50
An enduring need With just 54 % of Americans having life coverage , it ’ s time to sell the gap
By David Levenson
Consumer factoids Industry associations share stats and sales ideas for overcoming coverage gap
Virtually keep the bricks in place A profile of distribution and the ongoing challenges for standing strong
By Sherri K . Lindenberg
Annuity 101 Annuity Quick Reference Guide for use with your prospects and clients
By Sheryl Moore
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 . |
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11325 Random Hills Road , Suite 110 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
Kelly Gormley Director , Exhibits Sales
Katie Holder Executive Assistant
Ellen Toups , CMP Director , NAILBA Charitable Foundation
Shara Wells Director , Annual Meeting
Q1 2021 Volume 14 , No . 1
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 .