CONTENTS
Columns & Departments
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6
42
44
46
48
CEO COLUMN Fear is not an option
By Dan LaBert , NAILBA CEO
CHAIR COLUMN Necessity prods technology
By Jason E . Lea , CFP
NAILBA CHARITABLE FOUNDATION Discovering even more ways to give in 2021
By Kelly Maheu , JD
7702 : TAX CODE Fueling accumulation sales
By Charles Arnold
INDEXED ANNUITY COLUMN What happened to the ‘ ole days when you could get a simple indexed annuity ?
By Sheryl Moore
INDUSTRY EVENT CALENDAR
Features
16
22
24
28
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34
8
Never losing the human touch
COVER STORY : The sweet rewards of technology
NAILBA ID 20 Award winners share their thoughts on how technology is impacting ways business is being done now and into the future
By Pam Sheehan
Client-focused approaches to insurance tech from industry experts
By Charles K . Hirsch , CLU
Software for a strong business backbone With an overwhelming number of software choices , consider these key things
By Joe Elsasser , CFP ®
The domino effect A phenomenon coming to light with extended care events eerily like the COVID-19 crisis
By Craig Roers , CLTC ®
BGA growth through digital Adopting and delivering digital where it matters the most : Point-of-Sale
By Matt Essick
Where is technology taking us ? The latest LIMRA research revealing how digital is shaping the business
By Peter DeWitt
Driving towards a better experience A look at how accelerated underwriting is moving fast to meet market needs
By Bill Wysong
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38
40
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50
Digital Distributor Understanding how digital agencies can grow faster and increase revenue over traditional ones
By Charles Pedneault
SSDI Cheat Sheet Key things you need to know about Social Security Disability
By Sylvia Gordon , JD
Setting the bar high How tech can enable the life insurance industry to better meet consumers ’ high expectations
By Ian Jeffrey
Underestimating the risk ? Examining the joint probability of long-term care in couples
By Dr . Robert Pokorski , MD , MBA
Emotional Intelligence 3 easy steps for increasing sales
By Dr . Charles Coker and Kim Magdalein
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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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
Kelly Maheu , JD Executive Director , NAILBA Charitable Foundation
Shara Wells Director , Annual Meeting
Q3 2021 Volume 14 , No . 3
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 , 10304 Eaton Place , Suite 100 , # 1022 , 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 .