CONTENTS
Columns &
Departments
4
6
36
39
42
42
CEO COLUMN
New Opportunities to
ENGAGE
By Dan LaBert, NAILBA CEO
CHAIR COLUMN
Entering the Golden Age
By Seixas “Chad” Milner III
MOORE COMMENTARY
Annuity Compensation:
Commission vs fees
By Sheryl Moore
REGULATORY UPDATE
Regulation Best Interest
— Serving as a fiduciary
By Judi Carsrud, AVP, NAIFA
Government Relations
EVENT CALENDAR
NAILBA CHARITABLE
FOUNDATION
Supporting communities
across the country
Michael “Slades” Sladek
Director, NAILBA Charitable
Foundation
Features
16
18
22
28
31
32
34
8
Leverage and collaboration:
It’s a game changer for business model success.
By Patrick T. Leary, MBA, LLIF
Showing our age:
How chronological vs. biological ages can help
predict the future for financial services.
By Robert Pokorski, MD, MBA
Pandemic-Size impact
Top-producing advisors and experienced
wholesaler discuss the value of insurance.
By Charles K. Hirsch, CLU
Life Insurance: More important than ever
More important than ever — insurance can help.
By Joe Boan
Creativity in DI sales
Significance of DI in wake of COVID-19.
By Alicia Keane and Patty Ball
Sailing through with uninterrupted growth
Real life value of whole life policies.
By Sean Quigley
Running remote
SPECIAL SERIES: Dashboards of Success
Third part of three-part series on today’s business practices and how
software and technology advancements are impacting our industry.
By Pam Sheehan, NAILBA Senior Director
Tools and strategies for remote working success.
By Ryan Pinney, LACP
35
38
40
41
LTC: Keeping the conversation going
COVID-19 may have changed the how, but not
the need for conversations.
By Ken Herlihy and Jeff Levin
Enhance not replace personal service
Best practices for future-proofing business
through client servicing.
By Bryon Holz, CLU, ChFC, LUTCF, CASL, LACP
When’s the last time you called?
LIMRA survey of consumers shows how the
industry is doing on proactive client contact.
Fraud during COVID-19
Professional criminals have recognized an
opportunity in COVID-19. A May 2020 survey
provides updates on fraudulent activity and
financial crimes in the industry.
By LIMRA
44 eWholesaling
With the insurance industry turning to
online solutions, is eWholesailing the next
virtual reality?
By Matt Essick
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.
11325 Random Hills Road, Suite 110
Fairfax, VA 22030 • (703) 884-1525
www.nailba.org
NAILBA BOARD OF DIRECTORS
Seixas “Chad” Milner III, Chair
Jason E. Lea, Chair-Elect
John Gilbert, Treasurer
Victoria Van Dusen-Roos, Secretary
Myra Palmer, Immediate Past Chair
Andrea Caruso
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
Q3 2020
Volume 13, No. 4
PERSPECTIVES TEAM
EDITORIAL CONTENT AND SALES:
Pam Sheehan • [email protected]
LAYOUT AND DESIGN:
Tim Ingersoll • [email protected]
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,
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AUTHORS AND INTERESTED WRITERS:
Perspectives welcomes comments and feedback
on articles and content. Visit NAILBA.org/
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and schedule, or to submit your article for
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[email protected] with further questions.
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