CHAIR COLUMN
Entering the Golden Age
In June 2019, there
were 176,000 searches
for life insurance.
Fast forward twelve
months, there were
246,000 searches.
This past quarter, I had the pleasure of delivering the opening keynote and state of
independent distribution at the first ever NAILBA Virtual Symposium. The event, Digital
Solutions During Uncertain Times, attracted more than 620 industry registrants and continues
to be downloaded by hundreds of NAILBA.org visitors. I’d like to say thank you to LexisNexis,
Insurance Technologies, Pacific Life and CareValue Inc. for their event sponsorship and the
dozens of speakers who volunteered their time providing information on touchless sales
solutions, as well as sales, distribution, underwriting and economic forecasting. It was an
outstanding event by NAILBA!
As part of my presentation, I focused on what we can control during these pandemic
times and the positive change taking place in our industry.
Golden age of life insurance
Did you know in June 2019, there were 176,000 searches for life insurance? Fast forward
twelve months, there were 246,000 searches. We could be entering the Golden Age of
Life Insurance.
Not only are carriers and advisors seeing a good amount of questions from senior
consumers regarding how the process works to get underwritten for life insurance, 73 million
baby boomers are leveraging technology and interacting in ways they never thought possible.
Embracing technology
For whatever reason, the life insurance industry has always been slow to adapt to
technology. COVID-19 has encouraged our carrier partners to leverage accelerated
underwriting, e-delivery, e-signature and increase limits. This has helped the industry
to respond to the growing consumer demand.
Another observation is private equity combined with a bear market has seen more
investment be made in the life insurance industry. Despite low interest rates, this has
helped fuel technology innovation which will further support process efficiency.
Seixas “Chad” Milner III
Board Chair
President & CEO, The Milner Group,
Lawrenceville, GA
Elevating the industry
As the 2020 Chairman of NAILBA, I’ve had the pleasure of watching our association make
adjustments to better inform and educate our industry. From the Virtual Symposium to the
ID Video Network to the professional webinars on employment law, PPP loans and emotional
intelligence, we have elevated the industry by being nimble and responsive during a time
when leadership is needed in a timely fashion.
The final few months of 2020 will offer even more value-added services. Stay tuned for
the NAILBA Case Manager Certification (September 2020) major announcement. The NAILBA
Board of Directors has reviewed this new course offering and have been very impressed. This
training (designed by senior case managers with BGA & Carrier leadership) is a game changer
for one of the most important positions to both agencies and carriers. Dare I say, the NAILBA
Case Manager Certification will even increase placement by minimum 1%? I know all of my
Case Managers will be NAILBA Certified. I recommend the same for each of your agencies.
Now more than ever, we need our case managers to become advanced case managers, solidify
their knowledge with this new certification and be ready for the Golden Age of Life Insurance.
Belong. Connect. Grow. NAILBA.
6 Perspectives Q3 2020