NAILBA Perspectives Spring 2019 | Page 2

CONTENTS Varying views 10 As the second half of 2019 begins, a panel of industry leaders from COVER STORY: Foreign National Market: varying sized agencies share their perspectives on the trends, carrier relationships, and adjustments for finishing the year strong. By Pam Sheehan Columns & Departments Features 4 14 Take the 90-Day DI Challenge CEO COLUMN LifeMark, ICMG, IDA, NBA & TMA… Oh my! 6 8 17 Today, the need for life insurance is not exclusive to high net worth foreign nationals. NWL® is expanding to meet those needs. • Initial requirements include a U.S. bank account established for at least six months, a U.S. address, a nexus, and must be from an approved country.* EVENT CALENDAR Listing of industry events for May – August, 2019 FOUNDATION Calling all superheroes By Robin Landers, CLU, President, NAILBA Charitable Foundation To best or not to best…that is the question… Or is it? By Kim O’Brien 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. NAILBA STAFF Daniel LaBert Chief Executive Officer Kathy Allison Director, Membership and the Foundation Seixas “Chad” Milner III, Chair-Elect Jason E. Lea, Secretary/Treasurer Jeffrey D. Mooers, Immediate Past Chairman John Gilbert Debbie Hannam For producer use only. This document has not been approved under the advertising laws of your state for dissemination to individual purchasers. Content is king, especially in social media. Discover content tips for creating ongoing connectivity with your target market. By Tiffany Markarian 11325 Random Hills Road, Suite 110 Fairfax, VA 22030 • (703) 884-1525 NAILBA BOARD OF DIRECTORS Understanding the facts and being able to dispel the myths around long-term care (LTC) paves the way for productive prospect conversations and stronger retirement strategies for your clients. By Tracey Edgar, RN, BSN, CLTC. 20 Never run out of social media content Myra Palmer, Chair FN-1030 18 Myths & facts of LTC protection 24 NAILBA CHARITABLE * Subject to traditional underwriting guidelines Expand your opportunities Being in a business that thrives upon relationships, several top producers share their thoughts on expectations and what makes a healthy relationship with a wholesaler. By Charles K. Hirsch, CLU Strengthening advocacy, professional development through NAIFA/NAILBA partnership 26 REGULATORY No minimum asset requirements - subject to underwriting guidelines NEWS By Emily Holbrook • 16 Top producers talk about their wholesaler relationships CHAIR COLUMN Change is our constant companion By Myra J. Palmer, CLTC, NAILBA Chair Face amounts starting at $250,000 With May being Disability Insurance Awareness Month, it is time to raise awareness for DI. Find tips and tools for accelerating your DI business. By Joe Russo By Dan LaBert, NAILBA CEO an expanding opportunity • Luke Ramsey Victoria Van Dusen-Roos James Wong Ana M. Carreras Manager, Finance and Administration Joangel Concepcion Director, Digital Strategy Pam Sheehan Director, Content and Strategic Partnerships Ellen Toups Director, Advertising, Exhibits and Sponsorships Shara Wells Manager, Annual Meeting and Member Engagement 22 Managing the marketing details Advisors can miss the mark when it comes to successful marketing. Include these critical ingredients to ensure campaign success. By Kim Magdalein 27 Mining your book of business Seniors are prone to throwing away one of the most valuable assets they own because they don’t realize the secondary market value. Understand who are the ideal candidates and the policy review value chain for life settlements. By Chris Orestis 28 Understanding indexed life illustrations A look at the question plaguing the life insurance industry since IUL began — what rate is cash value growth of indexed life insurance products illustrated? By Sheryl J. Moore 30 Life Lessons – Don’t take it personally Let’s keep it in perspective, there is a fine line between being passionate about the work and feeling personally responsible for what is ultimately the client’s decision on buying. By Charles K. Hirsch, CLU Q2 2019 Volume 12, No. 2 PERSPECTIVES STAFF EDITORIAL AND CONTENT: Pam Sheehan • [email protected] LAYOUT AND DESIGN: Tim Ingersoll • [email protected] PRINTING AND DISTRIBUTION: Clare Printing • 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 Perspectives 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 Perspectives for our 2019 Media Kit for ad rates, terms or to easily download a Perspectives advertising contract. To learn more about additional opportunities to partner with us, contact Pam Sheehan at [email protected].