NAILBA Perspectives Spring 2019 - Page 6

CHAIR COLUMN Change is our constant companion “It is your metrics that can either drive or hinder your growth, depending on which angle you look at them.” As we finish up the first half of the year, the one constant that we have seen in the industry has been change. Challenges and success can vary depending upon your location, business size, personnel, and products. This Spring issue of Perspectives magazine looks at the first four months of 2019, sharing trends, ideas and viewpoints on managing business through the year. When I think about evolving the business, I look at what we can do to affect profitable growth. As many firms have seen over the years, increased size or an increase in case count does not necessarily result in increased profits. As Tiffany Markarian of Advantus Marketing, shared in her Winter 2019 article on metrics in Perspectives, “It is your metrics that can either drive or hinder your growth, depending on which angle you look at them.” We need to look at the type of business coming through, which markets are trending as most profitable per advisor and what we can we do to assist in the insurance consulting process to facilitate the right business. I believe starting with business metrics is essential. Keeping metrics in view Understanding your case thresholds, advisor/market metrics, as well as age trends can help in planning the second half of the year’s success. From there it is helping your team gain perspective with these metrics to facilitate needed growth and change. In recent years, we have seen an uptick in managing more people and things — from staff to products and services to finances, as well as deepening relations with carriers and advisors. Recognizing how much you are juggling within your organization, NAILBA has expanded digital resources and NAILBA38 to be the “Go-to” for market support and networking opportunities. We help each other NAILBA has been working hard in these first four months to deliver additional tools, educational resources, and discussion platforms for helping you to be more efficient and effective. The Brokerage in Motion podcasts and webinar series on offer discussions with executives and leading figures across insurance and financial services on trends and topics impacting the independent brokerage distribution community. NAILBA University, along with education opportunities from NAILBA’s partners — LOMA and The American College of Financial Services — are also great resources on Myra J. Palmer, CLTC NAILBA Chair President The Palmer Agency Myra can be reached at [email protected] Recent and upcoming events include: The “Vitality” of Independent Distribution podcast Paychecks and Playchecks webinar on retirement planning solutions Attracting Top Talent and Managing Performance for your New Business Team webinar Don’t Worry, Retire Happy webinar on May 21 at 10 am EST Things to Remember about Succession Planning webinar on May 29 at 1 pm EST Coming together To further the networking and sharing of ideas and management tools, NAILBA38 is gearing up to be, once again, the largest gathering for independent brokerage distribution. November 7 through November 9 at the Gaylord Texan Resort & Convention Center, NAIBLA38 will offer educational sessions, networking opportunities and exhibits. These first months of 2019 have reinforced the realization that change is our constant companion in this industry. NAILBA is excited to provide insightful content, digital resources and an engaging annual conference to help you navigate these changes and ensure your business success. did you know… LIFE SETTLEMENT BACK-OFFICE SOLUTIONS Ashar Group is a nationally licensed seller’s representative with access to dozens of buyers in the regulated, institutional secondary market. Our proprietary platform consists of pricing, underwriting, and compliance specialists to help support, protect, and grow your business. BGAs Help your clients uncover insurance asset value to create liquidity for investments. Insurance Professionals Appraise universal life and convertible term insurance on all policy owners age 65+. Success Stories Help Your Clients Avoid the Direct-Buyer Trap Female age 91, $1M current assumptions policy issued preferred health in 2001. Buyer-Direct Offer = $187K. 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