CONTENTS
18
SPECIAL SERIES:
Addressing the Why Factor
Second part of three-part series on today’s business practices and challenges
with contributions from NAILBA’s ID Twenty Award winners.
By Pam Sheehan, NAILBA
Columns &
Departments Features
4
CHAIR COLUMN
Support through
challenging times
By Seixas “Chad”
Milner III
6
10 How the year is tracking
CEO COLUMN
Raising the bar
on: Employee
engagement
By Dan LaBert,
NAILBA CEO
40 LEGISLATION
28 Running a ‘Virtual Sales Operation’
FOUNDATION
It’s that time again!
By Robin Landers, CLU,
President, NAILBA
Charitable Foundation
Strategic plans are a wonderful tool if you have
all pieces in place. Ways to build action plans
and KPIs for success.
Now more than ever, it is important to have
resilience planning and evaluate digital
support. Three critical areas to review.
By Tiffany Markarian
38 Social Media on a budget
You don’t need a huge budget or ad agency
to market your business. Check out these
resources for social engagement.
By Matt Essick
30 Accessibility, flexibility... and certainty
Ways to help clients find certainty during
uncertain times with long-term care protection.
By Ana Sofia Rodriquez, D. MBA
44 The annuity sky isn’t falling
By Jeff Levin
A look at what it is, and why it’s worth it for
both financial professionals and their clients.
46 A flight to safety in a time of crisis
By Matthew Drinkwater, Ph.D.
34 Client relations 101 revisited
Focusing on financial instruments that
guarantee a paycheck, for life — annuities as
the retirement safety for today.
By Sheryl Moore
32 Holistic planning
47 EVENT CALENDAR
50 NAILBA CHARITABLE
By Charles K. Hirsch, CLU
Post-SECURE Act
& Excess RMDs
By Joe Elsasser,
CFP, Covisum
Producers and wholesaler discuss industry
expectations and business ideas pre and during
COVID-19 pandemic.
36 The missing component
Understanding available solutions for
navigating these difficult times for you and
your clients.
By Chris Orestis
Identifying critical moments for ensuring strong
client relations throughout a client’s journey.
By Jonathan Farrington
48 Bending toward flexible solutions
With no way to predict what lies ahead,
flexibility is key. Trends in linked-benefits
reviewed.
By Brandon Heskett, CLTC
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
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 & Sponsorship Sales
John Gilbert, Treasurer
Victoria Van Dusen-Roos, Secretary
Myra Palmer, Immediate Past Chair
Andrea Caruso Luke Ramsey
Jason Grover Malcolm Sklar
Debbie Hannam James Wong
Katie Holder
Executive Assistant
Ellen Toups, CMP
Director, NAILBA Charitable Foundation
Shara Wells
Director, Annual Meeting
Q2 2020
Volume 13, No. 2
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,
11325 Random Hill Road, Suite #110, 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
[email protected] with further questions.
ADVERTISING: Please visit NAILBA.org/
Perspectives for 2019 Media Kit, ad rates,
and terms. To learn more about additional
opportunities to partner with NAILBA, contact
Pam Sheehan at [email protected].