5
CONTENTS
COVER STORY:
Ways to Jump Start
Your Life Insurance Business!
Did you know the biggest opportunity
in life insurance is in the broad market?
1
Help your clients
fulfi ll their promises
with affordable
death benefi t
coverage, recently
repriced to be even
more competitive!
1
2
3
4
5
2
PL Promise
Conversion UL 3
Early conversion
incentives for
your clients when
they upgrade their
coverage from
PL Promise Term!
Features
4 16 Epigenetics
CEO COLUMN
Time to pay it forward!
By Dan LaBert, NAILBA CEO
6
CHAIR COLUMN
Sharing technology
insights for ensuring
industry success
By Myra J. Palmer, CLTC,
NAILBA Chair
RESOURCE
3
PL Smooth
Sailing 4
Predictable,
transparent fl uidless
underwriting for
clients at older
ages with no risk
class restrictions!
4
PL Promise
GUL 5
5
Guaranteed death
benefi t protection
at an affordable
price for the
broad market.
Make life easier with
eDelivery of Policies,
eTicket with client
voice signature,
eMarketing tools,
and more!
Pacifi c Life refers to Pacifi c Life Insurance Company and its affi liates, including Pacifi c Life & Annuity Company.
Insurance products are issued by Pacifi c Life Insurance Company in all states except New York and in New York by
Pacifi c Life & Annuity Company. Product availability and features may vary by state. Each insurance company is solely
responsible for the fi nancial obligations accruing under the products it issues. Insurance products and their guarantees,
including optional benefi ts and any crediting rates, are backed by the fi nancial strength and claims-paying ability of the
issuing insurance company. Look to the strength of the life insurance company with regard to such guarantees as these
guarantees are not backed by the broker-dealer, insurance agency, or their affi liates from which products are purchased.
Neither these entities nor their representatives make any representation or assurance regarding the claims-paying ability
of the life insurance company.
This material may not be used in New York.
Life insurance is subject to underwriting and approval of the application, and will incur monthly charges.
40 NAILBA CHARITABLE
FOUNDATION
Winning the Kentucky
Derby
Free marketing
tools make it easy
to start selling.
Contact Pacifi c Life - Lynchburg
to learn more:
(844) 238-4872 Option 3 or
LIMRA shares research on digital marketing
and what’s trending for independent advisors
looking to increase market exposure.
By Patrick T. Leary, M.B.A., LLIF
Taking it to the street! Top financial advisor
sharing experience with using technology to
attract and retain clients.
By Ayo Mseka
NAILBA BOARD OF DIRECTORS
Myra Palmer, Chair
Seixas “Chad” Milner III, Chair-Elect
Jason E. Lea, Secretary/Treasurer
Jeffrey D. Mooers, Immediate Past Chairman
John Gilbert
Debbie Hannam
Luke Ramsey
Victoria Van Dusen-Roos
James Wong
Are illustrations a help or a hindrance in closing
annuity sales? We don’t have to use them, so
should we?
NAILBA STAFF
Daniel LaBert
Chief Executive Officer
Joangel Concepcion
Director, Membership & Digital Engagement
Kelly Gormley
Director, Exhibits & Sponsorship Sales
Pam Sheehan
Senior Director, Strategic Partnerships
& Media Initiatives
Shara Wells
Manager, Annual Meeting and Member
Engagement
Life insurance and annuities are no longer
exclusive to high net worth foreign nationals.
Tips on how to think outside of the borders to
open new business and client opportunities.
By Dr. Carlos Martinez
32 Harnessing tech to enhance marketing
Practical advice from savvy marketers who
have figured out ways to use technology as a
tool to enhance marketing processes and grow
their business.
By Charles K. Hirsch, CLU
37 Life insurance planning
don’t need
Life insurance is always the first thought for key
person policies. But what happens if he or she
survives? Time to explore the importance of
key person DI.
By Joe Russo
30 Expanding beyond the borders
26 Annuity illustrations: Liability agents
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
23 Technology in action
By Sheryl J. Moore
www.nailba.org
LynInternalSales@Pacifi cLife.com
By Michelle DeClerck,
NAILBA Charitable
Foundation
Listing of industry
events for August –
October, 2019
Artificial intelligence is reshaping our everyday
lives. What’s it doing to our business now and
in the future?
By Shashank Joshi and Bryan Eshelbrenner
28 The neglected asset
20 The digital imperative
By Faisa Stafford,
President, Life Happens
42 EVENT CALENDAR
This ad is intended for Financial Professional Use Only. If you are not a Financial Professional,
please visit our public website at www.Pacifi cLife.com.
Pacifi c Life is a product provider. It is not a fi duciary and therefore does not give advice
or make recommendations regarding insurance or investment products.
Easy way to leverage
technology
Robust
eCapabilities
Marrying medical science with tech for the
happy ever after in underwriting — more risk
assessment accuracy and less invasive.
By Clint Parker
18 The Intelligent Agency
36 LIFE INSURANCE
Source: “Mass Affl uent Market: Financial Product Ownership,” LIMRA, June 2016.
PL PROMISE TERM Level Premium Term Life Insurance. Policy Form #P16LYT or ICC16 P16LYT and S16LYT 10, S16LYT
15, S16LYT 20, S16LYT 25, or S16LYT 30, based on level premium period chosen and state of policy issue.
PL PROMISE CONVERSION UL (Policy Form #P17LYCUL or ICC17 P17LYCUL, based on state of policy issue) universal
life (UL) insurance with no-lapse guarantee. Early conversion is years 1-4 for 10-year-term; 1-7 for 15-year-term; 1-9 for
20-year-term; 1-12 for 25-year-term; and 1-14 for 30-year-term. There are circumstances in which converting the client’s
existing life insurance or annuity can benefi t the client. As a life insurance producer it is your responsibility to provide your
client with detailed information as to how a conversion may affect the client’s plan of insurance. Clients should be advised
to make a careful comparison of the costs and benefi ts of the existing policy and the proposed policy to determine
whether conversion is the right decision for the client. Request additional details from your Pacifi c Life representative.
PL Smooth Sailing is available with PL PROMISE TERM Level Premium Term Life Insurance, and PL PROMISE GUL
No-Lapse Guarantee Universal Life Insurance. The total amount of life insurance coverage applied for and inforce
with Pacifi c Life may not exceed $1 million.
PL PROMISE GUL No-Lapse Guarantee Universal Life Insurance. Policy Form #P18PRUL and S18PRUL or ICC18
P18PRUL and ICC18 S18PRUL, based on state of policy issue.
Pacifi c Life’s Home Offi ce is located in Newport Beach, CA.
19-32
embrace technology? A panel of distribution, manufacturing and tech leaders
share their thoughts on tech usage now, and what to look for in the future.
By Pam Sheehan
Columns &
Departments
With over $4.9 trillion 1 in U.S. life insurance coverage gaps for the broad
market, you can help boost your business with PL Promise from Pacific Life.
PL Promise
Term 2
Sizing up technology
10
Is it a fair assessment to say that life, health and annuities have been slow to
Life insurance options and exit strategies to
maintain flexibility in planning as life evolves.
By Jon B. Mendelsohn
38 Added benefits of tracking commissions
Discover the added-benefits of using technology
for tracking commissions.
By Shane Brown
Q3 2019
Volume 12, No. 3
PERSPECTIVES STAFF
EDITORIAL AND CONTENT:
Pam Sheehan • [email protected]
LAYOUT AND DESIGN:
Tim Ingersoll • [email protected]
PRINTING AND DISTRIBUTION:
Clare Printing • www.clareprint.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].