continued articles
MYRA’S PERSPECTIVE CONTINUED FROM PG. 5
are participating or are in the process of
participating in the NAIFA-supported U.S.
Department of Veteran Affairs Examination
Reimbursement Program that reimburses
military veterans for the cost of taking the
insurance producer licensing exam. We will
continue to strengthen this relationship
and keep NAILBA members apprised of what
their state and federal legislators may be
considering for our industry.
NAILBA’s Annual Meeting gives us all
a barometer on health and trends of
independent brokerage distribution model.
The NAILBA Annual Meeting is where
executives, principals and industry insiders
gather to hear cutting edge business and
technology perspectives from around the
country.
#NAILBA38 will be the largest and most
important gathering of independent
life brokerage agencies this year. From
member agency principals and staff, to
insurance carrier C-level executives, and
senior leadership from more than 100+
sponsors and exhibitors who provide
BGA technologies and services, NAILBA’s
Annual Meeting is where the brokerage
industry meets, where relationships are
built. NAILBA 38 is where our industry will
get business done! Registration will open
in May 2019, be sure to register, not only
you but your agency leadership and key
personnel. The new format offers value for
all BGA employees.
NAILBA’s founders had a maverick
mentality that is still relevant and still
exists in your 2019 Board of Directors.
Join forces with our young, energetic,
innovative, dedicated, and imaginative
industry professionals. Help us help you
reach your goals in 2019!
By belonging to NAILBA you
• Help determine the future of
independent brokerage;
• Make a difference across our industry
and in communities nationwide;
• Keep our Association (and our
Charitable Foundation) going strong;
And always remember, NAILBA has your
back.
Belong. Connect. Grow.
Sincerely,
MYRA PALMER
2019 NAILBA CHAIR
3 METRICS BGAS SHOULD CONSIDER CONTINUED FROM PGS. 8-9
What we hope you might consider is looking beyond the bottom line with metrics and truly digging into your story. It may take some detective
work, but you could be sitting on emerging markets or growth opportunities and not seeing the picture fully. It’s an analysis worth considering
and a productive exercise to conduct with your entire team.
PERSPECTIVES FROM SHERYL MOORE CONTINUED FROM PG. 12
contracts limit the potential losses from rider charges by not allowing the charge to invade the principal on the contract, while several
other products limit losses to the Minimum Guaranteed Surrender Value on the contract.
Steve: Is the value of FIA income riders worth the cost the policy owners pay?
Sheryl: I believe the answer to that depends on the policyholder and their individual situation. However, annuitization often provides
a greater “paycheck for life” amount, compared to Guaranteed Lifetime Withdrawal Benefit payments. One must consider that the client is
paying for flexibility with the GLWB. That being said, many would say that flexibility is worth the price to them. Given that I brought GLWBs into
the fixed annuity market, I would elect for annuitization. I understand the rules and limitations of annuitization, and I am happy to abide by
them.
HOW TO SELL DISABILITY INCOME INSURANCE CONTINUED FROM PG. 28
“feature preacher”. You should concentrate on selling the need, based on emotion, rather than only focusing on the logic or the dollar
values of the contract.
REBUT TAL SKILLS
Great, you got in front of a prospect to make your pitch and explain the product, but you haven’t yet “sold” the concept. Remember,
no one wants to be sold, they want to buy. Since very few prospects will immediately say yes after the initial presentation, no matter
how good it was, you must be skillful enough to elicit their objection(s) because without them, you really have no way of continuing.
Now that you’ve heard their objection, do you put your head down and run? Of course not! Instead, hopefully you’ve got several good
rebuttals in your bag, for anything the prospect can throw at you.
In conclusion, by employing these new-found tools, you should immediately see an increase in commissions and your closing ratios.
But more importantly, you’ll see an increased satisfaction in the fact that you have provided a very important product to your client’s
financial portfolio and income protection – which all financial planners say, ‘is the cornerstone of all financial planning!’
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