CONTENTS
Genie in the bottle
12
Three-part series on business opportunities and challenges with contributions
SPECIAL SERIES:
from NAILBA’s ID Twenty Award winners — the inaugural class of 2019.
Columns &
Departments
4
CEO COLUMN
6
8
Raising the bar on
client servicing
By Dan LaBert,
NAILBA CEO
Features
By Seixas “Chad”
Milner III
32 LEGISLATION
Senior Safe Act
explained
By Mike Hedge,
Director – Government
Relations, NAIFA
49 EVENT CALENDAR
35 Pictorial highlights from NAILBA 38
42 Death benefit claim fail
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
Diversity and inclusion aren’t just the right thing,
they’re smart business! Ideas for niche marketing.
By Brian Haney, CFS, CIS, CFBS, CLTC, LACP
personalized needs
First and only product offers tools, resources and
support for those with diabetes.
By Karin Egan
23 Differentiating your messaging and methods
Innumerable ways to reach prospects, but few
ways to stand out. Advice on building awareness.
By Bhupinder Anand
26 Blinders off; Blinker on
Immigrants are a growing segment of
entrepreneurs. Learn where to look for business.
By Christopher Guerlin
27 Benefits to niche practices
Narrowing your focus with hyper-targeting is
offering advisors big business growth.
By Joe Elsasser, CFP
28 You say Niche, I say Not!
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.
Long-term care isn’t reserved for certain agents to
sell. Incorporate into your offerings.
By Angie Hughes, LTCP
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
In 2018, 16.3 million provided 18.5 billion hours of
unpaid care. Time to discuss LTC with them.
By Tracey Edgar, RN, BSN, CLTC
22 Impacting consumers with
FOUNDATION
By Robin Landers, CLU,
President, NAILBA
Charitable Foundation
31 Spotlight on Cindy Gentry
46 NAILBA CHARITABLE
We are builders!
Obvious value in high net-worth business. Advice
from experts on different ways to reach the top.
By Charles K. Hirsch, CLU
30 Marketing to caregivers – selling to women
20 Diverse niches can mean riches
CHAIR COLUMN
Continuing
momentum –
Introducing the 2020
NAILBA Board of
Directors
Scaling the high net-worth mountain
Katie Holder
Executive Assistant
Ellen Toups, CMP
Director, NAILBA Charitable Foundation
Shara Wells
Director, Annual Meeting and Member
Engagement
The Douglas Mooers Award for Excellence winner
reflects on the business and its future.
By Nona Phinn
Lessons learned in a painful way for not reviewing
life insurance policies.
By Sheryl Moore
44 Gaining traction with target marketing
Ask J.A.M.E.S to determine if a market qualifies as
a good target for you.
By Tiffany Markarian
45 Five Tips for Millennial marketing
How to connect with Millennials by matching up
to attributes they value.
By Marc Glickman, FSA, CLTC
48 Recruiting Millennials into the industry
Five questions to ask yourself when recruiting
Millennials into the industry.
By Stephen Tarr, CLU, ChFC, CAP, RICP
50 Insurance intermediaries
A look at intermediaries in China and the driving
forces behind its growth.
By Bill Sheng
Q1 2020
Volume 13, No. 1
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,
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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].