CONTENTS
Columns & Departments
Features
10
COVER STORY : Leaving 2020
Driving home a message of assurance — best practices shared by top-producing advisors and a successful brokerage general agency .
By Charles K . Hirsch , CLU
4
8
CEO COLUMN Microlearning in a Netflix world
By Dan LaBert , NAILBA CEO
CHAIR COLUMN Give , Gain , Grow . By Seixas “ Chad ” Milner III
38 COMMENTARY Unlocking life insurance
distribution potential By David Nicolai
40
46 48
COMMENTARY ON LIFE Time to ask questions By Charles K . Hirsch , CLU
EVENT CALENDAR
NAILBA CHARITABLE FOUNDATION Donor support and 2020 grant recipients
By Robin Landers Charitable Foundation
16
20
22
24
26
29
IUL after AG 49A : Experts decipher impact of upcoming AG 49A . By Jason Konopik F . S . A ., MAAA and Louis Slagle
Move away from the kitchen table Learning how to use low tech to compliment hi tech sales solutions .
By Sylvia Gordon , JD
Raising emotional intelligence How showing a little EI creates client trust .
By Brandon Heckert
Marketing strategies for 2021 Use social tools and strategies to amplify your message in the new virtual norm .
By Katie Godbout
Marching to a different drum As the Senior Market continues to accelerate , we are learning ways to march on differently for continued growth into 2021 .
By Angie Hughes , LTCP
The 5 Ws of LTC planning The latest industry-wide survey took the market pulse to better understand where we go from here with long-term care .
By Barry J . Fisher , LTCP and Ronald R . Hagelman , Jr ., CLTC , CSA , LTCP
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32
34
36
42
44
What ’ s better than a paycheck for life ? If prospects haven ’ t heard of annuities , here are some great things to spark interest .
By Sheryl Moore
Embracing the Amazon way With heightened public awareness for how illness can impact one ’ s income , now is the time to talk disability insurance solutions .
By John Nichols and Bryan Orr
The uncomfortable truth Revisiting the impacts of COVID-19 . How the pandemic is causing double digit increases in the disability insurance market .
By Trish Boon
Creative tech considerations Going beyond the cool factor to discuss best practices for insurance agent apps .
By Krish V . Krishnan
Hosting a meeting Checklist of responsibilities and liabilities .
By Michelle DeClerck , CMP
Increasing diversity Reexamining how diversity needs to be more than a mindset .
By Brenton D . Harrison
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 . |
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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 John Gilbert , Treasurer Victoria Van Dusen-Roos , Secretary Myra Palmer , Immediate Past Chair
Jim Duff Jason Grover Debbie Hannam
Luke Ramsey Malcolm Sklar James Wong
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 Sales
Katie Holder Executive Assistant
Ellen Toups , CMP Director , NAILBA Charitable Foundation
Shara Wells Director , Annual Meeting
Q4 2020 Volume 13 , No . 5
PERSPECTIVES TEAM
EDITORIAL CONTENT AND SALES : Pam Sheehan • PSheehan @ nailba . org
LAYOUT AND DESIGN : Tim Ingersoll • tim @ tsolldesign . com
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 PSheehan @ NAILBA . org with further questions .
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