Perspectives Q2 2022 Perspectives Q2 2022 | Page 3

Columns & Departments
Features

CONTENTS

Columns & Departments
4
6
CEO COLUMN Time to make your voice heard
By Dan LaBert , NAILBA CEO
CHAIR COLUMN Just like that ...
By John Gilbert
Features
16

8

Setting up success

COVER STORY : What are consumers hungry for ?

Sales trends suggest we are back to the bread and butter basics of selling life insurance . The current class of ID 20 Award winners share their thoughts on how to sweeten up the second half of 2022 .
By Pam Sheehan
Strategies to ensure clients ’ goals are met through accelerate underwriting .
By Marie King Colbert , CFP ®, CLTC ®
32
Stop reinventing the wheel How APIs and embedded technology are making streamlined sales processes a reality .
By Katherine Dease
18 42
48
INDUSTRY EVENT CALENDAR
TRENDS IN THE BGA MARKET New study by LIMRA and NAILBA explores shifting priorities and redefining the future
By John Carroll
PUTTING VUL BACK ON THE TABLE Excerpts from NAILBA 40 ’ s virtual panel on VUL
By Charles Arnold
20
24
26
Lessons from the senior market Time to take notes from the new tech-savvy seniors .
By Charles K . Hirsch , CLU
The undermining effect of inflation Why clients maybe more interested in helping their top earners protect their incomes .
By Adam Mahnen
Nurturing the hero Two industry experts discuss getting back to basics to help close the coverage gap .
By Pam Sheehan
36
38
40
Compliance with regulations A necessary evil that ’ s good for business .
By Maureen James , FLMI , AIRC , ACS
Unleashing the sales process Four ways a hybrid platform enables BGAs to refocus on high-value transactions and clients .
By Matt Essick
Rethinking BGA opportunities Time to stay in your lane or adapt new business model to appeal to other advisors ?
By Tiffany Markarian
54
FOR THE LOVE OF
ANNUITIES
Four reasons why true fiduciaries love annuities
By Sheryl Moore
30
A look at living benefits
Filling the gap left behind by GoFundMe .
By Samuel Howe
52
Long-term care
The importance of being the Chief of Expectations .
By Dennis Martin
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 .
10304 Eaton Place , Suite 100 , # 1022 , Fairfax , VA 22030 • ( 703 ) 884-1525
www . nailba . org
NAILBA BOARD OF DIRECTORS John Gilbert , Chair Victoria Van Dusen-Roos , Chair-Elect James Wong , Treasurer Jason E . Lea , Immediate Past Chair
Jim Duff Jason Grover Debbie Hannam
Luke Ramsey Malcolm Sklar
NAILBA STAFF
Daniel LaBert Chief Executive Officer
Pam Sheehan Vice President , ID Media Network
Joangel Concepcion Senior Director , Membership & Digital Engagement
Katie Holder Director , Operations & Special Projects
Kelly Maheu , JD Executive Director , NAILBA Charitable Foundation
Shara Wells Senior Director , Annual Meeting
Q2 2022 | Volume 15 , No . 2
PERSPECTIVES TEAM
PUBLISHER / EDITOR : Pam Sheehan • PSheehan @ nailba . org
ASSISTANT EDITOR : Katie Holder • kholder @ 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 , 10304 Eaton Place , Suite 100 , # 1022 , 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 .
ADVERTISING : Please visit NAILBA . org / Perspectives for 2022 Media Kit , ad rates , and terms . To learn more about additional opportunities to partner with NAILBA , contact Pam Sheehan at PSheehan @ NAILBA . org .