CONTENTS
Columns & Departments
Features
10
COVER STORY : Towering above the rest NAILBA ID 20 Award recipients share their business strategies for success .
By Pam Sheehan
4
8
CEO COLUMN Advancing the cause of financial security for all
By Dan LaBert , NAILBA CEO
CHAIR COLUMN Opportunity to lead the way
By John Gilbert
38 RELIVING THE FUN
Photo highlights from NAILBA 40
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52
NAILBA CHARITABLE FOUNDATION Celebration of donors and their support
By James J . Sorebo , CLU
NAILBA CHARITABLE FOUNDATION Showcasing grant recipients for the year
By Kelly Maheu , JD
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26
30
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36
44
48
New markets to explore Three experts share tips on expanding into a new market .
By Charles K . Hirsch , CLU
Transforming the digital experience How to optimize your business ’ technology strategy .
Digital marketing faux pas 9 common digital marketing mistakes to avoid .
By Tiffany Markarian
Sales Strategies for DI Selling in bunches covers more clients at once .
By Matthew Herz
Changing up the game with VUL A look at how product evolution and enhanced flexibility are making VUL more viable .
By Charles Arnold
Overcoming the challenges of aging Three key pillars to building a well balanced retirement plan for clients .
By Chris Orestis , CSA
Being all in Increasing placement and efficiency with the NCCM program .
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58
62
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66
Mergers , acquisitions , or other strategies How can you tell if the time is right ?
By Luke Kaplan
Premium Finance Creating opportunities with one simple question .
By Marie King Colbert , CFP , CLTC
Navigating Social Security in 2022 How funding issues may impact claiming decision and retirement strategy .
By Joe Elsasser , CFP
What women want Understanding the differences when selling to women .
By Cynthia Tidwell
From zero to 350 leads in 3 days A new approach to webinar marketing to fill your calendar with qualified prospects .
By Dave Dee
Does one kind fit all ? Things for clients to consider about annuities .
By Sheryl Moore
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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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
Q1 2022 | Volume 15 , No . 1
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 .