CONTENTS
Columns & Departments
4
6
24
CEO COLUMN Professional Development – It ’ s alive !
By Dan LaBert , NAILBA CEO
CHAIR COLUMN Time to lead
By Jason E . Lea , CFP
SALES STRATEGIES It just takes 5 words to prospect .
Features
20
28
8
Lessons learned in life Strategies for business success .
Selling to Superman
COVER STORY : Gearing up for 2022
As the saying goes , nothing happens until someone sells something . Top sales and marketing minds share ideas on how to make sales happen .
By Tim Heslin
Lots of products to sell . Key is meeting needs . By Angie Hughes , LTCP
42
44
Warming things up
By Charles K . Hirsch , CLU
DI talking points to help warm up prospect conversations .
By Patty Ball
Outside the comfort zone Ideas for selling high-limit disability insurance .
By Joseph Russo
26
52
54
INDUSTRY EVENT CALENDAR
NAILBA CHARITABLE FOUNDATION New scholarship and internship program
INDEXED LIFE INSURANCE What ’ s not being said ? Part 2
By Sheryl Moore
32
36
40
Technology ’ s impact on sales Sharing a modern blueprint for sales .
By Katherine Dease
The game ’ s afoot ! Understanding the politics and lessons in the LTC market .
By Ronald R . Hagelman , Jr ., CLTC , CSA , LTCP & Barry J . Fisher , LTCP
A shift in extended care planning Reviewing traditional vs . alternative solutions in LTC planning .
By Ryan Quante
46
49
50
Overcoming objections Addressing 4 disability insurance misconceptions .
By David Blake
Best of smaller markets Tips for growing business in smaller markets .
By Bryan W . Adams
Walking a tightrope Spotlight on medicare supplements and Plan F .
By Sylvia Gordon , JD
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 Jason E . Lea , Chair John Gilbert , Chair-Elect Victoria Van Dusen-Roos , Treasurer Seixas “ Chad ” Milner III , Immediate Past Chair
Jim Duff Jason Grover Debbie Hannam
Luke Ramsey Malcolm Sklar James Wong
NAILBA STAFF
Daniel LaBert Chief Executive Officer
Pam Sheehan Vice President , ID Media Network
Joangel Concepcion Senior Director , Membership & Digital Engagement
Katie Holder Executive Assistant
Kelly Maheu , JD Executive Director , NAILBA Charitable Foundation
Shara Wells Senior Director , Annual Meeting
Q4 2021 Volume 14 , No . 4
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 , 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 2021 Media Kit , ad rates , and terms . To learn more about additional opportunities to partner with NAILBA , contact Pam Sheehan at PSheehan @ NAILBA . org .