CEO COLUMN
Professional Development
It ’ s alive !
Next time an employee asks about an upcoming conference , take a step back and consider the potential benefits to the company , not to forget the need for interaction .
Dan LaBert , CEO NAILBA DLaBert @ nailba . org
This past September , I had the pleasure of attending the BSMG 20th Annual Charity Invitational hosted by Brokers ’ Service Marketing Group in Providence , Rhode Island . The BSMG Annual Charity Invitational is an educational , dynamic , and rewarding premier broker event , blended with carrier partners , the BSMG team and various event speakers . As you may know , Jason Lea is the Chief Executive Officer of BSMG and the 2021 Chairman of NAILBA . This was my first industry event in some time . I heard someone say , “ I ’ ve never been so excited for a life insurance event .” So true !
The art of presenting
In addition to the invited brokers , 15 different carrier executives were in attendance and all shared the latest home office updates . One highlight of the outdoor event was keynote speaker Terri Sjodin , one of America ’ s most highly sought-after female speakers , who has trained and motivated thousands of people from all over the world . She is also the author of several books , including , Small Message , Big Impact , which recently hit the best sellers ’ lists from New York Times , Wall Street Journal , and USA Today . Coincidentally , Terri is a NAILBA 40 main stage keynote speaker sponsored by North American Company .
Terri ’ s presentation at the BSMG event was “ The Art of Presenting Persuasively .” It included an overview of the 12 Biggest Sales Presentation Mistakes . Without giving away the “ secret sauce ,” her presentation was interactive and sassy . The audience engaged in a discussion , recognizing mistakes which interfere with the ability to create a compelling message . Whether you are presenting in-person or virtual , Terri addressed ( or should I say “ warned against ”) everything from “ winging it ” to informative vs persuasive to failing to close .
Valuable insights I couldn ’ t help but notice , almost every person under the tent ( from broker to head of distribution ), was taking notes , raising their hands and conversing on examples .
Not only has the pandemic starved us of professional events and the obvious face to face interaction , but the opportunity to continue our professional development . Do not get me wrong , on-line professional development is very effective . In fact , the NAILBA Case Manager certification is 100 % on-line and has certified over 100 case managers from 60-70 agencies . However , NAILBA is also planning a future in-person Case Manager Symposium because we see the need for in-person professional development combined with networking around likeminded colleagues . Professional development helps us continue to not only be competent in our profession , but also excel in it .
In addition to agency and carrier events , associations like NAILBA , NAIFA , FINSECA , WIFS to name a few , provide valuable opportunities for professional development . Employers who invest in their employees and encourage attendance at industry events are ultimately strengthening the backbone of their business . The next time an employee asks about an upcoming conference or seminar , take a step back and consider the potential benefits to the company , not to forget the need for interaction as we fight through the impact Covid has had on all of us .
I look forward to seeing you at # NAILBA40 !
4 Perspectives Q4 2021