CHAIR COLUMN
Change is our constant companion
“It is your metrics
that can either
drive or hinder your
growth, depending
on which angle you
look at them.”
As we finish up the first half of the year, the one constant that we have seen in the industry
has been change. Challenges and success can vary depending upon your location, business
size, personnel, and products. This Spring issue of Perspectives magazine looks at the first four
months of 2019, sharing trends, ideas and viewpoints on managing business through the year.
When I think about evolving the business, I look at what we can do to affect profitable
growth. As many firms have seen over the years, increased size or an increase in case count
does not necessarily result in increased profits. As Tiffany Markarian of Advantus Marketing,
shared in her Winter 2019 article on metrics in Perspectives, “It is your metrics that can either
drive or hinder your growth, depending on which angle you look at them.” We need to look
at the type of business coming through, which markets are trending as most profitable per
advisor and what we can we do to assist in the insurance consulting process to facilitate the
right business. I believe starting with business metrics is essential.
Keeping metrics in view
Understanding your case thresholds, advisor/market metrics, as well as age trends can
help in planning the second half of the year’s success. From there it is helping your team gain
perspective with these metrics to facilitate needed growth and change.
In recent years, we have seen an uptick in managing more people and things — from staff
to products and services to finances, as well as deepening relations with carriers and advisors.
Recognizing how much you are juggling within your organization, NAILBA has expanded digital
resources and NAILBA38 to be the “Go-to” for market support and networking opportunities.
We help each other
NAILBA has been working hard in these first four months to deliver additional tools,
educational resources, and discussion platforms for helping you to be more efficient
and effective. The Brokerage in Motion podcasts and webinar series on NAILBA.org offer
discussions with executives and leading figures across insurance and financial services on
trends and topics impacting the independent brokerage distribution community. NAILBA
University, along with education opportunities from NAILBA’s partners — LOMA and The
American College of Financial Services — are also great resources on NAILBA.org.
Myra J. Palmer, CLTC
NAILBA Chair
President
The Palmer Agency
Myra can be reached at
[email protected]
Recent and upcoming NAILBA.org events include:
The “Vitality” of Independent Distribution podcast
Paychecks and Playchecks webinar on retirement planning solutions
Attracting Top Talent and Managing Performance for your New Business Team webinar
Don’t Worry, Retire Happy webinar on May 21 at 10 am EST
Things to Remember about Succession Planning webinar on May 29 at 1 pm EST
Coming together
To further the networking and sharing of ideas and management tools, NAILBA38 is gearing
up to be, once again, the largest gathering for independent brokerage distribution. November
7 through November 9 at the Gaylord Texan Resort & Convention Center, NAIBLA38 will offer
educational sessions, networking opportunities and exhibits.
These first months of 2019 have reinforced the realization that change is our constant
companion in this industry. NAILBA is excited to provide insightful content, digital resources
and an engaging annual conference to help you navigate these changes and ensure your
business success.
did you know…
LIFE SETTLEMENT
BACK-OFFICE SOLUTIONS
Ashar Group is a nationally licensed seller’s
representative with access to dozens of buyers in
the regulated, institutional secondary market. Our
proprietary platform consists of pricing, underwriting,
and compliance specialists to help support, protect,
and grow your business.
BGAs
Help your clients uncover
insurance asset value to
create liquidity for investments.
Insurance Professionals
Appraise universal life and
convertible term insurance on
all policy owners age 65+.
Success Stories
Help Your Clients Avoid the Direct-Buyer Trap
Female age 91, $1M current assumptions policy issued preferred
health in 2001. Buyer-Direct Offer = $187K. Offer to Client resulting
from Ashar’s Competitive Bidding Auction = $702K
$100B+ of life insurance
face value is lapsed
every year on seniors
65 and older.
ashar group is licensed
to represent the seller
(policy owner) and
negotiate the best offer.
on average we recover
8x more than the cash
surrender value for
clients.
contact
800.384.8080
www.ashargroup.com
Qualified Life Insurance Appraisal Uncovers Added Value
Male age 74, $500K 20-year convertible term policy issued in 1990
coming to an end. Value (offer) from Insurance Carrier = $0. Offer to
Client resulting from Ashar’s Competitive Bidding Auction = $63K
L IF E SE TTL E M E N TS | P OL ICY VAL UATION S | L O N G E VI T Y S E R VI C E S
Ashar Group LLC | 1800 Pembrook Dr. | Suite 240 | Orlando, FL 32810 | 800.384.8080
6
Perspectives
Q2 2019