CONTENTS
Varying views
10
As the second half of 2019 begins, a panel of industry leaders from
COVER STORY:
Foreign National Market:
varying sized agencies share their perspectives on the trends, carrier
relationships, and adjustments for finishing the year strong.
By Pam Sheehan
Columns &
Departments Features
4 14 Take the 90-Day DI Challenge
CEO COLUMN
LifeMark, ICMG, IDA, NBA
& TMA… Oh my!
6
8
17
Today, the need for life insurance is not
exclusive to high net worth foreign nationals.
NWL® is expanding to meet those needs.
• Initial requirements include a U.S. bank account
established for at least six months, a U.S. address, a
nexus, and must be from an approved country.*
EVENT CALENDAR
Listing of industry events for
May – August, 2019
FOUNDATION
Calling all superheroes
By Robin Landers, CLU, President,
NAILBA Charitable Foundation
To best or not to best…that is
the question… Or is it?
By Kim O’Brien
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.
NAILBA STAFF
Daniel LaBert
Chief Executive Officer
www.nailba.org Kathy Allison
Director, Membership and the Foundation
Seixas “Chad” Milner III, Chair-Elect
Jason E. Lea, Secretary/Treasurer
Jeffrey D. Mooers, Immediate Past Chairman
John Gilbert
Debbie Hannam
For producer use only. This document has not been approved under the advertising laws of your state for dissemination to individual purchasers.
Content is king, especially in social media.
Discover content tips for creating ongoing
connectivity with your target market.
By Tiffany Markarian
11325 Random Hills Road, Suite 110
Fairfax, VA 22030 • (703) 884-1525
NAILBA BOARD OF DIRECTORS
nwlforeignnationalmarket.com
Understanding the facts and being able to
dispel the myths around long-term care
(LTC) paves the way for productive prospect
conversations and stronger retirement
strategies for your clients.
By Tracey Edgar, RN, BSN, CLTC.
20 Never run out of social media content
Myra Palmer, Chair
FN-1030
18 Myths & facts of LTC protection
24 NAILBA CHARITABLE
* Subject to traditional underwriting guidelines
Expand your opportunities
Being in a business that thrives upon
relationships, several top producers
share their thoughts on expectations
and what makes a healthy relationship
with a wholesaler.
By Charles K. Hirsch, CLU
Strengthening advocacy,
professional development
through NAIFA/NAILBA
partnership
26 REGULATORY
No minimum asset requirements - subject to
underwriting guidelines
NEWS
By Emily Holbrook
• 16 Top producers talk about their
wholesaler relationships
CHAIR COLUMN
Change is our constant
companion
By Myra J. Palmer, CLTC,
NAILBA Chair
Face amounts starting at $250,000
With May being Disability Insurance
Awareness Month, it is time to raise
awareness for DI. Find tips and tools
for accelerating your DI business.
By Joe Russo
By Dan LaBert, NAILBA CEO
an expanding opportunity
•
Luke Ramsey
Victoria Van Dusen-Roos
James Wong
Ana M. Carreras
Manager, Finance and Administration
Joangel Concepcion
Director, Digital Strategy
Pam Sheehan
Director, Content and Strategic Partnerships
Ellen Toups
Director, Advertising, Exhibits and Sponsorships
Shara Wells
Manager, Annual Meeting and Member
Engagement
22 Managing the marketing details
Advisors can miss the mark when it comes to
successful marketing. Include these critical
ingredients to ensure campaign success.
By Kim Magdalein
27 Mining your book of business
Seniors are prone to throwing away one
of the most valuable assets they own
because they don’t realize the secondary
market value. Understand who are the ideal
candidates and the policy review value chain
for life settlements.
By Chris Orestis
28 Understanding indexed life illustrations
A look at the question plaguing the life
insurance industry since IUL began —
what rate is cash value growth of indexed
life insurance products illustrated?
By Sheryl J. Moore
30 Life Lessons – Don’t take it personally
Let’s keep it in perspective, there is a fine line
between being passionate about the work
and feeling personally responsible for what is
ultimately the client’s decision on buying.
By Charles K. Hirsch, CLU
Q2 2019
Volume 12, No. 2
PERSPECTIVES STAFF
EDITORIAL AND CONTENT:
Pam Sheehan • [email protected]
LAYOUT AND DESIGN:
Tim Ingersoll • [email protected]
PRINTING AND DISTRIBUTION:
Clare Printing • www.clareprint.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,
11325 Random Hill Road, Suite #110, 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
[email protected] with further questions.
ADVERTISING: Please visit NAILBA.org/
Perspectives for our 2019 Media Kit for ad rates,
terms or to easily download a Perspectives
advertising contract. To learn more about
additional opportunities to partner with us,
contact Pam Sheehan at [email protected].