contents
Features
6
New NAILBA, New Year, New Leadership
The brokerage industry marched into 2019 with
new leadership taking helm of NAILBA and our
philanthropic arm.
8
3 Metrics BGAs Should Consider
Advantus Marketing’s Tiffany Markarian shares
her perspective on what metrics agency principals
should consider when measuring their firm’s
growth and performance.
TIFFANY MARKARIAN
10
Hey Life Insurance Industry… Nobody Cares!
SwissRe’s Chris Behling shares his perspective and
tips on how you can get your clients to focus on
their financial well-being by going to them, not
waiting on them to come to you.
13
NAILBA 37 Highlights
Re-experience the energy and enthusiasm of
NAILBA 37 in our special insert commemorating
the official convention for independent brokerage
distribution.
26
Mooers Award
In 1998, Michael Tessler became the youngest
NAILBA chairman. 20 years later, Tessler is
awarded the brokerage industry’s highest honor.
28
How to Sell Disability Income Insurance
Disability Income Insurance expert Larry
Schneider shares how fine-tuning your product
knowledge, presentation and rebuttal skills can
help you sell more DI policies.
LARRY SCHNEIDER
CHRIS BEHLING
11
Departments
3
CEO INSIGHTS
Belong. Connect. Grow.
5
Chair’s Insights
Preparing the Brokerage
Industry for Change
STEVE SAVANT
30
Will Disclosure Bring Closure?
MARK VALENTINI
25
Member Resources
Upcoming NAILBA webinars
34 Calendar of Events
DAN LABERT
MYRA PALMER
32
Steve Savant Interview with Sheryl Moore on
Fixed Annuities
Syndicated financial columnist and consumer
talk show host Steve Savant ask Indexed Product
Rockstar Sheryl Moore to set the record straight on
a few contentious points within both the industry
and public domain regarding Fixed Indexed
Annuities (FIAs).
Foundation Perspective
NAILBA Charitable Foundation
Update
ROBIN LANDERS
ON THE COVER: A waddle of penguins
marching around NAILBA’s ice sculpture
in their enclosed penguin habitat during
our NAILBA 37 Sponsors’ Reception at
SeaWorld’s Antarctica: Empire of the
Penguin.
“Brokerage Comes Marching In” pays
homage to the slogan for NAILBA’s Sixth
Annual Meeting. Over 30 years ago, the
Fairmont Hotel in New Orleans played host
to NAILBA 6, November 11 – 13, 1987.
4 perspectives WINTER 2019
29
When’s the Best Time to Get Disability
Insurance Or, To Discontinue It?
DI specialist Larry Schneider examines when is the
best time for your clients to purchase DI Insurance,
or when to discontinue, or reconfigure the policy.
LARRY SCHNEIDER