NAILBA Perspectives - September/October 2014 - (Page 11)
ceo insights
Perspectives is published for the
National Association of Independent
Life Brokerage Agencies
11325 Random Hills Road, Suite 110
Fairfax, VA 22030
(703) 383-3081
www.nailba.org
NAILBA BOARD OF DIRECTORS
Barbara Crowley
Chairman
David Long
Chair-Elect
Change...Again
George C. Van Dusen IV
Secretary/ Treasurer
Raymond S. Phillips, Jr., CLU, LTCP
Immediate Past Chairman
Michael C. Bellig, JD, CLU
Joseph Bosnack
Thomas L. Gilbert, CLU, ChFC, LTCP
Melinda S. Meyer
Ben Nevejans
Jeffrey D. Mooers
Thomas Riekse, Jr.
James Sorebo
Stephen F. Walther
NAILBA EDITORIAL ADVISORY PANEL
JACK CHIASSON, CAE
NAILBA CHIEF EXECUTIVE OFFICER
Scott Blumberg
Michael Cohen, CLU
Christi M. Daughenbaugh
David Johnston
Sheri Leaders
JACK
John McWilliamsCHIASSON, CMP
NAILBA EXECUTIVE DIRECTOR
Melinda S. Meyer
Jeffrey D. Mooers
Lori Payne
Laurie B. Prevette
Thomas Riekse, Jr.
Michael Tessler
NAILBA STAFF
Jack Chiasson, CAE
Chief Executive Officer
Kathy Allison
Director, Membership and the Foundation
Susan D. Haning, CEM, CMP
Director, Business Development
Susan Klemmer
Deputy Chief Executive Officer
Rachel C. Marineau, CMP
Manager, Meetings and Education
Meredith Maslich
Administrative Coordinator
Sarah O'Hanley
Manager, Exhibits, Sponsorships
and Advertising
John Tong
Director, Administration and Operations
Editor: Susan Klemmer
sklemmer@nailba.org
Advertising: Susan D. Haning, CEM, CMP
shaning@nailba.org
Design and Production: Blue House
www.bluehouse.us
Creative Director: Elinor Van Dyck
elinor@bluehouse.us
Designer: Jessica Feirtag
jessica@bluehouse.us
A
s I write this, it is 90something degrees outside,
and the humidity is getting
close to unbearable. I am so glad that
NAILBA allows me to work indoors!
I hope that you all are comfortable
where you are.
Let's talk about change for a
while. I know, I know...we are
ALWAYS talking about change!
I agree. But unfortunately-or
perhaps fortunately, depending on
your outlook-change is a huge part
of our lives, both personally and
professionally. It's what we DO with
the changes that are presented to us
that can be the hard part.
I know BGAs have seen a lot of
change in the industry over the past
few years. I know that you have had
significant ups and downs in the
business that you write-many of
you tell me that when we talk. I've
heard a boat-load (that's a technical
term) of reasons for this, and I'm
at least fairly sure that you are all
correct in your assessments. So my
question is this-what did you DO
to manage that change?
Let's go back a little further in
time. Are you all doing business
exactly the same way that you did
5 years ago? 10? 20? I have heard
from quite a few folks that their
businesses are very different now.
Many of you have added a retail
or direct-to-consumer component
to your mix. Some have expanded
the numbers of products that their
agencies now represent. Were any of
you brokering disability insurance
10 years ago? How about long term
care? Annuities?
So you've managed to change.
I'm sure it wasn't always painless,
and that some of you wish that
you could do SOME of this stuff all
over again (yup-a mulligan!). But
the bottom line is that you DID
change, and your business remains
so successful because of your
willingness to accept that change
was necessary-not always an easy
thing to do.
Hey, folks, don't get me wrong.
I don't really like change any more
than you do! But as my time here
at NAILBA has advanced (it's been
10 years now!) I've recognized that
change is sometimes a necessary
thing. It's comfortable to keep
doing things the same way we've
always done it, but a mentor of mine
once told me, "that is the absolute
WORST reason to do anything."
If you are not open to change,
how will you ever find out if you
can do something in a better (faster,
more cost-effective, simpler) way?
Will all of your changes be successful?
Probably not. Will you perhaps figure
out that "abc" might not work, but
during the course of trying it out,
you really only needed "b" and "c"?
More likely.
So what does all of this mean?
To me it means that those "shower
epiphanies" that I have occasionally
might just be valuable. (If you don't
know what a "shower epiphany" is,
feel free to call, or just stop me next
time you see me.) Have we tried
things here at NAILBA that didn't
work out so well? Absolutely. Will
we keep trying to be valuable to you
anyway? Absolutely.
Of course you realize (or at least
I hope you do) that I don't work in a
vacuum. Your Board of Directors sets
the direction for NAILBA, and I-
along with the terrific staff here-
execute that vision. The talent that
exists on your Board never ceases
to amaze me. You are quite lucky
to have such a passionate, forward
thinking group of people who work
tirelessly to ensure that NAILBA
remains important to you.
Many of you recently participated
in a telephone survey conducted
by a NAILBA partner. Your candid
responses and your willingness to
share feedback have helped create
the framework for our shared future.
The interest of our members is the
ONLY thing that will ensure that
NAILBA remains relevant to you
and to your business. To those who
participated, thank you.
To those who weren't part of the
randomly selected group, it's not too
late to tell us what's on your mind.
As always, please don't hesitate to
email (jchiasson@nailba.org), or
call me at 703.383.3081. I always
want to hear what you are thinking,
and while I cannot promise that
everything you "want" can be done,
I CAN assure you that I will relay
your input to your leaders.
See you next time!
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Table of Contents for the Digital Edition of NAILBA Perspectives - September/October 2014
NAILBA Perspectives - September/October 2014
Contents
Chairman’s Corner
CEO Insights
Servicing Orphan Policy Holders: The BGA’s Role
NAILBA 33 Preview
Life Happens
Future of the Independent Marketing Organization
NAILBA Charitable Foundation
Member Profiles
Agency Successor Networking Group
Agency Resources
A Path Forward: Part 1 of 2
Reading Ahead
Calendar of Events
Index of Advertisers
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