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! www.nailba.org 11 http://www.nailba.org http://www.nailba.org http://www.bluehouse.us http://www.nailba.org

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

NAILBA Perspectives - September/October 2014

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