Case by Case

Just when you thought the season was done, it's a special edition of Case by Case. The Department of Labor (DOL) recently delayed full implementation of the fiduciary rule until at least June 2019. Listen to what North American Director of Government Affairs and Senior Regulatory Counsel Kevin Mechtley had to say about what the move means and what it doesn’t. Additional DOL resources (login required) - https://www.northamericancompany.com/group/nacolah-portal/an-dol-resources

In the industry and the world at large, it’s safe to say it’s been a year unlike any other. North American Annuity Division President Rob TeKolste is our special guest as Case by Case looks back on 2017’s ups and downs. We also cast our eye to 2018 and all the exciting opportunities that await in the New Year. Key resources: • North American’s website - www.northamericancompany.com • Legacy Portrait materials - northamericancompany.com/legacyportrait • DOL fiduciary rule information - https://www.northamericancompany.com/group/nacolah-portal/an-dol-resources (login required) • RMD Puzzle brochure - https://www.agentcertification.com/hostedimages/25594Z/25594Z.pdf

We explore multigenerational marketing, including ways to connect with your clients’ adult kids and grandkids – and hopefully make them your clients, too. Key resources: • Multigenerational marketing white paper - https://www.northamericancompany.com/documents/434862/1144491/26219Z.pdf • Sandwich generation research - http://www.marketingzone.northamericancompany.com/Agent.html#whitepaper • Webinar replay – https://sfgmembers.wistia.com/medias/orca43f4oe

Case by Case host Chris Nelson opens up about his childhood, raised on radio, and how he’s made a career of it to this day. It’s our way into an interesting discussion on marketing at the local level. We also talk about a new program from North American that could help you advertise on the radio quickly and efficiently. Key resources: • More info on radio ad program (login required) - www.northamericancompany.com/radio • Radio ad instructions (login required) – https://www.northamericancompany.com/documents/434862/5634692/26086Z+-+Radio+Ad+Instructions/156d3f12-7dd0-462b-b99c-95c67288cd01

We go beyond rates, helping you demonstrate for clients the full picture of a product’s features, advantages and benefits. This approach could include the sometimes-hidden value of the company backing the products you sell. And we talk about the one thing that can make or break any sale – the relationship. Key resources: • More info on radio ad program (login required) - www.northamericancompany.com/radio • Radio ad instructions (login required) – https://www.northamericancompany.com/documents/434862/5634692/26086Z+-+Radio+Ad+Instructions/156d3f12-7dd0-462b-b99c-95c67288cd01 • RMD puzzle brochure (login required) – https://www.northamericancompany.com/documents/434862/93fa089c-968a-429c-a2d6-3509a3bcb7f8

You never get a second chance to make a first impression. The well-worn phrase is where we start our exploration on the debut episode of Case by Case. We talk about ways to put your best foot forward when meeting with a potential new client for the first time. We also look at ways you and your team can shape the prospect and client experience in those impressionable first weeks. Key resources: • White paper - https://www.northamericancompany.com/documents/434862/1144491/26221Z.pdf • Webinar replay - https://sfgmembers.wistia.com/medias/ee0zsmi6t2