THURSDAY, AUGUST 26, 2010 

                                                Big “I” National News


Big “I” News
Bay St. Louis-based Agents Featured in New Book on Katrina
“Rising from Katrina” follows David and Angelyn Treutel through post-hurricane struggles.

CNN correspondent Kathleen Koch, raised in Bay St. Louis, Miss., covered the Hurricane Katrina aftermath on the Gulf Coast first with two award-winning documentaries and countless reports on Mississippi’s recovery, and now in her new book, “Rising From Katrina: How My Mississippi Hometown Lost It All and Found What Mattered.” In it, she follows high school classmates David and Angelyn Treutel, independent insurance agents based in Bay St. Louis.  Readers see not only how the Treutels overcame the personal obstacles they faced after the hurricane, but how independent insurance agents are a vital part of the community after complex natural disasters like Katrina.

“Rising From Katrina” is a telling read not only for every independent insurance agent, but for their clients living in coastal areas. The book was released on August 1, and reached #12 on the Southern Indie Bestseller list this week, stirring up buzz in the South. “Rising From Katrina” includes 104 pages of black and white photographs of the devastation Katrina caused in Mississippi, and sells for $22.95 in hardcover or $14.95 in paperback. Pick up a copy to learn more about the Treutel’s struggle over the past five years to rebuild their lives while learning how to approach insurance issues from a new perspective for their clients.


Best Practices
Are You Ready to Find the Best Producers Out There?
Pick up a guide to hiring, developing and motivating top producers.

Is there any topic more critical to the longevity and profitability of a sales organization than a continuous source of fresh talent and energy to not only increase the current bottom line but also build for an agency’s future success? Once you commit to this ongoing search for talent, Best Practices has a manual to assist you.

“Top Producers: Discover, Train, Reward” is the most comprehensive guide to finding, hiring, training and compensating producers the Big “I” has ever produced. The guide contains a wealth of comprehensive, clear advice to help agents successfully navigate the risky waters of finding and choosing the right employees for your agency.

Included are numerous worksheets, formulas and charts to help agencies set goals, establish proper compensation, determine sales potential, plan agency strategy and track producer activities.

The text is organized into three major sections: selection, development and motivation. Each section covers the steps for each part of the process and lays out a complete roadmap managing every type of producer, from novice to seasoned veteran.

• Selection is not just the process of finding a top producer, but of finding the right top producer for your agency. The section includes ideas and resources on effective pre-planning for the type of producer you need and the compensation you should offer. Next comes tips for the recruiting, interviewing and hiring process. An extensive appendix offers interviewing techniques and the types of questions you must avoid or can’t afford not to ask!
• Development covers what to do once the new producer is on board. It includes such topics as designing a career development plan, understanding the four phases of career development, creating a new producer knowledge roadmap, basics of the industry and agency and sales development. The guide also providesa unique training matrix, creating a path for educating the new producer in personal lines and/or commercial lines coverages and issues.
• Motivation pulls together the final key to any new producer’s success—proper management and support from agency leaders . The guide covers leadership, mentoring, setting goals and objectives and the skills required for effective sales management. Finally, in recognition of that future day when anew producer has finally “made it,” the guide covers motivating the experienced producer.

Click here to obtain your copy (available in hardcopy or e-book), or for questions, e-mail bestpractices@iiaba.net.


Trusted Choice^®
Send in Your Best Customer Service Stories
Customer testimonials will be featured on revamped Trusted Choice^® website.

Trusted Choice^® is in the midst of revamping its website and is looking for good customer testimonials to include online. Solid anecdotes may also be reused for other materials, such as Facebook and recruitment pieces. If you or someone in your agency has provided excellent customer service and are willing to ask the customer involved to provide a testimonial about the service of a Trusted Choice^® agent, please contact Jenner Gohr (jenner.gohr@iiaba.net), Trusted Choice^® brand manager.


Big “I” Umbrella Program
Last Chance to Earn Extra Umbrella Commission
Bonus deal ends August 31.

There are a few days left to earn additional commission with Big “I” Umbrella, so bind those umbrellas and collect your money! Through August 31, agents will receive an additional $15 in commission for every personal umbrella bound on BIM—we will simply add the $15 to your monthly commission statement. The offer applies to both umbrella markets, including the preferred market offered though RLI, which includes a broader appetite within PUP special. Log into Big “I” Markets at www.bigimarkets.com, or visit www.iiaba.net/Umbrella to learn about umbrella markets available to you.


Big “I” Markets
Are You in the Life Insurance Market?
Recent study sees a significant increase in life insurance sales.

If your agency hasn’t been inclined to sell life insurance, consider this. A recent press release from New York Life Insurance Company, America’s largest mutual life insurer, says the company has seen a 47% rise in life insurance sales in the first half of 2010, as well as strong gains in annuities and long-term care insurance sales. New York Life notes consumers are recognizing more and more that life insurance provides a solid foundation for family financial plans.

Life insurance sales are a great way to diversify your agency’s offerings, and LifeSource is the perfect solution. You don’t need expertise or extra staff, just the support of LifeSource. There are many ways to make a life sale, from full hand-off to the LifeSource team to utilizing their self-serve website. Ask your current clients about life insurance and the dedicated team at LifeSource will be ready to help you every step of the way.

For more information, contact Christine Muñoz (christine.munoz@iiaba.net). If you are ready to get started, log on to Big “I” Markets and select “Offline Products: LifeSource.”


Big “I” Markets
Nonprofit D&O Market Available
Flexi Five and Flexi Plus programs provide comprehensive liability solutions.

It’s hard enough obtaining resources in a great economy, but nonprofits are especially challenged when money is tight.When resources are stretched, bad things are more likely to happen. That is why nonprofit organizations in your market will benefit from the two risk management solutions available through Philadelphia.

Through Big “I” Markets, you have access to Flexi Five and Flexi Plus, comprehensive liability solutions for 501(c) nonprofit organizations that offer directors and officers liability (lead coverage), employment practices liability, fiduciary liability, workplace violence liability and Internet liability. Flexi Five is for more standard risks, whereas Flexi Plus provides comprehensive coverage to higher risk nonprofit organizations. Available coverages include directors and officers liability, employment practices liability and fiduciary liability. Here is a closer look at some common claims examples affecting nonprofits.

Ineligible Risks: blood banks, nursing homes, condo/ homeowner associations, assisted living centers, abortion clinics, adoption/foster care placement services (which exceed 20% of the insured’s revenue), college fraternities and sororities, environmental activist group/lobbyist, municipalities/public officials/governmental agencies, police departments and pro-bono law firms.

To access these products, log on to www.bigimarkets.com and select “nonprofit directors and officers—Philadelphia” from the commercial products menu.


Young Agents
Learn How to Thrive in a Difficult Market
Big “I” Young Agents Leadership Institute provides a plethora of learning opportunities.

The demands and challenges of today’s market require new techniques to help turn your business goals into reality. How can you be successful in your agency, team and life with limited resources? Attend the Big “I” Young Agents Leadership Institute Sept. 24-25 in San Francisco and find out. Key note speaker Bodine Balasco will share the best method for generating innovative thinking, strategic action and sustainable energy. Check out this video for a sneak-peak as well as a few freebies—Balasco offers the SEO (search engine optimization) writing guide and the top five tips for goal setting guide. In addition to this session, young agents will have a chance to brush up their technology and workflow know-how, learn new, effective ways to market using social media, get the carrier perspective and most importantly, make connections. Click here to check out the complete schedule or register now.


Education
Brush Up on Your Flood Preferred Risk Knowledge
Free Webinar explains flood PRP 2 YR eligibility extension. 

Join Linda Mackey, flood program manager, as she discusses how National Flood Insurance Program’s Preferred Risk Policy (PRP) eligibility has been extended effective Jan. 1, 2011, to two years for properties affected by map changes since Oct. 1, 2008.  Learn about the new rating method and process. The Webinar is being offered at no charge as an added value of the Big “I” Flood Program on Sept. 16 at 10:30 am ET and 2:30 pm ET. Register today!