T H U R S D A Y ,  O C T O B E R  8 ,  2 0 0 9 
                                                     
                                                     Industry News

Virtual University
VU Presents Webinar on Overcoming Call Reluctance

Agents who experience moments of doubt and hesitation when making prospecting calls are not alone. According to recent sales behavior research reports, hesitation in calling prospective clients is responsible for more failures in sales than any other single factor. The only clear predictor of success in generating new sales is the number of contacts made with new prospects and existing clients on a consistent basis. Call reluctance is a career-threatening condition that hinders the initiation of contact. We are all subject to some type of call reluctance behaviors and, happily, there is an answer. All call reluctance types can be recognized, evaluated and overcome. 

Join Tom Redmond of the Redmond Group, for this important webinar. Redmond’s methods are effective for experienced and inexperienced business developers and managers, and can be applied to a typical sales approach, product launches, cross-selling, referral harvesting and even cold calling on new prospects. 

Click here to register for the webinar.


Big “I” Markets
Habitational Market Expands, Lowers Rates

The admitted habitational program on Big "I" Markets recently expanded to Arkansas, Utah and Idaho. MiddleOak^® is the provider of this apartment program called WORLD'S APART^® as well as CAPsure^® for community associations.

In addition, MiddleOak has substantially reduced its  rates in Arizona, Colorado, Illinois, Kentucky, Missouri, Tennessee and Washington. The rate decreases vary from 10% to 42% depending on the program and state. The changes are for new business effective Oct. 1 and for renewals effective Dec. 1.

The WORLD'S APART program seeks risks that are well managed. Any year of construction is eligible a long as it is well maintained and has been updated within the last 30 years. Eligible classes of business include senior housing, student housing, garden style apartments, high rises and conversions, mixed apartments with office or mercantile exposures, urban risks, housing authorities, tax credit or public housing and low income privately owned housing.

CAPsure seeks well managed associations. Eligible classes of business include condo associations, condo conversions, homeowners associations, seasonal associations, timeshares, secondary/rental associations, rental condos, cooperatives and self-managed associations.

The admitted habitational program offers:
- Building and business personal property coverage
- Comprehensive liability including personal injury
- Special perils (including equipment breakdown coverage) 
- Guaranteed unlimited replacement cost 
- Loss of income (actual loss sustained for 18 months) 
- Law and Ordinance 
- Flood 
- Earthquake
- Hired and non-owned automobile liability 
- Water back up and sump overflow
- The WORLDS APART Advantage Endorsement (more than18 coverage enhancements) 
- Commercial umbrella and D&O also available

The habitational program is currently available to members in Arkansas, Arizona, Colorado, Connecticut, Delaware, Georgia, Iowa, Idaho, Illinois, Indiana, Kentucky, Massachusetts, Maryland, Maine, Michigan, Missouri, New Hampshire, New Jersey, New York, Ohio, Pennsylvania, Rhode Island, South Carolina, Tennessee, Utah, Virginia, Vermont, Washington and Wisconsin. Look for it to become available in more states in the near future. For more information, log on to www.bigimarkets.com or contact Sherre Sidwell at sherre.sidwell@middleoak.com.

IIABA News
Louisiana Agency Awarded Trusted Choice^® Agency of the Month

Dupre Carrier Godchaux Agency, Inc. in Louisiana’s Acadiana region has been named the Trusted Choice^® Agency of the Month by Trusted Choice^®.

“The team at the Dupre Carrier Godchaux Agency has been recognized nationally for their service to their community, personalized care and use of the latest technology that exemplifies the Trusted Choice^® Pledge of Performance,” says Dave Evans, Trusted Choice^® executive director. “We are proud to award the Trusted Choice^® Agency of the Month to the Dupre Carrier Godchaux Agency.”

The Dupre Carrier Godchaux Agency, Inc. has offices in the cities of Opelousas,
Church Point, Lafayette, Port Barre and Ville Platte, La. Acadiana is an eight-parish region in the southern part of the state also known to many as Cajun and/or Creole Country.

“We celebrated our 50th year in business in August and were excited to be chosen as the Trusted Choice^® Agency of the Month,” says Joseph Godchaux Jr., president and CEO of Dupre Carrier Godchaux Agency, Inc. “With 115 combined years of experience, my partners and I are devoted to serving our clients and supporting our employees. Trusted Choice^® helps us to continue our services by providing resources to independent agents that promote growth and stability in our industry.”
 
Dupre Carrier Godchaux Insurance Agency opened its doors in 1959 as the Bobby Dupre Insurance Agency. Dupre partnered with Harold Carrier in 1966, with Joe Godchaux in 1979 and with J.E. Brignac, Jr. in 1980.

Today DCG Insurance Agency is owned by a second generation of partners. In April 2005, Joe Godchaux Jr., Willie Godchaux, Jenny Credeur, Kevin Carrier, Kevin Simoneaux, and James Wallace were introduced as the new owners of Dupre Carrier Godchaux Insurance Agency, Inc. Dupre’s commitment to maintaining a locally owned agency to service the families and businesses unique to Louisiana encouraged him and his partners to pass the torch to a group of hard working, dedicated people that shared their vision.

The Trusted Choice^® Agency of the Month program recognizes those Trusted Choice^® agencies that are going above and beyond in living the tenets of the Trusted Choice^® Pledge of Performance and in communicating the benefits of their services to consumers. Trusted Choice^® agencies agree to adhere to a written pledge that states they will work with their customers to identify the insurance and financial services that are right for them, their families or their business and use their access to multiple companies to deliver those products. It also states that they will help guide consumers through the claims process and help them solve problems related to their coverage or account, among other things.


InVEST
Last Chance to Register for InVEST 101 Webinar

Do you want to get involved with InVEST, but are not sure where to start? Have you heard buzz about the program, but do not understand what exactly it entails and want to learn more?

If so, attend the InVEST 101 webinar on Oct. 13 at 2 p.m. EST. The webinar is intended for those with little knowledge of the InVEST high school program, and it will provide all the tools needed to jumpstart your involvement

The webinar will cover why InVEST was created, an overview of the high school program, a summary of free materials available to launch an InVEST program and how to get started. No commitment is required to sit in on this webinar – just curiosity about the InVEST program.

The webinar is free for participants. Click here to register.

InVEST, a 501(c)(3) non-profit, is dedicated to improving insurance literacy and attracting new talent to the industry. For more information, contact Jennifer Robinson at 1-800-221-7917; jennifer.robinson@iiaba.net.


Education
Sign Up for Certificates of Insurance Webinar

In recent years, probably no other area of agency operations has become as complicated as processing certificates of insurance and additional insured requests. In the webinar “Certificates of Insurance…or How I Got a Job in the Prison Laundry,” Bill Wilson of the Big “I” Virtual University and Stuart Powell, from the North Carolina state association, two of the foremost national authorities on certificates of insurance, will examine the issues from business costs to E&O exposures. A review of common indemnity language and insurance requirements found in construction contracts, loan agreements, leases and other documents will also be included.

Dozens of examples of onerous certificate and insurance requests will be provided, ranging from demands for “agent affidavits” or ACORD form modifications to requests for primary and noncontributory coverage, waivers of subrogation and impossible notices of cancellation. The legal aspects of certificates, from case law examples to state laws, regulations and insurance department directives will also be addressed during the webinar.
 
This may be the most important educational program agents attend all year. Following the webinar, participants will receive a comprehensive Q&A document on certificates of insurance, and will also be directed to a free resource that includes comprehensive educational materials and an analysis of best practices agency procedures for certificates of insurance.
 
For additional information and to register for the webinar, click here. 


Virtual University
Preparing Agencies for H1N1

It’s a hot topic on the news, in schools and in day care centers, but is your agency prepared for this year’s flu season? Can your agency operate in a highly infections environment? If such an event occurs and impacts your business clients, are they insured for what could be a catastrophic loss of income? The Big "I" Virtual University has gathered a wealth of resources on flu and pandemics, from business planning checklists to self-assessment tools. Also, it’s important to educate your team and help them stay healthy. Provide hand sanitizers and tissues and ask sick staffers to stay home. The Center for Disease Control recommends that employees stay home until their fever breaks and they have been off  medication for at least 24 hours, so your agency may want to create or evaluate a telecommuting policy so staff members understand they have options when they are out of the office. Make sure your agency is prepared for the flu season and check out all the resources available from the Big "I" Virtual University.


Big “I” Markets
RLI Webinar Set for Oct. 14 

All RLI sub-producers are invited and encouraged to attend a training webinar on Oct. 14 from 3-4 p.m. EST. This webinar, led by RLI’s Scott Combs, will cover the new e-signature and electronic payment process. Click here to register.