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                                                     National News

Big "I" Career Center
Hiring? The Big "I" Can Help

Did you know the Big "I" operates an insurance industry career Web site? Visit www.insurancecareerfinder.com to post available positions and browse candidate resumes. Prices for employer job postings begin at $250. Job seekers may post their resumes and browse open positions for free. To learn more, contact Brett Sutch at brett.sutch@iiaba.net.

Big “I” Markets
Round Accounts with Big “I” Markets' Affluent Homeowners Programs

Everyone knows account rounding makes good business sense, especially for high net worth households insured through the affluent homeowner program available on Big “I” Markets, with either Chubb's Masterpiece^® product or Fireman's Fund Prestige^® Portfolio. The following are four reasons why account rounding is a good decision.

1. Agents build client relationships by taking the time to talk to clients about their lifestyles, homes and purchases. They become clients' consultants and partners.

2. Retention rates increase. Many studies show that clients with multiple policies have higher retention rates. While 82% of clients with one policy renew, clients with more than three policies renew at a 91% rate.

3. E&O exposure is lowered. By discussing other Prestige or Masterpiece coverages and by documenting the discussion, agents protect themselves from an E&O claim, even if the client declines the coverage.

4. Revenue is added. Agents not only add revenue immediately at sign-up, but may increase profitability year after year. And writing this business can have a dramatic impact on your incentive compensation agreement with your direct appoint carriers.

Why should clients add coverages? 

1. It meets their changing needs. As people acquire assets, their insurance needs may change, but they might not be aware of it. As their advisor, agents have an opportunity to help them get proper coverage---before they wish they had it.

2. To avoid being under-insured. Regardless of home market values, inflation alone can result in clients being under-insured. When a client's net worth has increased, most fail to rethink their need for higher limits or new appraisals. Agents can assess the need for them.

3. Clients will be rewarded. They will receive award credits and discounts for placing their total account with Fireman's Fund or Chubb, which can result in sizeable savings.

Each month, upcoming renewals should be reviewed to see which clients offer the best potential for increased business. Then, visit the Member Marketing Activity Center (MMAC) at www.independentagent.com/MMAC to access CrossSellNOW and find direct mail postcards customized for various opportunities. By uploading a mailing list, agents can have the cross-sell postcards customized and sent to clients.

Trusted Choice^®
Offer Halloween Safety Tips to Customers

Many consumers may not realize how scary Halloween might really be for their personal safety, their property or their pocketbooks. Trusted Choice^® agents and spokespeople can help families prepare for Halloween hazards that may come in disguise.

To help families and businesses protect themselves against Halloween risks, Trusted Choice^®, the Big “I” consumer branding program, offers the following Halloween safety tips and encourages agents to pass them on to consumers.

• Prevent accidents: Remove lawn furniture or any other obstacles to avoid accidents or damage. Ensure your home’s entry is in good condition, free of loose or broken pieces on stairwells and walkways to avoid trick-or-treaters being injured on your property.

• Fire dangers: Prevent fires by making sure pumpkins containing candles are placed at a distance where a child’s costume cannot be ignited or a curious guest may tip it over. Extinguish all candles before going to bed and use battery operated lights wherever possible.

• Costume safety: Be careful with costumes. All disguises should be made from flame-resistant materials and shouldn’t be too long or contain sharp accessories. Try to avoid masks that may obscure vision and try to use hypo-allergenic make-up instead.

• See and be seen: Encourage each trick-or-treater to carry a flashlight. Apply light-reflecting material to costumes.

• Don’t be a scary driver: Drive sober, slowly and even more carefully than usual on Halloween. Watch for children who may be running or wearing dark costumes in the road.
 
• Power in numbers: When walking, travel in groups and cross only at corners—never between parked cars—and stay on well-lit streets.

• Unwelcome guests: Deter property vandalism by keeping outdoor lights on.
 
• Pet safety: Keep pets inside. Warn your children to stay away from animals as they go door-to-door. Halloween night can be stressful, even on the friendliest dog or cat.

• Candy inspection: Cavities aren’t the only candy-related risks on Halloween. Inspect children’s treats. Never eat unwrapped items, collect candy only from those you know and ask the local police department if it offers a candy X-ray service. Throw away any suspicious candy.


ACT
Free Podcasts Available for Download

The ACT special event held in conjunction with Young Agents at the Young Agents Leadership Institute was well attended, and two podcasts from the event are now available for members to listen to anytime, anywhere.

The podcasts, available at www.independentagent.com/act, each last about an hour and provide a great summary of the break-through strategies agencies are employing to enhance their productivity and transform their marketing to fit the online world. The panelists and descriptions of the podcasts are as follows:

Podcast 1: Practical Strategies to Enhance Agency Productivity, presented by Brian Bartosh from Top O’ Michigan Insurance; Stu Durland from Seely & Durland Insurance; Lisa Parry Becker from Parry & Son; Cyndy Smith from Haylor, Freyer & Coon; Ashley Whitney from Harbor Brenn Agencies; and Jeff Yates, ACT executive director and moderator. This presentation explores the most effective workflows and technologies being employed successfully within agencies to enhance productivity. It also examines how agencies are transforming the roles of their staffs to encourage more proactive service and sales.

Podcast 2: The Transformation in Agency Marketing, presented by Steve Anderson from Steve Anderson Consulting; Katie Herbst of Westfield Insurance; Angelyn Treutel of Treutel Insurance Agency; Rick Morgan of Rick Morgan Consulting; Rick Dinger of Crescenta Valley Insurance; and Peter van Aartrijk, president of the Aartrijk Group and moderator. This podcast looks at how agencies are rebalancing their marketing strategies to more of an online focus by using their Web sites, social media and search engine positioning.

Agents can easily download both podcasts to an iPod or listen directly on a computer. For more information about the podcasts, contact Jeff Yates at jeff.yates@iiaba.net.

ACT
Big “I” to Host Another Free Webinar on E-Mail Security

The Big “I” Agents Council for Technology (ACT) will host another installment of its free webinar titled Protecting Independent Agent Clients with Secure E-mail Using TLS (Transport Layer Security) from 1:30-2:30 p.m. EST, Nov. 11.

Jeff Yates, executive director of ACT, will moderate a panel comprised of Jim Rogers, director of distribution technology at The Hartford, and Tim Woodcock, president of Courtesy Computers. Click here to register.

The first half hour of the webinar is designed for agency business leaders and will explain the risks of using unsecured e-mail and how TLS works. The second half hour will delve into a more technical discussion regarding implementation of TLS on Microsoft Exchange servers.

TLS is available on most up-to-date in-house e-mail servers (such as Microsoft Exchange and Lotus Notes). It is not currently available on hosted e-mail, such as Hotmail, Gmail or Yahoo. Once implemented by the agency’s technology professional, TLS is transparent to the user and the only cost is for the security certificate. It provides a better agent workflow than proprietary e-mail solutions imposed by the carrier.

ACT has produced the article, Protect Your Clients with Secure Email using TLS, as well as answers to agents’ frequently asked questions about TLS, which can be found at www.independentagent.com/act under the security and customer privacy link. A list of carriers enabled for TLS, as well as a recording of the webinar, are also available on the Web site.

Education
Call for National ACSR of the Year Nominations

Does someone in your agency deserve to be the ACSR of the Year? Nominations are now being accepted for the 2009 National ACSR of the Year. This award is an honor for insurance CSRs who have demonstrated the highest level of commitment to the industry by earning their personal, commercial or life-health ACSR designation, and provide outstanding service to their clients and agency. The National ACSR of the Year program was created to acknowledge the crucial value that CSRs bring to the independent agency system and the clients they serve. Consistently delivering superior customer service is one of the most important things an agency can do to enhance its value, and those who obtain the ACSR designation demonstrate the ultimate commitment to that goal.

Candidates must hold a minimum of one ACSR designation line (P/L, C/L L/H); complete an application form; write an essay answering one of three provided questions in 1,000 words or less and submit letters of recommendation.

The National ACSR of the Year competition offers an opportunity to showcase an agency and its staff, and winners receive: a monetary award, engraved plaque, complimentary registration to the Big “I” Legislative Conference & Convention, registration for a CPCU or IIA course offered by AICPCU/IIA and an online course through the Virtual University.

Agency principals are encouraged to nominate their ACSRs, and ACSRs may nominate themselves. As an added bonus, the recipient will be announced on ACSR Tribute Day, Feb. 24, 2010, when ACSRs across the country are lauded for their industry service. The deadline to enter is Nov. 30. Click here to download an award entry packet and click here for more information on ACSR Tribute Day. For more information on the ACSR program, e-mail ACSR@iiaba.net. 

IIABA News
Michigan Agent Joins National Big “I” Leadership Team

The Big “I” recently announced that David Allen Walker, president of Hartland Insurance Agency in Hartland, Mich., has been installed as the newest member of the association’s executive committee.

“David brings 30 years of experience in the insurance industry to the table,” says Bob Rusbuldt, Big “I” president & CEO. “The Big “I” is proud to a have him serve on the executive committee.”

Walker began his insurance career in 1979 as an agent with Guarantee Mutual Life Insurance Co. In 1981, he joined Hartland Insurance Agency as a producer, rose through the ranks and currently serves as president and principal of the agency.

Throughout his career, Walker has been an active association leader at the state and national levels. He has served on the Michigan Young Agents Council, the National Young Agents Council, the Michigan Association of Insurance Agents (MAIA) Education Committee (including three years as chairman), MAIA Legislative Affairs Committee and MAIA Agency-Company Relations Committee. Additionally, he has served on the board of directors and as president of the Genesee County Independent Agents and the MAIA.

At the national level, Walker represents Michigan as a board director on the Big “I” national board of directors. He also serves on the Big “I” Professional Liability Committee and the Big “I” Advantage^® board.

Walker has received numerous MAIA awards, including the Young Charger Award in 1986, the Aschom Education Award in 1997 and 2000, the Forsetlund Award (Agent of the Year) in 2000 and 2003 and the W.O. Hilderbrand Award in 2006 for his lifetime service and achievement in the insurance industry and MAIA.

Walker is also active in his community and has served on the board of directors for the Harland Area Chamber of Commerce and the Fenton Area Public Schools as trustee and president. He is also a founding member of the Hartland Rotary.

Walker’s appointment was announced at the association’s recent Leadership Conference in New Orleans.