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AGENCY MANAGEMENT
Personnel Productivity Problems
A small agency has two support staff. The agency owner believes they engage in too much personal conversation and would like them to spend that time doing account development. How should the agency address it and should it be done individually or together?
SALES
Advertising and Marketing Campaigns
A few years ago, an agent boasted about continuous strong advertising and marketing efforts but bemoaned the lack of growth in his agency. Consultant Al Diamond asked the agency for the marketing layout and the results. His “continuous strong marketing and advertising efforts” consisted of a full one-page ad in the Yellow Pages.
CUSTOMER SERVICE
The Power of Thank You
One of the most powerful customer service (and sales) tools is a sincere “thank you,” yet so often we neglect to do this. Feeling appreciated is motivational, and it’s an emotion we can trigger in customers and employees alike.
TECHNOLOGY
Step Up Your SEO
You may have the best agency in your area with great products, carriers and services. But that doesn’t mean you will get the business you deserve unless you can be found by a search engine.
COVERAGES
The CGL “Your Work” Exclusion and Subcontractors
One of the most misunderstood provisions in the CGL policy is the “your work” exclusion. This article takes a look at several actual claims and when the exclusion does and doesn’t apply in a contracting situation. It also examines a couple of ISO endorsements that make this exclusion absolute.
Video
Cover Story
Quest for Personal Lines Begins Anew
Three out of four consumers do research online before buying insurance. That’s up from 61% just a few years ago. Are your consumers finding you online?
Chairman's Voice
People Need People: The Golden Rule
Welcome to 2012! I almost entered the New Year on a bad note, but luckily I was able to right a wrong last month…
Forms & Substance
Pollution Exclusions, PAP Nonowners, CGL for Truckers
Abusing the BAP Pollution Exclusion; PAP Named Nonowner Coverage; Does a Trucker Need CGL Coverage?
On Branding
Brand Your Agency with Client Testimonials
Which are you more likely to believe: a company representative telling you how great their product or service is, or a recommendation from another person about how it worked for them? If you’re like most people, the words from a fellow consumer pull more weight than even the best written ad copy.
On the Hill
Big “I” Capitol Hill Team Opens 2012 with a Full Agenda
As the second session of the 112th Congress opens this month, the Big “I” Capitol Hill team continues to advocate for independent insurance agents and brokers on a number of critical issues. This year’s continuing battles include health care, insurance regulatory reform, agent licensing and crop insurance.
Ace Insura
The Case of the Dearly Departed Money
An ex-employee of a convenience store steals cash from his former employer, and the store's insurance company refuses coverage on the basis of "voluntary parting." Can Ace help the owner of his favorite late-night stop?
Insurance Views
More Selling Power for Producers
It’s well known today that an average agency’s book will completely turn over once every seven to 10 years and that top performing agencies generate 15% to 20% of their revenue from new business. So how are agencies responding by supporting producers to succeed?
Online Extras
Productivity, Ad Campaigns and SEO
Personnel Productivity Problems; Advertising and Marketing Campaigns; The Power of Thank You; Step Up Your SEO; The CGL “Your Work” Exclusion and Subcontractors
State News
Industry News
Association News
Communications
Big “I” President & CEO Is in Media Spotlight
The race for the White House has intensified, and the political pundits are on the TV newscasts daily. One of the experts offering his insights and wisdom is Bob Rusbuldt, Big “I” president & CEO.
Best Practices
Create a Sales Culture Among Service Staff
In any organization, a good sales force is the lifeblood and critical component on the path to profit. Service staff, typically non-commissioned employees, are responsible for providing service to the agency’s clients and supporting producers in the sale of new business and the retention of existing business.
Big “I” Markets
Alarm Contractors Market Poised for Growth
The home security business is thriving, and with it is the need for alarm contractors to be properly insured. The Hartford alarm contractors program may be a great fit for clients who are in this line of work.
InVEST
InVEST Play Clock Is Winding Down
Ever wish there was more time left on the clock? The Ravens and the 49ers sure did on Sunday. Make sure your team doesn’t run out of time to donate to the InVEST Silent Auction, which will be held during the Legislative Conference & Convention at YAC Gives Back on April 26 in Washington, D.C.
Big “I” Employee Benefits
Crump to Give Tour of Website
Crumplifeinsurance.com is one of the most comprehensive websites in the industry, providing valuable tools and resources. But what good is it to have login information for the website without knowing how to use the site effectively?
InVEST
InVEST Introduces New Board Member
Jeremy Chaseley, CNA assistant vice president, producer and product development, has joined the national board of InVEST, an insurance classroom-to-career education program.
Big “I” Markets
Mississippi Agency Binds 33-Foot Yacht
Big “I” Markets congratulates agent Nene Gorrell of the Swoop Insurance Agency in Columbus, Miss., who just had a binder for a 33-foot Sea Ray 300 Sundancer Yacht. She bound it with ACE Recreational Marine, which is part of the expanded marine markets available on BIM.
On the Hill
Bill to Exclude Agent Commissions from MLR Formula to be Introduced in U.S. Senate
This week, Senators Mary Landrieu (D-La.) and Johnny Isakson (R-Ga.) indicated plans to introduce legislation that would exclude agent commissions from the Medical Loss Ratio (MLR) regulations. Since the MLR regulations took effect last year as a part of the Patient Protection and Affordable Care Act (PPACA), producers across the country have seen dramatic cuts in their health insurance commissions.
P-C Trends
Tornadoes Whip through Central Alabama
This week’s tornadoes in central Alabama came on the heels of a record-breaking year for catastrophes in the United States. Ten tornadoes touched down Monday in several counties, including north of downtown Birmingham in Jefferson County where two people were reported dead, says Alison Ray, director of communications and member services for the Alabama Independent Insurance Agents.
L-H Leads
Determining a Fair Income Tax Code
The Republican presidential debates certainly have made for some interesting viewing and sound bites for viewers, regardless of their politics. The past three debates have centered not on national security or the European debt crisis—or the U.S. deficits for that matter—but on the fairness of the income tax code and appropriate tax rates for Americans.
On the Hill
Big “I” to Host Political Panel Featuring Fred Barnes, Mort Kondracke
Veteran journalists and political commentators Fred Barnes and Mort Kondracke will headline the political panel at the Big “I”'s annual Legislative Conference & Convention this spring.
P-C Trends
Viewpoint: Sound Advice Never Ages
I recently received a 1940s insurance advertisement from a colleague, and its message still applies to independent insurance agents today. The advertisement is from a fraternal Wisconsin insurer, Catholic Knights of Wisconsin—now Catholic Financial Life—and it makes an important and timeless point of which no agent should ever lose sight.
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Bill to Exclude Agent Commissions from MLR Formula to be Introduced in U.S. Senate
Senators Landrieu and Isakson lead bipartisan effort.
Quest for Personal Lines Begins Anew
Project CAP digital marketing services and consumer portal make debut in 2012.
Follow the Big "I" on Twitter
We've found our wings...now follow us on Twitter!
More Selling Power for Producers
It’s well known today that an average agency’s book will completely turn over once every seven to 10 years and that top performing agencies generate 15% to 20% of their revenue from new business. So how are agencies responding by supporting producers to succeed?
Marketing to Millennials
The Millennial generation, born in the general timeframe of 1977 and 1998, is just beginning to enter the workforce—which means you need to start paying attention to them as potential young producers at your agency. Members of this 75 million person group are being raised at the most child-centric time in our history, and the impact to marketers is undeniable.
Be as Resilient as a Rubber Band
Schedules have changed, messages from angry customers and a text from a daughter or son who needs the homework that was sitting on the kitchen table. The problems can feel overwhelming and ruin your day and mood, which can affect those around you and your ability to do your job well, which can lead to a “behind closed doors” meeting with the boss.
Popular Stories
Adjusting Expectations
Drop the perks and build budgets from the ground up—and start seeing the market realistically.
Things have changed at Moore & Johnson in Raleigh, N.C. No one just hops in the car anymore to take a client to lunch; no one casually announces they’ll attend an outside meeting.
A Data Breach Doesn't Discriminate
Your small clients are just as vulnerable to a data breach as larger companies. Do they have the IT security that will ultimately save them?
Call it the liability du jour. Now that identity theft is the fastest growing crime in America, generally perpetrated by criminals hacking into a company’s networks and systems to ferret out customer and employee personally identifiable information, the onus is on independent agents to help Main Street America address this rising exposure.
Preparations Continue for Proposed Harleysville, Nationwide Merger
Michael Browne and Kim Austen talk with IN&V about what the transaction will mean for agents.
Earlier this year, Harleysville and Nationwide announced plans to merge, with the combined company expected to rank among the top property-casualty independent agent carriers. What can agents expect to see from this potential new market player going in to 2012?
Most Recent Stories
Chairman's Voice
People Need People: The Golden Rule
Welcome to 2012! I almost entered the New Year on a bad note, but luckily I was able to right a wrong last month…
On Branding
Brand Your Agency with Client Testimonials
Which are you more likely to believe: a company representative telling you how great their product or service is, or a recommendation from another person about how it worked for them? If you’re like most people, the words from a fellow consumer pull more weight than even the best written ad copy.
ACE Insura
The Case of the Dearly Departed Money
An ex-employee of a convenience store steals cash from his former employer, and the store's insurance company refuses coverage on the basis of "voluntary parting." Can Ace help the owner of his favorite late-night stop?
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