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AGENCY MANAGEMENT
Incentive Compensation for Non-Producers
Should employees who are not producers participate in some sort of profit-sharing or incentive compensation plans (ICPs)? Yes! An ICP can provide a powerful incentive to motivate performance if properly constructed.
SALES
Strategic Planning for Salespeople
“Ready, shoot, aim.” That’s the all-too-common description of the producer’s modus operandi. In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Times have changed and the job of the salesperson has become much more complex.
CUSTOMER SERVICE
Fixing $12 Haircuts
The owner of a beauty salon was worried. He had a large and happy clientele who willingly paid his $30 per haircut fee, but noticed an obvious decline in customers when another shop opened less than a block away offering $12 haircuts. Then he came up with a brilliant idea…
TECHNOLOGY
Filesharing
All the kids are doing it. And depending on which news reports you read, it’s either the inevitable wave of the future or another sign of the collapse of our society—or both. But what is filesharing really and why should you be wary of it?
COVERAGES
Loading and Unloading…PAP or HO?
A woman who was in a wheelchair was attempting to get into her vehicle. As she turned in her chair, she accidentally hit another vehicle causing damage to the auto. The woman reported the incident to her auto and homeowners carriers.
Each has denied the claim, saying the other policy should respond. Who’s right?
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
On the Hill
HHS Releases Final Regulation on Health Plan SBCs, Glossaries
Last Thursday, Obama Administration officials finalized new regulations requiring insurers to create both a Summary of Benefits and Coverages (SBC) for health plans and a standardized glossary of terms used in health insurance coverage.
Trusted Choice®
Big “I” Takes Home Two Association TRENDS Awards
The Big “I” Trusted Choice® team was presented with two Association TRENDS All Media Awards. “The Lockhart Story” video won a gold award in the category for CD, video, podcast or PSA, and the July 2011 Make-A-Wish Foundation® Facebook fundraiser was presented with a bronze award in the social media category.
Communications
Big “I” Members Featured in Recent Local TV Newscasts
In the last several weeks, Big “I” members from across the country have been in the media spotlight, featured in various local TV newscasts on a number of insurance topics making news lately.
Meetings & Events
Tell Congress about Issues Important to Agents, Brokers
Have you taken a look at the schedule for the 2012 Big “I” Legislative Conference & Convention lately? This exciting and important program is sure to prove a valuable experience during this presidential election year.
Big “I” Markets
Stand-Alone Valuable Articles Market Available
As agents know, homeowner policies generally cover valuable and precious items such as jewelry, but they usually have limits. That's where the stand-alone valuable articles product can come in handy to help make sure clients’ recent Valentine's Day purchases are properly covered.
Best Practices
Boost Agency Revenue with CSRs
Agencies with best practices are bringing a sales culture to CSRs without frightening them away. CSRs are an amazing resource for the most effective ways to increase agency revenue and, when done properly, these sales are the easiest, fastest way to a significant impact on the bottom line.
Young Agents
Young Agents Can Get Scholarships to Lobby Congress
The Big "I" Legislative Conference & Convention is an opportunity to educate legislators on issues important to the independent agency system. Young agents are the future of the industry, and it’s important they are involved in the legislative process.
Big “I” Markets
Cover Collector Cars
For the really special cars your clients have, Chubb offers a collector car market. The Chubb market provides several key benefits.
On the Hill
Sen. John Thune to Address the Big “I”
Sen. John Thune (R-S.D.), chairman of the Senate Republican Conference, will address the Big “I” Legislative Conference & Convention on Thursday, April 26. As a keynote speaker at the legislative conference breakfast, Sen. Thune’s address will help rally members shortly before they head out for the annual Big “I” day on Capitol Hill.
On the Hill
41 Senators Sign Letter Supporting Flood Insurance Reform
On Monday, Sens. Jon Tester (D-Mont.) and David Vitter (R-La.) sent a letter to Senate Majority Leader Harry Reid (D-Nev.) and Minority Leader Mitch McConnell (R-Ky.) urging them to schedule time for floor consideration of S. 1930, the “Flood Insurance Reform and Modernization Act.”
Forms & Substance
Defining Vacant Land
Determining if land is vacant is an issue that comes up quite often. The importance of whether or not property is vacant land is that the ISO homeowners forms include vacant land in the definition of insured location.
On the Hill
President Obama Releases Budget
President Barack Obama released his fiscal year 2013 budget this week, proposing $1.5 trillion in tax hikes. Most of these tax proposals will be familiar from years past and have little chance of being enacted anytime soon.
L-H Leads
Lawmakers Consider Raising Taxes on Retirement Plans
This week President Obama released an overview of the proposed 2013 federal budget. Most political pundits do not believe Congress will come to an agreement on a joint budget resolution this year because it is an election year and the proposal includes a number of budget cuts and raises taxes on higher-income Americans.
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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.
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Magazine
Productivity, Ad Campaigns and SEO
Bill Wilson
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Magazine/2012/January/Online-Extras.aspx