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IA Magazine

January_19 Young-Agents2

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AGENCY MANAGEMENT
Agency Valuation and Divorce

Insurance agencies sometimes become a part of marital assets considered within a divorce. The separation of “professional goodwill” from “enterprise goodwill” has significantly altered the permitted agency value in divorce situations in some areas. Agency valuation in divorce situations differs from those for estate planning, partner acquisition and loan substantiation.

SALES
Pitch Properly

What salesperson has not been disappointed to hear he has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find themselves pitching to someone other than the decision maker.

CUSTOMER SERVICE
Judy and the Jerk

Judy has noticed that her mood is profoundly contagious. If she allows herself the luxury of slipping into the office in a bad mood, the day goes downhill from there. After years of running a successful firm, she’s learned a few things about making sure the office runs well so the clients have a smooth ride. Her attitude, she’s discovered, is pivotal.

TECHNOLOGY
Electronic Delivery of Policies

It is inarguable that independent agencies own the customer account. But, do they own the declarations pages and other policy documents stored on the insurance company Web-based systems? What kind of access should agents have to account information (documents and data) on a carrier’s automation system? How about terminated agencies?

COVERAGES
Purely Accidental?

An insured was injured in a collision between her vehicle and one driven by another party who intentionally collided with her vehicle. The other party’s insurer denied the claim because it was not accidental. When the insured turned to her carrier for payment for her injuries under UM coverage, the insurer denied the claim on the same basis.

Video

Cover Story
A Full Plate

In recent health insurance renewal cycles, agents have had a full plate of challenges. Independent insurance agents may have felt like they are battling Goliath during the past two renewals, between reduced commissions and lower revenues.

Chairman's Voice
Filtering the Truth

Spring is a perfect time to reflect. Cleaning out your house helps to get rid of the old while also looking to the future. We do the same thing in our professional lives. As independent insurance agents, we wonder what our Big “I” membership will look like and what we will need from the association in order to be successful going forward.

Forms & Substance
Pools and Contents Coverage
Swimming Pools and the Homeowners Policy; Swimming Pools and the CGL Policy; When Residents Have No Contents Coverage (and Worse)

On Branding
Time to Reinvent Your Branding

Call it what you want, but few pop stars and fewer businesses have understood the intricacies of Madonna’s genius of reinvention and the inevitable end of the business cycle. Learn from the branding expert. While Madonna soars, everyone else seems to stumble, bumble and disappear down a deep, dark hole.

On the Hill
Supreme Court Deliberates on Health Care Law

As early as next month, the U.S. Supreme Court may announce its decision regarding several challenges to the Patient Protection and Affordable Care Act (PPACA). Timed just as the presidential election campaign season heats up, it may cause a bigger splash than when President Barack Obama first signed the controversial reform package into law.

Ace Insura
The Case of the Motorcycle Madness

Ace meets an insurance agent at a help group for people with trust issues. Ace is there to cope with his own matter (he still believes in a certain holiday gift-giver), but he helps the agent come to terms with a bad assumption that led him to insure a motorcycle school with mobile equipment coverage.

Insurance Views
The Power to Fail

Why is it that in a lot of agencies across America, the younger generation of producers, brokers, and CSRs are frustrated? Nationwide, agencies do a good job of attracting talent. It’s the challenge of retaining that talent that keeps most principals scratching their heads.

Online Extras
Divorce, Sales Pitches and Electronic Policies
Agency Valuation and Divorce; Pitch Properly; Judy and the Jerk; Electronic Delivery of Policies; Purely Accidental?

State News

Industry News

Association News

Big “I” Markets
Cities See Growth in Apartment Construction

More Americans have been opting to rent in recent years as the allure of owning a home has diminished, due in part to tight lending restrictions, falling prices and rising foreclosures. These forces are driving up apartment building values—to levels unseen since 2007, in some cases.

Young Agents
Play for a Cause: Third Annual Young Agent Benefit on the Books

Help attract more young professionals to the insurance industry by attending YAC Gives Back: A Benefit for InVEST Scholarships. For the third consecutive year, the Big “I” national Young Agents Committee is hosting a casino-themed event in April to raise funds for InVEST students who want to pursue a career in insurance.

Best Practices
Webinar Explains Best Practices of Effective Agency Leaders

In today’s workplace, command and control have given way to more effective ways of leading and managing people. There is less bossing and more partnering and teamwork to change how business is done, to solve problems and to win together in an intensely competitive business environment.

Big “I” Markets
Travel Insurance Offered through Big “I” Markets

For the survivors of the 4,000-plus passenger Costa Concordia that recently capsized near Italy, many were left without personal belongings, identification, money and other possessions. To return home—much less recoup the cost of vacation and travel—may be difficult for most unless they have a proper travel insurance policy.

Trusted Choice®
Your “Likes” Granted Wishes: William’s Wish

Seventeen-year-old William, of the Make-A-Wish Foundation’s Metro New York and Western New York chapter, is one of 11 children whose wishes came true with a $171,590-donation from last summer’s Trusted Choice® campaign. Last July, Trusted Choice aligned with the foundation, which grants the wishes of children with life-threatening medical conditions to help provide hope, strength and joy.

Trusted Choice®
Nominations Sought for Agency Volunteerism Award

Dan Fulwider was the government affairs coordinator and membership liaison for the Independent Insurance Agents of Iowa, and a supporter of Trusted Choice®. But beyond this, Fulwider, who passed away in 2009 after a valiant fight with cancer, was dedicated to his community and the causes he believed in.

P-C Trends
2011 Catastrophes Alarm P-C Industry
As a new year begins after a catastrophe-plagued 2011, insurers are justifiably nervous. Numerous media reports cite difficult January reinsurance renewals as 2011 was a truly scary year.

Tech Updates
Agents Want More Carriers to Use Real-Time Systems, Survey Says

For independent agent Joyce Sigler, one hour of time can be the difference between a carrier that uses a real-time system and one that does not. She agrees with other agents and brokers who say more insurance carriers should offer real-time capabilities to improve workflow efficiency at their agencies, according to a recent Real Time/Download Campaign survey.

On the Hill
House Committee Moves CLASS Act Repeal Bill Forward

The CLASS Act, a government-run voluntary long-term care insurance program that was included in the Patient Protection and Affordable Care Act (PPACA), is one step closer to being removed from the books. Yesterday, the U.S. House of Representatives Committee on Ways and Means cleared a bill, H.R. 1173, the “Fiscal Responsibility and Retirement Security Act of 2011,” sponsored by Rep. Charles Boustany (R-La.), that would fully repeal the CLASS Act.

Forms & Substance
Don't Insure for the Mortgage Amount

Should an agent insure a property for the mortgage amount when the replacement cost is less because the lender insists on it to protect their interest? Read on for an insurance expert's take on the matter.

Agency Management
Accepting Responsibility for Sales Success

That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge: Our employees need to continually change their behavior to adapt to the world around them.

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Young Agents

Play for a Cause: Third Annual Young Agent Benefit on the Books

Casino-themed fundraiser for InVEST scholarships will be held during Legislative Conference & Convention.

Help attract more young professionals to the insurance industry by attending YAC Gives Back: A Benefit for InVEST Scholarships. For the third consecutive year, the Big “I” national Young Agents Committee is hosting a casino-themed event to raise funds for InVEST students who want to pursue a career in insurance.

In 2010, the fundraiser, which is home to the InVEST Silent Auction, raised more than $50,000 for the cause. Recipients are graduates of the InVEST program, which educates students on insurance and financial services as well as career opportunities in the industry.

The fundraiser will be held in conjunction with the Big “I” Legislative Conference & Convention on Thursday, April 26 at 9:30 p.m. EST. Join the national Young Agents Committee for casino games, great music and cocktails. Come away a winner by placing bids on one of the many items for auction including jewelry, sporting tickets and the latest gadgets.

To register for the Big “I” Legislative Conference & Convention and learn more about the event, click here.

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