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From the Magazine

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
What’s Keeping LTCi from Achieving its Full Potential?

If you ask most people heading out the door if they would grab an umbrella with a 40% chance of rain, the answer would probably be yes. So when it comes to Long-Term Care insurance (LTCi), why might many independent insurance agents tell you that getting their customers to purchase it is a difficult sale?

Chairman's Voice
Making Best Practices Work for You

Have you had your fill of platitudes and magic bullet solutions to your agency’s problems? Do you wish there was a source of accurate and credible information on what the top agencies are really doing that makes them successful?

Forms & Substance
Self-repairs, Insurable Interest, Domestic Employees
Profit and Overhead When Insureds Repair Their Own Damage; Insurable Interest in Personal Property; Covering Claims by Domestic Employees

On Branding
The Power of Personal Websites

Like The Who said: “Who are you…who who…who who?” So, how do people know you, and more importantly, how do you get known? How do you become “the insurance pro”? It’s called branding, and it starts with what you do when you meet someone.

On the Hill
Flood Insurance Battle Rages On

In late December 2011, President Barack Obama signed H.R. 2055, the “Consolidated Appropriations Act” (known as the mini-bus) into law, extending the National Flood Insurance Program (NFIP) until May 31, 2012. The NFIP would have otherwise expired a few hours later at midnight on Dec. 23.

Ace Insura
The Case of the Fragmented Figurine

Humpty Dumpty took a fall...and broke. The woman who dropped the figurine—owned by her boss—asks Ace if her homeowners policy would cover the cost to replace the antique, which she was bringing to an antique show for an appraisal. The answer to her question, Ace says, depends on whether or not her boss required her to do the task.

Insurance Views
Put Some Stories in Your Playbook

When a football coach positions his defense, he spreads players over a wide area. Some line up to the left of the ball, and others line up to the right. Some take stances near the line of scrimmage, and others position themselves away from it. Many cluster near where plays most often come but a few scatter to areas of less action and more risk. Why is that?

Online Extras
Incentives, Filesharing, PAP vs. HO
Incentive Compensation for Non-Producers; Strategic Planning for Salespeople; Fixing $12 Haircuts; Filesharing; Loading and Unloading…PAP or HO?

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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