Need a Resource? The Big “I” Has It

It’s always amazing to me when agents ask me for advice. It is so flattering but if they ever knew that I was just a plain old agent like them, they would be taking their inquiries elsewhere! Then again, as my wife reminds me from time to time, I have been hanging around the Big “I” for more than 20 years, and so I should know what’s available to help just about any agent with any question they might have.

Earlier this summer, I had a call from an agent who was having trouble with his bank and wondered if I could offer some advice. He explained that some years ago he had secured an operating line of credit that he used about twice a year when timing issues with customers or companies caused a short-term need for money. He told me that repayment had never been an issue and he had a strong relationship with his bank. In fact, the bank president was a friend he had always considered an ally—but something had changed. His banker called to advise that he needed more collateral to support the loan, and that the value of his expirations and receivables really had little value to the bank. I told my agent friend about IIABA’s bank—InsurBanc.

About 10 years ago, our association, along with much help from the W.R. Berkley Corporation, opened InsurBanc to help with situations just like the one my agent friend found himself in. InsurBanc is a full-service, federally chartered bank that offers personal and commercial banking services specifically designed to help agencies. If you’re looking for help with perpetuation, acquisition, working capital, producer development, debt refinancing, money management or just plain old personal banking services (including mortgages, refinancing and credit cards), these guys can help. They understand our business, and they understand agents.

I have had a lot of conversations about hiring and developing people. The association’s 30-year relationship with Caliper can be a help. Most of us “sales types” have trouble managing people. It’s hard to understand sometimes why everyone can’t be just like us! We want to be better overall managers, but lack the tools to make it happen. Caliper can improve our hiring results, help us manage and develop people and help us to understand the gaps between where we are and where we want to be. You’ll find information on IIABA’s website.

Another frequent question I receive concerns what tools the Big “I” has to help improve sales and overall knowledge for our people. The answer is Big I Advantage’s^® Virtual Risk Consultant, powered by Rough Notes. Using it brings your staff in touch with the tools that will help them identify exposures, both personal and commercial, as well as understand what coverage can fill exposure gaps. It teaches by using easy-to-read everyday examples and simplifies complicated issues for your customer. The VRC includes help with forms analysis, coverage checklists, coverage applicable resources, an ACORD forms library and even preloaded letters that can be used for prospecting, cross-selling, account development, service surveys and more. For an agency with under 15 people, it’s only $250 a year; and for agencies of more than 15 people, it’s $500 a year.

Finally, this month the association is hosting the Trusted Choice^® Big “I” National Championship at the University of Texas Golf Club in Austin, Texas. The Big “I” Classic, as it has been commonly referred to, has been in existence since 1969 and is the nation’s largest stroke-play golf tournament; it is also one of the premier youth golf tournaments in the country. Each summer, more than 2,000 junior boys and girls nationally vie to earn one of the final 156 spots in the national spotlight. Past participants include Billy Andrade, Phil Mickelson, Tiger Woods, Justin Leonard, Kellee Booth, Cristie Kerr and Grace Park, all of whom have proven that the Trusted Choice Big “I” National Championship is a critical step for many of today’s golf professionals.

The tournament has also been a great advertising tool for us. Trusted Choice is everywhere at these events and it has provided a great opportunity for us to introduce and educate the insurance buyers of the future, along with their parents. It gives us an invaluable platform to explain what Trusted Choice independent agents do.

Our state and national associations provide some amazing tools designed to help us become better insurance people. Even after 20-plus years of volunteering, I am amazed with what they continue to provide.