T H U R S D A Y ,   M A Y   5 ,   2 0 0 5

T R U S T E D   C H O I C E ^®
Ad Flight Starts Monday

Trusted Choice® Month begins in earnest Monday when the two-week, half-million dollar nationwide ad flight—the centerpiece of the month-long campaign to increase consumer awareness of the brand and its participating agencies—kicks off.

Nearly 100 ads on Fox News, Turner Network Television (TNT), Home & Garden Television (HGTV) and The History Channel will be seen in homes nationwide from Maine to Hawaii. Programming highlights include the popular "O’Reilly Factor" on Fox News; "Law & Order," the top-rated cable TV program, on TNT; a Civil War special on The History Channel; and numerous primetime slots on HGTV.

Click here to view the complete national ad flight schedule and tune in to see the advertising firsthand.

"This concentrated national advertising exposure will help drive consumer awareness of the Trusted Choice® brand upward," says Ronald A. Smith, CPCU, president of Rochester, Ind.-based Smith Sawyer & Smith, Inc. and chairman of the brand program’s board of directors. "Combined with the many advertising campaigns being conducted by Big ‘I’ state associations and individual agents, this activity will be the greatest promotional push in the short history of Trusted Choice®."

As Smith noted, several Big "I" state affiliates are running state-level advertising campaigns in May, including Rhode Island, Texas, Kansas, South Dakota, New York, New Jersey, Missouri, New Hampshire, Indiana and Oklahoma. In addition, numerous participating agencies are conducting local-level advertising activities to tie into the national and state promotional campaign.

For example, Rhode Island and its participating agencies have invested in a nearly three-month, statewide advertising campaign of agency-tagged TV ads and hundreds of billboards. Meanwhile, Kansas has purchased nearly 14,000 radio ads that will air through December.

During the week of May 16, Trusted Choice® will launch a major public relations outreach campaign focused on small businesses and business interruption coverage. The campaign will introduce the business interruption issue to consumers and explain how a Trusted Choice® agency can help with their insurance needs—both personal and business. This free exposure will help increase consumer awareness of Trusted Choice® agencies and the valuable services these firms offer—choice, customization and advocacy. Trusted Choice® will provide a drop-in press release to all its participating agencies that can be customized and shared with local media for added impact in your community.

It’s not too late for your agency to participate in Trusted Choice® Month. Make plans now to run the tag-able ads in your local media—TV, radio or newspapers—and distribute the public relations campaign materials to your local media. It will be one of the smartest investments you’ll make in your business this year. For more information, contact Jeff Myers at 800-221-7917; jeff.myers@iiaba.net.  T O P 

D I V E R S I T Y   T A S K   F O R C E
Diversity Task Force Publishes How-To Guide for States

The Big "I" Diversity Task Force has published a step-by-step guide for state associations to use in recruiting and retaining new members. The booklet, "Building Membership from Untapped Markets," focuses specifically on recruiting new members from diverse backgrounds.

The Big "I" is committed to reenergizing our membership through the active recruitment and retention of insurance professionals of all races, creeds, colors and ethnicities. In doing so, the Big "I" will develop a membership that resembles America, increases revenues and enhances the association’s position with media, lawmakers and consumers. The booklet guides states through the whole diversity process, from identifying and recruiting underrepresented groups through creating a more integrated environment on every level.

Hard copies of "Building Membership," with a related PowerPoint presentation on CD, have been distributed to each state association, and electronic files of both are available on the task force’s Web site. For more information, contact Barbara Miller-Richards at 800-221-7917; barbara.miller-richards@iiaba.net.   T O P

B E S T   P R A C T I C E S
Perpetuation Plans Crucial to Independent Agencies

Perpetuation planning is one of the most critical steps a business owner should take. Yet less than half of the agency owners surveyed in IIABA’s "Best Practices in Business Perpetuation and Management Succession" study have a perpetuation plan in place. A large percentage of those who responded as having addressed the perpetuation issue actually have only a buy-sell agreement, which is just one of the many components of a comprehensive perpetuation plan.

A perpetuation plan addresses many issues including management succession decisions, timelines and preparation, tax and estate planning, funding alternatives and even difficult family dynamics. Because so many tough decisions need to be made, agency owners tend to procrastinate or avoid the topic completely until faced with approaching retirement or the unpleasant eventuality of death or disability. Don’t wait for the inevitable when help is available now.

The "Best Practices in Business Perpetuation and Management Succession" study takes the user through each step of the planning process, explaining the various options for issues to address. The guide provides worksheets and samples for developing a plan that can be communicated to the agency’s various stakeholders and can play an important role in taking a proactive approach to perpetuation. "Best Practices in Business Perpetuation and Management Succession" study is $50, shipping & handling included. Click here for an order form. For more information about Best Practices, contact Madelyn Flannagan at madelyn.flannagan@iiaba.net.   T O P

L E G A L   A D V O C A C Y
Southeast Missouri Mutual Fire Insurance Company Agency Agreement Reviewed

IIABA’s Office of the General Counsel has completed its review of the Southeast Missouri Mutual Fire Insurance Company Agency Agreement. Some provisions of concern for agents are that: 1) the company can change the agent’s rate of commission on 30 days written notice; 2) the company can terminate the contract at any time and without cause; 3) the agency does not own its expirations upon termination of the contract; 4) the agent is required to "investigate ... insurability of all applicants;" and 5) the company is not required to indemnify the agent. Click hereto access the review. For more information, contact Amy Hendricks at 800-221-7917; amy.hendricks@iiaba.net.   T O P

B I G   " I "   M A R K E T S
Protect Clients From Identity Theft

What are you doing to help your clients protect themselves and their employees against the growing threat of identity theft? With Big "I" Markets, you can be sure that every one of your commercial clients is covered. The identity theft product offered by St. Paul Travelers Identity Fraud Expense Reimbursement Master Policy helps victims of identity theft by reimbursing them for their time and out-of-pocket expenses to reestablish their credit. A unique feature of the St. Paul Travelers product is that it can be offered to employers as an employee benefit. This means that every one of your commercial accounts is a prospect for this policy and you can reap the benefits of high volume group sales by maximizing the relationships you have with your commercial clients. So start a cross sales process today and use identity theft as a way to solidify your position with your customers. 

You can access this product by logging onto Big "I" Markets and completing a quote request for Private Company D&O. Mention you are interested in the Identity Fraud Reimbursement Master Policy and an underwriter will contact you directly. Don't forget you can also download an identity fraud brochure by from the "Product Resources" section. And for personal lines, don’t forget that your affluent clients can get identity theft protection as part of the affluent homeowner program offered through both Chubb and Fireman's Fund. Not yet registered for Big "I" Markets? Download your free registration kit today by clicking here.   T O P

I N S U R B A N C
InsurBanc Marks Fourth Anniversary

Marking its fourth anniversary, InsurBanc, the full-service financial services provider to the independent agency community, continues to expand its capabilities and enhance its services to meet the needs of agents and brokers.

InsurBanc, which opened April 30, 2001, is the federal savings bank developed jointly by the Big "I" and the W.R. Berkley Corporation to serve independent agents and brokers as well as their clients.

On its fourth anniversary, InsurBanc has more than $47 million in deposits and $85 million in assets, including the investment of nearly $47 million in agency-related loans. The bank currently has customers in 40 states and expects to reach 50 by year’s end, according to Richard W. Davis, InsurBanc chairman of the Board.

"It’s been a very strong and productive year for InsurBanc," Davis said. "We reached a milestone when we became profitable last year. We continue to develop and enhance our financial products and services in response to the needs of agents to help them grow, remain independent and increase their operational efficiencies." For more information, click here or contact Kathy Gugliotti at 866-467-2262.   T O P

I N V E S T
The Ultimate InVEST Silent Auction in the Ultimate Location

The 2005 InVEST Silent Auction will be held during the Big "I" Convention in New York City. Due to space restrictions, the auction will feature a total of 30 items from the following categories: Getaways & Sports Weekends, Fine Jewelry, and Technology Tools. Additional donations are welcome and will be reserved for the silent auction that will be featured at the April 2006 Big "I" event in Washington, D.C.

All proceeds from these events support InVEST’s annual scholarships awarded to graduates of the program pursuing higher education with an emphasis on insurance. Proceeds from the 2004 auction helped to fund $40,000 in InVEST scholarships being awarded this month to thirteen of this year’s graduates—three $5,000 and 10 $2,500 scholarships will be presented.

InVEST, a 501(c)3 educational trust, introduces high school and community college students to the more than 350 diverse careers available in the insurance industry. The program furnishes graduates with a basic insurance education and the career-building financial and business skills they need to assume entry-level positions within the agency or company ranks. Not only is InVEST instrumental in securing the future workforce in the insurance industry, it is a gateway to a better future for many of the students who participate. Graduates of the program gain a new perspective on careers in insurance, and agencies, brokers and carriers are introduced to a new and diverse group of talented recruits. Your donation to the silent auction will help support their higher education.Click here to download a contribution form. For more information about the auction, contact Sandra Skipper at 703-706-5437; Sandra.Skipper@iiaba.net.   T O P

I I A B A   N E W S
National Board Nominations

The Big "I" National Board has nominated Alex Soto, CPCU, ARM, as the association’s president-elect and has elected Robert E. Fulwider as the association’s next vice president. The board’s action came last week following the Big "I" National Legislative Conference.

Once confirmed by the Association membership, Soto will assume his new office at the 2005 Big "I" Convention in New York City Sept. 10-12. Fulwider will move up to the vice presidency at the same meeting. Soto and current IIABA President-Elect William G. Stiglitz III will be sworn in as president-elect and president, respectively, during the convention’s closing general session.

Soto, currently the Big "I" vice president, is president of Miami-Fla.-based InSource, Inc. He was elected to the Executive Committee in October 2001. Soto also has been active in the Big "I" nationally and in the Florida Association of Independent Agents (FAIA) during his 32-year career as an independent insurance agent. He is a past chairman of the FAIA and also a past national director. Nationally, he has served as chairman of the Big "I" Communications Committee, Trusted Choice® Branding Task Force and other committees. He and Patty, his wife of 35 years, have two adult children and reside in Coral Gables, a suburb of Miami.

Fulwider is principal and president of the Ray Wuestenberg Agency Inc. in West Liberty, Iowa, and of the Fulwider Agency Inc. in West Branch, Iowa. He also is president of Bob Fulwider and Associates, a life-and-health financial-planning agency in eastern Iowa. He has been very active in the Big "I" at the national and state levels since starting his career as an independent agent in 1973. He is a past chairman of the Independent Insurance Agents of Iowa (IIAI) and currently sits on its Education Committee. He also is the only two-time Agent of the Year in IIAI history (1983, 1990) and was inducted into the Iowa Insurance Hall of Fame in 2003. Nationally, he is a past chairman of the Big "I" Government Affairs Committee and the association’s Crop Insurance Task Force, and he also has chaired several other Big "I" national committees, including Farm/Agribusiness, Personal Lines and Markets Development. He and Jan, his wife of 37 years, have one adult child and live in West Liberty.   T O P