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 Industry News

I I A B A   N E W S
Agency Universe Invitation on its Way

The Future One program, a partnership between more than 20 insurance carriers and the Big "I," is preparing to launch the next installment of the well-recognized and highly successful Agency Universe Study. The 2006 version of the study will be the best and most beneficial ever produced, and the Big "I" needs your assistance.

The Agency Universe Study provides agencies and carrier partners with the most comprehensive and authoritative information about the independent agency system. The broad-based survey, conducted every two years, studies a variety of important topics related to the independent agent and broker community. Every study examines common core elements, patterns and trends while taking a fresh look at an array of topics. The 2006 study will look at agencies’ involvement in networks and will delve in-depth into agency technology uses. The Response Center, an independent market research firm, will conduct the study to ensure the quality and confidentiality of the data. The survey reports only reveal the data in aggregate and no individual agency information is ever reported.

While the study has been highly successful in the past, we want to ensure that it continues to be useful and relevant to the industry. Accordingly, we encourage your active participation in this initiative and urge you to participate if invited. For more information about the survey, contact Madelyn Flannagan at 800-221-7917; madelyn.flannagan@iiaba.net.

V U
Training and Increased ROI from Employees

Return on investment (ROI) is a large factor in all business decisions. Often, when an agency misses its numbers, the market gets soft or when expenses just need to be cut, agency training is one of the first initiatives eliminated. How are agencies supposed to be prepared for a positive turn in the market, the next big sale or even the unexpected loss of a key employee when it cuts its investment in the one asset that actually makes the difference?

Employees represent the largest expense for many agencies, but they also have the strongest rate of long-term ROI if managed effectively. Ever hear the saying "A company’s greatest asset is its employees"? In this industry, where employee interaction is so valuable, agencies cannot afford to put off employee training, even if it plans to do it later. The reality is you don’t always have time and are likely to miss opportunities, which translate into high cost of sales, employee turnover and a reduced ROI from employees.

There’s a quick and easy solution. Spend less and continue to invest in your employees without interrupting work! E-learning with the Big "I" Virtual University works. The results are real. The Big "I" Virtual University provides just what independent agencies are looking for: an investment in their employees with immediate return, no interruption in service and an enhanced toolbox available to handle those unplanned business issues that occur daily.

The Big "I" VU and its latest addition of SkillSoft courses is the right choice because it provides:

• State-of-the-industry professional development courses available immediately.
• 24X7 access to all courses and reference tools.
• No travel costs, no down time in productivity, online mentoring and job aids.
• Continuous learning at your own speed, on your own level.
• Reduced cost to Big "I" members yields immediate return.

The Big "I" is dedicated to providing members with the very best learning resources to maximize ROI. Sign on today and make the difference for your agency, employees and customers. To access a complete listing of online courses to add to your toolbox today, log onto the Big "I" Virtual University. For more information, contact Madelyn Flannagan at 800-221-7917; madelyn.flannagan@iiaba.net.

T R U S T E D   C H O I C E®
Ad Campaign in Full Swing!

Summer has finally arrived, and with the rising temperatures brings the rising media presence of Trusted Choice®! Nationwide Trusted Choice® TV ads began running Monday on the FoxNews Channel. These ads will continue to run through Aug. 27 on the following cable channels: FoxNews—June 19 through July 9, CNN and CNN Headline News—July 10 through July 30 and The Weather Channel—Aug. 7 through 27. Millions of consumers will see the Trusted Choice® brand and its more than 6,100 participating agencies. In all, more than 350 spots will air coast to coast during the summer. Click here to view the network ad schedules. A complementary, 45-day Internet ad campaign will appear on www.AOL.com, www.MSN.com and www.Yahoo.com July 17 through Aug. 31. Trusted Choice® banner ads will be featured in high-traffic areas, including the e-mail, home, real estate, career and finance pages.

This advertising campaign is a great opportunity for Trusted Choice® agencies to leverage the brand to increase local awareness of your business. All Trusted Choice® agencies should run tie-in ads in their communities to establish themselves as the consumer’s smart choice for insurance and financial services. No matter what type of advertising you chose to run, your agency will gain significantly more exposure since consumers will associate the national TV ads with their local Trusted Choice® agency.

Trusted Choice® makes it easy for your agency to advertise by providing several customizable ads in radio, television and print format that you can add your agency name and contact info and run in your local market. We also provide helpful guides on buying print and broadcast media. Invest a little time and a little money into a tie-in advertising campaign and raise the profile of your Trusted Choice® agency with local consumers. Don’t miss your chance to capitalize on the national ad campaign! Not yet part of Trusted Choice®? Join the consumer brand movement! For more information, contact Jeff Myers at jeff.myers@iiaba.netor Jenner Gohr at 800-221-7917;   jenner.gohr@iiaba.net.

Got A Tagline?

Trusted Choice® is considering adopting a new tagline, and we want to hear from you. Do you have the perfect tagline for Trusted Choice®? We’d like to hear your ideas. Taglines help position the brand name in consumers’ minds. A tagline is a phrase or slogan that communicates a powerful brand message or promise which resonates strongly with your target audience. A tagline should say something essential about Trusted Choice®. If you have a tagline idea that will resonate with consumers, please e-mail TrustedChoice@iiaba.net with "Tagline" in the subject.

A couple things to keep in mind: the tagline must include the word "insurance" (using the word "agents" is optional); the tagline must be short and descriptive of the brand; and the submission deadline is July 17. Trusted Choice® will review all submissions and conduct appropriate legal checks to ensure that your suggested tagline is not already in use. If your tagline is selected you’ll win three years free membership in Trusted Choice® (valued up to $1,410) and a $250 credit to use at Mines Press or API for Trusted Choice® merchandise. Come on, just do it! For more information, contact Jeff Myers at 800-221-7917; jeff.myers@iiaba.net.

B I G   “ I ”   M A R K E T S^SM
Workers’ Comp Now Available

A workers’ compensation market is now available on Big "I" Markets, offered by our newest member MGA partner, Standard Lines Brokerage. Access is available in all states, subject to eligibility. A wide variety of classes qualify with the exception of general contractors, contractors working from height, veterinarians, daycare centers, adult care facilities and rehab centers. Log onto Big "I" Markets to review the target market section of the underwriting and coverage page for workers compensation. A business must have at least two full-time employees other than officers, owners and family members, and all eligible contractors must have two years of hard copy loss runs. To learn more product details, click here.

Commercial Umbrella Survey Still Open

In the last market access needs survey performed by Big "I" Markets, commercial umbrella was the 12th most requested market out of 134 markets surveyed. We are in conversations with a well known major carrier to make this market available to you, but we would like to better understand the precise nature of the need you have for this market. Please take a moment to complete a quick survey that deals exclusively with commercial umbrella.

B I G   “ I ”   F L O O D   P R O G R A M^SM
Time to Think Flood

The first tropical storm of the season has come and gone and, fortunately, it was a non-event in terms of damage. However, we have all seen the predictions for this year’s active hurricane season. In addition to the unpredictable weather patterns all over the country, there’s a recipe for disaster of sorts with the upcoming summer. Now, more than ever, make sure you are offering flood insurance to all of your personal lines and commercial lines clients. With Big "I" Marketsyou can do both. To learn more about the Big "I" Flood Program, click hereor contact Linda Mackey at linda.mackey@iiaba.net.

B E S T   P R A C T I C E S
Define Your Agency with Superb Customer Service

Today, most agencies focus on increasing sales and enhancing agency value. As a result, offering great customer service sometimes can be overlooked. Many industry studies show that customer service is the third most important factor influencing a purchasing decision, ranking after confidence and quality. But sales won’t matter if customers are lost due to poor customer service. In an industry of community-based businesses where word of mouth is crucial to success, reports of poor customer service travel quickly and can do great damage.

What defines excellent customer service? Make sure everyone in your organization understands your customers’ needs and are able to address them while exceeding expectations. Everyone needs to be prepared for the first time a customer or prospect initiates contact. Offering great customer service isn’t limited to just your customer service team. Make delivering excellent service an agency-wide priority today.

With the Best Practices guide "Customer Service Made Simple," it’s easy to make superior customer service an ongoing opportunity for growth in your agency. This guide provides great assessments of the opportunities available to ensure that your agency successfully implements a consistent culture of service. Order a copy of this simple workbook for all the service personnel in your office and see how providing great service can add to your bottom line in many ways. Order five or more copies by July 1 for only $10 each---60 % off the single-copy price.  Click here to download your discounted order form. For more information about the Best Practices program, contact Madelyn Flannagan at; 800-221-7917; madelyn.flannagan@iiaba.net

Y O U N G   A G E N T S
Register Now for Leadership Institute

The 2006 Young Agents Leadership Institutewill take place Sept. 8 through 10 at the Hilton New Orleans Riverside. This exciting event features distinct breakout sessions focusing on membership development, communications and political involvement. Attendees will also gain insight into the latest technology trends, network with peers and Big "I" leaders, learn new strategies for agency management and develop valuable professional and personal contacts. The Young Agent Committee awards will also be announced. The Young Agent party will be held on Bourbon Street on Saturday, Sept. 9, with all the New Orleans flair. Don’t let this opportunity pass you by. For more information, contact Katie Cosgrove at 800-221-7917; katie.cosgrove@iiaba.net.