Get Your New Producers Off to a Fast Start with IIAT’s Commercial Lines Quick Start Program – Convenient and Cost-Effective Commercial Lines Training

Convenient and Cost-Effective Commercial Lines Training

IIAT’s new Commercial Lines Quick Start program is designed for new commercial producers and personal lines agents and staff looking to expand into commercial lines. The program features two, three-day segments. You can choose to take only one of the segments, or both. Learn more.

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Part One: The Commercial Lines Technical Quick Start segment will build confidence in commercial insurance by providing an overview of the coverage challenges associated with Commercial Property, General Liability, Business Auto and Workers Compensation. Along with solutions to those challenges, this three-day session includes key questions to ask existing customers and prospects to assist in customizing their insurance programs. Filed for 21 hours of CE.

Part Two: The Commercial Lines Sales and Service Quick Start segment focuses on customer retention and sales concepts. This three-day session addresses the importance of relationship building, understanding customer and prospect needs, time management and goal-setting to achieve success. Additional topics include an introduction to

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Sponsored by Texas Mutual

avoiding E&O claims, working with carriers and staff and developing a service strategy. More experienced commercial producers and service staff might also benefit from this segment’s focus on sales and relationships. The Sales and Service Quick Start does not qualify for CE.

Register Now. Click on a link below.

You must be logged in to iiat.org to register.

Each three-day Quick Start session cost only $600 each for members, and if you register for both, there is a $100 dollar discount.

“IIAT’s Commercial Lines Quick Start program is a must for entry-level individuals in the commercial lines business. The programs offers a quick, practical study and provides instant dividends.  I highly recommend this approach for quick-and-timely results.”

– Brook Crawford, President & CEO
BrookStone Insurance Group, LLC

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Apply Now for the Leadership Academy: The Ultimate Mini-MBA Insurance Leadership Program

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Starts March 21 | Apply by March 5

In its 9th year, the Leadership Academy is a comprehensive insurance leadership training program developed by IIAT in collaboration with the University of Dallas Graduate School of Management. Since its inception, the program has provided 81 insurance professionals with what one participant referred to as, “the single most important continuing education that I have done for our agency and myself.”

Set to begin March 21, the “mini-MBA” program consists of three, 2-1/2 day sessions over

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Sponsored by United Fire Group

three consecutive months taught by award-winning professors who are also leading practitioners in their respective fields. Upon completion, participants will earn 30 hours of CE and a certificate from the University Of Dallas College Of Business.

 

The Leadership Academy is especially suited to the following  industry professionals:

  • Current industry leaders wanting to refresh or update their strategic management skills.
  • Aspiring industry leaders who wish to acquire those skills.
  • Agency producers who want to be able to demonstrate high-level business acumen when consulting with the decision makers of their top commercial clients and prospects.
  • The academy is also open to associate members.

The Leadership Academy Focuses on these Seven Key Leadership Topics

  1. The Leadership Imperative: Participants will understand the key distinction between contributors, managers and leaders as well as the leadership role they play and how they develop their own leadership style.
  2. Strategy: Participants will be introduced to a pragmatic strategic planning process and the key tools associated with the process including execution, progress tracking and success measurement.
  3. Negotiating and Influencing Skills: Participants will build and practice a five-step model for selling others on products, services or ideas.
  4. Performance Management: Participants will develop the interpersonal and team-building skills needed to effectively manage their own behavior and facilitate the collaborative behavior of others to accomplish agency objectives.
  5. Strategic Financial Management: Participants will be introduced to concepts needed to use accounting information to plan, control and make decisions.
  6. Marketing, Branding and Customer Service: Participants will learn how to develop brand image, loyalty and equity and will learn how to better manage the customer experience.
  7. Mergers and Acquisitions: Participants will be introduced to the various phases of M&As, conducting effective due diligence, and executing successful integration.

Apply to the Leadership Academy and get more details including tuition,
course descriptions and faculty bios.

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Ask Regina

reginaQ. We want to start sending out policies electronically, is there anything that we need to do in regard to prior notification to our insureds?
 

A.  Yes. Please refer the following excerpt from the Texas Insurance Code.  To obtain consent you can use the ACORD 68.    

Sec. 35.004. MINIMUM STANDARDS FOR REGULATED ENTITIES ELECTRONICALLY CONDUCTING BUSINESS WITH CONSUMERS.

(c) A written communication may be delivered by electronic means to a party by a regulated entity under this section if:

(1) the party affirmatively consented to delivery by electronic means and has not withdrawn the consent;

(2) the party, before giving consent, is provided with a clear and conspicuous statement informing the party of:

(A) any right or option the party may have for the written communication to be provided or made available in paper or another nonelectronic form;

(B) the right of the party to withdraw consent under this section and any conditions or consequences imposed if consent is withdrawn;

(C) whether the party’s consent applies:

(i) only to a specific transaction for which the written communication must be given; or

(ii) to identified categories of written communications that may be delivered by electronic means during the course of the relationship between the party and the regulated entity;

(D) the means, after consent is given, by which a party may obtain a paper copy of a written communication delivered by electronic means; and

(E) the procedure a party must follow to:

(i) withdraw consent under this section; and

(ii) update information needed for the regulated entity to contact the party electronically;

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#Joe2018 Is Almost Here! Top 8 Reasons to Go

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The Joe Vincent Management Seminar is the can’t miss event where the top insurance agents and leaders in Texas meet to explore the latest agency management concepts and techniques. You don’t want to miss it! If you’re not registered, there is still time — We hope to see you there!

Get More Info & Register Now.

Top 8 Reasons to Attend #Joe2018

  1. Find out where the industry is trending and how to ensure your agency is built to last.
  2. Learn how the global oil market will impact Texas, and possibly your business, for years to come.
  3. Hear from a leading futurist on how to convert innovations and disruptive trends into lucrative business opportunities.
  4. Discover how to build a sales culture that drives growth and agency value.
  5. Find out how tax will impact you and your client’s business.
  6. Learn the best sales tactics EVER!
  7. Explore practical outsourcing options for your agency with a panel of experts.
  8. Hear from a leading E&O defense attorney.
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Trusted Choice® Opens 2018 Marketing Reimbursement Program

Trusted Choice® continues to ease the financial burden for independent insurance agents by providing marketing tools and offsetting the costs through the Marketing Reimbursement Program (MRP). Applications for the 2018 MRP are now available.

New members and first-time MRP users can receive up to $1,250 by cobranding their advertising and marketing efforts using the Trusted Choice logo and branding materials.

The 2018 MRP follows a two-tier structure:

  • Tier 1: Receive up to $750 for using the Trusted Choice logo on any consumer-focused items, including but not limited to Freedom Campaign ad materials, promotional items, original advertising (non-Freedom Campaign ads), and collateral items like business cards or stationery. Available for new and first-time MRP users only.
  • Tier 2: Receive up to $500 for a digital upgrade using a web developer or vendor, including updates to an agency website, social media or mobile app. The digital upgrade must include the Trusted Choice logo, Pledge of Performance and a link to the Trusted Choice website. This one-time reimbursement is available for all agency locations that were not reimbursed for a digital upgrade in 2016.

To complete the MRP application or for more information, email Jo Buckley, Trusted Choice member advocate.

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Sexual Harassment: Employment Liability Tipping Point

As reported in the Insurance Journal, the insurance industry is expecting a wave of employment practices liability insurance (EPLI) claims to roll in following the recent storm of sexual harassment allegations in entertainment, media, hospitality and other industries.

Insurance experts say no industry or company is immune. While the initial wave of EPLI claims is likely to target high profile and large companies, there is the potential for a trickle-down effect on other industries, experts say.

According to the Insurance Journal, the likelihood of an employer being hit by a discrimination charge of any kind is higher than employers may realize. In 2016, U.S. companies had at least a 10.5 percent chance of having an employment charge filed against them, according to The Hiscox Guide to Employment Lawsuits, which was compiled using the latest data on employment charge activity from the Equal Employment Opportunity Commission (EEOC) and its state counterparts. Employment charges are often the first step toward employment suits. Employment discrimination charges can be based on race, sex, disability, age, national origin, religion, color and others in addition to sexual harassment. Most employers with at least 15 employees are covered by EEOC laws.

EEOC data from 2016 show that retaliation is the most common discrimination charge filed and is named in nearly half of all charges (45.9 percent). However, in many cases, more than one category can be cited in an EEOC discrimination filing. Read the full article. Read more (Insurance Journal).

Questions? Contact IIAT’s E&O Specialist Gunnar Kephart at 512.493.2421. Visit IIAT’s Employment Practices Liability page to learn more about coverage options through IIAT Advantage E&O.

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Reach Your Advertising Potential with Advertising 101

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Trusted Choice® recently launched Advertising 101, an online training series designed to help independent insurance agents understand, design and execute a successful advertising campaign.

The nine-part series guides agents from start to finish, touching on advertising goals, market research, budgeting, strategy, media, working with advertising agencies, developing ad content and measurement.

Advertising 101 explores the basics of the broad and complex space that is advertising, and simplifies the process through best practices for print, television, digital or outdoor campaigns. The series helps agents conceptualize, strategize and implement the entire advertising process.

Start your advertising training today and explore other Trusted Choice content, resources and training.

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Common Behaviors of a Successful Commercial Insurance Producer

The following post was written by guest author Jerry Lujan, a former independent insurance agent and founder of Elevation 180. If you like what you read, be sure to see Jerry at the Joe Vincent Management Seminar for his session “Sales Cultures the Drive Growth and Agency Valuation.”

The past several days, I have been on the phone with numerous commercial insurance producers. — high volume, mid-volume, and several that are just past being what I call a “newbie” or a “starter” producers.

I love talking to successful producers.  I especially like the ones who are driving their business and hungry to discover and take action on what it will take to make a life-changing difference in their book of business and personal income.   Their enthusiasm is infectious and causes me to want to help even more with coaching, tips, and strategies to win.

Honestly, I simply like to be around people who have a desire to Win On Purpose.

But the interesting thing that I am reminded every time I do back-to-back coaching calls is this:  Successful commercial insurance producers have common traits and behaviors that are consistent and disciplined, regardless of the size of their business. People who are blowing away their competition and their last year’s numbers all do the same things.

What are they?

  1. Know Your Book of Business Top to Bottom.  I make it a point to know how many accounts, average size of my top five accounts, and the average revenue of the top ten.  That way, I know what type of account I should be looking for.
  2. Know How Much Time You Spend.  Commercial insurance producers who are expanding quickly are dialed in on how much time they spend on key accounts, small accounts, and important accounts (more on that soon…)
  3. Know Your Team’s Capacity.  As your book of business grows, your team and their capacity is a critical key to scale your growth.  If you are the sole contact for your clients, you are no doubt tapped out, frustrated, and out of time for more growth.  (I can help you fix this.)
  4. Know Your Capacity.  There is an old saying credited to Abraham Lincoln that says, “… if given eight hours to chop down a tree, I would spend 6 hours sharpening my axe.”  Winners know what to drive most in order to get where they want to go.
  5. Know Where You Want to Go.  Two weeks ago, I wrote about the power of planning.  Statistically, it has been proven.  Things that get measured always show improvement.  Things that are not measured, do not improve.

If you are frustrated or out of time and not getting the results you want as a commercial insurance producer, I invite you to take a look at the Four Keys for Exponential Growth that I developed out of my 30-year career.  I’ve been there and know what it takes. I would love to talk to you about how to get where you want to be.

About Jerry Lujan

lujanJerry Lujan is the author of “Win on Purpose: Finding A Better Way and Sharing It!” A veteran of the insurance industry for over 30 years, Jerry’s experience covers a wide spectrum of positions, from CSR to sales producer, and eventually owner of one of the largest independently owned insurance agencies in the southwest.

As the founder of Elevation180 Jerry is obsessively dedicated to finding and sharing better ways for Agencies and Producers to achieve Peak Performance.

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Rick Bondurant Joins Frost Insurance Agency

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We’ll miss Rick greatly, but he’ll always be at the IIAT office in spirit, and as a cardboard greeter. 

It is with mixed emotions that IIAT bids farewell to Rick Bondurant as a valued staff member at IIAT. Rick has accepted a leadership position with Frost Insurance.

For 12 years Rick has served as IIAT’s go-to expert on agency management issues and as the de-facto chief-of-staff for the IIAT team. “Rick has been a cornerstone of our association. Staff and members will miss his daily involvement. However, leading a strong member agency will ensure his continued engagement and contributions to our organization. He hasn’t gone far!,” said IIAT President & Executive Director Marit Peters.
“I love this industry and it’s a privilege to have been able to serve it as a staff member at IIAT. IIAT is the best trade group in the country. I intend to continue to serve the industry as a committed member and volunteer,” said Rick.
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ELITExas Spotlight: 5 Questions

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Chad Gilpin, CIC
Commercial Lines Advisor
TCOR Management, New Braunfels

How did you get into the insurance industry?

My father owned an agency in San Antonio, and he suggested I interview with The Hartford as I was coming out of college. They had a great training program and the ability to move upward in the company.

What do you like most about your job?

The opportunity to work with business owners to help them build a better organization and the ability to help them make decisions on how they will grow their business.

What is the most challenging part of working in the insurance industry?

The vast amount of information you have to know to help your customers, (i.e.; regulations, changing coverages, business economics, and more.)

What is something about the insurance industry most people don’t know?

There is a great variety of job opportunities within the industry. You have everything from independent small agencies to wholesale brokers, large agencies and multi-national companies that someone can work for during their career.

What would you tell young people who are considering insurance as a career choice?

The insurance industry can provide anyone with the opportunity to create a fantastic work/life balance while still on par compensation wise with any other industry, as well as give people the choice to work all over the world if they so choose.

Bonus Question: What’s the most interesting thing about you that we wouldn’t learn from your resume alone?

I really enjoy coaching my kids in youth sports.

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