JOURNAL Carolina Agents 2016 Issue II - IIANC · Adding a Mobile App is a Win-Win for Agencies & Clients By: Kiki Johnson What’s So Great About Digital ... IBC 28 34 46 14 18 30

2016 Issue II

JOURNALCarolina Agents

CONTENTS2016 Issue II Volume 48, No. 2

Commissioner’s Corner

Recap: 1st Annual YAC Charity Golf Tournament

Thank You 2016 PARTNERS

Congratulations to IIANC Members Recognized as IBA’s Top Producers 2016

119th Annual Convention: Don’t Miss It!

Implementation of New Overtime Regulations: Are You Ready?By: Manning Fulton

Recap: IIABA Legislative Conference

Be an IIANC PAC Contributor in 2016!

IIANC’s Veterans Licensing Scholarship

Young Agents Spotlights

What’s Hot in IIANC Education

Congratulations New Designees

Member News

78

1023

2429

32353739414345

A Message from the IIANC CEOBy: Aubie W. Knight, CIC, CRM

Adding a Mobile App is a Win-Win for Agencies & ClientsBy: Kiki Johnson

What’s So Great About Digital Marketing?By: Charlotte Hicks Crockett, CPA, CIC, AAI, ARM

The Evolution of the Insurance Agency Cluster RelationshipBy: Chris Langille

11

12

16

20

Carolina Agents Journal is published by and in the interests of the Independent Insurance Agents of North Carolina, Inc. (IIANC) four times a year.

Editor & Advertising Manager, Rena [email protected]

Insurance company personnel, vendors and other industry-related vendors may subscribe to IIANC mailings, including the Carolina Agents Journal by becoming Associate Members of IIANC. Contact IIANC for more information on membership. IIANC member agencies may receive additional copies by subscription. Statements of fact and opinion in the Carolina Agents Journal are the responsibility of the authors alone and do not imply an opinion on the part of the officers, staff or members of IIANC. The publisher does not assume responsibility for claims made by advertisers in the magazine. Participation in IIANC events, activities and/or publications is available on a non-discriminatory basis and does not reflect IIANC endorsements of the products and/or services. Articles and information published in this magazine may not be reproduced without written consent of IIANC. Bulk rate U.S. postage paid at Raleigh, NC.

Editorial and advertising offices located at: 101 Weston Oaks Ct, Cary, NC 27513 • Phone: 800-849-6556 • Email: [email protected] • Internet: www.iianc.com

THE DIGITAL ISSUE

Jim Mozingo, MBA Fayetteville • [email protected] Vogedes, III, CPCU AAI Edenton • [email protected] Haney, CPCU ARM Charlotte • [email protected] Rice, CIC LUTCF CBIA Fayetteville • [email protected] Evans Shallotte • [email protected] Snipes, CIC Dunn • [email protected]

Monty Ross, CIC AAI Kitty Hawk • [email protected] Jones Roxboro • [email protected] Whitehurst, CIC AAI CWCA Wake Forest • [email protected] Chalk, LUTCF Morehead City • [email protected] Chadwick, III Wilmington • [email protected] Cook, LUTCF CIC CRM Lumberton • [email protected] Rouse, CPCU ARM Lexington • [email protected] Tedder, Jr., CPCU CIC CRM CBIA AU AIS Charlotte • [email protected] Williams, CPCU CIC CRM DAE CBIA CRIS CPIW Newton • [email protected] Hall Spruce Pine • [email protected] Heckle, AAI Matthews • [email protected]

ChairmanChair-ElectSecretaryTreasurerImmediate Past ChairNational Director

District 1District 2District 3District 4District 5District 6District 7District 8District 9District 10At Large

OFFICERS

DIRECTORS

STAFF

Erie InsuranceFCCIFirst Benefits Insurance Mutual, Inc.Guard Insurance GroupThe Harford Mutual Ins. CompaniesHeritage InsuranceISU Insurance Agency NetworkInterstate Insurance ManagementIroquois South

All Risks, Ltd.AmTrust North AmericaApplied UnderwritersAtlantic Specialty LinesAuto-Owners InsuranceBig “I” MarketsBuilders Mutual Insurance CompanyBurns and WilcoxEMC Insurance

44734273442264023

3836IBC283446141830

Jackson Sumner & AssociatesJ.M. WilsonJohnson & JohnsonLiberty MutualLighthouse Property Insurance Corp.MJ Kelly CompanyQuickInsRPSSummit

637OBC5222338IFC43

ALPHABETICAL INDEX OF ADVERTISERS

IIANC STAFFChief Executive OfficerAubie W. Knight, CIC CRM • [email protected]

Vice PresidentStuart Powell, CPCU CIC CLU ARM ChFC AMIM AAI ARe CRIS • [email protected]

Vice President of Education & CurriculumLuAnn Wooters, CISR AAI • [email protected]

Vice President of Finance & OperationsRoyce Henderson, CGA • [email protected]

Vice President of Insurance Operations & Technical AffairsSharon Koches, CPCU RPLU AAI AU ITP • [email protected]

Vice President of Member ServicesNatalie Simpson • [email protected]

Accounting CoordinatorJanet Miller • [email protected]

Administrative AssistantJill Gaffin • [email protected]

Benefits Account ManagerCathy Hurley • [email protected]

Communications ManagerRena Todd • [email protected]

Database Administrator & RegistrarJanice Szewczyk • [email protected]

Education CoordinatorTrisha Knott • [email protected]

Education CoordinatorJulie Simser • [email protected]

Senior E&O and Special Account ExecutiveDenise Miller, AAI, CISR, • [email protected]

Meetings and Events ManagerAllyson Knott • [email protected]

Membership CoordinatorJill Lewis • [email protected]

NCAIA STAFFChief Executive OfficerAubie W. Knight, CIC CRM • [email protected]

Vice PresidentStuart Powell, CPCU CIC CLU ARM ChFC AMIM AAI ARe CRIS • [email protected]

Vice President of Insurance Operations & Technical AffairsSharon Koches, CPCU RPLU AAI AU ITP • [email protected]

Assistant Vice President, Finance & OperationsDiane Baldwin, MBA CPA • [email protected]

Account ExecutiveBarbra Abrahams, CISR CSRM CPIW • [email protected]

Senior Account Executive and Database ManagerKaren Kerr, CISR CPIW AAI • [email protected]

Agency ManagerLisa Weatherly, CISR CPIW • [email protected]

Director of University Relations and Special ProjectsBruce Mallette, Ed.D. • [email protected]

Junior Account ExecutiveBrittani Moore • [email protected]

Carolina Agents Journal - 2016 Issue II 7

While the Department of Insurance’s main offices are in Raleigh, we know that insurance issues affect people in all 100 counties of North Carolina. As Insurance Commissioner, there is no better way for me to know what’s happening around the state than to meet directly with people in their own communities. In addition to attending conferences and association meetings, I have been fortunate this year to meet with small groups of insurance agents in towns and cities across the state, from Brevard to Greensboro to Fayetteville and many others.

These direct conversations are valuable in helping me learn how the department can better serve its licensees and how we can work together to address issues in our insurance markets. They’re also a chance for me to remind you of how the Department of Insurance can help you, not only as an agent, but as a citizen of North Carolina. In addition to its duties related to the insurance regulation, the department provides counseling to people with questions about Medicare, investigates insurance fraud and houses the Office of State Fire Marshal.

Of course, it’s not possible for me to visit every community in North Carolina in a given year, but members on my staff are also doing outreach around the state. Recently, we formed a Speakers’ Bureau made up of trained experts who give presentations and answer questions about all the valuable services and

assistance the Department of Insurance provides to North Carolinians. And this summer and fall, you may see our staff manning a booth at one of many local and regional festivals across the state.

If you belong to an organization, club or agency that would like a representative from the Department of Insurance to meet with your group or attend your event, please let us know. And to find out where our Speakers’ Bureau members are headed next, follow the NC Department of Insurance on Facebook or on Twitter @NCInsuranceDept.

WAYNE GOODWIN

NC Commissioner of Insurance

COMMISSIONER’S CORNER

@WayneGoodwinNC

8 Carolina Agents Journal - 2016 Issue II Carolina Agents Journal - 2016 Issue II 9

1-800 WATER DAMAGEAnders, Ireland, Marshall, Inc.

Allen Tate InsuranceAuto-Owners Insurance

Bagwell & Bagwell InsuranceBankers Insurance Group

BerkleyNet Burns & Wilcox

Catawba Insurance AgencyCincinnati Insurance Co.

Coastal InsuranceCoastline Insurance Associates

Congruity HRDave & BustersErie InsuranceFFVA Mutual

Frankenmuth InsuranceFrontline Insurance

The HartfordHeritage Insurance

IIANC Member ServicesIIANC Young Agents

ICW Group Insurance Co.Imperial PFS

Jackson Sumner & AssociatesKeystone Insurers GroupLiberty Mutual Insurance

Live Oak BankLN Davis Insurance Agency

Make-A-WishNational General Insurance

Snipes Insurance Service, Inc.Stonewood Insurance

Tar Heel Sports NetworkUniversal North America

Vogedes Insurance AgencyW.A. Moore Insurance

It was a beautiful day and the spirits were high as 110 golfers from across the state came to UNC Finley Golf Course on April 21st for the 1st Annual YAC Charity Golf Tournament, hosted by the IIANC Young Agents Committee (YAC.) After a full day of golfing, fellowship and networking, we were able to raise more than $37,000 for both Make-A-Wish Central and Western North Carolina and Make-A-Wish Eastern North Carolina. This is enough money to grant FOUR WISHES for deserving children. A special thank you to all of our wonderful event sponsors - we could not have done this without you!

1st Annual YAC Charity Golf Tournament

SILVER SPONSORS:

GOLD SPONSORS:

TITLE SPONSOR:

THANK YOU SPONSORS


Over the past 18 months, I’ve visited more than 150 of our member agencies, and spoken with hundreds more at various industry functions. Just like no two member agencies are the same, no two agency visits are exactly the same either. It is important to me to listen to our members and try to find the commonalities between the visits. What are the things that the majority of our members seem to be dealing with?

Perhaps the most widespread issue that I’ve heard during these conversations relates to personal lines insurance, and how much harder many of our members are having to work in order to retain their personal lines accounts. Many have expressed that an increasing number of their customers are asking the agency to shop their account every year. In spite of re-marketing these accounts, retention levels have not increased, and have even perhaps dropped a couple of percentage points.

When one considers the billions of dollars being spent collectively by GEICO, Allstate, State Farm, Farmers, Liberty Mutual, Nationwide, Progressive and others, it’s no surprise that the average consumer is being touched repeatedly (some say as many as 8 times per day) by an insurance ad letting them know that they could be paying too much for insurance. Think about that for a second. Your customer is being told by your competitors several times each day that they are likely paying too much for the product that you are currently providing them. Frankly, it’s a wonder that you are not having to re-market 100% your personal lines book of business on a semi-annual basis.

Combine the facts above with many agencies also telling me that they are not getting the opportunities to quote as much new business as they would like. Additionally, we have a less than ideal set of circumstances: a book of business that is eroding due to competition, and not enough new business opportunities to make up for the lost accounts. Clearly, that is not a sustainable business model.

So what to do? There is a lot of evidence out there that the value proposition of the independent agent remains very strong, and that it will resonate very well with the next generation of insurance consumers: millennials. However, that is dependent on one very important factor. In order for the message of the independent agent to resonate,

the consumer must first be exposed to the actual message. If they don’t hear it, it won’t resonate. There are at least a couple of sports analogies here, right? You are guaranteed to miss every putt that you leave short, or perhaps that you’ll never get a hit at the pitches you don’t swing at.... Pick your favorite! The point being, as a distribution system, we must do a better job marketing ourselves and our value proposition.

You all know how consumer buying habits have changed over the last five to ten years. You research many products online before making a buying decision. You also do a lot of shopping, banking and other activities in the digital world. If you are going to be an effective marketer, then there is no doubt that you will have to embrace how to go about that digitally.

How will your agency need to market differently in order to acknowledge these changes? A strong online presence complete with Google and Yelp reviews, a modern, attractive and functional website, a consistent social media program, a mobile strategy, and being able to provide a true 24/7 agency experience will likely to be key components to a successful agency’s marketing plan in the near future.

We know that many of those things sound very frightening to our members, but they don’t have scary at all! At IIANC, we have aligned ourselves with some of the very best strategic partners that can help you in each and every single one of these areas. It is our vision to empower our member with the ability to rise above the competition, and we feel that helping our members embrace a stronger digital marketing presence is one solid way of working towards that vision. In this issue of Carolina Agents Journal, we will lay some of the ground work. Stay tuned for exciting times ahead.

THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE

AUBIE W. KNIGHT, CIC, CRM

IIANC CEO

A MESSAGE FROM THE IIANC CEO

@[email protected]


For many independent insurance agencies, surviving in one of the most competitive industries in the world would simply not be possible without agency alliance networks, also known as clusters. In an industry where captives are leaving to become independents, almost daily, and younger agency owners are entering the market, these groups are becoming more important than ever before.

There is no doubt that clusters are crucial to the growth, and long term sustainability of the independent agent distribution channel.

With that being said, it’s my opinion that these clusters could be doing more for their agency partners. They should want to, because helping their agents is helping themselves. After all the time and money it takes to recruit and build relationships with agency partners, it only makes sense to take a more well rounded approach to their development.

Here’s what I mean…

BY THE YEAR 2020: OVER HALF OF OUR COUNTRY’S PURCHASING POWER WILL BE DRIVEN BY MILLENNIALS. ARE AGENCIES BEING PREPARED FOR THIS SHIFT? IS IT THEIR SOLE RESPONSIBILITY TO PREPARE THEMSELVES?

While many of the existing (and more mature) agencies have been able to grow their business over the past 20 or 30 years with more traditional methods, being able to pivot and adopt customer acquisition strategies that more closely align with modern consumer purchasing patterns has proven to be a huge and often insurmountable challenge for many agencies. Agencies need to know how to capture the attention of one of the biggest, and soon to be the most influential demographic in the world — millennials. It’s a game that agents and clusters alike aren’t used to playing. Both sides need to learn fast though because at the end of

the day, insurance agents aren’t in the business of selling insurance, they’re in the business of marketing.

When it comes to marketing, many agencies are on an island, fending for themselves against national brands who spend billions of dollars each year pushing a message that is commoditizing a product (personal lines) that has been the backbone of thousands of independent agencies for decades. So what can clusters and agency advocate organizations do about this? What should they do? Is is their responsibility? I think to a large degree it is.

I recently had the opportunity to speak with a group who is well past their “ah ha” moment, and onto the “let’s get something done and help these folks out” phase:

CARRIER ACCESS IS ONLY THE BEGINNINGIt’s just like I tell our website clients sometimes if they ask about leads and traffic — a website is only one variable in your online success. You need to understand how to use the website as a sales and servicing tool, or it will be no better than a billboard on a deserted road. This is why our clients have access to a marketing dashboard that teaches them every thing they need to know so they can survive and thrive online. Handing someone a new website is only half the battle.

If you’re a cluster reading this article, you might already know this, but your job isn’t done by helping an agency get some direct codes, or a discount on their agency management system. If you think it is, you’re missing the bigger picture, and, leaving money on the table in the process. Don’t get me wrong, carrier codes are obviously huge, overrides are great, and software discounts are a nice sweetener, but in 2016 and beyond, I think agencies need more to grow.

AGENTS NEED MORE TO THRIVE:

PRACTICE WHAT YOU PREACHIf you’re going to preach growth and stability when you’re recruiting agency partners, should it not be part of your duty and responsibility to help prepare agencies for the monumental shift that is occurring? Maybe a more important question: do you know how to prepare yourself? As more tenured agency owners retire and sell off, you’re going to be dealing with a totally different kind of recruit pretty soon — if you can connect with them in the first place. Reaching millennial agency owners is going to be a thing going forward.

I recently saw a great example of a company that “get’s it” when it comes to millennial marketing. We all know about Progressive Insurance’s Flo, but did you realize she is being marketed to children?

Progressive Insurance understands the game.

Instead of grabbing the low hanging fruit, they’re putting their work in now, and planting their marketing seeds with the youngest age demographic out there — a population who won’t have the need for insurance for another 10-15 years. They’re not just marketing to millennials, they’re marketing to two generations before them, so they can reap the benefits later. It’s a long term play, but one that is building their brand equity with an age bracket that is very impressionable. This is the type of second level thinking it takes to build your brand, and network for the long haul. The following pictures are screenshots of a few of their ads that I found when helping my seven year old son navigate a children’s spelling app, and a Looney Tunes game on his iPad:

Before I could click the little “X” to kill the ad, he laughed and asked me who it was. If my 3 year old saw it, he would have asked where I could buy him a toy “Flo.” Could this type of approach help clusters attract young agents? Possibly. Could it help insurance agents attract life long customers who were essentially born into their brand? Definitely. It’s already happening. Well played Flo, well played.

CHANGE IS A COMINGThe shift that’s occurring is like a disease that you can’t see, hear, touch, or feel. You know you have it, but because it hasn’t impacted your day today, you dismiss the notion that it’s a real problem. You can ignore it if you want to, but one day you’re going to wake up and get the worst news of your life. There needs to be a sense of urgency from carriers, clusters, and agencies if the independent channel is going to remain stable.

There needs to be value beyond carrier access.

E V L U T I O NTHE

OF THE INSURANCE AGENCY CLUSTER RELATIONSHIP

THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE

BY CHRIS LANGILLEFOUNDER/CEO, ADVISOR EVOLVED

>>

Carolina Agents Journal - 2016 Issue II 15THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE

Speaking of which, I’ve seen 100x more value being a member of a private Facebook group (which is on its way to something much bigger) than I have from any other group, or agency alliance relationship I’ve ever had, and I’m not the only one echoing that sentiment. Check out the Insurance Agency Owners Alliance (www.facebook.com/groups/IAOAlliance) and ask to join now - it’ll be the best thing you do all day.

Is that sad? Maybe, maybe not, but it just goes to show you how millennials like me operate. We live online, and this behavior is becoming more and more ingrained into the DNA of modern consumers.

This is only one man’s experience, but when an agent turns to Facebook for advice instead of the organization that helped bring them into the business, I think it’s very telling of the current state of cluster/agency relationships.

BE PROACTIVE WITH AGENCY PARTNERSMaintaining a relationship with an agency partner is no different than an agency maintaining a relationship with an insured. Being reactionary is the beginning of the end — a silent deterioration of the relationship. Customers don’t leave an agency because of price, they leave because of lack of communication. Holding a webinar a few times a year, a random training session, or sending a few emails that talk about marketing, or agency development is not enough in my opinion. Some agents need to be interrupted — forced into taking action. Agents need to be accountable too though. It’s my opinion that agency alliances need to be aggressive, and progressive in helping agencies with the other areas of their growth plan if they want to maintain a healthy network of agency partners.

Things like:

• Digital marketing & SEO• Business planning and succession• Hiring & Producer Compensation• Software & Hardware tips• Agency guidelines & best practices

• Just like taking a licensing exam to sell insurance is mandatory, there should be mandatory business development and marketing classes for agencies as well when they become a member of a cluster, or even after they’ve been in business for a while.

The independent channel is already a decade behind the curve when it comes to marketing (especially digital marketing), and in the millennial driven world we’re headed towards, agencies need actionable advice, accountability, and most importantly, help with execution. Don’t leave it up to carrier programs and agents themselves. Take things into your own hands, because the landscape isn’t just changing for agents, it’s changing for you too.

CONCLUSIONRunning an insurance agency in 2016 and beyond isn’t the same thing as running an agency in 1996. The same can be said for operating a cluster. I might not be telling you things you don’t already know, but if you’re a cluster, or agency alliance group, and don’t know where to begin, Advisor Evolved may be able to help you. If you’d like to discuss ways to help your member agencies grow faster, check in with us and let’s see if we’re a good fit for what you’re trying to do. One thing is for sure though, if you’re laying back doing the same thing over and over again, expecting a different result, while the world is changing around you, well, you know what the definition of that is right?

Chris Langille is founder/CEO of Advisor Evolved, a web development and marketing company that helps independent agents with their agency website and digital marketing needs. An independent agent, Chris has been in the insurance industry for over a decade, as both a producer and agency owner. He is passionate about helping independent agents use modern technology and marketing strategies to help capture and retain more business.

Contact Chris for more information at [email protected] or visit www.advisorevolved.com. Be sure to ask for the IIANC member discount!

DO YOU FOLLOW US ON SOCIAL MEDIA?NO? THEN YOU’RE MISSING OUT ON IMPORTANT EVENTS AND NEWS!

@TheBigI_NCfacebook.com/IIAofNorthCarolina


A mobile app can make your CSRs more efficient, your clients more loyal, your bottom line look better and enhance your role as a trusted advisor. In other words, a mobile app helps you make money and retain clients.

Wow, how does that work?

Understanding how a mobile app is a win-win for your agency and your customers is critical to making it a successful strategy for you agency. So far, you may have only thought of an app as a necessity to stay “in tune” with the digital world. If you have, you’re on the right track. Moving your agency into the mobile space is so necessary in today’s world. But keeping your agency “relevant” in the 21st century is only a small part of the reason to have an app.

A mobile app is necessary because it helps you retain your customers and increase productivity.

Ok, so how does a mobile app help you retain customers? I promise, the super secret formula isn’t as mysterious as you’d think:

Engage + Contain = Retain

Let’s break that down.

ENGAGEWhat is the one thing people always have with them? Their smartphone.

And not only do they have it basically attached to their bodies, they’re very comfortable doing everything on it! From paying bills to checking into a flight, your customers expect to get things done on their device, including insurance tasks.

Why aren’t you taking advantage of this? When you allow customers to easily get things done it saves them time and it saves the staff time to work more productively. Occupying real estate on someone’s smartphone is huge.

If you haven’t taken advantage of it, you’re missing out. Here’s another way of thinking about it: the longer you demand that customers engage with you on your terms, the quicker you’ll lose them. We already know people

love using their phones, so:

Be there. Be Quick. Be Useful.

The insurance industry as a whole can do so much better at engaging with people where and how they want to be engaged. And it can start with something as simple as a mobile app.

CONTAINOk, so we know how important a mobile app is. Now you might be thinking: “The insurance companies I work with have mobile apps. Perfect. I’ll just have my customers download their mobile apps. Cheap, easy and it’ll make them happy.”

Sounds like a win-win, doesn’t it? Except that you’ve now just made yourself and your agency irrelevant. You’ve given up your chance at establishing prime mobile real estate to a carrier. Every time a client taps their phone and sees that insurance company’s app icon – what entity will your customer think about? You can bet it won’t be you.

When your customer uses your app to pay their insurance bill, file a claim, use their POI, build a property inventory, send you a change of policy request or even call you, they will see your branding and think of you. A mobile app let’s your agency be the connector at every touch point.

Do you really want an insurance company app helping them do those things… are you sure you want to give up those easy touch points? And when your competition comes along with a different sales pitch – will the idea of losing the ease of doing business with your agency be an issue if your agency doesn’t’ have an app? Nope.

This is why it’s so important for your agency to have your own mobile app. It keeps you in between the customer and the carrier (and maybe even other agencies). It makes you relevant. And it makes you necessary. It’s a good customer experience. There’s one more pressing, but slightly technical way in which an agency mobile app can help you contain your customers: it keeps them away from Google.

Google is where your customers become fair game to other insurance agencies and companies.

BY: KIKI JOHNSONCO-FOUNDER, GOINSURANCEAGENT.COM

ADDING A MOBILE APP IS AWIN-WIN FOR AGENCIES & CLIENTS

>>


How? Cookies. No, not the delicious, chocolate chip kind; the annoying kind. The digital cookies that sneakily embed themselves in your browser.

Without an agency mobile app, your customers will probably Google you for whatever information they need. And your website cannot give them the advanced tools and technology your customers get with the right app. When they perform an insurance search, they’re cookie-d as an “insurance consumer.” That cookie then alerts relevant businesses (aka other insurance agencies or companies) to show your customer their advertisements.

Google is a digital battlefield. It’s where you have to be to attract new customers, but it’s not where you want to send your current customers. With a mobile app you put a nice wall around your customers that shields them from the onslaught of online insurance advertisements.

With a mobile app, you keep them CONTAINED to your agency and your touch points.

RETAINMobile app engagement keeps your agency at the top of your customers’ minds.

Mobile app containment makes you necessary and makes your customers less vulnerable to sales pitches from other agencies and companies.

When you’re engaging with and servicing a customer in the way they want and decreasing their exposure to your competition, you’re much more likely to retain their business.

Engage + Contain = Retain.

It’s as simple as that.

The more customers you retain, the more cost saving opportunities you create, the more money in your pocket. And remember, “MOBILE” isn’t the future. It’s right now.

A final thought – How may sales are lost and opportunities are missed when consumers “overlook” an agency because it doesn’t offer mobile access to services like bill pay, insurance id’s, claims services etc.? It’s time to look at your agency with fresh eyes and ask: “Can my clients work with us their way or only our way?”

To learn more please contact Kiki at [email protected] or visit www.GoInsuranceAgent.com. Be sure to ask for the IIANC member discount!

COMINGSOONTO AN AGENCY NEAR YOU

AN AROUND-THE-CLOCK

SOLUTION


Is digital marketing really the greatest thing since sliced bread? And what is it anyway?

The term “digital marketing” refers to any marketing that uses the Internet or wireless technology to communicate a company’s message. For many years, agents focused on familiar media such as yellow pages, print ads, and perhaps television or radio ads. A few agents, mostly direct writers, used direct mail. By far, the most common method of customer acquisition was through one-on-one sales, either in-person or by phone.

Then, on October 27, 1994, the first clickable banner ad was published by hotwired.com. It was very basic by today’s standards and simply asked, “Have you ever clicked your mouse right HERE?” with an arrow to the words, “YOU WILL.” Although AT&T sponsored the ad, their name and logo didn’t appear in the banner. When a user clicked on the ad, they were taken to a very simple web page which provided links to a few art museums and AT&T’s nascent website. It received an astonishing 44% click-thru rate.

(Someday, that kernel of knowledge could help you win a trivia contest… you’re welcome.)

Four years later, Google was founded, and by 2006, LinkedIn, Facebook, YouTube, and Twitter were online and growing exponentially. When Apple’s iPhone debuted in 2007, it signaled a new era in technology with profound implications for marketing — a computer in (nearly) everyone’s pocket.

Today, utilizing digital media is critical if you want to keep your agency healthy and growing. We’re long past the early-adopter phase. Digital marketing is now a core business activity.

THE ADVANTAGES OF DIGITAL MARKETINGOnline media does have some advantages over traditional media such as direct mail.

INSTANT FEEDBACKThe ability to know immediately if a marketing campaign is working is a huge advantage of online media. You can make adjustments quickly, and shift resources easily to get the best results. Tim Ferris tested six possible book titles using Google AdWords before he published The 4-hour Workweek. It’s difficult to imagine “Broadband and White Sand” or “Millionaire Chameleon” having the same success as the title he ended up using.

BETTER TRACKINGWhen you send out a direct mail campaign, the only information you can track is how many bad addresses were on your list and how many prospects responded to your offer. There’s no way to know how many people opened the mail piece or read your postcard. With online media, you can measure the open rate of emails, click rate on ads, and even know where on your website visitors went and how long they stayed. This gives you much more insight into where the problems are in your sales funnel. MORE PRECISE TARGETING OF PROSPECTSBy now, most people understand they don’t have anonymity on the web, but few realize the extensive data mining that is occurring with every keystroke. And it’s not just Google and Facebook — many sites track your interests, what you read, and especially what you buy. It may be a bit creepy, but for businesses, it’s a gold mine of data. More than ever before, you’re able to precisely target exactly the type of buyer you want to receive your message. Advertising dollars that were wasted on people who weren’t good prospects can now be reallocated to communicate with the best potential clients.

REACH A WIDER GEOGRAPHIC AREA EASILYToday, it’s common for the insurance buying cycle to start online. Someone thousands of miles away may see your blog post on flood insurance and contact you for more information. Both consumers and businesses have become more comfortable doing business with professionals outside of their local area.

What’s So Great About Digital Marketing?

Your potential clients are located far beyond the town your agency is in. If you’re not online, you’re losing business.

MARKET TO PROSPECTS INDIVIDUALLYOne of the biggest trends in digital marketing is customizing the buyer’s experience. Advanced strategies such as retargeting, adaptive content, and geo-responsiveness allow you to create a one-on-one selling experience online. For example, if a prospect downloads a special report you have on controlling workers’ compensation costs, you’re able to link her to more content related to workers’ compensation instead of to a page with generic information about your agency.

DON’T WASTE YOUR MONEY ON DIGITAL MARKETINGWait — didn’t I just tell you about all of the advantages of digital marketing?

Yes, I did but just like traditional media, it’s easy to waste a lot of money on marketing and advertising that doesn’t result in sales. All marketing, advertising, and sales activities should build your list, develop a relationship with that list, and convert your prospects to clients. Any other activity is wasted money and effort.

So how do we make sure we’re using digital marketing tactics effectively? Let’s look at three key concepts that will help.

KEY CONCEPT #1: KNOW WHERE YOUR AUDIENCE IS.Before you plan any marketing campaign, it’s critical to know where your audience’s attention is. (I’m assuming you’ve defined who your audience is.)

Trying to get your prospects to use the medium you’re most comfortable with is about as effective as convincing a 14-year-old that you’re smarter than they are. Instead, find out what media your target audience uses regularly, and go there. Snapchat may be an effective platform for selling renters insurance to millennials, but it won’t get you far if you’re selling Medicare supplement policies to older baby boomers.

KEY CONCEPT #2: FOCUS ON THE SYSTEM, NOT THE PLATFORM.Your marketing must take a prospect through each stage of the sales funnel: awareness, evaluation, and conversion. No one marketing campaign will accomplish every step of this process, especially in commercial lines where the buying cycle is longer and more involved. Each marketing campaign you run should have a specific goal. But every campaign won’t have the same goal.

Likewise, the media platforms you use may vary, depending on who your prospect is and the goal of your campaign. The question isn’t “how can we use Facebook to get clients?” but rather, “what’s the best platform to connect with our prospects

at this particular point in their buying decision?” Once you have a defined system, it’s much easier to determine which media platforms will get the best result.

KEY CONCEPT #3: START AT THE BEGINNING, NOT IN THE MIDDLE. I have to admit, this has been one of my pet peeves with some companies who have sold their services to agents.

I was meeting with an agency owner who told me he tried using Facebook but it was a complete flop. As far as he was concerned, all social media was worthless. He had purchased a service that provided 20 Facebook posts a month. After several months of posting the messages with no response he had given up. When I looked at his Facebook page, he only had 23 people following his page — almost all of them family members or other insurance agents. With no strategy to attract people to his Facebook page, the money he spent on posts was worthless. To make it worse, because other agents around the country were posting the same messages on their Facebook pages, Google downgraded his position in its search results. He would have been better off not doing anything at all.

Your digital marketing system must start at the beginning — your website — and then expand from there. The tools you use will depend on the prospects you want to attract, and your agency’s overall marketing strategy.

Digital marketing isn’t a one-size-fits-all product. While the mechanics of using online marketing platforms is the same for every business, you can’t just copy what someone else is doing and expect it to work for you.

MOVING FORWARD WITH DIGITAL MARKETING Competition in the insurance industry has never been more intense. Now is the time to integrate online media into your marketing and sales activities.

To read more from Charlotte about digital marketing, be sure to visit IIANC’s blog, Insurspective, at www.insurspective.com. Stay tuned for more posts!

THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE THE DIGITAL ISSUE

Charlotte is a third-generation insurance professional and is the co-author of A Business Success Journal – Straight Talk by Real People and author of the upcoming book, The Nowpreneur Manifesto. She currently serves on the Board of the North Carolina Insurance Underwriting Association and is a Past President of IIANC.

Charlotte is the founder of Nowpreneur, which gives entrepreneurs who are frustrated with outdated, time-consuming, and costly prospecting methods, customized marketing strategies that deliver a steady stream of high-quality prospects to their businesses. She can be contacted at [email protected].

by: Charlotte Hicks Crockett, CPA, CIC, AAI, ARM

founder, nowpreneur


Congratulations to the following IIANC members for being recognized by Insurance Business America magazine as being one of the “Top Producers 2016”

C G R STANO

Rick Heckle, AAI

Dean, Heckle & Hill, Inc.Matthews, NC

Jimmy Robinson, CIC

Robinson & Stith InsuranceNew Bern, NC

Jonathan Nelson

Insurance Service of Asheville, Inc.Asheville, NC

Paul Schaaf, CIC, CRM

Cameron M. Harris & Co., LLCCharlotte, NC

MYRTLE BEACH MARRIOTT RESORT & SPA AT GRANDE DUNES

Marriott Resort & Spa at Grande DunesThis award-winning hotel provides the perfect balance of high quality resort accommodations and business-friendly amenities in the heart of Myrtle Beach. Convenient to the city’s shopping and entertainment centers, the resort features luxurious guest rooms, a large beachfront pool with water slide, a posh European spa and a pristine beach.

Call (843) 449-8880 to book your room by September 2nd and receive a discounted rate of $145/night! Subject to availability.

Don’t miss two award-winning keynote speakers at this year’s convention!

Retired United States Army Staff Sergeant Travis Mills of the 82nd Airborne is a recalibrated warrior, motivational speaker, actor, author and an advocate for veterans and amputees. Despite losing portions of both arms and legs from an IED while on active duty in Afghanistan, Travis continues to overcome life’s challenges, breaking physical barriers and defying odds. Travis lives by his motto: “Never give up. Never quit.”

Spencer Houldin currently serves as chairman-elect of the IIABA executive committee. He has held numerous leadership positions at the national level including having served a three-year term as chairman of the Big “I” government affairs committee. In this capacity, he testified before numerous congressional committees on behalf of the association on topics ranging from the modernization of the insurance industry to the National Flood Insurance Program.

NETWORKINGHave the opportunity to spend 7+ hours networking with 80+ insurance companies and vendors.

BREAKOUT SESSIONSWith FIVE BREAKOUT SESSIONS, there is something for every attendee! You will have the opportunity to choose which topics are more important for you and your agency. Topics include:

NEW IN 2016This year we’ve added a First Timers Reception on Sunday afternoon and an IIANC PAC VIP Contributor Reception on Monday evening.

By combining can’t-miss education sessions, networking, charitable

giving, and physical fitness, you will experience a full mind, body, and soul rejuvenation and will return to the office recharged and ready to

move your agency forward!

This year, by popular demand:

EXTENDED NETWORKING HOURS! Enjoy a delicious lunch in the Networking

Hall on Monday with exhibitors

stay

learn

explore

Travis Mills Spencer Houldin

The networking is what makes these conventions so worthwhile. While the sessions are great, you can’t put a price on the value of building relationships and spending time face-to-face with our carrier partners, underwriters and peers.

This is a wonderful opportunity to meet other agents and company representatives to build relationships that prove to be invaluable in our industry. It is such a great setting to have fun, while working and growing at the same time. This was my third Convention, and the best by far!

“

“

”

”

- Annual Convention Attendee

- Annual Convention Attendee

Cyber Losses Beyond Data Breach

Technology (available both days!)

Agency Management

Life & Health


• Convenient and effective way to explore the AMS market

• Facilitated by a neutral expert on agency technology

• No-obligation survey to determine if you should be shopping

• Consistent criteria for presentations by vendor reps

• Tool for apples-to-apples comparison of systems

• Watch live** or view recordings through March, 2017

AMS OPTIONS FOR AGENCIESNew webinar series with agency tech guru Steve Anderson

In collaboration with our sister association in Pa., IA&B, IIANC is taking much of the work out of comparing agency management systems. Steve Anderson

will facilitate a dozen webinars*, each highlighting a different AMS.

*Webinars NOT sold individually. **Must register prior to a given webinar to watch live.

Find out more at www.iianc.com/AMS


On May 18, 2016, the U.S. Department of Labor revised its regulations on overtime pay under the “white collar” exemption. These new regulations are slated to take effect December 1, 2016. Much has been written about what the revised regulations might look like and the potential impacts on businesses of all sizes. Now that the implementation of the DOL’s new regulations appears imminent, the question is, are you and your business ready? The revised regulations change the current overtime regulations in three key ways:

• They raise the minimum salary threshold for overtime exemption to $47,476 annually (which equates to $913 per week);

• They declare that up to 10% of the increased salary threshold can be met by non-discretionary bonuses or commission payments; and

• They provide for automatic updates to the minimum salary threshold every three years.

Even though the revised regulations do not take effect until December 1, now is the time to evaluate your overtime pay policies and procedures. It is expected that the DOL and attorneys will be active in looking for

violations of the new overtime requirements. If your business is audited, the investigation will not necessarily be limited to compliance with the new aspects of the overtime regulations, but may encompass all aspects of overtime pay for employees. The following Checklist is a great place to start your evaluation: 1. Review Your HandbookDetermine if the terms “Exempt” and “Non-Exempt” are appropriately defined and review and update your overtime policies. Then, take advantage of the implementation of the new regulations to review your entire Handbook and make additional updates as appropriate. 2. Identify Impacted EmployeesDetermine which of your employees will be impacted by the increased salary threshold and analyze how your business can best handle the change. Should you raise salaries or pay overtime to more people? Should you implement policies restricting or prohibiting overtime without prior approval? Should some of the increased salary be paid in non-discretionary bonuses or commissions?

Implementation of New Overtime Regulations:

are you ready?

>>


FOLLOW US ON TWITTER@THEBIGI_NC

3. Familiarize Yourself With All Overtime Requirements Take time to not only become familiar with the new salary threshold and the mechanism for updating the salary levels every three years, but also the “Duties Test” applicable to the White Collar Exemptions. General information on the “Duties Test” requirements can be found online at https://www.dol.gov/whd/overtime/fs17a_overview.htm. 4. Review Your Job DescriptionsReview whether the employees you classify as exempt meet the Duties Test. Are your job descriptions accurate? Are they consistent with your employees’ actual job duties? Do you need to revise job descriptions to more accurately reflect the work done by your exempt employees? If you do not have job descriptions or if they are inconsistent with the actual job duties performed by your exempt employees then it might increase your exposure in a DOL audit or lawsuit. 5. Evaluate Time Keeping MethodsThoroughly review and evaluate your methods used to keep track of employee work time. This is particularly important since exempt employees are generally not required to keep track of time worked. 6. Re-evaluate the Classification of Your Independent ContractorsAre they properly classified as independent contractors or are they employees who might now be subject to overtime pay? 7. Review Your Defined WorkweekHow is your company’s workweek defined? Are there ways to re-define the workweek to minimize the impact of the new overtime rules?

8. Be Prepared to Monitor Salary UpdatesDevelop protocols to monitor three-year updates in the threshold salary. The revised regulations contemplate that new updates will go into effect on January 1 every third year. Your company should be prepared to take action in advance of each update. 9. Document. Document. Document.To avoid being a target for an employee lawsuit under the new regulations and to decrease your risk of exposure in a DOL audit, make sure that you have a system in place to maintain accurate records of hours worked by all employees, even exempt employees. Quality documentation will make life easier if you are audited or sued. 10. Clearly Communicate Changes in Policy Communicate all of your company’s policy changes to your employees in face-to-face meetings and in writing. Make sure your managers and supervisors are able to explain all changes to employees and assist in implementation of all changes. Clear communication on the front end will likely help in avoiding lawsuits and audits triggered by disgruntled employees.

Manning Fulton has the knowledge and experience to defend the business interests of companies across the full spectrum of the insurance industry. They represent insurance companies, agents and brokers on day to day business matters, regulatory concerns, insurance coverage issues, dispute resolution and a wide-range of litigation related matters. Mike Medford, with Manning Fulton’s litigation section, serves as panel counsel for Swiss Re/Westport and has worked extensively with IIANC and members on E&O-related issues. For more information, please visit www.manningfulton.com.

free legal service program for iianc member agenciesup to one hour of free phone consultation each year!visit www.iianc.com/legal for more information


The state of North Carolina was well represented at April’s Big “I” National Legislative Conference in Washington, DC with 57 attendees. Conference attendees had the opportunity to meet with congressional officials to discuss important industry issues and meet people from across the country. In addition, IIANC hosted its annual BBQ luncheon at the Capitol Visitor Center for North Carolina Congressmen and their staffers. It was a great experience had by all!

IIANC Takes On Washington, DC!


To show our support for the men and women of the armed forces who have served our country, IIANC is proud to offer a program providing honorably discharged U.S. Veterans residing in North Carolina the opportunity to begin a rewarding career in the insurance industry by pursuing the education and training needed to receive a North Carolina P&C Insurance License - at no cost.

IIANC will connect interested Veterans with our members throughout the state who will serve as Verification Locations.

WWW.IIANC.COM/VETERANSFor more information, visit:

SPOTLIGHTYoung Agents Committee

Name: Thomas RhodesYears on the Young Agents Committee (YAC): 2Position on the YAC: RecruitingYears in the Insurance Industry: 5+Agency/Company: John Hackney Agency of Rocky MountCurrent Job Title: ProducerEducation: BA from UNC Chapel Hill, major in Economics & SociologyCareer Achievements: CPCU, CIC, ARM, AAI, AU, AIC, ABIAWhat community groups are you active in? CPCU Society, YMCA Fundraising Board, Rocky Mount Chamber of Commerce, Nash Healthcare FoundationWhat three adjectives best describe you? Persistent, dedicated, talkative.Best advice you’ve ever received? Nothing in the world takes the place of persistence.

Name: Bryan BatchelorYears on the Young Agents Committee (YAC): 2Position on the YAC: PAC & Golf CommitteesYears in the Insurance Industry: 2Agency/Company: Winterville Insurance AgencyCurrent Job Title: Operations ManagerEducation: BSBA in Management and MBA from East Carolina UniversityHow did you get into the insurance industry? My father in-law owns several agencies in the area and brought me on board to help manage them.What community groups are you active in? Make-A-Wish Foundation wish grantor, my local churchWhat three adjectives best describe you? Motivated, organized, analytical.Best advice you’ve ever received? “Get closer than ever to your customers; so close that you tell them what they need well before they realize it themselves.” --Steve Jobs

SAVE THE DATENOVEMBER 3-4, 2016MARRIOTT RALEIGH

CITY CENTER

YOUNG AGENTS SALES & LEADERSHIP

CONFERENCE


IIANC EDUCATIONWHAT’S HOT IN

VISIT WWW.IIANC.COMFOR MORE INFORMATION

2016 SCHOLARSHIPS & AWARDS

PRE-LICENSING SCHOLARSHIPThe IIANC Education Foundation will award scholarships to qualified and approved individuals interested in beginning a career in the field of insurance. The scholarship will cover the tuition costs to attend Property and Casualty or Life and Health Pre-Licensing course offered by IIANC in Cary, NC during the upcoming year.

CIC FELLOWSHIPIIANC will award five (5) fellowships to attend a CIC Institute during the upcoming year. The fellowships are presented in honor of Dr. Robert S. Cline, CPCU, CLU, an Education Consultant for the CIC Program in the Carolinas from its inception in 1976 to 1991. Each fellowship covers the entire registration fee of $435.00 to one (1) Institute in North Carolina from the date awarded through one calendar year. Applications are due by July 29, 2016.

CISR SCHOLARSHIPIIANC will award five (5) scholarships to attend a CISR class during the upcoming year. Each scholarship covers the entire registration fee to one (1) class in North Carolina from the date awarded through one calendar year. Applications are due by July 29, 2016.

IIANC EDUCATION FOUNDATION SCHOLARSHIP

DID YOU KNOW: WHAT IS AAI?

Any independent insurance agency that is a member of IIANC and has licensed agents in their office may apply for this $5,000 scholarship. The $5,000 that is awarded must be used towards the education of the personnel in the agency and must be used with in one calendar year. Applications are due by July 29, 2016.

The Accredited Adviser in Insurance (AAI) designation program gives you an edge in the increasingly competitive insurance business. The AAI program is ideal for all agency staff, including producers, CSRs, account managers, and support staff. Plus, you can earn CE credits for license renewal. AAI is the result of a joint effort of the Insurance Institute of America and IIABA. The AAI program is very cost-effective and flexible. Also, no CE credits are required to maintain your designation.


Rachel Baldwin, CISRBB&T Insurance Services

Darius Bennett, CISRBuilders Mutual Insurance Company

Tayana Conrad, CISRBB&T Insurance Services

Lisa Ebert, CISRMain Street Financial Group

Josh Edmonds, CISRBuilders Mutual Insurance Company

Karon Edwards, CICMainstreet Insurance Group

Lori Edwards, CISRUtica National

Jason Gambonini, CIC, AAIScott Insurance

Regina Gordon, CISRDean Heckle & Hill, Inc.

Sara Haynie, CIC, CISRCameron M. Harris & Company

Thomas Hefner, CICJackson Sumner & Associates

Sandra Lapasnick, CISR EliteInsurance Associates of the Triad

Larry Long, CISRLong Insurance Services

Valerie Martin, CISRJemco Insurance

Rodney Maye, CISRChurch Mutual Insurance

Cynthia Murphy, CISRBoyd Agency

Melissa Poulimas, CISR EliteGrandbridge Real Estate Capital

Kristen Reiber, CISRRisk Placement Services, Inc.

Megan Rogers, CISRAquesta Insurance

Charla Scott, CISRBankers Insurance, LLC

Tiffany Settle, CISRChappell Insurance Agency

Julie Shaughnessy, CISRBB&T Insurance Services

Lisa Temple, CISRTapco Underwriters

Cassandra Tickle, CISRSenn Dunn Insurance

Brian Tilley, CISRSenn Dunn Insurance

Nerissha Tucker, CISRArthur J. Gallagher

Alexsandra Turchin, CISRBB&T - Blue Ridge Burke Insurance

IIANC CONGRATULATESOUR NEW DESIGNEES!


MEMBER NEWSSENN DUNN INSURANCE NAMED BEST EMPLOYER IN NORTH CAROLINA

IIANC MEMBER FEATURED ON THE COVER OF IA MAGAZINE

IIANC COLLECTS FOOD FOR SPRING FOOD DRIVE

Senn Dunn Insurance, a Marsh & McLennan Agency LLC Company, was recently named as one of the 2016 Best Employers in North Carolina. The list of the Best Employers in North Carolina was created by Business North Carolina, the Society for Human Resource Management (SHRM) – NC State Council and Best Companies Group.

This statewide survey and awards program is designed to identify, recognize and honor the best places of employment in North Carolina, benefiting the state’s economy, workforce and businesses. The 2016 Best Employers in North Carolina list consists of 45 companies. Senn Dunn has been named one of the Best Employers in North Carolina for the third consecutive year.

Companies from across the state entered the two-part survey process to determine the Best Employers in North Carolina. The first part consisted of evaluating each nominated company’s workplace policies, practices, philosophy, systems and demographics. This part of the process was worth approximately 25% of the total evaluation. The second part consisted of an employee survey to measure the employee experience. This part of the process was worth approximately 75% of the total evaluation. The combined scores determined the top companies and the final rankings.

Congratulations to Michelle O’Connor, President of ISU O’Connor Insurance Associates, Inc. in Charlotte for being featured on the front cover of the May issue of IA Magazine.

Michelle is highlighted in an article, “Tools of Engagement,” about her success with using social media tools to market her agency.

Be sure to pick up a copy of the magazine or read it online at iamagazine.com.

A huge thank you to all of our members who graciously donated food for IIANC’s Food Drive these last few months. Thanks to those who brought food to our office, we were able to donate to both the Inter-Faith Food Shuttle and a local church outreach ministry. The Inter-Faith Food Shuttle not only helps with the need of food donations, but they also teach children the importance of gardening, preparing food and nutrition.

Please keep your eyes out for our next service project later this summer! Thank you in advance for your generosity.

DO YOU FOLLOW US ON SOCIAL MEDIA?NO? THEN YOU’RE MISSING OUT ON IMPORTANT EVENTS AND NEWS!

@TheBigI_NCfacebook.com/IIAofNorthCarolina

IN MEMORIAMWe recognize those individuals who had a great impact on our

industry and have passed away in the last year.

Michele Fogle-SizemoreHuntersville

Fogle Insurance Group

Louis GodwinGreensboro

Godwin Insurance Agency

46 Carolina Agents Journal - 2016 Issue II

MEMBER NEWS

AgentCo, Inc.Jason BrownCornelius

Ariel Krishun, LLCAriel K. Chambers-WoodruffNewell

Carolina Services, Inc.Jenna Rae PriceForest City

Chris Mann Insurance Services, Inc.Christopher Garrison Mann, LUTCF, FSSHudson

Coastal Insurance AdvisorsJeffrey G. WhiteWilmington

Cost Cutter Insurance Agency, Inc.Sheila Thomas CookIndian Trail

Defender Risk Management & Insurance, division of GW Mountcastle InsuranceMarianna “Anna” Rae Lindberg, CWCS, CISRCharlotte

Flatlands Insurance GroupPaige HarrisWashington

Iris Fox InsuranceL. Wendell FoxMorganton

Lawver Insurance & Financial Services, Inc.Jeffrey LawverLiberty

Ortiz Insurance Agency and Financial Services, Inc.Oscar E. OrtizHickory

Premium Solutions Inc., dba The McAlister AgencyJeffrey “Jeff” Eugene McAlisterMebane

Reliant Insurance Group, LLCTarick Ibrahim Odeh, CFSKinston

Sandhills Insurance Group LLCBrian N. BowmanWest End

Snotherly Insurance Agency, Inc.James Alexander Snotherly, CPCURaleigh

SouthLake Insurance Services, LLCKenneth “Ken” D. VanDerwerkenCharlotte

Team Timeless Enterprises, LLC dba Timeless Insurance SolutionsAaron Lavon WinstonRaleigh

Trent & Associates, Inc.Jason Michael TrentBrevard

VS InsuranceVictor H. SandovalRaleigh

WELCOME NEW MEMBERSCENTRAL INSURANCE HONORED WITH BEST PRACTICES AWARD

IIANC Silver PARTNER, The Central Insurance Companies, was recently awarded the prestigious Best Practices Award of Excellence from IIABA. This is the ninth year the company has received this award.

The award recognizes those companies that have made imaginative, outstanding, and unique contributions in advocating

Best Practices philosophies that enhance the independent agency system. The Big “I” Best Practices Program provides performance benchmarks and business strategies that serve as a guide to improving agency performance. Central was one of only five carriers nationwide to receive the award.

Central has long been a supporter of the Best Practices program, sharing these Best Practices concepts with our agents through education and business consulting, our website, and monthly agency newsletters.

Replacement Cost Valuation

Immediate coverage for new acquisitions to 90 days up to 100 percent of class limit with transit covered

No out-of-vault/in-vault surcharges

Expert advisory and consultation services

Coverage for mysterious disappearance, breakage of fragile items - even water damage

Do you have clients with high-value, well-built and well-protected homes and condos? How about executives, entrepreneurs, professionals and other individuals with substantial assets to protect and who value a company and agent that specialize in meeting the unique needs of their lifestyle?

Stand-out Coverages:

If so, we have an invaluable market for your insureds’ valuables!

For more information on this valuable market, please contact Big “I” Markets at [email protected] or 800-221-7917.

Stand-aloneValuable Articles

The very competitive rates and broad appetite of this program have made it one of the most popular on Big “I” Markets thus far, with nearly 40% of submissions placing coverage. It is available on a personal and commercial basis for a diverse range of risks including fine arts, jewelry, antiques, silverware, coins & stamps, memorabilia, gun collections, fine wine, musical instruments as well as other collectibles.

Coverage applies worldwide

Fine Arts specialty coverage

JOURNAL Carolina Agents 2016 Issue II - IIANC · Adding a Mobile App is a Win-Win for Agencies & Clients By: Kiki Johnson What’s So Great About Digital ... IBC 28 34 46 14 18 30

Documents