FYI Express - June 2015

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

EXPRESS “What You Don’t Know Can’t Help You!” … Eddie K. Emmett, Editor / Publisher

If It’s Free, It’s For Me! Insurance Expo 2015 is coming in July How do most folks who do not know of your agency find it when they have a specific insurance need?

In This Edition UPDATE YOUR GOOGLE MY BUSINESS ACCOUNT ...................... 6

They “Google” it.

HOW TO GET YOUR LIMITED SUBAGENT LICENSE ...................... 7

Try this experiment …. Type into your Internet browser one of the insurance products offered by your agency.

INSURANCE EXPO 2015 INFO .......... 8 HOW TO CONNECT WITH U.S. DIGITAL HISPANICS ONLINE .......... 10 RULES FOR BAD CUSTOMERS IS BAD CUSTOMER SERVICE .................... 18 THE BEST TIP FOR CROSS-SELLING & X-DATING ..................................... 20 BECOMING A PAPERLESS PRODUCER .................................. 22

I ask agents in every seminar the same question, “What do you think you need to be more successful?”

And the #1 Answer is always: More customers!

YOU ‘CANE DO THIS! THE CHECK20 HURRICANE SEASON INSURANCE CHECKUP! ................................... 24

So we have put together a tutorial that is guaranteed to get you more customers.

MILLENNIALS AND GEN X CHOOSE THEIR SCREENS AND EATING OUT OVER BUYING LIFE INSURANCE ..... 26

And we’ll be demonstrating each of the techniques at the Insurance Expo 2015 on July 9 -11 at Sonesta Gwinnett Place.

YES, WE KNOW THAT WIND IS EXCLUDED BUT … ........................ 28 WHEN ARE YOU CONTACTING YOUR E&O CARRIER REGARDING CLAIMS? ................................................... 30 DO CSRS NEED TO BE LICENSED? 32 DAILY FACEBOOK POST IDEAS ..... 33

FYI Express

Here’s a sample of what you’ll learn: How to digitally market any product or service We’ll show you how to take any product or services offered by your agency and attract prospective clients who are ready to buy.

It’s really very simple when you think about it.

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If you don’t appear on Page #1, you don’t exist as far as they are concerned.

We’ll show you how to appear on Page #1.

How? By updating Local Listings in Google, Yahoo & Bing.

We will give you free software and video tutorials on how to update your Local Listings.

By creating a YouTube video.

Google is the #1 search engine, YouTube is #2, and YouTube is owned by Google.

We will give you free software and video tutorials on how to create your own YouTube videos.

But appearing on Page #1 is just the first step.

Continued on page 2

June 2015

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

If It’s Free, It’s For Me!

Facebook Ad Campaign

Continued from page 1 You need a Specific Landing Page for clients with a specific need.

Prospective clients do not care how long you have been in business, how many carriers you represent or your claim of “Excellent Service”.

They want information about a specific insurance need.

If they are looking for “Motorcycle Insurance in Lawrenceville, GA”, they want to be taken to a web page that quickly answers their need. They want an idea of how much it will cost. And they do not want to fill out a form just to get an agent to call and ask all of the same questions all over again The very first Google listing for “Motorcycle Insurance in Lawrenceville, GA” earned that spot simply by including the words “We have the right solution to help you with all of your motorcycle insurance needs. Our coverage is designed with you in mind. Serving Lawrenceville, and all of Georgia." in their page description.

It wasn’t a very compelling page, filled mostly with text that no one will read.

It would have been a lot better with a motorcycle video explaining coverage instead of all that text.

And showing three real examples of premiums / coverages would have been the icing on the cake!

We can show you how to be on Page #1 for free.

FYI Express

Writing about Motorcycle Insurance in Lawrenceville, GA got me to wondering just how many Spanishspeaking only folks within a 10 mile radius are interested in motorcycles. The answer is approximately 7,200 within 10 mile radius of Lawrenceville.

We will show you how to target specific markets that gets your message out for free and only costs pennies if an interested prospect clicks your Facebook ad.

Continued on page 4

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June 2015

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More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

If It’s Free, It’s For Me!

Are you starting to get fired up about YouTube and how you can attract highly-targeted traffic and leads from a simple video?

Continued from page 2 YouTube Video

I hope so!

Many people think that YouTube is nothing but a bunch of kids watching Katy Perry videos.

Your own agency’s YouTube Channel is free. All you need is free video software and video tutorials. You’ll get it at Insurance Expo 2015.

Not so.

Here’s one I created last year for Joe & Helen Tipton of Aardvark Insurance in Dallas, TX. It took less than 5 minutes to create and went to #1 in Google Search in less than 1 hour.

Do you know what the majority of people want on YouTube?

More specifically, what type of information are they looking for?

I read something pretty neat that I'd like to share with you today...

According to a survey done by Levels Beyond, consumers are most interested in the following types of videos:

It’s still in the #1 spot for tips on finding renter’s insurance in Dallas, TX. Check it out at https://www.youtube.com/watch?v=MgyoiuxHO5U. That southern drawl is mine!

We’ll also teach you all about: Consistent Client Communication

* 67%... how-to, instructional or tutorial videos * 42%... comedy or spoof videos

Touched by an Agent

* 34%... product/informational videos

E-mail harvesting

* 33%... micro-documentaries (person or event)

Digital Greeting

* 30%... animations/infographic videos

eNewsletters

If you can make your agency’s YouTube videos instructional (how to) AND feature an insurance product AND use some type of animation...

How to get into your client’s cellphones

You are hitting multiple sweet spots on YouTube... you are delivering the EXACT type, style and flavor of content that the majority of people want to watch.

How to create a QR Code Hope to see you at Insurance Expo 2015.

(Reminder: Just keep your video under 3 minutes) Compare this to that poor agent who whips together some el cheapo looking PowerPoint slides, adds some elevator music and then waits for the clicks to roll in...

FYI Express

Video Referrals Customer Comments

.... Are you beginning to see the power of this?

Sadly, they never do.

Incoming Lead Generator

It’s free to all Georgia Insurance Agents Alliance members and their staff.

Online registration is mandatory so we will have enough CE Training Material, seating and refreshments on hand. Register at www.FYIExpress.com.

Page 4 of 33 June 2015

AGGRESSIVE MOTORCYCLE INSURANCE

The Aggressive Motorcycle Insurance program is written on the American Reliable Insurance Company - an "A-rated" member of the Assurant Group.

We offer an annual term with monthly payment plans along with credit card, EFT, E-check and even cash payment options.

Here's what we cover: • • • •

Bikes valued up to $35,000 Cruiser Motorcycle Sport Motorcycle Harley Motorcycle

• Standard Motorcycle • Tour Motorcycle • High Performance Motorcycle • ATV & Scooters

Our discount packages include credits for: • • • •

Motorcycle safety training programs • Over 55 driver training Motorcycle association • Theft alarm Multi-unit policy • Claim free renewal Transfer insurance from another insurance carrier [restrictions apply)

Our coverage options include: • • • • • •

Bodily Injury Liability Guest Passenger Liability Uninsured Motorists Property Damage Collision Medical Payments Safety Clothing

• Property Damage Liability • Uninsured / Underinsured Motorists • PIP • Other Than Collision • Accessories and Add-On Equipment • Towing

Ineligible Units Please review our guidelines for a complete list • • • •

Motorcycles with more than two wheels Units used for racing Physical damage on units 20 years or older Units over $35,000

Ineligible Operators Please review our guidelines for a complete list • Operators who do not have a valid US license • Operators who do not have a valid International license

Accessories Accessory coverage starting at $3,000 Marketing · 866-424-9511

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

If Google determines the account might be inactive, they will email the address on the account (make sure that address actually comes to a person in your agency) and provide a two-week notice of the pending unverification. If the account status is changed, the agency listing will no longer be included in any search results.

Here is the notice from Google: In some cases, we may contact Google My Business users via email to confirm that they are still actively managing a business page. If a user is unresponsive to our attempts to contact him or her and has not logged into Google My Business for a significant length of time, then we may unverify pages in the account. We're doing this in order to continue to provide users with the best experience when they’re looking for local businesses like yours. If you find that a page in your account has been incorrectly unverified, please contact support to get assistance restoring verification.

www.SteveAnderson.com Update Your Google My Business Account As I mentioned in a previous TechTips, a key to mastering your Internet presence is to create and maintain a Google Business Page for each agency location. This is an essential search engine optimization step every agency should already have in place. It is a simple process.

If you have not taken this step, just go to Google My Business and follow the step by step instructions. Once you have completed the verification process, your agency has a higher possibility (there are no guarantees) of showing up in a Google Search results page.

It's a good idea to keep an eye on the inbox associated with your Google My Business (Locations) account. It's also a good idea to regularly log into Google My Business (Locations) to confirm that your agency information is current and accurate.

Simply follow these three easy steps: 1.

Sign into your Google My Business account.

2. page.

Review and update your information for each

3.

Click the “Done editing” button.

Make sure to set a reminder or suspense item for every six months and repeat the process.

It is up to your agency to make sure your information is accurate. It is also a good time for you to update any keywords and descriptions contained in your listing.

Google is constantly trying to make sure the information they provide in a search result is as accurate as possible to enhance the user experience.

Are you using Google My Business? What have been your results? Let me know.

Update Your Existing Listing For those agencies that have already completed this process, Google is now requiring that U.S. accounts periodically log into their Google My Business account and update any information necessary to prove that the account continues to be active. While Google has not provided specific guidelines, it appears you should log into your account at least once every six months.

FYI Express

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June 2015

The Complete CSR Training Program

No travel … No Time Out of the Office … Study at Your Own Pace at Your Own Desk!

20 Hour Limited Subagent Pre-Licensing Online Course only $79.00 After you get licensed … then you get to learn how to sell & service Personal Lines Personal Lines CSR training using “How To” videos, articles and interactive quizzes.

Get the latest “How To” instructions on Web Marketing for your insurance Agency

Check it out at www.FYIExpress.com or www.Georgia-Agents.com

Information and Registration at www.FYIExpress.com

#17042: Commercial Lines (3 hours P&C) th

Thursday, July 9 9:00 a.m. – 12:00 p.m.

Are you lost when it comes to quoting small business risks?

Gary Alexander (aka ObiGarpCanobee) digs into those lost coverages and reveals the secrets about: Certificates of Insurance Acord Forms Commercial Policy Exclusions The Insurance Needs of Small Business Finding Local Commercial Businesses

#18792: Planet of the Agents (3 hours Ethics) th

Thursday, July 9 1:00 p.m. – 3:00 p.m. (Part 1) Break for Trade Show 3:00 p.m. – 5:00 p.m. th

Thursday, July 9 5:00 p.m. – 6:00 p.m. (Part 2) Google has invaded the Planet of the Agents.

They decide if your agency can be found on the Internet.

They have started marketing auto insurance.

Homeowners & renter’s insurance are not far behind.

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How can we fight back against the greatest threat ever to our industry and still maintain our ethical standards?

Eddie K. Emmett (aka Underdog) will blow you away with the latest tips, techniques and free software to keep you in constant communication with clients & prospects.

#20494: Insuring the American Dream (3 hours P&C) Friday, July 10 9:00 a.m. – 12:00 p.m.

#20490: It’s the Small Things that kill you (3 hours Ethics)

They are an ever increasing menace to society.

Friday, July 10 1:00 p.m. – 3:00 p.m. (Part 1)

They have the most wealth, the most expensive toys, houses and jewelry of any generation in history.

Break for Trade Show 3:00 p.m. – 5:00 p.m.

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And all of it needs to be insured!

How is your agency going to handle “The Invasion of the Baby Boomers”?

Every day almost 11,000 are transformed when they reach 65. And it will continue for the next 19 years.

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Friday, July 10 5:00 p.m. – 6:00 p.m. (Part 2) Slowly but surely, the Death Star approaches.

Little by little, your agency is losing ground.

But … there’s hope. Let’s explore every possible way to improve your agency’s performance at IE2015.

It happened to me on March 23, 2015.

Medicare kicked in and my life will never be the same.

I’ll show you everything you need to know … if you still trust me.

#22455: Latino Georgia – The Undiscovered Country (3 hours P&C) th

Saturday, July 11 9:00 a.m. – 12:00 p.m.

They are here. Flying under the radar, living lives in the shadows.

But soon, Immigration Reform will change their lives and our business forever.

They will get legal status and Social Security Numbers.

Then they can get driver’s licenses, vehicles registered in their own names and startup businesses.

Are you prepared for the upcoming Alien Encounters?

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

How to Connect With U.S. Digital Hispanics Online The opportunities to reach U.S. digital Hispanics, one of the fastest growing groups of super consumers, have been largely untapped—until now. New research into the online behavior and preferences of this audience provides insight into how to connect with them. And it all starts with mobile and culture.

Written by Eliana Murillo Underserved and untapped. These were just two of the conclusions we came to last July when we wrote about the power and potential of U.S. digital Hispanic consumers. Almost a year later, the audience continues to garner significant attention—and rightly so.

U.S. digital Hispanics are one of three rising groups of super consumers, according to a recent Nielsen report (African-Americans and Asian-Americans being the other two). Why "super" consumers? The U.S. Hispanic population is fast-growing (the Census Bureau projects an increase of 86% between 2015 and 2050) and has tremendous economic clout (estimated to reach $1.5 trillion in buying power in 2015, a 50% increase from 2010). These are the kinds of numbers that should have every marketer sitting up and taking notice.

66% of U.S. digital Hispanics say they pay attention to online ads—almost 20 percentage points more than the general online population.

To better understand the online behavior of this digitally savvy group, we partnered with Ipsos MediaCT to study how language and culture influence brand consideration, trends in mobile habits, and variables that impact purchasing decisions. More than 4,500 self-identified U.S. Hispanics ages 18–64 (who access the internet via a digital device and have made a purchase in the past six months*) were recruited either online or in person to complete an online survey. The study explored their online behavior and preferences about online sources, digital ads, and search. This new research uncovered some compelling new insights and best practices for engaging this audience.

Insight #1: U.S. digital Hispanic consumers are online and on mobile U.S. digital Hispanic consumers are going online, and they're increasingly turning to search. More than threequarters of those surveyed (79%) said they're using search engines on a daily basis. It's their #1 online source for gathering information about a purchase, and they rely on it heavily during their research. (Of those who use search in any phase, 73% use it during research.)

Continued on page 12

FYI Express

Page 10 of 33

June 2015

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More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

How to Connect With U.S. Digital Hispanics Online Continued from page 10 Given the high rate of ownership and use of smartphones among Hispanic consumers, it's no surprise that 68% of the respondents who search at least monthly do so on their mobile devices to find the information they need. More than half of U.S. digital Hispanic consumers who use online sources are using their smartphones specifically to gather information before making a purchase. And 83% of those who access the internet on a mobile device use it while in a store to inform a purchase in real time. This is an opportunity for marketers to connect with these consumers and provide them with the information they need to make a purchase—online or in-store.

Source: Google/Ipsos MediaCT, Digital Hispanics: The Role of Culture and Language Online study, April 2015.

When it comes to online ads, 66% of U.S. digital Hispanics say they pay attention to them—almost 20 percentage points more than the general online population. This data point alone can justify focusing more advertising attention and online efforts on this growing audience.

This influence of online ads, in terms of their level of effectiveness, is true across platforms: video, display, and search. Among those who recall seeing online ads, 93% of them take action—whether that's performing a search, visiting a company's website, or making a purchase.

What marketers need to know: U.S. digital Hispanics turn to online sources to inform their purchases more than the general online population. They also pay more attention to ads and take action. With such high engagement, they're well-positioned to become a key target group for many industries. Don't miss the opportunity: Be present with relevant content and ads across platforms and devices.

Source: Google/Ipsos MediaCT, Digital Hispanics: The Role of Culture and Language Online study, April 2015.

What marketers need to know: Search is the top online resource used by U.S. digital Hispanics for gathering information about a purchase, and many of these searches are done on mobile. Make sure you're connecting with members of this tech-savvy audience on the devices they're using most.

Insight #2: Online sources and ads influence U.S. digital Hispanic consumer behavior U.S. digital Hispanics use online sources at a higher rate than the general online population (54% vs. 46%) throughout the many micro-moments in the purchase journey, from inspiration to purchase. When it comes to gathering information about something they're considering buying, these consumers favor online sources over family, radio, and TV. Online sources actually ranked 20 percentage points higher than TV (54% vs. 34%).

Insight #3: Cultural relevance drives engagement and influence So how do brands engage U.S. digital Hispanics in a meaningful way? In a word, culture. Seventy percent of survey respondents said it's important for a website's content to be culturally relevant when they're gathering information about a purchase. This applies to ads, too.

When an ad includes aspects of Hispanic culture, regardless of language, 88% pay attention, and 41% feel more favorable about a brand that aims to be culturally relevant.

Among those who recall seeing online ads, 93% of them take action—whether that's performing a search, visiting a company's website, or making a purchase.

Marketers have asked us for years about the elements of marketing initiatives that U.S. Hispanics find most appealing. Here are the top five things brands can do to make their content culturally relevant, according to our survey respondents.

Continued on page 14

FYI Express

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June 2015

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More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

How to Connect With U.S. Digital Hispanics Online Continued from page 12 1. Relevant topics and product features: Incorporate things U.S. digital Hispanics care about or are unique to the Hispanic experience. Speak to their cultural sensibilities. Food, traditions, holidays, and family ranked the highest in terms of appeal.

2. Visuals: Creative should reflect the Hispanic culture in a tasteful and identifiable way. Users want to see themselves reflected in creative that includes the things they care about.

3. Language: While not as important as culture, language does matter. For some U.S. digital Hispanic consumers, Spanish and bilingual content are still signals that you want to engage with them.

4. Entertainment: U.S. digital Hispanics value entertainment that appeals to them culturally, so consider including relevant music and video content.

5. Influencers/Testimonials: Whether it's a celebrity, a YouTube creator, or another influencer, U.S. digital Hispanics want to hear from people like them.

What marketers need to know: Cultural signals— food, family, and traditions—resonate with U.S. digital Hispanics regardless of language. Including culturally relevant elements in your brand's website and ads can make them more appealing and help drive engagement and action.

Insight #4: U.S. digital Hispanic consumers are highly bilingual online

To explore the use of each language, we looked at search trends and how our respondents use language at home and online. We found that Spanish language searches are on the rise. The number of Spanish keyword searches has increased from about 65% to 200% across key categories, such as auto, food, beauty, and others, between 2011 and 1 2014. Yet our survey found that Spanish-dominant speakers often use English online. While 28% of our respondents are Spanish-dominant at home, only 16% said they use Spanish most or all of the time when online. At the same time, 31% identified as English-dominant at home, and more than half (52%) said they use English most or all of the time when online (see chart). Beyond that, 94% of respondents said they felt comfortable consuming English content online for at least one common online activity (sharing, shopping, or researching).

Despite the high number of search queries in Spanish, members of this audience are comfortable consuming content in English. If they land on an English website, for example, only one in five will look for a Spanish site instead. What's most important to them is getting the relevant information they need in the moments they need it.

What marketers need to know: Marketers can reach U.S. digital Hispanics during the entire web experience, especially during the research phase of their purchase journey, by leveraging both English and Spanish terms.

Given the audience's bilingual nature, consider developing ad campaigns in English and Spanish, even if they direct to an English landing page.

Continued on page 16

The idea that Spanish should always be used to engage U.S. digital Hispanics is an outdated notion.

When it comes to language online, this audience is truly bilingual.

FYI Express

Page 14 of 33

June 2015

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More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

How to Connect With U.S. Digital Hispanics Online

https://www.thinkwithgoogle.com/articles/newresearch-shows-how-to-connect-with-digital-hispanicsonline.html

Continued from page 14 Methodology Google partnered with Ipsos MediaCT to explore U.S. digital Hispanics' behavior with regard to online sources, online ads, and search. They also looked at how language and culturally relevant elements impact online behavior. In December 2014, 4,533 self-identified U.S. Hispanics ages 18–64 completed an online survey. Of these respondents, 3,905 were recruited online and 628 respondents were recruited via face-to-face intercept. All respondents were screened to ensure they were the primary decision maker or shared responsibility for a purchase in the past six months (in Travel, Auto, Retail, Tech, Finance, Restaurant, Entertainment, CPG, or Health) and that they regularly used either a smartphone, computer, or tablet to access the internet. * These individuals are decision makers in relevant sales categories.

Sources Google Data, Auto, Telecommunications, Entertainment, Food, Pharmaceutical, Beauty, January 2011–December 2014.

1

FYI Express

https://es.sba.gov/ Expo 2015 de Seguros enseñará "Las Cuatro Erres " en Spanish Planes para asistir a esta reunión

Page 16 of 33

June 2015

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More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

RULES FOR BAD CUSTOMERS IS BAD CUSTOMER SERVICE

He gave me the following explanation: “We no longer offer our hamburgers as a carryout item. We had a customer come several times and order a lot of them at once. We decided at that point not to have that item available as carryout.”

I was surprised. This restaurant prides themselves on customer service, but they just informed me of a very bad customer service decision. It wasn't that they decided to not make their hamburgers available as carry out. It was that they made a rule based on one customer’s bad behavior.

After all of that, there is a happy ending to the story.

The manager could tell I was disappointed. I offered to sit down at the bar and eat and said to him, “It is disappointing that you would punish all of your customers because one customer took advantage of you.”

He thought about it and said, “You’re right.” And he sold me a burger and fries to go. He also told me that I could order it as carryout anytime.

So, here’s the lesson, and it’s a good one. It’s important to have standards, and in some cases policies – oh, how I hate that word policy. So, consider this: Don’t make a rule because just one or two customers (out of hundreds or even thousands) abuse your system.

In other words, don’t penalize all of your honest customers for the sins of a few.

Okay, the word sins might be a strong word, but I think you get the point. Make your rules for good customers, not bad ones.

Copyright ©MMXV, Shep Hyken – www.Hyken.com

The other night I had just returned from a trip and was hungry. I wasn't sure what I wanted for dinner, so I went to the refrigerator, opened up the door, and stared into a somewhat empty box. Other than some beverages and condiments, the “fridge” was pretty much empty. I thought about what I wanted for dinner and I didn't feel like having a pizza delivered. Instead I felt like something much healthier; a big, thick, juicy hamburger and fries.

Okay, not so healthy. But since it wouldn't be delivered, I would try and be a little bit healthy and walk to a local restaurant and order it to go.

Shep Hyken is a customer service expert, keynote speaker and New York Times bestselling business author. For information contact (314)692-2200 or www.hyken.com.

For information on The Customer Focus™ customer service training programs go to www.thecustomerfocus.com.

I walked in the restaurant and asked to place a to-go order. “No problem,” said the hostess – until I ordered the hamburger and French fries. By the way, I must tell you that this restaurant has one of the best burgers I've ever tasted; big, thick and juicy – prepared just right. And it is very reasonably priced, which is one of the reasons people like to order it. I was then informed by the hostess that they no longer do carryout service for their hamburger. About that time the manager came over and heard what was transpiring.

FYI Express

Page 18 of 33

Follow on Twitter: @Hyken

www.Georgia-Agents.com

June 2015

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com 2. When you’re in your Google Places dashboard, be sure to check out the “address” area. You may see an error message. Read this post if you do: http://bit.ly/1JqAexw 3. If you don’t know what email address you (or someone else) used to claim/manage your page, you’re in for a little hassle. Here’s the ugly link to the page with the instructions you’ll need to follow: https://support.google.com/business/answer/4566671?hl =en&ref_topic=4854130 May the wind be at your back!

Phil localvisibilitysystem.com

The best tip for cross-selling & x-dating John Carroll shared with me the best tip for cross-selling & x-dating.

You may have gotten a warning email from Google Places (also known as “Google My Business”) that asked you to log into your business’s page and confirm the info is still correct.

It's a very simple question to ask while you're gathering information to provide a quote for auto insurance. It's probably not important for determining the quote price, but prospects won't know.

If you got that email, you’ll want to follow the instructions in it. (Especially if you can’t recall logging into your page in the last few months.)

When a client tells you they own a truck, van, or SUV ask them this question:

Even if you didn’t get it, you’ll still want to log in and confirm for Google that you and your business are still alive and kicking.

As long as you squeeze it into your normal questions (mileage, year, model, etc.) they'll just think it's relevant to the quote.

What happens if you ignore Google: you won’t be the owner of your page anymore. You’ll have to reclaim it (by phone or postcard). Probably nobody will hijack your page in the meantime, nor are your reviews likely to disappear. What’s more likely to happen is that some of your business info may change, and your rankings may take a hit.

If they say no just move on but when they say "yes" ask this follow up question:

"Do you have a hitch on that thing?"

Just log in at www.google.com/business, go to the area where you manage your page, and there should be instructions. (Even if there aren’t instructions, simply logging in should do the trick.

(A little more detail in this post by Mike Blumenthal, if you’re interested: http://blumenthals.com/blog/2015/06/04/google-nowrequiring-null-edits-to-keep-accounts-active-in-us/) A few notes: 1. Although Google only sent the warning to US businesses; it’s a good idea to check up on your page if you’re outside the US. There’s always another shoe that falls.

FYI Express

"What do you tow with it?"

That's it. Now you know whether they own a boat, a travel trailer, ATVs, snowmobiles, motorcycles, and a bunch of other cool stuff that's probably expensive enough to need insurance.

In addition to uncovering more quote or x-date opportunities, you'll also have more things to talk about, you'll open the door for a conversation about the complexities of insurance when towing, and you'll remind them how important it is to buy insurance from an expert like you!

Insurance is not a commodity and a subtle reminder to your prospects that they occasionally tow expensive and heavy things that could cause a lot of damage is a good idea.

Are there any questions you ask during a quote that help you sell? I'd love to hear about it if you do.

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eke June 2015

www.underwritersinsider.com

9

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

Becoming a Paperless Producer Recently I had the privilege of speaking at the annual sales meeting for a large agency in the upper Midwest.

One of the topics I covered was how outside sales staff can become more effective and efficient when away from the office.

As I’ve mentioned many times, consumer expectations are rapidly changing. It is no longer good enough to say “I’ll get back to you on that.” People want answers now. Why? Because they can!

These cloud storage options offer you the ability to accumulate all the data required without needing to print and file. This searchable databank lets you retrieve your files in a rapid and trouble-free manner.

Tablets Become Your “Mobile Desk” Today’s consumers assume that you are available to them most any time. No one likes to be at his or her desk round the clock; none of us does! So, how can you be “available” for your client without having to stay at the office?

The better access to information a producer has, the better able they are to help their current clients and demonstrate their knowledge and expertise to prospects.

You need to take your desk mobile. Tablets (and newer smartphones) allow insurance agents to perform their duties, anywhere they happen to be. Access to client information in an agency management system allow you to respond quickly to any request.

Unfortunately, many insurance agents and their agencies continue to rely on outdated ways to capture information and get it to the office to complete any required tasks.

iPads are the most popular tablet option, but there are plenty of other tablets on the market like Samsung Galaxy, which comes in around 50% of the cost of an iPad.

New online sales tools are allowing agents to respond faster to client requests. These tools also allow agents to capture prospect information quickly and immediately transfer it back to the office. These tools enable the producer to spend more time face-to-face with clients and prospects, deepening their relationship.

Having the right hardware is the first step, but the real key to being productive away from the office is the apps you use. Here are a handful of apps I use every day to save time and “get things done.”

Expensify.com — This expense management platform has a mobile app that allows me to take a picture of the receipt, tag it with the right report, and have it automatically filed into my account. The SmartScan options use OCR technology to read the information on the receipt and automatically add the detail.

Every insurance agent can become a paperless producer. Sales technology should be a fundamental part in of every insurance organization.

Following are a few tools that you can quickly implement to start you on the path to becoming paperless.

Cloud Storage It was not that long ago when your office was filled with paper file cabinets. Today, there are many options for storing documents online. Some of the more popular and well-known services currently available include Dropbox.com, Box.com, OneDrive from Microsoft, and Google Drive. Each of these services provides a certain amount of free online storage for various types of documents.

Cloud storage of documents allows an easy way for producers to capture pictures and other information and immediately store them online so they can be retrieved by someone back in the office. Storing on a cloud drive eases the filing burden and offers an archive through which you can search.

FYI Express

Apps to the Rescue

Scannable — I’ve tested many document scanning apps over the years. This is my current favorite because of its ease of use and integration with Evernote. Just point your smartphone camera at a document and it will effortlessly capture the document as a “scanned” image.

Waze — This is the only GPS app I use anymore.

This app provides updated real-time information while I am driving. It is a great example of how useful crowdsourced information can be. It is owned by Google and is free.

These are just a few of the apps that I use to allow me to get things done no matter where I am physically located. What are some of the best tools you use to be effective when you are not in the office? Let me know.

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June 2015

Georgia e gia Geo gia Georgia Georgia Geo gia Georgia Homeowners

Dwelling Fire

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More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com 3. “Do I know everything I own—and how much it’s worth?”

Most insurers provide coverage for personal possessions—approximately 50 to 70 percent of the amount of insurance you have on the structure of your home. Is this enough? One way to find out is to create a home inventory that lists your belongings and their estimated value.

Editor’s note: Did you remember to advise your clients on the start of Hurricane Season?

4. “Will I be able to pay for living expenses if we can’t live in our home after a hurricane?”

Look for Additional Living Expenses coverage (ALE), which pays for the extra costs involved in living away from home—hotel bills, restaurant meals and other expenses that are over and above your customary living expenses.

5. “Do I need additional flood coverage—and how do I get it?”

All homeowners policies exclude flood damage—so if you live in a flood zone, or a hurricane-prone area, a separate flood insurance policy is a must. (If you don’t already have flood insurance, the time to act is now— there is a 30-day waiting period for a flood policy to go into effect so don’t wait until a storm is barreling down on you to apply for coverage).

Here are some great tips you are free to use on your Facebook / Website / eNewsletters.

You ‘Cane Do this! The Check20 Hurricane Season Insurance Checkup!

June 1 marks the start of Hurricane Season on the Atlantic and Gulf coasts (Pacific Hurricane Season begins on May 15). Every year, weather-bugs eagerly await the various hurricane season forecasts the way film buffs wake up early for movie award nominations.

This year’s forecast calls for a relatively “quiet” hurricane season—but then again, so did forecasters in 1992, the year Hurricane Andrew (one of the costliest, most destructive storms ever to hit the U.S.) tore across south Florida. No matter what forecasters says, it always pays to be prepared, starting with having the right insurance.

Need more in-depth information on performing an insurance checkup? Our Hurricane Insurance Prep Checklist is just the ticket! And for additional hurricane home and financial preparedness tips, download this handy infographic, prepared with our partners at the Insurance Institute for Business & Home Safety (IBHS).

Haven’t checked your policy documents lately? Don’t worry! Here are some general pointers on what to look for—five questions you should ask yourself about your insurance coverage. (And you can always contact your Insurance Professional for more answers and advice.)

1. “Which disasters are covered by my insurance policy?”

Standard policies cover wind and hurricane damage, as well as a host of other disasters). However, you will need to purchase additional coverage for flooding (more on this below), even if it happens during a hurricane—or be prepared to pay for flood damage out of pocket.

2. “Could I my replace my home if it’s lost?”

The price you paid to purchase your house is NOT the same as the cost to replace it. Check your policy limit to be sure you’ve got enough coverage to completely rebuild if your home is severely damaged or destroyed.

FYI Express

Watch & Learn Five steps to make your home more hurricane-resistant.

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June 2015

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Online rating and submissions now available at www.sunins.com

For More Information, Contact Standard Underwriters Network Directly at 678.498.4800 Corporate Office : P.O. Box 105609, Atlanta, Georgia 30348-5609 • PH: 678.498.4800 • TF: 800.365.1727 • FX: 678.498.4808 Internet: www.SUNins.com • Email: info@siuins.com • Hours: 8:15am - 6:00pm EST

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com “It’s too expensive” is the number one response consumers give for not having some or more life insurance. When asked to estimate the annual cost of a 20-year, $250,000 level-term policy for a healthy 30-year old consumers’ median estimate was $400 with 1 in 4 guessing it might cost $1,000. The actual cost is $160 a year, or $13 a month.

Compared to cell phone, Internet and cable bills which together can easily exceed $200 a month, the cost of protecting a family’s most important financial priorities isn’t so expensive.

When presented with the facts, consumers can make better decisions. That’s why LIMRA and Life Happens have created an infographic on financial priorities and asks “Are they out of sync?”

Millennials and Gen X Choose their Screens and Eating Out over Buying Life Insurance In the 2015 Life Insurance Barometer, 61 percent of consumers said they have not purchased life insurance because of other financial priorities. Not surprisingly, the top priority for all age groups was living expenses, such as rent/mortgage and groceries.

Additional living expenses, such as Internet, cable and cell phone bills were next on the priorities list.

Millennials and Gen X tracked higher than other groups with 54 percent of Millennials and 45 percent of Gen Xers making these “screen” expenses a high priority.

It’s obvious for food and shelter to be top financial priorities, but are families prepared if the primary wage earner dies? The Barometer study shows 43 percent of Americans would feel the impact of the death of the breadwinner in 6 months or less. Twenty nine percent said they would be in financial trouble in one month.

Free to GIAA Members – Join at www.Georgia-Agents.com

FYI Express

Page 26 of 33

June 2015

Providing Health and Life Insurance Solutions for Agents and their Clients

HEALTH HOTLINE

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Need Answers for your Health Insurance Clients?

Call us to see how we can help.

800-755-9504 www.heartga.com Group and Individual Medical • Medicare Supplements

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

Lloyd's of London

Yes, we know that wind is excluded but ‌

The windstorm policy's carrier was Lloyd's of London.

Its wording is often different from standard Insurance Services Office (ISO) or American Association of Insurance Services (AAIS) coverage forms but is similar to traditional insurance wording because Lloyds started much of that traditional wording.

Click here for information about Lloyd's of London and the important role it plays in insuring businesses and individuals in the United States.

A crane struck Chabad's building. Chabad had two insurance policies on that building. One covered wind damage and the other did not. Chabad collected on the first policy because Tropical Storm Barry was the reason the crane struck the building. Chabad then requested coverage under the second policy. Chabad argued that the building loss was not due to wind but was instead due to an ensuing loss.

Click here to see how the courts reacted to the insurance company's denial. #17042: Commercial Lines (3 hours P&C) th

Thursday, July 9 9:00 a.m. – 12:00 p.m.

When an exclusion isn't an exclusion

Are you lost when it comes to quoting small business risks?

Gary Alexander (aka ObiGarpCanobee) digs into those lost coverages and reveals the secrets about:

Many policies exclude a cause of loss but then give back part of the coverage in an exception for ensuing loss. For example, assume that loss caused by centrifugal force is excluded, but, if a fire ensues because of the damage the centrifugal force causes, the damage the fire causes is covered. When a widget wheel rotates too fast and flies apart, the damage to the wheel is not covered and the damage which the flying wheel causes is not covered. However, if the flying wheel somehow starts a fire, the damage that fire causes is covered.

Certificates of Insurance Acord Forms Commercial Policy Exclusions The Insurance Needs of Small Business Finding Local Commercial Businesses

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Click here to review the PF&M analysis of the ISO Property Causes of Loss Forms.

FYI Express

Page 28 of 33

June 2015

For 135 years Rough Notes has been dedicated to making you a better agent.

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More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

When are you contacting your E&O carrier regarding claims?

Ask this question of most agency execs and it would be common to hear that the E&O carrier is contacted when the agency is served with some type of legal papers, a/k/a summons and complaint. While this is definitely a time to contact your E&O carrier, there are actually numerous other times where it is not only appropriate to contact your carrier but you may be somewhat obligated to do so.

Let’s talk a look at the following scenarios to see when it would be appropriate and beneficial to make contact with your E&O claims representative.

Let’s say a customer is irate at a member of the agency alleging that the agency did not provide the customer with the proper type / limits of insurance.

They storm out of your office with comments such as “I am going to talk to my attorney. “Should the E&O carrier be notified? Even though this may not technically meet the definition of a claim under your E&O policy, there is certainly a benefit to contact the E&O carrier. By discussing the matter while it is fresh in everyone’s mind, the E&O carrier will be able to provide some guidance on what steps should next be taken, if any. In addition, virtually all E&O policies have language that provides benefit to the agency for disclosing facts or circumstances that may give rise to a claim.

How about a situation where one of the agency companies calls and indicates that they would like to come visit you to discuss a problem on a recent claim? Is the meeting essentially just a gathering of the respective parties or is there the possibility that the carrier may be looking to see to what degree your agency contributed to the problem in the claim. These occur more often than one might think. In this scenario, it is advisable to contact your E&O carrier and to seek their guidance and advice. At times, I have seen where E&O carriers have actually assigned counsel to be there with the agent to observe the line of questioning and to provide direction on how to respond to questions or request for policy information.

FYI Express

Another scenario might involve your agency being asked to appear before some regulatory authority. This is an area where many of the E&O carriers have expanded their coverage, essentially providing some defense coverage. The meeting with the regulatory authority may be “nothing” but getting the advice and guidance of your E&O carrier would be advised.

In these 3 scenarios, discussing the matter with your E&O carrier will give your agency some peace of mind. If the carrier feels it is appropriate, they may assign defense counsel to interact with you to get the facts and recollections of the various parties. When an agency buys E&O, they should look to utilize that E&O carrier as a resource. Don’t ever hesitate to contact your E&O carrier – a good E&O carrier will appreciate the inquiry.

More E&O Tips at http://www.agentseotips.com

Free to GIAA Members – Join at www.Georgia-Agents.com

Page 30 of 33

June 2015

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Go to www.EandOQuote.com for more information

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

EXPRESS “What You Don’t Know Can’t Help You!” … Eddie K. Emmett, Editor / Publisher

Do CSRs have to be licensed?

Do CSRs have to be licensed?

The answer is “Yes” if: The CSR is a person who sells, solicits, or negotiates insurance.

The CSR receives commission on insurance sales.

The CSR handles endorsements and reinstatements.

The CSR gives quotes for insurance.

The CSR completes insurance applications.

The CSR handles renewals.

The CSR answers coverage questions.

So just what can an unlicensed CSR do?

Mostly managerial and clerical tasks only indirectly related to the above tasks. I’m not so sure they can even take payments since that is a vital part of insurance sales.

Check out O.C.G.A. § 33-23-4 in the “Laws & Regs” link at the bottom right corner of www.GAInsurance.org for a more murky explanation.

So what should an unlicensed CSR do?

If they are handling only Personal Lines P&C, a Limited Subagent license should do the trick.

The sponsor is responsible for their actions, a state exam is not required and they can take the required 20 hour pre-licensing course from the comfort of their desks for only $79.00 at www.Georgia-Agents.com.

The Georgia Department of Insurance encourages the insuring public to report any complaints about insurers, agencies and agents.

The first thing checked is whether or not the person in the complaint is properly licensed for that transaction.

Here’s the scenario if the CSR is found to be in violation of O.C.G.A. § 33-23-4: Any person who willfully violates this Code section shall be guilty of a misdemeanor and, upon conviction thereof, shall be subject to punishment as provided in Code Section 17-10-3, relating to punishment for misdemeanors.

Code Section 17-10-3: By a fine not to exceed $1,000.00 or by confinement in the county or other jail, county correctional institution, or such other places as counties may provide for maintenance of county inmates, for a total term not to exceed 12 months, or both.

That applies to the CSR, the agency owner, and the insurance companies who paid commissions to unlicensed entities.

I wonder if they assign adjoining jail cells.

www.Georgia-Agents.com

It gets even better than that!

CSRs may study the 20 hour Limited Subagent course, take an exam and download a Certificate of Achievement for free. It serves as great refresher training on Personal Lines such as auto, home and renter’s insurance.

But if the CSR handles lines other than Personal Lines, a full blown agent’s license is required.

GIAA Members can earn 24 hours Online CE and 20 hours Limited SubAgent Prelicensing for all employees for only $99.00 per year!

More Information about Georgia Insurance Agents Alliance Membership at www.Georgia-Agents.com

Daily Facebook Post Ideas The Free and Easy Way to Make Your Insurance Agency Facebook Page Cool and Engaging.

Too busy selling insurance, running a business, and making money to waste time finding interesting content to post to your agency Facebook page?

We hope so! That's why we added the FB Content for Insurance Agents link to our Member Benefits. Just take a minute a few times a week to find great content to copy and paste or upload to your Facebook page.

It's updated daily so bookmark it in your browser and visit the page anytime you want to update Facebook!

Join GIAA for only $99.00 per year at www.Georgia-Agents.com

FYI Express

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June 2015