PRESIDENT'S MESSAGE
ONWARD & UPWARD A MESSAGE FROM JASON ERNEST Normally, a year in review is easy to write. It’s an opportunity to reflect on the accomplishments that you planned and budgeted for at the beginning of the year. It includes the travel and events through the year, and the new people you met. There may be a surprise or two throughout the year, but for most part what you planned for on Jan. 1 is pretty much what occurred. Then there is 2020. Throw everything out the window. This has been a whirlwind, and I trust you are like me and ready to put the year in the books. None of us expected on Jan. 1 of this year that we would go through what we have. Would anyone have predicted that the most common phrase is 2020 would be “you’re on mute”? But despite the craziness, there have been lessons learned, lessons that are going to permeate for years to come. My year in review therefore is three observations of what independent agents, and IA&B, have accomplished in 2020: ADAPTABILITY - This year, we saw agencies that adapted to the current environment, made necessary changes, and continued with business as usual. We also saw agencies that were not so quick to adapt and, as a result, had difficulty. Adoption of technology to offset challenges has to be the key. In an environment where staff can’t be in the office and in-person sales calls are limited, new technology must be incorporated. FLEXIBILITY - Agencies have had to be flexible, specifically in regard to staff. The acceptance and fostering of remote work has been critical this year, and I don’t see this trend going away. Agencies that have allowed such flexibility found that the work can still get done, and in some cases in a more efficient manner. Employees are beginning to expect flexibility – and agencies are going to have to embrace it. Everyone was forced to implement remote-work procedures quickly; now is the time to formalize and improve those procedures.
the writing of insurance must continue in it. The resilient agency is going to be the agency that gets that business. IA&B experienced the same; and I’m proud to say we’ve exhibited the three qualities above in order to persevere through this year. We adapted by changing our focus on what agents needed this year. We spent considerable time preparing and gathering COVID-specific resources to help our members navigate this water. We were flexible by offering member benefits in alternative ways – namely online education, webinars, and even conferences. And we have been resilient in that, despite a heavy remotework environment, we have delivered (and in some cases exceeded) our high standard of quality to our members. We are lucky that the insurance industry is somewhat sheltered during these times. What I mean is that insurance is still required, not optional, and there will always be a buying public. While any sort of shutdown impacts all, it doesn’t drastically impact our industry. (Think of the restaurant and theater industries as stark examples of the opposite.) The insurance show goes on … but this doesn’t mean agencies can be complacent. Who knows what 2021 holds? And who knows what business practices of 2020 will become norms in future years? So, this is a year we will all remember – and not necessarily fondly. But for a year in review, it can’t be all negative. The independent insurance agent channel was remarkably adaptable, flexible, and resilient. Based on our observations, for the most part independent agents performed remarkably well. We should all be proud of that, and it’s an indication that future challenges can be managed. Let’s dust ourselves off, say goodbye to 2020, and be ready to take on 2021 – whatever it may bring.
RESILIENCY - It hasn’t been an easy year. Adaptability and flexibility take planning and additional work. But those agencies that have been resilient in their resolve, and have addressed these challenges head on, have succeeded. Nobody expected or asked for the challenges of 2020; but at the same time, it is the current world we live in and
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DECEMBER 2020
Jason Ernest, Esq. IA&B President & CEO
