June La Voz 2011 by Independent Insurance Agents of NM

THERE’S NO PLACE

LIKE HOME March 15 th - July 1 st ,2011 Bring your New Mexico businesses home to New Mexico Mutual. Starting March 15 through July 1, New Mexico Mutual wants you to give the home team a look at your client’s workers’ comp business. New Mexico Mutual is offering gift cards for fully completed applications and business bound. With excellent claims management and loss prevention services, your clients will benefit by putting their workers’ comp insurance with New Mexico’s experts in workers’ compensation. APPROVED APPLICATIONS • Account Representative – receives $25.00 for every three (3) applications, (New Mexico and other states) submitted and approved. • Account Representative – receives $50.00 bonus gift card if 15 applications are submitted and approved during the program. BOUND POLICIES • For a bound policy with premium from $5,000., $24,999. Account Representative receives a $25.00 gift card. • For a bound policy with premium from $25,000. $49,999., the Account Representative and Agent each receive a $50.00 gift card. • For a bound policy with premium of $50,000., the Account Representative and the agent each receive a $100.00 gift card. www.NewMexicoMutual.com • 505-345-7260 * All applications must be submitted, approved and bound during the program period of 3/15/2011 - 7/1/2011.

â&#x20AC;&#x153;La Vozâ&#x20AC;? is the official monthly publication of the

"The Voice" of Independent Agents since 1934

Independent Insurance Agents of NM

1511 University Blvd. NE Albuquerque, NM 87102. (505) 843-7231. Fax (505) 243-3367. Web site www.iianm.org. This publication is intended to provide accurate and authoritative information on the subject matter covered, but is distributed with the understanding that neither IIANM, nor any contributing author, publisher, contributor or advertiser is rendering legal, accounting or any other professional service and assume no liability whatsoever in connection with its use. Further, the electronic links to our advertisers and/or contributors found in this publication are provided as a courtesy to our readers and do not necessarily indicate an endorsement by IIANM.

Features

VoZ

Big "I" Markets - Travel Insurance Market Added

Help Your Clients Manage Increased Exposure to Uninsured Motorists 06 Southern Seminar Registration (Las Cruces, NM)

6 Sales Tips to Help You Stand Out From the Crowd

Information Security Concerns in Hotels & Hotspots

Tornado Outbreak May Approuch Top 10 Most Costly Disasters

The Double-Edged Sword

2011 Convention at the Hard Rock

Advertising rates are available upon request.

How to be Just Assertive Enough

Please contact Rachel Sheffield at rachel@iianm.org for details

Do What's Right - Or What's Right Now?

Passing the Baton at Mountain States Insurance Group

Golf Tourney Highlights

NCCI Offers Free Webinars

YOUNG AGENTS Picnic at Isotopes

News items from members of Independent Insurance Agents of New Mexico and the general insurance industry are encouraged. The advertising deadline is the fifteenth day of the month, preceding publication.

IIANM Staff President/CEO Thom Turbett VP Of Membership Services Lorri Gaffney Director Of Communications Rachel Sheffield

In Every Issue Tech Talk

Insurance Programs Administrator Julie A. Franchini

Tired of Throwing Your Money Down the CIC Money Pit?

Education Edge

Member Services Associate Renee Rivera

June's Clickable Calendar

Odds n Ends

IIANM's Partners Program

2010-2011 Officers Chair Kathy Yeager

Advertiser Index

Vice-Chair Scott Jones

Acuity

Secretary/Treasurer PJ Wolff

American Mining Insurance Company

Burns & Wilcox

National Director Sam Conlee

Litchfield Special Risks, Inc.

Market Finders, Inc.

Immediate Past Chair Alma Franzoy-Capron

New Mexico Mutual

Who has the ability to handle all your specialty insurance needs?

The

Answer is Your Specialty Insurance Professionals

Professional Liability Umbrella & Excess Employment Practices Commercial Property Products Liability General Liability Commercial Auto Personal Lines

Global Resources. Local Relationships. Albuquerque, New Mexico

(866) 643-8538 / (505) 822-0018 / fax (505) 822-0092 scottsdale.burnsandwilcox.com

Travel Insurance Market Added Big "I" Markets, in partnership with Travel Insured International, is pleased to offer two travel products that will make your clients rest easier when they take their next trip. The Worldwide Trip Protector and World Trip Protector Gold (here is a coverage comparison) products offer comprehensive choices to protect travelers before departure and during a trip from a wide range of unforeseen possible events that could cancel or interrupt travel plans. Coverage includes trip cancellation, trip interruption and trip delay, missed connection, baggage and personal effects protection, baggage delay, emergency accident and sickness medical expense and emergency evacuation, travel accident protection and 24-hour assistance services. Travelers also have the options to purchase additional accident and sickness medical protection, additional emergency evacuation and repatriation, flight insurance in a choice of benefit amounts, and renters collision insurance for their rental car. Purchase of the optional medical upgrade will remove the deductible and excess insurance provision.

coverage? When a politically-motivated terrorist attack occurs in a city listed on a travel itinerary. The event must occur after the policy takes effect and within 30 days of departure. Who is considered a family member under the policy? Any of the following relatives of the insured or traveling companion is considered a family member under the policy: a legal or common law spouse; a domestic partner; a parent or legal guardian; step-parent, grandparent, parents-in-law, grandchild, natural or adopted child, foster child or ward, step-child, children-in-law, brother, sister, step-brother, step-sister, brother-in-law, sister-in-law, aunt, uncle, niece, or nephew. Check out some common travel scenarios that people can insure against. Access this market today at www.bigimarkets.com.

Here are some frequently asked questions about travel insurance: What is trip cancellation insurance? Trip cancellation insurance is financial reimbursement of a prepaid, non-refundable travel costs when an unforeseen event, which is a covered reason under the policy, causes a trip cancelation. What is trip interruption insurance? Trip interruption insurance is financial reimbursement for unused prepaid travel expenses and/or the additional airfare to return home, when an unforeseen event, from which the traveler is protected under the policy, causes a trip to be cut short and the traveler returns home ahead of schedule. When is protection from an act of terrorism an included

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 5

Help Your Clients Manage Increased Exposure to Uninsured Motorists by Paul Buse

Last month, the Insurance Research Council (IRC) released its estimated percentages, by state, of uninsured motorists. The findings show the recession has increased the number of uninsured motorists on our nation’s roadways and the numbers do not appear to be abating as the recovery begins. Five states where highlighted as having the highest risk--but nationally, there are a staggering one in seven uninsured motorists. Independent agents can do their clients a tremendous service by asking them to consider the risk of not protecting themselves against uninsured motorists. Some agents might be surprised how easy it is to provide high limits and cost-effective protection using a personal umbrella policy. As you can see in the graph below, the exposure to uninsured motorists faced by anyone driving, walking or riding a bike in the top five states is significant. If you are rear-ended in Mississippi, there is an almost one in three chance the driver will have no insurance coverage. The probability falls off in the next four states, but only to one out of every four drivers. Interestingly, Florida is in the top five, and with about 80 million non-Floridians visiting the state each year, many more people are exposed to high levels of uninsured motorists, even if from a state with a low percentage of uninsured motorists. For a complete listing of percentages of uninsured motorists by state, see this link.

Do your clients a service by teaching them about uninsured motorist exposure.

As independent agents, your personal lines staff should know it is easy to provide protection against the risk of being hit by an uninsured motorist. Also, tell your clients that there are many more underinsured motorists with drivers only purchasing minimum limits like $25,000 per person, $50,000 per accident for bodily injury and $10,000 for property damage (this is a typical state minimum, but states vary; state limits are available from the Insurance Information Institute). The good news is your staff can help insureds solve the underinsured problem at the same time. Most insureds do not familiarize themselves with insurance policy details. Even if someone is familiar with the risk, most clients will be unaware of the ability to purchase high limits of uninsured and underinsured motorist. According to David Hulcher, AVP of Agency E&O Risk Management at the national Big “I,” “You do your clients a huge favor by pointing out the need for purchasing higher limits of UM/UIM and sharing the IRC figures with them definitely makes that point.” According to Hulcher, by using an E&O coverage checklist, such as the one available on the Big “I” Virtual Risk Consultant, not only will you protect yourself against a leading cause of agency E&O claims—failure to offer coverage—but you will also bring to the client’s attention the risk of no liability coverage in the event of a major injury. Hulcher recommends agents routinely use coverage checklists and ask clients to purchase umbrellas with excess UM/UIM offered as optional coverage. He notes by asking for the umbrella order and recommending UM/UIM as an add-on, an agent will address the underlying and excess UM/UIM limits, provide the opportunity to educate clients on a big risk, protect against agency E&O claims and increase agency revenue at the same time. “Of course, any time you offer coverage and it’s declined, document, document, document the customer file,” he said. The good news for independent agents is coverage in readily available. Most agents with typical markets for personal lines will be able to place high limits of UM/UIM with the same insurer that writes the person’s auto, home and umbrella. An excellent example is Travelers. In a recent rate filing for several Travelers companies in Tennessee (one of the top five UM/UIM exposure states), the filing shows up to $5 million in excess UM/UIM can be purchased, and the

added cost is about $100 for $1 million per car and $200 for $5 million per car.

producers selling personal umbrella policies, and as a result it was important to RLI to provide a solution.”

For situations where the insured is with disparate underlying insurers or the umbrella carrier on the primary does not have excess UM/ UIM (not all are like Travelers in Tennessee), Big “I” members have an excellent alternative. Long-time company partner RLI now offers $1 million of excess UM/ UIM coverage in every state with every personal umbrella policy. “RLI added this coverage based on the advice of the Big “I” state associations concerned about making this coverage easy to access for every member,” said Becky Lundberg, AVP RLI Specialty Markets. “Excess UM/UIM is an important coverage to many insureds and to the

The Big “I” approached RLI with the concern of both giving member agents the ability to provide UM/UIM to a wide variety of situations, and RLI responded. Lundberg indicates average acceptance rates since the roll-out are running about one in 10 on renewals but expectations with agents educating clients and the exposure continuing, that percentage will increase. But do pedestrians and bikers to recognize their exposure to uninsured, underinsured and hit-and-run accidents? Check out next week’s IN&V, for a look at the accident rates for pedestrians and bikers by state to help you convince some insureds of the value of high limits of UM/UIM.

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We offer Workers’ Compenasation Insurnace for:

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For more information, contact Bryant Brown, V.P. Marketing • 1.800.448.5621, x 249. 3490 Independence Drive • Birmingham, Alabama 35209 WWW.AMERICANMINING.COM Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 7

ATTENTION Southern New Mexico!

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SOUTHERNSeminar

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15 hours!

July 20th & 21st, 2011 Las Cruces Convention Center

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6 Sales Tips to Help You In sales you simply must stand out from other salespeople, not just the ones in your industry, but ALL the salespeople that are calling on your prospects and customers, as they are also competing for their time, attention, and money. Here are several ways to be unique in sales. 1) Exceed customer expectations. Go above and beyond; under promise and over deliver. Do more than the customer would ever expect you to do. You exceed customer expectations by delivering more, better, and/or faster. Deliver earlier than expected (assuming the customer can take delivery sooner) and deliver more than expected. If your customer tells you they need it within five weeks, deliver it in three, or sooner, if you can. If possible, include a little something extra that the customer wasn't expecting. Focus on always delivering a little more than you are being paid for. If you make a habit of going above and beyond and delivering more than is expected, you will have happy customers. 2) Focus on your unique selling proposition. You, your company, and your product have advantages that your competition does not. What are those advantages and unique benefits? You, for one, are the one thing your competition doesn't have. With a simple decision to do so, you can be more focused on and more committed to your customers and prospects than anyone else. Sell the unique value that you, your company, and your product have to offer. 3) Do the things that most other salespeople don't. Send personal, hand-written thank you notes, follow-up promptly, and do what you say you'll do, when you say you'll do it. Send holiday gifts, ask better questions, and know the industry and how it affects your customers and prospects better than the competition does. Be a true business partner with customers and prospects. 4) Stay in touch and build solid relationships with your customers. Obviously the better your relationships with your customers, the better customers they will be. Work hard at getting customer and prospect information, and use that information to build strong relationships. Show a sincere interest in what your customers and prospects are interested in. Reach out to customers via mail, e-mail, phone, and in-person visits. Focus on building solid personal relationships with all your contacts.

Stand Out

From the Crowd When Selling by John Chapin 5) Dare to be different. Be unique in your approach. Here are some quick examples: • One salesman we know has a unique way to get to "tough to reach prospects". He buys small plastic skeletons at a Halloween Store and puts them in envelopes with his business card and a note attached; the note reads, "This is me waiting for you to call." • A woman who is the top salesperson at her company buys cheap baby shoes then attaches a business card and note, "Just trying to get my foot in the door." • One woman sings to "difficult to reach" prospects on their voice mail. • A top salesperson for a pharmaceutical company dresses up for Halloween and brings candy. • A top computer salesperson puts helium balloon in a box with his card attached. NOTE: Make sure the ceiling isn't too high. • Another top salesperson sends his customers six cards a year: Thanksgiving, holiday, birthday, anniversary (the anniversary date of the day the customer started doing business with him), the start of Spring, and the start of Summer. Yes, some of these ideas are a bit out there, but they absolutely work and will definitely set you apart. 6) Be more committed than everyone else. Decide that you are willing to work as hard as you need to in order to help your prospects and customers be successful. In addition to working hard, commit yourself to working smart to find creative solutions for prospects and customers. Dedicate yourself to professional and personal growth and commit yourself to your success as well as that of your customers. Be the one that comes to mind when customers think of: professionalism, work ethic, and integrity. With the speed of business today and the vast amounts information and people all begging for our attention, you MUST greatly differentiate yourself. These six tips will help you stand out and thus garner you more time, attention, and business from prospects and customers. John Chapin is a speaker, sales trainer, and co-author of the gold-medal winning "Sales Encyclopedia" a comprehensive how-to guide on selling. "Sales Encyclopedia" is written for sales professionals in any industry at any level of experience. If you would like free access to John's free white paper on what it takes to be successful in sales along with a monthly newsletter, you can visit John's website at http://www.completeselling.com

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 9

Phishing... Don't Get Hooked! You've probably gotten the emails, the ones telling you there's a problem with your bank account. You click a link and are taken to a web site that looks just like your bank's (logos, colors and all) where you're asked to verify your account information. If you do, the chances are that every penny in that account will be removed. You've just been a victim of something called "phishing." and services each year. Last year, Gary Heiligman, director of our Big "I" Markets wrote an article by this name in the Big "I" Markets newsletter. No, we're not talking about the opening credits of the Andy Griffith show where Andy and Opie are shown walking towards Old Man Kelsy's pond (shades of Ernest T. Bass). "Phishing," as the name implies, is a way internet bandits try to get gullible people to give them confidential information in order to pilfer their financial assets. Here is an excerpt from Gary's article: Have you ever received an email from your credit card company or your Internet service provider urging you to update your private, personal customer information? If so, someone may have been trying to "hook" you on their phishing line. What is phishing? Phishing is when criminals lure victims to surprisingly realistic web sites created to trick them into disclosing their account numbers, passwords, social security numbers, or other sensitive information. The thieves then use the information to pilfer bank accounts or go on a spending spree with stolen credit card numbers. The consultancy group Gartner, Inc. reports that in the 12 months through April 2010, 57 million people in America received "phishy" emails. Gartner also reports that 1.8 million people replied and, as a result, almost 1 million were victimized. Phishers steal more than $1.2 billion in goods Page 10

Phishing victims then have to spend their time and money to call credit card companies, banks and merchants where phishers have spent their hard-earned cash. Victims may also need to take time off from work to deal with the fraud or may need to hire a lawyer to defend themselves from suits brought by collection agencies or merchants. The FTC estimates that almost 10 million people had their identity stolen in the last year alone and the crime is growing exponentially. Identity theft losses cost businesses and financial institutions nearly $48 billion last year while consumer victims reported $5 billion in out-of-pocket expenses. According to the Identity Theft Resource Center, it takes 600 hours and $1,495 in out of pocket expenses for your clientâ&#x20AC;&#x2122;s customers or employees to re-establish their credit and clear their name. For a VU article on identity theft, click here. The St. Paul Travelers' Identity Fraud Expense Reimbursement Master Policy can help phishing victims by reimbursing them for their time and out-of-pocket expenses to re-establish their good credit and getting their lives back in order. The coverage is designed to be purchased by a company for the benefit of its customers or employees. IIABA member agents now have access to the Identity Fraud Expense Reimbursement Master Policy from St. Paul Travelers through Big "I" Markets. This master policy is

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Thank you for contacting Washington Mutual.

available along side The WrapSM which provides private company directors and officers liability and crime insurance in a comprehensive package policy. The WrapSM is underwritten by Travelers Casualty and Surety Company of America and its property casualty affiliates, Hartford, CT. Recently, I got the following email: Dear Washington Mutual customer, We recently reviewed your account, and suspect that your Washington Mutual Internet Banking account may have been accessed by an unauthorized third party. Protecting the security of your account and of the Washington Mutual network is our primary concern. Therefore, as a preventative measure, we have temporarily limited access to sensitive account features. To restore your account access, please take the following steps to ensure that your account has not been compromised: 1. Login to your Washington Mutual Internet Banking account. In case you are not enrolled for Internet Banking, you will have to fill in all the required information, including your name and you account number.

We are aware of recent "phishing" scams targeting our customers. Most of the scams involve the use of fraudulent email messages which appear to be from your bank or another trusted business. The email may employ fraudulent Web sites to trick people into sharing personal financial information, such as account numbers, passwords, Social Security numbers and other data. We would like to assure you that Washington Mutual was not compromised and we do not send email messages or make phone calls asking for your personal financial information. When we learn of phishing scams, we work aggressively with law enforcement agencies to investigate them and shut down the fake Web sites. To do your part to keep your information safe, please remember to: Be suspicious of emails with urgent requests for personal financial information. Do not fill out forms in email messages that ask for personal financial information. Do not reply to email messages that ask for personal financial information. Avoid using links in email to get to Web pages, especially if you suspect a message might not be authentic.

2. Review your recent account history for any unauthorized withdrawals or deposits, and check you account profile to make sure no changes have been made.

Ensure that you only use secure Web sites to submit credit card or other sensitive information.

If any unauthorized activity has taken place on your account, report this to Washington Mutual staff immediately. To get started, please click the link below:

Regularly check your bank, credit and debit card statements to ensure that all transactions are legitimate. For more information regarding phishing and protecting your personal information, visit our Web site at http:// www.wamu.com/. Please do not reply to this email.

http://80.86.167.196/.../index.html We apologize for any inconvenience this may cause, and appreciate your assistance in helping us maintain the integrity of the entire Washington Mutual system. Thank you for attention to this matter.

Thank you, Washington Mutual

Sincerely, The Washington Mutual Team

by Bill Wilson

Please do not reply to this e-mail. Mail sent to this address cannot be answered. For assistance, log in to your Washington Mutual account and choose the "Help" link in the header of any page.

For additional information on phishing, check out the following information:

Recognizing a scam (particularly since I'm not a Washington Mutual customer), I forwarded this email to Washington Mutual and got the following response:

IBM Internet Security Systems Trend Statistics http://www.iss.net/documents/literature/x-force_2007_ trend_statistics_report.pdf

"Why Phishing Works" http://people.deas.harvard.edu/~rachna/papers/why_ phishing_works.pdf

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

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TRUST.

For All That Matters

Page 12

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Information Security Concerns in Hotels and Hotspots Don’t leave your laptop sitting there all alone when you get by Bill Murray, CISSP IT Risk, Security & Compliance Manager Westfield Group

More and more of us are using our computers while we are on trips and are making use of the ever increasing number of wireless hotspots that are popping up everywhere. I want to discuss some risks associated with connectivity in these environments and offer some simple things that you can do to reduce these risks. Most hotels and wireless hotspots offer a number of wireless access points to connect to. Each one will appear separately in your wireless network list. You should check with the establishment you are at as to which ones are “official” and which ones are not. Many times scammers set up an access point named something similar to those provided by the establishment. These rogue access points can be set up to perform a classic “man in the middle” attack known as an “Evil Twin” to forward all your traffic to a real access point and simply capture everything you are doing online. Another scam is to offer you access at an additional fee.

up and get another coffee or cheeseburger. It may not be there when you go back to your seat. Same goes for USB drives. It is pretty easy to swipe them without notice.

Encrypt your hard drive and USB drives, or at least sensitive data or subdirectories on them. If the unthinkable happens and your laptop is lost or stolen, let the most significant thing the thief gets be the laptop. It may sound like a hassle but losing $1000.00 on a laptop is a whole lot better than a case of identity theft for you and any other people regarding whom you have information stored. Same goes for information about where you live, your children, relationships you are in, etc. Any of this information could be used against people you care about. Westfield regularly publishes a blog containing practical security tips for agents and other industry participants at www.infosec.westfieldinsurance.com and I encourage you to subscribe to it. See also the “Security & Privacy” section of the ACT Web site at www.independentagent.com for additional helpful information on agency security issues.

When entering your ID and password in public places, take extra care to watch for people looking over your shoulder. “Shoulder surfing” it is sometimes called. It does happen. Wireless connectivity can be implemented securely but if you have a choice between a wireless access point and plugging your laptop into a network jack, choose the network jack. It is important to have your personal firewall turned on and configured with a restrictive rule set when attached to non-trusted networks. What I mean by a "restrictive rule set" is simply configuring your firewall to allow only software you trust to access the Internet, and block all other software and network traffic. Anti-virus software should also be enabled, have real time protections turned on and be configured to download anti-virus signature updates automatically. These are relatively simple things to do. Use your corporate VPN (Virtual Private Network). If you are doing work for your company and they have VPN capabilities, you may be safer connecting to the Internet this way. It may sound strange – connecting to the Internet to connect to your company to connect back to the Internet – but your company has protections in place to block malicious traffic, attackers and websites. If you establish an encrypted VPN tunnel to them and surf through their network to the Internet, you are adding a few controls that can protect you. Keep your laptop powered off when you leave it in your hotel room. Lock it in the safe if it will fit. If you just lock the screen (control alt delete), there are vulnerabilities that could be exploited while you are not there to gain access to your software and data.

Bill Murray is IT risk, security & compliance manager for Westfield Insurance and the major part of this article was originally published on Westfield’s blog. He has authorized ACT and IIABA, its state associations and ACT members to republish it with appropriate attribution. Bill can be reached at WilliamMurray@westfieldgrp.com. For more information about ACT, visit www.independentagent.com/act or contact Jeff Yates, ACT Executive Director at jeff.yates@iiaba.net. This article reflects the views of the author and should not be construed as an official statement by ACT.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

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Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Tornado Outbreak May Approach Top 10 Most Costly Total insured losses may Disasters to Insurers reach $5 billion. Depending on final insured damage figures, the weather conditions that collided last month over Alabama spawned more than 300 separate, confirmed tornados and approximately 350 fatalities. The dollar costs will reach totals normally associated with more widespread disasters like hurricanes or earthquakes and could push total insured losses into the top 10 catastrophes of all time. Early estimates of the damages range from $2 to $5 billion with the high end of the range approaching #10 on the list of the most costly catastrophes in the United States. Oakland, Calif., catastrophe modeling firm, EQECAT, Inc., estimates the total dollar costs of last week’s storms will be as high as $2 billion in Alabama alone; across all the affected states from Pennsylvania to the Atlantic seaboard, approximately 10,000 buildings are reported destroyed and countless more damaged, with total insured losses possibly reaching $5 billion. Below are the top 10 insured disasters in the United States according to a recent presentation by Bob Hartwig of the Insurance Information Institute, adjusted to 2009 dollars and based on insured disaster data tracked by Property Claims Service of ISO. (Note: The recent EQECAT projection has been included.) As shown, with the April 2011 tornados approaching $5 billion, the multiple-state event will be one of the most costly to insurers. Source: “Overview & Outlook for the P&C Insurance Industry,” as presented by Bob Hartwig, Ph.D., CPCU, president and economist, at a recent Fireman’s Fund producer conference. In terms of lessons learned and what agents can do to prepare for such a calamity, although the sheer violence of such a weather system almost defies full preparation, agents can still reinforce advice to seek shelter underground or in a designated safehouse. Personal safety is not assured by being insides one’s home, and certainly no one is safe in an auto if directly hit by a tornado. In the last similar massive tornado weather outbreak in 1974, 315 people were killed and 6,000 injured; 74% were killed while in houses or buildings, 17% in mobile homes, 6% in automobiles and 3% while seeking shelter. Of course, the most effective defense is preparation and action before a loss occurs. The importance of discussing coinsurance with clients was driven home by recent E&O claim examples, along with the importance of documentation. As home and business values have increased over time and agency clients seek to minimize costs, the fact that insured values below those that meet any coinsurance result in a surprise self-insured situation for some insureds can result in agency E&O actions. With all E&O claims, defense and a favorable outcome for the agent resides greatly on the agent’s documentation practices and discussions with clients on the working of coinsurance. Finally, don’t ignore your agency’s exposure to direct loss and recovery. Agents need to review their own exposures and insurance coverage and what is available for logistics to continue operations (Big “I” endorsed Agility Recovery Solutions is one such provider). Also, it’s never too late to prepare with a disaster contingency plan, and many helpful tips are available by searching “disaster plan” on the Virtual University (login for search option to appear). Paul Buse (paul.buse@iiaba.net) is president of Big “I” Advantage® and a licensed p-c agent. For information on Agility and other non-insurance products available to members, go to www.independentagent.com/advantage and select “Non-insurance products and Services.”

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

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The Double-Edged Sword Is it possible for an insurance company to be too good to its agents?

onsider, for example, a com-

by Chris Burand

producers who thought they were great producers be-

pany that is consistently so competitive that

cause they had $1,000,000 commission books. But they

each of its agencies grows materially every

had $1,000,000 books mostly because their agency had

year (as long as the agency makes at least a

an exclusive program that was incredibly competitively

decent effort). The carrier's agencies really

priced. Until they had to generate $1,000,000 commission

do not have to build their own competitive

on their own, without a huge company competitive advan-

advantages. They do not have to develop

tage, they had no clue how much harder it is to build a

quality producers. They do not have to work

$1,000,000 book of general business. They did not really

that hard to build their books of business.

know how to fish. They did not really know how to sell.

Of course, to them it will seem like they are working hard, but relative to how hard

A large number of agencies are now realizing they don't

other agencies are working, they have life

know how to sell. For decades in some cases, they have

easy.

represented companies that provided huge competitive advantages, but the market is so soft today, those advan-

I've probably painted a panacea for

tages have eroded. Those are the smart agencies. Many

many readers. But what happens when

other agencies still won't admit they don't know how to

that company quits being the cheapest

sell. Instead, their perspective is they just need a carrier

on a consistent basis? What happens

to be competitive like ABC Company was a few years

to the agencies? They could be in a

ago. As long as they stay in denial, success will avoid

situation epitomized by the biblical

them.

saying, "Give a man a fish and feed him for the day. Teach a man to fish

Now consider a company that pays large contingency

and feed him for a lifetime." In other

bonuses. What happens when an agency makes so much

words, has the company been

money in contingencies that it doesn't have to carefully

giving its agencies a fish a day

manage its operations? I am a huge believer in maximiz-

so that the agencies have never

ing contingency bonuses and I am an even bigger be-

learned to feed themselves?

liever in the advantages of upfront underwriting. But can

They think they know how to

contingencies be too much of a good thing?

fish, but what happens if they

What happens when those contingencies dry up due to a

lose their number one carrier

catastrophe, a change in company underwriting, a change

that has always offered signifi-

in the contingency contract, or a change in law? The 2010

cant competitive advantages?

Growth and Performance Standards, by the National

Does the agency really know

Alliance Research Academy, shows that without contin-

how to fish?

gencies, most agencies have almost no profit. So while everyone knows agencies should not depend on contin-

Similarly, I've met many

gencies, clearly most do.

What happens when the contingencies dry up? Will a

business. Many agency owners grew rich. But one day,

highly profitable agency that suddenly starts losing money

that company quit the market entirely. Some of those

because its contingencies dried-up know how to manage

agencies were sold or went bankrupt soon thereafter.

effectively?

They had ceased to have the skills to take care of themselves.

Some of those agencies were sold or went bankrupt soon thereafter. They had ceased to have the skills to take care of themselves.

Would it have been better for the agencies to have worked hard all along to ensure their own skills and independence so that regardless of the situation, they would be capable of thriving? Charles Kingsley, a British

My experience is that the cultural changes required to

Anglican clergyman, said it well: "Being forced to work,

turn an inefficient agency into an efficient business are of-

and forced to do your best, will breed in you temperance

ten beyond the ability of such agencies' management. It is

and self-control, diligence and strength of will, cheerful-

difficult to put the genie back in the bottle once an agency

ness and content, and a hundred virtues which the idle

has become used to spending money without worrying

will never know."

about how it is going to pay the bills. Sometimes the result is significant disputes among owners because some

Think about your situation today. Have you grown too

owners no longer have the drive to sell while others may,

dependent on any of your carriers? Have you grown too

and yet their compensation agreements do not address

dependent on your contingencies for a profit?

how the various efforts should be rewarded. When times were good, everyone was happy to share the spoils. Finally, consider these situations from a company's point of view. Do companies benefit by providing large contingencies and competitive advantages of such greatness that their agencies do not really have to work? I believe a few companies are now realizing the negative side of these situations. This may be why some companies that previously jealously protected their agencies are now appointing new agencies near the agencies that brought them to the dance. Those original agencies grew content and forgot how to truly sell. They became too dependent on their key carrier. Now in this soft market, that carrier is looking to those agencies to sell without the company's huge historic competitive advantage and the agencies don't know how to sell. The company is in a horrible position of having to change its relationship with its close agency partners while the agencies are in a position of having to sell, one way or another, or fail. A specific example of this occurred many years ago a when company offered rich contingencies and low rates to agents who would give the company all their standard

NOTE: The information provided in this newsletter is intended for educational and informational purposes only and it represents only the views of the authors. It is not a recommendation that a particular course of action be followed. Burand & Associates, LLC and Chris Burand assume, and will have, no responsibility for liability or damage which may result from the use of any of this information. Burand & Associates, LLC is an advocate of agencies which constructively manage and improve their contingency contracts by learning how to negotiate and use their contingency contracts more effectively. We maintain that agents can achieve considerably better results without ever taking actions that are detrimental or disadvantageous to the insureds. We have never and would not ever recommend an agent or agency implement a policy or otherwise advocate increasing its contingency income ahead of the insureds' interests. A complete understanding of the subjects covered in this newsletter may require broader and additional knowledge beyond the information presented. None of the materials in this newsletter should be construed as offering legal advice, and the specific advice of legal counsel is recommended before acting on any matter discussed in this newsletter. Regulated individuals/entities should also ensure that they comply with all applicable laws, rules, and regulations.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 17

When: September 21 & 22, 2011 Where: Hard Rock Casino

Your registration form is coming soon! Visit our web site for a look at the event schedule, exhibitor packet and more information.

IIANM’s Tradeshow is the best way to stay connected to the insurance industry. This year, our Tradeshow will be held on the afternoon of September 22nd. Cocktails and hors d’oeuvres will also be served.

II ANM Co ck

Come join the fun, visit the exhibit booths and register to win prizes.

Greg Claassen

Ventriloquist "Never, Never Sit On This Man's Knee!" Greg Claassen – everyone’s talking about him! It's an evening of hilarity and good-natured fun – as audiences across the country have discovered. He is a ventriloquist of uncommon range and skill.

t ai l s

Sponsored by,

Ex IIAN clusiv e M Dis Membe cou nt! r Now that you’ve narrowed down your candidates... Get the most out of every interview and hire more people like your top performers. When it comes to employee hiring, our consultants can help you with everything from evaluating your most promising applicants to redesigning your current selection system. You will learn what qualities are needed for success with your company, how to determine if someone has them and how to hire right the first time. How Can a Personality Assessment Help Me Hire the Best? With the Caliper Profile, our consultants can provide you with a clear, accurate picture of an individual’s strengths, limitations, motivations and potential. Then, these results are compared to our unparalleled database of information about the qualities it takes to succeed in virtually every position, as well as the information you provide about your corporate culture, your management style and the responsibilities of the job. From here, our consultants can tell you if an individual is a natural fit for that position. This is what we call “job-matching.”

Calculate the cost of turnover Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 19

Page 20

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

How to Be Just Assertive Enough

n order to be a good boss, it's important for manag-

ers to learn to be assertive, but not so assertive that one becomes unbearable or unapproachable. Adapted from Robert Sutton's Good Boss, Bad Boss, here are a few tricks managers can use to help them take charge of their direct reports or gain influence in a crowd without crossing the line into bad boss territory. 1.

Talk more than others â&#x20AC;&#x201C; but not all the time. This is

sometimes called the blabbermouth theory of leadership where people who talk first and most often are viewed as

by Kellye Whitney

influential. A manager should not dominate all conversations or risk being viewed as a bully. 2.

Interrupt people occasionally. People gain power by

winning interruption wars, interjecting and battling back

others to accept that individuals' authority. A manager

when others try to interrupt. Managers should interrupt

should position himself or herself at the head of the table

occasionally if needed to keep a group on task or to

to cement that authority.

remind employees who holds the final word, but avoid being interrupted themselves.

Ask direct reports what they need to succeed, then

give it to them. This may seem like an obvious manage3.

Be cognizant of physical presence. For instance,

ment tactic, but it's rarely done. If it's not possible to meet

when people cross their arms, they often persist in an

all of an employee's requests, meet some of them. Make

argument longer and generate more solutions. Crossing

an effort.

the arms boosts confidence, but over doing it can come off as uptight or unapproachable.

Share pet peeves and quirks. New bosses should

write a "Managerial User's Manual" for a team identifying 4.

Flash anger now and then. Studies by Stanford pro-

his or her preferences, work and communication style,

fessor Larissa Tiedens showed using anger strategically

anger triggers and things that may otherwise be mysteri-

gives the impression that the expresser is competent. But

ous or unclear.

constant anger can undermine a manager's authority and likely will earn that individual a reputation as a jerk.

Give away power or status sometimes, but be sure

everyone knows it was a deliberate choice. A manager 5.

Not sure whether to sit down or stand up? Stand up.

can show that he or she is powerful by accepting or even

This is especially important for a new boss. Standing up

bargaining for some status symbol and then giving it

signals to the group who is in charge and encourages

away.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 21

Do What’s

or What’s

Right

Right Now?

usiness ethics is a tricky area because the point of business, to produce a profit, often conflicts with what might be termed ethical.

Ethicists rarely have a strong grasp of business or life outside of idealized environments. Managers and executives rarely have enough spare time to sit down and read Aristotle, Nietzsche or Thomas Aquinas. But there are three easy questions that you can ask yourself when determining if a decision is ethical. It’s not a set of standards to be achieved, but rather a method to weigh your decision to find out if it is worth it to you. Would you accept the explanation from your kids? It’s been said, “That’s the way the world works, if you want to compete this is what you have to do,” when trying to justify a decision that is unethical but increases competitive advantage. In reality, this is the adult equivalent of saying, “But all my friends are doing it.” Is the decision you are about to make one in which you would want your child to make, or is the justification for your decision one that you would accept from your child when he or she has done something that goes against your instruction? Also remember as managers you have a hand in making the world what it is. By working hard and progressing in your profession you have earned the ability to make choices for yourself and for others. No one can change the world, and you owe it to your employees to earn a profit. But, you owe it to those people, yourself and your family to act ethically. Will it make you happier? Happiness is a tricky thing in that you don’t often know what makes you happy. Some people think money will make them happy only to find out that once they get it they’re not that much happier than they were when starting out with nothing. To make an ethical decision you must decide what will make you happy. In following in the footsteps of Socrates, what makes us happy is what makes us better people. You become better, and thus happier, when your higher desires—such as the desire for justice, moderation and courage—guide base desires, such as hunger. If your Page 22

higher desires do not guide your base desires, it will lead to gluttony and debauchery. Everyone gets hungry, but you don’t need to eat yourself into a coma as though every day is Thanksgiving. Moderation by Dr. Kyle Scott is a higher desire, which guides the base desire of hunger. No one can tell you what will make you happy or when you are following your base desires instead of your higher desires. You must know yourself. Do you have to exert power? If you have to manipulate or coerce someone into going along with your idea, or to achieve your goal, you need to rethink your plan. If you can present your argument in a persuasive manner without robbing others of the ability to decide for themselves, then you have acted ethically. The workplace is not a democracy most of the time, and subordinates must take directives from above. But this is not the type of coercion that is a problem. Telling your head accountant to fudge the numbers or she’ll be fired is different from telling the accountant to finish a project before he goes home or there will be consequences because he has already fallen behind. One of the things that separate humans from other animals is the ability to reason. When you strip someone of their capacity to reason, or act upon what they have reasoned to be the best choice, you have acted unethically. Whether it is withholding information from stockholders or threatening punishment if your will is not followed, you are denying someone or some group the capacity to reason for themselves. It would be naïve to think that you can, or should, always act as ethicists say you should. It would be unethical to let your business fail because you don’t want to do what is necessary to keep a business going. But you should not act badly because it is easier than being good or because you are too motivated or self-interested to say no. The intention is not to pass judgment—instead, these guidelines will help you make decisions so that you are fully aware of their implications, ethically and otherwise. Dr. Kyle Scott is a lecturer at the University of Houston, with a Ph.D. in political science, American political theory and public law.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Passing the Baton at MOUNTAIN STATES!

Mr. Jerry With has announced his retirement from Mountain States Insurance Group effective June 30, 2011, after 40 years of service!! Jerry started his career at Mountain States in the Accounting Department in 1970 and worked his way to President, the position he has held since September 1993. He will continue to serve on the Board of Directors following his retirement from “active duty”. The Board of Directors has selected Mr. Bill Davis to succeed Jerry as President and CEO. Bill comes to Albuquerque by way of Mahwah, New Jersey. Most recently he served as President and CEO at Delos Insurance Group/Sirius American Insurance Company in New York. Bill is not totally unfamiliar with the western United States as he and his wife lived in and ran a bed and breakfast in the Napa, CA area for a period of time. His hobbies include fishing, golf, and collecting antiques.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 23

2011 Scholorship Golf Tournament This Yearâ&#x20AC;&#x2122;s Recipient was:

Victor Saenz, Jr.

In January of this year, Victor Saenz, Sr. was severely injured while at work. His employer, Mesilla Valley Chili Company, Inc. was insured with a New Mexico Mutual workers compensation policy. Mr. Saenz will have a very long recovery period from the injuries he sustained, including the loss of his left leg. The accident left him unable to continue his financial support for his son, Victor Saenz, Jr., whose education has been a priority for his dad. Victor Jr. is currently in his third year at New Mexico State University. He is studying computer animation and anticipates graduating in 2012. He also hopes to continue his education after graduation by entering a masters program focusing on visual effects production. His ultimate goal is to work in movie production, or perhaps gaming design. Victor, Jr. currently carries a GPA of 3.0 and he plans to attend summer school. The scholarship will help him to concentrate on his studies and relieve his father of this financial burden.

Page 24

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Thank You Sponsors! HOLE-IN-ONE Sponsor GenRe - New England Asset Management

EAGLE Sponsors Abba Technologies Blue Cross & Blue Shield of New Mexico Chant Associates, Inc. HUB International Jones, Snead, Wertheim & Wentworth, P.A. Leavell Insurance Manuel Lujan Agencies Mountain States Insurance Group Willis Re

BIRDIE Sponsors Berger Briggs Brown and Brown MetLife Auto and Home Millennium Insurance Agency, Inc.

PAR Sponsors Lobo Sports Properties New Mexico Insurance Association Towers Perrin Reinsurance

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 25

Did you know there is free training available at ncci.com? Whether you’re a new or existing agent, you and members of your Did freeonline training availablemodules at ncci.com? staffyou canknow benefitthere fromisour education and videos. Whether you’re a new or existing agent, you and members of your staff benefit from our online modules and videos. NCCI’can s Webinars on Demand areeducation conveniently accessible from your desktop and most can be viewed in about 30 minutes NCCI’ s Webinars Demand are conveniently accessible or less! Below ison a list of webinars you can find under thefrom your desktoptab andof most can beinviewed in about 30 minutes Education ncci.com the Agents/Brokers category: or less! Below is a list of webinars you can find under the • Fundamentals Workers in Compensation—Webinars on Education tab of ofncci.com the Agents/Brokers category:

Demand—View this series of Webinars on Demand for an overview of the basic components of workers compensation. • Fundamentals of Workers Compensation—Webinars on Demand—View this series of Webinars on Demand for an overview ® • of RMAPS Application Service—Webinar the basicOnline components of workers compensation. on Demand— View the basics of submitting an application for Assigned Risk workers ® compensation insurance under aService—Webinar state’s WCIP. • RMAPS Online Application on Demand— View the basics of submitting an application for Assigned Risk workers • compensation RMAPS® Premium Estimator—Webinar insurance under a state’s WCIP.on Demand—See how to obtain a preliminary premium estimate, separate from the actual ® submission of an application for assigned riskonworkers compensation • RMAPS Premium Estimator—Webinar Demand—See how insurance under a state WCIP. to obtain a preliminary premium estimate, separate from the actual submission of an application for assigned risk workers compensation • insurance Classification Overview—Webinar on Demand— under aSystem state WCIP. Learn the purpose of classifying businesses, how classification relates to premium, andSystem more. Overview—Webinar on Demand— • Classification Learn the purpose of classifying businesses, how classification relates • to Item Filingand Process—Webinar on Demand—Learn about premium, more. NCCI’s Item Filing Process with this Webinar on Demand covering the types of item filings that NCCI makes, why we make item filings, • Item Filing Process—Webinar on Demand—Learn about and howItem youFiling can keep trackwith of their NCCI’s Process this progress. Webinar on Demand covering the types of item filings that NCCI makes, why we make item filings, • and Itemhow B-1414—Revisions Basic Manual Rule 3-A— you can keep track oftotheir progress. Explanation and Application—Webinar on Demand—Review key changes contained in theto item filing,Manual which clarified and enhanced • Item B-1414—Revisions Basic Rule 3-A— NCCI’s Basic Manual Rule 3-A. This rule contains the rating definitions Explanation and Application—Webinar on Demand—Review and changes rules forcontained the application various elements. key in theofitem filing,premium which clarified and enhanced NCCI’s Basic Manual Rule 3-A. This rule contains the rating definitions • and NCCI’s Resolution Services Presentation—Webinar rulesDispute for the application of various premium elements. on Demand—Get information on how policyholder disputes are handled Dispute by NCCI.Resolution Services Presentation—Webinar • NCCI’s on Demand—Get information on how policyholder disputes are • handled Basics by of Experience Rating—Webinar on Demand— View NCCI. this tutorial for valuable insight into the Experience Rating process. • Basics of Experience Rating—Webinar on Demand— View • this Howtutorial to Understand Experience Rating Worksheet— for valuableYour insight into the Experience Rating process. Webinar on Demand—Follow along as each element of the Experience Rating worksheet is explained. Rating Worksheet— • How to Understand Your Experience

• Advanced Experience Rating—Webinar on Demand—Learn about the Experience Rating formula, Weights, Ballast Factors, claim limitations, when modification factors are revised, and much more. • Advanced Experience Rating—Webinar on Demand—Learn about the Experience Rating formula, Weights, Ballast Factors, claim • limitations, Basics of Experience Rating Ownership—Webinar when modification factors are revised, and muchon more. Demand—Get an overview of the experience rating ownership process.ofThe webinar covers ownership changes associatedon with • Basics Experience Rating Ownership—Webinar various business entities. Demand—Get an overview of the experience rating ownership process. The webinar covers ownership changes associated with • various How tobusiness Complete the ERM-14 Form—Webinar on Demand— entities. Delve into the details needed to obtain, efficiently complete, and submittothe ERM-14 form. This webinar reviews the content of each • How Complete the ERM-14 Form—Webinar on Demand— page ofinto thethe form and needed walks you throughefficiently various scenarios Delve details to obtain, complete,that andwill help youtheunderstand the process. submit ERM-14 form. This webinar reviews the content of each page of the form and walks you through various scenarios that will • help Riskworkstation—Webinar you understand the process.on Demand—Find out about this one-stop shopping tool for the underwriting process that offers a variety of options for getting essential information about a business. • Riskworkstation—Webinar on Demand—Find out about this one-stop shopping tool for the underwriting process that offers a variety • of Contracting Classification Program options for getting essential Premium informationAdjustment about a business. (CCPAP)—Webinar on Demand—Review the purpose and function of theClassification Contracting Classification Adjustment • Contracting Premium Premium Adjustment Program Program (CCPAP). (CCPAP)—Webinar on Demand—Review the purpose and function of the Contracting Classification Premium Adjustment • Program ABC’s of(CCPAP). Experience Rating—Webinar on Demand—This brochure offers a detailed explanation of the Experience Rating Plan and how data unit statistical reports is converted a rating form. It also • ABC’s of on Experience Rating—Webinar ontoDemand—This explains how a mod is calculated and how the calculation is determined. brochure offers a detailed explanation of the Experience Rating Plan and how data on unit statistical reports is converted to a rating form. It also • explains NCCI Search—Webinar on Demand—Learn how tois quickly and how a mod is calculated and how the calculation determined. more accurately locate and access NCCI articles and reference materials. • NCCI Search—Webinar on Demand—Learn how to quickly and • more Manuals Library—Webinar Demand—Find out howmaterials. NCCI’s accurately locate and accesson NCCI articles and reference online Manuals Library can benefit you. Whether you’re a new or existing Manuals Library user, you’ll benefit this advancedout audiovisual tool. • Manuals Library—Webinar onfrom Demand—Find how NCCI’s online Manuals Library can benefit you. Whether you’re a new or existing • Manuals NCCI's Basic Demand—Review LibraryManual—Webinar user, you’ll benefit fromonthis advanced audiovisual tool. information related to the use of NCCI’s Basic Manual, which is comprised of classification codes, rules, the rates or loss costs to • NCCI's Basic Manual—Webinar on and Demand—Review be used for writing workers compensation and liability information related to the use of NCCI’s Basic employers Manual, which is insurance coverage. comprised of classification codes, rules, and the rates or loss costs to be used for writing workers compensation and employers liability • insurance 2009 Retrospective coverage. Rating Plan Manual—Webinar on Demand—Review the enhancements to the Retrospective Rating Plan Manual and the Rating new user’s guide that includes examples • 2009 Retrospective Plan Manual—Webinar on and explanations of the manual’s rules. Demand—Review the enhancements to the Retrospective Rating Plan Manual and the new user’s guide that includes examples and explanations of the manual’s rules.

Webinar on Demand—Follow along as each element of the Experience Rating worksheet is explained. 901 Peninsula Corporate Circle • Boca Raton, FL 33487-1362 • 800-NCCI-123 (800-622-4123) • ncci.com

Page 26

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011 901 Peninsula Corporate Circle • Boca Raton, FL 33487-1362 • 800-NCCI-123 (800-622-4123) • ncci.com

Young Agents Isotopes Picnic In addition to meeting regularly for lunch to discuss upcoming issues and activities, the Young Agents Organization of New Mexico hosts an annual Isotopes baseball picnic. Here they take advantage of the opportunity to develop closer relationships with fellow young agents, while meeting each otherâ&#x20AC;&#x2122;s families and enjoying a night of fun & relaxation. We had another successful gathering this year, and would like to thank all who came out and participated! A special thank you to Andrea Cordova, (HUB International) for organizing this event (great job!) and also to our current YAO President, Genevieve Moen, (Daniels Insurance) for collecting donated canned goods for Roadrunner Food Bank. THANK YOU! SEE YOU NEXT YEAR! Getting involved as a young agent exhibits your dedication and commitment to the industry. It gives you a firm foundation and background to get involved at the state and national levels on committees and in leadership roles. Agencies, new and old, turn to young agents for fresh ideas and talent.They realize the important and vital role young agents play in protecting their agencies and perpetuating the independent agency system. They understand the potential return to their agencies through their networking and communication with industry peers. For more information on how you can become involved in the Young Agents Organization, visit our website.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Page 27

Are You Tired of Throwing Your

Down the

Bottomless CIC Money Pit? Then you should consider the IIANM endorsed Accredited Adviser in Insurance (AAI) program.

Why earn the Accredited Adviser in Insurance designation? Compare:

CIC

AAI

Cost to obtain designation $1,795 $1,575 Annual Cost to maintain designation $ 434 x forever $0 9 classes x 1 day each = Time 5 classes x 2.5 days each = Commitment 12.5 days + exam time 9 days (including exam time) Update Requirement Yes (2.5 days/every year) None

Designation = Professional certification A designation is earned by a person to assure qualification to perform a job or task. Many certifications are used as post-nominal letters indicating an earned privilege from an oversight professional body acting to safeguard the public interest.

Download AAI Brochure

2011 Dates Please click the links below to register on-line.

• 95% of program completers said earning the designation was important to demonstrating their professional competency.

June 9

AAI 81A - Principles of Insurance

July 7

AAI 81B - Personal Lines

• 89% of completers stated that earning the designation provided them with increased job opportunities.

August 4 AAI 81C - Commercial Property Insurance

• 82% of designees believed they gained greater job security during times of organizational consolidation and transition. • More than 83% said earning the AAI designation helped fast-track their career progression.

IIANM’s

EducationEDGE Insurance Education Programs in New Mexico are critical to a successful and profitable career in the insurance industry. Every year, we offer exciting opportunities to expand your professional horizons. All of these education programs are designed to help insurance agents thrive in the most competitive of marketplaces. The pre-licensing classes are designed to be a review for the state licensing examination. We recommend that students be familiar with the study material prior to attending class.

Pre-Licensing Study Materials

Pre-Licensing Classes Study materials are NOT included in class prices.

To see a list of what is available and to purchase your study materials online, click here.

Property & Casualty Review Class (2 days)

Life & Health Review Class (1 day)

Regular Price: $150 Member Price: $120

Regular Price: $115 Member Price: $90

Instructor: Instructor:

Jack Cleary - June 14 - 15 8am - 5pm Chris Krahling - July 12 - 13 8am - 5pm

Click here for a full listing of our education program.

Instructor: Instructor:

Bob Ouellette - June 16 8am - 5pm Jeff Straight - July 14 8am - 5pm

The FINE PRINT: IIANM reserves the right to cancel/reschedule classes. Please call ahead to verify when classes will run. Decisions will be made three days prior to class. Cancellations received after 5 business days, will be assessed a $50.00 cancellation fee. Cancellations received on or after deadline and ‘no shows’ will forfeit the registration fee altogether. A substitute is always welcome, with no extra fee, but prior notification would be appreciated.

Class Name/Date: Full Name:

Method of Payment:  Bill Agency (Members Only)

First Name for Badge:

 Check Enclosed (Payable to IIANM)

Agency / Company:

 M/C  Visa  Disc  Amex

Address:

Amount:

(all prices include tax)

Card No:

City, State, Zip:

Exp. Date:

Telephone: ( Fax: ( Send in your registration:

)

E-Mail:

Signature:

) Go on-line: www.iianm.org or E-mail: jeff@iianm.org

Give us a call: (505) 843-7231 (800) 621-3978

Mail in: 1511 University Blvd. NE Albuquerque, NM 87102

Fax in: (505) 243-3367

June 2011 Sunday

Monday

Clickable Calendar

Tuesday

Click on class title to register

Wednesday

8 CE hrs

ACSR #4

ACSR #7

AAI 81A

E&O / Loss Control

Commercial Liability

Principles of Insurance

8 CE hrs

Friday

8 CE hrs

P&C Pre-licensing Class

Classifieds

Thursday

Saturday

18 25

L&H Pre-licensing Class

N e w M e x i c o ’ s Jo b B a n k Looking to fill a position within your agency? Trying to find a job but don’t know where to look? Whether you are looking for somewhere new to share your special skills or an employer looking for quality, professional employees, we are there to lend a helping hand. Click here to take advantage of IIANM’s Job Bank. Do you have an agency you’re trying to sell, or in the market to buy one? Check out our Classifieds!

C o f f e e : G o o d fo r m o r e t h a n w a ki n g u p e a r l y That cup of coffee that gets you going in the morning—or keeps you energetic in the afternoon—may have some positive health benefits. Though no one is recommending massive doses of caffeine, coffee in moderation may be good for more than just keeping you awake and alert. Here’s a look at some of the research: • Gallstones. Some scientists believe that drinking coffee may reduce a person’s risk of developing gallstones by stimulating gallbladder contractions and lowering concentrations of cholesterol in bile. • Kidney stones. Studies have suggested that coffee consumption (caffeinated or decaf) cuts a person’s chances of developing kidney stones by as much as 10 percent. • Diabetes. Research involving more than 450,000 patients indicates that drinking four cups of coffee or tea a day may reduce one’s risk for Type 2 diabetes by 25-35 percent. • Parkinson’s Disease. Men who don’t drink coffee are apparently five times as likely to develop Parkinson’s Disease as those who consume lots of coffee—though the link between coffee and Parkinson’s hasn’t been definitely established. Studies with women have been inconclusive. Just don’t go overboard. Doctors recommend drinking no more than 24 ounces of coffee a day. That’s four 6-oz. cups.

What your father told you is still true On Father’s Day, we remember those words of wisdom that Dad passed down to us—whether we listened to him or not. Here’s a collection of some fatherly advice from a variety of sources:

Summer begins in 2011 on June 21 with the summer solstice, the day when the Earth’s axis tilts our northern hemisphere most prominently toward the sun.

On money

On problems

On marriage

On success

“The people that make a lot of money are the ones that don’t spend their time stressing about money.”

“If you don’t want the hole to get any deeper, stop digging!”

“Use that thing on your shoulders for something other than a hat rack!”

“I learned a lot from my father, especially about business. Probably the best advice I ever had came from him. He had a four-step formula for getting things done: Get in. Get it done. Get it done right. And get out.” (Donald Trump)

O n p o u ti n g

On life

“Create a marriage that lasts because it is a happy one.”

On intelligence

“If you stick that lip out any further, a bird will come along and poop on it!”

“Appreciate scenery, art work, and a rainy Sunday. And always keep your gas tank full.”

More information can be found about IIANMâ&#x20AC;&#x2122;s Partner Program by visiting our website at www.iianm.org or calling Lorri Gaffney at (505) 999-5805.