May-June2017 by BIG Independent Group

May/June 2017

by Jon Spaugy, BIG CEO

BIG EDITORIAL – MAY/JUNE 2017

WHAT WE LEARNED FROM THE 2017 BIG CONVENTION To be honest, the convention planning committee was a little apprehensive about moving our annual convention to another facility. We have had several years of success in Riverside, the hotel was close for many in the greater Southern California area, a mid-major airport (Ontario) was close by, and it is familiar ground. So why move?

to their trip. For people who work regularly in the Inland Empire, that extra hour was well worth it.

I suppose the overarching feeling I got from this past convention is a sense of progression. Of course, all of our events have experienced tremendous growth over the years, but this really felt like we were passing a milestone. For all the producers, vendors, executives, and Anyone who attended the convention in Indian Wells other BIG supporters who ventured out to the desert can tell you why. First, it was great being in a “self-con- and witnessed the evolution of our annual event – as tained” environment. Having the education seminars well as our association as a whole – thanks for belieand trade show right downstairs was very convenient, ving in us. We’ll see you next year! and there was no lack of meeting space. We had plenty of rooms, and the Hyatt was just across the parking lot Get Active, Get Involved, Get BIG! when our room block filled up. Fine dining, casual dining, and a quick coffee bar were all in one area. A great pool, complete with a cabana, sand beach, and bar was right outside. World-class spa treatments were just steps away, and a nice glass of wine could be found at the bar around the corner. The national sport of the desert could be played anytime as the property was practically surrounded by a golf course. People parked their cars for their entire stays and did not come back for them until the convention was over. The Renaissance Esmeralda Resort is just a little over 70 miles away from the Riverside Marriott, but it felt like a world away. Many people took advantage of the still-temperate weather and made their convention trip a true vacation. For those who couldn’t get away until Saturday, the location move only added one hour

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Marketing & More

By Gary L. Pash

CROSS SELLING: It’s Not an Option; It’s a Must I have been writing articles for industry magazines, and visiting agencies as a marketing representative, and consultant for over 10 years, and one thing still confounds me when I review agencies: the lack of cross selling. It seems that everyone I run across wants more clients and more business, but they ignore the easiest way to achieve that goal: cross selling. Question: how many of your existing clients do you sell more than just auto insurance to? Whether it be homeowners, renters, health, umbrella, life. I just gave you 4 ways to increase your book, without spending 1 dollar on advertising or leads. There are multiple reasons why cross selling is so important. First, retention. It is a proven fact that clients with more than 1 policy on the books are 4 times as likely to stay with that agency year after year. This goes to knowing your client better, thusly providing a service direct writers cannot provide! Do you want to differentiate your agency from other agencies and direct writers? Provide complete service and cover ALL of your clients’ needs-not just auto insurance. When you intake a new client prospect, does your questionnaire ask if they have homeowners/renters, health, umbrella, life? If not, it’s time to change the form you use, and train your CSR’s that asking these questions is not an option. Now, I know, many of you auto agency owners will say “oh, my customers can barely afford the auto insurance premiums”. Many auto insurance companies offer discounts on auto insurance when you package homeowners/renters policies with the auto insurance. So, it is your job as the agent, to point out how inexpensive it is to have the extra coverage. Another point is, that if your client is having a difficult time affording the auto insurance, what is going to happen if they

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have a fire at their residence, or a theft, or even if a visitor gets hurt? Is it possible that the poorest people are the most vulnerable? Second, I touched on retention. When you have better retention, you obviously have higher profits. Get the most out of every client and potential client you touch. Then, target your best opportunities to increase your business. Recently, I did a review and audit for a potential agency buyer, and found that the agency he was looking at was 90% Commercial, and 10% Personal. What are they doing in this agency? And this was a $5 million plus agency. Think what their gross would be if they increased their cross selling to just 33%. The book would then be at least $7 million and that would translate into at least another $200,000 in commissions. Third, I want to mention Liability. You would think that you, as an agency, have no liability if you do not offer or sell that homeowners/renters policy, umbrella, health or life policy. Well, here we are in California, the most litigious state in the Country, and if one of your clients has a fire in their home, and looses everything, or has a catastrophic illness, or dies suddenly. There are some pretty smart lawyers in this state, and if they can demonstrate that you could have provided coverage for a nominal amount, and did not offer, you could be held negligent. Hello E & O claim. In my old office in Florida, it was a requirement to cross sell. In fact, if the clients did not want to buy the additional policy, I suggested that they find another agent, because I knew, that this could easily be a “one and done” policy. So, do you want to be a monoline policy agency that constantly expends major dollars for new clients, or do you want to increase your book and profits internally, by cross selling? While we are at it, many (if not all) work for someone else. How difficult would it be to ask your client what their employer does? That’s a built in hidden lead. How difficult would it be to approach your client’s employer with a great reference-your existing client! How much did that lead cost you?

ABOUT THE AUTHOR Gary Pash is a 38-year veteran of the insurance industry. During his long career, he has been and agency owner, marketing representative, and underwriter. Gary is now a semi-retired industry consultant.â&#x20AC;&#x2039;

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Harper & Heim Lawyers

By Jon S. Heim, attorney, Harper & Heim Lawyers

ITEMIZED WAGE STATEMENTS IN CALIFORNIA California wage and hour law is detailed and strict. Many businesses big and small run afoul of these laws inadvertently. On such occasions, the legal and practical consequences can be far graver than the offenses warrant. One example is California’s firm requirement that wages and hours be itemized in writing each pay period, which is usually accomplished with check stubs and which judges and lawyers call “itemized wage statements.” California Labor Code section 226, subdivision (a) provides: Every employer shall, semimonthly or at the time of each payment of wages, furnish each of his or her employees, either as a detachable part of the check, draft, or voucher paying the employee’s wages, or separately when wages are paid by personal check or cash, an accurate itemized statement in writing showing (1) gross wages earned, (2) total hours worked by the employee [except for salaried employees], (3) the number of piece-rate units earned [if applicable], (4) all deductions ..., (5) net wages earned, (6) the inclusive dates of the period for which the employee is paid, (7) the name of the employee and only the last four digits of his or her social security number or an employee identification number other than a social security number, (8) the name and address of the legal entity that is the employer ..., and (9) all applicable hourly rates in effect during the pay period and the corresponding number of hours worked.

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Labor Code section 226, subdivision (e) provides a remedy for an employee injured by an employer’s failure to comply with these requirements. It states: An employee suffering injury as a result of a knowing and intentional failure by an employer to comply with subdivision (a) is entitled to recover the greater of all actual damages or fifty dollars ($50) for the initial pay period in which a violation occurs and one hundred dollars ($100) per employee for each violation in a subsequent pay period, not to exceed an aggregate penalty of four thousand dollars ($4,000), and is entitled to an award of costs and reasonable attorney’s fees. At first blush, one might glean that the worst consequence of failure to provide itemized wage statements is a nominal penalty not exceeding $4,000, regardless of the number or duration of failures. But on closer review one sees two much more problematic consequences: actual damages and attorney fees. Federal and state courts in California have held that actual damages from an employer’s failure to provide itemized wage statements can consist of the time and expense incurred by the employee and his agents in reconstructing unspecified work hours, wage rates or premium wages (overtime). (See, e.g., Jaimez v. DAIOHS USA, Inc. (2010) 181 Cal.App.4th 1286, 1305–1306, 105 Cal.Rptr.3d 443 [wage statement listed “total hours paid,” which left employees unable to determine if they were paid for all hours worked]; Cicairos v. Summit Logistics, Inc. (2005) 133 Cal.App.4th 949, 956, 961, 35 Cal.Rptr.3d 243 [inaccurate hours on wage statements]; Wang v. Chinese Daily News, Inc. (C.D.Cal.2006) 435 F.Supp.2d 1042, 1050, aff’d on other grounds (9th Cir.2010) 623 F.3d 743 [wage statements inaccurately listed hours worked and omitted hourly wage]; Ortega v. J.B. Hunt Transport, Inc. (C.D.Cal.2009) 258 F.R.D. 361, 373–374 [wage statements failed to include hours worked and applicable hourly rate]; Perez v. Safety–Kleen Systems, Inc. (N.D.Cal.2008) 253 F.R.D. 508, 517 [inaccurate hours on wage statements].) Under this principle, time and expenses incurred in investigation, record reconstruction and litigation discovery can be recoverable, if attributable to efforts to reconstruct wages or work hours. We in the law trade

call this concept “mathematical Injury.” If several offices and many employees and pay periods are at issue, mathematical injury can indeed multiply to dispiriting amounts. On the other hand, mere omission of information from a wage statement, without mathematical injury or any other actual harm the employee, does not create actual damage and thus draws no blood under Labor Code section 226, subdivision (e), beyond the statutory penalty and attorney fees. (Price v. Starbucks Corp. (2011) 192 Cal.App.4th 1136, 1142-1144; Jaimez v. DAIOHS USA, Inc., supra, 181 Cal.App.4th at pp. 1306–1307; see also Elliot v. Spherion Pacific Work, LLC (C.D.Cal.2008) 572 F. Supp.2d 1169, 1181.) Even without such actual injury, however, further civil penalties and other relief may be available under California’s Private Attorney General Act, especially against large employers with many employees. (See, e.g., McKenzie v. Federal Exp. Corp. United States District Court (C.D. Cal. 2011) 765 F.Supp.2d 1222,) In addition to any actual damages or penalties, the harried employer is threatened with the employee’s attorney fees. Often courts will award attorney fees to an employee who ultimately recovers just a small portion of his claim. Knowing this, some employee counsel will maintain tenuous suits for unwarranted time periods,

anticipating that mounting attorney fees alone will raise the stakes enough to extract a payoff, right or wrong. Too frequently, attorney fee claims become paramount dollar items in wage and hour litigation, both the driving forces and the chief obstacles to settlement. Whenever attorney fees get bigger than client damages, it looks bad, it feels bad, and it is bad. Itemized wage statement cases are particularly susceptible to this tail-wagging-the-dog, as often the real harm to the employee is slight, but much attorney and expert expense can be predicated on colorable or feigned confusion – in other words, mathematical injury. Employers can easily avoid the itemized wage statement pitfall. The wisest approach is to retain a payroll service and have the service comply with all itemized wage statement and other payroll requirements. Of course employers may create their own itemized wage statements. Either way, all California employers must provide accurate, itemized wage statements each pay period. Any employer who does not risks exposure far exceeding the underlying wrong and the real harm to employees. Call Jon Stanley Heim at (510) 725-7593, or e-mail him at jshinslaw@gmail.com or harperandheim@gmail.com.

John Wright Owner, PriceWright Insurance Agency

By Don Lukenbill One of the great things about the BIG convention is all the opportunities attendees have to meet new people and share their stories. Networking, after all, is the lifeblood of any successful business – insurance or otherwise. And opportunities can come in many forms: Sitting with new friends at lunch, having a drink with longtime colleagues, or even speaking with an unassuming gentleman staffing the registration booth. If you were at the most recent BIG convention in Indian Wells and did the latter, you had the pleasure of talking with John Wright. He is took both a traditional and non-traditional path to insurance. It is basically his second career, but he got his start through his family’s agency. This has given John some unique insight, some of which he agreed to share with us. BIG Times Magazine: First of all, it was great meeting you at the convention, John. You mentioned that this wasn’t your first time at BIG’s annual event. How many have you attended and how do you think they have evolved over the years?

BTM: On the other hand, what sort of support should an association like BIG expect from its members? JW: The support from the members is also needed because of the knowledge each agency owner contribute to each other. Employee decisions, new products; each of us can talk to each other about. BIG meetings are invaluable to me as an agency owner. BIG conventions are a lot of work for Jon, but his heart is in it for us agents and the industry, especially here in the Inland Empire. BTM: At the BIG convention, you were presented with the Hall of Fame Award. What do you think that represents and what was your reaction when you first heard about it? JW: At the BIG convention, my award was given, I believe, for always being there to help Jon and Rosa with the work needed to make the Convention what it is. The two of them do a great job and I am always ready to help them make it what it is -- the BEST convention in the Inland Empire. !!! I was very honored to be a recipient of the BIGGIE award. It felt good to be recognized.

John Wright: When BIG started I was one of the first agents to help Jon Spaugy at the conventions at the registration desk and also help with registration at the Christmas parties. BIG has evolved over the years be- BTM: You took a non-traditional path to the insurance cause our industry needed a Association for us in the business. Tell us about it. Inland Empire and Jon’s vision was to start an association for us out here. JW: Before I was in the insurance industry, I worked for Union Carbide in the Nitrogen division. One of our jobs BTM: What role do you think an association like BIG was to be a part of the Space Shuttle landing out at should play in its members’ professional lives? Edwards Airforce base. I was always out of town working and, after having two of my three children, deciJW: For me, BIG has led my agency in a NEW direction, ded I needed to come home and be a better father for giving me the tools to be a good agent and agency ow- my kids. My father, Robert Wright of Wright Insurance ner. If I ever need information for my agency, I can Services in Chino, Ca, asked me if I wanted to join his call BIG. If they don’t have the answer right off the bat, agency so I could be home with my wife and children. they will look into my question and get me an answer In September 1989, I left Union Carbide, got my insuin short time. rance license and started working for Wright Insuran-

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ce. In February 1999, I started PriceWright Insurance in friends believe that I was positive and did the best I Rancho Cucamonga, Ca. I love it out here where I have knew to do raised the three of my children. BTM: Letâ&#x20AC;&#x2122;s go back ten years. What would you like to BTM: A lot of family-run agencies are sometimes two- say to John Wright in 2007? or three-generation operations. Tell us what you feel are the advantages and challenges of working with family. JW: That I have learned so much in the past 10 years and have bettered myself as an agent and as a friend/ JW: Some of the advantages of being a part of a fami- father ly run agency is we get to be together. We get to see our children grow up together and to learn from each BTM: If you could sum up your personal and business other as we live our lives together as a family. Wright philosophy for success, what would you say? Insurance is the first generation for our family in the insurance industry. PriceWright Insurance is the se- JW: To sum up my personal and business I just wanted cond generation for our family as my sons work with to treat people like I wanted to be treated. I try every me in our agency. My brother, Joe Wright, has owned day to do something good for others. JB Wright Insurance Services since 1988. He is doing an amazing job as a business owner and has thousands of BTM: Give some advice to people considering a career clients that rely on his knowledge as a leader and an in insurance. agent. I am very proud to call him my BROTHER!! JW: The best advice I have for others considering a caBTM: How have the nuts and bolts business changed reer in insurance is make sure you have a good base since you first came aboard? What changed for the and understanding of what people need. Try to put good and bad? yourself in your insuredâ&#x20AC;&#x2122;s place to find exactly what your insureds needs are and give then the best you JW: The real change in my agency is that my Preferred have to offer.â&#x20AC;&#x2039; Insurance company marketing reps that come in and educate us to be a better agency. In 2010, I became a Mercury Insurance agency and Paula Weiss was my first marketing rep who came by to train me, I received an incredible amount of knowledge about my industry through her training me and gave me the opportunity to write with a Preferred Insurance company. I want to thank Paula Weiss for giving me a chance . BTW: How do you see the agency business evolving in the next ten years? JW: In years to come, I want to keep my agency employees informed about the new rules and regulations pertaining to Personal Lines and Commercial Lines Insurance BTW: How about you? Ten years from now, what do you want people saying about you? JW: I would like to know that my policy holders or

THE TRUTH ABOUT UNDOCUMENTED WORKERS AND THEIR COSTS ON AMERICAN SOCIETY VS. THEIR CONTRIBUTIONS By Stephen S. Santoro

In 2016, undocumented immigrants paid the State of CA, $3.1466 billion in taxes. They also paid the USA Government $56.628 billion in taxes (only in CA). CA has 14% of the USA population at around 45 million (documented). So let’s do some simple math: In 2016 I estimate undocumented immigrants paid all states taxes of $26.2171 billion and the USA Government $471.9 billion in taxes. OKAY DEMOCRATS, REPUBLICANS AND... TEA-PARTY CLOWNS: DO YOU REALLY WANT TO SEND THEM BACK? I DO NOT. I WANT TO DO BUSINESS WITH THEM, MAKE DEALS WITH THEM AND MAKE THEM USA CITIZENS. BTW: In case you were not aware, that is about 9% of the total revenue the IRS takes in for the US Treasury; and about 9% of the collective states revenues. I think we want these wonderful people to stay and become productive citizens! Washington, D.C., June 19, 2016: A new study released by the Federation for American Immigration Reform (FAIR) finds that providing education, health care, law enforcement, and social and government services to illegal aliens and their dependents costs Californians $30.613 billion per year.

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Let’s assume that is correct (which I do believe), but let’s assume that: Undocumented workers paid the numbers above, verified by the USA Treasury ($56.628 billion) and by the CA Franchise Tax Board ($3.1466 billion). That totals $59.774 billion. Less the $30.613 billion cost, is a NET POSITIVE CASH FLOW, GAAP BASIS OF $29.16B. Now let’s assume that nationally since CA equals 14% of the USA population at 45 million. They paid in $471.9 billion to the USA Treasury and $26.2171 billion to the states for a total of $498.1171B. If you assume the costs of $255.1079 (14% + 86%=100%) then the net positive cash flow to the USA GAAP equals $243.0086 net positive and cash flow positive. Do you still want to build a wall to “secure the borders” at Mexico’s cost (Mexico will not pay anything, trust me)? Do you still want to keep good solid workers from gaining employment in this county and from being good citizens who pay their bills and only want to take care of their families? As of 2016 in the University of CA Regents system 66,123 immigrants obtained offers to go to CA federally funded schools. UC Regents offered 66,123 immigrant kids a shot at these schools, an increase of 8,488 over 2015. 22,704 were Latinos, up from 16,608 in 2015. 3,083 were African-American, up from 2,337 in 2015. I applaud CA, the CA Board of Regents and Janet Napolitano (former Dept. of Homeland Security Chief and AZ-Governor) for doing this. I only ask why was it not 10 x as many? On Wednesday, February 10, 2016 my mother demanded 3 things of me totally out of the blue: 1. That I never sell any UT real estate of any kind (all of which was is remaining from a large 2000 acre sale my grandfather made to a municipality in UT in 1967);

2. I remain humble and not go “too LA/Hollywood” (she said I had gone a bit with BOTOX and fillers and other “vanities”), but for the most part I was still “down to earth”; and 3. That I would do everything in my power and use my position in life (that she, my grandmother and my grandfather had made for me) to help the poor, the oppressed, the underprivileged, those with no voice, children and the elderly, and ask nothing in return, not call press conferences when I did it. This last one was a big deal to her. I promised her I would never violate any of these principles and promises I made her. Mother died on Sunday, March, 13, 2016 in the Respiratory-ICU unit of Intermountain Medical Center (IMC), at huge medical campus in Murray, UT, which spans 8 football fields, employs thousands and is one of the world’s best medical centers.

ABOUT THE AUTHOR Stephen Samuel Santoro is a former senior executive officer from 2 Fortune 200 Insurance Holding Companies. Both firms were/are traded on the NYSE. Stephen’s background focused on reinsurance in both USA and tax haven venues. He has worked in the insurance business and related businesses since 1981, owning controlling interests in 3 managing general agencies in CA and GA. Since 10.1988, Stephen has operated a consulting firm focusing on personal lines p/c with insurers, reinsurers and managing general agencies as clients. You can contact Stephen at (801) 835.3369 or ssantoro@stephensantoro.com.

Now I ask all of humanity, do we really want to stop allowing undocumented workers to access the USA markets? Yes, we must destroy Islamic terrorists at all costs and use whatever resources necessary including WMD’s. No question. But undocumented Hispanic workers are not them. They are the kind of people this country was founded on” and people like my Italian immigrant grandfather who became a USA citizen coming through Ellis Island, NY, where discrimination then made what is done today look like a welcoming committee. I simply see no reasons to deny these folks the same rights anyone else is given who meets the criteria worthy of a USA citizen. *Sources: GAO (Government Accounting Office-USA Congress); US Dept. of Labor; US Dept. of Commerce; US Treasury; State of CA Dept. of Labor; State of CA Dept. of Finance; Franchise Tax Board of CA; and US Dept. of Agriculture. You decide folks! Thank you to Jon Spaugy and the Board of BIG for allowing my viewpoints. I’ll be back next time!

ANNOUNCING THE 2017 BIGGIE AWARD WINNERS One of the more popular events at the annual BIG convention is the BIGGIE Awards. For the 8th year in a row, the association honored top insurance professionals, companies and industry advocates for extraordinary contributions to independent producers and the insurance business as a whole. “BIG is honored to recognize the talent and dedication of these outstanding individuals and companies. Through their efforts, insurance agents and brokers are given additional tools for success. They truly make the industry better,” commented BIG CEO Jon Spaugy. “Our BIGGIE Awards are just a small token of appreciation for the tremendous skill set they bring to our industry.”

Here are the winners of the 2017 BIGGIE Awards: Standard Carrier Representative of the Year - Nancy Orozco from Alliance United Standard Agency of the Year - City Best Insurance Standard Carrier of the Year - Progressive Insurance Preferred Carrier Representative of the Year - Paula Weiss from Mercury

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Preferred Agency of the Year - AIS Auto Insurance Specialists Preferred Carrier of the Year - Safeco Insurance Community Advocate of the Year - Progressive Insurance MGA of the Year - Arrowhead General Vendor of the Year - EZ Lynx Technology Company of the Year - Progressive Insurance Hall of Fame Award - John Wright from Pricewright Insurance MVP - Matt Speed, president, BIG San Diego Chapter “Even though there could only be one winner in each category, all of the nominees are very deserving of these accolades,” said Adam Meyerson, president of BIG’s Carrier Council. “It is very gratifying to know that so many people on the agency and company sides, as well as those providing support services and ancillary products, are focused on making the insurance industry better for everyone.” BIG salutes all nominees and award winners and thanks them for their service to the industry.

OVERHEARD AT THE 2017 BIG CONVENTION…

The recent BIG convention attracted a diverse group of show is buzzing, the quality of leads is solid, and peoinsurance professionals from companies and agencies ple have a genuine interest.” alike. We thought it would be interesting to ask a few attendees what they thought about this year’s event. - Franky Ibarra, Reata Holdings Here is what some said: “For new agents, this (the BIG convention) is an oppor“I went to the Ethics for Insurance class, which was an tunity to learn. For industry veterans, it’s a great way interactive and informative experience moderated by to see old friends and get some CE credits. When reps none other than Jon Spaugy. Everyone had questions, come to your office, it is usually because something and we were taught how to resolve issues that could needs to be done. You are talking primarily about your get us into E&O problems. We all want to be trusted agency. But at the convention, the discussion is more agents and this experience helped me to be a better about new products and upcoming changes. It a much more informal environment.” insurance professional.” - Richard Granados, First Way Insurance & Financial, Inc.

- John Wright, Pricewright Insurance Services

“I come to the BIG convention for networking and to see vendors that I know will be here. I have already had a great one-on-one about a possible business opportunity. I love meeting with colleagues I don’t otherwise see throughout the year.”

“We come to the convention in part because of Jon Spaugy’s leadership and the pairing of our support for independent agents. We feel lucky he thinks about us and are glad to support the BIG convention, as well as the association throughout the year.”

- Sherrie Des Georges, Apollo Insurance Services

- Dan Faggiano, Drive Insurance

“I’ve been coming to BIG conventions for a long time and it’s the turnout that keeps be coming back. I know there will always be something new to find out and someone new to meet.”

“We come to the BIG Convention every year because we know the quality of producer attending is exactly who we want for our service: A self-starter who doesn’t wait for business opportunities, they go out and find them.”

- Melissa Ng, Tapco

“Our company has been coming to the BIG convention - Andre Urena, Latin American Immigration Association for years, but this was my first time. I love it. The trade

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ANOTHER SUCCESSFUL CONVENTION! By Don Lukenbill While the outstanding program at the recent BIG Convention probably had nothing to do with the move to the desert, the change of scenery did have a positive effect on attendees. Being in a resort atmosphere just seemed to create a more relaxed environment. A great Golf Tournament / Fundraiser on Thursday and All-Day education seminars and the Trade Show opening were just the intros to a convention vacation many were seeking. The official start to the weekend was the throwback 80’s Hospitality Party hosted by BIG. Sliders and fries were on the menu, cool drinks were available at the bar and DJ Adam kept everybody moving. Jon “the Dancing Machine” Spaugy didn’t disappoint as he continued his unblemished record of kicking off the convention entertainment in his own, um, unique way. The mid-morning keynote address was well-scheduled, as some people were, let’s say, less than wide awake. Jon Spaugy took care of that with his AM megaphone greetings. The session was ably emceed as always by BIG’s resident toastmaster general, the irrepressible Adam Meyerson. After a few brief opening comments, he turned the stage over to the keynote speaker for the morning, master motivator Seth Sherwood.

According to Seth, The main message of his presentation is that in order to achieve your dreams, vision and goals we must follow this three step process.

Seth is the author of the book “Trains Make U-Turns: Five Simple Steps to Get Your Life on Track.” But he shared much more in a uniquely interactive session. For example, he started the group out with “High Five Saturday” in which each audience member had to high-five their neighbor. He them had each person serenade their table with one of a selection of 80’s hits – quite the icebreaker. He also asked the group to share a dream with their tablemates. It was an excellent way to get to know one another, whether complete strangers or good friends.

2. To succeed in life it then comes down to building trusting relationships. Man is not an island.

1. We need to grow from the inside. It’s like an apple tree. The fruit is only as good as the roots. If the inside of the tree is rotten, it needs to be strengthened. A person’s outer world is a reflection of his/her inner world.

3. To really achieve the most in life, it’s very important to apply a high level of passion and enthusiasm. Ralph Waldo Emerson said, “nothing great was ever achieved without enthusiasm.” He covered way too much to summarize is a few paragraphs. Suffice it to say everyone came out of their shell during the session.

Sadly, the traditional Legal Update on Sunday morning didn’t take place as our friend Jon Heim was unable to attend the convention. Jon Spaugy filled in admirably with a discussion about the benefits of a BIG membership, specifically how the association will become more effective and influential as its membership grows. TheEverybody who showed up for the BIGGIE Awards and re was also an opportunity for attendees to chime in the BIG 80’s party was treated to a spectacle. After a about challenges today’s agents are facing, the way the very nice buffet dinner and awards ceremony (see addi- industry is changing, and how everyone can work togetional article), it was time to cut loose like it was 1985. ther for the betterment of the industry as a whole. The Once the Flux Capacitors band leaned into “Power of group agreed that the convention is an excellent venue Love,” everyone was catapulted back in time. The Mar- for association growth and pledged to help promote the ty McFly vest and hat the lead singer was wearing, as event to create a larger attendance next year. well as the Doc Brown hair and goggles sported by the bass player, completed the look and feel of the evening. The Sunday morning event is not usually an SRO event Anyone who grew up in the 80’s -- which seemed to be for a number of reasons, not the least of which it is held most of the audience -- experienced a wave of nostalgia, on Sunday morning. But the fact that there was a full room for the final meeting was a positive omen for next year. and those who didn’t wish they did. After an excellent Mexican lunch in the Trade Show (curiously served on Seis de Mayo), it was time for one last stroll through the aisles and a few more business deals. Then it was an afternoon free to lounge by the pool, enjoy a cool one at the bar, or maybe take a siesta.

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FATHER’S DAY Fun facts

While Mother’s Day gets the lion’s share of attention for all family-related holidays, Dads of the world (or at least in the United States) have their own day for receiving yet another tie, an awesome handmade card, and maybe breakfast in bed. Ironically, the usual Sunday is often not played on Father’s Day, but whether you’re a Pop, Pa, Father, Daddy, Pops, or just plain Dad, I’m sure there is no better place to spend “your” holiday than with the kids. And if yours are not close by, at least you can enjoy a phone call or two (or an email) without being asked for money. Maybe. In that spirit, we thought it would be fun to look at some fun facts about the one day of the year when everyone celebrates Good Ol’ Dad. Don’t forget, Father’s Day is on May 18th. The latest Census data (2010) shows there are more than 70.1 million dads in the U.S. About a third of them are married with kids under 18. Two million fathers are single. More than 214,000 men are stay-at-home dads. Spending on Father’s Day will reach about $12.7 billion this year, with the average person spending about $115.57 on presents. That’s about $2 more than last year’s average. The amount spent on Father’s Day is still less than what Americans spend on Mother’s Day -- $21 billion Father’s Day is the fourth-biggest day for sending greeting cards, after Christmas, Valentine’s Day and Mother’s Day, according to the Greeting Card Association. About 20 percent of Father’s Day cards are bought for husbands. On Father’s Day in Germany, men drink all day at beer gardens. (You gotta love those Germans!) Sonora Louise Smart Dodd of Spokane, Wash., is credited with starting Father’s Day after hearing a sermon on Mother’s Day. Dodd wanted to honor her father Wi-

lliam Jackson Smart, a widower cared for his six children after their mother passed away while giving birth to the sixth child. In 1910, Spokane celebrated the first Father’s Day on June 19, the anniversary of William Jackson Smart’s birthday. In 1966, President Lyndon Johnson proclaimed Father’s Day to be an official national holiday. In 1972, President Richard Nixon signed into law a permanent U.S. Father’s Day to be observed on the third Sunday of June. Among seahorses, it’s the male who carries the babies. While mating, the female seahorse deposits 1,500 eggs in the male’s pouch, who carries them until they’re fully developed. There is a famous quote by Mark Twain about his father: “When I was a boy of fourteen, my father was so ignorant I could hardly stand to have the old man around. But when I got to be twenty-one, I was astonished at how much he had learned in seven years.” Thanks to International Business Times (www.ibtimes. com), CNN (www.cnn.com), and MSN (www.msn.com) for the information.

THE INTERNET IS CHANGING!

everyday little by little to reach a 100% compatible mobile/PC website.

With this is mind, there’s another thing we need to focus in too, and that is social media. Connecting, building, and advertising in social media websites has By Andree Ochoa, entrepreneur, author and Domainnever been more important than now. The amount of Cart.com CEO users in social media websites is huge now, and there’s Whoever By now we all know one of the most im- no easier way of advertising to a user than by putting portant points to online success is the URL or domain your ad directly in front of his/her eyes for a very low name, something small or catchy, your brand or busi- cost compared to traditional offline advertising. ness name. However, the website coding and design also play a big role, you need to take this in to consi- You can control your social media campaign by advertideration because there are many mobile devices out sing only to whomever is interested in your product or there and you need to prepare your website for each information, you can select from age, gender, country, one that exists to focus on the user friendly interface state, city, or even time of day, interests or hobbies. This makes social media advertising very interesting that every client/user should feel and receive. and you can create marketing campaigns that directly Mobile versions of your website should highlight the fill your business needs. most important aspects or tools of your website so users can easily find them, always remember that the Imagine what combining both technologies, mobile website coding with social media can do for your buscreen is a lot smaller than a PC. siness. According to ComScore, the number of mobile users has change from 400 million in 2007, to 1,900 million I hope you liked my article, and as always, feel free to by 2016. This number means that we as website ow- contact me and ask any questions via my website at ners need to adapt our advertising, and our website andreeochoa.com or in my social media profiles (Facecoding to fulfill users expectations. We at DomainCart. book, Twitter, Instagram, Pinterest, LinkedIn and Goocom have been building and changing our website gle+) @andreeochoa. Thanks.

May/June 2017