More Tips & “How-To” videos at www.FYIExpress.com
EXPRESS “What You Don’t Know Can’t Help You!” … Eddie K. Emmett, Editor / Publisher
Tracy Payne Golf Fundraiser June 21st in Warner Robins, GA In This Edition Tracy Payne Golf Fundraiser .... 1 Beginner’s Guide to Search Engine Optimization .................. 6 Arrowhead Insurance Agency is looking for a CSR Position to be filled: ............................................ 8 Why should I join your organization? ............................ 10 Comparing expiring vs proposed ................................... 14 Turning rain into rainwater...... 16 Tammy Holmes retires as Director of Agents Licensing .. 18
As you may already know, our friend and colleague Tracy Payne is on medical leave with Arrowhead General Agency for an extended period of time. The medical costs will probably be substantial. Thad English, Brad Bennett and Eddie Emmett were recently discussing what we could do to FYI Express
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help out Tracy and his family during his long recovery. To that end his golf friends and coworkers would like invite his industry colleagues, Agents, Marketing Reps, and Friends to this fundraising event at Southern Landings Golf Club in Warner st Robins, GA on June 21 . Continued on page 2 May 2017
More Tips & “How-To” videos at www.FYIExpress.com You may also make a “Love Gift” if you wish. Tracy Payne Golf Fundraiser Continued from page 1
Let’s have a great day of fun and support our friend Tracy at the same time.
We will have a shotgun start with Best Ball format at 1:00 p.m. We would like to get as many teams as possible to pre-register for the event. Fun, food and fellowship will only be $59 per individual.
For more information, Love Gifts, Sponsorship and Registration please go to http://www.fyiexpress.com/tracy-payne.html.
That covers lunch, range balls, cart, green fees, and liquid refreshments during the golf outing. Putting Contest, Raffle Tickets, Mulligans and Throws will also be available.
THANK YOU BTW ... our rain backup date is the following Wednesday, June 28th. I hope we have so many players that we have to host the Tracy Payne Golf Fundraiser on both days!
What's a "throw"? Picture yourself once again in the rough. Wouldn't it be great to be able to pick up the ball and throw it to a better position? Now you can!
Prizes will include: 1)
Longest ball prize,
2)
Closest to the hole prize,
3)
and Putting Contest prize
If you are unable to attend and would like to support Tracy and his family, you can choose a sponsorship which can be tax deductible by accounting it as an advertising expense through the FYI Express.
FYI Express
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www.SunshineTaxandInsurance.com
May 2017
$10EACHRAF F L ET I CKET Bu yasman yasr af fl et i c k e t sasy ou ’ dl i k eat t h e Gol f T ou r n ame n t oron l i n eat www. f y i e x pr e s s . c om
More Tips & “How-To” videos at www.FYIExpress.com accurately apply and lead with as many discounts as possible. If you don’t, I guarantee there is an agent down the street that is quoting with all the discounts and we all know that the Progressive Direct or GEICO call center sales rep is quoting that prospect with every available discount.
Guest Blog - David Robinson Progressive Insurance
Here are a few tips to help increase sales when that new prospect calls in for the first time: 1) Ask for/ collect email addresses on every quote. Why? You can leverage more discounts, such as Paperless and Snapshot, on the quote. Also, did you know that agents who regularly email quotes have reported higher conversion levels vs. agents who do not email quotes to potential prospects? 2) Take time to connect with your new prospects through relating, asking the right questions, listening, and understanding their needs. Don’t assume it’s always about lowest rate.
Today we are pleased to have a guest blog from David Robinson, Territory Sales Representative, at Progressive Insurance.
3) As an independent agent with multiple carriers, set yourself apart by letting prospects know they do not need to shop with anyone else because you represent “x” number of carriers. Present multiple carriers/ quotes and let the customer choose. Be sure to let the prospect know the various features/ benefits of each company that you represent.
Did you know that when a potential prospect calls your office requesting an auto quote, that, on average, you are the 3rd option they are calling, whether they contacted an agent down the street or quoted an online company?
4) Accurately apply discounts in your AccuAgency rater on each first quote and discuss best bill plan options that give the largest discount. For example, if the customer has an email address, tell them you are going to give them both a Paperless and Snapshot discount. Using the word “discount” connects the client to the product you are selling and increases your odds to close the business. Some of the most commonly missed discounts Progressive offers include: Advance Quote, Length of Vehicle Ownership, Education, Occupation, and Snapshot (up to 10% at new business). Please note: All of Progressive’s discount questions are listed in your AccuAgency Rater.
That is why it’s critical to do the following on every single auto quote: Ask the right questions, apply all available discounts, offer the best bill plans and follow up by emailing the quote.
Remember, to increase your agency sales and revenue, don’t forget the importance of connecting with your clients, emailing quotes and make sure you utilize B.R.E.T. on every single new quote.
I like to use an acronym for best quote practices called BRET- Best Rate Every Time.
Happy Selling! David Robinson Progressive Insurance Territory Sales Representative
Best Quote Practices to Increase Auto Conversion We’ve all heard that dreaded response from new prospects after delivering (what you thought!!) was an excellent rate: “No thanks, I got lower quote somewhere else.”
In my 12 years working with Progressive agents and previously in our Direct call center, it is critical to
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May 2017
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Beginner’s Guide to Search Engine Optimization If you have a website, search engine optimization (SEO) is a process you can’t afford to skip. Almost 80 percent of U.S. internet users turn to the web to research products and services before they buy, with search engines like Google driving nearly one-third of all traffic to e-commerce sites. You need search engines to get found. And that means understanding how to do SEO for your website.
The eBook also includes practical worksheets to help you create SEO-friendly web pages, plus checklists to make managing your progress a breeze and links to additional resources to learn more. Download your copy at https://www.godaddy.com/garage/ebook-seo-smallbusiness/fuzaswuke8a6/
Search engine optimization can drastically improve the success of your website by increasing its visibility in search engine results — earning you more organic website traffic. There’s no mystery here; there are no secrets; it’s just a matter of finding the resources you need and putting them into practice. You don’t need a fancy tech degree to tap into the power of search engines to drive traffic to your small business website. This easy-to-follow guide will lead you through the basics, including (but not limited to):
Understanding how search engines work
Using search-worthy keywords
Creating remarkable and unique content
Adding meta tags
Optimizing images
Building links
Using web analytics
FYI Express
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www.FYIExpress.com
May 2017
More Tips & “How-To” videos at www.FYIExpress.com
Arrowhead Insurance Agency is looking for a CSR Position to be filled: The Customer Service Representative (CSR) is a part of the first response team for inbound customer phones calls. The team is responsible for delivering service in a courteous, professional, and efficient manner. Interact with customers and insurance agents, perform administrative task and maintain client documentation. The ideal CSR is friendly, upbeat, professional and dependable. Responsibilities:
Support incoming calls and emails Proficiently navigate internal and external processing systems Respond to questions and request from insureds/agents quickly and accurately Learn accounting systems related questions as billing and status inquires Support and record detail of all customer interactions including request, inquires, comments and complaints
cheerful attitude. Prior surety experience not required. P&C license is needed. Wonderful working atmosphere with excellent benefits. Email resume to Lamon@warnockagency.com
How to Add Value-Added Services, Increase Coverage, Improve Loss Experience, AND Reduce Premiums for Your Customers!
Requirements:
Prefer minimum one year of customer service experience Proficient in Microsoft Word, Excel and Outlook
Working hours: Monday through Friday 9:30am to 6:00pm Interested candidates may apply their resume at www.GreatInsuranceJobs.com. The Warnock Agency seeks a full-time surety agent with a focus on commercial surety for our Oakwood / Gainesville office. Inside sales position without any cold calling. Must have great phone voice, excellent customer service and FYI Express
In 2010, the late great Don Malecki wrote an article in his Rough Notes magazine column called “Worthless Pieces of Paper” which I’m considering Part 1 of this topic. I’d encourage you to click the link and read Don’s article before continuing, but at least do it after you read this post. Over the years, I’ve cited this and other examples of insurance policies that provide largely illusory coverage in my seminar/webinar entitled, “The Additional Insured Illusion…And Other Feats of Contractual Risk Transfer Magic Even David Copperfield Couldn’t Pull Off.” https://insurancecommentary.com/worthless-piecesof-paper-part-2/
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May 2017
For Dwelling and Mobile Home Insurance, put your trust in a company that has been insuring homes for over 50 years.
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We are now accepting new appointments. Find out more by calling Sharon at 1-800-239-2358 x213 or visiting us at nationalsecuritygroup.com.
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More Tips & “How-To” videos at www.FYIExpress.com
Why should I join your organization? We have a better idea! GIAA MEMBERS GET MORE!
Login to Password Protected Pages FREE Promotional Video FREE Classified Ads FREE Personal Lines Agent Prelicensing FREE Limited Subagent Prelicensing FREE 24 hour Online CE FREE CSR Online Training FREE Management Tips FREE On-Demand Owner Training Tips FREE Web Marketing Tutorials FREE Facebook Business Page FREE Facebook Content FREE YouTube Channel
We have created the only Virtual Insurance Agent Organization. Our benefits are designed to help agencies in every aspect of their operation and all of it is done on the Internet. It is delivered in a combination of “How-To” videos, interactive quizzes and breaking-news. Just last month I created the “Complete CSR Training” program. Enjoy learning for a change. Next month I’ll be rolling out the “Complete Insurance Agency Owner Training” program. We already have a library of “How-To” booklets on a wide range of agency topics. Want to create a YouTube channel or Facebook for your agency. We have a booklet that takes you by the hand.
It’s that time of year when you should be questioning all expenses.
Want to set realistic goals for your CSRs and Producers? It’s in the library.
Membership in an agent’s organization used to mean something.
Want to know how to evaluate, buy & sell a “Mom & Pop” insurance agency? I wrote the book based upon my decades of ownership experience.
You need to check out other options before you join or renew your membership. Better yet, call them up and ask “Why should I join your organization?” Don’t be surprised if you get a rambling answer with no real benefits that directly impact your bottom line.
We have a better idea. Join www.Georgia-Agents.com.
FYI Express
All agency staff members are included for one low fee of $99.00 per year. No hidden fees, no discounted programs. Just to show you how strongly I believe we offer more value for less money, I challenge everyone to dare to compare, dollar for dollar, our benefits against any other organization. If you can prove to me that some other organization has better benefits, I’ll give you a free year’s membership in our organization.
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May 2017
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AccuAgency provides a secure location for all your agency's customer data. Disaster-proof your data, improve E&O documentation, enhance operational efficiency, and boost your profitability. When you are empowered by AccuAgency, your clients are provided more personal attention. Your staff can devote more time to customer service instead of dealing with unorganized files and documents.
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If you write auto insurance and represent multiple auto insurance carriers, AccuAuto, our personal auto comparative rater, is affordable, easy-to-use, and fully integrated with our AccuAgency agency management system.
Take AccuAgency and AccuAuto for a test drive
If you would like to try AccuAgency and/or AccuAuto for a risk-free 30-day demo, please call (800) 229-2009 ext. 3. One of our training staff will schedule hands-on training to help you learn and appreciate the many features available.
(800) 229-2009 ext 3 Mention code FYI sales@accuagency.com Request more info at http://www2.accuagency.com/fyi
More Than Just a Pen: An Identity. Make Your Mark. Every time you reach for a pen, take a sip from your coffee mug, or make a note in your calendar, remember that 89% of consumers can tell you the name of the brand on a promotional product that they have received in the past 24 months. Investing as little as 23¢ cents per pen, with your logo on it, will make a lasting impression for your brand. How do you and your business stand out? Are you inadvertently missing the mark? The main use for promotional products is to increase brand recognition. With the rise of visual marketing, businesses are learning to show, not just tell. But why stop there? By giving your business a personal touch, your clients can carry your branded product, along with the memory of your quality of service. It’s time your clients have your brand in hand! Pbay Promo can give you a hand with your brand by offering your company, or campaign, the utmost attention it deserves, and the expertise you need to make your promotions stand out, from start to finish. Committed to offering clients an unmatched level of excellence in our products and services, Pbay Promo is focused on providing an exceptional customer experience, for your every promotional need. We meet or beat competitor’s prices, and provide knowledgeable support to ensure your order suits your needs perfectly. If you have a brand identity, we will bring you brand mobility.
It’s time to get noticed!
More Tips & “How-To” videos at www.FYIExpress.com
SUNRATE CONTRACTOR UPDATE QUOTE 40 + Artisan Contractor Classes online rating at www.sunins.com NEW Features
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using the Line of Business search online at www.sunins.com for a full list of Artisan Contractor classes available by state!
SUN Contact Information Karen Grant-Augustine at kaugustine@siuins.com PH: 678.498.4577 or visit www.sunins.com
FYI Express
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May 2017
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Comparing expiring vs proposed For many years, E&O carriers have expressed significant concerns over the issue of what many call “The Mirror Test”. Essentially, this is the need for a process within agencies to compare coverages when they are moving an account from one carrier to another. Oftentimes, agencies will look to move an account to a new carrier when there is a need for some premium relief. However, inherent in this process is the realization that when an account is moved to a new carrier, there is definitely the potential for there to be some coverages that were part of the expiring but not of the proposed. The following is an actual E&O claim to illustrate the point: An E&O claim was filed against the agency for failing to procure professional liability coverage on the business owner’s policy. The agency client owned a hair salon. A Professional services endorsement was on the prior policy per the request of the agency client. However, it was inadvertently left off when the agent moved the coverage to a new carrier. The underlying loss was a scalp burn to a client. The “new” carrier denied the claim based on the professional liability exclusion on the CGL policy. There was clear liability on the part of the agency and this matter was resolved with the agency paying the policy deductible and E&O carrier paying the remainder of the underlying damages. How many times does your agency move a client to a new carrier at renewal time? It probably happens many times a week, if not daily; in both personal lines and commercial lines. Agencies should have a process to compare the coverages of the expiring and the proposed to determine any areas where coverage is being reduced. These reductions should be brought to the client’s attention and their sign off secured. More E&O Tips at http://www.agentseotips.com
FYI Express
Ed and Nancy met while on a singles cruise and Ed fell head over heels for her. When they discovered they lived in the same city only a few miles apart Ed was ecstatic. He immediately started asking her out when they got home. Within a couple of weeks, Ed had taken Nancy to dance clubs, restaurants, concerts, movies, and museums. Ed became convinced that Nancy was indeed his soul mate and true love. Every date seemed better than the last. On the one-month anniversary of their first dinner on the cruise ship, Ed took Nancy to a fine restaurant. While having cocktails and waiting for their salad, Ed said, "I guess you can tell I'm very much in love with you. I'd like a little serious talk before our relationship continues to the next stage. So, before I ask you a life changing question, it's only fair to warn you, I'm a total golf nut. I play golf, I read about golf, I watch golf on TV. In short, I eat, sleep, and breathe golf. If that's going to be a problem for us, you'd better say so now." Nancy took a deep breath and responded, "Ed, that certainly won't be a problem. I love you as you are and I love golf too; but, since we're being totally honest with each other, you need to know that for the last five years I've been a hooker." Ed said, "You're probably not keeping your wrists straight when you hit the ball."
Everybody is invited to Tracy Payne Golf Fundraiser st on June 21 in Warner Robins, GA Page 14 of 19 May 2017
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Go to www.EandOQuote.com for more information
More Tips & “How-To” videos at www.FYIExpress.com Words matter
First, clearly identify the problem. Then move forward in finding the solution Words are taken very seriously by the courts when determining coverage. Throughout the PF&M coverage analysis, important terms are discussed such as fire, riot, vandalism, and more within the specific type of coverage. However, because certain terms impact multiple lines-both commercial and personal-they are listed in the Practical Aids and Tips in order to provide some additional insight.
The Producer Online IN ACTION is a monthly reminder of how you can turn the knowledge gained from The Producer Online into powerful sales opportunities.
Turning rain into rainwater
Click here to review the discussion on the term “vicarious liability.”
After the loss A corroded cast-iron pipe ruptured while it was carrying rainwater from the roof to the storm sewer. Unfortunately, the pipe was on the inside of the building. The water that rushed out following the rupture caused significant damage to Amish Connection’s office so a claim was filed with State Farm Fire and Casualty Company. Unfortunately, State Farm denied the coverage because the policy limitation stated that interior damage by rain was not covered unless there was first damage to the building through which the rain then entered.
Amish Connection had a mess on their hands following the loss, as would any business that was inundated with water. It could have resulted in a significant loss of income. However, with the right planning, their customers might not have noticed a loss had occurred. Have you talked with your clients about disaster planning? Click here for an emarketing article you might want to post on your website or blog or use in a newsletter that could alert them to this important part of risk management.
Amish Connections didn’t agree and the case went to court and then to appeal. Click here to see how the courts looked at the terms “rain” versus “rainwater” in making their determination.
Attention: Insurance Companies, MGA’s, Premium Finance Companies & Insurance Industry Vendors:
What are the limitations? The commercial property coverage Causes of LossSpecial provides coverage for risks of direct physical loss or damage but then limits that broad statement by stating that it applies only if the loss or damage is not excluded or limited. After a number of exclusions are listed, four types of limitations are provided. These are for loss and damage that is not totally excluded but also not totally covered. It is important to carefully review them because they really do give a little and then take a little. Click here to read the PF&M explanation of the Causes of Loss-Special Limitation sections.
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Questions? Contact Eddie K. Emmett at eddie@fyiexpress.com or (770) 312-2342. HU
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UH
May 2017
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More Tips & “How-To” videos at www.FYIExpress.com Tammy and her husband, Kevin have developed a beef cattle farm, and she enjoys spending time outside with the animals, where she knows each by name. PIA is excited to welcome her to our staff. She will be an active part of our growth. If you would like to send Tammy a note her email is: TAMMY@PIASOUTH.COM
PROFESSIONAL INSURANCE AGENTS SOUTHERN ALLIANCE APPOINTS NEW DIRECTOR OF AGENCY MANAGEMENT Exciting New Services for Agents - Strengthen Alliance
http://piasouth.com/convention
May 10, 2017 – Atlanta, Georgia: PIA South announced today that Tammy Holmes will be the new Director of Agency Management upon her retirement as Director of Agents Licensing at the Georgia Department of Insurance on May 31st. In her new role she will be instrumental in the development of our growing regional membership and licensing programs. Tammy comes with a wealth of experience within the Industry, having spent the last thirty years at the Georgia Department of Insurance and was instrumental in implementing Georgia’s biennial licensing renewal system, four computer system conversions, outsourcing of the examination administration in 1992, outsourcing of back-office license functions in 1997, and the introduction of fingerprint and Citizen Affidavit requirements. “Adding a staff member of Tammy’s experience, and contacts with Departments of Insurance in Mississippi, Alabama, and naturally here in Georgia is a tremendous positive for our agency members”, according to Jerry Duke, CEO of PIA South. “Known to both agents and company Partners, Tammy will be able to take control of several system developments and her learning curve will be very short.” A graduate of Georgia State University, Tammy has served under four different insurance commissioners during her thirty-year of service, and directed the explosion of total individual licensees – growing from less than 50,000 total to the current total of 242,000 individual licenses. FYI Express
Tammy Holmes retires as Director of Agents Licensing
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May 2017