Suffolk Big Eye Sep/Oct 2011

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SUFFOLK Big Eye INDEPENDENT INSURANCE AGENTS & BROKERS OF SUFFOLK COUNTY

INSIDE: Presidents Message.

We Dodged A Bullet!

Jerry Brunell Fishing Outing.

the

President’s Message President

Earl Eaton

eeaton@eatoninsurance. com nnn

Your Association started the year off with a terrific meeting on September 28th titled “Nuts & Bolts” the first of a series of topics we believe would be of importance to our members. The meeting discussed real agency issues regarding technology, internal operations, and social media, among other factors which can help improve agency efficiency and increase sales.

The attendance was good but disappointing in that we anticipated a significant number of members would find this meeting valuable and thus worthy of attending. For those who did attend the feedback was very positive so we’re on the right track offering topics beneficial to the membership.

Many thanks to the Membership Committee in developing the meeting topic and special thanks to Aaron Stein, Joanne Bentivegna, and Sean Bickoff; for their participation on the panel and for sharing their experiences and to David Borg for moderating the discussions between the panel and audience.

Keep an eye out for future “Nuts & Bolts” meetings and please give every effort to attend I assure you that you will find the meeting very worthwhile.

I would like to take this opportunity to reach out to each member reading this message to contact me with any ideas or suggestions for future meetings.

the President’s Message cont’d Not only on topics but also regarding locations, venues, meeting times, etc. For as long as I have been on the Board of Directors our primary goal is to offer meeting topics of interest to our membership. We work very hard not only on presenting timely topics but also moving the locations around Suffolk County as well as varying the meeting times between breakfast, lunch and dinner.

Please take a moment to call me or send an email with your thoughts, after all we’re here for our members and there is no reason we shouldn’t have significantly more members at the meetings.

Sincerely, Earl Eaton 631 841 0270 ext 11 eeaton@eatoninsurance.com

Board of Directors VICE PRESIDENT

TREASURER

SECRETARY

DAVID M. BORG, CPCU, CIC, ARA, CRM dmborg@borgborg.co

PAULETTE KATZ,

John V. Stype, CIC

insurance@cunningh

m

amagency.com

IMMEDIATE PAST PRESIDENT RUSS VOLLMER

CIC jstype@nsainsure.com Russ.Vollmer@vollme radairagency.com

Directors JOANNE BENTIVEGNA, CIC, CRM joanne.bentivegna@peoples.com

ERIC KEIFFERT, CPCU ekeiffert@hometowninsurance.com

DAVID H. BORG, CISR dhborg@borgborg.com

Michael J. Romeo ll, CIC mjromeo@industrialcoverage.com

RICHARD DE LA SOTA, CPCU rdelasota@mrwgroup.com

AARON STEIN, CPCU, CFP aaron@nortonsiegel.com

JOSEPH A. GUNDERMANN, AAI jgundermann@gundermann.com

Publication Staff EDITOR: Don Hester PRODUCER: Aaron Stein NEWSLETTER COMMITTEE: Aaron Stein, Joanne Bentivegna, David H. Borg, Pat Calvert Eric Keiffert and Jeanne Abatelli.

AD SALES/SPONSORSHIPS: Jeanne Abatelli - injeanious1@verizon.net

IIABSC MEETING NOTICE Tuesday, November 15, 2011

“Nuts & Bolts Series Part 2” Sales Management How to build an effective Sales Team!

Producer Compensation – How much is right .. and WHY!!

Who should attend? Principals, Managers, Key Agency Personal Place:

Hilton Garden Inn 2038 Old Country Road, Riverhead.

(LIE x 73-across from Tangers) Ck web site for directions – www.riverheadhgi.com

Time:

9:00 am ‘Check In’ and Continental breakfast buffet.

9:15am Program starts

Cost:

$20.00 pp – IIABSC and NextGen Members. $25.00 pp – All other guests. ALL ARE INVITED.

Pre-registration required - An additional $5.00 per person will be added for walk ins.

Program questions? Contact Dave M. Borg 631-673-7600 - dmborg@borgborg.com Registration questions? Contact Jeanne Abatelli 516-681-6265 – injeanious1@verizon.net

REGISTER ON-LINE AT www.suffolkagents.com OR complete and mail the form below with your check. Attach additional names on a separate sheet of paper.

Name: ____________________________________________________Tel: ________________________________ Agency/Co,__________________________________________ E-Mail: ___________________________________ Enclosed is my check in the amount of $____________ payable to IIABSC. Return this form with a check payable to “IIABSC” to: Jeanne Abatelli 150 Dartmouth Drive Hickville, NY 11801

IIABSC Calendar Sales Management!

Tuesday, November 15, 2011

Here Come the Holidays!

Wednesday, November 30, 2011

How to build an effective Sales Team!

Join fellow agents, friends and associates at our annual ‘festive and fun’ holiday party. All are welcome! Villa Lombardi’s in Holbrook.

Producer Compensation – How much is right .. and WHY!!

This program is a MUST for Every Principal, Manager and Key Agency Personnel!

Register Online Now!

FOR A COMPLETE SCHEDULE Log on to www.iiabny.org Highlight the ‘Education’ link and select ‘Education Calendar’.

Registration forms are also available on line, or call IIABNY’s Education Dept. at 1-800-962-7950.

Don't forget your check payable to ‘Toys For Tots’ for $10.00 or more, if not bringing a toy.

Register Online Now!

IIABNY FALL SEMINAR CALENDAR – Remainder of 2011

(LaQuinta Inn is noted ‘GC’

Restoration In Ronkonkoma.

11/10/11 In Sync – Relationship Management…GC (half day - pm)

11/02/11 AAI 83-C – Agency Mge. Tools and CE Classes in Suffolk, Nassau, and Queens Processes, Pl Counties.

11/10/11 In Sync – Agency-Company Unless noted, the following Suffolk Relationship......GC (half day - am) seminars will be held at Belfor 11/09/11 In Sync – Agency-Company Relationship, (half day - am) 11/09/11 In Sync – Relationship Management (half day - pm) Unless noted, the following seminars will be held at Four Points Sheraton, Plainview or LaQuinta Inn & Suites, Garden City.

Four Points Sheraton is noted ‘Pl’

11/16/11 Commercial Lines Liability (ACSR Mod #7), Pl 11/29/11 AAI 83-B - Insurance production Environment, Pl The following seminar will be held at the Adria Hotel, Bayside in Queens 11/18/11 NYAIP Certification Program (Half day-am)

the Editor’s Feedback Editor

We Dodged A Bullet!

by Don J. Hester

Who would believe that agents would be grateful to have a tropical storm hit Long Island after getting a hurricane warning posted? How many customers called with wind damage claims that would have been surprised by the size of their deductible had it actually been a hurricane?

Don Hester nnn

Look at our neighbors to the north in Connecticut who had companies that applied a percentage deductible because the trigger for that carrier was not ‘being hit by a hurricane’ but simply ‘hit by a hurricane ‘warning’.

This should be a wake up call to our insurance department and our legislature!

Our number 1 priority for L-Day on January 31, 2012 should be standardizing the triggers for all insurance companies in New York. More assuredly, some carriers will cry out “If you do this we will withdraw from the state!”

Maybe……but how many already have done this? We all know where the lines have been drawn for ‘No New Business’ and the quotas and the “tied in” business that sure sounds like some “no mos” I learned about when I got licensed.

I urge all agents to attend the next Capitol Event/L-Day in Albany on January 30 & 31 to talk with their legislators and emphasize the need to heed the wake up call and get standardized triggers before another hurricane season comes. We might even be bold enough to suggest New York get behind a deductible buy-down like New Jersey already has‌‌

IIABSC Invites You To Here Come the Holidays!

Wednesday, November 30, 2011 Join fellow agents, friends and associates at our annual ‘festive and fun’ holiday party.

All are welcome! Cocktail Party! Choice of Delicious Dinner Entrée! Music!

Place:

Villa Lombardi’s 877 Main Street, Holbrook

Time:

6:00 to 10:00 pm

Cost:

IIABSC Members $65.00 per person All Other Guests $70.00 per person

Why not make this your office party? Reserve a table of 10 for $585.00!

Robert M. Zak, President & CEO of Merchants Insurance Group will receive “The Camilla G. Belser Memorial Insurance Company Person of the Year Award” In addition, please bring a toy or mail a check payable to ‘Toys For Tots’ for $10 or more.

(Toys must be new, unwrapped and for a child age 14 and under) Reservations are required and must be in by November 18th Register on-line at www.suffolkagents.com Click on ‘Annual Holiday Party’ and follow the easy instructions, or complete and return the following registration form with your reservation check plus a second check payable to ‘Toys For Tots’ for $10.00 or more, if not bringing a toy.

Reservation form for the Holiday Party November 30, 2011: Make check payable to IIABSC Mail to: Jeanne Abatelli 150 Dartmouth Drive Hicksville, NY 11801 Tel: 516-681-6165 Email: injeanious1@verizon.net

PLEASE USE SEPARATE SHEET for additional names Name:___________________________________________________ Name:___________________________________________________ Name:___________________________________________________ Name:___________________________________________________ Agency/Company:_________________________________________ Tel No.___________________________________________________

IIABSC COMMITTEES 2011 – 2012

WE INVITE MEMBERS TO JOIN A COMMITTEE! Please Contact the committee chair or Pat Calvert for further information.

Audit Committee Budget & Finance Communications Committee

David H. Borg and John Stype.

Paulette Katz (Chair), Earl Eaton and Russ Vollmer.

Aaron Stein (Chair), Joanne Bentivegna, David H. Borg, Eric Keiffert and Jeanne Abatelli.

Sub-Committees

Downstate Representatives Scholarship

Public Relations Speakers Bureau Suffolk Big Eye Technology & Web site

Earl Eaton and Rich de la Sota.

Rich de la Sota (Chair)

Legislation/InsurPac

Joe Gundermann (Chair), John Stype, Tom Crowley, Don Hester and Jeff Rehm Coastal Task Force Legislative committee and Jim Sutton Meetings & Programs David M. Borg (Chair) + Communications Committee plus Jim Karras and Pat Calvert.

Jeanne Abatelli David H. Borg and Mickey Romeo (co-chairs)

Meeting Reservations NextGen Disaster Preparedness Task Force John Mulvey and Mike Romeo.

Advertising & Sponsor Sales - Jeanne Abatelli.

2012 Golf Outing David M. Borg and Joe Gundermann (Co-chairs) 2012 Installation Earl Eaton, David M. Borg, Jeanne Abatelli and Pat Calvert.

How Do You Fire A Computer?

by Don J. Hester

In these days of tough financial concerns, we all are studying income vs. expenses.

Who hasn’t noticed the utility bills and glared at the thermostat? It seems to be hotter in summer and colder in winter. Can postage be reduced by sending policies via email? The largest agency expense still remains personnel costs.

Several years ago, we all realized typewriters were on their way out and computers represented the ‘new way’. Software programs were a mandatory part of the transaction and were included in overhead much like staffing expenses. When financial belt-tightening is called for, it is easy to speak to staff, changes schedules, hours and amend workloads - but

what about the software management systems that ‘run’ the agency? Are they operating as efficiently as your human workers are? Are they integrating all the applications, ie NYAIP and NYPIUA and keeping current the most up to date ACORD apps? If your staff used the wrong apps, what would you do after several warnings?

How much attention do the mega software companies pay to your individual agency or even to the user groups, if they have one?

What recourse do we have? In the political arena, we can vote them out of office, but the practical costs of dumping one provider and switching, retraining, loading data, etc. becomes impractical. How else to pressure these mega companies?

As a trade association member, we are precluded from having our association ‘bargain’ for us. Could the association form a bargaining unit? Would the members using the mega software allow a bargaining unit to negotiate for all members? Perhaps the time has come to unite……..

Jerry Brunell Memorial Fishing Outing Wednesday Sept 14, 2011 Sponsored by Downstate Insurance Assoc. Council

What is the strangest thing you’ve ever heard of that happened on a fishing trip? I am sure Jerry Brunell had a lot of great stories to tell. The morning had started with hopes that we would have a calm sea, and plenty of sunshine and that we did. As in the past there were always those fears that it might rain or someone would get sick but on this day Jerry was watching over us and it was a blessed day of fun, sun laughs and a catch for all.

Tropical storm “Irene” had passed but you have to admit we “Long Islanders” are tough and that would not stop any of us from spending a day away from work to fish. Our crew was terrific setting us up with coffee, donuts, and getting our rods ready for casting when that horn sounded. The crew made themselves available for those who were not familiar with letting our their rods, but many still got tangled, hooked onto others or it got stuck under the boat thinking they had caught a really big one. What they caught were their fellow fishing buddies standing on the other side of the boat.

For those who have attended past fishing trips I noticed they always seem to have their favorite spots to fish, whether it’s the front, the rear or the side. Familiar faces were our friends from Travelers, Tower, First Rehab, Morstan, CMS, NGL, Select Associates, Safelite Auto Glass, MetLife Auto & Home, Hamond, Kron Associates, B& B Coverage, Industrial Coverage, Western Surety, Narragansett Bay, and Friedlander.

Wham, suddenly we heard: “OH NO”, yep it was the first hit. I said hit not bite.

Seagulls had made their droppings on a few. Where were the paper towels and napkins, ok if anything was lacking that was about it. Those birds just followed us along our way hoping to catch our bait.

Marty Rosenthal came around collecting for the pool; we all had high hoes of getting that keeper and winning the pool. As I heard the reels coming up I started to think what would be the first catch, well it was not a fluke but crabs. The question always gets asked can you eat them, the answer is you can but do you want to?

Hovering closed to the bridge was a helicopter; apparently the Coast Guard and helicopters come out to do their drills. We snapped our cameras getting some photos of the view, the sun on the calm ocean, and our friends with their hair blowing in the wind, should have worn a hat.

It was getting close to noon and we were moving from spot to spot and then it happened, our first keeper of the day, someone had caught a fluke. I got one but as I pulled mine up it fell off, yep that was the one that got away. I later caught a few more but a little short, but the crew gave me a courtesy measure nonetheless. I was hoping the fish would have stuck his tongue out, but no such luck.

We were getting hungry and out came the heros, the salads, the beer and the soda, but where were the napkins? The “Fishtale” is the name of the boat we were on and music pumped all day as we listened to the sounds of the oldies, we all could relate bringing back memories. We were done eating and anxious to start the afternoon, yep I knew that the next stop was going to be the keepers. Yea we caught alright, sea robins, lizard fish, crabs and small flukes. I thin some of us were catching the same fish over and over again. Where was Steward Fries to mark them for us?

As the day went on I walked around the boat seeing how everyone was doing. There were only two pails to be seen, that meant only two keepers, no matter the beer, the sun, the music, the friendships were keeping everyone happy. I don’t think anyone spent to much time talking about insurance. Our last stop was to an area that our captain obviously knew the fish were biting; we were all pulling them up, baby sea bass, one after another.

Marty invited us all into the cabin for the raffle drawing, many of the insurance companies and agents were kind enough to sponsor and donate gifts. I did not win but my co-workers did and so did a lot of other folks, we had some laughs but knew it was coming to the end of our trip. The Pool Fish winners: 1st place, John Ackerly and 2nd place Ken

Hehir. Size of the keepers was between 20 and 21 inches, so I am told. I really thought you had to catch “Moby Dick” to have a keeper.

We thanked our crew and on our exit we showed our appreciation by tipping and we all got cooler bags compliments of Hartford.

So that’s my fish story aboard the “Fishtail”, Jerry thank you for allowing us to have this day and thank you to Downstate for sponsoring. I may have not kept any fish but it was the best day I had and hey I did catch the big one, but it just got away. Till next time......

Marisa Hodges, B&B Coverage Valley Stream, NY

CONTACT: Randy O’Neill (516) 431-4441 Shapiro Named Chief Operating Officer of the D.C. White Agency Lancer Insurance Company is pleased to announce that Steven Shapiro has been named Chief Operating Officer of its D.C. White division. Mr. Shapiro assumes the position from Dave Isenberg who is retiring after serving as the agency’s President and Chief Operating Officer for over 30 years. Mr. Isenberg will continue to serve as a consultant to the D.C. White Agency.

Mr. Shapiro, an insurance underwriting professional for over 25 years, joined the D.C. White Agency in 2005, after serving as Vice President and General Manager for The Robert Plan Corporation. His underwriting and management responsibilities since joining D.C. White have involved him in the agency’s wide variety of commercial auto and garage products, including those for local truckers, auto repair shops and service stations, used car dealers and parking garages.

“The wide range of products we offer to retail agents in New York, New Jersey and Pennsylvania allows them access to a facility that they can depend on,” said Mr. Shapiro.

“And working closely with Dave Isenberg for almost seven years has been a tremendously positive experience and has prepared me for my new responsibilities. His broad range of experience as an insurance industry educator, trade association president and, most importantly, respected underwriter has allowed me to learn from one of the New York area insurance industry’s true professionals,” he added.

The A.M. Best “Excellent” rated Lancer Insurance Company, D.C. White’s parent company, is pleased with Steve Shapiro’s promotion, according to its Executive Vice President and Chief Underwriting Officer Wayne Ricci. “Steve has done nothing but meet or exceed our expectations since coming onboard with us,” stated Mr. Ricci. “We anticipate more of the same as he assumes his new responsibilities.”

The D.C. White Agency has been a broker market for commercial auto and garage coverages to producers in New York, New Jersey and Pennsylvania for over 60 years.

“Worth Repeating” Important Message Regarding the Big “I” Logo and Trusted Choice®

The Big “I” updated its logo with a new look that’s intended to have a similar look to the Trusted Choice® logo. While it is available to members, its primary use is for national, state, and local association use in industry communications.

Trusted Choice® is the consumer brand for independent insurance agents and brokers. Member agencies are encouraged to join Trusted Choice and co-brand their agencies with the Trusted Choice logo and tagline, “You Need an Independent Insurance Agent/Broker.” The more agencies that make use of the Trusted Choice® logo, the stronger the brand will become.

The Big “I” national association will stop supporting the previous logo on September 1, 2011. This means that you may continue to use the “red-oval” version of the logo on existing materials but on any new orders you place for business cards, letterhead, marketing materials, etc. that incorporate the Big “I” logo, you should replace it with either the new version of logo or the Trusted Choice® logo.

Different versions of the Trusted Choice® logo with no tag, or either an “Independent Insurance Agent” or “Independent Insurance Broker” tag can be downloaded at www.trustedchoice.com/logo (Requires log-in and password) The different color/format options for the Big “I” logo can be downloaded from the IIABNY website under “Member Resources > Download Big “I” logo” here: http:// www.iiaba.net/NY/05_MemberProductsServices/NAV_MPSMemberResources2?

ContentPreference=NY&ActiveState=NY&ActiveTab=NA&ContentLevel1=MEMPROD &ContentLevel2=MEMRES2 (Requires log-in and password)

If you have any questions or concerns regarding the logo changes or the new lower rates for Trusted Choice® participation, please contact Paul Banuski at 800-851-8853, ext 226. To access the Trusted Choice® logo and all of the valuable tools & resources available, visit www.trustedchoice.com/agents.

7KH 1H[W *HQHUDWLRQ ,QVXUDQFH 3URIHVVLRQDOV Affiliated with IIABA Young Agents The IIABNY Next Generation Insurance Professionals (Next Gen) sponsors training, seminars, and conferences across the state.

Our members also have the opportunity to participate in national Big “I� Young Agents events.

Exciting & innovative sales and marketing training

Management skills that allow your career to grow

Valuable leadership development

Networking & social events with other professionals

0HPEHUVKLS 5HTXLUHPHQWV Next Gen is open to individuals under 40 years old or new to the insurance industry who are interested in becoming more innovative and effective salespeople, creating lasting business relationships, and joining the ranks of insurance industry leaders.

Membership is open to all individuals working in or supporting the Independent Agency System and actively developing a career in the insurance industry. It is not limited to agents only; it is open to any one involved in or supporting the insurance industry including all agency and company personnel.

Membership is Free! Join today by filling out the following form and returning it to: Kathy Lawler klawler@iiabny.org Fax: 888-432-0510

Monica Rayder mrayder@iiabny.org Fax: 888-432-0510

Name: _____________________________________________________ Agency: _________________________________________ Address: _____________________________________________________________________________________________________ Position: ___________________________________________________ Year Born: ________________________________________ E-mail: _____________________________________ Phone: ____________________________ Fax: __________________________

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What Is A Sales Representative To Do? byArt Leone, CPCU,AISÂ ~ Opportunity is missed by most because it is dressed in overalls and looks like work. ~ Thomas Alva Edison The insurance market, like most sectors of the economy, continues to experience turmoil. Consumers are getting older and more demanding. Economic uncertainty continues to add to legislative confusion regarding taxation and regulation. Insurance industry executives continue to scrutinize information and distribution efficiency. And direct writers continue to increase their use of television advertisements. During the last few years traditionally staid companies like Allstate, State Farm, and Nationwide have taken a page out of the Geico playbook and spent millions on ads that are sometimes interesting, and very often memorable. Even agent-based carriers like Travelers, Hartford, Farm Family, 21st Century and Progressive (OK, Progressive is both direct and agent-based) are spending tremendous sums of money on TV commercials. So how do you develop your markets if you are a Sales Representative for a company that is not, shall we say, a household name? Do you throw up your hands and concede victory to the titans of the insurance industry? Well that is one option: but if you need your job to pay bills like most of us, then I would suggest a different outlook: this may be the opportunity that you have been waiting for.

Most people, in all industries, tend to look for shortcuts and do what is necessary to get by. But if you have a difficult product to sell you simply must work harder. See an extra agent, make the extra call, and make sure that the claim is being handled. Offer to help, and really help. Make sure that the agency employees know that you are available to help them when they have a question or problem. How many times have you, or a Marketing Rep. that you know, been speaking with someone in an agentâ&#x20AC;&#x2122;s office and get a call from another agent looking for help. The polite thing to do is to tell the agent on the phone that you will call back in a little while. But is that the right thing to do? The agent with the problem needed answers before they dialed your number. Unless the agent in the office that you are in has a

problem at the same time, you really need to help the agent with the problem right now. He or she will get over it, and, upon reflection, like the fact that you understood the urgency of the other agent’s situation. Here are several other hard work strategies that should help you be a successful Sales Representative in this difficult economic environment:

•Developing a Partnership

is key. Be honest with yourself: your company does not have the most cost effective products for every situation. But none of them do. There will be times when your company may not be the most competitive, or you may not be able to provide an HO policy due to coastal concerns, etc. Your agents probably have other direct markets and comparative raters have made it very simple for clerks to determine price disparity. Define where you are strong and push for the agents to use your company for that type of risk. It is OK to concede that you may not be as good a fit as “Company B” for a given prospect (or even a bunch of prospects). But chances are very good that your company offers something that makes you competitive. Make it as easy as possible for the workers in that agency to recognize what risks will be price competitive for your company and make their life

easier. If an agent feels you are on their team and they are on yours they will keep you in their flow of quotes and work to retain your business. You need to be a trusted advisor, someone who can provide sales tips for the agent’s success. Of course, make notes of where the competition is strong and let your Territory Manager know so that your company has an opportunity to sharpen its pencil. Don’t assume that they will not fix it or that they are unaware of the situation. Yes, I know that change often comes painfully slow if at all. However, don’t forget that you have a very important vantage point.

•

Listen to agency principals and employees. We live in a fast paced culture and we tend to kind of pay attention to people who are talking to us. We are looking at them and concentrating on what we are going to say before they even finish their sentence.

Listening, really listening to others, has become almost a lost art. Slow down, look the person in the eye and listen. Don’t be quick with a response and let the person stop speaking before you respond. Human nature is such that people will want to deal with others that show a genuine interest in their needs. Your agents will respect you and they will want to submit business to you (I mean the company that you represent).

•

Know your stuff. You had better know what the agent’s side of a new business submission looks like. You had better know whom to call when the agent is having a problem issuing an endorsement online. And you had better know what are the coverages for your products. Don’t know how to completely explain the coverages and limits of an HO3 policy? I would strongly suggest that you anticipate any and all questions from anyone in your agents’ office. They will figure out, very quickly, if you know, and care, about what you are selling. Who wants to deal with a loser? In addition, knowing your products will show that you really care about what you represent and help you make your brand more appealing.

•

Time Management is crucial. You have a great job. You are not chained to your desk at the office. You have flexibility in creating your schedule. You get to converse with people and try to help them help their clients solve their risk management needs. But

you must use time management or you are headed for a crash. Of course, how can you deal with seeing agents, helping them with their problems, take the conference call from the home office, and take care of the emails, faxes, calls, text messages and reports that you get from the home office and or your Regional Manager? But let’s face it: there must be a way to monitor performance and they can’t come with you on your sales calls. Deal with it and use time management so that you can handle the fastballs, but anticipate the curve balls. Did I mention time management?

•

Cross-selling is a great tool. You should recognize it as one of the most effective ways to improve both sales and retention numbers. But many agencies do not stress this simple fact in their own office. You must be the agent of change for the culture of that office. Don’t wait for the home office to implement an incentive program. Help your agents help themselves (and you and your company in the process). Do you think that it would help improve retention if the multi-policy discount on Mrs. Jones’ $3000 Auto policy resulted in a “free” HO4 policy? Set a reasonable goal of crossselling policies for your agents and reward them yourself. What insurance office does not like to be treated to pizza for a job well done?

Of course, there is no guarantee of success with any plan of action. However, why not roll up your sleeves and give it your best the old fashioned way? In my humble opinion, there is much to gain and nothing to lose by giving your best effort. Consider it a blessing when one of your Agents calls you at night during the ballgame to discuss a problem with their commission pay. And don’t forget to smile – a little hard work never hurt anyone.

Anyway, got to go – One of my agents is texting me about a problem and I need to deal with this right now. Happy marketing (LOL)!

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17th LIIC Gala The Annual LIIC Gala Raised $225,000 for United Way of Long Island

The Long Island Insurance Community has raised $225,000 at this year's annual gala that was held September 15th at Carlyle on the Green at Bethpage State Park.

In its 17th year the LIIC gala honors insurance industry and business leaders who demonstrate a commitment to the community by improving the quality of life of their neighbors. This year, the insurance community honored Robert M. Zak, President and CEO of Merchants Insurance Group.

Proceeds from the gala benefit United Way of Long Island's Community Impact Fund and special grants to East End Disabilities Associates, Developmental Disabilities Institute, Mental Health Association of Nassau County, Jocelyn Operation Holiday Spirit, Hands Across Long Island and The Camilla G. Belser Memorial Scholarship Fund.

Vacation Raffle, Chinese Auction and Live Auction News A choice of a Pebble Beach Golf outing for four or a Hawaii vacation for two or an Alaskan Cruise for two, the winning ticket was drawn by Joel Belser but everyone was sitting on edge of their seat as Andy Meehan moved into the Live Auction before announcing the winner.

Two golf outings were auctioned off Maidstone Golf Club threesome and the winning bidder was Mr. Robert Baxter of Baxter Smith & Shapiro. Maidstone was once again donated by a friend of the LIIC. Jim O'Neill of New Empire Group was the winner

of Trump National donated by Lou Finkelstein of B&B Westchester. The excitement built as Bob Baxter then offered and outing at Brookville Golf Club to be auctioned off and Robert Zak of Merchants Insurance Group placed the winning bid.

For the first time the committee decided to hold a Chinese Auction, which was a wonderful success. If you were not at the event for the drawing of the winners click here for a listing of the Auction Winners.

Finally, the winner of the Vacation Raffle was Robert Eisman of Unilite Insurance.

We want to say a special thanks to our sponsors and to all who participated in making this event the "Premier insurance industry event in the metropolitan area"

Sincerely, The Long Island Insurance Community Board

Please mark your calendars for Capitol Event/L-Day 2012 which will be held in Albany on January 30th and 31st.

Key topics for discussion with legislators will include: Producer Compensation Disclosure, Coastal Market Availability & Affordability, Labor Law Reform, Health Insurance and Licensing Issues, just to name a few.

Hopefully you will be able to join us.

Joe Gundermann IIABSC Legislative Chair

the Advertisers INSURANCE COMPANIES & MARKETS Excise Bond Underwriters John L. Comeau 15 Maiden Lane, Suite 800 New York, NY 10038 Tel: 212-363-2950 Fax: 212-425-2539 Lancer Insurance Co./D.C. White Agency Dave Isenberg 370 West Park Avenue Long Beach, NY 11561-3245 Phone: 516-431-9191 Fax: 516-889-1727 Magna Carta Companies Wanda Napolitano 1 Park Avenue New York, NY 10016 Toll Free: 1-888-ONE PARK Phone: 212-591-9500 Fax: 212-591-9621 NIF Group Michael Orlando, Nancy Williams 30 Park Avenue Manhasset, NY 11030 Phone: 516-365-7440 Fax: 516-496-7356 Email: nwilliams@nifgroup.com www.nifgroup.com Quaker Special Risk Ciara Quinones 101 West 31st Street New York, NY 10001 Phone: 800-447-4180 Quaker Special Risk conâ&#x20AC;&#x2122;t Fax: 732-223-9072

Email: cquinones@qsr-insurance.com Brian Botwinick Eatontown, NJ Toll Free: 800-447-4180 Email: bbotwinick@qsr-insurance.com

INSURANCE SERVICES Pryor Personnel Agency Patricia Pryor Bonica 147 Old Country Road Hicksville, NY 11801 Phone: 516-935-0100 Fax: 516-931-7842 Email: ppryor1578@aol.com

RESTORATION SERVICES Belfor Property Restoration Gary J. Alexander 60 Raynor Ave. Ronkonkoma, NY 11779 Phones: 631-471-3131 x121 Fax: 631-471-2905 Branch Restoration Services, Inc. Jennifer Savnik 101 Colin Drive, Ste. 3 Holbrook, NY 11741 Phone: 631-563-7300 x 25 Fax: 631-563-7389 j.savnik@branchrestoration.com

the Sponsors September Meeting Sponsor Coastal Agents Alliance Complex Coverage Please remember these companies support our association, please help support them whenever possible!

Coastal Agents Alliance Timothy Byrne, Sr 200 South Shore Rd. Marmora NJ 08223-0087 Tel: 609-390-1645 Fax: 609-390-1651 Email: tbyrne@coastalagentsalliance.com

Complex Coverage Philip Ginexi 7 High Street, Suite 408 Huntington NY 11743 Phone: 631-547-5959 Fax: 631-547-5005 Email: pginexi@complexcoverage.com

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SUFFOLK Big Eye INDEPENDENT INSURANCE AGENTS & BROKERS OF SUFFOLK COUNTY

IIABSC 150 Dartmouth Dr. Hicksville, NY 11801

Contact Us: info@suffolkagents.com