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AGENDA / June 2011
Summertime CrossSelling Opportunities
By Rafael Hurtado
As most of us know, the summer months provide an increased opportunity to reach out to your client base in hopes of creating new sales opportunities. What methods are you and your staff using to discover if your clients have additional recreation vehicles for you to quote and insure? One of the most effective methods is by routinely engaging your customers in casual conversation about their plans for summertime. This is a great way for them to tell you about possible vacation and/ or summer fun plans that could reveal “leisure toys” such as their boats, RV’s, wave runners, ATV’s, dune buggy’s or motorcycle’s. Do you have markets to quote and place coverage for these types of vehicles? If yes then start quoting and selling. If no, then just contact the LAAA and we can give you some great referrals on the carriers that specialize in these markets. It really all starts with engaging and having open dialog and conversation with your clients, and you will be surprised as to how much they are willing to share with you and your agency staff. Another great opportunity that comes with the season is auto insurance coverage for Mexico. Now that Mexico is once again becoming a high tourist destination,
I’m more than sure that some of your existing clients will be traveling south for quick summer time getaways. Why not provide them with a tourist auto policy. It’s extremely affordable and just in case something happens, your client will never forget you for providing the coverage’s. Last but not least, why not offer your clients that are traveling out of the US a tourist medical plan. They are very easy to sell and everyone knows that they are a must when traveling outside the US, especially when traveling with children. So take advantage of what the summer can bring to you in terms of additional insurance opening
revenue up
opportunities
conversations
and
by even
working your existing client files as well. Do it now before summertime is over and get into a regular cross-selling routine!
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AGENDA / June 2011
Picture of the Month!
We encourage you to send us pictures and the story behind them. Send them to info@latinagents.com
It’s Summertime!
Who is insuring your customers toys? You or your competion?
Magazine Staff: Editor in Chief - Rafael Hurtado Managing Editor - Greg McKewen Creative Director - Amara Poolswasdi Art Director - Tanya McClain Technical Director - Andree Ochoa
Contributing Writers For This Issue: Rafael Hurtado Peter Andrade Stephen Santoro Tom Fleming Gustavo Contreras
Greg McKewen
The opinions expressed by Agenda columnists are theirs alone and do not necessarily reflect those of the Latin American Agents Association, its Board of Directors or membership at large.
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LAAA Membership Benefits:
Are you a Member yet? 1. Market Information. 2. Networking 3. Education & Seminars. 4. Quality Presentations 5. Representation 6. Tradeshow 7. Monthly Meetings 8. Industry Recognition 9. Qualified Vendors. 20. Strong Leadership. 11. Meaningful Discounts. 12. Preferred Positioning.
LAAA Meeting Calendar
AGENDA / June 2011 06.23.11 - Training Kaiser Permanente Training Kaiser Permanente/Orchard Medical Offices Downey, CA 07.14.11- Meeting Los Angeles Monthly Meeting Stevens Steak House Commerce, CA 12.01.2011 - 12.04.2011 - Convention Convention and Christmas Gala Long Beach Reinassance Hotel Long Beach, CA
For up to date meeting info in your area, go to www.latinagents.com/calendar
L.A.A.A. P.O.Box 4564 Valley Village, CA 91617 (818) 635-4848 rafael@latinagents.com
www.latinagents.com
6
AGENDA / June 2011
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A HUGE ISSUE, TRAVESTY AND SHAREHOLDER LOSS, CAUSED BY INSURANCE AND REINSURANCE COMPANIES IN CONCERT WITH WALL STREET INVESTMENT BANKERS AND BROKERS AND REGULATORS. WHY AND HOW IT COULD HAVE BEEN AVOIDED. By Stephen Santoro
For several months now I have been
bankers and brokers for this travesty
making a strong case for reversing the
that has led to huge volatility, enormous
accounting rules that require
losses and huge downward pressure
“mark-to-market” (what Warren Buffet
on the asset valuations, as well as the
calls “mark to myth”) valuation of assets.
insurance and reinsurance companies
We should blame insurers, reinsurers,
market capitalizations.
regulators,
Until the 1980’s, insurance companies
Wall
Street
investment
and reinsurance companies, which are
investments”, depending on the claims
huge holders of fixed income securities,
liability maturity period, date, etc. (That
typically carried their bond portfolios at
becomes a bit more complex when
cost. These bond portfolios obviously
you factor into the equation things like
backed the claims reserves, unearned
litigation, appeals, etc.))
premium reserves, IBNR (incurred but
average life of claims reserves was 8
not reported) reserves and LAE (loss
years, this often meant the insurance and
adjustment reserves), as well as the
reinsurance profession invested in long
capital and surplus (net worth) of these
duration yield curve bonds, preferred
companies, held for future claims and
stocks, debentures, mortgages, etc.
benefits payments to policyholders as
Keep in mind the prime rate in 1980 was
well as future dividend payments to their
21%. (Yes, I am not kidding, those of
parents, ultimate controlling entities and
you who are old enough to know that
finally the shareholders or in the case
like me.
of reciprocals and mutuals dividends to
MBA’s would not understand that last
policyholders.
point, but someday they will grow up
As most savvy fixed-income portfolio
an become real life investors like me
managers
know
and
practice,
In 1980 the
Younger private equity fund
the
and you, and then they will have SOME
insurers and reinsurers attempt to match
experience, but not much.) In 1980 the
asset with liability durations, so that the
insurance and reinsurance profession
asset matures when the claim liability
had a huge mass of “mismatched”
becomes due, payable and manifest.
assets to liabilities, which means their
(Insurance and reinsurance investment
length and duration DID NOT MATCH UP.
portfolio managers call that “laddering
Assets had much longer durations than the corresponding liabilities. That can
Insurance and reinsurance touch over 60% of the world’s gross domestic product in some way, shape or form.
be very dangerous and challenging. To further this issue, in the 1980’s property &
casualty
insurers
and
reinsurers
found themselves in one of the worst soft markets the business found itself in one of the worst soft markets and destructive competitive pricing cycles ever.
Prices fell sharply, underwriting
standards deteriorated, losses mounted and even money-market investment income at 16% could not stop total combined ratios from exceeding 116%. Keep in mind too, inflation/stagflation
9
AGENDA / June 2011 was “double digit”. The worst run-away
In time after then Federal Reserve
inflation the USA had ever been a party
Board Chairman Paul Volcker (and one
to. To further compound these problems
of idols of finance), who finally broke
the property & casualty profession was
the back of stagflation with 21% prime
“cash-flow negative”. At the same time
interest rates), began to lower interest
periods of rising interest rates decimated
rates and of course all bond and fixed
the market value of insurer and reinsurer
income portfolios followed in lockstep.
bond and fixed income portfolios. The
Insurers and reinsurers found they were
largest insurers and reinsurers on this
not only solvent again, but had HUGE
planet
short-term and long-term capital gains
where
technically
insolvent.
This was due to “unrealized loss” on
in their portfolios.
the insurers and reinsurers bond and
insurers and reinsurers did? They began
fixed income portfolios, carried at cost,
to classify ALL of their bonds and fixed
exceeded the statutory (and in some
income portfolios as “available for sale”.
cases GAAP) capital and surplus (net
By doing that, they could add all the
worth) of the insurers and reinsurers.
“unrealized gains” to the capital and
Had these property & casualty insurers
surplus accounts (net worth). And viola.
and reinsurers liquidated their portfolios,
They were solvent and well capitalized,
they would have been rendered bankrupt,
deserving of an AM Best Rating of A++
thereby destroying the fundamentals
Superior/Excellent!
Guess what these
safety net of the nations and maybe even the world’s economy. (KEEP IN MIND THAT INSURANCE AND REINSURANCE TOUCH OVER 60% OF THE
WORLD’S
GROSS
DOMESTIC
PRODUCT IN SOME WAY, SHAPE OR FORM. THAT IS HUGE!!!!!!!!!!!!!!!!!!!!) Insurers,
reinsurers
and
regulators
lobbied for a change in the accounting rules that required insurers and reinsurers to segregate their bond and fixed income portfolios into two categories: 1.
Those that are held to maturity
(carried at cost); 2.
Those that are available for sale
(carried at market value).
(Remember
my point about “mark-to-myth”?)
Periods of rising interestrates decimated the market value of insurer and reinsurer bond and fixed income portfolios.
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AGENDA / June 2011
These accounting adjustments were
backed securities (ABS’s) are a direct
made directly to the equity accounts and
result of 1-2 above. Very few USA or
not run through the income statement
international insurance and reinsurance
(earnings) or the cash flow statements.
regulators understand these investment
The
(accountants)
mechanisms, yet allow them to be
did not like this, so other adjustments
classified as Triple A, if a rating service
were made to the accounting, both SAP
like AM Best, WEISS, Moody’s or
and GAAP. And guess what? Now the
Standard & Poor’s deems them to be.
companies, NOT THEIR AUDITORS HAD
No one watching. And to make matters
CONTROL OF WHETHER TO USE #1 OR
worse, the banks who created the trusts
#2 ABOVE. Well then quarterly earnings
and securities mechanisms, include
were the new buzz word (and still are).
the “structured investment vehicles
And guess what? These “assumptions”
(SIV’s)” who sold these assets, NEVER
and “judgment calls by management”
keep ANY risk, in most cases.
began to be ABUSED in a HUGE way.
those banks been mandated to keep at
When the “fox guards the hen-house”
least 10%-20% of the risk on their own
abuse and criminal acts abound. Today,
balance sheets, trust me there would
what we see in mortgage backed
have been strong, credible and stringent
securities (MBS’s), collateralized loan
underwriting.
obligations
One investor has estimated insurance
“bean-counters”
(CLO’s),
collateralized
debt obligations (CDO’s) and all asset
and
reinsurance
companies
Had
credit
losses to be in excess of $220 Billion,
One investor has estimated insurance and reinsurance companies credit losses to be in excess of $220 Billion as of 5.11.2008.
as of 5.11.2008.
This write-down it is
expected to drag on for YEARS. Banks wrote down $400 Billion since
5.2007.
Insurers are now just beginning to fess up to it. You all might note, including a young MBA from a private equity fund I will not mention, who claims I am not as smart as folks claims I am (by the way I am not smart, nor do I claim to be; I am diligent however and I work harder, at any rate), I did call the future insurer and reinsurer write downs in Q108, Q208, Q308 and Q408, during 4.2007.
AGENDA / June 2011
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AGENDA / June 2011
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AGENDA / June 2011
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AGENDA / June 2011
LAAA Q&A
A conversation with Peter Andrade of Kaiser Permanente By Carman Salcido As an avid photographer, Peter Andrade is used to taking a broad view of things. This ability to look at the big picture has served him well as vice president of large commercial groups for Kaiser Permanente. Peter oversees new sales that come through brokers and is accountable for approxi-
mately 9,000 large groups in California made up of about 3.5 million members. We had a chance to ask Peter questions about the present and future of health care—as well as the opportunities available to Latino brokers.
AGENDA / June 2011 Q: Are there specific health insurance issues the Latino community is dealing with? A: Three key issues around access come to mind. First is access to the health insurance market. Part of this can be traced to marketing and sales communications that don’t address Latinos directly, but it’s also the price of health care, which hits the uninsured pretty hard. Second is access to care and services, specifically a lack of primary care physicians and hospitals where Latinos live and work. Third is access to culturally competent care, which tailors care to certain ethnicities or cultures by taking into account the lifestyle or health issues unique to their community. Q: Can brokers play a role in helping the Latino community meet those challenges? A: Absolutely. Latino brokers are essential because they’re a bridge to the community. They know the needs of the businesses, they speak the language, and most importantly, they can help businesses and potential members evaluate health plans to find the best match. Q: What is Kaiser Permanente doing to address these issues? A: We’ve made significant efforts to reach out to and support the Latino community. Several of our facilities offer culturally competent care modules where Spanish is the primary language. And no matter where they access care, members can choose a Spanish-speaking physician and request medical and insurance materials in Spanish. We also do quite a bit of direct mail and advertising aimed at the Latino community and are looking for ways to make our Spanish-language Web presence even stronger. Q: Let’s talk about the future. What do brokers need to know about health care going forward? A: That health care reform will bring opportunity in both the individual and small business markets. Many people are currently
15 uninsured because they work for a small business that doesn’t offer insurance and because individual coverage is unaffordable. In 2014, when health insurance coverage becomes mandatory, subsidies will be available to help the uninsured pay for health care. Brokers need to be ready to educate their community and help them pick the plan that’s right for them. Q: Do you have a plan in place to help brokers prepare for this future role? A: We’re currently building a plan for 2014, when we expect an influx of new members because of the individual coverage mandate. Part of this plan includes educating brokers so they can be prepared to sell to the large uninsured population in their communities. Some people say that in the future we won’t need brokers, but I disagree. I think we’ll need brokers more than ever to explain the intricacies of the health care system we’re going to have. Q: How are you reaching out to the Latino broker community? A: To make working with us easier, we have a multicultural sales team that engages with and supports Latino brokers. We also have key sales executives who attend association meetings. Plus, we’re signing up more and more brokers who service the Latino community. We continue to offer strong broker support service and pay competitive commissions. Q: How can Latino brokers learn about and sell Kaiser Permanente coverage? A: Brokers have several different communication channels open to them. They can look to our multicultural sales team for support. They can go to brokernet.kp.org for general information as well as sales and marketing materials. And they can look to our annual broker forums for the latest Kaiser Permanente news and industry trends. Q: If you could get brokers to understand one thing about Kaiser Permanente, what
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would it be? A: That our plans are very easy to understand and simple to explain. Generally speaking, you come in, you pay a copay, you get access to a whole range of services under one roof. You go to one place to see your doctor, visit the pharmacy, and get your lab work or X-rays done. It’s much more convenient than the care experience outside of Kaiser Permanente. I would also love for brokers to know that we’re very sticky. In other words, once members experience the care and value at Kaiser Permanente, they don’t want to leave. Our small group retention rate in California is more than 90 percent— the competition is probably doing well if they’re in the 80 percent range. Brokers can feel confident they’re recommending a plan members like and that we’re a stable organization that takes good care of their clients. Q: You mentioned value—what does value mean to brokers and their clients? A: When we talk about value, it’s about delivering the best return for their clients’ health care dollars. This means keeping
AGENDA / June 2011
employees healthy so they’re not away from work as often, and taking care of them when they’re sick so they can return to work sooner. It also means giving employees tools that make managing their care easier—for example, emailing their doctor’s office, viewing test results, and ordering prescriptions, all online. Q: What are you doing to help businesses cope with the cost of health care? A: We’ve kept our cost trends low and come up with small business plans that are more affordable. But the most important thing we’re doing to help all businesses is improve the health and productivity of their workforce, which is great for employers and employees.
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AGENDA / June 2011
Reforming health care—
and your business
Nearly 60 percent of California’s uninsured are Latino.* So it’s not surprising that Latinos also experience high rates of diabetes, asthma, and vision impairment—conditions that can diminish work performance, increase absences, and reduce quality of life. Recent health care reforms—such as subsidies for small businesses—may make offering coverage more affordable for your clients. That’s good news for your business. To learn more about selling Kaiser Permanente health plans, contact Carmen Salcido at carmen.p.salcido@kp.org or (562) 833-0197.
brokernet.kp.org * California Health Care Almanac, California HealthCare Foundation, December 2009.
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AGENDA / June 2011
Why Referral Based Marketing is on an Upward Trend Studies have shown the average consumer is exposed to up to 1000 advertising messages within a 24-hour period. But in midst of all the clutter, word-of-mouth marketing is fast becoming THE avenue of choice. By Tom Fleming
TAMPA, FL -- Advertising and promotions are everywhere – newspapers, the Internet, email inboxes, billboards, digital signage, television, video games, and just about anywhere else. Tom Fleming, Executive Director of Business Network International West Central Florida (BNI WCF) and Director of Training at the Referral Institute in Tampa, FL, says “High trust and long sales cycle type industries rely on a relationship sale to increase their revenue and client base. These are industries such as financial planners, realtors, insurance agents,
doctors, coaches, and other professions that rely on referrals to grow their business.” By helping its members increase their revenues on an average of $33,000.00 more per year, more and more relationship-based businesses are turning to BNI’s word-of-mouth marketing system. Referral based marketing or word of mouth marketing as it is also called, is one of the oldest marketing methods for growing a business however, it is not about shaking hands and handing out
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AGENDA / June 2011 business cards anymore. Instead, companies benefit through the process of developing proper relationships which are vital to boosting business. It is not just about the money, but also the network of people business professionals get involved with and the ideas they get for growing their own business as well. Social media marketing increases reach but word of mouth marketing builds close trustworthy relationships for companies looking to prosper without financial burden. The bottom line is, people do business and refer business to individuals they know like and trust. Dr. Ivan Misner, Founder and Chairman of Business Network International, started the Referral Institute by developing material that would help business professionals to apply exclusive processes on referral based marketing. Dr. Misner is known as the “Father of Networking” and NY Times bestselling author of books on business networking. His books led him to create the Certified Networker which is a 12-module training program through the Referral Institute which provides business professionals with the foundation they need to create an effective referral marketing plan for their business. Dr. Misner partnered with Mike Macedonio who expanded the Referral Institute by opening 40 franchises in 8 countries in a little over two years and it was all accomplished by 100 percent referrals. Tom Fleming has helped to grow the franchise in the Tampa region as Director of Training at the Referral Institute in Tampa. He has also been working to grow the number of chapters of Business Network International in the West Central Florida region to provide Referral Institute graduates with distinct networking opportunities.
BNI member and Referral Institute graduate Peter Cowan of Real Time Learning, states that he received business twice the value of his initial investment in the Referral Institute program within four weeks. The Referral Institute drives economic success through industry diversification and has become the world’s leading referral training organization. Entrepreneur.com has listed the Referral Institute in their annual top 500 franchises for the past three consecutive years. Learn more about the Referral Institute in this video. About Tom Fleming and BNI: BNI is the largest business networking organization in the world and offers members and prospective members the opportunity to share business referrals or initiate a local chapter of BNI. Tom Fleming is the Executive Director for BNI in West Central Florida and the Referral Institute. When Tom acquired the region, BNI WCF had one chapter with 13 members. The region now has over 40 chapters with 1600 members passing $50,000,000 in business to each other in the past year alone. Tom is sought out as a local, national and international speaker on the subjects of marketing businesses by referral and organizational development. He is also a contributing author in two best-selling books on referral based marketing and has been recorded on many educational CD’s produced from his speaking engagements. Prior to beginning his career as an entrepreneur, Tom worked for various Fortune 500 firms, earned an MBA from Babson College and a Bachelor’s Degree in business from Boston University. Visit BNI at www.bniwcf.com.
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AGENDA / June 2011
New Monthly Segment! Insurance & Technology By Greg McKewen Executive Director, LAAA Welcome to Agenda Magazine’s new ongoing monthly segment entitled “Insurance & Technology”. This new segment will feature stories and articles on technology issues, idea’s and innovations that will assist us in running our businesses more effectively and hopefully more profitably. Technology is critical in so many area’s of running your business, from agency management and rating, to advertising and marketing and sales presentation and employee training. Additionally, from time to time we will also discuss technology issues to just have some plain old fun as well! Over the coming months we will cover area’s ranging from new and emerging software innovations covering digital sales strategies, the power of “APPS” and even “Cloud Computing” as well keeping up on the newest uses and trends of hardware technology such as IPads, tablets, & smart phones. Being the CEO of one of California’s leading insurance schools provides me firsthand exposure and experience to the power of using technology in the business world and I am exciting about the opportunity to discuss and share information, new trends and products and the like in Agenda Magazines brand new segment “Insurance & Technology!”
iPads, Tablets and Apps, Will they revolutionize our industry?
There is a huge movement happening in the insurance world, and that is the way in which major insurance firms worldwide are utilizing the power of tablet computing via Apple’s iPad and other comparable devices especially those utilizing dominant platforms like Andriod and Blackberry. Make no mistake about it, tablet computing and the use of “Apps” ( “APP” is short for application software which is a computer software program that helps the user perform a task, play games etc.) is going to forever revolutionize the ways in which insurance companies and professionals do business. I believe that we are seeing the tip of the iceberg on how tablet pc’s and apps will have a profound effect on how we do business. After the March And in what has become a familiar refrain in the digital age, what began as a release of Apples new iPad 2, Apple’s CFO, Peter Oppenheimer, said in the company’s Jan. 18 earnings call that “over 80 percent of the Fortune 100 are already deploying or piloting iPad.” The faster, dual camera-equipped iPad 2 is expected to sell at least as well --
AGENDA / June 2011
25 AAA, Gieco, Aflac and hundreds more creating ways to make business faster, more efficient, more personable and in many cases more profitable.
to consumers and businesses -- as the original. To understand why tablets are having such a profound effect in the business environment one needs only to understand the advantages tablets have over desktop or laptop computers. Tablets are: 1)Smaller, more lightweight and more portable than laptops 2)Offer faster navigation via touchscreen and do not require a keyboard 3)More “presentation” friendly since they lay flat and can easily be passed to other people so they can view what you want them to see 4)You can directly input “handwritten” notes with your finger or a stylus These are just a few of the very important reasons to understand the popularity and power of the tablet PC and apps. If you have not purchased one yet I encourage you to do so as the sooner you start understand and using one first-hand the sooner you can begin thinking about all of the ways in which it can be used to make doing business easier, better and more profitable. Insurance firms are pouring out big dollars to design and deploy apps for consumers, business partners and employees alike. Among them? Progressive, Farmers, Allstate, State Farm, 21st Century, Safeco,
Using tablets to increase sales? Aflac recently created an iPad app to help its agents improve the customer experience and maximize the sales process. The Columbus, Ga.-based supplemental health insurance carrier’s Launchpad puts the company’s sales presentation -- including video and savings calculators -- on the iPad. According to CIO Gerald Shields, Aflac gave 150 New York-area agents iPads loaded with the app in January, leading to an 18 percent increase in sales by midFebruary, the company reports. Shields adds that staying on the leading edge of emerging technology and supporting functionality helps Aflac not only support current agents, but recruit new ones as well.
Insurance firms are pouring out big dollars to design and deploy apps for consumers, business partners and employees alike
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AGENDA / June 2011 How do I take advantage? Think about this question carefully. Read about what others are doing and how they are doing it to give get your creative juices flowing. Does it make sense to use tablets with your sales people? With your customers? How can you make presentations, training and sales processes easier and more effective using tablet technology? It only takes a little research and desire and before you know it you may have your own game plan in place to put this powerful new tool to work for you. About Greg Mckewen:
Aflac feels that having cutting-edge technology and tools is key to attracting other top agents to come to Aflac. They see products, services and support to their field force that exceeds that of their competitors, and this makes perfect sense. John Hancock is also among the carriers that have launched distribution-focused initiatives that take advantage of the iPads2 lightweight, full-color device. The Boston-based life and annuities insurer released an app, i-Illustrate, that allows producers to adjust illustrations of their life insurance products in real time while they’re presenting options to consumers. P&C carriers are also jumping on the bandwagon. Patriot National Insurance Group piloted iPads for field personnel last year in its Guarantee Insurance workers’ compensation subsidiary, for both claims and marketing purposes. Now that the newest iPads enable printing and feature cameras, the potential capabilities have grown, says Judith Haddad, Patriot’s SVP and CIO.
Greg Mckewen is the Executive Director of the Latin American Agents Association and the founder and CEO of Infinity Schools Insurance Training Center. He is a 28-year veteran of the insurance industry and during his tenure he held a numerous executive level positions with some of the nation’s largest insurers. Additionally, Greg has launched numerous business ventures from scratch and loves the creative process and freedoms that being an entrepreneur provide. Greg has co-authored numerous courses and training manuals on insurance curriculum and also is responsible for the design, architecture and deployment of the proprietary e-learning technology used by Infinity Schools. Greg enjoys spending time with family and friends, business networking, vacationing to exotic places, is a father to three amazing daughters and resides in Redondo Beach, CA. Contact information: By phone: 310.702.5341 By email: gregmckewen@gmail.com
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AGENDA / June 2011
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Asking is Selling By Gustavo Contreras/LAAA President When was the last time you’ve sold more than one product to any of your clients? Unfortunately, in the small-mid size independent insurance agency the answer is… “Not very often”, the question is…why is it that the clients don’t purchase more than one product with the same agent or agency? The answer is very simple, because we the agent don’t ask for the business. Remember your sales 101, “asking is selling”, how do you expect your clients to purchase a second product from you, if you don’t know if they need it and they don’t know that you sell it. When was the last time when you or your agents asked the clients if they are homeowners, business owners, own motorcycles, RV’s, Off Road Vehicles, Classic Cars and/or any other type of valuable that can be protected/insured by you? How many clients are you loosing to preferred carriers or direct writers due to the fact that they were offered a home and
AGENDA / June 2011 auto package to help them save money by combining both policies? The problem is not selling the policy packages as we should, the problem is that we as agents know it, but don’t take any action about it. Let me ask you again…When was the last time you had an office meeting to discuss this with your agents/staff? When was the last time you re-trained your agents in regards to cross-selling, up-selling and rewriting your clients policies? During this though economy I have found a lot of agents complaining about the lack of sales, the lack of profits, volume, premium, fees, etc., but when they are asked about what are they doing it about it, the answer is… nothing! They are waiting in their office for someone to come in and ask them to buy insurance from them, other agents spent the few dollars they may have in advertisement that does not work, instead of finding a different approach or unique market to exploit their existing book of business and make money with it….do you all remember the rule of insanity…”doing the same thing… over and over again” that is how I find many of the agents trying to survive and stay afloat with their agencies. It is very hard to obtain different results by the doing the same old things…during this tough times we must be creative, innovative and proactive, to separate from our competitors. If any of you need any help to implement any of the three words in your daily production, please contact me or our association the LAAA to help you find a different and unique way to be productive and profitable. Finally, if your office is not being as productive as it should be or you want it to be you must take the toughest test of them all…be honest with yourself and ask the following question…would I buy insurance from myself? And if the answer is “no”; may be its time to start looking for a new career or a “real job”. Thank you for your support and have a Great Selling!
AGENDA / June 2011
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/ June 2011 RELAX AGENDA & THINK
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AGENDA / June 2011
Nuestra Musica Vol 51 “Gilberto Santa Rosa” Gilberto Santa Rosa, also known as “El Caballero de la Salsa” (The Gentleman of Salsa) (born August 21, 1962), is a a powerhouse in Salsa and Bolero, his abilities as a performer and composer are superb, but is his “boleros” that touch your heart and fulfills your soul. Santa Rosa was born in Puerto Rico in a city on the north eastern part of the Island called Carolina. Here he received his primary and secondary education and
became interested in music. He took part in his first concert while a teenager and in 1976, he became the lead singer for La Grande Orquesta. He remained with the orchestra for two years, during which time he met Elias Lopes who helped to mold and polish him as a singer He later also recorded with various orchestras, amongst them the Tommy Olivencia, the Willie Rosario orchestra and El Gran Combo. Santa Rosa developed a unique style of “soneo” (improvisation) in
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salsa that permitted him to be successful in both the “tropical” and “romantic” styles of the music.In 1986, Santa Rosa formed his own band and signed with Combo Records; a string of hits followed, such as “Good Vibration”, “De Amor y Salsa” (Of Love and Salsa), “Punto de Vista” (Point of View), “Vivir Sin Ella” (Living without Her) and “Perspectiva”. Santa Rosa was also the first singer of tropical salsa to carry out a concert at the Carnagie Hall in New York. My favorite song of his is a ballad called “Que alguien me diga”, listen to it and you will know why, hopefully you will have a loved one close by, to increase the enjoyment that the song exudes. In addition, he has long played an important role in the career of his friend and protege, Victor Manuelle, who Santa Rosa discovered. The two released a joint live album late in 2005, “Dos Soneros, Una Historia.” In 2006, he released, “Directo Al Corazon”, and in 2007 he carried out a concert acknowledged by the critics,.
AGENDA / June 2011
Discography: •1986 - Good Vibrations •1987 - Keeping Cool •1988 - De Amor Y Salsa •1988 - Salsa... En Movimiento •1990 - Punto De Vista •1991 - Perspectiva •1992 - A Dos Tiempos De Un Tiempo •1993 - Nace Aquí •1994 - De Cara Al Viento •1995 - En Vivo Desde El Carnegie Hall •1996 - Esencia •1997 - De Corazón •1998 - Salsa Sinfonica en Venezuela •1999 - Expresión •2000 - Oro salsero •2000 - Perdoname...Exitos! •2001 - Romántico •2001 - Intenso •2002 - Viceversa •2003 - Sólo Bolero •2004 - Auténtico •2006 - Directo Al Corazón •2007 - Contraste •2008 - Una Navidad con Gilberto •2010 - Irrepetible