La Voz

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November 2009

"The Voice" of Independent Agents since 1934

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Five Reasons to Choose New Mexico Mutual

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New Mexicos Experts in Workers’ Compensation Insurance CREATED FOR NEW MEXICO BUSINESSES

Created by New Mexicans for New Mexicans, we are a New Mexico business ourselves and understand the diverse operations of our state’s workforce. By placing your business with our company, your premium dollars stay in New Mexico.

PROTECTION FOR YOUR EMPLOYEES, SECURITY FOR YOUR BUSINESS,

We ensure that your business investment is protected from the costs of an accidental injury as well a provide services and programs to keep your employees safe at work and rehabilitate those who may suffer a workplace injury.

EXCELLENT CUSTOMER SERVICE

We are a local company that understands the state and your specific needs, not a faceless 800 number. Our local team of loss prevention and claims professionals know how to take care of injured workers and provide useful and practical information to keep your workplace safe.

LEADERSHIP AND ADVOCACY FOR NEW MEXICO BUSINESSES

We are an industry leader in providing workers’ compensation data to the state of New Mexico. We represent our clients in Santa Fe by advocating legislation that protects businesses and workers, while keeping the cost of workers’ compensation insurance to a minimum.

INTEGRITY

New Mexico Mutual is recognized as one of the most ethical companies in New Mexico and we’ve earned that designation by being forthright and respecting the relationships we’ve built with our agents, clients and injured workers, We are financially strong and will be here to back your business when you need us most.

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3900 Singer Blvd. NE • Albuquerque, NM 87109 505.345.7260 or 800.788.8851

www.NewMexicoMutual.com

IIANM Announces the

Mutual Benefits Program!

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tarting December 1, you can benefit by submitting applications for new business with New Mexico Mutual and receive even more by putting that business with them. IIANM is pleased to offer this Visa gift card program that can benefit you and New Mexico Mutual, the largest financial supporter of IIANM. New Mexico Mutual had rates approved for their three new companies October 1 and wants you to take a look at what they can do for your customers. The Mutual Benefits program is designed to benefit you when you submit an application for new business. Even better, you’ll receive an even larger benefit when you bind that new business with New Mexico Mutual in any of their companies.

The benefits will be distributed as Visa gift cards that you can use yourself, give to your family or anyone else you choose!

Qualifications: • CSR receives $10.00 gift card for any new application submitted to and quoted by underwriting • For a bound policy with premium up to $4,999.00, CSR receives a $10.00 gift card • For a bound policy with premium from $5000. to $24,999., CSR receives a $25.00 gift card • For a bound policy with premium from $25,000 to $49,999, the CSR and agent each receive a $50.00 gift card • For a bound policy with premium over $50,000 the CSR and the agent each receive a $100.00 gift card.

• Program will run from December 1, 2009 thru February 1, 2010.

• Must be a member of IIANM to participate.

“La Voz� is the official monthly publication of the

La Voz

Independent Insurance Agents of NM 1511 University Blvd. NE Albuquerque, NM 87102.

(505) 843-7231. Fax (505) 243-3367.

Web site www.iianm.org.

This publication is intended to provide accurate and authoritative information on the subject matter covered, but is distributed with the understanding that neither IIANM, nor any contributing author, publisher, contributor or advertiser is rendering legal, accounting or any other professional service and assume no liability whatsoever in connection with its use. Further, the electronic links to our advertisers and/or contributors found in this publication are provided as a courtesy to our readers and do not necessarily indicate an endorsement by IIANM. News items from members of Independent Insurance Agents of New Mexico and the general insurance industry are encouraged. The advertising deadline is the fifteenth day of the month, preceding publication.

Advertising rates are available upon request.

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

IIANM Staff President/CEO Thom Turbett, CIC VP Of Membership Services Lorri Gaffney Director Of Communications Rachel Sheffield Director Of Insurance Programs Carmen Reese Porter, ACSR, CISR Director Of Education Jeff Straight, CIC, LUTCF, AAI Receptionist / Member Services Associate Renee Trujillo

2009-2010 Officers Chair Alma Franzoy-Capron Vice-Chair Kathy Yeager Secretary/Treasurer Scott Jones National Director Sam Conlee Immediate Past Chair Angela Vasquez

"The Voice" of Independent Agents since 1934

Features IIANM Reveals the Mutual Benefits Program

03

Progressive Releases National TV Ad Featuring Independent Agent

08

Why Follow Good Procedures?

10

Big "I" Offers Great Loss Control Resources

11

Survey Reveals Lack of Confidence About Retirement Prospects

13

Make the Most of Snail Mail

14

Contractors' Liability Marketplace Adjusts to Challenging Environment

15

Agencies Can Preserve Credit

16

New Insurance Exchange Announced

19

A Comparison of Loss Control Ratios & Contingency Payments

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Sales Mistakes May Derail Agency Success

23

Announcing Company of the Year and Community Service Award Winners 24 IIANM Holiday Party Invite

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In Every Issue Tech Talk

06

Community Corner

21

Education Edge

26

November's Clickable Calendar

27

Odds n Ends

29

IIANM's Partners Program

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Advertiser Index Acuity American Mining Insurance Company Burns & Wilcox Colonial General Insurance Agency, Inc. Litchfield Special Risks, Inc. Market Finders, Inc. Midlands Management Corporation National Lloyds Insurance Company NCMIC New Mexico Mutual Trustco Inc. / HCIT

04 14 12 09 18 28 13 22 21 02 07

These tips are mostly related to traveling with technology. Some are more general, however. After all, you don’t want to forget your pills or socks any more than you want to forget the charger for your phone. So, here goes: Always pack from a list. I keep my list on my phone, divided by type (tech, clothes, miscellanous) and have updated it many times over the years, almost always because of technology changes (socks and shoes don’t change much). If you care to see it, here’s my list: http:// rurl.org/20tc.

Source: The Anderson Agency Report

Traveling with Technology: Taking your Tech on the Road Sooner or later, you’ll go on a trip, whether personal or for business. And you’ll probably take at least some technology with you: cell phone, notebook computer, maybe a camera, a Bluetooth headset for the phone, noise-reducing headset for the plane, etc. And don’t forget all the chargers, power cords, and USB cables.

Travel tips

Compartmentalize. It’s understandable to have to sort through a bunch of chargers to find the right one, but they shouldn’t be mixed in with your pills and socks (which shouldn’t be mixed, either). If you travel a lot and can afford it, I strongly recommend packing cubes (http:// rurl.org/20td). Of course, Ziploc bags work just as well, and cost a lot less. Cubes come in one-eighth size, quarter cubes (what I use most), half, and full cubes. Ziplocs range from tiny pill cases (great for extra batteries and flash cards) all the way up to full gallon sizes.

(Travel note: A couple of gallon-size Ziploc bags are great for dirty clothes. They keep the smell out of your bag, and you can compress them by “burping” the air out of them.)

Tame your cables and wires with double-sided Velcro strips. You can buy double-sided Velcro strips at Amazon or any hardware store (http:// rurl.org/20te). Cut them into 3-inch or 4-inch strips. Coil (don’t fold) your cords and secure them with the Velcro. (Folding wires tends to break them, while coiling wires protects them.)

The resulting bag of stuff will be easier to dig through than the snake-nest of wires you’d otherwise have.

Organize your batteries. Use (Ziploc-like) pill containers for batteries, and anything that can be discharged, like flash cards. Batteries can leak.

Flash cards, camera batteries, and the like can touch something metal, and discharge or get ruined. Putting them in baggies organizes them better (fewer net items) and protects them. Call it “Extreme Compartmentalization.”

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Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Carry an extension cord. Hotel rooms are notorious for their limited number of plugs, many of which are already in use. There are two main advantages of having your own extension cord, with at least four 3-pronged connections, spaced far enough to accommodate larger chargers. First, you’ll have enough plugs and enough room.

Second, by having all of your stuff in one place, you’re less likely to leave something behind. You can buy a good extension cord in any hardware store, or you can treat yourself to the slightly more expensive but welldesigned traveling cord that I use (http://rurl.org/20tf).

Carry a USB hub. My notebook computer has only two USB ports, which is pretty common. I carry a small USB hub, which uses one slot to add four, making a total of five. Amazon or your local BestBuy will carry a selection.

Check these out: http://rurl.org/20ti.

Put your name and phone number on everything.

You’d be amazed—well, maybe you wouldn’t—at how many things I’ve left behind but had mailed back to me because my name and number was on it. I use a Dymo (paper) label-maker, and then attach labels with either

Homeowners Catastrophe Insurance Trust

Scotch or packing tape. (Otherwise, the letters quickly rub off.)

Password-protect your phone and notebook computer. You don’t want someone getting access to your e-mail. If someone gets your e-mail, they get your life. If your computer operating system supports it, require a separate (longer) password to install software.

This will keep someone from installing something (like a keylogger) if you’re away from you computer for a few minutes, or from having someone install something that attaches to an e-mail. On my system, I log in as a “user” with a short password, but the system requires my longer “administrator” password to install anything.

Lastly, don’t forget to have a great trip!

by G. Barry Klein G. Barry Klein is a former insurance agent who maintains UltimateInsuranceLinks.com as an industry service. He can be reached at barry@barryklein.com.

Your preferred homeowners clients deserve the broadest possible coverage for their homes and personal property. As an active member of IIANM, you have the original -- the very best such program available to you right now.

The HCIT Difference in Conditions (DIC) policy supplements basic homeowners coverage by providing protection for catastrophic losses, including FLOOD and EARTHQUAKE.

Just contact:

Trustco, Inc. - HCIT Program Administrator

2063 East 3900 South Ste. 100, Salt Lake City, UT 84124 1-800-644-4334 / Fax: 801-278-9051

www.hcitins.com

Bobbi Phillips / bobbip@hcitins.com Eric Kingdon / erick@trustcoinc.com

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 7

Progressive Releases National Television Ad Featuring Independent Agent TV spot designed to inform customers of many ways to purchase coverage.

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P&C Trends

by Veronica DeVore

rogressive Insurance’s advertisements starring Flo the saleswoman are well-known to many television viewers, and now the company’s insurance darling has a new co-star---an independent agent.

Last week, Progressive launched a new ad highlighting the many ways customers can purchase Progressive coverage, including through local independent agents.

Independent Agent magazine talked to Karen Barone, national agency distribution leader at Progressive, and James Crolley, Progressive’s advertising director, to learn about the inspiration behind the ad and how it affects independent agents and their customers.

IA: What prompted the decision to include an independent agent in this series of commercials?

Progressive: We really did want to highlight all the ways you can buy through Progressive and show that regardless of how consumers want to buy and regardless of their need, Progressive makes it really easy. A big chunk of our commercial spots have highlighted independent agents, but this is the first time we’re featuring an agent in our superstore (with Flo).

IA: How does the decision to include an agent reflect Progressive’s relationship with its independent agents and the company’s goals for the future?

Progressive: We recognize that more consumers today choose to do business with us through their local independent agent– they make up about 65% of our business. The TV spot is one example of our view that agents are critical to our success.

This ad, together with our recent partnerships through Web. com, makes Web developing services available to agents at a discount. It’s one piece of our overall effort to help agents grow their business and connect with the Progressive brand.

Progressive: We’ve received feedback in the past about how agents can be included in the superstore campaign. We’re educating consumers about the fact that they have lots of options for purchasing insurance and that it’s easy to buy and easy to own – we wanted to communicate that in the spot. The idea (for the ad) came more from the Progressive side and was tested with consumers. The other message, in addition to the fact that insurance is “easy to buy,” is the choices consumers have in how they want to shop, buy, and service the policy.

Agents have communicated that they have seen the theme of the superstore evolve (in other commercials) and pointed out how the agent message could be incorporated. That gave us a lot of inspiration for developing the ad. The agent in the commercial is an actor, but he is familiar with the independent agency model and his family owns an independent agency.

IA: How can Progressive agents use the ad to bring in more business? Have any agent-specific marketing materials been developed in conjunction with the ad?

Progressive: We have a couple ways for agents to take advantage. We will have a tag-able agent spot that partner agents can use, and we are also in the process of developing print materials that will complement and augment the TV spot.

Agents also have the ability to utilize a number of marketing materials that complement the superstore theme – it’s found in the brand express section of the agent-only Web site. We also have more than 200 sales representatives across the country who can provide support and help to agents to develop marketing plans to grow their business. They will help agents leverage the media to put together marketing plans.

Click here to view the new Progressive commercial, entitled “Jinx,” that features an independent agent.

IA: What was the planning process like for the commercial?

Did you work with independent agents to develop the ad?

Page 8

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Colonial General Insurance Agency

Commercial Lines/Brokerage Department Founded in 1985, Colonial General Insurance Agency, Inc. is a wholesale General Agency providing quality insurance products to the Independent Insurance Agent.

Colonial General specializes in both standard and non-standard business. Our Property and Casualty business includes:

♦

Preferred BOP

♦

Property

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Inland Marine

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Professional Liability

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Commercial Liability

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Workers Compensation

Avoid monthly or annual membership fees, use Colonial General for your Preferred Business Owners Policies. We have several markets available to give you the best quote possible.

For additional information contact your underwriter.

Transportation Department

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Commercial Auto

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Truckers

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Physical Damage

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Commercial Contract

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NB Mexican Truckers

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Local Radius

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Personal Lines

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Garage

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Intermediate Radius

♦

Professional Liability

With 2,500 active producers under contract, Colonial General operates in eight states throughout the South-West. Our offices are located in Murray, Utah and Scottsdale, Arizona.

Most of all, we pride ourselves in our friendly customer service and our ability to help our producing agents with their many insurance needs.

Please contact our Utah office for all your Transportation needs!

P.O. Box 571770, Murray, Utah 84157 Phone: (801) 562-1188 Wats: (800) 594-8900 Fax: (801) 562-2218 Toll Free Fax: (800) 332-9285

Personal Lines Department ♦

Masterpiece Company

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Standard Company

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Umbrellas

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Stand-alone Liability

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Vacant

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Seasonal

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Dwelling Fire

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Homeowners

Preferred Commercial Lines Division P.O. Box 14770 Scottsdale, AZ 85267 8475 E. Hartford Drive, Suite #100 Scottsdale, AZ 85255 Phone: (480) 991-7889 Wats: (800) 848-8860 Fax: (480) 948-1394 www.colonialgeneral.com

You will never pay a fee to access our companies.

No volume or binding contracts.

I

Why Follow Good Procedures?

recently had a discussion with an agency owner regarding whether following good procedures made any sense. He wanted to stop following certain E&O preventive procedures in order to increase sales and make life easier on his producers. From an E&O perspective, the procedures we discussed were clearly black and white issues. The procedures have been proven to decrease E&O exposures.

opinion. Yet they did not get sued.

So academically, the answer was easy. But in the real world, the answer was not so clear. As an example, I once visited an agency with some of the worst procedures I have ever seen and even after a large natural disaster, no one sued them.

Their customers absolutely did not have the right coverages and the agency clearly messed up in my

This brings to light the real world decisions agency owners and managers must make regarding procedures, and sometimes they see the same results. The lazy agency that does not follow procedures doesn't get sued, while the agency that does everything correct does. As the saying goes, "I'd rather be lucky than good."

So it really comes down to managing risk. Is there a way to measure the risk versus the reward of good procedures? The answer depends on the complexity of the procedure. For many procedural changes the risk and reward are easily measured.

For example, a simple disclaimer on proposals or emails has a price of $0 so why not do it?

A more complex change such as mandated coverage checklists has a price. Time is definitely involved. No doubt it increases cost some. The benefits are very significant though.

Sales increase and E&O exposures decrease significantly.

The last odds I saw showed that one in twelve agencies were sued each year. I have seen reports that the use of a coverage checklist reduces suits by 50%. So the use of a coverage checklist improves the odds to one in twenty-four. Moreover, the odds are that sales increase more than enough to cover the cost of using coverage checklists (at least that is what I have experienced with my clients that have implemented them completely). So the value gained is more than enough to cover Page 10

by Chris Burand

the cost.

More complicated issues, such as record retention, are more difficult. Truly addressing record retention properly will likely cost an agency several thousand dollars and considerable time. The odds of improper record retention resulting in a suit may be small. If one in twelve agencies are sued, and assuming the same ones are not sued over and over, then out of one hundred agencies, eight will be sued in any one year. So at the next convention, look around the room at the grand opening and you will see eight agencies with ongoing suits for every one hundred agencies.

I do not have access to the statistics showing E&O suit by type, but I imagine maybe 25% or less of suits involve record retention. So for every one hundred agencies, maybe 2 agencies out of 100 will have suits involving record retention at any time. If only two percent of agencies per year are sued for E&O issues involving record retention, is it worthwhile to take proper steps to minimize such claims? Extend this over ten years and this means 20% of agencies will incur such a claim.

Is it worth the money?

Some agencies are willing to take chances of being sued, provided they believe they will win. This is more difficult because in my experience, many of the claims won by agencies are ridiculous suits. The plaintiff attorneys should lose their license for even bringing the suit, so good procedures may or may not positively impact these situations. But let's assume all are legitimate suits. Agents win 80% of E&O suits based on reports I have seen. So all else being equal, only 4 agencies out of every 20 sued will lose suits related to record retention over the next ten years (of course, they will still have to spend a considerable amount to win the suits). Is the investment of several thousand dollars to mitigate this risk worth it?

This depends on your risk appetite of course. Some issues seem to carry such little risk, it might be worth the risk relative to the cost. But most E&O preventative measures cost very little. In fact, most E&O preventative measures increase productivity, often result in increased sales, and improve the professional appearance of the agency, all for a price far less than the return. Yet so often, agency owners and producers balk at the price of the change.

The real issues they are resisting are accountability and responsibility. It has nothing to do with the financial expense.

Good E&O procedures result in agency owners and producers being held accountable for doing their jobs well. They hold the producers and agency owners responsible and accountable for treating staff and often carriers well and with respect. Good procedures hold producers accountable for making sales. This is the price they are paying and it is a dear price to them. Often it is a price they will only pay when no other alternative exists.

So when your producers desire to not be accountable, why

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

not let them? Make them 100% responsible for all E&O claim deductibles. Plus, they should pay for all the time the agency spends to defend themselves. For instance, if fifteen hours of attorney meetings and depositions are required, then multiply fifteen by the average cost per hour per person. This may run between $30 and $450 per hour. Then, if your E&O premium increases as a result, they can pay that cost too. You may want to add in another 10% just for the aggravation. Sometimes the frustration of getting people to follow procedures is more than can be bared. If they want to take the chance, let them--for a price.

Everything has a price and sometimes the insurance industry forgets this. E&O answers are all black and white and underwriters' answers are all yes or no. Insurance is about pricing risk and moving risk to other entities. Maybe it's time to put a

H

vey about your agency’s processes and current risk exposures.

After completion, Swiss Re’s ASPTM Coordinators will assess your survey and develop a detailed action plan that identifies areas of improvement in your current policies and procedures.

The action plan includes a series of easy to implement steps and recommendations for reducing E&O exposure, strategies to ensure high-quality client service, and counsel on ensuring compliance.

The goal of the ASPTM is to help your agency establish a standardized process that makes your E&O procedures focused and efficient throughout your agency, ultimately leading to better productivity and increased profits. For more information on the benefits of this exclusive benefit, including the cost to your agency, please contact Carmen Reese Porter at carmen@ iianm.org or 505.999.5804.

Big “I” Offers Great Loss Control Resources opefully you saw the announcement in Big “I” Bits in late September about a new web-based agency resource called the Big “I” Virtual Risk Consultant (VRC) powered by Rough Notes to help members better serve their customers, generate increased sales and lower their exposure to E&O claims.

VRC is just another of the many tools and resources that are available to Big “I” members to help with your agency and customer loss control efforts. Here is a brief snapshot of a few of them, staring with the VRC. Virtual Risk Consultant - The VRC offers a comprehensive suite of tools to help agency staff better understand customer operations and to identify risk exposure with business specific questionnaires and checklists that also provide solid customer file documentation should a claim arise. This powerful product allows members to create more professional customer proposals and effectively explain complex insurance coverage. The VRC also provides invaluable content to assist the agency in successfully promoting its services in the way of pre-written business letters and hundreds of articles for use in customer communications and marketing. Members can learn more and purchase the VRC directly at www.iiaba.net/VRC. Agency Shield ProgramTM (ASPTM)- Swiss Re’s Commercial Insurance (underwritten by Westport Insurance) has developed an insurance agency E&O claims prevention consulting program exclusively for Swiss Re clients. It’s called the Agency Shield ProgramTM, and it was designed with all the tools you need to reduce E&O exposure, improve client service and build sustainable, profitable processes. In addition, upon completion, your agency is eligible for a 10% credit at your next insurance agency E&O renewal.

The program starts with an easy, yet comprehensive, online sur-

Risk Management Web site - Big “I” members whose agency E&O insurance is written by Swiss Re through the Big “I” Professional Liability Program have access to exclusive risk management web site. Log on (same username and password as IIANM’s web site*) for E&O claims frequency data, reallife case studies and analysis, sample client letters, sample agency procedures, agency E&O self-assessments, podcasts on important E&O topics and much more. www.iiaba.net/EOHappens Virtual University - The Big “I” Virtual University is the leading technical insurance and agency management information source in the industry-developed for agents, by agents. The resources at the VU are available to all IIANM agency members. Log on with your IIANM username and password* and then check out the QuickLinks to some of these topics: Coverages, Sample ISO Forms, Business Practices, Special Features, Checklists, Charts and White Papers.

The VU provides access to hundreds of insurance, business and technology articles written by volunteer faculty and other contributors. Technical insurance articles often include links to full sample ISO forms. You’ll also find white papers and articles on many issues affecting today’s insurance marketplace. www.iiaba.net/vu

*Find out your member username and password by clicking the black “Forgot username or password” link under the member log-in area and inputting your e-mail address.

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 11

www.scottsdale.burnsandwilcox.com

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

The

Answer is Your Specialty Insurance Professionals

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

Global Resources. Local Relationships.

Albuquerque, New Mexico

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

www.scottsdale.burnsandwilcox.com

L&H Trends

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by Dave Evans

Survey Reveals Lack of Confidence about Retirement Prospects Agents can address concerns by providing resources, discussing options.

iven the economic malaise of the past year, it is no surprise that Americans are more pessimistic about their prospects for retirement and have less confidence in their ability to maintain their desired standard of living into retirement.

Fewer than one in four people are confident that they will be able to sustain the lifestyle they seek in retirement, according to Sun Life Financial’s annual “Unretirement Index.” This finding is not surprising, considering 40% of workers also lack confidence they will receive their promised Social Security benefits when they retire.

Independent insurance agents should also take notice of the survey’s statistic indicating that 65% of American workers will delay their retirement by at least one year – an 11% increase since the end of 2008. In addition, the survey indicates 27% of Americans now believe they will need to work at least five years longer than previously expected because of the current economic environment. If these concerns turn out to mirror reality, businesses and individuals will need assistance in dealing with this demographic. For example, an aging worker population will impact the cost of employer health and worker compensation programs. While older employees can be very

valuable to an organization, there are some industries that may experience decreased employee productivity as a result of employing an older population.

One lesson employers should take from the survey is the importance of ensuring employees have meaningful retirement incomes. Unfortunately, most employees haven’t properly planned for retirement, and have no idea how to translate and project their retirement plan accounts to ascertain the necessary level of retirement funding needed to achieve their targeted standard of living. Employers can help with this process by providing adequate information regarding the company’s savings plan, the advantages to saving through regular payroll contributions and the benefit of compounding earnings. Independent agents can assist employers by identifying suitable retirement plan providers based on the size of the employer, workforce demographics and other factors. Many retirement plan providers have comprehensive services that include online software modeling, investment education and other retirement planning information.

Independent agents should share this information with their clients, so they can help their employees regain confidence about their retirement futures.

MIDLANDS MANAGEMENT CORPORATION A PMA Company

Nationwide Excess Workers’ Compensation for Single Entities, Groups & Public Entities

Aggregate Coverage available • Risk Control Services available • Installment Schedule available SIR’s starting at $300,000 • Limits up to Statutory • Broad Coverage Form Target Classes Healthcare • Schools • Religious Institutions • Agricultural • Hospitality Manufacturing • Specialty Artisans • Retail/Wholesale • Transporting • Public Entity Utilities • Contractors • Financial Institutions • Auto Dealers • Trucking Accepting Submissions from Agents & Brokers Nationwide

ExcessWC_OK@midman.com • 800.800.4007 • www.midlandsmgt.com Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 13

Make the Most of Snail Mail

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subject of the mail to specific customer segments. The same Pitney Bowes study found that 57% of consumers said mail targeted to their tastes and interests would have some impact or very high impact on their relationship with the business.

With restrictions on e-mail and telemarketing, look to targeted traditional mail to reach consumers.

hile people receive hundreds of e-mails every day, more than two-thirds of it is typically junk mail or “spam.” This is why spam filters have become so important in helping to cut down on the amount of unwanted e-mails. With the advent of the “Do Not Call” telemarketing laws, independent agents looking to reach out to new clients may find it difficult to find effective avenues to introduce their agency to new potential customers. As a result, many independent agencies are revisiting direct mail. But, with the cost of postage and paper, it’s important to maximize the value of direct mail.

According to a recent study by the postage supply company Pitney Bowes, an average of 44% of all direct mail received by consumers is tossed out without being opened. Why? Consumers tend to reject mail not personalized for them. Thus, it is critically important to have correct, adequate mailing lists that contain current information. A good start is using the recipient’s full name on both the envelope and the letter. Tailor the

Page 14

And, 36% indicated they continue to do business with specific companies because of targeted mail. Yet, the study indicated that only 20% of direct mail is actually targeted to the recipient.

For example, if an agent had a listing of classic car collectors and drivers in their service area, they could tailor the message to target this unique audience.

For existing customers, many insurance companies now put messages on policyholder statements advertising additional policies or riders and suggest they contact their independent insurance agent to discuss these options. Independent agents can and should reinforce new or improved policy features to keep in touch with their customers to keep the agency top of mind.

by Dave Evans

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Contractors’ Liability Marketplace Adjusts to Challenging Environment

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Qualified underwriters are needed to address possible coverage gaps.

he landscape of contractors’ general liability coverage continues to evolve as insureds adjust to the fallout from the economic downturn and as projects funded by the stimulus package get underway. Agents securing this coverage must work with a dependable underwriter who is able to address the complex, ever-changing needs of clients in the construction industry.

“With the economy, which has significantly impacted the contractor community, contractors are pressed for cash flow and there are not as many jobs,” says Bill Sullivan, vice president of The Hartford Construction Group. “Inherent with contractors anyway is the volatility in projecting payroll, so they need carriers to be sensitive in the way they’re paying the premium.”

Sullivan says some carriers, such as The Hartford, are willing to work out a premium payment plan that reflects when contractors have work and when they don’t. This involves a monthly payroll reporting system that adjusts premium payments to the amount of revenue contractors bring in during a given time period. Sullivan adds that this type of plan is usually geared toward large general contractors, but some large artisan contractors may be eligible as well because larger contractors tend to experience the most fluctuation in revenue.

In some ways, however, smaller artisan contractors have been hit hardest by the economic downturn, as Rich Kretzmer, a broker at Premier Agency, Inc. DBA Placer Insurance DBA Cal-Pro Insurance in Roseville, Calif., can attest. His agency caters to smaller contractors who he says have continued to struggle because they have not been able to partake in large projects funded by the stimulus plan. Kretzmer also tries to work with his clients to address the fact that “every dollar and every fee” counts for them and their businesses.

by Veronica DeVore sometimes be a challenge, however, a recent survey conducted by The Hartford shows the top markets sought by Hartford agents are large contractors and artisan contractors’ liability.

The need for a qualified underwriter is especially significant in the contractors’ liability marketplace because of the complexity of the contracts. Many carriers offer wrap-up coverages designed to cover all contractors on a project; however, underwriters have to ensure that there is no gap in coverage if a contractor joins a wrap-up policy and drops a previous policy. There are often special coverage forms available to address such a situation.

In addition, Mathieu sees an increased demand for specialized coverages relative to a particular construction risk; examples include per-project aggregate, automatic additional insured status and limited professional liability coverage. The ability to properly address a third-party claim in an insurance contract is also important to construction clients, especially when multiple contractors are involved in a project.

“Coupled with the economy and compressed margins, contractors need really strong contract management to ensure their clients have the right contract in place to attend to third party claim," says Mathieu. “It’s very critical that they have the right wording in place.”

“In past, (coverage was) sold on optimism,” says Kretzmer.

“Now, the sales approach is, ‘let’s be conservative and get you started, and if it happens that you get busy and some dynamics change, we can work with the underwriter to make sure everyone is covered for the risk.’ It’s about understanding what’s real and what’s affecting (contractors) right now.”

Joe Mathieu, The Hartford Construction Group’s director of underwriting, says agents’ No. 1 concern should be finding a specialized underwriter who knows the contractors’ liability market inside and out. Finding the right carrier relationship can

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 15

Robert Pettinicchi, InsurBanc’s Chief Lending Officer, recently authored this article that appeared online in the National Underwriter Magazine.

It provides some insight into the benefits of leasing in today’s credit market.

With credit remaining difficult to come by, independent agents still have a need for capital for daily operations. Outdated equipment, expansions and acquisitions can create a need for computers, office equipment and furniture. To supplement your everyday financing plans, you might consider equipment leasing. This option allows you to reserve use of your agency’s bank credit lines, while still having the capability to outfit your offices with necessary business equipment.

W

Agencies Can Preserve Credit

ith our economy showing mixed signs of an upswing, individuals and businesses alike are looking for avenues that provide the most cost savings and stability during these trying times—and independent insurance agencies are no exception.

Credit remains difficult to come by, and cash in the bank is a necessity. Credit risk requirements have tightened across the board, with lenders critically concerned about quality over quantity. Meanwhile, agents still have a business to run.

The typical insurance agency requires little capital for daily operations. However, there are instances such as expansion and acquisition that create substantial capital needs. In this economy, these occasions are becoming increasingly more difficult to navigate from a financing perspective.

To supplement your everyday financing plans, you might consider equipment leasing. This option allows you to reserve use of your agency’s bank credit lines, while still having the capability to outfit your offices with necessary business equipment.

Free-flowing capital is every company’s number-one issue. Necessary expenses to retain and promote business growth are eating up credit lines, and there is a shortage of other cash sources.

Leasing your business equipment can drastically increase your agency’s financial agility, allowing you to conserve bank credit and keep cash that you can put back into your business for both operational and investment needs.

With lower monthly payments, your cash is not tied up in equipment, and instead the money can be available Page16

for marketing, working capital or managing cash flow through seasonality.

With technology and equipment changing at a fast pace, it has become increasingly important to keep your business competitive and on the cutting edge, rather than focused on ownership and management of the equipment you use.

Ownership can be risky, given the rate of equipment depreciation and obsolescence. There are also new environmental regulations to consider, which dictate proper disposal methods for technology devices that may be costly and time-consuming for your agency to comply with.

Given that under a lease, the lessor is typically the owner of the equipment, this structure allows you to remove most of the burdens associated with equipment ownership and disposal.

To keep up with our rapidly changing market, chances are you’ll want to upgrade your computers, software and maybe even your phone system over the next two years.

You may even need to add personnel or move into a different office.

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Leasing can help you manage the demands of upcoming financial challenges and assist your overall business plan.

THE ADVANTAGES Leasing offers flexible options and terms depending on your needs.

The three most common lease types are Fair Market Value (FMV), Fixed Price Purchase Option (FPPO) and the $1 Purchase Option ($1 Out). All three options typically offer 100 percent financing without any kind of cash outlay before your equipment is put into service.

able to take depreciation and interest expense and can add on equipment during the term of the lease. The Fixed Price Purchase Option lease has the same end of term options of the Fair Market Value.

• The $1 Purchase Option comes with higher monthly payments, but also provides ownership to the lessee if he or she so chooses. As the name indicates, it allows the lessee to purchase the equipment for $1 at the end of the lease term.

Not only does leasing offer flexibility, it also offers financial advantages that help you save money.

One hundred percent financing allows you to generate income from your equipment before paying a single bill.

Most often you will have 30 days to use your equipment before making your first payment. Leasing can offer tax advantages, but they may not apply to everyone. Please consult with your tax accountants on how they may benefit your agency.

There are also several other options to think about that can affect the final cost of leasing that you need to consider before signing that contact. These are: • One hundred percent financing may include “soft costs” such as service, maintenance and installation in your monthly payment.

• Fixed payments are available, locking in your rate to avoid inflation in the future.

• There are multiple purchase and renewal options available, giving you the best solution to fit your individual needs.

•A Fair Market Value is a lease that would allow a business (lessee) to pay for the actual use of business equipment without taking on much of the obsolescence, maintenance and disposal risks of ownership. This lease type will offer the lowest monthly payment and terms typically up to 60 months.

Lessees can opt to trade up or add equipment during the lease—and when the term is complete, it may be extended or the equipment can be returned or purchased.

• The Fixed Price Purchase Option provides the benefit of ownership to the lessee, with slightly higher monthly payments. With this type of lease, the lessee may be

• Leasing frees up your working capital to be used for other business needs, or to store on your balance sheet.

• Take advantage of a Master Lease Agreement, allowing you to combine multiple pieces of equipment onto a single lease with one monthly payment.

Robert Pettinicchi is executive vice president and chief lending officer of InsurBanc.

He can be reached at agencyleasing@insurbanc.com.

To learn more about equipment leasing options and other agency financing programs, contact InsurBanc at 1-866-467-2262 or visit us on the web at www.insurbanc.com.

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Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 17

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E

New Insurance Exchange Announced Pilot planned for select lines in 2010.

by Paul Buse

arlier this month, LexisNexis and the Council of

interfaces with agency systems that insurer portals use

Insurance Agents & Brokers (CIAB) unveiled plans

today.

for a new insurance exchange that promises all types of agents access to single entry and multiple bids for all lines

“Both the Council and LexisNexis have long relationships

and types of insurance. A pilot is planned for selected lines

with ACORD, and we’re pleased that ACORD standards

of middle-market commercial insurance by the summer of

will be a cornerstone of their new insurance exchange,”

2010.

Maciag writes. “We look forward to the success of the exchange and will do everything possible to support it.”

So far, organizations taking part in the exchange are CIAB and LexisNexis. LexisNexis brings with it not only

The Big “I” Agents Council for Technology (ACT) will watch

ChoicePoint, its affiliate and data supplier to the insurance

the development of the exchange with interest, as ACT

industry, but also the resources of its parent company,

works closely with ACORD and counts LexisNexis among

Reed Elsevier. Reed first purchased Mead Corp. of Ohio in

its members. ACT Executive Director Jeff Yates says ACT

1994, renaming it LexisNexis and then adding ChoicePoint

has an ongoing interest in improving agency workflows for

in 2008.

efficiency and better client service. He states that ACT’s focus is “to pursue practical, incremental improvements

The concept of an insurance exchange brings with it the

that are based on a transactional model between particular

benefits of multiple quotes with a single entry of data from

agencies and carriers.” Yates adds that ACT seeks to

agent/broker to insurer and back again. Gone may be the

facilitate successful technology applications, such as Real

days of entering the same data multiple times and

Time, Download and the electronic transfer of documents,

re-entering data returned from insurers into an agency

such as financial statements, loss runs and policies.

management system and client proposals. The exchange also brings with it the ability to gather large amounts of risk analysis and marketplace data. With access to other sources of risk data, the exchange has the potential to allow insurers to price risks more accurately as well as give the insurance industry real time data on prices of insurance. One can essentially view the concept as an electronic insurance-specific version of the Chicago Board of Trade, with a “dash of Bloomberg” available to agents on the Internet.

The announcement notes that the exchange will follow current industry standards, specifically Association for Cooperative Operations Research and Development (ACORD) standards. ACORD President & CEO Gregory Maciag referenced the announcement of the exchange on his blog. Maciag noted the interface is planned for PCs and non-PCs alike, the exchange will handle both structured and non-structured data and it will rely on the same

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 19

M

A Comparison of Loss Ratios and Contingency Payments Will insurance brokers soon be dancing in the streets?

edia reports noted mega brokers Aon Corp, Marsh & McLennan Cos. and Willis Group Holdings LLC want contingent commissions that were lost in the wake of the Elliot Spitzer investigation reinstated. A

satirical commentary by the online blog “Riskbitz” reported that “impromptu street parties broke out in the world’s financial centers as insurance brokers heard that they will soon be allowed to reinstate contingent commissions.”

The satire raises the question of what will happen in 2010 and beyond for contingency commission payments to property-casualty insurance industry agents and brokers. But how do p&c industry loss ratios affect overall direct contingency payments?

Data from 1998 to 2008 on loss ratios and contingency payments show there is a solid correlation between falling loss ratios (red line) and increasing contingency payments (green line). However, one would expect that contingent payments based on the industry’s profitability would rise and fall inversely with the industry’s loss ratio, which is clearly the case from 1998 to 2004.

P&C Loss Ratio and Contingents Since 1998

The question on the minds of industry watchers is what will happen in ensuing years with respect to these payments. Based on loss ratios for 2009, 2010 and 2011 should see an increase in contingent payments.

Why? Industry loss ratios though six months are down to about 72% and 2009 looks, so far, to be a modest year from a catastrophe loss perspective. The X factor is the impact of changes in contingency payment practices implemented in the wake of the Spitzer investigations in 2004.

Page20

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Anne Sperling Receives Business Woman of the Year Award Congratulations to Anne Sperling, who Santa Fe Professional Business Women (SFPBW) named 2009 Business Woman of the Year. Ms. Sperling, Employee Benefits Manager at Daniels Insurance, was honored at the association’s recent annual award dinner.

She was recognized for her career achievements, particularly her creative expertise in designing benefit programs for local area businesses and non-profits. Historically, Ms. Sperling is one of the founders of the New Mexico Health Insurance Alliance, which is a pilot health insurance program supported by the state legislature to increase the number of insured New Mexicans.

The award judges also considered Ms. Sperling’s long history of passionate community service including both industry service as well as general community service. She’s been recognized by her professional association, the National Association of Health Underwriters (NAHU), with Distinguished Service Awards for legislative efforts as well as other professional endeavors.

For the past several years, we have been privileged with Anne’s knowledge where she has taught at our Annual Education Seminars. She has kept us up-to-date on all insurance legislation proceedings in our state.

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 21

WWW.AMERICAN-SUMMIT.COM WWW.NATLLOYDS.COM

WWW.NATLLOYDS.COM WWW.AMERICAN-SUMMIT.COM gvanek@natlloyds.com ckirk@natlloyds.com

fcarr@natlloyds.com rjames@natlloyds.com bpage@natlloyds.com

klauritzen@natlloyds.com dwharton@natlloyds.com

Agency Management

by Bill Wilson

Sales Mistakes May Derail Agency Success

S

Addressing the most common mistakes can improve retention and revenue.

ales mistakes can have a host of negative effects on an agency, from lost clients to stagnant sales growth. There are several mistakes commonly made in various sales situations, and being aware of and addressing them can quickly put an agency back on the path to success.

The following are the most prominent types of sales mistakes, as observed by industry sales experts: 1. Salespeople talk instead of listen. Too many salespeople monopolize the time they have in front of prospective clients, only allowing the prospect to listen. For every hour in front of a prospect, they spend five minutes selling their services and fifty-five minutes buying them back. As a rule, the prospect should do approximately 70% of the talking.

2. Salespeople presume instead of asking questions, and some seem to have all the solutions. In fact, many companies no longer offer services but are in the business of "providing solutions." The disadvantage of this strategy is that too many salespeople are trying to sell solutions without recognizing the prospect's needs. They should ask questions upfront to set the ground rules and ensure complete understanding of the prospect's perspective.

3. Salespeople answer unasked questions. For example, if a client makes a statement such as, "your prices are too high," most salespeople retreat to a defensive mode. They often begin a rehearsed speech on the quality, value, or experience of their product or service. Most often, they ultimately respond with a price concession or a fee reduction. If a client can get a discount by merely making a statement, then he or she may not buy before trying to get an even greater price reduction.

"Your prices are too high" is not a question, so it does not require an answer. Instead, salespeople can ask the prospective client why they think some companies charge higher prices than others in order to remind them of the value of what they are purchasing.

4. Salespeople fail to get the prospective client to reveal budgets up front. Knowing whether there is money planned for a project will help the salesperson to distinguish between the client who is ready to solve a problem and the one who is not as committed with regard to a budget. At this juncture, the salesperson should evaluate whether price will be the only consideration in making the sale. As a rule, if a salesperson gets the business on price, he or she will also lose the business on price.

5. Salespeople make too many follow-up calls when the engagement is actually dead. This could result from a stubborn resolve to turn every prospect into a customer or from ignorance of the fact that the process is truly dead. Far too much time is expended chasing prospects who just don't qualify.

6. Salespeople fail to get a commitment to buy before doing a proposal; they are often very willing to jump at the opportunity to do proposals and often end up wasting their most precious commodity---time. They miss their true goal in acquiring a client and become an unwitting unpaid consultant, merely teaching their prospects enough to help them buy a policy for less elsewhere.

An agency should consider how many dead bids and proposals it has sent out over the last twelve months and how much it has cost the business.

Click here to read additional common sales mistakes.

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 23

As we do every year, we e-mailed surveys to every IIANM member agency hoping to obtain your views, outlooks & votes.

We asked employees in your agency

“Who Is Your Favorite Insurance Company?”

New Mexico Mutual Keeping in mind the same categories, we also asked,

We asked them to consider the following categories to base their decision: • Automation • Competition • Personnel • Product Development • Marketing • Contacts • Claims

“Which company would you choose as the most consistent performer over the last 10 years?”

We had a two-way tie for first place:

10

New Mexico Mutual & Mountain States Insurance Group Progressive

And second place goes to:

We also asked you to let us know about your agency’s contributions: The IIANM Award for Outstanding Community Service is presented annually to one member with a long-standing commitment to addressing community needs.

The award highlights community service as an important element, and singles out agencies that can serve as examples of social responsiveness on the part of the insurance community.

This year, we are proud to recognize:

The Kinney Agency Congratulations!

and thank you to all who participated!

Page 24

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

Page 25

IIANM’s

EducationEDGE Insurance Education Programs in New Mexico are critical to a successful and profitable career in the insurance industry. Every year, we offer exciting opportunities to expand your professional horizons.

All of these education programs are designed to help insurance agents thrive in the most competitive of marketplaces.

The pre-licensing classes are designed to be a review for the state licensing examination.

We recommend that students be familiar with the study material prior to attending class.

Pre-Licensing Study Materials

Pre-Licensing Classes

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

Study materials are NOT included in class prices.

Property & Casualty Review Class (2 days)

Life & Health Review Class (1 day)

Regular Price: $150 Member Price: $120

Regular Price: $115 Member Price: $90

Instructor: Instructor:

Jack Cleary Jack Cleary

- November 10 - 11 8am - 5pm - December 8 - 9 8am - 5pm

Instructor: Instructor:

Click here for a full listing of our education program.

Manny Mansour - November 12 8am - 5pm Bob Ouellette - December 10 8am - 5pm

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

Class Name/Date: Full Name:

Method of Payment:  Bill Agency (Members Only)

First Name for Badge:

 Check Enclosed (Payable to IIANM)

Agency / Company:

 M/C  Visa  Disc  Amex

Address:

Amount:

(all prices include tax)

Card No:

City, State, Zip:

Exp. Date:

Telephone: ( Fax: (

)

Signature:

E-Mail:

)

Send in your registration:

Page 26

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

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

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

Fax in: (505) 243-3367

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

November's Clickable Calendar - Click on a class to register online -

Sunday

1

Monday

2

Tuesday

3 P&C Pre-licensing Class

CE = continuing education hours

Wednesday

Thursday

4

5

P&C Pre-licensing Class

L&H Pre-licensing Class

Saturday

6

7

13

14

19 20 ce i ce f f i f f O ed O sed s Clo Clo 25 26

21

8

9

10

11

15

16

17

18

22

23

24

29

30

Classifieds

Friday

12

Where Will You Find Your Next Great Hire?

Looking to fill a position within your agency? Trying to find a job but don’t know where to look?

Whether you are looking for somewhere new to share your special skills or an employer looking for quality, professional employees, we are there to lend a helping hand.

The staff at IIANM knows that “Teamwork Makes Us Stronger” and we want to help all interested individuals find that perfect fit.

Click here to take advantage of IIANM’s Job Bank.

Do you have an agency you’re trying to sell, or in the market to buy one? Check out our Classifieds!

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2009

28

Page 27

www.marketfindersnm.com

Phone: (505) 822-8711 Fax: (505) 822-1165 Toll Free: (800) 530-8711

New Mexico’s Locally Owned Managing General Agency Since 1977 Representing some of the most financially strong and innovative insurance companies in the specialty marketplace!

Top-Tier Markets For:

Commercial / Public Auto General Liability Property / Vacants Garage / Dealers Liquor Liability Special Events Inland Marine Directors & Officers Liability Professional Liability / E&O Commercial Umbrella Watercraft / Motorcycles / ATVs Personal Umbrellas Homeowners Mobile Homes Dwelling Fire / Vacants At Market Finders, Inc., our mission is to professionally provide quality specialty markets and service to the Agents of New Mexico.

Market Finders, Inc.

4910 Alameda Blvd NE - P.O. Box 90280 Albuquerque, NM 87199 Page 20

www.marketfindersnm.com

Independent Insurance Agents of New Mexico - www.iianm.org - * November 2008

O dds n En

As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them.

! y s a E Pumpkin Cheesecake

~ John Fitzgerald Kennedy

1 pkg. (8 oz.) PHILADELPHIA Cream Cheese, softened 1 cup canned pumpkin 1/2 cup sugar 1/2 tsp. pumpkin pie spice 1 tub (8 oz.) COOL WHIP Whipped Topping, thawed, divided 1 HONEY MAID Graham Pie Crust (6 oz.)

BEAT cream cheese, pumpkin, sugar and pumpkin pie spice with electric mixer on medium speed until well blended. Gently stir in 2-1/2 cups of the whipped topping.

Cover and refrigerate remaining whipped topping for later use.

ds

SPOON cream cheese mixture into crust.

REFRIGERATE 3 hours or overnight. Serve topped with remaining whipped topping.

Store leftover cheesecake in refrigerator.

A perennial decision: Turkey, YES, but what kind?

Fresh or frozen? Free-range or kosher? The choices for types of birds can be a little confusing. So here’s a quick guide on what the different labels mean:

Butterball: These turkeys don’t actually have any butter. The name

comes from a British expression for a fat little kid. The turkeys come fresh or frozen. The fresh variety has no added ingredients. The frozen turkey is injected in the breast with a solution of vegetable oil, water, salt, emulsifiers and a preservative. The solution is meant to enhance the flavor and provide moisture that is lost during the freezing process.

Kosher: Kosher turkeys are soaked in cold salt water

even before the feathers are plucked. The process draws out the blood and impurities, following Jewish dietary laws.

Because they go through both rabbinical and USDA inspections, the birds are very clean. The salt water soak also makes for a more flavorful bird. Kosher poultry are fed an all-natural diet without hormones or antibiotics. The birds are confined but to larger areas than are provided at conventional poultry farms.

Free-range: These birds are fed an all-natural diet and

aren’t confined. Often, the birds eat natural feed that is not organic but is tested for chemical residue. Generally, they have more breast meat, about 50 percent less fat and a quarter fewer calories than regular turkeys. However, some consumers have found that free-range turkeys are a little tougher because they’re less fatty. Be careful not to overcook them.

a very special thank you to iianm’s partners The following companies have committed to support IIANM events throughout the year:

Diamond New Mexico Mutual is the state’s expert in workers’ compensation insurance and the preferred provider of the Independent Insurance Agents of New Mexico. New Mexico Mutual is recognized as an industry leader in customer service, advocacy, and integrity; providing protection for employees and security for New Mexico’s businesses. Adding three new companies in 2009 to the Group, New Mexico Mutual provides agents a comprehensive portfolio to meet your customers’ workers’ compensation insurance needs.

Gold ACUITY, headquartered in Sheboygan, Wisconsin, is a property and casualty insurer that operates in nineteen states, writes $750 million in premium through over 900 independent agencies, and manages $2 billion in assets. The only company in the nation to be named six consecutive years to the Great Place to Work Institute’s top five mid-sized companies, ACUITY employs 850 people.

Builders Trust has been offering quality residential and light commercial workers’ compensation coverage since 1987 as a proud affiliate of New Mexico Home Builders Association. We offer many services designed specifically for New Mexico Contractors right here in your backyard. Participants in the Fund are owners and they can rest assured that their premium dollars are pooled for New Mexico injured workers.

At Mountain States, we are dedicated to helping protect the assets of our policyholders by providing them with sound, affordable insurance products. We do this through an expanding network of professional independent agents. We believe in sustaining a strong chemistry with our agents and policyholders. It is our prime reason for narrowing our focus to the Mountain States/ Southwest region.

Silver

Bronze

More information can be found about IIANM’s Partner Program by visiting our website at iianm.org or calling Lorri Gaffney at (505) 999-5805.