June La Voz 2010

SM

CREATED FOR NEW MEXICO BUSINESSES

SM

New Mexico’s Experts in Workers’ Compensation Insurance 3900 Singer Blvd. NE • Albuquerque, NM 87109 • 505.345.7260 or 800.788.8851 •

www.NewMexicoMutual.com

“La Voz� is the official monthly publication of the

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.

Features

La Voz

"The Voice" of Independent Agents since 1934

Summertime and the Livin' is Easy

05

Mini - Seminars

08

Convention Sneak Peek

09

Fix the Top 10 Mistakes in Agency Website Design

11

2011 or BUST

12

NMM & IIANM Scholarship Golf Tournament Highlights

21

Advertising rates are available upon request.

Employee Stock is Rising

16

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

The Social Web Train Has Left the Station

18

Free Webinars

20

Young Agents & College Insurance Program Update

21

What Are You Really Doing for Your Clients

23

Southern Seminar Registration

25

Kids, Cars & Divorce

26

Flood Insurance Scarce (In Nashville, A Way of Life Washed Away)

28

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.

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 Receptionist / Member Services Associate Renee Trujillo

2010-2010 Officers Chair Alma Franzoy-Capron

In Every Issue Tech Talk

06

Education Edge

30

June's Clickable Calendar

31

Odds n Ends

33

IIANM's Partners Program

34

Advertiser Index

Vice-Chair Kathy Yeager

Acuity

13

Secretary/Treasurer Scott Jones

American Mining Insurance Company

09

Burns & Wilcox

17

Colonial General Insurance Agency, Inc.

10

Litchfield Special Risks, Inc.

22

Market Finders, Inc.

04

New Mexico Mutual

02

National Director Sam Conlee Immediate Past Chair Angela Vasquez

Summertime

and the Livin' Is Easy

Summertime is the season when many people tend to take it a little easier... including your competitors.

Sales guru Tom Redmond illustrates how this could be the opportune time to take advantage of someone else's summer sluggishness.

The Top 10 True / False Thoughts for Summertime prospecting F: It’s Summer. Nobody’s around. Why prospect?

T: Who takes a three-month vacation?

F: It’s Summer. All of my prospects are out of town.

T: All prospects vacation at the same time?

F: It’s Summer. Who can prospect in this heat?

T: Your prospects are probably in their air-conditioned offices waiting for your call.

F: It’s Friday afternoon. Prospects close early.

T: The employees leave early. The Boss stays and answers the phone.

F: It’s Monday morning. Prospects don’t want me to bother them now.

T: How do you know what your prospects want? You haven’t met them yet.

F: I’m going away next week. I can’t make appointments.

T: In other words, you’re taking a 2-week vacation.

F: I’m just back from my trip. I need to catch up. I’ll prospect next week.

T: See above. Now it’s a 3-week vacation.

F: My assistant is away. I need to stick around.

T: Great. Make some calls while you stick around.

F: My assistant is just back from vacation. We need to catch up.

T: See above. Now you’re up to a four-week vacation.

F: Last two weeks in August. It’s a big vacation time. I’ll get going after Labor Day. T: See above. You’re up to a six-week vacation. 58% of the Summer is gone.

Four additional coaching tips: 1. Your competitors are probably not making calls for several of the reasons stated above.

2. Your job is to relieve your competition of the burden of their accounts so they can take more time off in the summer!

3. The prospect’s gatekeeper may be out of town. Time to turn this possible advantage into an even greater advantage.

4. Have you noticed that as major summer holidays approach like Memorial Day, July 4th and Labor Day that your prospects offer the objection “call me right after the holiday”? A particularly great time to call is on the Monday and Tuesday after a holiday – they have no appointments and are in waiting for your call.

Have a great summer and do take some time for yourself, family and community (and keep your prospect appointments up to your standards!).

by Tom Redmond

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 5

Source: The Anderson Agency Report

Agency User Reviews Products and services that you’ve used in your agency... either successfully or not!

Introducing www.AgencyUserReviews.com!

Guidelines

One aspect of the Social Web that doesn't get much attention is the ability for people who purchase a product or service to leave a review of their experience after they've used it.

To make this site as useful to the industry as possible, there are some guidelines that anyone who wants to leave a review should keep in mind.

Many retail stores (both online and traditional) maintain a user product review section on their Web sites. You've probably used this feature when you've researched a particular product or service. If you research a book on Amazon, for example, you likely take a look at the user reviews. If you want to purchase something from Best Buy, you check the user reviews for that product. Last fall, we purchased a new flat panel TV. I read user reviews at Costco, Sam's Club, and Best Buy to help me decide upon the best product.

In order to make your reviews as useful as possible, the most important thing to keep in mind is to put yourself in your readers' shoes. Write for them, not for yourself. This is not the place to bash a product that did not perform the way you thought it should. People who read your reviews want to know if they are going to like the product. They're interested in your opinion only insofar as it helps them make a good buying decision.

Online user reviews are a great Social Web concept because you can read about the experiences other consumers have had with whatever you're thinking about buying—from a computer to a vacation.

Also, think about the types of users who will be reading your review. Depending on the product or service, some will be newcomers, some will have a bit of experience with the product category, and some will be experts with lots of technical knowledge. When relevant, try to meet the needs of each type of user.

I am often asked for my opinion about a specific product or service. The questions range from "What is the best agency management system?" to "Can you recommend a Web site designer?" Insurance agencies haven't had a central place where they can go to read about the experiences others have had with products and services… until now.

I have created a new Web site called Agency User Reviews. It's a central place where agency staff can tell others about their experiences with using different products and services. Just like on eBay, Amazon, and Best Buy, your voice can now be heard.

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Along with thinking about your readers, think carefully about the product—beyond simply whether or not you like it. As an aid to writing a good review, ask yourself these three questions: 1.What does the product promise?

2.How well does it achieve those goals?

3.Is it a good value?

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

not remove reviews because they are critical. We believe all helpful information can inform customers' buying decisions.

What a product promises and how well it fulfills that promise means talking about specific features of the product. Your review should focus on specific features of the product and your experience with it.

"Why" is a key question here. Explain why you feel the way you do about the product or service.

Along with what a product does and how well it does it, talk also about what it doesn't do. Discuss any features it may lack that you would have found useful.

Instead of interspersing what you like and don't like about a product, most readers prefer that you describe what you like first, followed by what you don't like. Don't just provide a long list of features.

Instead talk about what's useful or well-executed and what's not.

Reviews are almost always better when you've worked with a product over a period of time rather than when you can only provide a "first look." A gee-whiz feature may get old quickly rather than be truly useful.

Make sure to provide some general information about your agency, such as number of employees and mix of business. What can work well for a larger agency may not work for a smaller one.

If appropriate, talk briefly about your experience with the product and why you're qualified to offer judgments about it.

Get to the substance of your review quickly rather than forcing readers to wade through a lot of introductory material. And when you reach the end, stop. The ideal length is 75 to 500 words.

We welcome your honest opinion about the product or service—positive or negative. We do

Finally, if you received a free product in exchange for your review, please clearly and conspicuously disclose that you received the product free of charge.

Don'ts I am pleased to be able to provide this forum for agencies to share thoughts and opinions on products and services.

While I appreciate your time and comments, I do reserve the right to remove reviews that include any of the following: •Any objectionable material such as obscene or distasteful content, profanity, or spiteful remarks. •Promotional content such as advertisements, promotional material, or repeated posts that make the same point excessively, sentiments by or on behalf of a person or company with a financial interest in the product or a directly competing product (including reviews by vendor staff or third-party organizations selling the product), reviews written for any form of compensation other than a free copy of the product, and solicitations for helpful votes.

Be discerning Like all great concepts, user-generated reviews, though useful, can sometimes be flawed. Part of the problem comes from companies (or their public relations or advertising agencies) planting positive reviews that appear to be from actual customers. Little can be done about this trickery except to develop a discerning eye for it. If a review is glowingly positive and full of superlatives, don't automatically discount it; just be skeptical. It's the same with a review that's entirely negative; it could have been planted by a competitor.

My hope is that this site will help insurance agents, and the rest of the industry, find the best products and services for their organizations. I have created several categories of products and services, and an initial list of providers. This is only a start. Let me know what new categories and vendors should be added.

Finally, be sure to go to Agency User Reviews and leave your own thoughtful and useful reviews for the products and services you have used in your organization.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 7

S

elected members of the Virtual University faculty and two guest speakers presented twenty-two 15-minute "mini-seminars" in the exhibit hall at our last national convention. Below are a few examples of the audio and PowerPoint files for those programs. In addition, where you can dig deeper in the VU, we've included instructions or links to learn more.

"Insuring Teens on Their Own Auto Policies...

BAD Idea"

by Bill Wilson Often insureds are advised to title a car in their child's name (if possible) and place them on their own auto policy (usually at minimum limits) in order to insulate the parents' assets...this may be setting up both the parents and child for a catastrophic uncovered loss. Learn why this could be a fatal mistake in more ways than one.

• PowerPoint • Audio Questions? Email bill.wilson@iiaba.net Want to dig deeper? Search the VU for "teen drivers" and "kids kars."

S e m i n a r s

Mini-

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"Certificates of Insurance - Part 1"

by Bill Wilson Part 1 of this topic will explore the scope of the certificates of insurance problem, including E&O statistics, claim examples, and business costs. These problems are shown to arise from four types of certificate or contract requests: Uninsurable Requests, "Illegal" Requests, Inappropriate Requests, Impractical Requests. Numerous onerous request examples will be provided.

• PowerPoint • Audio Questions? Email bill.wilson@iiaba.net Visit our Certificates of Insurance Resource Area for MUCH more information.

"Certificates of Insurance - Part 2"

by Chuck Schramm Part 2 of this discussion of certificates of insurance explores potential remedies for the problems discussed in Part 1. These include educational and procedural solutions based on certificate case law and legal ones such as legislative and regulatory remedies.

• PowerPoint • Audio Questions? Email insrncprof@rosenthalbros.com Visit our Certificates of Insurance Resource Area for MUCH more information.

“Producer Compensation to Sponsor Growth”

by Al Diamond Many agencies have not addressed what happens when a producer reaches his “comfort zone” and is no longer seeking new business to the same degree as previously.

A Growth-Loaded Producer Compensation program is designed to challenge producers and keep them going after new business, incenting producers to grow according to the agency’s needs, not their personal agendas.

• PowerPoint • Audio Questions? Email al@agencyconsulting.com Learn more about compensating your employees.

There are 18 more mini-seminars available.

Click here to view the rest!

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

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“insurance from people who know mining”

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Coal mines: surface and underground coal truckmen

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quarries sand and gravel digging

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other types of mining mining related risks

For more information, contact Bryant Brown, V.P. Marketing • 1.800.448.5621, x 249.

3490 Independence Drive • Birmingham, Alabama 35209

WWW.AMERICANMINING.COM

This year our convention will be held at the beautiful Buffalo Thunder Resort & Casino, in Santa Fe, NM, on September 15th & 16th, 2010.

Click here to see what’s in store for you this year.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

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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

♦

Inland Marine

♦

Professional Liability

♦

Commercial Liability

♦

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

♦

Commercial Auto

♦

Truckers

♦

Physical Damage

♦

Commercial Contract

♦

NB Mexican Truckers

♦

Local Radius

♦

Personal Lines

♦

Garage

♦

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

♦

Standard Company

♦

Umbrellas

♦

Stand-alone Liability

♦

Vacant

♦

Seasonal

♦

Dwelling Fire

♦

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.

Does your agency’s online presence reflect the in person user experience?

Fix the Top

Mistakes

U

in Agency Web Design Is your site sending the wrong message?

nfortunately, many agency Web sites communicate a bad image of the agency and provide little, if any, reason for a client or prospect to return. The following are some common Web site design mistakes that, if fixed, can have a great impact on the success of an agency’s online presence.

First, splitting a page into frames is very confusing for users since frames break the fundamental user model of the Web page. All of a sudden, users cannot bookmark the current page and return to it, URLs stop working and printouts become difficult. In addition, don't try to attract users to a site by advertising the use of the latest Web technology. Mainstream users will care more about useful content and the agency’s ability to offer good customer service.

Next, a Web page should not emulate Times Square in New York City in its constant attack on the human senses: give the user some peace and quiet to actually read the text! Use scrolling text and animation sparingly and never on every page. Also, in an effort to get in the game, many agencies accept cookie cutter Web sites from companies that they represent. Most of these Web sites are worthless and, worse yet, are providing the agent with a false sense of security.

All pages that come from the agency’s home page should include a clear indication of what Web site they belong to, since users may access pages directly without coming in through the home page. For the same reason, every page should have a link to the agency’s home page and contact information. In addition, few users scroll beyond

by Jack Fries

the information that is visible on the screen when a page comes up. All critical content and navigation options should be on the top part of the page and should not require scrolling.

Don’t assume that users know as much about a Web site as the site’s designers. Users need support in the form of a strong sense of structure and place. Provide a site map and let users know where they are and where they can go. Also, every site needs a good search feature since even the best navigation support will never be enough.

Agents may wonder why they should waste time and resources providing links to companies that they represent.

What benefit does it provide the agency or its customers?

In many instances, the company Web site is much more helpful and better designed than the agency's own site.

Also, most company Web sites have an agency search function and will tell clients of another agent who might be closer to them.

Finally, maintenance is a cheap way of enhancing the content on a Web site, since many old pages keep their relevance and should be linked into the new pages. Of course, some pages are better off being removed completely from the server after their expiration date. Also, even Web sites with high-end users need to consider download times. Bandwidth is getting worse, not better, as the Internet adds users faster than the infrastructure can keep up.

Click here to read this entire article.

(You will need your log-in information)

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 11

2011

by Katie Butler

or BUST R

Firm predicts insurance industry turnaround will only begin next year.

inging in the New Year will ring in an insurance industry turnaround—that’s what Conning Research & Consulting was hopefully reporting in its property-casualty forecast.

The pace of the economic recovery, a return to modest inflation and larger underwriting losses in 2010 will lead to a rate firming in 2011. But Clint Harris, vice president of propertycasualty insurance research for Conning is quick to point out that it will be a rate firming—not hardening.

believe that CMP will move out of the recessionary impact on exposure growth and firming.

For independent agents looking to diversify and position their books of business for market recovery, Harris says to look to small commercial. “If you’re looking for where the growth is most likely to come early, look to small business,” he says. “It’s one of the areas where we have already seen some rate firming.”

“Workers’ comp, which normally is one of lines that lead industry out of soft market, does not show indications of premium rate change,” Harris says. “It is now among the softest of the general lines of business. Without workers’ comp leading us out, we have to look to other lines to do so.”

Harris says that firming is part of the “soft landing” out of the soft market that industry analysts have been talking about for more than two years. But now with eroding underwriting results and low bond yields, the exact impact on the overall yield will depend on underwriting performance.

Harris points to a few commercial lines that will most likely lead the market turnaround: commercial general liability and commercial multi-peril. From an economic standpoint, he notes that receipts are the driver for CGL and that the U.S. has experienced multiple months of sales increases.

And some carriers reported flat renewal rates in the third and fourth quarters of 2009, giving Harris reason to

“The question always comes ‘When will underwriting discipline kick in?’” Harris says. “We pushed it out until 2011 partly because the industry in general has sound financials. Only a significant amount of pain causes change in the marketplace.” But, he cautions, a severe catastrophe could change the landscape and cause pain more quickly, moving up the 2011 timeframe.

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Independent Insurance Agents of New Mexico - www.iianm.org - * June 2003

trust. acuity.com

Golf Tournament

16th Annual Scholarship

May 17th, 2010

Santa Ana Golf Club

Thank You Sponsors!

HOLE-IN-ONE Sponsor 速

S O L U T I O N S

Double-EAGLE Sponsors GenRe - New England Asset Management

EAGLE Sponsors Mountain States Insurance Group EMPLOYERS Compensation Insurance Leavell Insurance Bank of America Merrill Lynch The Armstrong Group Chant Associates, Inc The Jones Firm Willis Re

PAR Sponsors Millennium NMIA

BIRDIE Sponsors Samba Jaynes Corp Midwest Employers Casualty Co Berger Briggs Brown and Brown MetLife Auto and Home Market Finders Manuel Lujan

Thank You Golfers!

L&H Trends

Employee Stock is

R

Rising Work with commercial clients to implement benefits that improve retention.

by Dave Evans

ecent economic signs seem to point to an uptick in economic activity. As consumers begin to spend more, corporate earnings are increasing for many industries— but the recovery is still sluggish. One of the chief reasons is the fact that unemployment stubbornly hovers just below 10%. What can independent agents learn from this environment about commercial clients? How can you capitalize on it?

First, businesses have increased use of temporary workers to help meet demand as inventories that were built up during the recession have now been drawn down and businesses need to replenish them. There have been accompanying gains in productivity as businesses have pushed their existing work force—in some cases a reduced work force—to maintain production levels.

The second lesson is that as businesses have trimmed their workforces, they have increasingly become more dependent on current employees. Beginning in 2009, businesses looked to reduce payroll and benefits cost by instituting wage freezes, cutting pay across the board, suspending 401(k) plan matching contributions and other measures. While many businesses are still feeling stressed, they are also planning for future sales growth and realize that these same employees are expecting a lift with the rising tide. Independent agents should meet with their commercial clients and discuss what steps they have had to take during "The Great Recession.” Then ask clients what their forecast is for future business activities.

While the recently passed health care reform is a factor that will have to be reviewed and analyzed for its impact on an organization's ability to tailor its health insurance

Page 16

program, other components of a wage and benefit program should be also be part of the review.

Third, businesses will still be reticent about more commitment to future benefits costs, but agents can help look to core benefits that the company can provide and then offer voluntary benefits that employees can purchase to fit their specific needs. Good examples are group term life insurance and disability insurance. Organizations might define their base benefit as two times an employee’s salary, allowing employees to purchase an additional two or three times on a simplified underwriting basis. Disability insurance can also be targeted to provide 60% of pay on a non-contributory basis. However, employers can give employees an opportunity to purchase up to 70% or 75% to provide more coverage on a simplified underwriting basis. In this way, the employer is defining an amount it can afford and provide meaningful coverage, yet allow employees to purchase additional coverage through the convenience of payroll deduction. Another voluntary benefit that an employer can provide is Long-Term Care insurance (LTCi). Even if the employer cannot provide funding, it can help get affordable coverage with features that employees may not be able to procure on their own, again through the convenience of payroll deduction.

Now is an opportune time for independent agents to discuss ways for employers to leverage their size and the ease of payroll deduction to assist employees in meeting their financial needs. Providing these benefits demonstrates that employers value their employees' contributions to the success of their businesses. Have the conversation with your client before your competition does.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

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

FA

CE IN D BEO N K OK I L

The Social Web Train Has Left the Station...

by Ed Higgins

3. iPad: With its rich expansion of the portable photo smartphone to broader applications, the iPad is certain to be a popular tool with very high initial sales.

Look Around

I

f you're a small agent, a lot of trends have "passed you over" during the past 30 years because you were too small to invest the capital necessary to catch the wave.

You’ve heard about how technology, for small agencies, is the fuel for the little engine that could. Technology advancement, combined with the ability to be nimble, enables small agencies to move into new areas more quickly than larger agencies.

We are once again at a crossroads that will further separate successful agents of the future from the GEICO-implied cavemen of the past. (Don't think for a second that I appreciate those GEICO ads, but more than one national company has fallen to its knees out of its own inability to move forward.)

The release of three hardware devices in the past 18 months signals the changes that are ahead: 1. Nintendo's DSi XL: This device makes many applications mobile and allows direct uploading to social network sites, as well as Internet access and access to a host of other Internet services and add-on board game applications. It's kind of a netbook computer, digital camera, and Game Boy combined.

2. Kindle: The Kindle will probably replace the newspaper as we know it. Downloadable books and newspapers will surely change buying habits and news reporting expectations. Our local newspaper shrinks by the week in both number of sections and size of each section. Why wait until the morning for news you can get right now?

Page 18

If you want to consider what's coming, just look around at what is already here. The above devices signal a change in communication. They will change the way we receive information and communicate with those both closely and loosely connected to us. If this doesn't cause you pause, or outright scare you into action, then I urge you to take a second look.

Google is currently aggressively adding 1,000 new programmers to their staff. My youngest son (not an insurance guy) is part of their new growth and I have to believe this new growth is driven by the expectation of a growth in demand for applications for mobile devices.

This is another example of watching what is currently occurring in order to anticipate what lies around the next technology turn in the road.

At our agency, when we look for new employees, our first task (before the first interview) is to look at the person's public Facebook page. You can gain a surprising amount of insight into a new potential employee from Facebook.

(Perhaps what is surprising is how many young people have not yet learned how to use privacy tools and account tools to limit what is publicly visible to anyone.)

We've eliminated a few candidates just from this process.

As a second fun step, check out the friends of potential candidates. You'll get more interesting reference information‌ all in the public sector!

By now you may be wondering, "What's the point?" Ah, glad you asked! If you are a small agent and haven't yet launched both a business Facebook page and established a LinkedIn account, do it today. This new environment is indeed intimidating to the uninitiated.

I considered myself among the uninitiated for over a year. While I was aware of the need to get started somewhere sometime, I was intimidated and somewhat afraid

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

of falling behind. It reminded me of the time a decade ago when I didn't know how to create an e-mail attachment and finally asked someone to show me how and was knocked over at how easy it was. Facebook and LinkedIn are the same: they are so easy it will knock you over. Don't wait this one out.

Why it is so important to get on this train? One simple thing is clear. We all trust a friend's advice before we trust a manufacturer's advertisement. If you do a good job on settling a claim, wouldn't a detailed testimonial from a client help you sell more insurance to other people in your community?

Get started Go to Facebook.com and Linkedin.com. Creating a Facebook page will take you about 10 minutes; LinkedIn will take you about 30.

After that, search for a couple of your favorite friends.

Then wait! Watch the daily activity from those friends for just a few weeks. Within a month, you'll start to feel comfortable about how to navigate and you'll know what kinds of information people post. You'll recognize what you think is appropriate and what is not appropriate.

You'll see that too many people post too much information. The good part is you'll discover you can "turn off" their daily noise.

The key is to benefit from the networking opportunities and not get drawn into the vortex of what amounts to an electronic version of ego, drama, and gossip. You will have the opportunity to build an electronic presence much like your past physical presence in your local community but with the opportunity for a much broader geographic spread. How about connecting with long lost college and high school friends and finding out that one of them lives 10 miles from you… and happens to need insurance. There is a clear long-term marriage between social electronic networking, trust, and business growth to be had here.

Small agents once again have an opportunity to get in early and catch the wave in making technology a positive leverage point. The ACT section of the www.iiaba.org Web site has lots of resources in case you have technical questions about security, productivity, and viruses.

These issues are important but don't let them hold you back from this phenomenal opportunity to ultimately grow your agency and have fun along the way.

As a technical near-senior citizen, I thought I might have been a little slow to adapt to this new environment. What I discovered was that this is new to everyone who is more than three years out of college. My oldest son, who grew up with technology all around him in high school and college, knew little about this new environment and had no interest in introducing it to the agency business

thought process.

After passing more than two dozen articles across his desk over a nearly year-long period, he became convinced. This proves that human nature, for all generations, is hesitant about venturing into unknown areas in the early stages of development. Today, less than 50% of agencies include participation in social networking sites in their strategic business planning.

Remember when?

In 2001, going paperless was a new horizon that few had embraced. We were among that group. Now, with almost a decade of experience, we can't comprehend why the whole information world has not gone paperless. Perhaps we will all look back 10 years from now and make the same observation about electronic social networking. If you are a small agent who is stressed by all of the pressure points of the long extended soft market, take heart and jump on this train today before it leaves you behind the pack.

I have always believed in technology only for the sake of a real practical application. After four months of active social network participation, I am completely convinced that this is a trend that agents can't afford to miss.

Social networking may be our best opportunity to overcome the clever mass marketing of the giant direct writers and fight back with local truth carried to people who have learned to trust us. In an ever-expanding network, we can march our personal lines market share to the levels we enjoy in commercial lines.

IIANM on Facebook Please join our industry conversation and don't hesitate to offer suggestions to make our social media venture a success for the industry and insurance consumers in New Mexico!

All you need to do is click on the “Find Us on Facebook “ button to your left and when IIANM’s Facebook page comes up, click on the thumbs up “Like” icon on the top the page.

We hope you do like IIANM's page and find the insurance industry, consumer and organization information valuable. Please suggest IIANM's Facebook page to colleagues and other Facebook friends who you think would want to receive our updates.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 19

ACT, AUGIE and the Real Time Campaign are sponsoring free webinars in early June created specifically for independent agents & carriers.

Successful Agency Techniques to Build, Integrate and Manage your Blog, Facebook, Twitter and YouTube June 3, 2:00 - 3:00 PM EDT

Hands on guidance on building content, tying the sites together and gaining and engaging followers by agents who are doing it. Featuring Ryan Hanley, Guilderland Agency and Chris Jordan, Atlanta Insurance Live.

Learn More & Register

AUGIE's Commercial Lines Download Webinar June 8, 1:30 - 2:30 PM EDT

Benefits & tips for successful implementation of this much improved, time saving workflow which is a major industry priority.

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Save Time & Increase Profits with Real Time June 9, 2:00 - 3:00 PM EDT

Demos, benefits & tips for successful implementation, including how to take advantage of the Real Time 21 Day Challenge Web site.

Learn More & Register After you register, you will receive a confirmation e-mail with details on joining the webinar. During the session, registrants will be able to listen to the audio through their computer headset or speakers, or if they prefer, they will also be provided with a toll number to call to listen to the audio.

Page 20

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

College Insurance Programs Update At the 75th Annual Convention of the Independent Insurance Agents convention last October the first question that was asked of the panel representing the insurance industry was “ What is the biggest problem facing the industry today?” The immediate response by Keith Braxton, CEO of Colorado Casualty, was the need to recruit young people into the industry. He also added that he had recently hired two recent NMSU insurance graduates.

Mr. Braxton’s statement came as a surprise to almost no one in the room, and certainly not to IIANM leadership. In the next 10 years, perhaps as many as 50% of the current labor force in our industry will retire, leaving a huge hole to fill in our industry. We identified this as an issue over ten years ago, when Joe Lujan, our Chair at the time, recruited his father Edward to help find seed money for a full-time insurance program in New Mexico. Edward convinced Mountain States Insurance Group to get on board, and the insurance program at NMSU was born.

Today that program has almost 100 students enrolled in five different insurance classes, and has sent a number of students into our industry, including the two that Colorado Casualty hired. We also have a fledgling program at the UNM Anderson School. This spring IIANM CEO Thom Turbett and former New Mexico Mutual CEO Chris Krahling donated their time to teach an upper division risk management class that graduated 9 students. Based on the success of this class, the school is looking at making the class a regular class credit for all finance majors, which should increase our number substantially.

They are also interested in creating a second class to the program.

Young Agents President, Heather Fortner with AVI Risk Management & Vice-President Genevieve Kluckman with Benefit Solutions, visit with students at NMSU

Gary Carruthers, former Governor and Dean of the Business School at NMSU, meets with the Young Agents.

Although we have had some success at creating college level insurance courses in New Mexico, we still have a long way to go. Colleges need money to pay their specialized insurance instructors, as well as funding for scholarships, internships, insurance research and other program expenses. The annual IIANM/ New Mexico Mutual Scholarship Golf Tournament donates $10,000 a year to these programs, but much more is needed. Please consider donating to UNM, NMSU, or the IIANM Scholarship funds to help foster further development of these programs. The following major donors have stepped up to the plate. If you would like information on how to join them, please contact Thom Turbett at IIANM for more information.

Mountain States Insurance Group New Mexico Mutual Group Blue Cross & Blue Shield of New Mexico Regulatory Consultants, Inc Kemper Insurance Group Independent Agents of New Mexico Manual Lujan Agencies JDW Insurance State Farm Insurance

NMSU gang at IIANM Convention last yesr.

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 21

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What are you really doing for

by Chris Burand your clients?

I

see many insurance articles and consultants advocat-

Maybe the definition

ing the importance of customer service. But I also see

of good service is

a huge percentage suggesting that agencies decrease

different. Maybe it is

customer service. Of course, the headline is never, "De-

fast turn around of

crease Customer Service and Make More Money!" That is

endorsements when

definitely the underlying message though.

a client calls. Maybe

Consider a few examples. What is the premise of a small accounts department or a customer service center? It's to reduce the costs associated with those accounts. And how are those costs reduced? By providing less than 100% full service. How about the "renew as is" instructions producers give to CSRs on probably 50% of their accounts? How is "renew as is," without ever talking to clients, reviewing changes in exposures, or discussing their business, full customer service? By condoning these practices, the agency is consciously decreasing their customer service.

Maybe the small account department is just formalizing the agency's already de facto standard, but even then, is "renew as is" truly good customer service?

it is a fast return phone call or returning emails quickly.

Maybe it is accurate change requests.

Maybe it is just being a live and nice person to answer the phone. These are all important, but they do not set an agency apart. If 95% of all agency staff provide these services, then good service becomes expected and only noticeable when absent. It becomes the minimally accepted standard. If your agency provides these services, but cannot articulate anything special, your agency will pass but never excel.

After interviewing close to 1,000 CSRs, 95% have told

What does an agency need to do to excel? The answer

me, "We provide great service to our clients!" They abso-

lies with the fundamental purpose of an independent

lutely believe with all their heart they provide great service

insurance agency. Is the fundamental purpose to find a

because they want to provide the very best service they

market? Frankly, that's not so special right now. Is the

can provide. And yet, when accounts are "renewed as is"

goal fast turn around of certificates and endorsements?

for years, how can an agency be providing great service to clients?

Or, is it making sure clients have the right coverages or at least offering the right coverages?

When I ask producers and CSRs for hard proof of their great service, almost no one can provide it. Geico's advertisements entice people to shop for price and it works because when insureds have not been personally communicated with for years, customers do not see any value in agents. Do you pay your doctor if you do not use his or her services? So why should an insured pay you for renewing their policy every year without discussing it with them?

If an agent really believes fast turn around is the key, then I'd have to suggest they don't appreciate the E&O exposures such a simple approach creates. Clients do not often sue for a 48 hour turn around versus a 24 hour turn around. They sue because they do not have appropriate coverage. I'd also have to suggest that the agent is irrecontinued...

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 23

sponsible. Would you do business with any other profes-

concept is a good concept if it is done without the short-

sional that had a "renew as is" practice? I can see it now:

cuts many advocate, either knowingly or innocently. The

"Doc, I've been coming here annually and paying you for

general concept makes sense from a cost perspective

five years, but you've never examined me. Now I have a

because it is generally not financially profitable to give full

terminal illness that you failed to notice. But you're a nice

service to small accounts. However, it is wrong to

guy, so I won't sue." Or

consider a fast turnaround the epitome of great service

"CPA, You've been doing a great job with my financials

because it isn't.

for ten years, but perhaps you could you have alerted me

The most valuable, basic, and important job an agent

that my cash flow has been deteriorating steadily. I sure

can provide is to work with customers so they have the

would have liked to have some extra savings to see me

right coverages. It does not matter whether the account is

through this recession. Oh, you didn't know my cash flow

small or large, the foundation of the professional agent's

was negative? Oh, I see. Because I am a small client, you

(versus a peddler's) job does not change. A key reason

had your assistant type my numbers into your software

so many accounts are so small is because the insureds

and no one actually reviewed my situation. Yes, I under-

do not have the right coverages or they do not have the

stand my account is too small. I just thought your adver-

right coverages all with one agency. Many do not have

tisement for personal service meant a person looked at

the right coverages because they've never been offered

my financials. Oh. You only do that the first year for small

the right coverages. By offering the right coverages,

businesses. I see. No, I won't be doing business with you

which many customers will purchase, several problems

next year. No, it's not that I'm upset. I should have known

are simultaneously solved. The agency's E&O exposures

how it is with small clients. But you see, I just won't be in

will decrease significantly, the customers who buy ex-

business next year. Good luck to you too."

tra coverage will no longer be small accounts, and the agency's revenues and profits will grow. Isn't it better to

missions you're being paid? The service center or SBU

accounts rather than by cutting service?

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Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

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Kids, Cars and

Divorce Mom and Dad are divorced. Daughter lives with Mom. Dad has offered to let his daughter drive one of his cars. He's fine with Mom driving it when needed. He does not want to add Daughter to his policy.

Q

What are the insurance implications under both Mom's and Dad's policies for this arrangement?

"We’re having trouble resolving yet another one of those weird divorce situations. Our insured got divorced from her husband about a year ago. He still lives in the same city, but moved his insurance to another agent.

Their daughter lives with Mom (our insured), and will be a senior in high school next year. The daughter is working part time to save for a car, but for now, she and Mom are sharing Mom’s Honda.

"Last semester, her grades slipped a little, and Mom told us she thinks it’s because her daughter is working too many hours after school (trying to make money for a car), while taking a heavy academic load. Dad has offered to let his daughter drive one of his cars, so that she can cut back on working and get her grades up.

"Here’s the dilemma. Dad does not want to add the daughter to his PAP, but insists that she be added to Mom’s policy instead of his, since the daughter lives with Mom. Also, Mom might occasionally use the car (Cadillac Escalade), since she sometimes drives her daughter and a few of her friends to soccer practice, and the Honda doesn’t have nearly as much room as the Escalade.

Apparently Dad is OK with Mom using the car.

"We’re trying to sort out how to be sure our insured (Mom – and her daughter) has coverage for the car owned by Dad, furnished to their daughter."

A

In reading your question, I was reminded of the line legendary actress Mae West often quipped in movies: “Marriage is a great institution, but I’m not ready for an institution.” As every experienced insurance practitioner knows, divorce presents a lot more challenges for an agency than marriage.

And this situation is a textbook example!

Here are my thoughts. First, note that my coverage analysis is based on the ISO PAP, so if any of the policies involved are non-ISO, coverage may be different.

To simplify things, assume Jack and Jill are the divorced parents, with their daughter Jillette living with Jill. Also, assume that Jack owns the auto (Cadillac Escalade) which he furnishes for Jillette's (and perhaps Jill's) use.

This auto is insured under Jack's PAP. If I have all the facts correct, here is how I see the coverage issues.

1. When Jillette or Jill are driving the Escalade, Jack’s policy is primary, and covers both him (as owner) and any permissive operator(s). See the Liability section describing "Insureds" in Jack's PAP, items B.1 and B.2.

“Marriage is a great institution, but B. "Insured" as used in this Part means: I’m not ready for an institution.” ~Mae West or "trailer".

1. You or any "family member" for the ownership, maintenance or use of any auto

2. Any person using "your covered auto".

2. Since Jack appears to be providing the Escalade for use by both Jill and Jillette, Jill's PAP excludes coverage for their use of Jack's auto, due to Liability exclusions B.2.b. (Jill) and B.3.b. (Jillette).

Page 26

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

B. We do not provide Liability Coverage for the ownership, maintenance or use of: 2. Any vehicle, other than "your covered auto", which is: a. Owned by you; or b. Furnished or available for your regular use.

3. Any vehicle, other than "your covered auto", which is: a. Owned by any "family member"; or b. Furnished or available for the regular use of any "family member".

However, this Exclusion (B.3.) does not apply to you while you are maintaining or "occupying" any vehicle which is: a. Owned by a "family member"; or b. Furnished or available for the regular use of a "family member".

3. Adding Extended Non-Owned endorsement PP 03 06 to Jill's PAP would provide some coverage, depending on the edition date of the form. For example, in the 06 94 edition (still in wide use with many auto markets), the ENO deletes exclusions B.2. and B.3. However, in the 01 05 edition, only exclusion B.2.b. is deleted.

Therefore, if Jill’s PAP has the 01 05 edition of the ENO endorsement, only Jill’s use of the Escalade is covered under her PAP. In the ISO filing for the 2005 PAP program, ISO commented specifically that the 01 05 edition of the ENO was no longer going to provide coverage for an auto furnished for the regular use of a family member.

5. While Jack is not your insured, I can pretty much guarantee that his PAP insurer would want to know that Jillette is driving the Escalade! So when he says he “doesn’t want to add the daughter to his PAP,” he is probably going to find himself in a squabble with his insurer one day. Similarly, Mom’s insurer is probably going to classify and rate Jillette as a principal youthful operator, since the Escalade seems to be primarily for her use.

Some auto markets might have their own proprietary version of an ENO endorsement, and might be willing to cover Jillette’s use of the Escalade.

6. Clearly, the hardest exposure to solve is coverage for Jillette’s use of the Escalade under Jill’s PAP. Since the 01 05 edition of the ENO endorsement does not provide coverage for Jillette (like the 06 94 edition did), I can’t think of a solution. However, keep in mind that Jack’s PAP does provide coverage for Jillette’s use of the Escalade, assuming he doesn’t incur his insurer’s ire if he fails to disclose Jill’s usage of the car.

4. Here is a slight twist on this. In your question, you mentioned that Jill “might occasionally use the car (Cadillac Escalade), since she sometimes drives her daughter and a few of her friends to soccer practice.” Note that even without the ENO endorsement on Jill’s PAP, her occasional use of the Escalade might be covered. First, exclusion B.2.b. applies the exclusion for an auto “furnished or available [for Jill’s] regular use.” Apparently, the Escalade is furnished for Jillette’s regular use, and Jill’s occasional use. Secondly, under the exception to exclusion B.3.b., Jill is covered while she is “maintaining or occupying” the Escalade – which is furnished for Jillette’s regular use.

7. One option might be for Jack to lease the car to Jill, and she could add the car to her PAP, and avoid exclusions B.2.b. and B.3.b. in her PAP, since these exclusions apply to “other than your covered auto.” She would need to add Jack as Additional Insured Lessor. This might be more theoretical than realistic, given that they are divorced. In addition, that would mean Jack is solely relying on coverage through his status as a Lessor in Jill’s PAP, and in effect he would be “hitchhiking” on Jill’s insurance for coverage on the Escalade. And if Jill’s limits are lower than his, this would be a serious problem for Jack. If you were Jack’s agent, you would probably advise Jack against leasing the car to Jill, for this reason.

Thus, for example, if Jill drives the Escalade to have the tires rotated (“maintaining”), or simply run an occasional errand (“occupying”), this usage by Jill falls within the exception to exclusion B.3.b. in her PAP.

Looks like Mae West had it right all along!

Independent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 27

In Nashville, A Way Of Life Washed Away;

Flood Insurance Scarce As Tiffany Wiggers rests a hand on her pregnant belly and explains why she doesn't have flood insurance, the Harpeth River flows by serenely, 100 yards away.

Two days earlier, that seemingly harmless river was ravaging her house.

Wiggers, a 27-year-old accountant, is one of thousands of people in middle Tennessee whose lives and homes were swamped with muddy water and chaos when last months rains set a two-day Nashville record of nearly 14 inches.

Few have flood insurance. They are relying for now on help from volunteers while they await word of what financial aid the Federal Emergency Management Agency will provide. In this neighborhood, at least no lives were lost. The waters that raged through Tennessee, Kentucky and Mississippi are blamed for at least 30 deaths this week. Nashville Mayor Karl Dean says the city's damage will top $1 billion.

The Harpeth is a tributary of the Cumberland River that soaked parts of downtown Nashville. It perhaps is best known as a gentle stream where novice canoeists can take day trips without fear of calamity.

But in Wiggers' Riverwalk development in the Bellevue section of Nashville, the river rose to 27.3 feet, 3 feet above the record set in 1948, according to the National Weather Service. As the Harpeth rushed over its banks, it felled giant oaks and yanked out spikes that held train tracks in place. Downstream in Cheatham County, it swept three homes off their foundations and into the river, where they smashed into a railroad bridge.

Wiggers says she and her husband, Jason, asked their real estate agent, builder, lender and insurance agent about flood insurance. "They all said, 'You're not in a flood plain, so you don't need it,' " recalls Wiggers, who left her home Sunday in a rescue boat with her dog. "I was like, 'FEMA and the bank said we won't need it, so we're in the clear.' " Don Bouressa, who lives a few houses away on Riverfront Drive, wipes away tears.

"As far as the amount of money we've put in the house, that's just gone," he says.

"The last two days have been hell. If it hadn't been for people coming in here to help, I don't know what we would have done." His wife, Deborah, estimates the neighborhood had 100 volunteers working Monday. "We had eight of them yesterday," she says, "helping us pull wet insulation from under the house. One guy had taken the week off."

Metro Nashville Councilman Bo Mitchell also lives in Riverwalk, although on high ground. Mitchell, his wife, Chastity, and others have organized a neighborhood network that is shuttling meals and other essentials to flood victims. By their count, 150 of Riverwalk's 601 homes have flood damage. Information is being circulated on Facebook, because it's available on phones. Neighbors whose homes weren't damaged are taking care of other neighbors' kids. "The people who were flooded need somebody to watch their kids while they're tearing their houses apart, and we have a lot of stay-at-home moms," Chastity Mitchell says. Others are doing laundry for families that now need every item of clothing they own washed. Dinner on Tuesday was 60 chickens donated by the Publix grocery store. ‘There is no villian’ The view from Riverwalk includes a limestone bluff that rises hundreds of feet on the far side of the Harpeth, yet the rural feel is just a 15-minute drive from downtown. The neighborhood of $200,000-$400,000 homes celebrates its proximity to

the Harpeth with street names such as Bending River and Wide Water.

Mitchell says he has spoken with only one person who has flood insurance. He says the eligibility rules must be re-evaluated. "You just don't expect something like this," he says. "There's no villain. There's no bad guy. Some of the parts of Bellevue that have been flooded, you'd never expect the little Harpeth River to do that." He adds, "We really don't have time right now to point fingers at anyone. It's time to come together and help your neighbors and make sure your neighbors have food, shelter and clothing."

Volunteer efforts are being coordinated through Hands On Nashville's website (hon.org). Riverfront Drive resident David Barlar says the onslaught of help has amazed him. "I'd say close to 15 people came," says Barlar, 27.

"Their graciousness toward us has been more overwhelming than the flood itself."

Volunteers have been vital for getting recovery pointed in the right direction, Barlar says. "I am still kind of overwhelmed," says the graphic artist, who moved into Riverwalk last August with his wife, Jennifer. "I wouldn't have known where to begin. I was clueless."

To begin, he was told, strip off all flooded wallboard to 1 foot above where the moisture reached, to prevent mold. Then, remove any wet insulation. Next, take out the flooring.

Chastity Mitchell says neighbors brought in Hurricane Katrina survivors to make sure people understood the need for demolition. When some hesitated to take their homes apart, experienced people said, "No, you need to do it," she says.

Still, it was a bitter task for Ray Fryoux, a drummer from Louisiana. He had just completed remodeling a home he bought through foreclosure. "I haven't even paid my first note on it," Fryoux says. "We spent everything we had on redoing this house. New flooring, new fixtures.

We repainted.

It kind of looked like a brand-new home when we finished. All new appliances, everything."

line at a friend's house and says he is satisfied with the process. He, his wife and their 2-year-old spent Sunday night in a Red Cross homeless shelter. Several other Riverwalk residents were taken in by neighbors. Councilman Mitchell says people are trying to make homes that are for sale or for lease available to flood victims.

'Tragedy brings out the best' Meanwhile, the race to get wet materials out of homes has led to heaps of waste in driveways throughout this 3-year-old development. Portable toilets are spaced out on the hardest-hit streets, and many lawns are filled with muddy mattresses and broken furniture.

Wells says he helped with relief efforts after Hurricane Andrew in Florida, and after Katrina and Rita, and also with hurricane relief in Texas. He says the toughest part of such work often is getting the people who need help to accept it. “First thing I say to them is that it’s hard for people in today’s ‘I’m-in-control’ society to let people help them,” he says. “I say, ‘Don’t expect us to expect you to be at the top of your game. You’ve been through a loss.

Let us help you. Pretty much, you can’t solve anything by yourself.’ “ He adds, “Tragedy brings out the best of the best. I’ve seen people work for a week for others when they don’t even have a roof on their own house.”

Take-aways from this article: • If you think flooding won’t happen in New Mexico outside of the FEMA ‘flood plains’, then think again.

• After a flood, E&O claims against insurance agencies climb dramatically.

• Have you provided (and documented!) flood insurance quotes to all of your clients?

• Have you familiarized yourself with the markets available to you through IIANM? Click on image below for more info:

Now, Fryoux says, "What you see in my garage, that little pile, that's what we have.

He registered for FEMA aid onIndependent Insurance Agents of New Mexico - www.iianm.org - * June 2010

Page 29

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

Jack Cleary Jack Cleary

Instructor: Instructor:

- June 15 - 16 8am - 5pm - July 13 - 14 8am - 5pm

Instructor: Instructor:

Our 14th Annual Southern Seminar will be held July 21 & 22nd in Las Cruces, NM. Click here for more information or to register.

Bob Ouellette - June 17 8am - 5pm Manny Mansour - July 15 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:

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Amount:

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Signature:

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

Page 30

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 - * June 2010

Click here for a full listing of our education program.

June's Clickable Calendar

CE = continuing education hours

- Click on a class to register online -

Sunday

Monday

Tuesday

Wednesday

1 6

7

ACSR#4 E&O/Loss Control 8CE Hours

8

P&C Pre-licensing Class

Thursday

2 ACSR#8 Commercial Auto 8CE Hours

9

P&C Pre-licensing Class

Friday

3

Saturday

4

5

11

12

AAI 82A Commercial GL & Auto 8CE Hours

10

L&H Pre-licensing Class

14

15

16

17

18

19

20

21

22

23

24

25

26

27

28

29

30

Classifieds

13

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 - * June 2010

Page 31

?

What’s to do this summer June is a busy month for our friends over at the:

Click here to see this months calendar which includes: Book Signing, Book Fairs, Luncheons, Conferences, and Award Recognitions.

AAA New Mexico Magazine gives us the goods on taking a: June 18 - 19, 2010 @Expo New Mexico The Albuquerque Folk Festival is a non-profit event held with the goal of increasing the public's participation in music, dance and other folk activities. The 2010 Festival (our twelfth annual!) will be held Friday, June 18 and Saturday, June 19, 2010 at the State Fairgrounds (Expo New Mexico) in Albuquerque. In the tradition of the folk ethic, the goals of the Albuquerque Folk Festival are to highlight non-commercial acoustic folk music and dance activities in the greater Albuquerque region and to encourage individuals to sing, dance and play music.

Featuring: Instrument Petting Zoo Talent Contest Dances Youth Talent Show Bands Click here for complete details!

Santa Fe DayTrip Santa Fe is one of the country’s premier art cities, with Canyon Road its foremost art district. The lane that snakes into the Sangre de Cristos was the site of Santa Fe’s first artist colony. Nowadays, the 1.5-mile stretch is home to nearly 100 galleries. Gallery owners welcome novices as well as connoisseurs to buy and browse, but there’s also plenty to occupy non–art lovers, including great dining and other shops. And a stroll along Canyon Road itself—among sculpture gardens, courtyards, and old adobe homes-cumgalleries—is its own visual feast. 1-505-955-6200 or 1-800777-2489.

~ Neala Schwartzberg

Click here view highlighted galleries and restaurants.

Summer Vacation is Here!

With Your Help, Kids Will Be HAPPY not HUNGRY This Summer Summer is a high-risk time for children - Get Involved with the Roadrunner Food Bank!

Thousands of children in New Mexico face three long months of going hungry.

There’s TONS to do this summer all over the state of New Mexico!

The NM State Parks Division has listed their complete Calendar of Events for all of the state’s parks.

Click here to view what’s happening in June!

Families with two kids have to come up with more than 200 extra meals during the summer vacation, and that is impossible for many low-income families.

That’s 92,800 children a year.

You can help today, by giving.

Thanks!

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 2010 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.

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.

The Republic Group offers personal property, dwelling fire, personal automobile and commercial lines of insurance through independent agents primarily in Texas, Oklahoma, Louisiana, Mississippi and New Mexico.

Our companies have flexibility to offer the insurance coverage most insureds need, whether for home, automobile or business. Competitive rates and coverages are available for both standard and non-standard risks, which meet our underwriting criteria.

Travelers Insurance Company is a National Company serving the needs of our Independent Agents’ all across America, from the East Coast to the West Cost and everything in between, we offer a wide variety of Commercial and Personal Lines products. We have an intimate knowledge of all lines of insurance and can offer solutions that are truly in-synch with the needs of your customers.

Silver

Letcher Golden & Assoc.

Bronze 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:

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Preferred BOP

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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

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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

You will never pay a fee to access our companies.

No volume or binding contracts.

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.