Agent’s Voice the

October 2011
Vol. XXXVIII, No. 8
7 Ways To Kill Your Future Without Even Knowing It
pg 13-14
How To Stay Top-of-Mind with Insurance Clients and Prospects
pg 15-16
Joe Cain (second from right), President and owner of Coral Marine Services, meets on-site with his LWCC account team: (from left) Hardy Zeigler, Senior
Loss Prevention Consultant; David Posner, Underwriting Account Executive; and Becky Causey, Senior Claims Representative. At right is diver David Martin.
Coral Marine Services specializes in the
employing some of the most knowledgeable and
challenging and inherently dangerous work of
experienced salvage crews and divers in the industry.
marine salvage, tank cleaning, oil-spill cleanup,
“Our LWCC loss prevention consultant comes out
and related industrial services. They have been
and spends time with us,” says owner Joe Cain. “He’ll
a policyholder with us, the Louisiana Workers’
look at our operations and discuss any hazards he
Compensation Corporation, since 1993 while
might see. He adds real value to our safety program,
working with Paul’s Agency, their insurance broker.
and we collaborate on the appropriate changes.”
Together, our three companies share a dedication to
workplace safety.
Based in Amelia, Louisiana—near Morgan
General Manager Ronnie Kinchen says,
“LWCC’s claims service is also outstanding. Their
staff does what’s necessary to help injured workers,
City—Coral Marine Services has earned a
and they assist us in getting our valued employees
well-deserved reputation over the years by
back on the job.”
Inside This Issue
The Agent’s Voice
Published by the Professional
Insurance Agents of Louisiana, Inc.
President’s Message………………………………...........4
Commissioner’s Column.........................................6-7
No material may be reproduced in whole or in part without written consent of PIA of Louisiana, Inc.
Statements of fact and opinion in The Agent’s Voice are
the responsibility of the authors alone and do not imply
an opinion on the part of the officers or the members of
the Professional Insurance Agents.
Participation in PIA events, activities and/or publications is available on a non-discriminatory basis and
does not reflect PIA endorsement of the products and/
or services.
The Agent’s Voice is published ten times a year by the
Professional Insurance Agents of Louisiana, Inc. Free
subscription is included in PIA membership. Non-member subscription is $2.50 per copy, $25 per year. Contact the Editor for more details.
Passing It On..........…………….………….........…..........8
PIA Errors & Omissions...........................................9-10
7 Ways to Kill Your Future
Without Even Knowing It........................................13-14
How to Stay Top-of-Mind with
Insurance Clients and Prospects ...........................15-16
Louisiana Legal Updates..........................................25
All communications for publications, including news,
features, advertising copy, cuts, etc. must reach publisher by 1st of month prior to month of publication. Advertising rates furnished upon request.
Member News.........................................................11
Address inquiries to:
8064 Summa Avenue, Suite C
Baton Rouge, LA 70809
Index of Advertisers ………….………….…....................26
Partner News............................................................12
2011 CISR Schedule ....................……………............18
Editorial Cartoon ......................................................26
Member Benefit in Focus .……...………….……...........26
Phone: (225) 766-7770
Watts: (800) 349-3434
Fax: (225) 766-1601
Email: [email protected]
Mission Statement
Promoting the professional insurance agency
system, leading through support,
representation and fellowship.
Gene Galligan, Monroe
Manuel DePascual, Metairie
Darryl Frank, Metairie
Duane Dimattia, Baton Rouge
Immediate Past President
Richie Clements, Chalmette
PIA National Director
Karen Bryant, Denham Springs
Lisa Donlon, Lafayette
Dawn Duhé, Hammond
John Erny, Lafayette
Patrick LeBoeuf, Westwego
Joe Lohman, Baton Rouge
Jim Moore, Destrehan
Al Pappalardo, Jr., Mandeville
Barry White, West Monroe
Kevin Woods, Monroe
Jody M. Boudreaux
Executive Vice President & Editor
Natalie S. Cooper
Director of Industry Affairs
Laurie Whipp
Director of Marketing
Coleen Brooks
Director of Member Services
uring the week of September 22-24 your Executive
Committee was in San Francisco attending the National Fall
Governance Meetings & PIAPAC
Event. Yes, we worked. Duane,
Manuel, Darryl, Richie, Jody and I attended meetings Thursday through Saturday.
November 18. PIA
is supporting a 5
year extension. We
have been against
adding wind coverage to the program. However, Sen.
Roger Wicker, R-MS, has added an
Amendment to the Senate Bill reviving
the Wind-vs-Water debate. The Wicker
amendment utilizes data currently colIt is always interesting to attend Nationlected by the National Oceanic and Atal PIA Events. We learn what the other
mospheric Administration, academic
State Associations’ probinstitutions, and private
lems are and what they
entities to allocate windPresident,
PIA of Louisiana
are doing to solve them.
vs-water damages followOne problem that is Naing a hurricane. The bill
Gene Galligan Insurance Agency
tional in scope is “How to
creates a “standardized
reach Gen Y?”. You hear
[email protected]
loss-allocation” system to
the term, but what does
distribute losses between
it mean. Gen Y is anyone born in the
the NFIP and private or residual-market
1980’s to early 1990’s. The PIA Nationwind insurers. If the bill passes with the
al website has an informative program
5 year extension and with Sen. Wicker’s
on Gen Y members. PIA National ran
amendment, the PIA will revisit our poa survey that showed that 83% of Gen
sition and support the bill. It was felt
Y use the internet to price shop. Howthat the bill holds out the possibility of
ever, 97% would prefer to buy from a lodeveloping a fair, equitable system that
cal store, 96% felt that it was important
serves everyone’s interest.
to speak to a knowledgeable person,
and 60% wanted phone contacts after
In the Government Affairs Committee,
a sale compared to 33% wanting an ethe importance of the State Affiliates
mail. Consensus was that we need a
Grass Roots efforts was stressed not
presence on the internet, but we must
only on the State level, but also, on
return to providing personal service.
the National level. The Congressional
Management Foundation ran a survey
As I sat listening to the conversation, I
of Congress and found that 97% of the
noted that there was no one of Gen Y
legislators respond to constituent visits,
age in the meeting.
88% to customized e-mails and 51% to
Another continuing problem is the National Flood Insurance Program, set
to expire on September 30, and since
extended to October 4, and lastly to
Page 4 • October 2011
Continued on page 22
October 2011 • Page 5
Commissioner’s Column
By James J. Donelon
NIMA Has Strong Kick-Off
Effective July 21, 2011,
n July’s Commissioner’s Column
on the 2011 Regular Legislative the home state has exclusive tax and regulaSession I discussed the Nonadmittory jurisdiction over
ted Insurance Multi-State Agreesurplus lines insurance
ment (NIMA) legislation that passed
in Louisiana. At that time five states policies—even for policies covering
properties, risks, or
had joined NIMA.
Currently, 12 juris- Commissioner of Insurance exposures
dictions have joined
Louisiana Department of
NIMA, representing
The test for the home
22 percent of the
[email protected]
state of the insured
surplus lines marhas several layers. The
ketplace based on
first is the principal place of business
2009 data. I would like to discuss
further this landmark agreement or principal residence, for an individual, when there is a portion of the inand its significance for our state.
sured properties, risks, or exposures
The Nonadmitted and Reinsurance in that state. If the policy does not
cover properties, risks, or exposures
Reform Act of 2010 (“NRRA”) is the
in the principal place of business or
subtitle of the Dodd-Frank Wall Street
Reform and Consumer Protection Act residence, then the state to which the
(“Dodd-Frank”) that makes changes greatest percentage of taxable premium is allocated is the home state. In
in the state-based system of regulating insurance. The first part of the all cases of policies covering properties, risks, or exposures in only one
NRRA mandates a single-state system of surplus lines regulation based state, that state will be the home state.
on the statutory home state of the
surplus lines insurance policyholder.
Contact the
Department of
Insurance at
or call
Page 6 • October 2011
The exclusive premium tax jurisdiction of the home state is a truly novel
provision of the NRRA. Congress assigned tax jurisdiction to one state
but expressly intends the sharing of
taxes through the adoption of uniform nationwide procedures, such
as a compact, that provide for the
reporting, payment, and allocation of
surplus lines premium taxes. There
is an incentive for some states with
large surplus lines premiums to join
such a compact and avoid the loss of
premium taxes, but
those states that are
home to large multistate companies may
have a fiscal incentive to go it alone on premium taxes.
In response to the NRRA and the intent
of Congress, Louisiana participated
in drafting through the National Association of Insurance Commissioners
(NAIC) and, on July 1, 2011, joined the
NIMA. Bulletin 2011-01 addresses
Louisiana’s participation in NIMA and
the implementation of the NRRA’s
requirements in Louisiana. This bulletin may be found on the Department of Insurance Web site at www. under the Companies tab.
The placement of surplus lines insurance is now subject solely to the
statutory and regulatory authority of
the insured’s home state. The NRRA
provides relief from multiple states’
regulation of a policy covering multistate properties, risks, or exposures.
A broker will only have to meet the diligent search requirements, if any, and
the surplus lines licensing requirements of the insured’s home state.
The NRRA further provides for the
preemption of any state law, regulation, provision, or action that conflicts
with the exclusive home state authority over taxing and regulating surplus
lines insurance and licensing of surplus lines brokers. Federal preemption does not extend to the placement
of surplus lines insurance for workers’
compensation or excess insurance for
self-funded workers’ compensation plans.
The NRRA preempts state eligibility rules
for surplus lines insurers and applies different criteria for U. S.-domiciled and alien
insurers. Insurers domiciled in a U.S. jurisdiction need only possess a license to
write a certain line of business in its domiciliary state and have capital and surplus
of at least $15 million. States could
compact to establish uniform nationwide standards that are different, but a
nationwide uniform compact will be difficult given that several states have laws
or policies prohibiting the delegation of
legislative powers. Alien surplus lines
insurers need only be on the NAIC Quarterly Listing of Alien Insurers. In compliance with the NRRA, Louisiana now has
a much shorter application for white
listing surplus lines insurers that focuses on their meeting the NRRA criteria.
The agreement allows state authorities
to work cooperatively to collect and allocate premium taxes for multi-state
surplus lines insurance transactions
based on the risk or exposure in each
state as has been done in the past.
These premium taxes provide support
to the states’ general funds. Without
this agreement, several states could potentially lose surplus lines tax revenues
to the “home state” as defined in the
NRRA (Louisiana has about $25 million
per year at risk). We are expecting more
states to join NIMA now that the July
21 effective date of NRRA has passed.
Contrary to what some have said, there
is a surplus lines tax allocation system
legally in force—NIMA. While it is true
that the clearinghouse is not yet operational, NIMA is accepting memberstates and organizing them to build an
effective system for tax allocation. On
the other hand, the Surplus Lines Insurance Multi-State Compliance Compact (SLIMPACT) has yet to come into
force under its own terms with only
nine of the needed ten member states.
The participating states and territories
now include Alaska, Connecticut, Florida, Hawaii, Louisiana, Mississippi, Nebraska, Nevada, Puerto Rico, South Dakota, Utah and Wyoming. NIMA members
plan to elect officers and select a clearinghouse to administer the funds. The
State of Florida has agreed to temporarily house the NIMA website (http://www.,
which will contain the signature documents from member states. I encourage
you to follow the progress of NIMA here.
October 2011 • Page 7
Passing It On!
By Jody M. Boudreaux
a sales pitch when
ast month at our PIA National
calling for a quote
meetings, we were introduced to
or service.
a new deliverable offered by the PIA
Partnership. In the past, this is the
The objective is for you and your staff
group that put together the programs
to take this quiz together and then
assisting with perpetuation planning,
see how your answers match with the
reaching Gen Y and successful planning.
results of the survey
Now, they have completed
performed by The
a national consumer survey
Executive Vice President,
Partnership. As you
and I’d like to provide you
can imagine, there
with a general preview of the
results in this article.
[email protected] are a few surprises
for you. I don’t want
to spoil the fun for
Questions that were asked
you, so I encourage you to go to www.
to general consumers of insurance to check it out.
included the following:
It’s a great exercise and this web site
not only provides you with the survey
1. True or False? Prospects care mostly
results, but it then provides you with
about price…not what we can do for
tools you can use to respond to these
them as an agency.
results in your business plan.
2. True or False? Customers don’t want
or have time for coverage reviews.
3. True or False? The biggest advantage
for people doing business with our
agency is that we represent more than
one company.
4. True or False? Customers believe
that most personal lines home and
auto coverage is the same.
5. True or False? Customers prefer to
be left alone and pestering customers
make them go away.
6. True or False? Customers don’t want
Page 8 • October 2011
Let me say a little more
about this process. If
your answers don’t agree
with your customers,
your competitors are probably gaining
the advantage. Carefully review this
Website to help you:
• Consider changes you could make
• Make decisions about how to make
• Use tools specifically
designed for agencies
• Monitor and measure
Without spoiling the results, I’ll give
you a little teaser to maybe get you
interested in seeing the full results.
The results show that customers do not
view insurance (PL auto in the case of
this research) as a purely price-driven
Continued on page 22
Mark your calandar for
PIA of Louisiana’s
69th Annual
July 28-31, 2012
Moody Gardens
Galveston, Texas
PIA Errors & Omissions
By Curtis M. Pearsall, CPCU, AIAF, CPIA
Excess & Surplus Lines:
uniqueness that could spell
Errors & Omissions trouble
that the risk be bound.
ith many industry journals and
In some cases, they may
experts indicating a firming of
not even have the authorthe marketplace, activity to the Excess
ity to bind the risk and
& Surplus Lines marketplace could inmay need to contact the carrier.
crease. While this segment of our industry plays a vital role, it is important
Bottom line: as the retailer, do not adto understand the uniqueness it presvise the client that covents. Failure to do so
erage is bound until you
could spell Errors &
Special Consultant
have confirmation from
Omissions trouble.
Utica Nat’l E&O Program
the wholesaler.
There are a number of Utica Mutual Insurance Co.
Binding requirements
issues to lookout for,
If you deal with mulso let’s review some
tiple wholesalers, chances are the
of the main ones.
procedures and expectations to bind
among those wholesalers differ. Let’s
Lack of authority to bind
say you want to bind a risk at 4 p.m.
In the standard marketplace, carriers
on a Friday. Can you do it or will the
typically spell out the types and sizes
wholesaler advise you that they need
of risks agencies can bind. This adds
premium payment and the necessary
to the efficiency of the process. Conaffidavit forms before they can bind?
versely, in the Excess & Surplus marClearly know the rules of engageketplace, accessing these carriers
ment when working with wholesalers.
typically requires you to deal with an
Professional wholesalers will make it
agency that has an E&S license, tradiclear on the proposals what is needed
tionally referred to as a wholesaler.
to bind coverage. Be aware of these
“rules” and factor them into your hanThe wholesaler’s job – which most do
dling of the risk. Look for wholesalers
very well – is to provide your agency
who will provide you with an account
with access to additional carriers that
current for your business. This will
write more specialized risks and potake away some of the potential headtentially some hard-to-place risks. The
wholesaler is technically the agent for
that carrier and will have some type of
Classification Limitation endorsebrokerage contract. Your retail agency
ment/other unique endorsements
is not an agent for these carriers and
Do you know if the E&S carriers in your
thus you do not have binding authorstate include the Classification Limitaity. To bind a risk, you would need to
tion endorsement on their policies?
advise the wholesaler of your desire
You need to know
because this form
has the potential
to be your biggest
What this endorsement essentially
does is restrict coverage under that
policy to only those classifications noted on the policy. For example, if you
insure a painter who only performs
inside painting, the coverage would
state only claims arising from inside
painting would be covered. If the painter gets the opportunity to paint the
outside of a house, there would be no
coverage unless the policy was modified accordingly. Look out for this form
and, if it is included on that particular
policy, advise your customer in writing
of this limitation. Explain that if they
perform any work outside the stated
classifications, they have no coverage
and should contact the agency before
undertaking this additional work.
There is also the possibility the proposal/policy may contain other unique
endorsements that could severely limit
the coverage actually provided. Watch
for these forms. It is highly recommended advising your client of these
various limiting endorsements or exclusions at proposal time and when
you send them the policy. Note in your
cover letter to them that they should
read their policy carefully and contact
the agency with any questions.
October 2011 • Page 9
Don’t expect the renewal policy to
look like the expiring one – it probably
When your E&S accounts come up for
renewal, there is a good chance you
will need a renewal application as automatic renewals are not the norm on the
E&S side. When you receive the renewal
proposal from the wholesaler, review it
carefully, identifying any changes or new
endorsements being added. When a carrier wants to modify coverage in the E&S
industry they do not need to issue a conditional renewal notice, unlike the standard marketplace. The E&S carrier may
add new exclusions or even reduce the
No Guaranty Fund
With the exception of New Jersey, the
State Guaranty Fund does not provide any
protection if an E&S carrier is declared insolvent. As a result – and even for agents
in New Jersey – it is highly recommended
to know the financial condition, the A.M.
Best rating, of the carrier. When you receive proposals, know who the carrier is.
It may be a new carrier you have never
heard of or a carrier you have dealt with.
Carrier ratings change, so know the carrier’s current rating. It is not a bad idea
to ask the wholesaler, don’t rely strictly
on their feedback. It is very easy to check
carriers’ ratings through the A.M. Best
website (
Compliance with state regulations on
accessing the E&S market
There are a number of states requiring
that a risk be declined by a specific number of admitted markets before business
can be placed in the E&S marketplace.
Continued on page 19
While it’s hoped they will give you advance
notice, they are typically are not required
to. It is wise to ask your wholesaler ahead
of time if they expect any changes on
the renewal policy. There is a chance the
coverage changes could be significant.
In some cases, the customer may not be
agreeable to the changes, so make it part
of your process to contact the client and
review the renewal proposal with them to
get their approval on whether they want
coverage bound.
No backdating
It is critical that the agency’s staff clearly
understands there is no backdating of
coverage in the E&S market. As account
executives prioritize their work, special
attention should be given to accounts in
the E&S market. If there is an account
that renews on a Saturday and you leave
the office on Friday not having bound the
account, there is a very good chance that
when you call on Monday to bind, the account will be bound as of Monday – once
again, no backdating. If there was a loss
over the weekend, there will probably be
no coverage in effect. This could be a significant issue with property coverage.
Page 10 • October 2011
Phone: 318-628-6730
Fax: 318-628-6737
[email protected]
Information to share with your insureds…
Auto Insurance: The Basics
Automobile insurance consumers frequently ask “How much
coverage do I need?” There is no one correct answer to this
question because it depends on one’s personal situation. One
important factor is: You need to be covered. Not only is having
auto insurance important for the safety of you, your family and
those around you, it is also the law.
bills or property damage incurred by the injured party. With the
volume of lawsuits filed in Louisiana, chances are you could find
yourself named as a party in a suit. If you are underinsured, this
could be a costly situation for you and your family. So, in order to
protect yourself and your family’s assets, more coverage would
be a wise decision.
Louisiana law LRS 32:900 requires all motorists to carry liability
coverage of at least $15,000 covering bodily injury to one
person, $30,000 for more than one person injured in a single
accident and $25,000 to cover damage to another person’s
vehicle or property.
Consider whether you want to purchase comprehensive and
collision coverage. Collision coverage does just what the name
implies. It covers damage to your vehicle if you hit another car or
that pesky mailbox next to your driveway. In the same fashion,
comprehensive covers other things that might happen to your
vehicle like fire, theft, or vandalism.
Even though auto liability is mandatory, not everyone has it.
Individuals who drive uninsured should be aware of Louisiana’s
“No Pay, No Play” law (LRS 32:866) which prohibits uninsured
motorists from collecting the first $15,000 in personal injuries
and the first $25,000 in property damages, regardless of who
caused the accident.
While only the minimum liability limits are required, there are
other factors to consider when deciding how much coverage
you need to purchase. Do you own a home? Are you a small
business owner? What type of assets do you own? These are
all important things to consider when determining how much
coverage you need.
If you are involved in an at-fault accident which injures another
party, the minimum liability limits may not cover the medical
The thought of purchasing insurance may give you budgeting
nightmares, but when you consider the number of vehicles on
the road at any given time, you can be sure that having auto
insurance and the appropriate coverage will benefit you in the
long run. So know your needs, know your coverage, and you will
be ready when something unexpected happens.
If you are still unsure of how much coverage you need or
would like to learn more about the additional types of auto
coverage, speak with a licensed insurance producer or contact
the Louisiana Department of Insurance Office of Consumer
Advocacy for more information.
Source: LDI Monthly Consumer Advocacy Newsletter
Member News
Weatherspoon Named President of International
Organization’s Baton Rouge Chapter
Tawanda A. Weatherspoon, contract
surety account manager at Wright
& Percy Insurance, a division of
BancorpSouth Insurance Services,
Inc., was recently chosen president
of Insurance Professionals of Baton
Weatherspoon previously served as
the organization’s treasurer and state council sponsorship
Also named were:
• Carol Brown of LUBA Workers’ Comp, President Elect
• Laura Molino of Wright & Percy Insurance, Treasurer
• Jane Walker of LUBA Workers’ Comp, Secretary
• Deborah Ledford of Wright & Percy Insurance,
Parliamentarian and Board Member
• Sylvia Thronson of Wright & Percy Insurance, Board
Insurance Professionals of Baton Rouge is the local chapter
of the National Association of Insurance Women, which
operates as the International Association of Insurance
Professionals. The organization has affiliated associations in
more than 300 locations.
October 2011 • Page 11
Partner News
LWCC-Kids’ Chance Invitational Golf Tournament
Raises $38,000
At the annual LWCC-Kids’ Chance Invitational Golf
Tournament, held in September, Louisiana Workers’
Compensation Corporation (LWCC) raised $38,000 to go
toward scholarships for dependent children of workers who
have been killed or permanently and totally disabled in a
work-related accident.
LWCC presented a $38,000 check to the Louisiana Bar
Foundation’s Kids’ Chance scholarship program during a
September 26 awards ceremony immediately following the
tournament, held at the Country Club of Louisiana in Baton
Rouge. Kids’ Chance Committee Co-Chairman Gary Knoepfler
accepted the check on behalf of the charity.
During the eight years it has been held, the tournament has
raised more than $267,000 for the Kids’ Chance program. The
program is administered by the Louisiana Bar Foundation and
is governed by a committee representing a cross section of
the legal and workers’ compensation communities, including
LWCC. The first Kids’ Chance program was founded in 1988
by the Workers’ Compensation Section of the Georgia Bar
Association. Today there are programs in 28 states.
“LWCC is honored to help provide financial assistance for
these deserving young students,” said LWCC President
and Chief Executive Officer Kristin Wall. “The Kids’ Chance
scholarships pay for school tuition, books, fees, and general
living expenses.”
Kids’ Chance scholarships are available to Louisiana
residents from ages 16 to 25 who demonstrate financial
need and meet other qualifications. Any accredited Louisiana
university; community, technical or vocational college; or
state-approved proprietary school qualifies.
LWCC Conference Focuses
on Medical Treatment Guidelines
Louisiana Workers’ Compensation Corporation (LWCC)
spotlighted the state’s recently issued medical treatment
guidelines for the care of injured workers during a conference
attended by many of the company’s medical providers.
Held October 14 and 15 at The Roosevelt New Orleans,
the LWCC Provider Partnership Conference was jointly
sponsored by the American Academy of Disability Evaluating
Among the guest speakers was Wes Hattaway, director of the
Louisiana Office of Workers’ Compensation Administration
(OWCA). The OWCA issued the medical treatment guidelines,
and they went into effect on July 15 this year. In 2009, the
Louisiana Legislature had passed RS 23:1203:1, requiring
OWCA to develop the guidelines.
Page 12 • October 2011
In his conference remarks, Hattaway reviewed the process
of implementation, the roles of the OWCA Medical Advisory
Council and medical director, and the criteria for developing
the guidelines. He noted that they will be reviewed each year
to incorporate the latest research for effective and efficient
treatment of injured workers.
As part of its goal to improve patient outcomes, LWCC has
hosted six provider partnership conferences since 2002.
Among other speakers at this year’s event was David Deitz,
MD, PhD, Vice-President and National Medical Director
for Liberty Mutual Insurance Group, who gave an overview
of treatment guidelines and how they improve functional
Continued on page 19
Seven Ways To Kill Your Future
Without Even Knowing It
By John Graham
o one needs to be told that doing
business today is dramatically different from even a few years ago. In
spite of what may seem so obvious,
many continue to cling to a familiar
past with nothing less than stubborn
tenacity. While it’s easy to spot others
who have fallen behind, it takes almost
desperate determination to drown out
the noxious notion that we may be out
of sync.
We’re out of luck, however; there’s no
more wiggle-room. There’s no pleading for a second chance. Now, it’s only
playing for keeps. While we laud team
effort, it becomes clear that individual
players are expendable.
Even if we’re good at what we do, we
may be undermining ourselves without even knowing it. And, more often
than not, it’s not the big stuff that
sinks us. It’s the little telltale things that
silently add up until there comes a tipping point. And then it’s all over. Most
of the time we can’t figure out what
happened. It wasn’t someone else who
had it in for us; we did ourselves in.
Before saying, “No one needs such a
dark dose of pessimism,” consider
several thoughts that may help quantify the idea that our wounds are selfinflicted. Here are just a few:
1. Little words. Big story. One business owner makes it a practice to ask
job applicants to include a cover letter with submitting a resume. “I want
to see how many times they use such
words as ‘I,’ ‘me’ or ‘my,’” he says. “If
these pronouns jump off the page, this
may be a person who lacks self-awareness and quite possibly lacking in selfconfidence.”
If’ you’re scratching your head and
wondering if such an idea is totally off
the wall (and even unfair), don’t be too
sure. What the business owner came
upon almost intuitively, James W. Pennebaker of the University of Texas at
Austin, arrived at through research, as
presented in his book, The Secret Life
of Pronouns.
John Graham, a marketing and sales
consultant and a business writer, lives in
Boston. He can be contacted at
617-774-9759 or [email protected]
It may be more productive to tune out
the big content words (jargon, in particular) and pay closer attention to the
“little words.” They may be telling us
a “big” story. Just think of the times
you’ve read letters littered with I, me
and my. What do they say about the
2.Inferred incompetence. If a test is
needed, here’s a quick one to identify
incompetence. Ask someone to prepare
a report, develop a meeting agenda,
arrange a meeting or write a letter and
you’re pleased they embrace the task
with interest and enthusiasm (which is
what you want to hear, of course).
“I’ll have it for you tomorrow,” they tell
you. And that’s the end. Whatever the
agreed upon schedule, nothing happens. Even two, three or more nudges
fail to get a response. Tomorrow never
Eventually, it’s clear that nothing is going to happen. This is a classic case of
“inferred incompetence,” a case of performance failure. It’s the perfect way to
skewer your own future.
3. Optimism’s false positive. Entrepreneurs and salespeople shun negative
thoughts faster than they do a skunk
on the loose.
As far as they’re concerned, it’s always
a “done deal,” even though the order
isn’t signed or buyer hasn’t said yes.
Optimism keeps them going. They live
on the upside. Unfortunately, that’s
only part of the story.
In describing a new product, the company official said, “Everyone will want
it. This will be the biggest thing that
ever happened to us.” Unfortunately,
it’s no more than a poof of dust. It was
all down hill from there.
In a study reported in The Journal of
Experimental Social Psychology(July
2011), researchers Heather Barry
Kappes and Gabrielle Oettingen point
out that fantasizing about something
very positive, such as “hitting the numbers,” closing a huge account or reaching a particular goal can make us feel
that we have actually done it. When
October 2011 • Page 13
that happens, we tend to relax, let up
and back off.
The study suggests that too big a dose
of optimism causes us to blank out the
hurdles, everything that must be faced
if we’re to reach the goal.
4. Blinded by success.
Sydney Finkelstein, a
management professor at Dartmouth’s
Tuck School of Business, was asked what
CEOs who made monumental
have in common. “That unfortunate
combination of believing they’ve got it
all figured out while turning a blind eye
to early warning signs.”
One of Finkelstein’s examples is Andrew Mason, the CEO of Groupon, who
turned down Google’s $6 billion offer
for the company. Not only did he seem
to discount the hundreds of mice nibbling away at his cheese, but it would
seem he lost sight of the sick economy,
and failed to recognize what consumers wanted next to light their buying
imagination. By mid-2011,
Groupon had lost up 50%
of its sales and much of its
5. Dues paid in full. They
say nothing in baseball history comes
close to the September 2011 collapse
of the Boston Red Sox. Amid the “howdid-it-happen” post-mortem speculation, Boston Globe sports writer Nick
Cafardo may have come closest to the
“This was a team that had no fire. It
was a team that had no urgency….It’s
a team that needs to be hungry again.”
He then wonders how that happens
with a team with monster paychecks
Page 14 • October 2011
and incredible success.
Whatever else it is, it’s the story of
what happens to anyone who decides
they’ve paid their dues and don’t need
to put in a full day or step up to the
plate. That’s just for the rookies.
6. Destructive delusions. If we believe
our decisions are well thought out and
unquestionably rational, we’re kidding
ourselves. One morning a client, who
is also the president of his company
called and quickly began complaining
about the new iPhone he had been issued. As a confirmed Apple devotee,
I instantly found myself arguing with
him. “How could anyone believe that?”
I said to myself. After a few minutes of
bantering, he said, “You’re an Apple
person. There’s no discussing this with
you.” He was right on both accounts.
It happens all the time. In his book,
The Believing Brain, Michael Shermer,
Ph.D., suggests that the brain develops patterns that shape the way we
perceive reality. But then something
interesting occurs. We latch on to any
information that confirms those beliefs
and push aside whatever attempts to
challenge them. And there’s the rub.
Unless we constantly challenge our
thinking, what we assume to be rational thought becomes little more than
Really, is it possible to believe the Android OS is totally without merit or even
a much-disliked politician is without
7. The ROI card. Businesses can either
play or ignore the “ROI card,” depending on the situation. Almost always,
they do it inappropriately. Does anyone believe that HP took the ROI into
account when it splurged a billion plus
bucks on Palm. It wanted a tablet product so much, it wrote the check and
then scrapped the project less than a
year later. That’s an instance when the
ROI card should have been played. But
that isn’t what the then CEO wanted
to hear. It’s easy to “overthink” one’s
importance in a culture where contrary
views aren’t tolerated.
There are other business situations
when the “ROI card” deserves being
ignored. A good example is a 43-store
dry cleaning chain in the Northeast
started an annual drive for winter coats
more than 15 years ago. The company
cleans 60,000 coats each fall at its
own expense and supplies them to
community agencies for distribution to
babies, kids and adults.
It also gives more than 250 schools
and youth groups the chance to earn
special rewards for collecting coats.
More than 150 businesses and organizations also collect coats. Beyond all
that, the company partners with a TV
station, a nationally-known furniture
company and several radio stations
and 100 plus newspapers that help
promote the program.
Is such a program good business?
Probably not, the cost is taken into account. Even so, some bold leader says,
“It’s the right thing to do.” There are occasions companies are best served by
failing to play the ROI card.
Anyone of these seven examples can
put the future of an individual or an
organization in jeopardy, whether it’s
looking beyond an idea’s ROI or moving
forward blinded by our success.
How to Stay Top-of-Mind with Insurance
Clients and Prospects
By Ted Janusz
dvertisers tell us that consumers regular, with the emphasis on regular,
need to see a message five to seven e-mail newsletters. It’s far cheaper
times before they will take action. But than sending anything in print.
how can we insurance agents get our
message out to clients and prospects
in a timely and cost-effective way . . . Chris Chapin is the founder of Easy Insurance Newsletters.” View a quick video of
that they will actually notice?
his service at
For answers, we turn to insurance
by clicking “Join Live Demo.”
marketing expert Chris Chapin.
200 tons of third-class, bulk-rate mail
each year. Especially if it has a “corporate” look to it, the kind they know
are going out to thousands of others,
those mailings are easy to dismiss.
And many Americans sort their daily
mail right over their kitchen garbage
cans, without even opening it. What
can I do to combat that?
Ted Janusz is a professional speaker,
author and marketing consultant who
speaks at PIA conferences to demystify social media marketing for insurance
agents. Contact Ted at
Chris: Yes, it is easy for recipients of
junk mail to throw away unwanted solicitations. The same holds true for
Ted: Insurance needs may not be topof-mind for many consumers, like the
needs for a new washer, soccer camp,
or braces for their kids. What are some
ways that I as an insurance agent can
keep my services in the forefront of my
clients’ awareness?
Chris: I have
talked with insurance agents
who do things
in the community, whether
at a school or
some kind of
community service. Clearly, that is a
good marketing tool.
The issue is that these tend to be onetime activities. The agents then have
to think of something else to do.
I focus on e-mail, and here’s why: just
about everyone now has an e-mail account. So the easiest and most costeffective way to stay top of mind with
a large number of people is to send
When you do, be sure to have something of interest to them or is entertaining to the client. And as long as you
have permission from the recipients to
send the newsletter, you’re now in front
of many people with minimal effort. As
long as they are sent regularly, e-mail
newsletters are a very smart way to
stay in touch.
Rotating topics to include the full spectrum of your offerings is a great way for
your clients and prospects to get an
idea of the breadth of your expertise.
Weekly is probably too frequent and
quarterly is not soon enough, so think
of sending an e-mail newsletter as a
monthly to-do.
Ted: American consumers get nearly
So the key is
to ask for permission first,
and to make
look like it’s
personal for
them. According to the CAN-SPAM act, anyone who
does business with you has, in effect,
already given you permission to send
them e-mail communications. As long
as you include a convenient and easyto-use unsubscribe feature, you are
compliant with the act.
But to have maximum impact, talk up
the benefits of your e-mail newsletter
with the new people you meet every
day. The first thing you should look for
on a new business card that has been
handed to you is the e-mail address. If
you see it there, ask for permission to
send your newsletter. If it is not there,
October 2011 • Page 15
ask to write it down and then ask for
permission to send your newsletter.
Once a new habit has been established
in your routine, your e-mail list will grow
Ted: Sending e-mails may be a faster,
more convenient and cost-efficient
way to reach my clients regularly. But,
frankly, I don’t have a lot of my clients’
e-mail addresses. How can I get more
of them?
Chris: E-mail addresses are an
valuable asset.
least they are if
you have them.
There is real value to having access to
e-mail addresses for everyone you work
with. It is well worth the investment
to hire a college student, a retiree, or
temporary staff person part time to
call and obtain e-mail addresses from
those clients or prospects for whom
you are lacking e-mail addresses. This
effort also affords the caller the opportunity to mention the benefits to the
client or prospect of the regular e-mail
newsletter that you send. Nobody necessarily wants to get a “newsletter,” but
they do want to get the benefits the information can give them. So don’t just
have them ask, “Do you want to get my
communications I send to clients?
Chris: Let me begin with what you
shouldn’t put in . . . sales pitches.
At least 90 percent of your content
needs to be informational, entertaining
and personal. Then the other 10 percent can be promotional.
Remember what it is like to have an ordinary conversation with someone, like
we are having now. To get things moving, you ask the other person a question. The result is: the other person
starts talking.
In e-mail newsletters, their “titles” are
whatever is contained in the subject
line of the recipient’s inbox. Include
a question in the title of your newsletter. Along with the name in the “from”
box, your recipient’s first glimpse of you
is the question that appears in their
inbox. If it is properly phrased, it will
cause them to open the e-mail for a
closer look.
Now most busy insurance agents don’t
have either the time or the inclination
to both learn how to use the tool and
then search for content. As a result,
you should look for an e-mail marketing provider that specializes in the insurance industry who is able to provide
you appropriate content for quick inclusion in your regular newsletter.
Regularity is the key. It does you little
good to send out monthly newsletters
. . . twice a year. Your readers will see
your efforts as being half-hearted and
the benefits to both them and to you
will be greatly reduced.
If, on the other hand, you make a serious resolve to stay top-of-mind with
your constituents, and you actually do
it, your client retention will go up. And
prospects will begin to turn to you, first
with questions prompted by your regular outreaches, and then with requests
for quotations.
It’s a process, and it all begins with that
first step to communicate.
Ted: I am an insurance agent, not an
author. But I want to communicate
with my clients using e-mail. How can
I do it?
Once your client and prospect databases are up-to-date, you will never need
to address this issue again, as you continue to update your e-mail addresses
every day.
Chris: There are a number of general
purpose e-mail marketing companies,
all of which offer terrific technologies.
I am thinking of services like ConstantContact, iContact and MailChimp.
Ted: What should I say in the e-mail
The catch is that since these compa-
Page 16 • October 2011
nies do not provide content, the user
needs to create content themselves or
find appropriate content on the Internet.
October 2011 • Page 17
Advertise Today!
CISR Schedule
Contact Jody
at the PIA office
(800) 349-3434.
Personal Residential
January 17: Shreveport
January 18: Lafayette
January 25: New Orleans
January 26: Baton Rouge
Commercial Property
March 14: Shreveport
March 15: Lafayette
March 21: New Orleans
March 22: Baton Rouge
Register today at
or call (800) 349-3434.
Small Office Tenant Package
Auto Physical Damage
Commercial Property
General Liability
Inland Marine
And More!!!
Fax: 318-768-3025
PO Drawer 887
Ruston, La 71273
Commercial Wholesale Brokerage
Wayne Forest
Wayne Forest Jr.
Matthew Forest
Specializing in:
• Property, Casualty, Inland Marine
• Umbrellas and Packages
Debbie Libasci
Courtney Kelly
Stacy Lauer
2901 N. I-10 Service Rd. E., Suite 300, Metairie, LA
P.O. Box 7635, Metairie, LA 70010-7635
PHONE: (504) 831-8040
FAX: (504) 831-4499
Page 18 • October 2011
Continued from page 12
(Partner News)
Occupational Health—Research Director
Trang Nguyen, MD, PhD and David C.
Randolph, MD, MPH—discussed the
use of medical evidence to address
treatment of low back pain and medically
unexplained symptoms.
16514 Tapco Ad - Agent's Voice, Oct
LWCC Medical Director Katharine C.
Rathbun, MD, MPH discussed work
limitations and drug authorizations. LWCC
Medical Chiropractic Consultant Charles
Herring, DC gave a presentation titled
“The Biopsychosocial Patient: Functional
Improvement and Applying the Louisiana
2:32 PM
Medical Treatment Guidelines.”
In addition, a panel discussion featured
neuropsychologist Kevin Bianchini, PhD
and Suzette Price of Mitchell International,
Inc. Their topic was “The Application of
Medical Guidelines to Improve Functional
Capacity and Return-to-Work.”
PowerPoint presentations on topics from
the conference are available on the web
Continued from page 10
(Errors & Omissions)
In addition, in many states, the account
cannot be placed in the E&S market if
there is an admitted market willing to
write the risk. It is essential that you comply with these regulations.
What is served
quicker than
fast food?
Restaurant & Deli coverage
in a five-minute phone call
Hard market or soft, E&S can be a
tremendous asset to your agency
While the E&S industry has significant
uniqueness to it, you will need this side
of the industry for certain risks. Establish
a solid relationship with several wholesalers, as no one can do it all – and be
on the lookout for the issues discussed
above … because an ounce of prevention
is worth a pound of cure.
Call. Quote. Bind. Using TAPCO’s courteous and prompt call center,
Restaurant & Deli coverage can be quoted, bound and delivered to your
e-mail inbox quickly and accurately during one five-minute phone call.
The TAPCO Service Pledge
• “A”-rated non-admitted carrier
• Competitive pricing
• Fast policy turnaround
• In-house financing available
• Quick claims handling
• $10 credit to your personalized TAPCO EZ
Bucks Visa debit card with each policy
• Visa, MasterCard and ACH payments accepted
1,000 Strong
More than 1,000 classes of P&C business
written under binding authority.
October 2011 • Page 19
Page 20 • October 2011
CISR Conferment
Ceremony Attendees
Brenda Bradley
Cammi Smith
Allison Hartdegen
Patsy Wells
Diana Schehr
Pamela Lambert
Laura Calcagno
Marion Houston
Catharene Jones
Christine Midkiff
Regina Diodene’
Amber McLin
Deidra Lopez
Suxanne Rogers
Jessica Dixon
Alexis DeJean
Layla O’Brien
Teresa Brose
Lauralei Augustine
Mark Abshire
Alicia Brauer
Loren Buscher
Courtney Dupuis
Emily Putnam
October 2011 • Page 21
Continued from page 4
(President’s Message)
Continued from page 8
(Passing It On)
identical messages. If you receive a request to forward an
e-mail to your legislator, please do. If you have time, customize it, and most importantly attend district events and voice
your opinion.
commodity. The research clearly shows that many of the areas
in which you provide added value, as independent agents, have
a high level of importance for the vast majority of customers.
This is great news - customers want what agents have to offer.
By using the results from this research, agents can proactively
deliver what customers want.
In my opinion, the most important event was Louisiana’s
own Richard Clements being elected to the National Executive Committee as Secretary-Treasurer. Richie will be National President in 4 years. Richie is well respected in the
PIA, as is the PIA of Louisiana. Did you know that Richie will
be the 4th National President from Louisiana? The others
include Dan Blum, Mike Grace, and Robert Page. In three of
the meetings that I attended, Louisiana was used as a positive example. We have our Executive Vice-President, Jody
Boudreaux, to thank, as well as all prior leaders of our PIA.
However, the most important people in our organization are
our members, without you we would not exist.
And, a little more about the survey that was conducted. The
research is national in scope and scientifically accurate with
a confidence level of 95% and a margin of error of plus or
minus 4%. This survey is extremely reliable and I think you’ll be
pleasant surprised by the findings. If you ever wanted to know
what your customers really thought, this is a great way for you
to take a look. And what’s even better than that, is this process
doesn’t end there. When you’re left wondering, “Ok, now what?”
you’ll find this web site offers you tools to take the next steps
to start taking advantage of what you’ve heard from insurance
consumers. Again, check it out at
Make it an exercise for you and your staff today! And, we’d love
to hear your feedback.
Just a thought in closing: “Nobody cares if you can dance
well, just get up and dance.”
Page 22 • October 2011
First Premium®
insurance GrouP, inc., cmGa
We are your
Mobile & Manufactured Home Specialists
Mobile/Manufactured Home Insurance
is a form of homeowner’s insurance that
covers mobile or manufactured homes as
well as tied down travel trailers. This policy
is for units used as principal residences,
secondary or seasonal residences, rentals,
or as commercial offices.
190 New Camellia Blvd • Covington, LA 70433-7812
(800) 256-2171 •
“Serving Today’s Insurance Professionals Since 1973”
October 2011 • Page 23
Did you know that PIA has defended the crop insurance program and agents who
sell crop insurance from an attack on both? In an August 26, 2011 opinion article in
the Grand Forks Herald (North Dakota), Eli Lehrer, a vice president for The
Heartland Institute, argues that the U.S. crop insurance program is a waste of
taxpayers’ money, and the $6.5 billion spent on it each year is an egregious example
of welfare for business. Lehrer argues for the complete elimination of the crop
insurance program. He goes on to say that agents who sell the policies get
“enormous commissions” that serve to “reduce competition between the companies
that write crop insurance.”
Lehrer is a member of a coalition, GreenScissors, which has also called for the
eventual elimination of the National Flood Insurance Program (NFIP). This unusual
coalition includes representatives of the environmental group Friends of the Earth,
Taxpayers for Common Sense and Public Citizen, an advocacy group founded by
Ralph Nader.
PIA National responded to Mr. Lehrer’s preposterous allegations, first in a statement
to BestWire and then in an op-ed in the September 8 Grand Forks Herald. PIA will
not allow such attacks to go unanswered. You can read Mr. Lehrer’s article and
PIA’s response here:
PIA fights for agents and the issues that are important to them everyday. If you are
not a PIA member, please join today. To learn more about PIA membership, please
give us a call or visit us online at
National Association of Professional Insurance Agents
400 N. Washington St.
Alexandria, VA 22314-2353
[email protected]
(703) 836-9340
Our Liability Coverage
Also Covers Events
That Are Behind You.
Get free “tail” coverage with
The Physicians Trust.
With The Physicians Trust, you’re not
only covered for the future, you’re covered
for the past, too. That’s because our
professional liability policies include tail
coverage at no extra cost. You’ll also enjoy
competitive pricing that only a not-for-profit
organization can offer, plus accelerated
underwriting for quick decisions.
For a quick, no-obligation quote that
could save you up to 20%, contact
Karen Harrison at (225) 368-3825 or
[email protected]
Administered by HSLI | (225) 368-3888
4646 S he rwood C ommon B l v d. | B at on R ouge , L A 70816
Page 24 • October 2011
Louisiana Legal Updates
The Fourth Circuit Court of Appeal, en banc, decides that a
guest passenger, non resident, non relative, is entitled to uninsured motorist coverage, even though such passenger is
not defined as an “insured” under the UM policy definitions.
This finding is based on the fact that any person covered by
liability coverage is also entitled to UM coverage. Since the
guest passenger would be entitled to liability coverage under the omnibus statute, then the policy must be reformed
to recognize that the passengers are also entitled to UM coverage.
Several judges dissented from the majority ruling, and writs
are certain to be filed to the Louisiana Supreme Court.
Bernard v. Ellis --- So.3d ----, 2011 WL 4469822 La.App. 4
Cir.,2011. September 27, 2011
General Liability
Alonzo v. Safari Car Wash, Inc. --- So.3d ----, 2011 WL
4469105 (La.App. 5 Cir. 9/27/11). Customer and his wife
filed suit against car wash, seeking damages for personal injuries customer sustained when he allegedly slipped and fell
in puddle of water outside car wash’s customer restroom,
and customer’s wife sought damages for loss of customer’s
love and affection sustained as a direct consequence of
husband’s fall. The 24th JDC Judge Glenn B. Ansardi, granted summary judgment to car wash. Customer and his wife
The Court of Appeal held that customer failed to establish
the existence of a condition which presented an unreasonable risk of harm. The appellate court found that the record
indicated that George Alonzo testified that he was unable to
identify the condition of the floor in defendant’s premises on
the date of the fall. Although plaintiffs cite to circumstantial
evidence to overcome their burden of proof, we fail to find
that plaintiffs’ claim that the floor must have been wet to be
sufficient to meet plaintiffs’ burden of proof in this matter.
Workers Compensation
An employee challenged an employer’s conversion of indemnity benefits from TTD to SEB. At trial, the employer
produced evidence that the claimant’s treating physician
had approved the claimant to return to work, but only 2
jobs had been identified by the vocational rehabilitational
counselor that were within the claimant’s restrictions. Noting that neither job had been offered to the employee, the
court declared that while the employer had appropriately
switched benefits to SEB based upon the employees release
to light duty work, SEB payments needed to be made at the
full rate, since there was no evidence of any earning capacity.Sharp v. Landscape Management Services, --- So.3d ----,
2011 WL 4579149 (La.App. 3 Cir.), 2011-0340 (La.App. 3
Cir. 10/5/11).
When a consent judgment was timely paid, but the check issued had transposed two numbers, resulting in a $0.90 underpayment on a check that was supposed to have been for
$14,708.70, the Third Circuit affirmed the decision of the
workers’ compensation judge assessing the employer with a
$3,000 penalty and an additional $3,000 in attorney’s fees
over the 90 cent underpayment, for what appeared to have
been nothing but an innocent error, noting that it was something within the control of the employer. Richard v. Culvert &
Supply, Inc., --- So.3d ----, 2011 WL 4578592 (La.App. 3 Cir.)
2011-232 (La.App. 3 Cir. 10/5/11).
The Third Circuit awarded 4 separate $3,000 penalties for 4
separate violations of the same consent judgment.Weldon
v. Holiday Inn-Jennings, --- So.3d ----, 2011 WL 4578587, (La.
App. 3 Cir.), 2011-203 (La.App. 3 Cir. 10/5/11).
An employee was terminated, then subsequently re-hired on
a temporary basis. The employee filed an Age Discrimination
in Employment Act (ADEA) claim against the employer, and
prevailed at trial. The Fifth Circuit Court of Appeal reversed,
finding that the ADEA’s 180 day limitation period for filing a
discrimination charge with the Equal Employment Opportunity Commission (EEOC) was not equitably tolled during the
period the employee was temporarily rehired, and that the
180 day time period ran from the date of initial discharge.
Phillips v. Leggett & Platt, Inc., --- F.3d ----, 2011 WL 4375674
(C.A. 5 (Miss)).
The Fifth Circuit held that ERISA imposes on the employerfiduciary the same responsibilities imposed on a fiduciary
under the common law of trusts, and that the ERISA employer-fiduciary’s duty includes forwarding information to
employees which the beneficiary knows the employee is not
aware of but needs to know for the employee’s own protection. Finding that this duty was breached, the court concluded that an appropriate award was the loss and depreciation
of the former employee’s profit sharing account between the
date of the employee’s resignation and the date the employer was aware that the employee was seeking information
about the profit sharing plan.Kujanek v. Houston Poly Bag I,
Limited, --- F.3d ----, 2011 WL 4445993 (C.A. 5 (Tex.)).
Source: Ungarino & Eckert, LLC
October 2011 • Page 25
Member Benefit in Focus
Index of
Emergency Restoration Inc. ....................….…....22
First Premium Insurance Group.............….…....23
Forest Insurance Facilities……………………….....18
Hull & Company, Louisiana………………….……...23
Imperial Fire & Casualty Insurance…………….....17
LEMIC Insurance Company………………...…......24
LUBA Workers’ Comp……………………..Back Cover
LWCC…………………………………Inside Front Cover
North Central Agency……………………….…….….. 18
Agency Management Tools
offered to you by PIA National:
Reaching Gen Y.
Based on extensive focus group research with Gen Y age group insurance consumers, this online tool, developed by The Partnership,
helps agents understand and reach this important age group. Beyond
the research itself, this new online resource pro¬vides agencies with
tools they can use to convert Gen Y age group prospects into loyal
agency clients and customers.
• Perpetuation Central.
Developed by The Partnership, this hands-on inter-active tool is designed to guide agencies through the decision making, planning and
implementation steps of agency perpetuation or ownership transfer.
• Agency agreement review service.
Free to members and carriers, PIA recommends changes to carriers
and high-lights concerns for members so they can make informed decisions about the agreements they sign.
Southern States General Agency.....................22
• Practical Guide to Successful Planning.
This online tool, developed by The Partner¬ship, is designed to help
agents plan for success within their own agencies. It also helps agents
coordinate their own plans with those of the carriers they represent.
• Online data backup and recovery services.
Tapco Underwritters...........................................19
• Discounted producer licensing services.
Available from Sircon and Central Licensing Bureau.
Physician’s Trust ..............................................24
Progressive…............................Inside Back Cover
The Timbermen Fund.........................................10
Find out more details on advertising in The
Agent’s Voice by calling the PIA office at (800)
• Employee profiling.
Hire the right people with skills and personality testing from OMNIA.
• Disaster recovery manual.
• PIA credit cards from Bank
of America.
• Discounts on car rentals from
Alamo, shipping with UPS,
and calendar products
from Mines Press.
• Free subscription to
Rough Notes magazine.
Page 26 • October 2011
More Agents are Selling Preferred and Earning Higher
Commission in Louisiana with the Signature Agent Program.
Congratulations to the following agents who have joined the
Progressive Signature Agent® program in July.
Boswell Insurance Agency
Epperly Insurance
Stone Insurance, Inc.
Bourg Insurance Agency, Inc.
Emery & James, Ltd.
TWFG Insurance Services
Lake Charles
Community Financial
Grant C. Bennett Insurance
TWFG Insurance Services
Courtney Insurance
Integrity Insurance, Inc.
Dupre Carrier Godchaux
Southern Costal Insurance
They join an elite group of agents already in the Signature Agent Program.
A Foto Insurance
Bruni Insurance Agency
Morgan City
Harlan Insurance Agency
Pam Price Insurance, Inc.
The Firm of Louisiana
Lake Charles
A Victory Agency, Inc.
Castello Agency
Insurance Network of LA
Baton Rouge
Pat Leboeuf Insurance
The Hopper Agency
A Victory Agency, Inc.
Curtis Insurance Agency
Lake Charles
J. Everett Eaves, Inc.
New Orleans
Plescia Insurance Agency
Thomson, Smith & Leach
ABC Agency Network
David Cordell Insurance
Baton Rouge
John Kelly Dabdoub
Pontchartrain Insurance
Tim D'Angelo Insurance Agency
Action Insurance, Inc.
DJW Insurance Agency
New Iberia
Liggio Insurance Agency
Premier Metro Group
Total Insurance of Watson, Inc.
Denham Springs
Advanced Insurance Solutions
Eagen Insurance Agency
Louisiana Independent Insurance
Quality Plus
Toups Insurance Agency
Alliance Insurance Agency
Gary Losey Insurance
Baton Rouge
Riverlands Insurance Services
Warren Tibbetts
Baton Rouge
Barry Hebert Insurance
Gendusa Insurance Agency
Shaver Robichaux Agency
Beasley-Keith, Inc.
Bossier City
Glenn Dean Insurance Agency
Page & Sons Insurance Agency
Steve Teal Insurance
15/12 commission on preferred auto business.
A $2,000 marketing allowance to co-op with Progressive on advertising or marketing materials.
recognition as a Progressive Signature Agent in select advertising, along with special signage
for your agency and identity items for your staff.
Free one-year subscription to Progressive’s online directory listing program, ListAgent.
You can join the program in January or July by writing an average of one preferred auto policy a week over the
previous six months. Then, just keep writing one preferred auto policy a week throughout the year to maintain
your Signature Agent status and benefits.
Contact your account sales representative to learn more about how you can become a Signature Agent.
©2011 Progressive Casualty Insurance Company and its affiliates, Mayfield Village, Ohio. 09A00214.AP.LA2 (08/11)
Prsrt Std
8064 Summa Avenue, Suite C
Baton Rouge, LA 70809
Thanks to LUBA Workers’ Comp. With our online quoting, competitive r a t e s ,
a g g r e s s i v e c l a i m s m a n a g e m e n t , a n d a n A M B e s t r a t i n g o f A- Excellent, we
can help you navigate around the potential obstacles you face whenever they occur,
wherever you are. It’s our way of taking service to a whole new level. Visit
LUBA | Loo-buh | – Does the sound of good service ring a bell?
11LUBA019 Forest_PIA_7.5x6.indd 1
6/3/11 11:22 AM