Wendy Loveless at the 2010 YAC Conference

Why YAC Annual Conference?  IT  ROCKS!  That’s why. Written by: Wendy Loveless from Arlington/Roe & Company

Industry Relationships that last a lifetime…

Over the years I have:  made great friends, danced ‘til the wee hours, watched babies grow up, laughed at comedians, been an actress, a hula dancer, led winning teams to scavenger hunt victory and sooo much more. 

One of my favorite stories comes from a golf outing that is historically part of the event.  I was lucky enough to get paired to golf with Kelly and Greg and learned their cool story.  Very simply, they met at YAC years before, were from opposite sides of the state, started long distance dating and were celebrating several years of marriage when we golfed together that first time.  Plus, they were good golfers.

I remember another golf event – One member of our team was late in arriving.  The course brought Dave out to join us after the first hole.  I remember clearly, instead of a golf bag, he was carrying 4 clubs tied together with a bandana and was ready to play.  We had a riot. 

Karen and Kelly – were paired in a room in Karen’s first year. One was from Traverse City, one from Saginaw.  They reconnect every year and in between.  Today they both serve on the YAC board.

Oh, I also won $100 just for attending a great CE class.  

The great stories go on and on and I will be happy to tell them to you in more detail, just look me up this year at Spring Conference.    It’s really simple, we are in a relationship business and your opportunities begin at Spring Conference.   SO DON’T MISS OUT!

Early bird rate ends Friday, May 24th. Sign up today! http://bit.ly/YAC-SC

Cool Ways to Get – and Keep – Cool Clients

Christine Marciano, CIC
Commercial Lines Consultant
Nationwide Sales Academy
Allied/Nationwide insurance

Ah, the age old question: Is it easier to get a client?  – Or to keep a client?  The short answer is that they are both challenging, and both vitally important to the success of your agency.

Since we’re fixin’ to saddle up for YAC Rodeo Days, let’s use a cowboy analogy. (The cows are clients – we are the cowboys, just to be clear here.) Say we’d like to herd these nice cattle across the Rio Grande.  They all need our expertise, care and guidance. Some of them want to join us and some of them are taking lots of our time and slowing down the whole cattle drive.  We’d like to know which cattle to keep with us and which of these calves are too little to make the trip this year.  Should we leave a few in the corral?

Join me on Wednesday June 19^th to discuss how to move toward your best buyers and know when to set the others gently aside, for now.  We’ll talk about objections and share some ways to move past them effectively.  We’ll explore why the pre-close may be the best close.

Once we’ve got our best clients safely in our agencies – then we continue their care and feeding.

In advance of our cowboy time together, please consider these two tactics to improve client satisfaction:

1. 800 phone number – When we sell a policy, ask the client to enter the carrier’s claims number into their cell phone.  When the client has a claim, or even a roadside event, having the carrier phone number can get an insured the help they need…fast.  Let’s face it, most of us are joined to our devices and would have them surgically implanted someday.  Our clients are the same way.
2. Three-Way Calling – Consider making a three-way phone call to the carrier when the insured calls you with a claims report.  The client gets to tell the story once; you get to hear it, too.  You’ll get the claim number and the adjuster’s name, as well.  The claim will move along more quickly, and the insured feels that you have held their hand through it all – because you did.

See you at the rodeo.

Peddlers and Professionals

By Will Lemanski, AIC, API, AAI Chair, Young Agents Council

There are a great deal of agents out there who are peddlers. You know the type – looking to score the next client by coming in with flashy low prices. Maybe they’ll be in our industry for a few years before they wash out. Anyone can sell insurance, but it takes someone with knowledge and professionalism to stay around for the long haul and be successful.

When I started as an insurance agent nearly seven years ago, I tried to figure out ways that I could establish myself as a professional to my customers. I was in this for the long haul, not just a couple of years. Getting involved with the Young Agents Council (YAC) has helped me to do that.

YAC has given me a great oppor­tunity to network and stay on top of issues affecting our industry. With all of the potential changes to Michigan no-fault legislation, health care reform, and the market turning harder, I’m able to speak with confidence to my customers. I know where the issues stand today.

Having the opportunity to network and share experiences with other agents through YAC events has given me a better understanding of what others face across the state. (You’re not alone out there: chances are other agents are dealing with the same issues you have, I promise.) If you’re a young agent who wants to get involved with issues in our industry, is looking to network with other agents close to your age or experience level, and in need of a great industry learning resource, please con­sider getting involved in YAC.

What’s happening with YAC in 2013? On the political side, YAC mem­bers are once again attending the Big I Legislative Conference in Washington

D.C. this April. We are also attending a legislative day with MAIA leadership on May 2 in Lansing, where we’ll be meeting our local Representatives face­to-face to discuss issues that affect our industry.

We have also stepped up efforts this year in giving back to our industry, communities and beyond.

Several of our council members recently made the trip to Olivet college to speak with students in their insur­ance program about the great profes­sional opportunities independent agencies can provide them.

We’re supporting the Make-A-Wish Foundation through a Trusted Choice grant by sponsoring and attending the Walk for Wishes at the Detroit Zoo on May 4, and the Wish-A-Mile Bike Ride on July 25-28.

And we’re also working with Be The Match, an organization that registers potential donors on the National Bone Marrow Registry, linking donors with patients suffering life threatening blood cancers or other diseases. We have facilitated donor drives at several events already this year and want to get as many donors registered as we can, plus raise funds for this worthy cause.

YAC also has a great line up of networking events this year, so if you haven’t been involved in the past, now’s a great time to jump in.

YAC Rodeo Days: A Stampede for Young and New Agents will take place at  the Double JJ Resort in Rothbury, June 19-20. We’ll be offering educa­tional courses, including sales. We’ll also host a golf scramble at their beauti­ful golf course, and our own private rodeo and mechanical bull competition for attendees.

On September 12 we’ll host our annual Charity Golf Outing at Timber Ridge Golf Club in East Lansing. Proceeds will benefit The MI Future Foundation.

On September 21 we’re headed to the Detroit Tigers Game, with a private networking event at Hockeytown Café before the game.

These are great events to network with other insurance agents, company representatives, and vendors who we all work with.

Being involved with YAC has defi­nitely set me apart from the peddlers of the world. Where do you stand? If you’re not currently involved, I hope you’ll consider joining us. To find out more, go to miyac.org, or feel free to contact me or anyone else on the Council.

Will Lemanski is an agent at Meiers & Lombardini Insur­ance Services in East Lansing. Email him at will@mllins.com 

When people used to ask you “what do you want to be when you grow up”, did you have a solid answer? Did you think it would be in the field of insurance?

It’s important to truly enjoy your career and have it match your personality and interests. Whatever your passion, insurance has the career for you.

Take the free Caliper personality profile to get an indication of your best fit in the insurance industry. This assessment measures your personality and is used in matching your attributes to appropriate insurance careers.

When you take the Caliper test it makes you think about how you behave in work and social situations. The testing reflects on if you are a fast worker, outgoing person, high or low stress personality.

With all of the questions asked in the test, the results will help you and potential employers gear your future job placement toward the right fit to help you succeed and be comfortable in the work place.

If you were an employer looking for a receptionist would you put an introverted person at the door greeting potential customers? Would you put a quiet shy person out doing cold call selling?

The Caliper career testing helps eliminates time for you and the potential employer from trying to get a gage on what type of job is best for your personality.

Insurance careers range from sales jobs, writing policies, administration to customer service. What type of insurance career is best for you?

Learn more at http://www.learninsurance.org/Content/BE-YOURSELF/home.aspx.

Michigan’s Young Agents Council is committed to making a difference in our communities and beyond. This year we are participating in an effort to raise awareness of the National Bone Marrow Registry.

Karen Frederick, who joined the Young Agents Council in 2012, had a family member who was diagnosed with a life-threatening illness. Karen’s family joined the effort to raise funds and increase the number of donors on the Bone Marrow Registry. She has shown the YACs how important it is to have this registry for when our loved ones need a bone marrow transplant. 

In the United States, over 10,000 patients a year need a marrow transplant. The majority of these patients needing transplants have a form of leukemia, lymphoma, or other immune system disorder. These life-threatening illnesses strike young and old, rich and poor, male and female of all races.

Team Be The Match is a nationwide community committed to helping patients in need of a marrow transplant by raising funds to add more potential marrow donors to Be The Match Registry. The cost is approximately $100 to add each new potential donor.

If you are between the ages of 18-44, you can join the registry as a potential donor. If you are not in that age range you can still help by making a donation.  Please go to www.bethematchfoundation.org/goto/maia. Make sure you enter the promo code – MAIA - when prompted.

Michigan YAC thanks you in advance for your consideration in participating to help make a difference for thousands of patients in need of a life-saving transplant!

Our President’s Forum starts bright and early today at 8:00 a.m. Tim Skubick (of PBS’s award-winning Off the Record) and IIABA President and CEO Bob Rusbuldt (a heavy hitting D.C. lobbyist) will sift through all the big state and national happenings since the 2012 election and where our industry is headed next.

MAIA’s annual Membership Meeting will immediately follow (around 10:15 a.m.)

No time to break here – you can walk straight from the Membership Meeting over to the Exhibit Hall, where over 110 exhibitors will be eagerly awaiting your arrival. They’ll have plenty to share on how to generate revenue and operate your agency more efficiently (and will reward your interest with fantastic prize drawings!)

You’ll be able to catch lunch right in the exhibit hall before heading to class. MAIA has three great ones in store this afternoon: A State and Federal Legislative Update, plus Health Care Reform with none other than OFIR Commissioner Kevin Clinton and MAIA VP Government Affairs Scott Hummel; Ethics: It’s Easy to Do the Right Thing; and How to Compete Against the Direct Writers.

Our Networking Day Lounge will once again be open (right up to 6:00 p.m.) to provide a meet-up venue and an opportunity to charge your cell phone.

Then get ready for the ultimate night of Networking at our Partner-sponsored Hospitality Suites (they’ll be 10 of them!)

If you can only spare one day out of the office this week, make it today! You can register on the spot for the full day, just exhibits and hospitality suites, exhibits-only, or even hospitality suites-only right up to the time they open at 7:00 p.m.

Bring your registration form with you! https://secure.michagent.org/convention/conv_registration_form_13.pdf

No slow progression here – we’re starting out the day with three great concurrent programs: Top Ten Ways Best Practice Agencies are Kicking Your Butt, Untangling the Web of Cyber Liability and an E&O Mock Trial.

And things don’t slow down from there. Our Conferment Luncheon will honor those who have recently earned designations – plus recognize this year’s college student insurance scholarships.

The afternoon will bring a continuation of the E&O Mock Trial, plus a great class on Certificates of Insurance, and Here Comes the Wave: Be On It or Under It.

From there, a rapid succession of networking opportunities awaits attendees: our PAC Reception (for PAC donors only), the President’s Reception, and finally, our Annual President’s Banquet (featuring Comedian John DeBoer).

And we’ll have a Networking Lounge going all day where people can meet up, relax – even charge their cell phone.

Sound good to you but you’re not registered? Register when you get here! (and bring this form with you https://secure.michagent.org/convention/conv_registration_form_13.pdf)

 

Your MAIA Staff, Leadership and Young Agents are making the trek to Soaring Eagle today to get things rolling.

Though many of us have taken part in the convention for a decade (or two!), this day never fails to excite us as we anticipate the arrival of attendees – especially this year with so many coming (we’ve run out of our custom badge holders and will be using blank ones for at-door attendees!).

If you’ve not registered and would like to come, just show up! (Download a registration form and bring it with you at http://bit.ly/maia-convention).

Though technically convention begins tomorrow, if you come tonight, please plan on joining all of us at the YAC Pre-Convention Kick-Off Event at the Water Lily Lounge in Soaring Eagle – 8:00 p.m.

If you have questions, please contact the MAIA office at (517) 323-9473.

Just Seven Days Before the Industry’s Largest Networking Event Begins! It’s not too late to join your friends at the 2013 MAIA Convention!

Your MAIA staff is busy with final preparations for the 22nd Annual MAIA Convention, kicking off in just seven days – February 26-27, 2013 at the Soaring Eagle Casino & Resort in Mt. Pleasant. And while we’re busy putting together class materials, sending the convention program to print, creating name badges and stuffing registration packets for many of our agent, company and vendor friends who have registered, why not take a moment to register yourself if you have not already done so? Convention provides the great value you’ve come to expect from the state’s largest annual insurance gathering. This year’s highlights include: OFIR Commissioner Kevin Clinton and MAIA VP Government Affairs Scott Hummel discussing the latest on the legislative and health care reform fronts. President’s Forum: What’s In Store for Agents and Our Industry Post Election 2012? Featuring Tim Skubick, host of the award-winning Off the Record, and IIABA CEO & President Bob Rusbuldt. Top-notch educational programming with the opportunity to earn up to nine hours of CE, including the ability to fulfill the Ethics requirement. 110+ exhibitors lining up to share ideas with you on how to generate revenue and operate your agency more efficiently (and rewarding your interest with prize drawings!) And great networking opportunities throughout the event, including the President’s Banquet and Hospitality Suites. There’s still time to register. For complete convention information, go to http://bit.ly/maia-convention. See you there! If you’ve already registered, we look forward to seeing you! Be sure to make your hotel arrangements soon if you have not already done so.

CHANGE IS BREWING with Independent Agents February 26-27, 2013 Soaring Eagle Casino & Resort Mt. Pleasant, Michigan Questions? Contact: Professional Development Classes, Conferment Luncheon and Hospitality Suites: Bev Fink – bfink@michagent.org / (517) 327-8050 Deb Carmody – dcarmody@michagent.org / (517) 327-8031 President’s Forum and Membership Meeting: Bob Pierce – rpierce@michagent.org / (517) 327-8039 Mary Gardner – mgardner@michagent.org / (517) 327-8045 Exhibit Hall: Rita LaMoreaux – rlamoreaux@michagent.org / (517) 327-8034 Jennifer Burnett – jburnett@michagent.org / (517) 896-1222

MAIA recently received word that OFIR Commissioner Kevin Clinton will be teaming up with MAIA VP Government Affairs Scott Hummel, Wednesday, February 27 for a two-hour, jam-packed discussion on Michigan’s Legislative and Health Care Reform issues.

Attendees can expect to leave the session up-to-date on all insurance legislation impacting agents and consumers signed into law in 2012, and given a preview of those “hot” insurance issues teed-up for Michigan’s 2013 legislative session.

Additionally, Commissioner Clinton will focus on the implementation of Health Care Reform, the latest rules and guidelines coming out of Washington DC, and the status
and anticipated operation of the Michigan Health Insurance Exchange.

Two important topics delivered to you by two gentlemen who work in this arena day-in and day-out!
 

Won’t You Join Us? Find all this information and more at http://bit.ly/maia-convention.