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VoiceAgent’st
he
April 2014Vol. XLI, No. 3
Metaire, La
Our Very Own tim Clements Named 2014 Young Insurance Professionalof the Yearpg 14
Professional Insurance Agents Reflect on a Successful 2014 PIA Federal Legislative Summitpg 15 the Most Important Lessons I’ve Learned About Selling For A Living pg 16
Inside this Issue
the Agent’s VoicePublished by the Professional
Insurance Agents of Louisiana, Inc.
No material may be reproduced in whole or in part with-out 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 publica-tions 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-mem-ber subscription is $2.50 per copy, $25 per year. Con-tact the Editor for more details.
All communications for publications, including news, features, advertising copy, cuts, etc. must reach pub-lisher by 1st of month prior to month of publication. Ad-vertising rates furnished upon request.
Address inquiries to: EDITOR, THE AGENT’S VOICE 8064 Summa Avenue, Suite C Baton Rouge, LA 70809
Phone: (225) 766-7770 Watts: (800) 349-3434 Fax: (225) 766-1601 Email: [email protected] Website: www.piaoflouisiana.com
DePArtMents
President’s Message………………………………...........4
Commissioner’s Column.........................................6
Passing It On..........…………….………….........…..........7
PIA Errors & Omissions...........................................8
In eVery Issue
2014 CISR & CPIA Schedules .......……………...........12
Around The State......................................................18
Partner News ...........................................................24
Welcome New Members .........................................24
Company News.........................................................25
Index of Advertisers ………….………….…....................26
Member Benefit in Focus .……...………….……...........26
Mission StatementPromoting the professional insurance agency
system, leading through support,representation and fellowship.
feAtures
Our Very Own Tim Clements Named 2014 Young Insurance Professional of the Year.............14
Professional Insurance Agents Reflect on a Successful 2014 PIA Federal Legislative Summit..................................................15
The Most Important Lessons I’veLearned About Selling For A Living........................16
Page 4 •April 2014
OffICers
Darryl Frank, MetairiePresident
Dawn Duhé, Hammond President-Elect
Barry White, West MonroeSecretary/Treasurer
Manuel DePascual, MetairieImmediate Past President
Richie Clements, ChalmettePIA National Director
DIreCtOrs
Derek Bowles, Gretna
Karen Bryant, Denham Springs
Lisa Donlon, Lafayette
Lou Fey, Baton Rouge
Dianne Gibson, Madisonville
Patrick LeBoeuf, Westwego
Joe Lohman, Baton Rouge
Butsy Martin, Lutcher
Guy Ruggiero, Plaquemine
Al Pappalardo, Jr., Mandeville
Chad Toups, Thibodaux
Kevin Woods, Monroe
PIA Of LOuIsIAnA stAff
Jody M. BoudreauxExecutive Vice President & Editor
Natalie S. CooperDirector of Industry Affairs
Laurie WhippDirector of Marketing
Coleen BrooksDirector of Member Services
Anne AdamsAdministrative Assistant
President’sMessage
I thought I would spend my time for this month’s article outlin-
ing some of the benefits that are available to you, our PIA members. There are some excellent products and services that we should all take advantage of through PIA National. After all, we already pay for some of them. I believe we will all find something that we are interested in and would be beneficial to us and our agen-cies. I hope you agree.
Business-Building tools
• PIA Branding Program – Promote your agency with our print and radio ads, avail-able in English and Spanish. www.pia-brandingprogram.com. NO COST to mem-bers! They also have some new health ads you might want to check out.• Hartford Flood Insur-ance – Call (860) 547-5006 to learn more about this endorsed National program since 2004.• PIA Agency Marketing Guide – Hands-on marketing tips from industry experts. Published annually each summer.• Rough Notes Producer Online – Helps identify risk exposures and provides de-tailed coverage analysis. Available to PIA members for $500 annually (reg. $1,695). Call 800-428-4384. Use your Member ID# above name on mailing label.• DocIT from Drivers History – DocIT’s online database of driver violation data helps agents align applicants with the right carrier so they order fewer MVRs. Available in Louisiana soon!• Enhance Insurance by Agoragate – In-crease your visibility online when people in your community search the web for in-surance.• Agency Revenue Tools – Boost per-sonal lines sales by engaging in employee worksite marketing using your appointed markets at regular commission rates.• Agency websites by Emerald • PIA logo – Put the logo on your busi-ness cards, website, stationery and sig-nage. Order items with the PIA logo in our online store.• Consumer brochures – Answer your
President,PIA of Louisiana
Darryl Frank CPIA, Metairie
customers’ ques-tions about insur-ance with PIA’s at-tractive brochures.
Insurance Products
• E&O Insurance – E&O Coverage from PIAPRO (the PIA Professional Liability In-surance Company) and additional admit-ted and non-admitted markets with differ-ing appetites. Contact Natalie at [email protected] to learn more.• Individual and Group Insurance – Ba-sic, voluntary, dependent term life; long/
short term disability; AD&D; business overhead expense; and hospital income protec-tion. www.piatrust.com.
Tools from The PIA Partner-ship, PIA’s Company Council
• Closing the Gap – Growth & Profit – Use Partnership calculators to plan for business growth and profitability. Includes three proven, turnkey approaches for improving retention, sales and account-rounding.• Agency Touch Points – The Voice of the Customer – Capitalize on Partnership research to give personal lines customers what they really want.• Reaching Gen Y – Understand and re-search Gen Y age group insurance con-sumers so you can convert them into loyal agency customers.• Perpetuation Central – PIA’s interactive tool to guide you through many phases of your agency’s lifecycle.• Practical Guide to Successful Plan-ning – Plan for success within your own agency while coordinating with your car-riers.
Continued On Page 13
April 2014 • Page 5
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Page 6 •April 2014
Commissioner’s ColumnBy James J. Donelon
Another legislative session is upon us and once again this year the Louisi-ana Department of Insurance (LDI) is working with legislators on a number of matters related to health insur-ance and its impact on consumers. After having success last year in the area of health with the passage of legis-lation on health care network adequacy and internal and ex-ternal appeals, the LDI is hoping to build on that progress by offering four critical health bills in the 2014 Regular Session of the Louisi-ana Legislature.
We are once again proposing a bill that will provide a means for the LDI to review and approve health insur-ance premium rates for unreason-ableness. SB 554 will help ensure that consumers receive value for their premium dollars. U.S. govern-ment statistics indicate that the lead-ing cause of individual bankruptcies in the United States continues to be medical bills. Ensuring that health in-surance rates are actuarially justified is an important aspect of expanding
access to health insur-ance.
Approval of this mea-sure would help ensure transparency of rates in our health insurance mar-ket and protect policyholders in Loui-
siana. More than half of the states already have approval author-ity over health insur-ance rates before they are implemented. We do not even receive an informational filing
of health insurance rate increases.
As you know, Louisiana has rate ap-proval authority over homeowners, auto, and long-term care rates, as well as Medicare supplement insur-ance. Our actuarial division reviews rates and if they are not actuari-ally justified, they are not approved. Health rates have been left out for far too long and we are seeking to cor-rect this through our health rate ap-proval legislation.
The LDI is also supporting HB 764, a measure that addresses the licens-ing of health insurance navigators in Louisiana. Navigators were created by the Affordable Care Act to serve as in-person resources to provide assis-tance to those shopping for a health insurance plan.
Under Act 349 of the 2013 Legisla-tive Session, the LDI was given the authority to register navigators. The resulting regulation, Regulation 101, is aligned with federal law and prohib-its navigators from engaging in any activities that would require a health and accident producer license. It
prohibits navigators from offering advice, recommendations or any form of endorse-ment of a particular
health benefit plan or health and ac-cident insurance product. Regulation 101 also requires navigators to reg-ister with the LDI and to submit evi-dence of required training.
We are proposing more extensive legislation that would strengthen the regulation in Louisiana to have it more aligned with the Georgia model. The Georgia Insurance Department licenses navigators as of last year. These individuals are required to pass a state exam and undergo fin-gerprinting and a background check as part of the application process.
HB 822 would restrict the practice of “balance billing” for medical emer-gency services. This practice gener-ates surprise medical bills for insured patients for out-of-network medical emergency services provided without the patient’s knowledge by special-ists not covered under the insured’s plan. With this practice, bills are re-ceived after patients have returned home from a hospital visit or stay. This includes any billing for covered services above and beyond the co-in-surance, co-payment and deductible in an insured’s policy or plan.
Continued on page 13
Commissioner of Insurance
Louisiana Department of Insurance
Contact the Louisiana
Department of Insurance at
www.ldi.state.la.us
or call 1-800-259-5300
Department of Insurance Proposed legislationMarch 2014
April 2014 • Page 7
Passing It On!By Jody M. Boudreaux, CAE, CIC, CISR
Just In Case You Missed This Earlier…I pass it on again…
The Federal Emergency Manage-ment Agency released Memorandum
W-14016 regarding the Section 3 of the Homeowner Flood Insurance Affordabil-ity Act of 2014 (H.R.3370). The purpose of the update was to provide information pertaining to the implementation of the HFIAA revising the requirements and op-tions for notifying policyholders of chang-es in premium resulting from restoring pre-Flood Insurance Rate Map subsidies for policyholders. It also provides for ac-ceptance of a statement of primary resi-dence. These changes take effect on May 1. The major points of the memorandum allow for:
• A signed statement from the insured regarding pri-mary residence when docu-mentation of primary resi-dence is not available. The statement would say:“The above address is my primary resi-dence, and I and/or my spouse will live at this location for more than 50 percent of the 365 days following the policy ef-fective date.”• Pre-FIRM rates are restored for the fol-lowing properties:• For those properties that were not in-sured when the Biggert-Waters Flood Re-form Act of 2012 was enacted.• For those pre-FIRM properties sold af-ter Biggert-Waters Flood Reform Act of 2012 was enacted.• For those pre-FIRM properties that were rated full-risk under the Biggert-Waters Flood Reform Act of 2012, due to a lapse in coverage.•The elimination of the requirement of elevation certificates for those risks eli-gible for pre-FIRM subsidized rates.•The act specifies that for those rollover or transfer of pre-FIRM policies, the in-sured need only show an expiring decla-rations page for verification of proof for pre-FIRM coverage.• The act also prohibits from endors-ing from a full-risk-rated policy with no claims, to a pre-FIRM-rated policy solely
to generate a re-fund. FEMA will provide guidance for refunds through separate bulletins issued at a later date.What this means to you• The reform delays some premium increases. The new leg-islation, formally called the Homeowner Flood Insurance Affordability Act of 2014, resets many premiums to levels from before the 2012 Biggert-Waters re-form. However, increases will still go into
effect to bring charges into line with risk—just more slowly than intended. Your premiums for your primary residence will increase by at least 5 percent each year until you pay a full-risk rate. They may increase by more, provided the av-
erage increase in your flood zone isn’t more than 20 percent. Premiums for your vacation home or business will con-tinue to experience annual increases of around 25 percent until you’re paying a full-risk rate. • It reinstates grandfathering, which end-ed in 2012. Homeowners again have the ability to pass subsidized rates on to new owners when selling a home, although, the new owners will see premium in-creases over time. This is good news for
your property values.• It authorizes some re-funds. Some homeowners who bought new policies in high-risk areas—and at full-risk rates—after 2012 are entitled to refunds. Those who were subject to more than 18 percent rate in-creases on policy renewals
also may qualify. • It creates a new annual fee. To offset the flood insurance program’s loss of in-come from higher premiums, all policies will have an annual surcharge of $25 for primary residences and $250 for other policies until subsidies are eliminated. • Installments. It also requires install-ments be payable “annually or monthly” and that FEMA implement INSTALL-MENT PAYMENT PROGRAMS WITHIN 18 MONTHS OF ENACTMENT.
We send a lot of this information out via our Agent’s Link e-newsletter, but I thought this was worthy of including in our printed magazine as well. We know you are inundated with emails and can miss important information sometimes. We’ll continue to keep you apprised of these and other issues as they arise. If you have additional staff you would like to receive these types of business-relat-ed alerts, be sure to send their names and emails to me at [email protected].
Executive Vice President,
PIA of Louisiana
Register Today!
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Page 8 •April 2014
PIA Errors & OmissionsBy Curtis M. Pearsall, CPCU, AIAF, CPIA
Don’t let you agency get sunk by an E&O claim involving watercraft The calendar says spring is here, so there is a strong likelihood that many customers will be looking to get out on the water at the earliest possible oppor-tunity. As a result, these customers will be contacting your agency to make sure their watercraft coverage is in order.
Important questions to consider in-clude:• Will the watercraft be insured on the Homeowners policy or via a standalone policy? • Do your customers know the differences? How about the agency staff?• How knowledgeable are you on what those differences are?
Now is a great time to brush up on those differences so your customer can make an educated decision.
Know the differencesWhile there is a good chance the premi-um for this exposure under a HO policy will be less, there is also a good chance the coverage will be less. As the saying goes, “you get what you pay for.”
Agents must be aware of any limita-tions or exclusions in the homeowners policy regarding issues such as the en-gine size and length of the watercraft. If the watercraft is eligible for coverage under the homeowners policy, liability protection may be provided, yet typically physical damage coverage is not. This is potentially an important issue based on the watercraft’s price. Statistics indicate that in 2012 there were 5,870 thefts of various types of watercraft in the United States, so this is a definite exposure. As one could imagine, jet skis were #1 (23%) on the theft list, followed by run-abouts (16%), utility (fisherman/sedan types), cruisers and then sailboats.
In addition, when insured under a home-owners policy, there may not be any cov-erage for injury to passengers and oth-ers, or any coverage for the trailer and
accessories. Once again, this could be a potentially significant exposure.
Yet these two exposures are just a few of the differences. To ensure your customers are more adequately cov-ered – or to at least give them the op-tion to consider – alert them to the ben-efits of insuring their boat or yacht with a specialty carrier. Here are some ad-ditional coverages and exposures that
are often automatically included or included for a fee with the specialty carriers:- Roadside assistance if the insured’s vehicle becomes disabled while towing his or her boat.
• Coverage for fishing equipment and other personal effects such as water skis.• Fuel spill coverage. (Your clients may be legally liable. Do they have the nec-essary coverage?)• Wreckage removal.• Medical payments (even for water ski-ers).
E&O claims involving watercraft have in-volved a variety of issues including: • Territorial restrictions – This can in-volve specific territories, such as Cuba. In addition, some watercraft policies have limitations that exclude coverage in certain types of water (fresh water vs. salt water) or sizes of water (rivers and lakes vs. larger bodies of water such as the ocean).• Hull coverage – Claims have arisen because the coverage wasn’t written on an agreed-value basis. Agreed value is certainly broader than actual cash value.• Insufficient limits – Major accidents can occur. Secure high limits and sched-ule this policy under the umbrella.• Not understanding the binding guide-lines relating to the age of the vessel • What are the specific survey require-ments?
Attention to detail is critical when insuring this type of exposure. Consider the following claim and how it could have been avoided:
The agent wrote a marine policy for a longtime customer to cover the customer’s yacht. The previous policy was with “Company X.” The agent went through another broker to secure replacement coverage with “Company Y.” The insured informed the broker that the yacht was stored in the water. The broker completed the appli-cation and indicated that the yacht was on land. The policy was issued with a warranty that the vessel was dry docked. The yacht sank while at dock during a storm and the carrier denied coverage. The agent had received the policy, rec-ognized the problem with the warranty (dry vs. wet dock) and had intended to discuss it with his client and broker. However, the policy sat on the agent’s desk for two weeks and then the loss occurred. Thus, the client never saw the policy. The claim was for $1,300,000. While the broker certainly has some li-ability, the agent is also to blame for not acting on the discrepancy. The case was settled for $750,000, with the agent re-sponsible for 50% of that amount.
Tips to considerSuch E&O claims can be avoided. Con-sider these tips:
Completing the application – Sit down with the customer to review each ques-tion and explain the coverages in detail. If the customer does not choose the broadest protection, get his or her sign-off for the declined coverages. After the application is completed, require (don’t simply request) that the customer thor-oughly review the application’s ques-tions and answers and, if everything looks in order, require the customer to sign the application.
Continued on page 13
Special ConsultantUtica Nat’l E&O Program
Utica Mutual Insurance Co.
April 2014 • Page 9
FIRST PREMIUM
IT’S THAT TIME OF YEAR AGAIN!
MARINE INSURANCE
Thinking about taking that beautiful boat out on the water soon but you can’t because you need insurance? We are here to help! Please contact our Marketing Department to get information on
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504-613-5368Fax: 855-439-7437
Page 10 •April 2014
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Page 12 •April 2014
Register today atwww.piaoflouisiana.comor call (800) 349-3434.
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Did you know that PIA has created a series of healthcare ads that PIA members can run in their local newspapers and on local radio stations? PIA’s new ads ask the simple question, “Do you need help with health insurance?” The ads acknowledge that many Americans need assistance purchasing health insurance and suggest that consumers consult their local Professional Insurance Agent. These ads are made available to PIA members through the PIA Branding Program. PIA members can preview the ads and download the ad files at www.piabrandingprogram.com. As with previous ads made available through the PIA Branding Program, the new ads contain space for PIA members to add their agency contact information. In addition to PIA’s healthcare ads, PIA members can download an extensive series of print and radio ads through the PIA Branding Program. Many of the ads are available in both English and Spanish. If you are not yet a PIA member, please consider joining the association that arms agents with the tools they need to succeed. Contact us for a membership application or visit us online at www.pianet.com/joinpia.
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April 2014 • Page 13
Continued From Page 6(Commissioner’s Column)
Balance billing continues to be a seri-ous consumer problem in Louisiana and many other states so that the LDI has consistently pushed for legislation to reform the balance billing practices of medical providers. We have made un-successful attempts in the past to pass bills that would address this problem for both medical emergency services and in-hospital non-emergency services but in the 2014 Regular Session, the LDI is addressing billing practices for medical emergency services only.
The proposed measure would prohibit a provider from pursuing an insured patient through judicial means for the balance of a bill paid by an insurer di-rectly to the provider. Providers would be prohibited from filing liens, filing suits, or seeking wage garnishment for balance bills. This includes any billing for covered services above and beyond the coinsur-ance, co-payment and deductible in an insured’s policy or plan.
We are also proposing SB 169 that up-dates the statute pertaining to the Loui-siana Life and Health Guaranty Asso-ciation (LLHIGA) so that it is consistent with the NAIC model law. This is part of a national effort by the National Organi-zation of Life and Health Guaranty As-sociations for all states to be consistent. The proposed legislation clarifies what LLHIGA will pay, how much it will pay and
under what circumstances it will pay it. Key areas that are addressed in the bill include refining annuity coverage limits so that consumers know how much they are going to receive and how LLHIGA will pay the annuity. The measure also addresses coverage of citizens abroad. Additionally, we are proposing several bills that make technical amendments to current health insurance law or align our law with National Association of In-surance Commissioners (NAIC) model law.
As always additional proposed insur-ance legislation will be moving through the session that may impact you and your business in some way. I encourage you to become involved in the legislative process by logging into the Legislature’s website at www.legis.la.gov and click-ing on bill search in the 2014 Regular Session section. In the Search Bill Text section type “insurance” to see a list of all insurance bills. You can also connect with the LDI on Social Media by follow-ing us on Twitter @LAInsuranceDept for updates on the status of LDI bills. I look forward to a successful and productive session and, as always, welcome your input on measures that will help us fos-ter an effective regulatory environment.
Continued From Page 4(President’s Article)
Agency Management Tools
• Agency Agreement Review Service – Free to members and carriers, PIA recommends changes to carriers and highlights concerns for members.• Agency Preparedness and Recov-ery Plan – The PIA guide to creating an agency-specific business contingency plan.• Employee – profiling – Hire the right people with OMNIA.• Prescription discounts – Save mon-ey on prescriptions not covered by in-surance. Available to PIA members and their clients.• Discounts on producer licensing, car rentals, shipping with UPS and calen-dars with Mines Press.• Free subscriptions to industry publi-cations.
legislative & Regulatory Outreach
• Grassroots alerts – Send pre-written, fully-editable letters directly to your elected officials. www.piagrassroots.com.• PIA Federal legislative Summit – Every spring, PIA members visit Capitol Hill to meet with their elected represen-tatives. www.piafls.com. • District lobbying Day…Capitol Hill in Your Backyard – Every August, PIA mem-bers meet with members of Congress in their district offices. www.piadld.com.• PIA Political Action Committee (PIA-PAC) – PIAPAC contributes to the cam-paigns of candidates to federal office who share our pro-insurance, pro-busi-ness perspective and who support our issues. www.piapac.com.
Continued From Page 8(PIA Errors and Omissions)
Receipt of the policy – The agency should review the policy to ensure it matches what was requested. Whether you person-ally deliver the policy or mail it, include a cover letter advising the client to review it to make sure everything is in order. As evidenced by the claim example above, this should be handled promptly as time could be an issue. Education and training – Both your staff and your customers can benefit. The goal
is to be certain the staff understands all of the coverages and how they apply. Spend a few minutes in the next week to review your agency’s approach to insuring the various types of watercraft.
Include this as a topic in your next news-letter for customers and as a topic on your website and social media blog or posting. Spell out the benefits of a specialized pol-icy as compared to securing the coverage via the homeowners policy. It’s also
a great topic to include in your personal lines reviews to ensure that customers know the differences.
Before the phone starts ringing, take the time to get up to speed and learn the finer points of insurance for watercrafts. This could ensure that your agency doesn’t “go down with the ship” in the event of an E&O claim.
Page 14 •April 2014
Our very Own Tim Clements Named 2014 Young Insurance
Professional of the Year Timothy P. Clements of Cle-ments Insurance Services in Chalmette, Louisiana, has been named the 2014 PIA National Young Insurance Professional of the Year. The award was pre-sented March 28, 2014 by the National Association of Profes-sional Insurance Agents (PIA) and was sponsored by The Rough Notes Company.
“The 2014 PIA National Young Insurance Professional of the Year is truly an outstanding young agent,” said PIA Nation-al President-elect Richard A. Clements of Chalmette, who presented the award. “He is very deserving of this award. Of course, I’m prejudiced. I know our winner pretty well. He’s my son, Timothy P. Clements.”
The PIA National Young Insurance Professional of the Year award recognizes outstanding achievement by a young in-surance professional. Tim Clements was honored for his dedication to his profession, his contributions to the com-munity and his tireless efforts to get more young people to pursue a career as an independent insurance agent.
Tim didn’t start out intending to become an insurance agent. He got into the business as the result of Hurricane Katrina. When his hometown was destroyed and the fam-ily insurance business was devastated, he knew it was his responsibility to step up. Tim joined his father’s insurance agency and immediately started to grow as an insurance
producer, quickly obtaining his pro-fessional designations. He joined the Professional Insurance Agents of Louisiana (PIA Louisiana) and rose to become the President of the Young Insurance Professionals (YIP) of Louisiana.
“We need to show the next gen-eration that doctors and lawyers aren’t the only people that make money,” said Tim Clements, in ac-cepting the award. “Sales is the only job without a salary cap. Until
you write every policy in the state, you’re not done.” He advised agents to “invite young people to their offices and show them what they have to offer – the same thing PIA, the YIPs and my father have given to me – the opportunity for a great career helping my neighbors.”
The PIA National Young Insurance Professional of the Year award, sponsored for the ninth year in a row by The Rough Notes Company, was presented during a gala luncheon ceremony on March 28, 2014, in Arlington, Virginia, held during the national PIA meetings, which followed the an-nual PIA Federal Legislative Summit.
Founded in 1931, PIA is a national trade association that represents member insurance agents and their employees who sell and service all kinds of insurance, but specialize in coverage of automobiles, homes and businesses. PIA members are Local Agents Serving Main Street America SM. PIA’s web address is www.pianet.com.
April 2014 • Page 15
Professional Insurance Agents Reflect onSuccessful 2014 PIA Federal legislative Summit
Healthcare Reform, TRIA, Flood Insurance, Regulation, Crop, Top Issues of Focus
Members of the National Association of Professional Insurance Agents (PIA) got a warm welcome – and got their points across – in congressional visits during their recent Federal Legislative Summit (FLS). The agents converged on Capitol Hill March 26-27 for the an-nual advocacy event.
PIA agents engaged their representa-tives and senators in discussions about an array of issues that are important to Professional Insurance Agents.
“Our legislative summit was a tremen-dous success, with a large attendance by PIA agents,” said PIA national Pres-ident John G. lee. “We met with our lawmakers to review our different is-sues of concern with them, such as the Terrorism Risk Insurance Act (TRIA), healthcare, insurance regulation, flood insurance and crop insurance.”
Lee said members of Congress were responsive, with many supporting the organization’s positions. As for the oth-ers, he said, “They may not vote our way all of the time, but at least we can sit in front of them and explain our po-sition and hopefully persuade them to vote our way.”
Congress has just passed flood insur-ance legislation that provides needed rate relief. PIA successfully supported and advocated for the grandfathering and mitigation provisions that were included in the Homeowner Flood In-surance Affordability Act of 2013 (H.R. 3370). “Now we will work with Congress to craft long-term solutions for putting the National Flood Insurance Program (NFIP)—which PIA steadfastly sup-ports—back on the road to fiscal stabil-ity in the coming years,” Lee said.
Personal contact with members of Congress by their local constituents is critical to advancing the interests of agents, according to PIA national President-elect Richard A. Clements. “We were able to thank them for their work on flood insurance reform and ask their help on renewing TRIA. We also stressed that we could be their re-source on any insurance matter.”
“It’s a very humbling experience and our lawmakers were very receptive. Our Federal Legislative Summit is another way that Main Street insurance agents can influence legislation,” said PIA na-tional vice President/Treasurer Rob Hansen.
“It is an example of effective grassroots advocacy in practice,” said PIA na-tional Government Affairs Committee Chairman Tim Russell. “Agents from around the country converge on the Capitol with a common goal: to protect
and promote the independent agency system.”
The PIA summit was truly a family af-fair, with some of the agents bringing their spouses and children along on congressional visits. “It is very power-ful when a PIA member is voicing our cause with their spouse and children standing in support,” said PIA national Secretary/Assistant Treasurer Gary Blackwell. “I believe this shows Con-gress that their decisions affect fami-lies, not just a group or industry.”
“Not everything is broken in Washing-ton!” said PIA National Immediate Past President Andrew C. Harris. “The abil-ity to meet with and discuss the major issues impacting our industry with the Representatives that make the laws is still alive and well, as evidenced by our meetings last week. Although the pro-cess is still cumbersome, we were able to advocate for our members and help forge our mission forward in
Page 16 •April 2014
The Most Important lessons I’ve learned about Selling for a living
by John Chapin
After 26+ years as a successful sales-person, here is what I know to be true about sales. Six Sales Lessons
lesson #1: If you’re looking for 9 to 5 and safety and security, sales is not for you. Sales really is the hardest high pay-ing work or the easiest low paying work. Top salespeople are extremely hard workers, they get in early, stay late, and most work the weekends. While it’s true that well-established salespeople sometimes cut back a bit on their hours and weekends, when needed, they are still able to call upon a great work ethic and put in the extra hours. Top salespeople go above and beyond, they answer their phones off-hours, and they are always ready to respond at a moment’s notice. In addition to putting in extra hours, working outside of “normal” hours, and working extremely hard, top salespeople are able to take the ups and downs of a sales career. They are experts at overcoming adversity and pros at controlling their emotions. They realize that sales is not for the feeble or faint-of-heart. They know you need to keep your mental edge at all times and you must learn to use ev-erything to your advantage.
lesson #2: Successful salespeople always find a way to succeed. Have you ever noticed that the most successful salespeople are always successful regardless of how bad the economy, the market, or anything else seems to be? Have you also no-ticed that unsuccessful and mediocre salespeople are always, at best, aver-age no matter how good things are? 90% of your brain, the subconscious,
is super creative. Successful sales-people use the creative brain to come up with resourceful ways to increase business, get through hurdles, and overall, become more successful. Un-successful and mediocre salespeople use the creative brain to find ways to look busy, waste time, and otherwise avoid the hard work necessary for success. They clean their desk, do pa-perwork in the middle of the day, or schedule doctor appointments and other personal items during prime calling times. This is the same theory behind why the rich get richer and the poor get poorer.
Lesson #3: sales success or failure comes down to you. This ties in with #2. Success-ful salespeople know that if you do the proper amount of the right activities
during the day, you will be successful, if you don’t, you won’t. This of course assumes that you have a decent prod-uct and work for a reputable company. If that is the case, and you still fail, you have no one to blame but yourself. It’s not the economy, your upbringing, or the bad break you got 15 years ago. Many others have had it much worse than you and have been successful; the top salespeople understand that you and you alone are responsible for your success or lack thereof. lesson #4: You need to have a burn-ing desire to succeed. Successful salespeople know what they want for themselves and their families, they have a plan to get there, and they will either win or die trying. They do not allow for anything other than success. You can see it in their eyes, hear it in their voice, and sense it in the way they carry themselves. There is an overwhelming confidence that they will achieve the outcome they desire and they do so time after time. Top salespeople know that you can have it all and you don’t have to sell your soul to get it, but you do oc-casionally have to go through hell.
Continued on Page 21
For John Chapin’s free news-letter, or if you would like him to speak at your next event, go to: www.completesell-ing.com With over 26 years of sales experience, he is a number one sales rep in three industries, and author of the sales book of the year: Sales Encyclopedia. For per-mission to reprint, e-mail: [email protected].
April 2014 • Page 17
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Page 18 •April 2014
NORTHWEST CHAPTER
ArOunD
THE STATENORTHSHORE CHAPTER
April 2014 • Page 19
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Page 20 •April 2014
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April 2014 • Page 21
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lesson #5: You are the parent of an 18 year old… and the 18 year old is you. Any parent of an 18 year old knows how tough it can be to get them to do some things. Well, when it comes to sales, you are your own 18 year old. Top salespeople are self-starters and have the self-dis-cipline to govern themselves and get themselves to do what must
be done every day. They realize that in sales you are self employed and that if you make the sales, you’ll stick around, if you don’t make the sales, you’ll be gone. The bottom line is: if you need someone standing over you to make sure you are doing what you have to do, you’re in the wrong business. Top salespeople have the drive and motivation to push them-selves extremely hard even when they’re all alone.
lesson #6: You always have to be learning and improving. Top salespeople know that you can never know it all. There are always new techniques, new technology, and new ideas that are being created every day. Top salespeople stay up on changes in the industry, keep abreast of the latest sales ideas, and constantly look for ways to stay positive and moti-vated. They are always looking for ways to develop themselves personally and professionally. Top salespeople get that there is no neutral or standing still, you’re either getting better and moving forward, or losing your edge and moving backward. They know that school is never out and there is always more to be learned.
Page 22 •April 2014
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April 2014 • Page 23
PIA Membership must be in good standing at all times. This brochure is not intended to provide full coverage details. A complete listing of these coverages including exclusions and limitations can be found in the policy forms. If differences exist between these summaries and the policy forms, the policy forms will govern. The policies may vary or be unavailable in some states.
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For more information and a quote, find your state PIA affiliate association at:www.pia-pro.com
© 2012 United Parcel Service of America, Inc. UPS, the UPS brandmark, and the color brown are trademarks of United Parcel Service of America, Inc. All rights reserved.
Put the new logistics to work for you.
PIA National announces new savings
program with UPSMembers of PIA receive special UPS discounts, including up to 34% on air, international and ground shipments. For more information on
UPS and to receive your special savings, visit savewithups.com/pianational or call
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Page 24 •April 2014
Whatever your plans this weekend, we’re ready to join you. Servicing more than 3000 businesses across 63 parishes is no small feat. And we know that you agents are working just as hard. So however you choose to relax this weekend, we’ll be right there with you.
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Partner News
The LWCC Board of Directors has declared a 2013 dividend of $69.1 million, bringing the cumulative total dividend over the past 11 years to more than $300 million. The dividend will be paid to qualifying policyholders in April.
More than 16,000 policyholders will receive a portion of this dividend. Individual dividend awards are based on a calculation that takes into account policyholders’ earned premium and longevity with LWCC over the last five years.
As we have done in past years, we will notify you in advance which of your poli-cyholders will be receiving a dividend payment, as well as the amount of each policyholder’s payment. We are grateful for the continued strong support from you, our agent partners, who are so im-portant to our success.
We encourage you to share the dividend news with our current and prospective policyholders.
lWCC DIvIDEND OF $69.1 MIllIONIS OUR lARGEST TO DATE
Welcome NeW members!
Camellia Insurance Agency, llCSlidell, LA
Dixie Specialty Insurance, Inc.Flowood, MS
Elite Insurance, llCMandeville, LA
SSA Insurance ServicesSlidell, LA
April 2014 • Page 25
Company News
SSA Insurance Services announces the addition of Madelyn Cohen, CPCU, CPIW to their executive team. Madelyn’s respon-sibilities at SSA will include; acquiring and developing new markets, commercial and personal line placements, recruiting new producer relationships, underwriting and training.
Richard Jenkins, Vice President, commented: “Madelyn brings a wealth of industry knowledge and over 30 years of experi-ence in Commercial, Personal and Spe-cialty underwriting. Madelyn’s loyal and committed producer, carrier and mar-ket relationships will enable her to be instrumental in continuing the efforts of expanding SSA’s producer footprint throughout our targeted territories and balancing SSA’s portfolio of commercial and personal line markets. Madelyn’s experience and extensive knowledge will make her a valuable asset to Team SSA, our Company Partners and our valuable Producers.”
Previously, Madelyn was employed by IB&M (Insurance Brokers and Manag-ers) from 1977 until 2003 when IB&M’s parent, Lafayette Insurance Company, sold to Hull & Company. Madelyn con-tinued her role with Hull & Company as Vice President and Branch Manager until 2005 when Brown and Brown ac-quired Hull & Company. With Brown and Brown Madelyn held the positions of Profit Center Leader and Sales Bro-ker/Underwriter. Recently, Madelyn was employed by Interstate Insurance Underwriters from 2011 – 2014 as the Mandeville, La. Branch Underwriting Manager.
MADElYN COHEN, CPCU, CPIW JOINS SSA InsurAnCe serVICes In LOuIsIAnA
Advertise todAy!
Contact Jodyat the PIA office
at (800) 379-3434.
Page 26 •April 2014
Index ofAdvertisers
Accu-Auto……………………………..….....…...….....5
Berkshire Hathaway Guard Insurance.….....21
Capital Premium Financing..............................10
Emergency Restoration Inc. ................….…....23
Forest Insurance Facilities……………………….....12
Hull & Company, Louisiana………………….……..9
Imperial Fire & Casualty Insurance…………….....19
Lane & Associates..........................................20
LCI Workers Comp...............………………...…......24
LCTA.....................................................11
Louisiana Restaurants Associations................22
LUBA Workers’ Comp……………………..Back Cover
LWCC…………………………………Inside Front Cover
Prime Rate Premium Finance.......................17
Progressive…............................Inside Back Cover
RPS Covington........................................….…....9
Stonetrust...................................................25
The Timbermen Fund.........................................18
Find out more details on advertising in The Agent’s Voice by calling the PIA office at (800) 349-3434.
Member Benefit in Focus
InDustry & BusIness AffAIrs
PIA National works with industry groups such as the Association for Coopera-tive Operations Research and Development (ACORD) and the Insurance Ser-vices Office (ISO) to improve processes and address chal-lenges facing the in-surance industry. In doing so, PIA works to ensure that changes are in the best interest of agents.
PIA also provides our members with practical guidance to help them keep their agency practices in compliance with insurance and general business regula-tions and more aligned to the way other agencies do business. Guidance is also provided to assist PIA members with protecting their ownership and con-trol of agency expi¬rations
Learn more about these PIA National member benefits at www.pianet.com.
Congratulations to these 6 Louisiana independent agents who’ve qualified for the Progressive Signature Agent® program*.
These agenTs have made Their marK
The Signature Agent program recognizes and rewards agents for selling an average of at least one preferred Progressive personal auto policy per week.
This elite group will receive higher commissions, unlimited CE courses and enhanced marketing support from the Progressive agency brand team.
More commission. More rewards. More reasons to prefer Progressive.
To find out how you can become a Progressive Signature Agent, contact your account sales representative.
They join these 49 agents who have already earned Signature Agent status.
©2012 Progressive Casualty Insurance Company and its affiliates, Mayfield Village, Ohio. 09A00214.AP2.LA (08/12)*The Signature Agent Program is not available in all states. For a list of states where it is available, contact your Progressiveaccount sales representative. The Signature Agent Program is only available to agents. We define a preferred auto policy asone in which the named insured: Is a homeowner, has continuous insurance with no lapses, and has a good driving record.
all Premier insurance agency Denham Springs
arnold insurance group Benton
a victory agency, inc. Bogalusa
Bubrig insurance agency Belle Chasse
Jones insurance services Thibodaux
raymond m. Fondel Jr. ins. agency Lake Charles
a victory insurance agencyMandeville
aBC agency networkHouma
aBC agency networkAlexandria
aBC insurance agencyLafayette
action insurance, inc.Lafayette
advanced insurance solutionsHammond
alliance insurance agencyMetairie
Baton rouge insurance agencyBaton Rouge
Beard insuranceBaton Rouge
Beasley-Keith, inc.Bossier City
Boswell insuranceShreveport
Bourg insuranceDonaldsonville
Castello agencyZachary
Community FinancialMonroe
Curtis insurance agencyLake Charles
Cypress insuranceHammond
david Cordell insuranceBaton Rouge
dCgOpelousas
dJW insurance agencyNew Iberia
eagan insurance agencyMetairie
emery James LTdHammond
First Federal insurance/ Community Financial
Lake Charles
gary Losey insuranceBaton Rouge
gendusa insurance agencyHammond
glenn dean insurance agencyDeridder
grant C. Bennett insuranceSlidell
harlan insurance agencyAlexandria
insurance network of LaBaton Rouge
insurance UnlimitedLake Charles
John Kelly dabdoubMandeville
Kyle Thomas insurance agency Shreveport
Liggio insurance agencyLafayette
market insuranceCovington
moore-Jenkins Bogalusa
moore-JenkinsFranklinton
Page & sons insuranceHouma
Pam Price insurance, inc.Jena
Quality Plus, inc.Lafayette
riverlands insurance servicesLuling
semon insurance agencyShreveport
shaver robichaux agencyThibodaux
Thomson, smith & LeachLafayette
Tibbetts insurance services, LLCBaton Rouge
Total insurance of Watson, inc.Denham Springs
Toups insurance agencyThibodaux
TWFg insurance servicesLake Charles
TWFg insurance servicesMandeville
Walpole insurance agencyBossier City
Whitney insurance agencyNew Orleans
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