Texas Connection - January 2013

More “Information, Entertainment & Opinions for Independent Agents from Independent Agents” at www.PIATX.org

Texas Connection Page 1 January, 2013

Texas Connection

What is THE MOST important thing for an Agency?

In this edition

WHAT IS THE MOST IMPORTANT

THING FOR AN AGENCY? ................. 1

HOW TO HAVE YOUR BEST YEAR

EVER ............................................. 8

USING ELECTRONIC SIGNATURES

COULD SAVE BILLIONS ................. 12

EVERY DOOR DIRECT MAIL........... 16

BIG IDEA 2013: THE YEAR OF

MOBILITY ..................................... 17

WHAT IS A MOBILE SITE AND WHY DO

YOU NEED ONE? ........................... 18

LET’S TALK FLOOD ...................... 19

The Fiscal Cliff Deal: What It Means for You........................... 22

PRESIDENT’S MESSAGE ................ 24

Texas PIA Connections 2013 .. 26

The editorial content is valuable

information but as always you should do your own due diligence

and evaluation. The content is

meant to be for informational purposes only and does NOT

warrant an endorsement by the Texas Professional Insurance

Agents in any form or fashion

by Al Diamond

What is THE MOST important thing for an agency?

� Adding Customers

� Retaining Customers

� Providing ALL insurance

products for the customers

� Nurturing satisfied and

happy employees

� Generating Profits

� Keeping the carriers happy

(growing and good loss ratios)

Many have looked at this list and said that more than one or all of these subjects are important to an agency. A few agents probably consider a few of these options LESS important than others.

The greatest mistake made by most agencies is picking ONE from the list above. Most of the time, the priorities of the above list depends on the ‘crisis of the moment’ that causes an agency owner to categorically state the one which is the most important thing that the agency is focused upon.

In reality the most successful agencies focus on each of these subjects as if they were the openings in a revolving door – if one breaks down, the door simply stops and no one gets into or out of the business. So the only answer is ALL OF THE ABOVE!

But the most frustrating thing for agency owners is the dilemma of how to keep ALL of these critical subjects attended to at all times.

Ladies and Gentlemen, this is MANAGEMENT 101, something that very few agents are trained to do, but are forced into the role the same way we learn parenting for better or worse. Most parents go through the same learning curve, the same frustrations and make the same mistakes. This is because no one teaches young people HOW to parent before they become parents, themselves. The same thing happens with agency owners, even if they are second or third generation agents. Mom and Dad don’t teach their kids or their next generation owners the lessons they learned the hard way, leaving the new owners to also learn through trial and error.

There ARE a few lucky exceptions. They are trained and enter management a little cocky, but much better prepared to run agencies. Once they shake their ‘youthful exuberance’, you know, the part about knowing everything as soon as they become owners, and gain the maturity to learn from and take advice from their elders they usually become much better managers and owners than their predecessors.

Continued on page 3

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The Most Important Thing

Continued from page 1

I got a wonderful lesson in this through first-hand experience with one of my children. A much, much better parent than I ever was, my son and daughter-in-law had the benefit of training in psychology and special education for their careers as special education teachers. The side benefit to this training was their understanding of children and, when they had their first baby, they were much more patient and understanding and devoted much more time to the development of my granddaughter than I ever did with them. Similarly when agents mature and train their next generation of owners into the roles that the agents have held and share and teach them how to properly manage those roles, the next generation becomes stronger than the last in the position of agency owner and manager.

But there is little need for management for small agents with only the responsibility of a single insurance agent to his customers. However, once you own an agency that has producers, employees, multiple carrier relationships and a growing book of business, you are no longer just an insurance agent.

An insurance agent is someone that keeps customers satisfied by attending to their insurance needs on a regular basis. Actually, this is the definition of an insurance broker – one who works for the client’s best interest at all times. The successful broker makes sure that ALL OF THE CLIENTS ASSETS ARE PROPERLY PROTECTED, which Agency Consulting Group defines as our Relationship Selling Model, the Asset Protection Model. So if you think you’re a broker or agent by selling a few or a lot of people one policy each, you’re fooling yourself. That is the definition of an Insurance Salesperson whom mostly on the phone at direct writers. They sell customers what the customer asks for regardless of what the customer needs.

Once you establish contracts with insurance companies, you become an agent of the companies, required to perform in the best interest of the carrier while still serving the customers insurance needs. So now you are concerned with providing quality products to your customers, insuring ALL of their asset needs AND generating a growing premium base of low loss ratio business for your carriers.

Continued on page 4





Once you hire or inherit employees, you extend your role from an insurance agent to an employer. Now you are responsible for someone else’s career, as well as your own.

To perform this role successfully, you must assure that the employee is properly trained, given the tools to do their jobs and are treated with the respect, authority and responsibility they deserve to earn their compensation and be satisfied with their roles and positions in your agency. Too many agents still treat their employees like clerks and personal assistants, telling them what to do and when to do it, not giving them the latitude and responsibility for which most of the employees are trained.

These are people who own homes and property, make investments, raise children and educate them. We ask them to ‘check their brains at the door’ – they won’t need them until they leave at 5:00 PM.

The happiest employees are those who are treated with respect for the knowledge that they have accumulated. They are responsible for their jobs, certainly are managed to the expectations of the agency and the customer, and are honored for their roles.

If you get to the point of hiring producers, your role expands further into that of a sales manager. No, you don’t hire a producer and tell him to ‘go ye out and sell insurance’. You don’t give him the Yellow Pages or tell him to sell insurance to his friends and relatives. Most agents know that is a recipe for disaster – failed producers and a terrific expense to the agency for as long as the agency can support the producer.

Continued on page 6

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Toll Free: 1-800-829-9838

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Successful producers are given training, as needed, specific expectations of the job and the marketing and advertising support to provide them all the prospects they need. Their role is to develop relationships with the prospects that cause the prospect to trust the agency to do a better job protecting the clients’ assets for them.

They get the prospect to TRUST the producer and the agency’s capabilities to protect them. Their function is NOT to troll for prospects and face the rejection normal to that role.

All of these subjects are critically important to an agency owner’s primary goal of supporting him/herself and their families. In order to accomplish that we must balance revenue with expenses in order to create a profit that allows us to earn a comfortable lifestyle AND to create value in the business asset that will eventually become our retirement vehicle (or add to our estate value).

The lesson to be learned in this ‘Management 101’ class is that smaller agents must balance GROWTH OF CLIENTS, RETENTION OF CLIENTS, and PROVIDING FOR ALL OF EVERY CLIENT’S INSURANCE NEEDS, the customer oriented priorities of the agency with nurturing the employees (including producers) and establishing and paying attention to the carrier needs – all while learning how to budget for profits.

Larger agencies, whose owners are smart enough to develop the agency, will hire managers to handle these priorities and the owners will dedicate themselves to their favorite role in the agency. Sales managers are hired to manage growth and the producers into ever-growing books of business. Operations Managers are hired to manage customer service, employee development and retention of business. Financial Managers are hired to evolve the budget into an Agency Strategic and Tactical Plan including the budget that assures profitable operations every year.

Most agencies still stay small. They may talk about growth, but the owners aren’t really comfortable doing the things necessary to accomplish that growth, many blaming everyone and everything but themselves for their lack of success. Even most agencies that grow do so very painfully, not hiring support staff until customer crises arise and not hiring management until frustration with dealing with employees overcome the owners.

That’s why only a relatively small percentage of agencies ever evolve into professionally managed businesses generating millions of dollars of revenues, double-digit growth every year, expansion of geographic and business scope beyond the expectations of even the owners and profits that result in extraordinary business value on behalf of the agency owners.

It doesn’t have to be that way. It begins by paying attention to the Revolving Door of agency priorities in equal proportion.

First, make sure that every customer is satisfied and likes you.

Second, while still maintaining customer relationships that grow and retain your revenues, evolve competent, responsible staffs that are trusted to do their jobs, but are managed so they know that you know everything that is being done.

Third, create relationships with your carriers with the same intensity and honesty as you do with your clients. Never lie or exaggerate what you can do for a carrier. Under-promise and Over-deliver so the carrier sees you as a profitable growth, oriented agency.

Fourth, bring in and mentor producers as if they were your children. Nurture them and give them every opportunity to succeed by establishing agency marketing programs that bring a constant flow of prospects to the door.

Finally, love and respect them all customers, employees, carriers, producers but remember your first obligation is to yourself and to your family. Operate at a profit EVERY YEAR. Pay yourself for what you do as fairly as you pay your staff for what they do. Profit is not a part of your paycheck. Your paycheck is compensation for your productivity. Profit is the additional money that you are to use to support your business growth and value.

Remember the Agency Consulting Group, Inc. Revolving Door of Agency Priorities. We can help you develop and evolve any or all of the doors so that no jams occur to stop your progress. Call us to discuss your particular situation (800-779-2430).

Reprinted from the PIPELINE, the national newsletter for agency principals, by permission of Agency Consulting Group, Inc., a leading consulting firm for independent agents in the U.S. for more than 20 years. Call 800-779-2430 for information or subscription; e-mail

[email protected]; website,

www.AgencyConsulting.com.


http://www.agencyconsulting.com/

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How to Have Your Best Year Ever

by John Chapin

By the time you read this we’re a week into 2013, one fifty-second of the year is already gone. How’s it going so far? How are you doing with your New Year’s Resolutions if you made any? Are you on track to achieve your personal and professional goals this year? If you’re not on track, these ideas will get you on track and caught up. If you are on track, these ideas can help you achieve your goals even faster and go even further.

Five Keys to a Highly Successful 2013

1) Why do you want to have your best year ever?

Before you take on any endeavor, you have to know why you’re doing it. This one factor will determine whether or not you are successful. What are you capable of if you set your mind to it? Pretty much anything, right? So in order to wake up every day driven and motivated to do what must be done in order to achieve your goals and dreams, you must have powerful reasons for doing so. Find your WHY in positive reasons for achieving your goals and negative consequences if you don’t. The start of all great achievement is a burning desire in your heart and soul that simply must be fulfilled.

2) Have goals and a plan.

You’ve heard it a million times but this is still the biggest factor that the most successful people on the planet attribute their success to, so, if you haven’t done this yet, DO IT! The top 3% of people on the planet have goals, a plan for their achievement, and they work on those goals every day. They are worth more in financial terms than the other 97% combined. You don’t need a huge list of goals in each area of life with elaborate plans for their achievement, in fact, the simpler you can make it, the better. At a minimum, pick one major professional goal and one major personal goal, put a simple, straight-forward plan together, and take action on both goals daily.

3) Do what you must do.

Now that you know why you want to have your best year ever and you have goals and a plan, it’s time to get to work. Not tomorrow, not later today… NOW! The most successful people are people of action. They don’t put things off and they rarely hesitate once they have decided upon a goal.

You must work on your goals every day whether you feel like it or not. You must work on your goals when you’re tired, sick, and beaten down. Should you rest occasionally? Yes. Should you take a vacation and have balance in your life? Yes. But assuming you have the burning desire necessary to achieve your goals and dreams, you will pick yourself up in the most tiring and difficult times and press on. Anything worth acquiring in life usually requires that we work hard, get uncomfortable, and face some fears.

Also, contrary to popular belief, WILL POWER DOES WORK. It’s simple, you’re either going to eat that donut or you’re not based upon a simple decision that your parents, the economy, or your relationships have nothing to do with. Speaking of that, I give you point #4…

4) Stop making excuses and giving up control of your life.

Over the years I’ve heard every excuse as to why people don’t achieve their goals. I’ve heard reasons related to health, emotions, past traumas and negative events. People blame the economy, other people, and bad breaks growing up. I have two words of advice: Stop it! Assuming you are reading this right now and comprehend it, you have no excuses.

Once you hit the age of 25 you are responsible for where you are in life. While a 13 year old can blame his or her parents, and a couple other outside factors for their present position in life, anyone 25 or older can go no further than the mirror.

Continued on page 10

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Your Best Year Ever


The faster you “get” that you determine your outcome, not the economy, your parents, or your boss, the quicker you will grab control of your life and live it on your terms. If you continue to blame others and outside circumstances, you will be a victim and the things you don’t want will continue to show up. You are responsible, you are in control, and you decide where you end up.

5) Follow Winston Churchill’s advice.

You remember his advice, right? “Never, never, never give up.” Another saying is, “Quitters never win and winners never quit.” If you hang in there long enough, you’ll make it. Life is simply a game of deciding what you want, developing a plan to get it, taking daily action on that plan, seeing what works and what doesn’t, and adjusting your approach until you get to your destination. Even a ship is of course 99.9% of the trip. The captain simply continues to get feedback and course corrects until the ship lands safely in harbor.

You can do, be, and have anything you want, but it’s going to take hard work and sacrifice. The question isn’t can you have your best year ever, the questions are: Are you willing to put in the time, effort, energy and money that are necessary? Are you willing to give up the excuses and other crutches and pay the price for success?

If you would like access to John's free monthly newsletter and a white paper on what it takes to be successful in sales, you can visit John's website at http://www.completeselling.com/

Have a sales question? E-mail John at [email protected] John Chapin’s specialty is helping salespeople and sales teams double sales in 12 months. He is an award-winning sales speaker, trainer and coach, a number one sales rep in three industries, and the primary author of the gold-medal winning "Sales Encyclopedia". In his 24 years of sales, customer service and management experience, he has thrived in some of the toughest markets and economies.

For permission to reprint, or to reach John, email him at [email protected].

John Chapin Complete Selling, Inc. Helping you find and get all the business you want Cell: 508-243-7359 [email protected] www.completeselling.com LINKEDIN: once logged in find me under: johnchapin1 FACEBOOK: http://www.facebook.com/johnjchapin TWITTER: http://twitter.com/johnjchapin # 1 Sales Rep in 3 industries, Author of the gold-medal winning SALES ENCYCLOPEDIA - The most comprehensive "how-to" guide on selling.

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Using Electronic Signatures Could Save Billions

In today’s world, technology is making everything easier, more efficient, and less expensive. Unfortunately, one area where technology efficiency has not impacted the insurance industry is in the active use of electronic signatures for applications and other forms. This is unfortunate, as significant productivity gains and expense reductions can be achieved by the widespread use of electronic signatures for most insurance transactions.

While many agents and brokers have heard of electronic signatures, some questions still remain. Is a digital signature truly legal? Will it hold up in court? Are cloud-based digital signatures secure? What choices do I have for e-signing documents?

WORKFLOW IMPROVEMENT

Consider how a simple insurance agency workflow—getting an application signed—could be improved with an electronic signature process. The basic workflow steps currently look like this:

1. Agency staff inputs application information into the agency management system.

2. The ACORD application is generated by the system and is probably printed as an electronic PDF file.

3. The electronic application is sent as an email attachment to the client for signature.

4. The client physically prints out a copy of the applications and signs with a pen. They then scan the application and email it back to the agency.

5. Agency staff receives the signed application, forwards it to the insurance company for processing, and attaches the document to the client file.

Consider how much easier this process would be, and how much time and expense would be saved, if an electronic signature process was involved:

1. Agency staff inputs application information into the agency management system.

2. The ACORD application is generated by the system, attached to an email, and sent to the policyholder for their signature.

3. The client receives the email and opens the document. They electronically sign the document and immediately send it back to the agency.

4. Agency staff receives the electronically signed application, forwards it to the insurance company for processing, and stores the document in the client file.

When you add up the time savings and multiply that by the number of documents sent daily that require a signature, significant productivity and expense reduction can be achieved.

ARE ELECTRONIC SIGNATURES LEGAL?

It all started in the 1980s when many companies began sending documents via fax machines. Although the real signature was on the paper, the signature’s image was transmitted electronically. Courts in different jurisdictions made a decision that electronic signatures can be enforced. This way, agreements can be performed with the use of email.

President Clinton signed the ESIGN Act into law in 2000. ESIGN, short for the Electronic Signatures in Global and National Commerce Act, legalized the validity of digital signatures on contracts and other legal documents. The law says that a contract signed in digital form cannot be legally denied simply because it is in digital form. Basically, ESIGN says your electronic signature is just as valid as a paper signature. While some states have their own laws when it comes to digital signatures, the Federal law governs interstate commerce.

In addition, many states have adopted The Uniform Electronic Transactions Act (UETA) proposed by the National Conference of Commissioners on Uniform State Laws (NCCUSL). Forty-seven states, the District of Columbia, Puerto Rico, and the U.S. Virgin Islands have adopted it into their own laws. Its overarching purpose is to bring into line the differing state laws over such areas as retention of paper records (checks in particular), and the validity of electronic signatures, thereby supporting the validity of electronic contracts as a viable medium of agreement.

UETA allows e-signatures to be covered in legal documents in all states but New York, Washington state, and Illinois, in which UETA is not yet acknowledged. No matter your state, however, electronic signatures are becoming much more commonplace.

UETA has its own requirements, some of which include:


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Using Electronic Signatures


The signature must be logically associated with the document.

Both parties must have agreed to conduct the transaction via electronic means.

If the sender inhibits the receiver’s ability to either store or print the record, the document is not enforceable against that recipient.

UETA also specifies that if a law exists that requires a signature; an electronic signature will satisfy that requirement. This gives signers the confidence of knowing a digitally signed document is as legally valid as a document signed with a pen the old-fashioned way.

ACORD has published a white paper—New Strategic Analysis Sheds Light on eSignature and Insurance—that may help move your organization to quickly adopt electronic signatures for all transactions.

DON’T WAIT

The insurance industry should be a leader in the adoption of e-signatures. Agents are now equipped with laptops and tablet computers so it is easy to process intricate application forms. The e-signature method makes everything much simpler.

E-signatures are coming. It’s time for agents to begin experiencing the benefits of increased efficiency, reduced staff workload, and improved client satisfaction. Agents and Broker can no longer wait for others in the industry to embrace this change. Take the lead and begin experimenting with using electronic signatures in your organization today.

Has your organization adopted electronic signatures? If not, why not? If yes, what electronic signature process do you use? Leave your comments on my blog.

Steve Anderson is the leading authority on insurance agency technology. He is a prolific writer known for his knack for translating “geek speak” into easily understood concepts. Check out his free weekly newsletter “TechTips” and other resources for the insurance industry on his website.

If you can’t send a document for signature by email, there is another agent who can. If the price is similar, the customer will go with the agent who makes it easier to buy!

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Make a Real Difference!

by Matthew A. Treskovich, CFP®, CMA, MBA, CLU, ChFC, FLMI

The year-end sales push is on, and carriers, independent marketing organizations, agents, and brokers are gearing up for the traditional year-end dash to get business placed and paid. Life insurance for business purposes is a particularly hot topic this year. Business continuation planning is popular because unlike income, gift, and estate tax planning sales, the underlying insurance needs are at best loosely tied to the political and tax environment.

The two primary types of business planning sales are

Business succession planning

Business continuation planning

Succession planning looks at the current ownership structure of the business, and how present owners and prospective owners want that structure to evolve should something happen to the owners. This is distinct from business continuation planning. A continuation plan funded by life insurance provides the cash the company will need to keep running after the loss of a key manager, salesperson, executive or owner.

Some key questions to ask before a business succession planning engagement are

“Who owns the business?”

“What do the owners want to happen in the event of an untimely death?”

“Has this been formalized in any documents?”

“Where are the documents, and what do they say?”

Sometimes clients are reluctant to discuss business succession planning because they do not want to admit or contemplate their own mortality or that of their colleagues. It can often be helpful to ask less analytical, more emotional, questions in that situation:

“Are you prepared to have your deceased partner's spouse as your new partner?”

“Are you prepared to have your deceased partner's children as your new partner?”

The business continuation and business succession planning discussion is not limited to owners. Conversations with key employees, especially high-ranking finance and accounting executives, can lead to business continuation planning sales. If you are talking to someone who is a high-ranking employee, and not an owner, ask them this:

“Are you ready to have your deceased boss' family running the show?”

“Do you think they can handle it?”

“If something happens to the boss, can you make payroll next month? And the month after that?”

If there is no continuation plan, these key people are the ones who will have to take the initiative and keep the company running. As an advisor, you can help them understand why continuation and succession plans are important to their job security, and gain advocates for the planning process.

As advisors, we tend to focus on the technical and analytical aspects of planning. We worry about cross purchase vs. corporate redemption buy-sell agreements. We worry about corporate AMT on life insurance proceeds, and are required to follow all of the intricacies of employer owned life insurance compliance. Too often this attention to detail can lead us to lose sight of the big picture.

Key person and buy/sell planning have a real impact on people’s lives. The effect of poor planning can have a wide impact, not only on owners and employees, but also on families of those stakeholders, and on clients and suppliers. Proper planning can mean the difference between liquidating a formerly successful business and selling a going concern. It can also make the difference between people keeping the jobs they've had and loved for years, and those people ending up on the unemployment rolls.

Do your clients a favor – don't let them take this subject lightly!

Matt is the CFO at Creekmore Insurance Group, a life insurance BGA specializing in impaired risk and jumbo life cases, serving independent agents and financial advisors nationwide. In addition to his management role, Matt provides field support for advanced case design and underwriting. He can be reached via email [email protected] or at 800-936-0339. For more information, visit www.LifeAgents.com


http://www.lifeagents.com/



Every Door Direct Mail

Since 1998, Mitch Schwark has worked as an insurance agent and as a marketing representative in the insurance industry in Georgia. In 2012, he became a Business Solutions Specialist with the United States Postal Service. I recently sat down with Mitch and discussed how in his position with the USPS he can help independent insurance agencies drive in more business.

EKE: Mitch, you’ve left the insurance world and are now a Business Solutions Specialist with the USPS. What is a USPS Business Solutions Specialist?

MS: Every business has a postal representative assigned to them to assist with their shipping and mailing solutions. The USPS offers this service at no cost to the customer.

EKE: Insurance agencies don’t really ship anything. And isn’t mailing just slapping on a stamp and sticking it in the mailbox?

MS: It’s much more than that. I’m not talking about mailing out your bills. What I do is show businesses how to effectively use the mail to drive in more customers.

EKE: Are you talking about buying lists and sending out mailers? I think all of us that have owned agencies have tried this and have found it to be expensive and unproductive.

MS: Having owned an agency, I’ve tried that myself and was very unhappy with the results. If only I would have had the tools that are available now from the Postal Service.

EKE: What’s changed?

MS: An insurance agency’s customer base is generally that group of people that live within a 5-mile radius, depending on the area. In the past, you would have had to purchase lists to determine their names and addresses. And after you got your mail piece ready, you would put a stamp on it, a time-consuming and costly process, and send it out, hoping someone would read it and respond.

EKE: Between the lists, printing costs and postage, that would be expensive.

MS: Upwards of $3500.00 to send out 5000 pieces. But that was then. Now we have Every Door Direct Mail. This product eliminates the need for buying lists. And the cost of the postage is 67% less than the price of a first-class stamp.

EKE: Are we talking about sending out post cards?

MS: Not at all. In fact, you can be very creative with the design. And bigger is better.

EKE: So how do you not need mailing lists?

MS: With Every Door Direct Mail, we have an interactive map on our website that allows you to pick which carrier routes you want your piece delivered to. You can target exactly what neighborhoods you think has potential clients. The postal carrier takes your mail pieces and delivers one to every stop on his route.

EKE: Well that sounds easy. Why do we need you?

MS: Good question. The training that I receive focuses on marketing. Return on investment should be every business owner’s goal, especially with advertising. I receive extensive training on direct mail advertising. Take a look at your own mail. Some things you take a second look at and some things you throw right in the trash. I know how to get that second look.

EKE: Doesn’t all junk mail go right in the trash?

MS: Not at all. In fact, in recent surveys, it has been shown that 59% of people surveyed prefer to receive promotional messages from a company with which they have never interacted. Compare that to the 38% that preferred email and you can see that using direct mail is still your best return on investment. Direct mail is not disruptive like text messages or pop-ups, it does not invade a consumer’s space, and it is established. For better or worse, consumers are used to it.

EKE: Are mailing permits required to use Every Door Direct Mail?

MS: A permit is not required. Paying for Every Door Direct Mail is as easy as going online, or paying at the Post Office.

EKE: So what’s the first step to get started?

MS: Go to www.usps.com/everydoordirectmail and you can begin the process. I would also suggest that anyone interested contact me for free guidance. I can be reached at [email protected].

http://www.usps.com/everydoordirectmail




Big Idea 2013: The Year of Mobility

The question that gets asked about technology, the one that is almost always precisely the wrong question is, “How does this advancement help our business?”

The correct question is, “How does this advancement undermine our business model and require us/enable us to build a new one?” Seth Godin

Every prediction on the growth of the use of mobile devices has been wrong. According to Mary Meeker at KPCB, mobile now accounts for 13% of all Internet traffic up from 4% in 2010.

It's becoming abundantly clear that, for the insurance industry, 2013 will be the “Year of Mobility.”

Why mobility? The idea of mobility encompasses far more than apps and tablets and smartphones. Mobility involves many technologies that are coming together, giving us anytime, anywhere, by anyone capabilities. In other words, mobility is about wireless broadband web access and cloud computing as well as the Internet of Things, just as much as it’s about small devices. The key to success for insurance organizations will be understanding how these technology changes will work together.

The worldwide insurance industry is being transformed. Stakeholders need to ask themselves, “How can we gain new competitive advantages by using mobility to transform all of our business processes?” Mobility is transforming how customers communicate and collaborate. Mobility changes how we will market, sell, train, and share information.

Here are just a few ideas on how mobility will impact the insurance industry:

Mobility Strategy: Your organization will need to define your communication strategy for clients on the go. How are you redefining your products and processes to attract and retain this mobile consumer?

Consumer Self-Service: Digital consumers demand access to their information using whatever device makes sense to them at the time. Many want online self-service options. Agencies must explore how they can most effectively connect with consumers anywhere, anytime. Agency-branded mobile apps will be a key tool.

Mobile Payments: Allowing consumers to make payments on any device requires closer collaboration and better partnerships between the insurance company, their agents, and vendors.

Agency Producers: Smartphones and tablets (probably an Apple iPad) will be used by more agency

producers to become truly paperless for the first time. How will insurance companies and vendors support this mobile producer?

Agency System Vendors: Agency systems will need to be mobile-optimized for employee and client access. For examples of first small steps go here and here. But vendors — you can’t wait 18 months to launch these new products.

Insurance Companies: Telematics, cellular broadband, and who knows what else will require new product and service strategies. Legacy computing platforms will have to be rapidly updated to support these new connections.

My hope is that you will use 2013 to think about “Mobility” and ways your insurance organization can experiment more, optimize more, think more and do more. The new digital consumer won't wait much longer.

How do you think mobility will shape your organization in 2013?

Steve Anderson is the leading authority on insurance agency technology. He is a prolific writer known for his knack for translating “geek speak” into easily understood concepts. Check out his free weekly newsletter “TechTips” and other resources for the insurance industry on his website.

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Millions of people are using mobile devices to get online every day.

Does your agency have a mobile-friendly site or an app?

If not, you’ve come to the right place to get started.

What is a mobile site and why do you need one?

Just because you can access your desktop site on a mobile phone doesn’t mean it’s mobile-friendly. Your mobile efforts should reflect the unique navigation capabilities and limitations of mobile devices. A mobile-friendly site and mobile app can help your business connect with customers and drive conversions.

Why does mobile matter?

Your customers are already mobile. Are you?

Customers want to access your agency in their real world – anyplace, anytime.

Users expect their mobile experience to be as good as their desktop experience.

If customers can’t find or easily access your mobile content or services, you’ve lost their business.

Mobile users want to connect with the businesses in their local area.

Your competitors’ mobile performance influences your customers’ expectations.

Where do I start?

We know that starting to develop a mobile strategy can be an overwhelming task. Many questions can arise, leaving you anxiously contemplating which to concentrate on first.

Who is your target audience?

Are you targeting an audience using multiple devices?

Which platforms will you utilize?

What are your primary goals for the mobile site or app?

What do your customers want?

How are you going to measure success?

Go to www.AgencyThrive.com for the answers!

Whether you need significant direction, or a few questions answered, AgencyThrive will help develop your mobile strategy so you can see it thrive in the market!

http://www.agencythrive.com/



Let’s Talk Flood

New Legislation, Winter Flooding Risks, and Barrier Busters for Your Customers

Take Note of Changes in Policy Rates Due to New NFIP Legislation

The Biggert-Waters Flood Insurance Reform Act of 2012 (BW-12) requires FEMA to take immediate steps to eliminate a variety of existing flood insurance subsidies and calls for a number of changes in how the program operates. Some insurance subsidies and discounts will be phased out and eventually eliminated, and rates on almost all buildings that are, or will be, in SFHAs will be revised over time to reflect full flood risks.

Effective on January 1, 2013, flood insurance policy rates for some older non-primary residences in SFHAs that received subsidized rates based on their “pre-Flood Insurance Rate Map” (pre-FIRM) status will increase by 25 percent a year until they reflect the full-risk rate. A pre-FIRM building is one that was built before the community’s first flood map became effective and has not been substantially damaged or improved. If the building will be lived in for less than 80 percent of the policy year, it is considered to be a non-primary residence. Click here to read a National Flood Insurance Program (NFIP) bulletin that provides additional details.

The NFIP will also begin eliminating subsidized premiums for other buildings effective on August 1, 2013, as mandated by Section 100205 of BW-12. Click here to read the full bulletin and note that key changes include:

Subsidies will be phased out for severe repetitive loss properties consisting of 1-4 residences, business properties, and properties that have incurred flood-related damages where claims payments exceed the fair market value of the property.

Properties with subsidized rates will move directly to full-risk rates after a sale of the property or after the policy has lapsed.

New policies will be issued at full-risk rates.

Note that policyholders should be aware that allowing a policy to lapse could be costly. A new application will be required and full-risk rates will take effect.

Important Note on Preferred Risk Policies (PRPs)

As of January 1, 2013, PRPs issued on properties newly mapped into high-risk areas may continue beyond the previously designated two-year period until FEMA completes its analysis and implements a revised premium structure put in place with BW-12.

For some policyholders in areas flooded by Sandy, the impact of these changes could be substantial. For this reason, the Federal Emergency Management Agency (FEMA) encourages property owners to consider flood insurance costs when making decisions about how high to rebuild. A brochure that details some of the legislation’s impacts on building is also available here. We encourage you to print it out and distribute to community members.


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http://bsa.nfipstat.fema.gov/wyobull/2012/w-12043.pdf

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Let’s Talk Flood


For More Information:

For the latest NFIP Bulletins about the implementation of these changes, visit www.nfipiservice.com/nfip_docs.html. For more details about flood insurance, visit FloodSmart.gov. Visit FloodSmart’s Community Resources section for tools and resources you can use to help you better communicate the risk of flooding and the importance of flood insurance.

Winter Weather Outlook—Both Wet and Dry—Raises Flood Risk

It’s that time of year again: Meteorologists have rolled out their predictions for the upcoming winter season and they are calling for abnormal weather patterns, including heavier-than-average snowfall for those living along the I-95 corridor from Washington, D.C., to New York City. Agents in these areas should educate their customers on snowmelt and spring thaw, two causes of flooding that come with heavy snowfall and frozen ground. Residents in these areas may have forgotten about these occurrences due to lower-than-average snowfall during the past two winters. And some may be so focused on the aftermath of Hurricane Sandy that they haven’t even considered upcoming flooding threats.

Moving west, the consensus among meteorologists is for lighter-than-average snowfall, which may increase the concerns of drought in some areas. Midwesterners are familiar with flooding caused by melting snow, therefore it might seem counter-intuitive to link flood risks with drought. Yet the threat is real. Ground that normally is primed for water absorption from past precipitation is dry, so it is unable to absorb as much water as it normally would. As a result, when it rains the risk for flash flooding increases.

Looking south, residents of Florida, Texas and Georgia can expect above-average precipitation with a chance of severe winter storms. Now is a good time to remind customers in these areas that flood risks exist beyond hurricane season. Educate them on the risks associated with Winter Rainy Season, and remind them about the importance of flood insurance during every season. Even though Winter Rainy Season typically occurs on the West Coast, there is a real threat for it along the East Coast this winter. An overview of these flood risks is also available online in the What Causes Flooding section at www.FloodSmart.gov.

Flooding is a year-round risk. Whether it’s the result of snow melt, a mid-winter deluge across parched Midwestern farmland or a pop-up thunderstorm in the Texas Hill Country, make sure your customers have the coverage they need to weather the storm.

Flood-After-Fire Risks Still Pose a Threat to the Southwest

This past summer, severe wildfires tore through western United States, creating charred ground without the vegetation that would normally absorb rainwater and melting snow. Areas at risk for flood after fire include Arizona, California, Colorado, Idaho, Montana, Nevada, New Mexico, Oregon, the Dakotas, Utah, Washington and Wyoming. Properties directly affected by fires and those located downhill or downstream of burn areas are most at risk for flooding. Encourage your customers to visit our Flood After Fire page to learn more about the flood risks associated with wildfires.

One way you can help your customers is by visiting our Tools and Resources page and downloading the Flood After Fire widget, which provides a concise overview of the flood risks associated with wildfires in a user-friendly format. It also provides a link to ways your customers can prepare their homes and families for flooding. Consider adding the widget to your website, so that your customers can learn more about their risk. Simply copy and paste the provided code into your site to get started. It’s a free and easy way both to educate your customers and get them involved with insurance protection.

Barrier Busters

Talking to customers about flood insurance can be difficult. Many have preconceived notions about what flood insurance covers and who needs it. As a trusted agent, it’s important to make sure all customers have the correct information about flood insurance. Below are the top five barriers many agents face when discussing flood insurance with their customers.

1. I already have homeowners insurance. Many customers mistakenly believe that flood damage will be covered by their homeowner’s policy. Make sure to remind everyone that only flood insurance covers the damages caused by floods.


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Let’s Talk Flood


2. I live on a hill and am not at risk. Those who live on a hill or in an area that has never been flooded do have reduced flood risk, but flooding can happen anywhere, anytime. Aside from major storms, flooding can be caused by heavy rains, melting snow, inadequate or clogged drainage systems, or failed protective devices such as levees or dams. Remind your customers that even if they live in an area of reduced risk, it doesn’t mean the risk is eliminated.

3. I cannot purchase flood insurance because I live in a floodplain. Whether you are in a high-risk or low-risk area, as long as your community participates in the National Flood Insurance Program, you are eligible to purchase flood insurance.

4. I have already experienced a flood—it will not happen again in my lifetime. The phrase “100-year flood” can be misleading. Many may think that this means a flood only happens once every 100 years, but actually this refers to the flood elevation that has a 1 percent chance of being equaled or exceeded each year. A “100-year flood” could occur more than once in a relatively short period of time.

5. I do not live in a flood zone. Everyone lives in a flood zone; it is just a question of whether you live in a moderate-to-low or high risk area. Over 20 percent of NFIP claims are filed from people outside of high risk areas and receive one-third of disaster assistance for flooding.

Agent Spotlight: Lessons Learned on Inland Flooding

It’s been a little over a year since Hurricane Irene and Tropical Storm Lee smacked communities from the Southeastern US and all the way up to New England with torrential rain and flooding. While Binghamton, New York was one of the hardest-hit, hundreds of local residents are still thanking agent Jim Rollo for convincing them to get flood insurance.

“I grew up here, and feel a strong personal stake in the protection of my customers against all kinds of risk,” Rollo says. “In 2006 we faced tremendous damage from flooding, which affected more than 7,000 residential and commercial properties in the area. It was real proof that flooding can happen virtually anywhere, and it was a huge wake-up call for me.”

That wake-up call was a big benefit to Rollo’s customers, many of whom were among the 20,000 who were ordered to evacuate as the floodwaters from Irene and Lee crested the nearby Susquehanna River and topped the city’s retaining walls to cause the worst flooding in 70 years. Fortunately as a result of Rollo’s vigorous promotion of flood insurance, many were covered and have been able to rebuild.

Between 2006 and 2011 Rollo utilized FloodSmart’s co-op advertising and mail-on-demand programs to promote flood insurance through local media and directly to potential customers. He also partnered with local realtors, attorneys, surveyors and National Flood Insurance Program (NFIP) representatives to conduct seminars about flood insurance to local residents, and was interviewed by the local newspaper for a story on the importance of flood protection.

That hard work paid off with significant growth in Rollo’s flood business and significant goodwill among the customers who were protected. “The worst flooding happened on Friday,” Rollo remembers. “We called every one of our policyholders to talk them through the claims process, and then took the time to go out with the flood adjusters to walk through the flooded homes.

“I think this was the moment of truth—the day my staff and I assured our policyholders that we were living up to our promise to protect their financial health. Because after all, that’s what we’re selling—a promise to be there for people when they need us. Around town I’m known as the ‘flood guy,’ which has been great for my business and for the protection of my customers.”

Visit the National Flood Insurance Program Web sites at www.fema.gov/business/nfip Agents.FloodSmart.gov and FloodSmart.gov Email us at [email protected] FEMA, 500 C Street SW, Washington, D.C. 20472

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THE FISCAL CLIFF DEAL: WHAT IT MEANS FOR YOU

By now, everyone has heard about the "fiscal cliff" bill signed into law on January 2, 2013, but what you might not understand is how it affects you. With that in mind, let's take a closer look.

WHAT IS THE "FISCAL CLIFF"?

The term "fiscal cliff" refers to the $503 billion in federal tax increases and $200 billion in spending cuts (according to recent Congressional Budget Office projections) that took effect at the end of 2012 and beginning of 2013--before Congress passed ATRA. It is the abruptness of these measures and possible negative economic impacts such as an increase in unemployment and a recession that has resulted in the use of the metaphor "fiscal cliff".

What Could Have Happened?

According to the Tax Policy Center the arrival of the fiscal cliff would have meant that nearly 90% of all households would see their taxes rise. The top 20 percent of Americans would see their effective tax rate rise about 5.8 percentage points on average, while the bottom 20 percent of Americans would see their tax rate rise about 3.7 percentage points as a result of the Bush-era tax cuts to income, estate, and capital gains tax.

Further, in addition to a rise in tax rates, middle class and the lower-income working families are affected by the fiscal cliff in other ways--among them child-related credits and deductions for dependent care and education, and the EITC.

What Actually Happened: The "Fiscal Cliff" Deal

On January 1, 2013, Congress passed the American Taxpayer Relief Act of 2012, which President Obama signed into law the following day. The "fiscal cliff" bill, as it's referred to, extended a number of tax provisions that expired in 2011 and 2012, as well as increasing taxes on higher income individuals.

All Wage Earners

Personal tax rate. Marginal tax rates remained the same for most taxpayers (10%, 15%, 25%, 28%, 33%, and 35%) except for those taxpayers with taxable income greater than $400,000 (single filers) or $450,000 for married filers, whose rate increased to 39.6%.

Payroll taxes. The payroll tax holiday expired at the end of 2012 and was not extended. This means that you'll see 6.2% taken out of your paycheck for Social Security for the first $113,700 in wages for 2013 instead of 4.2%. For the average family making $50,000 a year, this amounts to $1,000 less in their pocket. The self-employed tax rate reverts to 15.3% up from 13.3% in 2012.

Unemployment Insurance. Federally funded unemployment insurance (UI) benefits, scheduled to end on December 29, 2012, were extended for another year, through December 29, 2013.

Middle Income Families

Child-Related Tax Credits. Child-related tax credits, used by families to offset their tax burden, have been extended under ATRA. The child tax credit remains at $1,000 and is still refundable. It is phased out for married couples who earn over $110,000 and single filers who earn more than $75,000. The dependent care tax credit is equal to 35% of the first $3,000 ($6,000 for two or more) of eligible expenses for one qualifying child.

Education. The American Opportunity Tax Credit, which was scheduled to revert to the Hope Credit ($1,500), has been extended through 2017. The credit is used to offset education expenses and is worth up to $2,500.

EITC. The EITC or Earned Income Tax Credit, which benefits low to middle income working families, is extended for five years through the end of 2017. In 2013 the maximum credit is $5,981.

Higher Income Earners

AMT. The AMT (Alternative Minimum Tax) (exemption amounts) was made permanent and indexed for inflation for tax years beginning in 2013 and made retroactive for 2012. In addition, nonrefundable personal credits can be used to offset AMT liability. For 2012, the exemption amounts are $78,750 for married taxpayers filing jointly and $50,600 for single filers. Continued on page 23

http://www.themetrocpa.com/newsletter.php?date=092012#4



The Fiscal Cliff


Marriage Penalty. The larger standard deduction for married couples filing joint tax returns is retained ($12,200 in 2013) as is the increased size of the 15% income tax bracket. Generally, each spouse would need to earn income in excess of $80,000 (with no itemized deductions) in order to be hit with the marriage penalty; however, the higher your income, the harder you get hit with the penalty. Despite this, it usually makes more sense to file joint tax returns and not married filing separately. If you're not sure which filing status to use, give us a call.

Retirees

Long Term Capital Gains and Dividends. For retirees (and others) whose investment income is at or above $400,000 (single filers) or $450,000 (married filing jointly), long term capital gains and dividends are both taxed at 20%. However, taxpayers in the lower brackets (10% and 15%) however, the tax rate is zero. For middle tax brackets, long-term capital gains and dividends are taxed at 15%.

Even if that dividend income is part of an IRA or other retirement plan (and not in and of itself subject to taxes), retirees in the highest tax bracket ($400,000 for single filers) will still be affected by higher income tax rates in 2013 of 39.6%.

Wealthier Taxpayers

Estate and Gift Taxes. The exclusion for a decedent's estate remains at $5 million (adjusted for inflation) and the top tax rate increases to 40% for taxpayers with income of $400,000 ($450,000 married filing jointly). The "portability" election of exemptions between spouses remains in effect for decedents dying after 2012. The gift tax is increased to $14,000.

Pease amendment and PEP. The Pease amendment, which enabled wealthier taxpayers to get the full value of their itemized deductions, expired in 2012. As a result, taxpayers with incomes of $250,000 $300,000 married filing jointly) will see higher taxes, especially when taking into account higher personal tax rates, Medicare tax increases (see Higher Income Earners above), and the return of the personal exemption phase-out (PEP) provision in 2013 as well. Threshold amounts for PEP are $250,000 for single filers and $300,000 married filing jointly.

If you have questions or need help understanding how the fiscal cliff impacts you, don't hesitate to give us a call. We'll help you figure it out and plan ahead for the future.

Metro CPA, LLC

[email protected]

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President’s Message

….One More Step

A time you get discouraged The time you are succeeding With one more step You can reach great joy Soon after thinking there is no hope Surely success will follow Joy will come Your shining self can be found One more breath!! Believe in success Believe in your potential Believe your dreams will come true Let's step forward….

Commissioned

I wanted to begin 2013 with the above poem. On the surface the words are inspirational and hopeful, but let me dive into the meaning behind them a bit further. The poem’s words are translated from Japanese into English by Bill Gordon. Mr. Gordon is best known for his essays and works of study related to the Japanese WW II Naval Pilots… aka the Kamakazis. This poem was one of many taped in the cockpits of the planes flown by the pilots. Read by the pilots as they flew their final missions knowing that their survival rate was less than five percent. It sounds a bit suicidal, bordering on the insane if you were to ask me. Whether one agrees with the philosophy or not, to be sure this was the mission the pilots were Commissioned to serve under. It was one of total commitment and self-sacrifice to their country’s vision and mission.

What does this comparison have anything to do with the Texas PIA? This question in itself leads to ask another question. As an Association, are we more like the chicken or the pig? Think about it the next time you eat breakfast. The chicken was somewhat involved in delivering the eggs to your plate, but the pig was totally committed to providing the bacon.

What then is the PIA’s Vision? What is the model of our mission?

At the national level the vision is an “Association that creates unlimited opportunities supporting professional success of PIA Members.”

The mission is “To promote, protect, and defend the integrity of our members, the value of their profession and the success of their business.”

The remaining duration of my term as your President can be best described as a PIA Kamakazi pilot. I am totally committed. I am all in supporting of the Vision and Mission! In Texas it merely boils down to Me and You. I am not asking you to do anything that I am not willing to do myself this next year.



Last fall I used the phrase Evolution of a Revolution. In 2013 it is time to Localize, Mobilize, and Socialize to grow our ranks with fellow agents who share our common mission. In order to do this we can’t expect people to merely come to us. We can’t be a centripetal force whereby PIA efforts are all about the Officers and the Board. It is about the entire Association becoming a Centrifugal Force by outwardly energizing our members by serving those agents in need of our resources and support. Bottom line is that we need all willing members to get involved.

However, unlike the authoritative order of the Japanese Government commissioning its Naval Kamakazi Pilots, I am commissioning the members by petition to get involved in the Association. In 2013 under the concept of Localize, Mobilize and Socialize we will be announcing in February and March Texas PIA’s new plans to include members on a local level, mobilize our resources to assist our members with growing their income and businesses and work on improving our relationships by Socializing opportunities. We need your ideas, your talent and we need those with the willingness to serve. Most importantly we want you to share our vision and mission.

So as the poem appropriately ends, I end with the same… Let’s Step forward.

TEXAS PIA CONNECTIONS 2013

June 7 – 8, 2013 The Woodlands Waterway Marriott Hotel & Convention Center

1601 Lake Robbins Drive · The Woodlands, Texas 77380

Localize, Mobilize, Socialize

http://www.marriott.com/hotels/travel/houmw-the-woodlands-waterway-marriott-hotel-and-convention-center/

Texas PIA Connections 2013 Invitation more info at www.PIATX.org


June 7 – 8, 2013



Localize, Mobilize, Socialize Why Should You Attend?




Free workshops & CE for Texas PIA members and Producers of Workshop Sponsors

Non-PIA members pay $25 for one day or $39 for both days’ registration

How to Market & Sell Workshops

We’ve got the best companies and the best training available anywhere I know.

Come learn how to get the phone ringing … and what to do when you pick up the phone!

Agency Management, Personal Lines, Commercial Lines, Premium Finance, Profit Centers, Internet Visibility … we have them all just waiting for you.


2

Texas PIA Connections 2013 Tentative Agenda

The Woodlands Waterway Marriott

Hotel & Convention Center

Friday, June 7th

1:00 p.m. – 4:30 p.m.: Exhibitor Move-In – Waterway Ballroom

1:00 p.m. – 5:00 p.m.: Montgomery A - “How to Market & Sell” Personal Lines Workshops (non-CE)

1:00 p.m. – 5:00 p.m.: Montgomery B - “How to Market & Sell” Life & Health Workshops (non-CE)

1:00 p.m. – 5:00 p.m.: Montgomery C - “How to Market & Sell” Commercial Lines Workshops (non-CE)

1:00 p.m. – 5:00 p.m.: Waterway 6 - CE Seminars



5:00 p.m. – 7:00 p.m.: “Localize, Mobilize, Socialize” Trade Fair & Welcome Reception

7:00 p.m. – Explore the Waterway on your own

Saturday, June 8th

8:00 a.m. – 10:00 a.m.: Montgomery A - “How to Market & Sell” Personal Lines Workshops (non-CE)

8:00 a.m. – 10:00 a.m.: Montgomery B - “How to Market & Sell” Commercial Lines Workshops (non-CE)

8:00 a.m. – 10:00 a.m.: Montgomery C - “How to Market & Sell” Life & Health Workshops (non-CE)

8:00 a.m. – 10:00 a.m.: Waterway 6 - CE Seminars



10:00 a.m. – 12:00 p.m.: “Localize, Mobilize, Socialize” Trade Fair

12:00 p.m.: - Exhibitor Move-out

12:00 p.m.: - Lunch On Your Own

2:00 p.m. – 5:00 p.m.: YIP’s Pool Party

The Young Insurance Professionals of Texas (YIPS) is an association committed to providing benefits and services that assist young professionals with career development. YIPS is dedicated to:

• Creating a network of young insurance professionals for the purpose of exchanging information and ideas.

• Providing timely information and promote quality education to foster the career development of the members.

• Enhancing the image of the young insurance professional through community involvement and consumer awareness efforts.

• Coordinating with the Texas PIA toward the fulfillment of mutual objectives.

• Cultivating future leaders of the Texas PIA.





June 7 – 8, 2013



Localize, Mobilize, Socialize Why Should You Attend?




Free workshops for Texas PIA members and Producers of Workshop Sponsors

All Marketing Reps for Sponsors & Exhibitors attend for free.

Non-Sponsor / Exhibitor Marketing Reps are Persona Non Grata.

Affordability

The cost to both Exhibitors and Attendees is unmatched in this industry. Where else do you get so much for so little? We’ve balanced each day’s activities to allow anyone in the industry to attend for one or all both days and still be able to maximize the most from their time and money.

Exhibitor / Sponsor Online registration at http://piatx-rep-2013.eventbrite.com



http://piatx-rep-2013.eventbrite.com/

http://piatx-agent-2013.eventbrite.com/


Texas PIA Connections 2013 Exhibitors / Sponsors

Exhibit Booths cost as little as $495 for an 8' X 8' piped & draped booth, 6’ table, two chairs and wastebasket. Exhibitor / Sponsor Registration also includes up to 10 hours “How To” Workshops (if needed) for all Company Representatives.

Additional company personnel may attend and enjoy all activities for FREE!

Persona Non Grata

Please remember that NO COMPANY PERSONNEL will be allowed to attend any TEXAS PIA CONNECTIONS 2013 activities unless sponsoring or exhibiting.

Marketing Reps of unsupportive companies will invariably talk with attendees about their company (It’s their job!). It’s our position that it’s not fair to the companies who are paying for that privilege through their support of TEXAS PIA CONNECTIONS 2013.

If you do not care to Exhibit but do wish to share in TEXAS PIA CONNECTIONS 2013, please consider sponsoring an event. You can sponsor for as little as $250.00 toward refreshments.

This is in addition to your Company Rep Registration Fee: $99.00 for two days.

Exhibitors may attend workshops for FREE where space is available. And if you're still not convinced...

Best of all... The EXPO Money Back Guarantee!

Just to show you how successful I predict this year's EXPO will be ... if you feel like you did not get your money's worth at the end of TEXAS PIA CONNECTIONS 2013, simply come up to me and say so! I'm willing to put my money where my mouth is!

I'm offering a MONEY-BACK GUARANTEE to all Exhibitors who register by May 7

th.

Just come up to me after the TEXAS PIA CONNECTIONS 2013, and if you feel you didn't get your money's worth, I'll refund your Exhibitor's Fee on the spot ... no questions asked!

Trade Fair

Trade Fair is open from 5:00 p.m. – 7:00 p.m. on Friday & 10:00 a.m. – 12:00 p.m. on Saturday

Free Admission to all Agents & CSRs

No other activities during Trade Fair

Single Exhibit booth is $495.00 for Texas PIA Corporate Members, $795.00 for double booth

Single Exhibit booth is $795.00 for non-Corporate members, $995.00 for double booth

Electricity and Internet are extra

No charge for additional reps for Exhibitors / Sponsors

VIRTUAL TRADE FAIR

Each Sponsor / Exhibitor is entitled to a FREE hyperlink in the Virtual Trade Fair on the Texas PIA website leading up to the TEXAS PIA CONNECTIONS 2013.

YIP’s Pool Party (Bar Sponsorship available)

Saturday from 2:00 p.m. – 5:00 p.m.

The Young Insurance Professionals of Texas (YIPS) is an association committed to providing benefits and services that assist young professionals with career development.

YIPS is dedicated to:

• Creating a network of young insurance professionals for the purpose of exchanging information and ideas.

• Providing timely information and promote quality education to foster the career development of the members.

• Enhancing the image of the young insurance professional through community involvement and consumer awareness efforts.

• Coordinating with the Texas PIA toward the fulfillment of mutual objectives.

• Cultivating future leaders of the Texas PIA.

“How To Market & Sell” Seminars

Users Conference:

Texas PIA CONNECTIONS 2013 provides a fantastic opportunity for a company to host an “Invitation-only” Conference. You'll have plenty of time to demonstrate the latest developments at your company and treat them to the Trade Fair.

Seminar sponsorship is $150.00 for 1 hour time slot



Seminar sponsors include, but are not limited to, Insurance Companies, MGAs, User Groups, Insurance Industry Organizations and Insurance Industry Vendors.


Texas PIA Connections 2013 Invitation More info at www.PIATX.org 3

Online registration at http://piatx-rep-2013.eventbrite.com

TEXAS PIA CONNECTIONS 2013 SPONSORSHIP OPPORTUNITIES

The more familiar agents are with your company’s products and services, the more likely they are to believe in what you are saying. You should seriously consider investing in the other TEXAS PIA CONNECTIONS 2013 activities, which allow more time to get your message across and take advantage of this “accumulative effect”.

TEXAS PIA CONNECTIONS 2013 has a multitude of educational programs and social events your company can participate in as a convention sponsor or a cash contributor. We know you will get your money's worth. So, come on, spend your marketing dollars where they will really count and yield results.

ALL SPONSORS / EXHIBITORS WILL RECEIVE THE FOLLOWING FREE RECOGNITION:

FREE Hyperlink on the Texas PIA website (www.PIATX.org)

Reader-board sign posted at each event announcing the sponsors of that event.

FREE Publicity on Texas PIA website & in the Texas PIA CONNECTIONS 2013 Guide used by all attendees.

MAXIMUM EXPO-sure OPPORTUNITIES!

___ Registration: $1,000

___ Name Badges: $1,000

___ Pocket Agenda: $1,000

___ Cyber Café (Friday & Saturday): $1,000

___ Friday Trade Fair Open Bar (co-sponsor) $1,000

___ Friday Trade Fair Hors d’ouvres (co-sponsor) $1,000

___ YIPs Pool Party Open Bar (co-sponsor) $1,000

“How to Market & Sell” Workshops (non-CE) 1 hr 3 hr 5 hr

___ Personal Lines Workshops: $150 - $350 - $500

___ Agency Management Workshops: $150 - $350 - $500

___ Commercial Lines Workshops: $150 - $350 - $500

___ Life & Health Lines Workshops: $150 - $350 - $500

___ Non-Insurance Profit Center Workshops: $150 - $350 - $500

Workshop Sponsors get 100% Agent / CSR registration discount code to share in their attendee invitations

___ CONNECTIONS 2013 Special Features: $250 Minimum Sponsor Fee

Simply mark the event of your choice and include the amount with your Exhibitor / Sponsor Registration Form.

I’ll work out the details with you after reserving your sponsorship.





Texas PIA Connections 2013 Invitation More info at www.PIATX.org

TEXAS PIA CONNECTIONS 2013 EXHIBITOR / SPONSOR REGISTRATION FORM

(Please Type or Print … Feel free to copy) Online registration at http://piatx-rep-2013.eventbrite.com

Exhibitor Package includes Booth, hyperlink in Virtual Trade Fair and all workshop registrations for as many company employees as you wish at no additional cost.

Name: _________________________________________ Company: ___________________________________

Address: ________________________________________ (City) ______________________ (St) ___ (Zip) ______

E-mail: __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ _

Website: __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __

Phone: (______) __________________________________ Fax: (______) _________________________________

Additional Registrants: (attach list if necessary)

Name ____________________________________

E-mail: __ __ __ __ __ __ __ __ __ __ __ __ __ __

__ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ _

Name ____________________________________

E-mail: __ __ __ __ __ __ __ __ __ __ __ __ __ __

__ __ __ __ __ __ __ __ __ __ __ __ __ __ __ __ _

Exhibitor / Sponsorship Opportunities

Sponsorship: _____________________________________________________________ = $ ________

Corporate Member Booth: ___ Single $495.00 or ___ Double $795.00 = $ ________

Non- Member Booth: ___ Single $795.00 or ___ Double $995.00 = $ ________

___ Extra Table(s) @ $25.00 each = $ ________

Total Investment = $ ________

If there are certain companies that you prefer to not be placed by, please list these also.

Non-Exhibitor Opportunities Non-Exhibiting Company Personnel are not welcome

to attend. They may attend by sponsoring refreshments or one of the above events plus Registration Fee.

___ Refreshment Sponsor (minimum of $250)

___ $99.00 (2 Days) + Sponsorship = $ ________

To secure Booth / Sponsorship, your check must accompany this form.

Please make check payable to TIP & mail with completed form to:

Texas Insurance Professionals

PO Box 140529

Dallas TX 75214

Questions? Contact me @ (770) 312-2342; FAX (770) 783-8226; or [email protected]





5

Texas PIA Connections 2013 Tentative Agenda

Friday, June 7th

1:00 p.m. – 4:30 p.m.: Exhibitor Move-In – Waterway Ballroom

1:00 p.m. – 5:00 p.m.: Montgomery A - “How to Market & Sell” Personal Lines Workshops (non-CE)

1:00 p.m. – 5:00 p.m.: Montgomery B - “How to Market & Sell” Life & Health Workshops (non-CE)

1:00 p.m. – 5:00 p.m.: Montgomery C - “How to Market & Sell” Commercial Lines Workshops (non-CE)




5:00 p.m. – 7:00 p.m.: “Localize, Mobilize, Socialize” Trade Fair & Welcome Reception

7:00 p.m. – Explore the Waterway on your own

Saturday, June 8th

8:00 a.m. – 10:00 a.m.: Montgomery A - “How to Market & Sell” Personal Lines Workshops (non-CE)

8:00 a.m. – 10:00 a.m.: Montgomery B - “How to Market & Sell” Commercial Lines Workshops (non-CE)

8:00 a.m. – 10:00 a.m.: Montgomery C - “How to Market & Sell” Life & Health Workshops (non-CE)




10:00 a.m. – 12:00 p.m.: “Localize, Mobilize, Socialize” Trade Fair

12:00 p.m.: - Exhibitor Move-out

12:00 p.m.: - Lunch On Your Own

2:00 p.m. – 5:00 p.m.: YIP’s Pool Party

Phone: 512-377-1757 Fax: 512-628-3373 [email protected]

518 Peoples St Corpus Christi, TX 78401 www.cmlpins.com

C M L P

We have been providing premium relief to Texas Physicians for the last 10 years

We offer the best customer service and commissions in Texas

Our Company is owned and operated by Physicians

Our goal is to offer the most affordable premiums, and the highest quality coverage

Financial Stability Rating of A, Exceptional

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Documents

Texas Connection - January 2013