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On Point with Peter van Aartrijk and Rick Morgan, Episode 15: Moore’s Law on Steroids
March 1, 2010

On Point with Peter van Aartrijk and Rick Morgan is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.
Paul Peeples, AAI, AIT, CPIM is Vice President of Information Systems at Florida Association of Insurance Agents (FAIA). His technology background, coupled with over 20 years experience in the [...]

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Posts Tagged ‘independent agents’

On Point with Peter van Aartrijk and Rick Morgan, Episode 15: Moore’s Law on Steroids

Monday, March 1st, 2010

On Point with Peter van Aartrijk and Rick Morgan is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

Paul Peeples, AAI, AIT, CPIM is Vice President of Information Systems at Florida Association of Insurance Agents (FAIA). His technology background, coupled with over 20 years experience in the insurance industry, has provided FAIA innovative ways to communicate with independent agents. In this episode, Paul tells Peter and Rick about ACT’s growing arsenal of social media resources, about life on the leading edge of technology and about FAIA’s free weekly “radio show” called Friday Morning Live!

The podcast was published Monday, March 1, 2010. Run time is 25 minutes 27 seconds.

Consumers Say Independent Agents Are “Okay”

Friday, February 26th, 2010

Consumers rate independent insurance agents as “okay.”

That’s according to research with 4,600 consumers conducted in October 2009 by Forrester Research Inc. and reported by Mark Ruquet in an article in National Underwriter Property & Casualty.

This research scored independent agents at 74 percent, which Forrester dubs as “okay.”

“Okay” can have a couple of meanings: “pretty good” and “mediocre.” My sense is that the research points to the latter meaning.

ok

The survey also asked consumers to rate insurance carriers for three aspects of service:
– “meets needs” … the rating was “good”
– “easy to work with” … the rating was “okay”
– “enjoyable” … the rating was “good”

Insurance carrier USAA was the highest rated of 13 insurers, leading the way with a score of 82 percent, nine points ahead of the next-best company in the research. No carrier reached Forrester’s standard for excellent of 85 percent.

The insurance business overall scored “okay” with a median percentage of 72 percent.

The National Underwriter article noted that the study’s researcher reported: “For agents, the customer experience is tied to how well the carrier treats its customers…. When the carrier is not committed, it reflects on the agent.”

Here’s more on the study from Laura Mazzucca Toops of insurance trade publication American Agent and Broker, who wonders why “independent insurance agents don’t get no respect.”

Is an “okay” rating good enough for the independent insurance agents out there? My sense is that independent agents work far too hard to settle for that. What do you think?

– Charles Wasilewski

On Point with Peter van Aartrijk and Rick Morgan, Episode 14: The Personal Lines Opportunity

Tuesday, February 16th, 2010

The Personal Lines Opportunity

On Point with Peter van Aartrijk and Rick Morgan is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

IIABA’s annual market share study compares the share of the property / casualty business on commercial and personal lines bases, and compares the aggregate of the independent agent to the captive agent.

Personal lines insurance is a tremendous source of revenue. Asa Pike and John McDonald of Agency Revenue Tools, a software company created to help agents go after personal lines insurance, explain the potential of the personal lines opportunity, and discuss the benefits of the Personal Lines Growth Alliance as a tool to capitalize on the potential.

The podcast was published Monday, February 15, 2010. Run time is 24 minutes 55 seconds.

Earthquakes Shake Up Haiti. Will They Wake Up America?

Monday, February 1st, 2010

One earthquake of 7.0-magnitude on Tuesday January 12, 2010 was bad enough. A second earthquake of 6.0 magnitude on the Richter scale on Wednesday January 19, also hit the impoverished and now-imperiled island nation of Haiti.

Risk-modeling firm Risk Management Solutions estimated that the Haitian earthquake killed an estimated 250,000 people and destroyed more than 4,000 buildings in Port-au-Prince, according to an article in insurance trade publication National Underwriter. The publication also reported that the Caribbean Catastrophe Risk Insurance Facility (a risk pooling facility that includes the Haiti government), will receive less than $8 million for earthquake damage.

The road to recovery looks long and difficult for everyone in the small island nation, which before the earthquake already faced overwhelming poverty. But the world rallied to the side of the Haitian people, with military, financial, food, water and other resources being brought to Haiti in the days following the quake. The efforts range from the donation bins that sprang up in fast-food restaurants (see photo), to a text-message fund-raising campaign, to thousands of U.S. Marines, to multiple charitable donations from insurance firms in the United States.

Haiti relief donation box

Haiti relief donation box in a New Jersey fast-food restaurant

A recent article from Trusted Choice, the brand campaign launched by the Independent Insurance Agents and Brokers of America, reported another number: 5,000. That’s how many earthquakes are felt in the United States each year.

Many Americans may think California is the state at most risk of an earthquake. Since 1900, though, earthquakes have caused damage in all 50 states, according to information from the Insurance Information Institute. California is at greatest risk for widespread and catastrophic damage to property, however. In 2006, a forecast  from the U.S. Geological Survey, the Southern California Earthquake Center, and the State Geological Survey said that the state is likely to be struck by a major earthquake by 2028.

But only 12 percent of Californians own earthquake insurance, according to the Insurance Information Institute (I.I.I.). That’s sharply lower than 30 percent in 1996 (when California was in recovery from the 1994 Northridge earthquake, which at an estimated $20 billion in property damage was the most-costly quake in U.S. history).

Whose job is it to change this before the “big one” hits? Ultimately, it’s the responsibility of property owners. But isn’t it almost always true that when a community recovers from a disaster, there’s a team of local insurance professionals behind it? And independent insurance agents often are the captains of those local teams.

– Charles Wasilewski

On Point with Peter van Aartrijk and Rick Morgan, Episode 11: The Video Insurance Guy

Tuesday, December 15th, 2009

On Point with Peter van Aartrijk and Rick Morgan is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

In the eleventh episode, Peter and Rick talk with Chris Jordan of Atlanta Insurance Live in Atlanta, Georgia. Chris argues using video and live chat promotes transparency and gives agency owners and agents new ways to connect with their customers. Facebook, Twitter and the other social web tools add to his social media arsenal and provide an avenue to connect and establish relationships.

The podcast was published Monday, December 14, 2009. Run time is 18 minutes 23 seconds.

On Point with Peter van Aartrijk and Rick Morgan, Episode 9: Building Communities Around Collectibles

Monday, November 16th, 2009

On Point with Peter van Aartrijk and Rick Morgan is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

In the ninth episode, Peter and Rick speak with Laura Bergan, VP of Marketing at American Collectors Insurance. The insurance provider has been in the social media space for about a year, providing service and information (at times simultaneously) to agents and insureds.

The podcast was published Monday, November 16, 2009. Run time is 18 minutes 34 seconds.

How to Become a Better Blogger

Friday, October 9th, 2009

cambodia4kidsorgMuch of the discussion at the recent Aartrijk Brand Camp focused on the value of blogging and becoming a better blogger. Liz Strauss, a social web and blogging pioneer, offered some great tips. For example, she suggested that we separate brainstorming ideas from the actual writing of the blog. Other ideas ranged from creating and following an editorial calendar to finding our voice.

Liz also stressed how important it is to be consistent. That is, it is better to publish one post a week than to do five posts in one week and then wait several weeks until the next post.

Liz also reminded us that what is unique about each of our blogs is us. Being ourselves is what distinguishes us from all the rest of the content on the Web.

Agent bloggers Cindy Donaldson from Founders Group, Nibby Priest from Vaughn Insurance and and Kristin Rielly from Irwin Siegel Agency also shared some valuable pointers they use in writing their blogs. So too did Laura Toops, editor of American Agent and Broker magazine and creator of the Agent for Change blog on the magazine’s Web site. For example, they suggested keeping posts short and to the point and writing about topics that are of general interest and not just about insurance..

If you are interested in starting a blog or becoming a better blogger I would recommend visiting the blogs highlighted above. Watching what others are doing is great way to learn. Another valuable resource I have found helpful is the ProBlogger Blog.

If you have a blog, what ideas and/or tips do you have to share?

– Rick Morgan

Follow Aartrijk on Twitter: @Aartrijk. Follow Brand Camp conversation on Twitter using hashtag #ABC09.

Photo: flickr cambodia4kids.org

What I Learned at Brand Camp

Wednesday, October 7th, 2009
Laurie Donohue

Laurie Donohue

Last week was a great week. I spent three days in Chicago with some of the best people I’ve ever met.

Where was I??? At Brand Camp. What’s that you ask? It was a conference put on by Aartrijk to explore the world of social media and its impact on insurance branding.

Sure, I learned a lot about how social media can be utilized effectively, how to “Tweet” and how important blogging can be. But what really struck me was the energy of the group. The people who attended were really excited about the prospects, willing to learn and energized about their agencies. It’s probably the first time I didn’t get a sense of “quiet desperation” about the future of the independent agent and the power of the direct writers.

  • I learned that independent agents have some huge opportunities because their business is based on building and maintaining relationships–a perfect match for social networking.
  • I learned that there are some amazing young agents and their staff that have great new ideas to reach “Generation Y,” and that they should be listened to.
  • I learned that the agents that adopt this new way of marketing and sales will be the ones to succeed.
  • I learned that listening is as important as talking, whether it’s face-to-face or on the Web.
  • I learned that being open to new ideas and new ways of doing business is critical to long-term growth.

Yes, we did discuss how to find “fans” on Facebook and “followers” on Twitter. We talked about effective Web site design. We talked about search engine optimization. But they were secondary to the new attitude that was circulating in the room. I wish we could capture that and sell it over the Internet!

– Laurie Donohue, vice president, I-Marketing Management (a partner firm of Aartrijk)

Visit I-Marketing Management: http://www.imarketingmanagement.com.

Follow Aartrijk on Twitter: @Aartrijk. Follow Brand Camp conversation on Twitter using hashtag #ABC09.

You Want Help with Social Media!

Saturday, October 3rd, 2009

Peter van Aartrijk

Aartrijk Brand Camp—held in Chicago Sept. 28-30, 2009 and continuing on the virtual calendar of online conversation—was all about the risk and opportunity of social media in our Wonderful World of Insurance.

We had pre-surveyed attendees at Aartrijk Brand Camp. These were agents, brokers, carriers, association executives, media reps, and business partners such as technology firms.

In sum, you have genuine concerns and questions around the impact and application of social media. You are being cautious about stepping into fray.

Here are some top issues you are having with all the excitement behind Linkedin, Twitter, Facebook, etc.:

Social media appears to be a time vampire. How do you manage the time you and your people spend with it?

How do you show a return on the effort? One survey respondent said: “While time spent on informing/communicating with fans helps build relationships, does that turn into referrals?” And sales?

We don’t know where or how to start with social media. We need a plan and a budget and somebody in charge—who is that going to be?

The internal battles are brutal. How do we get our management on board? And our legal beagles are putting the kybosh on us branding folks—the IT department isn’t helpful either. One of you said, “The current rule is to run all printed copy past the marketing and legal departments. Social [media] requires a more relaxed, conversational tone to be authentic and trustworthy…[But] it is viewed as more of a risk than an opportunity.”

We’re not sure when we should start! One of you said: “Maybe it’s better not to put a toe in the water until this new frontier matures.”

Who in insurance has gone before us? What are the best practices around building brand awareness with social media? “We need success stories.”

Who is this for? Is social media best for business-to-business? Business-to-consumer? Both? Neither?

Finally, do insurance and financial services play a role at all in social media? Do consumers care about us? We’re not worthy! We’re just not cool enough!

Ah, yes, great questions. Stay tuned for some solutions offered up by Brand Camp attendees.

aartrijk-brand-camp-image-wall-2-2009

– Peter van Aartrijk

Follow Aartrijk on Twitter: @Aartrijk. Follow Brand Camp conversation on Twitter using hashtag #ABC09.

On Point with Peter van Aartrijk and Rick Morgan, Episode 6: Social Media

Wednesday, September 30th, 2009

On Point with Peter van Aartrijk and Rick Morgan is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

In the sixth episode, Peter and Rick talk with Rick Dinger of Crescenta Valley Insurance, Inc. in Glendale, California about how Social Media has helped his company reach a broader audience and gain more business in return.

The podcast was published Wednesday, September 30, 2009. Run time is 20 minutes 42 seconds.