June La Voz 2011

THERE’S NO PLACE

LIKE HOME

SM

SM

March 15th - July 1st ,2011

Bring your New Mexico businesses home toNew Mexico Mutual.Starting March 15 through July 1, New Mexico Mutual wants you to give the home team a look at your client’s workers’ comp business. New Mexico Mutual is offering gift cards for fully completed applications and business bound. With excellent claims management and loss prevention services, your clients will benefit by putting their workers’ comp insurance with New Mexico’s experts in workers’ compensation.

APPROVED APPLICATIONS• Account Representative – receives $25.00 for every three (3) applications, (New Mexico and other states) submitted and approved.

• Account Representative – receives $50.00 bonus gift card if 15 applications are submitted and approved during the program.

BOUND POLICIES• For a bound policy with premium from $5,000., - $24,999. Account Representative receives a $25.00 gift card.

• For a bound policy with premium from $25,000. - $49,999., the Account Representative and Agent each receive a $50.00 gift card.

• For a bound policy with premium of $50,000., the Account Representative and the agent each receive a $100.00 gift card.

www.NewMexicoMutual.com • 505-345-7260

* All applications must be submitted, approved and bound during the program period of 3/15/2011 - 7/1/2011.

IIANM Staff

2010-2011 OfficersChairKathy YeagerVice-ChairScott JonesSecretary/TreasurerPJ WolffNational DirectorSam ConleeImmediate Past ChairAlma Franzoy-Capron

Tech Talk 10

Tired of Throwing Your Money Down the CIC Money Pit? 28

Education Edge 29

June's Clickable Calendar 30

Odds n Ends 31

IIANM's Partners Program 32

FeaturesThis publication is intended to provide accurate and authoritative information on the subject matter covered, but is distributed with the understanding that neither IIANM, nor any contributing author, publisher, contributor or advertiser is rendering legal, accounting or any other professional service and assume no liability whatsoever in connection with its use. Further, the electronic links to our advertisers and/or contributors found in this publication are provided as a courtesy to our readers and do not necessarily indicate an endorsement by IIANM.

News items from members of Independent Insurance Agents of New Mexico and the general insurance industry are encouraged. The advertising deadline is the fifteenth day of the month, preceding publication.

Advertising rates are available upon request.

Please contact Rachel Sheffield at [email protected] for details

Big "I" Markets - Travel Insurance Market Added 05

Help Your Clients Manage Increased Exposure to Uninsured Motorists 06

Southern Seminar Registration (Las Cruces, NM) 08

6 Sales Tips to Help You Stand Out From the Crowd 09

Information Security Concerns in Hotels & Hotspots 13

Tornado Outbreak May Approuch Top 10 Most Costly Disasters 15

The Double-Edged Sword 16

2011 Convention at the Hard Rock 18

How to be Just Assertive Enough 21

Do What's Right - Or What's Right Now? 22

Passing the Baton at Mountain States Insurance Group 23

Golf Tourney Highlights 24

NCCI Offers Free Webinars 26

YOUNG AGENTS Picnic at Isotopes 27

Acuity 12

American Mining Insurance Company 07

Burns & Wilcox 04

Litchfield Special Risks, Inc. 20

Market Finders, Inc. 14

New Mexico Mutual 02

In Every Issue

Advertiser Index

"The Voice" of Independent Agents since 1934

Loa

VZLoa

VZ

President/CEOThom Turbett

VP Of Membership ServicesLorri Gaffney

Director Of CommunicationsRachel Sheffield

Insurance Programs AdministratorJulie A. Franchini

Member Services Associate Renee Rivera

“La Voz” is the official monthly publication of the

Independent Insurance Agents of NM 1511 University Blvd. NE Albuquerque, NM 87102.

(505) 843-7231. Fax (505) 243-3367. Web site www.iianm.org.

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Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011 Page 5

Big "I" Markets, in partnership with Travel Insured Inter-national, is pleased to offer two travel products that will make your clients rest easier when they take their next trip. The Worldwide Trip Protector and World Trip Protec-tor Gold (here is a coverage comparison) products offer comprehensive choices to protect travelers before depar-ture and during a trip from a wide range of unforeseen possible events that could cancel or interrupt travel plans.

Coverage includes trip cancellation, trip interruption and trip delay, missed connection, baggage and personal ef-fects protection, baggage delay, emergency accident and sickness medical expense and emergency evacuation, travel accident protection and 24-hour assistance servic-es. Travelers also have the options to purchase additional accident and sickness medical protection, additional emergency evacuation and repatriation, flight insurance in a choice of benefit amounts, and renters collision insur-ance for their rental car. Purchase of the optional medical upgrade will remove the deductible and excess insurance provision.

Here are some frequently asked questions about travel insurance:

What is trip cancellation insurance? Trip cancellation insurance is financial reimbursement of a prepaid, non-refundable travel costs when an unforeseen event, which is a covered reason under the policy, causes a trip cancelation.

What is trip interruption insurance? Trip inter-ruption insurance is financial reimbursement for unused prepaid travel expenses and/or the additional airfare to return home, when an unforeseen event, from which the traveler is protected under the policy, causes a trip to be cut short and the traveler returns home ahead of schedule.

When is protection from an act of terrorism an included

coverage? When a politically-motivated terrorist attack occurs in a city listed on a travel itinerary. The event must occur after the policy takes effect and within 30 days of departure.

Who is considered a family member under the policy? Any of the following relatives of the insured or traveling companion is considered a family member under the policy: a legal or common law spouse; a domestic part-ner; a parent or legal guardian; step-parent, grandparent, parents-in-law, grandchild, natural or adopted child, foster child or ward, step-child, children-in-law, brother, sister, step-brother, step-sister, brother-in-law, sister-in-law, aunt, uncle, niece, or nephew.

Check out some common travel scenarios that people can insure against. Access this market today at

www.bigimarkets.com.

Travel Insurance Market Added


http://na.iiaa.org/TFT/Web%20Archives/04_05_11/TravelInsurance.pdf

http://na.iiaa.org/TFT/Web%20Archives/04_05_11/Top10Reasons.pdf

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Last month, the Insurance Research Council (IRC) re-leased its estimated percentages, by state, of uninsured motorists. The findings show the recession has increased the number of uninsured motorists on our nation’s road-ways and the numbers do not appear to be abating as the recovery begins. Five states where highlighted as having the highest risk--but nationally, there are a staggering one in seven uninsured motorists.

Independent agents can do their clients a tremendous service by asking them to consider the risk of not protect-ing themselves against uninsured motorists. Some agents might be surprised how easy it is to provide high limits and cost-effective protection using a personal umbrella policy.

As you can see in the graph below, the exposure to unin-sured motorists faced by anyone driving, walking or riding a bike in the top five states is significant. If you are rear-end-ed in Mississippi, there is an almost one in three chance the driver will have no insurance coverage. The probability falls off in the next four states, but only to one out of every four drivers. Interestingly, Florida is in the top five, and with about 80 million non-Floridians visiting the state each year, many more people are exposed to high levels of uninsured motorists, even if from a state with a low percentage of uninsured motorists. For a complete listing of percentages of uninsured motorists by state, see this link.

As independent agents, your personal lines staff should know it is easy to provide protection against the risk of being hit by an uninsured motorist. Also, tell your clients that there are many more underinsured motorists with drivers only purchasing minimum limits like $25,000 per person, $50,000 per accident for bodily injury and $10,000 for property damage (this is a typical state minimum, but states vary; state limits are available from the Insurance Information Institute). The good news is your staff can help insureds solve the underinsured problem at the same time.

Most insureds do not familiarize themselves with insurance policy details. Even if someone is familiar with the risk, most clients will be unaware of the ability to purchase high limits of uninsured and underinsured motorist. According to David Hulcher, AVP of Agency E&O Risk Management at the national Big “I,” “You do your clients a huge favor by pointing out the need for purchasing higher limits of UM/UIM and sharing the IRC figures with them definitely makes that point.” According to Hulcher, by using an E&O coverage checklist, such as the one available on the Big “I” Virtual Risk Consultant, not only will you protect yourself against a leading cause of agency E&O claims—failure to offer coverage—but you will also bring to the client’s attention the risk of no liability coverage in the event of a major injury. Hulcher recommends agents routinely use coverage checklists and ask clients to purchase umbrel-las with excess UM/UIM offered as optional coverage. He notes by asking for the umbrella order and recommending UM/UIM as an add-on, an agent will address the underly-ing and excess UM/UIM limits, provide the opportunity to educate clients on a big risk, protect against agency E&O claims and increase agency revenue at the same time. “Of course, any time you offer coverage and it’s declined, docu-ment, document, document the customer file,” he said.

The good news for independent agents is coverage in read-ily available. Most agents with typical markets for personal lines will be able to place high limits of UM/UIM with the same insurer that writes the person’s auto, home and um-brella. An excellent example is Travelers. In a recent rate filing for several Travelers companies in Tennessee (one of the top five UM/UIM exposure states), the filing shows up to $5 million in excess UM/UIM can be purchased, and the

Help Your Clients Manage Increased Exposure to Uninsured Motorists

Do your clients a service by teaching them about uninsured motorist exposure. by Paul Buse

mailto:paul.buse%40iiaba.net%29?subject=


Coal mines: surface and underground

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“insurance from people who know mining”

For more information, contact Bryant Brown, V.P. Marketing • 1.800.448.5621, x 249.

3490 Independence Drive • Birmingham, Alabama 35209

added cost is about $100 for $1 million per car and $200 for $5 million per car.

For situations where the insured is with disparate un-derlying insurers or the um-brella carrier on the primary does not have excess UM/UIM (not all are like Travel-ers in Tennessee), Big “I” members have an excellent alternative. Long-time com-pany partner RLI now offers $1 million of excess UM/UIM coverage in every state with every personal umbrel-la policy. “RLI added this coverage based on the advice of the Big “I” state associations concerned about making this coverage easy to access for every member,” said Becky Lundberg, AVP RLI Specialty Markets. “Excess UM/UIM is an important coverage to many insureds and to the

producers selling personal umbrella policies, and as a result it was impor-tant to RLI to provide a solution.”

The Big “I” approached RLI with the concern of both giving member agents the ability to provide UM/UIM to a wide variety of situations, and RLI responded. Lundberg indicates average acceptance rates since the roll-out are running about one in 10 on renewals but expectations with agents educating clients and the exposure continuing, that percentage will increase.

But do pedestrians and bikers to recognize their exposure to uninsured, underinsured and hit-and-run accidents? Check out next week’s IN&V, for a look at the accident rates for pedestrians and bikers by state to help you convince some insureds of the value of high limits of UM/UIM.


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In sales you simply must stand out from other salespeople, not just the ones in your industry, but ALL the salespeople that are calling on your prospects and customers, as they are also competing for their time, attention, and money. Here are several ways to be unique in sales.

1) Exceed customer expectations. Go above and beyond; under promise and over deliver. Do more than the customer would ever expect you to do. You exceed customer expectations by delivering more, better, and/or faster. Deliver earlier than expected (assuming the customer can take delivery sooner) and deliver more than expected. If your customer tells you they need it within five weeks, deliver it in three, or sooner, if you can. If possible, include a little something extra that the customer wasn't expecting. Focus on always delivering a little more than you are being paid for. If you make a habit of going above and beyond and delivering more than is expected, you will have happy customers.

2) Focus on your unique selling proposition. You, your company, and your product have advantages that your competition does not. What are those advantag-es and unique benefits? You, for one, are the one thing your competition doesn't have. With a simple decision to do so, you can be more focused on and more commit-ted to your customers and prospects than anyone else. Sell the unique value that you, your company, and your product have to offer.

3) Do the things that most other salespeople don't. Send personal, hand-written thank you notes, follow-up promptly, and do what you say you'll do, when you say you'll do it. Send holiday gifts, ask better questions, and know the industry and how it affects your customers and prospects better than the competition does. Be a true business partner with customers and prospects.

4) Stay in touch and build solid relationships with your customers. Obviously the better your relationships with your cus-tomers, the better customers they will be. Work hard at getting customer and prospect information, and use that information to build strong relationships. Show a sincere interest in what your customers and prospects are inter-ested in. Reach out to customers via mail, e-mail, phone, and in-person visits. Focus on building solid personal relationships with all your contacts.

5) Dare to be different. Be unique in your approach. Here are some quick examples:• One salesman we know has a unique way to get to "tough to reach prospects". He buys small plastic skeletons at a Halloween Store and puts them in enve-lopes with his business card and a note attached; the note reads, "This is me waiting for you to call."• A woman who is the top salesperson at her company buys cheap baby shoes then attaches a business card and note, "Just trying to get my foot in the door."• One woman sings to "difficult to reach" prospects on their voice mail.• A top salesperson for a pharmaceutical company dresses up for Halloween and brings candy.• A top computer salesperson puts helium balloon in a box with his card attached. NOTE: Make sure the ceil-ing isn't too high.• Another top salesperson sends his customers six cards a year: Thanksgiving, holiday, birthday, anni-versary (the anniversary date of the day the customer started doing business with him), the start of Spring, and the start of Summer.

Yes, some of these ideas are a bit out there, but they absolutely work and will definitely set you apart.

6) Be more committed than everyone else. Decide that you are willing to work as hard as you need to in order to help your prospects and customers be success-ful. In addition to working hard, commit yourself to working smart to find creative solutions for prospects and custom-ers. Dedicate yourself to professional and personal growth and commit yourself to your success as well as that of your customers. Be the one that comes to mind when custom-ers think of: professionalism, work ethic, and integrity.

With the speed of business today and the vast amounts information and people all begging for our attention, you MUST greatly differentiate yourself. These six tips will help you stand out and thus garner you more time, atten-tion, and business from prospects and customers.

John Chapin is a speaker, sales trainer, and co-author of the gold-medal winning "Sales Encyclopedia" a comprehensive how-to guide on selling. "Sales Encyclopedia" is written for sales professionals in any industry at any level of experience. If you would like free access to John's free white paper on what it takes to be successful in sales along with a monthly newsletter, you can visit John's website at http://www.completeselling.com

6 Sales Tips to Help You Stand Out From the Crowd

When Sellingby John Chapin


http://www.completeselling.com

mailto:johnchapin%40verizon.net?subject=

Page 10 Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011

Last year, Gary Heiligman, director of our Big "I" Markets wrote an article by this name in the Big "I" Markets news-letter. No, we're not talking about the opening credits of the Andy Griffith show where Andy and Opie are shown walking towards Old Man Kelsy's pond (shades of Ernest T. Bass). "Phishing," as the name implies, is a way internet bandits try to get gullible people to give them confidential information in order to pilfer their financial assets. Here is an excerpt from Gary's article:

Have you ever received an email from your credit card company or your Internet service provider urging you to update your private, personal customer information? If so, someone may have been trying to "hook" you on their phishing line.

What is phishing? Phishing is when criminals lure victims to surprisingly realistic web sites created to trick them into disclosing their account numbers, passwords, social se-curity numbers, or other sensitive information. The thieves then use the information to pilfer bank accounts or go on a spending spree with stolen credit card numbers.

The consultancy group Gartner, Inc. reports that in the 12 months through April 2010, 57 million people in America received "phishy" emails. Gartner also reports that 1.8 mil-lion people replied and, as a result, almost 1 million were victimized. Phishers steal more than $1.2 billion in goods

and services each year. Phishing victims then have to spend their time and money to call credit card companies, banks and merchants where phishers have spent their hard-earned cash. Victims may also need to take time off from work to deal with the fraud or may need to hire a lawyer to defend themselves from suits brought by collection agencies or merchants.

The FTC estimates that almost 10 million people had their identity stolen in the last year alone and the crime is grow-ing exponentially. Identity theft losses cost businesses and financial institutions nearly $48 billion last year while con-sumer victims reported $5 billion in out-of-pocket expenses. According to the Identity Theft Resource Center, it takes 600 hours and $1,495 in out of pocket expenses for your client’s customers or employees to re-establish their credit and clear their name. For a VU article on identity theft, click here.

The St. Paul Travelers' Identity Fraud Expense Reimburse-ment Master Policy can help phishing victims by reim-bursing them for their time and out-of-pocket expenses to re-establish their good credit and getting their lives back in order. The coverage is designed to be purchased by a company for the benefit of its customers or employees. IIA-BA member agents now have access to the Identity Fraud Expense Reimbursement Master Policy from St. Paul Travelers through Big "I" Markets. This master policy is

Phishing...Don't Get Hooked!

You've probably gotten the emails, the ones

telling you there's a problem with your bank

account. You click a link and are taken to a web site that looks just like your bank's (logos, colors and

all) where you're asked to verify your account information. If you do, the chances are that every penny in

that account will be removed. You've just been a victim of something called "phishing."


http://www.iiaba.net/eprise/main/CB_Website/Affiliated/NationalAssociation/IIAA/05_MemberProductsServices/02_InsuranceCoverageClients/NA20040314142623?ContentPreference=NA&ActiveState=0&ContentLevel1=MEMPROD&ContentLevel2=MPSINSAGT&ContentLevel

http://www.iiaba.net/eprise/main/VU/Lib/Ins/PL/Homeowners/WilsonIdentity.htm

http://www.iiaba.net/eprise/main/VU/Lib/Ins/PL/Homeowners/WilsonIdentity.htm



available along side The WrapSM which provides private company directors and officers liability and crime insur-ance in a comprehensive package policy. The WrapSM is underwritten by Travelers Casualty and Surety Company of America and its property casualty affiliates, Hartford, CT.

Recently, I got the following email:

Dear Washington Mutual customer,

We recently reviewed your account, and suspect that your Washington Mutual Internet Banking account may have been accessed by an unauthorized third party.

Protecting the security of your account and of the Wash-ington Mutual network is our primary concern. Therefore, as a preventative measure, we have temporarily limited access to sensitive account features.

To restore your account access, please take the following steps to ensure that your account has not been compro-mised:

1. Login to your Washington Mutual Internet Banking ac-count. In case you are not enrolled for Internet Banking, you will have to fill in all the required information, includ-ing your name and you account number.

2. Review your recent account history for any unauthor-ized withdrawals or deposits, and check you account profile to make sure no changes have been made.

If any unauthorized activity has taken place on your ac-count, report this to Washington Mutual staff immediately.To get started, please click the link below:

http://80.86.167.196/.../index.html

We apologize for any inconvenience this may cause, and appreciate your assistance in helping us maintain the integrity of the entire Washington Mutual system. Thank you for attention to this matter.

Sincerely,

The Washington Mutual Team

Please do not reply to this e-mail. Mail sent to this ad-dress cannot be answered. For assistance, log in to your Washington Mutual account and choose the "Help" link in the header of any page.

Recognizing a scam (particularly since I'm not a Washing-ton Mutual customer), I forwarded this email to Washing-ton Mutual and got the following response:

Thank you for contacting Washington Mutual. We are aware of recent "phishing" scams targeting our customers. Most of the scams involve the use of fraudu-lent email messages which appear to be from your bank or another trusted business. The email may employ fraudulent Web sites to trick people into sharing personal financial information, such as account numbers, pass-words, Social Security numbers and other data. We would like to assure you that Washington Mutual was not compromised and we do not send email messages or make phone calls asking for your personal financial information.

When we learn of phishing scams, we work aggressively with law enforcement agencies to investigate them and shut down the fake Web sites. To do your part to keep your information safe, please remember to:Be suspicious of emails with urgent requests for personal financial information.

Do not fill out forms in email messages that ask for per-sonal financial information.

Do not reply to email messages that ask for personal financial information.

Avoid using links in email to get to Web pages, especially if you suspect a message might not be authentic.

Ensure that you only use secure Web sites to submit credit card or other sensitive information.

Regularly check your bank, credit and debit card state-ments to ensure that all transactions are legitimate.For more information regarding phishing and protecting your personal information, visit our Web site at http://www.wamu.com/. Please do not reply to this email.

Thank you,

Washington Mutual

For additional information on phishing, check out the fol-lowing information:

"Why Phishing Works"http://people.deas.harvard.edu/~rachna/papers/why_phishing_works.pdf

IBM Internet Security Systems Trend Statisticshttp://www.iss.net/documents/literature/x-force_2007_trend_statistics_report.pdf

by Bill Wilson



http://people.deas.harvard.edu/~rachna/papers/why_phishing_works.pdf

http://people.deas.harvard.edu/~rachna/papers/why_phishing_works.pdf

http://www.iss.net/documents/literature/x-force_2007_trend_statistics_report.pdf

http://www.iss.net/documents/literature/x-force_2007_trend_statistics_report.pdf

mailto:bill.wilson%40iiaba.net?subject=


TRUST.

For All That Matters




More and more of us are using our computers while we are on trips and are making use of the ever increasing number of wireless hotspots that are popping up every-where. I want to discuss some risks associated with connectivity in these environments and offer some simple things that you can do to reduce these risks.

Most hotels and wireless hotspots offer a number of wireless access points to connect to. Each one will ap-pear separately in your wireless network list. You should check with the establishment you are at as to which ones are “official” and which ones are not. Many times scam-mers set up an access point named something similar to those provided by the establishment. These rogue access points can be set up to perform a classic “man in the middle” attack known as an “Evil Twin” to forward all your traffic to a real access point and simply capture everything you are doing online. Another scam is to offer you access at an additional fee.

When entering your ID and password in public places, take extra care to watch for people looking over your shoulder. “Shoulder surfing” it is sometimes called. It does happen.

Wireless connectivity can be implemented securely but if you have a choice between a wireless access point and plugging your laptop into a network jack, choose the network jack.

It is important to have your personal firewall turned on and configured with a restrictive rule set when attached to non-trusted networks. What I mean by a "restrictive rule set" is simply configuring your firewall to allow only soft-ware you trust to access the Internet, and block all other software and network traffic. Anti-virus software should also be enabled, have real time protections turned on and be configured to download anti-virus signature updates automatically. These are relatively simple things to do.

Use your corporate VPN (Virtual Private Network). If you are doing work for your company and they have VPN ca-pabilities, you may be safer connecting to the Internet this way. It may sound strange – connecting to the Internet to connect to your company to connect back to the Inter-net – but your company has protections in place to block malicious traffic, attackers and websites. If you establish an encrypted VPN tunnel to them and surf through their network to the Internet, you are adding a few controls that can protect you.

Keep your laptop powered off when you leave it in your hotel room. Lock it in the safe if it will fit. If you just lock the screen (control alt delete), there are vulnerabilities that could be exploited while you are not there to gain ac-cess to your software and data.

Don’t leave your laptop sitting there all alone when you get up and get another coffee or cheeseburger. It may not be there when you go back to your seat. Same goes for USB drives. It is pretty easy to swipe them without notice.

Encrypt your hard drive and USB drives, or at least sensitive data or subdirectories on them. If the unthink-able happens and your laptop is lost or stolen, let the most significant thing the thief gets be the laptop. It may sound like a hassle but losing $1000.00 on a laptop is a whole lot better than a case of identity theft for you and any other people regarding whom you have information stored. Same goes for information about where you live, your children, relationships you are in, etc. Any of this information could be used against people you care about.

Westfield regularly publishes a blog containing practical security tips for agents and other industry participants at www.infosec.westfieldinsurance.com and I encourage you to subscribe to it. See also the “Security & Privacy” section of the ACT Web site at www.independentagent.com for ad-ditional helpful information on agency security issues.

Information Security Concerns in Hotels and Hotspots

Bill Murray is IT risk, security & compliance manager for Westfield Insur-ance and the major part of this article was originally published on West-field’s blog. He has authorized ACT and IIABA, its state associations and ACT members to republish it with appropriate attribution. Bill can be reached at [email protected]. For more information about ACT, visit www.independentagent.com/act or contact Jeff Yates, ACT Executive Director at [email protected]. This article reflects the views of the author and should not be construed as an official statement by ACT.

by Bill Murray, CISSPIT Risk, Security & Compliance Manager Westfield Group



http://www.infosec.westfieldinsurance.com

http://www.independentagent.com

mailto:WilliamMurray%40westfieldgrp.com?subject=

http://www.independentagent.com/act



http://www.marketfindersnm.com

Page 14 Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011 Independent Insurance Agents of New Mexico - www.iianm.org - * June 2011 Page 15

Depending on final insured damage figures, the weather conditions that col-lided last month over Alabama spawned more than 300 separate, confirmed tornados and approximately 350 fatalities. The dollar costs will reach totals normally associated with more widespread disasters like hurricanes or earth-quakes and could push total insured losses into the top 10 catastrophes of all time.

Early estimates of the damages range from $2 to $5 billion with the high end of the range approaching #10 on the list of the most costly catastrophes in the United States. Oakland, Calif., catastrophe modeling firm, EQECAT, Inc., esti-mates the total dollar costs of last week’s storms will be as high as $2 billion in Alabama alone; across all the affected states from Pennsylvania to the Atlantic seaboard, approximately 10,000 buildings are reported destroyed and count-less more damaged, with total insured losses possibly reaching $5 billion.

Below are the top 10 insured disasters in the United States according to a recent presentation by Bob Hartwig of the Insurance Information Institute, adjusted to 2009 dollars and based on insured disaster data tracked by Property

Claims Service of ISO. (Note: The recent EQE-CAT projection has been included.) As shown, with the April 2011 tornados approaching $5 billion, the multiple-state event will be one of the most costly to insurers.

In terms of lessons learned and what agents can do to prepare for such a calamity, although the sheer violence of such a weather system almost defies full preparation, agents can still reinforce advice to seek shelter underground or in a

designated safehouse. Personal safety is not assured by being insides one’s home, and certainly no one is safe in an auto if directly hit by a tornado. In the last similar massive tornado weather outbreak in 1974, 315 people were killed and 6,000 injured; 74% were killed while in houses or buildings, 17% in mobile homes, 6% in automobiles and 3% while seeking shelter.

Of course, the most effective defense is preparation and action before a loss occurs. The importance of discussing coinsurance with clients was driven home by recent E&O claim examples, along with the importance of documenta-tion. As home and business values have increased over time and agency clients seek to minimize costs, the fact that insured values below those that meet any coinsurance result in a surprise self-insured situation for some insureds can result in agency E&O actions. With all E&O claims, defense and a favorable outcome for the agent resides greatly on the agent’s documentation practices and discussions with clients on the working of coinsurance.

Finally, don’t ignore your agency’s exposure to direct loss and recovery. Agents need to review their own exposures and insurance coverage and what is available for logistics to continue operations (Big “I” endorsed Agility Recovery Solutions is one such provider). Also, it’s never too late to prepare with a disaster contingency plan, and many helpful tips are available by searching “disaster plan” on the Virtual University (login for search option to appear).

Paul Buse ([email protected]) is president of Big “I” Advantage® and a licensed p-c agent. For information on Agility and other non-insurance products available to members, go to www.independentagent.com/advantage and select “Non-insurance products and Services.”

Tornado Outbreak May Approach Top 10 Most Costly Disasters to Insurers

Total insured losses may reach $5 billion.

Source: “Overview & Outlook for the P&C Insurance Industry,” as pre-sented by Bob Hartwig, Ph.D., CPCU, president and economist, at a recent Fireman’s Fund producer conference.



http://www.independentagent.com/advantage

Consider, for example, a com-

pany that is consistently so competitive that

each of its agencies grows materially every

year (as long as the agency makes at least a

decent effort). The carrier's agencies really

do not have to build their own competitive

advantages. They do not have to develop

quality producers. They do not have to work

that hard to build their books of business.

Of course, to them it will seem like they

are working hard, but relative to how hard

other agencies are working, they have life

easy.

I've probably painted a panacea for

many readers. But what happens when

that company quits being the cheapest

on a consistent basis? What happens

to the agencies? They could be in a

situation epitomized by the biblical

saying, "Give a man a fish and feed

him for the day. Teach a man to fish

and feed him for a lifetime." In other

words, has the company been

giving its agencies a fish a day

so that the agencies have never

learned to feed themselves?

They think they know how to

fish, but what happens if they

lose their number one carrier

that has always offered signifi-

cant competitive advantages?

Does the agency really know

how to fish?

Similarly, I've met many

producers who thought they were great producers be-

cause they had $1,000,000 commission books. But they

had $1,000,000 books mostly because their agency had

an exclusive program that was incredibly competitively

priced. Until they had to generate $1,000,000 commission

on their own, without a huge company competitive advan-

tage, they had no clue how much harder it is to build a

$1,000,000 book of general business. They did not really

know how to fish. They did not really know how to sell.

A large number of agencies are now realizing they don't

know how to sell. For decades in some cases, they have

represented companies that provided huge competitive

advantages, but the market is so soft today, those advan-

tages have eroded. Those are the smart agencies. Many

other agencies still won't admit they don't know how to

sell. Instead, their perspective is they just need a carrier

to be competitive like ABC Company was a few years

ago. As long as they stay in denial, success will avoid

them.

Now consider a company that pays large contingency

bonuses. What happens when an agency makes so much

money in contingencies that it doesn't have to carefully

manage its operations? I am a huge believer in maximiz-

ing contingency bonuses and I am an even bigger be-

liever in the advantages of upfront underwriting. But can

contingencies be too much of a good thing?

What happens when those contingencies dry up due to a

catastrophe, a change in company underwriting, a change

in the contingency contract, or a change in law? The 2010

Growth and Performance Standards, by the National

Alliance Research Academy, shows that without contin-

gencies, most agencies have almost no profit. So while

everyone knows agencies should not depend on contin-

gencies, clearly most do.

The Double-Edged SwordIs it possible for an insurance company

to be too good to its agents? by Chris Burand

mailto:AgencyAdviser%40burand-associates.com?subject=


What happens when the contingencies dry up? Will a

highly profitable agency that suddenly starts losing money

because its contingencies dried-up know how to manage

effectively?

My experience is that the cultural changes required to

turn an inefficient agency into an efficient business are of-

ten beyond the ability of such agencies' management. It is

difficult to put the genie back in the bottle once an agency

has become used to spending money without worrying

about how it is going to pay the bills. Sometimes the re-

sult is significant disputes among owners because some

owners no longer have the drive to sell while others may,

and yet their compensation agreements do not address

how the various efforts should be rewarded. When times

were good, everyone was happy to share the spoils.

Finally, consider these situations from a company's point

of view. Do companies benefit by providing large contin-

gencies and competitive advantages of such greatness

that their agencies do not really have to work? I believe

a few companies are now realizing the negative side of

these situations. This may be why some companies that

previously jealously protected their agencies are now

appointing new agencies near the agencies that brought

them to the dance. Those original agencies grew content

and forgot how to truly sell. They became too dependent

on their key carrier. Now in this soft market, that carrier is

looking to those agencies to sell without the company's

huge historic competitive advantage and the agencies

don't know how to sell. The company is in a horrible

position of having to change its relationship with its close

agency partners while the agencies are in a position of

having to sell, one way or another, or fail.

A specific example of this occurred many years ago a

when company offered rich contingencies and low rates

to agents who would give the company all their standard

business. Many agency owners grew rich. But one day,

that company quit the market entirely. Some of those

agencies were sold or went bankrupt soon thereafter.

They had ceased to have the skills to take care of them-

selves.

Would it have been better for the agencies to have

worked hard all along to ensure their own skills and

independence so that regardless of the situation, they

would be capable of thriving? Charles Kingsley, a British

Anglican clergyman, said it well: "Being forced to work,

and forced to do your best, will breed in you temperance

and self-control, diligence and strength of will, cheerful-

ness and content, and a hundred virtues which the idle

will never know."

Think about your situation today. Have you grown too

dependent on any of your carriers? Have you grown too

dependent on your contingencies for a profit?

NOTE: The information provided in this newsletter is intended for educational and informational purposes only and it represents only the views of the authors. It is not a recommendation that a particular course of action be followed. Burand & Associates, LLC and Chris Burand assume, and will have, no responsibility for liability or damage which may result from the use of any of this information.

Burand & Associates, LLC is an advocate of agencies which constructively manage and improve their contin-gency contracts by learning how to negotiate and use their contingency contracts more effectively. We maintain that agents can achieve considerably better results with-out ever taking actions that are detrimental or disadvan-tageous to the insureds. We have never and would not ever recommend an agent or agency implement a policy or otherwise advocate increasing its contingency income ahead of the insureds' interests.

A complete understanding of the subjects covered in this newsletter may require broader and additional knowledge beyond the information presented. None of the materi-als in this newsletter should be construed as offering legal advice, and the specific advice of legal counsel is recommended before acting on any matter discussed in this newsletter. Regulated individuals/entities should also ensure that they comply with all applicable laws, rules, and regulations.

Some of those agencies were sold or went bank-

rupt soon thereafter. They had ceased to have

the skills to take care of themselves.


When: September 21 & 22, 2011Where: Hard Rock Casino

Your registration form is coming soon! Visit our web site for a look at the event schedule, exhibitor packet and more information.

Greg Claassen

Ventriloquist"Never, Never Sit On This Man's Knee!"

Greg Claassen – everyone’s talking about him! It's an evening of hilarity and good-natured fun – as audiences across the country have discovered. He is a ventriloquist of uncommon range and skill.

IIANM’s Tradeshow is the best way to stay connected to the insurance industry.

This year, our Tradeshow will be held on the afternoon of September 22nd. Cocktails and

hors d’oeuvres will also be served. Come join the fun, visit the exhibit booths

and register to win prizes.IIA

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With the Caliper Profile, our consultants can provide you with a clear, accurate picture of an individual’s strengths, limitations, motivations and potential. Then, these results are compared to our unparalleled database of information about the qualities it takes to succeed in virtually every position, as well as the information you provide about your corporate culture, your management style and the responsibilities of the job. From here, our consultants can tell you if an individual is a natural fit for that position. This is what we call “job-matching.”

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I n order to be a good boss, it's important for manag-

ers to learn to be assertive, but not so assertive that one

becomes unbearable or unapproachable. Adapted from

Robert Sutton's Good Boss, Bad Boss, here are a few

tricks managers can use to help them take charge of their

direct reports or gain influence in a crowd without crossing

the line into bad boss territory.

1. Talk more than others – but not all the time. This is

sometimes called the blabbermouth theory of leadership

where people who talk first and most often are viewed as

influential. A manager should not dominate all conversa-

tions or risk being viewed as a bully.

2. Interrupt people occasionally. People gain power by

winning interruption wars, interjecting and battling back

when others try to interrupt. Managers should interrupt

occasionally if needed to keep a group on task or to

remind employees who holds the final word, but avoid

being interrupted themselves.

3. Be cognizant of physical presence. For instance,

when people cross their arms, they often persist in an

argument longer and generate more solutions. Crossing

the arms boosts confidence, but over doing it can come

off as uptight or unapproachable.

4. Flash anger now and then. Studies by Stanford pro-

fessor Larissa Tiedens showed using anger strategically

gives the impression that the expresser is competent. But

constant anger can undermine a manager's authority and

likely will earn that individual a reputation as a jerk.

5. Not sure whether to sit down or stand up? Stand up.

This is especially important for a new boss. Standing up

signals to the group who is in charge and encourages

How to Be Just Assertive Enough

others to accept that individuals' authority. A manager

should position himself or herself at the head of the table

to cement that authority.

6. Ask direct reports what they need to succeed, then

give it to them. This may seem like an obvious manage-

ment tactic, but it's rarely done. If it's not possible to meet

all of an employee's requests, meet some of them. Make

an effort.

7. Share pet peeves and quirks. New bosses should

write a "Managerial User's Manual" for a team identifying

his or her preferences, work and communication style,

anger triggers and things that may otherwise be mysteri-

ous or unclear.

8. Give away power or status sometimes, but be sure

everyone knows it was a deliberate choice. A manager

can show that he or she is powerful by accepting or even

bargaining for some status symbol and then giving it

away.

by Kellye Whitney




Business ethics is a tricky area because the point of

business, to produce a profit, often conflicts with what might be termed ethical.

Ethicists rarely have a strong grasp of business or life outside of ideal-ized environments. Managers and executives rarely have enough spare time to sit down and read Aristotle, Nietzsche or Thomas Aquinas. But there are three easy questions that you can ask yourself when determining if a decision is ethical. It’s not a set of standards to be achieved, but rather a method to weigh your decision to find out if it is worth it to you.

Would you accept the explanation from your kids?

It’s been said, “That’s the way the world works, if you want to compete this is what you have to do,” when trying to justify a decision that is unethical but increases competitive advantage. In reality, this is the adult equivalent of saying, “But all my friends are doing it.” Is the decision you are about to make one in which you would want your child to make, or is the justification for your decision one that you would accept from your child when he or she has done something that goes against your instruction?

Also remember as managers you have a hand in mak-ing the world what it is. By working hard and progressing in your profession you have earned the ability to make choices for yourself and for others. No one can change the world, and you owe it to your employees to earn a profit. But, you owe it to those people, yourself and your family to act ethically.

Will it make you happier?

Happiness is a tricky thing in that you don’t often know what makes you happy. Some people think money will make them happy only to find out that once they get it they’re not that much happier than they were when starting out with nothing. To make an ethical decision you must de-cide what will make you happy. In following in the footsteps of Socrates, what makes us happy is what makes us better people. You become better, and thus happier, when your higher desires—such as the desire for justice, moderation and courage—guide base desires, such as hunger. If your

higher desires do not guide your base desires, it will lead to gluttony and debauchery. Everyone gets hungry, but you don’t need to eat yourself into a coma as though ev-ery day is Thanksgiving. Moderation is a higher desire, which guides the base desire of hunger. No one can

tell you what will make you happy or when you are follow-ing your base desires instead of your higher desires. You must know yourself.

Do you have to exert power?

If you have to manipulate or coerce someone into going along with your idea, or to achieve your goal, you need to rethink your plan. If you can present your argument in a persuasive manner without robbing others of the ability to decide for themselves, then you have acted ethically. The workplace is not a democracy most of the time, and sub-ordinates must take directives from above. But this is not the type of coercion that is a problem. Telling your head accountant to fudge the numbers or she’ll be fired is differ-ent from telling the accountant to finish a project before he goes home or there will be consequences because he has already fallen behind.

One of the things that separate humans from other animals is the ability to reason. When you strip someone of their capac-ity to reason, or act upon what they have reasoned to be the best choice, you have acted unethically. Whether it is with-holding information from stockholders or threatening punish-ment if your will is not followed, you are denying someone or some group the capacity to reason for themselves.

It would be naïve to think that you can, or should, always act as ethicists say you should. It would be unethical to let your business fail because you don’t want to do what is necessary to keep a business going. But you should not act badly because it is easier than being good or because you are too motivated or self-interested to say no. The inten-tion is not to pass judgment—instead, these guidelines will help you make decisions so that you are fully aware of their implications, ethically and otherwise.

Dr. Kyle Scott is a lecturer at the University of Houston, with a Ph.D. in political science, American political theory and public law.

or What’s

Right Now?

Do What’s

Right

by Dr. Kyle Scott


mailto:kascott%40uh.edu?subject=


Passing the Baton at MOUNTAIN STATES!

MOUNTAIN STATESINSURANCE GROUP ©

Mr. Jerry With has announced his retirement from Mountain States Insurance Group effective June 30, 2011, after 40 years of service!! Jerry started his career at Mountain States in the Accounting Department in 1970 and worked his way to President, the position he has held since September 1993. He will continue to serve on the Board of Directors following his retirement from “active duty”.

The Board of Directors has selected Mr. Bill Davis to succeed Jerry as President and CEO. Bill comes to Albuquerque by way of Mahwah, New Jersey. Most recently he served as President and CEO at Delos Insurance Group/Sirius American Insurance Company in New York. Bill is not totally unfamiliar with the western United States as he and his wife lived in and ran a bed and breakfast in the Napa, CA area for a period of time. His hobbies include fishing, golf, and collecting antiques.




This Year’s Recipient was:

Victor Saenz, Jr.

In January of this year, Victor Saenz, Sr. was severely injured while at work. His employer, Mesilla Valley Chili Company, Inc. was in-sured with a New Mexico Mutual workers compensation policy.

Mr. Saenz will have a very long recovery period from the injuries he sustained,

including the loss of his left leg. The accident left him unable to continue his

financial support for his son, Victor Saenz, Jr., whose education has been

a priority for his dad.

Victor Jr. is currently in his third year at New Mexico State University. He is studying computer animation and anticipates graduating in 2012. He also hopes to continue his education after graduation by entering a masters program focusing on visual effects production. His ultimate goal is to work in movie production, or perhaps gaming design.

Victor, Jr. currently carries a GPA of 3.0 and he plans to attend

summer school. The scholarship will help him to concentrate on his

studies and relieve his father of this financial burden.

2011 Scholorship Golf Tournament




Thank You Sponsors!

HOLE-IN-ONE Sponsor

BIRDIE Sponsors

PAR Sponsors

EAGLE Sponsors

Lobo Sports PropertiesNew Mexico Insurance AssociationTowers Perrin Reinsurance

GenRe - New England Asset Management

Berger BriggsBrown and BrownMetLife Auto and HomeMillennium Insurance Agency, Inc.

Abba TechnologiesBlue Cross & Blue Shield of New MexicoChant Associates, Inc.HUB InternationalJones, Snead, Wertheim & Wentworth, P.A.Leavell InsuranceManuel Lujan AgenciesMountain States Insurance GroupWillis Re




Did you know there is free training available at ncci.com?Whether you’re a new or existing agent, you and members of yourstaff can benefit from our online education modules and videos.

NCCI’s Webinars on Demand are conveniently accessible fromyour desktop and most can be viewed in about 30 minutesor less! Below is a list of webinars you can find under theEducation tab of ncci.com in the Agents/Brokers category:

• Fundamentals of Workers Compensation—Webinars onDemand—View this series of Webinars on Demand for an overviewof the basic components of workers compensation.

• RMAPS® Online Application Service—Webinar on Demand—View the basics of submitting an application for Assigned Risk workerscompensation insurance under a state’s WCIP.

• RMAPS® Premium Estimator—Webinar on Demand—See howto obtain a preliminary premium estimate, separate from the actualsubmission of an application for assigned risk workers compensationinsurance under a state WCIP.

• Classification System Overview—Webinar on Demand—Learn the purpose of classifying businesses, how classification relatesto premium, and more.

• Item Filing Process—Webinar on Demand—Learn aboutNCCI’s Item Filing Process with this Webinar on Demand coveringthe types of item filings that NCCI makes, why we make item filings,and how you can keep track of their progress.

• Item B-1414—Revisions to Basic Manual Rule 3-A—Explanation and Application—Webinar on Demand—Reviewkey changes contained in the item filing, which clarified and enhancedNCCI’s Basic Manual Rule 3-A. This rule contains the rating definitionsand rules for the application of various premium elements.

• NCCI’s Dispute Resolution Services Presentation—Webinaron Demand—Get information on how policyholder disputes arehandled by NCCI.

• Basics of Experience Rating—Webinar on Demand— Viewthis tutorial for valuable insight into the Experience Rating process.

• How to Understand Your Experience Rating Worksheet—Webinar on Demand—Follow along as each element of theExperience Rating worksheet is explained.

• Advanced Experience Rating—Webinar on Demand—Learnabout the Experience Rating formula, Weights, Ballast Factors, claimlimitations, when modification factors are revised, and much more.

• Basics of Experience Rating Ownership—Webinar onDemand—Get an overview of the experience rating ownershipprocess. The webinar covers ownership changes associated withvarious business entities.

• How to Complete the ERM-14 Form—Webinar on Demand—Delve into the details needed to obtain, efficiently complete, andsubmit the ERM-14 form. This webinar reviews the content of eachpage of the form and walks you through various scenarios that willhelp you understand the process.

• Riskworkstation—Webinar on Demand—Find out about thisone-stop shopping tool for the underwriting process that offers a varietyof options for getting essential information about a business.

• Contracting Classification Premium Adjustment Program(CCPAP)—Webinar on Demand—Review the purpose andfunction of the Contracting Classification Premium AdjustmentProgram (CCPAP).

• ABC’s of Experience Rating—Webinar on Demand—Thisbrochure offers a detailed explanation of the Experience Rating Plan andhow data on unit statistical reports is converted to a rating form. It alsoexplains how a mod is calculated and how the calculation is determined.

• NCCI Search—Webinar on Demand—Learn how to quickly andmore accurately locate and access NCCI articles and reference materials.

• Manuals Library—Webinar on Demand—Find out how NCCI’sonline Manuals Library can benefit you. Whether you’re a new or existingManuals Library user, you’ll benefit from this advanced audiovisual tool.

• NCCI's Basic Manual—Webinar on Demand—Reviewinformation related to the use of NCCI’s Basic Manual, which iscomprised of classification codes, rules, and the rates or loss costs tobe used for writing workers compensation and employers liabilityinsurance coverage.

• 2009 Retrospective Rating Plan Manual—Webinar onDemand—Review the enhancements to the Retrospective RatingPlan Manual and the new user’s guide that includes examples andexplanations of the manual’s rules.

901 Peninsula Corporate Circle • Boca Raton, FL 33487-1362 • 800-NCCI-123 (800-622-4123) • ncci.com
















































In addition to meeting regularly for lunch to discuss upcoming issues and activities, the Young Agents Organiza-tion of New Mexico hosts an annual Isotopes baseball picnic.

Here they take advantage of the opportunity to develop closer relation-ships with fellow young agents, while meeting each other’s families and enjoying a night of fun & relaxation. We had another successful gathering this year, and would like to thank all who came out and participated!

A special thank you to Andrea Cordova, (HUB International) for organizing this event (great job!) and also to our current YAO President, Genevieve Moen, (Daniels Insurance) for collecting donated canned goods for Roadrunner Food Bank.

THANK YOU! SEE YOU NEXT YEAR!

Getting involved as a young agent exhibits your dedication and commit-ment to the industry. It gives you a firm foundation and background to get involved at the state and national levels on committees and in leadership roles.

Agencies, new and old, turn to young agents for fresh ideas and talent.They realize the important and vital role young agents play in protecting their agencies and perpetuating the inde-pendent agency system. They un-derstand the potential return to their agencies through their networking and communication with industry peers.

For more information on how you can become involved in the Young Agents Organization, visit our website.

Young AgentsIsotopes Picnic



http://www.iiaba.net/NM/09_YoungAgents/NAV_YAYoungAgents?ContentPreference=NM&ActiveState=NM&ActiveTab=NA&ContentLevel1=MEMPROD&ContentLevel2=YNGAGNT

• 95% of program completers said earning the designation was important to demonstrating their professional competency.

• 89% of completers stated that earning the designation provided them with increased job opportunities.

• 82% of designees believed they gained greater job security during times of organizational consolidation and transition.

• More than 83% said earning the AAI designation helped fast-track their career progression.

Download AAI Brochure

2011 Dates

Please click the links below to register on-line.

June 9 AAI 81A - Principles of Insurance

July 7 AAI 81B - Personal Lines

August 4 AAI 81C - Commercial Property Insurance

Designation = Professional certificationA designation is earned by a person to assure qualification to perform a job or task. Many certifications are used as post-nominal letters indicating an earned privilege from an oversight professional body acting to safeguard the public interest.

Are You Tired

of Throwing Your $$

Down the Bottomless CIC Money Pit?Bottomless CIC Money Pit?

Then you should consider the IIANM endorsed

Accredited Adviser in Insurance (AAI) program.

Compare: CIC AAICost to obtain designation $1,795 $1,575Annual Cost to maintain designation $ 434 x forever $0Time 5 classes x 2.5 days each = 9 classes x 1 day each =Commitment 12.5 days + exam time 9 days (including exam time)Update Requirement Yes (2.5 days/every year) None

Why earn the Accredited Adviser in Insurance designation?

http://nm.iiaa.org/Education/2011/onlineaairegistration.pdf

http://www.iiaba.net/cbsupx/education/evtpreview.aspx?evt=10680



Full Name:

First Name for Badge:

Agency / Company:

Address:

City, State, Zip:

Telephone:

Fax:

The pre-licensing classes are designed to be a review for the state licensing examination. We recommend that students be familiar with the study material prior to attending class.

Study materials are NOT included in class prices.

Pre-Licensing Classes

E-Mail:

Method of Payment:

Bill Agency (Members Only)

Check Enclosed (Payable to IIANM)

M/C Visa Disc Amex

Amount: (all prices include tax)

Card No:

Exp. Date:

Signature:

( )

Send in your registration:

Fax in:(505) 243-3367

Mail in:1511 University Blvd. NEAlbuquerque, NM 87102

Give us a call:(505) 843-7231 (800) 621-3978

Go on-line:www.iianm.org or E-mail:

The FINE PRINT: IIANM reserves the right to cancel/reschedule classes. Please call ahead to verify when classes will run. Decisions will be made three days prior to class. Cancellations received after 5 business days, will be assessed a $50.00 cancellation fee. Cancellations received on or after deadline and ‘no shows‘ will forfeit the registration fee altogether. A substitute is always welcome, with no extra fee, but prior notification would be appreciated.

Class Name/Date:

( )

Instructor: Jack Cleary - June 14 - 15 8am - 5pm Instructor: Chris Krahling - July 12 - 13 8am - 5pm

Property & Casualty Review Class (2 days)

Regular Price: $150 Member Price: $120

Life & Health Review Class (1 day)

Regular Price: $115 Member Price: $90

Instructor: Bob Ouellette - June 16 8am - 5pm Instructor: Jeff Straight - July 14 8am - 5pm

Insurance Education Programs in New Mexico are critical to a successful and profitable career in the insurance industry. Every year, we offer exciting opportunities to expand your professional horizons. All of these education programs are designed to help insurance agents thrive in the most competitive of marketplaces.

EducationEDGEIIANM’s

[email protected]

Pre-Licensing Study Materials

To see a list of what is available and to purchase your study materials online, click here.

Click here for a full listing of our education program.

mailto:jeff%40iianm.org?subject=


http://www.iiaba.net/main/CB_Website/Affiliated/StateAssociation/NM/03_Education/NAV_EDUEducation?ContentPreference=NM&ActiveState=NM&ActiveTab=STATE&ContentLevel1=EDUCTN

8 CE hrs

ACSR #7

Commercial Liability

8 CE hrs8 CE hrs

Cla

ssifieds

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

12 13 14 15 16 17 18

19 20 21 22 23

P&CPre-licensing

Class

L&HPre-licensing

Class

4

5 6

1

24

27 28

25

26

June 2011 Clickable Calendar

32

11

Looking to fill a position within your agency? Trying to find a job but don’t know where to look?

Whether you are looking for somewhere new to share your special skills or an employer looking for quality, professional employees, we are there to lend a helping hand.

Click here to take advantage of IIANM’s Job Bank.

Do you have an agency you’re trying to sell, or in the market to buy one? Check out our Classifieds!

New Mexico ’s Job Bank

8 97 10

29 30 31

AAI 81A

Principles of Insurance

ACSR #4

E&O / Loss Control

Click on class title to register







http://www.iiaba.net/NM/03_Education/01_Calender/NAV_EDUCalendar?ContentPreference=NM&ActiveState=NM&ActiveTab=NA&ContentLevel1=EDUCTN&ContentLevel2=EDUCAL

http://www.iiaba.net/NM/08_AgencyBusinessResources/08_JobBank/NAV_AGNCYJobBank?ContentPreference=NM&ActiveState=NM&ActiveTab=STATE&ContentLevel1=AGNCYBUS&ContentLevel2=AGNCYBNK

http://www.iiaba.net/NM/08_AgencyBusinessResources/08_JobBank/NAV_AGNCYJobBank?ContentPreference=NM&ActiveState=NM&ActiveTab=NA&ContentLevel1=MEMPROD&ContentLevel2=AGNCYBUS&ContentLevel3=AGNCYBNK


https://www.iiaba.net/cbsupx/education/evtpreview.aspx?evt=10671


That cup of coffee that gets you going in the morning—or keeps you energetic in the afternoon—may have some positive health benefits. Though no one is recommending massive doses of caf-feine, coffee in moderation may be good for more than just keep-ing you awake and alert. Here’s a look at some of the research:

• Gallstones. Some scientists believe that drinking coffee may reduce a person’s risk of developing gallstones by stimulating gallblad-der contractions and lowering concentrations of cholesterol in bile.

• Kidney stones. Studies have suggested that coffee consumption (caffeinated or decaf) cuts a person’s chances of developing kidney stones by as much as 10 percent.

• Diabetes. Research involving more than 450,000 patients indicates that drinking four cups of coffee or tea a day may reduce one’s risk for Type 2 diabetes by 25-35 percent.

• Parkinson’s Disease. Men who don’t drink coffee are ap-parently five times as likely to develop Parkin-son’s Disease as those who consume lots of coffee—though the link between coffee and Parkinson’s hasn’t been definitely established. Studies with women have been inconclusive.

Just don’t go overboard. Doctors recommend drinking no more than 24 ounces of coffee a day. That’s four 6-oz. cups.

C o f f e e : G o o d f o r m o r e t h a n w a k i n g u p e a r l y

On Father’s Day, we remember those words of wisdom that Dad passed down to us—whether we listened to him or not. Here’s a collection of some fatherly advice from a variety of sources:

O n m o n e y“The people that make a lot of money are the ones that don’t spend their time stressing about money.”

O n m a r r i a g e “Create a marriage that lasts because it is a happy one.”

O n i n t e l l i g e n c e“Use that thing on your shoulders for something other than a hat rack!”

O n p o u t i n g“If you stick that lip out any further, a bird will come along and poop on it!”

O n p r o b l e m s“If you don’t want the hole to get any deeper, stop digging!”

O n s u c c e s s“I learned a lot from my father, especially about business. Probably the best advice I ever had came from him. He had a four-step formula for getting things done: Get in. Get it done. Get it done right. And get out.” (Donald Trump)

O n l i f e“Appreciate scenery, art work, and a rainy Sunday. And always keep your gas tank full.”

What your father told you is still trueSummer begins in 2011 on June 21 with the summer solstice, the day when the Earth’s axis tilts our northern hemisphere most prominently toward the sun.

More information can be found about IIANM’s Partner Program by visiting our website at www.iianm.org or

calling Lorri Gaffney at (505) 999-5805.

http://www.iiaba.net/NM/11_Membership/03_AssociateMembership/NAV_MAssociateMembership?ContentPreference=NM&ActiveState=NM&ActiveTab=NA&ContentLevel1=MEMBRSHP&ContentLevel2=MASSOC

Date post:	10-Mar-2016
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June La Voz 2011

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