NAPAA - National Association of Professional Allstate Agents, Inc.

coverage needs. Then, document those
triggers, too. Are they starting a new job
They might need supplemental health or
life insurance to fill the gaps created by
a change in benefits plans. Did they just
have their 50th birthday If so, they’re
good candidates for annuities or longterm
care insurance.
• But don’t get too hungry. Up-selling
only works if you’re up-selling clients
to products that actually fit their needs.
Not every 50-year-old is right for an annuity.
Not every person starting a new job
actually needs supplemental health insurance
or life insurance. Pay attention to the
cues and document their pain points. The
last thing you want to do is lose a great
auto customer because you pushed too
hard on another line of business.
4. Profitability
From retention and policy growth
springs profitability – but it also takes a
healthy dose of analysis. Always keep your
eye on your book of business and when
you see minor shifts, take action to make
sure they don’t become major schisms.
• Constantly monitor progress –
and regression. A number of agency
management systems allow you to run
reports based on your personal productivity
and that of other producers in your
office, as well as the percentage of referral
business, policy premium totals, other
markers of expansion and retraction, and
percentages.
The most important thing of all is to
always keep an eye on how your business
is doing. Watch the red flags, and have a
plan for taking care of them.
• Be willing to change, but don’t fix
what’s not broken. Frequently, business
situations arise that require fast and efficient
change. But the vast majority of
successful long-term producers report
that the best solution is often a “back to
basics” approach. With regular followups,
policy reviews, and great personal
contact, you’ll find yourself building your
business more than you ever imagined
possible. Now, how far can you go
When it comes to agency growth, it
is all about the numbers – not just the
number of clients retained and the number
of policies sold, but the number of
personal relationships you build and
maintain, the number of times you check
in on the health of your business, and
the number of changes you’re willing to
make in order to improve your success.
The good news is that a healthy practice
is well within reach – so get out there and
start working toward your goals. With
the right tools to manage and automate
your agency and the right amount of
thought and work on your part, success
can be much easier. Ef
Steve Mohr is a National Account Manager
at eAgent, an agency management system
for insurance producers. He can be reached
at smohr@ebridge.com or 877-676-6067.
Possible Legal Relief for Allstate Agents
NAPAA continues to seek solutions for Allstate agents who have been, or will be, adversely affected by the company’s
unreasonable and heavy-handed management strategies.
Recently, we had the opportunity to speak with the law firm of Beal & Blitch, LLP, a litigation firm in Atlanta, Georgia,
which is investigating claims regarding the repurchase of agencies by Allstate from those agents who are classified
as underperforming. Specifically, the firm is investigating the right of Allstate to impose performance requirements and
other controls on its agents when they are classified by Allstate as ‘independent contractors’ as opposed to employees.
Beal & Blitch is also investigating a variety of other issues surrounding the buy-back of agencies, including any type of
discriminatory enforcement of performance requirements.
As we understand it, the firm is interested in speaking with any agents who may have information regarding Allstate’s
attempts to repurchase their agencies. Interested agents should contact the law firm for more information. Their contact
information and website address is listed below.
1100 Peachtree Street
Suite 640
Atlanta, GA 30309
(404) 688-2700 ext. 116
email: abeal@bbllp.com
www.bbllp.com
36 — Exclusivefocus Summer 2011