Exclusivefocus Spring 2013 - National Association of Professional ...

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feature Florida Region: Observations from the 2013 Agency Forum By Dale Revels This year’s annual kick-off for Florida agents was held at the Rosen Shingle Creek Hotel in Orlando, Florida. For a buy-in of $188, agency owners were treated to a first-rate dinner, a great cocktail party and an opportunity to hear from Matt Winter, president of Allstate Auto, Home and Agencies. He seemed sincere when he revealed that the company loves its agents and expects things to get better as we go forward. If he said the same things in other regions, it is sure to be music to the ears of an agency force that was reviled by management just a few short months ago. He also proclaimed he wants our agency model to be the best in the business. This year I am celebrating 26 years as an Allstate agency owner and this was my 24th kickoff meeting. As you can see, I always try to attend, especially when food and adult beverages are involved. As I look back at the last quarter century, there have been many changes. There can be no doubt that we agents have been marginalized. We now have less control over our businesses, and we earn lower base commissions. While these and other changes have been difficult, I believe there may be a silver lining in our futures as Mr. Winter guides us through the next few years. Also speaking at the meeting was Jim Parolin from Merrimack, New Hampshire. He is a super-successful agency owner who had it rough for a couple of years but is now back on track as one of the top producers in the country. He gave 12 — Exclusivefocus Spring 2013
a compelling speech about staying positive and provided copious notes about the best ways to recruit support staff – copies of which were sent to agents throughout the Region. Our Region disclosed that there were over 700 attendees at the meeting, including about 200 from management and meeting vendors. There were lots of new agency owners to meet, as well as some older, experienced agents who have managed to survive the challenges of the past few years. Florida lost 400 agents in the past two years, but at least at this year’s kickoff, management didn’t refer to them as a pack of losers, as they have in the past. Instead, they said that those who remain have an opportunity to achieve great success. From my vantage point, both in the front and rear of the meeting room, I noted there were three types of agency owners in attendance: • Older agents like me, who were perhaps just too stupid to sell and were willing to make some changes to continue in this tough environment. • Newer agents in competitive markets who are doing well, writing big numbers and getting large bonuses. • Agents in the middle who got stuck because they could not find a buyer or get a fair price for their books. After all the meetings, it was during the networking event where I was able to interact with all of these agent types. Overall, most were very unhappy with the new variable compensation plan and told management directly. Management politely listened and nodded their heads when appropriate, but the new comp plan is here to stay. Of course, there is still the nagging fear that the company will lower the base rate to 8% in 2015. The company’s latest mantra – Foundations for Success – was often referenced throughout the meeting. And even though the decision to abandon Woople had probably already made, management did not mention that it would be eliminated for 2013. That struck me as somewhat strange because most agents told management it was a waste of their time. Management could have scored some points had they made the announcement at the meeting. But then that would be admitting that one of the company’s key initiatives was in fact a dismal failure. It appears that the Foundation for Success will replace Woople. It is a comprehensive plan to help agency owners with acquisition, retention, cross-selling and the customer experience. I think it best to keep an open mind and learn what you can from it – maybe it will help grow your agency. Even though it has been a rough couple of years in Florida, I think we are finally positioned for some growth in auto and other lines. It is clear that the company lost more agents than it wanted in the past few years. Why else would they be on such an aggressive hiring binge and paying referral fees up to $10,000 in some regions Hopefully, management has seen that they need us and the value we bring to the table. Obviously, the Internet cannot capture the amount of business necessary to grow the company, so we remain an essential part of the company’s success. Some say talk is cheap and that we should “watch what they do, not what they say,” but to me, Matt Winter seems more genuine those who preceded him in recent years. But then again, maybe such a soothing and persuasive corporate salesman is just what the company needs to mitigate the huge plunge in agent morale that has taken place over the past several years. Based on the results of the latest agent opinion survey, Mr. Winter has a long way to go to recapture the trust of the agency force. My hope is that he is sincere and will back up his words with action. If he is unwilling or unable to do so, then we’ve gained nothing except another ineffectual talking head. Anyone who knows me understands that I am an eternal optimist, sometimes to a fault. I want to believe that Matt Winter is a man of his word. I want to believe that things will get better and that Matt Winter wants agency ownership to become a legacy proposition so agencies can be passed on to future generations. I want to believe that we will be more competitive and finally grow again. And I want to believe that agencies will see an upward trend in valuations. Only time will tell if the promises made at the 2013 Agents’ Forum will come to pass. My plan is to stay positive and adopt success strategies so I can grow in 2013 and beyond. The agency force is counting on you Mr. Winter. For the sake of this great company, don’t let us down. Ef Dale Revels proudly serves as the immediate past president on the NAPAA Board of Director. He is an active Allstate agent in Kissimmee, Florida. He has been an Allstate agent for 25 years and a NAPAA board member for more than 10 years. Join the “ALL Agents Page” on Facebook All New Group for Allstate Agents and Former Allstate Agents Only https://www.facebook.com/groups/304988616263352/ Click JOIN once you’re a member, the link will be under Groups on your Facebook page. Spring 2013 Exclusivefocus — 13
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Page 3 and 4: L APPROVAL We’re lending to Allst
Page 5 and 6: Grow your business. Hear what our a
Page 7 and 8: “Is your agency planted in good s
Page 9 and 10: INDEPENDENCE IS A CHOICE • Put Yo
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Page 15 and 16: fice in order to attend company mee
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Page 21 and 22: away that it would not violate the
Page 23 and 24: This Is For 25 Fast Acting, Lucky A
Page 25 and 26: The Ki ndness Revol uti on Welcome
Page 27 and 28: uying and selling Seller Transparen
Page 29 and 30: Financing exclusively for insurance
Page 31 and 32: Break the Shackles... Get EXCITED A
Page 33 and 34: to maintain the tax deferred status
Page 35 and 36: challenge is to identify homeowners
Page 37 and 38: feature The Saboteurs By Dave Thorp
Page 39 and 40: sales and marketing Should Your Age
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Page 43 and 44: complicated concepts through the fi
Page 45 and 46: ful, would have been less problemat
Page 47 and 48: DirectWriter magazine, the forerunn
Page 49 and 50: READY. AIM. SUCCEED. Right on targe
Page 51 and 52: Confidential NAPAA Membership Appli
Page 53 and 54: the NAPAA market place Agencies for
Page 55: Insurance Professionals: IS IT TIME

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