Exclusivefocus Spring 2013 - National Association of Professional ...

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letters to NAPAA Just a heads up in case you haven’t heard, Matt Winter used the word “franchise” at least twice when referring to our business when he spoke at the Orlando Forum. In my opinion, he used that word to describe the agent business opportunity, or at least that’s what I took away from the meeting. On the other hand, maybe he just strayed off the reservation with his comments. I truly think that management is trying to grow the Allstate Brand and trying to walk the same fine line that Farmers does with 21st Century. For our sake, I truly hope we’re successful. Based on what they said at the Forum, they plan to re-invent the role of the Field Sales Leader to help develop agencies that want to grow and improve on their processes. I thought the Forum was useful because of the interaction and sharing that took place between the agents during the breakout session. We met in small groups to talk about things that work and some vendors that don’t work. I picked up some good ideas that I’ll try in my agency. I guess that just proves you can teach an old dog some new tricks! Editor’s response: I suspect that Matt’s use of the word “franchise” was meant in the broader business definition, which does not always pertain to franchisor/franchisee businesses that are regulated by federal and state law. I wanted to take a quick moment to update you on our local Kickoff meeting last week. Mr. Winter was very interesting to listen to. If he does everything he says, then we will be a great company again, but I’m not banking on it. What I found most interesting was the amount of time he spent honestly discussing the “bad moves” that the company has made. He admitted that their plans were poorly executed and caused us to lose focus on growth. These included the renewal questionnaire fiasco, property non-renewals, auto rate increases… and the list went on. He also admitted that their initiatives would cause market share to fall and stall growth, but would stabilize the book and earn more profit. If they had just explained this up front, a lot of bad blood could have been spared. Instead, they chose to threaten or terminate us for our failure to grow. I wondered how Mr. Winter could get up on stage and publically admit that the company’s plan did not allow for growth – a plan that resulted in a great deal of pain and anxiety for the agency force – and then stand there and say that we must move past “our” mistakes and look towards a brighter future and allow for more capacity to grow our agencies. As I heard this, I wondered if he would say the same thing if he was called to testify in court. In the end, maybe this is a good sign for those of us who made it through the Great Agent Purge. Unfortunately, these words were too little, too late for my fallen friends, family and colleagues. How come NAPAA never took any legal action over last year’s outrageous commission cut to 9/9 or the shortages in our comp statements Editor’s response: Unfortunately, we had no basis to sue Allstate over the 1% commission reduction. The contract that you and the rest of the agency force signed allows Allstate to change commissions at any time with a 90-day notice. As for the commission shortages, we’ve asked Allstate’s audit department for a forensic audit: a request they have yet to comply with. In addition, we have asked several agents if they would submit to an audit of their comp history so we could use their results as proof that the alleged shortages exist. So far, no one has stepped forward. Please understand that NAPAA calling for a forensic audit does not require compliance from Allstate. If we tried to sue Allstate over the alleged shortages, both the court and Allstate would ask for evidence, and as of today, we have none. By the way, here is Allstate’s most recent statement regarding the commission issue: “Deloitte & Touche has validated Allstate’s SOX control assessments regarding the financial reporting of agency compensation as part of its audit of Allstate’s financial statements. The Audit Committee has overseen a review and revalidation of agency compensation reports and payment. The review determined that payments have been correctly made and compensation correctly reported to agencies and in Allstate’s financial statements. As part of Allstate’s due diligence in regards to agency compensation Internal Audit reviews agency compensation processes on an ongoing basis and reports any issues. Additionally, Internal Audit validates all resolution activities prior to the release of bonus payments to agencies.” Source: EA Independent Contractor Reference Guide – February 25, 2013 Section title: “Legal Compliance” PRESIDENT continued from page 6. to have escaped the acrimonious and painful upheaval that occurred over the past several years under the direction of Tom Wilson. But as long as you remain an Allstate agent, you will forever be affected by it. Starting with the paltry 9% base commission rate you are paid. It is among the lowest in the industry and is expected to drop to 8% in 2015. As much as he may deny it, Tom Wilson is no friend of the agent. He has to go – the sooner the better. What must happen in order to forestall the competition from luring more agents away and eroding more PIF is for the company to develop a fair contract that pays an equitable base commission rate and offers more job security. Don’t allow Mr. Wilson & Company to weaken the agency force any more. If all 8,300 Allstate agents joined NAPAA – the only organization dedicated to your success – we would have the kind of leverage that is needed to effect positive change on your behalf. Please come grow with us before it’s too late. Ef 8 — Exclusivefocus Spring 2013
INDEPENDENCE IS A CHOICE • Put Your Experience to Work Helping Agents Own An Independent Insurance Agency InsureZone Direct is a partnership of independent agencies that allows each agency to leverage the benefits of a large national operation while being able to maintain their agency identity. InsureZone Direct provides the industry’s best and most complete suite of agency sales, service and reporting tools, with direct access to major carriers for personal and commercial lines. If you want to be part of the best team in the insurance industry, then InsureZone Direct is your agency’s solution. Get Your Agency in the Zone! 817.704.2289 sales@insurezonedirect.com ©2013 InsureZone of Texas. All rights reserved. Spring 2013 Exclusivefocus — 9
Page 1 and 2: Direct Mail Reinvented Agent Pensio
Page 3 and 4: L APPROVAL We’re lending to Allst
Page 5 and 6: Grow your business. Hear what our a
Page 7: “Is your agency planted in good s
Page 11 and 12: Spring 2013 Exclusivefocus — 11
Page 13 and 14: a compelling speech about staying p
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
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Page 51 and 52: Confidential NAPAA Membership Appli
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Page 55: Insurance Professionals: IS IT TIME

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