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much easier.Once you’ve gotten a handle on the sizeand scope of the information you need tomanage, the next few questions will helpyou select the agency management systemthat will work best for your office:What type of agency managementsystem is right for me?The most common types of agencymanagement systems are in-house, downloadablesoftware, and Web-based solutions.There can be significant differencesin cost between and within each categoryitself, so it is important to shop around.In-house systems typically have largeinitial investments due to the need topurchase and house servers in a securelocation. The greatest challenges within-house systems are choosing vendors,infrastructure and setup, managingchange, and system maintenance. Companieswith savvy IT staff usually havethe knowledge and experience to ask theright questions in choosing vendors andcan handle imaging systems. However,if complex integrations are part of currentor future plans, they may requirespecialized assistance. Understandingthe solution’s flexibility and scalability isimportant.Web-based agency management solutionsare affordable and easy-to-implementsolutions, which provide instantaneousupdates, low to no startup costs,zero upkeep of equipment and, most importantly,no need to hire an IT person toensure a safe and secure system.“We created our agency managementsystem, in cooperation with several ofour experienced insurance agent clients,”explained Leslie Haywood, CEO ofeBridge Solutions. “With their feedbackbefore, during and after the release ofour system, we are convinced that it willmeet the needs of insurance agencies ofany size.”Every business has specific needsfrom a customer management systemso it is important to consider the initialinvestment, manual upkeep, features andpricing point of each option.Fed Up With Your Paper Files?With eBridge Solutions’ onlinedocument management system and eAgent— our new agency management tool — youcan eliminate file cabinets and paper forever.By storing your customer data and electronicdocuments in one program, you’ll:• Reduce operating expenses• Increase staff productivity• Improve customer service and compliance• Implement back-up and recovery systems• Decrease physical storage space• Increase your ability to cross sell• Go greenAll of eBridge Solutions’ low-cost start-up andmonthly maintenance fees can be charged toyour Executive Advantage card.Call eBridge Solutions today to set up a demoand see for yourself why now is the perfecttime to go paperless!www.ebridge-solutions.com 877.676.6067introducing© eBridge SolutionsWhat start-up costsare involved?A critical factor in choosing anagency management system involvesthe initial investment. This is importantand can potentially save you significantmoney in the event a system does notwork out.For example, you could invest thousandsof dollars into servers, dedicate aspecial room to secure and monitor theequipment, and even hire an IT persononly to find out that the system does notwork as planned. Typically these costsare not recoverable. That’s why it is importantto contact multiple companiesto compare system costs, fees for trainingand whether the system you chosewill continue to meet your needs as yourgrow your business.How do I get my employees tobuy into using the system?It is important to include your employeesin the early stages of choosing anagency management tool. Understandinghow they currently enter customer informationand handle reporting is key inchoosing the right agency managementsystem. Have the employees that will beusing the system the most sit in on thedemos to ensure they are onboard withthe features and functionality.How long will implementationtake?Another major consideration shouldbe the learning curve to implement anew system into your daily routine. Thiscan be determined by the amount of timeneeded for training, the user-friendlinessof the program and the level of supportyou receive from the company providingthe service.By comparing the alternatives on themarket, answering the questions aboveand determining your businesses growthpotential, you will be able to find the rightagency management solution to manageyour business and take your agency to thenext level.Zackery Knoy, Account Executive for eBridgeSolutions, has played an integral part inthe design and implementation of eAgent,eBridge’s agency management system.28 — Exclusivefocus Summer 2009
agent issuesAccentuating the Positive…The Exclusivefocus Interview withagent Bill GoughExclusivefocus magazine and our newsletters,DirectExpress and Agent Informer,are the primary sources of job-relatednews and information for many, if notmost, Allstate agency owners and staff.We believe it is our obligation to theagents of Allstate to publish truthful andnewsworthy articles and opinions, positiveor negative, about our company. We alsobelieve it is our responsibility to provideour readers with thoughtful analyses ofcompany programs and how they impactagency owners. Such is the case with ourprevious coverage on the Canadian Experiment,the independent contractor vs.employee controversy, Expected Resultsand now the ALI, none of which wouldbe considered “positive” by most agents.But if NAPAA didn’t raise these issues,who would? If you stop and think aboutit, if we hadn’t broken the story about theCanadian Experiment, how much wouldagents know about it today?The fact is, we’ve published lots ofpositive articles, including those on technology,motivation, growth strategies,BOB financing, business tips, lead generationand more. And in this issue of Exclusivefocus,we are introducing the first ina series of interviews with award-winningagents and other successful business owners.We expect that these interviews willbe both positive and informative.Our first interview is with Allstateagent and entrepreneur, Bill Gough.During his 25 year career, Bill hasbeen the recipient of many companyawards and accolades. Following aresome of his accomplishments: Rookie ofthe Year, Honor Ring 19 times, Leader’sForum 17 times, Chairman’s Conference12 times, Inner Circle 5 times, NationalChampions 4 times, Alabama Agent ofthe Year twice and numerous other Regional,Territorial and Market awards.Bill was a charter member of the NABwhere he served from 2004-2008 and hasserved on both the Southeast RegionalAdvisory Board and the Alabama StateAdvisory Boards. He owns three Allstateagencies in Alabama.You would be hard-pressed to findsomeone more uplifting or positive thanBill Gough. We are pleased to bring youthe following interview with one of Allstate’sfinest agents:Exclusivefocus: Looking over youraward history, you’ve had an impressive careerat Allstate. How do you manage to keepearning top awards year after year?Bill Gough: It’s like a club; once youget a taste for it, you want more. To bearound the best in a Fortune 500 company– WOW – that motivates me. Andas for RFG, the challenge is greater nowthan ever before.Exclusivefocus: You’ve spent more than25 years with Allstate. You have seen unprecedentedand constant change duringyour career, yet you seem to have taken itall in stride, adapting to new circumstanceswhenever warranted. Is it your philosophyto always play the hand you’re dealt, eventhough the rules of the game keep changing?Bill Gough: I have never been oneto moan and groan a lot. Emphasis ona lot! My parents taught me early in lifethat I am not entitled to anything in thislife, and that I’d be much better off meetingchange in a positive way. They alsotaught me to concentrate on the thingsin life I can control and not waste a lot oftime and energy on those things which Ihad little or no control over.Exclusivefocus: Your marketing techniquescontinue to evolve. It would appearthat you try very hard to find new ways topromote your agency. Other than the company’sLeaders Forums, where do you come upwith new ideas?Bill Gough: I study marketing andhave gone to about five conferences andmastermind meetings each year for thepast five years. Lots of very smart businesspeople attend these conferences.I started or improved other businesseswith these great learning experiences.Exclusivefocus: Let’s talk a little bitabout attitude. To others, you project the imageof someone who views life from a “glasshalf full” perspective and one who looks for asilver lining even under dire circumstances.Do you think this approach has helped inyour business and personal life?Bill Gough: At the end of the day itall comes down to attitude. I’ve tried es-Summer 2009 Exclusivefocus — 29
Page 2 and 3: The Best Way to PredictYour Future
Page 4: ExclusivefocusSummer 2009An Officia
Page 8: Savannah ConferenceCongratulations
Page 12 and 13: letters to NAPAAFrom CanadaThings h
Page 14: usiness tipsHow to Keep Clientsin t
Page 17 and 18: often. Dick loved food. Wherever we
Page 20 and 21: It hardly seems possible that DickL
Page 22 and 23: and when they used a search engine.
Page 24 and 25: featureThe Road Ahead -Canada Here
Page 26 and 27: Read between the lines and you’ll
Page 30 and 31: pecially hard these past four or fi
Page 32 and 33: featureReinventing the Wheel...Will
Page 34 and 35: Hypothetical Examples of ALI result
Page 36 and 37: usiness tipsThe Magic of Newsletter
Page 38 and 39: convention recapSavannah - a Confer
Page 40 and 41: An animated Dirk Beamer emphasizesa
Page 42 and 43: Money Well SpentAs I sat in the Sav
Page 44: technology tipsHas your Agency Miss
Page 48 and 49: featureSnookered by AllstateHow uns
Page 50 and 51: agents now interact with customers
Page 52 and 53: technology tipsBanish your Fax Mach
Page 54 and 55: Too many agents put their faith and
Page 56 and 57: Why join NAPAA?and Section125 Plan
Page 58 and 59: the NAPAA market placeAgencies for
Page 64: I N T R U S I O N F I R E V I D E O

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