Remembering Dick and Myra Larkin - National Association of ...

Money Well SpentAs I sat in the Savannah airportwaiting for my homeward bound flightto be called for boarding, I started toreflect on the financial side of my tripto the NAPAA conference. In the end,I probably spent around $900 for hotel,airfare, conference registration,food, and miscellaneous expenses. Fora Wednesday to Friday trip that’s not abad price. Add in the benefits of a greatlocation, the freedom away from phonesand other work activities and the costfactor was clearly edging toward a gooddeal. When I started the trip, all I couldfocus on were the financial negativesand how things looked like solid red onmy “justification meter.” But in the endit wasn’t even a close decision. Factoringin the camaraderie and the ability tointeract with such a diverse group of fellowagents, I felt the “justification meter”slide over to the edge of the yellowarc. NAPAA’s excellent choice of speakersand the ability to personally interactwith companies that can directly andpositively affect my business moved my“justification meter” into solid green territory.Being at such a meeting in personis much more satisfying that learningvia Citrix-based computer technology,or reading a synopsis review. The physicalconnection was an important validationfor why every agent should attendat least one of these conferences.Vendor Jim Regan waits for the vendorfair to begin.Dale Revels shares an amusing anecdotewith Nancy Fish and conferenceattendeesCheryl Carson explains how usingSend Out Cards can improve retention.NAPAA CARESWhen I read DirectExpress and Exclusivefocusmagazine I do so with aselfish eye for what appeals to me andhow I can better myself both personallyand professionally. It wasn’t until I metthe people behind NAPAA that I realizedI wasn’t alone in looking out for mybest interests. Granted, the magazine isan important tool, offering insights andsolutions to issues agents face on a dailybasis, but meeting Jim and Nancy Fishin person let me know that there is awhole different level of partnership involvedin a NAPAA membership. Thisincredible intangible is easily worth theannual dues. Where else can you spend$350 per year and gain access to an organization(and people) that plot andscheme each day for a better work environmentfor their members. In completecontrast to the agent’s relationship withAllstate, NAPAA is dedicated solely tothe agent’s success. Allstate’s motive, forwhatever minimal assistance they offer,is purely for self-gratification and that’sOK for them. To most of us it appearsthat Allstate’s primary interest is to drivethe share price up, frequently at the costof beating the agent down. In completecontrast, NAPAA’s motivation is suppliedby the loyalty and gratitude of itsmembers and it exists solely to meet theagent’s needs.For me, attending the annual conferencesolidified my confidence inNAPAA and gave me invaluable insightinto alternate ways to run my agency andto become a better agent. It gave me reassurancethat I am not alone and thatthere are other agents dealing with manyof the same issues I deal with every day.By the way, not once did NAPAAbash Allstate, its philosophy, its corporateofficers, or its managers. Even whenthe Canadian agents spoke, the conversationwas devoid of animus. If ever therewas a compelling reason to be bitter andresentful, the Canadian agents have thecorner on that market. The conferencewas professionally presented and exemplifiedthe height of integrity. NAPAAdid every agent proud.In closing, I know I speak for everyonewho attended the 2009 NAPAA conferencewhen I say to Jim and Nancy, jobwell done. Now go and take a vacation!42 — Exclusivefocus Summer 2009