Two for Tuesday Header

In This Issue:
Wrap+ It Up
Building Trust Is Also Key
Special Feature: Common Crisis Mistakes from Agility
Additional Items:
Parting Shot
TRIVIA! Answers & Winners
Last Week's Most Clicked
Sale of the Week

Wrap+ It Up
Tis the season for gift wrap. For some it's a time of joy and fun making every gift look beautiful and unique. For others it means paper spread everywhere and tape stuck to their shirt. But, if you talking about Travelers Wrap+® Executive Liability for Professional Companies, wrapping is a snap.

Travelers Wrap+ is designed for private companies and non-profit organizations and has been crafted with the flexibility to respond to standalone coverage needs or as one seamless policy suite of coverages based on the insured's choices. It offers a diverse range of coverages that includes Crime (employee dishonesty and third party), Kidnap and Ransom, and Management Liability which protects against claims alleging wrongful acts relating to employment practices, fiduciary responsibility and other breaches of duty on behalf of directors, officers and managers of the company or organization. This state-of-the-art product also offers consistent language, terms and conditions throughout all coverages, making policy building more efficient.

Click the links below to learn more about available options, access highlight and sell sheets, and more:
To access the Wrap+ please log into Big "I" Markets and look for Wrap+ products in the commercial product listing. Please note that the Community Homeowners Associations and Healthcare Organization are not currently available through Big "I" Markets.  
Special Feature:
Take Time Out to Learn About Common Crisis Mistakes from Agility
By Elif Wisecup, Director of Marketing of Big I Advantage®

One of the most frequently asked questions Agility Recovery Solutions receives throughout the entire year of educational presentations is: What are the most common mistakes organizations make when confronted by a crisis?

In an upcoming webinar, Agility, the Big "I"-endorsed recovery services provider, will share details from hundreds of disaster events both large and small, and point out not only the most common mistakes but also how to avoid them.

Agility will draw from the experience of hundreds of recoveries the company has accomplished throughout the years, addressing real-time decisions, abandoned plans and panic-induced mistakes to help you avoid those same situations and lead your organization through a crisis.

Register online for The Top 10 Most Common Mistakes During a Crisis webinar on Wednesday, Dec. 16 at 2-3 p.m. ET.  
Building Trust is Also Key
If people like you, they'll listen to you, but if they trust you, they'll do business with you. - Zig Ziglar
Great companies that build an enduring brand have an emotional relationship with customers that has no barrier. And that emotional relationship is on the most important characteristic, which is trust. - Howard Schultz
The greatest asset, even in this country, is not oil and gas. It's integrity. Everyone is searching for it, asking, 'Who can I do business with that I can trust?' - George Foreman

Trust is a key element of business. Gaining trust can be hard and easily lost. Knowing who to trust can be a cross between reputation and direct experience. With insurance carriers most people hope they never have to have direct experience which leaves just reputation. Travelers Select has developed a guide to help you sell the value of their commercial products broken down into three easy steps.
  1. A local company with the strength of a national carrier.
  2. A company that is fast and accurate.
  3. A company that offers specialized solutions that are tailored to their industry.
Here is a flyer of Travelers Select Master Pac or Pac Plus exposures. Check the product page on for state availability.  
Introduction to ESignature

Join DocuSign for a complimentary webinar on Thursday, December 17th at 1PM EST to learn more about DocuSign for your agency. DocuSign staff will show you how you can use DocuSign for everything from new policy applications to coverage election forms. DocuSign will cover the basics, including how to take advantage of your exclusive Big "I" member price discount, and leave plenty of time for you to ask us questions:
  • Legality and security: We'll show you how DocuSign is a best practice in keeping you and your clients safe
  • Ease and convenience: See what your clients will see when you send documents through DocuSign, and learn just how easy it is to sign
  • Sending, templates and account management: We'll get you up to speed on setting up your account, short cuts with document templates, and account management 101
Register online for the December 17th session and we'll see you there
Insurance in the Headlines

Mark your calendars for the first Big "I" Virtual University webinar of 2016 and join VU expert Bill Wilson as he presents "Insurance in the Headlines." This three-hour program examines over a dozen current issues in the news (both consumer and industry) and their insurance implications with topics ranging from: homeowners insurance loopholes, car 'sharing' economy and resulting coverage gaps, driverless and 'wired' vehicle danger, fracking, landscape of terrorism, parents sued for failure to immunize children, climate change, home and business under- or -over-insured, NARAB, diversity/generation changes and cyber issues.

Insurance in the Headlines
January 27, 2016 - 1:00 to 4:00 p.m. EST
Cost: $79
Click here to register

By the end of the webinar attendees will be better able to counsel customers who question the exposures to loss of these issue and then respond (where possible) by matching them to insurance products and risk management techniques that can also help minimize agency E&O exposure. Webinar questions can be sent to Virtual University staff.

Remember that you can view the following webinars 24/7 by checking out the BIM Webinar Library. To do that log onto Big "I" Markets and click on "Publications".
  • Personal Liability Trends - Fireman's Fund
  • TravPay
  • Commercial Lessor's Risk
  • Affluent Homeowners
  • Travelers Select Products (series)
  • Travel Insurance
  • Community Banks
  • XS Flood
  • Real Estate E&O
  • RLI Personal Umbrella
  • Affluent Homeowner
  • "Oh, by the way...Flood Sale"
  • Habitational
  • Non-standard Homeowner
  • Student Housing
For all you folks who recently registered for Big "I" Markets, remember you can participate in a webinar from the comfort of your office to help you learn how to navigate around the system. Every Thursday at 2:00 p.m. EDT we'll show you how to navigate the Big "I" Markets platform, including how to submit a quote! A recording of this webinar can be found under "Publications" after logging into Big "I" Markets.
Scallywag Sales Stopper aka Controlled Business Statutes
By Paul Buse, President of Big I Advantage®

Recently, I was involved in some conversations over an industry "disruptor" who's rai·son d'ê·tre rests on the tactic of selling insurance into a situation where the primary relationship with the insured is a non-insurance business relationship. As students of the industry, you may know that this tactic is not new. You might also have a sixth sense that such situations rarely go well for the buyer. Situations where sellers might be seen as having "control" over the buyer often have insurance inserted to the transaction as a "tie-in." Picture high commission, low loss ratios, and high profit products. Insurance sold to protect loan collateral, insurance on the life or disability of a borrower, product warranties and insurance on titles are examples where regulators watch sales approaches very carefully.

Here's where "Controlled Business Statutes" come in. Regulators realized it's not just tie-in sales but all sales where insurance is not the focus of the transaction usually are problematic. These laws expand the concept of "control" beyond whether or not a loan is made or a mortgage is approved. The earliest example I am aware of where an expanded idea that "control" is bad was when a large automobile manufacturer sought to form its own insurance agency to save themselves the commission paid to an independent agent. Regulators, at the time, didn't like such a "closed" agency as it would operate out of the public eye and insurance being an intangible product of public trust needs openness and transparency.

Here's some example language: "An insurance license should not be provided to anyone seeking to sell insurance on their own interests or those of other persons with whom he or she is closely associated in capacities other than that of insurance agent or customer representative."

These are the 23 states that have such statutes according to regulatory filing by a title insurance agency. Alaska, Arizona, California, Colorado, Connecticut, Hawaii, Idaho, Indiana, Kansas, Kentucky, Louisiana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, Oregon, Tennessee, Utah, Vermont, West Virginia, Wisconsin and Wyoming. I can tell you I know there are more than 23. Here's an example of
one not on the list above.

CONTEST: If you email me ( the link to a controlled business statute in any state, I will put your name in a drawing for a Waterman Big I Advantage pen. This is a very nice pen, blue waterman box and probably made in France and everything. The logo is our original Big I Advantage logo and has the old IIAA logo built in. I will also enter your name in the drawing if you send me an atypical example of a controlled business scenario. That means, don't send in anything with banks, car dealers and or titles.  
Two for Tuesday Trivia
Be one of the first five with the correct answers and win an envy-inspiring TFT Trivia T-shirt. Don't forget to answer the Tie Breaker!
Congratulations to this week's winners - Dawn Recasens (NV), Aaron Davids (FL), Linda Davidson (WA), Jack Harris (IN) & Toni Bowers (LA).
1. In 2007, the Aquafresh company paid for an insurance policy worth ten million US dollars to insure the smile of which star? - AMERICA FERRERA
2. On this date (December 1st) in 1913 the first of these opened in the United States on the corner of Baum Boulevard and St. Clair Street. - DRIVE-IN GAS STATION
3. For the FloodSmart Agent Referral Program what are the four criteria needed as proof of training? - 1. Your Name, 2. Name of Course, 3. Date Course Completed, 4. Length of Course

Five NFL stadiums are sponsored by banks. Name them. - 1. EverBank Field, 2. M & T Bank Stadium, 3. U.S. Bank Stadium, 4. TCF Bank Stadium, 5. Bank of America Stadium
Here are the top three items that got BIM agents clicking from our last edition... see what you missed!
  1. Free Leads from FloodSmart
  2. FloodSmart Agent Referral Program
  3. Supreme Court Decision Alters Retirement Landscape
Big "I" Markets Sale of the Week
Congratulations to our agent in Pennsylvania on a habitational apartment sale of $35,241 in premium!  

Tuesday, December 8, 2015

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TFT is authored by Michael Welch
Big "I" Markets Marketing Assistant