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In This Issue:
An Open Window On Rain
More Personal Umbrella Mythbusting
Special Feature: Insurbanc Offers the Visa for Independent Agents
Additional Items:
Parting Shot
Last Week's Most Clicked
Sale of the Week

Coverage for Wind Driven Rain Can Give You a Sales Advantage
The current industry ISO BOP form does not include coverage for damage to the interior of a building if there is NO damage to the exterior roof or walls of the structure through which the water enters. In fact, the last ISO BOP form to include this coverage was the ISO BP 00 02 12 99.

While the ISO basic form does not include this coverage any longer - MiddleOak's habitational programs do have this optional coverage available.

With MiddleOak, you can recommend this critical optional coverage for your clients to purchase for their protection. This is a valuable advantage when marketing for new and renewing existing accounts. Some examples of the types of claims that would be excluded without wind driven rain coverage are:
As a habitational specialist, our owners' and property managers' structures are susceptible to this type of loss. As their advisor, it is critical that this be discussed and evaluated for each new and renewal client you have. Be sure to use this powerful sales and retention advantage today!

The Habitational - Apartment Program and Habitational - Condominium Program from MiddleOak are available in AR, AZ, CO, DE, GA, IA, ID, IN, KY, MD, ME, MI, MO, MT, NH, NJ, NY, NV, OH, OR, PA, SC, TN, UT, VA, VT, WA, and WI on Big "I" Markets.  
Special Feature:
Insurbanc Offers the Visa for Independent Agents
By Elif Wisecup, Director of Marketing of Big I Advantage®

Insurbanc understands the financial challenges independent insurance agencies face. They're here to work with you to help manage your agency efficiently. InsurBanc's Business Visa Credit Card may be what your agency needs.

InsurBanc's Business Visa Credit Card was specifically designed for the insurance industry. It offers insurance professionals the opportunity to manage expenses with ease, while also earning rewards.

Insurbanc's Visa card includes features that are important to your agency:
  • No Balance Transfer Fee
  • Introductory Rate on the First Six Months
  • Free Rewards Program
In addition, Insurbanc also included over 10 enhanced protection benefits, including auto rental collision damage waiver, zero liability on unauthorized purchases, purchase security and more. You wouldn't expect anything less from the bank designed by agents for agents. To learn more or to apply today, click here or call 866.467.2262.

Member FDIC  
International Assistance in Troubled Times
As recent global events have shown us, tragedies can occur at any time or any place. It is important for businesses to ensure that proper protection is available for international travelers during emergency situations.

Through the ACE International Advantage Executive Assistance® Services, clients have access to crucial medical and political assistance, including evacuation and repatriation. The Executive Assistance Services also include the ACE Travel AppSM, a smartphone travel tool that includes real-time travel alerts and allows clients to connect to emergency response services at the push of a button.

Executive Assistance® Services highlights include:
  • Emergency Medical Evacuation including Repatriation
    • $1 Million Policy Limit
    • Emergency hospital admission deposit (up to USD $10,000)
    • Dispatch of doctor of specialist as needed
  • Political Evacuation
    • Priority access to iJet emergency evacuation services
    • Repatriation to country of which employee or volunteer is resident / citizen, when necessary
  • Personal and Legal Assistance Services
    • Lost document assistance
    • Emergency cash advance (up to USD $1,000)
    • Legal access to local attorneys
  • Concierge Services
    • Pre-trip assistance
    • Destination profiles
    • Reservation assistance
  • Travel Tools and Alerts
    • Available through the ACE Travel AppSM website or mobile app
ACE Travel AppSM highlights include:
  • Receive real time alerts that are relevant to your travel plans
  • Mapping of hospitals and embassies
  • Call me back feature
  • An alternative to outdated and expired wallet cards
  • Quality aggregation of the country information
  • Traveler can filter the alerts to meet their needs
  • Seamless integration between web and mobile devices; enter travel information once
  • ACE Travel AppSM operates on all major devices
ACE International Advantage offers your clients protection while working around the globe. For as low as $1,250*, the ACE International Advantage foreign package policy can protect against the financial and personal risks confronting organizations with exposures outside of our nation's borders.

To access this product visit and select International Advantage from the commercial products menu.

ACE International is offering an International Advantage Overview webinar. Please click the link below to register:

Wednesday, January 20 @ 2:00 pm EST

*Pricing may vary subject to individual account underwriting  
Big "I" Virtual University Webinars

Don't miss the following education opportunities provided from the Big "I" Virtual University experts that focus on topics agents need to know to make a smart start in 2016. For more information, contact national staff.
  • January 27. "Insurance in the Headlines" webinar which examines over a dozen current issues in the news (both consumer and industry) and their insurance implications ranging from car sharing to NARAB, generational changes, homeowners loopholes and more. This webinar is approved for 3 hours of CE in Idaho, Maine, Montana, North Carolina, Oregon, Virginia, Washington and Utah. Click here to learn more and register.
  • February 1. "First Monday LIVE!" a free monthly webcast hosted by the VU's own Bill Wilson and guests on the first Monday of the month, to discuss the wide world of insurance. Each 30-minute webisode will cover "what's going on" (drones, car sharing, concealed weapon laws, legalized marijuana, legislative issues) and the implications along with hot topics, your feedback and more. The inaugural broadcast will discuss "price optimization or price gouging?" and have time for audience Q&A. Click here to learn more and register.
  • February 24. Emerging Insurance Pricing Mechanisms..The End of Underwriting? This two-hour program examines past, recent, current, and emerging pricing mechanisms, from the inception of judgmental underwriting to class rating to data analytics and predictive modeling. Click here to learn more and to register.
  • March 23. "Horrible Commercial Lines Policy Forms and Endorsements to Avoid or Be Wary Of" This program examines dozens of commercial lines policy forms and endorsements that business entities should avoid in their insurance programs if at all possible. Discussion topics range from why be concerned to who's to blame, to Non-ISO and ISO Policy Forms and Endorsements and what to do, along with time for questions and answers. Click here to learn more and register.
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.
Insurance and Economics
Increase Your Commissions
By Paul Buse, President of Big I Advantage®

Recently, I was distracted by an article "
How Individuals Purchase Insurance: Going Beyond Expected Utility Theory." My father was an economist so I figured, "I can read this stuff!" Plus, it wasn't that long, so I jumped in. What I took away is surprisingly practical:

Tip #1: If you sell insurance to people who really like what they are insuring, they are more willing to buy more coverage. (For example, ask me to insure my carbon bike.)
Tip #2: People who purchase optional increased limits on one policy are more likely to do the same on other policies. (I bought UM/UIM on my umbrella, I'm a likely big life insurance and disability customer.)
Tip #3: After a big loss event people are more likely to buy insurance for that sort of loss event. (Flood in my area, I'm very likely to buy a voluntary flood policy.)

Extra Credit: Those of you that like academics-based thinking may be interested a second paper "The Affection Effect In Insurance Decisions." It gets into the logic and proof behind the above conclusions and if you are the curious sort, well I recommend it. Don't be put off by the use of the word Affection…just read it as "The Emotion Effect in Insurance Decisions." As student of insurance, you should know insurance is very much at the cross-roads of the battle between traditional economists and their 100% rational homo economicus and behavioral economists and their Dilbert cartoons.
Click for larger version

Source: A.M. Best Aggregates and Averages IEE and Underwriting and Investment Exhibit  
Last Week's Most Clicked Links
Here are the top three items that got BIM agents clicking from our last edition... see what you missed!
  1. Bizarre Christmas Claims
  2. Horrible Commercial Lines Policy Forms and Endorsements to Avoid or Be Wary Of Webinar Info & registration
  3. Umbrella Myth #1 A personal umbrella is something agents only need to offer to wealthy customers
Big "I" Markets Sale of the Week
Congratulations to our agent in New Jersey on a travel insurance sale of $3,065 in premium!  

Tuesday, January 19, 2016

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