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president’s letterMr. Wilson,Let’s Think StimulusNot TPPBY BOB ISACSENHere we go again! When most ofmanagement’s growth techniqueshave failed to bring meaningful results,they turn their attention to their mostvaluable asset, the Allstate AgencyOwner.The company is now in the process of“pulling the trigger” across the country byopting to exercise the 90-day terminationprovision under many agent contracts forfailure to meet Expected Results.This purging of agents is counterproductive.What little economic gainthe company stands to realize from thesefirings will more than be offset by loweragent morale and distrust.Achieving Expected Results is harderthan ever with Hurricane Risk Management,unprecedented rate increasesand diminished brand image. Yet themanagement team that created theseproblems continues to look high andlow for someone to blame when all theyhave to do is look in the mirror. Now,as they continue to lop off agenciesacross the country to show they meanbusiness, management seems to have finallytaken note that the competition ispassing them by in new business writings.Never mind that agents have beencrying, “It’s the rates, stupid,” for yearsnow. Let’s all hope they finally get it andthat it’s not too late.Warren Buffett, CEO of BerkshireHathaway, recently wrote the followingabout GEICO, a Berkshire subsidiary:“Tony and I feel like two hungry mosquitoesin a nudist camp. Juicy targetsare everywhere. First, and most important,our new business in auto insuranceis now exploding. Americans are focusedon saving money as never before, and theyare flocking to GEICO. In January 2009,we set a monthly record – by a wide margin– for growth in policyholders. Thatrecord will last exactly 28 days. As wego to press, it’s clear that February’s gainwill be even better.” Obviously, GEICOExclusivefocusNational Association ofProfessional Allstate Agents, Inc.P.O. Box 7666Gulfport, MS 39506-7666Phone Toll Free (877) 627-2248Toll Free Fax (866) 627-2232Web Site www.napaausa.orgEmail HQ@napaausa.orgJim FishExecutive EditorP.O. Box 7666Gulfport, MS 39506Phone (877) 269-3474 • Fax (866) 627-2232Exclusivefocus@napaausa.orgExclusivefocus and DirectExpress are officialpublications of NAPAA - The National Associationof Professional Allstate Agents, Inc. No part of thispublication may be reproduced without prior writtenpermission of the publisher. It is the policy of thispublication to reflect the professional thoughts and attitudesof our members and to advance the professionalismof the insurance industry to the ultimate benefitof the insuring public.The views expressed by NAPAA, or any of itspositions relative to its activities and those of itsmembers’ actions on behalf of this organization, areexpressly those of NAPAA, and do not reflect the viewsor the opinions of Allstate Insurance Company, or anyof its affiliates.Letters to the Editor: All letters must include anaddress and a daytime and evening phone number. Wereserve the right to edit letters for clarity and space.This issue of Exclusivefocus magazine may containarticles of interest submitted to NAPAA by outsideauthors. NAPAA is not responsible for the opinions, adviceor accuracy of any information provided therein.NAPAA’s Mission StatementNAPAA is dedicated to the success of AllstateExclusive Agency Owners and to advancethe independence and entrepreneurial spirit ofour members.NAPAA’s GoalsOur goals are subject to alteration, influencedby a constantly changing environment and theneeds and wishes of our members.NAPAA encourages its members to activelyparticipate in the process of defining and refiningour Mission, Goals and Positions.Our General Goals:• To provide an organization specifically tailoredto benefit Allstate Exclusive Agents• Monitor legislative and legal issues pertinentto Agents and their clients• Maintain an Action Fund to support issuesbeneficial to agents and clients• Provide reliable communications on all issuesthat affect Agents and the ability to call uponour members to act• Provide Agents with a distinct voice on issuesthat affect them, continually exploring optionsand solutions• Make tools and resources available formembers in an effort to increase agency valueand success.For more informtion, please visitwww.napaausa.org6 — Exclusivefocus Spring 2009
is doing something right… when was thelast time customers flocked to Allstate?I find it hard to believe the same corporate-typeswho participated in the “Greed isGood” mentality of Wall Street by providinga viable market for sub-prime (CDO)instruments are now the sole judge andjury for the future of the Allstate AgencyOwner and their families.We are all in this financial debacletogether. The sooner Allstate becomesa true partner with its agency owners,the more resilient and long lasting theywill become. Instead of looking for reasonsto terminate agents, let’s try givingthem more competitive rates. If ratesare high, agents won’t advertise - it’s awaste of time and money. But if rates arecompetitive, agency owners will take thenecessary steps to drive business to theiragencies and grow their books of business.In turn, when agencies grow, Allstategrows. In other words, “let’s thinkstimulus not TPP.”We are very excited about hosting theNational EA Conference in Savannah,Georgia this April. Our NAPAA managementteam has put together a fabulous eventline up. Please join us at our conference thisyear and become part of the solution.Part of the success of NAPAA hasbeen its ability to attract first-rate officersand directors who unselfishly serveour growing membership. If you have adesire to serve your fellow agents, pleaseconsider a volunteer position at NAPAA.Our board is anxious to discuss an opportunityto serve with you, so please letus know if you have an interest.Warm regards,Bob Isacsen, NAPAA PresidentAlways a cell phone away:(917) 553-6404Support Those Who Bring YouThis MagazineIf you have a customer moving out of state, call theAgent-to-Agent Hotline to find an experienced NAPAAmember in the area. Give something back to thosedues-paying memberagents who make thispublication possible.Your support isgreatly appreciated.When you havea Transfer-Out…Call 877.627.2248Send email requests toHQ@napaausa.orgNAPAA Board of Directors 2008-2009ADMINISTRATIVE OFFICESJim Fish, Executive DirectorP. O. Box 7666Gulfport, MS 39506Ph # 877-269-3474ExecutiveDirector@napaausa.orgNancy Fish, Association ManagerP.O. Box 7666Gulfport, MS 39506Ph #877-627-2248Fax #866-627-2232hq@napaausa.orgPlease email HeadQuarters@napaausa.org to contact our officers and directors.Include the name in the subject line.OFFICERSBob IsacsenPresidentHoboken, NJDale RevelsImmediate Past PresidentKissimmee, FLRichard LarkinExecutive Vice PresidentFernandina Beach, FLDebe Campos-FleenorTreasurerTucson, AZGeorge AdamsSecretaryBirmingham, ALDIRECTORSRoslynne Ross, Annapolis, MDJohnny Leigh, Amarillo, TXRon Jay, Yukon, OKIsmael Melendez,Federal Way, WASpring 2009 Exclusivefocus — 7
Page 1: ExclusivefocusSpring 2009An Officia
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Page 9 and 10: letters to NAPAARE: Old ManagementY
Page 11 and 12: We Finance Allstate Agencies!Paul C
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Page 16 and 17: usiness tipsBuyer Beware:All Lead G
Page 18 and 19: agent issuesProtecting Your Book of
Page 20 and 21: that are occurring. Defendants’ w
Page 22 and 23: usiness tipsLenders Respond toAgenc
Page 24 and 25: other voicesAmerica Needs Insurance
Page 26 and 27: opinionPockets Lined With GoldONE A
Page 28 and 29: agent issuesWho Controls Allstate A
Page 30 and 31: to our mutual interest to satisfact
Page 32 and 33: Is a sea of paperwork slowing youdo
Page 34 and 35: usiness tipsGo to Great HeightsThro
Page 36 and 37: technologySteps to a Successful ACT
Page 38 and 39: other voicesCaptive Agents, the For
Page 40 and 41: featureThe Robots are HereAllstate
Page 42 and 43: agent issuesMr. Wilson: Please Reco
Page 44 and 45: featureThe Emergence of the “Inde
Page 46 and 47: testing regulatory agencies. The co
Page 48 and 49: Hands Commitment that promised “e
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Page 54 and 55: letters to NAPAAWhen Richard Crist
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NAPAA Membership Applicationand/or
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the NAPAA market placeAgencies for
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