to find quality vendors who <strong>of</strong>fer affordablesolutions for the products andservices agents will need in the comingmonths. As you will see in this issue <strong>of</strong>Exclusivefocus, we have asked several <strong>of</strong>these vendors to write articles that canhelp you understand some <strong>of</strong> the issuesyou’ll soon face on the technology front.I hope you will find this informationhelpful and timely.In addition to helping agents locatesolutions for the pending technologytransition, we have also been looking forways for agency owners to earn additionalincome. We are seeking income opportunitiesthat can be worked part-time,have no quotas and don’t jeopardize youragency agreement. We are announcingour first such opportunity in this issue <strong>of</strong>Exclusivefocus.In the spring issue <strong>of</strong> ExclusivefocusI wrote that I was disappointed with<strong>Allstate</strong>’s national advertising. If you recall,some company ads at the time weredevoid <strong>of</strong> agent references and encouragedconsumers to call an 800 number.This was a vexing and demoralizing issuefor many agents. But now, basedon the new commercials I’ve seen, it isclear that <strong>Allstate</strong> has had a change <strong>of</strong>heart. The Magic 8-Ball® commercial isa home run for agency owners especiallywhen the ad proclaims “These days, youneed more than just an insurance agent.You need an <strong>Allstate</strong> agent.” This is goodnews for agency owners. The company isnow advertising its fantastic agency forceon television and in print. NAPAA occasionallygets a bad rap for not being positive,so today I am publicly thanking Mr.Wilson and his team for doing the rightthing for the agents and the company.It is up to us to make the most <strong>of</strong> thisnew advertising by focusing on the productsand services that make the most sensefor our customers. While our auto productmay not always be the least expensive optionfor consumers, we do <strong>of</strong>fer some benefitsthat others don’t. And, since it doesn’tappear that the company intends on gettinginto a price war any time soon, it seems tome that if we want to continue our careersselling <strong>Allstate</strong>, we need to learn to sellthe unique features <strong>of</strong> our products. YourChoice Auto is an excellent example <strong>of</strong> afeature-driven product. Selling on pricealone will not do it anymore.Based on what I’ve read lately, it appearsthat <strong>Allstate</strong> is focused on longterm customer relationships. This is goodfor both the agent and the company.<strong>Allstate</strong>’s job is to build better productsthat can help us retain more customers.Our job is to educate prospects and customersabout policy features, options andbenefits. If we do our job properly, thisprocess can help attract some new customersand keep existing customers fromshopping. From my perspective, I don’twant insurance to be a commodity thatis traded every time rates change. Everytime a customer switches policies, guesswhat? I’ve got to replace the account ormy income suffers. We must get awayfrom selling price alone or we’ll alwaysbe dealing with the retention problem.Finally, this is my fourth year as president<strong>of</strong> your association. I am happy toreport that NAPAA is in good financialhealth and we are growing our membership.Exclusivefocus magazine is the onlymagazine in the world specifically writtenfor <strong>Allstate</strong> agents by <strong>Allstate</strong> agents.We send out more than 14,000 copies viaU.S. mail four times a year. Membershipin NAPAA is less than a dollar a day. Ifyou are not a member, I ask for your support.Please join us today or contributeto our legal and legislative Action Fund.If you are a member, I want you to knowthat your support is greatly appreciated.Thank you and good selling.Dale RevelsExclusivefocus<strong>National</strong> <strong>Association</strong> <strong>of</strong>Pr<strong>of</strong>essional <strong>Allstate</strong> 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.orgNAPAAJim FishExecutive EditorP.O. Box 7666Gulfport, MS 39506Phone (877) 269-3474 • Fax (866) 627-2232Exclusivefocus@napaausa.orgExclusivefocus and DirectExpress are <strong>of</strong>ficialpublications <strong>of</strong> NAPAA - The <strong>National</strong> <strong>Association</strong><strong>of</strong> Pr<strong>of</strong>essional <strong>Allstate</strong> Agents, Inc. No part <strong>of</strong> thispublication may be reproduced without prior writtenpermission <strong>of</strong> the publisher. It is the policy <strong>of</strong> thispublication to reflect the pr<strong>of</strong>essional thoughts and attitudes<strong>of</strong> our members and to advance the pr<strong>of</strong>essionalism<strong>of</strong> the insurance industry to the ultimate benefit<strong>of</strong> the insuring public.The views expressed by NAPAA, or any <strong>of</strong> itspositions relative to its activities and those <strong>of</strong> itsmembers’ actions on behalf <strong>of</strong> this organization, areexpressly those <strong>of</strong> NAPAA, and do not reflect the viewsor the opinions <strong>of</strong> <strong>Allstate</strong> Insurance Company, or any<strong>of</strong> 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 <strong>of</strong> Exclusivefocus magazine may containarticles <strong>of</strong> interest submitted to NAPAA by outsideauthors. NAPAA is not responsible for the opinions, adviceor accuracy <strong>of</strong> any information provided therein.NAPAA’s Mission StatementNAPAA is dedicated to the success <strong>of</strong> <strong>Allstate</strong>Exclusive Agency Owners and to advancethe independence and entrepreneurial spirit <strong>of</strong>our members.NAPAA’s GoalsOur goals are subject to alteration, influencedby a constantly changing environment and theneeds and wishes <strong>of</strong> our members.NAPAA encourages its members to activelyparticipate in the process <strong>of</strong> defining and refiningour Mission, Goals and Positions.Our General Goals:• To provide an organization specifically tailoredto benefit <strong>Allstate</strong> 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 <strong>Fall</strong> 2007
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