New IIABA Chair Seeks More Washington Clout

He said that while state associations have strong advocacy at their level–with a number of major insurance issues being tackled by federal lawmakers, such as the modernization of the industry, terrorism reinsurance, natural disaster, tax reform and crop insurance–the division needs to be in a more effective position to fight for the interests of independent agents and their customers.

Natural catastrophe, a concern that IIABA's past chairman, Alex Soto, spoke about often during his tenure, will continue to be a focus of the division's advocacy, Mr. Fulwider said.

He also promised that the association's branding initiative, Trusted Choice, will take the next step in its evolution.

Having grown in recognition among agents and companies, it is now time for agents to "live the brand," he said, explaining that the aim now will be to get agents to use the brand in dealing with customers so the brand becomes a fixture in the consumer's mind, and in turn helps increase agents' market share.

"This is a full-fledged, year-long program that gets our agents up to speed and has them actually thinking Trusted Choice rather than just displaying it on the wall," said Mr. Fulwider.

Real Time, the push to get agents to use company technology offerings of SEMCI–single entry, multiple company interface–will continue, he said. He underscored the importance of advancing this cause, noting that if more agents do not utilize what companies have invested so far, carriers will not be inspired to make additional investments and upgrades in the future.

He said the IIABA will also take a deep look at its sources of revenues for the next 20 years and try to find new ways to deal with future costs while minimizing the use of agent's dues to the association.

The association currently has a healthy $20 million budget and is in no financial difficulty, he said, adding that the review of the association's financial picture will make sure it remains healthy well into the future.

Turning to another goal, Mr. Fulwider said relationships between agents and their companies in some regions of the country need to be improved. The IIABA has programs in place to accomplish that goal, he said. They are just not being utilized to their potential, he noted.

"Agents are not using the existing programs, and I feel the association needs to put a new ribbon on them and put them out there," he said.

Mr. Fulwider called for an opening up of the association to other groups to add more opportunity for membership. He noted that there are a growing number of international members and the association's new by-laws will help to establish these relationships so outside groups who have relationships with independent agents and are looking "for a new home" will have a place to go.

Existing programs, such as InVEST (a training program), Best Practices, Young Agents Council and the technology affairs committees have proven their value, and Mr. Fulwider believes such programs need to be enhanced. He also said agents need to be more aware of these programs. At the same time, state associations should feel that they, too, can take advantage of these programs and eliminate any feeling of competition between the state and national programs.

"There should be unlimited success for the agency marketplace if everyone takes advantage of what is available," he remarked.

He said there are some internal communication gaps between the state and the national associations that he wants to eliminate by working more closely with state executives.

"I want to see if we can come together on some common goals so that there is a bridge on everything that we do between the state and the national association–so it is seamless and consequently our agents are better served and that resonates back to serve the consumer better," he said.