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We’re excited to bring you live, remotely-delivered sales training specifically for CSRs and account managers!
Designed to help increase cross-selling, up-selling and account-rounding skills, the program will help CSRs and account managers close business more confidently and more frequently. Plus, owners and managers get private “coach-the-coach” sessions to ensure successful implementation – all without leaving the office!
[Picture of Sheldon to the left] Delivered by Sheldon Snodgrass, acclaimed IACON19 speaker, the one-year CSR Sales Habit Builder program delivers engaging, live web-video coaching to build powerful habits that lead to a great company sales culture.
The CSR Sales Habit Builder program will teach CSRs and account managers to:
Easily transition service calls into sales conversations
Turn account review calls into account rounding and up-selling calls that are welcomed by clients
Ask questions using an emotive sales process to sell beyond price and improve closing ratio
Generate more referrals between departments and customers
Stop wasting time remarketing policies every time a customer says, “My rates went up!”
Create air-tight follow-up habits in response to “I’ll send it to you…” or “I’ll ask my spouse and call you back.”
Confront fear-based, limiting beliefs that people hate to be sold or that they only care about the lowest price.
After working with Sheldon, one agency owner remarked, “Over the course of his coaching we saw a 73 percent increase in net new PL policies.”
To learn more or begin working with Sheldon, contact him at (413) 244-2294 and be sure to mention you’re an OIA member. He offers a 100 percent happiness guarantee – if after the first session you don’t believe the program will deliver on its promised results, you get a full refund and can keep all the program materials.
By Argosy Risk Specialists
…Because if you’re not, another broker surely will.
Argosy Risk Specialists is here to offer expert guidance in complex environmental matters. By partnering with us, you can help protect your insureds from potential environmental liabilities. Engaging Argosy in the process--as a seamless and collaborative part of your account team, a consultant or as an indirect advisor—allows you to feel confident in addressing this complicated subject, helping to keep your clients and drive new business.
Argosy is led by Tanya Andolsen, a 23-year veteran and leading expert in the environmental insurance niche, with extensive experience at some of the most trusted organizations in the industry.
“It’s important to me that agents and brokers value the guidance that Argosy Risk Specialists can offer as a trusted partner and resource when it comes to environmental risks,” said Andolsen. “Throughout my career, I’ve encountered too many companies that are uninsured or underinsured for potential environmental liabilities. In most cases it’s because of inadequate counseling or direction from their current agent or broker, merely because the account team lacks the expertise or knowledge on how to even begin addressing the subject with their insureds.”
Andolsen served at AIG Environmental as an underwriter and later as a regional manager, overseeing a team of several environmental risk analysts and loss control consultants. During her years years at AIG, she worked alongside many industry leaders responsible for the development of fundamental coverages and underwriting guidelines that have been the building blocks in the environmental insurance market. Later, she moved to the brokerage side, spending 13 years at Wells Fargo Insurance Services (formerly Wachovia and Palmer & Cay), as a national environmental specialist, working with clients nationwide on a wide range of environmental risk management and insurance placement services.
In 2016, she joined Armada Risk Partners as Senior Vice President and Director of Environmental, where she expanded her portfolio to include Property & Casualty Team Leader.
A native Clevelander, Ms. Andolsen earned an MBA in International Business from Baldwin Wallace University, as well as a BSBA from John Carroll University, with a dual major in Logistics and Marketing and a minor in Communications.
Argosy Risk Specialists is a company partner of Ohio Insurance Agents Association.
Argosy Risk Specialists is a wholesale insurance broker offering guidance on how to best transfer unique and complex environmental risks. We assist reputable brokers nationwide in the placement of state-of-the-art, creative and relevant environmental insurance programs.
Based in Cleveland, Ohio, our service team offers considerable access to multiple markets, fast response times, and support that goes beyond simple insurance placement.
Learn more at www.ArgosyRisk.com
Last Friday evening, the Federal Emergency Management Agency (FEMA) announced that the National Flood Insurance Program (NFIP) will resume the normal sale of new insurance policies and the renewal of expiring policies.
This order rescinded an earlier decision that halted sales operations by the NFIP because of the current government shutdown and lapse in appropriations.
The reversal came after banking, insurance and political leaders from both parties criticized the halting of sales of new and renewal flood policies. Critics said that FEMA was ignoring the intent of Congress to keep the NFIP operating during a shutdown expressed when on Dec. 21, 2018, it passed legislation that reauthorized the NFIP until May 31, 2019.
Insurance, Banking Groups Balk at Limits on Flood Insurance Operations During Shutdown
Critics also argued that any disruption in sales of flood insurance could hold up real estate closings. “FEMA’s unexpected decision will complicate and delay loan closings for borrowers who are required to carry flood insurance and seek NFIP coverage for as long as the government shutdown continues,” the American Banking Association (ABA) said in a statement earlier yesterday.
FEMA said all NFIP insurers have been directed to resume normal operations immediately and advised that the program will be considered operational since Dec. 21, 2018 without interruption.
Sen. John Kennedy, R- La., a sponsor of the NFIP reauthorization bill, was among the lawmakers trying to get FEMA to restart normal operations.
“It’s taken a lot of phone calls to Washington, D.C., but FEMA finally came around to what I recognized from the beginning. My reauthorization legislation, which was signed by President Trump into law, prevents any disruption to the National Flood Insurance Program,” said Sen. Kennedy.
Rep. Maxine Waters, D-Calif., ranking member of the House Committee on Financial Services, was among those who also urged FEMA to reconsider what she called its “harmful and incorrect interpretation of its authority” and resume its “important work of providing flood insurance.”
This article was originally published by Insurance Journal on December 28, 2018.
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With the upcoming implementation of medical marijuana in Ohio, you and your commercial clients may be wondering what impact, if any, this change will have on the Ohio Bureau of Workers’ Compensation (BWC) and its programs? BWC recently put together a fact sheet with information to help you understand the impact that this change will have on Ohio workers’ comp.
What does Ohio's medical marijuana law say?
In 2016, the Ohio General Assembly set up the framework to legalize medical marijuana in Ohio, effective Sept. 8, 2018.
It was approved for certain medical conditions, including pain that is either chronic and severe or intractable, PTSD, and traumatic brain injuries.
At this time, the only legal forms of medical marijuana will be edibles, oils, patches, plant material and tinctures. Vaporization is permitted. It cannot be smoked or combusted. Home growth is prohibited.
The Ohio Department of Commerce is tasked with regulating the licensure of medical marijuana cultivators and processors, as well as the laboratories that test medical marijuana. The state of Ohio Board of Pharmacy will license retail dispensaries and register patients and their caregivers.
Additionally, the State Medical Board of Ohio will regulate physicians’ requirements and procedures for applying for and maintaining certificates to recommend medical marijuana and maintain the list of conditions for which medical marijuana can be recommended.
What is the impact on the new law on the Ohio BWC?
The impact of the new law on BWC and its programs is limited.
It does not adversely affect the Drug-free Safety Program, will not require BWC to pay for patient access to marijuana, and expressly states that an employee whose injury was the result of being intoxicated or under the influence of marijuana is not eligible for workers’ compensation.
Nothing in the law requires an employer to accommodate an employee’s use of medical marijuana.
The law does NOT prohibit an employer from refusing to hire, discharging, or taking an adverse employment action because of a person’s use of medical marijuana.
The law specifies that marijuana is covered under “rebuttable presumption.” In general, this means that an employee whose injury was the result of being intoxicated or under the influence of marijuana is not eligible for workers’ compensation. This is the case regardless of whether the marijuana use is recommended by a physician.
While the law does not specifically address reimbursement for medical marijuana recommended for injured workers, Ohio law already has rules and statutes in place that limit what medications are reimbursable by BWC.
Administrative code provides that drugs covered by BWC are limited to those that are approved by the United States Food and Drug Administration. Marijuana has not been approved by the FDA and remains a Schedule I illegal drug under federal law.
BWC-funded prescriptions must be dispensed by a registered pharmacist from an enrolled provider. Medical marijuana will be dispensed from retail marijuana dispensaries, not from enrolled pharmacies.
BWC only reimburses drugs that are on its pharmaceutical formulary, which is a complete list of medications approved for reimbursement by BWC. Drugs not on the list are not eligible for reimbursement, and under BWC’s current rules, it cannot be included in the formulary, nor is it otherwise eligible for reimbursement.
What can employers do?
If you have not done so already, the best way employers can protect their workers and themselves is to establish a drug-free workplace, or, if they already have one, to review and update it if necessary.
This is important because certain sections of the new law reference the use of medical marijuana in violation of an employer’s drug-free workplace policy, zero-tolerance policy or other formal program or policy regulating the use of medical marijuana.
For what this means to your specific workplace, consult your human resources or legal department.
View BWC fact sheet
Motorists Insurance Group, a platinum-level company partner, has launched its new commercial lines company – Motorists Insurance – in Michigan and Tennessee.
The company features state-of-the-art technology to make the process from quoting to issuance and policy servicing simple and streamlined via Guidewire InsuranceSuite™, which Motorists Insurance Group purchased in 2014.
The suite includes underwriting, claims management, billing, rating and policy administration. Motorists also purchased Guidewire portals to improve its agency and policyholder interactions.