North Carolina Agents Team Up for Winning Model

I once observed a high school football program go 1-9 for two consecutive years. Then with the backing of the administration, a new coach was brought in who had been part of a successful program.

With a new attitude and desire to win implemented throughout the town, things began to change immediately and for the future. Feeder programs were begun in the middle schools. That which was taught at the higher level also was taught at the lower level. Large sums of money were invested in weight programs, facilities and transportation so that anyone who wanted to participate would be able to. Not only did the efforts start to show up that first year, but also six years later when that school won the state 2A championship and the next year when the school was reclassified 3A, they won the championship again.

I see the same successful plan in place with the Independent Insurance Agents of North Carolina (IIANC).

We have in place programs that are having a dynamic impact on the quality of risk managers needed in today’s competitive market. We also are putting in place those programs, which will insure that our industry will be fed our most needed resource in the future.

Our state association has teamed up with the two universities that offer insurance programs in North Carolina. We are using these relationships to educate their students on careers in insurance. We spend several days a year at both Appalachian State University and UNC-Charlotte alerting the students to careers in the agency system. In addition to the two universities that have specific insurance programs, we also target the business schools of other universities throughout the state. We want to make sure that when these students graduate they know that the agency system is available to them. Without providing this knowledge, we are letting them slip through our fingers.

In addition to our work with the four-year institutions, we also target the community colleges. North Carolina has a community college in almost every county. Our state association has created an insurance orientation course at one of these community colleges, and we plan to expand this course to the other community colleges around the state in the near future.

Moreover, our state is in the beginning stages of implementing the InVest program in our high schools. If you don’t know what InVest is, you are missing the boat. You need to understand this program. It is a curriculum designed to fit into a current high school business course that teaches students about insurance. In addition to the textbook, they set up a mock agency. These students graduate from high school understanding the insurance industry. They are more qualified than most who are newly licensed. If you participate, this program will provide your individual agency with qualified personnel. I know that it will change the way my agency recruits.

On top of preparing new people for the industry, we also educate our current employees. This past year our state association held 189 classes that involved more than 4,400 students. We held seven CIC Institutes and two James K. Ruble graduate seminars that educated 974 of our colleagues. In addition, the association held 67 CISR courses for 1,275 individuals and 98 premier and focus courses involving 1,959 students. Additionally, we held 15 pre-licensing courses for P&L, L&H and LTC. We are educating and growing our current employees. Our association is helping us prepare our agencies for the future.

Our education courses are not restricted to certain locations. If employees cannot get to our facilities around the state, our association will teach courses in an agency’s office. We make sure that location does not affect the quality or quantity of education. The education department will work with an agency to make sure their needs are met.

The IIANC Board of Directors, our education department and our members are committed to introducing students in our state to our way of life. We will continue to offer those programs necessary to grow and mature our current risk managers.

Larry King said he doesn’t teach himself anything; what he learns is from listening.

When we listen to our agents, they have repeatedly said that recruitment and education for their agencies is one of their greatest needs. To our agents we say we hear you. We are continually working to improve the conditions for independent agents in our state. Recruitment and education of employees is just one of the ways we are accomplishing this feat.

I would like to encourage you to become more active in your state and national association. I can assure you, you will get more out of it than you give.

Don Evans is president of the Independent Insurance Agents of North Carolina (www.iianc.com).

Topics Agencies North Carolina Education Training Development Universities