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The AIMS Society blog is designed to provide practical, timely ideas to help insurance agencies improve results from their marketing and sales efforts. Wishing you much success!!! For even more, consider joining the AIMS Society and you'll have access to a powerful network of agents and carrier personnel focused on excellence in sales!


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Posted By AIMS Society, Tuesday, February 21, 2017

Here’s Something You Already Knew — but What Are We Going to Do About It?

The insurance industry, and independent insurance agents in particular, are struggling to keep and retain talent.

That’s hardly new news. Yet it’s the same news the industry has been sharing for literally more than a decade. I know it. You know it. Everyone knows it.

So are we simply going to accept our fate and continue to nod our heads in surrender? Not if those who attended the recent PRO-to-PRO executive retreat in Celebration, Florida, have anything to say about it. In fact, as part of our discussion and review of AIMS activities, we came to resounding agreement that we want to actively work in the coming year toward making our publicly stated vision a reality: “The AIMS Society strives to elevate the insurance profession.” (After all, an elevated profession is an attractive profession).

And just how do we intend to accomplish that? By “inspiring passion for insurance marketing and sales by supporting professional and personal development with education and collaboration that challenges, demands accountability and delivers actionable information.”

As we said during our time together in Florida, we want to make insurance “cool,” for lack of a better word, and we’re excited to share our passion about an industry we all know makes a true difference in the world. Reiterated during our meeting, there are few other industries that can make such a direct impact on an individual’s security or help people and businesses return to a sense of normalcy following a loss. That’s a pretty noble calling.

So, here’s what we’re hoping: that you want to share the positives of our profession and you want to change the trajectory of our talent shortage. Change will only come if we all actively engage to promote and educate both inside and outside the insurance industry. We’re excited about the possibilities. We’re excited to create change through AIMS.

If you’d like to join us, we sincerely hope you’ll consider a position on the board or offer your involvement in other ways. If you’re ready today or you have questions about how you can help, contact Donna Gray at the AIMS Society at If you need a bit more detail before committing, keep an eye out for some updates and invitations over the next few months. We’re ready to engage and can’t wait to hear your ideas and benefit from your unique talents. Let’s work together to make some exciting news!


Tags:  agency value  AIMS Society  efficiency  Insurance Education  Networking  producer compensation  productivity  Professional Development  PRO-to-PRO  self-improvement  Social Media  teamwork  time management 

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FREE Attendance at 2017 PRO-to-PRO

Posted By AIMS Society, Tuesday, January 24, 2017

How to Get it PLUS a Designation!

Free attendance for the 2017 PRO-to-PRO? How can that be? Actually, it's quite the deal.

If you come to Celebration, Florida just two days early, you can earn your CPIA designation and then stay through the end of the week for the PRO-to-PRO Retreat — free,

Yes, you read that right: Anyone who signs up for the CPIA seminars February 7-9, 2017 and stays at the Bohemian Hotel Celebration in our event's block of rooms will have their PRO-to-PRO attendance fee waived; that's how dedicated we are to making your time in Celebration even more worthwhile. 

You're committed to only one trip (to a pretty awesome location, particularly in the middle of winter), but will reap multiple benefits, including the only focused sales and marketing designation in the insurance industry, as well as interaction with some of the smartest minds in the industry.

Here's the itinerary:

February 7 — Position for Success (CPIA 1) — Facilitator: John Fear

February 8 — Implement for Success (CPIA 2) — Facilitator: Becky Lathrop

February 9 — Sustain Success (CPIA 3) — Facilitator: Ed Lamont

February 9-10 AIMS Society PRO-to-PRO Retreat

February 11 Optional golf outing

Of course, we welcome everyone for any portion of the week, but would love to send you home with both the CPIA Designation and the PRO-to-PRO experience. It's not too late to register, either, and we're eager to answer any questions you might have in advance of signing up. Just contact Donna Gray at Hurry! The cut-off date for the discounted block of rooms ends January 26th!  

Check out all the details of the 2017 PRO-to-PRO agenda, read more about the benefits of the CPIA Designation, and sign up today! We look forward to seeing you in Celebration!



Tags:  Agency Management  agency sale  agency value  AIMS Society  CPIA designation  efficiency  Friends  Insurance Education  Insurance Journal  insurance marketing and sales  Leadership  Networking  productivity  Professional Development  PRO-to-PRO  Relax  Risk Management  self-improvement  sellability  Social Media  teamwork  Technology  time management  vacation 

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Come See John Fear and Be Brilliant!

Posted By AIMS Society, Wednesday, January 11, 2017

PRO-to-PRO Registration Open through January 18

John Fear

Alone we are smart. Together we are brilliant. 
What a great sentiment from educator Steven W. Anderson — one we believe captures the power of collaboration found each year at the AIMS Society's PRO-to-PRO.

We think you'll feel particularly brilliant while collaborating at this year's PRO-to-PRO executive retreat. One of our presenters and collaborators will be John Fear, whose resume is impressive:

  • He has worked in the insurance industry for more than 20 years in the areas of life & annuity, small commercial, boiler & machinery, field operations, process engineering and personal insurance.
  • As national director of agency development at Travelers, John has conducted nearly 100 workshops for agency owners and principals (with 1,500+ attendees).
  • He also developed and facilitated more than 60 sales training sessions throughout the country for more than 2,000 producers and CSRs. He has consulted with dozens of agents across the country, focusing on improving sales and maximizing operational efficiencies.

As a featured presenter at several national sales meetings for major insurance companies and independent agency organizations, his focus is on real life solutions to help agents incorporate sound business principles into everyday operations. We're not talking "theory"; we're talking ideas you can actually use!

Of course, John is just one speaker in a line-up of tremendous presenters and facilitators planned for our event. We hope you'll review the entire 2017 PRO-to-PRO agenda and will register today. We're even honoring "Early Bird" registration through January 18, and it's definitely not too late.

Come see us in Celebration, Florida, and go home brilliant!


Tags:  Agency Management  agency value  AIMS Society  business value  CPIA designation  efficiency  Insurance Education  insurance marketing and sales  Leadership  Networking  productivity  Professional Development  PRO-to-PRO  self-improvement  Social Media  teamwork  Technology  time management 

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How to Hire the Best of the Best

Posted By AIMS Society, Thursday, January 5, 2017

Discover Tips & Tactics at PRO-to-PRO 2017

You're facing an uphill battle:

  • The number of insurance workers over age 55 is expected to grow by 25% from 2008 to 2016, while the number of workers between ages 35-44 will decline by 3%.

  • An estimated 60% of all new jobs in the 21st century will require skills and experience held by only 20% of the current workforce.

  • Despite placement rates close to 100%, the annual yield of graduates from the nation's risk management and insurance (RMI) programs meet only 10% to 15% of industry needs. (Source: 2016 Insurance Industry Talent Trends)

There's a definite talent shortage in the insurance industry; that's certainly not new news. But even more important than finding bodies to fill open positions is the ability to create a team of standouts. That's why we're all looking forward to hearing more about the keys to recruiting, developing and retaining top sales talent for our organizations at the 2017 PRO-to-PRO in Celebration, FL (Orlando area), February 9-10.

During her presentation, "Leading a Winning Team," Tonya DeVane of the Omnia Group will share how great teams are built by inspiring leaders. She shares the keys to finding, training and keeping talent, which ultimately translates into measurable results.

In her current position, DeVane helps professionals use behavioral assessment tools and concepts to recruit the best employees — we're talking hundreds of businesses in a wide range of industries, including insurance. In other words, she's an expert, and we anticipate a great reception to her message.

Of course DeVane won't be the only expert joining us at PRO-to-PRO. Check out our agenda and see how much there is to learn, and rest assured, it's not too late to add your name to our attendance list! We'd love to have you join us.

Register today!


Tags:  Agency Management  agency value  AIMS Society  CPIA designation  efficiency  Insurance Education  insurance marketing and sales  Leadership  Networking  productivity  Professional Development  PRO-to-PRO  self-improvement  Social Media  teamwork  Technology  time management 

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We Interrupt This Holiday...with Your job

Posted By AIMS Society, Thursday, December 8, 2016

How to Maintain the Cheer without Losing Your Mind

"We're going to make that decision after the first of the year." Odds are you've heard that phrase a time or two around the holidays. Unfortunately, the stretch between Thanksgiving and New Year's Day can be one of the toughest times of the year for someone in sales. Seems everyone checks out. But, of course, your sales quota doesn't, so work you must (and in some ways even harder than at any other time of the year).

So how to survive the holidays with a smile? Here's some important rules to keep you going:

  • Perhaps most important, don't assume that everyone will put you off until after January 1. Keep working your contacts, using the opportunity to deliver a small end-of-year token of appreciation (think buttercream cookies from Cheryl's Cookies or a gourmet food or fruit basket from Harry and David) or help them firm up their own plans before the conclusion of a calendar year. Offer to take them to lunch, so you can both summarize what worked and what didn't over the past year.
  • Ask your boss if you can work a day or two from home. If you are the boss, consider rewarding your sales team with this valued perk. Will everyone put in a full eight hours? Maybe not, but know this annual reward is contingent on proven effort, you'll likely be pleased with the results.
  • If you're too inundated with work to fully enjoy the season, consider "rescheduling" the holiday. This doesn't mean you ignore the customary date altogether, but it does mean you might move an extended family get together to after the New year or change the traditional office party to February when everyone is less stressed. Who says we have to cram everything into the last month of the year?
  • Let the team know you understand the increased demands they face because of the holidays. Look for ways to ease their stresses and you'll plant the seeds of real loyalty.

—  Consider setting up a shopping day at work, with multiple vendors in attendance. Most of us know someone who sells jewelry or other small gifts through home sales.

—  Set up a group online shopping lunch with pizza. Gather the group, allow them to share gift ideas and perhaps give everyone an Amazon gift card or something similar to get them started.

We spend too much time at work to be miserable, particularly during the holidays. So instead of dreading the push-pull of the season, look for creative ways to make it work for both you and your clients. You might be surprised how productive the month turns out to be!

Happy Holidays!


Tags:  AIMS Society  Friends  insurance marketing and sales  Leadership  Networking  producer compensation  Relax  self-improvement  teamwork  time management 

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