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New York Insurers, Agents: Latest Technology, Talent Keys to Success

November 19, 2008

Glenmont, N.Y. – The nearly 100 independent insurance agents and company representatives who attended last week’s 2008 CEO Conference, “Challenges for our future: New Talent and New Technology” in Albany last week did so with hope and opportunity in mind.

Hosted by the Professional Insurance Agents of New York State Inc., and the New York Insurance Association Inc., the conference focused on the latest technologies available to agents and how agents can attract next generation of talented insurance professionals.

“At this annual conference, PIANY members and NYIA members come together to discuss issues that agents and companies have in common,” said Ellen Kiehl, Ph.D., PIANY’s senior research analyst. “Both wrestle with how to attract good people and use available technology better in their own operations.”

The event featured two roundtable discussions: The first focused on the latest technology and was moderated by Cal Durland, CPCU, manager of agent relations and AUGIE facilitator for ACORD. The discussion was designed to help agents and companies employ the modern technology that bright young employees (and customers) expect to use in transacting insurance business.

Durland’s presentation focused on new technologies and the next generation of insurance professionals entering the insurance industry. Encouraging agent attendees to incorporate the next-step technology into their offices, she shared ideas, such as: providing chat capabilities on Web sites; using text messaging; creating special Web sites for niche marking; providing customer- access portals on agency Web sites; using Web presentations with small-business clients; and researching and communicating with clients using the social networks Facebook, MySpace and LinkedIn.

Durland also emphasized the importance of using Real Time by both agencies and carriers. She said agents using Real Time found their staff spends their time handling current clients more efficiently, offering them more time to dedicate to sales and reaching out to new clients. Agencies that have current technologies also have an easier time attracting new employees.

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