treasure hunt treasure, as an insurance and real estate brokerage. randy treasure, along with gerry

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  • Cdn Publication Mail Registration 40018149June - July 2012

    Differentiate or Die!

    Convention Photo Gallery Page 20

    Treasure Hunt

    Scott Treasure 2012-2013

    IBAA President

    Can Brokerage Deduct Commission on Unpaid Premiums?

    P h o to

    b y T

    ra cy

    G ra

    b o w

    sk i

  • We Ask.

    You Answer.

    Email your replies to albertabroker@linkpr.ca

    by June 30, 2012.

    How did the Slave Lake wildfires impact the way you do business

    or view your business?

    Publisher and Editor Annette Hubick Printing McCallum Printing Group Design and Layout Ron Leckelt Advertising Michele Schuldhaus 780.448.2890 michele@linkpr.ca

    The Alberta Broker welcomes articles about the insurance industry and its people. Letters to the Editor are welcome.The opinions and viewpoints expressed in The Alberta Broker may not necessarily be those of the association and its members.

    Material in The Alberta Broker may be reproduced with the credit to the author and the following: “Reprinted from the Insurance Brokers Association of Alberta’s magazine - The Alberta Broker (date).” Please send a copy to the publisher.

    Published six times annually by:

    9249-48 Street Edmonton, Alberta T6B 2R9 T: 780.448.0936 • F: 780.465.6201 E: albertabroker@linkpr.ca

    The Alberta Broker is the official publication of the

    President Dean Bailey Chief Executive Officer George Hodgson

    3010 Calgary Trail, Edmonton, AB T6J 6V4 T: 780.424.3320 •1.800.318.0197 F: 780.424.7418 • www.ibaa.ca

    June - July 2012

    IN THIS ISSUE

    The Alberta Broker June - July 2012 3

    3 Message from the Editor 4 Insurance Industry Golf Tournaments 6 Treasure Hunt Scott Treasure is IBAA’s 2012 President

    12 IBC Insight State of the Industry

    14 Northern Exposure 16 The Advocate Timely Introductions

    18 Know E&O Taking the Extra Steps to Assess Your Client’s Insurance Needs

    20 Convention Photo Gallery

    continued on page 4

    24 Differentiate or Die Brokers Are Losing Market Share

    28 Legal-Ease Deductive Reasoning 30 Viewpoint Busy Times at IBAC

    30 Did You Know? 32 Chinook Country Report 34 PYIB Perspective Pump Up the Volume 36 Commercial Break Should Your Clients Have 3-D Protection?

    38 Professional Development Time to Think About Fall 40 Start Talking Boost Your Business by Speaking to Service Clubs

    Annette Hubick

    Message from the Editor I know you’re not used to see- ing my face on this page, but this is the one issue a year in which there is no “Message from the President,” a source of great relief for the freshly-minted 2012-2013 IBAA president, Scott Treasure. How- ever, he didn’t get off scot-free (get it? ) as he was subjected to my lengthy list of questions in my effort to encapsulate Scott’s experience, character and views. See “Treasure Hunt” on page 6. As you’ll know after reading Scott’s profile, he’s a man of action when it comes to political involvement and advocacy, which dovetails nicely with the columns by both IBAA director of operations Rikki McBride (“The Ad- vocate,” page 16) and PYIB president Steve Evanson (“PYIB Perspective,” page 34). The pair echoes each other’s

    message imploring IBAA members to meet with the many new MLAs across the province — the summer’s BBQ and golf circuit should provide some oppor- tunities to meet with elected officials. For those of you who prefer to golf with “your own kind,” you’ll find an industry tournament listing on the next page. Kudos to the organizers and sponsors for staging yet another enjoyable and thought- provoking IBAA

    convention. (And whoever invented mashed potato martinis is a genius!). As one wise fellow delegate advised, “It’s a marathon, not a sprint.” You’d think I’d learn this after all these years — I blame Peace Hills.

  • 4 The Alberta Broker June - July 2012

    continued from page 3

    Both “Northern Exposure” (page 14) and “Chinook Country Report” (page 32) include convention recaps and the photo gallery starts on page 20. Industry expert and convention speaker Karen Rutherford authored what some may think is a horror story in “Differentiate or Die” (page 24). While her intent is in fact to scare readers about the threats to the broker distribution model of personal lines insurance, don’t fear; she follows that up with strategies and tactics to meet the challenge head on. Looking for more marketing ideas? Check out “Start Talk- ing. Boost Your Business by Speaking at Service Clubs,” on page 40. Other topics covered in this issue include comprehensive crime insurance (page 36), planning for your fall educa- tion needs (page 38), why client needs assessment is good for business and loss control (page 18), IBC’s state-of-the- industry report (page 12) and a court case involving a dispute over commis- sions paid on subsequently cancelled policies (page 28). If you’ve ever heard yourself saying, “I wish the industry would … If I was in charge, I would … What we really need to do … If there’s one thing I’d change …” then we invite you to sound off in the “We Ask, You Answer” feature. After attending this year’s convention, I know there’s no shortage of opinions on pretty much any subject so why not share your wisdom, stir the pot or just get it off your chest? We’re not look- ing for in-depth analysis or lengthy dissertations; just email us a line or two (or three) to albertabroker@linkpr.ca. In marking the anniversary of the Slave Lake fires, this issue’s question asks how this tragic and historic event impacted you and your views about the insurance industry. A final note: Thank you to the many brokers and suppliers I met at the IBAA convention who told me they liked the magazine, its look and content. It’s always great to get feedback, especially positive feedback. That said, my door (or email inbox) is always open for your suggestions. Drop me a line at albertabroker@linkpr.ca.

    Summer 2012 Insurance Industry Golf Tournaments Host Date Location Wawanesa June 4 Northern Bear Intact June 6 Cougar Creek Claims Managers June 6 Sturgeon Blue Goose - Alberta June 7 Lacombe North East Local Council June 14 Whitetail Landing Edmonton Local Council June 14 River Ridge Crystal Kids Golf Tournament June 19 The Links Peace River Local Council June 19 Fairview Calgary Local Council June 21 Woodside Greens Insurance Professionals of Calgary June 28 Woodside Greens East Central Local Council July 4 Drumheller Fairways for Hope July 16 Blackhawk Central Local Council July 24 Innisfail Insurance Institute of Northern Alberta Aug. 13 Legends Peace Hills Aug. 16 Wolf Creek All Industry Aug. 20 Blackhawk Peace Hills - Claims Aug. 22 Broadmoor Yellowhead Local Council Aug. 25 Whitecourt Lethbridge Local Council Sept. 6 Paradise Canyon Medicine Hat Local Council Sept. 13 Medicine Hat

    Compiled by Chris Lewis, Peace Hills Insurance

  • 6 The Alberta Broker June - July 2012

    By Annette Hubick

    He’s a third-generation insurance broker, devout family man, volunteer and political junkie, and now Scott Treasure can add “industry leader” to his list of descriptors. His ascension to the IBAA president position is the result of several factors: his long- time involvement in the Progressive Conservative party (served as president of a local constituency association); his participation in IBAA’s political advocacy activities, which lead to his running for positions on the board and executive; and, his father, Randy Trea-

    Scott Treasure was born and raised in Edmonton and, other than a brief time in Vancouver, Alberta’s capital has always been home. “I like Edmonton’s little-big city feel. We have practically all the amenities of a large metropolitan centre, while still being a great place to live and raise a family.” He knows what of he speaks — he and his wife Cheri have four children: Jonah (6), Maxwell (4) and twins Vivian and Henry (2). Scott and Cheri have known each other since high school, but didn’t begin dating until after graduation. “Our first date was on December 18, 1992, to be exact, and we got married just a few short (seven) years after that on September 11, 1999,” recounts Scott. Although the prospect of joining the family insurance business was often discussed, Scott began his business career elsewhere. “My sister and I were always told that if we wanted to get into the family business, we would have to get hired by someone else and prove ourselves before getting ‘the call.’” And so, after graduating from the University of Alberta with a Bachelor of Commerce with Distinction in 1997 (number four in his class), he was hired by Nortel Networks in its New Grad Program that placed commerce grads into the major account sales teams. “It was a good times program that had us traveling across North America to meet as a team. Nortel was an amazing expe- rience and taught me a lot,” Scott says. The job included a transfer to Vancou- ver to work with the newly-merged BC Tel and Telus in 2000. While in Vancouver, Scott decided to volunteer as a Big Brother when he met Kaleb Wallace. Kaleb is now 21, and the two are still in regular communication to this day. In fact, Kaleb happened to be v