Passion Player Paul Brandt IBAA Convention Keynote Speaker Client claims he would have purchased coverage if only his broker had told him. What happened next? Page 24 2015 Convention Guide Page 33 April - May 2015 Cdn Publication Mail Registration 40018149 Annette Hubick Message from the Editor “How to Fail Passionately”— As always, there’s a lot to see, do and politicians. Get the facts in “IBC Insight” that’s the name of Paul Brandt’s learn at the IBAA convention—for a on page 40. keynote address at the upcoming preview, turn to the convention guide We welcome a new columnist to the IBAA convention in Lake (page 33). Serendipitously, in IBAA’s Alberta Broker team. Sara Hart, a partner Louise. When I first read that, I thought, director of PD and communications at Dentons LLP, is the new writing How exactly does one approach failure with Diana Dai’s column, you’ll find advice partner of Shelley Miller for our highly the passionate fervour usually reserved for on “Getting the Most Value Out of Your popular “Legal Ease” column. Have you more positive pursuits? So I asked the Convention” (page 52). ever had a client claim that he would Canadian country music legend just that, There’s nothing like the spectre of have purchased coverage if you had only and a whole lot more, during our inter- elections to shine the spotlight on the told him about it? That’s the type of view for this issue’s cover story—one IBAA’s “raison d’être”: political advocacy. case that Hart and Miller write about in of the most pleasant hours I’ve spent, I IBAA’s CEO George Hodgson gives “Woulda. Coulda. Shoulda.” (page 24). must say. Although there aren’t a lot of the lay of the land and offers advice on I always look forward to the IBAA country tunes on my playlist, I have how brokers can exercise their influence convention as it is a great opportunity for certainly become a fan of Brandt, the on the political scene in“The Advocate” me to gather feedback from readers and man and the brand. (And, I danced (page 16). It is timely, then, that the to uncover hot topics that sow the seeds more than one two-step to My Heart Insurance Bureau of Canada has released for future articles. Please seek me out and Has A History back in the day.) He the results of the INSURECONOMY share your wisdom with me, or at least a exudes authenticity, humility and a strong report, which illustrates the impact of good joke. If you aren’t going to be at the confidence of who he is and his purpose. insurance brokers and their industry convention, my inbox is always open at You can learn more about him in partners on Alberta’s economy—always [email protected]. “Passion Player” on page 8. good info to have when talking with April - May 2015 IN THIS ISSUE The Alberta Broker is the official publication of the 3010 Calgary Trail, 3 Message from the Editor 30 Commercial Break Edmonton, AB T6J 6V4 T: 780.424.3320 •1.800.318.0197 The “T” Word F: 780.424.7418 • www.ibaa.ca 4 Message from the President President Gord Cowan 33 2015 IBAA Convention Guide Chief Executive Officer George Hodgson 6 Passion Player Published six times annually by: Paul Brandt 40 IBC Insight IBAA Convention Keynote Speaker Deep Impact: Why the Alberta Economy Needs Our Industry 16 The Advocate 9249-48 Street Edmonton, Alberta T6B 2R9 ELECTIONS 44 Brokers Boost Hockey T: 780.448.0936 • F: 780.465.6201 How Distant is the Horizon Equipment Safety E: [email protected] 18 Chinook Country Report 48 I Don’t Seem to Fit in at Work Publisher and Editor Annette Hubick Printing McCallum Printing Group How to build better relationships Design and Layout Ron Leckelt 20 Member Services with co-workers Advertising Michele Schuldhaus 780.448.2890 [email protected] Save Time. Save Money. The Alberta Broker welcomes articles about the insurance industry 52 Professional Development and its people. Letters to the Editor are welcome.The opinions and 22 PYIB Perspective Get the Most VALUE viewpoints expressed in The Alberta Broker may not necessarily be those of the association and its members. 24 Legal-Ease Out of the Convention Material in The Alberta Broker may be reproduced with the credit to the author and the following: “Reprinted from the Insurance Brokers 54 IBAA Courses Association of Alberta’s magazine - The Alberta Broker (date).” Please send a copy to the publisher. The Alberta Broker April - May 2015 3 Gord Cowan Message from the President To start off my last note to the membership, I As for my new role as past president, I will meet this new want to thank the people who work full time on challenge with the same enthusiasm as I felt taking on the behalf of insurance brokers. The staff at IBAA role of president. While I look forward to my final year is a dedicated group of people. The effort they put with the IBAA board, the last seven years have been a great forth to make the office run smoothly is amazing. It’s been learning experience. I have met men and women from across a pleasure to work with our CEO George Hodgson. Those the country who share the same goal: to promote the broker of us who have worked closely with him have been able to channel. When I reflect on what has taken place over those learn volumes. George and I spent much time crisscrossing seven years, I am convinced we have to look to the younger the country together this year. I am amazed at his stamina, tech-savvy brokers to meet the challenges that the future dedication and consistent ability to provide sound advice to broker-channel model will face. That model will change everyone he is in contact with, greatly, with online technology including me. As I move to The catch phrase playing a much bigger role. the past president’s role, I am For over 90 years, the insur- confident that the leadership over the next few years ance broker government-relations George brings to the table will effort has successfully kept the see IBAA continue to grow may well be banking industry from retailing and prosper. P&C insurance at the point of I would be remiss if I did not ‘disintermediation’ granting credit. While this is one thank Scott Treasure and Gord of the most successful efforts of Enders for their continued efforts —that is, the removal of, its kind in Canadian history, we with both IBAA and IBAC. cannot become complacent as the Brokers in Alberta and across or the decreased need for, banks will continue in their efforts Canada benefit greatly from to make insurance a commodity their efforts. These gentlemen the intermediary, that can be purchased without the are leaders who have success- otherwise known as help of an intermediary and at fully raised the bar for all who the point of granting credit. These follow in their footsteps. the broker. efforts will continue to create the The incoming president need for IBAA and IBAC’s joint Robyn Young is a powerhouse federal and provincial advocacy. of talent. She will provide the expertise and leadership The banking and credit-union advocacy portfolios are not, IBAA will need as our industry moves into a new era and however, our only focus moving forward. As technology faces new challenges. Robyn has an extensive insurance moves along at breakneck speeds, interest rates continue to background and a keen skill that allows her to identify and remain low and our company partners continue to look at adapt to the changes within the industry. I cannot help but ways to maximize profitability, the catch phrase over the be excited to see Robyn and George team up to provide next few years may well be “disintermediation”—that is, solutions to what are certain to be challenging times ahead. the removal of, or the decreased need for, the intermediary, IBAA’s current vice president Julia Marshall shows great otherwise known as the broker. ability. The VP role is often a trial by fire and Julia has risen Some of our most stalwart market partners are openly to the occasion. She has excelled in every task and committee exploring disintermediation for the simple reason that they on which she has been asked to serve. continued on page 6 4 The Alberta Broker April - May 2015 continued from page 4 side. We must start now. I have called That, for me, is a wrap. I will turn this are concerned that the broker channel on the young brokers in the past and deal over to Robyn with the utmost is falling behind, resulting in a market- again call on them to become a major confidence the broker channel within share loss to the direct writers. The fact player in the solution to this paramount Alberta and beyond are in good hands that some of our most trusted partners challenge faced by brokers across the and will continue to grow and prosper. also own and operate a direct arm within country. I have little doubt that they A special thanks to all the members of the Canadian marketplace adds to the will rise up to meet that challenge and IBAA. I am humbled in your presence challenge. We need to redouble our succeed in their combined efforts to and thank you for the opportunity to efforts and collectively start intensive prevent further deterioration in market serve such a respected and passionate marketing campaigns to recapture share.