The program grew out of the Hartford-based Travelers own employee program on marketing to urban markets begun two years ago, said Ed Charlebois, vice president of personal lines.

Travelers developed the program for independent agents with the Alexandria, Va.-based IIAA because of its network of state associations and individual agents, said Mr. Charlebois.

Under the program, two instructors run the course. Chris Amrhein, a long-time insurance producer and agency manager from Lorton, Va., runs the Eastern portion of the program. Cheryl Koch, owner of Agency Management Resource Group, a training, education and consulting firm in Lincoln, Calif., manages the Western portion, said Mr. Charlebois.

The courses are aimed at generating thought and discussion about the issues agents face when it comes to entering minority markets, including thinking about such things as hiring people within the target community who speak the same language.

Courses are run in states where the program is approved for continuing education credit.

Meanwhile, in early July, The Chubb Group of Insurance Companies held its own training session for independent agents.

The Warren, N.J.-based company held a three-day “Minority Producer Forum,” inviting minority agents from all around the country to meet Chubb executives, said Elizabeth McDaid, Chubbs agency training manager.

The forum also included education on Chubbs products and marketing strategy, as well as discussions on issues with company representatives on the carrier's plan to improve its position within minority markets, she said.

While Chubb has had a strong presence in marketing to minority communities for years, according to Ms. McDaid, she noted that this was the first forum where a group of agents had an opportunity to direct their thoughts face to face with company executives.

Among those attending the meeting was Bill Owens, president and chief executive officer of The Owens Group Inc. in Chicago, who said he went to the forum with his own agenda–to see if Chubb had a long-range strategy for penetration of the minority market, including support for the agency system to achieve this goal.

“Yes, they did listen,” reported Mr. Owens. “We began the development of relations with key people we will work with over the years and will continue to communicate with after the forum. I felt very positive about it.”

“The forum established a venue for dialogue tailored to the unique needs of minority agents,” observed Ingrid Merriwether, president and chief executive officer of Merriwether and Williams Insurance Services in San Francisco. “We represent who their mainstream clients have become.”

Reproduced from National Underwriter Property & Casualty/Risk & Benefits Management Edition, October 29, 2001. Copyright 2001 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.

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