26
CONTENTS
Feature story
Menu in Premium Audits
with Frank Cataldo
Tell Us Your Client ’ s Story 4 Kevin Snyder
Crisis Management 6 Mark Millett
Innovation Blockers 9 Eric Ries
Coaching Questions 12 Michael Bungay Stanier
Speak Your Truth 14 Ashley Turner
Influencer Marketing 16 Lee Odden
Become Replaceable 18 Ari Meisel
10 Questions to Help 20 You Visualize Your Future Mel Robbins
Google Ad Hacks 22 Neil Patel
Building Your Legacy 24 Mike Michalowicz
Taking the Lead in Service 25
Future Of The Handshake 28 Meghan Kirby
The Joe Andruzzi Foundation 30 Elizabeth Cascio
MOVING FORWARD
If you ’ re eager to put 2020 in the rearview mirror , you have a lot of company . We find ourselves in a time being called “ The New Normal ” or “ The Great Reset ,” but I ’ m not sure either is entirely accurate . Both suggest a purge , a clean slate . But this past year taught us a great deal , at a minimum , about how priorities crystallize in a crisis . Let ’ s take that with us . In the workers ’ compensation community , we have been in a unique position to witness the impact COVID has had on individuals , families , and businesses . At the same time , we ’ ve seen partnership succeed on small and larger scales and near-daily stories of resolve . I didn ’ t expect “ First , We Listen SM ,” the tagline we adopted in 2018 , to resonate so much , but that ’ s what people are asking of us . Through innovation and a remarkable staff , we ’ ve obliged , helping struggling employers and reaching our constituents in new , sometimes creative , ways . A . I . M . Mutual was tasked with keeping coverage and services in place from Day 1 of this pandemic . The safety of our employees is paramount , and in this issue , HR Manager Mark Millett discusses the protocols we follow , mirroring state and CDC guidelines . We remain a go-to carrier for brokers , and Kevin Snyder , Senior Underwriting Manager , highlights two accounts we brought on board in this challenging landscape . Premium Audit Supervisor Frank Cataldo shows us his version of the vehicular office , just one way we adapted to deliver key services . Meghan Kirby , Injury Prevention & Worksite Wellness Consultant , looks ahead to social norms as we return to work . Be sure to check out her podcast on our website . We renewed our commitment to the nonprofits we support , among them , The Joe Andruzzi Foundation . Elizabeth Cascio , Executive Assistant & Event Coordinator , talks about how jelly beans led us to the New England Patriots and , ultimately , to families dealing with cancer . We ’ re privileged to help . Uncertainty is still with us , but thankfully , the New Year always brings hope . Rather than reset , let ’ s simply move forward , looking to each other if we stumble . That ’ s another 2020 takeaway .
Michael E . Standing President & CEO , A . I . M . Mutual Insurance Companies