Viewpoint Fall 2014

FALL 2014 • VOLUME 32 • ISSUE 4 INDEPENDENT INSURANCE AGENTS OF IOWA

Meet

Scott Morningstar, CPCU Your 109th President of the Independent Insurance Agents of Iowa

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WWW.IMTINS.COM

WEST DES MOINES, IOWA • 800.274.3531 • WWW.IMTINS.COM

PRESIDENT’S REPORT What We Do

Independent Insurance Agents of Iowa 4000 Westown Parkway West Des Moines, Iowa 50266 (515) 223-6060 • FAX (515) 222-0610 800-272-9312 (In-State only)

Advertising Editor Melissa Meiners

BOARD OF DIRECTORS President Scott Morningstar, CPCU - Lisbon

President-Elect Jerry Mease - Winterset

Treasurer

In my first article as president I would like to talk about what we, as Iowa Independent Agents, do and the difference we make in the lives of our clients and the people of Iowa. Like many people in the insurance business, I entered the business by being recruited into it rather than seeking a career in the business.

by Scott Morningstar, CPCU Page 5

NATIONAL DIRECTOR’S REPORT The Three Year Plan The IIABA Fiscal Year runs September 1 through August 31, which makes the September Board of Directors’ meeting a perennially busy meeting.

That was especially true this year because the three year plan for FY 2015 through 2017 was on the agenda.

by Dean Brooks, CPCU, CLU, ALCM Page 7

Eldon Hunsicker - Ottumwa

National Director Dean Brooks, CPCU, CLU, ALCM West Des Moines

Directors Terry Friedman, CPCU - Dubuque Tim English, CIC - Dyersville John Dalton - Council Bluffs Steve Madsen - Marshalltown David Rowley, CPCU, CIC, AU - Spirit Lake Scott Wirtz - Emmetsburg Jamie Krist, CIC, MBA - West Des Moines Luke Horak - Washington Lottie Miller, CPCU, CIC, AAI, CISR, CPIW, AAM, CRIS - Cedar Rapids

Past President Terry McDonald, CIC - Iowa City

IIAI OFFICE STAFF Chief Executive Officer Bob Skow, CPCU, CAE bob@iiaiowa.org

Membership Operations Coordinator Melissa Meiners melissa@iiaiowa.org • Ext. 15

Technology & Communications Administrator Jeanne Reynolds jeanne@iiaiowa.org • Ext. 17

Membership Services Coordinator Marilyn Paul, CPCU, AIT, AAM, CPIW marilyn@iiaiowa.org • Ext. 11

Membership Services Coordinator Brenda Kluger, CIC, CISR, CIIP, CRM brenda@iiaiowa.org • Ext. 14

Membership Services Coordinator Megan Kincy, AINS, AIS megan@iiaiowa.org • Ext. 16

Receptionist Cindy Grim cindy@iiaiowa.org • Ext. 12

ADVERTISERS We would like to thank our advertisers for their support. This magazine would not be possible without them.

THANK YOU! 17 Acuity 33 Amerisafe 35 Big “I” Professional Liability 16 Bituminous 11 Burns & Wilcox 8 EMC Insurance Co. 12 Errors and Omissions Team 34 Grinnell Mutual 2 The IMT Group 10 IMWCA Iowa Municipalities Workers’ Compensation Association 4 Integrity Insurance 26 Iowa Mutual Insurance Co. 24 Liberty Mutual Insurance 8 Mass Mutual 33 Merchants Bonding Co. 10 M.J. Kelly Company 6 Northern States Agency 12 Pekin Insurance 7 SECURA Insurance Co. 14 West Bend 30 Western National Insurance

In This Issue Tech Talk – Easily Add Interactive Information to Your Website

By Steve Anderson Page 13

Misrepresentation

By Lee Hunt Page 15

Meet Scott Morningstar, CPCU IIAI’s 109th President Page 18

How Credit Affects Auto Insurance Pricing Page 25

Kids’ Kars…Are They Ready for Their Own Policy?

Page 27

IIAI 108th Annual Convention Highlights Page 28

Promote Yourself, As It’s Unlikely Anyone Else Will Do It For You

By Bob Skow, CPCU, CAE Page 31

MISSION STATEMENT: The Independent Insurance Agents of Iowa will be an ­unrelenting advocate of the business, professional and p ­ olitical interests of its members; doing so by working in the p ­ ublic’s best interest and with the highest e ­ thical standards.

Viewpoint is a publication of the Independent Insurance Agents of Iowa. Viewpoint is published quarterly: Winter, Spring, Summer and Fall. Viewpoint is mailed to Iowa insurance agents, Iowa Home Office Executives, Affiliate members, and other state associations and organizations.

No one sells like you.

No one services like Integrity.

Integrity puts a comprehensive range of services and products behind each independent agent. With quality imbedded in our DNA, we help you make a lasting impression with every customer, at every touch point. It’s partnership that runs deep.

The way it should be.ÂŽ For more information, connect with Cathy Beaudin at 920.968.8326 or cbeaudin@imico.com integrityinsurance.com

president’s REPORT

What We Do

F

irst and foremost, I would like to thank the Independent Insurance Agents of Iowa membership for electing me as the 109th President.

I truly appreciate the confidence you have placed in me. In my first article as President I would like to talk about what we, as Iowa Independent Agents, do and the difference we make in the lives of our clients and the people of Iowa. Like many people in the insurance business, I entered the business by being recruited into it rather than seeking a career in the business.

When I graduated from UNI in 1985, I had no idea what the insurance business was about. I came from three generations of farmers and school teachers. All I knew about insurance was that my parents paid the premium.

I was recruited by Dorothy Stork and offered a job at the Lisbon Insurance Agency in my home town of Lisbon, IA. Dorothy was a Lisbon School classmate of my father and has been with the agency for 50 years. I started employment at Lisbon Insurance Agency on June 1, 1985 and purchased the agency in December 1986 with the backing of Harry Kral from Solon, Iowa. Harry was the owner of Ellison Insurance in Solon, previous owner of the Lisbon Insurance Agency. Mike Miltner,

by Scott Morningstar, CPCU

former IIAI President, also entered into the insurance business while in Lisbon with Harry Kral and Dorothy Stork. Emmett Vaughan helped guide me through the agency purchase.

Jon Grindle, a former IIAI member in nearby Mount Vernon, persuaded me to pursue my CPCU designation.

Numerous other people have helped me along the way, these are just a few of the early ones.

You are probably asking, “Why is any of this relevant?” It is relevant because the people that have helped me are great examples of who Independent Insurance Agents are and what we stand for. The insurance

mechanism is an important tool in today’s financial world. When I started in the business 25+ years ago, people purchasing homes were worried if the home loan application would be approved. The homeowner’s insurance was pretty much an automatic, everyone could get insurance. In today’s world getting the loan is easy, obtaining the homeowner’s insurance is the tough part. Without insurance, businesses could not expand, properties would not be purchased, crops would not be planted and loans would not be made. Independent Insurance Agents are an important part of this process. We search for the right product from a variety of insurers, explain the coverage, educate our customers and negotiate with underwriters. We are the first ones called when disaster strikes. We are the trusted advisors that help our customers through the claims process. Insurance shapes society. It helps define what is acceptable and unacceptable in our day-to-day lives. The insurance mechanism influences what breed of dog we own, what kind of toys we have, how we drive, how we treat employees, how and where we build buildings and how we take care of our bodies. We act as life coaches when our customer asks us if grandpa should still be

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driving, should junior be taking a car to college, what car would be best for him and what’s wrong with owning a trampoline. We explain consequences for actions and make suggestions for minimizing risk.

The Independent Insurance Agents of Iowa and their staff are the fabric of our local communities. We are the mayors, city council members, school board members, Rotarians, Shriners, Lions Club members, Optimist Club members, church deacons, festival volunteers, PTA members, little league coaches and members of every other small town organization.

Our nature is to help and teach. This is how we market but it is also who we are. We are the “Trusted Choice

Agent” in many of Iowa’s small towns.

When I attended the IIABA planning meeting this fall, National Chairman Thomas Minkler asked “What in this business keeps you up at night?” My response was, “Getting young people into the agency side of the insurance business.”

The agency side of the business is very rewarding and lucrative. We need to actively recruit young talent into our agencies. This is our succession plan and the people that will continue as owners of our agencies. We need to do a better job of selling the agency side. I challenge our members to communicate with young people and recruit them into the business. I challenge our company partners to help us with this

endeavor. Our livelihood and way of doing business depends on it. I truly believe that we have the best insurance product delivery system. The Geicos, Esurance and other direct marketing competitors will never do what we do. They will never replace us. We must continue to keep them out. This will always be a people business.

All of us in this business have stories of people that have helped in our careers. To the people I mentioned earlier, the IIAI and many others that helped me in this business, I am forever grateful. They have been generous with their time, wisdom, advice and finances. I look forward to the upcoming year and the challenges it presents.

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national director’s REPORT

The Three Year Plan

T

he IIABA Fiscal Year runs September 1 through August 31, which makes the September Board of Directors’ meeting a perennially busy meeting. That was especially true this year because the three year plan for FY 2015 through 2017 was on the agenda. The plan, approved by the Board after extensive discussion, contains three main focus areas: 1) improving Association products and services for the members; 2) enhancing communications between the national association and agency members and state associations; and 3) helping agencies attract, develop and retain talent.

The third focus, talent recruitment, is a significant undertaking of time and money for our Association. The first step in this process is to survey a representative sampling of our members to be sure we correctly understand member needs in the areas of Human Resources education and consulting, recruitment approaches, sales training and professional development, and perpetuation. If the results of this survey comes back as I anticipate,

by Dean Brooks, CPCU, CLU, ALCM

the next step would be the creation of some sort of “national recruitment resource center” to provide effective ways to attract new talent to member agencies. Following this initiative would be the development of a generic but extensive HR toolkit, recruitment assistance, and resources for training and development for all agency positions. Even with just this high level description, you can see that this is an immense undertaking, but also is one I believe would be of significant value

to our members. Please let me know if you have any thoughts on what direction this initiative should take in general, or what specifically we should focus on that would help you.

Several changes to the Consumer Agent Portal (CAP) were announced, including doing away with the acronym “CAP”, utilizing instead the more widely recognized “Trustedchoice. com”. This aligns the Trustedchoice. com platform with the “Trusted Choice®” brand for better line of sight on the part of consumers. Also, commercial leads are now active on the site. The intent is to funnel commercial leads to agencies based on market and expertise matches in an effort to avoid leads going to agencies that have neither the interest nor expertise to handle them. Stated in the positive, Trusted Choice® will match leads to agencies based on markets, identified by the carrier NAIC codes, and self-identified agency expertise based on SIC codes. If you are interested in commercial leads, it is important you sign up for Trustedchoice.com and indicate your companies and areas of expertise for commercial lines. Finally,

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Trusted Choice® has reduced the success factors are and how we can number of questions a consumer must replicate them in Iowa. Success with answer to get directed to an agent, this program will involve continuous thus making the process even more improvement. user friendly.

My closing Watching the Edmund Burke, an Irish statesman in comment is a Trusted Choice® the 1700’s, once said: “the only thing call to action for lead generanecessary for the triumph of evil is for all Iowa agency tion initiative principals and good men to do nothing.” play out on the producers. If national stage you have not has been an interesting process for me. yet contributed to both your state Clearly in Iowa it has not yet reached PAC and the national PAC, you should its full potential, yet I talk with other do so right away. At the state level, agents around the country who are Bob Skow pulled a rabbit out of the very happy with the program because hat in the form of HF 398, a bill that they are receiving quite a few leads addressed the adverse impact of two monthly. For example, one agency in Supreme Court decisions on insurance Wisconsin currently is getting so many agents’ professional liability. Without leads they are having a difficult time this legislative remedy, our E&O prekeeping up with them. A number of miums would have jumped markedly. agents around the country have told The annual savings accruing to you me they are getting a steady, decent from this alone would more than offset flow of leads monthly. Currently, we a PAC contribution. At the national are trying to figure out from these level, IIABA continues to fight off positive experiences what the critical more attempted government inter-

vention in our business, and support agent involvement in such programs as Federal Crop insurance and flood insurance, among many other issues.

Edmund Burke, an Irish statesman in the 1700’s, once said: “the only thing necessary for the triumph of evil is for good men to do nothing.” This is your livelihood we’re talking about here! Contributing to your state and national PACs ensures we can continue the good fight on your behalf.

If you haven’t already done so, do something now – write a check to each PAC today!

As usual, if you have any comments or questions about what is going on at the national level, just let me know.

I’m at Miller, Fidler & Hinke Insurance Agency. Direct line is 515-868-0484 or my email is dbrooks@mfhins.com Love to hear from you!

May all good things be yours in abundance. As the season of giving thanks approaches, let us acknowledge our appreciation for your business and friendship.

www.imwca.org | 800.257.2708

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Call your Big “I” Errors and Omissions Team!

Three Reasons your Errors and Omission Coverage should be with your Association

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hen it comes to your agency professional liability insurance who can you trust more than the Big “I”?

First we have membership discounts with the three main markets for agents errors and omissions insurance, second we have a team of errors and omissions professionals to assist you and help answer your questions, and third we are the only market that actively puts your association clout to work passing liability laws which help make Iowa a great place to operate your agency! So if your coverage is not with us…call and get a quote! Marilyn Paul, CPCU, AIT, AAM, CPIW; Brenda Kluger, CRM, CIC, CISR, CIIP and Megan Kincy, AIS, AINS along with CEO Bob Skow, CPCU, CAE are here to help you! 800-272-9312

Looking for E&O answers, agency resources or tips?

Check out the E&O Happens website – www.independentagent.com/eohappens Sign in with your Big “I” username and password to access the information

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EQUIPMENT BREAKDOWN It’s easy for homeowners to take their heating, cooling, and electricity for granted. And if this equipment breaks down, many insureds assume that they’re already covered with insurance—but that’s not always the case. Should a breakdown happen, we have the coverage your clients need for just pennies a day.

WATER & SEWER LINE BREAKAGE/ WATER BACK-UP OF SEWERS & DRAINS Should the unexpected happen, we will cover costs associated with leaks or breaks to water and sewer lines caused by normal wear and usage or water back-up through sewers or drains—valuable coverage at an affordable price.

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If you know someone with a less-than-perfect driving record due to serious auto accidents, multiple claims, or motor vehicle violations, we can help keep them in the driver’s seat. A Crossroads auto policy from Pekin Insurance ® will give your insureds reliable coverage at a reasonable price and get them back on the road driving worry-free.

Our pets are just like family. Offering companionship, unconditional love, and loyalty. Pet Insurance can easily be added to any homeowners policy so your policyholders won’t have to worry about their pet’s health again. Protect your clients’ four-legged friends, both cats and dogs, against accidental injury and illness at an affordable cost.

Talk to your clients today about protecting what’s important with these coverages and more!

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Easily Add Interactive Coverage Information to Your Website Steve Anderson, Editor techtip@steveanderson.com Always feel free to email me with comments, new ideas or products that have worked for you.

I will check them out and spread the word!!

P

eople of all types are starting their search for information by going online first. That’s why your agency website needs to continually add new and relevant information about the insurance products and services you officer. Most people think insurance is boring. Anything you can do to make it easier for people to understand why they need insurance and what it will protect is a good thing.

That’s why Clickable Coverage is an interesting interactive option you should explore.

Clickable Coverage is a collection of over 30 interactive (as of today) visual scenes highlighting common personal and commercial coverage exposures and related solutions. Prospects explore the scenes on your agency website or with you on your iPad to learn about insurance in a jargon-free style.

Visit http://techtips.steveanderson.com/2014/09/04/easilyadd-interactive-coverage-information-to-your-website/ Click the image below to see how Clickable Coverage works.

This interactive sales tool is an interesting way to illustrate the needs and types of coverages a potential customer should consider.

CURRENT SCENES INCLUDE: • Home and Auto • Cyber Liability • Golf Course • Garage/Repair Shop • Manufacturer

• Business • Restaurant • Contractor • Technology Firm • Contractor

WITH CLICKABLE COVERAGE, YOU CAN ALSO: • Email the scenes to your clients and prospects.

• Walk prospects through the scenes on your iPad. • Send a follow-up email to prospects after a meeting with a link to the appropriate scenes.

• Email clients with relevant scenes at renewal time (great for engagement and upsell opportunities).

• Share the scenes on various social platforms.

Custom scenes can be requested. For example, they recently completed a scene for an insurer in the Midwest that details brewery insurance coverage, because that is a market the insurer wanted to target.

Pricing for this service is straightforward: A flat $49 per month will provide access to all scenes on your website and tablet. You can cancel at any time.

Clickable Coverage is the product of Forge3 of Bethlehem, Pennsylvania, a web solutions company, with a focus on the insurance industry. Check out Clickable Coverage for more information and a demonstration of how the scenes work.

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People who run a business know. The most valuable things

are also the hardest to get.

Your customer’s business didn’t grow overnight. It came from years of hard work, confidence in what they could do, and making smart decisions.

That’s why an insurance policy from West Bend makes sense. It protects these valuable and hard-earned businesses so your customers can focus on doing what they do best: making sure their clients enjoy a safe and unique sporting experience.

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West Bend. Insurance your customers buy when they can’t afford anything less.

Misrepresentation

by Lee Hunt, Senior VP, Swiss Reinsurance Corporation

C

laims arising from misrepresentation can result from a misunderstanding by the policyholder concerning coverage, reporting requirements, perception issues, or their misinterpretation about what is written in a proposal or letter or verbally communicated to them.

Common claim causes are: • “You told me something different than what actually happened” • Customer alleges that what they asked you to cover was not covered when the loss occurred • Customer surprised that their policy is auditable or has the potential for an additional premium from the audit or reporting form • Customer alleges was not properly instructed on what is covered by the policy or endorsement • Customer alleges erroneously told by the agent what is required in the event of certain occurrences such as claims, payroll reporting, audits, and other procedural issues.

Therefore, what can an agency do to assist in the prevention of policyholder misunderstandings and allegations after the fact that do not fit the facts as the agency see them?

DOCUMENT, DOCUMENT, DOCUMENT!!!

Can you as an agent PROVE what was said, done or proposed to a customer months or even years after the fact when a customer suffers a financial loss and alleges it was

due to an agency error or omission or misrepresentation?

Memories grow hazy over time combined with the temptation by a customer to make allegations against an agent when the prospect of financial loss threatens the future of their business or personal wellbeing. Consider the following: • Don’t oversell your agency or services on your website, in your proposals or in your marketing materials. Avoid vague or all-encompassing promises. Do not lead the customer to expect a level of expertise that holds the agency to a higher standard that an agent normally would be held.

• Use checklists and applications to bring coverage needs to a customer’s attention.

• Use form letters to document all phases of the insurance process from instructions in handling to documentation of both positive and negative topics.

• Use written proposals and quotes to clearly document and describe the transaction.

• Use standardized language in proposals and quotes.

If you provide highlights of coverage and exclusions include a statement to clarify your intent such as something similar to the following: This proposal contains a brief outline of coverages to be included in the policy that may be issued in the future. This is only a summary, and the terms and conditions of any policy will take precedence over the proposal. You must read your policy.

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• Utilize carrier provided coverage summaries and explanations of coverage or procedures rather than developing your own if such as available.

• Spend the time needed to explain complicated coverage forms or reporting procedures.

• Document all phone conversations immediately, keeping a phone log of all business calls received INCLUDING all offsite cellular phone conversations.

Use a standardized telephone memo or call sheet.

• Retain fax transmission verifications with original documents AND maintain records of fax transmissions.

• Time and date stamp all incoming mail and have it reviewed by senior staff immediately.

• Train staff on phone contacts, what to say and how to say it including after hours voicemail. Use language similar to: “Please be aware that coverage cannot be bound to altered via this voicemail.”

• If a message is taken for another, ensure the caller does not assume the request or issue has been resolved.

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• Respond in writing to customer queries whenever possible to confirm what is said verbally.

• Do not represent yourself to be capable of giving legal, engineering, human resources, tax, accounting or other professional advice.

• Save all business related emails and correspondence in the customer file.

• Implement a procedures manual that addresses at least all basic procedures so as to ensure consistency in the handling of work items. Update it at least annually with your staff.

• Audit files on a regular schedule to confirm that proper procedures are being followed by all staff.

• Conduct regular training sessions with your staff. Finally, BE CONSISTENT in the use of any or all of the above procedures. If you do it for one customer do it for all of them!

8 Great Ideas for Agency Growth • General & Building Trades Contractors • Transportation Construction Contractors • Utility Construction Contractors • Land Improvement Contractors • Water Well Drilling • Structural Moving • Construction Materials Suppliers • Forest Products Expanding your range of niche business is one way of increasing it.

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PLAYING NOW

EXCLUSIVELY FOR ACUITY AGENTS! W W W. A C U I T Y U . C O M

ACUITY For All That Matters

CE VIDEO

Meet

Scott Morningstar, CPCU Your 109th President of the Independent Insurance Agents of Iowa

Scott calling on members of Congress.

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“I think there are bright days ahead for our industry as long as we keep people involved in it and don’t get carried away with automation to the point that automation takes over our business. We are a very important part of the business and there is a bright future for us.”

Viewpoint: We are in Lisbon, Iowa at Lisbon

Viewpoint: Obviously, you went to high school here

Insurance Agency visiting with the 109th President of the Independent Insurance Agents of Iowa, Scott Morningstar, CPCU. Scott, tell us about growing up in Lisbon.

Scott:

raise?

We raised a lot of pigs, had corn and soybeans. My claim to fame is when my brother and I went to college my dad bought his first skid loader because his manual laborers left.

Viewpoint: Were you involved in 4-H, FFA, etc.?

Scott:

Scott:

I wrestled for Lisbon. I was out for golf and on Lisbon’s first golf team, but we weren’t very good. I wanted to find something else to go out for besides track since I already did enough running during wrestling. I was in football my junior and senior year.

In a 1A school you do everything. I was in band my freshman year and chorus because I had to. There were 48 kids in my graduating class which was the largest class to that date in Lisbon.

I was fortunate to have an excellent wrestling coach, Al Baxter, followed up by Brad Smith. My mom was a teacher so when I was a kid I would always go down to the coach’s room after school and he was a great motivator.

Mr. Baxter got me interested in the wrestling program and he seemed to think I would make a good wrestler (my dad and brother were both basketball players). I got involved in wrestling in Third Grade and I was pretty persistent. I won state championships four times at 98, 105, 119 and 126. I had a pretty good record at

I was born and raised in Lisbon, Iowa. I come from a long-line of farmers. My dad, grandfather and great-grandfather were all farmers; all grew up in Lisbon. I graduated from Lisbon High School in 1980 and from the University of Northern Iowa in 1985. I have a brother, Doug, who works for NRCS as an engineer (graduate of Iowa State) and a sister, Amy, who is a school teacher in Florida (graduate of UNI).

Viewpoint: Growing up on a farm, what did you Scott:

in Lisbon, we understand you were a pretty good athlete. What sports did you participate in during high school?

I was in 4-H at 9 years old and showed pigs at the Jones County Fair.

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Scott showing awards for his passions and accomplishments.

Scott and Dorothy who was instrumental in getting Scott in the business.

115-1-1. We had a good wrestling team. My neighbor who was two years older than me was a three-time state champ and one-time runner up, so we just had a lot of good kids.

Not until I was a junior was I the best guy in the room because we had guys beating us up all the time. Good guys make good guys better.

There are 20 some four-time state wrestling champions now. Bob Steenlage won it in the 1960’s; Jeff Kerber won his fourth title in 1979; and I was the third four-time state champ in 1980. Gable didn’t win his because he wasn’t allowed to wrestle on Varsity as a freshman at Waterloo West. So, I have one up on Gable.

Scott standing on Mainstreet in Lisbon, Iowa.

college in the middle of May, and showed up and started in the insurance business June 1, 1985. I bought the agency about 18 months later in December of 1986.

Viewpoint: Tell us about the agency today.

Scott:

Viewpoint: After High School you went to the University

It is a mainly Property/Casualty agency. I write 50% Commercial, 50% Personal. We write Crop Insurance and do Municipalities, Homeowners, Life Insurance, Crop and Farm Insurance. I have an office is Lisbon and I just purchased an agency in Anamosa December 2013. I have Lynn, who is a CSA working in the Anamosa office and Dorothy and my daughter Meegan in the Lisbon office.

of Northern Iowa?

Scott:

Viewpoint: What companies do you represent?

Yes, I attended UNI with a major in Industry with a Construction Emphasis, and I wrestled. I redshirted my sophomore year, wrestled five years and graduated in 1985. I am a four-year letter winner and I wrestled in the NCAA National Tournament, but was never an All American; unfinished things that I never got to go back and get – I just moved on. I was inducted into the Iowa Wrestling Hall of Fame in 2008.

Scott:

I have worked real hard to get good companies, and I hope they are as happy with me as I am with them. I represent Employers Mutual, Pekin, United Fire & Casualty, Auto-Owners, IMT, West Bend Mutual, Eastern Iowa Mutual, Progressive and Great American.

Viewpoint: In your opinion, what is the key to success as an independent agent?

Viewpoint: How did you get in the insurance business?

Scott:

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When I graduated from college, Dorothy (who still works at my office) called my folks and wanted to know what I was going to do after graduation. My folks told her they didn’t know for sure, but they would give me a call and see if I was interested in working at the insurance office in town. My mom called me and asked me if I was interested. I said “I don’t know, but I will try anything once.” I graduated from

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Scott:

When I first got into the business, there was a manager that worked here that said “If you work 60 hours in this business every week you are going to make money.” You have to put in the time, no matter what time of the day you choose to put the hours in. A competitor over in Mt. Vernon, Jon Grindle, came to see me, congratulated me for buying the agency, wished me good luck, and he brought me CPCU information, advising me that it would be good

Daughter Meegan joined her father’s agency a couple of years ago.

Left to Right: Meegan, Scott, Dorothy and Lynn.

for me. When I look at the insurance industry, first of all, education can never be taken away.

He always told me that education would bring me clout. I looked at what the most successful people in the industry had and they had a CPCU or some kind of designation behind their names. I got my CPCU designation in 1995 by taking classes at United Fire & Casualty in Cedar Rapids.

Viewpoint: Tell us about your family.

Scott:

I have been married to Jacque Petry for 30 years, we met at UNI. Jacque works at Cornell College in the IT Department and has been there 15 years or more. Our oldest daughter, Meegan graduated from UNI and taught elementary education for a couple of years, but decided to move back to Lisbon and get in the insurance business in my office. My son Ryan, wrestled at Iowa University, and is a two-time All American. He graduated and is now an assistant coach at Iowa. We have a daughter Callie, who graduated from Coe College where she played softball and was All Conference.

She is now working at Coe as a Recruiter/ Admissions Counselor. Our youngest Madelyn is a freshman in High School and is actively involved in many things.

We have two grandsons by Meegan and her husband, Kyle. Reid is two and Brogan is eight months old.

Viewpoint: How about your philosophy for dealing with clients?

Scott:

Clients come in all shapes and sizes. In a small town they expect a lot out of you and that’s okay. We try to fix their problems, we try to be an advocate for them, and they put a lot of faith in us to help them plan their future and protect their assets. We take it seriously and do the best we can in providing the best product for their needs.

Viewpoint: What is the population of Lisbon and Anamosa?

Scott:

Lisbon is just over 2,100 and Anamosa is about 5,600. My marketing territory extends from Des Moines, Cedar Falls, and Waterloo to Burlington, but most of what I write is within Cedar Rapids, Marion, Anamosa, Lisbon and Mt. Vernon.

Viewpoint: What community things are you involved in?

Scott:

Viewpoint: What Agency Management System do

I was president of Economic Development for years and started an industrial park north of town. I have been president of the school board, in the Optimist Club, the Rotary Club and worked very closely with the city of Lisbon on issues even though I don’t live in town.

you use?

Scott:

Viewpoint: What keeps you busy when you are not at We have been on Applied since probably 1988.

When they first came out I thought automation was going to be a key in building an agency so I turned around and bought the system. It is expensive, but is a necessity in today’s world.

work?

Scott:

When Ryan and Callie were in college we traveled all over the place attending almost all of their events. I have Madelyn in high school

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Lake Pipin Stripers with brother and dad.

Scott and daughter Maddie riding horses.

now so we will be traveling for her events. I love fishing and hunting. I do a lot of coon hunting and I got into it because at 9:00 p.m., there’s not a lot going on and I could go hunting. I have field trialed bird dogs off horseback.

I haven’t had any good dogs to do that in the last year or two though – I like to play things that I can win at. I’m not as competitive as I used to be, but persistency and drive make a difference.

Viewpoint: You said you don’t live in town; tell us about where you live.

Scott:

We built a home in 1993, east of Lisbon on a couple acres of family land. It is out in the country and just down the road from the family farm. My kids were involved in 4-H and learned how to clean hog lots and take care of animals. We live close enough to the farm that they got a taste of farm responsibilities.

Viewpoint: Are you currently active in farming?

Scott:

My dad and I have a cow/calf operation and I also have horses. I assist my dad with the row crop, helping him with fall harvest, etc.

Viewpoint: It is apparent that you are a hard worker; can you summarize keys to your success?

Scott:

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You have to put quality time in and be persistent. Wrestling taught me that the harder I work the better I am going to be, so it is a philosophy of mine. I remember being a kid and going out in a speedboat and didn’t quit until I was able to waterski. If you take things seriously, you have to work hard at it.

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Son Ryan NCAA Wresting All American with his parents.

Viewpoint: How and why have you been involved in the Independent Insurance Agents of Iowa Association?

Scott:

When I first started working in the insurance industry, it was just Dorothy and I in the office.

I was 22 years old and needed someone to interact with in the business, so I went to my first IIAI convention. I met some people and started interacting with other people outside my office in Lisbon. Just starting out I got my licenses, took my Insurance 21 class and started the CPCU process, but I needed to get out and find some successful people that I could learn from and that is what the Big “I” did for me. I met some great people and have learned a lot from other great people in the association.

It was an educational and friendship experience, getting in to the circle of people with the knowhow. I started on the Young Agents Committee and was part of the Producer Training when I first got into the business. A lot of people inherit their businesses, but I just started on my own by buying an agency a year and half out of college which at the time was a unique way to get into the insurance business. Other people were very important in that process. At the time, Dorothy told me to go talk to Harry Kral who used to own the agency and owned an agency in Solon. A couple contracts were still being paid and they wanted me to buy the agency, but I didn’t have enough money. If I didn’t buy the agency, Harry was probably going to get it back. He went to the bank with me and he co-signed a note. I paid the note back in five years and off to the races.

So in many ways the Big “I” helped my career development.

Selling Raccoons – Scott celebrating his winter harvest of coon skins.

Scott fishing.

Viewpoint: What value do you think a trade association

Hunting is one of Scott’s passions.

Viewpoint: What makes you happiest about being in the

like the Big “I” brings to its members?

Scott:

I think the biggest thing is the legislative impact associations create that helps with the laws that are constantly trying to limit our business. We have to keep our businesses afloat and where the rubber meets the road is in the legislature with the laws and court cases that are being passed. We have to have a say in that or we are going to get run over.

Viewpoint: What keeps you awake at night as an agent?

Scott:

Agency company relations can always be improved upon. They are in the business to make money and take risk, but the way this product is delivered it is important that we have support from our company partners.

Sometimes it doesn’t always feel like a partnership, but I still believe the delivery system in the insurance business is a personal business and people still make a difference. An agent is all the difference in the policy and you can’t get that online. Customers need an agent on their side and that is what we do best by helping our customers through those places they have never been before. We are in those places every day or every week, visiting those claims and we know how things are paid. Our customers may have not had a claim in ten years and now they need our help; that is why we are here.

insurance business?

Scott:

I like to help people. I come from a line of teachers; my mom, my aunt, and my grandma were all teachers. I am intertwined with a farm background and a teaching background, so I feel our job is to educate our customers.

Nothing makes me feel better than knowing I helped each customer get the right coverage and then when the terrible claim happens they have the coverage.

Viewpoint: What is your favorite food, favorite color, favorite TV show or movie?

Scott:

You can’t beat steak and sweetcorn and I like Lisbon red and UNI purple. I really don’t watch much TV except Channel 9 News.

Viewpoint: In closing, is there anything you would like to share with members?

Scott:

I think there are bright days ahead for our industry as long as we keep people involved in it and don’t get carried away with automation to the point that automation takes over our business. We are a very important part of the business and there is a bright future for us.

Viewpoint: Thank you for your time and we look forward to your leadership as IIAI President.

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Just Because It’s Not Covered Doesn’t Mean It’s Not Covered

by Bill Wilson Virtual University’s Ask an Expert

The insured’s brother-in-law was helping him clean up some storm damage when a tree limb damaged his lawn tractor. The adjuster denied the damage as a liability claim under the Damage to Property of Others because it requires the damage to be “caused by” an insured. In this case, the adjuster might be right…but that doesn’t mean the damage is not covered.

When determining whether a policy provides coverage for an occurrence, it is critical to review the ENTIRE form. Often we receive “Ask an Expert” questions where the details of the loss are incomplete or we’re emailed proprietary policy excerpts that consist of just a few pages from a policy with a couple of dozen pages. Here’s a recent example:

Q A

“My question is about the ‘Damage to Property of Others’ Additional Coverage in the HO 00 03 04 91. It says, ‘We will pay at replacement cost up to $500 per occurrence for property damage to property of others caused by the insured.’ My insured’s brother-in-law was helping clear out some trees that had been damaged due to a windstorm at the insured premises. The brother-in-law’s garden tractor was damaged by a tree limb and the insured presented a claim and was denied as it was not ‘caused by the insured.’ The brother-in-law was driving the tractor at the time of the loss.”

You don’t say how the tractor was damaged. In the “Damage to Property of Others” policy provision you cite in the ISO form, it does require the damage to be “caused by” an insured. In addition, it excludes loss arising out of the use of a motor vehicle, the only exception being certain recreational vehicles. Therefore, this additional coverage does not apply to this loss and we can’t otherwise comment on potential liability coverage under Section II since we don’t know what happened and whether the insured could be legally liable. Since the adjuster is citing the “no fault” additional coverage in Section II, presumably this is because s/he feels the insured was not liable for the damage.

However, Section I of the policy says:

COVERAGE C – Personal Property We cover personal property owned or used by an “insured” while it is anywhere in the world. At your request, we will cover personal property owned by others while the property is on the part of the “residence premises” occupied by an “insured”; It is a common misconception that the policy only covers property owned or rented by the insured. As the highlighted language shows, if the insured chooses to extend coverage, it will apply to the property of others as long as it’s on the part of the premises occupied by an insured.

What about any exclusions pertaining to damage to motor vehicles? Motor vehicles are excluded under Property Not Covered, but the following exception is made:

We do cover vehicles or conveyances not subject to motor vehicle registration which are…Used to service an “insured’s” residence; Note that, unlike the HO 00 03 10 00 policy, the 1991 form does not require that the vehicle be used solely to service the insured’s premises. So, as long as the cause of loss is covered, the claim should be covered under Section I, less the deductible. But, again, we don’t know the cause of loss because the details of the occurrence are not provided.

In any case, one lesson here is that, just because the insurer correctly cites exclusionary language in one part of the policy, that doesn’t mean that the loss is necessarily excluded if you can find coverage in another part of the policy.

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VIRTUAL UNIVERSITY’S ASK AN EXPERT It is not uncommon when there is a youthful driver in a family with an auto that the insured is advised to title the car in the child’s name. This evidently will lower the premium with some carriers but, more importantly, it is believed it will lower the liability risk of the parents. If the parents have a personal umbrella, and the child is a member of the household, the child falls under the umbrella. However, if the child, for cost savings, purchases minimum coverage (100/300) and the umbrella requires a $500,000 underlying, for instance, is there a gap in coverage? If there is a gap,what might be the solution for the agent to avoid an E&O claim? The only solution we have heard from companies to date is to buy up to the underlying umbrella limits. And finally, are we just playing games here and if the child is a minor and residing in the household, even if the auto is titled in his/her name, is the parents’ policy/the parents still liable? Would appreciate you steering us in the right direction.

Below are some observations of our faculty. Two key points are made. First, keep in mind that the ISO PAP includes an exclusion throughout the policy (even in UM/UIM coverage in many states) that says that, under the parent’s policy, there is no coverage for any resident family member (other than the parents themselves) using the auto of another resident family member unless that auto is insured under the parent’s policy. In other words, if a couple has a 16-year-old daughter and a 17-year-old son living at home, and the son insures his car under a separate policy, the 16-year-old daughter has no coverage (nor does her brother) under her parent’s policy while driving her brother’s car…she must rely solely on the limits and coverages provided by her brother’s policy. Second, if the parents have an umbrella policy, it is unlikely that it will provide excess coverage claims covered by their son’s auto policy.

Insuring the child’s car under a separate policy has potential gaps. For example, in the current ISO form, if there are other family members in the household, the parents’ policy provides no coverage for them while driving the child’s separately insured auto…only the limits under that policy would be available. (The parents, though, would be covered by their own auto policy as excess of the child’s policy while driving the child’s car.) Depending, again, on the wording of the parents’ umbrella, if there is no coverage under the parents’ auto policy, there might be no coverage under the umbrella…that’s particularly true when the “umbrella” is actually an excess policy.

None of the personal umbrellas I’ve seen have any dropdown provisions, though I’ve admittedly seen only a fraction of all of those in the marketplace.

First, I would never advise an insured to do this if their child is still under 18 (the age of majority in our state), because the parents still have parental responsibility and, thus, a liability exposure for the child’s use of the auto.

But once they turn 18, it is not out of the realm of possibility if the parent no longer has a liability exposure for the CHILD’s use of the auto. If fact, I did this when my kids turned 18, though that’s a personal decision and I’d never suggest that an agent “recommend” this. It’s cheaper JUST BECAUSE they don’t have to carry high limits, because they don’t have any assets (however, you do get into a moral issue of, even though you have no assets to attach, do you have a moral obligation to make the injured person whole?).

From a purely financial standpoint, then, the umbrella over their auto limits is not necessary. The parents and the child, of course, should be told this in writing.

I’m not sure titling the car in the child’s name will abdicate the parents of responsibility. Depending on any statutes to the contrary, they may still be held liable. If so, THEIR policy should protect them. So, you can see from the above that there are dangers in insuring a child’s car under a separate policy. However, depending on the unique circumstances of an accident of exposure, there are dangers from insuring him/ her on the same policy…but that’s a story for another time.

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Annual Golf Tournament

E&O Mock Trial

Long-time IIAI employee Jeanne Reynolds receives a Presidential Citation.

Agency Management Expert Chris Burand.

Automation Guru Steve Anderson making a point.

State Representative Chip Baltimore received recognition for his legislative leadership.

Attorney Jack Wharton receiving a Presidential Citation for his legal work on behalf of the independent agents.

Chuck Schramm fellow agent from Illinois received rave reviews.

Dirk Nohre, CPA had the crowd taking a lot of notes.

Bill Wilson of IIABA Virtual University

President Terry McDonald, CIC

IIAI CEO Bob Skow, CPCU, CAE receives a Presidential Citation from President Terry McDonald.

Justin Davis (second from the left) receives the 2014 Young Agent of the Year award.

Jeff Bohnenkamp, CIC receives the H.H. Red Nelson Agent of the Year award.

President McDonald introducing Coach Bob Knight.

Coach Bob Knight

New IIAI Board Member Lottie Miller is sworn in.

109th IIAI President Scott Morningstar and wife Jacque.

IIAI 108th Annual

Convention Highlights

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Promote Yourself, As It’s Unlikely Anyone Else Will Do It For You

by Bob Skow, CPCU, CAE - Chief Executive Officer

“That is what our TRUSTED CHOICE® branding campaign is all about.

Are you using the marketing materials Trusted Choice® makes available to you?

We encourage you to go visit www.TrustedChoice.com/agents and use your Big “I” password to log in.

L

ast week in one day I received at home four letters from insurance companies asking for my homeowners and auto insurance. One letter was from Farm Bureau, one from State Farm, and one from American Family. All three of these letters encouraged me to contact the “local agent,” and all three included a picture of the agent with local office number, cell number and personal email address.

All three were full of accolades about what the agent would do for you including coming out to my home and visiting with me. The letters were made to appear they were from the agent while clearly sent from the company.

Remember I said there were four letters? The fourth letter came from an independent agent company (not Iowa based) who told me first “This letter isn’t going to everybody…”

I guess that was to make me feel important. The letter went on to tout the company, how long they had been in business, their best rating, and how happy their clients were. But, no place in the letter was there one mention of an agent. In

fact, it was signed by an officer in the company. A toll free number directly to the company was printed boldly in the letter, and that is where I was told to call.

It is just me or it this perplexing? The captive agent companies are promoting the value of a local agent, while the American Agency Company is promoting call us direct.

Before anyone over reacts to my question, let me ask one more – why have I never received a marketing letter from an independent agent? Other than my current agent, who is an independent agent, I can never recall getting a letter or phone call from an independent agent. Is it because of cost?

Is it a lack of company willingness to do a cooperative direct mailer on behalf of their agents? I don’t know the answer – my guess is there are in fact some companies who are doing that on behalf of independent agents, but who are they? Are there companies who will help you do a direct mail piece promoting you?

My guess is most of these companies who sent me a

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letter are using a profiling vendor, who pre-selects based on data prospects to whom to send a letter. Sure this costs money, but it appears to be working as all three of these captive agent companies are top 4 players in the Iowa Homeowners Market and top five in the Private Passenger Auto Market.

Bottom line – as independent agents we must get better at promoting ourselves. We must get better at communicating with the buying public the value a local agent brings to Iowans.

That is what our TRUSTED CHOICE® branding campaign is all about. Are you using the marketing materials Trusted Choice® makes available to you? We encourage you to go visit www.TrustedChoice.com/agents and use your Big “I” password to log in.

You will find a ton of great marketing materials, including direct mail pieces.

Most of all, we encourage you to promote yourself – as it’s unlikely anyone else will do it for you.

32 |

| FALL 2014

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