A MONTHLY PUBLICATION OF THE INDEPENDENT INSURANCE AGENTS & BROKERS OF LOUISIANA
LOUISIANAAGENT APRIL 2022
By: Jeff Albright Story on pg. 5
Lighthouse in Receivership
LA Citizens Binding Procedures
Be Careful with UM Selection Forms
Jeff Albright
Jeff Albright
Jeff Albright
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IIABL STAFF JEFF ALBRIGHT Chief Executive Officer jalbright@iiabl.com (225) 236-1366
BENJAMIN ALBRIGHT Vice-President of Strategic Initiatives balbright@iiabl.com (225) 236-1357
KATHLEEN O'REGAN Director of Communications & Events koregan@iiabl.com (225) 236-1360
KAREN KUYLEN Director of Accounting & Finance kkuylen@iiabl.com (225) 236-1353
RHONDA MARTINEZ Director of Insurance Programs rmartinez@iiabl.com (225) 236-1352
JAMIE NEWCHURCH Director of Insurance Programs jnewchurch@iiabl.com (225) 236-1350
LISA YOUNG-CROOKS Director of Member Relations lyoung@iiabl.com (225) 236-1351
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CONTENTS TABLE OF CONTENTS & FEATURED STORIES
02 IIABL STAFF At your service!
15 UM SELECTION FORMS Tips from an expert: Dos & don'ts when completing these forms
18 WHAT'S YOUR AGENCY TECH STACK? Complete this Catalyit Survey and win great prizes!
19 HOW TO USE 'HELP A REPORTER OUT' Cataylit Corner with Steve Anderson HARO
21 AVOID THESE SALES MISTAKES 10 tips!
24 BUILDING AN EFFECTIVE LOCAL MARKETING STRATEGY
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INSURANCE REFORMS MOVING IN LOUISIANA LEGISLATURE
Ideas for your agency from ePayPolicy
29 THREE PARTS TO PLANNING FOR YOUR FUTURE By Carey Wallace, Agency Focus
31 YOUR PATH TO
DIRECT APPOINTMENT
IIABL Member Benefit: Independent Market Solutions
32 VACANT LAND By Tim Wahl, Gallaher Insurance Group Chair MAIA Coverage Advisory Committee
35 THE 'BUSINESS USE' EXCLUSION IN PERSONAL AUTO POLICY
LIGHTHOUSE IN RECEIVERSHIP
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LA CITIZENS BINDING PROCEDURES
By Chris Boggs
40 THE CGL POLICY & Faulty Workmanship
43 UNDERSTANDING LIQUOR LIABILITY By: Chris Boggs
18153 E. Petroleum Drive Baton Rouge, LA 70809 Ph: (225) 819-8007
www.iiabl.com
47 CHAPTER EVENTS & NEWS 48 IIABL EDUCATION UPDATE 50 ADVERTISER INDEX 51 INDUSTRY PARTNERS 52 IIABL BOARD OF DIRECTORS
Insurance Reforms Moving in Louisiana Legislature By: Jeff Albright & Ben Albright The 2022 Regular Session of the Louisiana Legislature is at the half-way point and is scheduled to end on June 6, 2022. This session is a historically bad session for the insurance industry with many bills filed to tighten regulations and, in some instances, punish insurance companies as a result of complaints about claims settlement practices after the four hurricanes of 2020-2021. Thus far, most of the truly punitive bills have not been heard. Legislative leadership has been working to pass meaningful but reasonable insurance reforms in an effort to discourage passage of more punitive measures. The bad news is that there are plenty of breathtakingly bad bills that can still be heard and possibly passed into law. The good news is that really good legislation is moving through the process and provides hope that improvements can be made without destroying our already tight property insurance markets. Here are some of the more important reasonable insurance reforms.
HB 83 by Schlegel and SB 134 by Talbot – Addresses loss of use/evacuation coverages. These bills relate to the controversy around Commissioner Donelon’s Directive 219 which requires insurers to pay evacuation expenses under their “civil authority loss of use” coverage for Hurricane Ida. The bill would create a statutory trigger for such coverage. Many insurers believe that their civil authority coverage is NOT intended to cover such expenses. HB 83 passed the House and moves to Senate Insurance. SB 134 passed the Senate and moves to House Insurance. IIABL has some concerns with statutorily mandating coverage that is not in the policy but is neutral on these bills.
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INSURANCEREFORMS HB 831 by Firment – In the event of a total dwelling loss, requires insurers to advance payment of at least three months estimated additional living expenses to residential property policyholders with ALE coverage without receipts or proof of loss. Additional payments would have to be documented. HB 831 passed the House committee and moves to the House floor. IIABL supports HB 831. HB 521 by Huval – Expands the requirements for insurers to create and maintain a disaster response plan to respond to hurricanes. Adds requirements for insurers to file a plan for staffing sufficient adjusters and other personnel to respond to catastrophe claims in order to ensure that insurer operations and communications function after a catastrophe. Passed the House committee and the House floor in 2 unanimous votes. Now heads to Senate Insurance. IIABL is sponsoring this bill.
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Continued from page 5 HB 612 by Huval – Establishes the Louisiana Fortify Homes Program within LDI to provide grants to homeowners who retrofit their homes to fortified homes standards. Funds would come from revenues already generated by LDI. Passed House Insurance and is scheduled to be heard by House Appropriations Committee soon. HB 936 by Huval – Provisions taken from Texas statutes which provides tighter time frames for insurance company response on catastrophe claims settlements, designed to shorten the time needed to settle claims. Passed House Insurance and will be on the House floor soon. IIABL supports this bill.
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INSURANCEREFORMS HB 999 by Firment – Adds additional regulations for business practices of public adjusters in order to ensure proper conduct and protect policyholders. Passed House Insurance and will he on the House floor soon. IIABL supports this bill. SB 117 by Luneau, SB 122 by Talbot, and HB 870 by Lacombe – These bills are intended to address the “Landry vs. Progressive” Louisiana Supreme Court case in which they ruled that insurers can include policy language to exclude coverage on a named insured while they drive someone else’s vehicle with permission. SB 117 passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance. HB 870 has passed the House. Now heads to Senate Insurance. IIABL supports these bills (they may need a couple of amendments). SB 163 by Talbot – Requires insurers to provide policyholders with a catastrophe claims process disclosure when they submit a claim. The commissioner would create a standardized form which explains things that policyholders might need to know during the claims process. Insurers would then be required to provide that form to the policyholder no later than the first adjustment. IIABL thinks this could be a significant help in policyholder education and setting expectations for the claims process. Passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance. IIABL is sponsoring this bill. SB 198 by Talbot – Requires increased communications if a claim requires more than 3 adjusters. In an effort to combat “adjuster churn” and related fatigue for policyholders, this LDI sponsored bill, would require companies send a report on the status of the claim after the third adjuster. They would also be required to assign a permanent contact at the company for the policyholder. That way, even if another adjuster must be assigned, the policyholder has a single point of contact that can manage the claim and ensure that it is moving forward.
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Continued from page 6 Passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance. IIABL supports this bill. SB 209 by Stine – Increases the commissioner’s authority to fine insurers who engage in unfair trade practices. The current maximum aggregate penalty of $250,000 would be doubled in the event that a market conduct review unearths sufficient evidence of poor behavior on the part of an insurer. Passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance. IIABL supports this bill. SB 212 by Stine – Formalizes in statute the hurricane mediation program that Commissioner Donelon has instituted in the wake of recent storms. Allows policyholders and insurers another option to adjudicate claim disputes outside of costly litigation.
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INSURANCEREFORMS Passed the Senate committee and is scheduled to be heard on the Senate floor soon. IIABL supports this bill. SB 264 by Bouie and HB 866 by Frieman – Increases minimum capital and surplus requirements for insurers from $3 million to $10 million. The goal is to encourage conservative underwriting and reinsurance practices from carriers by requiring investors to “put more skin in the game.” Hopefully, this will help discourage future insolvencies like we have seen the last two years. SB 264 passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance HB 866 passed the House and passed the Senate committee; it will be scheduled for Senate floor debate soon. IIABL supports this bill. SB 412 by Talbot – Modifies the Insure Louisiana Incentive Program. This resurrects an incentive program to bring new carriers into the Louisiana property market. After Katrina, the program experienced some success in attracting new market entrants, increasing competition, and lowering rates. SB 412 updates the program to address the current market shortages. Passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance. IIABL supports this bill. SB 446 by Fred Mills – Establishes stricter requirements on mortgage lenders on how they handle insurance claim checks in order to expedite the release of funds to the homeowner to allow them to make repairs on their damaged property faster. Passed the Senate Commerce Committee and will be heard on the Senate floor soon. IIABL supports this bill.
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Continued from page 7 Passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance. IIABL supports this bill. SB 209 by Stine – Increases the commissioner’s authority to fine insurers who engage in unfair trade practices. The current maximum aggregate penalty of $250,000 would be doubled in the event that a market conduct review unearths sufficient evidence of poor behavior on the part of an insurer. Passed the Senate committee and Senate floor in 2 unanimous votes. Now heads to House Insurance. IIABL supports this bill. SB 212 by Stine – Formalizes in statute the hurricane mediation program that Commissioner Donelon has instituted in the wake of recent storms. Allows policyholders and insurers another option to adjudicate claim disputes outside of costly litigation.
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LIGHTHOUSE IN RECEIVERSHIP By Jeff Albright IIABL CEO
The Louisiana Department of Insurance (LDI) filed, and the court approved, placing LPIC Property Insurance Corporation and Lighthouse Excalibur Insurance Company (LEIC) into receivership in early April. On Tuesday, April 26, 2022, LDI filed a Petition for Liquidation of Lighthouse Property Insurance Corporation (LPIC). The court is expected to sign the order before the end of April. The signing of the Liquidation Order with a finding of insolvency is the triggering event that will result in a 30-day notice of cancellation and activate the guaranty associations for policies in South Carolina, North Carolina, Texas, and Florida. At that point insureds and agents in those states should call the guaranty association in the state they reside for all claims and return premium matters. LDI requested a carve out for the Louisiana policies in LPIC so that they can work with the Receiver to try to find financially sound insurers who are willing to assume the Louisiana LPIC policies, as they did with the receiverships of Access Home, State National Fire, and Americas Insurance. Thus far, no insurer has expressed interest in assuming all of the 30,000 LPIC policies, so the Receiver has created six geographically diverse bundles of 5,000 policies which are available for assumption. If Louisiana LPIC policies are not assumed by other insurers, at some point those policies will
also be liquidated, and all Louisiana LPIC policyholders will receive a 30-day notice of cancellation. Louisiana agents will then have to replace coverage during the 30-day notice period. LPIC is admitted in Louisiana, meaning that policyholders are covered by the Louisiana Insurance Guaranty Association (LIGA) for claims up to $500,000 and for up to $10,000 in return premium. LIGA is now responsible for paying LPIC claims and return premiums. New claims should be filed directly with LIGA instead of LPIC. Claims previously reported to LPIC have been assumed by LIGA. All claims inquiries should be directed to LIGA by calling (225) 277-7171. Agents and policyholders will receive further information from the court-appointed Receiver who is now in charge of operating the insolvent insurer. Lighthouse had approximately 30,000 policies as of the start of the year which represents just over 3% of the Louisiana homeowners market. IIABL will provide additional information as it becomes available. The LDI/Receiver anticipates filing a Petition for Liquidation for Lighthouse Excalibur Insurance Company (LEIC) in early May.
Additional Resources: Read the LDI News Release, April 11, 2022 Commissioner Donelon Places Lighthouse Property Insurance Corporation Into Receivership
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By: Jeff Albright IIABL CEO Unfortunately, the extremely difficult Louisiana property insurance market is forcing IIABL member agents to use Louisiana Citizens Property Insurance Corporation (LA Citizens) more than ever before. IIABL has received numerous inquiries from members with questions and concerns about LA Citizens procedures for binding commercial property insurance coverage. LA Citizens is continuing to follow their standard binding procedures. Producers can bind policies with the total insured value (TIV) below $1,000,000 the following business day from when it is entered. If the risk has a TIV over $1,000,000, the risk must be reviewed by a LA Citizens underwriter prior to
binding. LA Citizens is currently reviewing submissions within 1 business day of submission. Their goal is to review all submissions within 3 business days. Once the LA Citizens underwriter approves the quote, they will assist the producer in getting the policy issued with the original quote effective date. Producers will have a problem if they try to revise a quote after the effective date has passed since they can only bind the next day. There a few things producers can do to speed the process. Please review the general rules to understand the submission process. Include all buildings on the quote when it is first submitted. Each time you revise the quote the system changes the referral date and time to when the submission is last exited.
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BINDINGPROCEDURES Continued from page 12 Include the e2Value building valuations with the correct description, correct construction, and correct square footage. Submissions can be processed faster if the LA Citizens underwriter can review the quote in its entirety at one time in lieu of having to request additional information. If a risk is over water or partially over water, you must provide a copy of the flood policy. If there are multiple buildings at one location, please submit a diagram showing the locations of the buildings. For detailed information, please refer to the LA Citizens Commercial Property Rules.
Be Careful with UM Selection Forms Jeff Albright IIABL CEO
Louisiana uninsured motorist (UM) statutes provide that no automobile liability insurance shall be delivered in this state unless coverage is provided in not less than the limits of bodily injury liability provided by the policy. However, UM coverage is not applicable when any insured named in the policy either rejects coverage, selects lower limits, or selects economiconly coverage, in the manner provided in this Section. [22:1295(1)(a)(i).] If an insured rejects UM coverage, or elects one of the reduced-coverage options, and later files a claim for UM limits equal to the BI liability limits, as provided by statute, the insurer’s primary, if not exclusive, defense will be the UM selection made by a named insured on the Uninsured/Underinsured Motorist Bodily Injury Coverage Form, as promulgated by the Louisiana Department of Insurance (LDI).
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However, should a court find any defect or error in how the UM selection form was completed, the rejection of UM, or selection of reduced coverage, will be invalid. Absent evidence sufficient to counter the errors in the election/rejection form, insurers would then be required to pay UM limits equal to BI limits. Subsequently, an insurer may seek recovery against the agency for the error. This obviously means that everyone in the agency must be very careful to properly execute every UM selection form. Here are some practical tips:
DO Have the named insured initial the selection or rejection of coverage chosen Fill in the amount of coverage selected for each person and each accident (or for combined single limits) in thousands of dollars (e.g., 25,000/50,000) IF the named insured selects limits lower than policy limits
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UMSELECTIONFORMS Legibly print the name of the named insured or legal representative Ask the named insured or legal representative to sign the form Legibly fill in the policy number (if the number exists) at the time the form is completed Legibly fill in the date Add the correct company name to the form if using a preprinted or handwritten form
DON'T Use an “X” or “sign here” to denote where a customer should sign Allow anyone other than the named insured to complete the form without appropriate authorization Include the wrong policy number (e.g., a prior policy number or number with transposed digits) Forget to select a limit, or select a limit that is invalid
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Continued from page 15 Permit any stray marks, use correction fluid, or alter the form in any way For more information, please refer to: TA 329 Uninsured Motorist Election Rejection Forms Majority Done Incorrectly LDI Bulletin 08-02
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We’re working with Catalyit to kick the next round of tech resources into high gear. We need your help with this quick survey. It will only take 5 minutes and there are fantastic prizes! You may have heard us talk about your tech stack - all the systems and software you use in your agency to serve customers and manage your business. To guide new tools and solution provider advocacy (that’s right - we’re going to help everyone help you), we want to learn what agencies are using now and how you feel about them.
TAKE THE TECH STACK SURVEY NOW!
Prizes: [5] $50 Amazon gift cards [10] $10 Starbucks gift cards And the grand prize: $1000 Catalyit consulting time! The sooner you complete the survey, the more chances you'll have to win! Gift card drawings start this Friday. Grand prize - May 6th. Yes, multiple team members at Big I New York - IAAC are welcome to submit. Take Survey: https://su.vc/techstack Your insights will directly impact Catalyit tools and solution provider advocacy. Thank you!
CORNER HOW TO USE (HARO) HELP A REPORTER OUT
Tip #5 By Steve Anderson
One of the best ways for you to be perceived as an authority on insurance is to be quoted by national, regional, or local news sources. Public relations firms charge thousands of dollars each month to place you and your content with media outlets. And, you don't need to pay that much. You can do it yourself using just a little bit of guerrilla marketing. Help A Reporter Out (HARO) is a service sponsored by CISION (a press release delivery firm) that connects journalists seeking expertise to include in their content with sources who have that expertise. If you sign up for HARO, you will start receiving
three emails a day - morning, afternoon, and evening - with queries from a wide range of publications. Sometimes each email contains 10 to 20 different questions. You need to realize that scanning through these emails looking for a query you want to respond to can take some time. You can also use these queries to guide the development of your website content. If a reporter is asking the question about insurance differences based on the type of electric vehicle, that may be a topic you will want to research and write about. Additional Resources: Steve Anderson's Guide to Using HARO
AVOID THESE 10 SALES MISTAKES
Over the years, I have made them all. I hope my list of what to avoid in sales and client relations will help others. 1) Thinking a referral is an easy sale. Just because you are recommended does not assure a sale. Do your homework, build rapport, listen to their issues. Don’t take anything for granted. Remember to thank the referral source and keep them in the loop. 2) Not building rapport with your client. You don't have to make a friend, but you must find commonalities.
Emily Huling Selling Strategies
3) Pitching your product and services. Instead, ask questions to learn what your buyer already knows, what they need and why they need it. That information is the basis to discuss what you have to offer. NOMADIC
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SALESMISTAKES 4) Talking too much. Silence is a selling strategy. 5) Interrupting. Let your buyer talk. You can learn about your buyer's decision-making process, challenges, and concerns. 6) Solving a problem they don't believe they have. Educate first and follow their cues. 7) Being impatient to close the sale. People buy in their time, not yours. Until the time is right, stay visible by providing relevant information. 8) Getting defensive. If you disagree, use the feel, felt, and found technique. "I understand how you feel. Others have felt the same way and have found..." 9) Taking things personally. Whatever is said or done, it's not personal. Get over it. 10) Making assumptions. If you don't get a call back, don't assume a reason. I've often assumed the worst, only to find out there is a good reason the connection was lost.
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BUILDING AN EFFECTIVE LOCAL MARKETING STRATEGY FOR YOUR AGENCY ePayPolicy
Modern marketing can be overwhelming, especially for those who manage a smaller budget and don’t want to take risks on marketing tactics that are either hard to prove a return on, or less familiar to them. Too many professionals have been dazzled by marketing “consultants” who managed to drive up certain metrics that never led to an increase in revenue. While some insurance companies might be more ambitious for growth than others, very few would turn down the prospect of additional business. Even if your desire is for growth outside your local market, there’s still a lot of value to be gained by expanding your reach within your city. Effective local marketing is still a solid source for new business lead generation, and doesn’t require substantial upfront investments or steep learning curves.
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MARKETINGSTRATEGY
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Here’s a handful of ways to increase your local awareness, while spending little or no money.
Politely ask your best (or all) your customers to leave a review. Google gives priority to higher-ranking businesses, and/or those with a consistent stream of reviews. A straightforward email asking them for help often gets a surprisingly high response rate. Update the page occasionally with photos and posts, and respond to questions as they come in.
Google My Business (free) 167 billion. That’s how many searches are performed on Google each month. And for businesses looking to be found in searches like “best insurance in ____,” Google has provided an effective platform aptly named Google My Business. Surprisingly, most companies rarely take full advantage of the opportunity. Wordstream has an excellent post outlining a thorough (and free) approach to optimizing your GMB page, but here’s the 3 most important things you can do: Claim your business profile and fill out as many attributes as possible. Note that sometimes, there’s a slight delay here in claiming the business, as Google has to verify ownership, which (to date) involves a postcard in the mail with a verification code.
It should be no surprise, but Google will prioritize search visibility for those that take advantage of the tools they offer. Meaning the more thorough your setup and more frequently reviews or updates show up on your page, the higher you’ll show up in searches. This is critically important, as most studies show that 75%+ of searches never scroll past first page results.
Directory Listings (free, or monthly fee for services that streamline this for you) Google isn’t the only source for showing up
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MARKETINGSTRATEGY locally. Facebook, Yelp, Instagram and others create pins on the map, so to speak. HubSpot has a good article outlining the top 50 online directories, and you could go about the tedious, but mostly one-time, process of listing your business on each. Or, you could consider trying a service like BrightLocal ($29 per month) for a period of time. BrightLocal will set up and monitor the listings, as well as detect duplicate or incorrect listings. If you’re going the route of doing it yourself, prioritize Facebook, Yelp, Bing, and Yellowbook.com, to start.
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Continued from page 25 *Note – Some companies offer referral incentives when a referred client becomes a customer. This may be a compliance issue on a state-by-state basis, and should be researched.
Email (free) Many businesses are far more cautious in regards to sending emails to their list of clients and prospects than they need to be. No one likes “spam” or junk mail in their inbox any more than their real mailbox, but it’s par for the course, and that “unsubscribe” button is always there.
But businesses that take the time to craft emails that add value to the reader often find email is Referrals (free, or monthly fee for services their most successful outlet for new business and that automate this for you) upsells. Email newsletters like The Hustle have Every study on referral marketing agrees – wordearned literally millions of newsletter subscribers of-mouth and peer referrals are some of the best just because of the quality content they pull leads you can get. Built on existing trust, they often together. close faster and remain loyal customers. But it’s not always natural to ask for a referral at the close of a sale, so many companies have resorted to things like automated emails or texts soliciting the referral. If you’d like to try a software solution, ReferralHero is one of the better affordable solutions at $49 per month, without a contract. If you don’t want to commit to a software, you don’t have to. Why not create a simple Google Form with the following copy? We’re so grateful you’ve trusted us to take care of your insurance needs. As a local business, we rely on wordof-mouth referrals, and would love to share our services with someone you know who might be a good fit. Do you know anyone looking for (services you specialize in)? You could set up a reminder to send this email at a certain point after the sale, or assign to a specific team member. It doesn’t have to be complex – just on time, and completed.
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MARKETINGSTRATEGY But where to start? Well, what are you an expert on? Could you turn that expertise into a series of tips or learnings? Do you have new products for a particular segment of your customers, and can you articulate their value? Do you have any promotions, or seasonal considerations for your product? Start there. It doesn’t have to be beautiful or overly designed. In fact, many of the best B2B emails are simple, plain text emails that get to the point. Gong offers a great guide on effective email crafting. Tip – Be sure to segment out your existing customers, and prospects. You can send more frequently, and say more, to customers.
Local Blog Authorship (free, or one-time fees for copywriting assistance) Speaking of expertise, it’s not uncommon to find other local blogs or business associations who would be happy to let you guest write a topic related to your expertise. You then get the benefit of them sharing your expertise with their network, linking back to your contact info. Not a confident writer? That’s ok! You can often hire one inexpensively on services like UpWork for a low hourly fee. They can interview you and pull out the copy, or even refine rough drafts or bullets you produce. What types of blogs might make sense? After checking with local and specialty business groups, look for entrepreneurial blogs or accounts, or even small business-focused blogs. Many of these rely on a steady stream of fresh content to keep their audiences engaged, and take no offense when receiving a sample offer for original content.
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Why’d we write this? We’re a payments company, right? Yes. And our passion is making your payments simpler, faster and more modern so that you spend less time managing cashflow and more time growing your business and delighting your customers. If you want to see how ePayPolicy can help you do that, feel free to look around our site, or watch a demo.
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Carey Wallace Agency Focus In order to best plan for the future, an agency owner must consider three main components: their business, financial and personal readiness. Of those three areas the most overlooked area is by far the owner’s personal readiness. Many business owners have spent their lifetime working in their business, and the thought of not doing that every day is in a word - terrifying. They have no idea how they will spend their days if they are not working in the business that they have called home for most of their life. The business has become such a huge part of their identity, social life and sense of accomplishment that the thought of no longer having a part of their daily life is unthinkable. It is often the reason that so many business owners put off planning for the future of their business as they do not want to wrestle with what's next for them.
business not realizing it full value. In order to think about what the next chapter of your life may be after you transition ownership of your agency, ask yourself some of these key questions: What experiences have I always looked forward to having? what are some ways that I would love to give back to my community, family, industry or group? What are some key interests or hobbies that I have never been able to commit enough time and energy to? Are there places that I wish to visit, people I would like to spend time with or things I have always wanted to learn more about?
For those that have spent the time and given this topic a fair amount of consideration, they are ready. The have thought about all of the things, Sadly, this avoidance and lack of planning often experiences and activities that they are leads to limiting their options – or worse yet – their passionate about and/or bring them a great sense
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YOURFUTURE of peace and satisfaction. They have hobbies, plans and a well-defined “bucket list” of items that they want to accomplish. This can include travel, volunteering, spending time with family, becoming a mentor, or even starting a different business or career. By going through this exercise their future can start to take shape and they can answer the question of what they will need financially to be prepared to build out the next chapter of their lives. It will inform the second part of the plan which is - financial. What will I need for the next chapter? Once your personal and financial goals have been contemplated and defined, planning for your business becomes much easier. You will be able to assess the value of your business today and combine it with the assets you have outside of your business to determine if you are well prepared to retire successfully. For some, they may determine
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Continued from page 29 that there is a gap between the assets that they have today plus their current business value and what they need to retire. For many, once they have defined this gap, it can serve as the roadmap for you to grow your agency's value an create the future you have envisioned for yourself. It may also help you determine and define the options you will consider for the transition of your agency. Without considering your personal, financial and business readiness, your plan is incomplete and increase the likelihood of making decisions that are uninformed and ones that you may ultimately regret. For more information about planning for your future, visit www.agency-focus.com.
YOUR PATH TO DIRECT APPOINTMENT Independent Market Solutions Relationship building is vital to the success of any insurance agency. As agents, you build relationships with clients, and, equally important, you build relationships with carriers. When starting or operating your agency, obtaining access to carriers and building those key relationships can be challenging. The good news is your association can help through Independent Market Solutions (IMS). This program is designed exclusively for IIABL agents to assist with market access and establish a clear pathway to direct appointments with many carriers. The IMS program affords agencies of all sizes the opportunity to add carrier appointments as IMS subproducers. That means your agency can have a
direct working relationship with insurance companies, improving efficiency and allowing you to grow your relationships with company staff. And, as you write more policies as a subagent, certain insurance markets feature the opportunity to “graduate” to a direct appointment once the carrier’s minimum premium threshold and performance standards are met—all at no additional cost to you. Your association is a proud investor in IMS, a program that favors independent agents by providing 100 percent ownership of expirations, competitive commissions, and a path to direct appointments. IMS helps your agency earn more revenue and build a sustainable business. Click here to learn how to connect with our carrier partners.
Tim Wahl, CIC Gallaher Insurance
VACANT LAND When I started in the insurance business, I was blessed to have a wonderful mentor, Lloyd Coleman. He would watch me walk and trip over the proverbial insurance rock and laugh. Lloyd understood insurance and policy forms. He said two things often: If insureds can protect themselves from financial loss by spending a small amount of money, they will; coverage can be sold. I watched him do it every day. RTFP! Read the Full Policy, Read the Fine Print. If you aren’t 100% sure coverage exists, get it in writing so the insured has a piece of paper to wave high in the air showing the judge. Lloyd would stand up at his desk pointing to the policy and ask how I was getting coverage. I was newly licensed, had a few carrier classes under my belt, so I thought with broad policies, broad endorsements, and automatic coverage grants, everything is covered, right? Lloyd was correct in that coverage can be sold. I do it every day with personal and commercial lines. Insureds don’t mind spending money for protection, so many times it’s a no‐brainer. On reading the policy, he was right about that too. He taught me to be careful with the vacant land coverage grant under the homeowners policy. He would ask me how many parcels of land are vacant and then raise his voice and say, “Hardly any; get
Group, Chair MAIA Coverage Advisory Committee
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VACANTLAND the coverage grant in writing.” Many insureds think they have automatic coverage for what they consider vacant land but they don’t! The ISO homeowners policy defines an insured location to include: Vacant Land, other than farmland, owned by or rented to an “insured” A popular independent agent carrier wanting to “one‐up” ISO defines an insured location to include: Vacant land, including that which is vacant except for a fence, owned by or rented to any insured other than farmland. (You get ISO wording plus coverage if there is ONLY a fence. Typically, the insured has more than a fence). Most homeowners policies don’t define vacant land so courts resort to the dictionary. The majority of the court decisions are like those found in Dawson v. Dawson, Travelers Indemnity Co. v.
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Continued from page 32 Holman and O’Conner v. Safeco Insurance Co. in that they use the dictionary definition of the word “vacant,” which usually means “containing nothing, empty“ or “land ‘in the natural state.’” My research showed 95‐plus percent of courts rule that vacant land has no material improvements. If the land has a building, structure, culvert, electric pole, water line, gravel driveway, birdhouse or no trespassing sign, there is NO automatic liability coverage under the homeowners policy. There are a few cases where the court found coverage when land improvements were made but they tended to be cases that were unusual or where the insured got lucky. Delisa v. Amica Mutual Insurance Co. The property owner’s land had a cave. The owner gave a local group of cave explorers permission to explore the cave. Someone was injured entering the cave and sued the landowner. Unbeknownst to the owner, the group installed an iron gate and
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VACANTLAND a steel ladder. The court determined because the landowner did not know about the improvements and the use was in no way beneficial to them the land was vacant. American Motorist Insurance Co. v. Virgil R. Steffens. The insured excavated a canal to join an interior lake to the intercoastal waterway. They developed land around the lake. Seven years after the last lot was sold someone jumping into the canal was injured and sued the landowners. Neither owner realized they still owned the land under the canal. The courts determined the land was vacant even though used by vessels and marine life on the premise that vacant land above ground wouldn’t be considered not vacant simply because an automobile drove over it or a wild animal lived on it. Fort Worth Lloyds v Garza. Garza hired J.L. Reasonover to help Garza start an irrigation pump, and Reasonover was injured when a guard came apart. Garza had taken the pump apart, lost screws to the guard, and secured it with a wire coat hanger. Lloyds didn’t want to defend Garza because the land wasn’t vacant due to one irrigation pump and Garza/Reasonover had a contract that stated there would be no coverage for such an occurrence. While the court utilized a broad meaning of the word vacant (meaning unoccupied), this was a Texas appeals court case about the defense of a claim. Especially in Texas, the obligation to defend is broader than the obligation to indemnify. The court even acknowledged that there was still a question as to whether the land was vacant. It’s a case quoted often in Texas for defense but it’s a weak case for coverage to pay a judgment for a vacant land claim. Don’t count on the insured’s homeowners policy for the automatic vacant land liability coverage grant. It appears that there is coverage but many times there isn’t. Be sure to specifically list the land location on the homeowners policy as an additional insured location or purchase a policy that specifically provides liability coverage for the land.
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Continued from page 33 Talk to the insured and explain the importance of keeping the agent in the loop about future use of the land or any changes to the land. Add questions about vacant land to quote sheets and renewal questionnaires. If a homeowner bought their coverage online direct with a carrier in 10 minutes, do you think they would have any automatic coverage for vacant land? This is where we as independent agents stand out. Go forward and SHINE.
Bill Wilson Founder at InsuranceCommentary.com One of the premier insurance educators in America on form, coverage, and technical issues; Founder and director of the Big “I” Virtual University; Retired Assoc. VP of Education and Research from Independent Insurance Agents & Brokers of America.
THE "BUSINESS USE" EXCLUSION IN THE PERSONAL AUTO POLICY By: Chris Boggs Four business-use exclusions are found within "Part A – Liability" of Insurance Services Office's (ISO's) personal auto policy (PAP). The first is a workers' compensation exclusion not related to the subject of this article. However, the three remaining exclusions specifically relate to the business use exposure that is the subject of this article. The three relevant exclusions read (emphasis provided): 5. For that "insured's" liability arising out of the ownership or operation of a vehicle while it is being used as a public or livery conveyance. This Exclusion (A.5.) does not apply to a share-the-expense car pool. 6. While employed or otherwise engaged in the "business" of: a. Selling; b. Repairing; c. Servicing; d. Storing; or e. Parking; vehicles designed for use mainly on public highways. This includes road
testing and delivery. This Exclusion (A.6.) does not apply to the ownership, maintenance or use of "your covered auto" by: a. You; b. Any "family member"; or c. Any partner, agent or employee of you or any "family member". 7. Maintaining or using any vehicle while that "insured" is employed or otherwise engaged in any "business" (other than farming or ranching) not described in Exclusion A.6. This Exclusion (A.7.) does not apply to the maintenance or use of a: a. Private passenger auto; b. Pickup or van; or c. "Trailer" used with a vehicle described in a. or b. above. In practical application, the PAP extends coverage for the business use of a "your covered auto" provided it's not used to carry people or property for a fee (i.e., Uber or Lyft). Absent material misrepresentation in the application regarding the use of the vehicle, the PAP responds to an incident arising from business use.
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"BUSINESSUSE"
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Continued from page 38
So then, what constitutes covered "business use" of a personal auto? I almost hesitate to answer for fear that the responses be viewed as a full list of possibilities. Note that these are only examples of "business use":
covered by ISO's unendorsed PAP. In fact, no special steps are required to garner protection for business use.
As previously stated, this is but a sample of the possible business uses of a personally-owned auto. Further, all of these examples of "business use" are
Allow me to layout the story as it was related to the VU. The insured was using her personal vehicle for her employer's benefit (to run errands
Wait, you say, what about the Business Use classification? Isn't the insured required to apply An insured using his or her personally-owned the "Business Use" classification to the policy? auto in a Mary Kay, Avon, Rainbow Vacuum or Use class affects premium, not coverage. Provided other direct sales type business; the insured does not attempt to misrepresent the A contractor using his personally-owned vehicle use of the vehicle, the use classification does not to go from job site to job site; affect protection – in the ISO world. An officer of a closely-held corporation or member/manager of an LLC using his/her Notice that I highlighted "in the ISO world." A personally-owned auto on company business; An individual using his or her personally-owned recent claim denial highlights why buying the cheapest insurance and not understanding the vehicle on behalf of a non-profit organization; policy's gaps are detrimental to your insured's or financial health. Agents should trumpet denials An employee using his or her personal auto on behalf of his employer to conduct business, run like the one following in every newspaper story, errands, or otherwise benefit the employer. radio ad, and conversation they have.
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"BUSINESSUSE" Following is the wording from the actual denial letter (emphasis added is mine): Dear : We have investigated the circumstances surrounding this claim, and reviewed all available documentation and factual material associated with this matter. Unfortunately, we will be unable to afford any coverage for the referenced loss, as the loss involved an impermissible business, commercial or employment use of an insured vehicle. The following policy provisions represent those portions that are applicable to the basis for denial referenced above. Your policy may or may not include all of the coverages referenced, and their inclusion does not indicate that such coverages are, in fact, included in your policy, that your policy was otherwise applicable to this loss, or that any particular individual was insured for this loss. The Declarations Page, if any, in effect at the time of the loss reflects those coverages for which a premium was paid. GENERAL PROVISIONS GENERAL EXCLUSIONS Coverage and our duty to defend under Part 1Liability to Others, Part II- Excess Medical Expense Coverage, Part IllUninsured/Underinsured Motorist Coverage, and Part IV - Physical Damage Coverage do not apply to a loss: 8. arising out of the ownership, maintenance or use of any motor vehicle during the course of any business or employment, unless you have paid a specific premium for business 1.m coverage; Our coverage determination is based upon the facts and circumstances of which we are presently aware, as
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Continued from page 37 revealed in the course of our investigation. If you are aware of other facts you believe to be material to our coverage decision, please feel free to bring these to our attention. There may exist other coverage issues of which we are presently unaware, and SafeAuto® reserves the right to raise such additional issues as their applicability may become apparent. No conduct on our part shall be deemed a waiver or estoppel of any of our rights with respect to such issues. This will acknowledge receipt of your notice of claim on the above-referenced matter. So, if an insured EVER uses his or her car to run errands for the employer or for any other "business" purpose, he/she is required to tell the carrier about it and pay an additional premium. What employee doesn't use his or her car for these kinds of "business purposes"? Remember, in the ISO world, the "Business Use" class is for true business use when it's the insured's business or the car is regularly used for business, not when used to run errands.
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"BUSINESSUSE" When I was an agent, I classed my car as business use even though I didn't own the agency; I did so because as a producer most of my time was spent on the road. But even if I hadn't, there was nothing in the policy that would have precluded coverage. The premium was a function of the use class, coverage was not related to use. Don't misunderstand, the carrier appears to have interpreted and applied the policy wording correctly; I'm not questioning the basis of the denial. My outrage springs from the allowance of such policy language; but maybe that's not where my anger should lie since the policy language had to be approved by some regulatory authority before it could be used.
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Continued from page 38 Maybe it's not even anger; maybe this is frustration because consumers are duped into believing auto insurance is all about price. But you can't blame the consumer; auto insurance carriers spend between $6 and $7 BILLION a year preaching price over coverage. I don't want to end on such a downer note. We as independent agents can't necessarily compete against a $6 - $7 billion advertising spend; but we can compete on knowledge. As was mentioned above, every time you are given the opportunity to use claim denials like the one above (and how you could have kept the insured out of trouble), take it. Shout it loud, coverage is important; and consumers need a regular dose of reality.
THE CGL POLICY AND FAULTY WORKMANSHIP California Chief Justice Malcolm Lucas once opined, “No one knows what evil lurks in the hearts of men…but it’s all insured.” That is a typical viewpoint of most insureds…why does someone buy insurance if it doesn’t cover everything they do? We’re not talking about what I blogged about recently, “illusory coverage,” but rather about mainstream policies that cover a lot of things, but not everything. A couple of days ago, I received an email from my web site from a consumer who did not understand why a claim was denied by the CGL insurer of a contractor that did work for the consumer. The following is the email and an excerpt from my response.
Bill Wilson InsuranceCommentary.com
The inquiry: “Could I ask you an insurance question? A family owned carpet cleaning company cleaned my sofa and did damage to the sofa. I made a claim to their liability insurance company, and the company is claiming that the policy had an exception for ‘your work’. What is the purpose of liability insurance if it doesn’t cover damages as a result of the negligence of the insured? Any light you could shed on this would be appreciated. It seems unfair to both the insured as well as to me.”
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CGLPOLICY My response: All commercial general liability (CGL) policies include workmanship exclusions. They exclude damage to the insured’s own work to avoid the CGL policy serving as some kind of warranty of workmanship, something considered an uninsurable economic risk. Here are some examples of such exclusions from an “ISO standard” CGL policy that I’ve attached: Personal property in the care, custody or control of the insured; That particular part of real property on which you or any contractors or subcontractors working directly or indirectly on your behalf are performing operations, if the “property damage” arises out of those operations; or That particular part of any property that must be restored, repaired or replaced because “your work” was incorrectly performed on it.
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Continued from page 40 “Property damage” to “your work” arising out of it or any part of it and included in the “productscompleted operations hazard”. This exclusion does not apply if the damaged work or the work out of which the damage arises was performed on your behalf by a subcontractor. The first exclusion applies to damage to any personal property in the CGL insured’s care, custody or control such as your sofa. The second and third exclusions apply to damage to real property and both real and personal property, respectively, that occurs during the insured’s operations on that property, the third exclusion being a pure “workmanship” exclusion. The fourth exclusion applies to property damage that occurs after operations are done (known as “completed operations”).
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CGLPOLICY In some rare cases, coverage can be bought by the insured within the CGL program, usually with a small sublimit and/or large deductible, but these markets come and go. The more common way to cover this is through a warranty or maintenance bond and/or a performance bond. You’ve probably heard some companies advertise that they are “Insured and Bonded.” What that actually means depends on the actual verbiage of the insurance and bond products they purchased. To summarize, a CGL policy is not intended to cover faulty workmanship committed by the named insured because of various exclusions that preclude coverage. Most insurers consider this to be purely an uninsurable economic business risk, though from time to time some limited coverage appears (and then usually disappears) in the marketplace. I am currently researching and writing a book with the working title of “The History, Evolution, and Meaning of the Industry Standard CGL Policy Property Damage Exclusions.” This is proving to be far more time consuming than I planned, but I hope to finish by late summer or early fall.
Bill Wilson Founder at InsuranceCommentary.com One of the premier insurance educators in America on form, coverage, and technical issues; Founder and director of the Big “I” Virtual University; Retired Assoc. VP of Education and Research from Independent Insurance Agents & Brokers of America.
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Continued from page 41
Understanding Liquor Liability Coverage BY: CHRIS BOGGS
Liquor liability insurance is designed to defend the insured against charges of negligent conduct related to the service of alcohol; and to indemnify or pay on behalf of the insured if they are ultimately found legally liable for the injury or damage. Operations serving or supplying alcohol can be subject to charges of negligent conduct when, for example, a patron or third party is injured as a result of the negligent service of alcohol or negligence in not preventing an individual from injuring a third party. Legal liability can also arise out of other negligent actions or inactions. Charges of assault and battery account for a high percentage of liquor liability claims so any liquor liability policy should include coverage for this exposure. Attorneys typically seek a connection to as many pockets as possible. Lawsuits often name the establishment, the liquor manufacturer, the distributor and any others that seem to make sense (or even those that do not make
sense). Any entity making, selling or serving alcoholic beverages needs this protection because the unendorsed commercial general liability (CGL) policy excludes coverage for liability arising out of one of these activities. Here is helpful advice, if you can smell the alcohol, write the coverage. The cost defense and the ultimate claim cost is based on the individual jurisdiction's definition of legally liable. Forty-three states and the District of Columbia apply a codified or judicially interpreted liquor or dram shop law. Some states allow every bar in which the intoxicated person drank to be pulled into the lawsuit; the establishment has to prove that the patron was not or did not appear intoxicated while there. Each bar or restaurant in these states can be held jointly and severally liable. At least one state holds the establishment liable if the patron appears intoxicated even if they came in that way and didn't imbibe there.
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LIQUORLIABILITY Other states require proof that: 1) the establishment sold alcohol to the or that intoxicated the individual; 2) injuries were sustained; and 3) the intoxication was the proximate cause of the injury(ies). In essence, coverage provided by the liquor liability policy is partially based on statute rather than strictly policy language. Liquor liability insurance typically covers the cost of damages and all legal fees and related expenses up to the policy limits.
Controlling Costs If price is truly the concern, the owner can take many actions to reduce the cost of liquor liability coverage. Like most forms of insurance, liquor liability premiums are based on exposure and the historical losses of the insured operation. Insurance Services Office (ISO) assigns liquor liability hazard grades." Grades range from 0 to 10 and are based on the liquor (dram shop) laws and
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Continued from page 43 liquor-related court decisions of that state. A 0," the best possible grade, indicates there is no cause of action against an alcohol vendor. A grade of 10," the worst possible grade, indicates that strict liability is imposed on the vendor. The higher the grade, the higher the rates. Liquor liability grades are found in each state's State Exception page of Rule 45 of the CGL's commercial lines manual (CLM). States breakdown as follows:
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LIQUORLIABILITY Rates are especially high for establishments with a poor claims history and those having unique exposures such as pool tables, live music, exotic dancers or other forms of live entertainment. Owners of operations with these histories or exposures typically pay a premium surcharge."
Training your staff Closing earlier, removing pool tables or other diversions and/or getting rid of live entertainment may not be practical; but the insured may consider alcohol-awareness training as an option. Many liquor liability carriers offer discounts for such training. Alcohol awareness training is a good starting point and should be required for all management and staff who serve alcohol. Servers learn to identify patrons who have had too much to drink, how to avoid serving under-aged customers and when to make and keep notes. Servers also learn the consequences of failing to take responsibility for
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Continued from page 44 their patrons. Many servers assume that they will not be held personally responsible for serving an intoxicated customer, but this may not be the case in certain states. Security personnel should also be trained. Unfortunately, security staff may be overzealous in their duty, using stun guns, mace and physical force to restrain patrons. Such attacks, ironically, endanger rather than protect a business. Training is essential but only if managers and owners take the training seriously. Staff should be continuously monitored to make certain everyone is consistently applying the lessons they've learned. Several training programs exist to aid alcohol-serving entities in their quest to become better at protecting their clients and staff while at the same time potentially lowering their liquor liability premium. These include:
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LIQUORLIABILITY Training for Intervention Procedures by Servers of Alcohol (TIPS): A live training class with nine different programs are available depending on the type of operation and situation; ServSafe Alcohol: Sponsored by the National Restaurant Association Educational Foundation (can be done online); Serving Alcohol, Inc.; Techniques of Alcohol Management (TAM): Endorsed by the National Hospitality Institute offering in-person and online training; Techniques for Effective Alcohol Management (TEAM): A non-profit alcohol awareness program geared towards sports venues and sporting events; and Alcohol Safety Institute of America: An online training program.
Availability of Liquor Liability Coverage Depending on who you ask, liquor liability is now freely available unlike in decades past. However, availability may vary depending on the jurisdiction. Many standard carriers willingly extend liquor liability protection to any insured who meets their basic underwriting guidelines regarding the amount of liquor served (as a percentage of sales) and other exposure factors. If the insured is unable to secure liquor liability protection from the carrier providing the general liability protection, many excess and surplus lines carriers stand ready to prove the necessary coverage on a stand-alone basis.
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Continued from page 45
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CHAPTEREVENTS&NEWS
Save the Date for these other IIABR events! September Luncheon September 8, 2022 Drusilla's Seafood Restaurant Fall Social November 10, 2022 Drusilla's Seafood Restaurant
Congratulations to our newly elected IIASB Board! Seth Ostendorff, President Dethloff & Associates, Inc. Jeff Zeagler McClure, Bomar & Harris, LLC David Merrick Querbes & Nelson Stuart Harris McClure, Bomar & Harris, LLC
Save the Date for these other IIAGNO events! Town Hall Meeting August 2022 Company Appreciation Event October 2022 Past President's Christmas Luncheon December 9, 2022 Metairie Country Club
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IIABL EDUCATION MAY 2022 CALENDAR OF EVENTS SUNDAY
MONDAY
TUESDAY
WEDNESDAY
1
2
3
4
8
9
10
11
LIVE WEBINARS! 8-10a Workers' Comp: 5 Mistakes Every Agent Makes 12-1p Condos & How to Insure Them
15
16
17
18
22
23
24
25
LIVE WEBINAR! 8-11a Lurking: Surprises in the Contractor's CGL Policy & Endorsements to Watch Out For
LIVE WEBINARS! 1-2p Truly Awful CGL Endorsements
LIVE WEBINAR! 10a-12p ISO's 2022 Homeowners' changes 1-2p Homeowers Loss Settlement Issues
29
30 IIABL Office Closed
31
June 1
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& EVENTS THURSDAY
5
LIVE WEBINARS! 12-3p Commercial Property - Direct vs. Indirect Damage
FRIDAY
SATURDAY
6
7
13
14
IIABR TopGolf Charity Tournament 2-5p
12
LIVE WEBINARS! 8-11a Agent's E&O: Defenses & Preventions for the Insurance Professional IIAGNO Charity Golf Tournament 11a-5p
19
20
21
IIASB Luncheon with Commissioner Donelon 11:30a-1p
26
27
28
3
29 4
LIVE WEBINARS! 12-2p How to Understand Commercial Property Underwriting & COPE
2
IIABL CE ON DEMAND E&O Risk Management Ethics Flood Commercial Lines Courses Personal Lines Courses Professional Development
OTHER EDUCATIONAL RESOURCES
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ADVERTISER INDEX COMPANY
PAGE
COMPANY
PAGE
Accident Fund Insurance Company of America Agile Premium Finance Allied Trust Insurance Company Amerisafe AmTrust North America AmWINS Access Home Insurance Company Berkshire Hathaway GUARD Insurance Company Burns & Wilcox Ltd. Commercial Sector Insurance Brokers EMC Insurance FCCI Insurance Group Foremost Insurance Group Forest Insurance Facilities The Gray Insurance Company Homebuilders Self Insurers Fund Imperial PFS Iroquois
42 33 7 6 30 28 3 16 46 9 27 8 38 39 47 14 41
Lane & Associates, Inc. LCI Workers' Comp LUBA LWCC National General Progressive RISCOM RLI RPS/Risk Placement Services SafePoint Insurance Stonetrust Summit United Fire Group UPC Insurance Wright Flood
13 45 50 17 26 11 25 44 34 20 22 23 37 36 15
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IIABL 2021-2022
BOARD OF DIRECTORS & OFFICERS PRESIDENT, DONELSON P. STIEL David H. Stiel, Jr. Agency - Franklin PRESIDENT-ELECT, MICHAEL SCRIBER Scriber Insurance - Ruston SECRETARY-TREASURER, ARMOND K. SCHWING Schwing Insurance Agency, Inc. NATIONAL DIRECTOR, JOHNNY BECKMANN, III Assured Partners - Metairie PAST PRESIDENT, BRENDA CASE Lowry-Dunham, Case & Vivien - Slidell YOUNG AGENT REPRESENTATIVE, BRITTNI LAGARDE Southern Insurance Agency - New Orleans ANN BODKIN-SMITH Thomson Smith & Leach Insurance Group - Lafayette MATTHEW DEBLANC Continental Insurance Services - Marrero ROB W. EPPERS Risk Services of Louisiana - Shreveport MATT GRAHAM Lincoln Agency - Ruston CHRISTOPHER S. HAIK Haik Insurance Holdings, LLC - Lafayette STUART HARRIS McClure, Bomar & Harris, LLC - Shreveport ROSS HENRY Henry Insurance Service, Inc. - Baton Rouge BRET HUGHES Hughes Insurance Services, LLC - Gonzales CHARLES H. LEBLANC Bourg Insurance Agency, Inc. - Donaldsonville LYDIA MCMORRIS Alliant Insurance Services - Baton Rouge A. EUGENE MONTGOMERY, III Community Financial Insurance Center, LLC - Monroe JOE KING MONTGOMERY Thomas & Farr Agency, Inc. - Monroe HARTWIG "ROBBY" MOSS, IV Hartwig Moss Insurance - New Orleans PAUL R. OWEN John Hendry Insurance - Zachary ROBERT LOUIS PALMER Insurance Underwriters, Ltd. - Metairie MARTIN "TEENY" PERRET Quality Plus - Lafayette ROBERT G. RIVIERE Riviere Insurance Agency - Thibodaux ROBERT STONE Stone Insurance, Inc. - Metairie
