Kentucky IA - Fall 2021 by Big I Kentucky

Fall 2021

40 under 40 PAGE 23

100

OVER BENEFITS INSIDE

ClearFocus ClearVision ClearPath to

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WHAT'S

INSIDE

Page 7

under 40 Page 23

CONTENTS

7 6 Ways Financial Partnering Can Help Independent Agencies Thrive 16 More Than 100 Member Benefits 18 Ask An Expert: Your Questions Answered 21 Big I Kentucky By The Numbers 23 40 Under 40 50 FREE Benefits 56 125th Anniversary Convention & Tradeshow

The Kentucky IA is the official magazine of Big I Kentucky, and is published quarterly. Office Address 13265 O’Bannon Station Way, Louisville, Kentucky 40223. Telephone: (502) 245-5432 Email: info@bigiky.org Fax: (502) 245-5750 All advertising and editorial submissions are welcome.

EVERY ISSUE 4 From the Chair

64 Big I News

5 From the Commissioner’s 66 Advertiser Index Desk 66 Classified Ads 15 Upcoming Events 66 Social Media Links 49 Industry Partners

OUR

Page 56

MISSION

Create value for our members through innovative resources and legislative advocacy while fostering industry relationships.

3 | Kentucky IA - Fall 2021

Chair From the

ur 125th Anniversary celebration awaits you at the upcoming Big I Kentucky Convention & Tradeshow. Big I Kentucky has been successful throughout the years because of strong leadership and committed members, like you. We are so proud of how far we’ve come and look forward to the next 125 years. Kentucky is full of legends, on the basketball floor, in the capitol halls in Frankfort and Washington D.C. and in insurance agencies across our state. Your next Big I Kentucky Chair, Kevin Desmond, is from a family of legends in our association. Between his brothers, Mike and Denny, and his niece and nephew, Shannon and Tim, their family has dedicated over 50 years. Bill Greenwood, Bill Stiglitz, R.C. Riley and many other legendary leaders made their mark on the national level. The Al Torstrick Agency has produced many leaders within it’s organization. Al, Jr., Al III, Sandra Torstrick Blain and Mike Johnson were all dedicated leaders that have come from this strong Lexington agency. I mention these people because they all took steps to get involved. Every day, we advocate for our clients. We do our best to take care of the insurance companies we represent and stand strong for our families. Being an insurance agent has given me so many opportunities to help others, and my commitment to Big I Kentucky has allowed me to learn and experience so many things that will enhance my career. Big I Kentucky can be YOUR path to becoming the next insurance legend. You can start by attending our Convention at the Galt House Hotel on November 10-12 for this momentous event. (Sign up at www.bigiky.org) I would like to thank the membership for this once-in-a-lifetime experience as Chairman of Big I Kentucky. The board and staff have done their best to lead our members during a global pandemic. Tara and her team have done a marvelous job tending to the business of this association. Zoom meetings were a fresh idea in March 2020, and now, we all have more technological experience than we ever dreamed. Big I Kentucky has answers to any question you may have. The staff is an amazing resource for you to learn about the benefits and programs offered. Health benefits, Agent Errors and Omissions coverage, education, talent recruitment and more, we have what you need to enhance your agency. If you are looking for ways to streamline your business or make your professional life easier, pick up the phone or send an email to find out how Big I KY can help. You may be surprised! During my two-year-term as Chair, I have been blessed with an amazing support system. My wife has been a great listener and advocate for me on my good and bad days. My kids have grown into two amazing adults, and Stephanie and I are so proud. I am so appreciative of my family’s continuous support. I cannot thank Tara Purvis enough. She has gone above and beyond to keep me in the know and to help navigate our association’s path. The Limestone Agency staff has supported my efforts while going through the Big I Kentucky chairs, and I will forever be grateful. Lastly, I would like to thank H. Lewis Greene, Floyd Jack Ison and Miller Hoffman, all legendary figures in our association, for the opportunities, the guidance and the mentoring to get me where I am today.

4 | Kentucky IA - Fall 2021

OFFICERS Ray A. Robertson, CIC

Chair, Mt. Sterling 859.498.3410

Kevin T. Desmond

Chair-Elect, Bellevue 859.491.5100

Whitney L. Floyd, CIC

Vice-Chair, Henderson 270.827.3543

Allen J. Crawford, CIC, CSRM

Treasurer, Somerset 606.679.6311

George “Chip” Atkins III

National Director, Louisville 502.585.3600

Aaron LaRue

Immediate Past Chair, Bardstown 502.348.0050

DIRECTORS Philip Anderton

Lousiville, 502.585.3277

Mark Linkous, CIC

Edmonton, 270.432.3491

John Purdom

Murray, 270.753.4751

Carolyn Reynolds

Richmond, 859.623.8485

Eric Schumacher

Maysville, 606.759.5663

Adam Sheridan

Emerging Leader Chair, Somerset 606.679.6311

Chris J. Wiseman, CIC

Bowling Green, 270.781.2020

Laura Yount, CIC, CISR

London, 606.878.0100

STAFF Tara T. Purvis

President & CEO

Amy Good

Financial Services Director

Commissioner’s Desk From the

f you are a P&C agent, you may not think that the subject matter of this column applies to you, but it does. Not only does it affect you on a personal level, but a professional level as well. The “big deal” is the No Surprises Act, which was signed into law as part of the Consolidated Appropriations Act of 2021 and goes into effect on January 1, 2022. In this bill, President Biden and Congress have addressed some of the issues of surprise medical billing. Some of the key provisions of the bill are: • Protects patients from receiving surprise medical bills resulting from gaps in coverage for emergency services and other specified services provided by out-of-network clinicians at an in-network facility; • Holds patients liable for only their in-network cost-sharing amount, allowing providers and insurers to negotiate reimbursement, • Allows providers and insurers access to an independent dispute resolution process (IDR) in the event disputes arise around reimbursement; • Requires both providers and health plans to assist patients in accessing health care cost information; and • Most importantly, this legislation applies to ERISA and air ambulance billing. Two key areas state regulators could not address since they are governed by state law. Surprise medical bills most commonly arise in connection with two types of services: emergency services, often rendered when a patient cannot select an in-network facility or provider, and non-emergency services furnished by an out-of-network provider (i.e., laboratory, pathologist, or radiologist) during a visit to an in-network facility. Patients will only be held liable for their innetwork cost-sharing amount and thus, will know what financial obligations they will owe, leaving no room for surprises. State regulators are currently working alongside the Department of Health and Human Services, Treasury, and Labor to finalize definitions and implementation of the above provisions. We are enthusiastic about this process. So, yes, the No Surprises Act is a big deal for all of us across the board.

Katie Hines

Membership Services Director

Taylor A. Lee

Communications Director

Kristie Weyer, CISR

Insurance Services Director

Cassie Young

Workforce Development Director

5 | Kentucky IA - Fall 2021

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WAYS FI NA N C I A L PA RT N ERI N G CAN HELP INDEPENDENT AGENCIES THRIVE DAV I D T RALKA

Twenty years ago, traditional banks weren’t a reliable source of capital to finance agency growth and perpetuation. Many institutions just didn’t—and still don’t—understand the agency model. Insurance companies provided some lending, but it was spotty at best. As a result, agencies were left with few viable options besides private capital for financing. That gave rise to InsurBanc: “The agent’s bank.” Formed by the Big “I” with the backing of W.R. Berkley Company, InsurBanc was created to provide the capital agents require to compete, grow and perpetuate their firms. With InsurBanc’s 20th anniversary in 2021, it’s as important as ever to build a culture emulating that of the independent agency: A financial partner that truly understands agency value—cash flow, income and credit needs—and tailors solutions like an agent tailors solutions for their clients. One-size-fits-all does not work in insurance—or lending. Recent history has shown what outside financing can do for an agency’s growth. But even though the message remains the same, educating agency principals about capital and why it’s so important is too. Here are six ways partnering with an independent agency bank can take your agency to the next level:

1) STAYING INDEPENDENT Agency merger & acquisition activity continues at a fast clip. And while there is huge demand from third-party acquirers, many agency owners want to keep their firm independent through an internal perpetuation plan. However, transferring control of the company to a new generation is often easier said than done. For example, the owners of a nearly 200-year-old firm wished to stay independent, but two of their partners were retiring. The agency wasn’t sure it could afford to buy out both partners at the same time or if it could make the acquisition price attractive enough that an internal buyout would be preferable to the offer of a large national brokerage. The owners knew selling to a larger firm or broker would maximize the retiring partners’ earnings, but they wanted to explore options to stay independent. We worked with them to create a perpetuation plan and financing for the buyouts. We analyze an agency’s income potential and long-term viability to help owners assess the value of their agency and determine a fair price. We also advise on the appropriate structure for a perpetuation, from personal buyouts to stock redemptions. In the end, that agency was able to remain independent. 7 | Kentucky IA - Fall 2021

2) SUCCESSION PLANS It was true 20 years ago and it’s true today: Attracting talented young producers to this industry and preparing them for ownership is an ongoing challenge for agency owners. Banks should play an important role in business continuity by providing the capital to fund a succession plan. Well-crafted financing can make amazing things happen with valuable, long-term employees. Some 28 years after joining an agency as a customer service representative, one of our clients had an opportunity to purchase the firm from the retiring owner. She had gone from customer service representative to president and, ultimately, owner. We provided the initial loan—and after paying it off, she again asked us to finance the purchase of a building for the agency’s offices, which after a remodel has become a showcase for the firm. Agency valuation is a specialty area that few financial institutions have expertise in. It’s certainly important to work with a firm that knows this area well when you’re thinking about acquiring another agency, but it may matter even more when you’re ready to exit the business and need to structure a deal that maximizes your profit while providing the next owner a means to acquire your agency.

3) INORGANIC GROWTH Organic growth is an excellent way to build equity in your firm, but there are times when it makes sense to grow inorganically. Examples include purchasing a book of business, acquiring another agency, adding a producer, investing in new technology, or upgrading your customer service and marketing. For a well-run agency, outside financing can be beneficial. Consider a health care-focused agency that recognized a need to diversify and increase its personal lines business. It wanted to acquire a nearby agency with a recognized and seasoned propertycasualty book of business that also provided excellent cross-selling opportunities. But the agency needed a financial partner that would view the acquisition as an attractive business opportunity.

4) PERPETUATION OPTIONS Even if you aren’t ready to sell your agency now, eventually it will have to change hands. Many agency owners haven’t given thought to when or how they’ll perpetuate. These plans take time to unfold— five to 10 years in most cases—and with so many principals nearing retirement, they need to act sooner rather than later to develop a sound, written, well-funded perpetuation plan that establishes agency value and names buyers and sellers. Sometimes, agency owners need to move quickly. One of our clients had prepared a self-funded perpetuation plan, but the timeline had to be accelerated when his health deteriorated. At that point, he decided that it would be best to involve a bank in the funding. After talking to several banks that didn’t understand the agency’s business or how to value it, the owner approached us for the transaction. We were able to act quickly and help develop and fund a revised plan to benefit all parties. Other times, agency owners experience seller’s remorse. They want to stay in the business and regret giving up control too soon. There’s an alternative. In a staged perpetuation backed with outside lending, you sell part of your agency now, but you still own it. Down the road, when you’re ready to retire, you sell the rest. You can have your cake and eat it too. 8 | Kentucky IA - Fall 2021

5) LAUNCHING A FIRM Over the years, producers who successfully cut their sales teeth under the wing of an agency owner have dreamed of owning a firm. But they face a challenge: Banks are leery of lending to an unknown risk. Take the top producer at a large agency who built a book of business from scratch that is now valued at $1 million. She wanted to start her own agency but needed the capital to purchase the business. InsurBanc understood the commitment of a producer who could grow a book to $1 million. This producer’s niche is in commercial insurance bonds in the construction, habitation and restaurant industries, and her contacts were extensive. A bank that understands the value of a strong producer is more willing to invest in their future and provide working capital than the average bank. Financing the emerging agency owner is key to the future health of the independent agency channel. Many new agencies and brokerages are building strong brands. They are technologically savvy, culturally tight, aggressive and successful.

6) STRATEGY CHANGES Independent agencies certainly appreciate the value of a long-term client relationship built around trust. Their commercial clients can pivot, sometimes entering unchartered waters, and they need an insurance partner to back them up. Agents, too, can pivot and they need a lender that already knows them. The fifth-generation owners of an agency established in 1869 wanted to rethink their acquisition strategy in a difficult and changing economic environment. They were looking for ways to refinance their debt on more favorable terms with flexible cash management and continue to grow through acquisitions. The principals were driven to stay on track with their ultimate strategy of growth but needed the financial expertise to get there. InsurBanc loaned the capital and has remained a loyal financial partner, providing financing for subsequent agency acquisitions and the purchase of a building. In these competitive and uncertain times, having a strong lending partner can make all the difference in the world. InsurBanc is proud of our beginnings and the collaborative relationship we’ve forged with the Big “I” and its members.

WHAT KIND OF BANK DO YOU NEED? The insight and planning that comes from a long-term relationship with a bank can be invaluable— especially a bank that understands your goals and the complexities of your business and can help you identify and pursue new opportunities. Your bank should be able to provide a wealth of financial and operational advice. This includes analysis of financial statements and other key business metrics, including important industry trends, benchmarking data, information about the latest deal structures and capitalizations, and suggestions for other professionals you might retain such as an attorney, certified public accountant or investment broker. Your bank should have the tools an agency needs to analyze income and expenses and forecast future cash needs. Accurate and timely financial reporting will allow you to make more informed cashmanagement decisions, improve efficiency and maximize your revenue. 9 | Kentucky IA - Fall 2021

Also, are you paying attention to quality of earning (QOE)? This is an important measurement of your agency’s sustained earning power. It’s also an indicator buyers look at closely when they make an offer. All the moving pieces in your agency can contribute to building value, and you need a bank that understands this. A bank should know your business and your borrowing needs. A lender should be able to analyze and recommend growth opportunities. It should understand the strategic significance of acquiring new business, as well as the urgency often required in putting together a deal. A long-term banking relationship can have practical benefits, including greater convenience, higher levels of service, better rates and lower fees. Find a bank that truly wants to be your ally and has your best interests in mind.

The Bank of Choice for Independent Agents and

DAVID TRALKA Author

David Tralka is the president and CEO of InsurBanc, a division of Connecticut Community Bank N.A. He is responsible for keeping the bank focused on being an innovative provider of financial products and services for the independent agency community. An expert on agency mergers & acquisitions, agency perpetuation and financing, he has presented at numerous venues nationwide.

10 Executive Drive Farmington, CT 06032 1-866-467-2262 www.InsurBanc.com NMLS #406399

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Imperial PFS

EPLI Coverage

Member Pricing at Events

Agency Consulting and E&O Auditing (Virtual or In-Person)

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Personal Umbrella Coverage Anthem Group Health Plan Cyber Liability Programs Big “I” Retirement (MEP) Life & Disability Coverage Big “I” Flood Coverages Big “I” Markets Work At Home Vintage Experts

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Employer Blueprint ePayPolicy Virtual Risk Consultant UPS Discount Docusign Discount Career Plug Levitate Edge Online Agent Refined

UPCOMING EVENTS Scan the QR Code below to register for any upcoming event.

ANNUAL CONVENTION & TRADESHOW

CAMPAIGN SCHOOL

November 10-12, 2021 Galt House Hotel 140 N Fourth Street Louisville, KY 40202

December 9, 2021 Big I KY Office 13265 O’Bannon Station Way Louisville, KY 40223

VIRTUAL CRM PRINCIPLES OF RISK MANAGEMENT

2022 LEADERSHIP CONFERENCE

February 16-18, 2022 16 Hours CE

May 16-18, 2022 Owensboro, KY

HAVE AN ATTORNEY ON RETAINER? WE DO. With our First Call Free Legal program, all members receive 30 minutes of free legal consultation per year with our general counsel to discuss any insurance or agency related matter.

15 | Kentucky IA - Fall 2021

M O R E

T H A N

1 0 0

For more information about each benefit, see opposite side of this sheet, or look in corresponding tabs at www.bigiky.org.

Your Big I KY staff is always willing to help in any way we can. Call us at 502-245-5432 or email info@bigiky.org

MEMBERSHIP • Trusted Choice® • Marketing Reimbursement Program (MRP) • TrustedChoice.com • Digital Checkup • Content to Share • E&O Programs • Employment Practices Liability Insurance (EPLI) • E&O/Website Review (Virtual or In-Person) • Anthem Group Health Plan • Cyber Liability • For you & your clients

• Emerging Leaders • Leadership Opportunities

PRODUCTS • First Call Free Legal • ePayPolicy • Big “I” Retirement • MEP

HIRING

• Big “I” Hires.com • HR Resources • WAHVE Remote Staffing • Big I KY Job Board

• Caliper • Employer Blueprint-Recruiting • Veteran/Spouse Licensing Program

• Life & Disability • Big “I” Flood • Big “I” Markets • Personal Umbrella • At Home Business • Independent Market Solutions

• Apprenticeship Program • Agent’s Guide to Internships • Career Plug • Edge Online

EDUCATION & EVENTS • Continuing Education • Certified Risk Manager (CRM) • Online via ABEN • Classroom

ADVOCACY

• KY Pre-Licensing • Industry Training - myAgencyCampus • Events • Convention & Trade Show • Leadership Conference • Agents Legislative Day in Frankfort

• Political Action Committees • KAPAC & InsurPac

• Lobbying • Frankfort & Washington, D.C.

• Emerging Leader Summit • Road Shows • Keeneland Tailgate • Clay Shoot • Legislative Bulletins

RESOURCES • Agency Tools • ACT (Agents Council for Technology) • “Ask An Expert” • Best Practices • Big “I” VU (Virtual University) • BigIKY.org • Levitate 16 | Kentucky IA - Fall 2021

• Business Solutions • Docusign • UPS • InsurBanc • Telecom Services • Virtual Risk Consultant (VRC) • Premium Finance Solutions •

• Communications • BIG I KY Newsletter • Kentucky IA magazine • Legislative Bulletins • Social Media Presence • Facebook, Instagram, Twitter, LinkedIn

MEMBERSHIP

EDUCATION & EVENTS

• Big I KY has a range of CE courses: • Designation Classes: CRM • Online Classes: ABEN (Agents & Brokers Education Network) • KY Pre-Licensing: ExamFX

• TrustedChoice.com is the #1 online resource for connecting insurance buyers with independent insurance agents and gets over 6 million shoppers each year.

• We strive to think outside the box for fun and interesting ways to facilitate networking opportunities for our members.

• Emerging Leaders Committee serves as the unified voice for all young insurance professionals in Kentucky. • Leadership Opportunities - Join a committee and get involved.

PRODUCTS • E&O Programs - our comprehensive program with competitive rates designed specifically for Big I Kentucky members. • EPLI coverage is available with an existing E&O policy. • The Moberg Group offers the Agency E&O Review Program for agencies participating in the Big I KY E&O insurance program • Anthem Group Health Plan - provide a group plan for you and your employees that includes vision. Ancillary coverages include dental & life. • Cyber Liability Programs discounted for you and your clients. • First Call Free Legal - receive 30 minutes of free legal advice per year from General Counsel, Rick Pitts. • ePayPolicy - accept credit card and ACH payments online while allowing transaction fees to be covered by the payer. • Big “I” Retirement will help you choose what retirement plan best meets your circumstances and achieve your goals. • Big “I” Employment Benefits: Group Life, Group Short & Long Term Disability, Group Dental and Group Vision • Big “I” Flood coverages available through Selective. • Big “I” Markets - no volume commitments, initial access or termination fees and you own your expirations. • Big “I” Personal Umbrella - you have access to two stand-alone personal umbrella markets which enables you to write most any risk you will run across. • RLI At Home Business - provides affordable coverage for those people who operate small home-based businesses. • Independent Market Solutions- Kentucky exclusive market access, FREE for Big I KY members.

ADVOCACY • It’s important that the voice of the independent agent doesn’t get lost. KAPAC and InsurPac, our state and national Political Action Committees, respectively, allow our industry to be present Kentucky and D.C. We also have lobbyists present every day looking out for your best interests. • Legislative Bulletins - receive an update each week of Kentucky Legislative session on the happenings in Frankfort.

• myAgencyCampus is the perfect on-boarding solution for new hires, producers and CSRs.

HIRING • Big “I” Hires.com has cutting-edge tools to help you hire top-performing sales and service staff. • Work At Home Vintage Experts connect agencies & companies with experienced professionals to fit your needs. • Caliper - pre-employment assessments, staff development and corporate culture assessments available. • Career Plug will allow you post jobs for FREE both on your own website and the state job board. • Employer Blueprint - Find, interview and onboard talented employees without spending thousands of dollars on the wrong hire. • Veteran Licensing Program - Free licensing available for vets and their spouses. • Apprenticeship Program helps you grow your own talent with our nationally recognized program. • Check out our Agent’s Guide for Internships. • Edge Online - Hire a highly trained virutal assistant to assist with administrative duties.

RESOURCES • ACT - The industry’s leading technology experts provide blueprints on emerging trends to help your agency. • “Ask An Expert” Complete a quick online form and our experts stand ready to answer your complex insurance questions. • Best Practices help take your agency from good to great. • Big “I” Virtual University can help you build your knowledge base with over 18,000 pages of answers to tough insurance questions. • Big “I” Advantage: Docusign & UPS discounts; InsurBanc access • Telecom Services - Lower your telecom bills with NO Risk and NO Investment. • Virtual Risk Consultant (VRC) - Protect Your Clients. Protect Yourself. Use VRC for Every Proposal. • Imperial PFS provides you with first-class premium financing. • Weekly E-Newsletter & Kentucky IA Magazine (Quarterly) gives a look at industry and association related news and events. • Social Media Presence - Facebook, Twitter, Instagram, LinkedIn. • Agent Refined specializes in low-cost websites for your agency. • Levitate - Email on steroids. Grow your agency by keeping in touch while cross-selling, remembering key facts and driving referrals. 17 | Kentucky IA - Fall 2021

ASK AN EXPERT When you've got a tough question, our experts are here for you. If you can't ﬁnd the answer in the Research Library, we have volunteer experts who can answer, or ﬁnd an answer, to your question.

HOW SHOULD MY AGENCY HANDLE NONRESPONSIVE SEPERATED/DIVORCED INDIVIDUALS ON A PAP? I'm working on establishing a standard office procedure for our office when dealing w/ divorce and personal auto policies. I've done some reading on the procedures when the ex-spouse is not a named insured and my speciﬁc questions are tailored towards when the ex-spouse IS the 2nd named insured and is non-responsive to our office. Our office has the stance that we like to speak with both parties anytime there is a separation or divorce; however, we will occasionally run into the situation where we don't have good contact info on the ex or they are non-responsive to any contact we make. At what point are we able to remove the other party? If the ﬁrst named insured sends in a copy of the formal divorce decree, are we able to then proceed with removing the other party?

BIG “I” VU FACULTY RESPONSE: In addition to the good things you are doing, in the case of a non-responsive ex-spouse, you need to be sure to do four others: 1. Document the titles, usage, and locations of all cars on current policies and deal with that information appropriately 2. Send a postal letter and email to the last known address of the nonresponsive person, explaining exactly what changes are being made to the policy and strongly suggest he or she get in touch with you. 3. Maintain cell numbers for ALL members of households so you can reach out that way; and if course document that attempt and if contact is made, do as appropriate and document. 4. Determine and document all potential and previously listed drivers and add as appropriate. If property coverage is also in place, that is another whole set of issues. When I teach personal lines classes, I facetiously advise not letting your insured's get divorced because it causes a LOT more work and exposure for you. BTW: Commercial "breakups" have their own issues and needs for an agency to address.

Find all of this and more in the Big “I” Virtual University. 18 | Kentucky IA - Fall 2021 virtualuniversity@iiaba.net

BIG “I” VU FACULTY RESPONSE: It's rarely safe to remove a policyholder without their consent - ideally in writing. If a former or separated spouse isn't willing to sign a policy release, then it's best to let the current policy lapse and issue a new policy for the spouse who wants to continue their coverage. Even then it's a good idea to advise the former or separated spouse of the cancelation by sending notice to them at a new address. The person wanting to continue coverage could even authorize their removal from the current policy and its transfer to the other party. There are several companies now that have introduced provisions in their policies that authorize any named insured, or in one case the ﬁrst named insured, to make changes to the policy including removing the other policyholder. In those cases where there is contract a provision like that, removal of one insured by another may be appropriate. Even so, it's a good idea to notify the affected party whenever possible.

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big i ky

Volunteer committee members

608

198

industry partners

$36,480 contributed to

average weekly bigiky.org visits

Full list on page 44!

MEMBERS RECEIVED CE AT 2021 big i ky events

both pacs in 2020

381 1,017

CE COURSES TAKEN ON ABEN IN 2020 22 | Kentucky IA - Fall 2021

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MATT ARNOLD RISE Partners

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: My grandfather was a very successful life insurance agent, and

my father is a well-renowned property & casualty agent. Watching them both while growing up and seeing their passion for helping people made me realize it was something I might enjoy as well. I love meeting new people, and I like the fact I am selling something that will protect them. After interning for an agency and a carrier in college, I knew this was the career I wanted to pursue long term.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I had to convince my clients, despite my youth, I was still experienced and reliable. I was

22 when I first became an agent, which made some people apprehensive. However, I overcame this by getting in front of prospective clients, explaining coverages to them and always having or finding the correct answers. As a result, my clients know I am available 24/7, and I will go the extra mile to take care of them.

QUESTION: How has this industry impacted your life? ANSWER: Insurance has impacted my life by introducing me to all kinds of people and allowing me

to grow in those relationships. I love being able to help people, and I feel as if being an agent is the perfect fit for my personality. I can socialize and do my job at the same time.

MITCHELL BLASER

Risk Placement Services, Inc.

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I started my career in insurance back in college at Eastern

Kentucky University. Initially a Statistics major, I turned my focus to the Business and Technology School, where I was introduced to the Risk Management Program and immediately switched my major. Since that day, I never looked back. I love the job opportunities, consistent learning and the people.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: My main obstacle was my age vs. years of experience. People often undervalue/underestimate

certain skill sets solely based on the person’s age. Providing quick and correct knowledge/information helps you gain your client’s trust and ultimately overcome this obstacle.

QUESTION: How has this industry impacted your life? ANSWER: I’ve been involved in this industry for roughly eight years! From new friends to traveling

to new places, this industry offers a sense of community and a knowledge base that is unmatched. 24 | Kentucky IA - Fall 2021

CHANDLER COHOON

The Murray Insurance Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I love the personal relationships you build with customers and

other agents but also because of its diversity in markets. With my degree in agriculture, I have been able to relate more to our farm-based customers and break into a niche market in our area.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I feel like the industry has many moving parts, and it can be very overwhelming at times

making sure you are staying on top of changing markets. Not to mention, the veterans in our industry have decades of experience and can be intimidating as a young agent starting out. One of the best ways I found to combat this is continuing education and designations. After receiving my first designation (AFIS), I am eager to receive more because it has provided me with more knowledge of a specific sector within insurance. In addition, it has helped improve my self-confidence and move forward.

QUESTION: How has this industry impacted your life? ANSWER: This industry has provided me with the opportunity to build relationships with new

customers, other agents and company representatives. Insurance is a relationship-based business, and the connections you make only help to better you overall. I would not be where I am today without my contacts and friends in the insurance industry!

ANDREA CORTES AJ Gallagher

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I always said I would never do what my father did, but I got into

insurance with the right situation and opportunities just like him.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Learning. There are so many aspects of insurance, and it is continually evolving. Trying to

stay on top of the information can be challenging, so I read, asked and communicated with the people around me in the insurance business.

QUESTION: How has this industry impacted your life? ANSWER: The knowledge I have gained for personal use. I watch how it ebbs and flows with individuals,

society, businesses, and the economy. It has been interesting to watch insurance companies, agencies, and businesses respond and adjust to the impact of COVID.

25 | Kentucky IA - Fall 2021

MADDIE DOBSON Summit Holdings

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I was looking for an industry where I could take any career

path within it and have the ability to grow and learn along the way. Insurance is not for the faint of heart, but you will always get back what you put in. Call me crazy, but insurance is exactly the kind of challenge I needed.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Being able to say I don’t know and hearing the word “NO” a lot! It turned out to be my

favorite word and allowed me to learn more from people who were experts in their field. I didn’t have to be everything to everyone, and that was a tough pill to swallow.

QUESTION: How has this industry impacted your life? ANSWER: It’s taught me a lot about myself. I realized that learning doesn’t stop once college is over, so I am always on my toes and hungry to know more.

LOGAN EDELEN

Roeding Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I saw the need in my community to help businesses grow and

prosper. With parents who are business owners, it was apparent insurance was a necessity for their business. They, along with their business-owning friends, had no in-depth understanding of what coverages were purchased. They need to trust their agent and have someone looking out for their best interest. I wanted to provide that security and trusting relationship.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I was very fortunate that Houchens Insurance Group allowed me to begin my insurance

career. They provide their employees with every resource and mentorship available to succeed. With that being said, early in my insurance career, the most challenging hurdle was being taken seriously by successful business owners. The key(s) to overcome this was staying diligent, immersing myself in learning all aspects of their industry and trusting that the training provided would allow me to have a successful career. With hard work and dedication, like in any path in life, anything is possible.

QUESTION: How has this industry impacted your life? ANSWER: I genuinely believe the insurance field is the greatest industry out there. It fulfills my

competitive drive and challenges me daily, with no two days being the same. It is also very fulfilling as we have the responsibility to protect the livelihoods of our clients and provide them a foundation for growth. I also get to provide financial security to our agency’s staff and their families. 26 | Kentucky IA - Fall 2021

BRIAN GARNER

Garner Insurance Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: Working with my father was the main factor in my decision.

I was a year out of college and unsure where I was headed. He had the opportunity to buy an agency but was going to need some help. Fourteen years later, it’s still the two of us, and we keep growing every year.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I first started, the primary obstacle was confidence. Over time, I became more

knowledgeable, which helped, but the key is to never stop learning.

QUESTION: How has this industry impacted your life? ANSWER: This industry has significantly impacted my life in ways I never imagined. The business

owners and people I’ve met have encouraged me to be more involved in my community. It’s also caused me to be more sympathetic to others because I’ve learned many people face challenges that most of us could never imagine.

CHRIS GEE KEMI

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I was referred to KEMI by a college fraternity brother. I had heard

about KEMI and what a fantastic company it has been to work for, so I did not hesitate to apply.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I did not go to college for insurance and had no other experience in the industry. Learning

the workers’ compensation industry from scratch was an obstacle, but KEMI provided all the resources and support needed to be successful.

QUESTION: How has this industry impacted your life? ANSWER: In my opinion, I work for one of the best companies in Kentucky. KEMI puts a priority on

employees living a healthy life outside of work. I wouldn’t be in the position I am today without that support.

27 | Kentucky IA - Fall 2021

JESSE GRAY

Foundation Risk Partners

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: For the benefits. In all seriousness, I enjoy helping others. In the

insurance world, I have the ability to work with employers to find healthcare solutions for their businesses and individuals to find their best Medicare options.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Like most sales positions, you have to face the opposition of the simple “no.” However, I

have found that the best way to overcome that obstacle is a smidge of tenacity and a bit of stick-toitiveness. At the end of the day, maintaining a good relationship with a prospective client will lend itself more opportunities in the future.

QUESTION: How has this industry impacted your life? ANSWER: This industry has led to life-long friendships and relationships. But, of course, it doesn’t

hurt that I sometimes get to golf and call it work.

KRISTY GUTHAUS

Bilz Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I started as the receptionist for Bilz Insurance in 2011. I had my son

in 2012 and wanted to do more for myself, my family and Bilz, so I obtained my P&C license in 2014. Then in 2015, I started working on my CISR designation and obtained it in 2018. In 2020, I started working towards my CIC designation, which is still in progress. I love to learn new things and push myself to do more.

QUESTION: What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Not knowing anything about insurance, I had to overcome being afraid I wouldn’t do

well and letting myself, my family and my employer down. I overcame this by talking to coworkers, asking lots of questions and going through webinars to help myself learn. I have the best employer and coworkers, hands down! If I don’t know an answer to something, I ask questions until I feel comfortable enough about that topic. I also take lots of notes for reference. There are still things I don’t know, but I have a wonderful support system to help me when I need it.

QUESTION: How has this industry impacted your life? ANSWER: I have been at Bilz for ten years now, and I couldn’t thank them enough for believing in me and giving me the opportunity. It has made life for me and my son better than I ever could have imagined. I love to learn new things, and there is SO much to learn about insurance. I love being able to help others, and I feel that being in the insurance industry allows me to do that in many ways. 28 | Kentucky IA - Fall 2021

HANNAH HALL Insurance Associates

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: Growing up in an insurance family, I saw the benefits and

financial stability working in the insurance industry could provide. That being said, I feel more like insurance chose me.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I first started, I think my biggest obstacle was adjusting to working with my family

members. It took a little bit of time, but after learning more about each other’s communication styles, we have figured out how to work together and become a closer family in the process.

QUESTION: How has this industry impacted your life? ANSWER: It has done the most for my family- the agency is where my parents met, so in a way, you

could say I wouldn’t even be here if it wasn’t for insurance!

ERIC HARDEN Insuramax

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I had the opportunity to intern at a local Louisville Independent Insurance Agency during college. My girlfriend’s dad at the time and now father-in-law, Russ Wardlaw, gave me a chance to learn about the industry. Each summer, I learned more from Russ and the other agency employees. I quickly realized I loved the insurance industry, and the best part was that I was going to have the best mentor in the business. The Christian values Russ instilled in me have helped me be the best insurance agent, friend, husband and father.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Building my book of business was my biggest obstacle. However, Russ helped me every step of the way. I focused on niche industries that would allow me to create a book of business based on my specialty. After 16 years in the business, Russ and I now handle an extensive national program based on many years of hard work.

QUESTION: How has this industry impacted your life? ANSWER: I have met many great people, including my customers, insurance carrier partners,

agency employees and friends at the Big I! Becoming an agency owner has impacted my life financially. The success of our agency is built on providing our employees with a happy, upbeat work environment which will carry over to providing our customers with the best service. 29 | Kentucky IA - Fall 2021

AMANDA HARGIS Lake Barkley Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: Honestly, I accidentally ended up in insurance. I had just graduated

college with a degree in Business, but I wasn’t clear on what industry I wanted to settle in, career-wise. So I interviewed for a personal lines insurance position, and the rest is history.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: My biggest obstacle was having no prior knowledge of insurance. I barely knew the

difference between liability and full coverage on an auto policy. Thankfully, I had the best mentors and coworkers that shared their knowledge with me. I also loved to read and teach myself anything and everything I could about insurance. I had always been told that knowledge is power. So I was especially thrilled there were multiple options for insurance education available, which I gladly took part in while obtaining my CIC and CISR designations.

QUESTION: How has this industry impacted your life? ANSWER: The insurance industry’s greatest impact on my life is introducing me to many people who have become lifelong friends over the years. Whether it be clients, coworkers or company reps, I probably never would have met the majority of these people if it weren’t for insurance.

AMANDA HEEKE Hyland Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I chose insurance because I enjoy helping others. Insurance

is a career that challenges me, teaches me and allows me to help others in a unique way. As an insurance agent, you are protecting other people’s livelihood and everything they have worked for, so being able to be there and help them protect it is really rewarding.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Learning the insurance lingo. Now that I have been in the industry for 15 years, I would

say finding what best fits your client’s needs. By spending time and building relationships with your clients, you can quickly learn what coverages would be best.

QUESTION: How has this industry impacted your life? ANSWER: This industry has allowed me to build countless relationships, grow professionally and

personally and support my family while maintaining a healthy work-life balance. I am so thankful for my 15 years in insurance and allowing me to continue to grow and help our clients. 30 | Kentucky IA - Fall 2021

CHRIS HOWELL KEMI

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: While attending the University of Kentucky, I interned with KEMI. After

graduation, KEMI offered me a position in Louisville, allowing me to start a career closer to home. Each day has its unique challenges. But, it allows me to interact with policyholders and agents and be engaged in community activities.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Navigating communication techniques in the business world can be difficult as not

everyone communicates using the same platforms or in the same way. Some individuals prefer emails, some prefer phone calls, yet others prefer the classic face-to-face method. Figuring out the most effective way to communicate was my main obstacle.

QUESTION: How has this industry impacted your life? ANSWER: I have had the opportunity to experience many things that I wouldn’t have been able to do outside of this industry. I have attended many events and fundraisers with various policyholders and agents. Ronald McDonald House Red Tie Gala has impacted my career more than any. Seeing the impact they have had on people’s lives makes it an incredible event to be a part of each year.

SAMANTHA HUGHES

Lawton Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I worked in insurance years ago while in Lexington, KY. The experience was not what I was hoping for. I left after a couple of years and became an athome nurse’s aide. Years later, I moved back to Western Kentucky and decided to give insurance another go. I started with State Farm but found the sales world much too pushy and not something I wanted to do. I found a home at Lawton Insurance doing customer service and claims handling. Being in a small town, I get to help people I know make sense of things in confusing and sometimes scary situations.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Insurance isn’t something I ever planned to get into. When I was a kid and someone asked me what I wanted to do when I grew up, I didn’t answer with ‘work in insurance.’ I fell into it the first time, completely blind. I came back to it with a desire to learn more and help people.

QUESTION: How has this industry impacted your life? ANSWER: I see things from an entirely new perspective now. When talking things over with friends or

family, I always think about the risks and how to make sure they are covered, just in case. Working in this industry has taught me how quickly things can change and how major changes can be instantaneous. This industry has changed how I watch the weather, travel and think about the people in my life. I love being here, and I love what I do. I look forward to learning more and helping more people in the future. 31 | Kentucky IA - Fall 2021

SUSAN KEFFER Limestone Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I started work in banking while in college and decided to follow

that path for a while, ending up in HR/Recruiting. Insurance had always been in my family, so when the opportunity presented itself, I thought, if not now, when? And I’ve been here ever since! I started as a CSR in 2012 and can now use my degree in Communications as the Marketing Director.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I’d say the thing I found hardest was working in a community where I didn’t know anyone. Even one county over, it’s harder than you think! Insurance is all about connections so forging those new connections was hard.

QUESTION: How has this industry impacted your life? ANSWER: It’s helped me understand how important it is to connect with people in my community and industry. People enjoy helping and building up one another!

BRANDI MCFADDEN Cumberland Valley Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I chose a career in insurance because I was at a dead-end job that I

hated for 13 years. So I wanted to do something new!

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I first started, I was so scared of messing up! I had a coworker tell me, “there’s

nothing that can’t be fixed,” and that stuck with me.

QUESTION: How has this industry impacted your life? ANSWER: I love my job. That makes a huge difference in my mood throughout the day. It just makes

for a happier life, especially when you don’t just dread or hate going to your job every day.

32 | Kentucky IA - Fall 2021

LEAH MILLER

Assured Partners

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: My Grandpa was the President of a successful insurance agency that he

helped get started. One summer in college, I worked as an intern at his company and lived with him all summer. My last day at the company that summer was the day that he retired. I learned so much from him when I was a little girl, and he continues to be a role model to me and teach me new things even now that I’m all grown up.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I first started in the industry, one of my biggest challenges was overcoming some generational differences. It was the first time I had seen a paper file with everything being digital. Being a millennial, I helped many of my coworkers with computer and system challenges that I learned very quickly. They helped me gain insurance knowledge and were always there to answer any questions. When you can embrace the beauty in generational differences, it can become a blessing to everyone.

QUESTION: How has this industry impacted your life? ANSWER: It has taught me the balance of work and personal life integration, rather than work and

personal life balance. I’m not choosing today if I want to be a mom or be an insurance agent, every day, I am both. I have been fortunate in this industry to work for great employers who encourage integration instead of choosing between them.

MATT MOORE

Lenders Service Corporation

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: My father-in-law recruited me to work for his agency in 2017. The opportunity to generate a continuous stream of new income was appealing. I couldn’t imagine doing anything else.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I began my career in insurance five years ago at the age of 27, so being stereotyped as a “millennial” was a bit of a barrier at first. To make matters worse, the agent I traveled with introduced me to every client as a “kid who just graduated from UofL.” Rapport building with decision-makers who were almost twice my age required a bit of finesse. I also made sure I came to meetings prepared. In my niche market, many institutions are promoting young executives to the c-suite as many are nearing retirement.

QUESTION: How has this industry impacted your life? ANSWER: I have made lifelong friends across the State and Region. The nature of P&C income has meant that I can focus on traveling during peak seasons and spend time with family at other times of the year. I love the flexibility that the industry has provided for me. I can manage and grow my book of business while still enjoying plenty of quality time with my family while my children are still young. 33 | Kentucky IA - Fall 2021

STEVE MOUGHAMIAN Risk Placement Services, Inc.

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I graduated from UK with an agricultural degree. After 6 years in the

field, I knew I wasn’t going to sustain my long-term career goals. However, I have family in insurance. I was able to see the great opportunities it provided, so after some reflection, I decided to make the career change, and the rest is history.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: My biggest obstacles were general knowledge and connections within the industry. I knew I was starting from behind on both, so I committed to as much reading and studying as possible. I started with my P&C license and have added two designations. As far as networking, I began attending industry conferences and building as many relationships as I could.

QUESTION: How has this industry impacted your life? ANSWER: Insurance has had an enormous impact on my life. I came from an industry that didn’t

challenge me or offer me room for growth. Getting a late start had its challenges, but it has been evident since the beginning that the room for growth here is huge, and it is both rewarding and fulfilling work. This has impacted my life physically, emotionally and mentally. I am consistently grateful for the opportunities the insurance industry has brought me and have never doubted the decision.

JOHN MURPHY

Lexington Insurance Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I was born into the insurance world as my father, former Big I President Tim Murphy, has worked in the industry since 1976. My brother, former Emerging Leader Chair, Adam Murphy and I were surrounded by the independent agency system our whole lives. The year I graduated high school, my father launched his independent agency in our hometown. While in college, I jumped into the business as a summer employee, but it quickly became more. It was an opportunity to help my father build a successful business, work in my community and be there for them in uncertain times.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Understanding how insurance works is something I had to learn like everybody else. I was fortunate enough to have so many people in this industry to learn from. As our industry is constantly changing, staying on top of those changes will make you a top-notch advisor. However, I think the most important lesson is to invest in your industry’s educational opportunities. Even after 15 years in the industry, I find things I still don’t know. The key is asking for help.

QUESTION: How has this industry impacted your life? ANSWER: The biggest thing this industry has given me is the relationships I have made with people

in the industry. Insurance has also given me the opportunity to have experiences and travel to places I likely would not have otherwise. I would say that insurance doesn’t just provide you with a job. It’s a career with endless possibilities. It’s a great industry, and I am excited about the future. 34 | Kentucky IA - Fall 2021

LANDON MURRAY Foundation Risk Partners

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I held a General Management/Marketing position for a regional

medical equipment company where I was a jack of all trades, so I understand all aspects of small to mid-size businesses operations. I also like to be client-facing and build relationships with decision-makers to develop solutions to protect their business and help them reach their visions/dreams.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I first got into the business, rejection was the biggest obstacle I faced. However, I

have overcome this by studying the business, listening effectively to clients and mentors and keeping up with industry trends.

QUESTION: How has this industry impacted your life? ANSWER: This industry has changed my life for the better in many ways. I have met and learned from

leaders in many different industries. It has also taught me to get outside my comfort zone and meet people. Networking is a necessity in this business, and it helps in all facets of life.

BROOKS PALMER

MTG Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I didn’t set out to pursue a career in insurance. It pursued me. In college,

I decided to get a summer job. I was contacted by a local State Farm agent looking for someone to start in a clerical position. Throughout my college years, I worked for two different agents. I was working full-time in the summers and part-time during the school year. During that time, I obtained my licenses. After undergrad, I started working full-time for that same office. When an opportunity came available to work at MTG Insurance, I jumped at the chance.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I started at MTG, I was one of the youngest employees in the company, and I didn’t have a lot of experience. MTG emphasizes educational development. They encouraged me to obtain my TRS (Transportation Risk Specialist) immediately, and since then, I have started to obtain my CIC. I have completed several courses in sales, leadership and educational seminars to assist my clients better.

QUESTION: How has this industry impacted your life? ANSWER: The people I’ve met and the relationships I have made are my favorite things about this

career. From marketing representatives and underwriters that I work with daily to visiting clients throughout the years, I’ve created lasting friendships with people in different phases of life who have helped me become a better insurance agent. I even get the chance to meet with competitors who face some of the same challenges I face every day. 35 | Kentucky IA - Fall 2021

36 | Kentucky IA - Fall 2021

CHRIS PAYNE

SNA Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I chose a career in insurance because I enjoy getting to know and helping people. Being an insurance agent is a unique way to know and understanding someone. It feels good to know you are protecting the things that matter most. Being able to control my schedule was very appealing to me. I also knew it would teach me about various businesses and how they run. I figured that if insurance didn’t work out, this job would help me find the next job. All these years later, I’m still here.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: The biggest obstacle is being a young agent. It is hard to convince others, especially those much older, to trust you. Plus, there is a lot you have to learn through experience. The solution for me was to lean on knowledgeable people inside my agency. There are so many older people in our industry who are willing to teach and help. I used my social media skills and connections to build my brand and get my name out there. The key is to keep your head down for a while and not give up. Before you know it, over a decade has gone by, and you’re not such a “young” agent anymore.

QUESTION: How has this industry impacted your life? ANSWER: The industry has impacted my life by allowing me to build a career my way. The job’s freedom allows me to spend time with my family and give back to my community. It has helped me deepen relationships with existing friends while gaining many new ones. It taught me to work through challenges and inevitable frustrations when they arise. It is not always easy, but you have the potential to help someone solve a problem, save their hard-earned money and better protect themselves.

JARED PURSLEY

ISU Pedigo-Lessenbury Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I didn’t intend on this career when I graduated. Some of my fraternity

brothers worked for agencies in college, but I never did. Instead, I worked for a computer controls company in Louisville, and he set me up with a good friend of his at an insurance agency. After meeting his friend, I decided to give it a shot.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Being a young kid just getting started was my biggest obstacle. I began working in Louisville,

which was 1 hour and 30 minutes away and commuting took a lot out of me. After almost four years of driving back and forth, I ended up accepting a job in my hometown. This agency was family-owned, and I realized that it was exactly where I was meant to be!

QUESTION: How has this industry impacted your life? ANSWER: This industry is challenging because you learn something every day! The community relies on you in some of the most challenging times, and providing comfort is extremely rewarding. This industry has helped me become more involved in my community and grow as a person. 37 | Kentucky IA - Fall 2021

BOBBY REED AssuredPartners

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: My father always said his kids would never work at the family

business. He wanted his kids to learn from leaders around Louisville. I phoned my father’s friend, a shareholder of a local insurance agency. I told him I needed a job, so I could show my dad I could make it in the real world. My pursuit wasn’t intentional, but I started at Neace Lukens, which became the first acquisition of AssuredPartners in 2011. I have been with this company for over 17 years!

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I first started, I didn’t have a clue what deductible meant, how that related to an

out-of-pocket maximum, and what copays had to do with anything. Thankfully, the team was willing to help me understand the basic concepts and problem solve for the best solutions. I still work with many of them. Relying on my teammates was a big part of my early years in the business.

QUESTION: How has this industry impacted your life? ANSWER: Insurance is everchanging and evolving to meet and surpass the expectations of our clients. This

challenges me and gives me room to grow and thrive. Working at AssuredPartners has given me a sense of

pride. I know our clients and their employees were provided the best insurance solutions to help their business succeed. Additionally, this industry has helped me garner many friends, create relationships with carrier partners and engage in some friendly competition with competing brokers.

BRIAN RIEHL

Risk Placement Services, Inc.

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: While at EKU, I took Introduction to Risk Management. This class was

taught by a professor with extensive experience and made the material relatable. This class opened my eyes to the world of insurance and impacted daily life. Within weeks, I changed my focus major from finance to Risk Management and Insurance.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When you’re starting in insurance or any sales organization, you watch others enjoy success

without understanding how to get to that point. I had to learn that it’s best to develop knowledge and skills a little bit at a time and eventually focus into a smaller area of specialty.

QUESTION: How has this industry impacted your life? ANSWER: Insurance has allowed me to grow personally and professionally and experience that

I likely would not have had if I had chosen a different career path. Over my career I have had the opportunity to travel coast-to-coast for client, carrier and educational engagements while fostering relationships that extend outside the office setting.

38 | Kentucky IA - Fall 2021

NICK ROLF

Gross Insurance Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: It chose me. I started as an engineering major and switched to

business school. Then, my family offered me a job at their agency and the rest is history.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Being young and inexperienced was my biggest obstacle. I overcame that by relying on the

mentoring from my grandpa, as well as, absorbing all the information I could. Over time, I became more comfortable with selling and the lingo.

QUESTION: How has this industry impacted your life? ANSWER: It has helped me support my wife and kids while allowing me to give back to the community at the same time.

BRAD RUCH RH Clarkson

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I decided to pursue insurance when my father was diagnosed with a terminal illness. I was able to get my life and health license in the final 14 days of his life. At that point, I took over his and my grandfather’s book and leaned on their secretary who was a wealth of knowledge.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I had no idea what I was doing, so I leaned on wholesalers and company reps to help me.

After a year on my own, I looked for a place to land that would allow me to keep my book. The only place was RH Clarkson, and it became a perfect fit. Chip, Michael, Bobby and Brad all helped me adapt to the insurance world. After joining them, I could handle any account.

QUESTION: How has this industry impacted your life? ANSWER: I met my wife in the insurance industry. It has opened many doors. The one I’m most

proud of is my involvement with Kosair Charities where I sit on the advisory council. Helping children that can’t make decisions for themselves is very rewarding.

39 | Kentucky IA - Fall 2021

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ERICA JO SALLEE

Jessie Insurance of Lebanon

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: dropped in my lap at a time when I needed a change. I am lucky

enough to have fallen in love with it and have made great relationships along the way.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: My first year was 2020 with COVID. How are you supposed to be a new insurance producer

while things are on lockdown and you’re working from home? You hit social media. Send friends PM’s to gladly review their current policy to see if you can help save them money. Thank goodness for social media!

QUESTION: How has this industry impacted your life? ANSWER: Financially, insurance has impacted my life. I was a waitress for many years. You never

knew what the income was going to be like, so having something steady has been a wonderful change.

NATE SCHWARTZ

Chenault & Hoge Insurance Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: Six years ago, I was introduced to Chenault & Hoge Insurance Agency, and I quickly realized that we shared similar values and goals. I wanted to transition from retail and expand on my financial, personal and career goals while the agency wanted an agent that could expand their footprint in my hometown of Georgetown, KY. I’m glad a door was opened for me to work in this industry.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: The pains of growing a book of business from ground zero can be fun yet challenging. I realized very quickly it was important to find a good balance between writing quality policies and creating a profitable book of business. What helped me overcome these difficulties is a combination of enjoying every day, dedication to work and the relationships within the insurance community. A mentor told me, “Clients will come and go and there will be triumphs and letdowns, but the best thing is to be yourself, be honest and take care of those who come to you for assistance.”

QUESTION: How has this industry impacted your life? ANSWER: Being a single dad of two daughters, this industry has helped me to be the best father I

can be. I get to spend quality time with my girls and that is the most valuable aspect of my work/life balance. The people I have met, the organizations I have connected with and the boards I have been fortunate to serve on have all helped me become immersed in the community that I call home.

42 | Kentucky IA - Fall 2021

NATHAN SHANKS

Shepherd Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I wanted an opportunity to build residual income that would

continue to grow over time. I knew it was a grind in the early stages, but once you successfully build your book, the opportunity to grow is limitless.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: There is so much to learn in the beginning. The largest obstacle for me was learning that not every opportunity was a good one. You have to learn the rules of the game in order to make sure you are efficiently using your time. Otherwise, you won’t be able to grow.

QUESTION: How has this industry impacted your life? ANSWER: I have made amazing friends all over the state and the region. Big I has given me the

opportunity to become friends with other agents that I never would have had the pleasure of meeting otherwise. The flexibility of the industry is the best thing for me. I love being able to choose my hours and prioritize my family at any time during the day.

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ADAM SHIPLEY Hyland Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I honestly never thought I would pursue insurance sales as a career. When presented with the job opportunity, it peaked my interest because I saw an opportunity to join a locally-owned agency. I got licensed and started the dayto-day work of prospecting, cold calling and researching businesses; I really enjoyed learning about different industries. They say time flies when you’re having fun, and it is hard to believe I am coming up on my five year reunion.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: With no prior insurance experience, I found it difficult to earn the trust of prospects

and clients. I overcame this by educating myself through various carrier-led insurance and sales classes. Shadowing producers during different processes of the sales cycle allowed me to see what an actual initial, proposal and renewal meeting looked like. Hyland Insurance has been an integral part of helping me gain footing in the industry and always encourage their employees to continue their growth as insurance professionals.

QUESTION: How has this industry impacted your life? ANSWER: I have found a career that keeps me intrigued because every day looks different. I have

met a countless number of unique individuals that keep our local economy diverse. This industry/ career path has allowed me to watch my son grow up and not miss any major life events. I am sure as I continue to grow my career, it will continue to be the best decision I have ever made.

JONATHAN SIMPKINS

Western Kentucky Insurance Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I had graduated from Murray State University and thought I was headed

to pharmacy school. Pharmacy school did not agree, and my father’s agency had a producer retiring, so I stepped in and have been there ever since (2006).

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I always wanted to battle an internal obstacle of being the owner’s kid. I started as a CSR

and learned the business from the front to the back as we say. I would say one of the biggest obstacles was keeping up with the ever-changing insurance industry. To overcome, you just must adapt to what the industry throws your way.

QUESTION: How has this industry impacted your life? ANSWER: I never knew how much bad weather can change a day. It can always be a stressful knowing

some severe weather is coming. We had a tornado come through our area a few years ago. We had several customers severely impacted, but our carriers worked with our customers to get them back on their feet. On a positive note, the insurance industry is perfect for agents starting families. 44 | Kentucky IA - Fall 2021

BRITTANY STINNETT Peel & Holland Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: It didn’t hit my radar until later in life when I found myself at a career

crossroads. I knew I wanted to work in a field that challenged me intellectually, had plenty of room for financial and personal growth, and allowed for a comfortable work/life balance. I have a family I love to spend time with, and a community that needs me. opportunity came to my door in my late twenties, I took the chance, and I haven’t looked back!

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Finding my fit in the insurance field has been a challenging, overwhelming, and exciting adventure. For full transparency, it took me nearly three years to vet and discover which types of industries were the best use of my energy. A senior advisor in my agency really challenged me to consider pursuing a niche in the construction industry. After I gave construction and workers’ compensation my full attention, I felt something “click.” Having a mentor who consistently challenges, supports and celebrates my journey in becoming a professional advisor has been key.

QUESTION: How has this industry impacted your life? ANSWER: In the last five years, I have made huge changes, both personally and professionally. For me, insurance has cultivated an attitude of discovery and curiosity. I have entrenched myself in research and industry trends and discovered that my success in the industry has unlimited potential. I want to continue on the path of leadership, and to hopefully set an example for other women in the industry to take control, to empower themselves and to keep setting goals and achieving them.

DJ STORY

Peel & Holland Insurance

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I didn’t go out seeking a career in insurance but was lucky to find

an opportunity with an insurance carrier. I then met some great people in the industry and saw a future for myself in insurance. After meeting the people at Peel & Holland, I jumped at the opportunity to work with them because they care for their team, clients and community.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: The amount of information you have to learn when starting in the health insurance industry can be incredibly daunting. You feel like it will take you three years to figure out where the door is, but when you have a great team, you can accomplish things you didn’t think are possible.

QUESTION: How has this industry impacted your life? ANSWER: This industry has given me a purpose and opportunity. I help businesses tackle difficult problems, when solved, they can be more profitable, hire more people and help the communities around us. I personally can’t imagine doing anything else. 45 | Kentucky IA - Fall 2021

LAKIN SUITER

Suiter Insurance Group

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I have had insurance in mind since I was a little girl. Growing up I have always been surrounded by the insurance industry. My father developed a successful independent agency (Suiter Insurance Group) and I have always dreamed of following in his footsteps. The ability to develop personal relationships with others and helping people is something that stood out to me about the insurance community.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I haven’t been working in the industry very long. The number one obstacle I have faced along with other agents is the COVID-19 pandemic. I prefer to get business by developing relationships and meeting people face-to-face. I am still finding ways to communicate and build my book of business through these uncertain times.

QUESTION: How has this industry impacted your life? ANSWER: Without the industry, I wouldn’t be where I am today. Being a daughter of a hard-working agent has shown me the work it takes to be a successful agent and business owner. The industry has shown me that I can reach my goals as a woman in the industry and encourage other women that they can do it too. I have met multiple people that have shown me the lasting impact you can have in this industry.

CHIP WILKINS

Lawton Insurance Agency

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I have always enjoyed the “service” aspect and personal interaction

with clients. Every client has different needs, being able to adjust to meet the needs of clients has always been captivating to me. The personal interaction with clients and the objective to meet their goals and expectations continues to be my WHY!

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Managing your time and resources is key! I was warned when I entered the insurance

world, “how you manage your time will lead to your success or failure as an agent.” I continue to develop a routine that breeds success. Sticking to a schedule has allowed me to stay ahead of renewals and increase my overall production.

QUESTION: How has this industry impacted your life? ANSWER: The personal interaction with clients has had the greatest impact on me and my family. This

career offers the opportunity to meet new people and build a relationship with them on a professional and personal level. I cherish the relationships built and am grateful for the impact they have on me.

46 | Kentucky IA - Fall 2021

AMANDA WILLIAMS

Kentucky League of Cities

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I worked part-time in an independent insurance agency during

college. This was the same place where my mother worked. During my second year of college, my mother developed breast cancer. The agency offered me a job as a full-time Receptionist/Insurance Tech, and I accepted the position. Truly, my motive at the time was more about family, not my interest in insurance. Thankfully, my mother is now a 20yr breast cancer survivor!

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: When I first started, it quickly became apparent that I needed a better understanding of

insurance. I soon obtained my license, but also realized that I had a desire to know more. I progressed quickly through nine designation programs. I worked my way up from a Receptionist to an Account Executive. However, I realized that my interest shifted to the carrier/underwriting side of insurance. I took a position with Kentucky League of Cities for their insurance services program.

QUESTION: How has this industry impacted your life? ANSWER: Insurance has impacted my life by affording a career I am passionate about. In 2010, I was voted KY Outstanding CSR of the Year, and as a result, I was invited to write an article for Rough Notes Magazine. The title of my article was “Continuing Education: A Wise Investment” and it detailed the importance of investing in your education and having a mindset of continuous learning.

TOMMY WONG KEMI

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I did an internship with KEMI with the intent of gaining finance

experience. I got offered an entry level position in their Underwriting Department. I took the position thinking it was going to be a good resume booster, however, I quickly learned that I enjoyed building relationships with agents and policyholders.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: The generation/age gap is challenging. I have made it a personal goal to get more young

insurance professionals involved. As far as communication, my preferred way of communicating has always been phone calls and face-to-face meetings. I quickly learned the world was shifting to digital communication. I also learned that everyone communicates differently and found it beneficial to adapt to my audiences, so we can achieve the best outcome.

QUESTION: How has this industry impacted your life? ANSWER: I am lucky to have the opportunity to learn so much about various types of industries

and communities. I have also grown from my long-term relationships, and I am honored to be able to contribute to the success of agents and policyholders across the state. Helping agents do right by their clients has allowed me to have memorable experiences both professionally and personally. 47 | Kentucky IA - Fall 2021

DANNY YACKEY Insuramax

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: My godfather, Russ Wardlaw, has been in insurance his entire career

and my dad highly recommended that I meet with him about it. After many years of discussing the career and learning more about it, I knew it would be a great fit. Insurance is tough, but everyone needs it. It is the key to any business or person to withstand a disaster and be able to move forward financially. Having a proper insurance program or policy can make or break you.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: Being able to learn the coverages and how they would apply in the event of a claim was my biggest obstacle. When I first started, I ended up going to a 2-week school, Insurance 101, provided by a carrier. After that, it was mainly reading, attending webinars and working with my mentor, Russ Wardlaw. You must be motivated to learn from other agents around you. I was incredibly blessed having Russ and Eric Harden both willing to help. I would not be here without them.

QUESTION: How has this industry impacted your life? ANSWER: It has completely changed how I view businesses and the world. Now, I watch a storm

come through an area and cringe. Our job is to know how a company operates day-to-day and how they perform, so we can properly protect their exposures. It has given me a greater appreciation for the hard work that every entrepreneur puts into their business. It’s a great career and I’m thrilled to be a part of it.

COURTNEY ZIEGLER

Sterling Thompson Company

QUESTION: Why did you chose to pursue a career in insurance? ANSWER: I pursued a career in higher education, but after a while, I grew frustrated with the education landscape. Through connections in my professional network, I was fortunate to land a position with a national brokerage firm. I transitioned to an account manager role in the 100+ employer group market. This year, I changed brokerages but still serve as a large employer group account manager in employee benefits.

QUESTION:

What obstacles did you face when you first started, and how did you overcome them?

ANSWER: I felt like I was learning an entirely new language that everyone knew how to speak. My

boss was a large influence on my decision to make the career jump, and when she quit it was tough adjusting to new management.

QUESTION: How has this industry impacted your life? ANSWER: One of the things I value most about this industry is the comradery between all insurance

professionals, no matter what specialty or carrier you represent. I also appreciate the daily challenge to be well-informed and well-read on the things that have significant impact on people’s lives, and the opportunity to educate and serve my clients. I thoroughly enjoy what I do and foresee a long future in this industry. 48 | Kentucky IA - Fall 2021

Thank You

2021 Industry Partners

BRONZE

SILVER

GOLD

PLATINUM

DIAMOND

(as of 10/1/21)

Kentucky Growers Insurance Co., Inc. Imperial Premium Finance Services Bolton and Company, Inc. JM Wilson Auto-Owners Insurance EMC Insurance Companies RT Specialty Westfield Conferences ICW Group Anthem Blue Cross Blue Shield

Selective Insurance Grange Insurance Frankenmuth Encova FCCI Commercial Sector Kentucky National

Orion Networks Kentucky AGC SIF Midwestern Insurance Alliance AmWins FFVA Countryway Buffalo Health Advisors United Home Market Finders MetLife

Accident Fund Prime Insurance State Auto Amerisafe Central Insurance Companies Synergy Select

Big I Kentucky gratefully acknowledges these fine companies, our 2021 Industry Partners. Without their assistance, fees for the events and programs throughout the year would be significantly higher and/or the quality of the program would be restricted.

TO BECOME A SPONSOR OR FOR MORE INFORMATION ABOUT OUR INDUSTRY PARTNER PROGRAM, PLEASE CONTACT TAYLOR LEE, COMMUNICATIONS DIRECTOR, AT 502-245-5432 OR TLEE@BIGIKY.ORG 49 | Kentucky IA - Fall 2021

FFFFFRRRRRREEEEEEEEEEE BBBBBEEEEEN E S I F T E S I N F T E S I N F T E S I N F T E S I F FFF RREEE EE BBB EEEN T E I N F T E I N F N E F I TT SSS MEMBERSHIP

• Trusted Choice® is the national marketing brand created exclusively for Big I members to help consumers understand the value an independent agent offers. Use the Marketing Reimbursement Program to co-brand your agency and offset costs. Need a Digital Checkup? The pros at Trusted Choice can review your website, social media and even give you ready to use Digital Content. • TrustedChoice.com is the #1 online quoting portal to compete with direct writers online. It also provides education to consumers about different types of insurance. • Emerging Leaders perpetuate the future of the independent agency system. • Leadership Opportunities - Join a committee and get involved.

PRODUCTS • First Call Free Legal - receive 30 minutes of free legal advice per year from General Counsel, Rick Pitts.

HIRING • Big I KY Job Board - Post jobs and review resumes for FREE. • Veteran Licensing Program - Free licensing available for vets and their spouses. • Apprenticeship Program helps you grow your own talent with our nationally recognized program. • Affinity HR provides you with select hiring and onboarding resources. • Career Plug will allow you to post jobs for FREE both on your own website and the state job board.

EDUCATION & EVENTS • Road Shows include a free lunch and free continuing education right in your backyard. • National ABEN Day is a FREE nationwide virtual CE event.

You love FREE? So do we! That’s why the following benefits are included with your membership.

ADVOCACY • Lobbying Efforts- Our lobbyists are present every day looking out for your best interests. • Legislative Bulletins - During the Kentucky legislative session, you will receive an update each week on the happenings in Frankfort. • Legislative Day- Join your fellow agents in Frankfort to bring awareness and understanding of issues facing agents to our legislators.

RESOURCES • ACT brings you the best work-flows and technologies available within the independent agency system. • “Ask An Expert” allows you to utilize experts/faculty to find answers to those uncommon questions and get a response within 24 hours. • Telecom Services can save you 100s of dollars on your telecom needs with zero risk or out-of-pocket expense. • Big “I” Virtual University provides information on agency management and technical insurance issues. • BIG I KY Website - Trusted resource for all your business needs at bigiky.org. • BIG I KY Newsletter - weekly e-newsletter with insurance related news and special annoucements. • BIG I KY Staff - We pride ourselves on being the ULTIMATE resource for our members. Just think of us as that extra staff member - without all of the on-boarding paperwork! • Kentucky IA - Our quarterly magazine gives an in-depth look at industry and association related news and events. • Social Media Presence - Facebook, Twitter, Instagram, LinkedIn. • Ultimate IT Guide gives you all the information you need to know about hardware, software and network security to shield you from cyber criminals.

Your Big I KY staff is always willing to help in any way we can. Call us at 502-245-5432 or email info@bigiky.org 50 | Kentucky IA - Fall 2021

Commercial | Personal | Farm-Ag | Specialty

Jeri E. Specialty Lines Underwriter

Lisa S. Kentucky Sales Manager

Honest relationships SECURA’s team of insurance experts is making insurance genuine. They are here to support you and your clients. Our underwriting teams are quick to reply, open-minded, and know their stuff. Plus they are backed by our caring claims group who will get your clients back on their feet.

Marc M. Commercial Lines Underwriter

Hear from our experts. Want to learn more about what SECURA has to offer? Scan the QR code or visit secura.net/ky-agents for more information about the SECURA team.

Interested in building a relationship? Contact us at secura.net/KY-agents.

51 | Kentucky IA - Fall 2021

GROW YOUR OWN TALENT with our nationally-recognized apprenticeship program WHAT IS AN APPRENTICESHIP?

Employee training program that combines on-the-job training and classroom instruction under supervision of an experienced industry professional. Requires paid onsite training and quality technical instruction.

REQUIREMENTS FOR GENERAL INSURANCE ASSOCIATE: • 2, 169 hours of on-the-job training • Hours worked in the office in each section of the Work Process Schedule • 144 hours in the classroom • Business pathway classes taken at school plus the InVest insurance course. • New Hire Training and Pre-Licensing courses • Training and classes for your apprentice at no cost to you.

How can Big I KY help?

We serve as the intermediary, meaning that we help with paperwork including getting your apprentice registered with the state, as well as tracking hours, additional education and licensing, and support too!

52 | Kentucky IA - Fall 2021

BENEFITS OF AN APPRENTICE

• Solid ROI - A recent study showed that, on average, for each dollar invested, private employers receive a benefit of $1.53 - a net return of $0.53! • “Homegrown” employees are more productive. A skilled professional worker who trained as an apprentice within your business will naturally be more productive since he or she is already familiar with your agency’s standards and procedures. That means your employees will spend their time contributing to producing your expected results, not getting up to speed. • Apprenticeships foster loyalty There is something intangible about the loyalty workers feel toward a business that values them enough to invest time and money to help them reach their career goals.

For more information or to get an apprentice, Call Cassie! 502-245-5432 ext 105 cyoung@bigiky.org

My Agency Campus provides a range of online course offerings including: Insurance Coverage Basics, Training by Job Role, Business Skills, Supervisor Training and more!

The courses provide: Proven content that is fully narrated, ondemand and interactive Final assessment at the end of each course to test your knowledge Certificate of completion issued after successful completion of curriculum Transcripts for students to track and print Access for 4-months per individual to the selected curriculum

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November 10-12, 2021 Galt House Hotel | Louisville, KY

125th Anniversary Convention & Tradeshow

WEDNESDAY

November 10, 2021 11:45 AM – 4:30 PM: Afternoon at Churchill Downs 5:00 – 7:30 PM: Registration 6:00 – 7:00 PM: Opening Reception/Emerging Leader Reception 7:00 – 11:00 PM: Casino Night sponsored by Liberty Mutual & Safeco Insurance

THURSDAY

November 11, 2021

7:30 AM: Registration Open 8:00 – 9:20 AM: Welcome Breakfast & General Session with Special Guest IIABA Chair-Elect, John Costello 9:30 – 11:30 AM: How Data Transforms Agencies with Carey Wallace, Agency Focus (2 Hrs of CE) 11:00 AM: Spouse/Guest Tour departs 12:00 – 1:00 PM: Legislative Luncheon 1:00 – 4:00 PM: Trade Show 5:00 – 7:00 PM: Cocktail Reception & Silent Auction 7:00 PM: Leadership Dinner Make the Impossible Possible, Ben Nemtin 9:00 PM: After Hours Event featuring 64 West

FRIDAY

November 12, 2021 8:30 – 9:30 AM: Breakfast with Commissioner Sharon Clark 9:30 AM: America’s Most Wanted with Brett Johnson “The Godfather of the Internet”

57 | Kentucky IA - Fall 2021

Getting to Kno WHO’S YOUR FAVORITE SUPERHERO? Ironman

WHAT DID YOU WANT TO BE WHEN YOU GREW UP? A physical therapist for the Vancouver Canucks

WHERE ARE YOU FROM? Victoria, British Columbia, Canada

WHERE DID YOU GO TO COLLEGE? Victoria, British Columbia, Canada

WHAT IS THE MOST FAR FETCHED ITEM YOU HAVE CROSS OFF YOUR LIST? I got to play basketbal with President Obama at the White House.

ow Ben Nemtin WHAT IS THE MOST COMMON BUCKET LIST ITEM? They all seem to involve travel or reconnecting with someone who they have lost touch with.

WHAT PIECE OF ADVICE WOULD YOU GIVE TO SOMEONE WHO HASN’T ACCOMPLISHED THEIR GOALS? A year from now you will wish you started today. You don’t need to know the path to success, you just need to know the first step. Take that first step.

HOW WOULD CREATING A PERSONAL BUCKET LIST TRANSLATE INTO PROFESSIONAL SUCCESS? Pursuing personal passions recharges you and gives you energy. This contributes to your work life harmony as that energy can be deployed in your professional life. This is about personal development to improve your life and your professional journey. Simply put, you can’t take care of those around you if you don’t take care of yourself.

WHAT IS SOMETHING OUR MEMBERS WILL LEARN FROM YOUR PRESENTATION? + Why prioritizing personal goals is vital to your wellbeing, the wellbeing of those around you and your career + How to unbury your dreams and keep them unburied + Identify the #1 thing that holds you back from accomplishing your dreams + How to accomplish seemingly impossible goals + Identify the #1 regret people have at the end of their life and how to avoid that regret + Identify the most important dreams in your life and take actionable steps toward them

59 | Kentucky IA - Fall 2021

Getting to Know

WHAT’S YOUR FAVORITE GENRE OF MUSIC, AND WHO IS YOUR FAVORITE ARTIST?

It alternates between Metal and Americana. It just depends on whether I’m feeling introspective or not. Introspective=Americana, usually John Prine. Metal for all other times. Slipknot is the current go-to on the playlist. My favorite band is the Rolling Stones, and my favorite song is For What It’s Worth by Buffalo Springfield.

WHAT IS THE BEST TV SHOW YOU HAVE SEEN ON ANY STREAMING SERVICE? Breaking Bad, hands down. The writers capture the essence of criminal thought and the cognitive dissonance and egoism associated with being a criminal. Not to mention the story is fantastic and Bryan Cranston is perfect in the role of Walter. More recently? Chernobyl on HBO—another almost perfect piece of drama.

WHERE ARE YOU FROM? I’m from Hazard, KY. Coal Country. My father was a Captain in the Army, so I grew up in various States and Countries. We moved back to Hazard when I was 10. Me? I didn’t fit in very well.

WHERE DID YOU GO TO COLLEGE? UK. I spent a couple of years in the Community College System. Then I got married. Well actually, I faked a car accident to get the insurance money to get married and move from Hazard, KY to Lexington to go to UK. English and Theatre. Truthfully? Most of the time was spent committing various crimes. 60 | Kentucky IA - Fall 2021

WHAT IS THE TOP REASON SMALL BUSINESSES GET HACKED?

It’s actually the same reason large businesses are hit—failure to address the problems which are known to be vulnerabilities. 90%+ of all attacks use known exploits. Think things like default passwords or using the same password on multiple sites. Think remote access to your system, improper backups, failure to apply updates, etc. The problem with cybersecurity isn’t the things we don’t know about. It’s the stuff we do know about and we don’t address.

WHAT IS THE TOP CYBER CONCERN BUSINESSES FACE TODAY? Top cyber concern currently is Ransomware. That’s from the FBI. But the Truth is a little more nuanced than that. The Truth is an attacker looks for one of four things: Information, Access, Data or Cash. The way an attacker will seek to victimize you depends on who you are and what you do. That applies to both individuals and businesses. As such, the types of attacks differ depending what the attacker is looking for, why you are being attacked (status, cash or ideology), and who you are. Top cyber concern? In reality the top cyber concern is an attack damages the trust your brand has established over the years. Trust is acquired in droplets. When an attack happens? Trust is lost in buckets. There are many circumstances where a business is unable to recover from an attack.

w Brett Johnson WHAT IS THE BEST RESOURCE OUR MEMBERS CAN USE TO DEVELOP A BETTER UNDERSTANDING OF CYBER THREATS AND HOW TO HANDLE THEM? IC3.gov is a good resource. That is the internet crime complaint center. Personally? I rely heavily on LinkedIn. Reach out and follow some of the more prolific CISOs and Cyber peeps on LinkedIn. They often talk about the stuff that’s really going on. I’m there as well. Hit me up. I also just launched a new website, www. cybercrime101.com with the intent of being a cyber resource for the lay person.

DO YOU HAVE ANY REGRETS FROM YOUR PAST? Regrets? I’ve had a few. But then again, too few to mention. I wish that were true! Tons of regrets. I spent most of my life bringing harm to people. I stole from people I knew and didn’t know. I lied to everyone. I’m fortunate I was given the opportunity to turn my life around and I was smart enough to take it. So yes, multitudes of regrets. But here is the thing: I wouldn’t take any of it back. The person I am today is a direct result of the life I led getting to this point—the things I did to others and the things which were done to me. I am who I am because of my history. And I like me these days. So while I do have a lot of regrets? I would not change one thing.

WHAT IS SOMETHING OUR MEMBERS WILL LEARN FROM YOUR PRESENTATION? Members are going to learn several things. They are going to learn how to protect themselves and their organizations. They are going to learn why cybercrime is so successful. They will learn how criminal groups operate and the specifics of some of the more popular crimes. They will learn a bit of cybercrime history as well. So yes, members will learn a lot. The surprising thing is members will walk away maybe knowing a little bit more about themselves as well.

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AWARD-WINNING MEMBERS RUSS WARDLAW, Insuramax 2020 Keystone Triple Crown Thoroughbred Award President of Insuramax, Russ Wardlaw, was the recipient of the Keystone Triple Crown Thoroughbred Award for the second time in three years! This award is presented to the producer that writes the most new business revenue in Keystone’s entire 13-state territory.

DANNY YACKEY, Insuramax 2020 Keystone Thoroughbred Award Danny Yackey was the recipient of the Keystone Thoroughbred Award for the State of Kentucky. This is awarded to the top producer for new business revenue growth in the state each year. 64 | Kentucky IA - Fall 2021

40 under 40

Matt Arnold Mitchell Blaser Chandler Cohoon Andrea Cortes Maddie Dobson Logan Edelen Brian Garner Chris Gee Jesse Gray Kristy Guthaus Hannah Hall Eric Harden Amanda Hargis Amanda Heeke Chris Howell

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CLASSIFIEDS Acquisitions Established Louisville agency interested in acquiring insurance agencies in Jefferson and surrounding counties. If you are interested in selling, merging, or need assistance with perpetuation, we would like to talk with you in confidence. Call R. Alex Rankin, CPCU or Philip Anderton, CIC, at Sterling G. Thompson, Co. at 502-585-3277

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Independent with top best markets looking to expand presence in Jefferson, Oldham or Shelby counties. Wanting Personal lines Producer or book of business to move or purchase. All arrangements possible, in strict confidence. Please send inquiries to: Turner Insurance Agency, 2460 Shelbyville Road, Shelbyville, KY 40065 or call Kurt Turner, CPCU at 502-633-6060.

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Acuity Arlington/Roe Big “I” Hires Big “I” Professional Liability Big “I” Markets Bolton & Company ClearPath Mutual CRC Group EMC Guard

IBC 6 21 62 40 BC IFC 12 11 64

IMS J.M. Wilson KY AGC SIF Orion Networks RLI Personal Umbrella Secura Specialty Underwriters Trusted Choice West Bend

For classified ads or to advertise in the Kentucky IA, visit bigiky.org/magazine or call 502-245-5432.

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67 | Kentucky IA - Fall 2021

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