January/February 2016
Meet your 2016 Chair, David Houk Page 18
KESA has been hitting the road in our beautiful state for 35 years. We have been meeting with our policyholders, handling claims, visiting our agency partners, conducting SAFETY WORKSTM seminars, and implementing loss prevention programs. KESA’s goal is simple - to reduce workplace injuries and keep Kentucky employees working safely and productively. KESA knows Kentucky.
200 Executive Park, Louisville, KY 40207 502.894.8484 | 800.367.5372 | www.kesa.org
Inside
What's
Page 16
Contents
6 2015-2016 Board of Directors
Page 24
10 House & Senate Committees on Banking and Insurance 16 Garden Variety Customer Complaints...or Claims? 18 Meet Your 2016 Chair, David Houk 24 Leader Presence: Do you have the “right stuff” to inspire others to follow?
Page 31
34 Time for a DIGITAL checkup
In Every Issue
The Kentucky IA is the official magazine of the Independent Insurance Agents of Kentucky, and is published bi-monthly. Editorial offices are located at 13265 O’Bannon Station Way, Louisville, Kentucky 40223. Telephone:(502) 245-5432 Email: iiak@iiak.org Fax: (502) 245-5750 The Kentucky IA welcomes all advertising and editorial submissions. Inquiries for advertising, news releases and editorial contributions can be directed to Nikki Robins at the editorial office address or via email at nrobins@iiak.org
4 From the Chair
31 How Risky Is It?
5 DOI News
35 Advertiser Index
12 Education Calendar
35 Classified Ads
14 E&O
35 Social Media Links
29 Industry Partners
35 There’s an APP for that
Mission Statement The mission of the Independent Insurance Agents of Kentucky is to be the preeminent advocate for Kentucky Independent Agents and support their business and professional development needs.
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Chair
Officers
From the
David M. Houk Chair, Horse Cave 270.786.2724 George L. “Chip” Atkins Chair-Elect, Louisville 502.585.3600 Michael G. Johnson, CIC Vice Chair, Lexington 859.233.1461 James D. England, AAI Treasurer, Pikeville 606.437.7361 Stephen R. Kinkade, CPCU, AAI National Director, Leitchfield 270.259.5465 Michelle L. Love Immediate Past Chair, Owensboro 270.926.2806
Directors Allen J. Crawford, CIC, CSRM Somerset, 606.679.6311 Neel Ford, AU, CPIA Owensboro, 270.926.2806 Sharon B. Hill Jamestown, 270.343.3144 Aaron LaRue Bardstown, 502.348.0050 Skip McGaw, CIC Madisonville, 270.821.3122 Crystal Reid, CIC Paducah, 270.442.3533 Ray A. Robertson, CIC Mt. Sterling, 859.498.3410 Laura Yount, CIC, CISR London, 606.878.0100
Staff
It is January and winter has arrived! I hope this article finds everyone well and ready for 2016. This issue of our magazine will focus on Leadership. When I think of leadership, many thoughts come to mind. We have leaders of our communities, cities, organizations, our commonwealth, and our government. So what does it take to be a good leader? In my opinion, it takes someone that will listen. Someone that is not afraid to make responsible, concise decisions that are good for all concerned. It seems to me the Independent Insurance Agents fit into this category. Independent Agents are always looking out for their clients. They work diligently finding the best solutions possible to protect their client’s lives, property, finances, and peace of mind. When a client has an issue such as a property loss, an automobile accident, loss of a loved one, or other life changing events, that person looks to his insurance agent and the policies he has written to find some peace of mind in a bad situation. Yes, it is YOU I am talking about! Leaders in your community, your cities, your counties, your organizations, your churches, your little league boards, and many, many other areas that affect the people that surround you and call you not only their insurance agent, but their friend as well. I am proud to know many of you that are leaders in your part of the Commonwealth and the work you do for others. I am proud to know that you are there for your clients when disaster strikes. To steal a line from a well known soldier “it’s not what we do, it’s who we are”. That is what describes the Independent Agents I know and have come to respect. I hope and pray that the New Year has started out well for each and every one of you and let’s make 2016 our best year ever! Sincerely,
Peggy P. Porter President & CEO Crystal Brown Administrative Assistant Katie M. Freshley Education & Events Director
David M. Houk
Nikki S. Robins Communications Director Tara T. Purvis Marketing Director Kristie Weyer, CISR Insurance Services Director
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Department of Insurance welcomes new Commissioner and Deputy Commissioner On Wednesday, January 13, 2016 newly elected Governer Matt Bevin appointed Brian Maynard at Department of Insurance Commissioner and Robert E. Taylor III as Deputy Commissioner. As a certified financial examiner, Brian Maynard has approximately 30 years of insurance accounting experience, 16 in the industry and 14 on the regulatory side. Maynard has been a contract examiner for Kentucky since 2004 and previously worked for INS Regulatory Insurance Services, a company representing state insurance departments in Texas, Indiana, Minnesota, Illinois, Pennsylvania and Delaware. He also served as second vice president of accounting for New Era Life Insurance Company and served in supervisory, consultant or accounting roles for The Freedom Group, United Group Insurance Companies and Life Insurance Company of the Southwest. Maynard is a graduate of the University of Louisville with a degree in accounting. In addition to being a certified financial examiner, he also received the AIRC (Associate, Insurance Regulatory Compliance) designation from LOMA (formerly the Life Office Management Association), an international trade association for the insurance and financial services industry. To contact Commissioner Maynard, call 502-564-3630 or toll free at 800-595-6053.
Kentucky Health Cooperative Placed in Liquidation Action taken to preserve remaining assets
Citing the need to preserve remaining assets, the Kentucky Health Cooperative (KYHC) was placed in liquidation at the request of the Kentucky Department of Insurance (DOI). The order was signed by Franklin Circuit Judge Phillip J. Shepherd. KYHC was placed in rehabilitation on Oct. 29, and DOI began oversight of the day-to-day operations of the nonprofit health insurance company at that time. “This is a regrettable situation, however, once we determined the degree of financial hazard, the decision to move to liquidation was an easy one,” said Kentucky Insurance Commissioner Brian Maynard. “To continue an attempt to rehabilitate the fund would increase the risk of loss, jeopardizing both creditors and policyholders.” Under the supervision of Franklin Circuit Court, the special deputy liquidators will begin terminating any remaining business of KYHC and will distribute the remaining assets in the order outlined in Kentucky statute. Providers, agents and others with claims against KYHC will be notified. The deadline for filing claims will be Oct. 15, 2016. All individual health insurance policies and most group plans terminated on Jan. 1, 2016. Any remaining KYHC policies will terminate no later than Jan. 31, 2016. Documents will be available on the DOI (insurance. ky.gov) and KYHC (mykyhc.org) websites. www.iiak.org | January/February 2016 | 5
BOARD OF DIRECTORS
2015 - 2016 IIAK
6 | www.iiak.org | January/February 2016
Chair DAVID M. HOUK
Houk Insurance Agency, Inc. Horse Cave Phone: 270-786-2724 Email: davidmhouk@gmail.com
Immediate Past Chair MICHELLE L. LOVE
E.M. Ford & Company Owensboro Phone: 270-926-2806 Email: mlove@emford.com
Chair-Elect
Vice Chair
GEORGE L. “CHIP” ATKINS, III
MICHAEL G. JOHNSON, CIC
Treasurer
National Director
JAMES D. ENGLAND, AAI
STEPHEN R. KINKADE, CPCU, AAI
R.H. Clarkson Insurance Agency Louisville Phone: 502-585-3600 Email: catkins@rhcgroup.com
Peoples Insurance Agency Pikeville Phone: 606-437-7361 Email: james.england@pebo.com
Al Torstrick Insurance Agency, Inc. Lexington Phone: 859-233-1461 Email: mjohnson@altorstrick.com
Kinkade-Cornell Insurance Agency, Inc. Leitchfield Phone: 270-259-5465 Email: steve@kinkadecornell.com
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Director at Large
Director at Large
ALLEN J. CRAWFORD, CIC, CSRM
NEEL FORD, AU, CPIA
Director at Large
Director at Large
BARRETT H. “SKIP” MCGAW, II, CIC
CRYSTAL REID, CIC
Reed Brothers Insurance Services Somerset Phone: 606-679-6311 Email: acrawford@mikrotec.com
Riddle Insurance Madisonville Phone: 270-821-3122 Email: smcgaw@riddleins.com
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E.M. Ford & Company Owensboro Phone: 270-926-2806 Email: nford@emford.com
Western Rivers Insurance Paducah Phone: 270-442-3533 Email: creid@westernrivers.com
Director at Large
Director at Large
SHARON B. HILL
AARON LARUE
Director at Large
Director at Large
RAY A. ROBERTSON, CIC
LAURA H. YOUNT, CIC, CISR
McKinney & Blair Inc. Jamestown Phone: 270-343-3144 Email: mc-blair@duo-county.com
Limestone Agency, Inc Mt. Sterling Phone: 859-498-3410 Email: ray.robertson@limestoneagency.com
Larue Insurance, Inc. Bardstown Phone: 502-348-0050 Email: aaron@larueinsurance.net
Mountain Valley Insurance London Phone: 606-878-0100 Email: laura@mountainvalleyinsurance.com
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House & Senate Committees on Banking and Insurance HOUSE COMMITTEE - Chair Rep. Jeff Greer* D - Brandenburg
- Vice Chairs Rep. Will Coursey D - Symsonia
Rep. Mike Denham D - Maysville
Rep. Steve Riggs* D - Louisville
Rep. Ron Crimm* R - Louisville
Rep. David Osborne R - Prospect
Rep. Bart Rowland* R - Tompkinsville
- Members -
Rep. Kevin Sinnette D - Ashland
Rep. Joseph M. Fischer R - Ft. Thomas
Rep. Thomas Kerr R - Taylor Mill
Rep. Brad Montell R - Shelbyville
Rep. Fitz Steele D - Hazard
Rep. Chris Harris D - Forest Hills
Rep. Adam Koenig R - Erlanger
Rep. Sannie Overly D - Paris
Rep. Wilson Stone D - Scottsville
Rep. Dennis Horlander D - Louisville
Rep. David Meade R - Stanford
Rep. Ruth Ann Palumbo D - Lexington
Rep. Tommy Thompson D - Owensboro
Rep. James Kay D - Versailles
Rep. Michael Meredith R - Brownsville
Rep. Jody Richards D - Bowling Green
Rep. James Tipton R - Taylorsville
Rep. Dennis Keene D - Wilder
Rep. Russ Meyer* D - Nicholasville
Rep. Jonathan Shell R - Lancaster
Rep. Ken Upchurch R - Monticello
* - These legislators are licensed as insurance agents in the state of Kentucky
SENATE COMMITTEE - Members -
- Chair Sen. Tom Buford R - Nicholasville
Sen. Julie Raque Adams R - Louisville
Sen. Morgan McGarvey D - Louisville
Sen. Albert Robinson R - London
- Vice Chair -
Sen. Chris Girdler R - Somerset
Sen. Dennis Parrett D - Elizabethtown
Sen. John Schickel R - Union
Sen. Christian McDaniel R - Taylor Mill
Sen. Dorsey Ridley D - Henderson
Sen. Dan “Malano” Seum R - Fairdale
Sen. Jared Carpenter R - Berea
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IT’S THE RIGHT THING TO DO. Arlington/Roe. You have our word on it. “Whether you choose Arlington/Roe for our breadth of knowledge, product line diversity, market access or industry know-how, you may be assured we are in business primarily to serve you. We will do our best to earn and keep your trust. You have our word on it.” – James A. Roe, CPCU, ASLI, President
Managing General Agents and Wholesale Insurance Brokers
Serving Independent Agents Since 1964
800.878.9891
•
ArlingtonRoe.com
Aviation | Bonds | Brokerage | Commercial Lines | Farm | Medical Professional | Personal Lines | Professional Liability | Transportation | Workers’ Compensation
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Upcoming Education Classes Continuing Education Courses (C.E. hours listed per class)
Annuity Basics and Where They Fit* 1 hour C.E. February 10 @ 3 pm March 17 @ 12 pm
Commercial Lines Claims That Cause Problems* 2 hours C.E. March 10 @ 10 am
Professional Ethics in the Insurance Industry* 3 hours C.E. February 10 @ 11:30 pm March 3 @ 1:30 pm
Commercial Lines Claims That Cause Problems* 2 hours C.E. February 11 @ 11 am
Commercial Property Endorsements That Can Make You Money* 2 hours C.E. February 2 @ 2 pm March 22 @ 10 am
Data Privacy Insurance* 2 hours C.E. February 18 @ 2 pm March 15 @ 11 am
Directors and Officers Liability Insurance* 2 hours C.E. February 19 @ 11:30 am March 22 @ 1:30 pm
E&O Risk Management - Meeting the Challenge of Change 6 hours C.E. February 18 @ 9 am March 1 @ 10 am March 17 @ 11 am
Estate Planning Basics*
2 hours C.E. February 18 @ 2 pm March 15 @ 11:30 am
Home Based Business Exposures*
Professional Development Courses (no C.E. credit, all courses on-demand)
AIAM 201 - Mastering Time* AIAM 220 - Organizational Workflow* AIAM 520 Leadership is Everyone’s Job* AIAM 620 Changing Attitudes/Creating Opportunities* Business Body Language* CSR Essentials - Personal Time Management* CSR Essentials - Relationship Management* CSR Essentials - Verbal Communication Skills: Etiquette & Client Interaction* Effective Training of New Employees* Insurance Agency Ownership Perpetuation* Managing Perceptions and the Customer Experience* Recruiting & Developing Young Producers* Relational Intelligence - The Key to Great Customer Service*
2 hours C.E. February 24 @ 2 pm
* - Provided by
12 | www.iiak.org | January/February 2016
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By: Caryn Mahoney
Keep up with new coverages and new products to protect yourself An agent needs two sharp eyes at all times to stay on top of the market. Keeping abreast of new product offerings and offering coverage to customers may well prevent a future E&O claim. When a carrier distributes marketing brochures about new products or coverage extensions, the best practice is to read them and provide notice to your customers if appropriate. Otherwise, when your customer has a claim, they could argue that had they known about this new product, that higher limits were obtainable or that the coverage was available without the exclusion, they would have pursued another option. A constant flow of new insurance products includes first-party breach of data coverage, third-party cyber liability coverage and insurance coverage for the use of commercial drones, such as in farming operations. For example, if a carrier providing liability coverage to farmers includes coverage for commercial drones used to survey crops, what qualifies as a covered invasion of privacy? When an incident occurs during drone use, will the policy exclude it as an intentional act? Or because it qualifies as an aircraft?
In some instances, you face not a new product on the market, but rather a product that is new to your customer. Even though you’re working with an existing customer, take extra care—E&O claims relating to new business drive frequency. Use proper risk exposure assessment and update the application with a customer signature. And whether or not the agency has a legal duty to do so, review prior policies with new customers for any coverage differences—documenting differences with the customer can prevent future E&O claims. Regardless of a new product or a new customer, agents need to ask themselves a few questions: • Do my customers have these types of exposures? • Should I be offering these products to my customer? • Do I understand what they cover and do not cover? Hindsight after an uncovered claim is a great coverage salesman—after the fact, even your thriftiest customer will say they’d buy any coverage presented to them. Protect yourself and your agency by keeping abreast of new products and new coverages—and sharing them with your customers in writing. Caryn Mahoney is an assistant vice president, claims specialist with Swiss Re Corporation Solutions and works out of the Chicago office.
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Garden Variety Customer Complaints… By: Rick Pitts Or Claims? It happens all the time. An unhappy customer or client grumbles. Bad service, bad product, bad outcome. Maybe it’s mild at first. It could just be a phone call. Maybe it escalates to an “angry-gram” email or letter. Maybe it becomes a prelude to a full-blown set of papers that have the word “Summons” prominently displayed. You’re thinking, “oh no, this article’s going to be another one of those errors and omissions lectures.” I promise you that it’s not. Why? Because this one’s about your customers and not you or your agency. This is about how your customers handle their client complaints. What do they do about them? Why do we care how those complaints get handled? A recent case from the federal Eighth Circuit Court of Appeals tells an interesting story and tells us why we have some concerns about how our customers handle their client’s complaints. The case is titled Ritrama, Inc. v. HDI-Gerling America Insurance Co. Ritrama makes flexible and vinyl films. One of Ritrama’s customers was Burlington Graphics Systems. Burlington bought Ritrama’s vinyl film products to make decals that would be placed on recreational vehicles. Sometime in late 2007 or early 2008, there are reports of a “field failure” of the decals. An email in February, 2008 references an issue of ink delaminating. This email was from Burlington to the president of Ritrama, saying “We are not going to let this just pass by – we still want to know the root cause and the corrective action[.]” The email also identifies the matter as a “serious issue” causing “damage to our reputation in the RV industry.” By July, 2008, people from Burlington and Ritrama met to discuss the problem. In September, Burlington emailed a set of figures for three claims to Ritrama. The claims were apparently to repair or replace decals on RVs, and totaled 16 | www.iiak.org | January/February 2016
a bit more than $53,000. Ritrama asked for a further cost breakdown and the parties continued communicating. An email from Ritrama in October said it would offer Burlington a 50% credit (a bit less than $27,000) and would then consider the claim closed. This was not accepted. Eventually, the situation mushroomed. So did the damages. A formal demand letter from an attorney, threatening litigation, was sent in early 2011. This letter said the defective Ritrama product had caused damages “expected to exceed $4.8 million.” A second letter said litigation was imminent. In April, 2011, Burlington sued for more than $5 million. Ritrama turned the lawsuit over to its carrier, HDI-Gerling America. HDI refused to defend Ritrama. HDI-Gerling had written a “claims made” general liability policy for Ritrama. The policy’s effective dates were from March 31, 2009 to March 31, 2010 (and a renewal that took expiration to March 31, 2011). HDI-Gerling’s position was that the claim was made in 2008, long before the inception of the policy’s inception. The policy’s language looks familiar to people in the insurance industry: 1. Insuring Agreement. . . b. This insurance applies to “bodily injury” and “property damage” only if:.. (3) A claim for damages because of “bodily injury” or “property damage” is first made
against any insured in accordance with Paragraph c. below, during the policy period c. A claim by a person or organization seeking damages will be deemed to have been made at the earlier of the following times: (1) When notice of such claim is received and recorded by any insured or by us, whichever comes first;. . . All claims for damages because of “property damage” causing loss to the same person or organization will be deemed to have been made at the time the first of the claims is made against any insured. This language deserves a few comments. To trigger coverage, the insuring agreement says, the claim “against any insured” has to be “first made during the policy period” That’s the essence of a claims-made policy. When is a claim considered to be made? When it is “received and recorded” by either insured or insurer. All related claims are considered made at this time. In other words, all connected issues are “gathered” into the first claim and considered to be made then. So, HDI-Gerling said that Ritrama had received the Burlington claim in 2008. Ritrama said it was just a business issue and it was just trying to work out customer issues then. To Ritrama, the claim wasn’t made until the two attorney letters from early 2011 (and inside the effective time of the renewed policy), when the true “demand” for damages and the real threat of litigation was made. Ok, you think (if you’ve made it this far), but what’s a “claim?” Ritrama could be right if the standard sort of back-and-forth between vendor and customer isn’t a “claim.” Ritrama could be right if a “claim” requires something a little more serious, something like a certified letter, maybe, that says, “pay us $4.8 million or we’ll see you in court!”
Ritrama wasn’t right. Both the initial court and the Court of Appeals both ruled in favor of HDIGerling. The claim was made in 2008, before the HDI-Gerling policy even started. Why? Both courts used a definition of a “claim” that is fairly broad: “an assertion by a third party that the insured may be liable to it for damages within the risks covered by the Policy.” That’s pretty consistent with policy forms that do define “claims,” like ISO’s professional liability policies. It says a claim is “a written demand for monetary damages,” or a civil or administrative proceeding (and a few other things). The September 2008 spreadsheet was a, “specific total of how much monetary damages [Burlington] had sustained thus far,” so it was a “claim” not covered by the policy starting later. It was something above and beyond “gardenvariety product-quality communications,” and well above “mere complaints” that don’t include a demand for relief or money. I promised this wasn’t an errors and omissions scolding and it’s not. (In fact, the producer looks pretty good in this case. Ritrama talked to its insurance agent in July of 2009 about the Burlington problem. The agent sent in a “notice of occurrence” to HDI the following day.) What this is really about instead is having your claims-made insureds appreciate how important timely reporting of “claims” is. Let’s all acknowledge that words or phrases like, “we’re disappointed in” may not alone meet the definition of a “claim.” At the same time, let’s agree that words or phrases like “hold you responsible” or “fix the problem you caused” or “repair the damage you’ve done” can be enough to be a claim. Claims-made insureds need to evaluate complaints objectively, not optimistically, and doubts should be resolved in favor of turning it in. Coverage could be hanging in the balance. Richard S. Pitts, IIAK’s General Counsel is also part of our newest member benefit, First Call Free Legal. Members receive up to a 30 minute phone consultation on an insurance or agency-related matter once a year at no charge. Contact IIAK for more information.
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2015-2016 Chair Profile: David Houk
By: Nikki Robins
If you told a young David Houk that he would have a career in insurance, he would have laughed in your face. This year he will celebrate four decades in the industry and now can’t see himself anywhere else. I recently had the opportunity to sit down with David to reflect on his time in the industry and his hopes for his term as chair. Congratulations on your induction as the 95th chair of IIAK. How did you first get involved with IIAK? Well, in my early years, I actually attended some Young Agent events back in the 70s. And after that I really wasn’t involved in the association. I would go to convention on occasion, but I got so busy when I bought the Davis Agency in Cave City and the Nunn Agency here in Horse Cave. I was really too busy to be involved. I guess when Phillip Hunt called me back in 2011, I thought, yeah, let’s do this and I have loved it ever since. You mentioned you bought two different agencies. Tell me more about Houk Insurance. My dad bought half of what is now Houk Insurance Agency from a Mrs. Edwards back in 1966. However, 90 days later she passed away unexpectedly and he was essentially thrown into the agency ownership side of things. He had been in insurance from 1953-1966. He knew about insurance, but not about agency ownership. Then he asked me to come and work for him in 1976. I was going to build houses. I was 19-years-old and I wasn’t going to be in the insurance business. I didn’t know what it was and didn’t know anything about it. Didn’t care. But I stuck with it and, more importantly, he stuck with me. He could’ve fired me on more than one occasion I’m sure. Then in 1991 I bought him out. And in 1996 I bought the Davis Agency and then in 2006 I bought the Nunn Agency, which was in the building that we’re in now. 18 | www.iiak.org | January/February 2016
For a long time we wrote a lot of personal lines business. That all changed in 2005 and 2006. We had a tornado come through Munfordville in 2005 and a hail storm come through here in 2006. And between those two events it was as though everyone in personal lines threw up their flags and wanted out of Kentucky. So we have tried to move more business to commercial lines. Personal lines is definitely a big part of our book, just not as big as it once was. At one time we were about 80/20 in favor of personal lines, now we’re more 50/50. Is there a type of insurance that you prefer to write? I personally prefer Agribusiness. But small commercial is a niche too. The first page of the first book I ever read about insurance taught me the law of large numbers. And basically I’ve used that all through my career. I would rather have 10-15 small accounts than one big account that I had to guard like a pit bull. So if you lose a couple of small accounts, it’s not as detrimental as losing that one big one. They all hurt, but you can just lose less sleep at night because all your eggs aren’t in one basket.
My dad taught me the customer is right 95% of the time...and the other 5% you just try to work with them How has your involvement with IIAK impacted you both personally & professionally? The personal impact has been really amazing. It’s just like getting to know the staff. I never knew the staff before. I didn’t know what anybody did. I didn’t know how hard you worked every day to promote the association and promote agents. I have really gained a lot of respect for everybody there. The people that I have met from being on the Board of Directors has really been fantastic. Melinda and I have developed lasting friendships. And with people who do the same thing you do, so they can empathize. There’s probably 7 or 8 people that I could call right now if I needed help or had a question that I couldn’t call before. That’s been amazing. I have no doubt that we have made some lifelong friends. In your opinion, what are the key benefits of membership in IIAK? I think it’s the networking. People who aren’t, are missing out on opportunities that they wouldn’t be exposed to otherwise. Not only with staff and members, but with company people that come to events. That has a lasting effect. If I have a problem, there are specific people that I can call. From the sound of things here in your office, you stay pretty busy. I do stay busy. I’m chief cook and bottle washer. If anyone has questions they come to me, and I want them to. Not only that, we try to manage the office and manage the money and try to write new business. It’s definitely a juggling act. I understand you’re quite involved in your community as well. Tell me about that. I have been told that I’m TOO involved many times! I’ve been on the Hart County Library Board for 30 years. We’re actually in the process of building a new library and that’s been a challenge. I’m also on the Board of Directors with Caveland Environmental Authority, Glasgow Country Club and Family Resource Center at Caverna Schools. But I do like serving the community
and doing community service. Sometimes it can be overwhelming when trying to find time for meetings, but it’s worth it.
What about personal interests – what do you do for fun? I play golf as often as I can. Do you have a personal motto or creed that you try to live by? Well we here at the office try to be fair with everybody – to a straining point at times! My dad taught me the customer is right 95% of the time, and the other 5% you just try to work with them. What lessons from your personal life have you incorporated into your business career? I try to be fair with everybody, both in my personal and professional life. That doesn’t always work in your favor, but you just have to get up, brush yourself off and go forward. The insurance industry has faced many changes. What would you say has most impacted your business, both positively and negatively, over the last few years? When I first started, companies were more agency oriented. But with the changes in communications, whether it be fax machine or email, that personal touch has been lost. However, companies are more innovative on what they write now. It used to be that if you had 5 companies, each had their own specialties and www.iiak.org | January/February 2016 | 19
boss one of these days and that’s going to work very well in their favor. I just try to teach them procedure and what it’s like being an owner. Dad still comes in every day. He’ll be 89 in May and we still love him to come in. And he still has people that he goes out and sees and that makes him, and them, happy.
that’s all they did. Now it’s more that companies are finding more ways to write different types of business. They’re a lot more flexible than they used to be – which, in turn, gives US more flexibility. What do you think is the benefit of being an independent agent? You’re not tied to any one line of business. If you want to write a county fair one day and then someone’s car the next day you can do that. This business has given me a lot of personal time that I don’t think I would have if I were a captive agent. Looking down the road five, ten years, what other issues do you see independent agents facing? We’re starting to see it now, but cyber security. More and more people are finding ways to get into your database. And that’s an issue not just in insurance, but every company that holds names, birthdays, social security numbers, addresses and the like. Doctors, lawyers, dentists and hospitals. You don’t realize how many people have your information until there’s a breach. Even places you shop have your information. Tell me about your family I have 3 amazingly wonderful children and 5, soon to be 6 amazingly wonderful grandchildren. Two of my children work here. They are my perpetuation. One of these days I’m going to pitch the keys to them and say “Adios!” I have two daughters and a son. My youngest lives in Shepherdsville and works at Norton Cancer Center. My son, Andrew, received a degree in Insurance from EKU and Jaime has an accounting degree from WKU. So they have the tools to be their own 20 | www.iiak.org | January/February 2016
Something about you that not a lot of people know, or would find surprising? I don’t like crowds. I’m not as comfortable in a large crowd as I seem to be. I am definitely more comfortable now than I was younger. I wouldn’t hardly walk into a crowded room without knowing someone in there first. Now it doesn’t bother me. Going through the chairs has definitely helped. Just like speaking before the membership during convention, I would’ve NEVER done that in my younger days. When all is said and done, what is the message you hope IIAK members take away from your time as Chair? I hope they think “Since he’s done it, anybody can”. I’m older, I live in a small county, a small town of 2000 people, a small agency and if I can get involved with the association and go through the chairs, anybody can – from any level of agency. Nikki Robins is the Communications Director at Independent Insurance Agents of Kentucky. She can be reached via email at nrobins@iiak.org
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Right? It might not be quite as relaxing as a day at the beach, but knowing you’ve done everything in your power to protect the customers who trust you to help them will go a long way towards easing your mind. Offering each and every client an umbrella not only protects those who choose to purchase the coverage. It protects your agency from liability. And it protects your book of business, since studies show that customers who have multiple policies are less likely to move their business elsewhere. As a Big “I” member, you have access to a stand alone personal umbrella program from A+ rated carrier RLI, featuring: Limits up to $5 million available Excess UM/UIM available in all states You can keep your current homeowner/auto insurer New drivers accepted - no age limit on drivers Up to one DWI/DUI per household allowed Auto limits as low as 100/300/50 in certain cases
Competitive, low premiums for increased limits of liability Simple, self-underwriting application that lets you know immediately if the insured is accepted E-signature and credit card payment options Immediate coverage available in all 50 states plus D.C.
So cover your clients... protect your agency... and profit from umbrella sales!
Contact Jennifer Hopper, your RLI Administrator at: Email: jhopper@arlingtonroe.com Tollf Free: (800) 878-9891, ext. 8639 Local Fax: (317) 554-8551 Toll Free Fax: (888) 552-9891
Slips, Trips and Falls, Oh MY! Slips and trips on the same level are the second leading cause for workplace injuries resulting in workers’ compensation claims. Falling from a different level is in the top ten. As the workers’ compensation self-insured fund for The Kentucky Retail Federation, KFRSIF is familiar with and understands the potential dangers associated with slips, trips and falls. We offer our members on-site loss control evaluations, training and other prevention services for FREE!!
Our Members are Fully Supported Kentucky Retail Federation Self Insurers fund (KRFSIF) is specifically designed for Kentucky retailers, by Kentucky retailers. 4 Third party administrator, CCMSI, is SAS 70 accredited in both Type 1 and Type 2 categories. 4 CCMSI services 60+ funds across the U.S. (www.ccmsi.com). 4 We have extensive experience in servicing grocery stores, convenience stores, restaurants, auto body shops and physicians’ offices.
It’s All About Stability
| Traditional insurance companies come and go – We are here to stay! We have over 20 years of servicing your clients workers’ compensation needs. | Get the best of both worlds: the benefits management services provided by CCMSI, the country’s largest independent TPA while enjoying personalized local claims management services. | Our claims adjusters and loss control consultant are Kentucky based and dedicated to servicing our members. | KFRSIF is governed by a Board that is elected by our members, not appointed – ensuring that decision-making is to the best benefit of our members. | Our members receive the benefits associated with membership in the Kentucky Retail Federation. Log onto www.kyretail.com for more information.
4 With KFRSIF there are no hidden surprises – IBNR reserves are developed for those claims that have not yet been reported and for claims with unforeseen development.
To join KRF visit www.krfsif.org or email krfsif@ccmsi.com.
These reserves meet all state and actuarial requirements for future loss development.
New Partnership
KFRSIF has partnered with the Kentucky Grocers Association.
23 | www.iiak.org | November/December 2015
Call us at 502-394-3018
Leader Presence
Do you have the “right stuff” to inspire others to follow? By: Kimberly Paterson, CEC
24 | www.iiak.org | January/February 2016
ohn’s been in a leadership position in a top 100 brokerage firm for 15 years. He’s a highly competent insurance professional and is well respected by his peers. John views himself as an effective leader. But is he? Two weeks ago, I observed John in a senior staff meeting. Ten minutes into the agenda, he was critical of one of the company’s employees. He was annoyed that the colleague had changed their mind about something they had agreed to earlier. He called the employee stupid. John viewed his comments as sending a strong signal to the team about his high expectations. But that’s not how the team saw it. They viewed John and his tirade as laughable. That’s because he was notorious among agency employees for constantly changing his mind. From the agency staff’s perspective, John is a mediocre leader. What power he has over employees comes strictly from his position as “the boss.” He is not the kind of leader who inspires his people to want to follow him. What makes the difference between a leader who leads through title and power versus one who inspires others to deliver? Leader presence comes from earned authority— a right you earn through your actions to lead others— not from power and position. Competence in the job and confidence in your own ability play a critical role. But credibility is the true currency. Those you lead must acknowledge that you are getting the job done and believe that you are a leader who can be depended upon.
What is leader presence and how do you acquire it?
Put simply, leader presence is the quality that makes people trust and believe in you and willingly follow your lead. There are nine known traits that contribute to leader presence: 1. Self-aware People with leader presence have high levels of self-awareness. They know their strengths and weaknesses and how they are viewed by others. Even more important, they understand the impact their actions and emotions have on the people around them.
No matter how experienced or talented a leader is, it’s easy to lose touch. The world around us is constantly changing in both obvious and subtle ways. Behaviors that were once effective for us can lose their impact without our even noticing. In addition, time pressures force us to take shortcuts. Even the best leaders develop bad habits over time. The higher you are on the ladder, the tougher it is to get honest feedback. Leader presence depends on having a clear picture of how you are viewed by your colleagues. All leaders have blind spots. That is why it is essential to get good 360 feedback. Seeing ourselves through the eyes of others can be uncomfortable. But the reality is, our deficiencies are obvious to everyone around us whether we admit it or not. When a leader acknowledges and addresses a shortcoming, it conveys integrity, builds credibility and models positive behavior for others. 2. Skilled at communication Communication encompasses listening, verbal skills and non-verbal communication. It is the way a leader persuades, challenges, reassures others, and makes himself or herself understood. Communication is the only tool the leader has to connect the dots between the work to be done and why it is worth doing. Managers with leadership presence take the time to listen and to appreciate others’ ideas, hopes and concerns. They also recognize that non-verbal communication such as facial expressions, tone, gestures and posture convey far more than their words. They use their own physical presence and understanding of people to truly connect—whether there is one person in the room or 1,000. If you haven’t done it recently, consider a refresher course in listening or presentation skills. Listening is one of the first skills to go when you’re under pressure. Presentation skills training such as presenting from a conference room chair, connecting with the body as an actor does, using eye contact and vocalizing for impact can elevate your ability to relate and persuade.
www.iiak.org | January/February 2016 | 25
3. Authentic Executives with leader presence are who they say they are. Their day-to-day actions are closely aligned with their stated values. They learn from others’ experiences, but they don’t try to replicate someone else’s style. While they have the skills to adapt their leadership style based on the individual situation, they always remain true to themselves. They project a genuineness that earns them the trust and respect of those around them. Their day-to-day actions are closely aligned with their stated values. For example, you can’t preach the importance of accountability and then let someone off the hook because they’re a relative or a top-producing salesperson. 4. Manage their emotions When the pressure is on, all eyes are on the leader. It’s during times like these that employees learn what you really believe, as opposed to what you say. Leaders with leader presence accept responsibility for mistakes rather than looking for someone to blame. They support their employees and never turn on them. They are cool and calm and don’t lose their temper under pressure. They stand up for what they believe rather than taking the expedient route. When it’s appropriate, they show emotion and anger, but it is never out of control. They manage their emotions and behavior so they don’t create unproductive anxiety in others. 5. Present Leader presence takes showing up—in body, mind and spirit. That means maintaining high visibility with your team, seeing them in their work areas and being fully attentive when you engage. When the team is down, the strong leader is there to lift them up. When the workload is heavy, he or she pitches in and does some of the heavy lifting. When the team succeeds, the leader is there, cheering others on and giving them the spotlight. 6. Accessible The more successful you become as a leader, the more other people demand of your time. Managers with leadership presence find ways to stay accessible. Managers who are perceived as accessible are more apt to have employees who feel comfortable stopping by for a quick chat 26 | www.iiak.org | January/February 2016
Those you lead must acknowledge that you are getting the job done and believe that you are a leader who can be depended upon. to bring difficult issues, situations or ideas to the attention of their manager. Employees feel heard, and leaders are able to keep their hands on the pulse of issues and opportunities in the company. 7. Optimistic Leadership presence hinges on an abundance of optimism. Optimism transforms people by painting a picture of what’s possible and by generating the energy and commitment needed to achieve it. Optimism is not to be mistaken for “happy talk.” Hollow words or unrealistic promises that everything will be okay undermine trust. Strong leaders face up to difficult situations with a clear head. When talking with employees, they don’t sugar coat the truth. Their underlying positive outlook on life keeps them from succumbing to negative thinking. While they know there will be challenges along the way, they believe in their ultimate success. That optimism is contagious. 8. Passionate The kind of passion we’re talking about isn’t a lot of “alpha male yelling” and inspirational speechmaking. It’s a genuine and lasting belief in what you espouse. That passion is balanced with an openness to others and willingness to integrate their points of view. The leader’s day-to-day behaviors support their beliefs. Their commitment doesn’t waver when difficulties arise. When a leader has that kind of passion, people feel a deep sense of being led in a worthy direction by someone who is committed to something more important than his or her own individual glory.
9. Humble Leader presence isn’t about having a Donald Trumpsize personality. The most effective leaders are typically far more humble. They maintain pride in who they are, their accomplishments and worth—but without arrogance. They recognize their limitations. They own up to their mistakes and model the importance of learning from failure. When speaking about the work of the organization, they use the pronoun “we,” not “I.” They elevate rather than diminish others. They understand that their ultimate success comes from serving the people who work for them, not the other way around. Hone the only real tool you have. Your job as a leader depends on getting others to follow your lead. The only real tool you have to do that is your persona. If you want to stop pushing people and start inspiring them, take a close look at how you are viewed by your people. Look at how you actually lead on a day-to-day basis—not how you intend to lead. If you’re like many leaders I know, you’re probably thinking you’re too busy working to stop and focus on how you’re leading. The truth is that investing some energy in sharpening your
leadership skills is the single most important thing you can do for your business. Kimberly Paterson is a business and Certified Energy Leadership Coach. She is president of CIM (www.cim-co.com), where she works with insurance organizations to build the vision, strategy, customer insight and leadership skills to energize people and achieve outstanding results. She can be reached at kpaterson@cim-co.com. Reprinted with permission from the October 2015 issue of Rough Notes magazine.
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WORKERS’ COMP coverage across the country!)
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www.iiak.org | January/February 2016 | 27
Thank You 2015 KAPAC Contributors Tommy Adams Donald W. Anderson, Jr. Todd Anderson George L. Atkins, III Garnett Bale Joe R. Barnes John L. Barnes Brenda K. Berryman Jason D. Billington Bradford H. Blain Robert H. Blain Sandra T. Blain Marion C. Blair Jeffrey Brown Barbara A. Buckman Brian Burkhead George R. Burks, II David A. Clarke Jordan Clarke Robert H. Clarkson Bryan Clontz Timothy Conder Allen J. Crawford Steven A. Crawford Ronald Crimm Ginny Danner Dennis D. Desmond
Kevin T. Desmond Robert Detherage James B. Downing John C. Drew Matthew Dumeyer Phyllis Earlywine Christina L. Elswick James D. England Stuart J. Ferguson Neel Ford Steven M. Ford John Funkhouser Ron Gionet Frank X. Gross Duran Hall Joseph W. Hall, III Eric S. Harden Norman D. Hatter Sharon B. Hill Stephen B. Hill J. Miller Hoffman, III David M. Houk Dennis C. Houlehan Helen M. Houlihan Danny R. House Edward N. Humston, III Diana G. Hunt
Andrea C. Hurley Brett A. Ison John L. Ison Susan B. Jewell Michael G. Johnson Susan D. Keffer Robert D. Kilijian Anna R. Kinkade Stephen R. Kinkade Aaron LaRue Alex LaRue John A. LaRue William S. Latta James R. Lavelle, Jr. John P. Lavelle, Sr. Rachel D. Liford David Livingston Stanley G. Logan, Jr. Michelle L. Love Jennifer Lucas Quin Lynch Justin Maynard Anthony L. McCandless Michael D. McCandless Ryan McCarty William R. McCarty Barret H. McGaw, II
The Kentucky Agents Political Action Committee was established to support the advocacy efforts of IIAK’s government affairs program, by raising money to contribute to candidates in a non-partisan spirit. It is a way for independent agents to be involved in the political process, support candidates and make our voices heard through the halls of Frankfort and our issues and concerns visible to our legislators. Contributions are given in a nonpartisan spirit and support those candidates who have been supportive of insurance agents and the independent agency system. 28 | www.iiak.org | January/February 2016
Matthew R. Meyer Carolyn B. Moran Donald S. Mucci Adam T. Murphy Timothy A. Murphy Danny S. Neely, II Raymond H. Nelson, Jr. Jeffri Northcut Diana Norwood Robert Palmer William L. Parman Paula R. Pfister Charles M. Polin Peggy Porter Warren L. Pulliam Tara T. Purvis Reginald W. Rand Crystal Reid Carolyn Reynolds Ross Richey James L. Riddle Chesley W. Riddle, Jr. Robert J. Roberts Ray A. Robertson Nicholas K Rolf Bart T. Rowland Allen Rudd
Larry P. Schaefer Donna Schlie Penny Setters Ronald Smedley Brian P. Smith Mark S. Stephens Matthew Stephens Thomas S. Stoermer Lisa Switzer Jeremy Terry Carolyn Thomason Stephen B. Thompson Cheryl S. Thornsburg Kurt Turner Steve Turner Stephen C. Vaughn Matt Warye Ashley N. Welsh Ethel S. Welsh Robert G. Werner Ashley S. White Cynthia A. Wills George G. Wilson, III David Wiseman Thomas Wong Andrea H. Yager Laura H. Yount
It is imperative that KAPAC have greater resources in the future to continue to elect those who make a difference for our industry. Without such friends it would be extremely difficult for IIAK to protect your livelihood and ensure agent protection in state legislation. Our dues support our staff in Frankfort, but only our PAC funds can be used to directly support candidates. It is an integral part of our work for you with legislative affairs.
Visit www.iiak.org/kapac to make your 2016 contribution today!
Thank You 2015 InsurPac Contributors Centennial Club: $1000+ Tommy Adams John Funkhouser Stephen R. Kinkade Gold Club: $500-$999 Philip D. Anderton Robert H. Clarkson David M. Houk Alex LaRue Michelle L. Love Roy Riley Pioneer Club: $250-$499 George L. Atkins, III Allen J. Crawford Kevin T. Desmond Robert Detherage Joseph C. Dever James. D. England
Stuart J. Ferguson Neel Ford Steven M. Ford Virginia Goff Sharon B. Hill Michael G. Johnson Aaron LaRue William S. Latta Theodore McClain Don Mucci Adam T. Murphy Peggy Porter Alex Rankin Ross Richey Allen Rudd Steve Thompson Steve Turner Robert G. Werner
Founders Club $150-249 Charles Adams Joe Barnes Bradford Blain Sandra Blain David A. Clarke Timothy Conder Scott C. Ferguson Steven M. Garrett Joseph W. Hall, III Norman D. Hatter John L. Ison William A. Kantlehner Spencer Y. Kilijian James R. Lavelle, Jr. John P. Lavelle, Sr. Stanley G. Logan, Jr. Michael McCandless William McCarty Ryan McCarty
Joseph McClain Barret McGaw II Timothy A. Murphy Carolyn Reynolds Ray Robertson Bill Stiglitz George G. Wilson, III General Contributors $1-$149 Robert P. Adelberg Linda S. Bannen George Burks II Jordan Clarke Elden Cox Gregory Deimling Dennis D. Desmond Lisa D. DeWitt James B. Downing Robert English Whitney L. Floyd
Frank X. Gross Eric S. Harden Diana G. Hunt Andrea Hurley Robert D. Kilijian Rachel Liford Quin Lynch Anthony L. McCandless Matthew R. Meyer Danny S. Neely, II Thomas C. Phipps Glenn Pike Charles M. Polin Tara T. Purvis Crystal Reid Nicholas K. Rolf Gerald Schott Laura H. Yount
Thank You 2016 Industry Partners 800-226-3224 www.fcci-group.com
(as of 1/25/16) Diamond
Platinum
INDUSTRY EXPERTISE. PERSONAL SERVICE. “The FCCI Surety team excels at finding creative solutions to get bonds written. One of the things I enjoy most is working along with an agent to help a contractor evolve from being unable to obtain bonds to being the type of contractor sought out by surety companies.” Dan Pikar Senior Contract Surety Underwriter FCCI Insurance Group Midwest Region Now, let’s talk about your business. General liability • Auto • Property • Crime Workers’ compensation • Umbrella Inland marine • Agribusiness • Surety Coverage available in 18 states. © 2016 FCCI
Gold Acuity MAPFRE Insurance Risk Placement Services, Inc. Silver
Amerisafe Kentucky National Insurance Company Keystone Insurers Group Motorists Insurance Group Secura Insurance State Auto Insurance Company
Bronze Auto-Owners Insurance Company BITCO Insurance Companies Columbia Insurance Group FCCI Insurance Group FFVA Mutual Insurance Company InsurBanc J.M. Wilson KESA Market Finders Insurance Corporation Prime Insurance Companies Westfield Insurance
www.iiak.org | January/February 2016 | 29
We make it our business to
KNOW YOUR CLIENT’S
BUSINESS West Bend’s insurance professionals know a lot about business. And not-for-profit organizations are one of our specialties. As an Official Supplier of the Silver Lining®, our products are backed by your knowledge and expertise. Let’s work together to provide the best coverages for your client’s operations.
30 | www.iiak.org | January/February 2016
How RISKY is it? By: Eric Moberg
Kentucky IA magazine enlisted the help of Eric Moberg from The Moberg Group to present various scenarios and E&O exposures.
...Not to verify coverage rejections by having the insured sign a rejection/ declination form?
Whenever coverage is recommended or offered to the client and declined or rejected the agency should have the insured sign a coverage rejection form. This positively documents the rejection and the confirmation of the insured to that fact. Don’t rely on a verbal declination, get it in writing and signed whenever possible. If it is not possible to get a signature, document the clients file thoroughly and send documentation to the client verifying they declined the coverage.
Somewhat Risky
...Not to have standard procedure and process for creating activity/documentation records?
One of the most common problems we run into during E&O Audits is the inconsistency of agency staff to create documentation/activity records. Improper use of activity codes for the transaction being documented, and in many cases there are way too many agency activity codes for staff to choose. It is important that activities are entered consistently so that any staff member can follow behind a fellow staff person and be able to determine what is going on with the client. This is not an area that creativity should be encouraged! Take the time to review the proper method to use activities, and make sure the current activity codes actually meet the needs of the agency. I find that many times they were never customized by the agency and are being used just as the vendor delivered.
Very Risky
...Not to verify that agency procedures are being followed consistently by all staff members in the agency?
Establishing agency procedures is a big task for most agencies. So much work that it seems foolish not to have them followed. Methods to verify that procedures are being followed should be implemented. This can be done with running activity reports in some agency management systems, doing occasional desk audits to verify workflow, and from time to time performing file audits to make sure coverage and documentation is meeting the agency’s standards. The “Trinity” of E&O Risk Management is: “Communication; Documentation; and Consistency”. In order to make sure that staff are following procedures consistently, there needs to be some Quality Assurance process in place.
Not Too Risky, but important! www.iiak.org | January/February 2016 | 31
...Not to have standard form letters to control the wording of communication with the client?
Creating every letter individually as they are sent to the client is a lot of work, and writing skills may not be as strong for some as for others, so the quality of the communication may vary tremendously from one staff member to another. As we are trying to achieve consistency, why not create and store standard letter templates for the staff to use. Various letters for different uses should be created. Cover letters for sending an endorsement or a renewal policy for example. Most agency management systems allow you to build these letters and will mail merge the client info into the variable areas in the letters. If not using a management system, letters can be created in Word and saved as templates. This will make sure that the agency is presenting a quality document that is properly worded and meets the agency standards.
Not Too Risky, but makes sense! ...Not to establish and enforce consistent submission procedures?
Standards for submissions should be established for all new and renewal remarketed accounts. A complete and accurate submission is extremely important to insure that the underwriter fully understands the risk offers the correct coverages. Incomplete or incorrect submissions require more time on the part of both the agency staff and the underwriter. Poor submissions often tend to get slower response and less competitive pricing. Besides the fact that the agency may not be providing all the coverage needed which, if offered, could increase agency revenue. Make sure the agency has submission rules and that they can be monitored and enforced to insure the quality and completeness of all submissions. This can be accomplished by creating a submission checklist that all producers must follow.
Somewhat Risky
1 in 4
underwriters at J.M. Wilson previously worked for a retail agency
RELATIONSHIPS IT’S ALL ABOUT WHO YOU KNOW
1947
the year our longest-standing carrier relationship began Eric Moberg is President/CEO of The Moberg Group, Inc. (TMG), an insurance consulting firm. IIAK recommends The Moberg Group for Westport E&O policyholders interested in risk management auditing. The Moberg Group, a management consulting firm specializing in the operational analysis of insurance agencies, provides all Risk Management Audits for the E&O SwissRe/Westport program. SwissRe/Westport offers a five year 10% premium credit for completion and compliance with the Moberg Review Program. This credit is in addition to any other educational credits earned by the agency. IIAK members will receive a FREE Agency Operations and Procedures Manual (a $250 value) just by completing an audit with TMG. ALL IIAK members are eligible for a FREE 1-hour consultation with TMG per member/per year.
32 | www.iiak.org | January/February 2016
3
GENERATIONS OF LEADERSHIP
MGA and E&S Broker since 1920
(800) 666-5692 | JMWILSON.COM
55% OF OUR AGENTS HAVE WRITTEN BUSINESS WITH US FOR 10 YEARS OR MORE
BROKERAGE / PROFESSIONAL PERSONAL LINES PROPERTY & CASUALTY TRANSPORTATION SURETY
© SECURA Insurance
Let’s make sure they always dig what they do.
Building working relationships since 1900 Commercial • Personal • Farm-Ag • Specialty
When you partner with SECURA, you’re family.
Watch: secura.net/partners
www.iiak.org | January/February 2016 | 33
Time for a DIGITAL MEDIA checkup Trusted Choice will offer a “digital review” for agents who would like to create or improve their social media outlets and websites. Agents may request a one-on-one consultation by sending an email with links to their website and social media outlets. The consultation service will include: 1. A 15-30 minute telephone/ or Skype conversation 2. A written assessment 3. Content services referrals 4. Follow-up conversation
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There can be no doubt that all our knowledge begins with experience. – Immanuel Kant
www.summitholdings.com
Policies are underwritten by Bridgefield Casualty Insurance Company and Bridgefield Employers Insurance Company, authorized insurers in AL, AR, FL, GA, IN, KY, LA, MS, NC, SC, TN and TX; BusinessFirst Insurance Company, authorized in FL, GA, KY, NC, SC and TN. ©2016 Summit Consulting LLC | 2310 Commerce Point Drive, Lakeland, FL 33801
34 | www.iiak.org | January/February 2016
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 Steve B. Thompson, CPCU, at Sterling G. Thompson, Co. at 502585-3277
DO YOU FOLLOW IIAK ON
SOCIAL MEDIA
NO? THEN YOU ’ RE MISSING OUT ON IMPORTANT NEWS &
EVENTS!
Find all our links at our homepage: www.iiak.org Or, use your smartphone to scan the QR codes below:
Looking for Producers
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.
IIAK
Young Agents
Ad Index Amerisafe Arlington Roe & Company Big “I” Markets Bolton & Company FCCI Guard Insurance J.M. Wilson Kentucky Retail Federation KESA RLI Personal Umbrella Secura Summit Consulting Swiss Re Professional Liability West Bend Mutual Insurance
13 11 22 OBC 29 27 32 23 IFC 21 33 34 15 30
For classified ads or to advertise in the Kentucky IA, contact: Nikki Robins, Communications Director at 502-245-5432 or nrobins@iiak.org
Waze
Cost: Free Rating: ««««« Learn more: https://www.waze.com/ Waze is the best way to save time on traffic because it’s the world’s largest community-based traffic & navigation social app. Improve your driving experience by sharing real-time traffic and road info to save time, gas money, avoid police traps and make traffic better for everyone. Get road alerts of accidents, police traps, road closures and other hazards on your route, all reported by drivers around you. You can also inform any issue on your way and help them back. www.iiak.org | January/February 2016 | 35
nOn-REnEWED
One strike and you’re out? What kind of policy is that? Are you finding more and more of your clients are being dropped after just one claim? And you have to make the call to tell them they are no longer covered?
Bolton & Company has a market that is perfect for those homeowners.
You know what happens next. You lose a client. Once they start shopping, you stand a good chance of losing their auto coverage and everything else.
• HO3 Coverage available • Prior claims are OK • A Rated company • $100,000 to $10,000,000 in values Top rated products and service. It’s why we’ve been in business for over 50 years.
One strike and you’re out has never been our policy.
Call or visit our website today. Then call your clients and tell them they are covered.
BOLTON & COMPANY
2400 Waterfront Plaza • 325 West Main Street • Louisville, Kentucky 40202 Telephone 502.583.8361 • 800.292.6597 • Fax 502.584.6131 • www.boltonmga.com