POLICY SPRING 2019
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SPRING 2019 | VOL. 56, NO. 16 EDITORIAL STAFF PUBLISHER Denise Johnson, CIC
MANAGING EDITOR Jerri Culpepper GRAPHIC DESIGNER Brandy Akbaran PRODUCTION EDITOR Laura Wolf
COVER
COLUMNS
20 ARE YOU AN IIAO PARTNER PROGRAM PARTICIPANT?
4 THE BIG I IS YOU! Chris Floyd, Chairman
PROFESSIONAL STAFF
PRESIDENT/CHIEF EXECUTIVE OFFICER Denise Johnson, CIC CHIEF FINANCIAL OFFICER Malinda Day SPECIALTY LINES PROGRAM ACCOUNT MANAGER Cindy Munden, CISR E&O PROGRAM ACCOUNT MANAGER Cheryl Lyman WORKERS’ COMP PROGRAM ACCOUNT MANAGERS Susan Starr Niki Wigington COMMUNICATIONS COORDINATOR Laura Wolf EDUCATION COORDINATOR Ashley Henderson
POLICY is the official publication of the Independent Insurance Agents of Oklahoma. POLICY is published quarterly and distributed to all member agencies and other interested parties in Oklahoma. Manuscripts and contributions are welcome and will be considered for publication at the discretion of the IIAO Publications Committee.
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FEATURES 24 BIG "I" COMMENDS FINAL PASS-THROUGH TAX REGULATION 27 IIAO NEW MEMBERS 28 NEWSMAKERS
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7 MORE WAYS IIAO IS SERVING YOU Denise Johnson, CIC 12 EXPANDED LIQUOR LIABILITY EXPOSURE Tom Cooper 17 THE NEW GENERATION OF LOYALTY Avery Moore, CISR 19 FINDING TALENTED STAFF MADE EASIER VIA BIG "I" HIRES Gerald Keeton
Correspondence and advertising inquiries may be addressed to IIAO, P.O. Box 13490, Oklahoma City, OK 73113. Ph: (405) 840-4426 or 1-800-324-4426 Select graphics courtesy of Unsplash.com and Freepik.com
Visit iiaok.com
SPRING 2019
POLICY 3
THE BIG I IS YOU!
Chris Floyd, CRM CIC
CHAIRMAN
I
just returned from a mid-year National IIABA (Big I) meeting in St. Louis, where Uber car loads of independent insurance agents and brokers voluntarily representing their individual states’ membership from 51 jurisdictions, including D.C., met to discuss YOU. Yes, YOU. Most of the same problems exist for all of us as independent agents across the United States. However, the synergy for solutions is compounding, creating an environment that brings excellence to the surface while thought leadership is grass roots.
Your Big I is constantly at work with real understanding of the fact that you operate under VUCA (Volatile-UncertainComplex-Ambiguous) environments. VUCA is a term first used in Navy Seal training as a description of environments they often encountered. Because of this, to be effective they had to learn to be agile and quick problem-solvers. Now used in business strategy, it really applies to our business as much as any other. The work being done in the BIG I is about YOU, whether at the national or state level. So, when you ask yourself that question. What is the BIG I (IIABA and IIAO) about?
4 POLICY
It’s about YOU! It’s about Your Business! It’s about Your Employees! It’s about what’s important to YOU! This association is a community of shockingly similar individuals with various backgrounds, talent and goals but with common threads that bind us closely together. I see that common thread with many strands of like-minded insurance professionals and entrepreneurs seeking to find excellence in their business practice while protecting their clients and themselves from the faces of uncertainty in a volatile business environment. Your Big I is constantly at work with real understanding of the fact that you operate under VUCA (VolatileUncertain-Complex-Ambiguous) environments. VUCA is a term first used in Navy Seal training as a description of environments they often encountered. Because of this, to be effective they had to learn to be agile and quick problemsolvers. Now used in business strategy, it really applies to our business as much as any other. Volatility – There is always a level of volatility within any industry. This causes uncertainty, as we will discuss next. However, this association recognizes that volatility is not our friend as insurance professionals, and there are many examples of stabilizing work that this association has done and continues to work on to help stabilize our world. One
SPRING 2019
example is the constant work at the Capitol to negotiate reauthorization of the flood bill as well as TRIA. Without these or a comprehensive solution, the market would certainly be very volatile and extremely disrupting to your world.
We Do Business the Honest, OldFashioned Way.
Uncertainty – The future is somewhat unpredictable unless you are the famed psychic Edward Cayce or the genius actuary that lives in Hartford, Connecticut. The Big I brings together individuals like YOU to identify tomorrow’s uncertainties and work together on solutions so YOU don’t have to fear the future as you better prepare for it. One of the many problems being addressed within the Big I today is diversity within our businesses. The lack of diversity will cause uncertain barriers for the future of independent agents.
No answering services. No phone screeners. Just us, helping you place your difficult risks. When you call Specialty Insurance Managers, we actually pick up the phone to talk with you. Call us old-fashioned, but that’s just the way we like to do our business.
Complexity – If any one of these four elements describes our business environment the best, it would be complexity. The complex environment of our industry can be daunting to the independent agent. However, with the resources of your association, the complexities become less complicated and easier to overcome. Another complexity of our business is the impact of insurance laws and legislation, which can be difficult for many lawmakers to understand. However, the Big I continues to advocate for YOU and YOUR clients at the capitals in Washington and Oklahoma.
• Phone Quotes • Increased Commissions • Fee Sharing • Friendly Service
Ambiguity – Lack of clarity can cause confusion, disorientation and bad decisions. Sometimes it just helps to have others in our peer group help bring things in focus. The association provides an opportunity to connect with others that can work toward helping YOU find focus and excellence in YOUR business practice. In addition to being taught the importance of building a framework to operate under VUCA, SEALS trainees are taught the importance of teamwork. Throughout the training, they learn more and more why teamwork is necessary in the type of work they will soon be entering. SEALS are called upon to perform many tasks that may not be possible for a single individual to accomplish, but can be possible with a team. Their success depends on what Specialty they can do together. The BIG I (IIABA and IIAO) continues to be your Specialty team – one that advocates and accomplishes much on your behalf, but much more with your involvement. I hope this year you will make a point to connect with this association in ways you may not have before. Become a bigger part of something great. Be on the team that wants YOU to succeed. The BIG I is YOU! n SPRING 2019
Specialty Insu Specialty Insurance Man
Insurance Managers of O
Insurance Managers of Oklahoma, Inc.
Call us today at (800) 876-3278 www.simoklahoma.com
POLICY 5
MORE WAYS IIAO IS SERVING YOU
I
think we’ve almost made it to spring. As I sit here, I’m experiencing a record snowstorm in St. Louis, Missouri, at the IIABA Winter Meeting. As you are well aware, our Association on a state and national level provide you with many products and services to benefit your agency. As I attend these meetings, I’m astounded on how many things have changed in the past five years. Trusted Choice provides a SEO program to benefit your agency’s search engine. The complexity of cyber coverage is met with two different new and innovative products through Big I Markets (Coalition and Beazley). We see more M&As and cluster groups than ever before – a sign of our changing culture in our industry. Here are few of the products that address our current culture:: • E&O We have a variety of E&O policies that fit the needs of your agency, whether you are a startup or a seasoned agency. We are an independent agency and can find the best coverage for you. — If you are a member of a group, Alliance has an E&O product that can benefit your entire group and provide with you quality coverage and extremely competitive pricing for your group as a whole. • Staffing The primary phone call that I get is regards staffing. Our members are looking for CSRs, producers, management and more. We have a solution! www.BigIHires.com is a new initiative from IIABA. We feel this provides an
Denise Johnson, CIC
PRESIDENT/CHIEF EXECUTIVE OFFICER
We are seeing more company partners with us than ever before. Please know that this is who is investing in YOU! opportunity to our members to find quality applicants for their office. • Legislative Advocacy We are your voice at the state capitol and in Washington. We work with our legislators to let them know industry issues and advocate in the public’s best interest. There are a couple of articles in this edition that shows the importance of legislation and how it benefits YOU! I can’t end my article without mentioning our AWESOME company partners! We are seeing more company partners with us than ever before. Please know that this is who is investing in YOU! They know that we have your agency’s best interests in mind and know the importance of us all working together. n
Mark your calendar: April 3 - CompSource Lunch & Learn (OKC) April 24 - CISR Commercial Casualty II (Tulsa) April 25 - CISR Agency Operations (Tulsa) May 8-10 - CIC Agency Management (OKC) June 5 - CISR Personal Lines Misc. (OKC) June 6 - CISR Insuring Commercial Property (OKC)
Register at iiaok.com/education
SPRING 2019
POLICY 7
OkPAC CONTRIBUTORS OkPAC is IIAO’s political action committee. It provides financial support for state elected officials who will provide support for or have shown support of issues affecting the insurance industry and to those who share our business philosophies. Only individuals or partnerships can make contributions to OkPAC. Under Oklahoma law, OkPAC can accept no contributions from corporations.
2019 Stewart Berrong Malinda Day
Denise Johnson Steven Payne
Joe Strunk Niki Wigington
Laura Wolf Contributors as of 2/28/2019
InsurPac CONTRIBUTORS InsurPac is IIABA’s political action committee. It pools the voluntary and individual financial contributions of thousands of independent insurance agents to help elect candidates to Congress who share IIABA’s business philosophies. InsurPac is the largest property-casualty insurance industry PAC in the country.
Stewart Berrong Candace Graham
Vaughn Graham Denise Johnson
2019
Gerald Keeton Steve Payne
Jane Seals Joe Strunk Contributors as of 2/28/2019
Is your name not on the list? Use the contributor’s statement on the back of this page to donate.
For Dwelling Fire/Mobile Home Insurance, put your trust in a company that has been insuring homes for over 50 years. National Security Can Provide You With: • $125,000 Maximum Policy Limits • AAIS Basic Form 1 Policy • Direct Contract with National Security • 15% New & Renewal Commission • Partnership Profit Sharing • Fast Online Policy Issuance • Tenant Schedule Option • Easy Payment Options National Security has provided competitive, affordable insurance to policyholders for over 50 years, but we also provide a lot for our agents, with competitive commissions, excellent customer service and experienced company adjusters. As an admitted Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company, and online access for all agents, providing fast quotes, online policy issuance, online dec page printing, and real-time policy information.
We are now accepting new appointments. Find out more by calling Sharon at 1-800-239-2358 x213 or visit nationalsecuritygroup.com.
SPRING 2019
Elba, Alabama
POLICY 9
Independent Insurance Agents of Oklahoma P.O. Box 13490 | Oklahoma City, OK 73113 P: (405) 840-4426 | F: (405) 840-4450 | info@iiaok.com
INSURE YOUR FUTURE!
By making a contribution to OkPac, you are investing in the future of independent insurance agents across Oklahoma. Please note: All contributions must be made by PERSONAL check or PERSONAL credit card. Company or Agency accounts cannot be used. CONTRIBUTOR INFORMATION Name: Agency:
Occupation:
Address: City:
State:
Phone:
Zip:
Email:
Count me in! I want to INSURE MY FUTURE with a personal contribution to OkPac at the following level/amount: (select one) $5,000 - Millenium Level $2,500 - Platinum Level $1,000 - Centennial Level $500 - Gold Level
$250 - Pioneer Level $150 - Founders Level $100 - Young Agent Level Other: $______
I am including a PERSONAL check made payable ot OkPac. I will submit payment online via https://okpac.epaypolicy.com National Support: I want to INSURE MY FUTURE on a national level with a personal contribution to InsurPac in the amount of: $________ I am including a separate personal check made out to InsurPac. Please process my credit card. (Note: Card information may not be provided for OkPac.) Credit Card Number: ____________________________________ Expiration Date: _______ Name on Card: ______________________________________________ CVV: __________ Contributions or gifts to InsurPac and OkPac are not deductible as charitable contributions for purposes of federal income tax. Federal and State law require IIABA and IIAOK to use our best efforts to collect and report the name, mailing address, occupation and name of employer for each individual. Your contribution should be considered strictly voluntary. Any corporate contributions are prohibited. Declaration: The contribution listed above was freely and voluntarily given by me from my personal property. I have not, directly or indirectly, been compensated or reimbursed for the contribution listed above.
Signature: 10 POLICY
Date:
Contribute online at https://insurpac.formstack.com/forms/insurpac
FALL 2015
IIAO LEADERSHIP CHAIRMAN Chris S. Floyd, CRM, CIC Brown & Brown Insurance Professionals, Pryor
CHAIRMAN-ELECT Jeff Burton, CIC, CPCU, CRM INSURICA, Oklahoma City
TREASURER Christopher K. Mosley, CIC Mosley Agency Inc., Chickasha
SECRETARY Stewart L. Berrong, CIC, CRM Ed Berrong Insurance Agency Inc., Weatherford
STATE DIRECTOR Gerald W. Keeton Cole, Paine & Carlin, Oklahoma City
IMMEDIATE PAST CHAIRMAN Joe L. Strunk, CIC, CAPI Alexander & Strunk Inc., Oklahoma City
DIRECTOR Heidi Nease-Walker, CISR Nease Insurance Agency LLC, Okeene
DIRECTOR Vaughn Graham Jr., CIC Rich & Cartmill Inc., Tulsa
DIRECTOR Jerrad Coots Burrows Agency, Claremore
YAC CHAIRMAN Avery Moore, CISR ECI Agency, Piedmont
IIAO MISSION STATEMENT The mission of the Independent Insurance Agents of Oklahoma, working in the public’s best interests, through active member participation, is to be the unrelenting advocate of independent insurance agents and to fulfull the education, political and business needs of its members.
ABOUT IIAO The Independent Insurance Agents of Oklahoma is the largest insurance trade association in Oklahoma. With more than 475 independent insurance agencies, we represent nearly 3,000 independent insurance agents and their employees and more than 100 company members. IIAO member agencies range in size from one person to some of the largest agencies in the region. Founded in 1906 as the Oklahoma Association of Local Fire Insurance Agents, IIAO is a result of the consolidation of the Independent Insurance Agents of Oklahoma, Inc. (IIAO) and the Oklahoma Association of Professional Insurance Agents (OAPIA) on Jan. 1, 1992. IIAO policy is set by a board of directors elected at the annual conference. Policy is implemented by a professional
staff located in Oklahoma City. IIAO’s mission is carried out through a variety of programs designed to enhance the business of independent insurance agencies. IIAO is an active advocate on behalf of independent agents before legislative, regulatory and judicial groups in Oklahoma and at the federal level. IIAO is affiliated at the national level with the Independent Insurance Agents and Brokers of America with offices in Alexandria, Virginia, and Washington, D.C. IIAO is an excellent source of information through POLICY magazine, published quarterly, and the Oklahoma Agent, a monthly newsletter of time-sensitive material for its members.
EXPANDED LIQUOR LIABILITY EXPOSURE
Tom Cooper, Attorney at Law PIGNATO, COOPER, KOLKER & ROBERSON, P.C.
S
everal inquiries have come in lately from agents who have heard about a new liquor liability case which might affect their customers’ exposure. Even though Oklahoma is an “order-taker” state (meaning agents do not have a duty to advise customers as to what risks they should protect against, aside from offering coverages mandated by law), we all recognize the utility in keeping abreast, at least generally, of significant changes in the law. At the very least, an agent’s knowledge in this regard can spawn the customer to do some additional homework on his or her own.
Several inquiries have come in lately from agents who have heard about a new liquor liability case which might affect their customers’ exposure. Even though Oklahoma is an “order-taker” state (meaning agents do not have a duty to advise customers as to what risks they should protect against, aside from offering coverages mandated by law), we all recognize the utility in keeping abreast, at least generally, of significant changes in the law. With that said, there was indeed a recent case handed down by the Supreme Court of Oklahoma that appears to significantly expand the potential exposure of certain commercial establishments. Just over a year ago, the court – in a hotly
12 POLICY
contested, 5 to 4 decision – rendered its opinion in the case of Boyle v. ASAP Energy d/b/a Fast Lane 3, et al. The space constraints for this article prohibit an indepth review and analysis of the rather long opinion (and dissenting opinions), but some basic facts are as follows. A drunk driver ran a stop sign late at night, colliding with another vehicle with multiple passengers. One passenger was killed, and others were permanently injured. The drunk driver was at the tail end of a 14-hour drinking binge. He began drinking early in the morning during a golf tournament during which he consumed 18 to 21 beers, 3 to 4 shots of vodka, and some “sips of moonshine.” When the driver returned home midafternoon, he cooked dinner, drank 4 to 5 beers from his cooler (the same cooler he had during the golf tournament), and took some additional shots of vodka and “an additional sip of moonshine.” The driver then went to a local convenience store, Fast Lane, where he bought a 9-pack of beer and some cigarettes. The majority opinion made it a point to discuss the tobacco purchase because “[w]hen purchasing the cigarettes he was required to talk with Fast Lane’s employee … and indicate his desired purchase,” presumably giving the clerk more of an opportunity to interact with and observe the driver. The driver then returned home for a while, but it was unknown whether the driver consumed the beer he bought at continued on page 14
SPRING 2019
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EXPANDED LIQUOR LIABILITY EXPOSURE
continued from page 12
the convenience store because the driver (not surprisingly) could not remember. He later drove to a private party, where he (surprisingly) had only one shot of vodka. At around 11 p.m. (and 5 to 6 hours after the Fast Lane sale), the driver ran a stop sign and caused the above-referenced injuries and death. He failed a sobriety test at the scene and was arrested. The families of the injured sued the convenience store, arguing that Oklahoma law does (or should) recognize a cause of action for selling to a drunk individual, even when the business does not have (or in this case was legally prevented from having) on-site consumption. The district court ruled in favor of the convenience store, holding that while Oklahoma does recognize a cause of action against restaurants and bars for selling alcohol to a noticeable intoxicated person when it’s foreseeable he or she will later drive, Oklahoma has not extended liability further than that. The Oklahoma Court of Civil Appeals affirmed, and the case was later accepted for review by our Supreme Court. The majority of our Supreme Court held that, despite the lack of a clear causal connection between the beer sold by the convenience store in the middle of the driver’s 14hour drinking binge, and despite the fact that no court had previously extended dram shop liability to a business that does not have on-premises consumption, the families stated a viable cause of action. There were two dissenting opinions. The more indepth opinion by Justice Wyrick makes some poignant observations. He pointed out that just because the driver failed a sobriety test at the scene of the accident does not mean he was visibly intoxicated to the convenience store clerk 5 to 6 hours earlier, especially given the short interaction between the individuals. The dissent pointed out the logical and inherent differences between businesses which offer on-premises consumption and business which do not. In the former, every liabilitytriggering sale necessarily contributes in part or whole to the customer’s intoxication. And because bartenders are uniquely positioned to know whether the customer should be cut off – they mix the drinks, serve them, and otherwise interact with the customer as the drinks are consumed – a bar’s potential liability is inherently linked to its culpability. In short, if a bar overserves a customer, and the customer drinks on premises, and the drinking results in negligence that harms an innocent third party, a cause of action exists. Those elements are obviously not
14 POLICY
present with a business which does not offer on-premises consumption, and where the interaction between the customer and the clerk can be limited to only a few (or perhaps no) words. Finally, the dissent pointed out that the majority’s opinion in Boyle came on the heels of a decision in which the Oklahoma Supreme Court held that a retailer can be liable to a customer for mistakenly reporting the customer as a potential drunk driver. (The case is Owen v. Walgreen’s, in which a man who had just undergone outpatient back surgery stopped in the store to pick up a prescription. On his way out, he stopped at the front register to buy a snack. Believing the man to be intoxicated because he had a stooped-over gate, the clerk called the police and reported him as a possible drunk driver. He was pulled over shortly thereafter, and because he was agitated at being pulled over for doing nothing wrong, was tased by the police. He then sued Walgreen’s for the false report, and the Court determined he had a valid cause of action.) The dissent characterized this as a “liable-if-you-do-liable-if-you-don’t” situation. The Boyle decision (especially the dissent) needs to be read in full to be fully appreciated. For any of you familiar with Oklahoma’s online docket and legal research website, oscn.net, the decision is easy to find at 2017 OK 82. Until other decisions are rendered and the common law is further developed, it appears that any seller of alcohol must protect against potential exposure, even if the seller is not the type of business that allows on-site consumption. Although the Boyle decision dealt with a convenience store, its rationale is not limited to just those types of businesses. It presumably applies to any store which sells alcohol of any type. This is especially true given our Supreme Court’s willingness to hold a seller liable without sufficient evidence that the alcohol sold to the driver actually led to the driver’s drunkenness. n
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We’d like to thank our 2019 Partner Program participants for their continued support of our association.
DIAMOND DELUXE
PLATINUM
GOLD
SILVER The Hanover Insurance Group ♦ CNA Insurance ♦ National American Insurance Company ♦ Columbia Insurance Group ♦ Chubb Group of Insurance Companies ♦ The Hartford ♦ Central Insurance Companies ♦ Travelers Insurance
BRONZE BriteBee ♦ Farmers Alliance Companies ♦ Specialty Insurance Managers of Oklahoma, Inc. ♦ Phoenix Restoration ♦ ProducersXL ♦ Hallmark Specialty Personal Lines ♦ Leavitt Group ♦ Worth Casualty Company ♦ ePayPolicy ♦ GAINSCO Auto Insurance ♦ Risk Theory ♦ Philadelphia Insurance Companies ♦ AMERISAFE ♦ Patriot National Underwriters, Inc./Old Glory Insurance Company ♦ AmWINS Group ♦ Employers Inc. ♦ AutoGard ♦ AmTrust/Republic Group ♦ Traders Insurance ♦ ServiceMaster Restore by RSI ♦ Builders & Tradesmen’s Ins Services Inc. (BTIS) ♦ MJ Kelly Company ♦ AF Group ♦ Risk Placement Services, Inc. ♦ EMC Insurance ♦ BITCO Insurance Companies ♦ Markel Specialty Commercial ♦ Westphalen Insurance Services, Inc. ♦ Heartland General Agency ♦ Southwest Risk, LP ♦ Equity Insurance Company ♦ Normandy Insurance Company ♦ Pennsylvania Lumbermens Mutual Insurance Company ♦ Applied Systems, Inc ♦ Union Mutual Insurance Company ♦ Berkshire Hathaway GUARD Insurance Companies ♦ Houston International Insurance Group (HIIG) ♦ Method Insurance Services ♦ Atlas Financial Holdings, Inc. ♦ Commercial Insurance Underwriters, POLICY Inc. SPRING 2019 15
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16 POLICY
SPRING 2019
THE NEW GENERATION OF LOYALTY
A
s of 2019, millennials (which make of a vast amount of our Young Agents group) are now the largest segment in the work place. In case you’re curious, the silent generation, which would be baby boomer parents or many millennials’ grandparents (shout-out to my Grandpa Earnie!) now only make up less than 1 percent of the workforce. Baby boomers make up 25 percent, Gen Xers 34 percent, and millennials (as of 2019) will make up 40 percent of the workforce. Forty percent of the workforce is a HUGE deal. If there was a way to dial in on industry specifics, I would dare to say that the insurance industry as a whole is not nearly as generous on figures. The attraction and retention of millennials hasn’t been an easy process for us. The common perception that insurance isn’t sexy has plagued us for years. As time continues, though, more and more younger and new faces are showing up to all the Young Agents events. Let’s talk about two big hairy, scary things happening in our industry: mergers and acquisitions and keeping exceptional talent. Whether you realize it or not, they go hand-in-hand. Here’s why. I am a young(er) producer. I’ve been in about six years and work in my family’s agency that we’ve more than quadrupled in size. We have an amazing operation going, and I firmly believe that my success is directly correlative to where I’ve been planted and the community my agency encouraged me to find by being involved in the association and, specifically, Young Agents. But here’s the scary truth … on average, I get five to six recruiter calls a month. This doesn’t include the LinkedIn solicitations or random emails. These calls/messages/emails, man, let me tell you that they offer the moon and the stars. These companies that have merged in with the mega players now have so much buying power that they can afford to offer things that can sound so incredibility tempting on paper. This is just my personal experience. Your new talent – the talent that you’ve invested SO much time energy and money into to make them profitable, that underwriter who just gets it, that producer who’s just a natural, your account manager who is brilliant – is getting the same exact calls. So, here’s the hard question? What are you doing to keep them? SPRING 2019
Did you know that the millennial generation as a whole is three times more likely than a non-millennial to change jobs in the Avery Moore, CISR next year? Even scarier, YOUNG AGENTS 91 percent don’t expect COMMITTEE CHAIRMAN to stay with their current organization longer than three years. The workplace has become transactional for the employee with the belief mindset that they are the sole driver of their own careers. The concept of climbing the corporate ladder leaves too much control in the hands of others. So, what can you do? Know the position and the employee’s value proposition. If their motivator isn’t money, that’s not going to encourage them to show up each day. Take the time to understand how your employee sees his or her own career developing. Understanding where they want to be can help the employer to create a road map for their dreams to come true. And lastly, one of the most important things is to give them a community and a cause to champion. Millennials are notorious for wanting to make a difference in a big way. I myself am guilty of this, and our industry has wonderful outlets for this desire. Within the Young Agents program, not only have I found people whom I can turn to when it’s been a rough day, but I feel like I’ve been able to champion a cause that is bigger than myself. Plugging them in early creates buy-in. Through the association, you have massively successful people who are always willing to grab coffee and lend a hand to the next generation on their way to success. Success breeds success, and having this mentorship has been one of the best and influential benefits IIAOK offers. Ready or not, the new generation is here to stay. n
POLICY 17
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FINDING TALENTED STAFF
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E
ach time I write an article, I am showing you, the IIAO member new tools or ways that IIABA/IIAO can provide you with a sustainable competitive advantage. This time I am reprinting a news release from IIABA that deals with perhaps the most important subject to all of us: finding talented staff. This new resource, Big “I” Hires, does just that. ALEXANDRIA, Va. Dec. 19, 2018— According to the latest Agency Universe Study, 44% of independent insurance agency owners say finding qualified new recruits is their top challenge. The Independent Insurance Agents & Brokers of America (IIABA or Big “I”), in partnership with IdealTraits, has launched Big “I” Hires—a one-stop resource for independent insurance agencies to identify, hire and assess top-performing producers and CSRs. “As I travel the country, the thing I hear most often from agents is how difficult it is to find talent,” says Big “I” Chairman-Elect Jon Jensen, CEO of Correll Insurance Group, headquartered in Spartanburg, S.C. “Hiring employees is difficult and expensive—and I was feeling the pain firsthand in my own agency. Big ‘I’ Hires is designed to help agencies stand out as a top-notch employer and find high- quality recruits.” Big “I” Hires offers a variety of hiring resources, including: • Recruiting with Ideal Traits: IdealTraits is an insurance agency-specific recruiting portal that has helped more than 6,000 agencies nationwide successfully source top performing sales and service staff. Agents can post jobs, receive resumes, send assessments and identify the right recruit. Posted jobs will appear top recruiting sites including Indeed, Zip Recruiter and more.
Gerald Keeton
STATE DIRECTOR sample job descriptions, interview questions, offer letters and more. Agents can follow up with Caliper profiles and knowledge assessments to ensure they have found the right fit for their agency. • Superior Professional Development: Agents can access onboarding resources, skills assessments and state-specific courses to help employees continue to develop their skills. Agents will also find thousands of articles on commercial lines, personal lines, forms and more to help troubleshoot tough technical insurance issues. “We are excited to work with Independent Insurance Agents & Brokers of America,” says Kevin Mlynarek, CEO of IdealTraits. “With our knowledge and expertise in insurance agency recruiting, Big ‘I’ members will now have access to proven, industry-specific recruiting tools and services to hire top performing sales and service staff.” “We know the future of the independent agency system depends on finding the best and brightest to join our ranks,” says Bob Rusbuldt, president & CEO of the Big “I”. “Big ‘I’ Hires will be a one-stop-resource agencies can use to build their dream team.”
Check out bigihires.com. This is just another tool in your tool box and another of the many advantage of being a member of the Independent Insurance Agents of Oklahoma, Inc. n
• Do It Yourself Hiring Toolkits: For agents who want to take a hands-on approach to find the right staff member, the DIY Toolkits includes
SPRING 2019
POLICY 19
FEATURE
Are You an
IIAO PARTNER PROGRAM Participant? by Jerri Culpepper
I
f your company does not currently participate in the IIAOK Partner Program, we have one question for you: Why not? For many years, companies that have chosen to participate in the Partner Program have reaped numerous benefits. “CompSource Mutual has proudly participated in the IIAOK Partner Program for the past four years. Supporting Oklahoma’s independent agent community is a top priority for our company, and being a Diamond Deluxe Partner allows us outstanding networking, education and advertising opportunities that are an invaluable asset to our agent marketing program,” says Daniel Kraeer, marketing director for CompSource Mutual Insurance Co. “Independent agents are the lifeblood of our company, and one of the best ways we have
20 POLICY
found to support them is by going all in with the Independent Insurance Agents of Oklahoma as a Diamond Deluxe Partner,” says Rebecca Brigham Easton, president of COMPRISK Management Inc. “Our partnership with the IIAO allows us to take advantage of many unique advertising opportunities and to show our support of the numerous educational and networking events the IIAO organizes each year on behalf of the Independent Agents.” Carol Partridge, division manager with GrahamRogers and Standard Line Services, writes, “Being a member of the IIAO Association and their Partner’s Program, our General Agency has been given the exposure and resources to develop and continue relationships with Independent Insurance Agents of Oklahoma. We have available to us through the benefits of the IIAO the Education Programs in which
SPRING 2019
FEATURE FEATURE
Independent Independentagents agentsare arethe thelifeblood lifebloodofofour ourcompany, company, and andone oneofofthe theways wayswe wehave havefound foundtotosupport supportthem themisis by bygoing goingall allininwith withthe theIndependent IndependentInsurance InsuranceAgents Agents ofofOklahoma Oklahomaas asaaDiamond DiamondDeluxe DeluxePartner. Partner. — Rebecca Brigham Easton, president of COMPRISK Management Inc. — Rebecca Brigham Easton, president of COMPRISK Management Inc.
our staff can participate, a variety of products offered our staff participate, a variety products through thecan IIAO and events such asoftrade showsoffered that through and such asoftrade shows that allow us tothe be IIAO a part of events a community insurance allow us to be athe partYoung of a community of insurance agents, including Agents Program. agents, including the Young Agents Program. “With the commitment of the OKPAC to support the thewho commitment of the affecting OKPAC to the state “With officials work on issues thesupport insurance state officials who work on issues affecting the insurance industry,” she adds, “we know the IIAO is there as sheleader adds, for “wethe know the IIAO is there as a industry,” partner and Independent Insurance a partner and leaderOur for the Independent Agents of Oklahoma. General Agency Insurance is proud to Agents of Oklahoma. Our General Agency is proud to be a part of the IIAO Community.” be a part of the IIAO Community.” And Kyle Keeton, marketing director for Westphalen And Kyle Keeton, Westphalen Insurance Services Inc.,marketing credits thedirector Partnerfor Program with Insurance Services Inc., credits the Partner Program with providing him with “a way to establish solid relationships providing him with “a way to establish relationships with agents and my competition through solid education and with agents and my competition through education and events.” events.” Twenty-seven companies have recently joined the Twenty-seven companies recently joined the Partner Program, bringing the have number of total Partners bringing the numberPartner of totalincentives Partners toPartner 64 – a Program, record level of participation! to 64 – a record level of participation! Partner incentives include free exhibit booth space at IIAOK conferences; include free exhibit booth space at IIAOK complimentary registration; opportunities to conferences; promote complimentary registration; opportunities to promote your company through signs and other promotions companyand through signs on andIIAOK otherresources. promotions atyour conferences; discounts at conferences; andcompanies discounts benefit on IIAOK resources. Additionally, Partner from having Additionally, Partner companies benefit from having their hyperlinks placed on the association’s website. their hyperlinks placed on the association’s website. But arguably the greatest benefits of becoming an ButPartner arguably greatest benefits of becoming an IIAOK are the intangibles, such as networking IIAOK Partner are intangibles, such as networking opportunities and the potential to grow your business. opportunities and the potential to grow your business. By becoming a Partner, you are also helping By becoming a Partner, you are also helpingas support your association in its mission of serving support your association in its mission of serving as
SPRING 2019 SPRING 2019
IIAO CEO Denise Johnson poses alongside Insurance IIAO CEO Denise Insurance Commissioner GlenJohnson Mulreadyposes and alongside Jason Clark, president Commissioner Glen Mulready and Jason Clark, president of CompSource Mutual. The Partner Program has allowed of CompSource Mutual. The Partner Program has allowed companies to work together with IIAO on important legislation companies to work together with IIAO on important legislation for our industry, including workers’ compensation-related bills. for our industry, including workers’ compensation-related bills.
Continued on page 22
POLICY 21 POLICY 21
FEATURE an unrelenting advocate of independent insurance agents and the fulfillment of members’ education, political and business needs. Your support as an IIAOK Partner is an investment in our industry, as well as the economic strength and professional development of independent agents throughout Oklahoma. Did you know that IIAOK today represents more than 2,500 agency employees and more than 450 organizations offering property, casualty, life, health, employee benefits and retirement plans? IIAOK is an affiliate of the Independent Insurance Agents & Brokers of America and serves members at the state level. IIAOK boasts the second-highest
2019 IIAO
DIAMOND DELUXE PARTNER
saturation rate of the IIABA state markets, with over 80 percent of all independent agents in the state of Oklahoma currently signed on as members. What are you waiting for? Sign up now to become a Partner! For more information and/or to sign on as a Partner, please contact Shania Slavick at shania@iiaok.com. Partner Program Levels The IIAOK Partner Program supports the association’s quality programs on an annual basis. The five levels of sponsorship allow you to choose a partnership that fits your financial situation while optimizing visibility. n
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2019 IIAO
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SPRING 2019
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SPRING 2019
POLICY 23
FEATURE
Big "I" Commends Final Pass-Through
Tax Regulation
Editor’s Note: The following is adapted from a news release issued in January by the Independent Insurance Agents & Brokers of America.
T
he Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) recently commended the Trump Administration for finalizing an IRS regulation making clear that owners and shareholders of insurance agencies and brokerages organized as pass-through entities can fully benefit from a new tax deduction. On Jan. 18, the IRS released a final regulation implementing a new section of the tax code to create a deduction for owners and shareholders of certain pass-through businesses, including insurance agencies and brokerages, said Bob Rusbuldt, Big “I” president & CEO. “This regulation is a major and hard-fought win for Big ‘I’ members—the vast majority of which are organized as pass-through entities. Prior to the regulation being finalized, there was uncertainty surrounding the application of the deduction to insurance businesses.” Under the regulation, owners and shareholders of insurance agencies and brokerages can take up to a 20 percent tax deduction on qualified business income, 24 POLICY
no matter their taxable income levels, because the IRS does not consider insurance agents and brokers to be engaged in a “specified service trade or business.” Owners and shareholders of “specified service trades and businesses” cannot take advantage of the deduction if their taxable income is over a certain level. “Big ‘I’ members, whether organized as a pass-through entity or a C-corporation, can now rest assured that the tax reform law is working for them and their employees,” said Charles Symington, Big “I” senior vice president of external, industry and government affairs. “We thank Congress for its previous work on this landmark tax law and the Administration for working to finalize this regulation as quickly as possible.” n Founded in 1896, the Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) is the nation’s oldest and largest national association of independent insurance agents and brokers, representing a network of approximately a quarter of a million agents, brokers and their employees nationally.
SPRING 2019
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SPRING 2019
IIAO MEMBERSHIP MATTERS IIAO IIAO New New Members Members NEW NEW AGENCY AGENCY MEMBERS MEMBERS Mattmic Mattmic Insurance Insurance Services Services Edmond | Contact: Edmond | Contact: Thomas Thomas Takyi-Micah Takyi-Micah Shephard Shephard Insurance Insurance Agency Agency LLC LLC Purcell Purcell || Contact: Contact: Brandie Brandie Shephard Shephard Extra Extra Mile Mile Insurance Insurance Solutions Solutions LLC LLC Tulsa | Contact: Niki Henley Tulsa | Contact: Niki Henley
Allegiance Allegiance Insurance Insurance Oklahoma City Oklahoma City || Contact: Contact: Mike Mike Davis Davis The The Kimberlee Kimberlee Agency, Agency, LLC LLC Roland Roland || Contact: Contact: Kim Kim Flurry Flurry
NEW NEW ASSOCIATE ASSOCIATE MEMBERS MEMBERS BriteBee BriteBee Yukon Yukon || Contacts: Contacts: Keagan Keagan Henson Henson and and Katherine Katherine Parker Parker Phoenix Phoenix Restoration Restoration Edmond Edmond || Contact: Contact: Jaime Jaime Moore Moore Hallmark Hallmark Specialty Specialty Personal Personal Lines Lines Plano, Plano, Texas Texas || Contact: Contact: Michelle Michelle McMillan McMillan Leavitt Leavitt Group Group Cedar City, Cedar City, Utah Utah || Contact: Contact: Jenni Jenni Leavitt Leavitt ePayPolicy ePayPolicy Austin, Austin, Texas Texas || Contact: Contact: Nathan Nathan Terrazas Terrazas Risk Risk Theory Theory Dallas Dallas || Contact: Contact: Chris Chris Scott Scott AmWins AmWins Group Group Springfield, Springfield, Missouri Missouri || Contact: Contact: Natalie Natalie Miller Miller AutoGard AutoGard Edmond Edmond || Contact: Contact: Tracy Tracy Freeny Freeny Traders Traders Insurance Insurance Kansas | Contact: Smith Kansas City, City, Missouri MO | Contact: ScottScott Smith
SPRING SPRING 2019 2019
ServiceMaster ServiceMaster Restore Restore by by RSI RSI Oklahoma Oklahoma City City || Contact: Contact: Matt Matt Auld Auld Builders Builders & & Tradesmen’s Tradesmen’s Ins. Ins. Services Services Inc. Inc. (BTIS) (BTIS) Rocklin, California | Contact: Matthew Horton Rocklin, California | Contact: Matthew Horton and and Courtney Cocchi Courtney Cocchi Markel Markel Specialty Specialty Commercial Commercial Omaha, Omaha, Nebraska Nebraska || Contact: Contact: Brian Brian Thompson Thompson and and Kari Kari Ryan Ryan Normandy Normandy Insurance Insurance Company Company Deerfield, Florida | Contact: Deerfield, Florida | Contact: Laura Laura Lieberman Lieberman Pennsylvania Pennsylvania Lumbermens Lumbermens Mutual Mutual Insurance Insurance Company Company Philadelphia, Philadelphia, Pennsylvania Pennsylvania || Contact: Contact: Alex Alex Beyer Beyer Applied Applied Systems, Systems, Inc Inc University Park, Illinois University Park, Illinois || Contact: Contact: Jessica Jessica Kunkel Kunkel Method Method Insurance Insurance Services Services Omaha, Nebraska | Omaha, Nebraska | Contact: Contact: Patrice Patrice Scott Scott Atlas Atlas Financial Financial Holdings, Holdings, INc. INc. Schaumburg, Schaumburg, Illinois Illinois || Contact: Contact: Ann Ann Jenkins Jenkins
POLICY POLICY 27 27
NEWSMAKERS
The Little Company That Could Following is a real-life story that sounds a bit like the children’s tale of the Little Engine That Could. In 2014, Union Mutual Insurance Co., a small insurance company in Oklahoma City, established in 1938, was placed into receivership due to mismanagement and poor financial results over a period of several years. Generally, that would have spelled the end of this little company. Until that time, no Oklahoma company had ever come out of receivership on its own, according to the Oklahoma Department of Insurance, says Curtis Liles, CIC, CRM, Union Mutual underwriting manager. Other companies in receivership have been bought or merged with more financially stable companies. But this was a company that believed it could … and it did. Here’s how: 1) all the partners agreed to rehabilitate rather than liquidate; 2) new management was named; 3) new underwriting and processing procedures were
initiated, as was a new policy-claims management system; and 4) in November 2018, a new CEO and board of directors were named. The relaunch came just in time to celebrate the company’s 80th birthday. Union Mutual Insurance Co., which has been an associate member of the Independent Insurance Agents of Oklahoma for many years and became an IIAOK Partner this year, is now back on its feet and open for business. Liles believes the company has a promising future in the crucial Actual Cash Value Property insurance market niche. The company, located at 3613 NW 56th St., Suite 300, now has 350 agents across Oklahoma and policyholders in all 77 counties and are on track to expand their agent base, so this “little engine” may not remain little for long. For more information, call (405) 601-4467, ext. 114, or (direct) (405) 605-3067.
Kudos to Jake Bramlett! IIABA Past Chairman Vaughn Graham Sr. presents Jake Bramlett with a Chairman’s Award alongside Jake’s dad, Bobby Bramlett, also a former IIABA Chairman. Jake was honored for his dedication to the insurance industry and for serving as the Chairman of the Trusted Choice Big “I” National Jr. Golf Championship.
28 POLICY
SPRING 2019
In Rememberance Charles Simone Charles Simone, 88, passed away on Jan. 23. Born in Weir, Kansas, Charles grew up working summers and weekends on the farms of his two uncles. He graduated high school at West Mineral, Kansas, in 1947. Following high school, he attended Kansas State Teachers College. His first job was working in a furniture store in Columbus, Kansas. In 1954, Charles was offered a job as assistant manager for Metropolitan Life Insurance Co. In 1963, he became an officer and producer for the First Investment Insurance Agency in Bartlesville. He joined the Independent Insurance Agents of Oklahoma as their first director of education in 1981. He was named executive vice president in 1986, and in May of 1993, upon consolidation of the IIAO with the Professional Insurance Agents of Oklahoma, he was named executive vice president and chief executive officer of the PIIAO. In October 1992, Charles was honored with the Journal Record Insurance Industry Service Award for his efforts on behalf of the property and casualty insurance industry. In June 1993, he was awarded the PIIAO’s highest honor, the “Eagle of Excellence,” becoming only the fourth recipient in the history of that prestigious award.
Survivors include his wife, Betty Jo; three sons, Greg Simone, Eddie Simone and wife Vicki, Dan Simone, and wife Sandra; and five grandchildren, Jennifer, Jeremy, Chase, Samantha and Everett. Michael Gardner Michael “Mick” Dean Gardner, 62, passed away after a long battle with a debilitating illness on Dec. 12, 2018. A Bartlesville native, Gardner attended Bartlesville Public Schools and graduated from Sooner High School in 1974. He was a proud 1981 graduate of the University of Oklahoma and a lifelong Sooner fan. He spent the next 37 years working hard in commercial insurance for both The Hartford and Union Standard. He is survived by his mother, Nelda Jo; uncle, Jim Webb; sister Sharon and husband Gary; nieces and nephews Michelle and husband Sam, their daughter Marie; and Jeremy and wife Allison and their children Jackson and Hailey. Mick is also survived by his loving dog, Kasey.
He retired in 1993 and moved to Grand Lake in Oklahoma. In 2003, they moved to Arizona to Sunland Village East.
Be a Newsmaker | What’s happening in your organization? Celebrating an anniversary, opening a new branch, or have a staff member who has received an outstanding award? Send us your
SPRING 2019
news, along with a photo and your logo, so we can recognize those achievements in our POLICY magazine. Please contact Laura Wolf at Laura@iiaok.com if you have questions.
POLICY 29
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