POLICY SPRING 2017
Oklahoma’s Magazine
WOMEN SHARE EXPERIENCES
CLIMBING THE INSURANCE INDUSTRY LADDER Celebrating YE ARS
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mcg-ins.com / 800-722-4994
Celebrating
24
YE ARS
SPRING 2017 | VOL. 48, NO. 8
31
17
COVER
COLUMNS 5 KEEPING IT FRESH AND RELEVANT Denise Johnson, CIC
PROFESSIONAL STAFF
24 WOMEN SHARE EXPERIENCES CLIMBING THE INSURANCE INDUSTRY LADDER
CHIEF FINANCIAL OFFICER Malinda Day
FEATURES
EDITORIAL STAFF PUBLISHER Denise Johnson, CIC
MANAGING EDITOR Jerri Culpepper GRAPHIC DESIGNER Brandy Akbaran PRODUCTION EDITOR Cathy Cinotto PRESIDENT/CHIEF EXECUTIVE OFFICER Denise Johnson, CIC
EDUCATION AND MEDIA DIRECTOR Susie Current MEMBER SERVICES AND EVENTS DIRECTOR Cathy Cinotto SPECIALTY LINES PROGRAM ACCOUNT MANAGER E&O PROGRAM ACCOUNT MANAGER Cindy Munden, CISR EDUCATION/MEMBERSHIP COORDINATOR Niki Wigington WORKERS’ COMP PROGRAM ACCOUNT MANAGERS Susan Starr Candy Burton, CISR Cover photo by Dale Hamblin, D & D Photography Photos were taken at the Oklahoma Hall of Fame at the Gaylord/Pickens Museum. The building, incidentally, was originally built in 1926 as the headquarters for Mid-Continent Life Insurance. Select graphics courtesy of Depositphotos.com
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. 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
Visit iiaok.com
SPRING 2017
17 YOUNG AGENT SPOTLIGHT 22 HOW DIVERSE IS THE INDEPENDENT AGENCY CHANNEL? 28 SO MANY CLICHÉS, SO WHY DON’T WE LISTEN?
10 BEWARE THE COSMETIC DAMAGE INCLUSION Tom Cooper 13 CHECK YOURSELF! Melissa Manus, CIC, CICS 20 OID LICENSING DIVISION PARTNERS WITH SBS ONLINE SERVICES John Doak
30 TOO FEW OPPORTUNITIES 31 CELEBRATING 110 YEARS: THE 2017 ANNUAL CONFERENCE, TRADE SHOW AND BANQUET 32 NEWSMAKERS
POLICY 3
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KEEPING IT FRESH AND RELEVANT
I
’m not really very cool – I try, I’m just not. • an education Denise Johnson, CIC program that can In January, I took a road trip with my three PRESIDENT/CHIEF provide meaningful daughters to Austin – which, by the way, is one EXECUTIVE OFFICER information for of the coolest cities in the United States. Everyone those in any position walks around with cool hats, cool shoes, cool in any agency ponchos (are ponchos really cool?)… We found a store • events throughout the year that will enable you that sold clothing that I know I wore in high school. to make your business better That’s not cool! Walking around with three “20/30 somethings” • for those needing new employee training, was an experience. We didn’t go to a single restaurant an excellent online program that provides information for your newest addition to your without a proper “Yelp” rating. We never picked agency up a paper map, and used our GPS/Google app on our phones (and I’m pretty sure that we got just as lost as if we had been using a map). I try We’re getting ready to celebrate to stay in touch with the latest language. My fellow Exec in Texas always responds to my texts 110 years of existence! We’ve been with “Coolio,” which is a contemporary way of able to grow with the times and saying OK. (As you can imagine, I say “OK.”) change with the culture. She can also use just about any word in the English language and make it sound cool. During the trip, no matter what we did or how We’re getting ready to celebrate 110 years of we got there, we figured it out. It’s not the way we existence! We’ve been able to grow with the times would’ve done it 20 years ago, but we found a way and change with the culture. Mark your calendars to make it work. I feel like this is where we are in for May 9 through 10 – YOU WON’T WANT TO our industry. I have to look for ways to keep our MISS THIS! Association fresh and relevant. I have to understand We have a new and enlightening industry that the need for new and different ways to become is in the process of change. We continue to evolve valuable to our members of today. and change so that we are always “cool” and remain We offer so many products and services, a vibrant part of today’s economic society. We including: understand that we are partners with our clients in finding the best ways to continue making their • an outstanding E&O product to fit the needs of any of our members businesses profitable. We are necessary for success! • the RLI Umbrella and Home Business products
SPRING 2017
Coolio! n
POLICY 5
Independent agents throughout your area Count on EMC ® for a number of reasons. • 100-plus years of commercial lines experience. • Expert loss control services. • Responsive service delivered by a fully-staffed branch office. Let us show you how EMC Insurance Companies can work for you. KATHY WAPPELHORST Administrative Services Manger I EMC Wichita Branch
WE’RE READY TO HELP YOU
WIN MORE BUSINESS. WICHITA BRANCH OFFICE Phone: 800-223-0562 | Home Office: Des Moines, IA
www.emcins.com ©Copyright Employers Mutual Casualty Company 2016. All rights reserved.
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.
2016 Fred Barker John Baxter James Beavers Wes Becknell Brad Berrong Stewart Berrong Kent Bradford Robert Bramlett Jr. Travis Brown Jeff Burton Kent Carlin Mark Carlin Kent Casteel Max J. Claybaker Michael Cole Scott Cornelius
James H. Couch William C. Cox Terry Cupp Hal Curry Malinda Day John “Jed” Dillingham Jennifer Dotter Tim Driskill A. L. Duvall David Eaton Phil Eitzen Stefanie Fields Chris Floyd Benjamin Gorrell Jr. Vaughn Graham Vaughn Graham Jr.
Ryan Greenwood Raymond Hale, III Julie Handrich John Casey Harper C. Ross Harris John Hester John Hoefer Michael Hood Don Jacks Gary Jarmon Denise Johnson Gregory P. Jones Kasey Jones Gerald Keeton Guy Landes Thad Leonard
Michael Loftis Mark Long Bruce Magill Patrick Mandeville Melissa M. Manus Cody McNeill Mark McPherson Jon Moon Avery Moore Larry Neal Maria Nease Steve E. Owens Allen Paine Stephen M. Poleman Barbara Rader Kathy Reeser
Contributors as of 12/31/2016
2017 Michael Somers
T. J. Riley Michael Ross Clark A. Smith Kelly A. Smith Dabney Smith Jr. Daniel L. Somers Adriane Stachmus Denis Strobel Joe L. Strunk Richard Teubner Ryan Teubner Roy L. Thomason Jr. Phil Truss III Heidi Walker Chris Webb Bill Wetzel
T.J. Riley
Contributors as of 2/9/2017
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.
2016
Cyd Allen Neil Barfield Fred Barker James Beavers Kent Bradford Robert Bramlett Jr. Nanette Bramlett James (Jake) Bramlett Travis Brown Jeff Burton Kent Carlin Mark Carlin Max J. Claybaker Jeffrey Clymer Michael Cole Scott Cornelius
James H. Couch Vicky Courtney William C. Cox Terry Cupp Hal Curry Malinda Day John Deer John “Jed” Dillingham Jennifer Dotter A. L. Duvall David Eaton Brenda Ferrell Chris Floyd David Gammill Benjamin Gorrell Jr. Vaughn Graham
Vaughn Graham Jr. Ryan Greenwood Raymond Hale, lll John Casey Harper C. Ross Harris Rich Haverfield Gary Jarmon Denise Johnson Neil Johnson Gregory P. Jones Gerald Keeton Guy Landes Thad Leonard Michael Loftis Mark Long Patrick Mandeville
Melissa M. Manus Mark McPherson Kelly Miller Jon Moon Avery Moore Michael Mosley Larry Neal Maria Nease Jerry Oden Steve M. Poleman Barbara Rader Kathy Reeser T.J. Riley Benjamin Robbins Lyra Roberts Michael Ross
2017 Vaughn Graham T.J. Riley
Jane Seals Clark A. Smith Kelly A. Smith William Smith Jr. Daniel L. Somers Adriane Stachmus Joe L. Strunk Michael Swenton Belynda Tayar Richard Teubner Ryan Teubner Michael Thompson Heidi Walker Brad Warwick Chris Webb Bill Wetzel Contributors as of 12/31/2016
Jane Seals Michael Somers
Contributors as of 2/9/2017
Is your name not on the list? Use the contributor’s statement on the back of this page to donate.
SPRING 2017
POLICY 7
Insure Your Future! InsurPac
OkPac
Independent Insurance Agents & Brokers of America c/o IIAO, PO Box 13490, OKC, OK 73113 P: 202/863-7000, F: 405/840-4450 InsurPac@iiaba.net
Independent Insurance Agents of Oklahoma IIAO, PO Box 13490, OKC, OK 73113 P: 405/840-4426; F: 405/840-4450 info@iiaok.com
_____________________________________________________________________________________________________________________
OkPac Contribution Yes, I want to INSURE MY FUTURE with a Personal Contribution to OkPac! (Check contribution below.)
$5000 Millennium $250 Pioneer
$2500 Platinum $150 Founders
$1000 Centennial $100 Young Agent
$500 Gold Other $_______
InsurPac Contribution Yes, I want to INSURE MY FUTURE with a Personal Contribution to InsurPac! (Check contribution below.)
$5000 Millennium $250 Pioneer
$2500 Platinum $150 Founders
$1000 Centennial $100 Young Agent
$500 Gold Other $_______
_____________________________________________________________________________________________________________________
Contributor Information Name ____________________________________________________
Occupation ______________________
Agency _____________________________________________________________________________________ Address ____________________________________________________________________________________ City _________________________________________
State _____________ ZIP ______________________
Phone_________________________________ Email ______________________________________________ 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 ______________________________________________________________
Date ______________
_____________________________________________________________________________________________________________________
Payment Information
(All contributions must be made by PERSONAL check or PERSONAL credit card.)
Personal Check – Separate personal checks made payable to InsurPac and OkPac. $____________ to InsurPac
$____________ to OkPac
Personal Credit Card – One-time personal credit card contribution. $____________ to InsurPac Credit card information:
$____________ to OkPac MasterCard
Visa
American Express
Credit Card Number ________________________________________________ Expiration Date ____________ Name as it appears on card _____________________________________________________________________ Contributions or gifts to InsurPac and OkPac are not deductible as charitable contributions for purposes of federal income tax. Federal and State law require us 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.
8 POLICY
SUMMER 2015
IIAO LEADERSHIP CHAIRMAN Thad Leonard Rich & Cartmill Inc., Tulsa
CHAIRMAN-ELECT Joe Strunk, CIC Alexander & Strunk Inc., Oklahoma City
TREASURER Chris Floyd, CRM, CIC Brown & Brown Insurance Professionals, Pryor
SECRETARY Jeff Burton, CIC, CPCU, CRM INSURICA, Oklahoma City
STATE DIRECTOR Gerald Keeton Cole, Paine & Carlin, Oklahoma City
IMMEDIATE PAST CHAIRMAN Phil Eitzen, CIC Eitzen Agency Inc., Fairview
DIRECTOR Chris Webb, CRM, CIC Rich & Cartmill Inc., Oklahoma City
DIRECTOR Heidi Nease-Walker, CISR Nease Insurance Agency LLC, Okeene
DIRECTOR Terry Cupp The Arrow Group, Broken Arrow
YAC CHAIRMAN Melissa Manus, CIC, CISR The Arrow Group, Broken Arrow
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.
BEWARE THE COSMETIC
DAMAGE EXCLUSION
Tom Cooper, Attorney at Law PIGNATO, COOPER, KOLKER & ROBERSON, P.C.
I
recently received a new assignment in which an insurer on a commercial property policy denied a hail claim (non-perforating dents to a metal roof ) due to the relatively new “cosmetic damage exclusion.” In this particular case, I represent the insurance company, not the agent. In fact, the agent was not brought into the case at all. It is not hard to imagine, though, a scenario where an unhappy customer sues the agent for procuring a policy that excludes aesthetic or cosmetic damage. The two organizations that standardize the forms and policies for property and casualty insurers – the
...I believe all producers should be keenly aware of this endorsement. American Association of Insurance Services and ISO – have both filed cosmetic damage endorsements. Some states (including Oklahoma) have approved the form, and others have not. In my particular case, the endorsement reads as follows: We will not pay for cosmetic damage to roof surfacing caused by wind and/or hail. For the purpose of this endorsement, cosmetic damage means that the wind and/or hail caused marring, pitting or other superficial damage that altered the appearance of the
roof surfacing, but such damage does not prevent the roof from continuing to function as a barrier to entrance of the elements to the same extent as it did before the cosmetic damage occurred. For the purpose of this endorsement, roof surfacing refers to the shingles, tiles, cladding, metal or synthetic sheeting or similar materials covering the roof and includes all materials used in securing the roof surface and all materials applied to or under the roof surface for moisture.
Historically, I believe consumers and insurers were seeing conflicting results in the payment of claims, depending upon the particular adjuster assigned, the particular insurer, and the like. I have sat through many depositions and witnessed many claims examiners try to explain how a dent in a roof, or a depression in a composition shingle, is not “damage,” especially if it can be seen from the street and especially if the dent or depression arguably affects the longevity of the roof as compared to the non-dented components. Now, however, the industry has hit the nail squarely on the head with the cosmetic damage exclusion. I believe it is here to stay. Of course, the utility or necessity of such an exclusion is understandable. continued on page 12
10 POLICY
SPRING 2017
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BEWARE THE COSMETIC DAMAGE EXCLUSION
continued from page 10
Hail claims, and litigation resulting from those claims, have increased steadily over the past several years, especially in the Midwestern states. In some cases, the only way to avoid a cost-prohibitive increase in premium is to reduce coverage. Under the cosmetic damage exclusion, as long as the roof continues to function “as a barrier to entrance of the elements to the same extent as it did before the cosmetic damage occurred,” there is no coverage. From a consumer standpoint, it is easy to see how a business owner or homeowner would be enraged when an insurer denies a claim for property damage notwithstanding that the roof was pristine before the hailstorm and was dented afterward. As we have discussed in prior articles, in Oklahoma the insured has a duty to read and know the contents of his or her insurance policy. However, as we also know, this rule will not prohibit a lawsuit from being filed. Rather, it is simply one of the many defenses we raise during litigation. Accordingly, I believe all producers should be keenly aware of this endorsement. Its use is becoming
more common, and I have been told by some of my counterparts in Texas (where the form has also been approved for use for a couple of years now) that some insurers are inserting the endorsement at renewal without notifying the insured or the agent. Of course, as everyone has heard me say previously, a producer in Oklahoma legally has no duty to advise a customer on coverage needs. That said, as a purely practical matter, I believe it would behoove all producers and/or their staff to be on the lookout for this issue. In some cases, based upon the needs of a customer, the condition of the building to the insured, the financial condition of the customer, and the like, an insured may enter the transaction with his or her eyes wide open knowing that the premiums are going to be cheaper in exchange for the fact that cosmetic damage will not be covered. But, there will be plenty of other consumers who are unsophisticated on the matter and who will not hesitate to sue when there is an uncovered claim. Beware! n
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12 POLICY
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SPRING 2017
CHECK YOURSELF!
M
ost of the women in our industry tend to be driven and ambitious overachievers who go above and beyond to take care of their customers. We are working professionals; some are also caretakers of others, whether it be our own children or other relatives, and are known to undertake more than is maybe advisable. Many times, we then forget to take care of ourselves by simply listening to our bodies and taking the time for routine checks that truly save lives. As an under-40 female, I had never given much thought to breast cancer as it pertained to me. I supported the Pink Ribbon Campaign, admired those who were fighting their own battles, and worried about my mother when she herself was diagnosed two years ago. She elected a lumpectomy with a short bout of radiation, and is now thankfully cancer-free. I wore a pink bracelet in her honor, and my daughter chose a pink referee jersey to don in lieu of her normal yellow during Breast Cancer Awareness Month at her soccer club. This was the extent of my involvement and knowledge since in my eyes, it wasn’t something that would happen to me. Fast forward to January of this year and, thanks to a benign but noticeable lump, it was discovered that I have many areas of precancerous cells and at least one, possibly more, of invasive cancer of the breast.
At 37 years old, I am now facing a double mastectomy, possibly with chemo to follow, depending on some Melissa Manus, CIC, CISR further testing. Had it YOUNG AGENTS not been for some simple COMMITTEE CHAIRMAN hormone fluctuations that caused the benign cyst to inflame, I would not have been scheduled for a mammogram for almost three years due to my age and having had a clear one at age 35. Despite the daunting treatment plan ahead, I know I am one of the lucky ones, and am grateful that my body triggered a warning signal to get checked. So as you
... we then forget to take care of ourselves by simply listening to our bodies and taking the time for routine checks that truly save lives. go about saving the world for your clients, and trying to be everything for everybody otherwise, remember that you cannot do any of that without your health. n
GET READY!
We’re planning a big celebration for IIAO’s 110th anniversary during our 2017 annual conference, set for May 9-10, 2017, at the Embassy Suites Norman Hotel & Conference Center. See more conference details on page 31.
SPRING 2017
POLICY 13
CONTEMPORARY RISK CONCLAVE 8 a.m.-5 p.m. April 19-20, 2017 IIAO National Security Conference Center – Oklahoma City
This all-new, cutting-edge conclave will be: • Fast-paced • Contain timely topics • Taught by industry experts in each field • Provide 16 hours of continuing education, including one hour of earthquake and one hour of legislative credit, and counts as an update for CICs, CISRs and CRMs.*
Commercial Liability Insurance for the Energy Industry Instructor, Thomas Blanquez
Coverages for operators, drilling contractors, oilfield service contractors, and independent contractors.
Commercial Liability for Contractors Instructor, Lynne Lovell
The unique exposures that contractors face will be covered: everything from premises and operations liability, completed operations, potential gaps in policies, and distinctions between multiple versions of various endorsements.
Oklahoma Earthquakes, Injection of Produced Water and Hydraulic Fracturing
Instructor, Jeremy Boak, Oklahoma Geological Survey; Rusty Deaton, Cornerstone Consulting This session will cover the evolution of the seismicity, the regulatory actions taken to reduce seismicity, and the importance of declining oil prices in reducing injected volumes in advance of full implementation of these regulatory directives.
How to Sell Insurance to Millennials
Instructor, Ryan Hanley, TrustedChoice.com and Agency Nation Covers the current state of modern digital marketplace, insuretechs and disruptors. With all of this knowledge, is there a way for 14 POLICY
independent agents to recapture the millennial market place? This will be a topic packed full of information to implement in your agency.
Cyber at the Speed of Light Instructor, Vicky Dearing
This course will provide an update to the latest trends in Cyber/Data Breach, including Cyber Crime, Social Engineering and Cyber Contingent Bodily Injury/Property Damage – a new and growing trend.
Unmanned Aviation Insurance 101 – Drones Instructor, Terry Miller
Many Unmanned Aerial System owners make the critical mistake of focusing a minimum amount of attention on this vital component of their financial protection system. The aviation exposure likely presents THE largest financial exposure an individual or business faces, with devastating consequences.
Insurance Industry Legislative Update from the Capitol Instructor, Jami Longacre
Hundreds of bills that may affect our industry go to the capitol every year. This session will cover current bills and what they may mean for our industry.
*This course is pending approval from the National Alliance to count as your annual CIC/CRM/CISR update credit.
SPRING 2017
★
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TOP
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A Commitment to Young Independent Agents
2017
Together, Your Future is Our Future 2017 Heavy Hitters Program Union Standard is committed to working with young independent agents because their future is our future. Investing in the education and development of the next generation of agency professionals provides the support necessary to achieve the real goal of mutual success. We recognize the need to foster new talent to perpetuate the independent agency system, as well as provide our best young agents an even greater competitive advantage. Interested in participating in our Heavy Hitters Program? Contact your Regional Sales Director, Wes Becknell, today.
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YOUNG AGENT SPOTLIGHT presented by
‘A PATH LESS CONSIDERED’ PAYS OFF By Jerri Culpepper
I
RYAN A. GREENWOOD, PRODUCER TEDFORD INSURANCE
n 2006, Ryan A. Greenwood was enjoying a career in the hospitality industry when he decided it was time to cast his career net a little further. While initially hesitant about pursuing a career in insurance, he ultimately decided to take the path that, if not less traveled, was at least less considered. Greenwood was born and raised in Palos Verdes in Southern California, the son of Peter and Cheryl Greenwood, who owned and managed a chemical/ janitorial manufacturing company in North Long Beach. There, he says, “My brother (Jeff) and I had such a wonderful childhood and upbringing, attending Palos Verdes Peninsula High School and playing multiple sports, including baseball, football, wrestling, and track and field.” He went on to study business and management at the College of Business and Hospitality Management at Washington State University in Pullman, Washington, earning his bachelor of arts degree in 2002. His first career position after college was as assistant hotel manager at the Peabody Little Rock (Arkansas) in July 2002. During his first 18 months there, Greenwood went through the management trainee program and worked in every department within the hotel, including Food, Beverage, Restaurants, Banquets, Rooms Division, Catering and Sales departments. “I truly enjoyed working in the catering/sales department, and wanted to pursue a new career in outside sales,” he said. With an eye to his long-term career goals, Greenwood at this junction updated his resumé and, after interviewing with different managers and leaders within the insurance industry, “realized that this was a tremendously noble profession” – one, he added, that “turned out to be the best decision in my professional life.” In September 2006, Greenwood’s insurance career was launched when he accepted a position with Liberty Mutual Group as a commercial lines account representative.
After completing a three-month training program in Little Rock, he and his family moved to northwest Arkansas to open the Arkansas Liberty Mutual regional office. Then, after three years of identifying and developing new business opportunities in western Arkansas and eastern Oklahoma, he recalled, “I had a tremendous opportunity to accept a new position as an independent business risk advisor with Tedford & Associates in Jenks.” Since joining Tedford Insurance on Sept. 1, 2010, Greenwood, now 37, has brought his unique perspective and approach to clients in the hospitality, manufacturing, construction, energy and health care businesses across Oklahoma, Arkansas, Texas, Kansas and Missouri. Now a senior risk management advisor, Greenwood said his short- and long-term goals include continuing to create and maintain business relationships to ensure long-term success in this industry, earning his CIC designation in the next two to three years, and discovering new opportunities to use innovative tools and resources to help his clients’ businesses grow. Greenwood said he also continues to strive to be a valuable advisor with Tedford Insurance and that he hopes to eventually earn a partnership position with the agency. He adds that he has come to view agency owners Mike and Mark Tedford as “great friends, colleagues and mentors.” Asked what his proudest or most hard-won accomplishment or victory in his insurance career thus far has been, he responded, “The insurance/risk management industry is a relationship business, and our prospecting cycle is unlike other sales industries. Sometimes, it can take two to four years to ‘earn the right’ and be considered a trusted advisor for business owners.” In addition, he pointed out, “you are asking the business to fire their current agent/provider … so you better be prepared to be an expert in their industry and provide value-added services to their business.” In looking back over his insurance career thus far, Greenwood said he has experienced numerous proud continued on page 18
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POLICY 17
‘A PATH LESS CONSIDERED’ PAYS OFF
continued from page 17
moments and hard-won accomplishments, including one involving an industrial construction company he had originally contacted upon joining Tedford Insurance. “After three years,” he said, “I was able to partner up with them, and they have turned into one of my most highvalue clients. I have been able to advise them in all aspects of their business operations over the past three years.” Greenwood also enjoys long-term relationships with several clients who have been with him since he moved into the commercial insurance business over 10 years ago. Greenwood said he is thankful to Union Standard Insurance Co. for its contributions to him and his agency, noting that “they have been a great carrier partner for myself and Tedford Insurance, and we look forward to continued success with them.” As he enters his second decade in the insurance industry, Greenwood continues to draw great satisfaction from his career. He cites his colleagues at the agency, who play a “huge part” in his success, as one source of enjoyment. He also enjoys working with his valued clients, prospecting and finding new companies with which to partner in order to provide successful risk-management solutions, and his friends and colleagues with IIAO. Greenwood serves his profession as a member of Independent Insurance Agents of Oklahoma Young Agents Committee and the Independent Agents of Greater Tulsa, as well as the Oklahoma Restaurant Association. He enjoys
networking and learning about industry changes through attendance at IIAO’s conferences and Young Agents luncheons throughout the year, in addition to the National “Big I” conferences and leadership events. Of course, it’s not all work and no play for this dynamic young insurance agent. He and his wife of 11plus years, Jackie, have a 10-year-old son, Ryan II, and some of Greenwood’s most cherished moments involve watching him play and excel in sports, especially baseball and golf. Traveling and attending other sporting events rounds out his hobbies. n For those just starting their careers in insurance, Ryan Greenwood offers some words of advice. First, he says, “Get involved in your local communities and the Independent Insurance Agents of Oklahoma. Both are crucial to your professional and personal development.” Second, “The world of risk management is hard… your clients’ companies are going to be sold, go out of business, etc.,” he maintains. “That is why it is so important to always be prospecting, developing new referral sources, improving your knowledge about the ongoing changes within the industry and developing good relationships with your agency’s carrier and broker partners.”
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18 POLICY
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OID LICENSING DIVISION PARTNERS WITH SBS ONLINE SERVICES
John Doak
OKLAHOMA INSURANCE COMMISSIONER
T
he Oklahoma Insurance Department is tasked with regulating all individuals and business entities engaged in the business of insurance. The OID Licensing Division is primarily focused on licensing agents, producers and claims adjusters. We evaluate every new and renewal application to ensure compliance with the Oklahoma Insurance Code. Oklahomans must be able to rely on the qualifications, moral character and expertise of any licensed insurance
We would like to encourage every licensee to help us make sure our processes and available information meet their needs. professional they might select. We provide Oklahomans and out-of-state consumers a resource for verifying the license status of insurance professionals with our website. We also want to give consumers a venue to hear complaints and investigate allegations of unfair treatment by those persons and entities engaged in the business of insurance. We encourage agents to contact us with complaints or concerns involving an insurance carrier, another agent, or if they suspect fraud or other violations of law.
20 POLICY
The OID Licensing Division regulates 31,000 individuals and agencies as resident agents/producers. In a world where everything has gone electronic, we are making great strides toward cost-efficient, environmentally friendly, time-saving processes to help both residents and nonresidents obtain and maintain insurance licenses. OID is committed to paperless operations. We have enhanced our website, www.oid. ok.gov, to include features that allow every licensee to review license status and transcript, instructions for renewals, changes to a license and best practices regarding continuing education. Licensees will also find many other helpful tips and services to help them manage their licenses and keep contact information up-to-date. We strive to make the initial application and licensing process a stress-free endeavor for those new to the industry. We have included links to our testing vendor and the National Insurance Producer Registry, allowing all applicants and licensees access to information that at one time was only available through a phone call or by mail. The Oklahoma Insurance Department has partnered with SBS Online Services to allow licensees and licensing administrators better access
SPRING 2017
and more control over notifications regarding Oklahoma licenses. SBS Online Services will allow a licensee or license administrator to receive reminders about CE, renewal dates and other changes. You can learn more about SBS Online Services from reviewing our website www.licensing.oid.ok.gov, their website, www.statebasedsystems.com, or by calling SBS at 816-783-8990 between the hours of 8 a.m. and 5 p.m. CST Monday through Friday (except holidays). We would like to encourage every licensee to help us make sure our processes and available information meet their needs. If you feel that something on our website might need a revision, or if we should provide additional information, please contact us with your recommendation. We are grateful for the assistance and involvement of licensees regarding our processes, regulations and procedures. With the participation of the insurance industry and licensed individuals, Oklahoma can continue as a national leader for uniformity and standards of insurance professional licensing. As always, if you have any questions or concerns, feel free to contact our office at 1-800-522-0071. n
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POLICY 21
FEATURE
HOW DIVERSE IS THE INDEPENDENT
AGENCY CHANNEL?
by Whitnee Dillard
A
s organizations adopt best practices for profitability and sustainability, they must keep diversity and inclusion at the forefront. The 2016 Future One Agency Universe Study evaluated the presence of woman and minority populations in the independent agency system. Now, the Big “I” Diversity Task Force has summarized the study’s findings in a new whitepaper, Update on Diversity in the Independent Agency System: Ownership, Employment & Marketing, available at www.iiaba.net under the Resources tab/Diversity. Although the 2016 study revealed some improvement among U.S. agencies when it comes to employing and marketing to minority populations, the industry continues to lag in: • Reflecting the nation’s changing demographic composition • Promoting women into upper-management positions • Marketing effectively to minority populations
22 POLICY
One of the most notable findings from the study is that agencies with minority ownership continue to demonstrate exceptional vitality compared to their all-white peers. Also notable is that nearly 45 percent of agencies with minority ownership indicate no membership in any insurance or financial organization — a clear indication of membership recruitment opportunities for the Big “I.” The Big “I” Diversity Task Force continues to raise awareness about the benefits of embracing diversity and identify relevant changes that will be necessary for the independent agency system to flourish. The Big “I” Diversity Task Force is proud to be recognized for the third year in a row as one of the nation’s top 25 diversity councils. Take advantage of its free diversity tools, including webcasts, research materials and marketing plans. n Whitnee Dillard is the agent development manager for Independent Insurance Agents & Brokers of America, located in Alexandria, Virginia. The Independent Insurance Agents & Brokers of America (Big “I”) is a national alliance of more than a quarter million business owners and their employees who offer all types of insurance and financial services products. Follow Whitnee on LinkedIn for additional information.
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Independent Insurance Agents of Oklahoma
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COVER STORY
Women
SHARE EXPERIENCES CLIMBING THE INSURANCE INDUSTRY LADDER By Jerri Culpepper
T
here’s no doubt that in Oklahoma, as across the nation, the insurance industry since its inception has been a primarily male-dominated one. Slowly, however, women are making greater inroads into the field and, in the process, bringing with them unique skill sets and female traits that are proving useful in the profession. Here, three women with varying lengths of insurance industry experience share their stories and the insights they have gained during their careers in the Oklahoma insurance industry. 24 POLICY
Donna Baker
For Donna Baker, a producer at Frates Insurance & Risk Management in Oklahoma City whose career in insurance spans 51 years, insurance was “in her blood.” Growing up, she recalls sitting in the car while her father, an agent for Sentry Insurance, delivered policies. Though early on she had aspirations to become a newspaper SPRING 2017
reporter, Baker’s very first job was in 1966 at an insurance “I told him I wanted to be a agency, after which her career plans changed forever. She producer,” Baker recalled. joined Oklahoma Farmers Union following her first year of college, working summers as a file clerk and CSR. After “He was sitting next to me, leaving college to get married, she returned there to work. and he patted me on the knee At Oklahoma Farmers Union, she found her first mentor, Margo (Meyer) Thein – the woman who signed and said, ‘Oh, honey, we’re her on. Like many women, family obligations took Baker in and not ready for a woman in that out of the workplace on several occasions, the first time position!’ In 1984, this was when her husband, then in the military, was deployed overseas. Upon returning to the States, she returned to commonplace, as the insurance Oklahoma Farmers Union, then again took time off from industry was totally dominated the agency when their son was born in 1973. After being a stay-at-home mom for two years, she by men producers. Today, that returned to Oklahoma Farmers Union in 1975. After would never happen.” working there another two years, she set her eyes on a bigger prize: a position as an account executive at Marsh & McLennan. renamed Frates Insurance & Risk Management. In 2014, After two years at Marsh & McLennan, she was offered an Frates became a partner agency in Acrisure. account executive position at McEldowney & McWilliams Preparatory to retiring, Baker now works in the office only Agency, where she was fortunate to find a mentor in Bill three days a week and is mentoring two young producers, McWilliams, one of the owners. “He took me out on calls one of whom is female, who eventually will take over the with him – to building construction sites, oil drilling rig sites, remainder of her commercial and personal lines accounts. She road building sites, coal mines, and others. He really taught uses her free time to travel and attend off-road motorcycle me everything I know about commercial insurance and how rallies with her fiancé. to sell.” Baker acknowledges that climbing the agency ladder in After five years, she spoke with McWilliams about a the 1970s and 1980s was a whole different ballgame. “I promotion to producer. He was agreeable, but the approval of ended up doing more work because I knew how to do it,” the agency manager/co-owner was required. she stated. “I knew the computer system; I could complete During this appointment, “I told him I wanted to be applications, rate policies, prepare proposals, and negotiate a producer,” Baker recalled. “He was sitting next to me, with underwriters.” and he patted me on the knee and said, ‘Oh, honey, we’re She helped propel her own career forward by taking not ready for a woman in that position!’ In 1984, this Certified Insurance Counselors classes after going to work for was commonplace, as the insurance industry was totally McEldowney & McWilliams, earning her CIC in 1980. dominated by men producers. Today, that would never “I have always felt that continuing education was important happen.” in career advancement,” Baker said. “I have always done After looking around for a more female-friendly agency, more than is expected, worked a little harder and gone the Baker interviewed with Rod Frates, owner of C.L. Frates and extra mile to see that my customers’ needs are met. I have Co. “He did not care whether you were male or female, as never sold an insurance product just to get the commission. long as you could do the job,” Baker said. The earned commission is a bonus. The satisfaction is in the “I was hired as a producer, given a company car, an expense relationship made and the fact that I am able to provide a account, and a book of business to service to start. I was hired needed product to help someone in their business. I still have making $25,000, and I thought that I had the world by the the majority of the accounts that I have written since I first string!” she said, laughing. came to Frates.” At Frates, Baker was promoted to vice president and given Baker says her insurance career not only offered her a good several large, prestigious accounts to handle. Prior to Frates’ living financially, it afforded her the flexibility she needed as death in 2012, the agency was sold to four producers and a wife, mother and daughter. After her son grew up, she drew continued on page 26
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POLICY 25
COVER STORY
continued from page 25
upon the flexible hours to care for her family: first, when her father became ill with cancer, later when her mother was diagnosed with dementia, and then again when her spouse died in 2005. While women are making inroads into the insurance industry both locally and nationally, Baker concluded, a lot of work remains to attract and retain women. “I think that insurance agencies need to keep an open mind and be open to hiring more women producers,” she said. “I think that women are willing and able to do the job; they just need to be given the chance. I have had a wonderful career, and I wouldn’t change anything about it. I have been very lucky!” Jane Seals, who has worked in sales or sales management (also traditionally male-dominated careers) since 1989, launched her insurance career in 2002 with AFLAC in Mississippi. A year after returning to Ardmore in 2003, she joined The Bramlett Agency. Like Baker, Seals chose to work Jane Seals around her husband’s career, which required several relocations. And while she was always able to find work, she admits it was often frustrating because she was always having to start over – an issue her move toward a career at the insurance agency helped address. “Joining the insurance industry allowed me to move and not have to start over completely,” Seals recalled. “We returned to Ardmore in 2003 with the last child headed to pre-kindergarten. As a producer, the flexibility was perfect. I have always commented that ‘if I had to be at a desk from 9 to 5, I would have been fired.’ That is not to say that you don’t work 40-plus hours regularly. You work for and around your families’ schedules, and it is so worth it!” While recounting her experiences with The Bramlett Agency, Seals repeated a recurring theme shared by numerous women in the industry: women bring to the table certain “feminine” traits and beliefs as well as a fresh perspective that benefit many clients – and in the process, derive tremendous personal satisfaction in nurturing and helping others. Noting that she joined the agency close to the inception of the Insure Oklahoma ESI program, Seals said she quickly learned how to coordinate that program with her smallbusiness group health. In doing so, she says, “I brought a new idea and have helped my clients benefit from the coordination of programs.” 26 POLICY
“I hear so often from my clients, ‘We can’t imagine trying to manage this without you and your team.’ And just recently I was told, ‘You are a blessing to us, and we wished we had found you sooner.’ All that being said, all I do is take care of people. I make sure they have the best health plan for the lowest cost. I educate them on how it works and when to use it.” Seals, who shares that “after 14 years I am still growing and learning,” said she enjoys teaching and mentoring others. “Helping others learn how to do new things is a constant for me, whether it is in the office or outside the office,” she said. “Women have a way of nurturing whatever it is they do. This can be applied to family, hobby or work.” Seals recently was recognized by Insure Oklahoma for her level of support for the program and the number of groups she coordinates with the program. With seven years in the insurance industry, Erin Lehman – an insurance producer and senior account executive at the Irwin Agency in Norman – is the junior agent in this story. Not surprisingly, the route she has taken has been smoother than her predecessors’. Before moving into insurance, Erin Lehman Lehman was a small business owner. That experience, she said, “helped me relate to the needs of my insureds since I’ve literally been in their shoes! “When I was in their position,” she recalled, “I had insurance, but never really knew what I was paying for. I just knew I had to have it because someone told me I did. I want my insureds to know what they are paying for and why they are paying for it. I never liked being solicited, so I’m careful about how I approach potential insureds. I didn’t like getting the run-around, so I am more direct and honest.” In starting out with the Irwin group, Lehman was responsible for new business personal lines for the agency they owned and the bank agency they managed. Upon transferring into sales, Lehman said, the agency created a new position for her within the commercial lines department, and in that capacity, she sold, serviced and managed the small commercial lines of the agency, effectively becoming her own agency within the larger agency. “My knowledge and account sizes written grew, and I graduated from that position into what I am now,” Lehman said, noting that she still manages accounts of all sizes, but SPRING 2017
today her focus is “on accounts that need and want a greater level of insurance expertise and involvement.” Lehman realizes she is fortunate to work at an agency “where the principals have entrusted me to serve the needs of several key long-term agency accounts,” allowing her to successfully establish a relationship with those accounts, which in turn has led her to more opportunities. “As a senior account executive, I am looked upon to lead by example and provide guidance to others within our organization in regards to both sales and service,” she said. Lehman has supplemented her on-the-job training with continuing education. She attended The Hartford School of Insurance, where she earned a Commercial Lines Coverage Specialist designation, and she also regularly takes industryspecific courses. Like Baker and Seals, Lehman said that one of the reasons she chose to move into a producer role is that it affords her flexibility in her work schedule and the ability to work from home to care for a child. She receives support in raising Edward, 2, from her husband, Teddy. “I just got a Valentine’s Day card from him, and it said, ‘You’re an amazing wife, outstanding mother, successful career woman, and I consider myself extremely lucky!’
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When your life partner writes those words… that’s what I call success!” she said. Despite her successes, Lehman knows it isn’t all coming up roses industry-wide when it comes to women entering and working in the insurance industry. “There are definitely still business owners who prefer to only deal with men, and that’s fine,” she said. “Honestly, I feel like it’s their loss. Women have just as much to offer, and shouldn’t be discredited. I started from the bottom in this industry. I’m not only a producer, but I can be a personal and commercial account manager when needed, as well. I think this benefits my insureds because I’m able to get things done when my service team isn’t available.” Lehman believes women bring many pertinent skills to the industry. “Women are great with detail and multitasking,” she stated. “In this line of work, attention to detail is extremely important. We empathize and show compassion, when warranted. My insureds become a part of my work family. I speak with many of them regularly and have a vested interest in their business. When they see success, it gets me excited, and when they struggle, I feel that pain, too.” n
POLICY 27
FEATURE
SO MANY CLICHÉS,
SO WHY DON’T WE LISTEN? by Sarah Bradshaw Ray
“T
wo heads are better than one,” “the more the merrier,” “birds of a feather flock together” … The list goes on and on with words of wisdom, all pointing to the fact that we are a lot better together than we are alone. Why, then, do so many think they have to fight their way to the top, or anywhere for that matter, on their own? That question has rolled around in my head for years, especially related to women I’ve coached and the societal messages regarding our pursuit of professional excellence and career advancement. I believe the answer lies in refuting two very common misconceptions that plague a number of female professionals, the first being that we have to fight to get anywhere, the second that we have to do it solo. There are a number of things that women are naturals at, and we don’t need to fight. All we need to do is capitalize on those strengths. One of those strengths is adaptability. As a mother of infant twins, adaptability was my middle name. Now, almost 19 years later and as those kids head off to college, that strength still stands me in good stead as I work with agencies and help them see new and efficient ways to increase their productivity. Most women also come naturally hard-wired for “tending and be-friending,” or to use today’s term, being “inclusive.” Inclusiveness is both a mindset and an ability to mobilize talent and inspire commitment that brings about accomplishment. Couple just these two powerpacked attributes with an impressive industry acumen and you’ve got the recipe for a very successful person and leader, regardless of their chromosomes. So where’s the breakdown? Why don’t we have more women stepping up into leadership roles in our agencies and on our boards and committees, both in our state and industry-wide? I believe we find the answer in the second misconception – our feeling of being alone. See if this statement from former U.S. Supreme Court Justice Sandra Day O’Connor doesn’t resonate: “We don’t accomplish anything in this world alone. Whatever happens is the result of the whole tapestry of one’s life – all the weavings of individual threads from one to another that create something.” 28 POLICY
Very few of us ever truly accomplish something fantastic on our own. We often do it together, with other professionals, as a team, department, or perhaps a committee. Even those of us who deliver individually still have a myriad of resources, mentors, sponsors, friends and family behind us that teach, encourage, support, challenge and occasionally even correct us. This is what makes community so very important and why we don’t have to go it alone. Community? Yes, community is where “iron sharpens iron.” In community we make each other better by asking refining questions, posing alternative insights and opening each other’s minds with a broader perspective, and the end result is far better than if we went it alone. If you have no idea where to begin, just look around you. Are you in a position to reach out and help another in a lesser experienced position navigate their career? Do it! Do you have that person who’s just a step or two ahead of you in your life and/or career who could help your path forward be a little straighter or smoother? If not, begin to look around for them and have the confidence to ask them to mentor you. If you just need a trusted peer to bounce ideas off of and get a little feedback, that person might be right in front of you, but you might be the one who has to learn to trust. Cliché as it may be, it’s true – we really are better together. n Sara Bradshaw Ray, CIC, is a Synergy Strategist/Agency Maximization Coach for the SynerDynamics Group. To get connected to a professional network or mentor, contact Sara at info@synerdynamics.com.
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POLICY 29
FEATURE
TOO FEW
OPPORTUNITIES I
by Rene Hernandez
30 POLICY
am grateful to be a member of the Big “I” Diversity Task Force, and I am excited to see that our industry is beginning to become more inclusive. The Diversity Task Force is working hard to make sure that we create awareness by providing states with information to pass along to their members. The work will take time, but it is refreshing to see that more woman, Hispanics, Asians and African Americans are coming into this amazing industry. I encourage owners to look to university students for risk management positions and even producers. There are a lot of third- and fourthgeneration agents, which is great, but if we don’t work hard to be more inclusive, think outside the box, and move out of our comfort zone, I believe we are
limiting ourselves and our agencies. I am a first-generation agent with a company that I love dearly. They took a chance on me, never gave up on me, and have always provided me with the resources to succeed, and for that I am grateful. I honestly don’t know of many who have been given the opportunities that I’ve been given. Like me, my agency believed in going into a market that they had never gone after, and it has been a fantastic decision. n Rene Hernandez is a producer for Cole, Paine & Carlin, Oklahoma City, and an agent member of the Big “I” Diversity Task Force, a cooperative industry group composed of Big “I” members representing Latin-American, African-American and AsianAmerican agents in addition to insurance company executives.
SPRING 2017
Celebrating
YE ARS
Independent Insurance Agents of Oklahoma presents the
2017 Annual Conference, Trade Show and Banquet May 9–10, 2017, at Embassy Suites Norman REGISTER ONLINE at www.iiaok.com/conf | CONFERENCE REGISTRATIONS ARE DUE BY MAY 2.
SPEAKERS/SESSIONS
SCHEDULE OF EVENTS
8:30 a.m. — It All Starts with Attitude! with Sam Glenn
Tuesday, May 9
Sam’s energetic and often humorous program will engage, equip and empower you with an attitude recharge that will improve both your professional and personal life. His speech will literally come alive as he draws a huge masterpiece. Sam has a simple philosophy: Organizations get better when the people get better; life gets better when we get better, and it all starts with attitude.
10:50 a.m. — Generational Differences with Nancy Gunter
Our workplace is changing – each generation gets credit for their piece but also for the clash this brings. With four generations, and soon to be five, working together, change can be hard and communication even harder. In any conversation you could have four different ways of viewing things. This session will give you some insight into how these distinct generations think, what causes some of the problems, and how we can work differently.
REGISTER NOW!
10 a.m. | Shotgun Start – Golf Tournament The Trails Golf Club, 3200 S. Berry Road, Norman 5–7 p.m. | Meet & Greet Networking Event Embassy Suites Norman - University AB Wednesday, May 10 – Embassy Suites Norman 7:45 a.m. | Registration Desk Opens 8:30–10 a.m. | “It All Starts With Attitude!” with Sam Glenn 10:10–10:40 a.m. | Business Meeting 10:50–11:50 a.m. | “Generations in the Workforce” with Nancy Gunter
1 p.m. — Breaking Ice with Pillsbury House Theatre
This award-winning program is an entertaining and thought-provoking theatrical experience designed to foster better understanding and communication around difficult issues. Through research and training, the Pillsbury House Theatre uses drama, humor, poetry and monologue to explore the systemic inequities, unconscious bias and misconceptions that show up in relationships among people, which creates friction that impedes innovation, motivation and productivity. A discussion will follow the performance.
Noon–1 p.m. | Lunch/Annual Awards 1–2:30 p.m. | “Breaking Ice“ presented by Pillsbury House Theatre 2:30–5:30 p.m. | Trade Show 6:30–7 p.m. | Cocktail reception honoring Vaughn Graham, incoming IIABA Chairman 7–9 p.m. | 110th Anniversary Banquet with entertainment
Hotel accommodations | Hotel reservations are due by April 7, 2017 Embassy Suites Norman | 2501 Conference Drive, Norman, Oklahoma
Group Room Rate | $133/night
For reservations, please call 1-866-577-1273 or register online at norman.embassysuites.com, using Group Code “IIA.” Visit www.iiaok.com/conf for a link to online hotel reservations. SPRING 2017
POLICY 31
NEWSMAKERS CONGRATULATIONS! Congratulations to Mike Loftis, CEO of Loftis & Wetzel Corp., who was presented with Blackwell’s Citizen of the Year award during the Blackwell Area Chamber of Commerce banquet on Jan. 30. Loftis purchased the Don Loftis Agency in 1982. It evolved into Loftis & Wetzel, in the process growing from one office with three employees to seven locations and a staff of 50. Loftis has served Independent Insurance Agents of Oklahoma as a board member, legislative chairman, officer from 1988-2001, and chairman from 1999-2000. Loftis also is very active in Blackwell business, civic and educational affairs.
In Memoriam In recognition of these individuals who recently passed away but left their legacies in our industry. Rudy J. White (retired), Rudy White Insurance Agency, Ardmore, on Dec. 21, 2016. Wayne A. Smith (retired), Smith & Sons Insurance Agency, Lawton, past IIAO Board Member, on Dec. 22, 2016. Robert “Bob” Medley, Medley/Turrentine & Associates, Oklahoma City, IIAO Past President (1997-1998), on Dec. 23, 2016. Charles Eisenhauer, Eisenhauer Insurance Agency, Newkirk, on Jan. 6, 2017. Rex W. Hughes (retired), Messer-Bowers, Enid, on Jan. 20, 2017. Sandy Salyer, vice president, Medley/Turrentine & Associates, Oklahoma City, on Jan. 30, 2017. Brenda Darnell, Darnell & Associates, Vinita, on Feb. 2, 2017.
Mike Loftis, center, with his wife, Kim, and family at the Blackwell Chamber of Commerce banquet.
IIAO New Members AGENCY MEMBERS Fortis Insurance & Financial Services, LLC Oklahoma City Contact: Brad Martin Salinas Professional Service Oklahoma City Contact: Amy Acosta Galen Brinson Insurance Agency Edmond Contact: Galen Brinson KT Williams Insurance Group Sand Springs Contact: Kimberly Williams
Metro East Insurance Group, LLC Claremore Contact: Jolyn Strop The Pillar Group Tulsa Contact: Donald Horner Jr.
ASSOCIATE MEMBERS ICW Group Round Rock, Texas Contact: David Alston
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 32 POLICY
Insurance Management Group Tulsa Contact: Charles D. Scott
news, along with a photo and your logo, so we can recognize those achievements in our POLICY magazine. Please contact Cathy Cinotto at cathy@iiaok.com if you have questions. SPRING 2017
IIAO Half page ad:Layout 1
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11:14 AM
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MGA WITH COMPETITIVE PRICING AND QUICK RESPONSE Auto Liability & Physical Damage Property Inland Marine General Liabilty Products Liabilty Excess & Umbrella Liability Environmental Liability (Pollution/GL) Miscellaneous Professional JIMMY HOLLAND, MARKETING MANAGER
P.O. Box 803143 • Dallas, Texas 75380 • www.patriotnational.com (972) 239-1458 • (800) 291-6846 • Fax (972) 233-3487
STANDARD WORKERS’ COMPENSATION Quick Response Competitive Commission Competitive Pricing Direct Bill Marketed & Underwritten through PATRIOT NATIONAL UNDERWRITERS Broad range of target classes including: Retail, Wholesale, Manufacturing & Services
SPRING 2017
POLICY 35
Independent Insurance Agents of Oklahoma PO Box 13490 Oklahoma City, OK 73113 RETURN SERVICE REQUESTED
PRSRT STD U.S. POSTAGE PAID Oklahoma City, OK Permit No. 1659
LOCAL SERVICE
LOCAL VALUES
THE INDEPENDENT INSURANCE AGENTS OF OKLAHOMA MATTER TO US. That’s why Imperial PFS®, the leading source of funding for the IIAO membership, has been located in Oklahoma for over 38 years. In 1982, Imperial PFS® opened our first non-corporate branch in Tulsa, OK. The Oklahoma team located in Oklahoma City has a combined 52 years in the insurance and finance industry. We invite you to call us today to join the IPFS Family and enjoy the benefits of working with your Okie neighbors.
Fred Barker: 405.202.8102 | email: fred.barker@ipfs.com Oklahoma City office: 800.866.1141
Visit us online at www.ipfs.com or download our mobile app. 36 POLICY
Connect with us anywhere, anytime using your Android or iOS device! Using a QR code reader app, scan the QR code above, or go to www.ipfs.com.
SPRING 2017