POLICY SPRING 2020 by BIGiOK

POLICY SPRING 2020

Oklahoma’s

BIGIOK:

Magazine

YOUR VOICE AT THE CAPITOL

Inside WHY AGENCIES SHOULD FOCUS ON CASH FLOW WHY YOU SHOULD INVEST IN YOUR EMPLOYEES

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SPRING 2020 | VOL. 60 NO. 20 EDITORIAL STAFF PUBLISHER Denise Johnson, CIC

MANAGING EDITOR Jerri Culpepper GRAPHIC DESIGNER Brandy Akbaran

COVER

COLUMNS

7 BIG I OK: YOUR VOICE AT THE CAPITOL

4 VISION 20/20 ANNUAL CONFERENCE AND PROTECTING OUR FUTURE Jeff Burton, Chairman

FEATURES

7 A LOOK AT THE YEAR AHEAD: WILL WE PLAY OFFENSE OR DEFENSE? Denise Johnson, CIC

PROFESSIONAL STAFF

PRESIDENT/CHIEF EXECUTIVE OFFICER Denise Johnson, CIC CHIEF OF STAFF AND OPERATIONS Josh Reasnor DIRECTOR OF MARKETING AND COMMUNICATIONS Courtney Bloom WORKERS’ COMP PROGRAM ACCOUNT MANAGER Susan Starr MEMBER ENGAGEMENT AND OPERATIONS DIRECTOR Kortney Wahkinney SPECIAL EVENTS DIRECTOR AND PARTNER SALES AMBASSADOR Shania Slavick SPECIALTY LINES PROGRAM ACCOUNT MANAGER Cindy Munden, CISR E&O PROGRAM ACCOUNT MANAGER Cheryl Lyman

24 WHY AGENCIES SHOULD FOCUS ON CASH FLOW 26 NEWSMAKERS 30 IN BRIEF

12 ADDICTED TO CANNABIS DISCUSSION Tom Cooper 17 LEAN IN AND EMBRACE CHANGE Candice Richardson 19 USING YOUR MANY TOOLS Gerald Keeton

POLICY is the official publication of the Big I OK. 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 Big I OK 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 Select graphics courtesy of depositphotos.com and freepik.com

Visit iiaok.com

SPRING 2020

20 WHY YOU SHOULD INVEST IN YOUR EMPLOYEES Sarah Bradshaw Ray 22 GET READY TO SERVE: OKLAHOMA’S SENIOR POPULATION Glen Mulready POLICY 3

VISION 20/20 ANNUAL CONFERENCE AND PROTECTING OUR FUTURE

Jeff Burton, CIC, CPCU, CRM

CHAIRMAN

I encourage all agency owners, producers, staff, insurer, wholesaler and other vendor personnel to attend the Vision 20/20 Conference!

n the fall 2019 issue of POLICY, I emphasized how we as Big I OK members are Better Together. To summarize that article’s message… •

•

Members who are highly engaged and actively participating and utilizing our association resources are often from the most successful agencies. And that correlation of success and association engagement is likely not by accident. Plus, the more we as members are engaged and provide the association with feedback about what our needs or obstacles are to being successful as individuals and agency organizations, the better the association can respond with the tools and resources to help each of us achieve our objectives. Even if those needs are not what we would have thought the association could bring to its members, we need to share them.

That message of engagement and participation leads me to encourage everyone to attend our upcoming annual conference and trade show – Vision 20/20 – on April 20 and 21 at the Embassy Suites in Norman. We have a fantastic agenda… Monday, April 20 We’re hosting a golf tournament at Westwood Golf Course with a 9 a.m. start. Simultaneously, at the Embassy Suites,

4 POLICY

we’ll hold a three-hour E&O session, “Meeting the Challenge of Change 2020,” followed by lunch. Post-lunch, another three-hour Tom Cooper E&O session will begin. All six hours will be led by attorney Tom Cooper. Monday evening, buses will shuttle attendees to the Jones Assembly, located on the west end of downtown OKC on historic Film Row. Attendees will make a $20 donation, which will go toward our PAC. In return, they will receive two drink tickets, lots of appetizers and fun activities, including karaoke and cornhole. Jones Assembly is a great restaurant/bar and concert venue. If you haven’t been there, I encourage you to take a tour of Jones Assembly online. Tuesday, April 21 We’ll have a very energetic and fun speaker first thing in the morning – Tim Parenti. Mr. Parenti will Tim Parenti speak about the impact our mental state has on our personal and professional lives. He’ll also share some practices we can incorporate into our daily routines. You do not want to miss Tim! At the IIABA Winter conference, attendees heard Dr. Leroy Nunery speak on

SPRING 2020

VISION 20/20 ANNUAL CONFERENCE APRIL 20-21, 2020

Diversity and Inclusion. Dr. Nunery was affiliated with the NBA for many years, reporting directly to David Stern during the time when the NBA committed to broadening its market from the USA to being international. Dr. Nunery’s Dr. Leroy D. Nunery II perspective on Diversity and Inclusion is enlightening. 2020 marks the 25th anniversary of the Murrah Federal Building bombing. We will have Terri Talley – a survivor of that horrific event – as our guest and speaker. April 19, 1995, was just another day for Terri as she worked at the Federal Terri Talley Employees Credit Union on the third floor of the Murrah building. Terri was trapped under the rubble and eventually rescued. Since then, Terri has dedicated her life to giving back to others. You will hear Terri’s powerful story. Our Big I Oklahoma Awards luncheon and Keynote speaker will begin at noon. You don’t want to miss the awards, which include… Underwriter of the Year Marketing Rep of the Year Agent of the Year Agency Staff Member of the Year Young Agent of the Year Brokerage of the Year AND, you certainly won’t want to miss this year’s keynote speaker, Mr. Barry Switzer! Mr. Switzer will not only speak about football but also about his, and his wife, Becky’s, personal passion

SPRING 2020

REGISTRATION IS OPEN!

EMBASSY SUITES HOTEL & CONFERENCE CENTER 2501 CONFERENCE DRIVE, NORMAN, OK 73069 WWW.BIGIOK.COM

and mission in enhancing America’s emergency response capabilities, which led them to found the Ground Zero Emergency Training Center. This facility trains search dogs and first responders. Since 2017, Ground Zero has evolved Barry Switzer into a thriving nonprofit organization garnering local, statewide and national attention, along with 29 successful canine and handler pairings. Our annual Business Meeting will begin at 2 p.m. At 3 p.m., Kathie Cox will be providing earthquake training as required for licensed property/casualty agents in Oklahoma.

Kathie Cox

Our Partners Showcase (trade show) begins at 4 p.m.

I encourage all agency owners, producers, staff, insurer, wholesaler and other vendor personnel to attend the Vision 20/20 Conference! PROTECTING OUR FUTURE I cannot over-emphasize the importance of adequately funding these political action committees – OkPac and InsurPac. This funding allows our industry to have a voice to advocate for us and protect our future. We’ve already seen the phenomenal tangible results these PACs produce. But it takes continual funding to assure this advocacy. We all benefit from the advocacy of our Pacs. However, only a very small percentage of our membership contribute to their important work. Please contribute using the form titled “INSURE YOUR FUTURE” inside this magazine. Thank you! n

POLICY 5

A LOOK AT THE YEAR AHEAD:

WILL WE PLAY OFFENSE OR DEFENSE?

his is a busy time of the year for me! The Legislative Session begins at the beginning of February and the fun doesn’t stop until the end of May. I never know from year to year whether it’s going to be “busy” – some Denise Johnson, CISR, CIC years we play offense and other years, it’s defense. Winston PRESIDENT/CHIEF Churchill once said, “Democracy is the worst form of EXECUTIVE OFFICER government except for all those other forms that have been tried from time to time.” I’m not sure we’ve all realized how When I was an agent, my goal was important legislative advocacy is for our that when the word “insurance” was industry. It’s probably the No. 1 thing that mentioned in a crowd, they would all look we do to protect our members and industry. When I was an agent, my goal was that at me. My goal at the Legislature is no when the word “insurance” was mentioned different – when someone at the Capitol in a crowd, they would all look at me. My says the word “insurance,” the legislator goal at the Legislature is no different – says, “What does the Big I think?” when someone at the Capitol says the word “insurance,” the legislator says, “What does the Big I think?” There are a couple of upcoming events that I want you OKPAC is your voice for our industry to be aware of: for Oklahoma elections. It is a nonpartisan political action committee to raise funds for contributions to Oklahoma • BigIOK 2020 Vision Conference – it’s our annual candidates. It takes all of us together to make a difference. conference, and it will be held at the Embassy Suites We recently held a fundraiser that raised close to $6,000 – April 20-21 in Norman this year. For details and to our goal is $25,000. This is going to be a BIG election year register, visit https://bit.ly/2v6Xemn. We have some – OKPAC gives you a voice! There’s a form included in this exciting speakers – and our annual awards luncheon! edition to participate. • The IIABA Legislative Conference in Washington, InsurPAC is the fund by which we support candidates D.C., will be held May 12-14. This gives us the for Congress who share business philosophies of our opportunity to visit our legislators on Capitol Hill industry. It is a vital part of IIABA’s Government Affairs to discuss many of the federal issues facing our Program – a program that includes professional lobbying, industry. Learn more at https://bit.ly/2urarpw. legislative analysis, grassroots contacts and long-term political relationships. It’s your voice in Washington, D.C.! As we look at 2020, I’m very excited about some new Most importantly, I depend on you for information things on the horizon – and you’ll want to be a part of it! n – you’re my “boots on the ground.” Always feel free to contact me with issues you feel affect our industry.

SPRING 2020

POLICY 7

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OkPAC CONTRIBUTORS OkPAC is Big I OK'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.

Jeff Burton Mark Carlin Scott Cornelius Rebecca Easton

2020

Vaughn Graham Jr. Denise Johnson Gerald Keeton Jeff Lee

Avery Moore* Chris Mosley Kathy Reeser Lori Reynolds

Phillip Smith Joe Strunk Ty and Erin Surber Zack Tabor

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.

Michael Cole Scott Cornelius Denise Johnson

2020

Gerald Keeton Jane Seals

Contributions as of 2/14/2020. Only gifts of $100 or more are listed, except for Young Agents, whose contributions of any amount are listed. Young Agents are denoted with an asterisk.

Is your name not on the list? Use the contributor’s statement on the back of this page to donate.

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SPRING 2020

POLICY 9

Independent Insurance Agents of Oklahoma P.O. Box 13490 | Oklahoma City, OK 73113 P: (405) 840-4426 | F: (405) 840-4450 | info@bigiok.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 at 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 BIG I OK 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: WINTER 2015

BIG I OK LEADERSHIP CHAIRMAN Jeff Burton, CIC, CPCU, CRM INSURICA, Oklahoma City

CHAIRMAN-ELECT Christopher K. Mosley, CIC Mosley Agency Inc., Chickasha

TREASURER Stewart L. Berrong, CIC, CRM Ed Berrong Insurance Agency Inc., Weatherford

SECRETARY Jerrad Coots Burrows Agency, Claremore

STATE DIRECTOR Gerald W. Keeton Cole, Paine & Carlin, Oklahoma City

IMMEDIATE PAST CHAIRMAN Chris S. Floyd, CRM, CIC Brown & Brown Insurance Professionals, Pryor

BOARD DIRECTOR Vaughn Graham Jr., CIC Rich & Cartmill Inc., Tulsa

DIRECTOR Kathy Reeser VIP Insurance, Edmond

COMPANY LIAISON Mark Gruber CompSource Mutual

DIRECTOR Scott Cornelius ECI Agency, Piedmont

YAC CHAIRMAN Candice Richardson Sullivan Insurance Ardmore

COMPANY LIAISON Carol Partridge Standard Lines Services

BIG I OK MISSION STATEMENT As the new voice of the independent agents of Oklahoma, BIG I OK promotes and provides education, legislative advocacy, innovative concepts and practical solutions, and community and career opportunities.

ABOUT BIG I OK The Big I OK 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. Big I OK 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, BIG I OK 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. BIG I OK policy is set by a board of directors elected at the annual conference. Policy is implemented by a professional staff located in Oklahoma City. BIG I OK’s

mission is carried out through a variety of programs designed to enhance the business of independent insurance agencies. Big I OK is an active advocate on behalf of independent agents before legislative, regulatory and judicial groups in Oklahoma and at the federal level. Big I OK is affiliated at the national level with the Independent Insurance Agents and Brokers of America with offices in Alexandria, Virginia, and Washington, D.C. Big I OK 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.

ADDICTED TO CANNABIS DISCUSSION

Tom Cooper, Attorney at Law PIGNATO, COOPER, KOLKER & ROBERSON, P.C.

couldn’t resist. I had to discuss the cannabis industry and related insurance issues at least once more before moving on to another topic. I think it’s wise for retail agents to understand and appreciate the coverage issues that are playing out in the courts. While you do not (or at least shouldn’t!) give legal advice to customers, it never hurts to have your ear to the ground regarding potential coverage problems an insured/customer might run into, especially with certain insurers whose products you sell.

While you do not (or at least shouldn’t!) give legal advice to customers, it never hurts to have your ear to the ground regarding potential coverage problems an insured/customer might run into, especially with certain insurers whose products you sell. There are still no Oklahoma cases on point, but occasionally I see an interesting decision from another part of the country. For example, in a fairly recent case arising out of federal court in Michigan, Westfield Insurance Company was faced with a property damage claim from a commercial insured. The insured landlord owned commercial rental properties designed for general office or light industrial businesses. The landlord entered into a commercial lease with a tenant. Without the landlord’s knowledge, the tenant decided to start

growing marijuana. To facilitate the new venture, the tenant removed various walls, cut holes in the roof, added HVAC ductwork, and added gas lines. And, of course, once the pot-growing operation became functional, the premises was subjected to excess water, moisture, and even bio-growth on various surfaces. The damages totaled around $500,000. When the landlord discovered the unauthorized alterations (i.e., damage) to the property, he commenced an eviction action against the tenant. He also made a property damage claim with Westfield. Westfield denied the claim, citing several exclusions, including the “Illegal/Dishonest Acts Exclusion” as well as the “Repeated Moisture or Humidity Exclusion.” The illegal/dishonest acts exclusion, as is common, excluded coverage for any “dishonest or criminal act by . . . anyone to whom you entrust the property for any purpose . . . acting alone or in collusion with others.” The landlord filed suit against Westfield for breach of contract and for a declaration that the property damage was covered. The federal district court ruled against the landlord and in favor of the insurer, finding that, regardless of whether the marijuana operations were legal under Michigan law (Michigan had recently passed a medical marijuana statute, but the tenant was not, and did not pretend to be, a licensed grower), it was “clear” that the operations violated multiple federal laws, including not only the “manufacture” of marijuana, but also the leasing of property for continued on page 14

12 POLICY

SPRING 2020

“We guard our clients. But who is looking out for us?”

“Your fellow agents are.

Running the largest locally-owned risk services and insurance ﬁrm in Central Texas keeps me busy, but I also make time for a volunteer job that truly matters to me.

[Photo of Mr. Harrison]

As chair of the Big ”I”

Professional Liability Committee, I work with a group

William E. Harrison, Jr. comprised of your fellow agents and President, Texas Associates, S.A. association staff that meets with one common goal: to oversee and advise the Big “I” Professional Liability Program, ensuring that our voice is heard and that agent interests are represented in the ongoing management of this key member bene�it.

Not many Big “I” members are aware of this committee working on your behalf, and indeed it is unique in the industy. No other professional liability product in the marketplace is benetting from formal, direct agent input.

But our program surely has. From speciﬁc coverages that have been added to enhance the exclusive Big “I” policy form to maintaining long-term program stability and availablity, our voice has and will continue to be heard through this partnership, and the result has been the continued success of the Big “I” Professional Liability program, the strongest and most stable program in the nation.

As agents, we do everything in our power to ensure our clients are protected. We thought you might like to know that when it comes to protecting your agency, your livelihood, in many cases your very family’s future–that your fellow agents have got your back.

To receive a proposal, contact your state E&O program manager. Visit www.iiaba.net/EOContact.

ADDICTED TO CANNABIS DISCUSSION

continued from page 12

purposes of same. The court also found that the “repeated moisture or humidity” exclusion applied to preclude coverage due to the elevated moisture levels for an extended period of time. The United States Court of Appeals for the 6th Circuit affirmed the lower court’s decision. The appellate court did not even find it necessary to address the “repeated moisture or humidity” exclusion due to the undeniable applicability of the “illegal/dishonest acts” exclusion. The appellate court noted the “interesting question” before it due to the fact that cultivating marijuana is a crime under federal law but is protected by Michigan law under certain circumstances (i.e., growing marijuana under the regulatory scheme of the Michigan Medical Marijuana Act). In that particular case, though, the tenant/grower was not officially or legally in the medical marijuana-growing business. So, upholding the lower court’s decision was an easy conclusion for the court of appeals, which noted that “no reasonable jury would find that [the tenants] complied with Michigan law.” (And, incidentally, the court was not persuaded by the insured’s argument that the criminal acts exclusion requires conviction of a crime. The court noted that the policy

uses the words “criminal act,” not “crime” or “criminal conviction.”) Interestingly, the federal appellate court went out of its way to stress that if the tenant would have been a properly licensed and legally operating supplier of medical marijuana, the landlord would have likely had a very strong argument for defeating the illegal acts exclusion. After all, federal courts are charged with applying the substantive law of the states in which they sit – or, in the court’s words, federal courts act as a “faithful agents of the state courts and the state legislature.” The federal court sitting in Michigan concluded that because Michigan (like Oklahoma) had voted on and adopted a medical marijuana law, the federal court would hesitate to bar coverage for a “criminal act” involving a properly licensed grower in Michigan when Michigan law confers immunity for that precise activity. While I believe that an Oklahoma court would likely engage in the same analysis as the court in the Michiganbased case involving Westfield Insurance Company, we are still left to guess at present. If and when there is a published case in Oklahoma involving these issues, you will likely hear from me again on this topic. n

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SPRING 2020

We would like to thank our 2020 partners for their continued support of our association!

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POLICY 15

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16 POLICY

SPRING 2020

LEAN IN AND EMBRACE CHANGE

am really looking forward to my year as chair of the Young Agents Committee, which will begin in July. Starting out in the industry as a receptionist and then to CSR and now to an agent brings a real appreciation of the industry and what it can offer. I really find joy in working in this industry and the relationships it has allowed me to gain. Having the unique perspective of starting at the front desk and working my way to a production role, I see the value in getting involved and being engaged. We need to spend our time giving back to the industry and how to make it better today and for tomorrow. The one constant in our lives is change. Change can be good if it is embraced and we lean in to learn from it. Our industry faces such a change right now. We have an agency workforce and a talent gap that is looming. A new generation of insurance professionals are about to enter our ranks, if we can engage them and attract them to the industry. This fall, at our Young Agent’s conference, we will hear from Gen Z expert, Dr. Brandon Tatum, on how to engage this generation and how we can help them succeed in our industry. According to the U.S. Census Bureau, Gen Z consumers make up 61 million individuals in the United States alone and are expected to make up 30% of the labor force by 2030. How we engage them will shape our industry for decades to come. Hearing Brandon’s insight will be beneficial for both owners and young producers alike. As always, we will balance our learning with some time to mingle and have some fun competitive activities. The conference will be at the Aloft Hotel in Bricktown in late September. Look for more in the coming months on registering.

SPRING 2020

Candice Richardson

YOUNG AGENTS COMMITTEE CHAIRMAN

The one constant in our lives is change. Change can be good if it is embraced and we lean in to learn from it.

We also have the annual conference coming up in April in Norman and there will be a host of activities and learning opportunities. The conferences provide a time for competitors and companies to meet and forge bonds that often last generations. Each of you who has been in the industry can harken back to prior conferences and the relationships formed at each of them. We will also be having lunch bunches and happy hours across the state. This informal setting is a great way to break bread and spend time with agents and company reps and simply converse. We will work hard to meet in different parts of the state to see everyone in 2020. It is always great to see so many familiar faces at these events each time. We, as a state, do have some of the best people and getting to work with and around them is something that makes this industry so great. n

POLICY 17

VISION 20/20 ANNUAL CONFERENCE & PARTNER SHOWCASE APRIL 20-21, 2020 EMBASSY SUITES HOTEL & CONFERENCE CENTER 2501 CONFERENCE DRIVE, NORMAN, OK 73069 Registration is now open for the Vision 20/20 Annual Conference and Partner Showcase! You don’t want to miss this one of a kind event full of opportunities to get continuing education credit, network with fellow peers and have fun!

HOTEL RESERVATIONS Hotel reservations can be made for Embassy Suites Hotel & Conference Center at the rate of $134/night by calling the hotel at (405) 364-8040 or visiting www.bigiok.com. The deadline to make reservations under the room block is March 28, 2020.

SCHEDULE OF EVENTS MONDAY, APRIL 20TH 9:00 a.m. | Golf Tournament | Westwood Golf Course This tournament will start at a 9:00 a.m. shotgun. You will be provided with two drink tickets and lunch. 9:00 a.m. to 12:00 p.m. | E & O 3 Hour CE Session | “Meeting the Challenge of Change 2020 - Part 1” This course speaks to Errors & Omissions (E & O) basics, agent duties, agency procedures and understanding E & O exposures that social media can cause. 12:00 p.m. to 1:15 p.m. | “Meeting the Challenge of Change 2020 Lunch” Free lunch for attendees who are attending the morning, afternoon or both. 1:00 p.m. to 4:00 p.m. | General 2 Hour CE & 1 Hour Ethics Session | “Meeting the Challenge of Change 2020 - Part 2” This course speaks to many facets of Errors & Omissions (E & O) including ethical compliance with state and federal laws, agency E & O defenses, risk assessment and limiting exposures the certificates and data breach can cause. 5:00 p.m. to 8:00 p.m. | Pre-Event | The Jones Assembly (Oklahoma City) There will be a $20 PAC donation that will need to be given at the door by cash, personal credit card or personal check. Upon entry, two drinks tickets per guest will be provided. There will also be appetizers and activities to participate in, such as karaoke and cornhole. Buses will be provided for transportation to The Jones Assembly from 4:00 p.m. to 5:00 p.m. and back to the hotel from 8:00 p.m. to 9:00 p.m.

TUESDAY, APRIL 21ST 7:45 a.m. to 8:30 a.m. | Registration Opens 8:30 p.m. to 9:50 a.m. | Welcoming by Chairman Jeff Burton & The Mind/Body/Health “Connection” by Tim Parenti This session will exlpore how “attitudinal strength” affects our mental toughness and our performance. Using real-world examples, coupled with Epigenetic scientific evidence, this unique perspective will present sound practices to help manage our attitudes to improve our financial, physical and mental well-being. 10:00 a.m. to 10:50 a.m. | “Taking D&I to the Next Level Within Big I Oklahoma” by Dr. Leroy D. Nuney II What strategic initiatives can state associations employ to expand on their current diversity and inclusion goals? What are the right measures of success to gauge progress on the goals (e.g., increasing the representation at the Principal or Non-Principal/Senior management level? 11:00 a.m. to 11:40 a.m. | Terri Talley (OKC National Bombing Survivor) During this session, Terri will speak about her experience during the bombing 25 years ago. 12:00 p.m. to 1:50 p.m. | Annual Awards Luncheon & Keynote with Barry Switzer 1:00 p.m. to 3:30 p.m. | Exhibitor Check-In 2:00 p.m. to 2:50 p.m. | Annual Business Meeting 3:00 p.m. to 3:50 p.m. | “Earthquake Insurance - Personal Basics” by Kathie Cox Please join us as we discuss the roots and history of earthquakes along with some surprising statistics. We will then review traditional personal property policies including homeowners, dwelling fire, inland marine and auto - definitions, exclusions and options to provide coverage. We will discuss additional areas of concern including -- loss assessment, deductibles and construction considerations. 4:00 p.m. to 7:00 p.m. | Partner Showcase We have more than 60 company carriers present who want to do business with you! There will be chances to win prizes, including a $1,000 prize!

USING YOUR MANY TOOLS

t has been my pleasure to serve as your national director since July 1, 2014, and as of this July 1, my terms will be over. During my tenure, I have used Gerald Keeton my quarterly magazine articles as a way to communicate STATE DIRECTOR the many tools and services available to you through your membership in the Big I. From legislative advocacy both on the state and national level to products We all are aware that most such as Docusign and opportunities provided by insurance buyers consult the internet TrustedChoice.com, Big I Hires, Virtual University prior to making an insurance and Big I Markets, your association is at work fulfilling our mission statement – to provide our purchase. It is not only incumbent member agents a “sustainable competitive advantage.” upon us, it is imperative that we have One of the most successful programs now offered is Big I Hires. We all need to hire qualified, quality employees to be successful. Since its inception slightly more than a year ago, Big I Hires (BigIHires.com) has grown exponentially, providing many new hires in our industry. What a great service to both the agent trying to hire and the potential employee seeking employment. If you have not done so, check it out and better still, try it out.

We all are aware that most insurance buyers consult the internet prior to making an insurance purchase. It is not only incumbent upon us, it is imperative that we have a presence on the internet, and most importantly, be able to be found. It does no good to be there if the buyer can’t find you. TrustedChoice.com can help you accomplish this and provide you leads for new business. TrustedChoice. com has a program called “Claim-it,” which can turn leads into new business. Success stories are available on the web site, but here is how it works: The “Claim-it” program is available to all TrustedChoice.com Advantage subscribing agencies. It’s very simple. A producer participating in the program just configures a special “claim-it appetite” and when new leads matching his/ her appetite come in, TrustedChoice.com sends a text message to that producer’s phone immediately with all SPRING 2020

a presence on the internet, and most importantly, be able to be found.

the details describing the nature of the prospect and the type of coverage they are seeking. If the agent likes what they see, they can “claim” that prospect exclusively right there from their phone. Once they do, their credit card is charged a nominal fee (a typical lead is $12) and that’s it – that brand-new inbound lead becomes theirs exclusively to call and close. In this age of internet shopping and social media, this is the future for marketing ourselves and our products. We live in a digital world and to retain our place in the market, we must be found and recognized. These are just some of the products, services and opportunities available to you the member as a result of your membership in the Big I. Web.com can help you design your web site and InsurBanc can help you with financing a new producer, and these are just two more. Go to IIAOK.com and check out the local opportunities and from there in the upper left-hand corner of the home page, click on IIABA and see what is there for you on a national level. It’s our mission to provide you a “sustainable competitive advantage.” See what is there for your use to assist you in obtaining the goals you have for your agency. n

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WHY YOU SHOULD INVEST IN YOUR EMPLOYEES

Sarah Bradshaw Ray BIG I OK EDUCATION CONSULTANT

hat if I invest in my people and they leave?” Without a doubt, this is one of the most frequently asked questions that I hear from business leaders considering how to prioritize their “investment” dollars. Without a doubt, my response to that question is always the same, “what if you don’t invest in your people and they stay?” I realize that as business owners, organizational leaders and managers alike, we all must make business decisions on where to invest our precious financial resources. That said, bear with me while I share why I believe that our people should always be at the top of our priority list. It

If you’re ready to raise your employee engagement to a world-class level, look first at what you’re doing to invest in your people. is all about equipping and enabling our people to excel in the roles they play in achieving the vision of our organizations. Sadly, not all leaders agree that they need to be in the people business first and foremost. Yes, our businesses are “in the business” to provide a product and/or service, expertise in our field and deliver on a promise we make to our clients, and make a fair profit, none of which is possible without our people. Consider the power available to us today with a mobile phone. You can use that device to make and receive phone calls, and if that is the only time you use the phone, it will do its job … and you

20 POLICY

probably overpaid for the device – unless you still use your flip phone from 15 years ago! Chances are, you have a newergeneration device that can also give you access to instant information across the web, capture pictures with the click of a button, send documents across the globe, calculate, measure, dictate, entertain – and the list goes on and on. With a little investment (learning time or downloading an application or two), the value of that same phone can become exponential compared to using the high-powered computer to do nothing but make and receive calls. The capabilities of our people are exponential as well, and with the right kind of investment, not only will we equip and enable them to bring greater value, but the message you send by your investment is one of empowerment. Investing in our people comes in a variety of flavors, and all are important to the overall success of our recipe for success. Gallup’s Workplace Study has reported for five straight years that 70% of our workforce is disengaged. Yes, you read that right, 70%! There is a 70% chance that a subset of even your own employees are checked out and sleepwalking through their day. Worse yet, even some of those are actively undermining the work of their engaged associates! There are a number of notable characteristics of employees who are engaged, including: 1) they know the value of their role in the organization, 2) they know where the organization is headed and have a confidence and assurance that their work has an impact on

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that overall future, and 3) they recognize and appreciate the value of the investment that their leaders and organization makes in their personal and professional development.

the potential devaluing of our professionalism due to lack of investment in the people in our industry, as compared to the days of our prior generations.

I have noticed (as the third generation in my family to serve in our industry) how professional development in the days of my dad and grandfather has changed dramatically. I have learned an important lesson by reflecting back to the days when Dad and Grandad continually sought out resources to enhance their knowledge of risk, opportunities to avoid, mitigate or eliminate as well as transfer the exposure to loss through our industry’s signature solution – insurance. All of which was long before insurance agent licenses existed, much less any form of credentialing or continuing education credit requirement. They did it to sharpen their knowledge and skills in our industry, to enable them to better serve their clients, the insurancebuying consumers, and because it was simply the right thing to do as a highly trusted adviser.

Our CEPD team is passionate about changing that “how little and how cheap” mentality to one of investing in our people and thereby raising the bar of professionalism for all in our industry. We invest in our organization and our industry when we focus on investing in our people, which can also raise our employee engagement levels almost automatically.

Today, the staff in the Big I of Oklahoma Continuing Education and Professional Development department almost daily field questions, like “how many credits do I still need to renew my license?” and “what’s the easiest and cheapest way to get them?” I fear this speaks volumes on

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If you’re ready to raise your employee engagement to a world-class level, look first at what you’re doing to invest in your people. Whether it’s basic new hire orientation and training, pre-licensing exam classes, leadership development or an industry respected designation track like CISR and CIC, the Big I of Oklahoma’s CEPD team is here to help you reach that goal. And yes, even I invested in people who left my agency when I owned it, but I’d still argue that it was a much better investment (for more than a few reasons) than to have not invested in them and they stayed. Make the investment and just see what happens! n

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GET READY TO SERVE:

Oklahoma’s Senior Population

Glen Mulready STATE INSURANCE COMMISSIONER

s a state agency, the Oklahoma Insurance Department enforces insurance-related laws, and we regulate insurance entities and license insurance producers and adjusters. While that’s an important task, equally as important is our job to protect Oklahomans who buy insurance. We also take the job of protecting our state’s seniors seriously. The U.S. Census estimates that about 15% of Oklahomans are 65 or older. Many of our seniors do not have family to look after them as they grow older. My family moved to Oklahoma more than 20 years ago to take care of my wife’s aging

My family moved to Oklahoma more than 20 years ago to take care of my wife’s aging parents. But not everyone can do that, and that’s where the OID, and our Medicare Assistance Program, can play a small role.

issues. This division provides accurate and objective counseling, assistance and advocacy relating to Medicare, Medicare supplements, Medicare Advantage, longterm care, and other related health coverage plans for Medicare beneficiaries, their representatives or people who will soon be eligible for Medicare. One of the most valuable services MAP offers is unbiased counseling at no cost during the Medicare open enrollment period. Medicare health and drug plans change every year. During open enrollment last year, there were 28 individual prescription drug plans and, depending on where you lived, 30 different Medicare Advantage plans available. Counselors help beneficiaries evaluate their needs to choose the best plan for the coming year. Some success stories from counseling sessions include: •

A man had enrolled in a Prescription Drug Part D plan, but he hadn’t reviewed it in years. An unbiased counselor helped identify a plan for him that brought his estimated annual costs down from $720 to $220, a savings of almost $500.

•

A client who had recently been diagnosed with cancer and who needed some very critical but expensive medications. This person met with a trained counselor who was able to switch them to a plan that brought the annual estimated drug costs down by more than $14,000.

parents. But not everyone can do that, and that’s where the OID, and our Medicare Assistance Program, can play a small role. The Medicare Assistance Program, or MAP, is funded by the State Health Insurance Assistance Program (SHIP) and the SMP Grant from the Administration for Community Living. MAP provides a variety of much-needed services for Medicare beneficiaries. MAP helps educate Oklahomans about Medicare and other senior health insurance 22 POLICY

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We Do Business the Honest, OldFashioned Way. •

A 71-year-old woman was still working because she believed that was the only way she could afford her prescriptions and food. After a session with a MAP counselor, she realized that if she retired, her income would be at a level that would allow her to qualify for assistance with paying for her prescriptions. Also, since her current plan was not covering one of the newer medications, she would be able to switch to a different plan that would cover her current medications as well as the new ones.

MAP also recruits and trains retired professionals and others to help Oklahomans by teaching them how to protect themselves from health care fraud and how to monitor what Medicare pays. MAP provides information on how to read a Medicare Summary Notice and how to detect and report discrepancies. This division holds outreach events on various topics but with an overall focus of protecting seniors. They also participate in events to spread the word of the work they do. One event is coming up soon. OID’s Medicare Assistance Program Director Ray Walker will be speaking at the Senior Safety and Lifestyle Fair in Tulsa on July 30. Join him for a talk on Medicare fraud and enjoy breakfast at no cost. Registration is required. To learn more, go to oid. ok.gov. If you’d like more information on OID’s Medicare Assistance Program or have questions on how we can help you or the seniors in your life, call us Specialty at 800-7632828.

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.

• Phone Quotes • Increased Commissions • Fee Sharing • Friendly Service

Specialty Insu Specialty Insurance Man

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Specialty Insurance Managers of Oklahoma, Inc.

About the Oklahoma Insurance Department

The Oklahoma Insurance Department, an agency of the State of Oklahoma, is responsible for the education and protection of the insurance-buying public and for oversight of the insurance industry in the state. n

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Call us today at (800) 876-3278 www.simoklahoma.com

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FEATURE

Why Agencies Should

FOCUS ON CASH FLOW By David Tralka EDITOR’S NOTE: InsurBanc’s David Tralka recently wrote an article for IA Magazine, where he discusses that revenue isn’t always the best measure of agency value, nor should it be a principal’s main concern when trying to grow or sell your agency. Smart agency owners recognize that steady and predictable cash flow is a better determinate of value. The article is reprinted here with permission of the magazine and the author.

n the great debate over agency valuation, words like “revenue,” “income” and “profit” get tossed around a lot. On the golf course or at industry meetings, owners speak in whispers about the big ones — the agencies that have sold at seemingly impossible multiples. The question is: Multiples of what? What’s the value driver? Often, it’s the agency’s “book” that everyone’s talking about. But revenue isn’t always the best measure of agency value, nor is it what principals should be concerned about if they’re trying to grow their business or sell their firm. 24 POLICY

Rather than focusing on top-line revenue, smart agency owners recognize that cash flow is a better determinant of value. And increasing value should always be the No. 1 goal to sell or perpetuate your business. The chief problem with using revenue as a measure of value is that it doesn’t take into account the cost of generating income. Not all revenue dollars are created equal. Spending a dollar to make a dollar is not a very efficient operation. Cash flow is a much better indicator of the quality of an agency’s earning power. What is cash flow, exactly? Some equate it to EBITDA (earnings before interest, tax, depreciation and amortization), and that’s a good start since earnings are what you get to after you’ve subtracted all your expenses. When analyzing those earnings there are two important considerations that every owner should pay attention to: 1. The quality of your cash flow. 2. Any future risks that may affect your earning power.

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FEATURE

What’s the Quality of Your Cash Flow? Essentially, acquirers are looking for streams of cash flow that are predictable into the future. This is the magic of the independent agency system — it generates a recurring stream of cash that can be taken to the bank year after year. Very few businesses can consistently deliver value like an insurance agency, which is what makes the model so attractive and why there is such a demand for agencies. How do you make your cash flow predictable? Through continual, steady growth that adds value to your agency. Your goal shouldn’t simply be to earn more commission income. It should be to increase your cash flow over time. Every business decision you make needs to contribute to your bottom line. That’s what truly drives value. The advice you so often hear — “Just sell more” — doesn’t necessarily lead to growth. If it costs more to sell more, the net result may be lots of effort for very little return. You may have a bigger agency with more employees, but you haven’t maximized your value. Growth comes through a combination of investing in new sources of income, like hiring another producer or adding lines of business, and greater efficiency. The two go hand in hand. When income can be earned with fewer expenses, it increases your cash flow and your agency’s value. Reducing the cost of servicing accounts over time by upgrading your computer and phone systems, utilizing the latest agency management software to better market and cross-sell, digitizing your records, using your cash more efficiently, getting known on social media — these are all ways you can increase your productivity and maximize your selling ability.

What’s the Risk to Your Cash Flow? Remember, your cash flow must be predictable into the future. A buyer will look beyond EBITDA to understand the source of your cash flow and its volatility or risk. What’s the risk of those earnings diminishing in future years? The indicators here might be historical trends in retention and loss ratios, the geographic location of your agency (is the population declining or aging?),

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the market you are in, the companies you represent and the types of customers you serve. Retention is one of the key ingredients in the secret sauce of sustainable cash flow. The higher the retention rate, the greater the potential you have for future earnings. Renewal sales are always more profitable than new sales since they require less production expense. On the other hand, life sales are often discounted because they don’t produce much in future revenue.

Quality and Risk Are your customers getting ready to retire and move to Florida? Are your producers all the same age, and will they be retiring soon, too? What about contingencies, which are a less reliable stream of revenue? How many more years do you want to stay active in the business? Assuming you have five to 10 years left or more, use those years to grow your business. At the same time, begin to consider ways to perpetuate your agency by grooming a successor. Keep these factors in mind and make them a part of your strategic planning. It may mean exploring new markets, hiring younger producers or acquiring another agency that complements your business. It’s helpful to look at industry benchmarks to see how top agencies are performing in areas such as revenue per employee, efficiency ratios and growth percentages. Obviously, higher-performing agencies will command premium prices when it’s time to sell, much like the best house in your neighborhood will go to the highest bidder. By taking the long view and steadily building value in your agency, you’ll be able to retire comfortably and leave a lasting legacy to your family or partners. The important thing is to have a plan and to work it during your productive years. Keep in mind the true drivers of value and stay focused on them. Understand that cash flow will trump revenue every time. David Tralka is the president and CEO of InsurBanc. He is responsible for keeping the bank focused on being an innovative provider of financial products and services for the independent agency community. An expert on agency mergers and acquisitions, agency perpetuation and financing, he has presented at numerous venues nationwide.

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NEWSMAKERS THRIVE INSURANCE NAMES FIRST EQUITY PARTNER By Taylor Richardson I always tell each and every one of my new hires to set a goal so big that they can't achieve it until they grow into the person who can. That’s why I couldn’t be more proud to announce that Chad Endres has been elevated to Equity Partner at Thrive. This move is unprecedented on many levels and speaks to Thrive’s commitment to rewarding high performers. Across the insurance industry, few advisors ever reach a position equivalent to EP, and Chad was exceptional enough to rise to this level in just five years and at the young age of 30. Chad Endres From the day Thrive was founded, we aimed to reimagine the way both advisors and clients experienced insurance. That meant creating an organization where employees loved to work and which clients loved to contact.

This speaks to one point that I hold dear and which makes Thrive unique in the insurance space: we encourage all of our team members to live purpose-filled lives focused not only on serving their clients but also their families and surrounding communities.

26 POLICY

To that end, we actively recruit the industry’s most talented individuals – and the very best of these, like Chad, can aspire to equity partnership. I asked Chad the secret to his success, and he was very clear in his answer: “My family, they are 100% the reason that I strive to be the very best I can be. At the end of the day, no professional accomplishment can compare to the blessing I've been given to come home to my wife and children. My boys don't know me as an insurance advisor. They know me as ‘daddy,’ and that, to me, is the very best title I could ever have.” This speaks to one point that I hold dear and which makes Thrive unique in the insurance space: we encourage all of our team members to live purpose-filled lives focused not only on serving their clients but also their families and surrounding communities. Take it from Chad: “Each year, I make a conscious effort to support local nonprofits to give back to my communities, including Caleb's Cause Foundation, Sisu Youth, Wings, and Bright Sky Ministry.” At Thrive, we have invested heavily in cultivating a high-performance team that has time to spend with their family and pursue their outside interests, and those efforts are already paying off. Thrive maintains a Net Promoter Score more than twice the industry average, higher than Apple, the Ritz Carlton and Disney. A three-time Metro Top 50 Award winner in the Oklahoma City area, Thrive is also a Dave Ramsey Endorsed Local Provider. For more information please visit thriveinsurance.com. Taylor Richardson is CEO and founder of Thrive.

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NEWSMAKERS Insurance Exec Chad Dillingham Picked for Wildlife Commission Northwestern Oklahoma insurance executive D. Chad Dillingham of Enid has been appointed by Gov. J. Kevin Stitt to the Oklahoma Wildlife Conservation Commission. Pending the state Senate's approval of his appointment, Dillingham will begin serving an eight-year term as the District 8 representative in July 2020. Said Big I OK CEO and President Denise Johnson of the appointment, “This is a good example of how we are fulfilling our Vision Statement: ‘We have a sustainable independent agency system that ensures our members are indispensable to their clients, are confident in their operations, and are engaged with their communities.’” Dillingham is chief executive officer and co-owner of Dillingham Insurance, a 93-year-old private business headquartered in Enid and serving clients in 38 states with offices in Oklahoma City, Kansas City and Tulsa. He and his brother own and operate a 1,700-acre cattle ranch in northern Oklahoma. Oklahoma Department of Wildlife Conservation Director J.D. Strong praised the appointment. “I’ve both bird-hunted and worked alongside Chad Dillingham in the past, and I can say unequivocally that Gov. Stitt made an incredible pick in appointing him to replace the ‘irreplaceable’ Commissioner Groendyke. His family and his business are well-respected, and much of that is due to what Chad brings to the Dillingham name. The sportsmen and women of this state will soon learn what I most respect about Mr. Dillingham as they watch him make rational, well-reasoned decisions that are in the 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 28 POLICY

best interest of growing our state, spreading our outdoor lifestyle, and helping our fish and wildlife resources to thrive.” Dillingham’s involvement in community and statewide concerns is notable. He is on the Board of Regents for Northern Oklahoma College, the Board of Trustees for The Nature Conservancy in Oklahoma, and Board of Advisors for Harold Hamm Diabetes Center. He is director of the Denny Price Family YMCA, past chairman and director of the Greater Enid Chamber of Commerce, past director for United Way of Enid and Northwest Oklahoma, past director of the local Boy Scouts of America organization, and graduate of Leadership Oklahoma. He has worked diligently to support Enid Public Schools, leading promotional efforts for two successful bond issues totaling more than $190 million and recognized with the 2016 Barbara Lynch Community Support Award from the Oklahoma State School Boards Association. He is active in several professional insurance organizations, has served as an elder at First Presbyterian Church of Enid, and is a member of YPO-Oklahoma City, Enid Rotary Club and the Grand National Quail Club. Established in 1957, the modern Oklahoma Wildlife Conservation Commission is the eight-member governing board of the Wildlife Department. The Commission establishes state hunting and fishing regulations, sets policy for the Department and indirectly oversees all state fish and wildlife conservation activities.

news, along with a photo and your logo, so we can recognize those achievements in our POLICY magazine. Please email info@bigiok.com if you have questions.

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DIAMOND DELUXE

AGENCIES NAMED AS BEST PLACES TO WORK IN OKLAHOMA PLATINUM

Three Big I OK agency members and one Company costs, improve workforce productivity, educate employees, Partner were named to the Journal Record’s 2019 Best mitigate risk and help you attract, retain and develop top Places to Work in Oklahoma list. talent,” said Steve Stoll, area president for Oklahoma and Arkansas, who offices in Tulsa. “In addition, our Gallagher CompSource Mutual Insurance Co., a Big I OK Better Works solutions are designed to give you a holistic Diamond Deluxe Partner, was listed in the No. 16 spot approach to your overall business strategy that aligns in the Large Employer category. CompSource Mutual with your employees’ well-being and overall operational Insurance Co. is a provider of workers’ compensation budget.” ogers Insurance | One General Agency | IIAA of Greater OKC | Progressive | Mercury Insurance insurance in Oklahoma. The company takes pride in its 80-plus-year history of protecting Oklahoma’s workforce. Another agency member, One Agents Alliance, was CompSource’s mission is to provide financial stability, listed at No. 24 in the Small/Medium Employer category. deliver superior service and innovative solutions, promote Challenge and performance come with rewards at One workplace of safety and serve as aHanover trusted partner to the Agents Alliance, and team members are encouraged to surance Managers Oklahoma | The Insurance Group | Zenith Insurance Company | Chubb Group of business community. Employees| drive the Americanembrace a culture of learning growing. ompaniesOklahoma | Travelers Insurance | EMC Insurance National Insurance Company | CNA and Insurance | One Agents corporate culture of notUnion only being a leader in the industry Alliance has a growing network of independent insurance Mutual Insurance Company but also a champion in the community. agencies in Oklahoma, Kansas, Arkansas, New Mexico and is expanding soon to California. The company offers Also listed were Insurica at No. 8 and Gallagher at growth opportunities to insurance agencies wanting to No. 14. remain independent while being able to compete with Whether speaking to its clients or own colleagues, oup | Pie Insurance | Producers XL | Markel Specialty Commercial | Equity Insurance RT Specialty - Oklahoma larger Company local and| regional agencies. OAA |is a member of the| Insurica brandInsurance promiseServices of “Specializing You” Services | Republic ment Services SIS Wholesale | ColumbiainInsurance Group | AF Group | BITCO Insurance a national organization that writes in excess of applies to all, said Insurica CEO Mike Ross. With Insurance | ICWSIAA, Worth Casualty Company | Normandy Insurance Company | Traders Group | Commercial Insurance Underwriters, $8Restoration billion in combined premiumServices, value. billion Hathaway in annualGUARD premiums placed on behalf| Oklahoma of its y Matrix | $1 Berkshire Insurance Companies Disaster | AmTrust Financial

GOLD

SILVER

BRONZE

In Memoriam

disciplines and offers clients coverage and risk management expertise across industries like construction, energy, education, health care and more. Gallagher is a global company with operations in 33 countries. Gallagher Benefit Services, a division of A.J. Gallagher & Co., specializes in health insurance brokerage and consulting services. “Our consulting team will help you design, implement and manage a costeffective benefits program that is structured to reduce

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Tara Rachelle (Gentry) Marsh, who worked as a commercial insurance agent at Rickets, Finnell & Associates, LLC, died Dec. 27, 2019. She was born on Oct. 8, 1981, in Ardmore. She married the love of her life, Ted Marsh, on June 13, 2010, establishing their home in Mannsville.

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IN BRIEF

BRITTON THE BISON

BIG I OK TRIVIA NIGHT

Britton the bison is Big I Oklahoma's mascot. He's a little stuffed animal bison that travels around to member visits, conferences, etc., and takes pictures to boost association attention.

Big I OK hosted its first-ever Trivia Night Feb. 7 to raise money for OkPac. Winner of Trivia Night was the team “Google Dolls.”

JOHNSON RECEIVES SERVICE AWARD Big I OK President and CEO Denise Johnson was honored with the Industry Service Award at the All Industry Day presented by The Institutes CPCU Society, Central Oklahoma Chapter, on Dec. 5, 2019. Josh Reasnor, Big I OK chief of staff and operations, applauded her, stating that it was “yet another example 30 POLICY

of how fortunate we are to have Denise's leadership in our state and association. Even more impressive than her ever growing trophy shelf is her kindness and how she makes everyone around her a better, happier person. Congrats Denise!”

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MEMBERSHIP MATTERS BIG I OK NEW MEMBERS AGENCY MEMBERS Bar H Agency LLC Atoka | Contact: Donna Hardman

Terrell Insurance Group LLC Prague | Contact: Darren Terrell

Monarch Insurance Agency LLC Konawa | Contact: Bellanca Barnett

Tristate Insurance of Grove LLC Grove | Contact: Julie Handrich

ASSOCIATE MEMBERS Belfor – Property Restoration Oklahoma City | Contact: Shane Loftiss

New Member and Associate Member list since Dec. 1, 2019

MARK YOUR CALENDAR! Register at bigiok.com/education

April 2 (OKC) William T. Hold Seminar – Writing Small Commercial Accounts 4 hrs., Certis. and Additional Insureds - 3 hrs. CE: 7 credits April 10 (online) Free Friday Ethics Webinar | CE credit: 1 May 8 (online) Free Friday Ethics Webinar | CE credit: 1 May 19 (Broken Arrow) CISR Insuring Commercial Property | CE credits: 7 May 20-22 (Broken Arrow) CIC Commercial Casualty | CE credits: 16

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June 12 (online) Free Friday Ethics Webinar | CE credit: 1 June 17 (Broken Arrow) CISR Insuring Personal Auto | CE credits: 7 June 18 (Broken Arrow) CISR Insuring Personal Property | CE credits: 7 July 10 (online) Free Friday Ethics Webinar | CE credit: 1 July 14 (OKC) CISR Life and Health Essentials | CE credits: 7 July 15-17 (OKC) CIC Personal Lines | CE credits: 16

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Independent Insurance Agents of Oklahoma PO Box 13490 Oklahoma City, OK 73113

PRSRT STD U.S. POSTAGE PAID Oklahoma City, OK Permit No. 1659

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