The Tennessee Insuror

Phone 615.385.1898

Toll Free: 1.800.264.1898

Email: marketing@insurors.org

Editor: Ron Travis

Publisher: MarketWise, Inc

INSURORS OFFICERS

President ..............................Kym Clevenger, CPCU, CIC, CAWC

IIABA National Director ........................John McInturff III, ARM

VP Region I, President-elect ......................................Bobby Sain

VP Region II .........................................Battle Bagley, III, CIC, CPA

VP Region III ................................................................Kevin Ownby

Treasurer ......................................................Richard Whitley, CIC

Secretary ................................................................Jamie Williams

Director, Region I ............................................Andrew Maddox

Director, Region I ............................................Pam Lofton-Wells

Director, Region I ........................................................... Cy Young Director, Region II ................................. Matt Felgendreher, CIC Director, Region II ......................................................... Chip Piper Director, Region II .....................................Cameron Winterburn Director, Region III ...................................................Josh Gibbons Director, Region III .................................................... Tim Goss, CIC Director, Region III .................................................. Stuart Oakes Director, Young Agents ............Samantha Organek, CIC, CISR Immediate Past President ................. Matt Swallows, CIC, CRM

ADVERTISING

Display advertising rates, deadlines and specifications may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.385.1898, e-mailing marketing@insurors.org or online at www.insurors.org

Tennessee Insuror is provided to all Insurors of Tennessee members and associate members as a member service.

2500 21st Avenue South, Suite 200

www.insurors.org

Welcome to the Insurors of Tennessee

We are pleased to welcome you to the 131st Annual Convention of the Insurors of Tennessee being held in Nashville, Tennessee at the beautiful J.W. Mariott Hotel. This year we have a truly impactful, informative, and enjoyable event planned to help you and your agency compete and win in today’s rapidly evolving insurance marketplace. We encourage you to take advantage of all the conference offers from an education and professional development perspective.

Be sure to explore the annual trade show where you can meet many professionals who help power the success of your agency and our association. In addition, we will hold our annual business meeting where we elect the association’s slate of directors and officers who will lead and guide our association in 2025. As always, there are ample opportunities to network with colleagues from across the industry and to enjoy all Music City has to offer.

Please see the following agenda for details. If you have any questions, please visit us at the on-site registration desk.

Schedule of Events • All Times CST • *Denotes Event Sponsor

SATURDAY, October 5 4:00pm

Annual Convention!

SUNDAY, October 6

8:00am - 11:00am Board of Directors Meeting- Bristol Room

10:00am - 1:00pm Exhibitor Setup Time Griffin Ballroom

11:30am - 12:30pm Past Presidents Luncheon (by invitation) B rentwood Room

12:00pm - 5:00pm Onsite Registration Table Open

1:00pm - 5:00pm Trade Show and Reception -

Griffin Pre-function

Griffin Ballroom * MARKET RETRIEVERS AND EXCHANGE MEDIA GROUP

5:00pm - 7:00pm Exhibitor Breakdown Time

Griffin Ballroom

7:00pm - 10:00pm Opening Night Party - * ROLLO INSURANCE The Valentine (Lower Broadway)

MONDAY, October 7

7:30am - 9:30am Association Breakfast & Annual Meeting Griffin Ballroom

8:00am - 12:00pm Onsite Registration Table Open Griffin Pre-function

9:45am - 10:45am Breakout Session #1: Ethics- CE: 1 hour

Late Morning Session Option 1

Griffin Ballroom

11:00am - 12:00pm WINS Panel Breakout Session- AI: Practical Use Cases Griffin Ballroom For Your Agency featuring C.J. Hutsenpiller

Late Morning Session Option 2

11:00am - 12:00pm Breakout Session #2: Beyond the Cyber Policy Belle Meade Room

12:00pm - 1:15pm All Attendee Luncheon with Exhibitor Door Prizes! Griffin Ballroom (continued on page 7)

protection around the world

Your attorney clients know their firm inside and out. You know your markets and your competitors. At Swiss Re Corporate Solutions, we have the capabilities and the financial strength to meet the risk needs of insureds for Lawyer’s Professional Liability. Whether the risk is basic or complex, we believe there’s only one way to arrive at the right solution. And that’s to work together and combine your experience with our expertise and your strengths with our skills. Long-term relationships bring long-term benefits. We’re smarter together.

MONDAY, October 7 (continued)

Afternoon Activity Option 1

1:30pm - 3:30pm * MARTIN & ZERFOSS + CHUBB Special Event Songwriter Show at Ole Red on Lower Broadway (Must have preresgistered for this event.)

Afternoon Activity Option 2

1:30pm - 3:30pm Soup-er Bowl with the Young Agents Non-Profits: Dealing with the Aftershock presented by Paula Burns, CIC, CRM - 1 hour CE

Griffin Ballroom All attendees welcome to join!

3:30pm - 5:00pm Free Time

5:00pm - 6:00pm InsurPACTN Donor Reception (by invitation)

6: 00pm Company Night Dinner on your own

9:00pm - 11:00pm Young Agents Night Out * CRC GROUP 6th & Peabody

TUESDAY, October 8

8:00am - 10:00am Member Appreciation Breakfast

10:00am - 11:00am Board Member Portraits & Group Photo

11:00 am End of Program u

Griffin Ballroom

THANK YOU Convention Sponsors !

Meet Your 2024 Convention Speakers

CJ Hutsenspiller, Hutsenpiller Insurance

CJ Hutsenspiller started working in the family insurance agency as a receptionist as his first job around 15 years ago. He is proud to say that he has held every position in the agency over his career and has a firm understanding of the role of each position. This experience clearly has proven invaluable to him as he leads the Hutsenspiller agency forward and invests in the development and success of his colleagues.

From early on CJ was intrigued by technology and how it can be used in the service of agency operations and the delivery of an exceptional customer experience. From those first days in the agency, CJ had an inquisitive mind wondering why things were done the way they were and could they be done better. He suggests he inherited this trait from his mother who embraced technology and agency automation early in the life of the agency. In fact, the agency was paperless before the end of 2006 at a time when many peer agencies were not there yet. CJ’s interest in technology within the context of the agency and in general has been instrumental in the success of the agency.

Today, CJ continues to leverage technology and is dedicated to continuous improvement to find ways to better serve clients and enhance the operations of insurance agencies. For CJ, Artificial Intelligence (AI) is the next technology to be leveraged in practical ways to support professional independent insurance agencies.

Paula Burns, CIC, CRM, Insurance One Agency

Paula Burns has been in the insurance industry for 40 years and has earned her CIC, Certified Insurance Counselor, designation in 2009 and her CRM, Certified Risk Manager, designation in 2011. Her career began in property and casualty claims, laying a foundation for Paula to be an advocate for clients when they need her the most, during a claim or crisis.

Since 1993 Paula has worked in the commercial insurance industry space on the agency side. Her passion is to work alongside organizations as their outsourced Risk Manager. It is important to Paula to be “on the team” ahead of time and assist in training leadership teams to have a proactive culture towards risk. She specializes in working with non-profits, churches and faith-based universities. Paula teaches classes to insurance professionals, risk man -

agers, and organizations nationally. She is a faculty member of the National Alliance as a “Ruble Professor” and strives to pour into the next generation.

Paula serves on several boards including:

• Care Providers Insurance Advisory Board

• Texas Mutual Social Services Board

• Selected as the Zenith Worker’s Compensation Master Agent for the US

• Texas Ministry Conference Board

• Church CO+OP Board

She joined Insurance One Agency in 2010 because they have a heart to serve organizations with excellence.

Chris Christian, CIC, RPLU

Chris Christian stumbled into insurance in 1985 as a temporary employee at GAF Insurance Services, a bank-affiliated insurance agency in San Diego. After six years with GAF, Chris moved to the carrier side, opening the San Diego branch office of RLI Corp, an underwriter of specialty lines of insurance. The San Diego office was dedicated to Directors and Officers Liability coverage, and was the launching pad for Chris’s specialization in professional liability.

Chris left RLI in 1997 to establish her own underwriting facility at London American General Agency and branched out thereafter into professional liability broking. She joined U.S. Risk in November of 2005 and six months later relocated herself, her significant other, and 26 animals to Tennessee, where she continues her pursuit of the art and science of professional liability broking, and contributes to the industry as a frequent speaker, author and association participant.

Chris is the publisher of PLTidBits, a website focused on professional liability broking information. You may subscribe to Chris’s periodical Knowledge Knuggets publication by visiting the site, or by emailing her at chris@pltidbits.com or chrisc@usrisk. com.

Chris is also the publisher of “Cyber Insurance Basics”, an installment in the Building Block Series of insurance primers. Cyber Insurance Basics is available on Kindle.

Todd Jackson, Big “I” Chairman 2024-2025

Todd Jackson has over 30 years of experience in insurance and is now an owner and partner at McGowan Insurance Group located in Indianapolis Indiana. His roots in the insurance business are deep having started his insurance career in his family’s agency after graduating from Indiana University.

Jackson has been a prominent volunteer leader with the Big “I" at the state and national level. He served on the Big I Indiana Board of Directors, which expanded to the Indiana Executive Committee before eventually becoming state president in 2013. He also represented Indiana on the national Big “I" Board of Directors for four years, served on the Trusted Choice® board and the Finance Committee, and was elected to the national Executive Committee in 2018.

“Todd's dedication to the independent agency channel and to Big 'I' members shines through in the numerous ways he's already served the association and in his continued passion for giving back to the independent agency system," says Charles Symington, Big “I" president & CEO. “We're grateful

for his leadership as the Big 'I' continues to evolve its technology and programs to provide members with the tools they need to succeed in the hard market and beyond."

As chairman, Jackson is focusing on reinforcing the association's core member benefits and enhancing operational efficiencies. This includes prioritizing programs that deliver value to members while ensuring the Big “I" supports member agencies' evolving needs, as well as fostering a strong relationship between the national Big “I" and state associations. u

Special Bulletin: Annual Business Meeting - October 7, 2024

The following association changes are to be voted on by our agency members at the Annual Business Meeting being held at the JW Marriott on Monday, October 7th at 7:30 in the morning in conjunction with our 2024 Annual Convention in Nashville. Agency members must be present at the Annual Business Meeting to vote.

Immediate Past President – Kym Clevenger (Region III)

President – Bobby Sain (Region I)

President-Elect – Battle Bagley III (Region II)

IIABA National Director - Elected for 3-Year Term

John McInturff III has served 2 years

Vice Presidents - Elected Annually

Region I Bobby Sain (moving to President)

NOMINEE Portis Tanner

Region II Battle Bagley III has served 2 years (moving to President-elect)

Region III Kevin Ownby has served 1 year

Treasurer - Elected Annually

Treasurer Richard Whitley has been nominated to continue 1 year of service

Secretary - Elected Annually

Secretary Jamie Williams has served 1 year

NOMINEE Brandon Clarke

Directors - Elected for 3-Year Term

Region I Cy Young has served 3 years

NOMINEE Sam Bradshaw IV

Region I Pam Wells has served 2 years

Region I Andrew Maddox has served 1 year

Region II Chip Piper has served 3 years

NOMINEE Jessica Govic

Region II Cam Winterburn has served 2 years

Region II Matt Felgendreher has served 1 year

Region III Tim Goss has served 3 years

NOMINEE David Clark

Region III Josh Gibbons has served 2 years

Region III Stuart Oakes has served 1 year

Young Agent Director - Elected Annually

Sam Organek has served her term.

NOMINEE Clark Kelman

Visit & Support Our Exhibitors

Openly

Amynta Work Comp Solutions

SFM Mutual Insurance Company

AmTrust

KNK Compliance Services, LLC

INVO Underwriting

Hagerty Insurance

SimplyBusiness

Worldwide Insurance

MEM

Arlington/Roe

McGowan Companies, The

Arcus Restoration

Agile Premium Finance

Harford Mutual Insurance Company

Columbia Insurance Group

Martin & Zerfoss, Inc.

LUBA Workers' Comp

South & Western

FFVA Mutual Insurance Co.

American Collectors Insurance

Agentero

Appalachian Underwriters, Inc.

North Point Underwriters, Inc.

Stonetrust Workers' Compensation

Westfield Insurance

Mountain Life Insurance Company

J.M. Wilson

Allstar Underwriters & Allstar Surety

Auto-Owners Insurance Co.

Penn National Insurance

Imperial PFS

Risk Placement Services

Prime Insurance Company

Governmental Risk Insurance Plans (GRIP)

Selective Insurance Company of America

Berkshire Hathaway GUARD Insurance Cos.

I Hate Buying Insurance

Steadily Insurance

Amerisafe

Society Insurance

Equipment Insurance International

Southern Pioneer P & C Ins. Co.

Zenith Insurance Company

The National Security Group

Bailey Special Risks, Inc.

Liberty Mutual Insurance

Safeco

Hometown Quotes LLC

Rollo Insurance

Jencap Insurance Services Inc.

CRC Group

Homeowners of America Insurance Company

Novum Underwriting Partners

Ck Specialty Insurance Associates, Inc.

Method Insurance

RT Specialty

Ryan Specialty Group

BBSi

National General, an Allstate company

Frank Winston Crum Insurance

HawkSoft, Inc.

Applied Systems, Inc.

Pennsylvania Lumbermens Mutual

ICW Group Insurance Companies

Associated Insurance Administrators

Travelers

Commercial Sector Insurance Brokers

Sola Insurance

Tokio Marine HCC - Surety Group

VensureHR

Builders Insurance Group

Steadpoint Group

Donegal Insurance Group

Commercial Agent Pathway LLC

Service Guarantee and Surety Company

MidSouth Insurance Company

Insurors of Tennessee Earns Awards at the 2024 Big “I” Fall Leadership Conference

A contingent of representatives from the Insurors of Tennessee attended the annual Big “I” Fall Leadership Conference that was held in Indianapolis, Indiana this year from September 4-8, 2024. Attending the conference this year on behalf of the Insurors of Tennessee were Ron Travis, Kristen Gulson, Lou Moran, John McInturff III, Jake Smith, Teresa Durham, Sam Howard, Nikki Reeder, and Whitney Breazelle. We appreciate everyone taking time out of their busy schedules to take part in the conference.

Once again, this year the Insurors of Tennessee was recognized nationally at the conference earning awards in areas the association has been strongly emphasizing the past several years. We are excited to receive this affirmation that our hard work and innovation is being noticed by our peers at the national level.

For the fifth consecutive year, the Insurors of Tennessee won the Big “I” Excellence in Education Award received by Teresa Durham, Insurance & Education Specialist for the association. To consistently perform at a high level is a real tribute

to the ongoing work of Teresa Durham, the Insurors Board of Directors, and the Education Committee. They have been keenly focused on providing a wide range of insurance education and professional development opportunities to members from new agents starting out to seasoned executives leading insurance agencies and organizations.

One of the signature additions in 2024 was the addition of an IA-MBA program to help accelerate the management skills of those who aspire to be in leadership or who are already leading insurance organizations. The program enables you to learn organizational leadership techniques, gain financial acumen, empower your team, identify ideal customers, streamline operations, and more. This program is designed to optimize your management capabilities and drive tangible results. This mini-MBA program is offered as a virtual course of study fitting the schedules of busy insurance professionals.

In addition, the association has also continued to emphasize insurance licensing classes offered both virtually and in

Pictured above: 1. Young Agent Awards

2. Insurors of Tennessee Young Agents with their award

Pictured above: 1. Sam Howard receives Young Agents award 2. CJ Hutsenspiller speaking on panel

person at the Insurors of Tennessee offices to increase the number of available staff who can work in agencies across the state. Kristen Gulson, Executive Director for the association stated, “We are very proud of receiving this important award that speaks directly to our efforts to ensure we are building insurance professionals who can effectively compete in the marketplace on the strength of their knowledge and expertise.”

Another area this association has placed a strong emphasis on the past three years is the development and growth of our Young Agents program. This year the Insurors of Tennessee won two awards for our initiatives in this area including the 2024 Outstanding Young Agents Meeting Award and the 2024 Outstanding Young Agents Breakthrough Committee Award. Sam Howard, Nikki Reeder, and Whitney Breazelle, all members of the Young Agents Committee, were present to receive the award in Indianapolis.

Sam Howard, Young Agents Director said, “Our growth and development over the past year is a credit to the work of the Young Agents Committee, as they transitioned the organization structurally to reflect Best Practices of other associations, to became a more effective organization.” Jake Smith, Director of Operations further commented, “We were able to more deeply engage members of the committee in 2024 to deliver more events and support Young Agents across the state.”

One of the key objectives of Insurors President Kym Clevenger throughout the year has been to enhance and improve the ability of the Young Agents of Tennessee to meet the rapidly evolving needs of Young Agents in challenging market conditions. By any measure, while there is more to do, we can say mission accomplished.

At the Fall Leadership Conference, Todd Jackson was installed as Big “I” Chairman of the national association for the 2024-2025 term. Todd is an owner and partner at McGowan Insurance Group in Indianapolis and has a wealth of insurance industry expertise and considerable experience serving in leadership positions within the Big “I” organization over the past several years. He will be an important part of decision making and leadership as the Big “I” navigates the challenges and opportunities that will present during his term. We are pleased that Todd will be attending and speaking at our 2024 annual conference. This will be a fantastic opportunity to get to know Todd as he takes the reigns as Chairman of the association.

In addition, our own Lou Moran III was sworn in as Chairman-elect in Indianapolis to succeed Todd Jackson as Chairman of the Big “I” at the national level beginning in September 2025. As most of you know, Lou is the President of Inter-Agency Insurance Service in his hometown of Knoxville, Tennessee.

Pictured above: 1. Lou Moran being sworn in as Chairman-elect 2. Teresa Durham and Ron Travis receive Education Award

Pictured above: 1. Young agents with John McInturff III, IIABA National Director 2. Young agents with Jake Smith, Ron Travis and Kristen Gulson

While representing Tennessee on a national level as a board member of the IIABA, he has served on the national InsurPac and the Governmental Affairs committees. As an IIABA Executive Committee member Lou III is also currently the liaison to the IIABA’s InsurPac committee, Invest, Agency Administrative Services, the Cooperative Technology Committee, and he chairs the new InsurTech Taskforce. He also serves on the Finance Committee.

As a result of Lou’s planned installation as Chairman of the Big “I” in September 2025, we are excited that the Big “I” 2025 Fall Leadership Conference will be held in Nashville next September. Stay tuned for details about the conference in upcoming communications. We are extraordinarily proud of Lou for his dedication and work as a member of the Insurors of Tennessee through the years at the state level and for his substantial efforts at the national level with the Big “I”.

In closing, this was a consequential Fall Leadership Conference for the Insurors of Tennessee as it continues to evolve and develop to meet the ever-changing needs of our members. We greatly appreciate and value the support of members, board members, partners, sponsors and staff as we go forward. u

Pictured to the right : Young agents enjoying an outing to the Indianapolis Motor Speedway

IS YOUR AGENCY READY TO JOIN AN ALLIANCE?

Big "I" Alliance was created to assist independent agents gain market access through membership. Our objective is to aggregate premium, identify opportunities for growth, promote protability, and provide broad communication and training to agency members on behalf of our carrier partners.

Big “I” Alliance Gold benets include:

DIRECT ACCESS TO CARRIER SYSTEMS AND UNDERWRITERS

PROFIT SHARING AND INCENTIVE ELIGIBILITY

OWNERSHIP OF EXPIRATIONS AND CARRIER CODES

NATIONAL AND REGIONAL CARRIER PARTNERSHIPS

OPTIONAL PARTICIPATION IN A MASTER AGENCY E&O PROGRAM

VENDOR PARTNERSHIPS

Full PEO Support To Take Your Business To The Next Level

With BBSI, you’ll have a dedicated Business Unit team who knows you and your business. In addition to payroll support and our full suite of consulting services, you’ll have access to our unique pay-as-you-go workers’ compensation program. BBSI will help you look at your business holistically in order to improve your efﬁciency, mitigate risk, and reduce administrative burdens.

We’re right here to do more.

To help support both your physical and mental health while giving back to our communities is to go beyond what is expected from a health insurance company. And that’s exactly why we do it.

As a mutual company, we are owned by our policyholders. We focus our time, attention, and resources on delivering superior financial strength and stability, a comprehensive product portfolio, and most of all, on doing what’s right for policyholders. To us, policyholders are much more than insurance consumers. And because of that, all of our business decisions are made with a policyholder-first focus.

For more information about our products, please contact one of our territory managers at 615-889-2740.

Brent Potts ext 7514

Jane Kinard ext 7518

Andy Wilder ext 7545

From Your President

Kym Clevenger presented by

Welcome Members, Partners, Vendors, and Guests

Now that the 131st Insurors of Tennessee Annual Convention is upon us, I want to welcome our members, partners, vendors, and guests who are attending the conference here in Nashville at the beautiful J.W. Marriott Hotel. I also want to thank everyone on the Insurors of Tennessee staff who has put in the effort planning the event to make sure it meets the needs and expectations of all attendees.

We’re glad you’re here and hope you will take advantage of all the conference has to offer. Be sure to review the schedule provided at the beginning of this magazine and at the Insurors of Tennessee website www.insurors.org/annual-convention to make your plan to attend the various sessions, breakout groups, networking opportunities, and education modules offered. Our intent is for you to walk away from the convention, refreshed and energized with new insights, new and renewed business relationships, and new knowledge learned from the education sessions to power your agency forward in 2025.

Recently, members of the Insurors of Tennessee returned from the Big “I” Fall Leadership Conference held in Indianapolis, Indiana. I was pleased that two priorities we have emphasized this year, including the Young Agents and our Education initiatives, both earned awards from the Big “I” national organization.

Relative to education, your association won the Big “I” Excellence in Education Award for the fifth consecutive year. It is no small feat to perform at such a consistently high-level year after year in any endeavor. I congratulate Teresa Durham and our Education Committee on their continued investment of time, energy, and resources to ensure this association can meet the education and professional development needs of our membership. As I have said before, education is the engine that powers success for independent insurance professionals, agencies and companies. In a market where insurance policies are increasingly sold as if they are commodities, knowledge and expertise is the great differentiator.

This year at the Fall Leadership Conference in Indianapolis, the Young Agents Committee won not just one but two awards including the 2024 Outstanding Young Agents Meeting Award and the 2024 Outstanding Young Agents Breakthrough Committee Award. Jake Smith, Sam Howard and the entire Young Agents Committee should be applauded for this notable accomplishment.

The Young Agents Committee restructured at the beginning of the year into an organization that looks and acts much like the Insurors of Tennessee Board of Directors. This was not by happenstance, as we see the Young Agents Committee as a place to develop the future leaders of this historic association. While the primary role of the committee is to serve the needs of Young Agents across the state of Tennessee through education, social events and network opportunities, it is in a real sense an executive or entrepreneurial incubator that will pay dividends going forward.

In addition, throughout 2024 the Young Agents have been holding events across the state from the Mississippi delta to the mountains of East Tennessee. The attendance and engagement have grown throughout this year. I cannot wait to see how this group of promising young people performs in 2025.

This year is also a period of transition for our association as Ron Travis retires as CEO and Kristen Gulson assumes the role of Executive Director at the end of the year. They are working together along with the Insurors staff and the Board of Directors to ensure an orderly transfer of leadership going into 2025.

At the same time, my term as President of this association will draw to a close at the end of the year and Bobby Sain of Bolivar Insurance & Real Estate will be installed as the President for the new year. In addition, new Board Members will join the board as others complete their terms.

As I think about what an honor it has been to serve as President of this historic association this year, I cannot help but think about how this process of transition and renewal has been repeated through the years enabling the Insurors of Tennessee to sustain 131 years of service to its members, our industry, and to the consumers of Tennessee. I am immensely proud of this association and the generations of members who have and continue to perpetuate the Insurors of Tennessee through the twists and turns of history.

I hope to see each of you during the convention! u

From Your CEO

Ron Travis presented by

“Pump the Brakes” and Enjoy Your Time at the Conference

I would like to personally welcome you all to the Insurors of Tennessee convention being held in Nashville at the J.W. Mariott Hotel located next to the Music City Center, near the Country Music Hall of Fame and just blocks away from the lower Broadway entertainment district.

This year we are offering a robust schedule of events throughout the conference that will be of great benefit to you. Our guest speakers will give you the opportunity to learn the latest news and information about our industry and leadingedge topics that will help you navigate an ever-changing industry now and into the future. I encourage you to take advantage of the many events being presented.

Don’t miss the chance to learn and advance your knowledge at the many education and professional development sessions. Topics ranging from using artificial intelligence to cyber insurance to non-profits are being presented. There are ample opportunities to earn continuing education credits during the convention. Always remember, In our business, professional education drives success!

One element of the convention I would like to draw your attention to is the annual tradeshow made possible by our partners and exhibitors. The tradeshow provides you with the chance to meet with many of the Insurors of Tennessee partners and associated companies who deliver a wide range of insurance products and services to members throughout the year. There is no better place to visit with so many of the folks who can contribute to your success and our success as an association in one place at one time. Please be sure to explore the

exhibit hall during tradeshow hours to learn about the products and services available to you.

As required by statute, we will hold our annual business meeting where members vote for and install new officers and directors for the upcoming terms. This is also the time where any amendments to our charter or other association business is normally considered and voted on by the members. This year there are no amendments to be voted on beyond the election of officers and directors. While the annual meeting is a fixture of every Insurors of Tennessee at every annual convention, it is vital to the ongoing success of this organization and the perpetuation of the association. As a member, it is important for you to be present and vote during this session.

We are happy to welcome incoming Big “I” Chairman, Todd Jackson to the convention and look forward to hearing what he has to share with us in his new role. Todd was just installed as Chairman of our national organization at the Fall Leadership Conference held in Indianapolis in early September. He is an owner and partner at McGowan Insurance Group in Indianapolis. He has also been an active part of his state association and the Big “I” at the national level for many years.

It is important to note that long time Insurors of Tennessee member, Past President, and current member of the IIABA Big “I” Board, Lou Moran III, was installed as the Chairman-Elect of the Big “I” at the Fall Leadership Conference. Lou will be part of the governing board for this term and will succeed Todd Jackson as Chairman next September at the Fall Leadership Conference being held in Nashville.

Lou’s ascendancy into the leadership of the national association is born of his dedication to this association and the knowledge and experience he brings to leadership. For many years, he has given considerable time and effort to improving our industry at the state and national level.

It will truly be a historic moment when the Fall Leadership Conference comes to Nashville next September and Lou becomes the next Chairman of the Big “I”. Congratulations to Lou on being installed as Chairman-elect in September. We appreciate all you do for our association and our industry. In the simplest of terms, we are extraordinarily proud of you, Lou!

As rewarding as being part of the insurance profession can be for independent agents, company staff, and vendors, the industry can be challenging and demanding at times. This is particularly true in hard market conditions such as we have encountered most recently. Finding time to relax, decompress, and enjoy life is important to sustained success.

This conference offers you a chance to enjoy time away from the office, fellowship with your colleagues, world class entertainment in Music City and so much more. Now is the perfect time to “pump the brakes” and enjoy your time at the conference.

We look forward to enjoying our time together in Nashville. We'll see you during Insurefest! u

Tennessee Young Agents '24 Young Agent Spotlight

presented by

An Update on the Progress of the Insurors of Tennessee Young Agents Program

The Young Agents of the Insurors of Tennessee started 2024 with many aspirational goals. These goals were centered around making the group more supportive of young agents across the state and to make it more effective in carrying forward its mission for the overall association.

One of the most significant changes the Young Agents embarked upon earlier this year was the restructuring of the Young Agents to function and act more like a board. According to Young Agent’s Director Samantha Howard, “The new structure was modeled after the best practices observed from other state associations across the country.”

The new committee structure led by committee chairs has helped to move the Young Agents forward this year in meeting multiple objectives. A byproduct of the structure is members of the Young Agent committees have gained exposure as to how boards work and the coordinated leadership it takes to plan and accomplish tasks. In a very real sense, it is like a real-world learning lab that will prepare members for leadership positions in their respective agencies or in some cases for positions down the road on the Insurors of Tennessee board of directors.

One of the goals of the Insurors of Tennessee Young Agents in 2024 was to earn an award for Young Agents at the Fall Leadership Conference and Young Agents Institute this year in Indianapolis. As Young Agents Director Samantha Howard recounts, “We were there at the awards ceremony and were shocked when our name was called for two awards including the 2024 Outstanding Young Agents Meeting Award and the 2024 Young Agents Breakthrough Committee Award.”

Reeder, and Whitney Breazelle along with their staff advisers including Jake Smith and Kyra Garrison. They were overjoyed the group won the awards and accomplished one of their missions set earlier in the year. As Young Agents Director, Samantha Howard said, “I want to thank all of the committee chairs, our company liaisons, our staff liaisons, and the Insurors of Tennessee Board of Directors for all of their hard work and support this year.”

As part of Young Agents Committee outreach this year the group hosted a highly successful Spring Conference in Nashville that enjoyed a great turnout. In many ways it was one of the first Spring Conferences that was tightly focused on the needs of Young Agents according to Samantha Howard.

In addition, this year the Young Agents of Tennessee hosted a series of gatherings across the state in March and then again in August providing opportunities for Young Agents to get to know their peers within their local markets and share experiences to their mutual benefit. We are pleased to report the “socials” were well attended across the state.

At the Insurors of Tennessee annual convention, the Young Agents will again have a strong presence hosting an event during the conference on Monday afternoon on Monday at 1:30pm3:30pm – called the Souper Bowl featuring a 1-hour CE opportunity with a course entitled “Non-Profits: Dealing with the Aftershock" presented by Paula Burns, CIC, CRM. Please see the schedule for the location and other guidance. The event is open to all attendees.

The members of the Insurors of Tennessee Committee present during the ceremony included Samantha Howard, Nikki

No doubt there will be additional activities planned by the group for this Fall. Be on the look out on our social media platforms and other communications for updates. We look

YA

Join Young Agents at Insurfest!

Monday, October 7, 2024

1:30pm - 3:30pm

Soup-er Bowl with the Young Agents featuring a 1-hour CE opportunity

"Non-Profits: Dealing with the Aftershock" presented by Paula Burns, CIC, CRM

Location: Griffin Ballroom Dress: Casual

9:00pm - 11:00pm

Young Agents Night Out - 6th & Peabody

State Advocacy Update Government & Legal Update

As the fall season arrives, it often signals new beginnings for many—a return to school, the start of football season, and the change in the air (and humidity level). For the Insurors of Tennessee, this time of year holds particular significance, especially in an election year when a new General Assembly will be chosen by the citizens of Tennessee. Just as autumn brings fresh opportunities, the election of a new legislature presents a chance for the organization to renew and strengthen its advocacy efforts, ensuring that the voices of independent agents remain influential in shaping the policies that affect the industry.

This sense of renewal extends to the Insurors of Tennessee itself. With the Annual Convention in Nashville, we not only gather to connect and learn but also to elect new organizational leadership and offer gratitude for those whose service has come to an end. The convention serves as a time to reflect on the progress we’ve made and prepare for the next chapter, as we continue to advocate for a fair and balanced regulatory environment for our members.

The Insurors of Tennessee continues to be the trusted voice for independent insurance agents in the Tennessee legislature, tirelessly advocating for their interests at the state level. Through ongoing engagement with lawmakers and regulators, the organization ensures that its members' concerns are heard and that they have a seat at the legislative table. This vital advocacy not only shields the industry from potentially unnecessary, harmful regulations but also drives policies that allow independent agencies to flourish in a constantly evolving business landscape.

Although its easy to be disenchanted with the political climate nationally, a critical component of our advocacy efforts in Tennessee is InsurPACTN. The PAC plays an essential role in supporting state legislators and candidates who listen,

Contribute to InsurPAC at www.insurors.org/ donate-to-insurpactn/ or scan the QR to link.

understand, and champion the interests of independent insurance agents. By contributing to the PAC, members help ensure that the voice of Tennessee's independent insurance community resonates in the Tennessee State Capitol and the Cordell Hull Building, where key decisions impacting the industry are made.

PAC funds are used to cultivate and maintain relationships with policymakers who influence legislation affecting the insurance industry and small business environment. These contributions enable Insurors of Tennessee to support officials committed to fostering a fair regulatory environment, promoting business growth, and protecting the interests of independent agents. PAC participation is a cornerstone of our advocacy strategy, ensuring that we continue to effectively engage with state leaders on the issues that matter most to our members.

We extend our deepest thanks to those who have supported the Insurors of Tennessee PAC this year and in the past. Your contributions have been invaluable in helping Insurors maintain a strong, unified voice in state government, ensuring that the concerns of independent agents are always wellrepresented in legislative discussions.

For those who haven’t yet contributed, we encourage you to consider joining this critical effort, even at levels of $25, $50, or $100, as even these seemingly smaller contributions can (and do) have a real impact. By supporting the PAC, you are making a direct investment in the future of our industry and helping to shape the policies that impact your business. Together, we can continue to protect and promote the independent insurance community across Tennessee, ensuring a bright future for agents and the clients they serve.

We look forward to seeing you in Nashville!

Government & Legal Update

Insurors Partners with TDCI to Host SERA 2024 Conference

Insurors has partnered with The Tennessee Department of Commerce & Insurance to host the 2024 Southeastern Regulators Association (SERA) annual conference in Nashville on November 3-5. SERA is an organization consisting of Insurance Commissioners from 11 “SEC” states plus Puerto Rico. The annual conference is an opportunity for regulators from around the region to hear from industry and discuss industry trends, problems, and policy solutions.

Meetings will take place in downtown Nashville near Lower Broadway! You’ll be a short walk away from the historic

Ryman Auditorium, the new entertainment hub Fifth & Broadway, the County Music Hall of Fame and Museum, and more. Hot chicken, country music, and good times await you in Music City, U.S.A.

To help you plan your trip, TDCI has created a website featuring information and resources that will make your stay in Nashville go smoothly. The SERA conference agenda is posted on the website, and the registration link is live. The hotel room block is limited, so we would suggest planning early.

For more information about the conference agenda, registration, and remaining sponsorship opportunities visit https:// www.tn.gov/commerce/sera.html.

About the Author—Trey Moore is the government and legal consultant for Insurors. He operates Trey Moore Consulting in Nashville and formerly served as senior public policy counsel for one of Nashville’s largest law firms. Trey has over a decade of experience in representing clients before the Tennessee General Assembly and state government. u

INDEPENDENT MEMBER AGENCIES PREMIUMS WRITTEN

2020 PROFIT SHARING DISTRIBUTED TO MEMBERS

INDEPENDENT AGENCY START-UPS ASSISTED $400M+ 140+ 20+ 5 $4M $3M

2020 BONUSES DISTRIBUTED TO MEMBERS WAYS TO EARN ON A SINGLE BOOK

Anderson, Bedford, Bledsoe, Blount, Bradley, Campbell, Cannon, Carter, Chester, Claiborne, Clay, Cocke, Coffee, Crockett, Cumberland, Davidson, Decatur, Dekalb, Dickson, Fayette, Fentress, Franklin, Giles, Grainger, Greene, Grundy, Hamblen, Hamilton, Hancock, Hardeman, Hardin, Hawkins, Haywood, Henderson, Hickman, Jackson, Jefferson, Johnson, Knox, Lauderdale, Lawrence, Lewis, Lincoln, Loudon, Macon, Marion, Marshall, Maury, McMinn, McNairy, Meigs, Monroe, Moore, Morgan, Overton, Perry, Pickett, Polk, Putnam, Rhea, Roane, Rutherford, Scott, Sequatchie, Sevier, Shelby, Smith, Sullivan, Tipton, Trousdale, Unicoi, Union, Van Buren, Warren, Washington, Wayne, White, Williamson, and Wilson MEAA

FARRAH

Throughput

312.286.4083

fschubmehl@crcgroup.com

CRC Group: Your Trusted Wholesale Partner

Placing over $40 billion in premium annually and partnering with 650+ Carriers, CRC Group offers an extensive array of wholesale and specialty insurance options across property and casualty, life, annuity, disability, long-term care, and employee benefits.

At CRC Group Nashville, we pride ourselves on partnering with Agents to provide Insureds with the best solutions in the industry. Led by Office President Farrah Schubmehl, our team works closely with Agents, Insureds, and Carriers to tailor insurance programs that meet your clients’ unique needs.

THE CRC NASHVILLE DIFFERENCE

Helping you move faster and go further, we believe in year-round engagement, not just a oncea-year renewal process. Whether it’s meeting with Agents and Insureds or connecting with Underwriters in London, we go the extra mile to deliver unmatched service.

Let CRC Nashville be your one-stop shop for all Property, Casualty, and Professional insurance needs. Reach out today!

615.882.2863

Best Practices agencies achieved record-breaking

Big ‘I’ and Reagan Consulting Release 2024 Best Practices Study Update

BY AnneMarie McPherson Spears, IA News Editor

Best Practices agencies continue excellent organic growth and profitability, according to the 2024 update of the Best Practices Study by the Big “I" and Reagan Consulting.

The Best Practices Study update is the last in its three-year cycle, examining the firms that qualified as a 2022 Best Practices agency. The annual study, conducted jointly in a longstanding partnership between the Big “I" and Reagan Consulting for the past 31 years, provides critical performance benchmarks in six agency revenue categories ranging from under $1.25 million to over $25 million.

“Best Practices agencies saw historic levels of growth, producing the best results achieved in the three decades the Best Practices Study has been conducted," says Charles Symington, Big “I" president & CEO. “We congratulate these top agencies for their dedication to excellence. All agencies can learn from the study's insights to improve their operational durability as the independent agency channel continues to show robust health even through the considerable challenges posed by the current hard market."

The Best Practices Study analyzes takeaways from nominated Best Practices firms throughout the nation that have been recognized for outstanding management and financial achievement in categories such as income and expense distribution; revenue and profitability growth; sales and service staff compensation and productivity; technology expenses; and property & casualty and life-health carrier representation.

“The big question was whether it was possible to beat last year's record-breaking positive results, and Best Practices agencies have done it again," says Tom Doran, a partner with Reagan Consulting. “In addition to exceptional growth, we also saw continued investment in new producer development. This investment in future growth engines is crucial for agencies to ensure new producers are ready to pick up the slack when the p&c market eventually softens."

Key findings from the update include:

Organic growth reaches a record high. At 10.6%, organic growth levels were driven by property & casualty rates, solid new business and account retention. All but two

revenue categories showed improved organic growth results compared to 2023, with the under $1.25 million group experiencing a 5.4% rate, down from 6.4%, and the over $25 million seeing a 9.8% rate, down from 10.8%.

Profitability remained at historically high levels. At 25.7%, Best Practices agency profitability remained steady, falling just behind last year's results of 25.8%.

The Rule of 20 results hit an all-time high. The Rule of 20, calculated by adding organic growth to 50% of pro forma EBITDA (earnings before interest, taxes, depreciation and amortization), continued the past three years' exceptional results with a record 24.8. The Rule of 20 is the best metric with which to gauge overall agency health.

Sales velocity holds steady. Sales velocity remains at healthy levels in each revenue category, averaging 14.5% and holding steady from 2023's average of 14.7%.

Producer recruitment and development remains healthy. Net unvalidated producer payroll (NUPP), a measure of producer recruitment and development, held steady at 1.9%, compared to 2.0% in 2023, which leaped from 1.1% in 2022. A healthy NUPP investment is 1.5%-2.0%, a marker hit by every Best Practices revenue category, indicating that Best Practices agencies are appropriately reinvesting in future growth engines.

Shareholder and producer ages hold steady. The weighted average shareholder age (WASA) was 54.4, holding steady from 54.3 years in 2023, and the weighted average producer age (WAPA) was 49.9, a slight increase from 49.6 years. Agencies should manage these two metrics carefully as lower WASA and WAPA are critical to long-term agency perpetuation.

The annual Best Practices Study began in 1993 as a joint initiative between the Big “I" and Reagan Consulting and studies leading agencies and brokers in the country to help independent agents build the value of their agencies.

For more information on the Best Practices program or to purchase a copy of the 2024 Best Practices Study Update, visit the Big “I" Best Practices webpage. u

Association Update

Big ‘I’ Installs New Chairman

The Big “I" installed Indiana's Todd Jackson, owner and partner at McGowan Insurance Group in Indianapolis, as the 2024-2025 Big “I" chairman at the Big “I" Fall Leadership Conference in Indianapolis. With over 30 years of experience in insurance, Jackson has been a prominent volunteer leader with the Big “I" at the state and national level. He served on the Big I Indiana Board of Directors, which expanded to the Indiana Executive Committee before eventually becoming state president in 2013. He also represented Indiana on the national Big “I" Board of Directors for four years, served on the Trusted Choice® board and the Finance Committee, and was elected to the national Executive Committee in 2018.

Symington, Big “I" president & CEO. “We're grateful for his leadership as the Big 'I' continues to evolve its technology and programs to provide members with the tools they need to succeed in the hard market and beyond."

As the new chairman, Jackson is focusing on reinforcing the association's core member benefits and enhancing operational efficiencies. This includes prioritizing programs that deliver value to members while ensuring the Big “I" supports member agencies' evolving needs, as well as fostering a strong relationship between the national Big “I" and state associations. “I am committed to working together to overcome our biggest challenges," Jackson says. “And I am committed to continuing the free and open exchange of ideas with our state leaders to make the Big 'I' better for our members."

Along with Jackson's installation, Lou Moran III, president of Inter-Agency Insurance Service in Knoxville, Tennessee, was sworn in as Big “I" chairman-elect. Angela Ripley, president of VW Brown Insurance Services in Columbia, Maryland, will be the 2024-2025 vice chair. Jackson succeeds chairman Mike McBride, president of Mason-McBride in Troy, Michigan, who will remain on the Big “I" Executive Committee for an additional year as immediate past chair.

Association Update Continued

Southern Agents Conference 2024

Registration is open for the Southern Agents Conference to be held December 6-8, 2024 at the The Whitley, Atlanta Buckhead.

Since 1971, state association agents, leaders, and executives from across the Southeast have gathered in Atlanta's Buckhead for the annual Southern Agents Conference (SAC) workshop. This event provides a platform for networking, idea sharing, and discussing successes and common challenges among Independent Insurance Agents and Brokers of America (IIABA) associations from 15 states.

Since 2020, SFM has written over 2,700 pool policies for $9.75 million putting an extra $500,000+ of commission in agents’ pockets.

n Diverse class code list

n Premium range up to $25,000

n Quick online quoting

SAC serves as a vital forum for agents to communicate common concerns to national industry organizations and collaboratively solve problems through small-group interactions. Each year, over 250 agents, colleagues, and their families attend the SAC Workshop, making it a key event for professional development and industry collaboration.

Working together to advance the independent agency system throughout the Southeast.

2024 SAC Breakout Groups:

• State Officers

• National Directors

• State Executives

• Young Agents

• Commercial Lines

• Legislative Affairs

• Personal Lines

• Technology

• Association Products/Services & Education

Company, Broker and Vendor colleagues are invited to participate—both sponsors and as active contributors to the many lively discussions which are the heart of the Workshop.

Registration is now open. Click on the QR for a direct link. u

n Manage applications and policies online using SFM Agency Manager (SAM)

With 50 eligible class codes, now is the time to prospect from the pool or move your current pool accounts to SFM!

FIND TOP TALENT

Does the thought of hiring a new employee leave you overwhelmed? Are you seeing turnover, or posting a job,but just aren’t ﬁnding the “right” person? YOU’RE NOT ALONE.

Find the right recruits with Big "I" Hires, a one-stop resource for independent insurance agencies to identify, hire and assess top-performing Producers and CSRs.

READY TO GET STARTED?

All prices include Priority 1-on-1 onboarding, 2 Custom job ads, and Premium support .

FIND AND RECRUIT.

Recruiting Support

IdealTraits can help agencies of all sizes hire top performing sales and staﬀ with the ability to post jobs, receive candidates, send assessments and identify the right recruit through a variety of recruiting sites and the Big I job board.

POST JOBS FREE ON MULTIPLE JOB BOARDS WITH ONE SUBMISSION!

Receive Your Candidates

Job Posting

Unlimited Candidates

Unlimited Assessments

Applicant Tracking

SUBMIT, RECEIVE & REVIEW ASSESSMENTS.

Identify and hire who is best for your agency

Some companies complicate workers’ compensation with fancy gimmicks and unclear incentives. Stonetrust offers accurate, up-front pricing to get you from point A to point B with no drops or delays. Experience exceptional and personalized service with Stonetrust every time.

Company Briefs

Six Tennessee Students Receive $10,000 BlueCross Power of We Health Equity Scholarships

The BlueCross BlueShield of Tennessee Foundation has selected six students from around the state as recipients of its 2024 BlueCross Power of We Health Equity Scholarships. Each year, the foundation awards $10,000 each to students based on their outstanding achievements in community service, leadership, and academics, as well as their commitment to improving health equity in the state.

The scholarship is open to undergraduate and graduate students of all backgrounds who are enrolled at accredited colleges and universities within the state of Tennessee. They must be pursuing degrees and careers in health care with a demonstrated desire to improve health equity for Tennesseans. To date, the foundation has awarded $475,000 in scholarships to 50 students.

“We know that as we work to improve health outcomes for all Tennesseans, it’s critical to support the state’s future health care providers,” says Dr. Andrea Willis, SVP and chief medical officer at BlueCross. “As we continue to build on our understanding of health disparities and barriers to care, our Power of We Scholarship remains a vital component in our strategy to advance health equity.”

This year’s Power of We Scholars are:

Eshiobomhe Sigmus Aimofumhe – Nashville, Junior, Biochemistry and Molecular Biology, Fisk University

Emma Hynson – Johnson City, Graduate Student, Health Sciences, East Tennessee State University

Shiraz Ibrahim – Clarksville, Graduate Student, Dentistry Meharry Medical College

Kynedi Jennings – Collierville, Sophomore, Nursing University of Tennessee at Chattanooga

Monse Rincon – Cleveland, Junior, Dental Hygiene Chattanooga State Community College/Tennessee Wesleyan University

Ariel Woods – Oakland, Senior, Nursing, University of Tennessee at Martin

The BlueCross Foundation will begin accepting applications for 2025 BlueCross Power of We Health Equity Scholarships next January.

JM Wilson Promotion

J.M. Wilson is excited to announce the promotion of Brendan Hagan to Fleet Transportation Underwriter. He is responsible for underwriting a wide variety of new and renewal fleet transportation risks (11 or more power units), as well as nurturing relationships with carrier underwriters and independent insurance agents in all states that JM Wilson writes.

Brendan joined JM Wilson in August 2023 as an Assistant Fleet Transportation Underwriter, where he provided a vital role in supporting the Fleet Transportation team. A Central Michigan University graduate, he holds a bachelor’s degree in management and spanish.ved superior performance over the five years analyzed.

Arlington/Roe Names New Leadership Team

Andy Roe has been promoted to President and Chief Operating Officer and Patrick Roe has been promoted to Executive Vice President, Chief Sales and Marketing Officer at Indiana-based Arlington/Roe, a managing general agency and wholesale insurance broker. Jim Roe continues as Chairman and Chief Executive Officer.

Andy began his insurance career when he joined Arlington/ Roe in 2001, where he is a third-generation member of the family-owned business. Over the last 20 years, he has been involved in many facets of the organization by holding various roles from underwriting to departmental leadership. Andy’s responsibilities include maintaining and directing the daily operations of the company as well as working with the leadership team to ensure performance expectations and strategic plan execution. He promotes company culture and is heavily involved with human resources. Andy also oversees financial operations and manages relationships with our carrier and agent partners.

Reach new heights.

You have invested time and energy into your firm, and you’re still passionate about the insurance business, your clients and your employees. If you’re interested in taking your business to the next level, while enjoying the fruits of your labor, let’s explore a possible partnership.

Why insurance firms choose to partner with Higginbotham:

• Ten-year average return of 30% IRR

• Ten-year average annual shareholder distribution of 25%

• Insurance Business America, 2022 Top Insurance Employer

• Privately-held and run by insurance professionals

• Majority ownership held by employee shareholders

• Leverage Higginbotham’s consistent 20% compound annual growth rate

• Broad risk management and benefit plan services add client value to support your growth

• Maintain your leadership role

• $5 million donated to nonprofits through the Higginbotham Community Fund

Are you ready to soar?

Contact David Fishel | (817) 349-2260 | dfishel@higginbotham.com higginbotham.com

Company Briefs continued

Patrick joined his brother Andy at Arlington/Roe in the summer of 2003 as the second member of the third generation of the Roe family. He first began working as a Personal Lines Assistant Underwriter and Underwriter. After five years, he transitioned to a Personal Lines Marketing Representative. In 2010, Patrick became Vice President and Director of Marketing. He was then promoted in 2020 to Senior Vice President for Sales & Marketing. He holds Certified Insurance Wholesaler (CIW) and Associate in Insurance (AINS) designations.

In 2024, he was promoted to Executive Vice President, Chief Sales & Marketing Officer. Patrick identifies strategies and growth opportunities in our core states in this role. He is engaged with agency partners to understand their needs, develops new sales strategies, and monitors marketplace changes. Patrick works closely with Andy Roe and Jim Roe to develop and implement sales strategies supporting growth.

Jim Roe has been preparing for this transition for some time as part of his commitment to perpetuating the family business. While he remains actively involved, this shift represents a gradual handover of daily operations to Andy (President & Chief Operating Officer) and Patrick (Executive Vice President & Chief Sales & Marketing Officer) allowing him to dedicate more of his efforts to overall strategy, governance and industry positioning. Jim emphasizes that he has no plans to step away, but rather is focusing on guiding the business’s long-term direction and success.

Forbes names Erie Insurance one of America’s ‘Best-In-State Employers 2024’

Erie Insurance (ERIE) has been named to the Forbes list of America’s Best-In-State Employers 2024. ERIE is ranked among the top 20 employers in Pennsylvania in the list compiled by Forbes and Statista, Inc., a leading global statistics company. This is ERIE’s fifth straight year on the list.

“It’s always an honor to be recognized as one of America’s BestIn-State Employers for Pennsylvania,” said Karen Skarupski, Erie Insurance’s senior vice president of Human Resources. “At ERIE, we care about the well-being of each employee. We support their health with top-tier benefits, foster their growth through career development opportunities and continuously listen to ensure a positive work experience. Working together we create and strengthen the culture of service and caring that ERIE is well known for.”

Forbes and Statista ranked employers across the country based on an independent survey of more than 160,000 employees working for U.S. companies employing at least 500 people.

INSBANK Bolsters Accounting and Finance Team for Strategic Growth

In preparation for growing through the $1 billion asset threshold, INSBANK has made strategic investments in its finance and accounting department to navigate the complexities of FDICIA compliance and applicable regulations. Since December 2023, INSBANK has strengthened its finance and accounting leadership team through a series of key additions to its team. Peyton N. Green, the newly appointed Chief Financial Officer (CFO), brings his extensive experience in financial management and strategic planning to lead INSBANK's overall financial strategy, including liquidity management, interest rate risk, financial reporting, and capital management.

In March, INSBANK hired Maya Demonbreum as Vice President, Controller. She oversees accounting operations and financial reporting. Most recently, Keith McCullar joined INSBANK in May as Senior Vice President, Chief Accounting Officer (CAO). Keith will provide leadership and expertise in accounting policies, procedures, and internal controls."Keith and Maya bring excellent experience and skillsets that will shape our financial reporting and compliance to enhanced levels. Their experience at growth-oriented, publicly traded financial institutions with multi-billion-dollar balance sheets will be an asset to us as we look to enhance our returns and growth for years to come," said Green.

This strategic expansion of the finance and accounting department demonstrates INSBANK's commitment to maintaining robust financial controls, delivering accurate and transparent financial reporting, and supporting informed decision-making for sustainable growth over the long term.

"It's not uncommon to observe banks pausing their growth right below the $1 billion threshold, ostensibly reacting to escalating accounting and regulatory standards," said Jim Rieniets, INSBANK President and CEO. "We prefer a proactive approach to that growing pain, so that we don't find ourselves distracted from serving our growth markets in Nashville and our nationwide healthcare banking business."

INSBANK is confident that this team will provide the financial leadership and expertise necessary to navigate the exciting opportunities that lie ahead for the company in its existing markets. INSBANK remains committed to transparency and looks forward to sharing its financial progress with existing and prospective investors alike. Investors should expect the press release highlighting results from the second quarter of 2024 in the coming weeks. u

Big ‘I’ Expands Trusted Choice® Hard Market Toolkit

BY Kasey Connors, Big “I" Vice President of Marketing Operations at Trusted Choice.

Company Briefs continued

The newly expanded resource—which builds upon the toolkit first published in July 2023—covers a wide range of updates and strategies for navigating the challenges posed by the hard market.

In today's rapidly evolving economic landscape, navigating the complexities of a hard insurance market continues to be a challenge for independent insurance agents. To help them overcome these challenges and thrive, the Big “I" has expanded its Trusted Choice® Hard Market Toolkit.

The newly expanded resource—which builds upon the toolkit first published in July 2023—covers a wide range of updates and strategies for navigating the challenges posed by the hard market.

The toolkit will help agents gain a greater understanding of overall trends impacting the hard market by offering the latest updates on market trends, economic indicators and strategic insights.

The expansion includes more practical strategies for selling and advising clients amid tough market conditions to ensure agents remain competitive. Further, the toolkit expands on previous advice for enhancing communication

We distinguish our Workers’ Compensation coverage by providing value-added services before, during, and after a claim.

Upfront loss control measures

Responsive claims handling

Facilitation of quality medical care (when an accident does occur)

strategies to build stronger client relationships, as well as advice for continuing community involvement initiatives to strengthen local presence and trust.

“As the insurance industry continues to deal with these difficult conditions, independent insurance agents are faced with both obstacles and potential opportunities for growth and adaptation," said Charles Symington, Big “I" president & CEO. “Our goal is to empower independent agents with the insights and tools they need to confidently navigate the current market, support their clients, and drive sustainable business growth."

The expanded toolkit also focuses on communicating with commercial clients, providing tools to tailor messages that resonate with businesses whose insurance has been impacted by the hard market.

Additionally, the sections “Increasing Your Retention to 96%" and “How to Stop a Cancellation" offer actionable steps to keep clients loyal as many agents pivot to retain business rather than sourcing new clients. Like the first iteration of the toolkit, the expansion includes ready-to-use email and digital templates that simplify and streamline communication, which save time while maintaining professionalism.

“We understand that each agent-client relationship is unique, and our toolkit is designed to offer flexible, actionable insights that agents can tailor to their specific business and clients' needs," said Kevin Brandt, executive director of Trusted Choice. “For independent agents, effectively communicating with clients is paramount to navigating the hard market. This updated guide will help agents stay proactive, informed and agile." u

Education Calendar

The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialties that satisfy individuals at many different experience levels. If you are looking to further your career, seeking a professional designation, or need to satisfy continuing education requirements, check out the variety of courses available. Additional course options and details of each class can be found online or by contacting Teresa Durham at tdurham@insurors.org or 615.515.2607.

Register for CISR & CIC at www.insurors.org under education. Classes with (*) have option for in person or webinar event.

CISR

10/17 CISR Agency Operations* Nashville 12/12 Commercial Property * Nashville

CIC

11/20-21 Commercial Casualty * Nashville

12/4-5 Life and Health* Nashville

Other

10/5-8 Insurefest Nashville

2025 local classes will be announced soon.

Additional courses for designation programs are offered on-demand at your own pace and as live webinars.

The National Alliance for Insurance Education & Research is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Website: www.nasba.org. Advanced Curriculum Rating = 20 CPE Credits. For more information regarding administrative policies such as complaint and refund, please contact our offices at 800-633-2165.

Additional Courses

Additional courses are available On-Demand and as Live webinars at the IIABA Virtual University *check the VU site for course offerings, CE and pricing (independentagent.com/vu)

From The National Alliance (www.scic.com)

Choose from the following programs CIC, CRM, CISR, CPRM, CSRM, Dynamics, RGS, MEGA, PROFOCUS, WTH, Intro, Producer School, Ethics, Flood and other. Choose by topic, location, delivery method and/or date.

From The Institutes (ceu.com/customer/insurors-tn )

Insurors of Tennessee has partnered with CEU, powered by The Institutes, to provide you with relevant and convenient online insurance continuing education (CE) courses. Through our partnership with CEU, you will enjoy a 35% discount on any of CEU’s relevant, practical courses when you log in. More than 150 course topics.

ABEN Webcasts

(insurors.aben.tv)

The below are examples of the webcast classes that are available at insurors.aben.tv. View website for more.

Auto Insurance Rose 15% in First Half of 2024

BY AnneMarie McPherson Spears, IA news editor

Personal auto insurance rates rose 15% in the first half of 2024, according to data analysis from Insurify. The average annual premium now costs $2,329. By the end of the year, Insurify predicts that rates will have increased a total of 22%.

Maryland currently has the highest personal auto rates in the U.S., with an average of $3,400 annually. New Hampshire has the lowest, at $1,000 annually. However, California, Missouri and Minnesota are predicted to see auto insurance costs increase by more than 50% in 2024.

2024's rate increases continue the trend set in 2023, which saw premiums rise by 24% after insurers experienced record underwriting losses of $33.1 billion in 2022. While underwriting losses decreased to $17 billion in 2023, the hit was still enough to drive 2024's first-half increases.

One factor contributing to losses is vehicle maintenance repair costs—which have increased by nearly 38% over the past five years, according to data from the U.S. Bureau of Labor Statistics. While safety technologies can help drivers avoid crashes and the related premium increases, they're also expensive to repair. Advanced driver assistance systems (ADAS) can add up to 37.6% to the total repair cost after an accident, according to AAA data, and minor damages to front radar and distance sensors can add up to $1,540.

These costs are compounded by the increasing usage of expensive-to-repair electric vehicles, auto mechanic backlogs, and vehicles getting older as Americans hold onto their cars for longer. Average vehicle ages reached a record 12.6 years in 2024, according to S&P Global Mobility.

Increasingly severe and frequent weather events are also driving rate hikes. For instance, Minnesota experienced $1.8 billion in damages following a series of hail storms in August 2023, contributing to a 55% increase in rates. Hail-related auto claims represented 11.8% of all comprehensive claims in 2023, up from 9% in 2020, according to CCC Intelligent Solutions.

Hurricanes bring a surge of auto losses to coastal areas. For instance, during Hurricane Ian's peak days, Sept. 25-30, 2022,

nearly 52% of Georgia, Florida, and South Carolina vehicle claims were total losses, according to CCC Intelligent Solutions. 2024 is predicted to be an extremely active hurricane season.

“I think climate risk will likely start to play a role in new areas. As we experience tornadoes, hail, and flooding in places where they weren't necessarily a major threat before, the increased frequency and severity of these events will need to be considered in pricing," said Betsy Stella, vice president of carrier management and operations at Insurify.

On the state level, legislative changes in states like Maryland—where drivers pay 46% more than the U.S. average and rates are projected to increase by 41%—and South Carolina—where drivers pay 43% more than the rest of the country with a 38% projected rise for 2024—have increased insurers' financial responsibility and led to higher premiums, Insurify said. California is catching up from the rate freezes during the coronavirus pandemic, leading to some insurers requesting double-digit hikes and others exiting the state entirely.

Additionally, car thefts have also driven up premiums. Missouri, which is predicted to see a 55% hike in 2024, and California, with a 54% predicted increase, are among the 10 states with the highest auto theft per capita, according to the National Insurance Crime Bureau.

It may be hard to believe now, but auto rates won't continue to rise forever. “Insurers implemented higher rate increases to account for changes in the frequency and severity of auto losses," Stella said. The COVID-19 pandemic and the following inflation, especially in the price of vehicle maintenance and repairs, along with changes in driving behaviors, led to new loss trends that increased the difficulty of rate setting."

“Some insurers have started making downward adjustments in areas where they've found opportunities to operate profitably while charging lower rates," she said. “Generally, consumers will continue to see rates rise with inflation, or in areas where traffic accidents are increasing, but in some states, they could see premiums decrease a little again." u

Meetings- Mark Your Calendars

Southern Agents Conference

December 6-8, 2024

Atlanta, GA

Big "I" Winter Meeting

January 29- February 1, 2025

Big "I" Legislative Conference

April 30 - May 2, 2025

The Whitley Atlanta Buckhead Registration is Open

Hilton Austin

Austin, TX

The Westin (downtown)

Washington, DC

AGENTS OF

Solidarity

We’re with you every step of the way

Behind every Progressive agent is the support of more than 50,000 Progressive employees. It’s our mission to make sure you have the tools and resources you need to succeed.

From caring field sales reps to dedicated agent service teams, we’re ready to help you grow. Plus, we supplement your counsel and guidance with aroundthe-clock claims and customer service via our mobile app and online servicing.

Whether it’s sales, service, claims or anything in between, you’ve got a partner every step of the way.

TO LEARN MORE

Search for us online at Agents of Progressive, Progressive Connect, or Progressive Appointment.

Directory of Advertisers

MidSouth partners with wholesale entities and select retail agencies across its service footprint. The company is always seeking opportunities to grow in ways that are sustainable and mutually beneficial.

+ Serving clients across sixteen states with expansion into additional states planned.

+ Common sense underwriting, exceptional service, responsive and fair claims settlement.

+ A Exceptional Financial Stability Rating® from Demotech, Inc.