The Tennessee Insuror Jul/Aug 2009

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‘09 Tennessee Titans Preview

THE TENNESSEE

INSUROR July/August 2009

Vol. 20 No. 4

Ten Things I Would Love to Tell My Clients But Can’t

www.insurors.org

Soul Men

Blues Other Brothers and More Added to Convention Lineup

o s Al ide Ins

ns a it w T e ‘09 revi P

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The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XX, Number 4 July/August 2009

features

Phone (615) 385-1898 Toll Free: 1-800-264-1898 Email: info@insurors.org Editor: Charles T. Bidek, CPCU

4 2009 Tennessee Titans Preview INSURORS OFFICERS

President .......................................................... Walt Bradshaw, J.D. Immediate Past President ... Scott Ferguson, CPCU, CIC, ARM State National Director .................................. Davis Porch, III, CIC Vice President, Region II and Pres. Elect ........... Tee Zerfoss, III Vice President, Region I ............................................. Roger Smith Vice President, Region III.................................... Ed Gibbons, AAI Treasurer .................................................................... Eddie Miller, III Secretary ................................................... John McInturff, III, ARM Director, Region I......................................... Allen Green, CIC, CFP Director, Region I ................................................ Chris Allison, CIC Director, Region I .......................................................... Bobby Sain Director, Region II .......................... Kevin Hale, CIC, CPIA, CWCA Director, Region II ....................................................... Jimmy Alsup Director, Region II ................................... Johnny Thompson, CIC Director, Region III ....................................................... Andy Shafer Director, Region III ...................................................... Bob McIntire Director, Region III ........... Steve Bryant, CIC, CPCU, LUTCF, AAI Young Agents Chairperson ....................................... Chip Hoover

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 615-515-2601, e-mailing dsmith@insurors.org or online at www.insurors.org The Tennessee Insuror is provided to all Insurors of Tennessee members and associate members as a member service.

Mike Keith Gives Insurors a Preview of the Upcoming Season

8

Things I Would Love to Tell My Clients But Can’t

10

A Better Place for Your Money

14

New Convention Activities

20

Johns Wins TN CSR of the Year

48

PAC Contributors: Is Your Agency All-in?

52

Project InVEST Program Update

The Blues Other Brothers, Education Offerings and More!

Now in the Running for National Award

departments 21

From Your President

25

From Your CEO

29

Education Calendar

31

Government Affairs

37

Broker Spotlight

39

Company Spotlight

41

Company Briefs

51

Meetings

53

Member Tips

INSURORS OF TENNESSEE 2500 21st Avenue South, Suite 200 P.O. Box 120539 Nashville, TN 37212-0539 www.insurors.org

Improved Banking Regulations You May Not Know About

Ten “E”s Are Better Than One A Numbers Game

Southern Cross Underwriters ACUITY

Check the Insurors Website for the Answers You Need 3

2009 Tennessee Titans Preview

By Mike Keith,

The Voice of the Titans

4

The Tennessee Insuror

It shouldn’t come as a big surprise that I’m optimistic about the Tennessee Titans’ chances in 2009. I’m optimistic every year. Well, that’s not entirely true.

In 2005, I was not very optimistic about the season. Due to a salary cap purge, our team featured several players who hadn’t yet begun to shave. It showed, as we went 4-12. Other than that year, however, I have always been optimistic. Maybe it’s because I work for the Titans, know the players and coaches and hope for the best for all of them. Maybe it’s because, at this time of the year, everyone associated with the NFL is optimistic. Due to the amazing parity in the NFL, all 32 teams believe that they have a real shot at the start of every season.

After all, we’ve seen teams with losing records one year win the Super Bowl the next year. Or maybe I’m just optimistic by nature. Some would say “gullible” or “easily led”, but I’ll stick with optimistic.

But in order to prove that my optimism is backed by something, here are five reasons that I believe that Tennessee Titans should have another fine season in 2009:

1. Been There, Done That Over the past two seasons, the Tennessee Titans have won 23 games and been to the playoffs twice.

I mentioned that fact on a national radio show late in the spring and the show’s host--a NATIONAL RADIO HOST---blurted out, “Really?” It’s not like this guy is dumb or doesn’t follow the NFL; he simply didn’t realize that the Titans have been this good over the past two seasons.

Yes, they have done it quietly, but they have done it. Tennessee has a winning culture right now, much like earlier in the decade. The late, great Steve McNair, along with Eddie and Frank, have been replaced by Keith, Kerry and Cortland, but the feeling is once again the same. Confidence, pure and simple. Knowing the job. Knowing what it takes to get the job done. Doing the job.

You can feel it in the locker room. You can feel it on the practice field. And you can certainly feel it on Sundays. The Titans expect to win, which is a big reason that they capture so many games in the fourth quarter. Tennessee plays with the confidence of a team that knows what to do in key moments.

Based on 2007 and 2008, the Titans are a playoff team and handle themselves like that.

2. It Will Be A Better Team No kidding. Yes, I know defensive tackle Albert Haynesworth is gone and yes, he will be missed. But Haynesworth and wide receiver Justin McCareins are the only two starters gone from last year’s 13-3 team. That’s right, 20 of 22 starters return. Continuity immediately helps you build a better team. Of course, so does better players.

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Speedy wide receiver Nate Washington is a vital, if underrated, pickup. Washington has won two Super Bowls with the Pittsburgh Steelers, serving as the team’s #3 receiver and primary deep threat. Since the start of the 2006 season, Washington has averaged over 16 yards per catch and posted nine catches of 40+ yards. Washington was stuck behind Hines Ward and Super Bowl XLIII MVP Santonio Holmes, so he had to leave Pittsburgh if he wanted to be “the man”. He will be “the man” in Nashville, making a very good pairing with the productive Justin Gage.

Drafting Rutgers wideout Kenny Britt and South Carolina tight end Jared Cook will give offensive coordinator Mike Heimerdinger even more passing game options. Heimerdinger is a master at finding ways to get young players on the field quickly. At least situationally, Britt and Cook should be able to help in short order.

Jovan Haye was signed away from Tampa Bay to join Jason Jones, Tony Brown and Kevin Vickerson in the defensive tackle rotation. Haye, a former Vanderbilt Commodore, does not have Albert Haynesworth-like size, but he is a very active, productive player who should be a part of the equation to replace Haynesworth. The Titans also drafted a talented defensive tackle in the second round to help with depth: Auburn star Sen’Derrick Marks.

Free agents and draftees aren’t the only players who will make the ’09 Titans roster better. Tennessee should get improved play from several of their younger veterans.

Wide receiver Lavelle Hawkins will be improved in his second year, as will linebacker Stanford Keglar, tight end Craig Stevens, defensive end William Hayes and cornerback Cary Williams.

At the very least, the improvement of these players should be a boon to the Titans’ special teams, a key area for the ’08 AFC South Champions.

3. Oh Yeah, CJ Should Be Better Too Running back Chris Johnson (pictured opposite page) was super as a rookie; he should be even better in 2009. Johnson is 10 lbs. heavier than 2008 and he knows what to expect from an NFL season. The speedster has trained this off-season to prepare for the pounding.

The area where Johnson can improve the most is in the passing game. Johnson didn’t do much as a receiver last year, but he should be much more dynamic as a pass catcher this fall. If Chris Johnson can total 500 receiving yards, he might be able to top 2000 total yards this season. And if that happens, the Tennessee offense gets a lot better.

4. We Know Kerry is The Guy For the entire 2008 off-season, Kerry Collins worked and pre5

pared to be the backup quarterback. This off-season, Collins has worked and prepared to be the Titans’ starting quarterback. He has taken all of the first team snaps in practice. He has led the quarterback meetings. He has spent extra time with the coaches in preparing for the season. Collins has known that he was the Tennessee quarterback for the entire off-season and that has clearly helped his preparation for 2009.

Even though he is 36 years old (and will turn 37 on December 30), expect a better, sharper Kerry Collins this year. And if that happens, the Tennessee passing game gets a lot more potent.

Motivation, Motivation, Motivation The Titans were the NFL’s best team in the 2008 regular season.

But in January, one bad Saturday ended their season in disappointment. That loss to Baltimore has served as a motivator for the entire off-season. The work and participation in the Tennessee training program was outstanding.

Titans 2009 Schedule preseason

Sun 8/9 Sat 8/15 Fri 8/21 Sat 8/29 Thu 9/3

Buffalo (in Canton, OH) Tampa Bay

at Dallas at Cleveland

Green Bay

8:00 8:00 8:00 7:30 8:00

pm pm pm pm pm

est est est est est

8:30 1:00 1:00 1:00 8:20 4:15 4:05 4:15 1:00 8:30 1:00 1:00 1:00 1:00 7:30 4:15

pm pm pm pm pm pm pm pm pm pm pm pm pm pm pm pm

est est est est est est est est est est est est est est est est

regular season

Thu 9/10 Sun 9/20 Sun 9/27 Sun 10/4 Sun 10/11 Sun 10/18 Sun 11/1 Sun 11/8 Sun 11/15 Mon 11/23 Sun 11/29 Sun 12/6 Sun 12/13 Sun 12/20 Fri 12/25 Sun 1/3

at Pittsburgh

Houston at NY Jets

at Jacksonville

Indianapolis

at New England Jacksonville

at San Francisco Buffalo at Houston

Arizona at Indianapolis St. Louis Miami San Diego

at Seattle

Titans Tennessee Radio Affiliates Cortland Finnegan (above left) and his Titans teammates know what it takes for the team to be successful in 2009

Ashland City

WQSV 790AM Lebanon 98.9 FM/1490 AM

Camden

95.9 FM /1220AM Lewisburg WAXO 1220 AM

The Titans understand what it takes to MAKE the playoffs and what it takes to WIN in the playoffs. The early part of the Titans’ schedule is hard, but if Tennessee comes through it unscathed, they can make hay in December (three straight home games).

That’s the biggest reason for my optimism: I expect the Tennessee Titans will be a better team at season’s end than in September.

Carthage

WUCZ 104.1 FM Manchester WMSR 1320 AM

I think this will be a team to watch in January.

Crossville WPBX 99.3 FM Nashville

About the Author

Dyersburg WASL 100.1 FM Parsons

WKJQ 97.3 FM

Fayetteville WYTM 105.5 FM Portland

WQKR 1270 AM

Franklin

WKSR 98.3 FM

Mike Keith has been the “Voice of the Titans” since 1998, and has worked for the team since 1996. A native of Franklin, Keith began his career while a student at the University of Tennessee, working on the Vols Radio Network. Keith’s most famous call is that of the Music City Miracle, near the end of his first season as play-by-play announcer. In addition to calling games on the radio, Keith also hosts the television shows Titans All Access and The Jeff Fisher Show. u 6

Centerville 96.7 FM /1570 AM Martin

101.3 FM/1410 AM

102.3 FM/ 1150 McKenzie WHDM 1440 AM

Chattanooga

Clarksville WJZM 1400 AM McMinnville WTRZ 107.7 FM Columbia WMCP 1280 AM Memphis WXMX 98.1 FM Cookeville WBXE 93.7 FM Morristown WCRK 1150 AM Dickson WDKN 1260 AM Paris

WAKM

950

WKDF 103.3 FM 104.7 FM/1000 AM

AM Pulaski

Hartsville WTNK 1090 AM Shelbyville WZNG 1400 AM Jackson WZDQ 102.3 FM Tri-Cities

WXSM 640 AM

Knoxville WNOX 100.3 FM Union City

WQAK 105.7 FM

La Follette WQLA 104.9 FM Waverly

WQMV 1060 AM

Lawrenceburg

106.7FM/1380 Winchester

WCDT 1340 AM

The Tennessee Insuror

The Tennessee Insuror

7

Ten Things I Would Love to Tell My Clients But Can’t

by R. David Priest, State National Director of the Independent Insurance Agents of Virginia

8

The Tennessee Insuror

The following article originally appeared in the Summer 2009 issue of the Big “I” Virginia magazine, published by the Independent Insurance Agents of Virginia; and is reprinted with their permission.

1. You don’t have a clue. Despite what you think you know, you do not understand the complexities of property-casualty insurance. Hell, I don’t even understand them all and I’ve forgotten more than you’ll ever know. I sit through those long classes just trying to keep up with all the changes that keep occurring and lot of times these are not for CE credit which is required to just keep my license. So let’s agree; you’ll tell me what you don’t want to lose or what you’re afraid of and I’ll try to find a solution for you.

2. You want me to tell you what your stuff is worth? Yeah, right! I am not an appraiser. If you don’t know what your stuff is worth then you secure a property appraiser, jewelry appraiser, auto appraiser or whatever you need and you tell me how much coverage you want. Just remember – if you want it replaced or fully repaired then you have to insure it to the full value not some halfway value, thinking you’ll never have a total loss. Guess what? It may cost you a little more to do this.

3. Want a lower price? Then take on more of the exposure – increase your deductible. Lowering your coverage is not the way to go. If a loss occurs you’re not going to be happy with me. If you have a loss after lowering your coverage I’ll be the first to want to say “I told you so.” Use your coverage for the big loss, not the maintenance issues.

4. I need to handle all of your insurance. I think I deserve to handle it all because I know I am going to do the best job for you. Besides, having a number of agents only increases the possibility of gaps in coverage, errors and uncovered claims just because I or the other agent may not be aware of all that is going on. If you don’t have enough confidence in me to let me handle all of the coverage, then why trust me with part of it?

5. You chose to live there so don’t give me crap because the cost of insurance is high or coverage is limited. So you’re in a flood zone, on an earthquake fault, on the coast, fire areas or wherever. You are out of the norm and your rates are going to be higher. Rates are based on a large number of similar exposures. Either buy the added protection or face the consequences when the event happens, and don’t call me looking for coverage when it does happen. I don’t care if it is a 300 or 500 year event; it may happen and if you want protection buy the coverage. If you don’t want to spend the money then move.

6. It’s your child – they are your responsibility. Don’t try to limit that responsibility by titling their car in their name and writing a separate policy with lower limits. If you can’t teach them to drive, well then you would best have the proper limits to protect you from that lawsuit because it is coming. Sure the premium is going to be higher – what did you expect?

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Would you insure them for that little money? Hell, you don’t even want them under your policy. You’ll be glad you have the coverage when the lawsuit comes.

7. Don’t take it out on me or the insurance company if you and your significant other can’t get along. Quit trying to make it hard for them to have or keep insurance by doing things behind my back or telling me something that just is not right. Want to only have yourself to worry about? Then title the cars in only your name, title the house in only your name and get your own insurance. Let what was a joint policy just continue to go to the other person and let them have the problem of keeping it in force. I can’t take a car off the policy or take a named driver off the policy or eliminate jewelry coverage just because you’re ticked.

8. If it’s used in business, then insure it in the business or vice versa. Quit trying to cut corners by trying to insure it one way when it actually should be another. Sure, you might pay a little more but when you have that loss it sure beats the heck out of trying to get coverage where there is none.

9. Don’t assume I know everything that is going on in your life. I can’t even keep up with my own day to day activities.

If things have changed tell me about it and let’s see if we need to revise your coverage. So the child is driving. Are you going to wait until there is an accident to let me know that?

You bought a car; don’t assume the dealer and I have had a conversation about what has taken place. Added on to your house? Great – let me know. Doing work out of your home or garage? We probably need to make some changes. Don’t assume just because I see you or talk to you regularly that I have taken care of something. Inquire about changes that need to be made. I probably think you have talked to one the CSR’s and all is OK. 10. Finally, look at your policies. I don’t expect you to read the entire thing. I don’t even do that. But you do need to look at the declarations pages to be sure the information we show is right. Everything from the named insured, address, phone numbers, house information, scheduled property list and everything else. Ask questions about discounts and be sure we have given you everything you are eligible for. Help us help you. The more we communicate the better your protection and pricing will be. We really do want to do the best job possible for you but we cannot do it alone.

Well, there you have it. Ten things I’d like to say and really how I’d like to say them, but I won’t. I’ll continue to struggle everyday trying to get all the information I need while keeping the insured feeling like they are right all the time and that we are simply here to service their every need. It’s getting harder and harder to do as I get older and more independent. At any rate, I have taken this space to tell you how I feel. I am sure you have some of these thoughts and probably many more. I feel better now that I have unloaded these gripes on you.

Have a great day! u 9

A Better Place for Your Money Improved Banking Regulations You May Not Know About There have been significant changes in banking regulations over the past several months which affect many consumers.

First, the Federal Deposit Insurance Corporation (FDIC) has raised deposit insurance limits.

In late 2008, the FDIC announced that an increase in standard deposit insurance limits from $100,000 to $250,000 per depositor would be in effect through December 31, 2009. This deposit insurance increase was recently extended to December 31, 2013. The extension of the increase allows deposit customers to put more money at a single bank for a longer period of time. Beginning January 1, 2014, the standard insurance will return to $100,000 per depositor for all deposit accounts except IRAs and certain other retirement accounts which will remain at $250,000 per depositor.

In addition, the FDIC began a voluntary Transaction Account Guarantee Program (TAGP) in October of last year that provides unlimited coverage on non-interest-bearing transaction accounts for participating banks. The TAGP is scheduled to end on December 31, 2009 at which time the limit will be reduced to $250,000 through 2013. These limits were increased at a time when the economy was deteriorating and banks across the country were failing and leaving behind uninsured depositors. A number of financial institutions have continued to be closed by regulators thus far in 2009; however, for the most part, they have been banks outside of Tennessee. With the continued uncertainty of the financial industry nationwide, the additional deposit insurance is certainly a welcome safety net for the vast majority of consumers.

Which Accounts?

It is important to know which types of bank accounts are insured and which are not. Checking accounts, savings, trusts, certificates of deposits (CD’s), money markets, and IRA retirement accounts are insured within the $250,000 FDIC limit until December 31, 2013. If your bank participates in TAGP and 10

the account does not earn interest, you are eligible for unlimited FDIC insurance through the end of 2009; however, extension of this coverage is also under consideration in Washington. Many banks offer mutual funds investments, annuities, stocks, bonds, and US Treasuries. These types of accounts are not FDIC insured.

It is also important to point out that there are different ownership categories for deposit accounts that may affect your insured deposits. The FDIC provides an interactive, web-based application that can help you calculate the insurance coverage for your accounts. This handy online tool can be accessed by visiting www.fdic.gov/edie.

Transfers and Withdrawals Limit on Money Markets Raised Secondly, the Federal Reserve has increased the number of monthly transfers and check withdrawal limits on savings and money market accounts. The limit has been raised from three transfers or withdrawals in these accounts per month to a new total of six. Transfers and withdrawals now include checks, debit card transactions, and any other payment orders that are payable to third parties. As the Federal Reserve stated it in a May 20, 2009 press release, “Technological advancements have eliminated any rational basis for the distinction between transfers by these [check, debit card] means and other types of pre-authorized or automatic transfers subject to the six-per-month limitation.”

These two regulatory changes have increased consumer protection and convenience in the banking industry. And while we all hope that the deposit insurance won’t ever be necessary, it is still nice to know that it is there if the need ever arises.

Want to Know More?

Contact InsBank at 615.515.BANK (2265) or toll-free at 866.866.

BANK (2265) if you have any questions about the new deposit regulations and for information on the full array of checking, money market and savings accounts offered by the bank. You The Tennessee Insuror

The Tennessee Insuror

11

can also visit InsBank online at www.insbanktn.com for more information.

For details from the FDIC about their recent changes, visit the Changes in FDIC Deposit Insurance Coverage website section at http://www.fdic.gov/deposit/deposits/changes.html.

For more information about FDIC insurance, go to www.fdic. gov/deposit/deposits/index.html or call toll-free 1.877.ASK. FDIC (1.877.275.3342). For the hearing-impaired, the number is 1.800.925.4618.

ARBORIST

The FDIC also has a full section on Consumer Protection available at http://www.fdic.gov/consumers/index.html which includes news & information, loan & mortgage tips, financial education & literacy, identity theft info and financial privacy protection. u

WORKERS’ COMP INSURANCE

WWW.AMERISAFE.COM (866) 719-0267 12

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800-334-5579 www.gotapco.com 13

New Convention Activities The Blues Other Brothers, Education Offerings and More!

14

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With an already packed lineup for the 116th Annual Convention that includes golf at Chickasaw Country Club, the Viking Cooking School, speakers like former University of Tennessee Volunteer Quarterback and current Congressman Rep. Heath Shuler, Rep. John Tanner and incoming Big “I” President J. David Daniel, could we add anything else to this year’s event?

The answer is a resounding “YES!” We heard your requests for more education, so we have added four seminars to the schedule. We heard your suggestions to add entertainment, so we are bringing in a 14-piece musical act. And we know you like to have fun, so we have added a Monday night reception to keep things livened up.

your business. The class will begin with the basics of “search” marketing, such as optimizing your website for search engines (i.e. Google™), pay per-click management and social bookmarks. The next step will be to review web content, such as writing and distributing press releases and blogs. The discussion will then shift focus to social networking, touching on how your agency can utilize sites like Facebook and Twitter.

And finally, more aggressive strategies like e-mail marketing and podcasting will be reviewed. The course will be presented in a way that everyone from the beginner to the expert can appreciate.

The course will be taught by Mike Mansperger, Owner of CCRM Associates, a smallbusiness technology consulting firm in Marietta, GA. Mike has worked in the insurance industry and/or with insurance clients for over 20 years, including 3 years as Vice President and General Manager of Doris Insurance Systems.

Education First up, four seminars will be available to attendees during the convention, a Workers’ Compensation overview, an Avoiding the Price Driven Sale course, an Internet Utilization for Agency Marketing course and a Building a Powerful Presentations That Sell course.

The Workers’ Compensation seminar will give participants a full overview of the new WC law, PC1041. Handout materials will include the class codes, frequently asked questions and the presentation notes.

This seminar will be led by Ashley Arnold, General Counsel for Insurors of Tennessee and our resident Workers’ Compensation law expert. A large portion of Ashley’s duties include lobbying for the Association, in the course of which she played a major role in the legislation process for this important new Workers’ Compensation law.

Avoiding the Price Driven Sale will look at why people buy and, more importantly, why they buy from you. Understanding this clearly is vital to a successful sales process. The biggest mistake many salespeople make is to ask prospects to buy for their reasons. Instead, take time to learn and comprehend the needs of your prospect before offering any solutions, opinions, or reasons to buy. This course will look at the value you can offer customers so that price doesn’t become their deciding factor.

This course will be led by insurance sales legend Jeff Wodicka, CIC. Jeff is a 30-year veteran of the insurance industry and serves as Chairman and CEO of Casswood Insurance Agency in New York City. He is known industry-wide for his sales prowess, and is the National Program Director for the National Alliance Producer School.

Internet Utilization for Agency Marketing is a course that will teach you about dynamic ways to use the web to increase The Tennessee Insuror

Powerful Presentations That Sell is a “change in thinking” course that will help you develop a sales culture that knows the verbal, vocal and visual cues to build rapport with clients.

You’ll also learn how to create you own adaptable sales presentation that will assure you of a confident sales approach time after time as well as develop value charts and service agreements that truly define your competitive advantage.

This course will also be taught by Jeff Wodicka, CIC.

Entertainment When it comes to the musical legacy of a band like the Blues Brothers, you can’t stop a tradition that makes people want to jump and shout. The Blues Other Brothers tribute band tries to recapture that energy every time they perform for an audience.

They weren’t the first Blues Brothers tribute band, but that just means they’ve had time to study the competition and improve on it. And even though they aren’t one of a kind, they are the best, and maybe the last, of their kind.

Their music is 60’s and 70’s rock & roll and rhythm & blues, modernized just enough to give it an edge. The songs are selected and performed to make any audience want to dance all night. On stage, there’s a fresh spirit of teamwork and professionalism with one goal in mind, letting the crowd have a good time. Complete with fourteen musicians and singers, (the “Brothers,” 3 Female Vocalists, 5 Horns and a 4 Piece Rhythm Section) they bring the big band sound with them.

Needless to say, the level of excitement is exceptional.

The Blues Other Brothers have toured the world and performed in Hawaii, Japan, Finland, Switzerland, Cayman Islands, Saudi Arabia, Canada and throughout the United States, and they are ready 15

to make the Insurors convention their best show ever.

Other Options in Memphis Want to venture out on your own during the convention? There is plenty to do in and around Memphis, just look at some of these great options!

Peabody Place Dining. Shopping. Entertainment. You’ll find it all at Peabody Place. Adjacent to The Peabody hotel is 300,000 square feet of shops, restaurants and entertainment. Find out more at www. peabodyplace.com.

Memphis Rock ‘n’ Soul Museum The Memphis Rock ‘n’ Soul Museum’s exhibition about the birth of rock and soul music, created by the Smithsonian Institution, tells the story of musical pioneers who, for the love of music, overcame racial and socio-economic barriers to create the music that shook the entire world. The museum is located next to the FedEx Forum, and more information can be found at www.memphisrocknsoul.org.

Memphis Riverboats The riverboats Memphis Queen I, Memphis Queen II and Island Queen offer a variety of cruises on the mighty Mississippi River.

Two or three sightseeing trips are available per day between 10:30 am and 5 pm. For more information visit www.memphisriverboats.net.

Mud Island River Park and Museum Last year nearly 200,000 visitors experienced this unique historical, cultural and recreational attraction. In 2009, visitors will enjoy a variety of activities including: touring the ½ mile Riverwalk model, visiting the 18-gallery Mississippi River Museum, adventuring into the Wolf River Harbor on a rented kayak or canoe, or exploring Mud Island River Park by bicycle. Concessions, picnic areas, gift shops, concerts and special events throughout the season complete the experience. For more visit www.mudisland.com.

The National Civil Rights Museum The National Civil Rights Museum, located at the Lorraine Motel, the assassination site of Dr. Martin Luther King Jr., chronicles key episodes of the American civil rights movement and its legacy to inspire participation in civil and human rights efforts globally, through exhibitions, and educational programs. For more visit www.civilrightsmuseum.org.

Tunica Just a short drive down the road is Tunica, Mississippi, home to the third largest gaming community in the country. With more than 9 casinos and gaming resorts to choose from, you’re sure to find a place to try your luck. For more information visit www. tunica.com. u 16

The Tennessee Insuror

Insurors thanks the Tennessee participants who took part in the July 14th Healthcare Fly-in: Agent • Business • Organization(s)

Agent • Business • Organization(s)

Russ Blakely • Russ Blakely & Assoc. - Chattanooga • AHIA/NAIFA

Jim Malone • The Malone Company - Fayetteville • NAHU

Timothy Finnell • Group Benefits, LLC - Memphis • NAHU

Bob McIntire • McIntire & Associates - Cleveland • Insurors

Jonathan Frisch • Zalowitz Frisch Benefits Group - Memphis • NAHU

Rick McKinley • Lipscomb & PItts Insurance - Memphis • Insurors/CIAB

Mark Graber • Financial Planning Service - Knoxville • AHIA/NAIFA

Thomas Merriam • Argyle Benefits Consultants - Memphis • NAHU

Johnny Griffin • Griffin Insurance Agency - Kingston • Insurors

Jeffrey Mitchell • Maryville • NAHU

Steven Grimsley • Benefit Consulting Services - Rockford • NAHU

Kevin Ownby • Ownby Insurance Service, Inc. - Seymour • Insurors

Michael Gross • Benefit Consulting Services - Rockford • NAHU

Robert Queener • Shelter Insurance - Murfreesboro • AHIA/NAIFA

John S. Holmes, III • New York Life Ins. Co. - Knoxville • AHIA/NAIFA

Brenda Speer • Professional Benefit Solutions - Pulaski • AHIA/NAIFA

Philip Johnson • Argyle Benefits Consultants - Memphis • NAHU

Kathy Thurmond-Edwards • State Farm - Memphis • AHIA/NAIFA

Bill Kelly • Voluntary Employee Benefit Adv. - Nashville • AHIA/NAIFA

David Varn • Benefit Consulting Alliance - Franklin • NAHU

The Tennessee Insuror

17

18

The Tennessee Insuror

The Tower Formerly Known as Sears Landmark Gets New Name Thanks to Insurance Broker Willis A U.S. Landmark and the tallest building in the Western Hemisphere was renamed Willis Tower on July 16th as part of a deal put together by the Insurors member brokerage. Joseph J. Plumeri, Chairman and Chief Executive Officer of Willis Group Holdings, and Chicago Mayor Richard M. Daley officially introduced the new name together at a ceremony at the tower that was attended by Chicago business, community and government leaders, the building’s owners and management, and Willis’s Chicago-area Associates.

Opened in 1973 as Sears Tower, the 110-story glass and steel structure remains the tallest building in the Western Hemisphere at 1,450 feet (442 meters). Willis Tower will be one of Willis’s three largest office locations, alongside New York and Lon-

don. The company will occupy more than 140,000 square feet (13,000 square meters) of space in the building when nearly 500 Willis Associates move in this summer from five area offices. Willis plans to add more jobs in their new

Chicago office in the coming years.

“Every member of the Willis family is honored to be associated with such an architectural icon and privileged to call this prestigious business address our new Midwest Region headquarters,” Plumeri said.

“Above all, the naming of Willis Tower is an affirmation of our strong commitment to the great city of Chicago, its people and its future. Willis has been in Chicago since 1885, the same year that William LeBaron Jenney built the Home Insurance Building, the first skyscraper in the world.”

Willis serves clients in some 190 countries through its team of some 20,000 Associates worldwide, including those in their Tennessee offices of Knoxville, Memphis martin frazer /flickr and Nashville. u

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The Tennessee Insuror

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Johns Wins TN CSR of the Year Now in the Running For National Award

Stephanie Johns 2009 TN CSRoY

Each year, a group of exceptional insurance professionals are chosen by The National Alliance for Insurance Education & Research to represent their states and compete to become the National Outstanding CSR of the Year. This award, regarded as the foremost national award of its kind, recognizes the contributions and commitment of customer service representatives within the insurance community.

To qualify for the top state honor, the 2009 candidates submitted an essay based on the following topic: “Many in the insurance world believe that ‘the price of insurance becomes more important to the client in the absence of value.’ What are five ways a CSR can add value to the insurance-client relationship?”

Additionally, entrants must have demonstrated commendable service to their agencies, their industry and their community.

The only eligibility requirement for this award is that the candiclik date must be an insurance customer service representative, or have primary responsibility for insurance customer service related duties.

This year’s Tennessee winner is Stephanie Johns, CISR, from Lipscomb & Pitts Insurance in Memphis. Stephanie is a Program and Sales Director for the agency’s franchise program, which has over 700 clients nationwide, including many ServiceMaster locations.

She has worked at the agency for over 7 years and currently lives in Germantown with her husband and two young children.

“The Outstanding CSR of the Year Award is an opportunity to recognize exceptional customer service representatives across the nation,” said Danielle Janecka, vice president of The National Alliance. “Our state winners demonstrated through their essays how well they understand that the most important value they can add is to deliver great service to their customers.”

Each state winner receives a framed certificate and is eligible to compete for the national honor, which carries a $2,000 cash award, a gold and diamond pin, $1,000 cash award for the nominator, and a scholarship for the recipient’s employer to any projust gram offered by The National Alliance. Additionally, the name of the Outstanding CSR of the Year is inscribed on a sculpture permanently displayed at the national headquarters of The National Alliance for Insurance Education & Research in Austin, Texas. u

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The Tennessee Insuror

From Your President Ten “E”s Are Better Than One

Each year, the volunteers and staff of Insurors put together what I feel are some of the best events available for independent insurance agents. The centerpiece of those events is our annual convention. If you don’t already know, this year will mark the 116th Annual Convention. That’s a lot of conventions, and while I certainly have not been to the majority of those, the ones I have attended were excellent. From informative speakers to great entertainment, the convention has always been a fun and productive event for me.

I am Extra Excited about this year’s convention, and not just because it takes place during my presidency. In fact, I’m so Excited about the great things in place for our 2009 event, I have put together a list of my top ten “E” reasons to attend the convention that I want to share with you:

#10 - Environment The convention is coming back to Memphis, a place I called home for a few years, and a beautiful and historic host location in The Peabody Hotel. I recently stayed at The Peabody again, and I still feel it is one of the finest hotels in all of the South. I think you’ll love the setting for this year’s schedule.

#9 - Entertainment

#7 - Expression Have an opinion on an issue concerning our industry? Want some answers on what is going on in Tennessee or U.S. insurance politics? Concerned about healthcare reform? There’s no better place to express your thoughts and find out answers than at the Insurors convention.

#6 - Explanations If you are like me, sometimes you need some answers on a policy question, need technical advice or just want more information on a subject like the new Workers’ Comp law. All the explanations you need are waiting for you at this event.

#5 - Elbow Rubbing It never hurts to have friends in the industry.

Whether it is a company rep who can help you land business, or a fellow agent who can help you with their experience, you’ll meet them at the Insurors convention. If nothing else, getting to know Insurors staff members like Chuck Bidek and Ashley Arnold will give you access to some great advice!

#4 - Elocutionists

It seems like every year we have a great musical act performing for us at our convention, and this year is no exception. The Blues Other Brothers may be a tribute band, but they bring their own originality to their act, and I don’t think you’ll be able to sit still once their 14-piece ensemble starts playing.

I got a little fancy on this one, but the gist of it is simple. If you want to hear speakers that have something pertinent to say to our industry, this is the place to do it. From industry overviews presented by incoming Big “I” President J. David Daniel to fun and informative talk from former U.T. Quarterback and current U.S. Congressman Heath Shuler, there is something for everyone.

#8 - Extracurriculars

#3 - Exhibits

As if the regular activities weren’t enough, there are even more opportunities for you to enjoy the convention this year, like golf at the beautiful Chickasaw Country Club and an already popular pick, the Viking Cooking School. But get in fast as these opportunities are going quick and you don’t want to miss out.

If an agent ever asks me, “Give me one good reason to spend the time and money to come to the convention,” my answer is simple, the exhibits. As independent agencies one of our lifelines is our company partners, and you never know when having a new partner might come in handy. Even if your not looking to add a com-

“ . . . t h e co nve n t i o n has always been a fun and productive event for me.”

Walt Bradshaw, J.D. 21

TENNESSEE MANAGEMENT & UNDERWRITING TEAM (Top Left to Right): JOE RICIGLIANO, CPCU – Transportation, JANET PHILLIPS, CIC – Personal Lines, GARY COOPER, CPCU – Brokerage, JIM ROE, CPCU – President, JULIE RANKIN, AU – Personal Lines, JIM EADES, CPCU – Medical & Professional Liability, Brokerage, Workers Compensation (Bottom Left to Right): DAVE TOOMBS, ASLI – Commercial Lines, DONNA PAINE, CIC – Personal Lines, SHANNON HELM – Commercial Lines, DONNA SCHLIE – Marketing

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The Tennessee Insuror

pany, strengthening the relationship with your current ones is just as important. This is the premier trade show in Tennessee and it is no surprise it sells out year after year.

#2 - Education If you or one of the employees in your agency need to sign up for a CE course, you understand that it is part of doing business.

So why not get in four education courses (currently filed for CE) while attending the convention? I hope you checked out the new offerings on page 15 of this issue, because I think there is some very beneficial education scheduled for this year.

#1 - Efficiency Not only do you get numbers 10 through 2 at a great price when your register for the convention, but all of this is within driving distance of your agency, AND, with the Saturday through Tuesday morning schedule, you’re only missing a day and a half to two days of office time!

Even more...

So you’ve read my 10 reasons to attend, now here is one more.

Agents who register for the convention can bring one more licensed agent for half price. That’s only $100 for a second full registration! Call the Insurors office for more info or sign up at TAAG ad_12_07 I12/13/07 3:09 PM Page 1 Memphis! u www.insurors.org. look forward to seeing you in

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The 6/3/2009 Tennessee Insuror 9:27:33 AM

From Your CEO A Numbers Game?

Take a look at these insurance statistics from 2008. This is a good illustration of the state of the insurance industry in Tennessee.

Tennessee Commercial P & C chart 4

6%

Tennessee Life & Health vs. P & C

2%

14%

chart 1

25%

16% 18% 44%

19% workers’ comp liability other cmp commercial auto medical malpractice fidelity & surety

56%

life & health property & casualty

Tennessee Commercial Lines

Tennessee Life & Health

chart 5

chart 2

20% 30% 80%

45% 25%

independent agents others

annuity life a& h

Tennessee Property & Casualty

Tennessee Personal Lines P & C

chart 3

chart 6

1%

4%

2%

6%

6% 7%

“This is a good illustration of the state of the insurance industr y in Te nn ess e e.”

35%

30%

8%

64% 9% 11%

17% pp auto ho & fo workers’ comp other liability cmp commercial auto fire & allied lines medical malpractice fidelity & surety

pp auto ho & fo fire & allied lines

Chuck Bidek, CPCU 25

Tennessee Personal Lines chart 7

30% 70%

others independent agents

2008 Tennessee Premiums Other liability 602,405,942 3.3% Products liability 33,502,687 0.2% Private passenger auto no-fault 2,811,810 0.0% Other pp auto liability 1,518,975,154 8.3% Commercial auto no-fault 42,280 0.0% Other commercial auto liability 347,616,393 1.9% PP auto physical damage 1,238,626,994 6.8% Comm. auto physical damage 143,785,706 0.8% Aircraft (all perils) 36,461,104 0.2% Fidelity 16,834,250 0.1% Surety 77,605,458 0.4% Burglary and theft 2,683,760 0.0% Boiler and machinery 18,172,444 0.1% Credit 44,858,619 0.3% Warranty 36,608,155 0.2% Fire 166,948,073 0.9% Allied lines 100,506,566 0.6% Multiple peril crop 86,742,506 0.5% Federal flood 13,607,329 0.1% Farmowners multiple peril 103,605,927 0.6% Homeowners multiple peril 1,217,256,716 6.7% Comm. mult. peril (non-liability) 379,805,899 2.1% Comm. mult. peril (liability) 187,200,672 1.0% Mortgage guaranty 116,848,881 0.7% Ocean marine 46,960,036 0.3% Inland marine 263,332,234 1.5% Financial guaranty 14,044,568 0.0% Medical malpractice 200,117,291 1.1% Earthquake 51,411,714 0.3% Group accident and health 60,500,990 0.3% Credit A&H (group and individual) 8,464,049 0.1% Collectively renewable A&H 12,537 0.0% Guaranteed renewable A&H 24,282,572 0.1% Non-renewable for stated reasons 3,945,279 0.0% Other accident only 617,547 0.0% All other A&H 3,240,891 0.0% Workersâ&#x20AC;&#x2122; compensation 878,887,127 4.8% Life Premiums 2,527,902,842 13.8% Annuity Considerations 4,582,673,663 25.1% A&H Direct Premiums Written 3,053,607,103 16.7% Total All Lines 18,240,028,313 100.0% u 26

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The Tennessee Insuror

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The Tennessee Insuror

27

, DON, T THANK US,

Agents and policyholders alike can share in the credit for this year’s $3 million dividend— you both helped make it possible. Because safety is one of your top priorities, it’s reflected in our bottom line. At Builders Mutual, we don’t just ask policyholders to work safely—we give them the tools to make it happen. And we appreciate our agents stressing the importance of efforts such as Fall Protection Certification, Builders University, our Risk Management CD—even on-site risk management consulting. With your help, Builders Mutual has been able to reward over $44 million in dividends to date. At a moment like this, aren’t you glad you’re with Builders Mutual?

28

P.O. Box 150005 Raleigh, NC 27624-0005 (800) 809-4859 | www.buildersmutual.com

0192-0109-04

YOU VE EARNED IT.

The Tennessee Insuror

are you prepared for the road ahead?

Education Calendar

The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialities 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.

Registration is fast and easy at www.insurors.org. More information about each class can also be found online.

CISR 8/11 8/12 8/13 9/15 9/16 9/17

Fee: $165

Dynamics of Service Dynamics of Service Dynamics of Service Agency Operations Agency Operations Agency Operations

CIC 8/19-21 9/23-25 11/16-18

Fee: $399

10/25 10/26

CE: 8

Johnson City Knoxville Chattanooga Memphis Jackson Nashville

Nashville Nashville Nashville

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.

William T. Hold 9/15 10/27

Hold Seminar (CISRs Only) Hold Seminar (CISRs Only)

CRM

Fee: $420

7/29-8/1

Control of Risk

Fee: $145

Nashville Memphis

Young Agent Sales School ($375)

Workersâ&#x20AC;&#x2122; Comp 10/25

Work Comp PC1041 Seminar

Memphis @ Conv.

Online Courses (www.iiaba.net/vu) Environmental Strategist Course and CE: 6 and Designation (eS) Ethics for Insurance Professionals CE: 3 How to Calc. Business Income in 5 Min. CE: 3 National Flood Insurance Program CE: 6 New Employee Training Course CE: 9 The Ultimate Car Rental Course CE: 6 Workersâ&#x20AC;&#x2122; Compensation Exp. Rating CE: 4 Risk Assessment How Do You Spell Personal Umbrella?

CE: * Excluded or Included CE: * Commercial Crime CE: * Business Interruption and the CE: * Financial Statement CE: * E&O Exposures for Trucking Accounts CE: * Agency Staff Diagnostic CE: 0 Presentation Skills CE: 0

Nashville

Sales 8/5

Memphis @ Conv.

Memphis @ Conv.

Available from IIABA Virtual University. Member pricing shown.

CE: 24

Personal Lines Institute Life & Health Institute Ruble Graduate Seminar

Avoiding the Price Driven Sale Building a Sales Driven Culture

Nashville

$175 $75 $50 $80 $100 $80 $60 $* $* $* $* $* $* FREE FREE

*check VU site for current information on CE and pricing

Available from The National Alliance

(www.scic.com)

Legal & Ethical Requirments of Insurance Insuring Flood Exposures - NFIP Review CISR Online Courses Homeowner Property Endorsements Spoilage, Utilities, and Ordinance or Law

CE: 4 CE: 4 CE: 8 CE: 4 CE: 4

$75 $75 $149 $75 $75

Register Online at www.insurors.org

Indicates course is presented by The National Alliance. Register for these courses at www.thenationalalliance.com 29

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For more about how Grange can help you help your customers contact: Melinda Beisel at 1-770-823-0820 or beiselm@grangeinsurance.com.

grangeinsurance.com 30 GM-0209-Recrt Hoop 8_5x11 4c.indd 1

The Tennessee Insuror

3/16/09 4:12 PM

Government and Legal Affairs Inside the Beltway

After a full day of discussion with staffers, members and other agents who met with “inside the beltway” types I came back thinking how the beltway can affect thinking. Here are a few examples, in no particular order, of how our view of the world might differ from some of the beltway residents when it comes to the healthcare debate:

Op-Ed by Chuck Bidek, CPCU, CEO of Insurors of Tennessee The limited access highway that surrounds our nation’s Capitol is affectionately known as The Beltway. Although all it does is ring a major metropolitan area like so many highways do in our major cities, this one must be magical as it seems to effect how some humans living and working inside the roadway tend to see things differently than people outside this artificial line of demarcation.

• • •

Recently I attended the Agent Broker Fly-in, a gathering in D.C. regarding health insurance, organized jointly by four major producer associations, IIABA (Big “I”), NAIFA, CIAB, and NAHU. I was proud of our National Association (IIABA) being not just a participant or sponsor but the leader in making this important event happen. It was originally planned for about 400 agents and brokers to attend from around the country. The final number ended up with nearly 1,100 taking their time and money to make the comments and thoughts of insurance agents known.

Over 20 agents from the Volunteer state participated and visited members of the Tennessee delegation.

• • • •

Health insurance is not really sold. It is just a matter of handing prospective insureds a form to fill out Commissions for Health Insurance range in the area between 15-40% Non-profit organizations might be the necessary vehicle to deliver health insurance as this is not a product that should contain a profit motive A major problem of the cost of health is exorbitant insurance CEO salaries There is virtually no agent service work after the sale of product If there is any service work it can be handled by insureds on their home computers For the very few Americans who are not computer literate, they could visit their local Social Security office to get any assistance they might need

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• • • • • • • • • •

People can pay their premiums on time Customers are paying the full amount when they are billed No checks are ever returned for insufficient funds Vouchers for those too poor to purchase insurance will arrive at their correct address on time to be sent in lieu of their payment All those who can pay will be repaid through a tax credit in spite of fact that many people have no tax liability The so called “public plan” is necessary to keep the insurance company honest With the government paying slightly over Medicare reimbursement rates, this will have no cost shifting to private insurance plans All doctors and hospitals support this concept; only insurance people have a problem with it Insurance costs are the reason for the high cost of medical care A federal solution is the only way to go

If you feel different on a substantial number of statements, I hope you will feel motivated to contact your member of Congress!

2009 Tennessee Legislative Wrap Up As the 106th General Assembly came to an end, one of the most memorable events may have been watching the drama unfold as the House Democrats elected a Republican, Kent Williams (R-Elizabethton) as the new Speaker of the House.

However, as the budget debate heated up along with the summer temperature, the legislature pushed through some laws that are of interest to insurance producers and companies.

PC0469 – Uniform Debt Management Services Act This new law requires debt management service providers to register with the state under the Director of Consumer Affairs in the Department of Commerce and Insurance. The law requires debt service providers to have insurance coverage of at least $250,000.

PC0183 – Assigned Risk Plan This new law establishes the Tennessee Automobile Insurance Plan. Sound familiar? The legislature wrote the existing auto assigned risk plan into law in order to prevent substantive changes from the current structure.

PC0217 – Trade Association agreements with Pool Participants This new law allows a pool to transfer the program into a program with a licensed carrier.

PC0383 – Information Concerning Insurer’s Market Conduct This new law requires insurance companies to file annual statements of market conduct with the Department of Commerce and Insurance.

32

PC0201 – Prohibits Texting While Driving The law imposes a $50 fine for reading or writing text messages while the vehicle is in motion. The new law went into effect on July 1, 2009. The action would be considered a nonmoving traffic violation, which means no points would be added to a person’s driving record.

PC0441 – Liability Insurance for Motor Vehicles This new law amends the existing financial responsibility law to clarify the requirement that a traffic citation received for failure to have and present proof of financial responsibility may not be dismissed at the time of hearing upon proof that the insurance has been obtained between the date of the citation and the court date. The citation may still be dismissed if the court is satisfied that the insurance was in effect at the time of the violation.

PC0370 – Proof of Compliance with Financial Responsibility Laws This law requires that law enforcement officers obtain proof of compliance with financial responsibility laws upon charging person with any motor vehicle violation, rather than only with moving violations.

PC0486 – Worker’s Compensation – Overstreet Law In response to the Overstreet case decided by the Tennessee Supreme Court last year, the legislature passed this bill that provides specific procedures for obtaining medical information from authorized treating medical providers. The new law clarifies that there is no covenant of confidentiality or prohibition against communications with authorized treating medical providers if guidelines/procedures are followed. This applies to communications with authorized treating medical providers concerning medical records and information made on or after July 1, 2009. A detailed summary may be found on the Department’s website at www.tn.gov/labor-wfd/wcomp. html.

PC0178 – Life and Health Guaranty Association The legislature increased the liability limit for life and health insurance policies and annuity contracts through the guaranty association from $100,000 to $250,000.

PC0407 – Worker’s Compensation – Recreational Activities This new law excludes from workers’ compensation injuries those that occur during recreational activities that are not required by the employer, and do not directly benefit the employer. Workers’ compensation injuries that are covered under workers’ compensation include those that occur where participation: 1. was expressly or impliedly required by the employer; or 2. produced a direct benefit to the employer beyond improvement in employee 3. health and morale; or 4. was during work hours and was part of the employee’s work duties; or 5. occurred due to unsafe conditions the employer had The Tennessee Insuror

knowledge of and failed to curtail or cure the unsafe condition.

This Act became effective June 11, 2009.

PC0526 – Worker’s Compensation – Undocumented Workers This new law addresses the inequity that occurred when an illegal worker is injured while working in Tennessee.

Under the new law if an employer hired an illegal worker unknowingly, and the employer complied in good faith with the employment eligibility and identity verification requirements of federal law when the employee was hired, then the illegal worker’s benefits will be capped at one and one-half (1 ½ ) times the medical impairment rating.

However, if the employer had actual knowledge of the unauthorized status of the employee at the time of hire or injury, then the injured employee may be awarded a sum of up to five (5) times the medical impairment rating. The first one and one-half (1 ½) is covered by insurance and paid to the worker, but the re-

maining award (up to three and one-half 3 ½) shall be paid by the employer. The difference shall be paid to the uninsured employer’s fund, not the injured worker.

must have workers’ compensation insurance on all of their workers AND on themselves. This Act will become effective on December 31, 2009.

PC0373 – Guaranty Fund for Employers that Self-Insure This new law allows the Department of Commerce and Insurance to establish a guaranty fund for employers who self insure. If the fund becomes inadequate to make payments, the law provides that participating employers shall be assessed to pay claims and replenish the fund.

Bills to Keep An Eye on in 2010:

REMINDER OF REQUIREMENT FOR CONSTRUCTION INDUSTRY TO CARRY WORKERS’ COMPENSATION INSURANCE PC1041 of the Public Acts of 2008 Clarifies that unless you are a sole proprietor or partner (with no employees) getting paid directly by the property owner, any employer in the contracting group designated by the National Council of Compensation Insurance (NCCI)

SB0273 (Ketron); HB0381 (Sargent) – Producer Bill of Rights This bill remains in the legislature to be taken up by next year’s General Assembly. The bill addresses how investigations should be handled by the Department and allows producers to discover details of complaints that are made against them. Further, it would require the Department to provide notice when an investigation is closed. Insurors will be working closely with the Department on this bill during this summer and we will be sure to keep you updated on its status.

To read the full text of any or all of these laws, visit the Tennessee Department of State website at http://tennessee.gov/ sos/acts/ and search for the Act by its chapter number. u

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Thank You, Agent Partners!

In A.M. Best’s recently released market share report, Accident Fund is now ranked the 10th largest writer of workers compensation in the country — just five years after ranking 20th!

TOP

Since we began our national expansion in 2000, our goal has never been to become the biggest workers compensation insurer.

However, we take pride in this ranking because we’ve achieved it by remaining true to our business model — delivering franchise value and partnering with you to provide superior service and value for our policyholders.

Thank you for your partnership in driving our success! w 34

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The Tennessee Insuror

Association Update

Smith-Berclair Insurance in Big “I” Markets Race

Insurors Members Named to Big “I” Committees

Smith-Berclair Insurance in Memphis has moved into 5th place in the national race for most premium written through Big “I” Markets in 2009. In the standings updated for June, the agency had written over $34,000 in premium, thanks in large part to a major homeowners policy written by Fireman’s Fund.

Once again, several Insurors members have been named to serve on national committees for the Big “I”.

Swallows Insurance Honored With Accident Fund President’s Club Award Accident Fund Insurance Company of America has announced the Swallows Insurance Agency in Livingston as one of 27 recipients of its 2008 President’s Club Award.

The award is presented annually to a select number of independent agencies that work with Accident Fund and its subsidiaries. Selected agencies were evaluated on performance based on volume and profitability goals for the previous year.

Only about 3 percent of the nearly 800 independent agencies eligible were recognized as 2008 President’s Club winners.

Norris Receives CISR Scholarship April Norris of Burke, Powers & Harty in Bristol has been named as a 2009 recipient of a National Alliance Certified Insurance Service Representative (CISR) scholarship. The award was presented at the 68th Annual Convention of the National Association of Insurance Women (NAIW) held in New Orleans. April has been with the agency for almost a year since coming over in September of 2008 from Allstate in Charlotte, NC.

First, Insurors CEO Chuck Bidek was named to the IIAA Agency Administrative Services, Inc., Board of Directors, which assists in the Big “I” in the promotion and development of all forprofit programs such as E&O coverage and RLI PUPs. Clay Jackson, of BB&T - Cooper, Love, Jackson, Thornton & Harwell in Nashville, was again appointed to the Agents & Brokers Roundtable, which helps the Big “I” receive feedback and opinions from agents on industry-related matters.

And finally, Insurors State National Director Davis Porch, of Porch-Stribling-Webb in Waverly, was appointed for another term on the Government Affairs Committee, which contributes input to the Big “I” on insurance related legislation. u

Each scholarship grants full tuition to one program conducted

by The National Alliance for Insurance Education & Research.

It will allow April to begin her path to receiving the CISR designation. Danielle D. Janecka, Vice President of The National Alliance, and Theresa Scott, Regional Relationship Manager, made the presentations. “The National Alliance has partnered with NAIW to award these scholarships to deserving NAIW members,” Janecka said. “The recipients are all actively involved and committed to advanced education.”

T. Bowles Insurance Services Gets New Office On August 1st, T. Bowles Insurance Services moved into a new office in The First Avenue Professional Building in Lewisburg.

Tommy Bowles, Agency Principal, said of the move, “This will bring us closer to the Downtown area, hopefully increasing foot traffic and giving us more of a presence,” he also felt that the other professional services in the adjoining office spaces would, “give us more complimentary business.”

The Tennessee Insuror

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The Tennessee Insuror

Broker Spotlight

Southern Cross Underwriters Southern Cross Underwriters (SCU) is a leading Managing General Agency with 21 offices in the United States. Focusing on mainly small to middle market accounts, SCU has, over time, developed strong experience, relationships, and expertise, and holds three key components to its continuing success over the years.

Three Keys to Success First, years of working closely with markets and independent retailers has delivered the knowledge and experience necessary to anticipate market trends and handle virtually any problem account. Strong influence and reputation in the industry allows SCU to represent agents clients’ needs well.

Second, SCU has built and maintained key relationships with contacts across the insurance industry, allowing underwriters to place or write the correct coverage with the right carrier.

Third, SCU has developed expertise in various specialty coverages through in-house binding authorities. Agents and their clients will benefit from the extensive knowledge of the marketplace

The Tennessee Insuror

Southern Cross Underwriters Experience • Relationships • Expertise

and specialty accounts. These programs encompass property and casualty coverages including coastal homeowners, marine insurance, and high value homeowners coverage. SCU’s recent acquisition of TAPCO Underwriters further solidifies their market breadth by greatly expanding their markets for handling hundreds of simple binding authority classes such as vacant property, artisan contractors, lessor’s risk only, and many more. Look for more info soon on the TAPCO division of Southern Cross Underwriters.

Local Presence The Southern Cross Nashville office has over 100 years of experience and can meet virtually all E&S needs through access to 9 Contract Markets and several Brokerage Facilities. The Nashville office’s level of service is ranked among the highest in the industry, writing Commercial Lines, Personal Lines, and Transportation – including many classes of business such as Garage and Dealers, Special Events, Directors & Officers, and Vacant Dwellings. Come see for yourself the ease and convenience of doing business with Southern Cross, and call (800) 347-8373 to speak with an Underwriter today. Visit Southern Cross on the web at www.scui.com or www.scui.com/nashville. u

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Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas.

Westport is a member of the Swiss Re group of companies and is licensed in all 50 states and the District of Columbia. ©2008 Swiss Re

38

The Tennessee Insuror

Company Spotlight

ACUITY

You certainly don’t need to be told what the challenges faced by independent agents are—you see them firsthand every day. As if market-driven commercial lines premium declines of recent years weren’t enough, the struggling economy has applied more downward pressure as receipts and payrolls decline. At the same time, your personal lines insureds are constantly bombarded with advertisements from direct writers basically asking them to, “name their price.”

Additionally, struggles and failures at high-profile insurers highlight the need to do business with a carrier that has demonstrated the strength and stability to keep its commitments over the long haul. Yet in an ultra-competitive market, you also need a company that has the technology and staff in place to make placing and servicing business the easiest it can be.

“Tennessee agents need a company that is committed to the state and to the independent agency system. A company that has proven its ability to protect and enhance the well-being of the individuals, families, and businesses it insures. ACUITY is that company,” says Ben Salzmann, President and CEO of ACUITY.

So, Who is ACUITY? Founded in 1925, ACUITY operates in eighteen states, writes over $800 million in premium, and manages over $2 billion in assets. They were named a Profit Champion and selected to the inaugural “Profit Hall of Fame” by The National Underwriter. Rated A+ by both A.M. Best and Standard & Poor’s, ACUITY is also one of the top 100 P&C insurers in the country based on size. They have also been named by Ward Financial Group for ten straight years as one of the top 50 best-run insurers nationwide.

The Tennessee Insuror

ACUITY’s business objective in Tennessee has always been clear. “We want to be the ‘go-to’ company for the kind of business we target,” says Wally Waldhart, ACUITY’s Vice President - Sales and Communications, “We want to write a broad mix of business that, on the personal lines side, includes a significant portion of package accounts and, on the commercial lines side, encompasses a range of account classes and sizes.”

What Can ACUITY Offer for My Agency?

ACUITY offers a wide array of monoline and package policies in both personal and commercial lines, as well as many valuable and unique coverage enhancement endorsements. ACUITY is also a market for good risks in tough classes that other companies won’t write, and they balance competitive pricing with underwriting discipline.

ACUITY is also a proven leader in easeof-business technology that agents use to power their agencies and serve their customers. They offer a comprehensive suite of Internet-delivered systems that includes not just real-time quote and application in both personal and commercial lines, but actual policy delivery within minutes. ACUITY is also a leader in interfacing with third party agency management technology and comparative raters. It’s no wonder they lead the industry as the carrier that has received the most technology leadership awards from ACORD in history.

Down to Business No talking lizards, angry cavemen, or goofy storeclerks: just an unmatched commitment to independent agents that’s been proven for more than 80 years. Visit www.acuity.com for more information today! u

Tennessee Contact Greg Davis Tennessee Territory Director greg.davis@acuity.com 615.591.8444 ACUITY, headquartered in Sheboygan, Wisconsin, is a property and casualty insurer that operates in eighteen states, writes $800 million in premium through over 900 independent agencies, manages $2 billion in assets and employs 850 people.

• • • •

• •

• •

Rated A+ by A.M. Best and Standard & Poor’s Named to the Ward Financial Group Top 50 list of the Best Run Insurance Companies in the Nation for the last ten consecutive years Selected in 2004 as the Best MidSized Company to Work for in America by the Great Place to Work Institute and named seven times to the Institute’s Best Companies lists, including being the only company in the nation to be ranked in the Top 5 for six consecutive years Listed as the 75th largest insurer in the nation Named as one of the Top 500 Technology Companies in the Nation by InformationWeek for three consecutive years Won more ACORD technology awards than any other carrier in the country the past seven years Over 98% of agents and 95% of policyholders rate our award winning claims service as “very good” or “excellent” 39

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The Tennessee Insuror

Company Briefs

Amerisure Names Mike Carpenter as Loss Control Consultant of the Year Amerisure Mutual Insurance Company recently announced Mike Carpenter as the 2008 Loss Control Consultant of the Year.

Carpenter’s unique ability to understand customers needs, develop action plans and deliver customized services has assisted in establishing Amerisure’s exceptional service brand throughout the Memphis Core Service Center.

Carpenter joined Amerisure in 2002 as a Loss Control Consultant in Memphis. A Senior Loss Control Consultant with Amerisure’s Loss Control Professional Consulting Group, he is part of the service team that services the greater Nashville area.

“Mike brings tremendous value to Amerisure, its Partners for Success® agencies and their customers,” said Dave Galbraith, Amerisure Regional Vice President - Loss Control. “He creates this value through behaviors that exemplify critical Global Dimensions and Guiding Principles. Mike’s open, honest and candid communication style has helped develop outstanding relationships with his agencies and their customers.”

Consultant with Dean Consulting, Inc., a consulting firm that specializes in the insurance industry, Executive Vice President and Chief Financial Officer for London Pacific Life and Annuity Company, Vice President of Agency Compensation, Premium Services and Annuity Administration at American General Life Insurance Company, Controller and Vice President of Agency Services for Sun Insurance Services, Inc., and Assistant and Associate Controller for Financial Reporting at Integon Life Insurance Company.

Grange CEO Urban to Retire in 2010 Grange Insurance announced recently that Phil Urban, president and CEO, will retire in February 2010. Urban will remain with the company in his current position through the transition to a replacement.

Urban joined Grange in 1999. Since that time, the company’s geographic footprint has more than doubled, and revenues have grown from $716 million to $1.35 billion, with more than $2 billion in assets. Urban introduced the company’s Ease of Doing Business® (EODB) concept, a guiding force in the company’s push to enhance products, partnerships as well as technology.

HM IIA IofTN.qxd:Layout 1 1/10/08 3:15 PM Page 1

Carpenter has a Bachelor of Science degree in Occupational Health and Safety from Murray State University in Murray, KY, and holds the Independent Insurance Agent designation. He resides in Franklin.

Builders Mutual Names Boggs as CEO Builders Mutual Insurance Company has announced that John Boggs has been named President and CEO. Boggs is the successor to John Q. Beard who announced his retirement earlier in the year.

“Replacing the excellent leadership provided by John Beard is a formidable task, but we are quite fortunate to have the internal management talent such that our company will continue on sound and steady direction with John Boggs,” stated Rick Judson, Chairman of the Board of Directors. “His overall grasp of the business, sensitivity to policyholders needs and awareness of the unique family culture at Builders Mutual will serve to make him a success.”

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www.harfordmutual.com 800-638-3669 The Harford Mutual Insurance Companies 200 North Main Street • Bel Air, Maryland • 21014-3544

41

Urban worked to positively influence the communities where Grange operates, which has been a company and a personal philosophy for him. His leadership led to the building of the Grange Insurance Audubon Center, which is slated to open this summer in downtown Columbus. He has also overseen the physical expansion of Grange in Columbus with the building of a 240,000 square-foot addition to its corporate headquarters. Other community leadership roles for Urban over the past 10 years include serving as treasurer of the Downtown Development Commission, chair of the United Way Leading Edge campaign, chairman for Experience Columbus and secretarytreasurer of the Columbus Zoo. “I’ve spent most of my career, 29 years, in the insurance industry and I’ve been so lucky to be involved with this great company and its employees and to be able to represent Grange in such a wonderful, vibrant city as Columbus. I couldn’t have had a better group to work with than the folks here at Grange and I’m confident in the success of this company moving forward,” Urban said. “That being said, I’m ready to move on to the next phase in my life.”

Grange Mutual Casualty board chairman Michael V. Parrott said Grange will be looking at internal and external candidates in its search for Urban’s replacement.

Johnson & Johnson Named Among 50 Best Employers to Work for in America Johnson & Johnson has been recognized as one of the top 50 best small and medium companies to work for in America by the Society for Human Resource Management (SHRM) and the Great Place to Work Institute, Inc. (GPTW). Winners were announced this morning at SHRM’s 61st Annual Conference in New Orleans, the largest gathering of HR professionals in the world.

SHRM and GPTW have revealed the nation’s top 25 small and top 25 medium-sized employers for the last six years.

Hundreds of companies across the United States submitted entries in the very detailed and competitive analysis conducted

by GPTW. The rankings are primarily determined from employee opinion surveys that analyze an organization’s workplace culture. Employee-survey responses count for two-thirds of an organization’s score. The evaluation process also includes the assessment of organization practices and perspectives from the leadership team, which accounted for one-third of the group’s score.

Full coverage of the award ceremony and other details are available at www.shrm.org.

Employers Poll Shows Most Business Leaders Kept Up at Night Worrying Nearly two-thirds (65 percent) of small business decision mak42

ers say that worries about their businesses keep them awake at night, according to the Small Business Opinion Poll conducted

by Opinion Research Corporation, commissioned by EMPLOYERS®, America’s small business insurance specialist®. According to the 500 small business decision makers polled across the country, they worry most about the economy, growing and maintaining their business, meeting operating expenses and their business closing.

Small business decision makers also are paying close attention to the federal government’s various stimulus bill packages first geared toward very large financial institutions and more recently the small business stimulus package. More than half (55 percent) of small businesses do not believe the initial stimulus bill included enough provisions to benefit them. Impressions of the government’s latest effort to stimulate small business lending via the Small Business Administration have not yet been quantified.

“America’s small businesses and entrepreneurs will play a more profound role than ever in driving growth in the next economic cycle,” said Douglas Dirks, president and CEO, Employers Holdings, Inc. “They are the job generators and innovators who will lead us out of the recession, and we want to provide them with the tools to succeed in these challenging times. Because we are exclusively focused on serving small businesses, we are well suited to help them run a more effective, profitable business.”

Additional small business decision maker sentiments garnered from the Small Business Opinion Poll include: •

• • • •

Small business decision makers are evenly split on whether the Obama Administration will be a stronger advocate for small businesses than the Bush Administration (47 percent vs. 47 percent, with 6 percent undecided) 72 percent expect their 2009 revenue to stagnate or decline in 2009 81 percent expect to cut costs in some way in 2009 42 percent expect to eliminate or cut back expenses in 2009 21 percent expect to lay off workers in 2009

Columbia Announces Leadership Changes Columbia Insurance Group announced recently that it has made changes within its management team and board of directors. The Columbia-based, 135-year-old, multiline property and casualty company shared the following news: Joe Scallorns has retired as chairman of the board after nearly 24 years of service. Scallorns also served as chairman, president and CEO of Farmers & Traders Bank in California, Mo., until his retirement from those positions in 1998. He is a member of the Base Community Council at Whiteman Air Force Base and serves as a faculty member for the Missouri School of Banking and Missouri School of Lending.

The Tennessee Insuror

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The Tennessee Insuror

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Robert J. Wagner, chief executive officer, has assumed a dual role of board chairman and CEO. Wagner has served on the board since 1985 and began his career at Columbia Insurance Group in 1971 as an administrative assistant. In 1975, he was promoted to vice president of marketing, and in 1982 to executive vice president. In 1987, Wagner was named chief operating officer, and in 1999, he assumed the role of president and CEO. He is a licensed insurance agent and a board member of the Missouri Association of Insurance Agents, and serves as vice chair of the board of directors for REDI, Inc. Gary Thompson, chief operating officer, has been promoted to president from his role as executive vice president and COO. In addition, Thompson has been appointed to the board of directors. He joined Columbia Insurance Group in 1989 as a vice president of reinsurance operations. In 1994, he became a senior vice president and in 2002, he was named COO and executive vice president. He is a board member and immediate past chairman of Job Point, Inc. and past president and board member of the Heart of Missouri United Way. Bob Gerding has been appointed to serve as vice chair and lead

independent director for the board of directors. Gerding has served as a board member since 2000. He is a partner of Gerding, Korte & Chitwood CPAs in Columbia. He serves on the board of directors of Boone County National Bank, as immediate past board chair of Missouri CORE, and is a past chairman of the Columbia Chamber of Commerce.

Gina Boone, vice president and general counsel, has been promoted to corporate secretary. Gina Boone joined Columbia Insurance Group in 2008. Before joining the company, Boone served as assistant vice president and general counsel for a regional property and casualty company in Texas.

ACORD XML Upload A Success for Celina Celina Insurance Company is now receiving ACORD XML upload from its constituency of retail agents. Using a vendor provided product, Uplink™, retail agents can now submit ACORD data directly from their agency management systems for both homeowners and personal auto lines.

The Uplink technology is provided by Celina’s vendor, Appulate, Inc. and gives agents a way to virtually print ACORD forms

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The Tennessee Insuror

2014.

Hover car accident.

2008.

Hybrid car accident.

Hybrid cars? Hover cars? Who knows what lies on the road ahead? At Travelers, we’re working to identify changes in the world and to make sure your customers’ policies stay in-synch. Do your forward-thinking customers want to drive a hybrid car? We help you reward them with a discount. Is your small business client concerned about identity theft? We’ll suggest the latest solutions. Contact Travelers today. After all, the world is evolving. We think insurance should, too. ©2008 The Travelers Companies, Inc. All rights reserved. The Travelers Indemnity Company and its property casualty affiliates. One Tower Square, Hartford, CT 06183 A discount of up to 10 percent applies only to certain coverages. The discount may not be available in all states and is subject to individual eligibility.

The Tennessee Insuror

travelers.com

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directly from their agency management system. The data is then uploaded and converted to ACORD XML so that it can be consumed by Celina’s retail agent portal.

Since the project began in February, many of Celina’s agents have installed and are using Uplink. “The feedback from the agents has been very positive”, said Rob Shoenfelt, Chief Information Officer, Celina Insurance Company. “The technology is really simple to use which is why the agents are embracing it so quickly. Appulate’s prompt service is refreshing and we are glad to have the positive partnership, commented Shoenfelt.”

Uplink can be downloaded directly from Celina’s retail agent portal. The download takes less than 2 minutes and there is no cost to the agent. Additionally, Uplink is compatible with any retail agency management system on the market.

Acuity Confirms Kirkwood as Board Member Rhonda Kirkwood has been named to ACUITY’s Board of Directors. Kirkwood is principal of Kirkwood Consulting, Inc. in Milwaukee and brings her experience as both a corporate leader and entrepreneur to ACUITY’s Board.

“Rhonda’s personal drive combined with her diverse business background, management consulting expertise, and experience in sales and customer service will be an asset to ACUITY’s Board of Directors,” says Ben Salzmann, ACUITY President and CEO. Kirkwood began her career in sales and marketing after attending UW-Milwaukee. Over the course of her career, she has served in numerous executive leadership positions at companies such as Cleaver-Brooks, Bader-Rutter, and HB Performance Systems and on several corporate and community boards. In 2001, Kirkwood was named General Manager and Vice President of the Hayes Bicycle Group, where she worked until forming her consulting business in 2008.

using ACORD data standards to provide information to their agents in a timely and consistent manner. Accident Fund implemented a system that focuses on providing agents simple solutions for doing business and exchanging information. With this technology, agents have the tools they need to successfully manage their business and enhance their service to policyholders. As such, the association recognized Accident Fund’s efforts with this prestigious distinction.

The Real Time and Download Implementations, Multiple Trading Partners Award is bestowed on those companies having a large volume of agents using real-time and download functionality, along with a variety of agency-management systems.

For Accident Fund, this award means that their real-time efforts are not going unnoticed as their Web Services team works to provide the highest level of efficiency possible for our agent partners. This marks the third year that Accident Fund has been recognized at this ceremony for Web development efforts.

Lehman Joins Insurance Group of Tennessee W. Brad Lehman has joined the staff of Insurance Group of Tennessee in Dickson as a new partner and principal of the company.

Lehman new responsibilities will include helping promote the company’s line of Fireman’s Fund “Prestige” homeowners products to independent agencies throughout the state. u                

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“I am honored and excited to be working with a fantastic organization like ACUITY,” Kirkwood says. “ACUITY has a culture that is built around the same business values and principles that I strongly believe in —teamwork, superlative customer service, and an empowered, engaged workforce.”

Accident Fund Honored With ACORD Awards Accident Fund Insurance Company of America was recently honored at the ACORD LOMA Insurance Systems Forum at Walt Disney World in Orlando, Fla. Accident Fund received two prestigious awards recognizing them for implementing innovative technology solutions for interfacing with their customers and for adhering to insurance industry standards.

The ACORD User Group Information Exchange (AUGIE) Download Award recognizes organizations who are finding success 46

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      

The Tennessee Insuror

‘Real-time functionality is the great equalizer.’

Bob Slocum President Slocum Insurance Agency Warwick, R.I.

“Regardless of your agency’s size or location,

with Real

Time you’ll experience the same types of savings the largest agents and brokers see.

“Real Time is not going to company Web sites and re-keying information.

When I explained the new way to my staff, some felt they could do it faster their own way. But real-time processes blow old methods away by 50% or more.”

Experience the power of Real Time.

Start at getrealtime.org.

This message brought to you by the Real-Time/Download Campaign, which is dedicated to improving the competitiveness of the independent agency distribution channel. Participants include independent agencies and brokers, carriers, technology providers, user groups, and agent and industry associations.

The Tennessee Insuror

47

PAC Contributors: Is Your Agency All-in?

One of the reasons our Association has the ability to have an impact in our State government is our Association’s Political Action Committee, InsurPACTN. Without InsurPACTN and the hard work of our lobbyists, we would be unable to affect the changes we seek, or defend against unwanted legislation.

InsurPACTN only supports candidates for the Tennessee General Assembly and State Governors Races. Federal Congressional races are supported by Big “I”’s PAC which we refer to as InsurPAC-National. Both PAC’s are critical to the government affairs efforts of Insurors and Big “I”. However, this article concerns only the State of Tennessee PAC. Here is a list of the current contributors to InsurPACTN for 2009 (list accurate as of July 22nd): • • • • • • • • • • • • • • • • • • • • • • • • • • • • 48

A Plus Insurance Agency, LLC Allen Insurance Group, LLC Allen Green April Norris Barbara Hunt Bob Markus Bobby Sain Brad Smith Bradley Insurance Agency Bruce Robins Busch H. Thoma C. D. Reese Catherine Felty Chip Hoover Chris Allison Darlene Trent Dave Bratcher David Williams Davis Porch, III Dixie Smith Insurance Agency Eddie Gibbons Edward E. Miller, III Edward Kaiser Faye Ashley Fred L. Davis Insurance Agency Gina DeLoatch Gregory Allison Guess Insurance Agency

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

Gwen Spann Hatchett Insurance Agency J. Alan Johnson Jack Ray Agency James Allison James C. Ward, III Jimmy Alsup Jimmy Palmer John Evans John McInturff, III John W. McInturff, Jr. Johnny Griffin Johnny Thompson Joseph Madden III Lipscomb & Pitts Insurance Malcolm Sims Mark Harris Maurice Pinson Michael Ford Michael Winn Miley & Tansil Insurance Services Mitch Rader MSC Insurance Agency, LLC OccuSure Work Comp Specialists O’Kain & Clark Insurance Agency Parker & Watts Insurance Agency Paula Long R. Donald Scott Richard Powell Richard S. Hollis, Jr. Robert C. Garrett Robert F. McIntire Jr. Roger Smith Rush Powers Scott Ferguson Sommet Insurance & Risk Mngmt.

Stephen Bryant Stephen DeBell Stephen Smith Stephen T. Koella Steve Oseman Thomas Zerfoss Timothy Lee Timothy J. Witt Tom Jennings Townsend-Evans Insurance Tracy H. Lomax Walt Bradshaw White & Associates/First Citizens Ins William Oldham

FirstComp Insurance Company, the long term solution for your agency FirstComp Insurance Company strives to provide superior customer service to all of our agencies and policyholders.

Currently, FirstComp is targeting Tennessee accounts

up to $25,000 in premium!

FirstComp Insurance Company was recognized as National Underwriter’s most profitable commercial lines insurer in the nation in 2007.

Questions? Contact Tennessee Sales Manager Spencer Dillon (865) 604-5552 sdillion@firstcomp.com

®

FirstComp is a trademark of Aspen Holdings, Inc. used under license by its affiliates including but not limited to those doing business as FirstComp Insurance Company, FirstComp Underwriters Group, Inc., FirstComp Group Inc., FirstComp Group, FirstComp Insurance Agency, Inc., FirstComp Insurance Services of Nebraska, Pinebrook Insurance Group, Inc., Pinebrook Insurance Agency and Rex, Inc. d/b/a Risk Exchange Insurance Agency.

FC1119(0709)_TN

The Tennessee Insuror

So far, this year’s campaign has given us a fund of just over $29,000.

Why it Matters Now The November 2010 elections may seem like light years away, but now is the time to support those candidates for the Tennessee General Assembly that can make a difference on important issues facing the independent agency system and your agency. In 2010, we will have a new Governor, as well as a new Commissioner of Commerce and Insurance. The Republicans hold a tenuous 1 vote margin in the House and a 3 vote margin in the Senate. Our PAC has already received over $30,000 in contribution requests since the June recess.

We need your help. Successful government affairs actions are based on three important principles: 1. Grassroots support –know your legislators personally; 2. Experienced and respected lobbyists; 3. Political Action Committees – which must be well funded to assist those folks who can understand and support our issues Through a contribution, your name will join the list of those members who have already supported the PAC in 2009.

Going All-in Last year we began the “All-in” campaign. The premise is simple; we are asking each Agency member of the association to send a check to InsurPACTN equal to $50 per agency employee. If every agency went All-in, the PAC would be able to adequately support the Representatives and Senators who help us the most. We are asking you to consider doing just that. We believe that $50 per employee is a small price to pay to continue supporting our efforts in State government.

This year at the convention those illustrious members of the All-in program will be recognized by receiving special ribbons and at a ceremony during our Annual Meeting.

There is Still Time to Help If your agency is a sole proprietorship, partnership, or an LLC you can contribute to InsurPACTN with a company check. Corporations cannot legally do so in Tennessee. The same rules apply to the credit card contributions we accept. To contribute send your check to: InsurPAC Tennessee P.O. Box 120539 Nashville, TN 37212-0539 Visit www.insurors.org for more info. u

Tennessee Agents: We Want Your Business!

In return, we offer: � Competitive pricing and flexible payment options. � A variety of easy ways to get a quote. � Fast turnaround; small business quotes receive same day (often same hour) responses. � Good income potential. � Superior services, particularly in the area of claims. � Stability during good times AND bad.

To learn more, visit www.guard.com/apply OR call 1-800-673-2465, ext. 4567.

The Tennessee Insuror

A- “Excellent” A.M. Best Rating

49

More reasons for individuals to smile

Tennessee’s best dental plan is now available for individuals and families!

151 05/09

• Exclusive plan for Tennessee residents • Access to the nation’s largest PPO network, including 67,000 dentists nationwide • Affordable rates starting at $31.22 • Exceptional service for you as well as your clients

• No balance billing when visiting a participating provider • Rich benefit offering, including coverage of implants • Value-added benefits include discounts on prescription drugs, vision and hearing care

We do dental. Better.

For more information contact Darlene at (800) 223-3104 ext. 209 Or visit us at www.DeltaDentalTn.com Brochures available in English and Spanish 50

The Tennessee Insuror

Meetings

Still Plenty Left for 2009 Chattanooga Local Board Golf Tournament

CPCU to Hold Annual Meeting and Seminars

The Insurors of Chattanooga have scheduled their annual golf tournament for Monday, August 24th at the beautiful Chattanooga Golf & Country Club. The event will kick off with a lunch in Overlook Lounge and then a cocktail reception will immediately follow the golf tournament. The reception will include many great door prize giveaways. The tournament’s proceeds will go to benefit the Insurors of Chattanooga Scholarship Fund.

The national Chartered Property and Casualty Underwriters (CPCU) Society will hold their annual meeting in Denver, Colorado, on August 29th through September 1st.

For information please contact Brenda Garrett by e-mailing brendagarrett@ flegalinsurance.com.

The host location for the event will be the Colorado Convention Center, and you can find out more information now by visiting www.cpcusociety.org.

The Insurors 116th Annual Convention Don’t forget about the Insurors 116th Annual Convention, taking place October 24th-27th at The Peabody

Hotel in Memphis. Some of the many great activities include the largest trade show for independent agents in Tennessee, golf at Chickasaw Country Club, the Viking Cooking School, entertainment from the Blues Other Brothers, speakers like former U.T. Volunteers Quarterback and current Congressman Rep. Heath Shuler and incoming Big “I” President J. David Daniel, educational offerings, door prizes and some good food too!

Find out more now, or reserve your spot today by visiting www.insurors.org.

You can also reserve you hotel room by visiting www.peabodymemphis. com and using the group # 887804 or calling 901.529.4000 and mentioning the Insurors convention. We’ll see you in Memphis! u

S E C U R I T Y

T

he National Security Group has always been committed to helping others feel secure in times of need, and we’ve been doing just that for over sixty years. Our relationship with our policyholders is only equaled by our relationship with our agents, providing them with a partnership profit sharing program and an awardwinning web site that enables 24/7 realtime policy info, fast online quotes, and endorsement and policy dec page printing to name a few. Talk with us today and discover why thousands of policyholders depend on us to insure their world. Call 1-800-239-2358 or visit us on the web at www.nationalsecuritygroup.com. ;n\cc`e^ =`i\ C`d`k\[ ?fd\fne\ij DfY`c\ ?fd\fne\ij MXZXek ;n\cc`e^ G\ijfeXc 8lkfdfY`c\ GXike\ij_`g GifÔ k J_Xi`e^

The Tennessee Insuror

NOW E! L AVAILAaBnt Vac g Dwellin

51

Project InVEST Program Update

By Sharon Simmons of Lipscomb & Pitts Insurance, Tennessee Project InVest Champion From June 29-July 1, nearly 100 agents, company representatives, association staff members and educators joined together to learn how to launch and/or expand an InVEST program. Two high school teachers spoke on how to engage young people and get them excited about insurance, and community college professors and agent liaisons spoke about the successes and challenges of their respective programs. The schedule also included “InVest 101,” a program highlighting resources available from the Big “I,” including breakouts and social media opportunities.

Attendees participated in a variety of networking opportunities and conntected with seasoned InVEST champions and newcomers to the program.

Sharon Simmons of Lipscomb & Pitts Insurance in Memphis is the State Champion of InVEST for Tennessee. She attended the workshop on behalf of Insurors and came back with the following report on the current standing and future vision of the educational program: InVEST’s mission is to improve insurance literacy of students and attract new talent to the insurance industry. Independent agents, insurance carriers, state associations and teachers at both the high school and collegiate levels are working together in 35 states to promote programs that will introduce students to an industry that offers rewarding and multi-faceted opportunities. The average age in the industry today is 54 or “the Baby Boomers” (often considered as those born between 1945-1960). We are targeting another generation, “the Millennials” (often considered as those born between 19801995) who lend great multi-tasking skills and are community oriented. Millennials today want: • • •

Great technology Flexible work schedules Opportunity for advancement

There are over 400 different carrier opportunities in the insurance industry today. InVEST believes we can fulfill the needs of today’s college graduate with a career that gives great flexibility in work schedule and provides opportunity for success.

Project InVEST started 1970 in California. Today there are active programs across the country including a full working model in St. Pete Catholic School, Tampa Bay, Florida. Gary Preston won InVest Teacher of the year in 2000 and has grown his program to 3 classes or 35 students each. Gary uses a full simulation modal allowing students to name their insurance company and the completed portfolios are graded and re-

warded at end of year with scholarships on the local, state and national levels.

“Students need to take ownership,” quoted Preston when he was asked about the key to his success. He teaches Business Dynamics and life Skills on a full year curriculum however advised that teachers can do as little as 2 weeks per semester or per year.

Teachers are provided with text books and course guides through the national Association with the help of local volunteers. Scholarships are also available, with over $45,000 being awarded in 2009. The Griffith School Foundation also sponsors teacher training at several universities including Mississippi State University in Starkville, Mississippi. Teachers receive credits toward continuing education as well as insurance basics.

More information on the program is available, along with free resource materials, at www.investprogram.org, or look for the Project InVEST booth at this year’s Insurors 116th Annual Convention, taking place October 24th-27th in Memphis at The Peabody Hotel. u

Member Tips

Check the Insurors Website for the Answers You Need

by Daniel Smith, Director of Communications You’re busy.

There seem to be a million things at your agency that require your attention every day. From finding Workers’ Compensation multipliers, to training your staff, to documenting your client conversations and the list goes on and on. You don’t have time to go to the Insurors website and look around.

Or do you?

Did you know that the answers to a lot of your everyday questions may be available online in one place? How much time would that save you? Just by logging in to the Insurors website’s Members Only section you can find hundreds of documents, FAQs, forms and insight right at your fingertips. Here’s an example of some of the things available online: •

•

• •

• • • •

Workers’ Compensation • Frequently Asked Questions • Loss Cost Multipliers • Benefit Tables • Modification Factors Laws • Legislation Being Tracked • Auto Laws • Commercial Cancellation Law • Consent to Rate Law Labor Forms • C-Forms • I-Forms Agency Management • Acquistions • Advertising • Operations • Privacy Statements Registration Education Schedules The Bulletin archive The Marketplace Update archive

All this and more is available to all our members, any time of day, and is updated frequently. Don’t have a login? Click the “Sign Up Now” link in the top right corner of our site to get one. If you already have a login but can’t remember your password, click the “Reset my Password” link on the login page. And as always, if you need assistance, just e-mail us at info@insurors.org and we will be happy to help. u

nsurors

of TENNESSEE

memphis 116th ANNUAL CONVENTION

OCT. 24-27, 2009 Register online at www.insurors.org

www.accidentfund.com www.acuity.com www.amerisafe.com www.amerisure.com www.arlingtonroe.com www.auto-owners.com

www.bsrins.com www.bcbst.com

www.buildersmutual.com www.centraliains.com www.deltadentaltn.com www.fcci-group.com www.financialpsi.com www.firstcomp.com www.generalcasualty.com

www.grangeinsurance.com

www.guard.com www.harfordmutual.com www.iaatn.com www.ihstn.com www.insbanktn.com

www.jjins.com www.lemicins.com

www.londonamerican.com www.nationalsecuritygroup.com

www.nai1983.com

www.pennnationalinsurance.com

www.preferredcomp.com www.umbrellaprogram.com

www.scui.com

www.summitholdings.com www.gotapco.com www.tenco.com www.taagtn.com

www.tnund.com www.travelers.com

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Website

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Accident Fund ACUITY Amerisafe Amerisure Insurance Arlington/Roe & Co. Auto-Owners Insurance Bailey Special Risks, Inc. BlueCross BlueShield of Tennessee Builders Mutual Centralia + South & Western Delta Dental FCCI Insurance Group Financial PSI FirstComp Insurance General Casualty Companies Grange Insurance Companies Guard Insurance Group Harford Mutual Insurance Company Independent Agents Alliance of Tennessee Individual HealthCare Specialists InsBank Johnson & Johnson Lemic Insurance Company London American Risk Specialists National Security Group North Alabama Insurance Penn National Insurance Preferred Comp of Tennessee Preferred Property Programs Southern Cross Underwriters Summit Holdings Tapco Underwriters Tenco Services, Inc. Tennessee Agents Alliance Group Tennessee Underwriters, Inc. Travelers Insurance

Phone

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Advertiser

Client: BCBS AD: MA Job Number: BCBS1109 Publication: Insurors of TN Mag. Live Area: 7.5” X 10”

Directory of Advertisers

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HE . . Š 2008 BlueCross BlueShield of Tennessee, Inc. is an Independent Licensee of the BlueCross BlueShield Association.

PRSRT STD U.S. Postage PAID Nashville, TN Permit No. 380

Insurors of Tennessee 2500 21st Avenue South, Suite 200 P.O. Box 120539 Nashville, TN 37212

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Big Listeners Listening is big at our company.

We listened to our agents and developed simple, real-time automation for quoting personal auto and home. We listened to our commercial lines agents and developed BOP, Inland Marine and Commercial Auto products that offer comprehensive coverage at a great price.

And, our agents tell us that when it comes to considering an unusual account, weâ&#x20AC;&#x2122;ll listen and evaluate all the merits of a risk before making a decision.

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Visit us at www.PennNationalInsurance.com to find out how you can become an agent with big opportunities for growth.