The Tennessee Insuror Jan/Feb 2014

THE TENNESSEE

INSUROR January/February 2014

Vol. 25 No. 1

www.insurors.org

Agent-Led and Agent-Focused Meet Your 2014 Insurors Board of Directors

8 10 12

Agents & Brokers Respond to Interface Priorities New Mortgage Regulations Will Limit Choices Trusted Choice “Freedom” Ad Campaign Launching Now

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- 2014 1989 years THE TENNESSEE

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The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXV, Number 1 January/February 2014

features

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

4 Agent-Led and Agent-Focused INSURORS OFFICERS

President ................................................................. Lou Moran III Immediate Past President .................................. Eddie Miller III State National Director .................................................. Brad Smith Vice President, Region II ...... Christie Reeves, CIC, CPCU, CPIW Vice President, Region I and Pres. Elect ....... Cindi Gresham, CIC Vice President, Region III ................................. John McInturff III Treasurer .............................................. Battle Bagley III, CIC, CPA Secretary ...................................................................... Rush Powers Director, Region I .............................. Sharon Simmons, CIC, CISR Director, Region I ...................................................... Edward Kaiser Director, Region I ........................................................... Tim Roberts Director, Region II ............................................. George Anderson Director, Region II ................................................... Joe Lester, CIC Director, Region II ................................................. Steve Copeland Director, Region III ..................................................... Kevin Ownby Director, Region III ............................................ Josh Gibbons, AAI Director, Region III ............................................. Mike Langley, CIC Young Agents Chairperson ....................... Paul Steele, CIC, CRM

ADVERTISING

Display advertising rates, deadlines and specifications may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.515.2601, 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.

Meet Your 2014 Insurors Board of Directors

8

Agents & Brokers Respond to Interface Priorities

10

New Mortgage Regulations Will Limit Choices

12

Trusted Choice “Freedom” Ad Campaign Launching Now

14

Daniel Learns About Insurance: Ridesharing Services

New Advertising Program Extols the Benefits of Having an Independent Agent

departments 21

From Your President

23

From Your Young Agents Chairman

25

From Your CEO

29

Education Calendar

31

Government and Legal Affairs

37

Program Spotlight

39

Company Spotlight

41

Company Briefs

51

Meetings

53

Member Tips

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

Recent Survey Shows Agents & Brokers Want More Real Time Capabilities

It Was All a Dream?!?

The Young Agents Blueprint for 2014 Two Different Worlds

InVEST

Selective Flood Insurance

Are We Seeing Eye to “I”?

3

Agent-Led and Agent-Focused Meet Your 2014 Insurors Board of Directors

Insurors volunteer leadership is prepared to guide us through another successful year. Meet your 2014 Board of Directors:

Lou Moran III president

Lou is the president of Inter-Agency Insurance Service in Knoxville, and serves as the Vice President of Region III and Presidentelect. He grew up in Knoxville, attending the Webb School and UTK. He began working at Inter-Agency, which his father founded, in 1985 and has been there ever since. Over his insurance career, he has completed many industry schools, including Safeco Personal & Commercial Lines schools and Drake University’s Insurance School. Through his career, he has served on multiple Insurors committees, was a Board member in 1996 and again from 2002-2004. In addition, he served as President of the Insurors of Knoxville local board in 1996. He was named Young Insuror of the Year in 1994 and Insuror of the Year in 2006. Outside of his work with Insurors, Lou is very active in his community, having served on Board of Directors for the Ten4

nessee Stage Company, RiverFest BBQ Contest, ArtFest, Leadership Children’s Hospital, Knoxville Area Chamber Partnership, ChildHelp Tennessee and Webb Alumni Council, among others. He currently lives in Knoxville with his wife, Mimi, and their two children, Emily and Lou IV, both students at Webb.

Eddie Miller III immediate past president

Eddie is a principal agent of Miller Loughry Beach Insurance Services in Murfreesboro, and serves as Board President. A Murfreesboro native, he graduated from Oakland High School in 1975. He then went on to graduate from Memphis State University in 1979 with a major in Insurance. He began his career immediately after graduation joining what was then the Miller Insurance Agency. After becoming Miller & Loughry in 1989, the agency merged with Beach & Gentry Insurance in 2008 to form the current business, which is now a division of Pinnacle Financial Partners. Eddie’s contributions to Insurors include serving as Young Agents Chair, Treasurer, Director and The Tennessee Insuror

Vice President of Region II. In addition to his involvement with Insurors, Eddie is heavily involved with several community groups including the Boy Scouts of America, Murfreesboro Parks and Recreation Commission, St. Rose of Lima Catholic Church, Rutherford County Sportsman’s Club, and the Sigma Alpha Epsilon Alumni Association. He and his wife Renee live in Murfreesboro and have three children, Emily, Jane and Elam.

Cindi Gresham, CIC

vice president of region i and presidentelect

Cindi is the President of Boyle Insurance Agency in Memphis, and serves as the Vice President of Region I. After moving to Memphis from her hometown of Columbus, Ohio, she graduated from Overton High before attending Memphis State University. She started her insurance career in 1973 with George Holley Insurance, then moved to Carruthers Harris Agency in 1979. In 1987 she started with Boyle and has been there ever since. In addition to her work with Insurors, Cindi is a supporter of Page Robbins Adult Day Care Center, Alzheimer’s Day Services of Memphis, Inc., and various senior and youth organizations, and formerly served on the Insurors of Memphis board. Cindi has two sons, Brad and Kyle, and six grandchildren. She attends Collierville UMC and resides in Collierville with her husband, Rocky.

Christie Reeves, CIC, CPCU, CPIW vice president of region ii

Christie is the Area Senior VP and Operations Manager of Arthur J. Gallagher in Brentwood and serves as the Vice President of Region II. After graduating from Hillcrest High in Memphis, she earned her Bachelor of Science degree from the University of Tennessee at Knoxville in 1973. She worked with three major carriers in the industry before joining Gale Smith & Co. in 1987.

In 2008, Gale Smith was acquired by A.J. Gallagher, and Christie was added to the local management team. She previously served on the Board as a Director, Secretary and was named Insuror of the Year in 2003. In 2012, she was inducted in to the Tennessee Insurance Hall of Fame. In addition to her work with Insurors, she is a past president and board member of the Middle Tennessee Chapter of CPCU, a member of the MTSU Insurance Liaison Committee, a member of the stewardship committee at her church and program liaison for girls at Nashville Juvenile Justice Center. Christie and husband Durl live in Nolensville and have two daughters, Emily and Elissa.

John McInturff III vice president of region iii

John is a principal at McInturff, Milligan & Brooks in Greeneville and serves as the Vice President of Region III. A Greeneville native, John graduated from Greeneville High School in 1981. He attended the University of Tennessee in Knoxville, earnThe Tennessee Insuror

ing his B.S. in Business Administration in 1985. He began his insurance career with USF&G in 1986 and joined Bennett and Edwards in 1988 where he later became president. In 2006 Bennett and Edwards merged with McInturff, Milligan & Brooks to form the current agency. John’s contributions to Insurors include serving as Young Agents Chair, Director of Region III and Secretary. In addition to his involvement with Insurors, John is a past President of the Kingsport Jaycees, President of the HVFC Soccer Club and has been involved with Junior Achievement of Tri-Cities, the Downtown Kingsport Rotary Club, and is a member of First Presbyterian Church. He and his wife Tonya reside in Kingsport and have two children, Lauren and Lindsey.

Brad Smith state national director

Brad is the principal agent of Smith-Berclair Insurance in Memphis, and serves on the Big “I” national board as our State National Director. After graduating from Overton High in Memphis and earning his B.A. degree from Union University in Jackson, he spent 3 years teaching and coaching before joining his father at Cecil Smith Insurance Agency. In 1998, he was named president of the agency. His previous work on the Insurors Board includes serving as Young Agents Chair and as President in 2006.

He also served as a Director, Secretary and Vice President of Region I for a total of 12 years. He was honored with the Insuror of the Year Award in 1992 and twice won the Chairman of the Year Award. He is a past president of Insurors of Memphis, a past chairman of the Southern Agents Conference and former ACT committee member. He currently serves on the Big “I” Trusted Choice Board. Active in his community, he serves on the Board for the Liberty Bowl Festival Association and served several years as Chairman of the Liberty Bowl Awards Luncheon. Brad is a college football official for Conference USA, now an instant replay official, and was President of the Conference USA Football Officials Association. Brad was selected to officiate the 2001 Army-Navy game and many bowl games over the last 25 years.

He and his wife, Cathy, have two sons, Kurt and Kevin. He is also active in Grace Evangelical Church, where he serves as an Elder.

Rush Powers Jr. secretary

Rush is the principal agent of Burke, Powers and Harty in Bristol, and serves as the Board Secretary. He was born in Knoxville and returned to his parents hometown of Bristol when he was three. He went to Tennessee High School in Bristol and graduated from Mercer University in Macon, GA in 1978. In 1979, he started his insurance career as an underwriter for USF&G, and in 1982 he returned to his family’s agency. He has served on local boards of the Girls Club and the Red Cross. He currently volunteers as an elder at Central Presbyterian Church in Bristol, VA. Rush and his wife Lea, who serves as Vice Mayor of Bristol, have three children. Ben, who is in his last year at Belmont Law School and twins, Elise and Andrew, who joined the agency in 2011 after finishing UT. Elise’s husband, Charlie 5

Taylor, has also been a producer in the agency since 2011.

Battle Bagley III, CIC, CPA treasurer

Battle is a principal agent of Bagley & Bagley in Fayetteville, and serves as a Director of Region II. He earned his BBA in Accounting from Middle Tennessee State University in 1982. After college, he worked for the accounting firm William Puryear & Company until 1987 when he joined Bagley & Bagley. He is now a CIC as well as being a CPA. In addition to his work with Insurors, Battle is a former board member of the Motlow College Foundation, Lincoln County Museum and Fayetteville/Lincoln County Chamber. He and his wife Angela have three children, Battle Bagley, IV who lives and works in Chattanooga, Samantha, a student at UTK, and their son John Robert who lives with his parents in Fayetteville.

Sharon Simmons, CIC, AFIS, CISR director of region i

Sharon is a Vice President in the Sales of Affluent Personal Lines Division of Lipscomb & Pitts Insurance in Memphis and serves as a Director of Region I. A native of Shelbyville, she attended Middle Tennessee State University before starting her insurance career with H. B. Cowan & Company in 1982. Since that time she has earned three industry designations and is currently working on her CRM. She is a Past President of Insurors of Memphis and the Memphis Insurance Association, as well as a former board member of the Greater Memphis Insurance Association and a current board member of Girls, Inc. She is also the Tennessee Champion for the Big “I” Project InVEST program. Sharon resides in Memphis, and has two sons and four grandchildren.

Edward C. Kaiser director of region i

Ed is the principal agent of Jamieson & Fisher Insurance in Covington and serves as a Director of Region I. He is a native of Memphis and graduated from Christian Brothers High School before obtaining his Finance Degree from the University of Tennessee. After spending ten years in the commercial banking field, Ed started his career in insurance in 1997. In addition to his work with Insurors, he is very active with the St. Louis Catholic Church and School. Ed now resides in Memphis with his wife Ashley and their children, daughters Gray and Maggie and son Kert.

Tim Roberts director of region i

Tim is the principal agent of Carnal-Roberts Agency in Livingston and serves as as a Director of Region I. He attended Jackson Central Merry High School and UT-Martin before joining Pat Carnal Insurance Agency in 1979. He then became a part6

ner in 1982 before becoming principal in 2009, the same year the Glenn Kirk Agency was merged to the business. He also serves his community as chairman of the board for Community Bank, a former chairman for the Henderson County Chamber, and former board service for Henderson County Exchange Club Carl Perkins Child Abuse Center, Crime Stoppers, Lions Club, Young Insurors and First Bank. He and his wife Deborah are members of First United Methodist and reside in Lexington. The have one son, Cody and enjoy their time at their second home on the Tennessee River.

George Anderson director of region ii

George is a principal at Anderson Benson Insurance in Nashville, and serves as a Director of Region II. George graduated from the University of North Carolina, Chapel Hill in 1985 and also completed the Wharton Executive Development Program. He began his career at Aetna Property & Casualty Insurance in marketing before joining Polk & Sullivan in 1986 first, as a commercial lines broker and then becoming the company’s executive vice president. He then went on to help form Synaxis Group, which was acquired by First Horizon National Corporation in 2001. In 2004, he was promoted to president of First Horizon Insurance where he served for five years before joining Wade & Egbert in 2009. In 2012, he helped found Anderson Benson Insurance & Risk Management. He is currently Chair of the Metropolitan Nashville Parks and Recreation Board. George is a former board member of Assurex International and member of the Council of Insurance Agents and Brokers. George and his wife Lee Ann reside in Nashville and have one son.

Joe Lester, CIC director of region ii

Joe is the President of Lester, Greene & McCord Insurance Agency in Tullahoma, and serves as a Director of Region II. He is a 1972 graduate of the University of Tennessee at Knoxville with a B.S.B.A. degree, and at graduation he was commissioned as a Second Lieutenant through the Army ROTC program. He is the general manager of Harton Realty Company, a co-founder/Board member of Southern Community Bank, a Board member of the UT Development Council, a Board member of Harton Regional Medical Center and a co-founder/Board member of Consumers Insurance. He also is a past president of the Tullahoma Chamber, Rotary Club, School Board and currently serves as president of the Tullahoma Educational Foundation for Excellence and as a trustee for First UMC of Tullahoma. He is also a 3-Palm Eagle Scout. Joe and his wife Ann reside in Tullahoma, and have three daughters, Elizabeth, Mary Lambeth and Natalie. They also have three son-in-laws and one granddaughter.

The Tennessee Insuror

Steve Copeland

Josh Gibbons, AAI

director of region ii

director of region iii

Steve is the Owner of Cookeville Insurance Agency, with locations in Cookeville, Sparta, Smithville, Jamestown and Mt. Juliet.

He serves as a Director of Region II. He was born in Livingston and raised in Cookeville, where he graduated from Tennessee Tech University in 1986 with a Bachelor of Science degree in Business Administration. He started his insurance career by working as a mutli-line claims adjuster at Crawford & Company for ten years. In addition to his work with Insurors, he has served on the boards of the Upper Cumberland Education Foundation for Cookeville campus of Nashville State Community College, Public Building Authority, Upper Cumberland Home Builders Association, Putnam County Habitat for Hummanity, Putnam County YMCA and is a past president of the Knoxville Claims Association. He and his wife Vickie live in Cookeville and have three children, 23-year old twins Jessica Lee and Kayla Ann, as well as son Michael, a senior at Cookeville High.

T. Michael Langley, CIC director of region iii

Mike is an Account Executive with Brock Insurance in Rossville, Georgia, just outside of his hometown of Chattanooga, and serves as a Director of Region III. He graduated from Brainerd High School and went on to attend Middle Tennessee State University. He began his insurance career as an Account Executive with Willis of Chattanooga in 1986, and spent 14 years with the company before joining Brock Insurance in 2001. Mike earned his CIC designation in 1992, and served as Insurors of Chattanooga Local Board President in 1998. In addition to his work with Insurors, Mike served on the Hamilton County Regional Planning Commission for 10 years, worked closely with the Zach Wamp for Governor Campaign, served on the AGC of East TN Board and the American Diabetes local and State Board. He has an adult son, Joe, daughter-in-law, Shannon and three grandchildren, Anna Blake, Taylor and Emma Kate.

Kevin Ownby director of region iii

Kevin is a co-owner of Ownby Insurance Service, Inc., in Sevierville, and serves as a Director of Region III. A 1992 graduate of Sevier County High School, Kevin went on to obtain his Bachelors degree in Finance from UTK in 1997. He has been with the family agency for over 15 years, where he is now a third-generation owner. He previously served two terms on the Board as Young Agent Chair. In addition to his service to Insurors, Kevin volunteers on the Board for the Boys and Girls Club of the Smoky Mountains and served as chairman of the One Campaign for the Boys and Girls Club’s annual fundraising efforts. He is also a life-long member of First Baptist in Sevierville, where he lives with wife Brooke and their children Kendall and Braden.

The Tennessee Insuror

Josh is President of Watauga Insurance in his hometown of Johnson City, and serves as a Director of Region III. He graduated from the University of Kentucky with a Bachelor of Business Administration degree before starting his career with Lykins Oil in the Cincinnati area. He then entered the industry as a Personal and Commercial Underwriter with Cincinnati Insurance in 1998. In 2001, he returned to Johnson City to work at the family-owned agency. In addition to his work with Insurors, Josh is the current Chief Volunteer Officer of the Johnson City/Washington County Boys and Girls Club, and also serves on the Board of Directors for Central Baptist Church in Johnson City. He currently lives in Johnson City with his wife Lisa and their three children, Marisa, Grant and Corinne.

Paul R. Steele, CIC, CRM young agents chair

Paul is a producer and agent at Martin & Zerfoss in Nashville. He is a Nashville native and graduated from Vanderbilt University in 2004 with a degree in Human and Organizational Development. He participates in mutliple CE programs and has earned his CRM and CIC designations from National Alliance. In addition to his service for insurors, he is a former board member of the Green Hills Rotary Club, as well as various board service for Vanderbilt University, Montgomery Bell Academy and Harding Academy. He is currently a member of the Economic Club of Nashville. Paul and his wife Jenny reside in Nashville and have two daughters, four year old Sophie and two year old Ella Grace.

Board Contact Information Lou Moran • 865.637.4519 • lmoraniii@interagencyinsurance.com Eddie Miller • 615.896.9292 • eddie.miller@pnfp.com Cindi Gresham • 901.766.4298 • cindig@boyle.com Christie Reeves • 615.377.5112 • christie_reeves@ajg.com John McInturff • 423.230.2247 • jmcinturff@tsclaims.com Brad Smith • 901.753.4323 • brad@smithberclair.com Rush Powers • 423.764.2112 • rushp@bphagency.com Battle Bagley • 931.433.3933 • bbbattle@fpunet.com Sharon Simmons • 901.321.1052 • sharons@lpinsurance.com Ed Kaiser • 901.476.8644 • ekaiser@jamiesonandfisher.com Tim Roberts • 731.968.6649 • tr@cragency.net George Anderson • 615.630.7810 • george@andersonbenson.com Joe Lester • 931.455.3453 • jlester@lester-greene-mccord.com Steve Copeland • 931.372.1222 • steve@cumberlandinsurance.com Mike Langley • 423.240.2424 • mikel@brockins.com Kevin Ownby • 865.453.1414 • kevin.ownby@ownbyinsurance.com Josh Gibbons • 423.929.7103 • josh.gibbons@wataugainsurance.com Paul Steele • 615.297.8500 • psteele@martinzerfoss.com u

7

Agents & Brokers Respond to Interface Priorities

Recent Survey Shows Agents & Brokers Want More Real Time Capabilities The Real Time and Download Campaign recently released the results of their 2013 Agency Technology survey of agents and brokers. The following article is an overview of their results and commentary.

Insurance agency and brokerage professionals say the industry should place its highest priority on “getting additional carriers to offer real-time capabilities,” according to a survey in the United States and Canada.

Nearly half (47%) of respondents to the Real Time/Download Campaign’s 2013 Agency Technology survey called it a “Top 3” priority from a field of 13 possible enhancements. A similar number (48%) rated it a “5” on a “1-5” scale; the average rating among all respondents for the item was 4.27.

“Bringing more companies to the table will create the critical mass agents and brokers say is important as they seek to operate more efficiently and effectively,” said Joyce Sigler, CISR, CPIW, CPIA, NcAM, vice president and corporate secretary at Jones & Wenner Insurance Agency in Fairlawn, Ohio, and Real Time/Download Campaign co-chair. “However, we encourage agents not to wait to implement Real Time. They can eliminate duplicate key strokes and save significant time today by implementing Real Time with those carriers that offer it. Agent adoption will encourage more carriers to make the investment in this time-saving technology.”

Expanded “commercial lines real-time comparative rating” functionality ranked second in the campaign study. Nearly four in 10 (38%) survey respondents described it as a “Top 3” priority. A similar number (37%) assigned it a “5,” with the issue earning an average score of 4 from among all respondents.

“Agents and brokers have seen the many benefits of personal lines real-time comparative rating and they’re eager to see similar benefits in the commercial arena,” said Campaign CoChair Stuart Durland, AAI, AINS, vice president and co-owner of Seely & Durland Insurance in Warwick, N.Y. “Many carriers now offer commercial lines real-time rating through agency management systems. Agents can avoid considerable duplicate data entry today by using these tools and suggesting to their non-Real Time company partners that they implement this technology as soon as possible.”

One-third of survey participants said “consistency in the realtime workflows offered across carriers” and “easier password management” were “Top 3” priorities. Each was ranked “5” by 8

39% of respondents, with the former notching a 4.13 average score and the latter a 3.87.

“We have made significant progress increasing implementation and adoption of Real Time and Download,” Durland said.

“By sharing best practices information among carriers and by helping to remove password barriers, we expect to see continued growth in the use of these important interface tools.”

The Campaign has developed a resource guide, titled “Agency Real-Time ˜Best Practice’ Workflows and Implementation Strategies: Guidance for Carriers and Vendors,” to help drive better, more consistent carrier and vendor real-time implementations.

Other potential enhancements ranked by responding agency and brokerage professionals include: •

• • • • •

• • •

Improved real-time quoting functionality that eliminates or reduces the number of quote requests that error out: Described as a “Top 3” priority by 24%; ranked “5” on a “1-5” scale by 44%; average score of 4.21 of a possible 5.

Faster response time: A “Top 3” priority of 30%; “5” on a 1-5 scale for 34%; average score of 3.95.

Consistent lines of business offered across carriers: A “Top 3” priority of 26%; “5” on a “1-5” scale for 34%; average score of 3.95.

Improved personal lines endorsement processing: A “Top 3” priority of 20%; “5” on a “1-5” scale for 28%; average score of 3.93.

Improved commercial lines endorsement processing: A “Top 3” priority of 15%; “5” on a “1-5” scale for 28%; average score of 3.91.

Greater availability of real-time quote submission functionality for mid-commercial business: A “Top 3” priority of 12%; “5” on a “1-5” scale for 28%; average score of 3.80.

Extension of real-time service capability to clients through agency website portal: A “Top 3” priority of 11%; “5” on a “1-5” scale for 20%; average score of 3.35.

Greater availability of real-time quoting for Excess & Surplus business: A “Top 3” priority of 9%; “5” on a “1-5” scale for 20%; average score of 3.27.

Greater availability of real-time inquiry and service for Excess & Surplus business: A “Top 3” priority of 5%; “5” on a “1-5” scale for 20%; average score of 3.27. continued on page 48 The Tennessee Insuror

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The Tennessee Insuror

9

New Mortgage Regulations Will Limit Choices

by David Coldiron, VP at Finworth Mortgage an INSBANK Co.

New regulations were implemented on January 10, 2014 that limit consumer choices on what type of loan works for them.

In some cases, these changes could hurt consumers’ access to credit altogether. The rules are a part of the Dodd-Frank Wall Street Reform and Consumer Protection Act. In short, the Consumer Financial Protection Bureau will determine, on a one-size-fits-all scale, what is considered a “Qualified Mortgage.”

It will be very difficult for lenders to make any loan that is not considered to be a Qualified Mortgage. This further limitation of credit will impede lenders’ ability to meet consumer needs.

I will discuss just a couple of the new rules and their impact on consumers in this article.

Changes and Their Impacts One example of a new Qualified Mortgage rule is that the allowable debt-to-income ratio for borrowers is no more than 43%. This means that a borrower who grosses $1,000 a month (to name a number) would be able to spend no more than $430 on housing, car loans, student loans, credit cards, etc.

Prior to the recent changes, consumers could spend as much as 45%-48% of their income on debt.

While I do believe it is generally a good thing that borrowers do not spend more than 43% of their gross monthly income on debts, there are exceptions. For example, a physician is in his final year(s) of residency and earning a modest income as compared to their seasoned peers. This physician is starting a family and would like to purchase a home that may limit his discretionary income in the short term. The physician wants to provide for the needs of his growing family today, knowing that greater income is expected in the near future, when discretionary income will markedly increase and debt-to-income ratio levels will drop.

Another scenario could be a relatively new insurance agent who has a great work ethic and works for a reputable and competitive firm. Around ten months into the new job the agent decides to purchase a home, but can only use base salary as qualifying income based on Fannie Mae/Freddie Mac guidelines. This results from there not a long enough record of commission income. The borrowing debt-to-income ratio may not reflect what the borrower is making and/or expects to earn in the coming months and years. This is a case where the lender should have the ability to consider honoring the client’s request to purchase a home, given there is a small track record of commissioned earnings as well as an expecta10

tion of continuance. Based on the new regulations, that freedom is not there for the lender.

Another unintended consequence of the Qualified Mortgage rules will severely limit consumer’s choices when it comes to addressing mortgage insurance (PMI). In the past, lenders were able to offer to pay a one-time mortgage insurance premium on behalf of borrowers so that the borrowers would not have to pay monthly PMI. Of course, lenders would need to raise the rate to .125% or .250% above the market rate (depending on loan-to-value-ratio) to generate enough additional fee income for them to pay the fee on behalf of the borrower.

An example of the above-mentioned PMI option is as follows: Borrower could either pay $100/month (to name a number) in PMI or $15/more per month in interest by selecting a slightly higher rate while allowing the lender to pay the one-time PMI premium on their behalf. Many borrowers opted for the slightly higher rate with no mortgage insurance, as this resulted in a lower payment for them. This option has largely been taken away by the new regulations.

Taken at face value, it is easy to agree with many of the new regulations. No decent lender wants people to borrow beyond their means or get themselves into a loan that they will have difficulty paying. However, Dodd-Frank is further restricting the ability of lenders to consider borrowers’ circumstances on a case-by-case basis. As you read above, the new rules are going to limit some borrowers’ access to credit and/ or options when they do borrow.

Let Finworth Help You With Mortgage Options Please contact Finworth Mortgage, an INSBANK Company, for any of your residential purchase or refinancing needs. As the preferred mortgage lender for the Insurors of Tennessee (and founded largely by Insurors members), we offer a $500 discount off closing costs for all Insurors members and their employees.

About the Author David Coldiron serves as the Vice President of Lending for Finworth Mortgage, an INSBANK company.

He is a Western Kentucky University graduate who, after five years in the mortgage business, moved from Bowling Green to Nashville to accept a position with Finworth. He has over ten years of lending experience. u The Tennessee Insuror

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11/13/13 9:29 AM 11

Trusted Choice “Freedom” Ad Campaign Launching Now New Advertising Program Extols the Benefits of Having an Independent Agent Trusted Choice®, the Big “I” national brand for independent agents, has worked to create a new advertising campaign for 2014. Entitled the “Freedom Campaign,” this advertising initiative will focus on making consumers aware of the “freedom of choice” they are offered through an independent agent.

Including the tagline “Free to do what’s right for you,” and available in several formats and mediums, the new campaign will seek a consistent approach.

The combined power of Trusted Choice and your agency presence will win over the general public and help position your agency as the Trusted Choice for insurance information and solutions in your community.

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There are four distinct executions on the print ads that can be customized for each agency. Each version features agents who are “restricted” by their options for consumers. Tied up, anchored, in a cage or in a box, these agents give consumers a visual representation of the “captive” agent. There are also three radio concepts with a similar theme that focus on the freedom of independent agents in contrast to the “captives.”

In addition, ads are available for web banners, postcards and other direct mail formats.

In order to deliver the brand experience to your customers consistent with the brand, Trusted Choice will reimburse a portion of expenses, up to $1,600, incurred in 2014 by member agencies in co-branding materials such as advertising, business cards, letterhead, envelopes, agency signage and logo-wear; and in creating or updating a digital presence to include the Trusted Choice logo, link to the Trusted Choice website and Pledge of Performance. This is not meant to replace your agency’s brand, but to complement it by including the Trusted Choice logo on these materials. Reimbursement will only be made for use of the Trusted Choice logo.

How Can Your Agency Brand with Trusted Choice?

Applying for MRP Dollars is Easy as 1, 2, 3, 4:

Getting started is easy with the Trusted Choice Pledge of Performance and the the Trusted Choice logo guidelines. The Pledge of Performance outlines what the public can expect when they do business with a Trusted Choice agency, and a consistent logo helps each agency be recognized as one supporting these pledge standards. Aligning with this brand raises the awareness of the general public of the values that drive our insurance delivery system, which provides unique advantages to them as a consumer.

1. Take stock of your inventory. Is it time to re-order anything?

Marketing dollars can be used towards stationery, business cards, brochures, shirts, folders, a sign, pledge certificates, decals, insurance card holders, newsletters and give-a-ways.

An additional way to build your agency brand as the Trusted Choice for insurance information and solutions is to capitalize on the information content available on the Trusted Choice website. Consumer friendly articles are there for the taking, and make great seasonal press releases to the local media a snap. Who wouldn’t be interested in ways to save money on auto insurance and still make an educated purchase rather than just the lowest price available. Holiday safety, liability for pets, what to do when you have a claim are just some of the topics already on the site and ready for your use.

By cultivating a relationship with the media in your area you can be the person they turn to when a storm hits or some other insurance related issue is in the headlines. You can also incorporate these same messages in your traditional advertising – soft selling the listeners and readers with your expertise.

12

2. Evaluate your website or develop a new one. Do you have a website? Does your current site lack the Trusted Choice logo or need a little upgrade? You can use Trusted Choice dollars to give your Web presence a fresh new look and add the Trusted Choice logo/pledge.

3. Find a vendor. Any local vendor will produce printed materials or your website. Just be sure to forward your vendor of choice the logo signature guide.

4. Fill in the blanks. Download the Marketing Reimbursement application and send the completed application.

The Trusted Choice® 2014 Marketing Reimbursement Program (MRP) Guidelines are now available. Please review the document carefully, as Trusted Choice has revised the program in an effort to encourage more participation and involvement from agents. The program now includes an element that encourages use of the new Trusted Choice advertising materials. Download the guidelines now at www.insurors.org/ media/14433/2014-TC-MRP-Guidelines.pdf. u The Tennessee Insuror

ALL THE BRANDING TOOLS YOU NEED TO LET CUSTOMERS KNOW YOU’RE FREE TO DO WHAT’S RIGHT FOR THEM.

IS YOUR INSURANCE AGENT TRAPPED?

INDEPENDENT AGENTS HAVE FREEDOM OF CHOICE.

A Trusted ChoiceÂŽ ,QGHSHQGHQW $JHQW KDV WKH ĹśH[LELOLW\ WR FRPSHWLWLYHO\ VKRS PDQ\ GLIIHUHQW SURYLGHUV RQ \RXU EHKDOI JLYLQJ \RX RSWLRQV DQG SULFHV \RX GLGQĹ‘W WKLQN ZHUH SRVVLEOH 7KH RQO\ RQH WKH\Ĺ‘UH FDSWLYH WR LV \RX

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- To access the campaign materials, visit trustedchoice.com/agents For more information, contact Kevin Brandt at (800) 221-7917 x5414 or Kevin.Brandt@iiaba.net

Free to do what’s right for you.

SM

The Tennessee Insuror

13

Daniel Learns About Insurance: Ridesharing Services Is This New Craze Causing Unwanted Insurance Coverage Gaps?

Insurors Director of Communications Daniel Smith is far from an insurance expert, but he is trying to learn! In this new series he will look into insurance and coverage questions he has about popular trends and day-to-day life.

Every day on my commutes around Nashville, I see more and more cars with a pink mustache attached to their grill. These motorized icons represent a car whose driver has agreed to be a part of Lyft (www.lyft.me), a ridesharing service that pairs passengers with a local driver through a mobile application. Other similar services like uberX (blog.uber.com/uberxnashville) are also starting in Tennessee, with more expected to be on the way.

After seeing so many of these services gaining popularity, I couldn’t help but ask, “What are the risk management and insurance implications of ridesharing?” Since I am not an insurance expert, I decided to investigate. I began by researching what drivers had to do to be a part of the services, and what process the companies went through to select and screen them.

Lyft has fairly stringent background checks and applications for their drivers. Every applicant is screened for criminal offenses and driving incidents. The criminal background check includes local, county level and national sex offender databases. The DMV check includes reviewing the applicants history for moving violations, severe infractions and reckless driving.1 UberX claims a similar process, with background, driving history, and quality control screenings combined with an in-person interview.2

written by Daniel Smith

But What About Insurance?

Checking the drivers is certainly necessary, but even safe drivers and good people can have auto accidents. If they do have an incident, what happens then?

Lyft offers its drivers a $1,000,000 per-occurrence liability insurance policy. What does that entail? Per the lyft.me website: “The Lyft Excess Liability Insurance policy is designed to act as primary insurance in the event that the driver’s personal insurance will cover only a portion of or none of the driver’s liability associated with an incident. It goes into effect once you are matched with a passenger for the time that you are on your way to pick up that passenger or have the passenger in your car. It is designed to cover driver liability for property damage and bodily injury of passengers and/or third parties up to a limit of $1M per incident.”

UberX claims on its site that “All Uber rides are backed by the driver’s insurance policy as well as our corporate insurance policy...” I wonder how many of their potential drivers drill down for a deeper answer on what that really means. As Mike Edwards, a contributor to the Big “I” Virtual University, tells you in his article “Insurance Implications of Car Sharing,” many drivers probably are confused. “This description of how insurance works does not take into account that the owner’s Personal Auto Policy is either primary or prorates with other insurance... In addition, it gives the impression that there are no exclusions or limitations in the ‘$1,000,000 comprehensive liability protection’ policy they carry,”3 writes Mike.

Mike goes on to discuss, “(statements like), ‘our insurance policy will go into effect, leaving your personal policy untouched’ could lead an owner or renter to not report a claim to his or her own personal insurance carrier. The Personal Auto Policy (PAP) sets forth several requirements in the Duties After An Accident Or Loss provision, such as ‘We must be notified promptly of how, when and where the accident or loss happened. Notice should also include the names and addresses of any injured persons and of any witnesses.”’

A Lyft car and driver on the road image and logo courtesy of Lyft, all rights reserved

14

And what about a major incident, perhaps even one involving multiple cars with the ridesharing driver at fault? Mike says, “in a serious accident where total liability exceeds $1,000,000 – both owner’s and renter’s PAP will be called upon to respond.”

Does the average driver think about this? Probably not.

The Tennessee Insuror

From left to right: Andy Roe, Patrick Roe and Jim Roe

Arlington/Roe. You have our word on it.

“Whether you choose Arlington/Roe for our breadth of knowledge, product line diversity, market access or industry know-how, you may be assured we are in business primarily to serve you. We will do our best to earn and keep your trust. You have our word on it.”

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15

And what about exclusions in the PAP? Exclusion A.5. states:

turned right on a green light into the crosswalk, was arrested for vehicular manslaughter with gross negligence and failure to yield to people in a crosswalk and was subsequently released on bail. The family of the girl is now considering a lawsuit against the company, even though the driver was not on an uber-related call at the time.

EXCLUSIONS A. We do not provide Liability Coverage for any “insured”: 5. For that “insured’s” liability arising out of the ownership or operation of a vehicle while it is being used as a public or livery conveyance. This Exclusion (A.5.) does not apply to a share-theexpense car pool.

If you have clients who are drivers in these or other ridesharing services, be sure they understand the implications of an accident on their policies. Even when “off-duty” more liability may exist. I still believe that more information needs to be available about the policies these companies have in place.

I was unable to reach anyone for comment at Lyft or uberX before the deadline of this article.

Is this considered a car pool? Probably not as the passengers likely do not have the same destination as the driver. Other articles on Virtual University offer similar insight, including, “The Public or Livery Conveyance Exclusion,” which states that, “The expressed intent of the policy drafters (via 1989 ISO filing memorandum) is that this exclusion is designed to preclude coverage for vehicles available for hire to the general public for the transportation of people or cargo (e.g., taxis, sight-seeing vans, package delivery services, etc.).”4

1-Per Lyft’s website 2-Per uberX’s website 3-excerpts from http://www.independentagent.com/Education/VU/Insurance/Personal-Lines/Auto/Rental-Cars/EdwardsCarSharing.aspx 4-excerpts from http://www.independentagent.com/Education/VU/Insurance/Personal-Lines/Auto/Liability/FacultyPublic01.aspx

How Should Agents be Advising Their Ridesharing Clients?

About the Author

Ridesharing is still a relatively new concept, and we will learn more about the insurance implications as time goes on. In fact, we may find out sooner rather than later. On New Year’s Eve, a 6-year-old girl was struck and killed in a crosswalk by an uber-affiliated driver in San Francisco. The driver, who had

Daniel Smith serves as the Director of Communications for Insurors of Tennessee. He has a Bachelors degree in Marketing with a minor in Graphic Design from the University of Tennessee at Chattanooga.

He may be contacted at dsmith@insurors.org. u

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The Tennessee Insuror

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we have a new name along with a new look, and all the same great solutions you’ve come to expect

Effective January 1st Union Standard Insurance Group in Tennessee is now Berkley Southeast Insurance Group Berkley Southeast Insurance Group (BSIG) is a member company of W. R. Berkley Corporation, a Fortune 500 Company, whose insurance company subsidiaries are rated A+ (Superior) by A. M. Best Company.

A M

BEST

Our independent agents and policyholders can expect to continue to receive the same outstanding products, services and solutions, as our staff remains unchanged.

Bill Emerick, Regional Vice President, continues to lead our staff at the local branch office at 5301 Virginia Way, Suite 250, Brentwood, TN. BSIG takes a broad approach to underwriting for ‘best in class’ business primarily in the construction, light manufacturing, hospitality, real estate, mercantile, wholesale and business service industries.

introducing exceptional Berkley Southeast Insurance Group is committed to working with young independent agents of Tennessee. They are the future of our business. BSIG recognizes the need to mentor the growth of new talent and to perpetuate the Independent Agency System as well as provide young agents a competitive advantage.

That’s why we are working together for success with Tennessee’s Young Agents.

congratulations exceptional agents Aaron Jensen Leslie Frazier Justin Baxter Adam Reeves Brandon Patterson Chad Snider David Evans Emory Martin Garrett Flannery Hank Coppedge Jamie Williams Jared Smith John Fritts Josh Witt Kevin Ownby Matt Spellings Melissa Wilder Mike Thomas Robert Harris Tyler King Will Dodson Michael Novarese Jeremy Stiltner Jason Stiltner Stacy Woodard Jared Garrett Will Webb

Shafer Insurance Agency, Knoxville Shafer Insurance Agency, Knoxville Shafer Insurance Agency, Knoxville Union City Insurance Agency, Union City Ownby Insurance Services, Sevierville Westan Insurance Group, Martin The Insurance, Group, Inc., Knoxville King & Associates, Brentwood Carroll Insurance Agency McKenzie Miller Loughry Beach Ins. Svc., Murfreesboro Hardin County Bank Ins. Agcy., Savannah TIS Insurance Services, Knoxville TIS Insurance Services, Knoxville The Insurance Group, Inc., Knoxville Ownby Insurance Services, Sevierville Consolidated Insurance Agency, Paris Insurance, Inc., Nashville Insurance, Inc., Nashville Tigrett & Pennington, Nashville King & Associates, Brentwood Arthur J Gallagher Risk Mgmt Svc., Nashville McDaniel-Whitley, Inc, Memphis Bennett & Edwards Insurance, Kingsport Bennett & Edwards Insurance, Kingsport Inter-Agency Insurance Service, Inc., Knoxville Gary Maxwell Insurance Agency, Inc., Livingston Battle Page Insurance, Franklin

At Berkley Southeast Insurance Group we have local people finding practical solutions…. for our agents and policyholders.

For additional information please contact: Bill Emerick at bemerick@berkleysig.com or 615.932.5508

berkleysig.com local people finding practical solutions 18

commercial lines property and casualty insurance

berkleysig.com local people finding practical solutions The Tennessee Insuror

Future Leaders Spotlight

presented by

Ric Stallings • Harris Madden & Powell - Memphis Ric Stallings grew up in Memphis and now resides in Rossville. He and his wife Heather have two children, Julia who is 18 and a Senior at St. Agnes Academy and Garrett who is 14 and in 8th grade at Briarcrest Christian School.

The family is involved in many activities including football, basketball, baseball, trap & skeet shooting, deer & duck hunting and competitive water skiing. All the activites keep them very busy, but as Ric says, “We count it as a blessing because we are all able to do them together which has brought us very close to each other.”

Ric Stallings of HMP

The Insuror: Can you tell us a little about your current job title and responsibilities?

Ric: I am a producer at and one of the five principals of Harris, Madden & Powell (HMP) Insurance.

The Insuror: What can you tell us about your educational background?

Ric: I went to college at the University of Louisiana at Lafayette, and I graduated in 1994 with a Bachelors degree in Accounting.

The Insuror: How and why did you get started in insurance?

Ric: When I had three semesters of college left, I decided that I didn’t want to do accounting work for the rest of my life. As I searched for a career path, I met Jay Madden and Rick Powell who had recently started Madden & Powell, an insurance agency that specialized in the construction industry. Up to that point, I had never consider the insurance industry, but I grew up around many of the major local contractors and worked for them during my summer jobs. Therefore I felt like I knew a little about that industry and the surety bonding side of the job interested me. I felt that it would be a good use of my accounting background without having to prepare financial statements for the rest of my life. I kept in contact The Tennessee Insuror

with Jay and Rick and after I graduated in 1994, I was hired as a producer. Since then, the agency has had a couple of mergers and has grown from a ten person agency to an operation with over fifty employees. I became a partner in 2008 and I am glad I chose insurance for my career path.

The Insuror: Do you have any influences/role models in the industry?

Ric: I don’t really have any role models in the industry but if I have to pick my biggest influence, I would have to say my wife, Heather. She is my anchor and balance. Without her, I would not be able to do much of what I do. She proofreads, advises and I run more things by her than I care to admit. The other would be my Faith as the Lord has really protected, guided and blessed me not only in my career, but in my family and in my life.

The Insuror: Is there any advice you could offer Young Agents or others in the industry to achieve success?

Ric: I guess the best advice would be to have a “servantsheart” and look to how you can bring value to your customers.

If you only look at what you can sale a customer or how much premium an account will bring, you will limit yourself and your clients. If you will truly partner with your customers with the goal of how you can make them successful, your success will be limitless.

The Insuror: As an independent agent, you have many partners in this industry, including carriers, MGAs and many more. How do determine which ones are the right relationships?

Ric: Though the years, I have had many partnerships with several carriers that have worked with me on putting the right deals together. And I am very grateful to have so many great people to work with and that I have been able to build relationship with. In determining which ones are the right relationships, every account is different so it is about finding the best carrier to match to each customer’s unique needs.

The Insuror: Thank you for giving us your time Ric, we appreciate it and wish you continued success in your career.

Ric: Thank you for having me as part of this series, and thanks to Berkley Southeast for their support! u 19

WE SHOT FOR THE STARS AND LOOK WHAT WE HIT

IN COMPANY ASSETS!

ACUITY ’s assets are skyrocketing to new heights!

Just 10 years after reaching the $1 billion mark, ACUITY ’s assets have tripled to $3 billion. We owe our thanks to loyal independent agents in 22 states and our staff of nearly 1,000 insurance professionals for helping ACUITY achieve results that are truly out of this world!

www.acuity.com

For All That Matters 20

facebook.com/acuitywow The Tennessee Insuror

From Your President It Was All a Dream?!?

Wow, everyone said my President’s year would go fast but I never realized the year would go by this fast! Before it is all gone, I would like to give you a little update on 2014.

It just seems like yesterday that we all came together in Tunica for one of our biggest conventions in years, with Trace Adkins, the LSU vs. Ole Miss football game, great speakers and breakout sessions. And then there was Tuesday morning of the convention and my chance to tell everyone how important the Insurors of Tennessee has been to me.

My first official duty after the convention was speaking to the Insurors of Memphis and inducting their officers for 2014 at their annual Christmas luncheon. Although my trip to Memphis was a quick one, what a great group of members we have in that community! They sure made me feel welcome, and I always enjoy meeting fellow members from across the State.

January got off to a busy start, with a Finance Committee meeting, an Executive Committee meeting, our annual Legislative Reception in Nashville and not to mention our first full Board of Directors meeting. Also, Chuck, Brad and I headed down to Orlando for the IIABA winter meeting. And this all happened in the first three weeks! After meeting great folks from around the country I am quickly reminded that we have one of the very best state associations in the country, including our CEO and staff.

We had a chance to catch our breath in February, but it was still be busy with the Young Agents Seminar, sponsored by Berkley Southeast, as well as the start of our 2014 CE schedule. I also received many updates from Chuck and Ashley with regards to the legislative process which could affect our industry.

March was a nice change of pace as... …Cue the “Dallas” TV show theme music here... all I hear is my wife Mimi saying “Lou wake up! It was all a dream, your year is just beginning and Daniel needs your first magazine article.”

The Tennessee Insuror

Ok, so now you know how we got to this point, January 2014! I know everyone reading this article already knows what a great organization we have in Insurors of Tennessee. One of our goals is to help you understand the value of the products and services which we offer.

The Insurors calendar is packed full of great learning opportunities with both in-person classes, webcasts and webinars, including CE requirements and CISR and CIC courses as well.

We also offer the Agents & Brokers Education Network (ABEN) which is live streaming video of important topics to our industry, from Commercial Lines to Personal Lines to Flood coverage.

The new Insurors website is fantastic! If you have not logged in yet, you need to do so today.

The website is newly redesigned and improved.

The new search format is very user friendly and there are over 3700 searchable documents.

The greatest asset that Insurors offers is the staff! Chuck, Ashley, Daniel, Colleen, Stephen, Colt, Laura, Don and yes even David! These folks are a great source of information and they are eager to help our members anyway they can. Contact them today to see how they can help your agency.

We have a great Association and this is the year for you and your agency to become more involved with us. If you have not used any of the products or services offered by Insurors, please go on the website and visit the tabs for EVENTS & EDUCATION, RESOURCE CENTER, PRODUCTS & PROGRAMS, CONVENTION and lastly the WHAT WE DO to learn how Insurors of Tennessee can help your agency grow in 2014. Get the most out of your membership!

“One of our goals is to help you under s t and the value of the products and services w e o f f e r .”

It is going to be a great year and I look forward to meeting and speaking with as many of you as possible. If I can help you in any way, or if you have feedback for your volunteer leadership, please do not hesitate to contact me. …so, stay tuned, we have 5 more episodes to come! u

Lou Moran III 21

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The Tennessee Insuror

From Your Young Agents Chairman The Young Agents Blueprint for 2014 You’ve probably heard for years about the importance of Young Agents to our industry. The “future” of our business relies on them. The independent agent will “disappear without them.”

While some of these statements seem overdramatic, they are true to some degree. We have to build talent for the future. And while some of that talent will come from other industries, much of it will need to be built by insurancerelated fields. So, how do we prepare? We are lucky to have an organization like Insurors that wants to foster this growth. But they need the help of their members, and that is the purpose of the Young Agent Representative on our Association’s Board of Directors.

I am honored and very excited to be this year’s Representative. My hope is that the enthusiasm I have for the Young Agents program will push for a productive 2014, and that you will join me in that pursuit.

Here are a few of my ideas for success in this coming year:

1. Form a Young Agent Council I would like to have one Young Agent from each Region of the state (East, Middle & West) as part of a “council” to bounce ideas back and forth on education, social events and the convention. This can also be a good training ground for the next Young Agent Representative. If you are interested, please let Daniel Smith or myself know.

2. Education As always, we would like to have a few education events throughout the year. These may not be as exciting as social events, but they are necessary to stay on top of our game. My success in this business can be attributed to two main efforts: putting in the hours and education. If you want to make more money, educate yourself!

3. Social Events Across the State I know it is hard to get away from your agency The Tennessee Insuror

and work to travel to Nashville multiple times a year. So I thought I would bring the party to your neck of the woods. This year, I would like to try and travel to each side of the state for young agent cocktail events. My goal is to organize a social event in the East, Middle and West at least once this year and set a precedent for years to come. We need opportunities to network as a group, get to know our peers and develop a sense of community as young independent agents in Tennessee.

4. The 2014 Convention As you all probably know, this year we will have our convention at the new Omni hotel in downtown Nashville. As Nashville continues to explode economically, there are a ton of new venues and great opportunities for Young Agent events during the convention.

Ideas of social events, education and private parties have already been thrown around. I am thinking of getting ZZ Top to come play a private party for young agents only. Any thoughts? I’m just kidding, but that would be pretty cool. Last year’s poker/blackjack tournament was a blast.

It will be hard to top it, but we will do our best to compete. I hope you will consider attending, not only for the Young Agent portion of the event, but for all the networking and education opportunities that the Insurors Annual Convention provides. So, mark your calendars now for October 11-14.

“We have to build talent for the future.”

It will be a fun and busy 2014. I cannot stress enough to agency owners how important it is to get your young agents involved early, so they can appreciate all that the Insurors of Tennessee does on a state and national level. Please bring them or send them to the convention in Nashville this fall. They will thank you later!

If you have ideas, want to get involved, or have a Young Agent in your office you want to get involved, please e-mail me at psteele@martinzerfoss.com or Daniel Smith at dsmith@insurors.org. I look forward to working with you all in 2014. u

Paul Steele, CIC, CRM 23

Don’t be faced with an Empty Chair

Transamerica Executive Advantage ProgramÂŽ

Disruption and absenteeism due to employees’ care giving duties costs U.S. employers up to $33.6 billion per year.1 5HZDUG NH\ HPSOR\HHV ZLWK D EHQH¿W WKDW ZLOO KHOS WKHP IDU LQWR WKH IXWXUH DQG DGG WR \RXU EXVLQHVVœ ERWWRP OLQH The Transamerica Executive Advantage ProgramŽ enables you to provide TransCareŽ II Long Term Care Insurance to your employees as well as: ‡ ‡ ‡ ‡

Help prevent the loss of a key team member due to becoming a full-time caregiver by offering coverage and discounts to eligible family members.

Reduce the impact of long-term care’s potential to deplete assets and/or a crucial team member’s time.

Take advantage of current law which provides incentives to use corporate funds to purchase Long Term Care insurance.

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Call Jim Laughlin at (800)434-1992 for details about all your choices and for information on how TransCareŽ II Long Term Care insurance can help protect you from the high cost of long term care. “Working Caregivers & Employer Health Costs� National Alliance for Caregiving, February 2010.

Note: Employee LTCi contributions are currently not eligible for pre-tax consideration under IRS sec.125 plans. Neither Transamerica Life Insurance Company nor any of its agents give legal, tax, or accounting advice. Please consult your tax advisor.

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The Tennessee Insuror

From Your CEO Two Different Worlds ?

If “Men are from Mars and Women are from Venus,” then there must be two very distant “home planets” for companies and agents. As your representatives in the capital, we meet with interested parties on legislation and department interpretation for a myriad of topics. Often during these meetings we are told by officials that they have heard from our members, or they tell us what agents should think about the issue. In some cases we are even told that agents have no standing on an issue and we are nothing more than nefarious meddlers. At other times, when they need our support, our PAC, or just to be able to say “the entire industry is for it,” their posture changes to one of need for unity and cooperation.

Let me be clear. More than 90% of the time we are in agreement on issues. But the devil is in the details, and Insurors often suggests changes and modifications. Occasionally, we do have our differences. When these occur you see a stark contrast on how agents and companies view a problem, or at least the solution to the problem.

Case in point. Recently we asked to meet with Insurance Department representatives because we had noticed new filings being presented and approved by the Insurance Department allowing certain carriers to file their own specialized forms relating to Workers’ Compensation. The question we asked is whether carriers should be able to make individual workers’ compensation form filings. We believe that TCA § 56-5-620(b) states that all policy forms and rating rule filings are to be made by NCCI. Companies say it’s commonplace in other states and other departments will review and approve the filings if they are deemed in the company’s best interest.

To give some history on this topic, workers’ compensation filings were not included in the Use and File system for other commercial lines when the law was changed in 1983 for prior approval.

The workers’ compensation filing requirements were changed in 1996 from prior approval to allow the NCCI to make loss cost, form and rule filings with companies required to make their own loss cost multiplier filings. If carriers’ The Tennessee Insuror

are correct in their interpretation, then a carrier could conceivably file a workers’ compensation form or rule and use it for one day and then withdraw the filing and be perfectly legal. Insurors believes that this is part of the reason the law was written to require each workers’ compensation insurer to adhere to the policy forms and rating rules filed by NCCI. Another example is the sinkhole bill that is currently moving through the legislature. It is actually a good bill and is developed from the current law which we were involved in passing back in 2006. The bill introduces how claims are to be handled before and after repairs are made to sinkhole damage. We felt that there was need to state what happens when there is a total loss and therefore cannot be replaced.

We asked for language that would state that a total loss would be handled on a replacement cost basis. The counter argument was that since it was not mentioned in the statutory language, the terms of the policy would prevail. They offered to state that in the legislative history by the sponsor mentioning it in the floor debate.

Since reviewing legislative tapes to hear the debate is not commonplace, we asked that the change be handled in the bill to avoid problems (and potential litigation). In twenty-four hours we were able to have language drafted, approved and eventually they inserted the language in the bill.

“When these occur you can see a stark contrast o n h o w agent s and companies v i e w a p ro b l em . . .”

So, while we continue to work towards a resolution on these issues, it is important to remember that there may be two different schools (or planets) of thought. u

Chuck Bidek, CPCU 25

Building Success Mid South Mutual provides Workers’ Compensation to Home Building, Commercial Trade Contractors and related industries in Tennessee.

Examples of clients we serve include: HVAC Contractors Building Suppliers Siding Installers Dry Wallers

Bricklayers Electricians Plumbers Painters

Carpenters Framers Flooring Cabinetry

Contact Wendy Cox-Vetitoe at Wendy.Cox-Vetitoe@bwood.com or 615-263-1763 7.5 x 4.625 www.midsouthmutual.com jgs_umbrella_7.4x4.625v1 Administered by Brentwood Services Administrators, Inc. Proudly serving the members of the Home Builders Association of Tennessee since 1995.

2012

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The Tennessee Insuror

Education Calendar

TAKE YOUR INSURANCE CAREER TO

THE NEXT LEVEL ::::INSURORS 2014 CE::::

TRI-CITIES/JOHNSON CITY

MEMPHIS

4/22 : CISR : AGENCY OPERATIONS 9/17 : CISR : PERSONAL AUTO

3/5-7 : CIC : COMMERCIAL CASUALTY* 3/20 : CISR : COMMERCIAL CASUALTY I 6/18 : CISR : PERSONAL RESIDENTIAL 11/13 : CISR : PERSONAL LINES

NASHVILLE KNOXVILLE

4/9-11 : CIC : LIFE & HEALTH 5/7-9 : CIC : AGENCY MANAGEMENT 7/24-25 : RUBLE : GRADUATE SEMINARS 8/13 : CISR : COMMERCIAL CASUALTY II 8/20-22 : CIC : COMMERCIAL CASUALTY 9/15 : CISR : ELEMENTS OF RISK MANAGEMENT 9/16-19 : CRM : CONTROL OF RISK* 11/12-14 : CIC : COMMERCIAL PROPERTY 11/12 : CISR : PERSONAL LINES 12/3-4 : CYBER RISK SEMINAR

4/23 : CISR : AGENCY OPERATIONS 6/11-13 : CIC : PERSONAL LINES* 9/18 : CISR : PERSONAL AUTO

ONLINE WEBCASTS (REGISTER AND VIEW DATES AT INSURORS.ABEN.TV)

: DATA PRIVACY INSURANCE : : ETHICS & BUSINESS : : WILLIAM T. HOLD - D&O LIABILITY : : NFIP FLOOD BASICS : : E&O RISK MANAGEMENT SERIES : : COMMERCIAL PROPERTY ENDORSEMENTS : : PROFESSIONAL ETHICS IN THE INS. INDUSTRY : : HOT TOPICS IN PERSONAL LINES : AND MANY MORE!

CHATTANOOGA 8/14 : CISR : COMMERCIAL CASUALTY II

CONTACT

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.

WEBINARS

REGISTER AT WWW.INSURORS.ORG OR *WWW.SCIC.COM

(REGISTER ANYTIME AT INSURORS.CEU.COM)

: INSURANCE PRINCIPLES AND POLICIES : : LONG TERM CARE : : EMPLOYEE BENEFITS FOR SMALL COMPANIES : AND MANY MORE!

CALL LAURA THROWER AT 615.515.2607 FOR MORE INFORMATION OR E-MAIL HER AT LTHROWER@INSURORS.ORG ������������ ��� ���������� �� ��������� ���������:

CISR 3/20 4/22 4/23 6/18 8/13 8/14 9/15 9/17 9/18 11/12 11/13

Fee: $173

CE: 8

Commercial Casualty I Agency Operations Agency Operations Personal Residential Commercial Casualty II Commercial Casualty II Elements of Risk Management Personal Auto Personal Auto Personal Lines Miscellaneous Personal Lines Miscellaneous

CIC

Fee: $385 (Ruble $420)

Memphis Johnson City Knoxville Memphis Nashville Chattanooga Nashville Johnson City Knoxville Nashville Memphis CE: 24

3/5-7 Commercial Casualty Institute 4/9-11 Life & Health Institute 5/7-9 Agency Management 6/11-13 Personal Lines 7/24-25 Ruble Graduate Seminar 8/20-22 Commercial Casualty 11/12-14 Commercial Property

Memphis Nashville Nashville Knoxville 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.

ABEN Webcasts (insurors.aben.tv) 2/3 2/4 2/5 2/8

E&O - An E&O Claim 360 View E&O - Agency/Carrier Relationships E&O - Understanding Agent Duties Ethics & Business Webcast

CE: 2 $30 CE: 2 $48 CE: 2 $48 CE: 3 $60

2/12 2/13 2/19 2/24

E&O - Considerations of Agent Ops Professional Ethics in Insurance Ind. NFIP: Basic Flood Course + Updates Data Privacy Insurance

Cyber Risk

$48 $60 $72 $48

Fee: $420

12/3-4 Cyber Risk Seminar

Ruble

CE: 2 CE: 3 CE: 3 CE: 2

Nashville

Fee: $430

9/16-19 Control of Risk

Nashville

Online Courses (www.iiaba.net/vu) Available from IIABA Virtual University. Member pricing shown.

Ethics for Insurance Professionals How to Calc. Business Income in 5 Min. National Flood Insurance Program New Employee Training Course

CE: 3 CE: 3 CE: 6 CE: 9

$75 $50 $80 $100

*check VU site for current information on CE and pricing

Available from The National Alliance

(www.scic.com)

Legal & Ethical Requirments of Insurance CE: 4 Insuring Flood Exposures - NFIP Review CE: 4 Available from The Institutes

$75 $75

(insurors.ceu.com)

Insurance Principles and Policies Long Term Care Workers’ Compensation Employee Benefits for Small Companies Healthcare Reform and Affordable Care e-Coverage Fundamentals of Personal Auto Insurance

CE: 7 CE: 24 CE: 10 CE: 4 CE: 5 CE: 15 CE: 3

$49 $99 $59 $39 $49 $79 $29

Register Online at www.insurors.org

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

27

28

The Tennessee Insuror

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The Tennessee Insuror

Government and Legal Affairs Taxes, Grammys and the ACA Written by Brian Haile, SVP of Health Policy for Jackson Hewitt My colleague George Brandes and I have our roots firmly planted in Music City, and we very proudly call Nashville, Tennessee home. And one of our favorite occasions occurs during this time of year: the Grammy Award Ceremony!

But the winding road toward the Gramophone trophy involves many trials for would-be artists. Not least of these are the worries about money and the insecurity of going without health insurance at times. Indeed, many if not most freelance artists struggle to scrape by while refining their gift and perfecting their art.

The ACA programs look at your income in different ways.

First, the marketplace estimates your income for the past 30 days to see if you may qualify for Medicaid or CHIP. If not, the marketplace projects your income for the full tax year to see if you may qualify for a tax credit. The system asks questions about your income now – and how you expect that it might change. Based on your responses, it estimates the amount of a credit that you might get. The federal government then pays a monthly amount directly to the insurance plan that you pick – and you just have to pay whatever is left of the monthly premium.

If the federal government makes advance payments of the credit to your insurance company, then you need to “settle up” when you file your taxes. At that point, the IRS will calculate the credit that you get based on your actual income, Beyond being huge fans and supporters of musicians, we and you might get a larger refund if you overestimated your wanted to help out by putting together a list of concrete tax income when you applied for the credit. Of course, you and health care tips for creative types. As our gift to you, here might also have to pay back part of the advance payare about a half dozen of Jackson Hewitt’s best tax insights ment of the credit if you underestimated your income for artists: when you applied. To prevent this from happening, make sure to report any changes in your circumstanc1. Can I deduct my health insurance premiums as a es to the marketplace when they occur. An increase self-employed individual on my 2013 return? in income can result in a possible balance due at the end of the year, and a decrease can result in a highYes, indeed – just like the deduction for half of your er credit or even free or low-cost coverage through self-employment taxes, you generally can deduct Medicaid. Check with your tax professional when these premiums directly on your Form 1040. Other your income, or even your life situation, changes. deductions you pay as a self-employed individual A short call between sets can make all the difcan be deducted directly from you self-employference.

Grammy likeness ment income including: travel expenses either by percopyright National sonal vehicle or public transportation like planes, trains Academy of Recording 4. I already have insurance that I buy on the individand buses; hotel rooms, half of your meal expenses Arts and Sciences ual market. Can I switch this for cheaper coverage while you are on the road; legal expenses; recording on the marketplace? studio expenses; advertising expenses; even costumes and stage make-up. All these expenses and any others that are Yes, but make sure to choose carefully. While you can only ordinary and necessary costs of being a self-employed enreceive the tax credit for plans purchased though the martertainer can be deducted. It might be worth talking to a tax ketplace the cost and coverage of insurance plans vary. Even advisor (ahem, like us) to find out more. plans offered by the same insurance company may have dif2. If I get coverage from the new insurance marketplace and I also qualify for one of the new tax credits, will I be able to deduct the amount of the premium that I pay on my 2014 return?

ferent networks of doctors or may cover different benefits, so you will want to understand what you are buying to make the best choice for you and your family.

5. Can I keep my old coverage and claim the credit?

The answer is not clear-cut, at least not yet. Based on our current understanding of law, the answer is a tentative “yes,” but we expect the IRS to clarify this in future guidance. You will still be able to claim any other medical expenses you have during the year. Stay tuned for future guidance!

No. To claim the credit, you must enroll in a qualified health plan sold on the new marketplaces.

3. My income is “highly irregular.” How do I go about estimating this for the purposes of qualifying for one of the ACA programs?

The residency issues can get complicated for health insurance and for state income taxes. When buying health insurance, you should generally apply in the state where you are now

The Tennessee Insuror

6. I travel all over – and home is where I lay my head. Which state marketplace should I use?

31

staying and plan to remain for a measure or two. When things change, you just need to let the marketplace know. For income tax purposes, you will file in each state where you earn money and in your home state. Fortunately, the home state generally allows a credit for taxes paid to another state, so your overall tax bill is reduced, even if the number or state returns you file isn’t. (Help with your state tax issues is as close as the local Jackson Hewitt office: you can even file your New York return in any of our Honolulu offices!) And you definitely want to talk with a licensed insurance agent about picking a plan with an out-of-network benefit so that you can get care while you are traveling. We can certainly help you connect with an agent at Getinsured to get just this kind of advice.

With that, we’ll close by congratulating all of the Grammy winners and nominees!

If you’ll forgive the pun, all statements are on the record.

About the Author Brian Haile serves as the Senior Vice President of Health Policy for Jackson Hewitt Tax Service, Inc. He formerly served as Director for the Insurance Exchange Planning Initiative in the Tennessee Department of Finance and Administration. He may be contacted at brian.haile@jtax.com or by following him on Twitter @haile_brian. u

800-226-3224 www.fcci-group.com

PERSONAL SERVICE. EXCEPTIONAL PARTNERSHIP. “FCCI’s culture stands out.

We are a big company, but we don’t act like one. When I go out and visit policyholders with agents and our loss control consultants, our goal is to get to know and really help the agents and policyholders we work with.”

Trey Stone, CIC Senior Marketing Underwriter Gulf Coast Region Birmingham, Alabama Now, let’s talk about your business.

General liability t Auto t Property t Crime Workers’ compensation t Umbrella Inland marine t Agribusiness t Surety Coverage available in 18 states. © 2013 FCCI

32 TI13_Stone_3.625x10.indd 1

The Tennessee Insuror

11/26/13 11:48 AM

Delivering An Unrivaled Online Destination

The South & Western philosophy is straight forward...doing business should never be complicated! When you use any of our “Rate Retrievers” for Farm & Ranch, Specialty Commercial or Specialty Personal Lines, you’ll quickly discover why South & Western is the successful agency’s best friend.

ONLINE

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The Tennessee Insuror

33

BUILDERS UNIVERSITY CELEBRATES ITS NEWEST GRADUATES: Cynthia Hunter

First Insurance Group Inc., Lebanon

Melissa Carpenter

Hale Insurance LLC, Nashville

Kevin Hale

Hale Insurance LLC, Nashville

Amy Griest

Miller Loughry Beach Insurance Services, Murfreesboro

THESE AGENTS HAVE EARNED A ROUND OF APPLAUSE.

Becky Souviron

Miller Loughry Beach Insurance Services, Murfreesboro

Stacy Tipping

Morrison & Fuson Insurance Agency Inc., Dickson

Michael Birdwell

Price and Ramey Inc., Kingsport

William Neal

RSS Insurance LLC, Chattanooga

Builders Mutual Insurance Company recognizes these Tennessee agents QP TGEGKXKPI VJGKT %GTVKĆ&#x201A;GF $WKNFGTU +PUWTCPEG #IGPV %$+# FGUKIPCVKQP Completing these requirements shows an advanced understanding of VJG KPUWTCPEG PGGFU YKVJKP VJG EQPUVTWEVKQP KPFWUVT[ 9JGP [QW YQTM YKVJ C %GTVKĆ&#x201A;GF $WKNFGTU +PUWTCPEG #IGPV [QW CTG RCTVPGTKPI YKVJ VJG DGUV KP VJG DWUKPGUU 34

To learn more about Builders University: 800.809.4859 U buildersmutual.com

The Tennessee Insuror

1171-1213

Hard work took these agents to the head of the class.

Association Update

Builders Mutual Announces Seven Insurors Members as New CBIA Designees

Builders Mutual Insurance Co. of Raleigh recently announced that seven Insurors members have earned the Certified Builders Insurance Agent (CBIA) designation. The CBIA designation is offered through the company’s educational division, Builders University. The members who achieved the designation are: • • • • • • •

Michael Birdwell of Price & Ramey in Kingsport Melissa Carpenter of Hale Insurance in Nashville Amy Griest of Miller Loughry Beach in Murfreesboro Kevin Hale of Hale Insurance in Nashville Cynthia Hunter of First Insurance Group in Lebanon William Neal of RSS Insurance in Chattanooga Becky Souviron of Miller Loughry Beach in Murfreesboro

The agents successfully completed a series of six, four-hour continuing education courses and passed a comprehensive final exam to obtain this designation, which demonstrates a better understanding the insurance needs of the building industry.

of Insurance Agents & Brokers, his work through the Lipscomb Pitts Breakfast Club and his advocacy in government for the industry throughout the Mid-South.

Boyle Hosts Boys & Girls at University of Memphis Basketball Boyle Insurance Agency in Memphis is a proud sponsor of University of Memphis Tigers basketball again this season. On January 4th, they treated youth from the Samelson and Bernal Smith Boys & Girls Clubs to the Memphis Tigers basketball game versus Cincinnati. The group was recognized in an on-court presentation and received balls signed

by Coach Josh Pastner.

“I’m so pleased that the Boys & Girls Clubs of Greater Memphis benefited from Boyle Insurance Agency’s sponsorship of Tiger basketball,” said Cindi Gresham, President of Boyle and Vice President of Region I for Insurors. “In addition, Boyle has partnered with Erie Insurance this year, which has allowed us to expand our sponsorship of Tiger basketball.” u

Swallows Seeks 15th Senate District Seat Matt Swallows, CIC, Vice President of The Swallows Agencies based in Cookeville, has announced his candidacy for State Senate. Swallows, who is currently serving as the Mayor of Cookeville, says he plans to seek the GOP nomination to represent the 15th Senate District. Sen. Charlotte Burks (D-Monterey) has represented the district since 1998, and narrowly won a fourth term election in 2010.

CELEBRATING YEARS 1989 - 2014

Swallows will first run in the GOP primary which takes place in August. A 1999 graduate of Tennessee Tech University, he received his B.S. degree in Business, and also lettered on the nationally ranked Tennessee Tech University Golden Eagles football team. In 2001, Swallows earned his financial security license.

Bailey Special Risks, Inc. Your professional liability partners for 25 years. We specialize so you don’t have to.

Johnny Pitts Listed in “Hot 100” of Industry Johnny Pitts, of Libscomb & Pitts in Memphis, was recently featured in Insurance Business America magazine’s “Hot 100 Insurance Professionals of 2013.” The list, which features the industry’s to impact professionals for the year, included Pitts for his leadership role in the national Council The Tennessee Insuror

"32 25

1.800.768.7475 www.bsrins.com questions@bsrins.com Professional Liability-Management Liability Data Privacy & Security Liability 35

For all your commercial property needs, the path is clear.

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Nashville, Tennessee | 615.251.1297 fax 615.248.4348 | nashville.burnsandwilcox.com Commercial | Personal | Professional | Brokerage | Binding | Risk Management Services 36

The Tennessee Insuror

Program Spotlight

InVEST

The Big “I” program InVEST, a school-to-work insurance program, teams with high school and college educators to provide a useful insurance curriculum for students. With the help of InVEST liaisons (insurance professionals), students could have the opportunity for job shadow days, internships or even careers after graduating from InVEST. Guest speakers during an InVEST class provide firsthand knowledge of what it’s like to work in the insurance field, and students have a new appreciation for the industry after a hearing a professional speak . And, before you’ve even entered the room they already are excited to have someone other than their teacher speaking to them!

What’s more? InVEST provides all the materials needed to speak in a classroom for you. PowerPoint presentations, quizzes, discussion questions and more! InVEST makes it easy and seamless to enter a classroom and impact the next generation of insurance professionals. Topics can include rating, claims, what to look for in a policy, how you have succeeded in the industry or even explaining specific insurance roles, like investigations and fraud.

The Tennessee Insuror

With over 60% of our industry retiring in the next seven years, we need to act fast to recruit those voted “Most Likely to Succeed” in the senior superlatives. We can only attract the brightest by intriguing them to enter the industry before they’ve even considered their career path. InVEST can help.

Don’t wait until the office is empty to find new talent. Head to the Big “I” and InVEST Insurance Career Center. What makes the Insurance Career Center different?

• • • • •

Promotion where you want it Budget friendly Social media savvy Search qualified applicants Feature your brand

For more information or to find a program near you, head to www.investprogram.org and click on Tennessee on the map at the bottom of the screen. You may also contact InVEST Executive Director Diane Mattis, CPCU, AFIS, AIAM at diane.mattis@iiaba.net. u

37

Large national payroll companies are competing for your clients. Protect your book of business by referring your clients to Ovation Payroll.

Ovation Payroll, Insurors of Tennessee's endorsed provider for payroll services, will not compete against you!

• Insulate your book of business • Reduce administrative work with real-time communication of hires and terminations • Receive referrals back from Ovation • Your agency maintains ownership of expirations on clients referred to Ovation • Gain a competitive advantage by offering Ovation’s full suite of payroll and HR services to your prospects and clients

• Seamless integration between payroll and workers compensation insurance premium collection • Quarterly state and federal tax filing and payments included • Free HR Support Center– Ovation’s online resource for all things HR • Direct deposit or Visa payroll cards included with basic service

Call today to find out why agencies nationwide are applauding Ovation Payroll Nikki Hinton Ovation Payroll 901.598.4829 nhinton@ovationpayroll.com 38

The Tennessee Insuror

Company Spotlight

Selective Flood Insurance Big “I” Flood enters 2014 maintaining a strong partnership with industry leader Selective Insurance. This partnership enables Big “I” Flood to offer exceptional value to all independent insurance agents with every flood policy written through Selective Flood.

Selective Flood continues to listen to the feedback they receive from their agents, making changes accordingly. Last year, Selective Flood upgraded its quoting system to an enhanced, state-of-the-art system that offers many features other WYO carriers do not. This new system affords agents access to real-time processing of non-money endorsements, downloadable documentation and even detailed claims information. For more information regarding these features and other system enhancements, contact your Selective Flood Territory Manager, Tammy Goodman.

Marketing flood insurance—and the serious threat that flooding poses—continues to be a top priority for both Big “I” Flood and Selective Flood. If you need marketing materials in your office, e-mail the Big “I” Flood team or check out Selective Flood’s new marketing portal for a variety of great resources. Visit the portal now at www.selectiveflood.com and click on the Marketing Materials tab.

Writing though Selective Flood gives all our agents access to exceptional customer service through Big “I” Flood. If you need help rolling over your book of business to Selective Flood, contact your Selective Flood Territory Manager or call Big “I” Flood at 1.800.221.7917.

Training Also Available Selective’s agency partners also have the The Tennessee Insuror

opportunity to utilize a variety of specialized training classes both online and in-person. These classes are developed to provide you the insights necessary to talk flood with your customers. Whether you’re looking for in depth CE Training courses, or want to attend a quick webinar to learn more about trending industry topics such as Biggert-Waters 2012, they have what you need.

In our ABEN online course catalog, you can view the “NFIP Basic Course” and comply with your CE requirement for Flood training. Just visit insurors.aben.tv for dates and times or to register.

Why Promote Flood Insurance?

Many Americans are still unaware that flood damage is not covered by their homeowner’s insurance policy. Others are in denial about the serious flood risks to which they are exposed. Remember that floods are the nation’s #1 natural disaster and that 25-30% of all paid claims are from low to moderate risk areas, yet a large percentage of residents in these areas do not have flood insurance.

You will also foster cross-selling growth, and lower your E&O exposure. The top two E&O errors are not offering coverage, and not offering the right amount of coverage. Don’t open up your agency to costly lawsuits.

If your clients don’t have coverage, they may not receive assistance in a flood loss. Not All events are declared a federal disaster by our President–federal assistance may not always be available.

And even if it is, the assistance is an SBA loan that must be paid back with interest. Not to mention the property owner must then maintain flood insurance over the life of the loan to qualify.

Protect your clients! Offer them flood insurance through Selective. u

Tennessee Contacts Tammy Goodman Territory Manager tammy.goodman@selective.com 803.240.5233 About Selective Selective Insurance Group, Inc. is a holding company for ten property and casualty insurance companies rated “A” (Excellent) by A.M. Best. Through independent agents, the insurance companies offer primary and alternative market insurance for commercial and personal risks, and flood insurance underwritten by the National Flood Insurance Program.

High-Tech, High-Touch -- Selective’s Value-Added Approach Throughout Selective’s history, the emphasis has been a “high-touch” philosophy; maintaining strong relationships with the independent agents who market and distribute the company’s products and delivering the value its shareholders expect and deserve.

Selective’s experienced field personnel work closely with agents in their offices.

This on-site approach, supported by five regional offices and technology links to automated systems, enables a quick response to business opportunities and customer requirements. Behind the risk management products and services, Selective maintains a strong underwriting tradition. The field and regional staffs are backed by customer-focused strategic business units that quickly develop and market products designed to meet customers’ developing needs.

39

Dave Porch Porch-Stribling-Webb Waverly, TN

Tom Strate Strate Insurance Group Morristown, TN

Busch Thoma E.B. Thoma & Son Agency Tullahoma, TN

Jack Spann Spann Insurance Nashville, TN

Richard Hollis Hollis & Burns Memphis, TN

Roger Smith Thompson & Smith Insurance Jackson, TN

Presidents of Insurors of Tennessee

Commanding Strength and Leadership

by Partnering with Keystone Insurers Group

Partners in Pennsylvania, North Carolina, Virginia, Indiana, Ohio, Kentucky, Tennessee and Georgia.

Call Michele Bicknell at mbicknell@keystoneinsgrp.com

• Increasing Agency Value for Over 240 Partners in 8 States • Perpetuating & Strengthening the Independent Agency System • Individually Owned & Operated

888.892.5904

40

Or visit www.keystoneinsgrp.com The Tennessee Insuror

©2013 Keystone Insurers Group®. All Rights Reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group franchise is not registered.

Looking Back

a past president spotlight presented by

Busch Thoma • Principal at E.B. Thoma & Son • Insurors President in 2007 Busch Thoma of E.B. Thoma & Son Insurance

Busch Thoma is a third generation agency owner of E.B. Thoma & Son in Tullahoma.

The Association has so many important roles they play for agents. I really haven’t seen a philosophy change in the Insurors to address and help solve agents’ needs, but we have had consistency for many years.

The Insuror: It’s been seven years since you were President of Insurors, any reflections on your time in office you could share with us?

The Insuror: You have been a longtime supporter of The National Alliance designation programs for both you and your staff, why do you feel that is important to your agency?

Busch: Education, Education, Education. It gives confidence to a person, but most of all it is a means to not just a sale, but learning how to protect a client’s interests. The programs offered by the National Alliance are the working agent’s tool to stay current with the industry.

Busch: I found I got more out of it than I put into it.

Working with Chuck and the staff made me look good, and the whole process was a privilege. I got to be among board and executive committee members working toward the common good of the membership. THE TENNESSEE Many of these folks were people I grew up with in the business as Young Agents. Surviving “the ride” with Chuck was an the most challenging experience.

INSUROR r 2006

November/Decembe

Vol. 17 No. 6

www.insurors.org

Introducing President Busch

Back in the day, Chuck used to cover distance pretty quickly. I became more concerned with arriving alive at the destination. The first ride was the most memorable as I had not been in a vehicle that had Bluetooth. The first of many phone calls had me jumping out of the seat. I thought God had called. Putting David Williams and Chuck in a car was taking your life into their hands. There was a good chance you were either going to get killed by Chuck’s driving or bust a rib with David’s tales of life.

113th Annual Convention Recap

Independent Contractors v.

Employees: Is It Time for a Law Change

Finding and Educating the Next Generation of Insurance

Busch: A legislative role. One swipe of a Governor’s or President’s pen can change the life of an agency and our industry. I was not a big supporter of PAC’s when I started in business. I learned that money talks or at least helps politicians listen. It is a necessity that we support our PAC and our Government Affairs programs. Every agent and employee needs to contribute and more importantly, understand why they need to contribute.

The Busch on the cover of r uro Ins see Tennes

The Insuror: How has the Association, and to a greater extent the industry, changed over your career?

Busch: They have both changed substantially. I remember my Dad was on the “cutting edge” with a calculator that weighed 20 pounds and took up half the desk. Automation and communication has changed so much in 40 years and it has made all of society change. There has always been change but the speed of change now seems to be overwhelming. We had 20 companies and 20% of the volume I have now when I started. Today with 25% of the companies and substantially more volume, keeping companies happy is a daily chore. I always said two things would drive me from or put me out of business; government and/or insurance companies.

The Tennessee Insuror

The Insuror: What role do you feel is most important for Insurors to play in supporting independent agents?

The Insuror: Is there a goal that independent agents as a community should be focused on for the future?

Busch: When I think back, it seems like every time things looked bad for agents my Dad would remind me about when he got into business and how the experts said independent agency system would not survive. Yet here we are. Our goal should always be to demonstrate to the buying public the benefits of doing business with an independent agent.

The Insuror: And finally, what advice would you give other agents about building a successful insurance career such as your own?

Busch: Success seems to follow people who put other’s interests first. u 41

We get you.

We understand what agents want and we’re committed to giving you the tools you need to grow your agency.

Look into a partnership with us by calling today.

Amy Mayes 352-384-4186 mayesa8@nationwide.com

AUTO • HOME • BUSINESS • POWERSPORTS

Allied products underwritten by Nationwide Mutual Insurance Company, AMCO Insurance Company, Allied Property & Casualty Insurance Company, Depositors Insurance Company, Nationwide Insurance Company of America, Nationwide Affinity Insurance Company of America, Nationwide Property and Casualty Insurance Company, Nationwide Mutual Fire Insurance Company, Nationwide Agribusiness Insurance Company, Home Office: Des Moines, IA. Harleysville products underwritten by Harleysville Lake States Insurance Company, Harleysville Preferred Insurance Company, Harleysville Worcester Insurance Company and Harleysville Insurance Company. Home Office: Harleysville, PA. Customers will be placed with one of the above companies based on your location and the product requested. Subject to underwriting guidelines, review and approval. Products and discounts not available to all persons in all states. Nationwide Insurance, the framemark and Harleysville are service marks of Nationwide Mutual Insurance Company. © 2014 Nationwide Mutual Insurance Company.

ALO-0239AO (01/14) 42 The Tennessee Insuror

UWLVH

Company Briefs

Liberty Selling Summit Holdings to American Financial

tion, Horner Insurance Services brings additional markets and expertise to the existing commercial transportation facilities at South & Western.

Liberty Mutual recently announced the sale of Summit Holdings Southeast Inc. and its related companies to American Financial Group (AFG) in an all-cash transaction valued at $250 million. Based in Lakeland, Florida, Summit sells workers’ compensation in the Southeast and has approximately $520 million of premium written.

Based in Memphis, Gene Horner Jr. will lead a combined unit as president of commercial transportation. Existing underwriting staff at Horner Insurance Services will continue to provide commercial transportation products to retail agents throughout the mid-South and Southwest.

After the completion of the sale, Summit will operate under AFG division Great American Insurance Group. Summit affliailtes in Tennessee include Bridgefield Casualty Insurance Company, Bridgefield Employers Insurance Company and BusinessFirst Insurance Company. A.M. Best has announced that after the sale that the ratings of the carriers involved will remain unchanged.

South & Western and Horner Join Forces Dallas-based South & Western General Agency Inc. has announced a merger with Horner Insurance Services Inc. of Memphis. As an MGA specializing in commercial transporta-

South & Western offers specialty insurance products to independent agents throughout the mid-South and Southwest. In addition to commercial transportation, South & Western offers specialty personal lines, farm & ranch, and specialty commercial property/casualty products.

Chapman Joins Berkley Fire & Marine as Regional Manager Alexandra Chapman has been named Southeast Regional Manager for Berkley Fire & Marine Underwriters (a W. R. Berkley Company). Alex will be located in Nashville and was previously with another insurer as an Account Executive of Inland

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t dƌĂŶƐƉŽƌƚĂƟŽŶ t ,Kϯ͕ WͲϭ͕ WͲϯ t WƌŽĨĞƐƐŝŽŶĂů >ŝĂďŝůŝƚLJ

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43

Marine. She also has previous property, inland and ocean marine from another insurer in the Southeast.

Alex holds a Bachelor of Business degree from the University of Mississippi with an emphasis on Insurance and Risk Management.

Berkley Fire & Marine Underwriters will align its operations with other W. R. Berkley Corporation companies where there is mutual benefit to leverage opportunities to maximize growth and profitability. Their products are sold through a selective, prestigious group of independent agents.

AmTrust to Acquire Tower Group Renewals AmTrust Financial Services has announced the acquisition of renewals rights for Tower Group International’s commercial lines business for $125 million. AmTrust also announced that National General Holdings Corp., a specialty personal lines property/casualty insurer, agreed to acquire the renewal rights and assets of the personal lines insurance operations of Tower.

In addition, AmTrust has reached agreement with several Tower subsidiaries to enter into a 100 percent quota-share reinsurance agreement and provide a cut-through endorsement on most of Tower’s commercial lines business in-force policies, and on new and renewal commercial business.

1989 to January 1994, when she was promoted to General Counsel/Governmental Affairs. She served in that capacity until June 1995, when she left ACUITY to pursue her master’s degree and Ph.D. She has spent the past eight years at the Marquette University Counseling Center, where she was a psychologist and training coordinator.

In November, Joan rejoined ACUITY to serve as General Counsel. Prior to her initial tenure at ACUITY, she was a partner in the law firm Nash, Spindler, Dean & Grimstad in Manitowoc, Wisconsin. Joan earned several degrees from Marquette University, including a bachelor’s degree in history, J.D. (Doctor of Jurisprudence) in law, a master’s degree in clinical psychology, and a Ph.D. in clinical psychology.

Applied Systems Sold to Private Equity Firm Bain Capital, which purchased industry software firm Applied Systems for $675 million in 2006, has agreed to sell the agency management company to private equity firm Hellman & Friedman in a deal valued at $1.8 billion. Under the terms of the agreement, members of Applied Systems’ senior management will continue to maintain a significant ownership stake.

“All of us at Applied are pleased to be partnering with H&F

Clarkson Joins Atlas General as COO Atlas General Insurance Services, LLC, a national multi-line program manager, welcomes Ryan Clarkson to the team as the new chief operating officer. In his position, Clarkson will be responsible for strategic operations, including the integration of new programs and lines of business into Atlas’ existing platform. Clarkson will also be responsible for enhancing information technology service offerings and enforcing company service standards and regulatory compliance.

Clarkson joins Atlas with over 13 years of experience in information technology, systems, operations management, product development and cross-functional team leadership with leading Fortune 500 companies. Prior to joining Atlas, Clarkson served as the senior director at UnitedHealth Group.

In his role, he was responsible for strategic IT initiatives, organizational development, controlling programs and employee engagement. As the senior director, he was able to reduce annual operating costs for UnitedHealth Group by $170 million, while improving customer satisfaction and retention.

Ravanelli Miller Promoted as ACUITY V.P. ACUITY has promoted Joan Ravanelli Miller to General Counsel and Vice President - Human Resources.

Joan served as House Counsel at ACUITY from September 44

The Tennessee Insuror

DECEMB ER 2ND, 3:52 P.M .

THERE’S NO REPL ACEMENT FOR A REL ATIONSHIP IN AN INS TANT, J IL L SA NTOS K NE W A N U N DER W R ITER CO U L D M A K E A D IFFER EN CE

An insurance agent contacted CNA underwriter, Jill Santos.

The account required special attention due to the client’s planned business expansion.

Jill cleared her schedule, made a trip to visit the business with the agent and put together a customized coverage package — ultimately helping her agent retain a long-held relationship.

Great job, Jill.

CNA is right in your backyard.

With a branch located in Nashville, our underwriters, claim service representatives and risk control specialists are all within reach. To learn more, call 615-886-3300.

Business Services • Construction • Financial Institutions • Healthcare • Manufacturing Professional Services • Real Estate • Retail • Technology • Wholesale Distribution

Please remember that only the relevant insurance policy can provide the actual terms, coverages, amounts, conditions and exclusions for an insured. All products and services may not be available in all states and may be subject to change without notice. CNA is a registered trademark of CNA Financial Corporation. Copyright © 2014 CNA. All rights reserved.

The Tennessee Insuror

45

and JMI Equity as they share our commitment to revolutionize the global business of insurance by investing behind the company’s unique product vision for the benefit of our customers,” Reid French, the chief executive of Applied Systems, said in a statement.

Kittell Named Director of Real Time The insurance industry’s Real Time/Download Campaign, which aims to improve workflows for independent agencies, has named Elizabeth (Liz) Kittell as campaign director.

Kittell, who has independent agency and association experience, has spent her life and career surrounded by the insurance industry, thanks to her family-run insurance agency in Lincoln, Nebraska.

After starting her own career in 2006 as an agent with All American Insurance / Midwest Insurance Agency Alliance in

Lincoln, Nebraska, Kittell joined the Independent Insurance Agents of Nebraska (IIAN) in the marketing department.

expansion, and he will continue to develop strategies that position the organization for sustainable growth and success.

Kittell has served as a member of the Agents Council for Technology (ACT) Social Media Workgroup. Most recently, she has continued as an independent agent, IIAN marketing consultant, IIAN Foundation program director, and social media strategist with insurance branding firm Aartrijk. A graduate of University of Nebraska-Lincoln, Kittell has contributed as an industry speaker and writer on agent social networking issues.

Lisa Krouse is promoted to Executive Vice President & Chief HR Officer. Krouse joined FCCI in 2005. As Senior Vice President of Human Resources and Support Services, she has led efforts to mitigate health insurance costs and promote health and wellness, training and development, and performance accountability.

FCCI Announces Six Officer Promotions Sarasota-based FCCI Insurance Group (FCCI) has announced the promotion of six key officers: Rupert Willis is promoted to Executive Vice President & COO. Willis joined FCCI as a Regional VP in 1999 and became Chief Regional Officer in 2007. Willis has played a major role in leading FCCI’s growth and

Tom Koval is promoted to Executive V.P. & CLO. Koval came to FCCI in 1997 in the role of General Counsel. He oversees all legal department functions for the company, including in-house counsel, outside retained counsel and corporate legal.

Scott Paice is promoted to Vice President of Surety. Paice joined FCCI in 2010 to establish and build the company’s surety bond organization. His focus is on partnering with select independent agents to reach new bond customers and continue to drive growth of the FCCI Surety unit.

Mike Noble is promoted to V.P of Under-

OUR DWELLING INSURANCE ÝÛ~ ÉÛE]oÛ9mkaf]kkÛ:geeakkagf ÝÛGYjlf]jk`ahÛGjgxlÛJ`Yjaf_ ÝÛ~ ÛDYpaemeÛGgda[qÛCaealk ÝÛFof]j ÛK]fYfl ÛMY[YflÛ8f\ Û J]YkgfYdÛIakckÛ8[[]hl]\ ÝÛDgZad]Û?ge]kÛ8[[]hl]\ ÝÛJ[`]\md]ÛI]flYdÛGjgh]jla]k ÝÛ=YklÛFfdaf]ÛHmgl]k ÛGgda[a]k Û 8f\Û<f\gjk]e]flk

REWARDS OUR AGENTS. National Security strives to provide competitive, affordable insurance for policyholders, but we also reward our agents with some of the highest commissions in the industry, a partnership profit sharing program and an award-winning web site that provides fast online quotes, policies, and endorsements. Find out more by calling 1-800-239-2358 x213 or visit us on the web at www.nationalsecuritygroup.com.

46

Elba, Alabama • 800-239-2358

The Tennessee Insuror

writing, Gulf Coast Region. In 2009, Noble joined FCCI’s Home Office in Sarasota, FL, and in 2012, he transitioned to the Gulf Coast Regional Office in Ridgeland, MS, as AVP of Underwriting. Noble oversees underwriting operations for the region, which has grown from two states to five in the last two years.

Ann Driscoll is promoted to V.P. of Human Resources. Driscoll joined FCCI in 1997 as a recruiter and has most recently served as Assistant Vice President of Human Resources. She has nearly 30 years of experience in the human resources industry, and she will continue to lead programs that support FCCI’s business goal to attract, retain and develop highly skilled employees throughout the company.

tion of two of our insurance subsidiaries is expected to significantly lower the $3.8 million in insurance retaliatory taxes the company paid in 2012.”

McPeak Named to Business Insurance Women to Watch List Tennessee Department of Commerce and Insurance Commissioner Julie Mix McPeak was named to Business Insurance’s annual “Women to Watch” list and recognized for her leadership and impact on the industry at this year’s annual event. She was also profiled in the December edition of the publication.

AMERISAFE Moving Two Subsidiaries to NE AMERISAFE has announced that the Company intends to redomesticate two of its three insurance subsidiaries from Louisiana to Nebraska. In connection with the redomestication, AMERISAFE will open a new office in Omaha, which will serve as the headquarters for American Interstate and Silver Oak. AMERISAFE’s corporate headquarters will remain in DeRidder, LA.

Business Insurance’s annual Women to Watch Awards program recognizes women who are doing outstanding work in commercial insurance, risk and benefits management, and related fields, including regulation, consulting and law. Out of hundreds of nominees the judging panel chose Commissioner McPeak to be recognized at this year’s event.

C. Allen Bradley, AMERISAFE’s Chairman and CEO, commented, “AMERISAFE currently writes insurance in 30 states and the District of Columbia. As the company expanded its geographic footprint, particularly in the Midwest, growth outside of Louisiana exceeded the growth inside the state. The redomestica-

When asked about what she enjoys most as Commissioner for the Department of Commerce and Insurance McPeak said, “I have been a regulator in the insurance industry for a very long time… I very much enjoy being a regulator, knowing that I can make a difference in peoples’ lives in Tennessee.” u

KNOWLEDGE A CULTURE OF CONTINUOUS LEARNING “My agents appreciate the fact that I have an underwriting background.

They know they can rely on the information I give them. I’m available to my agents at all times - they even have my cell phone number!”

Debbie Martinez Underwriter & Sales Manager, Southern Region

800.595.0063

jmwilson.com

Managing General Agency Since 1920 Property/Casualty • Professional Liability • Commercial Transportation • Surety • Personal Lines • Premium Finance The Tennessee Insuror

47

Agents & Brokers Respond to Interface Priorities

“The survey offered tremendous insight into what users and non-users believe should be improved,” Sigler noted. “We need to work together as an industry to help address these issues and to help drive even broader availability and adoption.”

Campaign Survey note: The research gathered insight from more than 2,200 professionals who work in agencies and brokerages in all 50 states as well as in Canada. To help establish interface enhancement priorities, respondents were asked to rate, on a scale of 1 (lowest) to 5, each of 13 possible items. They then were asked to choose from among those items they rated highest and create a list of their “Top 3” recommended improvements.

About the Real Time/Download Campaign Launched in 2007, the Real Time/Download Campaign (GetRealTime.org) is dedicated to improving the competitiveness of the independent agency distribution channel. The campaign isn’t advocating a specific technology, but a workflow

...continued from page 13

approach that frees up more time for agencies to sell, process and service business. Most agents can leverage tools already contained in their agency management systems or comparative raters.

Campaign participants include agents, brokers, carriers, technology providers, user groups, and agent and industry associations.

The campaign is led by industry groups and sponsored financially by: ACORD and the ACORD-User Groups Information Exchange (AUGIE); Allied Insurance/Nationwide; Applied Systems/IVANS; Applied Systems Client Network (ASCnet); CNA; EMC Insurance Companies; Grange Insurance; Harleysville; The Hartford; Big “I” and its Agents Council for Technology (ACT); Liberty Mutual Insurance; MetLife Auto & Home; Network of Vertafore Users (NetVU); NxTech, Incorporated; PIA of New York, New Jersey, Connecticut & New Hampshire; Progressive; Travelers; Vertafore; and Westfield Insurance.

For more information, visit www.getrealtime.org or contact Dave Willis at 603.444.2225 or e-mail dave@aartrijk.com. u

Workers Compensation for Commercial Builders We are dedicated to providing independent agents and their commercial construction clients with a superior product and exceptional service. The advantages of participating in CompTrustAGC...Tennessee are significant.

Competitive Premiums Earn Discounts for Favorable Loss Experience Strong Safety Program Specifically for the Construction Industry Responsive Toll-Free Claims Service Proactive Claims Management Strategies Potential Dividends for Members Interest Free Premium Payments Member Education: Seminars, On-Site Seminars and Website Resources Exclusive to Members of the AGC in Tennessee

Stacy Sutcliffe, CPCU at 615.263.1300 or 800.524.0604 or tnagc@bwood.com

www.comptrustagctn.com 48

The Tennessee Insuror

MetLife Auto & Home®

Your Partner for Profitable Growth Seeking Independent Agency Partnerships in TN

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with the brand power, world-class resources and

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East TN 1-615-804-4887 swheeler1@metlife.com

property and casualty insurance providers.

If you’re a preferred agency with a proven track record, contact the MetLife Auto & Home Regional Sales Manager in your area to learn how we can help you build on

your success.

MetLife Auto & Home is a brand of Metropolitan Property and Casualty Insurance Company and its Affiliates, Warwick, RI. © 2011 MetLife Auto & Home L1110142043[exp1013][All States] PEANUTS © 2011 Peanuts Worldwide

The Tennessee Insuror

MetLife Auto & Home 700 Quaker Lane PO Box 350 Warwick, RI 02887

49

We push ourselves for you.

Because you push yourself for them.

For more about how Grange can help you help your customers contact: Donya Wilson at 800-422-0550 ext. 3137 or wilsond@grangeinsurance.com.

grangeinsurance.com 50

The Tennessee Insuror

Meetings

Several Upcoming Events for Winter and Early Spring Young Agent Seminar February 12th On Wednesday, February 12th, Insurors Young Agents sponsor Berkley Southeast Insurance Group will host a seminar on Roof Coverages. The class will take place at the Insurors training facility in Nashville. The course is open to Young Agent members only (those Insurors members under 40 years of age or with 5 or less years of industry experience).

The course will be led by Paul Martin, an education consultant and owner of PZ Martin Education Strategies, Inc., a firm dedicated to making insurance industry professionals better through customized education and support. His varied insurance career includes experience as an adjuster, underwriter, special agent, company manager, independent agent, and over a decade as an insurance educator in Texas.

He also works with Big “I” national association’s Project CAP as a State Marketing Liaison. Register now or get more info at http://www.insurors.org/what-we-do/young-agents/.

Big “I” Legislative Conference April 9-11 Join the Big “I” April 9-11, 2014 in Washington D.C. for the premier legislative event in our industry, the 2014 Legislative Conference. Attend a one-of-a-kind legislative event for the independent agency system and educate members of Congress on issues important to you and your clients.

Registration includes an in-depth issues briefing, legislative breakfast with high-profile Congressional speakers, a general session and networking opportunities. Get more info or register now at http://www.independentagent.com/Events/ LegislativeConference/home.aspx

MTSU Chair of Insurance Golf Tourney 4/22 It is time again to start planning for the annual MTSU Chair of Insurance Golf Tournament. This is the 30th consecutive year for the event which will be held at Champions Run Golf Course in Rockvale on April 22, 2014. MTSU would love to have you and/or your company be a part of the experience. A brochure will be sent out early in 2014. If you would like to register early for hole sponsorship, player participation or if you just want to help in any way, please contact Dr. Ken Hollman via e-mail at ken.hollman@mtsu.edu or by phone at 615.898.2673 or by completing the appropriate registration form(s) (along with remittance) and returning them by mail to Kenneth Hollman, MTSU, Chair of Insurance, PO Box 165, MTSU, Murfreesboro, TN 37132. u The Tennessee Insuror

YOUR FIT FOR WORKERS’ COMP AND MORE! Preferred Comp of Tennessee is endorsed by the Insurors of Tennessee (IOT) to provide member agencies competitive workers’ compensation options.

Meadowbrook Insurance Group, Inc. Low to Moderate Hazard Workers’ Compensation

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NEW LOOK! Same dedication to our TENNESSEE agents!

Our mission is to provide you with excellent SERVICE from EXPERIENCED staff you can TRUST in your time of need.

Bruce Hunzicker 615.417.6377 â&#x20AC;˘ bhunzicker@ciusa.com

Visit us on the web @ WWW.CIUSA.COM

Member Tips

Are We Seeing Eye to “I”?

By Michael Welch, Big “I” Markets Service Coordinator Are you suddenly having difficulty using Big “I” Markets and some other websites? When you click on a link does nothing happen? You may be a victim of an automatic update to Internet Explorer 11. It’s easy to check. Just click on the Help link and then if it doesn’t say which version, click on About Internet Explorer and a little box will pop up to tell you which version you are using. If you are using either IE 10 or IE 11 you will need to make it compatible withInternet Big “I” Markets.

Compatibility View with Explorer 10 & 11

Compatibility View with Internet Explorer 10 & 11 If you don’t see the Help option you need to activate the Menu

Click on the Help link and then if it doesn’t say which version (as it does he Bar by right-clicking on a blank area of your browser’s header Click on area the linkbox and then if Bar. it say which version you (as itare does he Explorer andHelp a little will pop updoesn’t to tell you using and clicking on Menu Explorer and a little box will pop up to tell you which version you are using

The fix is easy. First make sure your browser is at the website

If you don’t see the Help option you need to activate the Menu Bar by righ with which you are having trouble. There is an icon on the right If youbrowser’s don’t the Help option need to activate MenuClick Bar by righ your header area clicking Menu Bar.the end see of the address barand thatyou looks likeon a torn piece of paper. that BEFORE logging If you don’ton seeMenu the icon, your browser’s header area in. and clicking Bar.click on Tools and then Compatibility View settings.

The fix is easy.

The webpage address should automatically be filled in so all The fix is easy. yousure needyour to do is click on Add, Close.with For which Big “I” you Markets First make browser is at thethen website are having t it will probably log you out but all you need to do is log in and First make sure your browser is at the website with which you you should have no more trouble. This remedy will work are for having t

There is an icon on the right end of the address bar that looks like a torn pie most other websites as well.

BEFORE logging in.the right end of the address bar that looks like a torn pie There is an icon on BEFORE in. fix and are still having trouble call our technical If logging you do this

hotline at 703.647.7800 between 9 am - 5 pm EST. u

Directory of Advertisers Advertiser

ACUITY Allied Insurance/Harleysville Amerisafe AmTrust North America Applied Underwriters Arlington/Roe & Co. Auto-Owners Insurance Bailey Special Risks, Inc. Berkley Southeast Insurance Group Brentwood Services Administrators Builders Mutual Burns & Wilcox CNA Insurance ComTrust AGC Tennessee Consumers Insurance EMC Insurance FCCI Insurance Group Grange Insurance Companies Guard Insurance Group The Hanover Insurance Group Heartland Ovation Payroll INSBANK J.M. Wilson Johnson & Johnson Keystone Insurers Group Lemic Insurance Company MetLife Auto & Home Millennium Brokerage Group National Security Group North Alabama Insurance Penn National Insurance Preferred Comp/Meadowbrook Preferred Property Programs South & Western Southern Cross Underwriters Summit Holdings Tennessee Underwriters, Inc.

Phone

(800) 242 - 7666 (352) 384 - 4186 (866) 719 - 0267 (877) 528 - 7878 (877) 234 - 4450 (800) 878 - 9891 (615) 373 - 5200 (800) 768 - 7475 (615) 932 - 5508 (800) 524 - 0604 (800) 809 - 4859 (800) 341 - 4844 (800) 251 - 5852 (800) 524 - 0604 (615) 896 - 6133 (800) 239 - 2005 (800) 226 - 3224 (800) 422 â&#x20AC;&#x201C; 0550 (800) 673 - 2465 x4567 (615) 517 - 1681 (901) 598 - 4829 (866) 866 - 4268 (800) 595 - 0063 (931) 704 - 0810 (800) 416 - 5498 (225) 201 - 0107 (615) 812 - 4811 (800) 434 - 1992 (800) 239 - 2358 x267 (800) 824 - 1740 (800) 395 - 0518 (800) 755 - 8090 (888) 549 - 2465 (800) 492 - 5351 (800) 682 - 5263 (800) 971 - 2667 (615) 791 - 1400

Website

www.acuity.com alliedinsurance.com harleysvillegroup.com www.amerisafe.com www.amtrustnorthamerica.com www.auw.com/us www.arlingtonroe.com www.auto-owners.com www.bsrins.com www.berkleysig.com www.bwood.com www.buildersmutual.com www.burnsandwilcox.com www.cna.com www.comptrustagc.com www.ciusa.com www.emcins.com www.fcci-group.com www.grangeinsurance.com

www.guard.com/apply www.hanover.com www.ovationpayroll.com www.insbanktn.com

www.jmwilson.com www.jjins.com www.keystoneinsgrp.com www.lemicins.com

www.metlife.com www.mbgnow.com www.nationalsecuritygroup.com

www.nai1982.com

www.pennnationalinsurance.com

www.meadowbrook.com www.umbrellaprogram.com

www.southandwestern.com www.scui.com

www.summitholdings.com www.tnund.com

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Thank you, agents.

Auto-Owners has always been dedicated to the independent agency system and proudly standing behind the agents who represent us. We would like to thank you for your continued loyalty, which has helped us achieve tremendous growth and accomplishments over the years.

2500 21st Avenue South Suite 200 Nashville, TN 37212

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

We look for the best independent agents and build relationships that last the duration. We are committed to the independent agency system as the only means to deliver our products. Because of that, we work hand-in-hand to help our agencies grow profitably.

Our agents set us apart.

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www.PennNationalInsurance.com