The Tennessee Insuror Jan/Feb 2016

THE TENNESSEE

INSUROR January/February 2016

Vol. 27 No. 1

www.insurors.org

10 12 48

Riding the Stock Market Roller Coaster 2016 Agency Growth Conference

E&O Extra Credit

Prepared to Lead Meet Your 2016 Insurors Board of Directors

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2 Insurance plans protected U.S. Patent No. 7,908,157.

The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXVII, Number 1 January/February 2016

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 Prepared to Lead INSURORS OFFICERS

President ............................. Christie Reeves, CIC, CPCU, CPIW Immediate Past President ......................... Cindi Gresham, CIC IIABA National Director ......................................... Lou Moran III Vice President, Region I ..................................... Chris Allison, CIC Vice President, Region II ................................................... Joe Hunt VP, Region III and President Elect ................ John McInturff III Treasurer .............................................. Battle Bagley III, CIC, CPA Secretary ...................................................................... Rush Powers Director, Region I ....................................................... Portis Tanner Director, Region I ............................................ Stephen Masterson Director, Region I .......................................................... Tim Roberts Director, Region II ....................................................... Chip Fridrich Director, Region II .................................. Matt Swallows, CIC, CRM Director, Region II ................................................. Steve Copeland Director, Region III ..................................................... Kevin Ownby Director, Region III .................... Kym Clevenger, CPCU, CACW Director, Region III .................................................... Eric Campbell Young Agents Chairperson .................................. Brent Chance

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 2016 Insurors Board of Directors

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Riding the Stock Market Roller Coaster

12

2016 Agency Growth Conference

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Daniel Learns About Ins.: Making A Murderer Liability

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Your E&O Extra Credit

A Popular Documentary Raises Some Questions on Liability

departments 21

From Your President

23

From Your Young Agents Chair

25

From Your CEO

29

Education Calendar

31

Government and Legal Affairs

37

Program 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

3rd Annual Event will be Held March 9-10 in Murfreesboro

In With the Old and In With the New What is All This Stuff?!?

The Public Welfare Requiring It

Preferred Comp of Tennessee

2016 Best Practices Study

3

Prepared to Lead Meet Your 2016 Insurors Board of Directors

Your Association is lucky to have another group of outstanding volunteers to lead Insurors of Tennessee in 2016. This group is filled with individuals who are successful business owners, community leaders and industry experts. All of which helps make them prepared to lead.

Christie Reeves, CIC, CPCU, CPIW PRESIDENT

Christie is the Area Senior VP and Director of Client Operations for Arthur J. Gallagher in Brentwood and serves as Insurors President. 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 VP 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 past 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.

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Cindi Gresham, CIC IMMEDIATE PAST PRESIDENT

Cindi is the President of Boyle Insurance Agency in Memphis, and serves as Insurors Immediate Past President. 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 various senior and youth organizations, University of Memphis athletics and formerly served as president of the Insurors of Memphis local board. Cindi has two sons, Brad and Kyle, and six grandchildren. She attends Collierville UMC and resides in Collierville with her husband, Rocky.

John McInturff III, ARM

VICE PRESIDENT OF REGION III AND PRESIDENTELECT

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, earning his B.S. in BusiThe Tennessee Insuror

ness 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 the Tri-State Claims division of 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, past president of the HVFC Soccer Club and has been involved with Junior Achievement of Tri-Cities, the Kingsport Rotary-Sunshine Club, and is a member of First Presbyterian Church. He and his wife Tonya reside in Kingsport and have two children, Lauren and Lindsey.

Chris Allison, CIC VICE PRESIDENT OF REGION I

Chris is a principal agent with The Allison Insurance Group, Inc., in Jackson, and serves as Vice President of Region I. He received his Bachelor degree from Union University in Jackson, and began his insurance career in 1990. He received his CIC certification in 2008. He formerly served Insurors as Young Agents Chair, Secretary and a Director of Region I. A true believer of community involvement, Chris is a member of the Rotary Club, serves on the Boards of the Jackson State Community College Foundation and the Exchange Club Carl Perkins Center for the Prevention of Child Abuse, and serves on the Union University Business School Advisory Committee. Past involvement includes Northside United Methodist Church Trustee and Chair of the Trustees, Rotary Club Board, Jackson Chamber of Commerce Board and Committees, Leadership Jackson Alumni Association Board, Boys and Girls Club Board and past Chair, along with many other community related groups and events. Chris now lives in Jackson with his wife Suzanne, and their daughter Ashlee.

Joe Hunt VICE PRESIDENT OF REGION II

Joe is the Chief Manager of V. R. Williams & Co. in Winchester and serves as the Vice President of Region II. After leaving his hometown of Charlotte, Joe went on to graduate from Wingate University in Wingate, North Carolina, with a B.S.B.A. in Business Management and a minor in Economics. In 1982 he started with Maryland Casualty Company, serving as a Market Manager. In 1988 he left the company side to begin working with independent agencies. He previously served on the Insurors Board as a Director of Region II and as Treasurer. Outside of his work with Insurors, he also has served on the executive board of the local community development center for over 15 years and is an avid duck hunter. He currently resides in Bell Buckle with his wife Jenny. They have two daughters, Hannah Kay who graduated from Wake Forest and is currently enrolled in the University of Tennessee College of Law, and Sarah Ashleigh who is a Senior at Auburn University and majors in Accounting.

The Tennessee Insuror

Lou Moran III IIABA NATIONAL DIRECTOR

Lou is the president of Inter-Agency Insurance Service in Knoxville, and serves as IIABA National Director. 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, 2002-2004 and served as President in 2014. 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, serving on the Webb School Board of Trustees and having served on Boards for the Tennessee Stage Company, RiverFest BBQ Contest, ArtFest, Leadership Children’s Hospital, Knoxville Area Chamber Partnership, ChildHelp Tennessee, Leadership Knoxville and Webb Alumni Council, among others. He currently lives in Knoxville with his wife, Mimi, and their two children, Lou IV, a Senior at Webb, and Emily, a Sophomore at UTK.

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 formerly served as a Director of Region III for the Association. He currently volunteers as an elder at Central Presbyterian Church in Bristol, VA. Rush and his wife Lea, who serves as the Mayor of Bristol, have three children. Ben, an attorney for the Collins Law Firm in Nashville, and twins, Elise and Andrew, who joined the agency in 2011 after finishing UT. Elise’s husband, Charlie Taylor, has also been working as a producer in the agency since 2011, and their first child, Charles, was born in September of 2014.

Battle Bagley III, CIC, CPA TREASURER

Battle is a principal agent of Bagley & Bagley in Fayetteville, and serves as Board Treasurer. 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. He formerly served as a Director of Region II for the Association. In addition to his work with In5

surors, Battle is a former board member of the Fayetteville/ Lincoln County Industrial Development Board and 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, John Robert Bagley who is a freshman in High School and lives at home, and Samantha Bagley Jennings and her husband Ethan who live and work in Fayetteville and are also the parents of Lillian Elizabeth Jennings, Battle and Angela’s new granddaughter.

Tim Roberts DIRECTOR OF REGION I

Tim is the principal agent of Carnal-Roberts Agency in Lexington and serves 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 partner 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.

Portis Tanner DIRECTOR OF REGION I

Portis is the Chief Operating Officer of Westan Insurance Group in Union City, and serves as a Director of Region I. He was born in Charleston, South Carolina, but grew up in Union City, graduating high school there before moving to Nashville to attend Belmont University where he earned his Bachelor of Arts degree.

In 1997 and began working with Curb Music/Curb Records. In 2007, he returned to the family business and moved home to Union City. Active in the community, he serves as a graduate of Leadership Obion County and continues on the Board and as past president of the Boys & Girls Club of Northwest Tennessee. He is married to Cindy Counce Tanner and has two children, son Beck who is nine and daughter Edie who is six.

Stephen Masterson DIRECTOR OF REGION I

Stephen is the Vice President of Hollis & Burns Insurance and Risk Management in Memphis, and serves as a Director of Region I. A Cincinnati native, he earned his Bachelor degree in Integrated Marketing Communication from Winthrop University.

He began his insurance career with The Hartford in 2001 as a rater. He was then promoted to underwriting and later small commercial sales representative. Stephen moved to Mem6

phis in 2005 and was hired by Hollis & Burns in 2006. He is a member of the Insurors of Memphis and served as president and on the local board. He was named Insurors Young Agent of the Year in 2012. Outside of his work with Insurors, he volunteers with Make-A-Wish and enjoys skiing. He and his wife Samantha Sherry have two dogs, Soup and Stew.

Steve Copeland DIRECTOR OF REGION II

Steve is the Owner of Cumberland 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 Co. Habitat for Humanity, 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, twins Jessica Lee and Kayla Ann, who works in the agency, and son Michael.

Chip Fridrich DIRECTOR OF REGION II

Chip Fridrich is the President and CEO of Fridrich, Pinson & Associates in Nashville, and serves as a Director of Region II. He is a graduate of Montgomery Bell Academy and Vanderbilt University. While at Vanderbilt, he was a scholarship baseball player for the Commodores as a pitcher and was named Academic All Southeastern Conference during his senior season. Upon graduation in 1990, Chip attended the USF&G Commercial Insurance School in Baltimore, Maryland and then joined the agency. Chip is a Past President of the Insurors of Nashville. He has remained active in the sports community coaching youth sports and broadcasting sporting events on both local radio and regional/national television. In addition, he is a certified SPIN instructor and leads various classes weekly at the local Green Hills YMCA. He is also an ownership partner in Fridrich & Clark Realty, the agency’s sister firm, and is a licensed affiliate broker and designated Realtor. Chip is married to the former Heather Knapp. They have three young children – Hannah, Gerald Dowden Fridrich III (Dowden) and Lewis – and attend St. Henry Catholic Church.

Matt Swallows, CIC, CRM DIRECTOR OF REGION II

Matt is the Vice President of the Swallows Agency in Cookeville, and serves as a Director of Region II. He earned a degree in Finance from Tennessee Tech University and started his insurance career with Aetna in 1999. In 2001 he started with The Tennessee Insuror

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The Tennessee Insuror

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Swallows Agency, and has since earned his CIC designation (2007) and his CRM designation (2010). In addition to his work with Insurors, Matt served as the Mayor of Cookeville from 2010-14, and has served on the Cookeville Regional Medical Center Board of Directors. He currently serves as the Chairman of the Cookeville/Putnam County Sports Council and the Cookeville/Putnam County Chamber. He is married to Kelly Swallows, who also works in the agency in commercial lines, and they have two children, Channing who is five and Xavier who is three.

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 Bachelor degree in Finance from the University of Tennessee 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.

Eric Campbell DIRECTOR OF REGION III

Eric is the Vice President of P&C Operations for Reliance Partners in Chattanooga, and serves as a Director of Region III. A native of Tupelo, Mississippi, he moved to Georgia at an early age and has been living in Chattanooga for most of his adult life. He graduated from the University of West Georgia with a BS in Business Administration and Management. He began his insurance career with First Tennessee/First Horizon in 2004, and later worked as a risk manager in logistics before joining Reliance in 2013. He is currently the president of the Insurors of Chattanooga and also serves the community as a partner of the Austin Hatcher Foundation. He and wife Meghan enjoy photography and live in Chattanooga with their eight year old daughter Madyson.

Kym Clevenger, CPCU, CACW

earned her CIC in 2001, CPCU in 2007 and CAWC in 2013. Outside of her work with Insurors, Kym is President of the Associated Construction Women, and a member of the Knoxville Figure Skating Club. She and her husband, Dr. Donald Erdman III, live in Knoxville with their dog Betty.

Brent Chance YOUNG AGENTS CHAIR

Brent is the owner of Ivy Insurance in Brentwood and serves as the Young Agents Representative to the Board. He is a Nashville-area native who graduated from Goodpasture High School and played baseball for the Belmont University, where he graduated with a Bachelor degree in Marketing and Hospitality Management. He is a former president of the Insurors of Nashville local board. In addition to his work with Insurors, he is still active in coaching and teaching baseball and football to youth in the community. He has three children with his wife Jennifer, twelve year-old Bo, ten year-old Hutson and eight year-old Harby; and they reside in Brentwood.

Board Contact Information Christie Reeves • 615.377.5112 • christie_reeves@ajg.com Cindi Gresham • 901.766.4298 • cindig@boyle.com John McInturff • 423.230.2247 • jmcinturff@tsclaims.com Chris Allison • 731.668.8444 • chris@allison-ins.com Joe Hunt • 931.967.2268 • jhunt@vrwilliams.com Lou Moran • 865.637.4519 • lmoraniii@interagencyinsurance.com Rush Powers • 423.764.2112 • rushp@bphagency.com Battle Bagley • 931.433.3933 • bbbattle@fpunet.com Tim Roberts • 731.968.6649 • tr@cragency.net Portis Tanner • 731.885.5453 • ptanner@westaninsurance.com Stephen Masterson • 901.685.2225 • smasterson@hbinsure.com Steve Copeland • 931.372.1222 • steve@cumberlandinsurance.com Chip Fridrich • 615.327.0105 • chipfridrich@aol.com Matt Swallows • 931.526.4025 • matt@swallowsinsurance.com Kevin Ownby • 865.453.1414 • kevin.ownby@ownbyinsurance.com Eric Campbell • 877.668.1704 • eric.campbell@reliancepartners.com Kym Clevenger • 865.675.6500 • kym@assurancecenter.com Brent Chance • 615.678.8278 • bchance@ivy-insurance.com

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DIRECTOR OF REGION III

Kym is the President of The Assurance Center in Knoxville, and serves as a Director of Region III. She is a Knoxville native, and earned her Bachelor of Arts in Biology, Zoology and Medical Technology from The University of Tennessee at Knoxville. She is also a Registered Nurse. She joined the agency in 1996 and 8

ASSOCIATION MISSION STATEMENT The mission of Insurors of Tennessee is to be unrelenting advocates of the independent agents and brokers to fulfill their political, educational and business needs, while working in the public’s interest. u

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Riding the Stock Market Roller Coaster written by Jim Rieniets, INSBANK President and CEO If you’re like most people, you’re lamenting the performance of your 401k and/or investment portfolio after the rough ride that commenced in the middle part of 2015. As investors we’ve been sold on the idea that the stock market is a reliable mechanism for wealth building, and most of us have created an expectation, realistic or not, of a steadily escalating portfolio value. Unfortunately that “unicorn” portfolio does not exist, and anyone with a position in readily-traded equities has to come to grips with that fact. But while a market downturn is certainly a negative event for one’s personal financial statement, it is not necessarily cause for panic or a reason for seeking the help of a mental health professional.

The Peaks & Valleys of Long Term Investing While we don’t like the ebbs that happen in between flows, most everyone invested in the market understands that this phenomenon is an integral part of capitalism. What most people don’t fully appreciate is that historically bear markets are not as bad as bull markets.

If that weren’t the case then, intuitively, the stock market would not have a longterm positive return. Data illustrates that since 1949, 13 bear markets have lasted an average of 14 months and declined a total of 24.6% before recovering. Conversely, in that same time 14 bull markets have lasted roughly 43 months, with each growing an average of 117%. If one accepts this data as the basis for future expectations, then it is only wise to stay invested. Many people make the mistake of getting out of the market during a decline, only to miss out on inevitable advances when a market recovery is underway.

The Stock Market is Not the Only Investment Opportunity Whether or not you are comfortable with equity market fluctuations, investors should always try to diversify investments across asset classes. There are a number of investments to consider – real estate, bonds, closely-held businesses. etc. One has to be 10

very careful investing outside publicly-traded securities, but they can serve to hedge portfolio positions to minimize volatility. In the case of income-producing real estate, they can also provide cash flow in addition to potential appreciation.

Real estate investments, particularly those that are located in an investor’s own market, provide the opportunity for participation in the asset’s success. An investor with good management skills can positively affect their own investment in real estate or a closely-held business.

Don’t Forget About Saving One concept I try to reinforce with my children as they become young adults is that the best way to create investment funds is to continuously save. At the end of the day building wealth is probably more about regularly saving for investment than it is the rate of return on investments. This is why it so critical that people start saving early in their working years, so that their nest egg is big enough to survive an inevitable bull market and be financially prepared when they retire.

In summary, don’t panic – all the companies in your mutual fund that plummeted in the past six months are still operating; still selling products and services; and still employing lots of people. Their stock price fell because of something like expectations of sales momentum slacking, etcetera, etcetera.

Contrary to conventional wisdom, if you feel good about the long-term prospects for those companies, this could even be a good buying opportunity.

About the Author Jim Rieniets serves as President and CEO of INSBANK, which requires him to manage the day to day activities of the bank. He also serves as a director of INSBANK and on the Loan and Investment Committees, as well as being the Chief Manager of the bank’s subsidiary, Finworth Mortgage, LLC. Jim has an extensive banking career and leadership background and formerly served on the Credit Committee of the Tennessee Bankers Association. u The Tennessee Insuror

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1/20/16 5:22 PM

2016 Agency Growth Conference

3rd Annual Event Will Be Held March 9-10 in Murfreesboro and Feature Keynote Speaker Jason Cass

presented by

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Insurors of Tennessee’s 3rd Annual Agency Growth Conference has been set for March 9-10 at the Embassy Suites Hotel & Conference Center in Murfreesboro. We have some great sessions and speakers we are lining up for the event, including our keynote speaker, agent and industry marketing expert Jason Cass.

The current schedule of events includes: Wednesday, March 9th (all times CST) 1:00 - 2:00 pm Registration and Exhibitor Setup 2:00 - 4:00 pm General Session “Customer Service is Just Foreplay” presented by Jason Cass, CIC (filed for 3 CE) 4:00 - 6:00 pm Trade Show and Vendor Reception on-site 6:00 - 8:00 pm Young Agents Reception off-site (invite only) Thursday, March 10th 8:00 - 11:20 am Breakout Sessions

8:00 - 11:00 E&O Mock Trial Part I (filed for 3 CE)

8:00 - 9:00 Financing Your Agency’s Future

9:10 - 10:10 Cyber Liability

10:20 - 11:20 Comp and the Importance of ERTW 11:30 - 1:00 pm Luncheon and General Session “The Future of Insurance at MTSU” presented by Dean David Urban 1:00 - 3:00 pm Conclusion of the E&O Mock Trial (3 CE) Our trade show is expected to include 30 carriers, brokers and vendors and will include a reception for all attendees. Cost to attend the conference is only $55 for Agent members and $39 for Young Agent members.

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Opening Session Keynote Speaker Jason Cass, CIC Jason Cass has been in the insurance business for fourteen years, starting his own agency, JDC Insurance, in 2010 to meet the challenges he saw developing in the industry. JDC Insurance is run as a virtual agency from his office in Centralia, Illinois. His assistant lives 984 miles away in Georgetown, Colorado. He believes that the agent of the future will look like him and his agency. He is a former Big “I” of Illinois and National Young Agents Committee Chairman. He was named Big “I” of Illinois Young Agent of the Year in 2005.

Jason built his agency on social and digital marketing and branding. He truly runs a social and digital business and his agency still serves as the laboratory where everything is tested before clients get to execute the methodology. He has also founded the successful site GrowProgram.com, which works with agents to transform their agencies into a social and digital business so they can build an online brand that captures prospects and develops them into customers, improves retention, and ensures business longevity.

Jason will speak on the topic of his an Amazon Best-Selling book, “Customer Service is Just Foreplay,” which talks about the consumer of today and how the independent insurance industry must meet the realities of today’s consumer demands and expectations in the digital space. Those realities include how the role of customer service has changed, and how it is no longer what separates agents from the competition.

The Tennessee Insuror

Steve Keyt, J.D. and Richard Lund, J.D. Steve Keyt is a Member Attorney at the Chattanooga office of Leitner, Williams, Dooley and Napolitan, PLLC. He is board certified in Civil Trials and has represented numerous insurance agencies and other professionals in cases of professional liability. He is a graduate of UT-Chattanooga and the University of Tennessee College of Law. Richard Lund is a Vice President and Senior Underwriter of Swiss Re/Westport, underwriting insurance agents errors and omissions coverage. He has also been an insurance agents E&O claims counsel and has written and presented numerous E&O risk management/loss control seminars, mock trials and articles nationwide since 1992.

Steve and Richard will lead the “E&O Mock Trial” sessions on Thursday, March 10th. This two-part, six-hour session will walk attendees through real case studies, presented in a fictional trial setting. Participants will then see results of the case, and learn the best practices to avoid such scenarios. For Swiss/Re Westport insureds, attending the entire seminar may make you eligible for a 10% loss control credit on your policy.*

*contact your E&O underwriter for details

Jim Rieniets Jim Rieniets is the president and CEO of INSBANK, which requires him to manage the day to day activities of the bank. He also serves as a director of INSBANK and on the Loan and Investment Committees, as well as being the Chief Manager of the bank’s subsidiary, Finworth Mortgage, LLC. Jim has an extensive banking career and leadership background and formerly served on the Credit Committee of the Tennessee Bankers Association.

Jim will lead the breakout session, “Financing Your Agency’s Future” on Thursday, March 10th. This session will discuss the financial preparations your agency needs to be making for future internal sales, external sales, mergers and/or growth.

Nickie E. Roth, CSP, ARM, CIE Nickie Roth is the Regional Risk Management Services manager and Assistant Vice President for Preferred Comp parent company Meadowbrook Insurance Group’s Southeast Region. Nickie has 30 years of insurance and risk management experience. He holds the Board Certified Safety Professional (CSP), Associate in Risk Management (ARM) and Certified Industrial Ergonomist (CIE) designations.

The Tennessee Insuror

Nickie will lead the breakout session, “Workers’ Compensation and the Improtance of Early Return to Work (ERTW)” on Thursday, March 10th. The session will discuss how developing a return‑to‑work program with options much earlier in the claims process can benefit all parties involved.

Janet Smith Janet Smith is the president of Bailey Special Risks, a wholesale insurance broker and MGA specializing in the placement of EPLI, D&O Liability, E&O Liability, and Product Liability Insurance. She is an industry expert on liability coverages and regularly presents seminars on those topics throughout the Southeast.

Janet will lead a breakout session on “Cyber Liability” on Thursday, March 10th. This session will deliver an overview while providing an in-depth discussion regarding cyber and internet liability, the cyber liability policy, exposures (common and not so common), sources of claims and then privacy laws.

Luncheon Keynote Speaker Dean David Urban, Ph. D. David Urban is the Dean of the Jennings A. Jones College of Business at Middle Tennessee State University. He joined MTSU in 2013 after serving in various roles at Virginia Commonwealth University’s School of Business, including interim business dean and chair of the Department of Marketing.

He has a Bachelor of Science in Commerce from the University of Virginia, as well as a Master of Arts in Psychology and a Doctor of Philosophy in Business Administration from the University of Michigan - Ann Arbor.

Dean Urban will speak on the topic of, “The Future of Insurance at MTSU,” and discuss how the Jones College of Business is planning to revitalize its insurance program, bring in a new Chair of Insurance and planning to become more actively involved in the insurance industry and community of Tennessee.

Exhibitors (AS OF 1/27/16) Our exhibitors for the Agency Growth Conference trade show will include Applied Underwriters, Atlantic Specialty Lines, Bailey Special Risks, Berkshire Hathaway GUARD, Burns & Wilcox, Imperial PFS, Martin & Zerfoss, MetLife Auto & Home, Mountain Empire Agency Alliance, National Security Fire & Casualty, Preferred Comp of Tennessee, Selective Flood and more.

More exhibitors and other information will be announced in the coming weeks. Register now or get more information at http://www.insurors.org/2260. u 13

Daniel Learns About Insurance: Making a Murderer Liability A Popular Documentary Raises Some Questions on Liability

written by Daniel Smith

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

the money for his defense, Avery settled his civil lawsuit for $400,000.

There is a good chance you have seen, or at least heard about, the Netflix documentary series Making a Murderer (if not, there are spoilers in this article). The series focuses on Steven Avery, a small-town Wisconsin man who was wrongly convicted of rape, spends eighteen years of his life in prison, is released based on updated DNA evidence, and then is accused of murder. The show brings together hours of video and audio to take a look at the man, the case and the trial.

The show moves on to cover the murder trial, but what if he hadn’t been charged with murder at that time, or at all? Most likely, he would have won a substantial judgement from the county (most experts estimate between $1-6 million). A large amount of evidence was presented in the documentary that the county ignored another viable suspect who later claimed to have committed the crime. They also ignored a substantiated alibi for Avery, used a sketch that was likely based solely on Avery’s mugshot, and seemed to focus all of their efforts on making him the prime suspect.

Whatever your feelings about Avery’s innocence or guilt on the charge of murder, one thing is certain – he did not commit the rape he was incarcerated for eighteen years for committing. The false conviction led to a civil lawsuit from Avery, which asked for a $36 million judgement against Manitowoc County, Wisconsin. In the middle of depositions for the civil suit, a woman whom Avery was the last person to have had contact with disappeared without a trace.

After a few days of searching, a vehicle belonging to the woman was found on the Avery family’s property. Her cremains were then found on the same property, and Avery was arrested and charged with her murder. In order to obtain

14

What if They Hadn’t Settled the Civil Suit?

Would insurance have covered the acts? There is some ambiguity on the matter, as the show leads us to believe that the insurance company stated they would deny the claim. However, that determination likely could not have been made before the trial took place. Avery’s attorney at the time, Walter Kelly, suggests that because Mr. Avery was alleging deliberate and intentional acts, then the carrier(s) either denied coverage or were preparing to issue a denial.

The Tennessee Insuror

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15

According to the Insurance and Risk Management Institute (IRMI) there is duty to defend as related to a CGL policy Coverage B (Personal Injury): As a general rule, an insured need only establish that there is potential for coverage under a policy to give rise to the insurer’s duty to defend. Therefore, the duty to defend may exist even where coverage is in doubt and ultimately does not apply. Implicit in this rule is the principle that an insurer’s duty to defend an insured is broader than its duty to indemnify. Moreover, an insurer may owe a duty to defend its insured against a claim in which ultimately no damages are awarded, and any doubt as to whether the facts support a duty to defend is usually resolved in the insured’s favor.1 In this case, Coverage B for Personal and Advertising Injury Liability would include: 14. “Personal and advertising injury” means injury, including consequential “bodily injury”, arising out of one or more of the following offenses: a. False arrest, detention or imprisonment; b. Malicious prosecution; As such, the carrier(s) would have likely had to provide coverage for the defense of the county, and then made a decision on providing coverage for the claim based on the outcome.

If a settlement had been reached in that circumstance, there would have again been a determination by the carrier(s) as to their coverage responsibilities. If it had indeed been determined as deliberate and/or intentional, there is a good chance the claim would have been denied or the limit of liability reduced.

In addition, if you assume that the county had a policy providing $3 million per occurrence, there is a good chance that the county would have been paying some of the settlement/ judgement on their own no matter the outcome.

We’ll Never Know All of this is of course speculation, as we will never know what would have happened had Steven Avery not been accused and later convicted of the murder of Teresa Halbach. The show is intriguing, and sometimes maddening, but I think we can all agree that it leaves you with a bad impression of local government and our criminal justice system. Hopefully it’s one that is the exception and not the rule.

1-Per Duty to Defend - CGL Coverage A and B via https://www.irmi.com/articles/expert-commentary/duty-to-defend-in-the-cgl-policy

About the Author

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

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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 16 TI15_Fowler_3.625x10.indd 1

The Tennessee Insuror

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17

Future Leaders Spotlight

presented by

Andy Porch, CIC • Porch-Stribling-Webb - Waverly Andy Porch was born and raised in Waverly. He is married to Kara Porch, and they have two children, Kennedy, who is nine, and Andrew who is six. He enjoys spending time with friends and family, playing golf, going to the lake, UT sports and Titans football.

gear my education towards insurance, so I majored in Finance which gave me a good knowledge base to get started.

Andy formerly served on the Insurors Board as the Young Agents Chairman and was named Young Agent of the Year in 2003. His father Davis Porch III formerly served as Insurors President, and his brother, Taylor Porch, has also served as Young Agent Chairman.

His mother, Melissa, has also been a longtime supporter of Insurors. They are truly an “Insurors family.”

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

Andy Porch of Porch-StriblingWebb

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

Andy: I am a partner in Porch-Stribling-Webb Inc., with offices in Waverly and Camden. I mainly concentrate on producing commercial insurance but I also have a fair amount of personal insurance customers. I also handle a lot of the day-to-day management of the agency as well as some of the financial and advertising responsibilities.

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

Andy: I graduated from Waverly Central High School in 1995 and went on to attend the University of Tennessee at Knoxville where I graduated in 1999 with a Bachelor of Science in Business Administration, majoring in Finance. I achieved my CIC designation in 2005.

The Insuror: How and why did you get your career in the insurance industry started?

Andy: My father, Dave Porch, has been involved in the insurance agency since before I was born, so when I was growing up we were always going to conventions and meetings, etc. I saw the success my father had managing a great agency and that he was well respected in the community and I knew those were things that I also wanted in my life. When I was in college I decided to 18

Upon graduation from college, I was hired as a commercial underwriter with Cincinnati Insurance Company. I lived in Cincinnati for three years and really learned how the industry works from the company side. I think that gave me a great perspective which helped me as an agent when I returned to join Porch-Stribling-Webb in 2002. I also met my wife, Kara, while working in Cincinnati so that was an excellent bonus.

Andy: There is no doubt that my father is my biggest influence and role model. I work with him every day so I have had a front row seat to see how to be a true insurance professional.

I see how knowledgeable he is when it comes to coverages and claims and that really does help separate us from the competition. I’ve learned how to handle customers and underwriters with respect, how to effectively manage the office staff, and how hard work really does pay off. He has always made it clear to me, as well as our staff, that we are not a “professional sales organization” but instead we are in the business of servicing our customers. If that’s done properly then the sales and customer retention will take care of itself.

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

Andy: I really do think success comes down to how hard you are willing to work. Are you willing to take the continuing education and CIC classes to broaden your knowledge?

Are you willing to put in the extra time to really show your customers how hard you are working for them? Are you willing to network in the community to expand your customer base? I also try to be available at all times for my customers.

If I get a call or e-mail then I try to respond back to them as soon as I can and be courteous when doing it. I’ve always found that people appreciate that and it helps to build good relationships.

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

Andy: Our agency has been blessed to represent several great companies over the years. We have become personal The Tennessee Insuror

friends with several of our underwriters and we invest a lot of time into growing those relationships. I don’t think there are any big secrets to having the right relationships, we just treat people like we would want to be treated and that has seemed to work for us.

The Insuror: You’re running for a seat in the State Legislature. What led you to that decision and where can readers find out more about your campaign?

Andy: My parents taught me from an early age to be very involved in the local community, whether that was helping with youth sports, spending time at church, working with local charities, or supporting our schools. That has given me a sense of duty to become involved in public service and do whatever I can to help better our communities. I have two children and I want this district to continue growing and getting better so they can find a good job and raise their families here when they grow up. Too many times nowadays, the talented youth of our community are moving away and aren’t coming back.

If I’m elected, I will develop the necessary relationships to help get things done for this district. I’m also a small business owner and my wife is an elementary school teacher so that gives me some perspective on ways to fix some of our current legislative problems. My campaign website is www. andyporch.com and we can also be found on Facebook at www.facebook.com/PorchForTN and Twitter at www.twitter. com/PorchForTN.

The Insuror: How do you think you can impact the insurance industry and business in Tennessee if you are elected?

Andy: Members of Insurors of Tennessee are fortunate to have an excellent legislative team with Chuck and Ashley, so I would just try to enhance that the best I could. Obviously having one more insurance professional in the legislature to help understand and explain the complicated issues we face on a day to day basis would be a good thing.

Being an insurance agent and a small business owner also gives me a great perspective on things that could help make this state better.

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

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Andy: It’s an honor to be considered a Future Leader and I appreciate the opportunity to share my message. We are fortunate to work in a great industry and we need to continue to do all we can to mold future leaders to keep that going.

Thanks again. u The Tennessee Insuror

19

Young Agents ‘16

Upcoming Events and Information The 2016 committee has begun planning for this year’s events, goals and activities. The committee met on January 13th and have laid out our Young Agent goals for the year. Among those goals are increased identification and involvement of Young Agent members, as well as increased awareness of Young Agents about Insurors programs and activities.

If you are interested in providing suggestions and/or participating in events, please e-mail Daniel Smith at dsmith@ insurors.org or call 615.515.2601.

Below is the next event scheduled for Young Agents in 2016.

Please mark your calendar and join us for a great opportunity to network and grow in the industry.

March 9 - Young Agents Reception at Agency Growth Conf.

Bar Louie • Murfreesboro

Young Agents Committee Brent Chance - Chair Principal Agent/Owner Ivy Insurance Brentwood bchance@ivy-insurance.com Stuart Oakes, CRIS - Immediate Past Chair Producer/Construction Division TIS Insurance Services Knoxville sfoakes@tisins.com Tim Treadwell V - Region I Account Executive Boyle Insurance Agency Memphis timt@boyle.com Alan Sisk, AU, AINS - Region II Producer Geny Insurance Nashville alan@genyinsurance.com David Allen, CIC, CRM - Region III Principal Agent RSS Insurance Chattanooga dallen@rssins.com For more information, please e-mail dsmith@insurors.org. u 20

INTRODUCING

Exceptional Agents Berkley Southeast Insurance Group recognizes the need to mentor the growth of new talent and to perpetuate the Independent Agency System, as well as provide young agents with a competitive advantage. Tennessee’s Young Agents are the future of our business. That’s why we are working together for success.

Congratulations Exceptional Agents 2016 Aaron Jensen Adam Reeves Andrew Powers Blake Dickens Brandon Patterson Chad Richardson Chad Snider Charlie Taylor Clement Ledbetter Cooper Permenter David Allen David Clark David Evans Jamie Williams Jared Smith Jason Stiltner Jason Teague Jeremy Stiltner John Brock John Fritts Josh Witt KC Covington Kevin Lockmiller Kevin Ownby Matt Spellings Michael Greer Michael Novarese Mike Thomas Neil Scott Paul Steele Preston Martin Ramsey Brock Robert Harris Stacy Woodard Stuart Oakes Taylor Ragan Taylor Walker Tim Treadwell Trey Powell Will Webb

Shafer Insurance Agency, Knoxville Union City Insurance Agency, Union City Burke, Powers, and Harty Insurance, Bristol Harris, Madden and Powell, Memphis Ownby Insurance Services, Sevierville Swallows-Newman Insurance, Cookeville Westan Insurance Group, Martin Burke, Powers, and Harty Insurance, Bristol Battle Page Insurance, Franklin Harris, Madden and Powell, Memphis RSS Insurance, Chattanooga RSS Insurance, Chattanooga The Insurance, Group, Inc., Knoxville Hardin County Bank Ins. Agcy., Savannah TIS Insurance Services, Knoxville Heritage Insurance, Kingsport Watauga Insurance, Johnson City Heritage Insurance, Kingsport Brock Insurance, Chattanooga TIS Insurance Services, Knoxville The Insurance Group, Inc., Knoxville Carroll Insurance Agency McKenzie V.R. Williams & Company, Winchester Ownby Insurance Services, Sevierville Consolidated Insurance Agency, Paris V.R. Williams & Company, Winchester McDaniel-Whitley, Inc Insurance, Inc., Nashville Insurity Group, Chattanooga Martin & Zerfoss Insurance, Nashville Union City Insurance Agency, Union City Brock Insurance, Chattanooga Tigrett & Pennington, Nashville Shafer Insurance Agency, Knoxville TIS Insurance Services, Knoxville Martin & Zerfoss Insurance, Nashville Thompson & Smith Insuance, Jackson Boyle Insurance, Memphis RSS Insurance, Chattanooga Battle Page Insurance, Franklin

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The Tennessee Insuror

From Your President

In With The Old and In With The New

As I write this article I have just completed my first meeting as the 2016 President of Insurors of Tennessee. When I first got involved with Insurors at the local board level I never dreamed I would be President of the State Association. I was honored when asked to serve on the State board – I served 6 years as Director and Secretary and then was off the board for a few years.

When I came back to the board on the Executive Committee and learned my year would be 2016, that seemed so far away. But my time as Vice President just flew by and here I sit as the leader of this great Association. I cannot express how honored and humbled I am to serve this organization. At a time when so many associations are struggling, I am so proud that our Association is in great shape. That did not happen by accident. A lot of time and hard work by a lot of people have made Insurors the respected, well run organization it is today.

What Got Us Here?

So what has made us so good and what do we need to do to make it even better? Those were the questions I asked as I set out to plan for this year. The first thing that has sustained us over the years is the quality of the volunteer leadership. We have had so many people who have been willing to step up to the plate and serve in any capacity. Whether asked to serve on the board of directors or to speak with a Senator about an important issue, our members have been there for us every time. We have good member agencies with great individuals willing to help the Association and each other.

Another reason we are at the top of the list of associations is the staff – we have the best, most helpful people ever! Chuck and Ashley are well respected on the hill as lobbyists and as experts in the issues that affect our industry. The rest of the staff is equally valuable and provide us with education, information, events, E&O insurance, and answer our questions on a daily basis. We are so blessed to have them all!

If you have not met them, please take a little time to get to know them, they are a valuable resource.

The Tennessee Insuror

What Do We Need to Move Forward?

So what do we do to sustain this organization and make it even better? My goals this year are not that different from those we have had in the past. One of these goals is to continue to promote and enhance our Young Agents program. We all know that a large percentage of our industry will retire in the next ten years.

It is up to us to find, train and retain the next group of participants – from agents to CSRs. Our Young Agents committee along with the help of Daniel Smith has done a good job of identifying young agents across the state and encouraging them to become involved. We need to keep this up and also find ways to incorporate the insurance students at MTSU and other schools into our programs. This is a great industry and we need to do a better job of communicating that to the young people we come in contact with.

Our 3rd Annual Agency Growth Conference will be held March 9-10, 2016 in Murfreesboro.

This conference has grown and we expect even more participants this year. It is a great way to help you and your young producers network with company people and get tips on growing your business. It is also a great way to incorporate some MTSU students so that we can get them excited about our business. I urge each of you to be sure your young people are involved in our Young Agents program.

We also need to focus on education. Once we get people into this business we need to keep them and educate them. If we truly want to be the Trusted Choice we need to be able to take care of our customers’ needs and that means knowing our business. We need to use every means at our disposal to educate our industry.

Whether it is through lunch and learn classes in our offices, online classes offered through ABEN or the Institutes, or formal classes offered

by Insurors we need to continue to encourage our people to take classes. Our business is constantly changing and we need to understand what we do and what we are selling. Education is a life long endeavor and not just a one time thing.

“Once we get people into this business we n e e d to keep them and educate t h e m . ”

Christie Reeves, CIC, CPCU, CPIW 21

Last but not least, we need to make sure our members know about the many programs and services available through our Association. We have so many tools available to help our members and we need to get the word out better. With Big “I” Markets, Selective Flood Insurance, INSBANK, Imperial PFS, RLI PUPs, Preferred Comp, WAHVE, Trusted Choice and more, we have a wealth of products and programs available. Please go to insurors.org and check out what is available to your agency as a member.

I hope you’ll also keep in mind that our Insurors 123rd Annual Convention will be held at the Omni in downtown Nashville October 29 – November 1, 2016. This is your opportunity to meet your next company or vendor, network with your peers, learn about current industry issues and also have a bit of fun.

Please mark your calendars and plan to attend this important event.

I hope we each take a little time to realize how blessed we are.

We are in an industry that has been very good to most of us.

We have a great Association always ready and eager to help us and a network of friends just an e-mail away. Again, I am so honored to be your President for 2016. This is a responsibility I take very seriously and I will work to make this a great year for all of us.

Thank you for letting me serve as your Insurors President in 2016. u

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22

The Tennessee Insuror

From Your Young Agents Chair What is All This Stuff?!?

A few years back, I got involved in the Insurors of Nashville local board. I didn’t know a whole lot about the group when I started out, but I soon learned that it gave me some valuable connections and made an impact on our community and our industry. So I got more involved, and then served as president.

Then I starting talking to the folks from Insurors of Tennessee. I knew that it was our state organization, and that I should be a member, but I really didn’t know why. Then I learned about their education programs, E&O knowledge, technical insight and government affairs and networking.

So I started going to events.

Then they asked me about participating in Young Agents. Again, it was pretty obvious what it was in general, but I didn’t know what they were trying to accomplish. Then I learned about how 40% of of industry would retire in the next ten years, and how important it was for us to network and prepare for the future. So I joined the Young Agents Committee and I am now serving as Chair.

You Get Out What You Put In You probably are noticing a pattern here. When I finally learned what all these organizations do, and how important they are to our industry and our future, I got involved. And I kept getting involved. Not because I have all this free time, because with building my agency and having three young children, I don’t have free time.

What I do have is the need to have the right connections and support in place for my agency. With the people I have met through Insurors and the programs and support of the Association, I can continue to build on what I’ve started.

Something for Everyone I’ve been a producer in this industry, and I’ve been an agency principal and owner. I have worked with CSRs and I have hired CSRs. I have producers and Young Agents on my staff. What you get out of being involved in Insurors may be differ based on your role in the agency, but I can tell you from experience that there is something for everyone.

For Young Agents, I feel the two most important things are knowledge and connections. In this industry, educating yourself at a young age and meeting the right people can put you on the fast track.

As your Young Agents Chair this year, I will make sure we have events and opportunities that are worth your agents’ time and money. As a principal and a producer, I know the value of both to an agency. I hope if you’re reading this as a Young Agent you will participate, and I hope if you’re reading this an owner/principal you will encourage others in your agency to do so.

“I n t h i s Industr y, educating yourself at a young age and meeting the right people can put you on the fast track.”

If we do that I think the insurance industry will have a strong future in Tennessee. u

Brent Chance The Tennessee Insuror

23

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From Your CEO

The Public Welfare Requiring It

This act shall take effect July 1, 2016, the public welfare requiring it.

The above language is an example of a traditional enactment clause ending every bill that passes through the Tennessee Legislature. Last session over 200 bills carried the clause stating the date the bill becomes law, and additionally adding that key phrase, “the public welfare requiring it.”

The phrase has been included in bills as long as I can remember. The phrase at least implies that the new law should be beneficial to the public as a whole. Somehow, this law will make us a better governed people. Most pieces of legislation do exactly that – but admittedly some have negative effects on a portion of the population.

Increasing fines or penalties do hurt those effected. However, the majority benefit by the reduction in violations, thus protecting the public as a whole. Said another way – few are affected while a vast majority benefit. Most bills actually do work this way, and it is generally what is strived for in a piece of legislation.

However, every now and then, bills somehow find their way through/into the system that help a minority of the population and can negatively impact the majority of people. They do not pass on the merits of the public good, but rather on vague wording and promises. The promises are almost always the same, “everybody will love it,” or “the bill doesn’t really change anything.”

But the truth is that major changes are often couched in terms of minor housekeeping or modernization acts. Regardless of the reason, they become law. In these cases, only a few benefit. Sometimes the benefactor can be/is only one person or company.

This session I have been watching two cases of this unfold. In both cases out-of-state individuals have appeared and presented things we “must have” here in Tennessee. In both cases, their respective companies are ‘kind enough’ to help us accomplish this goal. However, in both cases, the alleged beneficiaries do not actually want the law being proposed. Who does, you might ask? A third party who would stand to The Tennessee Insuror

profit from the legislation being enacted.

I think it would be helpful if each bill – when first presented – contained a statement as to what the public benefit is and what makes it so required. We ask the State to review each bill for it’s fiscal impact, so why shouldn’t we know it’s impact on the public as a whole? Short of that I’d be happy if the “public welfare requiring it” would be placed in bold type.

In my last article I discussed, “Needs of the Many or the Wants of the Few?” as my topic. It turns out that in the case of workers’ compensation Opt-Out legislation, the ‘Few’ may be even fewer than we thought. I certainly think it is bad practice for us to be influenced by out-ofstate organizations that derive the most benefit form a law change. We have built a successful business climate in Tennessee by drawing businesses into our state, not by propping up outside interests.

I am confident that this type of legislation is the exception and not the rule, but it is still disappointing to see. Hopefully we have enough members in the General Assembly who believe in the “public welfare requiring it” to make the right decisions when needed. We will certainly be watching those that do not.

Our Association’s Mission

“That is why you have Insurors protecting you o n t h e H i l l .”

If you are familiar with our Association Mission Statement, you know that it says that, “Insurors of Tennessee is to be unrelenting advocates of the independent agents and brokers to fulfill their political, educational and business needs, while working in the public’s interest.”

When I see bills in the legislature that go against the political needs of our members AND the public’s best interest, you can believe that I will work as hard as possible to see them stopped or corrected. That is why you have Insurors protecting you on the Hill.

In fact, you could amend the enactment clause language for my purposes to say, “The Insurors of Tennessee and the public welfare requiring it.” u

Chuck Bidek, CPCU 25

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26

The Tennessee Insuror

Education Calendar

2016 CONTINUING EDUCATION SCHEDULE

Nashville 3/2-4

CIC

Agency Management

4/13

CISR

Personal Auto

5/4-6 CIC

Commercial Property

7/28-29 CIC

Ruble Graduate Seminar*

8/9

CISR

Commercial Casualty II

8/16-19 CRM

Analysis of Risk

9/14-16 CIC

Life & Health

11/9-11 CIC

Commercial Casualty

12/1

CISR

MEMPHIS 4/6-8 4/14 6/15 8/10

onal Lines CIC Pers erty mercial Prop CISR Com Health II CISR Life & cial Casualty CISR Commer

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.

Elements of Risk

�I� Y �O����N ��N�S -PE�����L ��L 3/8 ��SR -C��MER� 7/21 ��SR Y �I �����L�

2016

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

Chattanooga

4-12 CISR Personal Auto 10-5 CISR Personal Residential KNOXVILLE

MARCH 9th CISR PERSONAL LINES JULY 20th CISR COMMERCIAL CASUALT YI OCTOBER 4th CISR PERSONAL RESIDEN TIAL R���STER ����NE ��W AT ��W.���U�O�S.O�G OR *��W.S�IC.C�M ���L ��U�A TH��WER AT 615.515. 2607 �OR �ORE �N�O OR E-���L LTH��WER@���U�O�S.O�G

CISR

3/8 Personal Lines 3/9 Personal Lines 4/12 Personal Auto 4/13 Personal Auto 4/14 Commercial Property 6/15 Life & Health

7/13 Commercial Casualty I 7/14 Commercial Casualty I 8/9 Commercial Casualty II 8/10 Commercial Casualty II 10/4 Personal Residential 10/5 Commercial Casualty I 12/1 Elements of Risk

CIC

Fee: $186

CE: 7

Johnson City Knoxville Chattanooga Nashville Memphis Memphis Knoxville Johnson City Nashville Memphis Knoxville Chattanooga Nashville

Fee: $430

8/16-19 Analysis of Risk*

Risk Seminars

Nashville

Fee: $430

10/13-14 Advanced Risk Management*

Memphis

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

Fee: $424 (Ruble $430)

3/2-4 Agency Management Institute 4/6-8 Personal Lines Institute 5/4-6 Commercial Property Institute 7/28-29 Ruble Graduate Seminar 9/14-16 Life & Health Institute 11/9-11 Commercial Casualty Institute

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

$75 $50 $80 $100

*check VU site for current information on CE and pricing

CE: 24 (Ruble 16)

Nashville Memphis Nashville Nashville Nashville Nashville

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

ABEN Webcasts (insurors.aben.tv) 2/4 2/18 2/25

CRM

E&O - Agency/Carrier Relationships CE: 3 $48 E&O - Role of Agency Defenses CE: 3 $48 Business Income-Beyond the Basics CE: 3 $72

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 CE: 7 Long Term Care CE: 24 Workers’ Compensation CE: 10 Employee Benefits for Small Companies CE: 4 Healthcare Reform and Affordable Care CE: 5 e-Coverage CE: 15 Fundamentals of Personal Auto Insurance CE: 3 Management Process for Ins. Professionals CE: 21 Intro to Flexible Spending Accounts CE: 4 Terrorism and Its Impact on Insurance CE: 4 Toxic Mold and Homeowners Insurance CE: 15 Understanding the Industry of Insurance CE: 5

$49 $99 $59 $39 $49 $79 $29 $89 $39 $39 $79 $39

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

Let us ĮģĜĭĠ Īİĭ ıĤĠIJ ŌľʼnĽ ŎńŊ

Marine & Recreation

2 ĮłĶŁŁ ĝńĶʼnň ĝĶňň ĭŊŃĶķńŊʼn ĥĺʼnňŀľ

2 ĴĶĸĽʼnň ĮŅńŇʼnňĻľňĽ ĞŇŊľňĺŇň ģńŊňĺķńĶʼnň

2 ĨŊŁʼnľŅŁĺ İŃľʼnň ńŃ ńŃĺ īńŁľĸŎ 2 ĞĽĶŇʼnĺŇ ĪĸĸĶňľńŃĶŁ ĞĽĶŇʼnĺŇ 2 ıĶŇľńŊň īĶŎłĺŃʼn ĪŅʼnľńŃň

Habitation & Dwelling

2 įĺŃĶŃʼn ıĶĸĶŃʼn ĝŊľŁĹĺŇ/ň ĭľňŀ 2 īŇľłĶŇŎ ĮĺĸńŃĹĶŇŎ ĭĺŃʼnĶŁň 2 ģĪ ĶŃĹ ğī 2 īĞ 2 ĪŃŁľŃĺ ĝľŃĹľŃļ ĜŋĶľŁĶķŁĺ

Proud to be a member and partner with the AAMGA 28

The Tennessee Insuror

ķŎ ŊňľŃļ ńŊŇ Manufactured Homes

www.jjins.com

2 ĮĺĶňńŃĶŁ ĭľňŀň 2 ĭĺŃʼnĶŁ ĭľňŀň 2 īŇľłĶŇŎ ĭĺňľĹĺŃĸĺ 2 ıĶĸĶŃʼn ĨĶŃŊĻĶĸʼnŊŇĺĹ ģńłĺň 2 ĜĹłľʼnʼnĺĹ ĶŃĹ ĩńŃ ĜĹłľʼnʼnĺĹ īŇńļŇĶłň

800.487.7565 Marine & Recreation: Ġōʼn Habitation & Dwelling: Ġōʼn Manufactured Homes: Ġōʼn

We passionately provide insurance solutions and create life-long relationships!

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Take your professional liability business to new heights.

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At Burns & Wilcox, our expertise becomes your expertise.

Whether it is cyber liability or medical malpractice, EPLI or fiduciary liability, we will ensure your clients avoid any gaps in coverage. Raise the level of your professional liability expertise with Burns & Wilcox.

Nashville, Tennessee | 615.251.1297 fax 615.248.4348 nashville.burnsandwilcox.com

Commercial | Professional | Personal | Brokerage | Binding | Risk Management Services 30

The Tennessee Insuror

Government and Legal Affairs Tennessee Surplus Lines Changes

3. Surplus Lines Premium Tax due (for 2016) should be paid through OPTins following the end of the quarter but no later than the due date above. It is very important that the agent provide a reconciliation with each payment.

Most of you are now aware that beginning on October 1, 2014, the Department of Commerce and Insurance joined NIMA (Non-Admitted Insurance Multi-State Association) as an Associate member on a trial basis. More than a year into this partnership, the state continues to automate the Surplus Lines division.

Electronic payment is REQUIRED on a quarterly basis by the due dates specified above (using OPTins until further notice) for all 2016 business.

You may submit payment early; however, you must wait until the quarter has ended and include all business reported for the quarter in the report and payment. DO NOT SUBMIT PAYMENT PRIOR TO THE END OF THE QUARTER. THIS WILL CAUSE PROBLEMS AND PREVENT YOU FROM BEING ABLE TO PAY AT THE END OF THE QUARTER, WHICH IS WHEN THE TOTAL TAX DUE FOR THE QUARTER SHOULD BE FILED.

Written by Ashley N. Gold, JD, Insurors General Counsel

The 2015 annual Surplus Lines Statement of Premiums and Tax Payment is still due by March 1, 2016 and you may use OPTins or send the form, reconciliation/SLIP Transactions report and payment to the Surplus Lines office as you have in the past.

There have been some additional changes to the Surplus Lines requirements that became effective January 1, 2016. The changes for 2016 are as follows: 1. All new and renewal policies effective on or after 1/1/2016 are required to be filed within thirty (30) days of the effective date. Policies will continue to be filed through the Surplus Lines Clearinghouse using SLIP. Tennessee remains an Associate member of NIMA, therefore policy information and the quarterly affidavit should still be filed through SLIP until further notice. There will not be any invoicing or payment of surplus lines premiums taxes through the Clearinghouse.

NO FILING FEE WILL BE CHARGED BY THE CLEARINGHOUSE DURING ASSOCIATE MEMBERSHIP AND TAX PAYMENTS WILL NOT BE SUBMITTED THROUGH THE CLEARINGHOUSE UNTIL FURTHER NOTICE. 2. Surplus Lines Premium Tax will be due on a quarterly basis as follows: Quarter 1 (Jan. 1 – Mar. 31) – Due May 15th Quarter 2 (Apr. 1 – June 30) – Due August 15th Quarter 3 (July 1 – Sep. 30) – Due November 15th Quarter 4 (Oct. 1 – Dec. 31) – Due February 15th The Tennessee Insuror

There are no filing requirement for zero or no business in Tennessee.

If you have questions about Surplus Lines filing or tax payments, you may contact Jessica Fit, Surplus Lines Analyst at Jessica.fite@tn.gov.

Below are the statutory changes that became effective January 1, 2016: Tenn. Code Ann. § 56-14-106 (a) On a quarterly basis, the surplus lines agent shall promptly file with the commissioner on or before February 15 for the quarter ending the preceding December 31,

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on or before May 15 for the quarter ending the preceding March 31, on or before August 15 for the quarter ending the preceding June 30, and on or before November 15 for the quarter ending the preceding September 30, on forms and in the manner prescribed by the commissioner, a verified report of all surplus lines insurance transactions during the preceding quarter placed, procured, or effected for, or on behalf of, an insured whose home state is this state, showing: (1) Aggregate gross premiums written; (2) Aggregate return premiums; (3) Amount of tax remitted to this state; and (4) Except for insurance placed or procured on behalf of an exempt commercial purchaser, a sworn statement by the agent with regard to the coverages described in the report that, to the best of the agent’s knowledge and belief, the agent could not reasonably procure such coverages from an admitted insurer. (b) Within thirty (30) days of placing any new or renewal surplus lines contracts or endorsements to surplus lines contracts, the surplus lines agent shall make an affidavit for every new or renewed surplus lines insurance contract placed, procured, or effected for, or on behalf of, an insured whose home state is this state in the form prescribed by the commissioner. The affidavit shall be promptly filed with the commissioner or the commissioner’s designee and shall include an affirmation that the agent is, after diligent effort, unable to procure from an admitted company or admitted companies the full amount of insurance required to

IT D E R C TN

CELA, MS,

protect the interest of the insured for each surplus lines insurance transaction except those procured or placed for exempt commercial purchasers. ‌ Tenn. Code Ann. § 56-14-113 – Premium Tax (a) The premiums charged for surplus lines insurance are subject to a gross premium tax in an amount to be determined by subsection (b). ‌ (b) (5) On or before February 15 for the quarter ending the preceding December 31, on or before May 15 for the quarter ending the preceding March 31, on or before August 15 for the quarter ending the preceding June 30, and on or before November 15 for the quarter ending the preceding September 30, at the time of filing the reports as set forth in § 56-14-106, each surplus lines licensee shall pay the premium tax due for the policies written during the period covered by the report in the manner prescribed by the commissioner.

About the Author Ashley N. Gold has served as General Counsel of Insurors of Tennessee since 2007, and previously consulted for the Association on legal and government affairs matters. She received her undergrad degree from the University of Kentucky and her Juris Doctor from Samford University. She may be contacted at aarnold@insurors.org or by calling her at 615.515.2606. u

MAIN PROGRAM SPEAKERS Lance Ewing VP, AIG

Reid French CEO, Applied Systems, Inc.

Lisa Krouse EVP and Chief HR Officer, FCCI

2016 OLE MISS

INSURANCE SYMPOSIUM

March 23-24 ¡ The Inn at Ole Miss %ARLY BIRD REGISTRATION s 2EGISTRATION AFTER -ARCH 2EGISTER AT OLEMISSALUMNI COM EVENTS &OR MORE INFORMATION CONTACT +ATHY 3HOALMIRE OR KSHOALMIRE BUS OLEMISS EDU

32

Mike LaRocco President and CEO, State Auto

Peter Lefkin SVP of Government and External Affairs, Allianz of America

Mark Miller Financial Services Representative, The UCL Financial Group

Johnny Pitts Chief Manager, Lipscomb & Pitts Insurance

Eugene Starks Partner, Benefits Administration Services, Ltd

The Honorable Roger Wicker U. S. Senator from Mississippi

Joel Wood SVP of Government Affairs, The Council of Insurance Agents & Brokers

The Tennessee Insuror

Faithfully Retrieving Specialty Lines Solutions for Independent Agents Since 1974 One link. One password. Fast rates.™

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The Tennessee Insuror

33

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34

Phone: 800-239-2005 | Home Office: Des Moines, IA

www.emcins.com

The Tennessee Insuror

© Copyright Employers Mutual Casualty Company 2015. All rights reserved.

Association Update

Hart Joins J. Smith Lanier in Chattanooga

Ware Hart has joined J. Smith Lanier in Chattanooga as a Commercial Producer.

Hart was formerly an agent with Firest Volunteer Insurance Agency in Jasper and Snellings Walters Agency in Atlanta. He is a graduate of Saint Leo University in St. Leo, Florida and a former baseball player for George Washington University.

Big “I” Promotes Hanley to E&O Director The Big “I” Professional Liability Program has named James Hanley, RPLU, the new director of agency professional liability risk management. Hanley will lead the risk management program for the Big “I” and Swiss Re Corporate Solutions Professional Liability Insurance Program.

“The Big ‘I’ Swiss Re Professional Liability Program offers a comprehensive program for Big ‘I’ members, including the broadest risk management program available for agents,” says Mark Wolf Big I Advantage® vice president. “Jim Hanley will help us ensure that we continue to be the industry-leading agency E&O program. With data on frequency and severity from the largest program in the industry, we know what drives losses and how to avoid them and that varies by state.

Jim will work closely with the 51 Big ‘I’ state associations, who are very adept at recognizing the needs of their members and are committed to delivering the best risk management in the industry.”

Hanley has been with the Big “I” since 2008 as an underwriter and staff coordinator of the bordereau reconciliation for IIABA’s reinsurance company.

Neace Lukens Now AssuredPartners NL Neace Lukens, announced its plan to change its name to AssuredPartners NL, effective immediately. Additionally, AssuredPartners NL will adopt a new brand identity that complements parent company AssuredPartners.

AssuredPartners NL will continue to offer property & casualty insurance, employee benefits services, risk management counseling and personal insurance.

Communications will be sent throughout the rebranding process. This transition will change all contact email addresses from @neacelukens.com to @assuredptrnl.com.

The Tennessee Insuror

White & Associates Celebrates 40 Years White & Associates is celebrating their 40th year in business in 2016.

The agency was founded by Larry S. White as primarily a personal lines agency. Their first employee, Laura Cornell, was hired in 1977, and still works with the agency today. The agency has since grown into separate specialized divisions of personal, commercial and life/health coverage with thirteen locations and over 100 employees across Tennessee and Missouri.

Faulkner Selected to Serve on Westfield Board Eric Faulkner, ARM, CIC president of Faulkner, Williams and Wilson in Knoxville, has been selected to serve on the Westfield Insurance Agents Association board of directors as Tennessee representative from 2016 to 2019. The association is a representative organization for independent agencies, shedding light on the challenges, concerns and potential solutions for issues agencies face in the insurance industry. Since 1892, the Association has served to enhance the relationships between independent agencies and Westfield Insurance.

InsurPac National Hits Record Level in 2015 InsurPac National established a new record in 2015 with $1,061,300.76 in receipts, topping the previous record by roughly $35,000. This marks the third time in a row and fourth time in its history that InsurPac National has topped one million dollars in receipts during a calendar year. The one million dollar mark has become the standard for Federal PACs to build on.

Reports form the year showed that 3,874 donors invested an average of $274 to InsurPac National. Thirty-one states, including Tennessee, reached their contribution goals in 2015. A total of 661 Young Agents invested a $117,840 to InsurPac, and 27 states achieved their Young Agent InsurPac goal, including Tennessee. Over 200 donors invested at the $1,000 level; 30 invested at the $2,500 level; and 16 invested the maximum amount of $5,000.

Your continued support of InsurPac National and InsurPACTN allows your Association to make you voice heard on legislative issues. Thank you for your continued support of these important initiatives. u 35

NEW MONOLINE WORK COMP MARKETS NEW BUSINESSOWNERS & MULTI-LINE MARKETS NEW MARKETS IN TOTAL NOW YOU’VE GOT THEM NINE monoline workers’ compensation markets

TWO BOP markets

AVAILABLE TO ALL INSURORS MEMBER AGENCIES WITH NO VOLUME COMMITMENTS OR CONTRACTS

All for Insurors members with no contracts or volume commitments.

36

The Tennessee Insuror

keller.chapman@meadowbrook.com | 615.514.5562 | insurors.org/products-programs/preferred-comp/

Program Spotlight

The NEW Preferred Comp of Tennessee For twenty years, Preferred Comp of Tennessee has been the exclusive workers’ compensation partner of Insurors of Tennessee and their member agents. Now, the Preferred Comp partnership will offer Insurors members expanded access to the work comp marketplace.

New for 2016, your Insurors membership will gain you access to seven new workers’ compensation markets and two new businessowners’ and multi-line markets. All without contracts or production requirements. And as always, you have access to the carriers of Meadowbrook Insurance Group, including Star Insurance Company and Williamsburg National Insurance Company.

“We have been working with our longtime partners at Preferred Comp on these program enhancements, and we are very excited to introduce these new offerings,” said Insurors CEO Chuck Bidek. “With the introduction of this nine carrier platform, Preferred Comp has returned to its position as your single source for monoline comp, BOP and multi-line packages – available to all Insurors members with no volume requirements and competitive commissions.”

“This is an exciting time for Preferred Comp of Tennessee.

Looking back to my early days in Tennessee, I am very proud of what we accomplished together,” said Meadowbrook Regional VP Heidi Langella. “Today, we have another opportunity to make great things happen. I feel very fortunate to be working so closely with Insurors to introduce new carrier relationships to all of you in Tennessee. As we launch this initiative, you’ll be hearing more about our impressive stable of nationally recognized carriers and our renewed focus to expand our product offerings to you. I look forward to seeing many of you again in the coming weeks during my travels in Tennessee and at the upcoming Agency Growth Conference.”

Accessing These New Markets As an Insurors member, you can now access any of these Preferred Comp markets and products. To get started, just take the following steps: 1. Fully completed and dually signed WC ACORD and/or Commercial ACORD application(s).

2. Include FEIN number, officer/partner information, number of employees by class, explanatory remarks for any “yes” answers in the general information section.

3. Most current experience modification worksheet with currently valued loss runs.

4. E-mail complete submission/application to Preferred Comp at preferred@meadowbrook.com The Tennessee Insuror

Your Preferred Comp Team Joanne Muise Regional Underwriting Manager/AVP Joanne has been with Meadowbrook Insurance Group for the past twenty years. She has over 40 years of Property/ Casualty insurance industry experience.

Joanne is currently responsible for the overall underwriting management of Meadowbrook’s workers’ compensation and multi-line business with their company partners. She has established long-term and profitable relationships with all multiple carrier markets and has earned the highest regard by management for her exceptional underwriting results. To supplement these carrier partners, Joanne also manages the Southeast and Tennessee WC books of business. Joanne began her insurance career with Aetna Life & Casualty in Boston. Her past experience also includes various product line underwriting and underwriting management positions with Insurance Company of North America, CIGNA and American Mutual Insurance Company. She is a graduate of Salem State University. Joanne is looking forward to meeting and spending time with the Insurors member agents at the upcoming Agency Growth Conference in March.

Keller Chapman Program Manager Keller joined the Meadowbrook/ Preferred Comp team in 2014 as the Field Underwriter for the state of Tennessee.

Keller has over 37 years of experience in the insurance industry having spent almost all of that time in Tennessee. His responsibilities include cultivating agent relationships and developing business across the Tennessee marketplace. Keller has a Bachelor of Science degree from Lipscomb University in Nashville. His past experience includes underwriting, marketing, brokerage, reinsurance and sales.

Chapman has underwritten worker’s comp and P&C lines of insurance for both public and private sector risks and assisted in establishing safety committees for clients that improved their loss history.

Kelly Grahn, CIC, CISR Senior Underwriter Kelly joined Meadowbrook Insurance Group in 2014. In her current role, Kelly is responsible for the day-to-day underwriting of the Southeast WC book of business including Tennessee. She has over 25 years of insurance industry experience in commercial insurance with a strong 37

“Exclusive member agencies, collaborating to bring the best insurance solutions to their clients.�

The Allison Insurance Group - Jackson Bagley & Bagley Insurance - Fayetteville Boyle Insurance Agency, Inc. - Memphis Burke, Powers & Harty - Bristol Carnal-Roberts Agency, Inc. - Lexington Cate-Russell Insurance, Inc. - Maryville Goss Insurance - Hixson Inter-Agency Insurance Services - Knoxville Martin & Zerfoss, Inc. - Nashville

McInturff, Milligan & Brooks - Greeneville Miller | Loughry | Beach Insurance Services - Murfreesboro Ownby Insurance Service, Inc. - Sevierville Smith-Berclair Insurance, Inc. - Memphis S.N. Anthony, Inc. - Ripley Tigrett & Pennington Inc. - Dyersburg V.R. Williams & Company - Winchester Watauga Insurance, Inc. - Johnson City

38

Get more information now at www.securerisk.com

The Tennessee Insuror

Program Spotlight (cont.)

The NEW Preferred Comp of Tennessee emphasis on the workers’ compensation line of business. Prior to joining Meadowbrook, Kelly held the position of Senior Underwriter with FutureComp, a division of USI Insurance Services.

She holds a CIC and CISR insurance designation. Kelly is a graduate of The University of Lowell. Kelly is excited about the opportunity to meet and spend time with the Insurors member agents at the upcoming Agency Growth Conference in March.

Kathy Kinson, AU Senior Underwriter Kathy has been with Meadowbrook Insurance Group for the past 19 years. She has nearly 30 years of Property Casualty insurance industry experience. Kathy is a seasoned multi-line underwriter and is responsible for the day-to-day underwriting of WC, BOP, Auto and Package lines with multiple carrier markets. She began her insurance career with American Mutual Insurance Company. She furthered her career with Liberty Mutual as a Senior Underwriter where she gained extensive underwriting knowledge of the property and casualty lines of business. She has earned the Associate in Commercial Underwriting (AU) insurance designation and is a graduate of the University of New Hampshire.

Joshua Allen-Bottoni Assistant Underwriter Joshua joined Meadowbrook Insurance Group in 2011 as Assistant Underwriter. In his current role, Joshua works very closely with the Insurors member agents. He has over 15 years of insurance industry experience in Group Life, Health and Commercial Insurance.

Prior to joining Meadowbrook, Joshua The Tennessee Insuror

worked at The Hartford where he gained technical experience in the workers’ comp line of business and other commercial lines. He is currently working on his INS designation.

Tennessee Contacts

All of your Preferred Comp team is backed by Heidi Langella and the staff at Meadowbrook Insurance, a company that has been in business for over 60 years and now operates six insurance carriers that are licensed on both an admitted and non-admitted basis in all 50 states.

Heidi Langella Regional Vice President heidi.langella@meadowbrook.com 1.888.922.2258 x2151

Your Long-Term Partner

Keller Chapman Program Manager keller.chapman@meadowbrook.com 615.514.5562

Workers’ compensation is a competitive marketplace in Tennessee. You need carrier partners who are willing to stand the test of time and provide you with the markets and resources to position your agency for growth.

Preferred Comp has remained a strong presence in the Tennessee marketplace by adhering to its core competencies.

Underwriting discipline and local expertise has fueled its success and allowed Preferred Comp to sustain its growth while other markets have come and gone. This rich history will form the building blocks for continued profitable growth and expansion in the Southeast.

With seven new monoline market opportunities and two new BOP options in the Preferred Comp lineup, you have the strongest market access available since the program’s inception. Expanded appetites and underwriting will give you a “one-stop shop” for all your monoline comp needs.

For more information on the Preferred Comp program, how to get your agency started, and these new markets, please contact Keller Chapman at keller. chapman@meadowbrook.com or call him at 615. 514.5562. u

Joanne Muise Regional Underwriting Mgr./AVP joanne.muise@meadowbrook.com 1.888.922.2258 x2133

Kelly Grahn Senior Underwriter kelly.grahn@meadowbrook.com 1.888.922.2258 x2128 Kathy Kinson Senior Underwriter kathy.kinson@meadowbrook.com 1.888.922.2258 x2137 Joshua Allen-Bottoni Assistant Underwriter joshua.allen-bottoni@meadowbrook.com 1.888.922.2258 x2161 About Preferred Comp of TN Preferred Comp of Tennessee (Preferred Comp) is exclusively endorsed by the Insurors of Tennessee to provide strong market choices and competitive options for workers’ compensation coverage and services to Insurors member agencies. Preferred Comp has been in existence since 1996 and is committed to producing profitable business to meet its obligations to agency and carrier partners and to insure the sustainability of long-term markets for Insurors members.

39

Bringing the Best Together IN TENNESSEE Partner with the best and distance yourself from the competition.

Stephen Bryant Heritage Insurance Group

Dave Porch

Van Robins Robins Insurance Agency

Andy Porch Porch–Stribling-Webb

Taylor Porch

Roger Smith Thompson & Smith Insurance

Matt Swallows Swallows Insurance Agency

Mitch Rader Burchfiel-Overbay & Associates

David Palmer Holman & Holman Agency

Charlie Rowland RSS Insurance

Ed Kaiser Jamieson & Fisher

Tom Strate Strate Insurance Group

3DJH RI Bob McIntire McIntire & Associates Insurance

Busch Thoma E.B. Thoma & Son Agency

Art Gernt Art E. Gernt Insurance

"M 0MJWFS Portis Tanner Westan Insurance Group

Thomas H. Chappell Christopher J. Turnbull CS&A Insurance

Jack Spann Spann Insurance

Walt Bradshaw Bradshaw & Company Insurors

Richard Hollis Hollis & Burns

Jeff Brown First Insurance

Derek Raborn William Blount Ashley Wyatt Raborn Insurance Agency William Blount & Associates Wyatt Insurance Services

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

# on Insurance Journals’ Top 20 $JHQF\ Partnerships Increasing Agency Value for Over 270 Partners Strengthening the Independent Agency System Individually Owned & Operated KWWSV IEFGQ VSKRWRV G D DNDPDLKG QHW KSKRWRV DN [ID Y W B

Contact Michele Bicknell at mbicknell@keystoneinsgrp.com

888-892-5904 Or visit www.keystoneinsgrp.com

40 Thefranchise Tennessee Insuror Š2015 Keystone Insurers GroupŽ. All Rights Reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group is not registered.

Company Briefs

ACE and Chubb Now One Company; New Logo is Unveiled ACE Limited recently announced that it has completed its acquisition of Chubb, creating the world’s largest publicly traded property and casualty insurance company. ACE paid approximately $29.5 billion in the aggregate in cash and stock, based on the most recent closing price of ACE Limited shares and the number of outstanding shares of The Chubb Corporation common stock at the time of closing.

Effective immediately, ACE is adopting the Chubb name globally and the company has begun trading on the New York Stock Exchange under the symbol “CB.” The company is also formally launching the new Chubb brand, including its visual identity and “signature.” The new Chubb brand stands for superior underwriting, service and execution – attributes shared by both ACE and Chubb.

business in 2016. In 1916, Vern V. Moulton organized AutoOwners Insurance Company in Mt. Pleasant, Michigan. The infant Company had no capital and was housed in one room of a bank building. Auto-Owners operated in Mt. Pleasant for a little less than a year. In 1917, V.V. Moulton literally picked the Company up, placed it under his arm and in his pocket (the Company consisted of one book of policyholders’ names and $174.25 in assets), and moved Auto-Owners to its present home of Lansing, Michigan.

Today, the Auto-Owners has grown to include Auto-Owners Life Insurance Company, Home-Owners Insurance Company, Owners Insurance Company, Property-Owners Insurance Company, and Southern-Owners Insurance Company. The companies are represented by more than 6,200 independent agencies, selling personal and commercial property/casualty and life, health and annuity insurance in 26 states. Total associates number more than 4,200.

Scott Denney Retires From Union Standard The company has also appointed Jim Shevlin as the regional chief operating officer of the Southeast Region, which includes Tennessee, with offices in Nashville, Atlanta, Tampa, Birmingham and Charlotte.

Moore Named Senior VP/CLO for Motorists Marchelle E. Moore has been selected senior vice president and chief legal officer for The Motorists Insurance Group. She succeeds Chuck Gaskill, general counsel, who anticipates retiring in 2016.

Moore joined The Motorists Insurance Group after a very successful career with the Central Ohio Transit Authority (COTA), where she served as vice president of Legal and Government Affairs and general counsel. Before joining COTA in 2005, Marchelle served two years as a staff attorney in the Franklin County Court of Common Pleas, three years as an assistant city attorney for the City of Columbus and two years as an admissions officer at The Ohio State University Moritz College of Law. Moore received both her Bachelor of Arts and Juris Doctor degrees from The Ohio State University and is a member of the Columbus Bar Association, Ohio State Bar Association, and the John Mercer Langston Bar Association. Moore also serves as chair of The Ohio State University Alumni Association.

Auto-Owners Celebrating 100 Years Auto-Owners Insurance is celebrating their 100th year of The Tennessee Insuror

W.R. Berkley Corporation has announced that Scott Denney, CPCU, has retired from his position as Assistant Vice President of Marketing at Union Standard Insurance.

Denney worked for the company for twenty years, beginning his career in 1996 at Great River Insurance. He was a strong supporter of the Insurors Young Agents and helped developed some of the Association’s Young Agent programs.

INSBANK Named “Best in Business” Finalist The Nashville Business Journal has announced this year’s finalists for their annual Best in Business Awards, and for the fourth year in a row Insurors banking partner INSBANK is among them. Nominations were taken from the public, and then a panel of judges (made up of past winners) looked at a variety of criteria — such as profitability, community involvement and other metrics — to determine the finalists for the 2016 award.

Winners will be announced live at an awards luncheon on March 10th, and all companies will be featured in a special publication on March 11th.

ACUITY Announces Record Revenue in 2015 ACUITY recently announced its record 2015 growth results, reporting an overall gain of nearly $90 million in total written premium for the year. The amount represented a 7 percent increase over 2014 and brought ACUITY’s revenue to an all41

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The Tennessee Insuror

time high of $1.33 billion for the year.

“Over the past 16 years, ACUITY has grown 250 percent faster than the insurance industry. In the past 48 months alone, our company added nearly $500 million to its top-line revenue,” said ACUITY President and CEO Ben Salzmann.

ACUITY achieved significant growth across all lines of business and throughout the company’s operating territory in 2015.

The insurer wrote over $200 million in new business for the fourth straight year, driven by increases in both personal and commercial lines. In personal lines, ACUITY achieved doubledigit growth and marked an incredible 19th consecutive year of premium gain. In commercial lines, the company set a new record for percentage of quotes that became issued policies.

Central Takes Home Interface Award The Central Insurance Companies have been honored with the 2015 Interface Excellence Award from Applied Client Network, the international association of agencies and brokerages using Applied Systems management technology.

Central took the association’s top honor which recognizes the carrier that has embraced interface at all levels of agency interaction and has made interfacing a top priority.

“Central has always been at the top of its game and provides one of the broadest arrays of download available,” said Han-

The Tennessee Insuror

na Ogle, Applied Client Network Industry Solutions Committee Chair and Personal Lines Manager at Watkins Insurance Group in Austin, Texas. “The group is constantly improving its interface capability and definitely is committed to improving ease of doing business for our members.”

The award was presented at Applied Net 2015, a conference co-hosted by Applied Client Network and its technology partner Applied Systems, a leading provider of innovative insurance software and agency management systems.

Reed Joins Star Casualty Insurance Co. Star Casualty Insurance Co. has announced the addition of Jamie Reed as their new National Director of Marketing. Reed has 17 years of insurance industry experience, including as an agent and carrier marketing.

He attended Tennessee State University and holds the ARM and AIS designations.

He has previously worked for Hallmark Insurance, GMAC Insurance and Consumers Insurance USA.

AIA Expanding Comp Offerings in TN Associated Insurance Administrators (AIA), a wholesale insurance and managing general underwriting agency, is excited to announce its re-entry into the workers’ comp marketplace

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in Georgia, Mississippi and Tennessee with National Liability & Fire (AM Best rated “A++, XV”). AIA is a program manager for this unique Berkshire Hathaway workers’ comp program handling all aspects from underwriting to billing to claims management.

The AIA Workers’ Comp Program is geared toward small to mid-sized businesses operating in a broad array of class codes. Healthcare, retail, non-profits, schools, manufacturing and trucking are just a few of the operations acceptable in the new program. Enhancements include installment bill, monthly reporting, and large deductible options where approved. The program is available to AIA appointed insurance agencies.

AIA utilizes professional in-house claims administration in order to manage costs and ensure fast, fair claims services to the insured. AIA combines claims management and communication with and between the adjuster, employer, medical provider, and employee to effectively administer each claim from the beginning through settlement of medical only and compensation claims.

Columbia Insurance Joins ACT Columbia Insurance Group, headquartered in Columbia, Missouri, is the newest company partner of the Big “I” Agents Council for Technology (ACT).

“We are dedicated to servicing our independent agency partners and providing technological solutions that will enhance their daily workflow,” says Rory Read, Columbia Insurance Group vice president of information technology. “In our endeavors to continuously improve our offerings, we found ACT to be a complementary fit. ACT’s dedication to refining and improving current processes while identifying new and necessary technology is invaluable. We look forward to actively engaging with the membership, taking advantage of ACT resources and advancing the independent agency channel.”

Harford Mutual Executive VP Ohler Retires; Goodin Promoted Harford Mutual has announced that Executive Vice President Robert Ohler has retired after 25 years of service to the company. Additionally, they have announced the promotion of John Goodin to Senior Vice President, Commercial Business Services.

Ohler began his career at Harford Mutual in 1990 with the Claims department before transferring to Underwriting in 2003. He was promoted to Executive Vice President in 2015.

Under his leadership, Harford Mutual refined its underwriting practices helping to achieve a direct written premium growth of $50 million in the last four years and a 170 percent, $122 million increase in policyholders’ surplus since 2004. Ohler holds a bachelor’s in marketing from the University of Baltimore.

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Goodin began his insurance career with Allstate and later Zurich before joining Harford Mutual in 2009 as Director of Underwriting. He was promoted to Assistant Vice President, Commercial Business Services in 2013 and to Vice President in 2015. He has a bachelor’s degree in insurance from Mississippi State University and has earned his Chartered Property Casualty Underwriter (CPCU), Certified Insurance Counselor (CIC), and Certified Risk Manager (CRM) designations.

CNA Relocating Global Headquarters CNA recently announced that it is relocating its Chicagobased, global headquarters from 333 South Wabash Avenue to 151 North Franklin Street, which is expected to take place in the summer of 2018. Construction on 151 North Franklin is underway. The new prestigious Class A building will be known as CNA Center, and CNA’s name will be on the top and in front of the building.

“CNA will be the named anchor tenant at 151 North Franklin, and we look forward to building on our legacy as a major insurance carrier headquartered in the Chicago loop,” said Thomas F. Motamed, chairman and chief executive officer, CNA Financial Corp.

Gonzalez Named Insurance Woman of 2015 QQ Solutions National Sales Manager Doris Gonzalez was selected as the Insurance Woman of the Year by the Latin American Association of Insurance Agencies. The announcement and award presentation were made at the 2015 LAAIA Annual Holiday Gala.

Doris Gonzalez was selected for her ongoing contributions to the insurance industry, especially her expertise in showing independent agents how to embrace technology to grow their business. Ms. Gonzalez is the Director of National Sales at QQ Solutions, a division of Vertafore, where she has been the top producer for the past six years. She has also served as Industry Liaison to the LAAIA Board of Directors.

Westfield Ins. Foundation Awards $695,000 During the fourth quarter of 2015, Westfield Insurance Foundation awarded $695,000 to 40 non-profits for their efforts related to disaster relief, family stability and safety, bringing the Foundation’s total giving to more than $2 million in 2015.

Approximately $330,000 was donated through Westfield’s new Legacy of Caring program in which Westfield Trilogy® agents can nominate a nonprofit in their local communities.

The nonprofit’s work must align with Westfield’s priority areas.

The Tennessee Insuror

FROM THE DELTA TO THE SMOKIES WE’RE PROUD TO SUPPORT THE INDUSTRY’S BEST.

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

CNA is proud to support Tennessee’s independent agents and brokers with customized coverages, local industry knowledge and the strength and stability of an “A” rating by A.M. Best. When you’re looking for a carrier with a broad industry appetite, who understands your commitment to business success … we can show you more.® Learn more about our coverages and services today.

Contact our local Nashville Branch at 615-886-3300, or visit www.cna.com.

CNA is a service mark registered by CNA Financial Corporation with the United States Patent and Trademark Office. CNA Financial Corporation subsidiaries use the “CNA” service mark in connection with insurance underwriting and claims activities. Copyright © 2016 CNA. All rights reserved.

The Tennessee Insuror

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“We value our partnerships with our independent insurance agencies. Giving back to our agents’ communities in support of these key areas is an extension of the fundamental role insurance plays every day in stabilizing families, businesses and communities,” said Westfield Insurance President and CEO and Westfield Insurance Foundation Chairman, Ed Largent.

An additional $365,000 in family stability grants was distributed to nine nonprofit agencies for their comprehensive approaches to help families overcome multiple barriers and achieve greater stability. Successful grantees demonstrated the ability to tie together several key challenges of families caught within a fragile economic situation.

Ryan Specialty Group Acquires Hunter George & Partners Ryan Specialty Group (RSG), the global specialty insurance services business based in Chicago, has announced that it has reached agreement to acquire Hunter George & Partners Ltd, the London-based specialist MGA focused on insurance solutions for mergers and acquisitions.

Hunter George founders Ian Theato and Tim Martin will continue leading the business, which features highly specialized underwriting capability in the rapidly growing areas of warranty and indemnity, commercial tax liability and contingent risk insurance.

Akin Joins RPS in Atlanta Russ Akin, CIC, ARM, has joined the Atlanta office of Risk Placement Services (RPS) as a wholesale broker and assistant vice president. Akin has previously employed with Johns Crrek Insurance, Allstate Insurance and GMAC Insurance. He was most recently a wholesale broker for Trilogy Risk Specialists and is a graduate of the University of Georgia Terry College of Business.

CISR Designation Program Celebrates 30th Year In 1986, a group of dedicated CICs in Kansas founded the Society of Certified Insurance Service Representatives (CISR). For more than a year, the CISR Program was conducted in Kansas, Missouri and Michigan only. But soon more states adopted the program, and by 1996 CISR was national.

Today, CISRs are truly the face of insurance and risk management for their clients, representing access to prompt and effective customer service. Expansions to the program, including the CISR Elite distinction for those who complete all nine courses, have made CISR a global community, with more than 27,800 designated CISRs and approximately 1,500 courses conducted worldwide each year. u

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The Tennessee Insuror

2016 MARKETING REIMBURSEMENT PROGRAM

There has never been a better time to co-brand and promote your agency with Trusted Choice.

Our three tiers of reimbursement can help offset your advertising costs. You have the freedom to apply for any or all of the reimbursement options.

Receive up to $500 for using the Freedom Campaign advertising materials.

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(703)706-5443 | kiescha.cherry@iiaba.net The Tennessee Insuror

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Your E&O “Extra Credit” How to Earn 10% Risk Management Credit on Westport Policies

Roughly six out of ten Westport policyholders in Tennessee have already qualified for and are currently earning a 10% risk management E&O premium credit. While that is a solid percentage, it could and should be better. Would you like to know why? Good. Let me show you.

First, the obvious reason: paying 10% less on your E&O premium than what you are paying right now. That’s a pretty easy sales pitch, and I just lobbed it out there for all to read. Plus, the 10% credit is good for three policy terms – dependent on future claims activity – so you can see how your premium savings adds up.

But wait, there’s more. A lot more.

Learn While You Earn You get legitimately valuable E&O information for you and your staff. The credit is earned by having a certain number of your agency personnel watch three 2-hour webcasts, each covering different aspects of E&O issues straight from today’s world. There are five webcasts to choose from, which include: •

• • • •

Examining the relationship between the insurance agency and the insurance carrier, specifically the agency’s legal duties to the carrier and how this could inadvertently cause E&O issues to arise.

A comprehensive overview of an E&O claim, from beginning to end, including how to file an E&O claim and avoiding mistakes once the process starts.

The E&O considerations dealing with your agency’s operations, including E&O issues with certificates of insurance.

The role of your agency procedures and common defenses, which usually involves proper documentation and the use of risk assessment questionnaires and checklists.

Understanding how your agency’s standard of care duty is determined, as well as how negligence on the part of an agency is determined.

It’s relevant, useful information that can help your agency in a practical and immediate way. It’s not just theory thrown out in a vacuum; it’s constructive and worthwhile material based on the real life of an independent agency. It can help your efficiency and effectiveness when dealing with the big, nasty E&O world.

But that’s not all…

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by Stephen Holmes, CIC, CISR

CE Credit is Also Available How about some continuing education credit for you and your staff? CE is something most of us are concerned with, and getting in enough hours for owners, producers, and account managers can be a challenge. Well here you go: five webcasts to choose from, each worth two hours of general continuing education in Tennessee.

This is an easy method to save money on your E&O premium and help reach CE requirements for you and your agency’s staff. Two birds and one stone, as the old saying goes. (For clarification, I’m not advocating hurling stones at birds. I don’t come up with the clichés, I just use them.)

“But, Stephen,” you say, “this is amazing and all, and you’ve done just an incredible job of laying it all out there to show how much my agency needs to take advantage of this, but I want to get it done all at once. Isn’t there a way to have my agency qualify for the risk management credit and CE credits in just one day?”

First, thank you, you’re too kind. And second, yes there is.

Agency Growth Conference is Your Opportunity This year at The 3rd Annual Insurors of Tennessee Agency Growth Conference, our state’s Westport E&O underwriter Richard Lund, Westport E&O attorney Steve Keyt, and others will be performing “An E&O Mock Trial” on March 10th. If your agency’s appropriate staff members attend this, then your agency’s Westport E&O policy will most likely qualify for the 3-year risk management credit. It will be informative, for sure, and most likely a little entertaining too. Sign up for the conference today at www.insurors.org.

And as always, if your agency does not have E&O insurance through the Insurors of Tennessee, then contact me today at sholmes@insurors.org. I will work with you to get a competitive quote turned around quickly and find your agency the best coverage possible.

About the Author Stephen Holmes, CIC, CISR is the E&O Specialist for Insurors of Tennessee. Stephen has been in the insurance industry for 8 years and began his career as an underwriter for Preferred Comp. He is a graduate of the University of Tennessee at Knoxville. u The Tennessee Insuror

GET WISE about your agency RISK MANAGEMENT.

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.

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We get you.

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

Look into a partnership with us by calling today.

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Products underwritten by Nationwide Mutual Insurance Company and Affiliated Companies. Home Office: Columbus, OH 43215. Subject to underwriting guidelines, review, and approval. Products and discounts not available to all persons in all states. Not all Nationwide affiliated companies are mutual companies, and not all Nationwide members are insured by a mutual company. Nationwide, the Nationwide N and Eagle and Nationwide is on your side are services marks of Nationwide Mutual Insurance Company. Š 2015 Nationwide NPO-0605AO (03/15)

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The Tennessee Insuror

Meetings

Spring Calendar Filling Up With Great Events 2016 Agency Growth Conference March 9-10 The Insurors 3rd Annual Growth Conference will be held March 9-10, 2016 at the Embassy Suites Hotel & Conference Center in Murfreesboro. The event will feature educational tracks for Agency Growth and Errors & Omissions. Guest speakers will include industry marketing expert Jason Cass, MTSU Jennings College of Business Dean David Urban, industry E&O experts Richard Lund and Steve Keyt as well as Cyber Liability expert Janet Smith.

Get more information or register online at http://www. insurors.org/2260.

Ole Miss Insurance Symposium March 23-24 The 2016 Ole Miss Insurance Symposium will take place March 23-24 at The Inn at Ole Miss in Oxford, Mississippi. The event will feature guest speakers Reid French, CEO of Applied Systems; Lisa Krouse, EVP/CHRO of FCCI; Mike LaRocco, President/CEO of State Auto and Insurors member Johnny Pitts, Chief Manager of Lipscomb & Pitts Insurance as well as Tennesseans Lance Ewing and Mark Miller and many more industry experts.

Get more information or register online now at http://www. olemissalumni.com/events.

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

• • • • • • • • • •

Artisan Contractors Auto Repair & Service Goods & Services Hospitality Light Contracting Light Manufacturing 2IÀFH &OHULFDO Physicians Restaurants :KROHVDOH 5HWDLO

Big “I” Legislative Conference April 13-15 The 2016 Big “I” Legislative Conference has been set for April 13-15, 2016 at the Renaissance Washington downtown in Washington D.C. In addition to meetings on industry legislative issues, the event will feature a political panel including Bob Beckel and Tucker Carlson.

Attend this 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 indepth issues briefing, legislative breakfast with high-profile Congressional speakers, a general session and networking opportunities. The event is a great opportunity to make an impact in your industry on a National level.

View a new informational video at https://www.youtube.com/ watch?v=oKJX4mENUto to learn more about the event, or register now at http://www.independentagent.com/Events/ LegislativeConference/home.aspx. u The Tennessee Insuror

For more information or to get started, please contact: Keller Chapman (615) 406-8033 keller.chapman@meadowbrook.com Josh Allen-Bottoni (978) 933-4161 joshua.allen-bottoni@meadowbrook.com

www.preferredcomp.com

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Member Tips

2016 Best Practices Study Nominate Your Agency to Participate Is your agency operating at its highest potential? Is it capable of competing successfully in today’s marketplace? What about tomorrow’s? Do you want to be recognized as a firm where top employees want to work, carriers want to be represented and customers want to do business?

Big “I” Best Practices methods incorporate timeless and cutting-edge strategies based on studying the top U.S. independent insurance agencies of all sizes for more than 20 years. Your agency can join this elite group that exhibits those characteristics and earns recognition from carriers and industry leaders as the best in the business—but don’t wait.

The time to act and be part of this process is now.

How are agencies identified to participate in the Best Practices process? Big “I” state associations, carrier and study sponsors can nominate you for the 2016 study cycle, or you can nominate your own agency by submitting a self-nomination form no later than February 15, 2016.

In order to qualify for consideration, you will receive notice in spring 2016 to submit operating data from your 2015 fiscal year directly to Reagan Consulting in Atlanta, Georgia. From there, information from all submitting agencies will be scored objectively within a predetermined rating system. The top agencies in six different revenue categories will earn the coveted status of “Best Practices Agency.”

What are the benefits of participating in this process?

• • • •

Taking time to work on your business National recognition Invitation to the exclusive Best Practices Symposium in January 2017 Use of a specialized media kit and the Best Practices seal

In addition, even if they don’t make the top cut, all nominees who submit their data for review will receive, free of charge, a detailed performance analysis comparing their specific results to industry peers—a $495 value.

Learn more about the process online at http://www. independentagent.com/Resources/AgencyManagement/ BestPractices/Pages/Become-BP/become-bp.aspx where you can also obtain the 2015 Best Practices Study Update, the most current release.

You never know until you go for it, and think of what you may learn. Be part of the 2016 Best Practices Study cycle today. u

Directory of Advertisers Advertiser

ACUITY Allstar Financial Group Amerisafe Applied Underwriters Arlington/Roe & Co. Auto-Owners Insurance Bailey Special Risks, Inc. Berkley Southeast Insurance Group Berkshire Hathaway Guard Insurance Cos. Brentwood Services Administrators Builders Mutual Burns & Wilcox CNA Insurance Consumers Insurance Donegal Insurance Group EMC Insurance FCCI Insurance Group Harford Mutual Heartland Ovation Payroll INSBANK J.M. Wilson Johnson & Johnson Keystone Insurers Group National Security Group Nationwide Ole Miss Insurance Symposium Penn National Insurance Preferred Comp/Meadowbrook Preferred Property Programs Securerisk South & Western Summit Holdings

Phone

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www.jmwilson.com www.jjins.com www.keystoneinsgrp.com www.nationalsecuritygroup.com

www.nationwide.com www.olemissalumni.com/events www.pennnationalinsurance.com

www.meadowbrook.com www.umbrellaprogram.com

www.securerisk.com www.southandwestern.com www.summitholdings.com

BIG “I” LEGISLATIVE CONFERENCE 2016 APRIL 13-15 | WASHINGTON, D.C.

register now at iiaba.net

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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.

Business t Surety t Auto t Home

www.PennNationalInsurance.com