The Tennessee Insuror May/June 15 by Insurors of Tennessee

THE TENNESSEE

INSUROR May/June 2015

Vol. 26 No. 3

www.insurors.org

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ISO Files its Most Important HO Change... INSBANKâ&#x20AC;&#x2122;s Jim Rieniets

Go Team! Teen Graduated Licenses

Phil Fulmer: A Tennessee Legend

UT Coaching Great will be Keynote Speaker at 122nd Annual Convention

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The Tennessee Insuror

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THE TENNESSEE

INSUROR Vol. XXVI, Number 3 May/June 2015

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 Phil Fulmer: A Tennessee Legend INSURORS OFFICERS

President ......................................................... Cindi Gresham, CIC Immediate Past President ..................................... Lou Moran III IIABA National Director ................................................ Brad Smith Vice President, Region I ..................................... Chris Allison, CIC VP, Region II and Pres. Elect .... Christie Reeves, CIC, CPCU, CPIW Vice President, Region III ................................. John McInturff III Treasurer .............................................. Battle Bagley III, CIC, CPA Secretary ...................................................................... Rush Powers Director, Region I ....................................................... Portis Tanner Director, Region I ...................................................... Edward Kaiser Director, Region I .......................................................... Tim Roberts Director, Region II ....................................................... Chip Fridrich Director, Region II .................................................... Joe Lester, CIC Director, Region II ................................................. Steve Copeland Director, Region III ..................................................... Kevin Ownby Director, Region III ............................................ Josh Gibbons, AAI Director, Region III .................................................... Eric Campbell Young Agents Chairperson .................................... Stuart Oakes

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UT Coaching Great Will be Keynote Speaker at 122nd Annual Convention

ISO Files its Most Important HO Change in 40 Years

INSBANKâ&#x20AC;&#x2122;s Jim Rieniets

Go Team! Teen Graduated Licenses

Daniel Learns About Insurance: Non-Resident Licensing Multi-state Licensing Can Be a Headache, But Help is on the Way

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Busting the Myths of the Personal Umbrella 3

Tennessee native and UT coaching legend Phil Fulmer

Phil Fulmer: A Tennessee Legend UT Coaching Great Will be Keynote Speaker at 122nd Annual Convention

Phillip Fulmer is a Tennessee native who was born in Winchester, where his love for the game of football began. He played in high school at Franklin County High, and when he enrolled at the University of Tennessee at Knoxville in 1968, made the Volunteers squad as an Guard on the offensive line. He excelled at the position, and was named to the All-Southeastern Conference team. From 1969-71, he helped guide the team to a 30-5 record under coaches Doug Dickey and Bill Battle. Each of those seasons had successful results, with the team going 9-2 and winning the SEC title in 1969, finishing 11-1 and winning the Sugar Bowl in 1970, and finishing his career as co-captain on a 10-2 team that won the Liberty Bowl. He worked as a student coach for the Vols in 1972-73, and was hired as a offensive line and linebackers coach at Wichita State in 1974. AFter five seasons with the Shockers, he returned to his home state as an assistant for the Vanderbilt Commodores.

A Triumphant Return to Tennessee In 1980, Fulmer returned to UT to coach the offensive line. He had continued success throughout his career coaching these positions, and saw many of his players go on to succeed in the NFL. In 1989, Fulmer added offensive coordinator to his re4

sume, as he was promoted to the position under head coach Johnny Majors. When Majors had emergency quintuple bypass surgery in August of 1992, Fulmer was put in place as the interim head coach for the Vols. He led the team to a 3-0 start, with marquee wins at #14 Georgia and at home over #4 Florida. Majors returned for the fourth game against Cincinnati, but after the team finished the season with a 5-3 run, the university decided to buy-out the remainder of Majors’s contract. UT announced that Fulmer would be the new head coach, effective after the team’s bowl game. However, Majors chose not to coach in their Hall of Fame Bowl game against Boston College, so Fulmer coached his first game as the official head coach, a 38-23 victory. That gave Fulmer a 4-0 start to his coaching career. Fulmer helped return Tennessee to national prominence in 1990s, a stretch which included the undefeated 1998 season, when the Vols won the first ever BCS National Championship Game. The Vols appeared in three consecutive Bowl Alliance or BCS games from 1997 to 1999. They posted 10 or more wins from 1995 to 1998, with Peyton Manning at quarterback for from 1995 through 1997. The senior class of the 1998 team compiled a record of 45–5, losing only to Florida (three times), Nebraska and Memphis. Fulmer won two SEC titles as a head coach and led his squad to win or share the SEC East title seven times. The Tennessee Insuror

During Coach Fulmer’s run at UT from 1992-2008, he amassed a 152-52 record, and his .745 winning percentage ranks in the Top 5 in modern college football history. During his ten-

Fulmer raises the 1998 National Championship trophy

ure, he coached and mentored 18 All-Americans and 92 NFL draft picks. A conference champion player himself in the SEC, Coach Fulmer’s football teams were consistently tough, and built on his motivation of his teams to earn victories when the pressure was highest. Coach Fulmer also had a reputation as an ace recruiter, leading many analysts to praise him as one of the game’s top head coach recruiters. His holistic approach earned Fulmer unprecedented recognition from his peers—the second coach in history to earn the Eddie Robinson Coach of Distinction Trophy, the presidency of the American Football Coaches Association, and national, regional and conference coach of the year honors. He was most recently was inducted into the 2012 National Football Foundation and College Football Hall of Fame. In order to be considered for the Hall of Fame, Coaches must have served at least 10 seasons and 100 games while posting a winning percentage of at least .600 and Coaches under the age of 70 must have been out of coaching for three years. Coach Fulmer is one of the youngest coaches to be inducted into the Hall of Fame which signifies the respect he received from his peers as being selected in to the Hall on the first ballot.

Success in Life After Coaching After coaching, Fulmer went into broadcasting as well as other business ventures. He is a founding partner at BPV Capital Management, and serves as part of the Business Development Team. With his ability to build positive relationships, superb leadership skills, public speaking abilities and “do the right thing” mentality, Fulmer is a great and unique member of the BPV team. Coach Fulmer applies his work ethic, as well as his relationship building and problem solving skills, to his work with BPV. He believes in the importance of honoring his word and he enjoys BPV’s commitment to following through and doing the right thing for clients. Coach Fulmer has spent game day Saturdays in New York as part of the studio crew for CBS College Sports as well as guest appearances on ESPN, sharing a career’s worth of insight ad experience with college football fans. He continues to be a popular speaker at corporate events on topics that include leadership styles, organizational skills, and communication methods. Coach Fulmer also made an appearance on an Academy Award nominated movie for Best Picture, The Blind Side. He currently resides in Maryville with his wife, Vicky. Coach Fulmer has four children; Phillip Jr., Courtney, Brittany and Allison, as well as five grandchildren. Coach Fulmer’s Back Porch Vista is the place in life that he feels secure that his family is in a good place regarding health, personal and professional happiness, as well as financial security.

Insurors 122nd Annual Convention Keynote Speaker Coach Fulmer will address the Insurors crowd as the keynote speaker at our 122nd Annual Convention, taking place October 10-13 in Knoxville at the Holiday Inn World’s Fair Park. He will speak during our Sunday night opening celebration on October 11th. Get more information, or register now, at http://www.insurors.org/convention u Coach Fulmer Career Highlights 1969 SEC Championship player 1970 All-SEC team selection as offensive guard 1971 Co-captain of the UT Volunteers 1997 SEC Championship Coach 1998 SEC Championship Coach 1998 National Championship 1998 AFCA Coach of the Year 1998 Eddie Robinson Coach of the Year 1998 George Munger Award 1998 Home Depot Coach of the Year Award 1998 Sporting News College Football Coach of the Year 1998 SEC Coach of the Year 2001 Tennessee Sports Hall of Fame 2008 Knoxville Sports Hall of Fame 2012 National Football Foundation College Football Hall of Fame

Fulmer congratulated before a UT game for his Hall of Fame induction photo by Parker Eidson of The Daily Beacon

The Tennessee Insuror

ISO Files Its Most Important HO Change in 40 Years

by Bill Wilson, Big “I” Virtual University

Fourteen years ago, in the March 16, 2001 edition of our Virtual University VUpoint newsletter (Vol. 2, No. 6), we published what I believe was our first article on what would later become known as the “Where You Reside” homeowners insurance issue. That article was followed by several more related articles emphasizing the importance of a potentially catastrophic coverage gap in most homeowners policies we reviewed. In order to bring the issue to focus, in October 2009 we combined all of the articles into a white paper and presented a countrywide webinar on December 3, 2009. Both the white paper and webinar are linked from the “Where You Reside” page in the “Featured Resources” area of the VU.

der to afford the costs of long term nursing home care.

In the meantime, in 2005, our national Technical Affairs Committee presented this issue to ISO in our annual meeting with them. For 10 years, we pursued a remedy for ISO HO forms in this forum and at the Mid-America Insurance Conference via a series of points and counterpoints until, in November 2014, we were able to reach a negotiated agreement on changes to ISO’s Homeowners program that we all could live with. Neither viewpoint “won” but we believe the resolution is workable and a starting point for further evolution and tempering of this homeowners issue.

You purchase a “fixer-upper” and place homeowners coverage effective on the date of closing. You plan to move into the home in 28 days after your contractor son completes some renovations (hardwood floors, new kitchen countertops and appliances, bathroom remodeling, etc.). Three days after the closing, a fire breaks out overnight causing $186,000 in damage to the dwelling. When the adjuster learns that you have not yet moved into the home, he denies the claim based on a lack of residency, citing three court cases in your state upholding such claim denials.

The countrywide ISO filings effecting this change have been made with an effective date in most states of October 1, 2015. The forms changes include a new mandatory endorsement, an optional broadening endorsement, and a nonfiled notice/ questionnaire form. The purpose of this article is to provide an overview of the issue and the purpose of the ISO filings. We will also identify several caveats and preview several initiatives we plan to undertake this year.

These are not hypothetical situations. In our original white paper on this issue, we identify over a dozen scenarios where residency may end during the policy term. We also cite a similar number of court cases that have considered this coverage scenario. Some courts overruled the claim denials, but a slight majority of decisions that we have identified have agreed with the interpretation that the end of residency ends the coverage on the dwelling. In addition, based on real-life claims submitted through the VU “Ask an Expert” service or directly by member agents, we are aware of at least a dozen claim denials:

The Problem Consider the following scenarios: A homeowner is confined to a nursing home and then learns she will never be able to return home. Her home is fully furnished and full of her personal property, but she no longer lives there and will not be able to return. According to one interpretation by a number of adjusters and courts, at the instant she learns that she will not be able to return to her home, her residency ends and so does the coverage on her dwelling. If it is destroyed overnight by a covered peril, she has no coverage for the damage to her home, the largest asset she owns and one she would probably need to sell in or6

You sell your existing home and buy or build another home. Your new home is ready and the purchasers of your old home have qualified for a loan that will be closed in 5 days. In the meantime, you move to your new residence which you have insured on a new HO policy and you allow the purchasers to begin painting, replacing carpeting, etc. in your old home. Your existing HO policy remains in force on your old house until the closing. Unfortunately, a tornado strikes the day before the closing and the adjuster denies the claim because you no longer reside in the home.

• • • • • • • • • • • •

Total loss while insured was in a nursing home (KY) $100,000+ condo rental claim (FL) 5-figure loss while home was being remodeled (AZ) $186,000 renovation claim (GA) $150,000 ten-month house rental (FL) $135,000 four-year house rental (FL) $123,000 two-year house rental (FL) $300,000 “nonclaim” with daughter occupancy (NY) $229,000 total loss with niece occupancy (MN) Small fire loss (NC) Fire loss with daughter’s temporary occupancy (PA) Fire loss while house was undergoing renovation (RI) The Tennessee Insuror

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The Tennessee Insuror

Using the ISO HO-3 policy as a model form, this is the language being cited in the claim denials we’ve heard about and most of those in the court cases we’ve reviewed: HO Insuring Agreement: “We cover… The dwelling on the ‘residence premises’ shown in the Declarations…” HO Definitions: “’Residence premises’ means… The one family dwelling where ‘you’ reside…” The basis for these denials is that, according to the policy definition of “residence premises,” if “you” (named insured or resident spouse) don’t reside in the dwelling at the time of loss, the dwelling is not a “residence premises” and, if it’s not a “residence premises,” then the insurer does not cover, under the insuring agreement, the dwelling because it’s not on the “residence premises.” The “where you reside” language was not in ISO’s 1976 HO policies, nor was its addition in the 1984 edition mentioned in that filing. The language has been in subsequent ISO HO forms in 1991, 2000, and 2011. Our research also indicates that this language is common in most non-ISO HO forms in the marketplace, though not all policies. For the record, OUR interpretation does not agree with that of a number of adjusters and courts. Numerous courts have held that, to be enforceable, an “exclusion” must be “clear and conspicuous.” We believe that coverage for the primary asset owned by a family should not hinge on three words in a definition referenced from an insuring agreement. There is nothing “clear and conspicuous” about this language that would lead an insured to believe that an interruption of residency would suspend coverage on the dwelling. From the standpoint of public policy, it makes little sense that, if the insured is operating a meth lab and blows up his home, there is coverage under his HO policy, while there is no coverage for a tornado destroying her home the Friday evening an 80-yearold homeowner learns that she will be confined to a nursing home henceforth. Courts that have found FOR coverage have generally interpreted the “where you reside” language to be “words of description,” not a warranty of occupancy or a condition for coverage. Additional rationales for our continued position on this are outlined in our original white paper. And, for what it’s worth, in a past Property Loss Research Bureau publication, PLRB also took the position that this language does not preclude coverage for damage to a dwelling.

IIABA/ISO Negotiations The Big “I” national Technical Affairs Committee meets annually with ISO to discuss changes in, or additions to, ISO policy form portfolios that we believe are beneficial to consumers and businesses. Our agendas are typically 150-200 pages. 8

Some of our recommended changes are accepted fairly quickly by ISO, others are declined, and many others are discussed over a period of years before being accepted by ISO or dropped by our committee. In the case of the “where you reside” issue, we considered a number of options over a tenyear period before we reached a compromise with ISO for changes in their HO forms. The preference of our committee would be the complete elimination of the “where you reside” language, but that was not a resolution ISO could accept. So, unlike Congress, we compromised on a mandatory conditional “grace period” endorsement and an optional endorsement that does eliminate the “where you reside” language. While, from our perspective, this is not a perfect nor ideal solution, it is one that is workable if certain caveats are followed by all parties, as discussed later in this article. In the meantime, let’s examine the changes being made in two new ISO filings – forms and rules – that have a proposed effective date in most states of October 1, 2015, along with a non-filed notice/questionnaire form.

ISO Filings ISO has made two countrywide filings: Forms Filing HO-2015-ORPFR Homeowners Residence Premises Definition Revised; Optional Endorsements Introduced Rules Filing HO-2015-RRPRU Homeowners Manual Rules Revised Forms Filing HO-2015-ORPFR The forms filing includes the following new endorsements: • • • • • •

HO 06 48 10 15 – Residence Premises Definition Endorsement HO 06 49 10 15 – Broadened Residence Premises Definition Endorsement HO 17 47 10 15 – Broadened Residence Premises Definition Endorsement – Unit-Owners HO 17 48 10 15 – Residence Premises Definition Endorsement – Unit-Owners MH 04 26 10 15– Residence Premises Definition Endorsement – Mobilehome MH 04 27 10 15 – Broadened Residence Premises Definition Endorsement – Mobilehome

The three “Residence Premises Definition Endorsements” are mandatory forms… the HO 17 48 is used with the HO 00 06 condo form while the HO 06 48 is used with all other HO forms. The three “Broadened” endorsements are optional forms… the HO 17 47 is used with the HO 00 06 condo form while the HO 06 49 is used with all other HO forms. There are two complementary Mobilehome program endorsements. The Tennessee Insuror

Mandatory Endorsements Using an excerpt from the above forms, the mandatory endorsements redefine “residence premises” to mean the “dwelling where you reside… on the inception date of the policy period shown in the Declarations and which is shown as the ‘residence premises’ in the Declarations.” The highlighted language is new and is explained by ISO in the filing as follows [emphasis added]: These endorsements introduce revised language to more explicitly describe that the residency requirement, when determining coverage applicability, will be satisfied as long as the insured resides at the residence premises on the inception date of the policy period. Currently, depending on insurer claims practices, a policyholder may or may not have coverage when they cease to reside at the residence premises mid-term or at renewal. These revisions will provide coverage through the end of the policy period despite mid-term changes in residency while allowing an insurer the opportunity to confirm residency as part of the renewal underwriting process. In other words, if the insured resides in the dwelling at the inception of the (new or renewal) policy period, coverage remains in force even if the insured should discontinue residency later in the policy period. This “grace” period lasts throughout the policy term but should be reaffirmed by the carrier on each renewal. Optional Endorsements The optional endorsements completely remove the “where you reside” language from the “residence premises” definition for a specified period of time in indicated on the endorsement. As we read these new endorsements, they can be used in two ways. First, the inception and termination dates on the endorsement can be identical to the policy’s inception and termination dates. This is the solution IIABA sought from the beginning. Our position has always been that residency is an eligibility issue, not a coverage issue, and should be dealt with as an underwriting consideration, as it was in the pre1984 HO forms. Second, these endorsements can be used to temporarily remove the “where you reside” language during a specified portion of the entire policy term. The best example of this use is when a policy if first issued on a newly built or purchased home. Residency in the home may not take place for several days or a week or more following the closing of a loan. Or, as presented as a scenario at the beginning of this article, the homeowner may wish to spend a month or longer renovating the home… this endorsement could serve to clarify that there is no residency until the renovations are complete.

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Rules Filing HO-2015-ORPFR continued on page 41 The Tennessee Insuror

INSBANK’s Jim Rieniets Get to Know the President & CEO of Our Banking Partner

The article was originally featured in January 2015 issue of The Tennessee Banker magazine and is reprinted with permission. Looking back on his childhood in Houston, Texas, INSBANK President and CEO Jim Rieniets doesn’t remember wanting to be anything in particular when he grew up. “Maybe a superhero,” he says with a smile. Years later, however, he left Houston for Vanderbilt University with the intention of getting his medical degree. “I soon realized there were more fun things to do while in college than spend all my time in the chemistry lab,” says Rieniets (pronounced Ree-nits), and he heeded the advice of adults in his life and decided to study something he found interesting. “They told me that, unless I were going to be an engineer or a doctor, it really didn’t matter what my degree should be.” So Rieniets majored in Latin American Studies—an interdisciplinary focus that included history, political science, language, anthropology and sociology—without a particular idea of what he would do with it. Maybe the CIA. Maybe international business in Brazil. Instead, he got a job out of college in banking at National Bank of Commerce in the commercial banking group. Like several other prominent Tennessee bankers, Rieniets considers former NBC Chairman Tom Garrott to be his early career mentor, someone he says was both “tough” and “a visionary.” Although he went on to get his MBA, Rieniets says that his undergraduate studies in a nontraditional banking track prepared him well. And he thinks there is plenty of room in the industry for people who do not take a more traditional path.

That approach has worked just fine for Rieniets, who today is leading one of the state’s most successful small banks, which has carved a niche in serving primarily commercial clients. INSBANK’s deal last year to partner with the Tennessee Medical Association to create TMA Medical Banking, a division of INSBANK, is a reflection of Rieniets’ philosophy of taking advantage of what it does best. “I think, increasingly, banks are going to have to differentiate themselves from their competitors,” he says. “In a lot of cases, that objective can be met by developing niche expertise in certain lines of business.” INSBANK had an existing relationship with the TMA and was serving as the association’s bank as well as providing services to a number of individual physicians. The TMA had previously entered into “endorsed provider” agreements with other banks, but it approached INSBANK about developing something beyond that. The result, TMA Medical Banking, operates as a division of INSBANK and offers a range of products and services tailored for physicians. “The approach we took is the same one we take on a daily basis throughout the bank, and that is not to try to be all things continued on page 48

“I think the biggest thing for someone considering a banking career is to develop their decision-making skills and their people skills. They are every bit as important as the numbers skills. We use simple math, not rocket science. We’re not doing linear algebra managing a bank balance sheet. “As a banker, I put the ability to work well with people, and problem-solving and decision-making skills, ahead of INSBANK what your technical training President & in college was.” CEO Jim Rieniets

The Tennessee Insuror

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Go Team! Teen Graduated Licenses

written by Megan Buell, Marketing Director, Tennessee Department of Commerce & Insurance As a mom of boys, I’m constantly reminded of how much energy they have and how hard it can be to keep up. I can’t imagine my life without those two smiling faces and the hugs I get regularly, especially when they are begging for new pair of “Super Fly” Nike shoes. It’s a big job being a parent and making sure your child is equipped with all the necessary life skills to succeed, but most importantly, survive.

ture of a safe teen driving based on the proven principles of a Graduated Driver Licensing system in order to end crashes, injuries and deaths involving teen drivers on our roads. TTSDC will strive to engage, educate and mobilize communities to work collectively to develop and improve teen driver safety programs, practices and activities based on proven principles.

Navigating this thing called parenting can be challenging. We have all endured the moments when maybe we could have done something differently to change the outcome of our children’s lives. One of the most important milestones in the teenage years is the day your child becomes old enough to drive. It’s a momentous occasion for that teen when they take the keys, open the car door, turn on the engine and drive for the first time independently. But wait! Hit the brakes! Parents, have you done all you can to make sure your teen is ready to take on this responsibility? You wouldn’t just throw your child the keys and say “good luck” now would you? There are many opportunities to educate our teenagers on how to become safe drivers. As an insurance agent, you are one the first lines of defense.

Reduce TN Crashes and Governor’s Highway Safety

The Graduated Drivers License Program One of the best ways to ease teenagers into safe driving habits is the Graduated Driver License law. The State of Tennessee implemented the Graduated Driver License Law in July of 2001. Tennessee’s Graduated Driver License (GDL) Program is a multi-tiered program designed to ease young novice drivers into full driving privileges as they become more mature and develop their driving skills. By requiring more supervised practice, the State of Tennessee hopes to save lives and prevent tragic injuries. The law places certain restrictions on teens under the age of 18 who have learner permits and driver licenses. The program requires parent/legal guardian involvement, and emphasizes the importance of a good driving record. Another initiative is The Tennessee Safe Driving Coalition, which is a Coalition made up of numerous organizations committed to helping teens leverage the proven principles of Graduated Driver Licensing (GDL). It is affiliated with state and local government, law enforcement and public health agencies, traffic safety and injury prevention organizations, academia and businesses as well as teen, parents and crash victims. While teen crashes and fatalities nationwide decreased, our goal is zero -- no crashes, injuries or fatalities. Ensuring teens survive the most dangerous time of their lives is not just the responsibility of parents, law enforcement and school officials, but of every citizen. The mission is to establish a cul12

The Reduce TN Crashes website was created to increase the number of high school students participating in traffic safety awareness programs. Visitors to the program’s website are confronted with a map of the teen crash rate for each county in Tennessee, and an option to register a school for the GHSO Traffic Safety Awards Program and receive a “One Text or Call Could Wreck It All” banner, signs reading “No Texting While Driving” and “Buckle Up America,” and other signage and marketing materials. Over 400 activities to raise awareness for safe driving have been completed at the 132 schools already involved, and with the leaderboard displayed on the site, competition is driving more schools to sign up and earn points! Cookeville High School was the first to earn all three Bronze, Silver and Gold Safety Awards, and is now working to maintain their Gold status by continuing awareness activities in Putnam County, the county with the highest teen crash rate in the state. Currently, more than two-thirds of the counties in Tennessee are actively involved in promoting safe driving while following GDL laws through over 50 traffic safety activities listed on the Reduce TN Crashes website. Corporations, government agencies, non-profits, and foundation organizations are responsible for many of the activities, such as Bridgestone with Teens Drive Smart, Ford with Driving Skills for Life, the Department of Health’s Battle of the Belts, GHSO’s Click It or Ticket, and the Blake McMeans Foundation. Stakeholders are able to have their programs made more accessible to Tennessee teens through the Reduce TN Crashes website, encouraging schools and communities to make the push for involvement, build momentum, and produce tangible results in reducing teen crashes in Tennessee. For more information, please visit www.ReduceTNCrashes.org. The Governor’s Highway Safety Office’s Thumbs Down campaign is designed to increase awareness about distracted driving in Tennessee and to discourage the behavior of texting while driving. Their website, www.thumbsdowntn.com, has a variety of information that can be shared with the public: infographics, victim testimonies and a distracted driving pledge. Any agency can get involved on social media by posting photos using #ThumbsDownTN. A limited number of car decals are also available for distribution at local offices. The Tennessee Insuror

For more information, contact Amanda Brown at Amanda. Brown@TN.gov

play. Part of ensuring a healthy community, is making sure our children are safe.

These initiatives are part of a state-wide call to action campaign. We need all communities to step up and rally for our teenage drivers. Our teens are precious and need support from not just their parents, but community partners as well. Here at the Department of Commerce and Insurance, we are committed to working with our Insurance industry partners to promote teen safe driving. It is important we work together to make our communities the best place to live, work and

I invite you as an industry partner to put on your coaches’ shirt, grab your whistle and be ready to coach your team to victory. Families rely on you to provide information that will support and aid in the safe keeping of their family. Take a look at the info cards pictured below and the materials available on the websites I mentioned and consider sharing them with your clients. Let’s work together to win this game and keep our teens and drivers safe! u

The info cards below are available through TNTrafficSafety.org

T E N N E S S E E

G R A D U AT E D

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AR R V E TEEN RISK FACTORS 'QPnV FTKPM FTKXG 27 people die each day in alcohol-impaired driving crashes.

%GNV 8R In 2010, the use of seat belts in passenger vehicles saved 12,546 lives.

'QPnV VGZV FTKXG Distracted-driving crashes kill 8 people every day.

6NQY FQYP KP YQTM \QPGU Work-zone crashes kill a teenager every 3 days. SOURCES: NHTSA 2010, TN DL MANUAL

When parents know their state’s GDL laws, they can help enforce the laws and, in effect, help keep their teen drivers safe. helping you AR R V E

717TCHæEUCHGV[.org The Tennessee Insuror

LEARNER PERMIT (PD)*

REQUIREMENTS: 15 years old • Vision exam • Knowledge test • SF-1010 school form • Parent signature • Proof of U.S. citizenship/lawful permanent residency ISSUED FOR: 12 months* RESTRICTIONS: Accompanied by licensed driver 21 or older in front seat • No driving between 10 p.m. and 6 a.m. • Seat belts mandatory for driver, front seat occupants and all passengers (child restraint devices for 9 & under) • All cell phone use (including texting) prohibited

LEVEL 2 INTERMEDIATE RESTRICTED (IR)* REQUIREMENTS: 16 years old • Valid PD held for 180 days • SF-1256 form certifying 50 hours’ driving experience (must include 10 hours at night) • Pass driving test • Cannot have 6 or more points in last 180 days ISSUED FOR: Until age 21 RESTRICTIONS: One passenger in car* • No driving between 11 p.m. and 6 a.m. • Seat belts mandatory for driver, front seat occupants and all passengers (child restraint devices for 9 & under) • All cell phone use (including texting) prohibited

LEVEL 3 INTERMEDIATE UNRESTRICTED (IU)* REQUIREMENTS: 17 years old • Valid IR for 1 year • Must not have accumulated 6 or more points on driving record, an at-fault accident or a 2nd seat belt conviction. (Note: Any of these convictions add 90 days waiting to the IR.) ISSUED FOR: Until age 21 RESTRICTIONS: Seat belts mandatory for driver, front seat occupants and all passengers (child restraint devices for 9 & under) • All cell phone use (including texting) prohibited

LEVEL 4 REGULAR CLASS D DRIVER LICENSE* REQUIREMENTS: 18 years old ISSUED FOR: Until age 21 (“Under 21” indicator will remain) RESTRICTIONS: Seat belts mandatory for driver, front seat occupants and all passengers (child restraint devices for 9 & under) • Texting and driving prohibited

GOVERNOR’S HIGHWAY SAFETY OFFICE

*For speciﬁc info and/or exceptions, see the TDOS Driver Handbook.

9KGY NCYU # 717TCHæEUCHGV[.org

on Cell Phones 55-50-311 (n)(1) and 55-8-199, Seat Belts 55-9-602, 603 and 606 and Underage Drinking 55-10-415.

Daniel Learns About Insurance: Non-Resident Licensing Multi-state Licensing Can Be A Headache, But Help is on the Way

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. “See Seven States - See Rock City” Growing up in Chattanooga, this was a ubiquitous phrase used for marketing Rock City, the mountain attraction with views for miles. In fact, if you’ve driven in Tennessee for almost any length of time, you’ve probably seen this phrase painted on a barn roof. And although you could argue how many of those seven you could actually see on a clear day, one thing that is clear is that Tennessee is pretty unique in the number of states surrounding our borders. Only Tennessee and Missouri share borders with eight other states. So it is only natural that so many of our agents do business across state lines. That allows for some great business opportunities, but it can also cause headaches when it comes to non-resident licensing. Dealing with different states’ regulations on licensing can take up a lot of time, especially for agencies that conduct business across the country.

Your Association May Have Found the Answer In a multi-year effort that has become one the largest legislative victories for the Big “I” in recent history, Congress passed the Terrorism Risk Insurance Program Reauthorization Act of 2015. This “ T R IA”

written by Daniel Smith

law not only reauthorized the program for six years, it also created a non-governmental, nonprofit corporation known as the National Association of Registered Agents and Brokers (NARAB). Participation in NARAB is voluntary and open to all agents in good standing in their respective state. The primary benefit of participation in NARAB is that it creates a “central clearinghouse” to satisfy the licensing requirements for non-resident states. Once approved for membership, an insurance producer can utilize NARAB to maintain licensing for operating in any state. This will not eliminate the process of meeting state requirements, but it will streamline the process. Fingerprinting requirements, proof of citizenship, excise taxes and other regulations will still be part of the process for certain states.

How Will it Work? Once a licensed agent is approved and joins NARAB (and there will almost definitely be a fee for membership), they will identify the “jurisdictions” that they are seeking authority to operate in as a producer. NARAB will then collect the appropriate licensing fees for the states selected, and remit them as needed to regulators. NARAB will then coordinate with the individual states to confirm licensing requirements for the producer, and once confirmed, will notify state regulators and the NAIC that the producer is authorized to do business in the corresponding state(s) they have

The Tennessee Insuror cc

photo courtesy Flickr/Joel Kramer

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The Tennessee Insuror

selected. The processes and procedures are still being finalized, but it is expected that this will be an electronic process with a very short timeframe. Once fees are collected and distributed, the authorization should be instantaneous. Nonresident jurisdictions may still impose licensing and application requirements on NARAB members, but they cannot require anything of a NARAB member that would not be required of a regular non-resident licensee. They also may not charge a greater fee to NARAB members. In addition, NARAB may encourage states to develop a more uniform set of regulatory requirements for licensing. Although this a much more long term goal, it still has the potential of improving the system.

THE BRITISH ARE

COMING HERE

Are There Any Disadvantages to Being in NARAB? It remains to be seen what the final NARAB procedures will look like, and there are still some hurdles to getting the program in place. The law requires that NARAB be operational within two years of enactment or NARABâ&#x20AC;&#x2122;s incorporation, whichever comes later. So we could still be waiting a few years to see everything be in order. In addition, agents that choose to participate in NARAB will likely need to surrender their current non-resident licenses in order to facilitate the renewal process through NARAB only.1 That may create some initial burden, but it should have long term benefits. The Big â&#x20AC;&#x153;Iâ&#x20AC;? will play a major role in NARABâ&#x20AC;&#x2122;s implementation, and they will be releasing updates as the process progresses. A board of directors, consisting of state insurance commissioners and representatives of the insurance industry, must be formed, and the President may appoint board members as well. It is also important to keep in mind that NARAB is intended to preserve state-based insurance regulation and consumer protectionsâ&#x20AC;&#x201D;it does not create a federal regulator for insurance and the states would retain their regulatory authority over consumer protection, market conduct and unfair trade practices. The states also would retain their rights over resident licensing, as well as supervision, discipline and the establishment of licensing fees for insurance producers.2 So while it may take time, look forward to better days ahead for non-resident licensing, and remember - SEE ROCK CITY!

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1-Per â&#x20AC;&#x153;â&#x20AC;&#x2DC;How Will NARAB II Affect Individual Producers? â&#x20AC;? via Vertafore at http://www.vertafore.com/resources/Blog/How-Will-NARAB-II-Affect-Individual-Producers 2-Per â&#x20AC;&#x153;Producer Licensing and NARAB IIâ&#x20AC;? via NAIC at http://www.naic.org/ cipr_newsletter_archive/vol3_prod_licensing_narab2.htm

About the Author 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

riskinnovationsÂ?Â?VÂ°VÂ&#x153;Â&#x201C;Ă&#x2030;Ă&#x152;Â&#x2DC;Â&#x2C6;Ă&#x160;Ă&#x160;UĂ&#x160;Ă&#x160;(800) 913.6696

The Tennessee Insuror

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Future Leaders Spotlight

presented by

Aaron Jensen, AFSB â&#x20AC;˘ Shafer Insurance - Kingsport Aaron Jensen of Shafer Insurance

Aaron Jensen is a native of Dayton, Ohio, and was raised in Northwest Brazil. After living in multiple locations including Europe, Hawaii and Atlanta, he now resides in Elizabethton with his wife Amy and their four children. He is active in his church, as well as Rotary and other groups.

The Insuror: Can you tell us a little about your current job title and responsibilities? Aaron: I am a property/casualty and surety bond producer with Shafer Insurance Agency in our Kingsport office and am responsible for maintaining and growing our business in the Tri-Cities area. Although I handle insurance for several types of clients, my focus primarily has been in providing bonds and insurance for commercial contractors in Northeast Tennessee.

The Insuror: What can you tell us about your educational background? Aaron: I earned a Bachelor of Science degree in Biblical Studies from Columbia International University in Columbia, South Carolina in 2002. After entering the insurance industry in 2008 I first pursued and earned my Associates in Fidelity and Surety Bonding (AFSB) and am currently pursuing my CPCU.

The Insuror: How and why did you get started in insurance? Aaron: Like many in my position, bonds and insurance found me. Prior to insurance, my career experience was in sales - both in the technology and medical device arenas. I have always enjoyed the consultative sales process where I can play a integral role in organizations by providing products or services that help them run their business and reach their goals. Helping organizations manage risk and bond programs gives me that same satisfaction.

The Insuror: Do you have any influences/role models in the industry? 18

Aaron: Absolutely. Four names come to mind immediately: Andy Shafer, Keith Steere, Jason Tallent and David Humphries. Coming into a new industry in 2008 I had to rely heavily on the experience and expertise of those around me to be successful. All four of these played, and continue to play, key roles in different facets of my development. The one whom I spent the most time with was Keith Steere, who was a well respected and extremely knowledgeable bond and insurance professional. Unfortunately, Keith passed away in 2013, but a lot of what I learned from him continues to influence me daily. I am privileged to be able to still have Andy, Jason and David as influences and role models for my career.

The Insuror: Is there any advice you could offer Young Agents or others in the industry to achieve success? Aaron: Two things come to mind that I think all agents young and old can consider. The first is that insurance, like many industries, will continue to change and there will always be something to learn - so always be learning! Read industry news, publications, know what laws are changing etc. The Tennessee Insuror of course is a great resource. Continuing to develop your knowledge and skill set is key, and know that this process will always be ongoing. The second dovetails from your last question; be involved in mentoring. I am where I am now because of the people with which Iâ&#x20AC;&#x2122;ve been able to surround myself. Always try to have someone more experienced and knowledgeable than you a phone call away. Learn all you can from their successes and failures. The second part of this is when the opportunity arises - and it will - be a mentor to someone else who is rising in the industry.

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? Aaron: Just like I want to help my customers meet their goals, I look for partners who are looking to do the same for me and our agency. A lot of what I spend my time doing is finding solutions to situations and problems. A carrier or broker who can help me find solutions to these problems are the ones on which I can depend and continue partnerships. Some key traits that really make carriers stand out are their timeliness in response and their ability to provide a path of least resistance.

The Insuror: Thank you for giving us your time Aaron, The Tennessee Insuror

we appreciate it and wish you continued success in your career. Aaron: Thank you for this opportunity, and the valuable support you continue to provide independent agents in Tennessee. u

Young Agents ‘15

Upcoming Events and Information Below are some updates on the events scheduled for Young Agents in 2015. Please mark your calendar and join us for these opportunities to network. July 30 - Young Agents Reception Flying Squirrel Bar • 5:30-7:30 pm EST • Chattanooga October 10 - Young Agents Sponsored Coat Drive World’s Fair Park • UT vs. UGA Tailgate • Knoxville October 12 - Young Agents Reception at Annual Convention Location TBD • Knoxville

Young Agents Committee Stuart Oakes - Chair Producer/Construction Division TIS Insurance Services Knoxville sfoakes@tisins.com Paul Steele, CIC, CRM - Immediate Past Chair Producer/Agent Martin & Zerfoss, Inc. Nashville psteele@martinzerfoss.com Tim Treadwell V - Region I Account Executive Boyle Insurance Agency Memphis timt@boyle.com Brent Chance - Region II Principal Agent/Owner Ivy Insurance Brentwood bchance@ivy-insurance.com David Allen - Region III Principal Agent RSS Insurance Chattanooga dallen@rssins.com For more information, please e-mail dsmith@insurors.org. u The Tennessee Insuror

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 2015 Aaron Jensen Adam Reeves Andrew Powers Blake Dickens Brandon Patterson Chad Richardson Chad Snider Charlie Taylor Clement Ledbetter David Evans Garrett Flannery Jamie Williams Jared Smith Jason Stiltner Jason Teague Jeremy Stiltner John Brock John Fritts Josh Witt Kevin Ownby Leslie Frazier Matt Spellings Michael Novarese Mike Thomas Patrick Sala Ramsey Brock Robert Harris Stacy Woodard Stuart Oakes Tim Treadwell 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 The Insurance Group, Inc., Knoxville Carroll Insurance Agency McKenzie 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 Ownby Insurance Services, Sevierville Shafer Insurance Agency, Knoxville Consolidated Insurance Agency, Paris McDaniel-Whitley, Inc., Memphis Insurance, Inc., Nashville Harris, Madden and Powell, Memphis Brock Insurance, Chattanooga Tigrett & Pennington, Nashville Shafer Insurance Agency, Knoxville TIS Insurance Services, Knoxville Boyle Insurance, Memphis Battle Page Insurance, Franklin

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The Tennessee Insuror

From Your President

Insurors of Tennessee - Part of Your Team

How many people do you have on staff at your agency? 2? 102? No matter what the number is, being a member of Insurors of Tennessee gives you even more members of your team.

InsurPACTN donations we make are put to work to help you and your agency. In order to keep working, we need your financial support. This is your voice in the Tennessee Legislature.

Do you know everything that Insurors of Tennessee offers to us as members? We are part of so much more than a group of Independent agents coming together for a State convention or providing E&O at a competitive premium. Our Association works for you every day providing products and services needed by members. On the National front, the Insurors of Tennessee is a very well respected and admired state association. This is directly due to our strong, outstanding leadership, providing the financial stability, legislative support, continuing education and products/programs needed for us to be successful insurance agents.

Daniel Smith is another important member of your Insurors team. He has established invaluable relationships with our carrier partners and developed a host of programs to insure they remain supportive of our association. We have Daniel to thank for the success of our State convention along with the task presented by the Board to expand our Young Agents group. We have appointed a regional task force, composed of young agents from our three regions and given them the task of increasing participation from the young agents. Daniel has done an excellent job securing sponsors for these events as well as providing the creativity and making sure everyone has a great time. Get your Young Agents involved.

Being a good steward of our Association’s assets provides us the ability to hire an outstanding staff. How fortunate we are to have Chuck Bidek as our CEO and leader. He is constantly monitoring legislative bills and issues that directly affect each and every one of our agencies. With the guidance of the Insurors Board, he is able to present our message loud and clear on the State level. This year he has fixed the sinkhole bill and was able to delay the vote on Workers’ Compensation Opt Out for this session. We can count on Chuck to keep our interests up front and foremost. In addition, he guides our staff towards achieving our Association’s goals each year. Ashley Gold is instrumental to our Association. With her legal background she and Chuck are able to work together and draft legislation needed to benefit our industry. What an impact we have on the hill due to Ashley’s understanding and concerns on issues affecting our agents. She has been heard by our National Association and is working with our Southern Agents states to provide legal advice for the group’s interests. In addition, she answers numerous legal questions for members and provides valuable input on these matters. Together, Ashley and Chuck make sure the The Tennessee Insuror

David Williams has a wealth of knowledge and experience in our industry. As well as fielding daily policy and coverage questions from our members, David handles the RLI Personal Umbrella program and provides filing services for our carriers. Ever wonder why we receive the Tennessee Marketplace Update? Thank David. Stephen Holmes truly is the “agent for agents.” Stephen handles the E&O program and has done an excellent job in providing our members with their Errors & Omissions and Cyber Liability coverages at a competitive premium and can also advise on your E&O questions. With Stephen’s help, our Association writes over two thirds of our members’ E&O.

“Being a good steward of our Association’s a s s e t s provides us th e ab ili t y to hire an outstanding s t a f f . ”

Don Cunningham is working to obtain new members and letting our current members know what services that the Insurors of Tennessee provide to you. He also provides members with an E&O Auditing service. Laura Thrower handles the administrative and member services for Insurors, in addition to the interworkings of our CE courses. Colleen Vance keeps our books and makes sure the bills are being paid.

Cindi Gresham, CIC 21

In addition to this great staff, members also have access to great programs that can enhance any agency’s offerings. Membership with Insurors provides you with a market for Flood Insurance through our affiliation with Selective Flood, and with Preferred Comp you will gain access to a stand-alone, competitive Work Comp market. Need a personal umbrella policy or a finance company? Insurors can help with RLI and Imperial PFS. What about a BOP or high value homeowners market? Big “I” Markets is where you can obtain the coverage your customers need. INSBANK is there to help you with your agency banking needs. They offer mortgages and other loans and will assist in all of your agencies financial requirements.

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

Membership in Insurors of Tennessee also includes membership to our National Association, the IIABA. Through this affiliation you are a Trusted Choice agent listed on our consumer search site TrustedChoice.com.

PERSONAL SERVICE. EXCEPTIONAL PARTNERSHIP.

Does your staff need continuing education? Through the Insurors ABEN program you can take a variety of classes, right in your office. This not only provides CE but promotes product and coverage knowledge your staff needs. Want to obtain your CISR, CIC or CRM? The Insurors partnership with National Alliance can help you obtain your professional designation. As you can see, your team at Insurors has a lot to offer. I hope your agency will take advantage of it. u

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The Tennessee Insuror

2/17/15 10:38 AM

From Your IIABA National Director Independent Agents Working Together Win Recently I made what I think may have been my 12th trip to Washington, D.C. to attend the annual Big “I” Legislative Conference. The format has changed some over the years and I think the weather is different every year. As a National organization we had over 400 visits to Congressional offices to talk about our industry needs during this event. A couple of things always interest me each year. One is to see the first-timers from our state get that “ah-ha moment,” when they realize this is why it is important to come to this event and why we give to the PACs each year. Walking the halls of the congressional and senate buildings, seeing people in person that you see on the news regularly – all that is pretty interesting. Visiting with our congressmen and their staffs is always educational. To hear their thoughts on what is needed to move our country forward and move from this partisan protecting gridlock we have been in was very interesting as well. Having folks with us for the first time and seeing their reactions to all that we see and hear while we are there is just always intriguing to me. Of particular interest this year was something we have not seen in a few years – Optimism! Yes there was some optimism that parties would be able to reach across the aisle and move the needle in some areas. Granted there is a huge divide between optimism and action – but at least it was not so much of the gloom and doom we have seen in some years. I did leave our meetings feeling that progress is being made – but we all know how slowly that moves. While this may have been my last trip to D.C. on behalf of Insurors, it was great to have our Young Agent Chairman, Stuart Oakes, with us making his first visit. He and many other young industry professionals attended these events, and while we do need more young professionals, it is great to see the quality that our industry attracts.

InsurPAC National We need your PAC contributions for our National PAC. We raised over $1,000,000 last year making us the largest P&C insurance industry PAC. But to keep our position and influence we have The Tennessee Insuror

to give each year. A $100 contribution is not going to harm you financially. But $100 per agency member in Tennessee would put us well past our goals for 2015. If you are an agency principal or owner you should be giving at least $100 to InsurPACTN and InsurPAC National. We have well over 400 agencies as members of the Insurors of Tennessee. To date 18 individuals have made contributions to InsurPac National. With over 400 agencies that means we easily have over 500 agency principals and/or owners. Believe me you are getting a bargain for your contribution in what both our state and national lobbying efforts do on your behalf. We have met our Tennessee goal each of the last several years but we are running behind this year. When you see a letter from us regarding your contribution please respond immediately.

Google Compare At the conclusion of the Legislative Conference we have our spring IIABA Board Meetings. Let me report that your national organization is doing well. Our leadership – both volunteer and paid – is outstanding. We continue to hear about changes in our industry and how effective the tools developed by Trusted Choice have become. You probably know by the time you read this that Google is expanding into Texas, Illinois and Pennsylvania and adding ratings and insurance agent support. Did you read that – INSURANCE AGENT SUPPORT! Their research shows that many buyers find it helpful to discuss their purchase with a local agent! HEY – WAKE UP OUT THERE! We have been saying that for years and many of you are not listening. That is what TrustedChoice.com is all about – bringing prospects to your door with their questions so that you can do what you do best – SELL. At our agency we subscribe to the Trusted Choice Advantage Program for $98 a month for Personal and Commercial Lines Leads. We get a couple a day by e-mail from the website and even more that call us directly after selecting us on the website. When Google says they are learning that prospects like to speak to someone before making the purchase – we see that

“...to keep our position and influence we have to give e a c h y e a r.”

Brad V. Smith 23

every day and have known it for years. The real question is, are we as Independent Agents willing to bind together as Trusted Choice Independent Agents to not just battle the directs and captives and Google â&#x20AC;&#x201C; but to also enjoy in the success that this type of business offers? IT IS NOT JUST PERSONAL LINES BUSINESS â&#x20AC;&#x201C; just last week we got a phone call that found us on the Trusted Choice website and in the same day closed an $8,000 Commercial Account. That is the norm more than the exception. So do we need to fear Google? To be honest, some of you probably do. Others are ready to compete in the same arena and win. Google will help develop this type of marketing and buying â&#x20AC;&#x201C; but that doesnâ&#x20AC;&#x2122;t necessarily mean they are going to succeed in taking your personal and small commercial accounts from you. Take what momentum they are building and use it for your agencyâ&#x20AC;&#x2122;s growth. We as Independent Agents still offer value that most buyers want and need, and by co-branding together under the Trusted Choice banner we have a way to be competitive in this arena, so check it out if you

are not participating now. Visit TrustedChoice.com and click on the â&#x20AC;&#x153;For Agentsâ&#x20AC;? link in the upper right corner. I think youâ&#x20AC;&#x2122;ll be glad you got your agency involved. What a great industry we are in â&#x20AC;&#x201C; I am

so blessed to be in this business and to have opportunity to represent you on the National level at IIABA. I hope you will join me in taking advantage of all the opportunities you have as a member of our Association. u

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The Tennessee Insuror

From Your CEO The New Laws of 2015?

The Tennessee Legislature adjourned on April 22nd and will not return to session until January 2016. During this session we tracked 49 bills (a number that is down from prior years) that would have had a potential impact on our industry. A brief synopsis of the bills are listed below. To view the entire bill/law or other information go to http://www.legislature.state. tn.us/. For more information or analysis on any bill contact us directly.

PC0156 by Norris/McCormick Allows the Commissioner of Commerce and Insurance to approve any rating plan submitted by a captive insurance company that is authorized to provide workers’ compensation coverage as long as the captive insurance company demonstrates that the proposed rating plan does not endanger the solvency of the company and adequately protects the insureds. Makes various other changes. This is a bill brought by the Insurance Department to modernize our Captive Law. This is done periodically to keep our law competitive to other states. The Department continues to seek captive insurance companies to domesticate in Tennessee for economic growth.

PC0095 by Norris/McCormick Permits the use of electronic communications in sending and receiving notifications, notices, decisions and correspondences between the Department of Labor and Workforce Development and an individual or entity who chooses to receive electronic communications. Deletes the provision prohibiting the reconsideration of a decision because the claimant is subsequently convicted of a misdemeanor or felony. Revises other various unemployment compensation provisions. This legislation was part of the Administration Package for the Department of Labor and modernizes activities of the department as part of the implementation of the reforms passed in 2013. The Tennessee Insuror

PC0341 by Norris/McCormick Makes various revisions to the Workers’ Compensation Law. Requires the administrator of the division of workers’ compensation to create utilization review system to select outpatient and inpatient healthcare providers for employees claiming benefits under the chapter. Requires all providers to be accredited by specified utilization review organizations. Makes other technical modifications. Operational issues regarding the workers’ compensation revisions of 2013. With almost one year in operation, the department has recognized changes needed for effective implementation.

PC0152 by Norris/McCormick Enacts the “Protection of Volunteer-Insured Drivers of the Elderly (PROVIDE) Act,” which grants immunity from civil liability to individuals providing volunteer transportation services to senior citizens through a charitable organization or human service agency, so long as the individual is acting in good faith within the scope of his or her official duties. Part of Administration Package. Another Administration bill that gives immunity to individuals (not companies) who are volunteers in this regard.

“During this session we tracked 49 bills that would have had a p otential impact on our industry.”

PC0188 by Ketron/Eldridge Prohibits an insurance company from charging a premium for any person classified an independent contractor. Requires commercial risk insurers to provide additional information to the Commissioner of Commerce and Insurance. This bill was brought by Insurors to counter a court of appeals case (referred to as Theraco) from 2014. The decision from that case basically stated that defense costs incurred are contemplated in the rates charged by the insurance company. (see page 31)

Chuck Bidek, CPCU 25

PC0227 by Ketron/Shepard Prohibits a person who is loaning money or extending credit that is secured by real property from requiring insurance that exceeds the value of the structures or the expected value of the structures on the real property. Another bill brought by Insurors, adding back to the Unfair Trade statute protections against being required to over-insure property for the purposes of a loan. The language was worked out the with help of the TN Bankers Association.

PC0345 by Ketron/Lynn Includes workers’ compensation policy cancellation date and the policy reinstatement date as public record information. Not our bill but worked heavily with sponsors to insure that the bill we passed three years ago to protect data was not eroded.

PC0164 by Crowe/Hulsey Clarifies that in accidents involving death or personal injury the word “accident” includes any crash or collision regardless of the level of care taken by the drivers involved or whether criminal conduct was involved.

PC0162 by Tracy/Travis Broadens the definition of a “covered building,” now to be labeled as a “covered structure,” for purposes of sinkhole insurance coverage to include the residential structure and the contents of the personal property contained within the structure. This bill was developed by Insurors and is known as the “sinkhole fix.” The law restores coverage back to the sinkhole legislation of 2014. (see page 31)

PC0487 by Norris/Deberry Expands definition of governmental entity under Tennessee Governmental Tort Liability Act to include nonprofit corpo26

rations existing exclusively to manage, maintain and support governmentowned property on behalf of a governmental entity.

Exempts drivers and passengers who are 18 or older from wearing a helmet while riding a motorcycle in a funeral procession, memorial ride or body escort detail.

charge a fee for services do not have to keep a record of acts, attestations and protestations. Specifies that if a notary or notary’s employer collects a fee for one or more services but does not separately charge a fee for the notary services, no recordation of acts is required. Specifies that recordation by notaries who are bank employees is governed by bank privacy laws if the bank charges a fee and the services are within the scope of the notary’s employment.

PC0240 by Johnson/Harrison

PC0460 by Tracy/Hazelwood

Prohibits use of an unmanned aircraft to capture an image of an individual or event at an open-air venue that can hold more than 100 people without the permission of the venue’s owner or operator.

Enacts the “Travel Insurance Producer Limited License Act” for Tennessee. Establishes a new limited lines travel insurance producer license in order to allow a limited lines insurance producer to sell travel insurance through a licensed insurer.

PC0492 by Bell/Goins

Known as the “drone bill.” This is the second such bill to pass in two years. It has implications to adjusting claims as well as liability issues to carriers.

PC0511 by Ketron/Lamberth Enacts the “James Lee Atwood Jr. Law.” Directs the Commissioner of Revenue to establish an online car insurance verification program in order to electronically verify whether the financial responsibility requirements have been met with a motor vehicle insurance policy. Requires verification of the liability insurance status on a given motor vehicle, to make inquiries more accurate, and respond to certain requests within certain time frames among other requirements. This in the uninsured motorists bill that has be actively in the works for the last three years, and has been around for over 30 years. Heavy lifting by Insurors member Sen. Bill Ketron made this possible.

PC0262 by Green/Reedy Requires a seller of real property to disclose to a buyer the presence of any known sinkhole on the property. Requires disclosure to be in writing.

PC0076 by Kelsey/Daniel Clarifies that notaries public who do not

PC0520 by Watson/Sexton Enacts the “Transportation Network Company Services Act.” Exempts a transportation network company (TNC) from any governmental regulations specific to private passenger for-hire vehicles or for its passenger operations to be regulated by the department of safety. Requires TNCs operating in the state to observe various regulations involving rates, information on and a background of the driver, implementation of a zero tolerance policy regarding drugs and alcohol, maintaining certain records, and complying with certain automobile liability insurance requirements. Requires a TNC to disclose insurance coverage and limits of liability, and inform the driver that their own insurance policy may not provide coverage. This the “Uber” bill. Work on heavily by company lobbyists who reached an agreement late in session. Companies are already filing updated exclusions to their policies. As you can see, there are many new laws that insurance agents must be aware of for 2015. Our goal at Insurors is to stay in front of this legislation, and keep you apprised of situations where your business may be affected. u The Tennessee Insuror

3/4 4/22

CISR

Commercial Property

6/9

CISR

Personal Lines Institute

5/13-15 CIC

Agency Management

Commercial Casualty Inst*

7/22

Commercial Property

10/28

Commercial Casualty II

4/21 CISR

Comm Property

7/23-24 CIC

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10/27 CISR

Comm Cas. II

CISR

8/19

KNOXVILLE

3/5

CISR

Agency Operations

3/11-13 CIC

Commercial Property Inst

5/4-6

Other

Dynamics of Selling*

6/17

CISR

Commercial Casualty II

CISR

Insuring Personal Auto

8/25-28 CRM

Financing of Risk*

9/16-18 CIC

Life & Health Institute

11/4- 6 CIC

Commercial Casualty Inst

12/8- 9 Other

Executive Risk Seminar*

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4/23 CISR

Comm Property

8/20 CISR

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MEMPHIS

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4/8-10 CIC

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3/5

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4/8-10 Personal Lines Institute

Nashville

4/21

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Nashville

4/22

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Knoxville

6/10-12 Commercial Casualty Inst* Knoxville

4/23

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Chatt.

7/23-24 Ruble Graduate Seminar

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6/9

Elements of Risk Man.

Knoxville

9/16-18 Life & Health Institute

Nashville

6/17

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Memphis

11/4- 6 Commercial Casualty Inst Nashville

7/22

Commercial Property

Nashville

8/19

Insuring Personal Auto

Nashville

8/20

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Chatt.

10/27

Commercial Casualty II

John. City

10/28

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Knoxville

ONLINE COURSES WEBCASTS (register and view dates at insurors.aben.tv)

Data Privacy Insurance Ethics & Business NFIP Flood Basics E&O Risk Management Series Commercial Property Professional Ethics and many more!

The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialities that satisfy individuals at many different experience levels. If you are looking to further your career, seeking a professional designation, or need to satisfy continuing education requirements, check out the variety of courses available. Registration is fast and easy at www.insurors.org. More information about each class can also be found online.

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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.

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Fee: $420

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

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

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

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Insurance Principles and Policies CE: 7 Long Term Care CE: 24 Workersâ&#x20AC;&#x2122; 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

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

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The Tennessee Insuror

Government and Legal Affairs Legislative Fixes for Sinkhole and “Theraco” Written by Ashley N. Gold, JD, Insurors General Counsel

As many know, there are innumerable sinkholes in Tennessee and that number increases daily. Many of the sinkholes are on private property and therefore can affect unsuspecting homeowners. Last year the Tennessee General Assembly made some significant changes to the sinkhole laws in place. When the law was passed in 2014, definitions were added to the statute and this resulted in ISO and various insurance companies making filings that ultimately reduced coverage

from what was offered previously. The 2014 law included the following two definitions: (3) “Covered building” means a residential building, including its foundation, floor slab, and footings supporting the building; (5) “Homeowner property insurance” means property insurance covering a residential dwelling; The ISO HO coverage form prior to the 2014 law provided sinkhole coverage to property covered by Section I of the

Now In More States MidSouth Mutual provides regional Workers’ Compensation insurance to customers in 7 states including Tennessee, Kentucky, Arkansas, Mississippi, Alabama, Georgia and North Carolina. Examples of clients we serve include: HVAC Contractors Building Suppliers Road Contractors Dozing Services Landscapers

Bricklayers Electricians Plumbers Dry Wallers Insulation

Carpenters Framers Flooring Painters Cabinetry

Thank You to all the independent agencies representing MidSouth Mutual. We look forward to a great 2015.

Contact Tom Perez at tom.perez@bwood.com or 615-379-8245 www.midsouthmutual.com Administered by Brentwood Services Administrators, Inc. Proudly serving the members of the Home Builders Association of Tennessee since 1995.

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policy through the following language: SECTION I – PROPERTY COVERAGES A. Coverage A – Dwelling 1. We cover: a. The dwelling on the “residence premises” shown in the Declarations, including structures attached to the dwelling; and .... B. Coverage B – Other Structures 1. We cover other structures on the “residence premises” set apart from the dwelling by clear space. This includes structures connected to the dwelling by only a fence, utility line, or similar connection. When the 2014 law passed, many insurance companies amended their sinkhole form to cover only the actual “covered building,” i.e. the residential building, its foundation or floor slab, no longer providing coverage for of the “Other Structures” in the policy as it would for any other named peril. This reduced coverage for unsuspecting homeowners who believed that all of the buildings on their property was covered. This year, with the help of Representatives Ron Travis and Roger Kane as well as Senator Jim Tracy, Insurors worked with other groups and companies to amend the law to return coverage to where it was prior to the 2014 changes, eliminating the unintended gaps. This year the term was changed from “covered building” to “covered structure” and the definitions were changed as follows: (3) “Covered structure” means any structure, including the personal property contained in the structure, to the extent covered under the terms of the policy; (5) “Homeowner property insurance” means an insurance policy that includes coverage for a residential dwelling; Beginning July 1, 2015, with the enactment of these new definitions, the law now expands the definition to apply to any structure, including the contents of personal property, to the extent covered by the policy. This change will have the sinkhole coverage apply to the same dwellings and structures that were covered before the change of last year. Since the 2015 amendment, several companies have already filed endorsements to include the new language. Public Chapter 262 was passed this year and is effective July 1st as well. The law requires the seller of residential property to disclose in the contract or in writing the presence of any know sinkhole on the property. Failure to disclose subjects the seller to the same penalties for failure to disclose other defects such as foundation problems. Legislative Fix Enacted for Theraco Workers’ Comp Case Many of you may remember an article we published in June 32

last year titles “Shock & Awe Over Ruling on Work Comp Audit.” After the article we received many comments and concerned phone calls over the Court of Appeals surprise ruling that an insurance company could collect premium on payroll for Non-Employees. The facts of the case were interesting. The Employer, Theraco, had a Workers’ Compensation policy for its administrative employees. Theraco also hired physical therapists (PT’s) as independent contractors who performed in home health work. The Employer’s comp carrier picked up the payroll of the independent contractors. The Employer appealed the payroll audit. Both the Insurance Department, the Chancery Court and the Court of Appeals agreed that the PT’s were independent contractors. However, the Court of Appeals held that the carrier should be allowed to collect additional premium to cover its defense costs - if it were required to defend potential claims under the Risk of Loss provision in the policy. After much discussion Insurors, with the help of Senator Bill Ketron and Representative Jimmy Eldridge, filed a bill to amend the definition of “supplementary rate” and “loss adjustment expense” in the Tennessee Code to clarify that defense costs incurred under a workers’ compensation policy are already included in the rate determination and should not be collected through a separate premium charge. This bill became law as PC 188 on April 22, 2015. The intent of the new law is to merely codify and clarify how loss costs are calculated and to avoid full premiums being charged for individuals who have been determined to be independent contractors. It is NOT the intent of the law to change how insurance companies audit workers’ compensation policies. The law did not change the seven factors to be applied in order to determining who is an independent contractor. Companies should continue to determine the status of employees or independent contractors based upon state law and complimentary NCCI filings, as they have always done. Once a determination has been made that an individual is an independent contractor, a premium should not be charged for that person. This is how workers compensation audits have historically been conducted and should continue to be conducted. This new law will hopefully guide future Courts in Tennessee as to how to apply the rules and rates to workers compensation audits. 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 The Tennessee Insuror

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Association Update

Ed Gibbons Honored by Milligan College

Stansbury Runs in IronMan for Make-A-Wish

Milligan College recently recognized 13 local professionals in its annual Leaders in Christian Service program. The honorees are said to have demonstrated servant leadership in their careers and community. Among the winners was Insurors Past President and former Insuror of the Year Ed Gibbons, AAI of Watauga Insurance in Johnson City.

Huddleston, Peay and Swallows Among the Nominees for Community Rockstars State Auto Insurance and Rockhill Specialty recently held a contest to showcase “Community Rockstars” in the independent insurance agent profession. Three Insurors members were among the nominees, including Andy Huddleston of Wyatt Insurance in Knoxville, Steve Peay of Boyle Insurance in Memphis and Kelly Swallows of Swallows Insurance in Livingston.

Elite Insurance Solutions of Franklin recently helped aid in raising funds for the Make-A-Wish Foundation by entering one of their agents into the IronMan 70.3 Chattanooga Triathlon. Mike Stansbury, agency principal, competed in the event, which was held on Sunday, May 17, 2015 in Chattanooga. Stansbury raised over $2,800 in funds to help grant the wishes of children with life-threatening medical conditions and change the lives of these kids and their families.

Full Service and Battle Page “Sizzle” Winners In a recent poll, the readers of The Williamson Herald, Southern Exposure Magazine and FranklinIs.com voted Full Service Insurance and Battle Page Insurance among the top 3 in the category of “Best Insurance Agency” in the Franklin area. Full Service came in 1st Place in the poll, with Battle Page Insurance as a runner-up. u

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Broker Spotlight

Martin & Zerfoss

Martin & Zerfoss, Inc., located in Nashville, is a Managing General Agent for a wide variety of carriers. Their programs include providing agents with access to standard and non-admitted markets for their high net worth clients on a national scale, commercial markets for their business customers and community banks as well as Cincinnati Life Products. The Affluent Market Program, representing ACE, AIG and Chubb, brings expertise in the high net worth world of insurance, ranging from large homes, high value vehicles to significant art and jewelry collections. They also specialize in individual and multi-family offices, trusts and LLC owned properties. Martin & Zerfoss has high limits of binding authority, in-house servicing, competitive commissions and provides formal proposals for agents and their affluent clients. The focus of the program is to build agent/client relationships and resolve complex insurance needs. The program is directed by Christy Jones along with Susan Spencer and Liz Wilkins, who have been working with high net worth individuals for over 20 years. The Community Bank Insurance Program provides agents

with access to carriers that specialize in writing financial institutions. These include ABA, AmTrust, CNA, Chubb and Travelers to name a few. They currently insure over 70 banks for all P&C lines, Bond, Bankers E&O and D&O, Fiduciary, EPL and Cyber. They support agents with the expertise and knowledge necessary to put together comprehensive insurance programs for bank clients. It is not uncommon for them to make presentations with the agents to the Bank’s Board of Directors. This program also extends to investment advisors and credit unions. Tee Zerfoss is the program’s contact with Martha Pearson, Alyson Argabrite and Melissa Huskey providing support. The Commercial Program provides agents with access to all commercial and specialty products provided by the Chubb Group, a monoline work comp market for accounts in excess of $10,000, the Travelers Select Unit for small business and access to a variety of commercial products offered by ACE, AIG and Berkshire Hathaway. Angie Wright is the contact. For more information, please visit www.martinzerfoss.com or call 1.888.297.8557. u

WE UNDERSTAND THE DIFFERENCE BETWEEN INSURING A HOUSE AND A HOME. Your home is more than a roof over your head. It’s a valuable asset that shelters you and your valued possessions. As your insurance advisor, we know you need an insurance company that understands the way you live. With more than 120 years of experience, a well-earned reputation for prompt and fair claim settlements, and special expertise in insuring fine homes and their contents, we know Chubb is as different from other insurance companies as a home is from a house. To see how we can create a personal insurance program from Chubb to meet your sophisticated needs, please call us.

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 Chubb refers to the insurers of the Chubb Group of Insurance Companies. Chubb Personal Insurance (CPI) is the personal lines property and casualty strategic business unit of Chubb & Son, a division of Federal Insurance Company, as manager and/or agent for the insurers of the Chubb Group of Insurance Companies. This literature is descriptive only. Not available in all states. Actual coverage is subject to the language of the policies as issued. Chubb, Box 1615, Warren, NJ 07061-1615. ©2014 Chubb & Son, a division of Federal Insurance Company. www.chubb.com/personal

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  

     

          

    

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The Tennessee Insuror

Company Spotlight

Chubb Group of Insurance Companies The Chubb Group of Insurance Companies has been providing exceptional property and casualty insurance products and services to individuals and businesses around the world for 133 years. Today, Chubb is the 12th largest property and casualty insurer in the United States, and has a worldwide network of about 120 offices in 25 countries. More than 10,200 employees carry on the values and tradition established by founder Thomas Caldecot Chubb and his son, Percy. Expert underwriting, extraordinary claim and customer service, financial strength and conservative investment have been mainstays for the organization since its founding in 1882.

services to energy production, entertainment and health care to information and network technology and life sciences. Unlike most other domestic insurers, Chubb delivers many products on a global scale through locally admitted policies and ensures consistent limits and coverage through controlled master programs.

Chubb Specialty Insurance

Chubb has vast experience and expertise in managing personal and commercial risk and establishing strong, lasting relationships with customers, agents and brokers. The organization provides customized insurance solutions for affluent individuals, publicly-and privately-owned businesses, and not-for-profit organizations. To provide such specialized service, Chubb operates through three strategic business units: Chubb Commercial Insurance, Chubb Specialty Insurance and Chubb Personal Insurance.

Chubb Specialty Insurance (CSI) provides a wide variety of specialized executive protection and professional liability products to banks and other financial institutions, professional service firms, health care organizations, private companies and other organizations. CSI’s coverages include crime, cyber security, employment practices liability, directors and officers liability, fiduciary liability, and kidnap/ ransom and extortion. Chubb is recognized as being one of the first insurers to introduce cyber security coverage to help protect networks, organizations and people against potential cyber breaches. CSI also includes Chubb’s surety unit, which has a long history of providing surety bonds throughout the world, and is the fifth largest issuer of U.S. construction and commercial surety bonds.

Chubb Commercial Insurance

Chubb Personal Insurance

Chubb Commercial Insurance (CCI) is known for its niche business and innovative products, offering more than 170 commercial insurance products tailored to customer needs. Through CCI, Chubb is the world’s largest underwriter of information and network technology companies, and insures 400 of the top 600 law firms in the country. Chubb is recognized for inventing or being among the first providers of the package policy, E&O for electronics firms, R&D business income, all-risk ocean cargo, exporters package and other products. Chubb insures companies in an array of industries ranging from banking, law and other professional

Chubb Personal Insurance (CPI) offers an array of P&C insurance products for individuals and families with fine homes and possessions. CPI’s Masterpiece® suite of products—long the standard of excellence in the affluent market—offers insurance for custom, historic and vacation homes; valuable possessions; fine art; autos and collector cars; watercraft; and up to $50 million in excess liability. Over 160 appraisers help the CPI customers safeguard their homes, belongings and families. Chubb’s accident and health programs offer rich options and high benefit limits at competitive rates to help meet policyholders’ needs. u

The Tennessee Insuror

Tennessee Contacts Tyrone Bennett Branch Manager/ Chubb Commercial Liaison tbennett@chubb.com Nancy Gardner Personal Lines Manager Chubb Personal Lines ngardner@chubb.com Lisa Quesenberry, RPLU+ Practice Leader/Health Care Specialist Chubb Specialty Insurance lquesenberry@chubb.com Amy Mitchell, CIC Marketing Specialist Chubb Personal Lines atmitchell@chubb.com About Chubb In the spring of 1882, Thomas Caldecot Chubb and his son Percy opened their marine underwriting business in the seaport district of New York City. Having collected $1,000 from each of 100 prominent merchants to start their venture, they focused on insuring ships and cargoes. By the turn of the century, Chubb had established strong relationships with the insurance agents and brokers who placed their clients’ business with Chubb underwriters, and the original subscribers enjoyed a substantial return on their investment. The Chubb Corporation was formed in 1967 and was listed on the New York Stock Exchange in 1984. With approximately 10,200 employees throughout the world, Chubb serves property and casualty customers from some 120 offices in 25 countries around the globe. Chubb works with 8,500 independent agents and brokers worldwide. 39

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ISO Files Most Important... , continued from page 9 The rules filing primarily addresses the use of the Broadened endorsements on a “temporary” nonresidency basis, though there’s nothing that appears to preclude that period encompassing the entire policy period if the carrier’s eligibility and underwriting guidelines permit. This filing indicates that the Broadened endorsements, under ISO rules, are premium bearing so that the Base Premium can be increased, for example, by up to 12% (2% per month) for a six-month nonresidency period. Non-Filed Notice/Questionnaire ISO has also developed the following nonfiled form: •

HO N 009 10 15 – Residence Premises Questionnaire

This form can be used by carriers on new and renewal business to provide notice to insureds of the importance of residency and, based on the insured’s responses, identify whether the Broadened endorsement is appropriate. We suspect that carriers might prefer a “stronger” notice of the importance of residency and notification of the insurer when residency is discontinued. We plan to work with ACORD in the coming months to draft an ACORD notice/questionnaire form and to determine what changes might be indicated in other ACORD forms such as the ACORD 80 Homeowner Application.

Caveats As indicated earlier, this resolution is not perfect or exactly what we believe is in the best interest of consumers, agents, and the industry at large. However, it is a reasonable compromise that we believe can serve as a starting point for a more complete market-based solution in the coming year. Still, there are caveats to this change that must be acknowledged. First, even with a mandatory endorsement, there is still a potential for a coverage gap at policy inception for carriers who interpret the “where you reside” language to be a residency requirement for coverage. For example, on new business it is customary to provide a policy (or, more likely, a binder) effective on the date of the loan closing. However, as is often the case, the insured may not move into the home and begin residency on the date of closing. As a result, for carriers with a restrictive interpretation of “where you reside,” a Broadened endorsement should likely be used at policy inception and the insured made to understand the importance of revising the termination date on the form if move-in takes longer than expected. Second, since renewals are usually processed a month or two in advance, even with a notice form, it’s possible that an insured might unexpectedly discontinue residency (e.g., medical conditions, unanticipated work relocation, military deThe Tennessee Insuror

ployment, etc.) between completing the renewal paperwork and renewal policy inception. Again, it is critical when placing or renewing insureds with carriers that hold to a restrictive interpretation of “where you reside” that the insured fully understand the importance of providing notice of nonresidency. In such instances, then Broadened endorsement may be used until (if necessary), the account needs to move from a Homeowners to a Dwelling Fire policy. Third, when we originally presented this issue to ISO for consideration, one of the points we made with regard to our belief that this is an eligibility, not a coverage, issue is that ISO’s own eligibility rules permit the use of an HO policy on a home under construction. Obviously, no one can reside in a home under construction, so our argument is that a literal reading of the “where you reside” language couldn’t preclude coverage because evert unoccupied home under construction would have illusory coverage, something courts have uniformly found to be prohibitive. But, for insurers who hold the restrictive interpretation of “where you reside,” the Broadened endorsement should be attached at inception for the duration of construction.

Next Steps In the months prior to October 1, we will be approaching ACORD about the need to amend any existing ACORD forms and develop an industry-standard residency “notice” form. We will be issuing a news release on this change in the near future and making contact with various industry and consumer media. We recommend that agents do the same in their local communities and communicate this change to their customers. We plan to initiate a dialog with independent agency carriers about adopting the Broadened language that eliminates the “where you reside” language. We continue to believe that the restrictive interpretation of this language is detrimental to consumers and to the image of the insurance industry, and we believe that residency has always been, and should continue to be, an eligibility and underwriting consideration for new and renewal business, not an unclear and inconspicuous “exclusion.” About the Author Bill C. Wilson, Jr., CPCU, ARM, AIM, AAM is director of the Virtual University of the Independent Insurance Agents & Brokers of America (IIABA). He was the Director of Education & Technical Affairs for the Insurors of Tennessee from 1988-1999. Prior to 1988, he was employed by Insurance Services Office, Inc. as the manager of their field operations in Tennessee and Kentucky. He has served as a trainer and speaker for various organizations, including the Big “I”, the CPCU Society, National Leadership Conference and chapter programs, the NAIW, the Southern Agents Conference, and RIMS. He may be contacted at bill.wilson@iiaba.net. u 41

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The Tennessee Insuror

Company Briefs

Hanover and Cincinnati Named Quantum Award Winners The Hanover Insurance Group and The Cincinnati Insurance Company were named the national and regional winners for The Network of Vertafore Users (NetVU) Quantum Awards. The announcement came at NetVU15, the NetVU Conference, which took place earlier this year in Indianapolis. The Quantum Awards recognize carriers that have made a definitive commitment to NetVU member agencies to offer superior workflow productivity and profitability on both the regional and national level.

Truitt Joins WAHVE as VP of Human Resources Jill Truitt, SPHR, a senior brokerage executive, joined WAHVE (Work At Home Vintage Employees) as vice president of human resources. The company provides U.S.-based remote contract insurance professional talent to insurance firms. Truitt previously held senior HR and organizational development positions with Lockton Companies, Westrope & Associates, and RT Specialty. She holds the Senior Professional in Human Resources (SPHR®) designation from the HR Certification Institute. With all three organizations, Truitt worked with owners, stakeholders, production teams and department managers to identify and hire the best talent in support of long-term business development goals. As a corporate business partner to operational and administrative leadership, she provided support and guidance for enterprise-wide management initiatives including business development, accounting and finance, operations, marketing and information technology.

INSBANK Purchases Building for Second Office INSBANK has purchased a building in Brentwood for a second location of the bank’s offices. The building, a former Hobby Lobby Express store, was purchased by the bank for $1.6 million. “The new office will allow us to continue our growth, with our headquarters in Green Hills nearing capacity,” said INSBANK president and CEO Jim Rieniets. Rieniets said growth in the bank’s mortgage and TMA programs helped necessitate the additional location, “In addition to supporting our core business and helping us cultivate The Tennessee Insuror

strong client relationships, this office will play an important role in the continued expansion of Finworth Mortgage, our mortgage subsidiary, and the recently established TMA Medical Banking.”

Amerisure Adds Gromek & Promotes Irwin Amerisure Mutual Insurance Co., based in Farmington Hills, Michigan, appointed Mark Gromek regional vice president and promoted Laura A. Irwin to director of Field Marketing & Underwriting (FMU) Service and Support. Gromek, based in Atlanta, and Irwin, based in Farmington Hills, report to Michael Dieterle, vice president of FMU. Gromek, responsible for four of Amerisure’s 12 Core Service Centers, brings more than 20 years of property and casualty experience in agency management, as well as marketing and underwriting. Prior to joining Amerisure, Gromek served as middle market regional vice president with The Hartford insurance company, responsible for four Midwestern states. Irwin’s role involves overseeing a newly created department — FMU Service and Support — which brings Amerisure’s FMU policy processing and support services into one unit. Irwin has held two prior positions with Amerisure and possesses 25 years of experience within the insurance industry.

United Fire Group Appoints Jaffray as CFO United Fire Group, Inc. recently announced the appointment of Dawn M. Jaffray, as Chief Financial Officer, effective April 27, 2015. Ms. Jaffray brings more than 27 years of experience to UFG, including extensive operational and financial experience with global publicly- and privately-held insurance- and financial services-related companies. Ms. Jaffray’s business experience has been focused on insurance, finance and capital management. Ms. Jaffray will report directly to Randy A. Ramlo, President and Chief Executive Officer of UFG. Ms. Jaffray was most recently chief financial officer of Soleil Advisory Group, specializing in operational consulting, merger and acquisition, investment and strategy. From 2007 to 2008, Ms. Jaffray was chief financial officer of Westaff, a publicly-traded international staffing firm. From 2005 to 2007, Ms. Jaffray was chief financial officer of the North America Business Unit of Dun & Bradstreet, a publicly-traded information, data and technology company. From 1999 to 2005, Ms. Jaffray was senior vice president and senior finance officer for the property and casualty business of CNA Insurance, a publicly-traded insurance company. From 1993 to 1999, Ms. Jaffray was senior finance manager for Progressive Insurance and Dominion Insurance, publicly-traded property and casualty insurance companies. 43

J.M. Wilson Adds Shaw; Promotes Van Niman & Councell J.M. Wilson has announced the addition of Cheryl Shaw as Claims Specialist. Cheryl is responsible for reviewing and processing all incoming claims, which includes contacting the insurance company, working with adjusters and filing all necessary paperwork. Cheryl will act as a liaison between carriers and agents.

MetLife Auto & Homes Adds New BOP After 40 years in the P&C market, MetLife Auto & Home® is expanding its product portfolio with a new entry for the small business market through two agent Web portals. Available exclusively through the Dovetail portal (for independent agents) and MetLife portal (for MetLife producers), the MetLife business owner policy (BOP) product is based on the rational that business owners are “time-starved and need simple, fast solutions they can access wherever, whenever and however they need,” says Kevin Fitcher, assistant vice president of Metlife.

The MGA also announced the promotion of Dawn Van Niman, who will be serving multiple roles as Accounting & Finance Associate, Agency Coordinator Assistant and Human Resource Assistant. Dawn will be responsible for accounts receivables, agency profiles and updates and employee benefits and payroll.

The new BOP is designed for small businesses with up to 50 employees, but also available to those with 75 employees. Coverages include property insurance and liability insurance, as well as business interruption, accounts receivable, business personal property and electronic data and computer operations.

In addition, Jennifer Councell has been promoted as Fleet Transportation Underwriter. Specializing in 11-15 power unit accounts, Jennifer is responsible for quoting new and renewal business for independent insurance agents in more than twenty states.

For the third year in a row, CHUBB has received the ”Top National Corporate Team” award from the Cystic Fibrosis Foundation. Through the organizations participation in the Great Strides fundraising event, CHUBB has helped raise hundreds of thousands of dollars in the past five years. CHUBB employees have participated in local events and helped their agencies achieve fundraising goals across the country.

CHUBB Named Top Corporate Team by CFF

The Tennessee Insuror

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The Tennessee Insuror

The Hanover Enhances GL and Umbrella The Hanover Insurance Group, Inc. has announced the availability of an enhanced suite of general liability and umbrella coverage offerings to further help its independent insurance agents to offer more comprehensive protection for their business clients. These product enhancements include industryspecific and specialized coverage endorsements that can further extend coverage. The policies and forms were also simplified to help independent agents do business easier and faster when working to meet their customers’ needs.

keting and communications officer, effective June 1, 2015. Robinson succeeds current General Counsel Alan Kreczko. Both Robinson and Bromage will report to The Hartford’s Chairman and CEO Christopher Swift.

The Hartford Names Robinson as General Counsel; Bromage Chief Marketing Officer

David Robinson joined The Hartford in 2006. David has held a number of leadership positions at the company, including leading The Hartford’s legal efforts in Property & Casualty and Group Benefits, overseeing corporate law and serving as corporate secretary, and most recently, driving the company’s restructuring and transformation efforts. Before joining The Hartford, Robinson spent a number of years with Chubb, holding positions of increasing responsibility including serving as deputy general counsel. He also has a background in commercial litigation. Robinson is a member of the Board of Overseers of the RAND Corporation Institute for Civil Justice and serves on the board of the Metro Hartford Alliance and the executive board of the Connecticut Insurance & Financial Services Cluster. He received his bachelor’s degree from Wesleyan University and his J.D., magna cum laude, from Cornell Law School. Robinson also holds a master’s degree in accounting. He is admitted to practice in Connecticut.

The Hartford has named David Robinson executive vice president and general counsel and Kathy Bromage as chief mar-

Kathy Bromage joined The Hartford in 2004 as chief marketing and strategy officer for Personal Lines, where she was respon-

The suite of general liability broadening coverages is designed to help more fully protect commercial package policy and monoline general liability clients against costly damage, injury and lawsuits that may be brought against them. It consists of more than 20 coverages and enhancements, including coverage for newly acquired or formed organizations until the end of the policy period and additional insured—primary and non-contributory, as well as industry-specific coverages that help address more unique exposures.

For Comprehensive Mobile Homeowners Insurance, put your trust in a company that has been insuring homes for over 50 years. National Security Can Provide You With: • • • • • • • •

$100,000 Maximum Policy Limits AAIS Special Form 3 Policy 15% New & Renewal Commission Partnership Profit Sharing Fast Online Policy Issuance Direct Contract with National Security Replacement Cost Option Discounts for New Home and 50+ Age of Insured • Easy Payment Options National Security has provided competitive, affordable insurance to policyholders for over 50 years, but we also provide a lot for our agents, with competitive commissions, excellent customer service and experienced company adjusters. As an admitted Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company, and online access for all agents, providing fast quotes, online policy issuance, online dec page printing, and real-time policy information.

We are now accepting new appointments. Find out more by calling Sharon at 1-800-239-2358 x213 or visit nationalsecuritygroup.com.

Elba, Alabama

The Tennessee Insuror

sible for strategic planning, consumer research, marketing, e-commerce, distribution and channel management. She served as the senior vice president of e-business with oversight responsibility for The Hartford’s digital assets, channels and marketing activities before assuming the role of The Hartford’s chief marketing officer and senior vice president of strategy for the company’s Small Commercial insurance segment. Prior to joining The Hartford, Bromage spent 11 years in various strategy and finance roles in the commercial banking, credit union and accounting industry. She holds a bachelor of business administration degree in accounting from the University of Massachusetts and is a certified public accountant (CPA).

STONEMARK, INC. the New Name for Policy Financing Associates Full Service Premium Finance Co. Policy Financing Associates USA, Inc.; Premium Funding Associates, Inc.; USAPFA, Inc.; and Gatekeeper Holdings will now be known as STONEMARK, INC. The companies are consolidating into one entity and brand to better serve their agents, borrowers and clients. The ownership, management, address, phone numbers and all other contact information will remain unchanged. The companies that now make up STONEMARK were founded on the principle that customer service must exceed client’s expectations. They are a customer and service-based company, and continually upgrade practices and policies to build a better, more efficient company. Visit www. stonemarkinc.com for more information.

Hoffman Joins Atlas General Atlas General Insurance Services, LLC, a national multi-line program manager, welcomes Jeff Hoffman as Vice President of Specialty Property. In his new role with Atlas, Jeff will be responsible for overseeing department underwriting in the San Diego office while bringing with him a multitude of established wholesale broker relationships which will enable Atlas to expand its commercial earthquake footprint The Tennessee Insuror

across the U.S. Jeff will also be tasked with maintaining relationships with Atlas’ partner carriers and expanding the capacity of its current EQ program. Jeff comes to Atlas with several years’ experience in the commercial EQ and flood space and was most recently a Senior Underwriter with the Insurance Company of the West.

Thames Joins Harford Mutual as General Counsel and Compliance Director Harford Mutual Insurance, Bel Air, MD has announced a new addition to their management team, Geneau M. Thames, Esq., who will be filling the newly created position of General Counsel and Director of Compliance. This director-level position reports to the President/CEO and is an expansion of the primary legal counsel role, in which Thames will be responsible for developing and managing corporate compliance, corporate governance and federal/state regulatory oversight. Thames was the former Hiring, Associate Training and Retention Partner of Niles, Barton, & Wilmer, LLP., where she counseled Harford Mutual on various litigation cases and compliance matters. Prior to joining the law firm in 2004, she clerked for the Honorable Thomas J.S. Waxter, Jr. for the Circuit Court of Maryland for Baltimore City. Thames is a graduate of Towson University, with a bachelor’s degree in political science and economics, achieving her Juris Doctor, Cum Laude, from the University of Baltimore in 2003. She is an admitted bar member of Maryland and District of Columbia, as well as the U.S. District Court for both. She maintains an extensive membership in various law and Professional Liability associations. u

Partners.

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Explore P&C insurance opportunities at HarfordMutual.com 47

continued from page 10 to all people, but to take our core competencies and do them well. If you look at the landscape of the medical world today, doctors are facing a multitude of challenges, and we can deliver bankers who know the business of health care and will focus on their business needs.” In Rieniets’ view, those opportunities exist for other banks. “We all have our limits and capacity. I think, especially for community banks, it’s a matter of looking for niche lines of business they can be damn good at, that are going to be hard for some of their competitors to be as good at.”

From The Beginning Rieniets got his start at INSBANK when he was approached with the opportunity in 2000 to head up the credit department for what was then the Insurors Bank of Tennessee, a new bank that was born out of “fear and uncertainty” on the part of independent insurance agents in Tennessee following the Financial Services Modernization Act of 1999. “It was originally a pet project of the independent insurance agents who feared banks’ getting into their business,” he said. “The idea was they would have a bank to call their own and refer their clients to.” The bank started as a joint venture between Cumberland Bank (later Civitas) and the agent-owned InsCorp with only $6 million in capital, which Rieniets says in hindsight was not enough. But the team, which included Chairman Mike Qualls, slowly built the bank through a primarily commercial focus. “We had a statewide footprint, and with referrals from insurance agents across the state, we knew early on that delivery was going to be a challenge. We could not have a branch on every corner, so we had to develop alternative systems. We were an early adopter of remote banking technologies, and we sensed that was the direction our industry was heading.”

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Rieniets discusses the progress of INSBANK

As it turned out, Rieniets says, the competition feared by agents did not materialize. Most banks that got into insurance either acquired large agencies or sold off-the-shelf consumer products. “So basically, the agents were not getting their noses bloodied as they had feared. And since they were commission 48

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The Tennessee Insuror

salespeople, their time and energy were spent selling insurance rather than worrying about how to grow our little bank.”

career. Lenders can develop relationships with other lenders that can lead to loan participation opportunities, for example.

By 2006, the bank was growing its business through second- and third-generation referrals and naturally morphed over time into a general, small commercial bank. The holding company raised $14 million in capital. With that, it bought out Civitas’ share and had needed capital to fund continued growth. It also rebranded the bank as INSBANK. “We thought two syllables were better than eight,” Rieniets says about the name change. “It allowed us to maintain a link to our heritage while shortening our name and reducing the confusion about what kind of bank we were.” In 2007, Rieniets became bank president and added the CEO title in 2010. INSBANK since has grown to $250 million in assets and enjoyed healthy profits and loan growth during 2014. Rieniets is equally proud of the bank’s efficiency, pointing out that it has about $8 million in assets per employee. In talking to Rieniets, it is clear he enjoys his job. It’s also clear that he’s a big booster for Tennessee’s banking industry and is quick to trumpet the benefits of being involved in the Tennessee Bankers Association. “Being involved in the TBA is a real smart thing to do,” he says, “especially for young bankers. There’s plenty of education to be had, and there are great networking opportunities, not just for finding a new job, but to connect with peers who can be a valuable resource for your

Rieniets enjoys reflecting on his own banking career

“Being around people with similar concerns and outlooks about the industry is very valuable from the standpoint that it can help them with their career path in their own organization. It’s an effective way to become more tuned in to what’s going on and become a better banker.” u

MetLife Auto & Home®

Your Partner for Profitable Growth Seeking Independent Agency Partnerships in Tennessee

Imagine what you can do with the brand power, world-class resources and dedicated support of one of the nation’s leading personal lines property and casualty insurance providers. If you’re a preferred agency with a proven track record, contact the MetLife Auto & Home Regional Sales Manager in your area to learn how we can help you build on

your success.

Tennessee Regional Sales Managers Debbie Lazzaro

West & Central TN 1-615-812-4811 dlazzaro@metlife.com

Steve Wheeler

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

MetLife Auto & Home is a brand of Metropolitan Property and Casualty Insurance Company and its affiliates, Warwick, RI. © 2014 MetLife Auto & Home L0414371123[exp0616][TN] PEANUTS © 2014 Peanuts Worldwide

The Tennessee Insuror

We get you. We understand what independent agents want and weâ&#x20AC;&#x2122;re committed to giving you the tools you need to grow your independent agency. Look into a partnership with us by calling today. Stacy Gardner 614-948-4107 Gardnes1@nationwide.com

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. ÂŠ 2015 Nationwide NPO-0605AO (03/15)

The Tennessee Insuror

Meetings

Summer and Fall Events Are on the Way Insurors of NW TN Golf Tourney June 9th The Northwest Tennessee Local Board has scheduled their 2015 outing for Tuesday, June 9th at the Dyersburg Country Club at the Farms. The event will include an informal lunch, golf tournament and the famous pork chop dinner with awards and prizes. Download the registration form now at http://www.insurors. org/media/23055/InsurorsNWTN15.pdf or contact Matt Russell at mrussell@westaninsurance.com for more information.

Chattanooga Local Board Golf August 31st The Insurors of Chattanooga will hold their annual golf outing on Monday, August 31st at Chattanooga Golf & Country Club. The event will feature a luncheon, tournament and an awards cocktail party following the golf scramble. Proceeds from the event will benefit the Insurors of Chattanooga Scholarship Fund. Download the form now at http://www.insurors.org/ media/23005/ChattGolf15.pdf or contact Brenda Garrett at brendagarrett@flegalinsurance.com for more information.

Insurors 122nd Annual Convention Registration for the Insurors 122nd Annual Convention is now open online at http://www.insurors.org/convention/. The event will take place October 10-13 in Knoxville at the World’s Fair Park Holiday Inn downtown. In addition to our trade show, networking receptions, breakout sessions, golf tournament and annual meeting, we will have a very special guest speaker on Sunday evening that will be announced in the coming weeks. We will also host a gameday tailgate for the University of Tennessee Volunteers game against the SEC East rival University of Georgia Bulldogs on Saturday, October 10th at World’s Fair Park.

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

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

Look for more details in future Bulletins and in upcoming issues of The Tennessee Insuror, where we will reveal more information about the event. We hope you’ll join us for our return to Knoxville (our first convention there since 2002), and you may view more information or register now at http://www.insurors.org/ convention/ u The Tennessee Insuror

www.preferredcomp.com

Reduce the device shape to the required size, then make a new clipping mask

ycling means different things to different people. That is why, Markel

icycle Insurance offers bicycle coverage customized for each individual

ycle, and doesnâ&#x20AC;&#x2122;t provide one-size-ďŹ ts-all coverage.

We know bicycles.

olicies are as low as $100 per year.

overage Highlights:

Member Tips

Cycling means different things to different people. That is why, Markel Bicycle Insurance offers bicycle coverage customized for each individual cycle, and doesnâ&#x20AC;&#x2122;t provide one-size-ďŹ ts-all coverage. Policies are as low as $100 per year.

Busting the Myths of the Personal Umbrella

Coverage Highlights:

Bicycle Physical Damage: primary coverage for the cost to repair or replace the cycle (including ďŹ xed accessories and components) up to the policy limit, due to sudden, accidental direct physical loss or damage to the cycle. This coverage would apply if insured bicycle were to be involved in a collision, ďŹ re, theft, vandalism, or in the hitting of another object.

Â&#x2026; Bicycle Physical Damage: primary coverage for the cost to repair or replace the cycle (including ďŹ xed accessories and components) up to the policy limit, due to sudden, accidental direct physical loss or damage to the cycle. coverage would apply ifBig insured were to be involved in a ByThis April Shrewsbury, â&#x20AC;&#x153;Iâ&#x20AC;? bicycle PUP Manager collision, ďŹ re, theft, vandalism, or in the hitting of another object.

Coverage also includes protection while the bicycle is in transit (land or air) to & from any location in the United States or Canada, and protection when competing in triathlon or bicycle races.

We may haveprotection our ownwhile TV show, but isBig I AdvantageÂŽ Coverage alsonot includes the bicycle in transit (land or air) enjoys its own type of insurance â&#x20AC;&#x153;mythbusting.â&#x20AC;? to & from any location in the United States or Canada, and protection when competing in triathlon or bicycle races.

INCLUDED COVERAGES AT NO EXTRA COST: Â&#x2026; 3FOUBM 3FJNCVSTFNFOU Â&#x2026; $PNQFUJUJWF &WFOU 'FF 3FJNCVSTFNFOU Â&#x2026; 4QBSF 1BSUT Â&#x2026; $ZDMF "QQBSFM Bicycle Liability: primary coverage for the injuries or property damage

(caused by the insured bicycle) for which the insured is held legally responsible. Coverage is offered at combined single limits of: $25,000, $50,000 and $100,000.

Specialty insurance Medical Payments: covers medical expenses of the insured cyclist if they for bicycles are injured while on the insured bicycle, regardless of fault. The following

Both agents and insureds are guilty of buying in to the following

INCLUDED COVERAGES NO EXTRAneed COST:a personal umbrella.â&#x20AC;? In myth: â&#x20AC;&#x153;Only wealthyAT customers truth, because anyone has the potential to be sued, everyone Â&#x2026; 3FOUBM 3FJNCVSTFNFOU needs a personal umbrella. Â&#x2026; $PNQFUJUJWF &WFOU 'FF 3FJNCVSTFNFOU Â&#x2026; 4QBSF 1BSUT HereÂ&#x2026; $ZDMF "QQBSFM are several ways to help spread the word to your customers. Â&#x2026; Bicycle Liability: primary coverage for the injuries or property damage

(caused by the insured bicycle) for which the insured is held legally 1) Explain in laymanâ&#x20AC;&#x2122;s terms what an umbrella is: an affordable responsible. Coverage is offered at combined single limits of: $25,000, way to protect against a lawsuit for more than whatâ&#x20AC;&#x2122;s covered $50,000 $100,000. by theand basic policy. Make it simple and donâ&#x20AC;&#x2122;t use insurance

per person limits are available: $1,000, $2,500, $5,000, $7,500, $10,000.

jargon that leaves yourmedical customer glossy-eyed. Â&#x2026; Medical Payments: covers expenses of the insured cyclist if they are injured while on the insured bicycle, regardless of fault. The following 2) Provide real-life examples of claims that have impacted the per person limits are available: $1,000, $2,500, $5,000, $7,500, $10,000.

Vehicle Contact Protection: covers injuries if, while on the insured bicycle, UIF JOTVSFE JT TUSVDL CZ BO VOJOTVSFE PS VOEFSJOTVSFE NPUPSJTU "WBJMBCMF JO combined single limits of $10,000 or $25,000.

Â&#x2026; Vehicle Protection: covers if, while on theway. insured bicycle, truly Contact understood its value in a injuries personal, relatable UIF JOTVSFE JT TUSVDL CZ BO VOJOTVSFE PS VOEFSJOTVSFE NPUPSJTU "WBJMBCMF JO 3) Clarify thatlimits a single judgment can exceed savings, the value combined single of $10,000 or $25,000.

Roadside Assistance: GPS POMZ QFS ZFBS QFS CJDZDMF IPVS &NFSHFODZ Service will be provided (up to 35 miles per tow, 5 tows per year).

Â&#x2026; Roadside Assistance: GPS POMZ QFS ZFBS QFS CJDZDMF IPVS &NFSHFODZ Renters are especially vulnerable to judgments that garnish Service willand be provided (up to 35 miles per tow, 5 tows per year). wages future earnings.

See how an average Homeownerâ&#x20AC;&#x2122;s Policy measures up to Markel

*OTVSFE BU 'VMM 7BMVF Crash Damage Theft Coverage 5IFGU "XBZ GSPN )PNF 7FIJDMF $POUBDU 1SPUFDUJPO

Average Homeownerâ&#x20AC;&#x2122;s Policy Not Likely No Limited Limited No

Markel Bicycle Policy Yes Yes Yes Yes Yes

1FSTPOBM -JBCJMJUZ 3FQMBDFNFOU #JLF 3FOUBM &WFOU 'FF 3FJNCVSTFNFOU

Yes No No

Yes Yes Yes

Policy Coverage

a new clipping mask

$ZDMJOH "QQBSFM NottoLikely Cycling means different things different people. That isYes why, Markel Bicycle Insurance offers bicycle coverage customized forYes each individual .FEJDBM 1BZNFOUT Not Likely cycle, and doesnâ&#x20AC;&#x2122;t provide one-size-ďŹ ts-all coverage. 3BDJOH $PWFSBHF No Yes Policies are as low as $100 per year. 4QBSF 1BSUT *OTVSFE Not Likely Yes Coverage Highlights: Covered in Transit Not Likely Yes for more information Â&#x2026; Visit Bicyclewww.BigIMarkets.com Physical Damage:Not primary coverage for the cost to repair or 8PSMEXJEF 1IZTJDBM %BNBHF Likely Yes Date of the event** Date of purchase thru event date replace the cycle (including ďŹ xed accessories and components) on Markel Bicycle Coverage 3PBETJEF "TTJTUBODF Not Likely Yes up to the

w .

Average Joe. Most people would purchase an umbrella if they

of a home and other assetsâ&#x20AC;&#x201D;putting future earnings at risk.

See how an average Homeownerâ&#x20AC;&#x2122;s Policy measures up to Markel

4) Advise that an umbrella covers defense costs. Besides the Markel threat of aCoverage costly judgment, yourAverage customer will also have to pay Policy Homeownerâ&#x20AC;&#x2122;s Policy Bicycle Policy for defenseâ&#x20AC;&#x201D;even if the suit is frivolous. A defense attorney *OTVSFE BU 'VMM 7BMVF Not Likely Yes may charge anywhere from $100-$800 per hour, but a personal Crash Damage No to the insuredâ&#x20AC;&#x2122;sYes umbrella pays defense costs in addition limit of Theft Coverage Limited Yes coverage. 5IFGU "XBZ GSPN )PNF Limited Yes 5) Show that an umbrella is an affordable way to obtain 7FIJDMF $POUBDU 1SPUFDUJPO No Yes

significant coverage. Depending Yes on the insuredâ&#x20AC;&#x2122;s location, a 1FSTPOBM -JBCJMJUZ Yes personal umbrella averages $250 in premiumâ&#x20AC;&#x201D;thatâ&#x20AC;&#x2122;s just $20 3FQMBDFNFOU #JLF 3FOUBM No Yes a month for $1 million in personal liability protection. You can &WFOU 'FF 3FJNCVSTFNFOU No Yes quote an umbrella in just 2 minutes with Big I AdvantageÂŽ.

$ZDMJOH "QQBSFM Not Likely Yes .FEJDBM 1BZNFOUT Not Likely Yes Armed with these five simple tips, you can write more personal 3BDJOH $PWFSBHF No customersâ&#x20AC;&#x201D;increasing Yes umbrellas with ease and protect your 4QBSF 1BSUT *OTVSFE Not Likely Yesofferâ&#x20AC;? client retention and guarding yourself against â&#x20AC;&#x153;failure to E&O claims in the process. KeepNot in mind Covered in Transit Likelythat you have access Yes to the Big â&#x20AC;&#x153;Iâ&#x20AC;?-endorsed RLI personal umbrella, which offers 8PSMEXJEF 1IZTJDBM %BNBHF Not Likely Yeslimits Date of the event** Date of purchase thru event date up to $5 million and excess uninsured/underinsured motorists 3PBETJEF "TTJTUBODF Not Likely Yes policy limit, due to sudden, accidental direct physical loss or damage to the cycle. This coverage would apply if insured bicycle were to be involved in a * Homeownerâ&#x20AC;&#x2122;s coverage is typically limited Actual Cash Value (ACV) of the bike, not replacement value. vandalism, or in the hitting of another object. collision, ďŹ re, theft,

Coverage also includes protection while the bicycle is in transit (land or air) to & from any location in the United States or Canada, and protection when competing in triathlon or bicycle races.

nationwide. Obtain a quote today by contacting David Williams at 615.515.2605 or dwilliams@insurors.org. u

Directory of Advertisers Advertiser

Amerisafe AmTrust North America Applied Underwriters Arlington/Roe & Co. Atlas General Insurance Services Auto-Owners Insurance Bailey Special Risks, Inc. Berkley Southeast Insurance Group Berkshire Hathaway Guard Insurance Cos. Brentwood Services Administrators Builders Mutual Burns & Wilcox Chubb Group of Insurance Cos. CNA Insurance Consumers Insurance DocuSign Donegal Insurance Group FCCI Insurance Group Harford Mutual Heartland Ovation Payroll INSBANK J.M. Wilson Johnson & Johnson Keystone Insurers Group Martin & Zerfoss MetLife Auto & Home National Security Group Nationwide North Alabama Insurance Penn National Insurance Preferred Comp/Meadowbrook Preferred Property Programs Risk Innovations Securerisk South & Western Southern Cross Underwriters Summit Holdings

Phone

(800) 897 - 9719 (877) 528 - 7878 (877) 234 - 4450 (800) 878 - 9891 (855) 309 - 3310 (615) 373 - 5200 (800) 768 - 7475 (615) 932 - 5508 (800) 673 - 2465 x4567 (800) 524 - 0604 (800) 809 - 4859 (800) 341 - 4844 (800) 866 - 2482 (800) 251 - 5852 (615) 896 - 6133 (866) 219 - 4318 (770) 232 - 2272 x1370 (800) 226 - 3224 (800) 638 - 3669 (901) 598 - 4829 (866) 866 - 4268 (800) 595 - 0063 (931) 704 - 0810 (800) 416 - 5498 (615) 297 - 8500 (615) 812 - 4811 (800) 239 - 2358 x267 (614) 948 - 4107 (800) 824 - 1740 (800) 395 - 0518 (800) 755 - 8090 (888) 549 - 2465 (800) 913 - 6696 (770) 723 - 8096 (800) 492 - 5351 (800) 682 - 5263 (800) 971 - 2667

Website

www.amerisafe.com www.amtrustnorthamerica.com www.auw.com/us www.arlingtonroe.com atlas.us.com www.auto-owners.com www.bsrins.com www.berkleysig.com www.guard.com/apply www.bwood.com www.buildersmutual.com www.burnsandwilcox.com www.chubb.com www.cna.com www.ciusa.com www.docusign.com/iiaba www.donegalgroup.com www.fcci-group.com www.harfordmutual.com www.ovationpayroll.com www.insbanktn.com www.jmwilson.com www.jjins.com www.keystoneinsgrp.com www.martinzerfoss.com www.metlife.com www.nationalsecuritygroup.com www.nationwide.com www.nai1982.com www.pennnationalinsurance.com www.meadowbrook.com www.umbrellaprogram.com www.riskinnovations.com/tni www.securerisk.com www.southandwestern.com www.scui.com www.summitholdings.com

INSURORS 122nd ANNUAL CONVENTION OCTOBER 10-13 | KNOXVILLE

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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

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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.

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