The Tennessee Insuror Nov/Dec '17

THE TENNESSEE

INSUROR November/December 2017

Vol. 28 No. 6

www.insurors.org

Deeply Rooted New Insurors President Chris Allison has Deep Ties to His Community and Industry

8 12 16

Annual Convention Recap

Recognizing Our 2017 Conferees

Why Your Agency Needs an SSL Certificate

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2protected U.S. Patent No. 7,908,157. Inclusion of BMW automobiles is fortuitous and not an endorsement of Applied by BMW.

The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXVIII, Number 6 November/December 2017

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., CAE

4 Deeply Rooted INSURORS OFFICERS

President ................................................. John McInturff III, ARM Immediate Past President .. Christie Reeves, CIC, CPCU, CPIW IIABA National Director ......................................... Lou Moran III VP, Region I and President Elect ..................... Chris Allison, CIC Vice President, Region II ................................................... Joe Hunt Vice Preisdent, Region III .......................................... Bob McIntire Treasurer .............................................. Battle Bagley III, CIC, CPA Secretary ................................................................. Steve Copeland Director, Region I ....................................................... Portis Tanner Director, Region I ............................................ Stephen Masterson Director, Region I .................................................... Tommy Allmon Director, Region II ....................................................... Chip Fridrich Director, Region II ................................. Matt Swallows, CIC, CRM Director, Region II .................................. Christy Jones, CISR, CAPI Director, Region III ............................................................ Tim Witt Director, Region III .................... Kym Clevenger, CPCU, CACW Director, Region III .................................................. Eric Campbell Young Agents Chairperson ............................. Tim Treadwell V

ADVERTISING

Display advertising rates, deadlines and specifications may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.515.2601, e-mailing dsmith@insurors.org or online at www.insurors.org The Tennessee Insuror is provided to all Insurors of Tennessee members and associate members as a member service.

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

New Insurors President Chris Allison...

8

Annual Convention Recap

10

INSBANK's 2017 INSBY Awards

12 Recognizing Our 2017 Conferees

14 Daniel Learns About Ins.: EPL and Lessons from Hollywood

Both Prevention and Coverage are Critical 16

Why Your Agency Needs an SSL Certificate

departments 21

From Your President

What a Year it Has Been

23

From Your National Director

25

From Your CEO

29

Education Calendar

31

Government and Legal Affairs

37

Program Spotlight

Why What We Do is so Important!

A "Short Session" May Mean a Busy Session

Do You Know Your Cyber Obligations?

RLI Home Business Insurance

39 Company Spotlight

Harford Mutual 51 Meetings 53

Member Tips

How Insurance Can Win Love and Escape Irrelevance

3

Chris with wife Suzanne and daughter Ashlee

Deeply Rooted

New Insurors President Chris Allison has Deep Ties to His Community and Industry

It would be difficult to spend a day in Jackson with incoming Insurors President Chris Allison without running into someone he is related to or knows. And the reason is easy to see once you hear the story of the Allison family and the work Chris does in the community.

The city of Jackson is located in Madison County, an area formed in 1821 after its purchase from the Chickasaw tribe, and then named after U.S. President James Madison. The Allison family first arrived in the area in the 1830s, and were among the first settlers of Madison County. The Allison Cemetery is still located in the community, and was later donated to a local church by the family.

Generations of Allisons have lived and worked there, and Chris's father, James Ray Allison, hoped to do the same. But things don't always work out the way we think they will, at least not at first...

A Career Change Leads to a Legacy James Ray had moved away from Jackson to study Music Education at Vanderbilt University's Peabody College, and was close to completing his Doctoral degree when he faced with the issue of providing for his family. As much as he loved music, he realized that he and his wife wanted a large family, and that meant larger expenses. In that vein, he took a job with Blair, Follen and Allen (now part of Willis Towers Watson agen4

cy) in Nashville and began his insurance career in earnest.

After learning the ropes of insurance on the agency side, James Ray moved the family to Memphis and took a job with the Ohio National Life Insurance Company. Two more moves would follow, and the family relocated to Cincinnati and then Spokane, Washington.

The Allison family had grown to five children and James Ray moved the family back to Jackson, and he began work in the Simmons-Masoud Agency in 1975. The family received helped from family and friends and reestablished themselves in the community. Then in 1978, James Ray began running the agency and gained some ownership. In 1986, he bought the agency outright.

Learning the Business Firsthand Chris watched his Dad work hard to build his insurance business, and it stuck with him. He would ride along on sales calls, often driving so his father could work while they were in the car. He absorbed a lot of this experience, but he still wasn't sure if insurance was something he wanted to do long term. "I really thought I was going to be a pro golfer," Chris recalls, "It was my passion and I worked at the course and played every chance I got."

His diligence at practicing paid off with a golf scholarship to The Tennessee Insuror

Union University where he graduated with a major in Economics and Finance. He kept up his hopes for golf, but slowly began adding insurance to the equation. "My first 'real job' at the agency was auditing the books. I helped to correct some of our policies and procedures, and my interest kept growing from there."

the world. Many of their trips have been a part of industry and carrier functions, and has led to the development of a lot of deep relationships in insurance. "We have met so many great

Chris and his brother Greg officially came on board at the agency in 1989, and Chris was a full time employee by 1992.

That's when he began making sales calls and taking on a greater role at the agency. The agency also changed its name to reflect the new family involvement, becoming The Allison Insurance Group. In addition to the organic growth of the agency, they also partnered with State Representative Jimmy Eldridge, who worked with the agency before shifting his focus to government and farming.

"Always Be Learning" As Chris became more and more active in the industry, his father, and other insurance professionals like Sonny Herndon, encouraged him to get involved in Insurors. Chris had met Insurors CEO Chuck Bidek during his licensing process, and Chuck helped him get involved on the Insurors Personal Lines Committee. Chris also actively pursued further industry education, attending the CNA Producer School and the EMC Agent School. He began the process to earn his Certified Insurance Counselor designation as well, completing it in 2008.

Chris also served his first term on the Insurors Board of Directors in 2006, when he was elected as the Young Agents Chair.

He followed that with Director of Region 1 terms from 2006 to 2011, two years as Secretary for the Board and was elected as Vice President of Region I in 2015.

Chris is sworn into office by his good friend, Big "I" Executive Committee member Jon Jensen of South Carolina

people through this industry," says Chris, "The relationships we have developed are one of the reasons we love this business."

Those relationships have also been developed through Insurors, and Chris points to countless mentors including Brad Smith, Cindi Gresham, Christie Reeves, Chuck Bidek, Lou Moran, John McInturff, Joe Hunt and Scott Ferguson that he has learned from during his time in the Association. Many others with the Insurors organization have had positive influence on his life and career.

Building a Family and a Community Just as Chris's career in insurance was beginning to take off, he went to a local restaurant in 1996 and had a night that would change his life forever. He and a friend finished dinner and decided to call it a night relatively early. That's when a young lady named Suzanne stole his car keys so that Chris would have to spend more time talking to her. "Suzanne knew my father through the Exchange Club, but we had not been formally introduced," remembers Chris, "Her plan worked, and I ended up talking to her for quite a while."

The two continued to hit it off, began dating and were married in 1998. Suzanne had been working in the non-profit industry and the two still share a drive to help their community. In 2000, their daughter Ashlee was born, and she has inherited the families sense of involvement. Now 17, Ashlee participates in local theatre, volunteers at Carl Perkins Center events, teaches English Second Language classes to adults; and volunteers on the Teen Court of Jackson.

The family also enjoys traveling, and has been on trips around The Tennessee Insuror

Chris, Suzanne and Greg (R) have worked hard to build a strong agency that also focuses on their community

In 2007, Suzanne also joined the agency to help manage the marketing and public relations and streamline the "day-today" tasks. This allowed Chris to focus even more on new business and maintaining current clients. With brother Greg "moving the engine" and a group of employees that has been with them for years, Chris feels that the agency has a great team in place. "We have outstanding people, and I'd love to have a few more like them. I don't know how we would be able to operate without the work that our group does for our clients and this agency. Suzanne Seaton (2016 CSR of the Year for Tennessee) has been my right arm with Commercial Ac5

counts and we are blessed with long term employees in every area of our Agency."

The staff is also encouraged to be involved in the industry and community. "We try to give all our employees a chance to further their education, as well as give of their time," Chris says. Many of the staff are involved in local non- profits, from reading to children to fundraising for local nonprofit organizations. "We want The Allison Insurance Group to be known as a champion for this community."

"To Whom Much is Given, Much is Expected" Growing up in a large family created lessons that we work hard for our living and thank God for those that help us and remember to return the favors. "My life is driven by a quote from Sir Winston Churchill who said, 'We make a living by what we get, but we make a life by what we give."

ing his 4 siblings and dozen nieces and nephews on his side of the family alone. "When we have family gatherings it's like a huge reunion." One of those gatherings is an annual fishing trip for the Allison men, which always provides Chris with some treasured memories.

What to Expect in 2018 "We're going to work hard as a Board this year to not only maintain our success, but find ways to improve," says Chris.

He believes that member engagement starts from the Board and they must lead by example. One of the ways he plans to achieve this is by bringing back some of the committee structure to Insurors.

Chris and Suzanne with friend and fellow Board member Joe Hunt

Chris (2nd from left) with brothers Greg (L) and Fred and their father James Ray (R) on their annual fishing trip

That quote is one of the reasons that Chris's father helped found the The Exchange Club of Jackson's Carl Perkins Center for the Prevention of Child Abuse and why Chris and his whole family has worked their whole life helping the Center, and other non-profits like the Boys and Girls Club and the STAR Center. “Twenty-five years of non-profit Board and Volunteer work has taught me invaluable lessons for life.”

In addition, Chris feels that we must continue to increase our focus on education, Young Agents and bringing more talent into the industry. As we enter our 125th year, Chris also hopes that we can reach more agents through our local and state events, including the convention. "I want this to be one of our largest conventions ever," he states. "Not because it is happening during my term, but because I believe this is a valuable event for our members and our industry."

The quote is also a personal mantra for Chris and Suzanne, and they live it out by their own actions. In addition to work for the Exchange Club, Carl Perkins Center and Boys and Girls Club, the family has started a foundation that provides clothing and schooling funds for underprivileged children in the area. The agency also has a foundation, and the Allisons keep it busy with support for many local charities and charitable causes throughout the year.

Faith is also a key pillar for Chris, and he is very active at his church, Northside United Methodist. From Board meetings to singing in the choir to helping with logistics for the church's large women's ministry, Chris can be found there several days on any given week.

He also makes sure there is plenty of time for family, includ6

Chris with friends Battle Bagley (L) and Mike Keith

Whatever happens in 2018, one thing is for sure – Chris will be working hard to make sure Insurors of Tennessee continues to be deeply rooted in the work and success of this industry. u The Tennessee Insuror

ost there when it matters most there when it matters

Responsive

Donegal understands being responsive to our agents and customers is vital.

That’s why Donegal assigns underwriters to specific agencies to help agents deliver the best value to customers.

Donegal also makes claims reporting easy and we make sure claims are handled fairly, efficiently, and timely.

Being responsive in underwriting and claims service… another way Donegal is “There When It Matters Most.”

To learn more visit www.donegalgroup.com or call Bill Anderson at 800-277-7442 ext. 3418.

The Tennessee Insuror

7

Annual Convention Recap A Look Back at the Insurors 124th Annual Convention in Memphis

On October 17th, Insurors of Tennessee completed its 124th Annual Convention at The Peabody in Memphis. The event was a success, as over 150 agents and almost 400 total attendees participated. The following is a recap of some of the highlights from the event.

Stephen Masterson and Bill Amundsen. We also held our clay shoot, which was won by the team of Sam Bradshaw, Casey Fernandez, Davis McCord and Brad Smith.

The event kicked off with our football tailgates at Ole Miss and Memphis. Over 40 attendees enjoyed the games and time to catch up with friends and make new ones.

On Sunday, the Convention got its official start as 80 exhibitors set up for our 2017 trade show. This evening continued at the opening night dinner and concert, with Little Boys Blue playing into the night on the Peabody's rooftop lounge.

Fred and Ella Davis catch up with Insurors CEO Chuck Bidek (R)

Our other Monday event was the "Bourbon and Bling" Jewelry insurance seminar, hosted by Martin & Zerfoss and Chubb.

Over 50 people took part in the bourbon tasting, jewelry valuation and jewelry collection insurance seminar.

Insurors Past Presidents Lou Moran III (L), Brad Smith (2nd from L) and Tom Strate (R) talk with J. Alan Johnson in the exhibit hall

Monday morning saw the conclusion of the exhibit hall and our general session with guest speaker Stuart Ganis. The afternoon included our golf tournament at Mirimichi, which was won by the team of Tim Treadwell V, Patrick Morgan,

Young Agents enjoy the After Party presented by Berkley Southeast

On Tuesday morning, our Association Day Breakfast and Annual Business Meeting saw the swearing-in of our 2018 Board of Directors, led by incoming President Chris Allison of The Allison Insurance Group in Jackson. We also thanked those completing service for their efforts. In addition, our 2017 award recipients were honored, including:

Attendees discuss new opportunities at the 124th Annual Convention tradeshow

8

Outstanding CSR of the Year Janet Threadgill, CIC • Carnal-Roberts Agency • Lexington Presidential Citation The Tennessee Insuror

Portis Tanner • Westan Insurance • Union City Presidential Citation Lester, Greene, McCord & Thoma Insurance • Tullahoma Presidential Citation Alex Mathis • Mathis, Tibbets & Massey • Memphis Jim Alexander Service Award David Williams • Insurors of Tennessee • Nashville Arch Northington Young Agent of the Year Alan Sisk • Geny Insurance • Nashville Insuror of the Year Cindi Gresham • Boyle Insurance • Memphis

Attendees of the "Bourbon & Bling" function prepare for info from the jewelry collection seminar

We also heard from Big "I" Executive Committee member Jon Jensen on Tuesday, who updated us on the efforts of the National Association and swore in our new 2018 Board of Directors, led by incoming President Chris Allison, CIC of The Allison Insurance Group in Jackson.

YOUR CUSTOMERS. OUR PROMISE. FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for more than 58 years. We partner with our agents to provide expertise in underwriting, risk management and claims handling that help businesses thrive and face the future with confidence.

Tiffany Hawkins Regional Vice President Gulf Coast Region FCCI Insurance Group

Big "I" Executive Committee member Jon Jensen addresses the crowd at the Insurors Annual Meeting

View more photos of the event on our Facebook page at facebook.com/insurors and be sure to tag yourself and your firends!

Insurors 125th Anniversary Convention Mark your calendars now for next year's 125th Anniversary Convention, taking place October 27-30, 2018 at the Omni in downtown Nashville. We are planning some very special functions as part of the event. You won't want to miss it! u The Tennessee Insuror

General liability • Auto • Property Crime • Workers’ compensation Umbrella • Inland marine Agribusiness • Surety Coverage available in 18 states and D.C. © 2017 FCCI

9

INSBANK's 2017 INSBY Awards Three Nashville Companies Honored at Annual Ceremony INSBANK recently held their 3rd annual Entrepreneur Bash & INSBY Awards on September 21st at The Entrepreneur Center in downtown Nashville. The awards honor local businesses and raise funds for the Nashville Entrepreneur Center, a nonprofit organization whose mission is to connect entrepreneurs with critical resources to create, launch and grow businesses. Guests purchased tickets to the event and 100% of the proceeds were donated to the Entrepreneur Center.

isting coaches. They also operate a full service coach maintenance facility.

Guests enjoyed dinner and drinks while listening the music of bluegrass band Sweetwater Road. INSBANK extends its appreciation to the sponsors who helped make the INSBY Awards a success. The event’s sponsors included NovaCopy – who provided the 3-D printed trophies – and Bounty Bev who provided beverages from Boulevard Beer.

This year there were three INSBY award winners recognized for their innovative approaches to their respective industries: Edley’s Bar-B-Que, Pioneer Coach and Calvert Street Group.

Edley's Bar-B-Que Will Newman, proprietor of Edley’s Bar-B-Que, opened his first location in 12South in 2012. Will utilized a formula of providing a quality barbecue product, quick service and efficient operations to successfully replicate it into a multi-location operation.

Recognizing his rapid growth trajectory of 15-25% each year, Will had the foresight that this growth required more corporate structure. In 2016, Will brought on corporate level restaurant veterans as expansion continued.

He now has 4 successful Edley’s restaurants operating in 2 states with a 5th under construction. All Edley’s locations offer a relaxed, welcoming atmosphere with a full bar, ample outdoor seating, and catering services, not to mention plenty of barbecue. Edley’s has been featured on Cheap Eats on the Cooking Channel, and is the recipient of the Nashville Scene’s "Best in Bar-B-Que" for the past 4 years.

Pioneer Coach Doug Rountree, CEO and President purchased the Company in 2002. Over the past 15 years, Doug has grown the company from 4 coaches to over 35 coaches and making Pioneer Coach one of the innovative leaders in the industry. The company carries one of the top reputations for professionalism and service in the entertainer coach industry. In addition to leasing, the company runs a full service coach interior shop that builds interiors for new buses and remodels interiors for ex10

INSBANK CEO Jim Rieniets (R) and SVP Ellis Simmons (L) present the award to Doug Rountree and Doug Oliver of Pioneer Coach

In the true entrepreneurial spirit, Pioneer Coach is a family affair. Doug’s wife Lucinda is the designer for the Interior shop, Doug‘s son-in-law is the GM and his son is the Safety Director. Today, Pioneer Coach generates over $13 million in annual revenues and employs approximately 100 people.

Calvert Street Group Calvert Street Group specializes in the emerging discipline of corporate campaigns. Whether it is grassroots advocacy, public policy implementation, or non-partisan electoral campaigns, Calvert Street manages the politics that will shape the outcome. They apply innovative methods to assist clients navigating through the intersection of business and public policy.

Darden Copeland, the Managing Director of Calvert Street Group, started the company right here in Nashville in 2009 and quickly expanded to a second location in Washington, D.C. The Calvert Street Group has experience with 300 engagements across 46 states and Canada. They’ve also won 16 awards for excellence in political consulting and have worked with several Fortune 500 companies. The Group’s model is unique. Darden, along with other members of leadership, understand that “great advocacy takes more than pieces of mail or press releases. It happens at doorsteps, around kitchen tables, and inside community rooms.”

Committed to Helping Local Businesses INSBANK is committed to helping businesses grow by being a trusted financial partner and staying true to our motto, that INSBANK is “Where Genuine Matters.” u The Tennessee Insuror

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Recognizing Our 2017 Conferees Congratulations to Those Who Earned Their CISR, CRM, CSRM and CIC Designations

Each year, many hard working insurance professionals are furthering their education by completing designation programs such as the ones offered through Insurors by the National Alliance for Insurance Education and Research. In 2017, over 50 such individuals have completed programs to earn these prestigious designations. Please join us in congratulating them on their acheivements.

Certified Insurance Service Representative (CISR) Kristin Diane Anderson, CISR Powell & Meadows Insurance Agency - Lebanon Kristin is a Commercial Lines CSR with Powell & Meadows Insurance Agency. She has 13 years in the industry and first started her career in personal lines before moving to commercial lines in December 2005.

Sarah Lauren Baugh Coughlin, CISR TIS Insurance Services, Inc. - Knoxville Brittany Browder, CISR Hardin County Bank Insurance Agency - Savannah Carolyn Chelsvig, CISR Zander Insurance - Nashville Pamela J. Cripe, CISR, AFIS Strate Insurance Group, Inc. - Morristown Pamela is an agent with Strate Insurance Group. She attended Glen Oaks Community College in Centreville, Michigan, earning an Associate of Arts and the then attended Maryville College where she graduated with a Bachelor of Arts degree with an emphasis in art education. She retired as a K-12 teacher and returned to the workforce as an insurance professional. She has 7 years in the industry and 3 years as an agent.

Alicia Y. Cunningham, CISR Willis Towers Watson - Nashville Wendy R. Elliott, CISR Mann, Smith & Cummings - Clarksville Wendy is a Personal Lines Account Manager with MSC Insurance Agency, LLC. In 1996 she earned her P&C and later her life insurance license. She has more than 21 years in the industry and is a Summa Cum Laude graduate of Draughons Jr. College. Wendy has worked with both professional liability and personal lines.

12

Laura Ann Ezzell, CISR Willis Towers Watson - Nashville

and banking.

Monica Nicole Fillers, CISR McInturff, Milligan & Brooks, Inc. - Greeneville Monica works on the Commercial Lines side of the industry for McInturff, Milligan & Brooks Insurance. Before starting her insurance career 6 years ago she worked in retail management

Amanda J. Gibson, CISR McInturff, Milligan & Brooks, Inc. - Greeneville Betty Goss, CISR, ACS, ALMI Tate Insurance Group - Knoxville Betty is a Commercial Account Manager with Tate Insurance Group. She has almost 20 years of experience in the industry.

She began her career at CNA Life in 1998 issuing life insurance policies and went to the agency side in 2004. In 2006 she began her current position.

Pamela Michelle Hass, CISR Price & Ramey, Inc. - Kingsport Jonathan Hiehle, CISR Willis Global Certificate Center - Nashville Dakota Hopkins, CISR Careers for Life - Blaine Angela F. Hunt, CISR Morrison & Fuson Insurance Agency - Dickson Austin Jeffreys, CISR Careers for Life - Blaine Bonnie K. King, CISR TIS Insurance Services, Inc. - Knoxville Amber Lowe, CISR William Knight Insurance Agency - Knoxville Amber is an Account Executive with William Knight Insurance Agency. She has been in the insurance industry for more than 14 years.

Zoyii Alexis McDonald, CISR Willis Towers Watson - Nashville continued on page 46...

The Tennessee Insuror

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13

Daniel Learns About Insurance: EPL and Lessons from Hollywood Both Prevention and Coverage are Critical

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

The amount of sexual harassment claims coming out of Hollywood over the past few weeks has been staggering. Executives, directors, actors and agents, no one has been above the law when it comes to facing responsibility for their actions.

Mega-producer and cofounder of The Weinstein Company, Harvey Weinstein, has now been alleged of sexual misconduct by more than 80 accusers. Director, producer and writer James Toback, known for films including Tyson, Bugsy and The Gambler, has been accused by more than 300 women.1 This has clearly been an awakening for many people in Hollywood, and hopefully many outside of the entertainment industry. One entertainment industry attorney has said they have been, "inundated with calls and prospective clients..." since the scandals have become news. These calls have been from from both accusers and the accused, and no doubt some of the fallout will include some high profile court trials.

Protecting those that have been harassed and creating a harassment free environment has to be a top priority for any business. However, there are still going to be situations where this type of behavior occurs. How can you help insureds and prospetive clients be prepared for the fallout from harassment claims and lawsuits?

written by Daniel Smith, CAE

EPL Coverage is a Must Have Employment Practices Liability (EPL) Coverage is the insurance answer to the question. EPL insurance covers many wrongful acts arising from the employment process, including wrongful termination, discrimination, sexual harassment, and retaliation. In addition, the policies cover claims from a variety of other types of inappropriate workplace conduct, including (but not limited to) employment-related: defamation, invasion of privacy, failure to promote, deprivation of a career opportunity, and negligent evaluation.2 The policies cover directors and officers, management personnel, and employees as insureds. These policies are usually written on a claims-made basis, and often have exclusions for bodily injury (BI), property damage (PD), and intentional/dishonest acts.

In addition to coverage; employee handbooks, policies, procedures and training on harassment are something every business should consider. Preventing this behavior is a much better alternative than covering its aftermath.

Your Agency Needs to Be Covered Too Does your agency have an EPL policy in place? If not, your Association can help. We offer EPL policies through Swiss Re and other markets, and can help you find the best coverage for your agency. Don't overlook this important coverage.

Please contact Stephen Holmes at sholmes@insurors.org or 615.515.2609 for more information.

1-Per "Sexual misconduct accusations in Hollywood summed up in one shocking infographic" at https://www.yahoo.com/entertainment/ sexual-misconduct-hollywood-summed-one-shocking-infographic-220323215.html 2-Per EPLI Definition via https://www.irmi.com/online/insuranceglossary/terms/e/employment-practices-liability-insurance-epli. aspx

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 14

The Tennessee Insuror

COMPREHENSIVE COVERAGE IS OUR MIDDLE NAME. Only Burns & Wilcox has the depth and breadth of experience to deliver the right solutions right away.

burnsandwilcox.com

Nashville, Tennessee | 615.251.1297 Fax 615.251.4348

Commercial | Professional | Personal | Brokerage | Binding | Risk Management Services The Tennessee Insuror

15

Why Your Agency Website Needs an SSL Certificate A Look at the Why and the How

written by Chelsey Dugger, Titan Web Marketing Solutions

If you are on Google Chrome, pause what you are doing right now to look at the URL of this page. See the green lock that says “secure” to the left of the URL? It may be easy to overlook and appear unimportant, but the reality is that lock may be more powerful than you think. So why is it there? The green lock is more than just for looks. It actually informs webpage visitors that the site they are visiting is secure, meaning any personal information they share cannot be stolen. However, the only way you can obtain that “secure” label is by having an SSL Certification. If you are not sure if you have one, go to your website and see if it says HTTPS in the URL or has the green lock. If your site has neither, keep reading.

Why Should You Care?

With Google Chrome currently holding 55.5% of mobile and tablet browser market share, it’s no wonder they stress the importance of making sure websites that hold personal information are private and secure. Chrome has been a longtime advocate for ensuring user safety, even launching a global campaign called #NoHack which raised awareness about the importance of making sure your sensitive information is kept safe. They provided tips and tricks on how to do this, including making sure the site you visit has an SSL Certification.

In January 2017, they took it a step further by labeling any website without an SSL Certificate as non-secure. It may not seem like much, but having a website – especially one that draws in paying customers – flagged as something that cannot be trusted can really affect business. On the flipside, if you do have a certificate, your website will have a small green lock icon in the browser that guarantees that your site can be trusted. Trust is key in any customer relationship, and without it you can almost guarantee your site won’t be as successful as it could be.

Now that we have thrown the word SSL Certificate around enough, you are probably wanting to know more about it. Although it was introduced briefly at the beginning, let’s break it down even further.

What is SSL? An SSL, which stands for Secure Sockets Layer, is a small data 16

file that, once installed onto your server, allows for sites that collect sensitive information such as passwords, credit card info and personal data to be exchanged safely. If that sounds like a bunch of jibberish, don’t worry. I’ll explain even further.

A standard website that does not have an SSL Certification is typically labeled with an HTTP (Hypertext Transfer Protocol) at the beginning of the URL address. To those who are not techsavvy, the HTTP may not be alarming. In reality, you are actually risking the possibility of an unauthorized party observing the conversation between your computing device and the website. To clarify, when you put in your personal information on a non-secure website, it is sent in form of plain text which makes it easy for a hacker to eavesdrop on and misuse intercepted information. See the problem? However, when the site gains an SSL Certification, it basically gets the thumbs up approval by Chrome as a secure site and switches from HTTP to HTTPS. You may be thinking, it gains an extra letter, so what? Although that it technically true, the website gained a lot more than another letter. It has also gained visitors’ trust. Why? Let’s take a little look at what SSL does itself.

What Does An SSL Do Exactly?

So you already know that an SSL is a small data file that allows for sites that collect sensitive information such as passwords, credit card information, and personal data to be exchanged safely, but how does it do that? When personal information has been safely encrypted, SSL is essentially the hero that ensures the informations stays encrypted in the original website and no hacker can get ahold of it.

Why Should I Get An SSL Certificate?

Although it is great for your website to have an SSL Certification, it is also becoming mandatory. Chrome announced that after January 2017, all websites that do not have SSL Certification will be openly labeled as non-secure. That way when you go to a non-secure site, you cannot pass blame on Chrome for giving you a faulty website. Instead, you have been warned continued on page 34 The Tennessee Insuror

The Tennessee Insuror

17

Future Leaders Spotlight

presented by

David Clark • RSS Insurance - Chattanooga David is a native Chattanoogan and current resident of the city with his wife Meredith. He enjoys giving back to the community and is a member of First Presbyterian Church.

He serves on the board at Family Promise of Greater Chattanooga and is on the McCallie Alumni Council. In David Clark the summer, David coaches of RSS swimming at Chattanooga Insurance Golf and Country Club. In his spare time, David enjoys spending time with family and friends, cooking, riding dirt bikes and watching Auburn football.

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

David: I am a producer with RSS Insurance. My job is to build relationships and to recruit new clients to our agency. I also work with my team to manage my current relationships and make sure my clients are maximizing their return on their insurance spend. I serve clients that are businesses and I also work with successful individuals and families.

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

David: I graduated from Auburn University in 2013 with a degree in Finance. Auburn does not have an insurance degree, but has several insurance classes. They do a great job making sure you see what the insurance business is like in the real world through multiple projects and guest speakers.

Right now, I am finishing up my CIC designation and plan to pursue other insurance specific designations in the future.

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

David: My first exposure to the insurance business was when I was an intern at a life insurance company. I was then introduced to the sales process and basic ideas of insurance.

Later in my college career, I took a few classes on risk & insurance and decided it was a career I was interested in. After college, I moved back to Chattanooga and began working with RSS. 18

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

David: I am lucky to work at a company that has many experienced producers who are willing to work with me and teach me the business. I go on a lot of appointments with men who have 30 or more years in the business.

One of my biggest role models is Tom Rowland. He founded our agency in the early 1970s and grew RSS into one of the largest independent agencies in the Chattanooga area.

Tom always takes care of his clients and has an impeccable reputation.

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

David: It is an exciting time to be a young agent in Tennessee.

There is huge potential for growth in our industry. Young agents will become successful if they are willing to work hard and take care of their clients. Another thing I would say would tell them is to "hang in there" because the insurance business is a long-term business and it takes time to build a book of business.

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?

David: I am fortunate in that our agency has many longstanding partner relationships. I think I have developed some great relationships with people I hope to work with for a long time.

I believe the best way to build the right relationships is to be honest, truthful and do what you say you are going to do.

This is the quickest way to earn trust and favor with the carrier partners. In the same way, we like to partner with the people and carriers who are straightforward and follow through on their word.

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

David: Thank you for the opportunity. I appreciate all that Insurors does for our industry. u The Tennessee Insuror

Young Agents ‘17

Upcoming Events and Information

Our Young Agents Committee strives to offer young insurance professionals with opportunities to network and develop in the industry. We accomplish this by hosting networking and educational events throughout the year in various Tennessee markets. We are currently in the planning stages of our events for 2018, please contact Insurors or your Region representative for more info on these meetings or to ask about an event in your area: March 21 - Agency Growth Conference Young Agents Reception Jonathan's Grille • TBD • Murfreesboro

Young Agents Committee Tim Treadwell V - Chair Account Executive Boyle Insurance Agency Memphis timt@boyle.com Brent Chance - Immediate Past Chair Principal Agent/Owner Ivy Insurance Brentwood bchance@ivy-insurance.com Cy Young - Region I President Young-Hughes Insurance Alamo cy@younghughesinsurance.com Alan Sisk, AU, AINS - Region II Producer Geny Insurance Nashville alan@genyinsurance.com David Allen, CIC, CRM - Region III Principal Agent RSS Insurance Chattanooga dallen@rssins.com For more info, or questions on the Young Agents program, please email dsmith@insurors.org or call 615.515.2601. 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 2016 Aaron Jensen Adam Reeves Andrew Powers Blake Dickens Brandon Patterson Chad Richardson Chad Snider Charlie Taylor Clement Ledbetter Cooper Permenter David Allen David Clark David Evans Jamie Williams Jared Smith Jason Teague John Brock John Fritts Josh Witt KC Covington Kevin Lockmiller Kevin Ownby Matt Spellings Michael Greer Michael Novarese Mike Thomas Neil Scott Paul Steele Preston Martin Ramsey Brock Robert Harris Stacy Woodard Stuart Oakes Taylor Ragan Taylor Walker Tim Treadwell Trey Powell Will Webb

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

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Corporation. Not Not all all products products and and services services Products are available available in in every every jurisdiction, jurisdiction, and and the the precise precise coverage coverage afforded afforded by by any any insurer insurer is is subject subject to to the the actual actual terms terms and and conditions conditions are 20 The Tennessee Insuror of the the policies policies as as issued. issued. of ©2017 Berkley Southeast Insurance Group. All rights reserved. ©2017 Berkley Southeast Insurance Group. All rights reserved.

From Your President What A Year it Has Been

I am very honored to have had the opportunity to serve as your Association president for the past year. It was a wonderful experience and I will treasure all the friendships I have made and renewed over this past year. We have had a very successful year both financially and with planning for the future of our organization. If you'll indulge me, I'd like to take a look back at some of our successes from 2017.

Legislative Reception Our Legislative Reception continues to be the premier function for insurance professionals to meet with elected officials, and this year was no different. In conjunction with several other organizations, we had another great outing in Nashville in January.

Agency Growth Conference In March, the 2017 Agency Growth Conference was our first in East Tennessee in that event's history. We also had record attendance, and this continues to be one of our fastest growing and best reviewed events.

Big "I" Legislative Conference The Big "I" Legislative Conference is held each April, and this is an important way for agents to get our issues heard in D.C. We have such a great Government Affairs team, and with the power of agents and Insurpac National behind them, we continue to make progress on key issues.

Local Board Events In May, I was able to travel to several functions across the state. Getting the chance to talk with so many members and fellow agents really gives you a sense of pride for the work that we do both as an industry and as an Association.

Board Planning Retreat In July, your Board of Directors takes two days to meet and discuss important goals and issues The Tennessee Insuror

facing the Association. I was very pleased with the outcome of our meetings this year, as several important decisions were made that I feel will critical to the continued success of Insurors.

Insurors 124th Annual Convention Our 124th Annual Convention was completed in October, and I was excited to see a great crowd and a mixture of agents from all ages and parts of the state. The event was a big success, and we continue to see momentum from year-to-year.

The future of Insurors looks bright if we continue to attract new involvement in our Association.

A Bright Future Speaking of the future, our Young agents committee has done a great of getting our young agents to participate and engage. We have more than 400 Young Agents involved in the program, a difference of over 100% from just a few years ago.

Your Board of Directors and Staff will continue to work to make your Association one of the best in the country. I would like to take this opportunity to thank the entire staff of Insurors for all you do to make our Association so successful and the way you represent us both politically and in our industry.

“The future of Insurors looks bright if we continue to at trac t new involvement i n o u r Association.�

Seize the Opportunity Next year we will celebrate our 125th Anniversary, and I call on all members to look for opportunities to get involved, and to utilize your membership. I also want to be among the first to invite you to our 125th Anniversary Convention, taking place October 27-30, 2018 at the Omni in Nashville. I want to see you there!

When you do see an opportunity to serve our Association I would recommend you say yes.

It is an honor to serve your fellow agents and I hope you will get as much from it as I did. u

John McInturff III, ARM 21

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The Tennessee Insuror

From Your IIABA National Director Why What We Do is so Important!

The traditional U.S. property and casualty insurance market is under attack. New “Disruptors” like Lemonade, Amazon, Cuvva and The Zebra are becoming more prevalent in our society. But when times turn tough and folks have claims, I still believe that they look to their insurance agent to assure them all will be right.

As we approach the first anniversary of the Gatlinburg fires, it has never been clearer to me that we, as Independent Insurance Agents, offer a service that you can’t put a price on. It’s not just the promise to rebuild the home or replace all the furnishing or the new car – it’s the shoulder to cry on and the ear to listen to the stories of the victims. And sadly this story of “loss” has been played out over and over recently; the hurricanes that hit the Gulf States and the flooding, the massive fires out west which have burned thousands of homes, businesses and acres of land.

The new “disruptors” mentioned above truly believe that insurance is just a business transaction. But we know that we are part risk manager, financial advisor, counselor and a lot of times friend. “Counselor” has various meanings when it comes to your local Independent Insurance Agent. We can be the counselor with regards to a business and their overall risk management plan and purchase of insurance as a risk transfer, but it can also mean sitting down with a personal lines customer’s newly licensed 16 year son or daughter to try to explain how this ”whole insurance thing” works. We help counsel the recently married on life insurance planning and combining the insurance from their two separate households.

We Truly Want to Help Sometimes we counsel our clients and potential clients without the ability to charge for the counsel/advice we offer. But you know what? I believe most independent agents do it freely and without reservation. We truly want to help our clients. I have often said that when the “stuff” hits the fan, it is us, the Independent Insurance Agents, to whom everyone turns to help rebuild the house, the manufacturing The Tennessee Insuror

plant or replace the injured workers income until they are able to return to work. Or in the terrible event of loss of life, deliver the check which will never replace the lost loved one, but maybe help keep the family in their home or the allow the kids to finish college.

The “disruptors” want our clients to think that insurance is just a financial transaction, but we all know it is not. How can someone really feel they are fully protected if they logged onto an “app” and in 90 seconds have a quote to insure their home or condo? Or how well do you think “15 minutes will save you 15%” works for your auto insurance. I don’t know about you, but the professional services that we offer our clients take longer than 15 minutes to fully investigate and understand the magnitude and complexity of the individuals and businesses we insure.

I guess these clients will soon learn that 90 seconds is not enough. Please understand, I think we Independent Insurance Agents have got to improve our web presence and online social media abilities too. Insureds and clients are all looking to the internet to begin their search for all products not just insurance. If you don’t believe me – have you seen a phone book lately?

Neither have I! Just ask you kids or a younger person for information. They will show you where the next generation goes to get their info. It’s not just the phone book that is going away, local newspapers and magazines are dying a slow death.

“I guess these clients will soon learn that 90 seconds is not enough.”

We Must Adapt to Maintain Independent Insurance Agents need to change to keep up with our changing world of information gathering and “instant gratification” of the current generation, however, I believe our saving grace is the products and services we offer our clients. In our business, we still need to be the counselor – however we may have to amend the way and means that we counsel.

Thanks for allowing me to serve as your Big "I" National Director from Tennessee! And If I can ever be of service please do not hesitate to call. u

Lou Moran III 23

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The Tennessee Insuror

From Your CEO

A "Short Session" May Mean a Busy Session

As we turn our thoughts to the Holiday Season, those of us who are involved in government affairs efforts also foresee the coming of the Legislative Season which begins the first full week of January.

The upcoming year of 2018 will be a special one. Although billed as a “short” session, this does not necessarily mean a quiet time for the insurance industry and or business interests as it relates to legislation. As you may know, 2018 will be the second year of the two year session.

More importantly though, it will mark the end of the current administration as we will elect a new Governor in November.

Changes Abound We have seen multiple changes in Washington, from the Executive Branch in 2016, to the changes we have seen announced for our Congressional delegation. The Tennessee Legislature already has seen over 5 established Republican Senate leaders who have accepted jobs at the Federal level or have announced their intention to run for congressional seats or local elections in November. Said another way we will be "short-staffed" coming into the Session. The Tennessee House may see as many as 20 legislators who intend to call it quits at the end of the session.

The second year of any session is replete with left over land mines from the previous year.

These are bills that were not acted on previously, which could be as many as 1,000. We track the ones that pertain to insurance and workers' compensation (Titles TCA 56 and 50) to follow their movement with other legislators or filed amendments. These can often appear quickly and move with the speed of light. Newly filed bills will be introduced in the first four weeks in January. With a previously stated goal of a "short session" these new bills could come up quickly.

As an example, one bill that has been floated by sponsors makes changes in our commercial insurance filing requirements. Tennessee

already has a liberal use and file law and that has seemed to serve us well for almost 30 years.

However, it is sought by sponsors to be “reformed” to allow 12 classes of business not have to meet the current use and file requirements.

The need for this change in legislation is said to be to promote "enhanced" competition and/or to make more effective use of the resources of the Tennessee Department of Commerce and Insurance.

The following is the list of currently proposed classes that would no longer have the filing requirement should the reform be adopted as law: 1. Surety and fidelity; 2. Boiler and machinery; 3. Environmental impairment/pollution liability; 4. Kidnap and ransom; 5. Political risk or expropriation; 6. Excess and umbrella liability; 7. Employment practices liability; 8. Media liability; 9. Product liability, product recall and completed operations; 10. Highly protected commercial property;

“W i t h a previously stated goal of a 'short session' these new bills could come up quickly.”

11. Commercial flood insurance (other than the National Flood Insurance Program); 12. Any other commercial lines insurance coverage or risk that the commissioner shall deem exempt from filing requirements Early on in the 2018 session Insurors will need to explain these changes to the standing committees to help them make their informed decision as to whether such changes will be beneficial or harmful to the citizens (your customers) of our state. All this with a “short session” looming over us all.

It stands to reason that this "short session" will be a very busy one. u

Chuck Bidek, CPCU The Tennessee Insuror

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The Tennessee Insuror

Education Calendar

The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialities that satisfy individuals at many different experience levels.

If you are looking to further your career, seeking a professional designation, or need to satisfy continuing education requirements, check out the variety of courses available.

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

CISR 2/27 2/28 4/3 4/4 4/5 6/12 6/13 10/2 10/3 10/4 12/4 12/5

Fee: $186

Commercial Casualty II Commercial Casualty II Commercial Property Commercial Property Commercial Property Agency Operations Elements of Risk Commercial Casualty II Commercial Casualty II Elements of Risk Commercial Property Commercial Property

CIC

Fee: $430

3/14-16 Agency Management Institute 5/2-4 Commercial Property Institute 7/18-19 Ruble Graduate Seminar* 9/11-13 Commercial Casualty Institute 11/7-9 Commercial Multiline Institute

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9/26-28 Principles of Risk Management*

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Memphis Nashville Nashville Nashville Nashville

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

ABEN Webcasts (insurors.aben.tv) 1/3 1/3 1/3 1/4 1/8

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D&O Liability E&O - Understanding Agent Duties E&O - Agency/Carrier Relationships Hot Topics in Personal Lines Double Trouble - COIs and Biz Auto

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Specialty Seminars 4/4-5

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

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

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

$75 $50 $80 $100

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

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

Register Online at www.insurors.org

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

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INSURORS MEMBERS: THE PRODUCT VAULT IS OPEN

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The Tennessee Insuror

Government and Legal Affairs Do You Know Your Cyber Obligations?

Written by Ashley Gold, J.D., Insurors General Counsel Over the past few years, the Tennessee General Assembly (TGA) has undertaken to combat the dangers of cybercrime.

Unfortunately, with cybercrime being a relatively new threat, the law has been forged through experience, trial and error.

Tennessee first passed a data breach notification law in 2005 under the already existing Theft Deterrence Act of 1999. Since 2005, the threat of cybercrime is more pervasive with companies such as Anthem, The Democratic National Committee and Equifax reporting breaches.

In 2016 there were more than 4,000 data breaches exposing more than four billion records.1 Complaints to the FBI reported losses of more than $1.3 billion in 2016.2 Cybercriminals hack social security numbers, credit cards, trade secrets and other sensitive information. This information may then be used to steal identities, obtain tax rebates through fraudulent tax returns and to create general mischief.

In an effort to stay current, the TGA amended its data breach law in 2016 which received significant backlash resulting in more modifications this year which were effective April 4, 2017.

What is Data Breach?

Currently, a “breach of security system” is “the acquisition of the [following] information… by an unauthorized person that materially compromises the security, confidentiality, or integrity of personal information maintained by the information holder: (i) Unencrypted computerized data; or (ii) Encrypted computerized data and the encryption key….”

The statute also defines "Personal information": (A) Means an individual's first name or first initial and last name, in combination with any one (1) or more of the following data elements: (i) Social security number; (ii) Driver license number; or

The Tennessee Insuror

(iii) Account, credit card, or debit card number, in combination with any required security code, access code, or password that would permit access to an individual's financial account; and (B) Does not include information that is lawfully made available to the general public from federal, state, or local government records or information that has been redacted, or otherwise made unusable; and….

An “unauthorized person” includes an employee of the information holder who is discovered by the information holder to have obtained personal information with the intent to use it for an unlawful purpose. Therefore, a rogue employee’s misappropriation of personal information may constitute a breach.

"Encrypted" means computerized data that is rendered unusable, unreadable, or indecipherable without the use of a decryption process or key and in accordance with the current version of the Federal Information Processing Standard (FIPS) 140-2.

The U.S. Government’s National Institute of Standards and Technology (NIST) reviews and approves security of cryptographic modules. NIST maintains a list of validated modules and vendors and this list will determine whether your encryption product complies with Tennessee’s statute. https://csrc. nist.gov/Projects/Cryptographic-Algorithm-Validation-Program/Validation/Validation-List/AES The most significant change over the past decade is whether theft of encrypted data constitutes a data breach. In 2016, the TGA became the only state in the country to consider a theft of encrypted data a breach. After much push back from the business community and others, the TGA came back earlier this year and returned the safe harbor to the law that the unauthorized acquisition of encrypted information without the key is not a data breach.

So, What Happens if There is a Breach?

Under the 2017 statute, an information holder must generally

31

disclose the breach to the affected Tennessee residents within 45 days of discovery or notification of a breach of system security. This is a significant change from prior requirements that read “immediately, but no later than 45 days”. The statue also permits an information holder to delay disclosure if required by the legitimate needs of law enforcement.

For purposes of this section, notice may be provided by one (1) of the following methods: (1) Written notice; (2) Electronic notice3 …; or (3) Substitute notice, if the information holder demonstrates that the cost of providing notice would exceed two hundred fifty thousand dollars ($250,000), that the affected class of subject persons to be notified exceeds five hundred thousand (500,000) persons, or the information holder does not have sufficient contact information and the notice consists of all of the following: (A) Email notice, when the information holder has an email address for the subject persons; (B) Conspicuous posting of the notice on the information holder's website, if the information holder maintains a website page; and (C) Notification to major statewide media.

The Tennessee statute does not specify the content that must

be included in the notice. Finally, if the incident requires notifying more than 1,000 persons at one time then the information holder must also notify consumer reporting agencies.

Conclusions The statute reaffirms the importance of establishing and implementing safeguards for sensitive information as it protects you the information holder. The cost of notice of a data breach can be expensive, therefore it is important to secure or recommend appropriate cyber coverage for your agency and your insureds.

1- “4.2 Billion Records Exposed in Data Breaches in 2016: Report,” Security Week, Ja. 27, 2017, at http://www.security week.com/42-billion-records-exposed-data-breaches-2016-report.

2- “2016 Internet Crime Report,” Federal Bureau of Investigation, at https:// pdf.ic3.gov/2016_IC3Report.pdf 3- “if the notice provided is consistent with the provisions regarding electronic records and signatures set forth in 15 U.S.C. § 7001 or if the information holder's primary method of communication with the resident of this state has been by electronic means”

About the Author Ashley Gold has served as the General Counsel of Insurors of Tennessee since 2007, and previously consulted for the Association on legal and government affairs matters. She received her undergraduate degree from the University of Kentucky and her Juris Doctor from Samford University. u

Meeting my customers where they work.

Crafting each policy to meet different needs.

Partnering with Builders Mutual insurance.

That’s how I get the job done right.

BuildersMutual.com

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The Tennessee Insuror

™

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33

Brighton – the South & Western mascot

Agency Needs an SSL Certificate ...continued from page 16 that your personal information is at risk. Having a website that doesn’t guarantee safety will not be appealing for potential clients and with Chrome hosting the majority of online businesses, you don’t want to be the one without a green lock on your page. On the other hand, if you do have an SSL Certification, you could be facing these benefits: Provides Safety You can rest easily knowing that your website won’t risk being hacked by an intruder. Anything that seems fishy will be intercepted by SSL which is great news for both you and your clients. Even if your site does not handle personal information, an SSL certificate is still good for you to have so that your information is not taken.

Ensures Trust Putting your personal information into a website is not something to be taken lightly. When placed in the wrong hands, it can really be harmful. However, your clients will feel safe knowing that your site is secure. When they feel safe, you earn their trust, which then helps business even more. Your clients will appreciate that you go the extra mile for their safety.

Get A Boost In 2014, Google tried to persuade sites to make the switch to HTTPS and said that they would start giving preference to sites with an SSL. Since then, sites that are secure through an SSL have earned a boost in rankings over their unsecured counterparts. That added boost will help you be noticed, which could potentially benefit your company.

Look Good Without the SSL Certificate, potential clients will be informed by Chrome when entering your site that it is not safe. Chances are when this sort of message pops up, they won’t want to stay and "risk it." Don’t be penalized for not having an SSL Certificate.

Give yourself a gift this year...

outsource your licensing!

How Do I Get An SSL? Now that we have stressed the importance of having a certificate, you might be wondering where in the world you get one.

In order to enable HTTPS, you must obtain the certificate from a certificate authority, or CA. There are several options on how to obtain an SSL Certificate through a CA, but not all are the best option. You could go and obtain the certificate on some websites for free, but by doing so you risk having outdated encryption technology. If you want to completely ensure your site’s safety, you should stick with a trusted partner like Titan Web Marketing Solutions, the endorsed vendor of Insurors.

MORE TIME, LESS STRESS with KnK

About the Author Chelsey is a Content Writer for Titan Web Marketing Solutions. She is a resident of Murfreesboro who recently graduated from Middle Tennessee State University with her bachelor’s degree in English, concentration in writing. u 34

615.375.7419 www.knkcompliance.com The Tennessee Insuror

Association Update

Pinson Celebrates 50 Years in Insurance

Insurors Past President Maurice Pinson of Fridrich, Pinson and Associates recently celebrated his 50th year in the insurance industry. Pinson began his insurance career in September 1967, joining his mother, Mrs. Lady Jewel Pinson who was carrying on the firm that Maurice’s father left at his untimely death in 1952. He is still active in the agency and the industry, and plans to keep going strong!

Hammonds Promoted to VP of Sales Chattanooga-based Insurors member Reliance Partners has promoted Ashley Hammonds to the position of Senior Vice President of Sales. Ashley began his career with Reliance Partners in 2011 as a commercial insurance producer and quickly rose to a management position, overseeing a large team of producers while also successfully building his client base and book of business.

He previously served as Vice President for Hammonds Trucking where he managed daily operations for the 100-unit trucking company. Ashley is a graduate of the Raymond J. Harbert School of Business at Auburn University.

“Ashley has been a key part of our success and rapid growth,” says company President and COO, Chad Eichelberger. “He has an incredible talent for team building, and we look forward to his continued success leading our sales team.”

Sunstar Acquires Simmons and FSB P&C Sunstar Insurance Group has announced the acquisitions of the Simmons Bank P&C portfolio of agencies, which included FSB Insurance offices in Jackson and Murfreesboro. Longtime Arkansas insurance executive A.B. Meadors has been named CEO of the Arkansas and Tennessee Sunstar operations.

Crichton Group's Miller Named to 30 Under 30; House Named as Employee of the Year Chase Miller and Abigail House of The Crichton Group in Nashville recently received honors from their local community. Miller, a Commerical Insurance Advisor, was named to the "Top 30 Under 30" list by the Cystic Fibrosis Foundation. The list honors the area's top professional and philanthropic leaders under the age of 30.

The Tennessee Insuror

House was recently named at "Community Impact Employee of the Year" by the Nashville Business Journal. House serves as the Marketing & Communications Manager for the agency, and regularly helps coordinate their efforts for community outreach and support.

State Rep. Gant Named Campaign Treasurer U.S. Rep. Marsha Blackburn (R-TN) has named Insurors member and Tennessee State Rep. Ron Gant (R-District 94) as campaign treasurer for her bid for the Senate. Gant was elected to the state House last year to represent Fayette, McNairy and the part of Hardeman counties. He is the president of Collierville Insurance Agency and is the chairman of the Rossville Christian Academy school board. He also serves as vice chairman of the Fayette County Carl Perkins Center for abused children.

Rook Named to Memphis 40 Under 40 Elizabeth Rook, owner and principal of Elizabeth Rook Insurance, LLC in Lakeland, was recently named to the "40 Under 40" list published by Memphis Business Journal.

Rook has been a member of the Memphis Local Board for the past 3 years and now serves as a Vice President.

White & Assoc. Named Among Best Workplaces Dyersburg-based White & Associates Insurance recently announced that the agency has been named as the 28th Best Place to Work in the annual Best Places to Work in Insurance program by Business Insurance. The program recognizes employers for their outstanding performance in establishing workplaces where employees can thrive, enjoy their work and help their companies grow.

Sneed Insurance: New Owner, New Direction In March, Tommy Sneed, Jr. bought out 5 members of his family, and became the owner of Memphis-based Sneed Insurance.

Today, he and his staff are working to make Sneed Insurance a forward-thinking fullservice firm. He says technology will play a critical role in both the growth of the agency, and the changing of our industry. u 35

Safe. Strong. Stable.

Insuring businesses for 175 years.

The Mutual Fire Insurance Company in Harford County was founded in 1842 to protect the citizens and businesses in the small rural town of Bel Air outside Baltimore, Maryland. As a mutual company, we’ve always put our policyholders first, working with our independent agents to grow responsibly and cautiously. Now a large regional carrier serving seven states and Washington, DC, we are celebrating 175 years of always being Committed to Mutual Success.

HarfordMutual.com | 800.638.3669 36

The Tennessee Insuror

Company Spotlight

Harford Mutual

Harford Mutual Insurance was founded 175 years ago on the principles of mutuality. Since then, the company has charted a deliberate, consistent and conservative path that has provided for continued success and growth.

Expanding from a local provider of property and casualty insurance for businesses, they are now a regional carrier serving policyholders in the small, middle and large markets in eight states and Washington, D.C.

training of the next generation of insurance professionals. Partnering with universities with specialty risk management majors, continuing internships with a local high school financial program, and ensuring their benefits and employee perks are contemporary and inclusive are just some of the steps they’ve deployed to keep them competitive as an employer.

The company appointed their first agent in Tennessee approximately 40 years ago, but their efforts to establish a name in the state increased starting in the late 90s through today with over 50 currently appointed agents and a dedicated and resident state territory manager.

As a company, Harford Mutual is committed to giving back and being meaningfully involved in the communities they serve. They consistently support charities that focus on health and human services as well as organizations that support a vibrant community where families can prosper. The company provides paid time off for volunteer service and plans frequent group events where employees can give back to their community along with their co-workers.

Their strategy to fortify and grow the Tennessee book with local agents recently propelled their decision to expand into South Carolina in 2017 and plans for Georgia in 2018. Additionally, they now have a Loss Control expert assigned to the southern region who can easily reach out to agents and insureds to offer comprehensive risk mitigation and safety programs.

175 Years of Commitment In 2017, Harford Mutual celebrated their 175th anniversary – ranking them in the top 10 oldest insurance companies still writing today. They give credit for that achievement to adherence to values of integrity and stability, and a commitment to education and learning.

Growing to 150 employees, 30 have received an educational or insurance specific designation in the past 18 months.

The company has also taken a strategic approach to aggressive hiring and The Tennessee Insuror

Tennessee Contacts

Active in Communities They Serve

In Tennessee, Harford Mutual is an Associate member and proud supporter of Insurors of Tennessee, exhibiting and attending the annual conference.

The company also sponsors the Franklin Rotary Great American BBQ and the Mountain Empire Agency Alliance educational luncheon. And in January, they donated $20,000 to the East Tennessee Red Cross to help with wildfire recovery.

Get in Touch Harford Mutual is ready to work with you. For more information about writing in Tennessee, please contact Sandra Antonicello, CIC, Tennessee Production Underwriter, at 615.425.6106 or via email at SAntonicello@hm1842.com. u

Sandra Antonicello, CIC Tennessee Production Underwriter 615.425.6106 SAntonicello@hm1842.com About Harford Mutual Harford Mutual Insurance is a provider of property and casualty insurance products and services for business.

They offer tailored coverage coupled with claims service that is fast, fair, and responsive.

Headquartered in Bel Air, Maryland, the company is represented by nearly 500 independent insurance agencies who in turn are supported by local, expert in-house staff of underwriters, claims professionals, and insurance specialists. In addition to Tennessee, the company is licensed in Maryland, Pennsylvania, New Jersey, Virginia, Delaware, North Carolina, South Carolina and the District of Columbia, and writes more than $200 million in direct written premium. Their ongoing commitment to financial strength and stability and strategic growth make Harford Mutual a partner you can rely on now and in the future.

The company is rated A (Excellent) by A.M. Best with a stable overall financial outlook.

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

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

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

Get more information now at www.securerisk.com

The Tennessee Insuror

Program Spotlight RLI Home Business Insurance FACT: Nearly 60% of Home-Based Business Owners Don't Have Insurance OPPORTUNITY: RLI Home Business Insurance RLI's Home Business Policy provides affordable coverage for those who operate small home-based businesses. Insureds often believe their existing homeowners or apartmentdwellers policy will cover any loss or damage to their business equipment, furniture and supplies in the event of fire, theft or other catastrophe, when in fact, those policies usually explicitly exclude coverage for any business exposures on their premises.

The RLI Home Business Policy is specifically targeted for over 100 retail and services risks operated from the insured's residence and presenting minimal product liability, professional liability and/or off-premises exposures.

Benefits For Your Clients •

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retail & service-type home-based businesses Affordable rates General liability coverage up to $1 million Loss of business income protection up to 12 months available Broad coverage with off premises theft included RLI is admitted and A.M. Best "A+" rated

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No minimum volume requirements or access fees Easy underwriting Self-rating application Direct bill at new business and renewal via credit card and ACH Competitive rates starting at just $125 annually

Insurors members have access to RLI Home Business with no contracts or agreements required. Please contact Stephen Holmes at sholmes@insurors.org or 615.515.2609 for more information. u

The Markel difference Service | Strength | Specialists

Markel Specialty | markelinsurance.com markelcorp.com Markel Specialty is a business division of Markel Service Incorporated and has over 70 years of experience in niche markets, with a product focus on commercial and personal lines insurance. Policies are written by one or more Markel insurance companies. Terms and conditions for rate and coverage may vary.

The Tennessee Insuror

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supports its agency partners in their industry endeavors. We encourage and help facilitate intellectual capital sharing among partners. One way we do this is with an agency-led group called Emerging Leaders. Their focus is progressive, innovative solutions in technology, perpetuation, and sales management. We pride ourselves on building a platform that will sustain independent insurance agencies over the long haul.

Because independence works better together.

Contact Michele Bicknell: 570.473.2148 | mbicknell@keystoneinsgrp.com 40 keystoneinsgrp.com

ÂŽ

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Company Briefs The Hanover Appoints Lavey as President The Hanover Insurance Group, Inc. has announced that Richard W. Lavey has been appointed president of Hanover Agency Markets, effective immediately, leading the company's personal and core commercial lines businesses, as well as its field operations. He will succeed John C. Roche, who was recently appointed president and chief executive officer of The Hanover.

Lavey most recently served as executive vice president, chief marketing officer, and chief growth innovation officer for The Hanover. He has served on the company's executive leadership team since 2009. Lavey brings more than 25 years of experience in the property and casualty industry, many of those spent working directly with the company's agent partners and field operations.

Markel Completes State National Acquisition Markel Corporation announced recently that it has completed

its acquisition of State National Companies, Inc., a leading specialty provider of property and casualty insurance services that operates two core businesses, program and lender services.

The agreement to acquire State National was entered into and previously announced on July 26, 2017.

State National, which is based in Bedford, Texas, will operate as an independent division of Markel.

ACUITY Wins Tech Award from IVANS Acuity Insurance received the 2017 IVANS Leadership Award.

Presented at IVANS Connect, the award honors Acuity for excellence in increasing connectivity and automating data exchange across the independent insurance agency channel.

"Acuity’s real-time interface capabilities allow agents to connect to our policy, rating, claims, and billing systems directly from their desktops without needing to rekey any information,” said Marcus Knuth, Vice President - Enterprise Technology, Acuity. “Those capabilities also enhance Acuity’s ease-ofbusiness capabilities, allowing us to receive more quotes and write more new business."

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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.

Find out more by calling Sharon at 1-800-239-2358 x213 or visit nationalsecuritygroup.com.

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The Tennessee Insuror

Acuity continues its industry leadership in carrier/agency automation and in helping agents implement cost-saving download and real-time transactions. In the coming months, the company will expand its connectivity capabilities by implementing support for ACORD eDocs and messages download, enabling agents to download attachments directly into their agency management system.

United Fire Group Sells Off Life Subsidiary United Fire Group, Inc. announced recently that its subsidiary, United Fire & Casualty Company ("United Fire"), has entered into a definitive agreement with Kuvare US Holdings, Inc. to sell its subsidiary, United Life Insurance Company, for $280 million in cash, subject to specified adjustments as set forth in the definitive agreement. The purchase price represents a multiple of 1.2 times GAAP book value and 1.4 times GAAP book value excluding unrealized investment gains. The closing of the Sale, which is currently expected to occur in the first half of 2018, is subject to customary conditions, including regulatory approval.

The company anticipates that proceeds from the Sale will be used for various capital management initiatives which may include continued share repurchases, regular and extraordinary shareholder dividends and potential future acquisitions.

Brentwood Services Adds Tucker Brentwood Services Inc. (BSI), headquartered in Brentwood, has appointed Jason Tucker to the position of senior accountant in the Accounting Department, according to Jeff Pettus, chief operating officer of Brentwood Services Inc. Tucker is responsible for compiling, analyzing, and preparing financial information and reports, under the leadership of Jenna McCarty, accounting supervisor. Prior to joining BSI, Tucker served as an accountant for various companies.

Progressive Provides Cars to Military Families In November, more than 100 veterans and their families received keys to newly-refurbished vehicles as part of Progressive's fifth annual Keys to Progress® event. This year, Progressive will donate its 500th vehicle. The vehicle giveaways occurred on November 9th at 68 locations across the country, including Progressive Service Centers, one-stop facilities where Progressive handles claims and coordinates repairs for customers.

Progressive works with local National Auto Body Council member body shops to refurbish and donate vehicles for the Keys to Progress program, which is a critical service for many of these families.

The Tennessee Insuror

Travelers Foundation Resilience Award The Travelers Foundation, the charitable arm of The Travelers Companies, Inc., recently announced that it is accepting applications for its annual Travelers Excellence in Community Resilience Award. The award was created to recognize nonprofits dedicated to helping communities prepare for, and recover from, catastrophic events. The winning organization will receive a $100,000 grant, presented at the annual “Kicking Off Hurricane Preparedness Season” symposium in June, hosted by the company’s public policy division, the Travelers Institute.

For award criteria, applicant guidelines or to apply, please visit the Travelers Community website at https://www.travelers.com/community-relations/special-programs/index.aspx.

Applications will be accepted through December 15, 2017.

Department Takes Part in Annual "Fraud Awareness Week" Fraud costs organizations worldwide an estimated 5 percent of their annual revenues, according to a study conducted by the Association of Certified Fraud Examiners (ACFE). The ACFE’s 2016 Report to the Nations on Occupational Fraud and Abuse analyzed 2,410 occupational fraud cases that caused a total loss of more than $6.3 billion.

The seriousness of the global fraud problem is why the Tennessee Department of Commerce & Insurance’s (TDCI) Securities Division recently participated in International Fraud Awareness Week (November 12-18, 2017), as an official supporter to promote anti-fraud awareness and education.

The movement, known commonly as Fraud Week, champions the need to proactively fight fraud and help safeguard business and investments from the growing global fraud problem.

Erie Names Gordon and Vahey as Region VPs Erie Insurance recently announced senior leadership changes across the company’s footprint that includes Tennessee, to further position the company for continued growth and exceptional service.

Rick Gordon is now regional vice president of the West Region, and previously served as Wisconsin branch manager. As regional vice president, he will oversee operations in Illinois, Indiana, Ohio, Kentucky, Tennessee and Wisconsin. He joined Erie Insurance as a district sales manager in 2001.

Joe Vahey has been named as Claims Regional Vice President for the region, and will oversee claims operations. He joined Erie in 1991 as a claims operations auditor. He later joined Customer Service as an executive assistant before becoming a district sales manager for the Illinois Branch.

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InVEST Partnering with Junior Achievement InVEST, the insurance industry's premier classroom to career education program, is now partnering with Junior Achievement (JA) to include InVEST's insurance program as part of a new JA high school financial literacy curriculum. Launched last month, this new hybrid curriculum is being piloted in Atlanta and will be rolled out nationwide at a later date. InVEST and JA believe that insurance is an important part of a high school student's introduction to the world of financial literacy.

"We're pleased to partner with such an esteemed organization and happy that insurance education is being recognized as a vital part of financial literacy," says Deborah Pickford, executive director of InVEST. "Our goal is to educate more high school students about insurance – a product they will buy most of their lives – as well as highlight the many great careers in the insurance industry."

cant impact on the industry through strong leadership and service to improve the Michigan insurance industry’s ability to serve the public.

Maurer was instrumental in helping create the Insurance Leadership Academy and played a key role in the development of the Business & Risk Management Program at the Capital Area Career Center.

Grange Launches Mobile App for Customers Grange Insurance recently launched its new app, Grange Mobile. With its intuitive user experience and easy-to-use features, Grange Mobile gives customers on-the-go, 24-hour access to Grange.

“It’s all about giving customers the best experience possible, whether they’re on their computer at home or on their smartGeneric Ad for PPPʼs Property Manager Program phone while they’re in line at the grocery store,” said Linda 7.25 x 4.625 Roubinek, Grange Insurance Chief Customer Interactions OfAccident Fund's Maurer Named to Hall of Fame Job #3343 ficer.

The Michigan Insurance Hall of Fame has inducted Mike Maurer, divisional director The app is a mobile extension of Grange’s self-service, online of Business Development at Accident Fund customer portal. In the app, customers can view Proof of InInsurance Company of America into its Hall surance, make a payment, contact their agent, view policy inof Fame. The induction is a high honor for formation and more. Grange Mobile is currently available to insurance professionals — and pays tribdownload for free on the App Store and Google Play. The app ute to individuals who have made a signifiis compatible with iPhone® and iPad®, as well as Android™. u

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The Tennessee Insuror

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

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

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

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

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

The Tennessee Insuror

45

2017 Conferees

...continued from page 12

Debbie R. Metcalf, CISR McInturff, Milligan & Brooks, Inc. - Greeneville Debbie is a CSR for McInturff, Milligan & Brooks and works on the personal lines side of the agency.

Lauren Wake Mubarak, CISR TIS Insurance Services, Inc. - Knoxville Kelley Lynn Overbey, CISR DeKalb County Insurance, Inc. - Smithville Kelly is an Agent and Office Manager for DeKalb County Insurance, Inc. She received her bachelor’s degree from O’more College of Design. In 2014 she earned her property & casualty and Life & health license. She is currently working on completing her CISR Elite designation.

Amanda S. Davis, CISR Elite Southern Insurance Group, Inc. - McMinnville Debbie Johnson, CISR Elite BB&T Insurance Services - Nashville Debbie is a personal lines CSA for BB&T Insurance Service and has been in the insurance industry for more than 43 years.

Sherilyn M. Kierulff, CISR Elite Lipscomb & Pitts Insurance - Memphis Laura Paylor, CISR Elite USI Insurance Services - Memphis Jennifer B. Webb, CISR Elite BFS Insurance Group, LLC - Clarksville Jennifer is a Risk Advisor and Account Manager for BFS Insurance Group LLC. She has 7 years of insurance experience.

Andrea D. Pyron, CISR Hardin County Bank Insurance Agency - Savannah

Certified Risk Manager (CRM)

Kelly Schoen, CISR Willis Towers Watson - Nashville

Brittani Brown, CRM BlueCross BlueShield of Tennessee - Chattanooga

Linda R. Stinson, CISR Webb Pickard Insurance - La Vergne Linda is an agent with Webb Pickard Insurance.

She has 5 years of insurance experience and earned a B.S. in Management from David Lipscomb University.

Kristin M. Weathers, CISR Edwards, Tipton & Witt Agency - Kingsport Jennifer Marie Weaver, CISR M&M Insurance, Inc. - Church Hill

Certified Insurance Service Rep. Elite (CISR Elite) S. Denise Adcock, CISR Elite BFS Insurance Group, LLC - Clarksville Denise is an Account Manager for BFS Insurance Group, LLC. She has more than 28 years in the insurance industry and started her career with General Insurance Underwriters specializing in religious organizations before moving to her current role.

Susan F. Atwood, CISR Elite Southern Insurance Group, Inc. - McMinnville Deborah Ann Belknap, CISR Elite The Crichton Group - Nashville Deborah is an Account Manager for The Crichton Group. She started her insurance career with Farmers and moved to the independent side where she primarily focuses on personal lines.

She has more than 21 years of industry experience.

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William Edward Higdon, CIC, CRM Advent Risk Consultants - Franklin Bill is the Business Development Manager Enterprise Services for Applied Systems, Inc. He graduated with a B.S. in Computer Science from Tennessee Technological University. He spent 18 years working for carriers until moving to regional agency as Director of Sales & Marketing. Bill has over 33 years in the industry.

Deidre E. Kittredge, CIC, CRM Insurance Group of America, LLC - Franklin Alistair Leslie. CRM Lipscomb & Pitts Insurance - Memphis

Knoxville.

David Pemberton, CIC, CRM Regions Insurance - Nashville David is a Commercial Risk Consultant with the Regions Insurance Nashville office. He has over 9 years of insurance experience and earned his degree from the University of Tennessee at

Jonathan Wildish, M.B.A., CRM Titan Transfer, Inc. - Murfreesboro Jon is the VP of Risk Management at Titan Transfer Inc. He has more than 25 years in the industry and has an extensive career covering many facets of risk management. His current role encompasses enterprise risk management for the truckload carrier’s personnel and more than 400 trucks. Jon has earned his MBA, B.A. Management and Human Relations, A.A.S Pre Law, A.A.S Criminal Justice.

The Tennessee Insuror

Independent Insurance Agents Every day, you as independent agents put on a rocking show for your clients. We are proud to give you a standing ovation!

The Tennessee Insuror

47

Certified Insurance Counselor (CIC) Sarah Anderson, CIC, CISR Willis Towers Watson - Nashville Matthew Shane Caldwell, CIC Vanderbilt University Risk Management - Nashville Stacy M. Casteel, CIC TIS Insurance Services, Inc. - Knoxville Elleni M. Gavalas, CIC Lipscomb & Pitts Insurance - Memphis James Lee Hibpshman, CIC Kemmons Wilson Insurance Group - Memphis Robert J. Lucas, CIC, CISR Lipscomb & Pitts Insurance - Memphis Janet E. Smith, CIC Bailey Special Risks, Inc. - Hendersonville Angela Sonksen, CIC, AU EMC Insurance - Signal Mountain Rhonda Talley, CIC, CPCU Brown & Brown of Tennessee - Brentwood Rhonda is the Senior Account Manager and Quality Control Liaison for Brown & Brown of Tennessee, Inc. She has been in the industry for 42 years, starting out as a personal lines account manager and then moved to commercial lines side.

Your customers deserve the best PROTECTION. RLI Personal Umbrella Policies are DIFFERENT.

Michael W. Wells, CIC BB&T Insurance Services - Nashville Chad Williams, CIC Redman-Davis Insurance Agency - Columbia Chad is the Sr. Vice President at Redman-Davis Insurance.

He has a BBS in Finance from Tennessee Tech University and earned his MBA from the University of Tennessee. Chad has been in the insurance industry for more than 5 years.

Madison Claire Donahoe Williams, CIC Lipscomb & Pitts Insurance - Memphis

Insurors congratulates these and all the other 2017 conferees on their hard work. The acheivement of these designations shows a further commitment to the clients and work of this industry.

If you're interested in pursuing your own designation through the National Alliance programs, please visit www.scic.com or view our 2018 education schedule at www.insurors.org/IOT/ Events/Event_List/IOT/Events/IOTEvents_List.aspx u 48

They stand alone. RLI, A+ rated by A.M. Best, has over 30 years of experience providing affordable personal umbrella coverage - so your customers can protect their hard earned assets.

CONTACT Stephen Holmes sholmes@insurors.org 615.515.2609 The Tennessee Insuror

Innovative, Not Conventional Niche Workers’ Compensation and Commercial Line Coverages for Main Street America Get started with an agency appointment application at amtrustappointments.com/Tenn2.

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Your insights

+

Our

strengths and expertise

= Top-class

protection around the world

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

We’re smarter together.

Swiss Re Corporate Solutions is proud to be the exclusively endorsed Lawyer’s Professional Liability provider for the Insurors of Tennessee. For more information or to access the program, please visit www.bigimarkets.com and select the Lawyers Professional Liability Program.

50

Insurors of Tennessee Ph 1 800 264 1898 E info@insurors.org

The Tennessee Insuror

Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas, United States, a member of Swiss Re Corporate Solutions.

Meetings

Finishing One Year and Beginning Another Southern Agents Conference Set for 12/8-10 The Big "I" Southern Agents Conference will take place on December 8-10, 2017 a​t The Ritz-Carlton Buckhead in Atlanta. The Conference was founded in 1971, to provide a communication forum for Independent In​ surance Agents throughout the Southeast. Membership includes 14 Big "I" state organizations and the insurance agency members.

The event provides a sounding board for agents to relay common concerns to national industry organizations, as they solve common problems through small-group interaction.

For more information, or to register online now, please visit www.southernagents.com.

Big "I" Winter Meeting Taking Place 1/17-21 The Annual Big "I" Winter Meeting will take place on January 17-21, 2018 at the Westin Mission Hills Golf Resort & Spa in Rancho Mirage, California. The event serves as a planning meeting for Big "I" State and National Leadership and includes national Board and committee meetings.

Could your agency weather a data security breach?

A full 80 percent of businesses that experience one don’t.1 The right insurance can keep your agency from becoming part of this startling statistic.

Data breaches are common among smaller businesses, and responding to a breach is both costly and complex.

You are obligated to protect the data you collect, and package policies are often not enough.

Get more information or register online now at https://www. independentagent.com/Events/Pages/default.aspx

Make sure your agency has the right coverage in place to protect you and your insureds.

Agency Growth Conference 2018

Contact your Insurors E&O Specialist, Stephen Holmes, CIC, CISR, for information on Data Breach coverage.

The 2018 Insurors Agency Growth Conference will take place March 21-22 at the Embassy Suites Conference Center in Murfreesboro. The event will feature two keynote sessions, including "An Introduction to the Dale Carnegie Business Relationships Course" and "Knuckle Sandwich: Knocking Out the Top Enemies of Success" featuring industry expert Jason Peacock.

Breakout sessions during the event will include, "Agency Carrier Contracts: Things to Watch For," as well as an E&O Loss Control course that may make your agency eligible for loss control credit.* Save the date now, and look for more information – including event registration and room block details – soon on www. insurors.org.

1. Privacy Rights Clearinghouse: Chronology of Data Breaches

Stephen Holmes, CIC, CISR sholmes@insurors.org 615.515.2609

*talk with your E&O representative for more information u The Tennessee Insuror

51

YOU KNOW OUR RELATIONSHIP-DRIVEN MODEL When we recruit agents, we don’t just sit back and hope they’ll thrive. We take our relationship with you seriously and work to see your agency succeed. Tell us your goals and we’ll help you make them a reality.

Contact us AgencyRecruiting@motoristsgroup.com MotoristsInsuranceGroup.com

Member Tips

How Insurance Can Win Love & Escape Irrelevance

written by Scott King of Critical Mass

DVDs. Disposable cameras. The dominion of taxis. Life was good for them about 10 years ago. Now, they’re a cautionary tale. Transform products and services – if you can – or face disruption or extinction.

“Transformation,” not “adaptation,” is the key word here. Uber transformed ride hailing. Taxis adapted by scrambling to make their own apps. Adaption is a half-measure – a flashy appendage tacked on to a legacy product or service. Transformation, by contrast, is akin to rebirth. True digital nativity.

That’s what insurance needs to do.

Using insurance is emotional – buying it is not. We often buy it because we have no choice. We don’t really want it, and once we have it, we never want to need it. And we want to pay for as little of it as possible – until we need it, when we wish we had more of it. The sale of insurance is governed by complex mathematical models and hypotheticals. How to transform all those things into a simple, breezy experience?

One way is to not only focus on improving the purchase and claims experience, but also create value across the vast swaths of time that customers hold a policy. Look beyond the pain points to the tension points, or even the neutral points.

And above all, the industry must transform the experience – not simply adapt by integrating a few tactical user experience improvements. Digital drives transformation, but “digital” can mean a lot of things. What matters most are transformation “enablers” – the digital tools and processes that cut deep into the core of the experience, rather than those that make superficial improvements.

Here are a few the insurance industry needs to embrace: • • • • •

Voice and natural language processing Connected cars and usage-based insurance Artificial intelligence (AI) and machine learning Rich media and location tagging for speed and accuracy Peer-to-peer (P2P) payments

See a full breakdown of these potential indsutry changepoints by visiting https://www.iamagazine.com/viewpoints/ read/2017/11/07/how-insurance-can-win-love-and-escapeirrelevance u

Directory of Advertisers Advertiser

Phone

Website

Page

ACUITY (920) 458 - 9131 www.acuity.com 47 Amerisafe (800) 897 - 9719 www.amerisafe.com 42 AmTrust North America (877) 528 - 7878 www.amtrustnorthamerica.com 49 Applied Underwriters (877) 234 - 4450 www.auw.com/us 2 Arlington/Roe (800) 878 - 9891 www.arlingtonroe.com 13 Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 22 Beazley Cyber Liability (615) 515 - 2609 www.insurors.org 51 Berkley Southeast Insurance Group (615) 932 - 5508 www.berkleysig.com 19, 20 Berkshire Hathaway Guard Insurance Cos. (800) 673 - 2465 x4567 www.guard.com/apply 24 Builders Mutual (800) 809 - 4859 www.buildersmutual.com 32 Burns & Wilcox (800) 341 - 4844 www.burnsandwilcox.com 15 CNA Insurance (800) 251 - 5852 www.cna.com 45 Consumers Insurance/Motorists (615) 896 - 6133 www.ciusa.com 52 Donegal Insurance (800) 277 - 7442 www.donegalgroup.com 7 EMC Insurance (800) 239 -2005 www.emcins.com 55 FCCI Insurance Group (800) 226 - 3224 www.fcci-group.com 9 Genesee General (800) 282 - 8755 www.geneseeins.com 24 Harford Mutual (800) 638 - 3669 www.harfordmutual.com 36 INSBANK (866) 866 - 4268 www.insbanktn.com 11 Insuror Services, LLC (800) 264 -1898 www.insurors.org 28-29 Jimcor Agencies (678) 952 - 3023 x1418 www.jimcor.com 26 J.M. Wilson (800) 595 - 0063 www.jmwilson.com 42 Keystone Insurers Group (800) 416 - 5498 www.keystoneinsgrp.com 40 KNK Compliance Services (615) 375 - 7419 www.knkcompliance.com 34 Markel Specialty (615) 967 - 5515 www.markelcorp.com 39 MidSouth Mutual Insurance Company (615) 379 - 8245 www.midsouthmutual.com 22 National Security Group (800) 239 - 2358 x213 www.nationalsecuritygroup.com 41 Nationwide Insurance (423) 927 -2060 www.nationwide.com 30 Penn National Insurance (800) 395 - 0518 www.pennnationalinsurance.com 56 Preferred Property Programs (888) 549 - 2465 www.umbrellaprogram.com 44 RLI PUP (615) 515 - 2609 www.insurors.org 48 Securerisk (770) 723 - 8096 www.securerisk.com 38 South & Western (800) 492 - 5351 www.southandwestern.com 33 Summit Holdings (800) 971 - 2667 www.summitholdings.com 26 Swiss Re Lawyer's Professional Liability (630) 213 - 9952 www.bigimarkets.com 50 Titan Web Marketing Solutions (615) 890 - 3600 www.titanwms.com 17

AGENCY GROWTH CONFERENCE 2018 MARCH 21-22 EMBASSY SUITES CONFERENCE CENTER MURFREESBORO

GET MORE INFO NOW AT INSURORS.ORG

register now at iiaba.net

The more coverage clients have with you, the less likely they are to switch agents. EMC National Life is committed to making life sales simple with easy-to-understand products and online services to speed the sales process. It’s just one of the many reasons policyholders Count on EMC ®.

LORA BUSKE Senior Life Sales Representative EMC National Life

LIFE INSURANCE MAKES A

CUSTOMER FOR LIFE. BIRMINGHAM BRANCH OFFICE Phone: 800-239-2005 | Home Office: Des Moines, IA

www.emcins.com ©Copyright Employers Mutual Casualty Company 2016. All rights reserved.

2500 21st Avenue South Suite 200 Nashville, TN 37212

We answer to main street, not Wall Street.

We answer to main street, not Wall Street.

As a mutual company, we are owned by our policyholders. We focus our

time, attention, and resources on delivering superior financial strength and

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

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

Brent Potts ext 7514 For more information about our Jane Kinard ext 7518 products, please contact one of our BobatReeder ext 7545 territory managers 615-889-2740.

stability, a comprehensive product portfolio, and most of all, on doing

Brent Potts ext 7514

what’s right for policyholders. To us, policyholders are much more than As a mutual company, And we are ownedofbythat, our all policyholders.

We decisions focus our insurance consumers. because of our business

Jane Kinard ext 7518

We answer to main street, not Wall Street. time,made attention, resources on delivering superior financial strength and are with aand policyholder-first focus. stability, a comprehensive product portfolio, and most of all, on doing what’s right for policyholders. To us, policyholders are much more than

insurance consumers. And because of that, all of our business decisions are made with a policyholder-first focus.

Bob Reeder ext 7545 For more information about our products, please contact one of our territory managers at 615-889-2740.

www.PennNationalInsurance.com Brent Potts ext 7514 Jane Kinard ext 7518