Tennessee Insuror - November/December 2022

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You understand that there are great opportunities in the insurance industry for young people. Help recruit the next generation to MTSU’s nationally ranked Risk Management and Insurance program, the only one of its kind in Tennessee. Refer students to our degree program in insurance, where they may obtain internships, study abroad, and even work toward professional licensure while in school. MTSU offers a dedicated risk management lab with specialized technology to give every student a head start in their new career. You can make a difference for these students and for your industry as a whole.

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THE TENNESSEE INSUROR

Phone 615.385.1898

Toll Free: 1.800.264.1898 Email: marketing@insurors.org

Editor: Ron Travis

Publisher: MarketWise, Inc

INSURORS OFFICERS

President

Norfleet Anthony III

Cindi Gresham, CIC VP Region I

IIABA National Director

Bobby Sain VP Region II, President-elect ............ Matt Swallows, CIC, CRM VP Region III ................................... Kym Clevenger, CPCU, CACW

Treasurer

John McInturff III, ARM Secretary

Richard Whitley, CIC Director, Region I ...................................... Eric Collison, CIC, CRM Director, Region I ................................ Jamie Williams, CIC, ARM Director, Region I ............................................................. Cy Young Director, Region II

Reno Benson Director, Region II

Chip Piper Director, Region II ...................................... Paul Steele, CIC, CRM Director, Region III .................................................... Tim Goss, CIC Director, Region III

Bill Oldham III, CIC

Director, Region III ........ Cindy Widener Winn, CPA, CIC, CBIA

Director, Young Agents ................................. Matt Felgendreher Immediate Past President ...................................... Bob McIntire

advertising rates, deadlines and specifi cations may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.385.1898, e-mailing marketing@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

Meet Matt Swallows— A Third

We are pleased to introduce the next President of the Insurors of Tennessee - Matt Swallows

Matt Swallows is the incoming President of the association in 2023 succeeding Norfleet Anthony, III who served as President this year. Much like Norfleet, Matt’s insurance story began in his family-owned agency with a rich history and deep ties to the commu nity. It is a story that has been oft repeated in the histories of agencies across Tennessee and America where sons and daughters carry forward the mission of family-owned agencies through successive generations.

Matt is the President & Chief Operating Officer of Swallows Insurance Agency located in Cookeville. The agency also has locations in Liv ingston and Smithville. In fact, Livingston was where Swallows Agen cy was founded in 1956 by Matt’s grandfather Elmo Swallows. Matt’s first job working in the agency was to keep the office Coca-Cola ma chine filled, which could be a critical duty on the hot summer days of the Upper Cumberland. Eventually, when he could drive, he grad uated to going out to photograph properties, take measurements and make observations about property to be field underwritten by his grandfather Elmo and his father Mike prior to submitting applica tions .

While Matt continued to work in the agency in Livingston with his grandfather and father, he also attended Livingston Academy. He played high school football for the Wildcats which was a power house football team in its class competing in the state play offs. Upon graduation from Livingston Academy, Matt was accepted at Vanderbilt University where he began classes and successfully joined the Vanderbilt football team as a “walk-on” student athlete under head coach Gerry Dinardo. Soon the Upper Cumberland called Matt home and he transferred to Tennessee Tech University where he pursued a degree in business and played football for the nationally ranked Golden Eagles.

Generation Agency Leader

After graduation from Tennessee Tech, Matt began his in surance career working for Aetna in Nashville, before joining the agency as a producer. In 2001, Matt earned his financial security license to continue his professional development. Through the years his father, Mike Swallows, successfully grew the agency and expanded the business further with the acquisition of the Newman Agency in Cookeville. Work ing with his father as a mentor, Matt continued to build his knowledge of the insurance business and gained valuable experience leading to his appointment as President and COO, making him the third generation to lead Swallows Insurance Agency since its founding in 1956.

Matt’s father continues to maintain an office in the agency and serves as CEO. At a time when there are fewer familyowned agencies, it is noteworthy that the agency continues to be locally owned and independent under Matt’s leader ship. Matt is quick to point out that the agency has a dedicat ed team of insurance professionals who contribute to its on going success. To use a football analogy, Swallows Insurance has a deep bench of veteran players who know how to win.

Matt’s wife Kelly serves as the Vice-President of Operations responsible for a wide array of functions including market ing and communications. Kelly is an integral part of agency leadership working together with team members to deliver exceptional service and support to clients across the region.

Beyond the scope of the agency, Matt is very active in his community. In 2010, Matt ran for a position on the Cookeville City Council receiving the most votes of any member elected to the city government position. He was then unanimously voted to be the Mayor of Cookeville by his fellow council members serving as Mayor until 2014. During that time he served on a number of associated boards across the community. Today, Matt continues to serve as an active member of the Cookeville/Putnam County Chamber of Commerce as well as the Livingston/Overton County Chamber of Commerce. Matt is Chairman of Board of the Putnam County YMCA and teaches quarterly insurance classes at The Biz Foundry in Cookeville to support new entrepreneurs.

Prior to ascending to the role of President in the Insurors of Tennessee in 2023, Matt has been active with the association serving as a member of the Board of Directors as Vice-Pres ident for Region II in 2021-2022 and as a Board Member/Re gion Director starting in 2019. Throughout his career he has been a supporter of the work of the association participating in various association initiatives and events.

As a result of Matt’s success in the insurance industry serving the needs of clients, meeting the needs of his staff, and earn ing the respect of insurance carriers, he was selected to serve

on the following advisory councils as follows:

• Agent Advisory Council, Accident Fund Insurance Company

• Agent Advisory Council, Falls Lake Insurance Company

• Emerging Leaders Board, Keystone Agency Partners

• Impact Exchange Group, Keystone Agency Partners

The Swallows Insurance Agency is a supporter of several com munity efforts. For example, the agency sponsors The Insur ing Success Award Grant that gives local teachers the chance to win a grant valued at $300-$500 each month to support an idea or effort that will help ensure students learn more. The agency is also a supporter of the Cookeville Rescue Mis sion helping those less fortunate in the community. Members of the Swallows family and a large contingent of employees from the agency are ringing bells to raise money for the orga nization this holiday season.

Matt Swallows along side his father Mike Swallows

Matt Swallows with his wife Kelly Swallows, VP of Operations

Matt and Kelly have a son Xavier (age 10) and a daughter Channing (age 12). Together they enjoy exploring the out doors, attending athletic events, target shooting and trav eling. Matt and the family are enthusiastic Tennessee Titans fans. Recently, Matt and Kelly traveled to Green Bay to watch the Titans play at historic Lambeau Field. The family very much enjoys exploring states out West including Montana, Wyoming, Arizona and Utah when they have the opportunity.

National Security has provided competitive, affordable insurance to policyholders for 75 years. We also provide our agents with competitive commissions, excellent customer service and experienced company adjusters.

As a Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company. Our agent website provides fast quotes, online policy issuance, and real-time policy information. Find out more about our products by calling 1-800798-2294 or visiting nationalsecuritygroup.com

Matt is looking forward to serving as the 130th President of the Insurors of Tennessee in 2023. Working together with the board, staff, and members of the association he is excited about further advancing this historic organization, building on the success of past presidents since 1893. u

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Insurefest 2022 A Big Success

Thank you to everyone who attended and participated in the 129th Annual Insurors of Tennessee Convention held in Nashville at the J.W. Marriott on October 16-18, 2022. We had a great turnout and a high level of engagement from both members and associate members. We want to extend a special thank you to the sponsors and partners of the Insurors of Tennessee who made the event possible. We also appreciated the companies who were exhibitors at the convention and who power our industry through the products and services they offer.

In addition to a content rich agenda offering education and development opportunities, we hosted a full range of events this year including a Football Watch Party, Top Golf, Music at Valentines on Broadway, Clay Shoot, Golf, and a Tennessee State Museum tour. We hosted a special gathering for the Young Agents group and a Trivia Game Event for the WINS organization. There was something for everyone to enjoy!

The feedback from the event has been quite positive. We appreciate the work and attention to detail of the Insurors of Tennessee staff who helped make the event such a success. We also offer a special thank you to Professor Dave Wood and his contingent of students from the Middle Tennessee State University Jones School of Business Insurance Program who assisted us with the event. Please enjoy the photo recap on the next few pages! u

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Upfront loss control measures

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Insuror of the Year – Walt Bradshaw Bradshaw & Company Insurors, Dyersburg (see photo page 21)

Presidential Citation – Cindi Gresham Boyle Insurance Agency, Memphis (see photo page 23)

Arch Northington Young Agent Award – Matt Felgendreher Insight Risk Management, Nashville (see photo page 27)

Jim Alexander Service Award

Bob McIntire

McIntire Insurance Cleveland

Charles T. Bidek Political Action Award

Johnny Thompson Commercial Insurance Associates Brentwood

Outstanding CSR of

Year Alicia Potter RSS Insurance Chattanooga

Big ‘I’ Flood Update: NFIP’s D2C Proposal and FHA Private

Option—

By Joseph Cortina, staff administrator, Big “I" crop insurance task force.

Recently, Big “I" members and industry partners on the Flood Insurance Producers National Committee (FIPNC) met with staff from FEMA to discuss a broad range of issues related to the National Flood Insurance Program (NFIP).

Specifically, the continued rollout of Risk Rating 2.0, NFIP's recent request for information on their Direct-to-Consumer (D2C) proposal, loss avoidance and an update from FEMA on Hurricane Ian were discussed.

The Big “I" has expressed concern with the D2C proposal and how it could impact the future role of independent agents. Both FIPNC and the Big “I" Flood Insurance Subcommittee will continue to collaborate with FEMA to foster growth in the private flood market and the independent agency system.

FIPNC is a coalition comprised of three major insurance asso ciations and industry partners. The coalition includes mem bers of the Big “I" Flood Insurance Subcommittee, which is chaired by Joe Rossi.

In other important flood news for Big “I" members, last week, the Federal Housing Administration (FHA) announced that it will start accepting private flood insurance policies for the mortgages it backs.

The decision, which will take effect on Dec. 21, 2022, is an other critical step in expanding the private market, which will benefit both consumers and Big “I" members.

Specifically, Marcia Fudge, secretary of the U.S. Department of Housing and Urban Development, noted that “flood insur ance is required to ensure families and individuals are pre pared if disaster strikes."

“Increasing consumer options for this important protection is one way we are building more resilient communities in the face of climate change," she added.

In November 2021, the Big “I" submitted comments to FHA on the proposal to allow consumers to purchase a private flood insurance option. Over the last years, the Big “I" has spent a significant amount of time advocating for this policy change.

Flood Risks Are Increasing Globally and causing devastating damage, with losses running into billions of dollars in the United States and around the world. Flooding can be the result of river flooding, storm surges and flash flooding driven by tropical storm systems, long duration precipitation events and intense storms that drop large amounts of rain in a short time frame. These events are happening with greater frequency around the world. In 2021 alone, flooding accounted for US$ 90bn in losses, US$ 20bn of which were insured. Since insurance is a global business and weather systems recognize no national boundaries, what happens around the world matters. As an example, catastrophic flooding in Central Europe in July 2021 was the costliest natural catastrophe in mod ern European history and, with estimated overall losses of US$ 54 bn, the costliest flood event globally. Only 22% of losses world wide caused by flooding are insured.

Climate change is increasing the probability of extreme precipitation in many regions, which will lead to more frequent flash floods and disastrous flooding as a result of more frequent weather anomalies that exceed 100 and 500 year event projections. Rising tem peratures of the atmosphere and sea surfaces are influencing precipitation patterns. Warmer air can absorb more moisture, which in creases the potential for heavy rainfall. Numerous scientific studies analyzed by the Intergovernmental Panel on Climate Change (IPCC) indicate a likely rise in extreme flash floods and river floods going forward. Reinsurance companies, insurance companies and govern mental entities are starting to adjust catastrophe models to account for these changes. In addition, more people are becoming aware that just because they do not live in a “flood zone” they are not immune from flooding. u

or actuarial

MTSU Intern Program is a Win Win

2022.

of

and

Marie

the group in

of the effort. The interns assisted the Insurors of Ten nessee staff to help make the conference and associated events a success. The interns had the opportunity to learn about the as sociation and the many elements of the insurance business that offer students potentially rewarding careers. Perhaps most impor tantly the interns had the chance to meet members of the insurance industry from across Tennessee and the nation to learn more and form relationships. The Insurors of Tennessee is pleased to have a close working relationship with Middle Tennessee State Uni versity and Dr. Wood. The risk management, insurance and actuarial science education provided by the Jones College of Business does an exceptional job preparing students for careers in the insurance industry. We look forward to continuing and building our relationship. u

Payroll and Consulting Services To Help Your Business Prosper

Our consulting services compliment your dedicated payroll analyst and our proprietary payroll system through a dedicated Business Unit. That Business Unit is the key to unlocking all the expertise and tools BBSI has to offer. They’ll work with you to strategically address the HR, Risk or Safety issues that hold you back from achieving your goals.

Each dedicated Business Unit, in addition to the Payroll Analyst, includes a Human Resources Consultant (HRC), a Risk Management Consultant (RMC), and a Business Partner (BP)

Middle Tennessee State University (MTSU) students from the Jones College of Business pursuing an emphasis in risk management, insurance

science served as interns during Insurefest

Martin Chair

Insurance Chairman, Dr. Dave Wood,

Program Coordinator, Lori

Huertas, accompanied

support

Sprouse Insurance Group – Dunlap – In the Heart of the Scenic Sequatchie Valley

The Sequatchie Valley is one of the most picturesque and notable geologic features in Tennessee. The valley stretches from northern Alabama in the south along a virtually straight line to near Crab Orchard, TN to the north. This scenic valley is three to five miles wide bounded by escarpments of the Cum berland Plateau on the East and Walden’s Ridge to the East. In the heart of the Sequatchie Valley lies the town of Dunlap, Tennessee, known for farming and is the seat of government for the county. At one time Dunlap was known for coal min ing and the production of coke which was used in the manu facturing of steel in nearby Chattanooga. The Dunlap Coke Ovens are now on the National Register of Historic Places and features a museum open to the public that tells the story of the coal miners and coal mining business of that era.

Dunlap is also the home of the Sprouse Insurance Group founded by Larry Sprouse in 2010. Larry Sprouse started his insurance career in 1984 with an agency in Dunlap selling primarily commercial insurance and insurance to public entities. He eventually left that agency and in time formed his new agency.

Larry states, “One of the challenges of owning an agency in a small town/ rural market is building a book of business that can support and sustain an agency over the long term.” His solution was to stay focused on commercial insurance for clients in the region and to further develop his public entity book of busi ness across the state. By extending his geographic market reach, he was able to build a durable book business to help the agency prosper.

Larry also had a special advantage. Larry graduated with a degree from Tennessee Tech in Agronomy and then went on to get a master’s degree in Education and Administration. At just 29 years of age, Larry was elected to be the School Board Superintendent for Sequatchie County and quickly learned about the many aspects of running a county school system. He also formed many relationships across the state through various association meetings and initiatives enabling him to get to know other county school superintendents, city may ors, county mayors and others in the public leadership space in Tennessee. By the time he left the Superintendent position, Larry had developed the knowledge and relationships that would be the basis for developing the public entity compo nent of his insurance agency.

Today, from his agency in Dunlap, Larry provides insurance to commercial clients and public entities across the state of Tennessee. He points out that small town/rural agencies can provide the same insurance products and services offered by agencies in larger markets and can deliver a high level of per sonal service to clients. He further notes that technology has helped to even the playing field for smaller agencies.

The lesson Larry Sprouse provides is that location does not have to be a limiting factor for smaller agencies in rural mar kets. He demonstrates that if you play to your strengths and think beyond what you think your limitations are good things can happen for your agency.

Larry is proud to call Dunlap home. His daughter works in the agency with him along with other staff members. He makes clear that his staff is key to their success.

Larry also has one son who is a medical doctor specializing in surgery and another son who works in the medical technol ogy business. u

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As a mutual company, we are owned by our policyholders. We focus our time, attention, and resources on delivering superior financial strength and 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.

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

Brent Potts ext 7514

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From Your President

Norfleet Anthony, III

There Is Much Work Being Done

Thank you to all who attended and par ticipated in Insurefest 2022 in Nashville. By any measure, the convention this year was a success. I also want to offer a spe cial thank you to the Insurors of Tennes see partners and sponsors who helped make the event possible through their engagement and financial support. I en courage you to take a look at the part ner's pages, at the center of this maga zine, to take note of the companies who are so instrumental in our ability to pro vide events and services to our members throughout the year.

I do want to recall one part of the con vention that underscores the longevi ty and continuity of our association. As I was delivering awards to deserving members, it came time to deliver the In suror of the Year Award. This year, I had the honor of giving the award to Walt Bradshaw of Bradshaw & Associates lo cated in Dyersburg. In that moment, I remembered that thirty-three years ear lier in 1989, my father Norfleet Anthony, Jr., handed the very same award to Walt Bradshaw’s father, Sam Bradshaw. Walt

remembered it as well and for both of us it was an emotional moment.

It is hard to believe my term as President of this association is drawing to a close. It has been an honor to serve as the Presi dent of the Insurors of Tennessee follow ing in the footsteps of those who came before me in this office. When you serve on the board of the Insurors of Tennes see, you quickly learn about the depth and breadth of this historic association as it relates to the health of our industry at the state and national level. You learn about the scope of our initiatives in ad vocacy, education, analysis, market de velopment, member development, and more. As President of the association that understanding became even more clear throughout the year.

In my column written back in March, I wrote a paragraph that in retrospect truly captures the essence of this asso ciation as follows: A good analogy might be the ducks that gracefully glide across the waters of Reelfoot Lake here in West Tennessee. While they serenely pass across

the water, they are vigorously paddling under the water’s surface to keep moving towards their destination. While you may not always see it, there is much work being done.

I want to thank members of the associa tion, the board of directors and the staff for all the energy and effort they put into advancing the Insurors of Tennessee. We are a group of dedicated insurance pro fessionals from across the state who are all working together to contribute to the success of independent agencies, insur ance companies and other elements of the insurance business in Tennessee. Working together and drawing on the volunteer spirit of our state, we can accom plish just about anything.

As I make the hand-off to incoming President Matt Swallows, I wish Matt the best in 2023. I know the association will be in good hands with his leadership and guidance. Once again, thank you all for your support this year. u

presented by

Cindi Gresham, CIC

My Story Can Be Yours!!

As my retirement draws near, I think back and reflect on my involvement in the Insurors of Tennessee/Big I TN. What a positive impact it has made on my career! Many years ago my dear friend, Brad Smith, encouraged me to get involved with the Insurors of Mem phis. From there I went on to become President of the local association and was then elected to the Insurors of Ten nessee Board, Executive Board, State President and was then elected as Na tional Director to the Big I Board. What an honor to serve this association in every capacity!

The friends that I have made at the local, state and national levels have all made a difference not only in my career but in our agency as well. Networking with agents across the state and on the national level has provided our agency opportunities that we would not have had and ideas that made our agency prosper and grow. My fellow agents in Tennessee have gone from being an other Independent agent to part of my family and cherished friends. We help and support each other in business but also personally.

These relationships started with Young Agents and have grown since then. I firmly believe that we in Tennessee need to invest in our young agents. They need to develop these friendships and support each other in their insur ance careers. As National Director, I see what other states are doing to support and grow their Young Agents base, and I want Tennessee to be recognized as a leader in developing young talent in our industry as well.

I was honored to be elected as the National Director from Tennessee. My first meeting was somewhat over whelming… seeing all 50 states sitting together in a big U. At the Big I they must take into consideration what is best for all 50 states and not just what is best for our National Association or an individual state. They are faced with the same dilemmas that each state is facing: how to attract new members, increase revenue and stay relevant. Learning all of the moving parts of National Associ ation including the various committees, programs and what is required as Na tional Director was rewarding, but once again, relationships with other agents and staff are what mattered most.

I was fortunate to be asked to serve on the Trusted Choice Committee my first year and the Finance Committee for the rest of my term. It is absolute ly amazing to see how all of the states operate and how they relate to the Big

I, what programs work in each state and how all of the information can best help Tennessee.

It is hard for me to imagine that a part time college job, one summer many years ago, turned into a very satisfy ing and rewarding career in insurance. I hope other young producers, support staff and those wanting to start their career in insurance know that if I can achieve these goals, they can too. So, just get involved.

I wish each of you much success and happiness. In the words of our Big I Past President, Jon Jensen, "Remember, we are a noble industry." I thank you for all for the opportunities this noble indus try provided to me. u

From Your CEO

Ron Travis

presented by

Positioned For A Strong 2023

Thank you to everyone who attend ed and participated in Insurefest 2022. Based on my conversations with mem bers and evaluation of our post confer ence survey, most everyone enjoyed the event and valued the experience. As is the case with any meeting, there were some suggestions to consider as we plan for the 130th annual conven tion next year. The convention next year will be held October 21-24, 2023, at the Knoxville Downtown Marriott. The Uni versity of Tennessee will be playing Al abama in Tuscaloosa on that weekend which should make for a great watch party on Saturday.

As 2022 draws to a close, I want to thank members for your continued support and engagement throughout the year. The Insurors of Tennessee is a vibrant and active association and with the guidance and leadership of Insurors of Tennessee board members, we have accomplished much this year. I want to thank our staff for moving the associa tion forward this year and helping to po sition the association for a strong 2023.

As you all know, we just completed the “mid-term” elections in Tennessee and across the nation. For now, we will all find respite from the barrage of election related commercials that have become part of the political landscape these days. It is important to note that INSUR PACTN contributed to several worthy candidates from across the state who are open to hearing the input of this as sociation on matters important to our industry. To be clear, your contributions are important and are vital in support ing our ongoing advocacy efforts. Thank you to everyone who contributed.

As outlined in Trey Moore’s article in this edition of the Tennessee Insuror, the 113th Tennessee General Assembly will introduce three new state senators and eighteen new house members who will be sworn in on January 10, 2023. Each session of the Tennessee General Assem bly can bring forth a wide range of legis lation that can impact our industry. Even well-intentioned legislation not target ed specifically at the insurance industry can have unintended results or potential

collateral damage for our business and the citizens we serve. This is why the leg islative affairs and advocacy work of this association are so critical.

In January, Trey and the Legislative Com mittee of the Insurors of Tennessee Board will monitor the introduction of new bills, rules changes, executive ac tions, and other initiatives. We will up date you on legislation that requires the attention and engagement of members.

In the first quarter, we will host an event to offer members the opportunity to meet and talk with elected leaders from across the state. We will provide more details in the next month.

Merry Christmas and Happy Holidays to you all! I hope this special time of the year brings you the warmth of times spent with family and friends. May we enjoy this season of giving, peace, and goodwill! u

Tennessee Young Agents '22 Future Leaders Spotlight

Kelman • Selling in Memphis in the Land of the Delta Blues

While Memphis is known by many as the home of Memphis in May serving up world-class barbecue and the soulful sounds of rhythm and blues music along Beale Street, Memphis is also a vibrant financial and business hub serving as the economic center of the Mississippi Delta region. It is in this market that we find the subject of our story for this month’s Young Agent Spotlight feature.

Clark Kelman is a Partner/Producer at Page, Chaffins & Riggins Insurance located in Cordova, Tennessee serving clients across the region. Clark has been employed with the agency for over seven years now after working for an insurance wholesaler upon graduating from college. Clark describes himself as a generalist focused primarily on commercial insurance while also writing personal insurance. He does note that he has developed a degree of specialization learning about the unique insurance and risk management needs for life science organizations. He has written insurance for numerous life science entities and continues to develop this market segment for future growth.

When asked about what it takes to be successful as a partner and producer in the insurance business, without hesitation Clark states, “Never stop learning and be open to new information.” He also says, “It is important to have a mentor and people who take an interest in helping you to be successful.” Clark emphasizes he was fortunate to have excellent leadership guidance from Kirk Riggins who is the managing partner of the agency and instrumental in his development. He further mentions not to shy away from

competition since it keeps you sharp and encourages you to be at your best when pursuing business and serving clients.

Clark is a graduate of Ole Miss where he graduated with a degree from their highly respected Risk Management & Insurance (RMI) program. The Ole Miss RMI program is one of only 34 Global Centers of Insurance Excellence that have been recognized across 11 countries. The program is among the oldest and largest in the U.S. with a strong alumni network. Clark is one of many Insurors of Tennessee members who are graduates of Ole Miss and the insurance program in Oxford.

Clark is married to his wife, Hart, who is also an Ole Miss graduate and is employed as a realtor in the Memphis area. Together, they are enthusiastic Ole Miss fans and enjoy attending Ole Miss football games as the university competes against other SEC schools. Clark also enjoys playing golf when time permits. Clark and Hart just welcomed their newborn son, Burke, into the family a few months ago and are adjusting nicely to being a family of three. Clark, Hart, and Burke attend St. Michaels Church in Memphis.

Clark is a member of and supporter of two Memphis area civic organizations including Zero to 510k which is one of the nation’s top business accelerators focused on helping healthcare device and healthcare tech startups navigate the business start and development process. He is also a member of Epicenter of Memphis which is an organization that serves as a business incubator. Epicenter states its mission is to build a just and inclusive support network to help new businesses achieve success. u

presented by

Clark

It’s hard to believe my tenure as Young Agents Director is coming to a close. As I reflect on the past and look towards the future, I’m encouraged by the direction that we are taking the Young Agents program. While attending YA events across the state, I witnessed a community of insurance professionals eager to learn and contribute. Our committee members efforts should also be applauded. Without them, we wouldn’t have the attendance and local leadership needed to impact each region of or state.

I think we can all agree that the perpetuation of our industry and the independent agent model relies heavily on the upbringing and mentorship of the next generation of agents. Strength in numbers gives us the greatest chance for success, so I encourage all IOT members to help facilitate this idea by encouraging your young people to get involved. Use the resources provided by the Insurors to educate and equip them.

John Brock (Brock Insurance Agency-Chattanooga) will assume the YA director role in 2023. I have great confidence in John and know that his leadership will take Young Agents to the next level. It’s been a pleasure serving and I look forward to seeing you at future IOT events! Below: Young Agents gathered at Insurfest and Matt presented with "YOUNG AGENT OF THE YEAR AWARD"

From Matt Felgendreher, President of Young Agents and Insurors of Tennessee Board Member...

Election Results Are In Government & Legal Update

Tennesseans went to the polls on Tuesday, November 8, to cast their ballots in Tennessee’s General Election. At the top of the ticket was the race for governor followed by elections for all nine Congressional seats. All 99 state house seats and 17 (out of 33) state senate seats were also up for grabs. With your help, InsurPACTN supported numerous candidates for state office, and we are pleased to report that every candidate InsurPACTN supported won reelection.

Governor

Incumbent Governor Bill Lee (R) cruised to another fouryear term, easily defeating Jason Martin (D) by picking up 65% of the total vote statewide. (Lee’s share of the vote in 2018 was 60%.) The incumbent won 93 of Tennessee’s 95 counties, losing only Shelby and Davidson, both reliable Democratic strongholds. In 94 counties, Lee outperformed his 2018 efforts, including Shelby (43%) and Davidson (34%), and he did exceptionally well in rural Tennessee, pulling more than 85% of the vote in Scott, Fentress, Hardin, Wayne, Bledsoe, and Henderson.

Although he was somewhat quiet on the campaign trail until the closing weeks, Lee’s campaign leaned on its war chest and unleashed a media spending blitz over $3 million in the final 30 days alone compared to $250,000 by the challenger, Martin. For historical comparison’s sake, Lee’s performance ranks near the top. Former governors Bill Haslam (2014) and Phil Bredesen (2006) swept all 95 counties in their respective re-election campaigns. Haslam’s 2014 effort netted 70% of the vote statewide.

U.S. House of Representatives

Former Maury County Mayor Andy Ogles beat state senator Heidi Campbell of Nashville in the only race expected to be competitive. While the former 5th Congressional District was entirely composed of Davidson County, the newly drawn district combines affluent parts of West Nashville with Williamson, Maury, Lewis, Marshall, and Wilson Counties. The new makeup was enough to flip the reliably “blue” seat to “red,” as Ogles comfortably won by 14 points. The remaining eight Congressional seats were easily retained by incumbents: Diana Harshbarger (TN-01), Tim Burchett (TN02), Chuck Fleischmann (TN-03), Scott Desjarlais (TN-04), John Rose (TN-06), Mark Green (TN-07), David Kustoff (TN08, and Steve Cohen (TN-09).

State Senate

There was no Election Day drama in 17 Tennessee Senate races that were on the ballot, as seven of them were uncontested in the General Election. Republicans will

hold onto their 27-6 “supermajority” margin, meaning they control at least two-thirds of the chamber and thus do not require the consent (or even attendance) of any Democrats to constitutionally conduct official business, as the Republican caucus has enough seats to establish a quorum on their own. Three new members will be sworn in for the first time: Adam Lowe (R-Cleveland), Charlane Oliver (D-Nashville), and Brent Taylor (R-Eads).

Tennessee House of Representatives

With all 99 house seats up for election—as happens every two years—but very few could be considered competitive races. Only 45 districts featured candidates from opposing parties, while 54 new house members faced no general election opponent. When the dust settled on those 45 races Tuesday evening Republicans improved their “supermajority” by two, bringing their total seats to 75. Democrats control 24.

There are 18 new house members to be sworn in for the 113th General Assembly: Robert Stevens (R-Murfreesboro) Jody Barrett (R-Dickson) Kip Capley (R-Summertown) Elaine Davis (R-Knoxville) Bryan Richey (R-Maryville) Jeff Burkhart (R-Clarksville) Brock Martin (R-Huntingdon) Kevin Raper (R-Cleveland) Greg Martin (R-Hixson) Gino Bulso (R-Brentwood) Jake McCalmon (R-Franklin) Monty Fritts (R-Kingston) Ronnie Glynn (D-Clarksville) William Slater (R-Gallatin) Michael Hale (R-Smithville) Justin Jones (D-Nashville) Caleb Hemmer (D-Nashville) Ed Butler (R-Cookeville)

The 113th Tennessee General Assembly will convene on January 10, 2023.

About the Author—Trey Moore is the government and legal consultant for Insurors. He operates Trey Moore Consulting in Nashville and formerly served as senior public policy counsel for one of Nashville’s largest law firms. Trey has over a decade of experi ence in representing clients before the Tennessee General Assembly and state government. u

More than a network

We’re a community.

There are many reasons why independent agencies turn to Keystone, but you might ask what makes them stay?

Keystone is more than just a network, we’re a community. Our goal is to strengthen independent agencies by bringing them together for peer-to-peer collaboration, industry expertise and access to national resources.

Together, we’re making each other stronger and keeping clients better protected. That’s how independence works better together!

FOR MORE INFORMATION:

Carolyn Nalley 570.473.2147 | cnalley@keystoneinsgrp.com keystoneinsgrp.com

Association Update

Remembering David Williams

At the Insurors of Tennessee and across the insurance in dustry in Tennessee, we all were saddened to learn of the passing of David Williams on November 3, 2022. His funeral in Sevierville and a memorial service in Nashville was com municated to members via his obituary.

From his time at the Tennessee Department of Insurance to his time at the Insurors he was an integral part of the success of the insurance industry in Tennessee. Former staff and cur rent members of this association can recount the many times David assisted them with technical and sometimes complex insurance issues related to rate filings and a myriad of other insurance matters. With his dry wit and humor he educated many of us about insurance and sometimes saved us from

ourselves. His span of knowledge and experience in the in dustry was formidable. Beyond his professional life, he was a good man full of colorful stories from growing up in Sevier County.

A graduate of Sevier County High School and UT Knoxville, he moved to Nashville after college. He worked for the State of Tennessee Commerce and Insurance department as an actu ary for 30 years. After retiring, he continued his career at the In surors of Tennessee as a consultant with his good friend Chuck Bidek. David was inducted into the Insurance Hall of Fame at MTSU in 2004 for his contributions to the insurance industry. David was an avid UT football fan, former golfer, and enjoyed traveling.

David was diagnosed with type I diabetes at the age of 16 and spent most of his life dealing with numerous complications re lated to the disease. He beat the odds so many times he be came a bit of a medical wonder. He rose above the disease and lived a full and successful life for many years in testament to his character and strength. David will be greatly missed pro fessionally and personally by the members of this association.

Association Update

Smith Insurance and Financial Group Opens Arlington Location

Smith Insurance and Fi nancial Group, Inc., a West Tennessee-based indepen dent insurance agency, has announced the opening of an office in Arlington. Founded in 2012, the agen cy is based in Brownsville and serves clients across the region. They represent multiple insurance companies with financial strength ratings of “A” or better to offer clients op tions for coverage. Some of their specialties include insurance for home, auto, life, church, farm, business, and trucking. With the new office in Arlington, they hope to assist even more cus tomers in the area with their insurance needs.

Brooks Smith, Vice President of the agency, said of the new location, “All the growth in West Tennessee is exciting, and

we saw this as an opportunity to help more people as things grow and change. We’re thankful for the chance to serve more customers in our area.”

Rains Insurance Acquires Sunbelt Group

Rains Insurance Inc. has acquired the operating assets of Chattanooga-based Sunbelt Group, marking the first acquisi tion of an independent insurance agency by Rains. Rains, also an independent agency, is a subsidiary of Knoxville-based SmartBank, a commercial bank with operations in Tennessee, Alabama and part of Florida. Rains provides personal, com mercial, life and health insurance. It has locations throughout the Southeast. Mark Slater is president.

Sunbelt, formed in 1984, is a full-service insurance agency providing personal and commercial property and casualty in surance, as well as life and health insurance. Sunbelt also has a department focused on the transportation industry.

The transaction was effective September 1, 2022. u

We’re right here to do more.

To help support both your physical and mental health while giving back to our communities is to go beyond what is expected from a health insurance company. And that’s exactly why we do it.

© 2022 BlueCross BlueShield of Tennessee, Inc., an Independent Licensee of the Blue Cross Blue Shield Association

Company Spotlight

Doing the Right Thing

Managing General Agents Wholesale Insurance Brokers

Here’s what we’d like our Tennessee Partners to know about Arlington/Roe. We have been singularly committed to supporting the insurance industry and the independent agency system since we were founded in 1964. We appreciate and value highly the Insurors of Tennessee and our Tennessee agency partners and associates.

Trust and relationships are the backbone of our business success, based on the Golden Rule and our culture and philosophy of “Doing the Right Thing” for our agents, our companies and each other.

We share independent agents’ commitment to giving back to the communities where we live and work. We believe foundational and continuing education is essential to providing the right solutions as product lines and risks are diversified by an everchanging environment.

Through teamwork, cross-team cooperation and consultative partnership with our agents and markets, we can help you provide the right solutions for your insurance customers.

From the CEO

Tennessee Associates

Executive Team

President and CEO Jim Roe said “We are an independent third-generation, familyowned wholesaler ... and we intend to continue that way. Our business success has been built and anchored on trust. We continue to deliver new solutions for emerging risks and look forward to growing our relationships with existing and new agency partners in Tennessee.”

“One of our core strengths is the 200+ markets we represent. Our people all have areas of specialization whether they work in aviation, workers compensation or nearly anything in between.”

Our Growth in Numbers

We value quantity but quality is our benchmark.

• 2010 $112 Million in Premium

• 2020 $214 Million in Premium

• 2022 $287 Million in Premium

• 200+ Committed Associates

• 200+ Select Markets

• 11 Core States: IA, IL, IN, KY, OH, MI, MN, MO, NE, TN, & WI

• 50 State Licenses

Giving Back

In 2021, Arlington/Roe donated more than $75,000 to various philanthropic campaigns. Additionally Arlington/Roe employees donated $14,775 to our annual campaign with United Way. The company also created monthly videos to highlight philanthropic awareness months.

Associates also sent virtual Valentine cards to children at St. Jude Hospital, attended a poverty simulation with United Way, participated in the adopta-family campaign, volunteered in their local communities, and raised funds and participated in the Walk to End Alzheimer’s in Indianapolis.

Nick Weber Marketing

Melissa Hilgendorf Professional Liability

Jennie Carr Vice President, Brokerage

Donna Paine Personal Lines

Christy Walker Commercial Binding

Terry Oakley Transportation

Janet Phillips Executive Vice President, Personal Lines, Farm

Carrie Heinlein Vice President, Commercial Binding

Patrick Roe Senior Vice President, Marketing & Sales

Andy Roe Executive Vice President & Chief Operating Officer

Jim Roe President & CEO

Shelly Emerson Commercial Binding

Vendor Spotlight

TO ERR IS HUMAN.

The new E&O Guardian insurance agency risk management web site is designed to arm Big “I” members with information and tools to mitigate agency errors and omissions. Big “I” members can tap into a variety of educational materials designed to safeguard your agency. Explore the site and dive into specialty agency risk management articles on a wide variety of topics, recorded webinars, sample checklists, sample letters, an archive of newsletters, and more.

RLI is a proud member of the Big “I”. Contact us to gain access to comprehensive insurance solutions and protect your commercial and personal lines customers from the unique risks they face. From our specialized solutions to our focus on building strong relationships with the agents we work with, we’re different. And at RLI, DIFFERENT WORKS .

Company Briefs

West Bend Mutual Insurance Announces Jacques Promotion to President

West Bend Mutual Insurance Company announced the promotion of Rob Jacques to president. Jacques has been with the company for 22 years and is a senior officer leading West Bend’s Commercial Enterprise. As president, he will continue to support the company’s corporate strategies and operating principles.

Kevin Steiner, current president and CEO, will remain as CEO and looks forward to working with Rob Jacques in his new role as president. “Rob has the support of an excellent group of officers and leaders at West Bend. He’s a strong advocate of our company’s culture. He recognizes that the outstanding success our company has enjoyed for the past decade is due to the relationships we’ve built with our associates and agents working for and representing our company,” stated Kevin Steiner.

Rob Jacques also serves as a director on the boards of the West Bend Area Chamber of Commerce, Feeding America Eastern Wisconsin, and the Kettle Moraine YMCA.

Harford Mutual Insurance Group Named to Two Top Industry Lists

Harford Mutual Insurance Group has been named to Insurance Journal’s 2022 Super Regional Property/Casualty Insurer™ list and to Best’s Review of Top 200 U.S. Property/ Casualty Writers 2022 Edition.

Harford Mutual ranked No. 90 on Insurance Journal’s 2022 Super Regional Property/Casualty Insurer™ list. Companies were evaluated based on objective qualifying criteria, including direct written premium, policyholders surplus, and net premium written. This is the 12th consecutive year Harford Mutual has been named to the Super Regional Property/Casualty Insurer™ list and the highest ranking the company has received.

Company Briefs continued

Harford Mutual ranked No. 187 in Best’s Review of Top 200 U.S. Property/Casualty Writers 2022 Edition. Companies were ranked based on 2021 net premiums written. Harford Mutual increased its ranked compared to 2020 when it was ranked No. 192. The list was published in the July 2022 edition of Best’s Review, AM Best’s monthly insurance magazine.

New Alliance Unites Insurance Agencies

Across the Southeast

ATM, LLC, announces Fortified, a collaboration of independent insurance agencies, coming January 2023. The move unites 55 independent agencies throughout the Southeast US, including the states of Alabama, Kentucky, Mississippi, North Carolina, South Carolina, and Tennessee.

Earlier this month, Fortified named Joe Craven chief executive officer of the alliance. Craven has a long tenure in the insurance industry having worked with companies such as Travelers and most recently Grange Insurance. In his previous positions, Craven worked closely with independent agencies to provide coverage for their clients. It was his familiarity with independent agencies and their struggles that drew the attention of the Fortified board.

“Independent agencies are the foundation of our industry. They’re small businesses that work hard to provide the best coverage possible for their clients, but unfortunately being a ‘small’ business can make it harder to develop partnerships with carriers,” said Craven.

Based on 2021 market share data, independent agencies remain a key player in the industry by placing the majority of all property and casualty business. The report shows growth in percentage written by independent agents in almost all lines of coverage over the past 5 years.

“Independent agencies exist to serve their clients,” said Lou Moran, III, owner of Inter-Agency Insurance Services in Knoxville, TN, and Fortified founding partner. “We build trust by ensuring they have the coverage they need. Which in turn means they come back when they need more, and they are consistently recommending us to those in search of coverage.”

J.M. Wilson Promotes Pifer to Senior Property & Calualty Technician

J.M. Wilson is pleased to announce the promotion of Heather Pifer to Senior Property & Casualty Technician in their

Portage, Michigan office. Heather has been with JM Wilson since 2018. With her promotion, Heather is responsible for processing commercial and personal lines policies and endorsements, assisting underwriters, training teammates, and serving independent insurance agents in all states.

J.M. Wilson's Newest Hires

J.M. Wilson is pleased to announce the addition of Ryan Streit as Surety Bond Manager. Ryan is responsible for overseeing all aspects of the surety department including the placement of risks, making informed and timely underwriting decisions, as well as helping to provide outstanding service and growing relationships with our partner agents, their customers, and our carriers in all states. Streit joins with 10 years of experience as an underwriting manager for a surety company. He earned a Bachelor of Science degree from the University of South Dakota, and an MBA in Business Administration from the University of Sioux Falls.

Valorie Carder is a new Senior Transportation Underwriter for the Southern Region. Valorie is responsible for underwriting a wide variety of new and renewal commercial transportation accounts, as well as maintaining relationships with carriers and independent insurance agents in Florida, Georgia, North Carolina, South Carolina, and Tennessee. Valorie has over six years of experience in the insurance wholesale industry, where she’s held positions as an underwriter and transportation specialist. A University of North Carolina at Charlotte graduate, Valorie earned a Bachelor of Science in Business Administration degree in Finance with a Risk Management & Insurance concentration.

As a new Brokerage Underwriter, Jaime Fenimore is responsible for underwriting a wide variety of new and renewal professional and brokerage accounts, as well as maintaining relationships with carriers and independent insurance agents in all states. Previously, Jaime worked for a private health insurance company as a Medicare Sales Representative. Prior to that, she was in general insurance sales for an agency. Jaime is a graduate of Penn State University where she earned a Master of Science degree. She has also earned the CPCU designation.

+

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 contact administrator Jeff Severino of Lockton Affinity at JSeverino@locktonaffinity.com or 913.652.7520.

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

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

Company Briefs continued

Harford Mutual Insurance Group Promotes New Directors

Bel Air, Md. – Harford Mutual Insurance Group has announced the promotions of Christopher (C.J.) D’Alessio, CPCU, ARM, AINS to Director of Underwriting, and Steve Zickefoose, AIC, SCLA to Director of Claims.

D’Alessio joined Harford Mutual in 2012 as a Commercial Lines Assistant Underwriter. He was promoted to Underwriter in 2014 and became a Field Underwriting Specialist focusing on Large Accounts in 2015. In 2018, he was named Underwriting Manager of the Middle Market and Large Account Units. D’Alessio earned a bachelor’s degree in business administration and management from Stevenson University. As Director of Underwriting, D’Alessio is responsible for overseeing and managing the books of business for the Foundation, Middle Market, and Large Account Units, as well as overseeing underwriting support teams.

“C.J.’s energy and focus have helped drive profitable growth at Harford Mutual,” said David Curtin, Vice President of Underwriting. “C.J. has helped lead a number of underwriting initiatives in recent years ranging from underwriter training to process improvement and book management. I look forward to CJ taking on new challenges and responsibilities in his new role.”

Zickefoose joined Harford Mutual in 2020 as a Claims Property Manager. Prior to joining Harford Mutual, Zickefoose spent 26 years at Westfield Insurance Group, where he held various claims leadership roles. Zickefoose is also a retired veteran, serving 23 years in the United States Army as an aviator. As Director of Claims, Zickefoose is responsible for ensuring timely claims resolution, quality customer service, and professional employee development. “In a short period of time, Steve successfully modernized the Harford Mutual Insurance Group property claims capabilities to ensure we continually provide quality claim service,” said Wayne Gearhart, Vice President of Claims. “Steve’s exceptional leadership and technical skills will be an asset to the entire claims department as the Director of Claims.”

Both D’Alessio and Zickefoose completed The Institutes’ Executive Education program in May 2022.

Acuity Earns Industry Leadership Awards From ACORD

Acuity earned industry leadership awards from ACORD, which were presented at ACORD Connect 2022. ACORD is a nonprofit organization recognized as the global standardsetting body for the insurance and related financial services industries.

Joan Ravanelli Miller, J.D., Ph.D., General Counsel and Vice President – Human Resources, was honored with the 2022 Women’s Insurance Advancement Award.

After graduating Phi Beta Kappa from Marquette University, Joan went on to earn her Juris Doctor (J.D.) degree from Marquette University Law School and was a member of the Law Review in 1983. Joan then served as the Law Clerk to Chief Justice Nathan Heffernan at the Wisconsin Supreme Court. In 1984, she joined Nash, Spindler, Dean & Grimstad as their first female attorney. In 1989, Joan joined Acuity as the first woman to be the insurer’s chief corporate legal advisor. She left Acuity in 1995 to pursue a Ph.D. in Clinical Psychology from Marquette University, later practicing as a Licensed Psychologist. She returned to Acuity in 2013 as General Counsel and Vice President – Human Resources, representing the first time these two diverse and demanding roles had been combined at Acuity.

“Throughout Joan’s accomplished career, she has been a pioneer for women’s expanding role in the insurance industry and a champion of women’s advancement in the field. We congratulate and thank Joan for her contributions to Acuity and the insurance industry,” said Ben Salzmann, Acuity President and CEO.

Acuity also received two ACORD Case Study Awards for:

Expanding digital distribution in small commercial. Using ACORD-based standards and services, Acuity created realtime integration with systems utilized by online digital agencies, including independent agencies that use digital platforms, to reduce the time and expense of entering data.

Enhancing independent agency workflow. Acuity utilized ACORD standards to create integrations between Acuity’s systems and software solutions used by independent agents to allow agents to perform sales and servicing tasks in their systems of choice, enabling agents to focus on providing guidance and coverage customization based on the consumer’s needs. u

Agents Serving Our Community

Ownby Insurance Services, Inc.

Longtime Insurors of Tennessee Member, Ownby Insurance Service, Inc. recently participated in the Gatlinburg Festival of Trees. The festival takes place over the Thanksgiving weekend each year and is held as a joint fundraiser for the Gatlinburg Chamber of Commerce and the Boys and Girls Club of the Smoky Mountains. The events website is http:// www.gatlinburgfestivaloftrees.com/

The Gatlinburg Festival of Trees is also a long-standing tradition for the Gatlinburg community and Sevier County. Agency Principal Kevin Ownby has many memories of the festival from growing up nearby. “The event itself is in its 49th year and 7 years ago we decided to get involved as a title sponsor. We have seen the contributions that festival has generated to the Boys and Girls Club of the Smoky Mountains increase to $50,000 for this past year and over the past seven years over $285,000 has been raised for the Boys and Girls Club of the Smoky Mountains,” says Kevin.

The Festival of Trees features many uniquely decorated Christmas trees that are for sale. The trees are taken to the buyer and setup for them, often in their homes or businesses. Admission to the festival is free however the 10,000 festival visitors may make donations. Over the past 7 years, Ownby Insurance Services, Inc. has sponsored the kids area at the festival. The kids area includes crafts and games for children who are looking to get into the Christmas spirit. Many hands are involved to make the occasion look and feel like Christmas. “We have had a large and dedicated group of both family and staff help decorate over the years for the festival. It is the community coming together that makes this such a huge success.”

As a longtime supporter and board member of the Boys and Girls Club of the Smoky Mountains, Kevin knew that the festival was a great opportunity to fundraise for an organization that already has a personal connection to him. “It is the largest single charity that we support in our county,” says Kevin. “Find something that you are passionate about and get behind it. This is something that is part of my community that I want to give back to make sure that it continues to grow. The money generated for the club provides scholarships to 35 children so they don’t have to pay to belong to the Boys and Girls Club.” u

Swallows Insurance Agency

Swallows Insurance Agency with locations in Cookeville, Livingston and Smithville is very involved with the communities they serve through their Insuring Success grant program. The program provides local teachers the opportunity to request funds to assist with ideas they would like to pursue, creative strategies for teaching, or for equipment and resources the school system cannot provide.

Teachers in any field at schools across the Upper Cumberland region can apply for the grants. Applications take just a few minutes and are available at LiteRock959.Com. Both classroom teachers and those in specialty fields can apply. Representatives of Swallows Insurance Agency then select a winner from the applicants each month from across the region.

Kelly Swallows of the agency says that they find the Insuring Success program so rewarding and enjoyable as they learn about all the initiatives, creative work and energy going into efforts to support the education and growth of students throughout the Upper Cumberland region. She explains, “It is so great to hear directly from the students and teachers about how they plan to use the grant money to power their projects and initiatives.” This is the third year of the program.

This month the agency presented the latest Insuring Success grant to the JROTC program at White County High School located in Sparta. Under the direction of Lieutenant Colonel Johnson and Sergeant First Class Moore, their program has been re-engineered and reenergized to help students become better citizens and leaders. The program also helps young people to become more disciplined and to develop the ability to be successful in life no matter their chosen vocation. The grant funds will be used for new equipment for their color guard. Swallows Insurance Agency congratulates White County High School JROTC and appreciates the good work of the JRTOC! u

We know there are many members of the Insurors of Tennessee who are also active in their communities serving in a myriad of ways. We encourage you to share your stories about community engagement to us at marketing@ insurors.org. We look forward to hearing from you.

Education Calendar

The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialties 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. Additional course options and details of each class can be found online or by contacting Teresa Durham at tdurham@insurors.org or 615.515.2607.

Register for CISR & CIC at www.insurors.org under education. The following is a list of "in person" courses available in Tennessee this year.

CISR

2/01 CISR Elements of Risk Management Nashville

2/02 CISR Elements of Risk Management Memphis

4//25 CISR Commercial Property Kingsport

4/26 CISR Commercial Property Knoxville

4/27 CISR Commercial Property Chattanooga

CIC

3/1-2 CIC Agency Management Nashville

4/19-20 CIC Ruble Nashville

Additional courses for designation programs are offered on-demand at your own pace and as live webinars.

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.

Additional Courses

Additional courses are available On-Demand and as Live webinars at the IIABA Virtual University *check the VU site for course offerings, CE and pricing (independentagent.com/vu)

From The National Alliance (www.scic.com)

Choose from the following programs CIC, CRM, CISR, CPRM, CSRM, Dynamics, RGS, MEGA, PROFOCUS, WTH, Intro, Producer School, Ethics, Flood and other. Choose by topic, location, delivery method and/or date.

From The Institutes (ceu.com/customer/insurors-tn ) Insurors of Tennessee has partnered with CEU, powered by The Institutes, to provide you with relevant and conve nient online insurance continuing education (CE) courses. Through our partnership with CEU, you will enjoy a 35% dis count on any of CEU’s relevant, practical courses when you log in. More than 150 course topics

ABEN Webcasts (insurors.aben.tv)

To the right is a partial listing of upcoming webcasts.

ABEN Webcasts

(insurors.aben.tv)

Active Shooter/Workplace Violence Ins. CE: 2 $48 1/10 1/20 2/2 2/15

Contracts Agents Should Read CE :2 $48 1/10 1/20 2/2 2/15

Flood Program Overview - NFIP Then/Now CE: 3 $72 1/13 1/30 2/6 2/21

E&O - Roadmap to Pers. Auto & Umbrella Ins. - #1 CE: 3 $72 1/11 1/27 2/1 2/17

E&O - Roadmap to Pers. Auto & Umbrella Ins. - #2 CE: 3 $72 1/18 1/31 2/10 2/27

E&O - Commercial Property Coverage Gaps - #1 CE: 3 $72 1/4 1/23 2/7 2/22

E&O - Commercial Property Coverage Gaps - #2 CE: 3 $72 1/9 1/24 2/8 2/23

E&O - Roadmap to Homeowners Ins. - #1 CE: 3 $72 1/11 1/27 2/1 2/17

E&O - Roadmap to Homeowners Ins. - #2 CE: 3 $72 1/13 1/30 2/6 2/21

E&O - Homeowners Endors. & Personal IM - #1 CE: 3 $72 1/11 1/27 2/1 2/17

E&O - Homeowners Endors. & Personal IM - #2 CE: 3 $72 1/13 1/30 2/6 2/21

Directors and Officers Liability Insurance CE: 3 $72 1/5 1/23 2/6 2/21

Premium Auditing–What Every Agent Must Know CE: 2 $48 1/13 1/30 2/6 2/21

Law of Ins. Contracts & ‘Rules’ of Policy Interpret. CE: 3 $72 1/9 1/24 2/8 2/23

Torts, Negligence and Legal Liability CE: 3 $72 1/13 1/30 2/6 2/21

Commercial Prop. Underwriting & Rating: COPE CE: 3 $72 1/4 1/23 2/7 2/22

Risk Mgmt. & Ins.: Why Agents Are NOT Risk Mgrs. CE: 3 $72 1/11 1/27 2/1 2/17

Cyber Security & Risk Management CE: 2 $48 1/10 1/20 2/2 2/15

Basics of Prop. Values & Coinsurance Conditions CE: 3 $72 1/9 1/24 2/8 2/23

Contractual Risk Transfer, Addl. Insureds & Certs. CE: 4 $96 1/4 1/23 2/7 2/22

Insurance Accounting for Dummies and Geniuses CE: 3 $72

1/10 1/20 2/2 2/15

Cyber Insurance Deconstructed CE: 2 $48 1/3 1/17 2/14 2/28

E&O - Roadmap to Policy Analysis - #1 CE: 3 $72

1/10 1/20 2/2 2/15

E&O - Roadmap to Policy Analysis - #2 CE: 3 $72

1/10 1/20 2/2 2/15

Hot Topics in Personal Lines CE: 2 $48 1/5 1/23 2/6 2/21

Meetings- Mark Your Calendars

Big "I" Winter Meeting

January 18-20, 2023 Savannah, GA

September 6-8, 2023 Grand Rapids, MI

October 21-24, 2023 Knoxville, TN

Your Big "I"

Big ‘I’ and Future One Release 2022 Agency Universe Findings

Biennial study reveals gains and challenges in independent agency channel.

ALEXANDRIA, VA, October 13, 2022— The number of inde pendent insurance agencies has increased and business con ditions for agencies remain favorable, according to the 2022 Agency Universe Study. While the majority of agencies expe rienced increased revenue, that percentage was lower than in the previous study in 2020.

Future One, a collaboration of the Big “I" and leading independent agency companies, has released key findings from the recently complet ed Agency Universe Study, hailed as the most comprehensive look at the independent agency system.

“The 2022 Agency Universe Study shows the resiliency of the inde pendent agency system as it con tinues to grow and adapt through the challenges of the last couple years," says Bob Rusbuldt, Big “I" president & CEO. “It is amaz ing that during the pandemic the independent agency system added nearly 4,000 new agencies.

The study also offers insights on how agencies can better prepare themselves for the future. Staffing and marketing are issues for agencies, and the Big 'I' continues its support of independent agencies through resources, programs and guidance to face these challenges head-on."

The study looks at many statistics about independent agen cies operating in the U.S., including their numbers, revenue base and sources, number of employees, ownership, mix of business, diversification of products, technology uses, noninsurance income sources and marketing methods.

“As the independent agency channel recovers from the coronavirus pandemic and weathers economic uncertain ties, technology adoption continues to prove itself critical to continued success," says Chris Boggs, Big “I" vice president of agent development, education and research. “Agencies are demonstrating flexibility and progress in digitalization as the insurance industry works together to incorporate tech solu tions that support agents' roles as trusted advisors."

Key findings from the study include:

• The number of independent agencies has increased. In 2022, the estimated total number of independent propertycasualty agents and brokers in the U.S. stands at 40,000, an

increase from 36,000 in 2020. While mergers & acquisitions activity continues to impact the agency channel, the increase in the number of agencies is driven by small agencies, as agents continue to establish their own agencies or move from the captive to independent space.

• Business conditions continue to be generally favorable. The majority of agencies–62%–report increases in to tal revenue between 2020 and 2021, but this proportion is lower than the 70% in 2020. Twenty-five percent re port a decline in revenue, with an av erage decrease of 22%. In particular, fewer agencies report personal lines increases in 2022, 60% compared to 2020's 67%. More than 1 in 5 say the pandemic has impacted their opera tions and revenue.

• Technology has become a crucial part of operations and customer service. Nearly half (47%) say they have offered more digital solutions to clients due to the pandemic. Usage of mobile apps from carriers has increased to 40%, up from 32% in 2020, and apps for clients has increased to 20%, up from 10%. Most agencies would be comfortable allowing clients to self-serve for policy documents and identification cards, at 77%. Two in 3 are open to self-service for billing in quiries and claims filings. Nearly half are planning to offer on line purchase and quoting to customers in the next two years.

Challenges with technology continue, with 41% of agencies citing dealing with multiple carrier interfaces as a challenge. While only 7% currently use a commercial lines rater, 23% are planning to do so. One-third see the need for more car rier application programming interface (API) integration with agency management systems (AMS). And 51% are looking for more operating efficiencies to help service customers.

• Principal aging remains stable. The average age of agen cy principals is 54 years old, with 17% age 66 or older. More than 8 in 10 agencies have a perpetuation plan, on par with 2020, but it often centers around children and family. Similar to 2020, 4 in 10 agencies anticipate some ownership change in the next five years.

• Finding qualified staff and marketing continue to be key agency challenges. Forty-one percent find it challenging to find and screen job candidates with strong potential, the

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No. 1 challenge of 2022, which gained slightly from 39% in 2020. The second-most challenging issue is having a signifi cant marketing or advertising budget at 36%, up from 30% in 2020. Other key concerns include obtaining enough leads (35%); growing commercial (35%) and personal lines (32%); making the personnel, tech and other expenditures neces sary to grow significantly (33%); investing in a strong online presence (32%); and remaining competitive with InsurTech direct carriers (31%).

• Emerging purchase channels' impact on personal lines remains a concern. Agencies continue to express concern about emerging purchase channels' impact on their busi ness, with 35% of agencies believing personal lines direct purchase through the insurance company will significantly impact their agency over the next two years, the same per centage as in 2020. Thirty-three percent of agencies are also concerned about direct purchase through non-insurance websites, and 32% are concerned about direct purchase through car manufacturers. One in 4 express similar concerns about small commercial direct purchase or purchase through emerging online providers.

• Inclusion gains some ground. In 2022, 47% of agency principals are women, a gain from 42% in 2020, and 83% are white, compared to 88% in 2020. Medium-sized and larger

agencies are especially likely to have male principals or se nior managers. One in 4 agencies have added staff this year, and 19% are leveraging independent contractors, primarily producers.

The 2022 Agency Universe Study was first conducted in 1983. Since 2002, the study has been completed biennially. Since 2004, the Agency Universe Study has relied on internet data collection. In total, 1,452 respondents were included in the 2022 study, conducted by Zeldis Research in cooperation with Future One.

To order a copy of the 2022 Agency Universe Study Manage ment Summary, which provides an overview of the highlights from the complete study, visit the Big “I" Agency Universe Study web page.

In addition to the Big “I," the Future One coalition includes the following company partners: National General, an Allstate company; Amerisure; Central Insurance Companies; Chubb; CNA; Foremost, a Farmers Insurance company; Grange Insur ance; Hartford Steam Boiler (HSB); Liberty Mutual Insurance/ Safeco; Nationwide; Progressive Insurance; Selective Insur ance; The Hanover Insurance Group; The Hartford; Travelers; and Westfield Group. u

Directory of Advertisers

Advertiser

Phone

Website

ACUITY 920 . 458 . 9131 www.acuity.com 8

Arlington/Roe 800 . 878 . 9891 www.arlingtonroe.com 34

AutoOwners 800 . 346 . 0346 www.auto-owners.com 55

Bailey Special Risks, Inc. 800 . 768 . 7475 www.bsrins.com 33

BBSI 760 . 445 . 5909 www.bbsi.com 16

Berkley Southeast Insurance Group 615 . 932 . 5508 www.berkleysig.com 27

Berkshire Hathaway Guard Insurance Cos. 800 . 673 . 2465 x4567 www.guard.com/apply 12

BlueCross BlueShield of Tennessee 800 . 565 . 9140 www.bcbst.com 35

Builders Mutual 800 . 809 . 4859 www.buildersmutual.com 10

Harford Mutual 800 . 638 . 3669 www.harfordmutual.com 45

Imperial PFS 443 . 613 . 4820 www.ipfs.com 44

INSBANK 866 . 866 . 4268 www.insbanktn.com 49

J.M. Wilson 800 . 595 . 0063 www.jmwilson.com 50

Keystone Insurers Group 800 . 416 . 5498 www.keystoneinsgrp.com 32

Liberty Mutual/Safeco 800 . 837 . 5254 libertymutual.com | safeco.com 41

Lipscomb & Pitts | A Higginbotham Partner 901 . 335 . 0951 www.lpinsurance.com 13

LUBA Workers' Comp 888 . 884 . 5822 www.lubawc.com 14

MidSouth Mutual Insurance Company 844 . 438 . 6642 www.midsouthmutual.com 56

Mountain Empire Agency Alliance 423 . 560 . 6077 www.meaa4u.com/insurors 19

MTSU 615 . 898 . 2813 www.mtsu.edu/insurors 2

National Security Group 800 . 239 . 2358 x213 www.nationalsecuritygroup.com 6

Nationwide Insurance 423 . 927 . 2060 www.nationwide.com 7

Oaktree Brokerage 800 . 842 . 9124 x508 www.oaktreeus.com 30

Partner Platform 614 . 850 . 2684 www. sispartnerplatform.com 22

Penn National Insurance 800 . 395 . 0518 www.pennnationalinsurance.com 20

Previsor 800 . 442 . 0593 www.previsorinsurance.com | mem-ins.com 53

RLI PUP 615 . 515 . 2609 www.insurors.org 38

SecureRisk 770 . 723 . 8096 www.securerisk.com 17

Selective Insurance 877 . 744 . 3125 www.selective.com 47

Stonetrust Insurance 800 . 311 . 0997 www.stonetrustinsurance.com 39

Summit Holdings 800 . 971 . 2667 www.summitholdings.com 52

Swiss Re Lawyer's Professional Liability 630 . 213 . 9952 www.swissre.com 42

West Bend Mutual Insurance Co. 800 . 236 . 5010 www.thesilverlining.com 24

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MidSouth Mutual partners with wholesale entities and select retail agencies across its service footprint. The company is always seeking opportunities to grow in ways that are sustainable and mutually beneficial.

Serving clients across sixteen states with expansion into additional states planned.