The Tennessee Insuror Sep/Oct 14 by Insurors of Tennessee

THE TENNESSEE

INSUROR September/October 2014

Vol. 25 No. 5

www.insurors.org

10 12 14

INSBANK: Leading by Example

2014 National Alliance Conferees Bed & Breakfasts to Airbnb

Welcome to Nashville The Insurors of Tennessee 121st Annual Convention

- 2014 1989 years THE TENNESSEE

INSUROR

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The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXV, Number 5 September/October 2014

features

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

4 Welcome to Nashville INSURORS OFFICERS

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

ADVERTISING

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

The Insurors 121st Annual Convention

Convention Sponsors

Convention Speakers/Locations

INSBANK: Leading by Example

2014 National Alliance Conferees

Daniel Learns About Insurance: Bed & Breakfasts to Airbnb

departments 21

From Your President

From Your IIABA Chairman

From Your CEO

Education Calendar

Government and Legal Affairs

Broker Spotlight

Company Spotlight

Company Briefs

Meetings

Member Tips

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

I Can Feel it in The Air The Pace of Change

The “Rest of the Story”

Imperial PFS

Preferred Comp of Tennessee/Meadowbrook Insurance

The Caller ID Conundrum 3

Welcome to Nashville The Insurors 121st Annual Convention

Welcome to Nashville! We are excited to have over 450 participants for our 121st Annual Convention at the Omni Hotel in Nashville. There is a busy schedule for this year’s event, please take a look at what we have lined up for you:

Saturday, October 11th (all times CST) 7:00 - 10:00 pm

Predators Game & Reception (separate ticket required)

Bridgestone Arena DEX All-Inclusive Zone

Sunday, October 12th 9:00 - 11:00 am 10:00 am - Noon Noon - 4:00 pm 3:00 pm - 6:00 pm 3:30 - 6:00 pm 4:00 - 7:00 pm 6:00 - 7:00 pm 7:00 - 10:00 pm

Board of Directors Meeting Registration Open Tennessee Titans vs. Jacksonville (separate ticket required) Business Connection Lounge presented by CHUBB Registration Open Exhibit Hall and Trade Show presented by Trusted Choice “Meet the Vendors” Exhibit Hall Reception Opening Night Celebration, Dinner and Concert

Omni Old Hickory Room Omni Legends Ballroom Prefunction LP Field Omni Music Row 6 Omni Legends Ballroom Prefunction Omni Legends Ballroom A-G Omni Legends Ballroom A-G Country Music Hall of Fame Event Hall

PREDATORS GAME & RECEPTION

TENNESSEE TITANS VS. JACKSONVILLE

OPENING NIGHT CELEBRATION

ACCESS THE ARENA BY WALKING NW ON FIFTH AVE TOWARDS THE INTERSECTION OF BROADWAY

ACCESS THE STADIUM BY WALKING NW ON FOURTH AVE AND TAKING THE SHELBY ST WALKING BRIDGE

ACCESS THE HALL OF FAME EVENT HALL BY WALKING ACROSS THE POOL DECK LEVEL ON 4TH FLOOR

TAKING PLACE AT

The Tennessee Insuror

Monday, October 13th 8:00 - 10:00 am 8:00 - 11:30 am 8:00 - 9:30 am 8:00 am - 1:00 pm 8:45 - 9:45 am 9:50 - 10:50 am Noon - 5:00 pm 12:30 - 4:00 pm 12:30 - 4:00 pm 6:00 - 10:00 pm 7:00 - 10:00 pm

Registration Open Omni Legends Ballroom Prefunction Exhibit Hall and Trade Show presented by Trusted Choice Omni Legends Ballroom A-G Exhibit Hall Breakfast Omni Legends Ballroom A-G Business Connection Lounge presented by CHUBB Omni Music Row 6 Breakout Session 1: Employment Practices Liability Omni Cumberland 1/2 Breakout Session 2: Surplus Lines Changes Omni Cumberland 1/2 Annual Convention Golf Tournament presented by Travelers The President’s Reserve at Hermitage Sips n Strokes Outing presented by Preferred Comp Sips n Strokes Studio Clay Shooting presented by INSBANK & Finworth Mortgage Nashville Gun Club Company Night By Invitation Young Agents Reception presented by Berkley SE/Berkley F&M Pinewood Social (agents only event)

EXHIBIT HALL AND TRADE SHOW

BUSINESS CONNECTION LOUNGE

ANNUAL GOLF TOURNAMENT

OMNI LEGENDS BALLROOM A-G meet your next company or vendor

OMNI MUSIC ROW ROOM 6 connect with friends & associates or hold small meetings

HERMITAGE GOLF COURSE • 3939 OLD HICKORY BLVD transportation not provided

PRESENTED BY

SIPS N STROKES OUTING

CLAY SHOOTING OUTING

YOUNG AGENTS RECEPTION

A SHUTTLE WILL BE AVAILABLE AT12:15 AT THE OMNI 5th AVE ENTRANCE

NASHVILLE GUN CLUB • 1100 COUNTY HOSPITAL RD transportation not provided

PINEWOOD SOCIAL CLUB • 33 PEABODY STREET transportation not provided | agents only event

PRESENTED BY

Tuesday, October 14th 8:00 - 9:00 am 9:00 - 11:00 am

Association Day Breakfast Insurors Annual Meeting and Door Prizes!

Omni Legends Ballroom D-G Omni Legends Ballroom D-G

Breakout Sessions EPLI Policies: Practical Considerations for Preventing and Defending Litigation - Over the past several years, employers have seen a steady increase in the number of laws and regulations which affect their relationship with employees either directly or indirectly. This has lead to a rise in litigation and compliance costs across the board. As a result, employers have increasingly turned to employment practices liability insurance (EPLI) policies to mitigate their risks and control costs. Josh Sudbury will discuss how you should be advising your clients. Filed for 1 CE New Surplus Lines Regulations for 2014 - New regulations went into effect October 1st, and Tennessee is now participating in the Non-Admitted Insurance Multi-State Association, Inc. (NIMA). Tiffany Maruniak will discuss these changes and what they mean for E&S business. Filed for 1 CE

Mobile Event App This year we have a new way to follow all the happenings of the Annual Convention. Just download the free Guidebook mobile application on your smart phone or device and search for the Insurors Annual Convention. Once you add the event you can view mobile schedules, the exhibit hall layout, sponsors and more. u The Tennessee Insuror

Convention Sponsors PLATINUM

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The Tennessee Insuror

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The Tennessee Insuror

there when it matters most

Convention Speakers

Nashville Municipal Auditorium

N LE RC

CI 10TH

1st ave n

DINING

Tennessee State Capitol Bldg

Josh Sudbury

A.A. Birch Justice Complex

Music City At the national association level, Tom has championed the Con- 26 Central Sunday School MTA Board Bus Terminal sumer Agent Portal (CAP) project since 2009 andPublishing is past chair-Metro Nashville CHARLOTTE AVE Courthouse St. Mary’s P man of the Big “I” Government Affairs Committee. He has also TSU Catholic Church Legislative Williams Plaza P Square Campus served on various other Big “I” committees. He is aSTPfrequentPublicParking DEADERICK War Memorial (underground) 62 24 Auditorium TN Performing speaker for the insurance industry and has testified before the DoubleTree Regions P Arts Center & 25 Tennessee State Hotel Bank Bldg Tennessee State Military Downtown P topics. He will Museum U.S Congress on behalfMuseum of “I” onBank many of Branchthe Big America UNION ST speak Tuesday morning atHermitage our Association Day Breakfast. Hotel Best 50 P

1ST AVE N

2nd ave n

C 3rd aveU n M B E R L A N D

BANK ST

russell st

1st ave n

★ CVC

P 43 44 P Nashville Fort 13 Municipal P Nashborough P Auditorium 32 45 Music City Central 2 Sunday School MTA

To Germantown

Publishing Board

Bus Terminal

Omni Level 2

Ramada Downtown at the Stadium

Field

A.A. Birch Justice Complex

8th

av e

8th

LEGENDS P BALLROOM

SERVICE 2

TO: I-24 E/W 1-65 N/S

Ramada Downtown at the Stadium

4 3 SHELBY

TO: I-24 E/W I-65 N/S P PREFUNCTION

2 1

M ELEV.

Omni Level 3 LEVEL THREE

TO: I-40 E/W

GIBSON BOARDROOM

TO: I-40 E/W

LP Field

PEABODY ST

ita

I-65 N/S

MOCKINGBIRD MEETING ROOMS av 1-4

OLD HICKORY

y fa

TO:

russell stE/W I-24

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TO: I-24 E/W

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ave s 4thge

ita

5TH5th AVEave S

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W st

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B=Breakfast L=Lunch D=Dinner

TO: I-65 N via TO: Ellington M Pkwy I-24 E/W

1st ave n

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Y SHELB

WAY

10th ave s

9th ave s

TO: I-24 E/W 1-65 N/S

woodland st

R R I V E

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Entertainment

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rosa l. parks blvd

ave n

5TH5th AVEave S

1st ave n Entertainment District

TI TA N S

6th ave n

9TH AVE N9th

6th ave s

7th ave s

8th ave s

10th ave s

PREFUNCTION

2nd ave n

ALLEY

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PRINTERS

4th ave n

5th ave n

CAPITOL BLVD

POLK AVE

main st Juvenile Justice Center

C U M B E R L A N D

R R I V E

Entertainment

4th ave n

McLEMORE

10th ave n

9TH AVE S

10th ave s

Metro Nashville

To Renaissance CHARLOTTE AVE Courthouse 4. Hard Rock Cafe - LD W Bank Bldg East Nashville Nashville Hotel St. Mary’s P 5. Rock Bottom Restaurant TSU Catholic Church Legislative Williams & Brewery - LD P P AT&T Bldg M Plaza P P Ryman Public Square Campus Nashville P 6. Tequila Cowboy - LD Parking Auditorium ST War Memorial 37 3 DEADERICK Convention 7. Jimmy Buffett’s Margaritaville - LD (underground) 62 24 Auditorium Barbershop Holiday Inn 8. Christ TN Performing Tennessee- LD Hume-Fogg DoubleTree Center Jack’s Bar-B-Que Harmony Society Regions P Honky Tonks P Arts Center & 25 Tennessee State Hotel Express 9.Church Art Restaurant League Merchants – LD Bank Bldg Tennessee State Headquarters Museum Military High School Downtown Downtown 10. Cathedral Galleries P Bank of4 Branch 8 31 40 7 42 P Paradise&Park Trailer Resort - BLD 35Museum America UNION ST BROADWAY To West End 11. Rippy’s Bar & Grill - LD P 12. The Palm – LD Hotel Best 50 P BRANDON ST Visitor Hermitage Indigo Western 11 36 5 41 Sheraton 9Downtown 10 13. The OldU.S. Spaghetti Factory –Customs LD P 6 Hotel First Information Frist Center Nashville ★ 14. TwoCourthouse Twenty Two – LD Baptist 23 Arcade P Honky Tonks Hotel House Center for the 47 P Church P 56 52 P Visual Arts 15. Sole Mio – LD Tennessee Sports P 18 TO: P 16. The First Listening Room – LD BANK ST Lutheran Hall of Fame 46 P I-40 E/W Fifth Third 17 17. Frist Center Café – L Union P P Church Homewood P Hilton YMCA I-65 N/S Bank P 29 Nashville Station 18. Prime 108 - LD Bldg 12 NashvilleP Suites P Downtown P P P 51 P 22 Hotel 19. The Bridge Lounge & Deli - BLD P 21 Downtown MCGAVOCK GE CHURCH ST ID To West End Bridgestone 20. Commerce StreetST Grille - BLD P IA N BR P Courtyard P P P 34 1 38 DE ST RDowntown Arena P 39 McKendree P 21. Morton’s-The Steakhouse - D P 57 by Marriott P ST PE Downtown BYMethodist EL Presbyterian Nashville 22. Puckett’s Grocery - BLD Public Library SH P Schermerhorn Church Church Downtown P 23. The Capitol Grille - LD Symphony P 49 PPinnacle Center 24. P P P P Meritage Grill - D P 43 44 Bldg Central P Music City 25. Plaza Café – L P P P Church of P P Fort Regions Bank P 13 P Christ 27 26. The Stock-Yard RestaurantP- D Walk of Fame Nashborough Bldg P P BROADWAY 32 45 P CMT P P P P LifeWay 28 27. The Southern Steak & Oyster - BLD P ★ CVC DEMONBREUN MUSIC MILE To Music Row The Gulch BALLROOM2 COMMERCE ST 28.&Demos’ Steak & Spaghetti - LD LifeWay COUNTRY MUSIC 19 30 P Plaza 20 33 61 COMMERCE ST 29. Joe’s Crab Shack LD 14 HALL OF FAME SunTrust P P Renaissance Country Music Bank Bldg 30.United PaneraMethodist Bread - BLD Nashville Hotel 54 Publishing Hall of Fame THEATER 16 31. Bailey’s Sports Grille - LD and Museum AT&T Bldg Ryman 32. Dick’sHouse Last Resort - LD 53 Nashville P Auditorium TO: P 37 3 Convention 33. Etch - LD Barbershop I-40 E/W Holiday Inn Christ Tennessee Cummins Center Harmony Society MOLLOy stHonky Tonks P 34. Hooters Restaurant - LD Hume-Fogg I-65 N/S Express P Church Art League Music City Center Station Headquarters P High School 35. Mike’s Ice Cream & Coffee Bar - Snack Downtown Cathedral & Galleries 4 8 31 40 Hyatt 7 42 P 35 36. Popcornopoly - Snack Place BROADWAY To West End Hampton 37. Benchmark Sports Bar & Grill - LD Visitor E 11 36 5 41 6 9 10 G P Inn & Suites First U.S. 38. Provence Breads & Café - BL Customs Omni Hotel Frist Center ID 15 Information P ★ Baptist Courthouse Nashville P Honky Tonks House Center for the 39. Patron Platinum Club - D BR Church 55 52 63 56 Downtown 59 48 Visual Arts Tennessee Sports Y 18 (only open during Bridgestone events) A First Lutheran Hall of Fame 17 Union 40. Robert’s Western World - LD Church EW Hilton 58 T29 P 60 Station COUNTRY MUSIC 12 Nashville 41. Honky Tonk Central - LD GA P Hotel FRANKLIN ST P Downtown KOREAN VETERANS Bridgestone BLVD HALL OF FAME MCGAVOCK ST 42. Savannah Candy Kitchen - Snack BR ID GE RI AN LOBBY Arena P 43. The Melting Pot - D 39 PE DE ST P 57 P BY ST SH EL P Schermerhorn 44. Rodizio Grill - L (Thu-Sun) D P TO: Symphony P 45. Buffalo’s Nashville - LD Pinnacle Center I-40 E/W GRAND P Bldg 46. P leBack Music City I-65 N/S P a s Alley Diner - LD STAIRS P 27 P Walk of Fame 47. Bourbon P t Street Blues and P DEMONBREUN MUSIC MILE 4-1-2014 To Music Row & The Gulch pa Boogie Bar - LD 48. lmSalsa Puerto Rican P 33 61 14 P erLatin Cuisine - LD United Methodist Country Music & 54 Publishing Hall of Fame pl - BLD PREFUNCTION 16 49. Subway PEABODY ST and Museum House 53 PREFUNCTION 50. Subway - BLD P ca Cummins 51. Subway - BLD MOLLOy st nn P Music City Center Station P er 52. Pub5 - LD Hyatt y 53. M. Market & Deli - BL Place ro TO: Hampton 54.wM. Restaurant & Bar - LD Inn & Suites Omni Hotel I-40 E/W TO: 15 P Nashville 55. Husk - LD 55 63 Downtown I-40 E/W 59 48 56. Luigi’s City Pizza - LD AY W 58 57. Cherry Street Eatery & Sweetery - BL TE 60 GA FRANKLIN ST 58. Bob’s Steak & Chop House - D KOREAN VETERANS BLVD 59. Barlines - LD NORTH 60. Kitchen Notes - BLD P 61. The Farm House - LD lea 62. Swank’s Martini & Wine Bar - BLD st 63. Pinewood Social - BLD 4-1-2014 p

TERRACE TO: I-65 N via Ellington Pkwy

SERVICE ELEVATORS

1st ave n

2nd ave n

3rd ave n

SunTrust

CMT Bldg

GAY ST

1st ave n Entertainment District

Regions Bank Tennessee Bldg State Capitol

WAY

P P

Courtyard by Marriott Nashville Downtown

Downtown Presbyterian Church

Central Church of Christ

20 19

Bank Bldg

TI TA N S

AVE ave N n 4th

4TH

PKW Y

2nd ave n

46 Fifth Third

3rd ave n

10TH

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BRANDON ST

Indigo

R OB E R T S O N

JEFFERSON STREET bridge

D I N I N G LEVEL TWO Dining LP

PEARL ST

AVE ave 5TH 5th N

7th ave n

rosa l. parks blvd

ALLEY

ave n

COMMERCE ST 3. Wildhorse Saloon - LD

McKendree Methodist Church

TO: P I-40 E/W P I-65 N/S COMMERCE ST

JA M

PRINTERS

4th ave n

blvd

Downtown Public Library

5th ave n

2. B.B. King’s Blues Club & Restaurant - LD

CHURCH ST

Arcade

Josh Sudbury ia a Nashville attorney who main st Juvenile representing manfocuses his practice Justice on Center TO: P labor and employment I-65 N via matters. agement in TO: Ellington Pkwy P I-24 E/W Josh works with companies to enforce trade woodland st secret and non-compete issues, and regularTO: ly defends employers on EPL cases. Josh will I-24 E/W P P lead the EPLI session on Monday morning.

To East Nashville

HARRISON ST

TO: I-65 N via Ellington Pkwy

Convention Locations

DOWNTOWN 1. Riverfront Tavern - LD LifeWay

6th ave n

CAPITOL BLVD

10TH AVE N

POLK AVE

9TH AVE N9th

To West End

Homewood Suites Nashville Downtown

7th ave n

Hotel

Bicentennial Mall State Park

Nashville Farmers’ Market

8Trosa H AVl. E parks N

McLEMORE

10th ave n

Western Sheraton Downtown Nashville Hotel P P

To Germantown

jefferson ST

Future Site of Museum of African American Music, Art & Culture

YMCA

LifeWay Plaza

Tiffany Maruniak is the Product and Business Development Manager for the Florida Surplus Lines Service Office, which administers the Non-Admitted Insurance Multi-State Agreement (NIMA). Tiffany will lead the Surplus Lines Changes session on Monday morning.

PKW Y

Thomas “Tom” Minkler is president of the Clark-Mortenson Agency in Keene,P New Hampshire. Tom is a past chairman of Pthe New Hampshire Association, past New GAY ST Hampshire director on the Big “I” National Board and past president of the MassachuP setts Association.

PEARL ST

2nd ave n

3rd ave n

R O B E RT S O N

1ST AVE

AVE ave N n 4th

JA M

4TH

6th ave n

7th ave n

blvd

Tom Minkler, CIC

Tiffany Maruniak

MUSIC ROW 1-6

8Trosa H AVl. E parks N

Get to know our great lineup of special guest speakers: HARRISON ST

PREFUNCTION

Bicentennial Mall State Park

Nashville Farmers’ Market

JEFFERSON STREET bridge

5th ave n

jefferson ST

Future Site of Museum of African American Music, Art & Culture

CUMBERLAND 1-6

The Tennessee Insuror

IT’S THE RIGHT THING TO DO. From left to right: Andy Roe, Katie Roe Weiper, Jim Roe and Patrick Roe

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Managing General Agents and Wholesale Insurance Brokers

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The Tennessee Insuror

INSBANK: Leading by Example Bank Leadership Provides Consistency and Support for Insurors Members INSBANK has been serving the needs of independent insurance agents and other clients in Tennessee since its inception 14 years ago. In 2008, the company also acquired Finworth Mortgage to add residential mortgages to its available products. If you or your agency has banking needs, please consider contacting our friends at INSBANK. Jim Rieniets - President and CEO Jim Rieniets has been with INSBANK since its inception, first serving as its Chief Lending Officer. He was named President in 2007 and in 2010 assumed the additional title of CEO. He is active in the Tennessee Bankers Association having served on its Credit Committee. Jim also serves as Chief Manager of the bank’s subsidiary, Finworth Mortgage, LLC. Mike Qualls - Chairman Mike Qualls served as the original CEO and president of INSBANK at the bank’s inception in 1999. He currently serves as Board Chairman, focusing on business development activities. He serves on the bank’s Management and ALCO Committee.



Chad Hankins - Senior VP/Senior Lending Officer Chad Hankins is Senior Vice President and Senior Lending Officer for INSBANK and has over 14 years of experience. He oversees the sales process for INSBANK’s commercial lending products and supervising the bank’s relationship managers. He graduated from Belmont University. Chad also serves on the Board of Directors for the JDRF, Nashville Chapter. Michael Lee - First VP and Managing Director for Finworth Michael Lee serves as First Vice President and Managing Director for Finworth Mortgage, an INSBANK Company. He manages the overall growth of the company. He has more than 25 years of experience in the mortgage industry. Michael is currently a member of Nashville Mortgage Bankers Association. He received his Bachelor degree in business administration from the University of Mississippi. Contact INSBANK today for more information by visiting their website at www.insbanktn.com or calling them at 1.866.866. BANK (2265). u

GROUP OF INSURANCE COMPANIES CELEBRATES THE 25TH ANNIVERSARY OF ITS TENNESSEE BRANCH OFFICE

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The Tennessee Insuror

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2014 National Alliance Conferees

Forty Five Insurance Professionals in Tennessee Have Earned These Prestigious Designations

Earning a designation from the National Alliance for Insurance Education and Research shows a commitment to professionalism and service in our industry. Insurors is proud to co-sponsor these programs, and we congratulate the 45 professionals that earned designations this year.

Certified Insurance Consultant (CIC) Conferees Patricia Blair Bramlett, CIC The Crichton Group - Nashville Blair has been in insurance since 2006, and now works as an Account Manager in the Real Estate Practice of The Crichton Group. She graduated from the University of Mississippi with a Bachelor of Business Administration in Insurance and Risk Management and joined Crichton Group in 2010. Heidi R. Carroll, CIC Travelers - Chattanooga Heidi has over 28 years in insurance, and now serves as a Sales Executive for Travelers. A former independent agent, she started with Travelers in 1995. She has a Bachelor of Arts degree in Risk Management and insurance from Florida State University. Barbara Ann Dilliard, CIC, CISR Willis of Tennessee - Nashville Barb is a 20 year veteran of the industry, and currently serves as a Client Manager for Willis of Tennessee. She began her career in personal lines but has now worked the last 15 years on the commercial side of the business. Sky M. Hamilton, CIC, CISR, AU, AIS Boyle Insurance Agency - Memphis Sky has over 15 years in the insurance industry, and currently works as an Account Manager in the Senior Living Division for Boyle Insurance. She is a graduate of the University of Mmephis with a Bachelor degree in Fine Arts. She is also a published writer, having authored ‘The Shackin’ Attraction – 5 Reasons Couples Use to Cohabitate and 5 Adamant Reasons Not To. Jennifer Hammons, CIC First Volunteer Insurance Agency - Chattanooga Jennifer has 7 years of experience in the industry, and is now an Account Manager for First Volunteer Insurance. She has a Bachelor degree in Sociology with minors in Anthropology and Biblical Studies from Lee University. She worked for Insurance, Inc. in Cleveland before moving to First Volunteer in 2012. 12

Elizabeth N. Huff, CIC, AAI Lipscomb & Pitts Insurance - Memphis Elizabeth has been working in insurance for 27 years, and is now a Commercial Lines Account Manager for Lipscomb & Pitts Insurance. She started out in personal lines before moving to commercial lines. She also worked for a smaller agency before returning to Lipsomb & Pitts 11 years ago. Arastu T. Jahanbin, LUTCF, CIC Farmers Insurance - Brentwood Arastu has 13 years in insurance and now works as a District Manager for Farmers Insurance. He has a Biology and Computer Science degree from Trinity University. Lindy Johnson, CIC Willis of Tennessee - Nashville Lindy has been in insurance for 5 years, and is a Placement Specialist for Willis of Tennessee. Janice A. Letson, CIC, CISR AON Risk Services - Franklin Janice has over 43 years in the industry, and serves as a Senior Claims Consultant and Assistant Vice President for Aon Risk Services. She began her career with Great American Insurance Company. She is a past president of the Nashville Claims Association and Tenneseee Claims Association. Sam A. Lynch, CIC, AAI, AINS, MLIS J. Smith Lanier - Chattanooga Sam has been in insurance for 3 years, and is currently a Claims Analyst for J. Smith Lanier. He has a Bachelor degree in Risk Management and Insurance with a Minor in HR Management from the University of Mississippi. Karen S. McKay, CIC, CISR Nash and Powers Insurance - Bristol Karen has worked in the industry since 1983, and is now an Account Manager with Nash & Powers. She began her career career with Laws-Troutman Insurance in Elizabethton and moved to Virginia where she worked for another agency. She returned to work in Tennessee in 1999. Brian A. Moore, CIC, API Cincinnati Insurance - Murfreesboro continued on page 46 The Tennessee Insuror

SIMPLE SOLUTIONS TO ATTRACT AND RETAIN CUSTOMERS. Karen Bailo GM, Agency Sales and Distribution

Learn how Progressive leads the independent agent market in awareness, consideration, savings, and customer service*. To view our product offerings and to become a Progressive appointed agent, visit ProgressiveAgent.com.

continued on page 48 The Tennessee Insuror Progressive Casualty Ins. Co. & affiliates. *Source: Millward Brown monthly brand tracking study, Q4 2012. 13A00200.B (07/14)

Daniel Learns About Insurance: Bed & Breakfasts to Airbnb Are Your Clients Inviting Risk Into Their Homes?

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 and coverage questions he has about popular trends and day-to-day life. When I was a kid, our Fall vacations often consisted of going to a Bed & Breakfast at an old manor-style home in the Smokies with one TV in the lobby for guests to share. As you could imagine, this was not a dream vacation for an adolescent. Many of those trips I ended up waiting for a nice older lady to finish watching the Home Shopping Network so I could turn on college football. Now that I get to plan my own vacations, it is sometimes hard for me to look past those memories and agree to stay at a Bed & Breakfast or “BnB” as they are sometimes called. But the truth is, the culture of BnBs is changing thanks to a new trend of “Homesharing.” Much like the ridesharing I discussed in a previous article, home-sharing allows homeowners to rent space in their homes to guests for compensation. This is not a new concept, but it may be a bigger trend than you think. In 2008, Brian Chesky, Joe Gebbia and Nathan Blecharczyk launched a website for a company called AirBed & Breakfast (now known as Airbnb). The original site offered short-term living quarters, breakfast and a unique business networking opportunity for attendees who were unable to book a hotel in the saturated market of San Francisco. The name for the site was based on the rental space that Chesky and Gebbia had created in their loft apartment’s living room to accommodate up to three guests on air mattresses. The concept has taken off, with over 6 million guests using Airbnb.com in 2013. They have twelve offices throughout 4 continents, and plan on expanding their U.S. operations into a Portland, Oregon-based office this year. Do any of your clients offer space in their home on Airbnb.com? It is a good

written by Daniel Smith

possibility, as there are over 1,000 homes available for renting in Tennessee on the site. In fact, Nashville recently led the entire country in year-over-year bookings via Airbnb.1 In addition, a Brentwood-based company is now offering a high-value version of the Airbnb model. The company, 3rd Home, will work more like a vacation club model, with homeowners earning credits towards staying at million-dollar homes around the world. The entry level home value for the club is $500,000. If homeowners allow guests access to such a home for one week, they would earn $500,000 in credit, two weeks would be $1,000,000, and so on. The program has around 2,500 member homes after its first two years in existence.2 Perhaps thanks to this rapid growth, several cities in the U.S. have begun adding regulations to rentals by owner. Nashville is among the cities looking at adding such regulations. The rules would likely include taxation, food preparation, parking and fire safety standards.

Are the Homeowners Protected? Is the Property? Airbnb user profiles contain recommendations, reviews, and ratings to build credible online reputations within the platform. Additionally, the site provides a private messaging system as a channel for users to message one another privately before booking and accepting reservations. Hosts are never required to accept a reservation. After the guest has checked out, the parties review one another to build website credibility similar to online marketplaces like eBay. All guests must

Some of your clients may already be renting their home on Airbnb or similar sites.

The Tennessee Insuror

Liberty Mutual Insurance is a proud sponsor of the 121st Annual Insurors of Tennessee Convention.

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ÂŠ 2014 Liberty Mutual Insurance. Insurance underwritten E\ /LEHUW\ 0XWXDO ,QVXUDQFH &R %RVWRQ 0$ RU LWV DIÂżOLDWHV RU VXEVLGLDULHV 15

have a verified ID before booking. But what about insurance? Although many refer to these services as â&#x20AC;&#x153;housesharing,â&#x20AC;? the technical transaction is renting. As such, the renter (i.e. roomer or boarder) would not have their property covered under Coverage C section 4.f.3 In addition, under Coverage C section 4.g. property is excluded if it is â&#x20AC;&#x153;regularly rented or held for rental.â&#x20AC;? It is possible that in the instance of a loss, an insurer would argue that properties listed on a site like Airbnb were indeed, â&#x20AC;&#x153;regularly held for rental.â&#x20AC;?

THE BRITISH ARE

COMING HERE

This brings up another issue, is the â&#x20AC;&#x153;landlordâ&#x20AC;? running a business? Mike Edwards of Big â&#x20AC;&#x153;Iâ&#x20AC;? Virtual University says it is a possibility. â&#x20AC;&#x153;In general, the business exclusion would only come into play (if the landlord) receives more than $2,000 in the year prior to the inception of his current policy (see 3.b.(1) in the definition of â&#x20AC;&#x2DC;businessâ&#x20AC;&#x2122;). Many experts have questioned the rationale for this timeframe guideline. The deciding factor in whether or not renting (â&#x20AC;&#x153;sharingâ&#x20AC;?) a house (in whole or in part) is a â&#x20AC;&#x2DC;businessâ&#x20AC;&#x2122; is based on how much money was made in the 12 months prior to the current policy term. Nonetheless, the amount of revenue (the landlord) receives is one of the key factors which play a role in determining whether or not the business exclusion applies.â&#x20AC;? â&#x20AC;&#x153;Assuming (the landlord) has exceeded the income threshold, the next issue in the business exclusion is the extent and frequency of rental. There are three exceptions to the business exclusion on this point. First, if a rental is â&#x20AC;&#x2DC;occasional,â&#x20AC;&#x2122; the exclusion does not apply (see Exclusion E.2.b.(1)(a)). Note that â&#x20AC;&#x2DC;occasionalâ&#x20AC;&#x2122; is not defined, and this has resulted in confusion, uncertainty, and litigation. Second, under E.2.b.(1)(b), if (the landlord) rents only a part of their residence, the exclusion does not apply, even if the rental is on a regular basis, which is probably common for many who participate as hosts in â&#x20AC;&#x2DC;house sharingâ&#x20AC;&#x2122; arrangements such as Airbnb. However, if (the renter) brings more than two people with them (as â&#x20AC;&#x153;roomers or boardersâ&#x20AC;?), this would probably trigger the exclusion. Third, under E.2.b.(1)(c), (the landlord) could rent a part of their house as an office, school, studio or private garage on an occasional or regular basis without triggering the exclusion.â&#x20AC;? So what does it all mean? Most likely that in the event of a loss, a homesharing insured may be facing an uphill battle with their insurer when it comes to coverage exclusions. Be sure to advise your clients on the risks involved.

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1-According to 9/18 article â&#x20AC;&#x153;New rules could target Airbnb, others in Nashville,â&#x20AC;? via The Tennessean 2-All statistics per www.3rdhome.com 3-Per Virtual University article â&#x20AC;&#x153;House Sharing and Car Sharing: Is It Sharing or Is It Renting â&#x20AC;&#x201C; And Is It Covered?â&#x20AC;?

About the Author Daniel Smith serves as the Director of Communications for Insurors of Tennessee. He has a Bachelors degree in Marketing with a minor in Graphic Design from the University of Tennessee at Chattanooga. He may be contacted at dsmith@insurors.org. u 16

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

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

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

BEST

Our independent agents and policyholders can expect to continue to receive the same outstanding products, services and solutions, as our staff remains unchanged. Bill Emerick, Regional Vice President, continues to lead our staff at the local branch office at 5301 Virginia Way, Suite 250, Brentwood, TN. BSIG takes a broad approach to underwriting for ‘best in class’ business primarily in the construction, light manufacturing, hospitality, real estate, mercantile, wholesale and business service industries.

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

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

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

At Berkley Southeast Insurance Group we have local people finding practical solutions…. for our agents and policyholders. For additional information please contact: Bill Emerick at bemerick@berkleysig.com or 615.932.5508

berkleysig.com local people finding practical solutions 18

commercial lines property and casualty insurance

berkleysig.com local people finding practical solutions The Tennessee Insuror

Future Leaders Spotlight

presented by

Lanny Saunders • Insight Risk Management/McDonnell Ins. - Cordova Lanny Saunders of Insight Risk Man./ McDonnell

Lanny Saunders, CIC was born in Dallas, but grew up in Rossville, Tennessee, a small town just outside of Memphis. He and his wife Jodie have three boys, Jayden (16), Logan (15) and Ethan (12). They stay busy with football, basketball, cross country, track and lacrosse at the boys school, Evangelical Christian in Memphis. They also stay active in their church, Living Hope Church in Piperton.

The Insuror: Can you tell us a little about your current job title and responsibilities? Lanny: I’m a Commercial Lines P&C and Benefits Producer and a Partner in the agency. My primary responsibility is to prospect and generate new business and service my existing clients. I do enjoy helping new producers start their journey.

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

as a Claims Account Executive (CAE). It was then I realized insurance sales is where I wanted to be. I had a friend that referred me to McDonnell Insurance, I interviewed and was able to get the job. Now 17 years later it was the best decision I have ever made.

The Insuror: Do you have any influences/role models in the industry? Lanny: It’s hard, if not impossible, to succeed in this industry and not to have influences or role models. Two people within our agency have had a great deal of influence on my success, David McDonnell and Jeff Hall. Both, through the years, have always been uplifting and supportive, walking me through situations and picking me up when times get tough. The tight-knit relationships of our agency make us unique and successful. We are all there to help and encourage each other whenever it is needed. I look forward to expanding our agency’s relationships and success now that we have merged with Menard, Gates and Mathis to form Insight Risk Management.

The Insuror: Why did you choose to pursue your CIC designation? Has it proven valuable?

Lanny: I graduated from University of Tennessee at Martin, where I received a Bachelor of Science degree in Business Administration/Marketing. I have also obtained my Certified Insurance Counselor designation through the National Alliance.

Lanny: I knew that just getting my license was not enough to give me the book knowledge of P&C insurance. Since I also did not get a degree in insurance I felt I needed to pursue an avenue that gives me the best knowledge for what I wanted to be my career. So I chose the CIC designation. The testing, the continuing education classes, and particularly the Ruble classes have been extremely valuable and have given me a knowledge that I would not have otherwise had.

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

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

Lanny: Well, it’s a funny story. When I graduated from college I knew I wanted to be in some type of sales. However, the job market was challenging at the time. I looked at all kinds of sales jobs; medical, industrial, advertising, but they all wanted experience. So one day I saw an ad in the newspaper for a workers’ compensation claims adjuster position. I called and got an interview. Being fresh out of college and not taking any Risk Management or Insurance classes, I was not 100% sure what workers’ compensation did, but the job sounded good. I ended up getting hired and worked for Travelers for four years, going from an assigned risk adjuster, to a dedicated accounts adjuster, to a supervisor and ended my time there

Lanny: Work, patience and perseverance! I know it might sound cliché, but it can be the difference between succeeding or failing. This industry is not easy, many young people come in thinking you can just work a little and it all comes together (I actually played more golf as an adjuster). It takes work, and you have to work on discipline and continually work on developing relationships. It takes patience, you have to be patient on relationship building, you have to be patient on winning accounts. It can take several years before it pays off. It takes perseverance, there will be trials and times of doubt, but you have to push through. I also cannot stress enough for a young producer to find a seasoned and successful producer

The Tennessee Insuror

or agency principal to have as a mentor. Develop a strong relationship with that person and follow their lead as much as possible.

The Insuror: As an independent agent, you have many partners in this industry, including carriers, MGAs and many more. How do determine which ones are the right relationships? Lanny: It seems like two or three times a week we have company people in our office. It is impossible for any one producer to maintain a strong working relationship with them all. You really need to see who you work with best. You also want to see what that carrier can do in regards to service. Price is important, but with the right clients service and coverage often times override price. So, it’s important that you have strong carrier relationships with the right companies. It will always reap rewards.

The Insuror: Thank you for giving us your time Lanny, we appreciate it and wish you continued success in your career. Lanny: Thanks to the The Tennessee Insuror and Berkley Southeast Insurance Group for the opportunity to share in this series. I look forward to hearing from others in the industry in future issues. u

"32 25

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The Tennessee Insuror

6/9/14 10:57 AM

From Your President I Can Feel it in The Air

It’s that special time of year again! The weather is starting to get cooler, the days are getting shorter, the Vols are playing football, it must be time for the Insurors Convention! Fall is a great time of the year for many reasons, but the Insurors Annual Convention is one that sometimes gets taken for granted. For 121 years, Insurors of Tennessee has hosted a meeting for independent agents in Tennessee to come together, form new relationships, renew old friendships and meet with business partners. Where else in Tennessee, or even in this region, can you meet with 80+ exhibitors and hundreds of other industry personnel who want to do business with you?

a meeting room set up for you to have discussions with current or potential business partners, friends or friendly competitors. I know I’ll be checking it out.

I hope you are attending this year’s convention, but if not, please consider coming to a future event. Next year’s convention will be in my city, Knoxville, and that would be a great place to start! If you are attending this year, please come and say hello to my wife Mimi and I, we’ll be at most of the activities and would love to meet you.

After you recover Monday morning, join us back at the exhibit hall to finish up the trade show with some great door prizes from our exhibitors. We also have two breakout sessions that I think will really provide you with some great info. On Monday afternoon, you can pick one of our many optional activities, or you can just relax in the hotel or checkout downtown Nashville. I’ll probably be hanging around the golf tournament and then heading over to check out the clay shooting.

We’ll begin our convention with the Predators hockey game outing on Saturday night, October 11th at Bridgestone Arena. This promises to be a fun event, and although I am not a big hockey fan, I do enjoy contact sports and, it is a great sport to watch live. On Sunday morning, we’ll head over to LP Field to see the Titans take on their division rival, the Jacksonville Jaguars. There’s just something special about a football team from Tennessee taking on a team from North Florida. I hope the Titans can send them packing. And October usually has the perfect weather for a football game (I hope I didn’t jinx us)! After the game, please join us back at the hotel for the trade show and exhibit hall reception. We have the largest trade show ever lined up for an Insurors Convention, so this is a great opportunity for you to meet your next company or vendor. Don’t need any companies? I bet you will in the next few years, so why not make some connections now? Want a little more in-depth discussion? One of my favorite new features for this year is the business connection lounge presented by Chubb. This is just The Tennessee Insuror

Sunday night at the convention is one of my favorite nights of the year. This year, we have a first class opening celebration and concert set up for you, with a beautiful view to boot! And speaking of boots, I want you to dress up in your finest “black tie & boots” attire. What does that mean? Well, I’m thinking the opera meets the rodeo. Let’s have some fun with it, and you can blame me if you don’t like getting dressed up.

Monday night is always a fun time to catch up with company partners. I know I’ll be stopping by the company outings and trying to spend some time with old friends.

“W e h a v e a first class opening ce leb r ation and concert set up for you, with a beautiful view to boot!”

Tuesday may not be the most fun day on the schedule, but I think it is the most important. We will be hearing from our national Big “I” Chairman, Tom Minkler, and conducting the Association business. Part of that business will be to induct our new Board of Directors. I have had the pleasure of volunteering with the Board for several years now, and the folks I have worked with are some of the finest people in the industry. I look foward to meeting and working with the new Board members as well. And just in case you do get bored, there are door prizes! So that does it for me in this issue. I know you will all hate to hear this, but there is only one episode left in this series. So until then, remember to tune in next issue, same Bat time! Same Bat channel! u

Lou Moran III 21

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The Tennessee Insuror

From Your IIABA Chairman The Pace of Change

Today, the pace of change is at an all-time high. There was a time, not too long ago, when the rate of change was slower. Back then any changes in our business were dictated by one of two entities; independent agents or the insurance companies we represented. Today, I would offer that neither of those parties are the primary instruments of change. Rather, it is the consumer who is dictating changes in our business.

exactly where we should continue our focus. The change part of this is, we will need to start to integrate other tools to reach our clients and prospects in the way they want to be reached. This can include forums like; Facebook, Twitter, YouTube, LinkedIn or any other forms of social media communication. There is a reason they call these forums “communities!” This will certainly include the new TrustedChoice.com.

There is a cultural change in buying and servicing products sweeping the country. We would be naïve to think this change does not include insurance products. We will need to adapt our tried and true models to keep pace with this historic change. Consumers want information, and they want it yesterday. They want us to anticipate their needs, not react to them. They want us to be just as readily available at their fingertips (online), as we have been by phone or in person in the past. More simply put, they want us to be there when and where they want to do business.

There is another area of change that will impact all of us. In the next 5-7 years the insurance industry will lose almost 50% of our current work force. The baby boomer generation will be retiring in droves and we will see a talent drain like never before.

Some may think this means we will lose our ability to form tight and lasting relationships with our clients. I think it is just the opposite. I believe that what has made us great and served us well for many years - our ability to communicate on a personal level with our clients - is

As a good place to work, we should have a great story to tell. However, we don’t tell it as well as we should. The next two generations, Generation X and Generation Y look at us as old, behind the times in technology and not inclusive. We need to change this perception. IIABA, along with our InVEST program is tackling this problem. So change is here whether we like it or not. But, with change comes great opportunity for Trusted Choice Independent agents. The future is bright for those who are willing to change. u

“. . . w e w i l l need to start to integrate oth e r to o ls to reach our client s and prospects in the way they want to be reached.”

Thomas J. Minkler, CIC The Tennessee Insuror

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The Tennessee Insuror

From Your CEO The “Rest of the Story”

Pictured below are the front and back cover of the 2014 Titans Yearbook with a new Trusted Choice advertisement prominently placed. As you know, we have been involved with Titans advertising through the radio programming for the last 14 seasons. Insurors has always sponsored the Coach’s review and we are tagged as “the Trusted Choice Agents of the Insurors of Tennessee” at the end of all insurance company partner radio ads, with at least 11 mentions per game. The consistency and longevity of this advertising program increases its value annually. However, we also continually look for opportunities to expand this marketing campaign with a visual presence. Why don’t we advertise inside the stadium? Farm Bureau of Tennessee buys the rights to be the sole property and casualty insurer advertising in-stadium, and therefore Insurors is not allowed to participate. This has sent us looking for other opportunities, and this summer such an opportunity fell in our lap. A marketing firm that has been involved with Trusted Choice advertising in other states and with other professional

sports teams contacted us with an advertising opportunity, the 2014 Titans Yearbook. At the same time, hot off the press was the “new” Trusted Choice Freedom advertising campaign featuring several print ads touting the advantage of an independent agents versus a “captive” agents. We were able to showcase the differences between independent agents and direct writers in a a visual manner using the “birdcage” ad. This has proven to be a great way to transmit the new branding initiative with few words. With these two new opportunities, Insurors took its first step into print advertising and appears on the back cover of the 2014 Titans Yearbook. The Titans Yearbook prints almost 250,000 copies which are distributed to individual season ticket holders, media, corporate sponsors and are also available for sale in the stadium. This has been an excellent way to add a visual image to our longstanding media campaign with the Titans and further increase the reach of TrustedChoice.com for your benefit. u

IS YOUR AGENT E NC RA INSU FREE TO GET YOU A BETTER DE AL?

“We were able to showcase the differences between independent and direct writers in a visual mann e r. . .”

E. EDOM OF CHOICmore T AGENT HAS FRE endent Agents have AN INDEPENDtoEN Trusted Choice Indep many different providers, you and put together ®

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Chuck Bidek, CPCU The Tennessee Insuror

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Education Calendar

TAKE YOUR INSURANCE CAREER TO

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

TRI-CITIES/JOHNSON CITY

MEMPHIS

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

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

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.

NASHVILLE KNOXVILLE

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

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

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

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

CHATTANOOGA 8/14 : CISR : COMMERCIAL CASUALTY II

CONTACT

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

WEBINARS

(REGISTER ANYTIME AT INSURORS.CEU.COM)

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

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

CISR

Fee: $173

11/12 Personal Lines Miscellaneous 11/13 Personal Lines Miscellaneous

CE: 8

Nashville Memphis

CIC

Fee: $385 (Ruble $420)

CE: 24

11/12-14 Commercial Property

Cyber Risk

Nashville

Fee: $420

12/3-4 Cyber Risk Seminar

Nashville

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

Building Success Mid South Mutual provides Workers’ Compensation to Home Building, Commercial Trade Contractors and related industries in Tennessee. Examples of clients we serve include: HVAC Contractors Building Suppliers Siding Installers Dry Wallers

Bricklayers Electricians Plumbers Painters

Carpenters Framers Flooring Cabinetry

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

The Tennessee Insuror

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Discover why Encompass is different. Contact Monica Scott at 1.615.585.6306, monica.scott@encompassins.com Encompass is proud to support Insurors of Tennessee

Source: Encompass Customer Satisfaction and Loyalty Tracking Survey, March 2012. Package policy is not available in all states. With an Encompass One SM Policy, if more than one category of property is damaged in the same loss, only one deductible (the highest deductible) will be applied. Certain restrictions may apply. Encompass Insurance Company, Northbrook, IL and its affiliates. Availability from a particular company varies by state. PI-475

The Tennessee Insuror

Government and Legal Affairs Cycling, Accidents and Medical Bills: Oh My! Written by Ashley Arnold-Gold, Insurors General Counsel There is a lot of talk these days about bicycles, insuring them, riding them and avoiding them. Generally speaking, motorists are required to exercise reasonable care to avoid collisions with bicyclists. At the same time, bicyclists are required to exercise reasonable care and not negligently or carelessly expose themselves to danger. However, more is required from the driver because of the inherent differences in the types of vehicles. One question that comes to mind in an auto v. bicycle collision is who pays the medical expenses? Let’s assume for this discussion that the driver is at fault. As a result of the collision, the cyclist needs immediate medical attention and he turns his claim into his health insurance carrier. All is well until the health carrier hears the words “car wreck,” and then tells the cyclist he must turn the bills into the medical pay for his auto carrier. The automobile carrier then denies the claim because the cyclist’s car was not involved, and he was not a pedestrian.

EXPERTISE YOU CAN LEVERAGE. , IT S THAT SIMPLE.

What does the cyclist do? We asked Bill Wilson, CPCU, ARM, AIM, AAM Director of the Big “I” Virtual University what he thought about such a scenario, and here was his response: On the ISO PAP, you have medical payments and UM BI while a pedestrian. Unfortunately, “pedestrian” isn’t defined in the policy. The National Technical Affairs Committee has asked ISO to define “pedestrian” in the PAP and BAP for the following reasons: The PAP extends medical payments to the named insured and resident spouse and family members as pedestrians if struck by a vehicle designed mainly for use on public roads or by a trailer. The term “pedestrian” is not defined in the policy. There appears to be a wide variation in case law and actual claims as to whether “pedestrian” refers only to someone on foot or if it applies to non-motorized vehicles such as bicycles, wheel chairs, scooters, roller skates, etc. if the person using such locomotive devices is struck by a vehicle designed mainly for use on public roads.

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The Tennessee Insuror

Our research has found authorities who support the premise that, for example, a bicyclist is a pedestrian and others who insist that “pedestrian” only applies to locomotion by direct foot power: Title 23 U.S.C. x217 (Bicycle Transportation and Pedestrian Walkways) defines a pedestrian to mean “any person traveling by foot and any mobility impaired person using a wheelchair.” This applies to manual and motorized wheelchairs.

In fact, this exposure extends to certain types of motorized vehicles that are designed for use off public roads such as motorized wheel chairs and scooters, riding lawn mowers, Segways, etc. (One may question the logic of why someone on foot can recover under medical payments yet someone in a wheel chair who is unable to walk cannot IF “pedestrian” is interpreted to apply only to individuals on foot.) In addition, there have been cases involving people on horseback and even sitting in chairs where the term “pedestrian” was considered.

Good health is good business.

Massachusetts Laws says that “pedestrian” includes “personal operating bicycles, tricycles and similar vehicles and persons upon horseback or in vehicles drawn by horses or other draft animals.” In State Farm Mut. Auto Ins. Co. v. Stein, 940 P. 2d 383 (Colo. 1987), the court held that a bicyclist was not a pedestrian within the meaning of the UM coverage section. In Cole v. Auto-Owners, 272 Mich. App. 50, 723 N.W.2d 922 (2006), the court reached the same conclusion about cyclists as Stein. On the other hand, in Tucker v. Fireman’s Fund, 308 Md. 69, 517 A.2d 730 (1986), the court found that someone who was stationary on a stool was a pedestrian and that the term could be ambiguous when applied to a particular set of facts. While we could not find the actual ISO document, ISO Circular PP-79-181 is said to advise that it was the intent for pedestrian status to embrace all situations other than occupancy of a motorized vehicle. At this time the definition of “pedestrian” still remains on the Technical Affairs agenda. In the meantime, the cyclist in question can turn the claim in under his PAP, appeal the health declination or seek reimbursement from the driver’s insurance carrier. About the Author Ashley Arnold-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. She may be contacted at aarnold@insurors.org. u 32

BlueCross BlueShield of Tennessee provides affordable, innovative health solutions to companies like yours. We partner with you to get to know what your employees need to live healthier lives. See how BlueHealth Solutions can keep your workforce healthy and productive. To learn more, call your BlueCross BlueShield of Tennessee representative or 1-888-924-2271. SM

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The Tennessee Insuror

Association Update

Insurance Journal Lists Top 100 Agencies

The Hylant Group Donates to Nashville Zoo

The Insurance Journal recently announced their list of the Top 100 Agencies as ranked by total 2013 P&C revenue. Several Insurors members made the list, including J. Smith Lanier & Co., Hylant Group, TIS Insurance Services and Lipscomb & Pitts Insurance.

The Nashville office of The Hylant Group recently made a donation of over $3,000 to support the Nashville Zoo at Grassmere. The gift, presented in the Kangaroo Kickabout section of the zoo, was made possible in part by the Cromwell Radio group and former Predators Head Coach Barry Trotz. With each Preds victory in 2013-14, The Hylant Group agreed to donate $100 to the organization of Trotz’s choice, with Trotz designating the zoo to receive a donation.

New Big “I” Leadership Team Installed The Big “I” recently installed their officers for the next leadership term. David Walker of Michigan was installed as chairman, Randy Lanoix or Louisiana as chairman-elect, Spencer Houldin of Connecticut as vice chairman and Jon Jensen of South Carolina as an at-large member.

Bailey Moves to Arthur J. Gallagher Brian Bailey, a former Client Executive at Hylant in Nashville, has returned to his former employer at Arthur J. Gallagher & Co. as an Area Senior Vice President. Bailey has been in the industry for over 20 years, having worked at Liberty Mutual, Brown & Brown, Wine Sergi & Co. and Captive Resources in the past.

Brock Insurance Opens Chattanooga Office Brock Insurance Agency, which is based in Rossville, Georgia, announced that they will open a new office location on Manufacturers Road this summer. The new 1,900-squarefoot office will be at 1 North Shore, and will offer commercial insurance, personal home/auto coverage, bonds and employee benefits. The agency has been serving businesses in Tennessee and Georgia for more than 50 years. u

MetLife Auto & Home®

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MetLife Auto & Home Book Rolls Open the door to sustained profitable growth with MetLife Auto & Home Do you have a book of business that isn’t earning up to your expectations? Take advantage of the brand power and superior products of one of the country’s leading personal lines insurance companies by rolling the book to MetLife Auto & Home. We make it easy for you. Our rate capping provides powerful guarantees. To prevent surprises, each customer’s existing premium is capped in the first term so they won’t experience an increase at the time of a book roll of more than $10. In addition, premium increases are capped at each renewal*. We do all the work. You’ll be assigned a dedicated book roll team that will take care of everything for you, including quoting all policies and handling all policy issue requirements.

Debbie Lazzaro

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swheeler1@metlife.com * Rate capping is available for all lines of business (except PELP and boat) in profitable books over $100,000. In the first term, the prior rate is typically matched within plus or minus $10. Not available in all states. Regional Sales Manager approval is required.

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The Tennessee Insuror

I AmTrusted

to help agents provide the best coverage.

From answering underwriting questions to assisting in risk evaluation, AmTrust employees provide the best customer service to agents like you. That’s how you are able to provide the best small-business insurance coverage to your customers, and it’s why AmTrust is the 6th largest workers’ compensation coverage insurance provider in the nation with an “A” rating from A.M. Best.

To learn more about AmTrust, visit us at amtrustnorthamerica.com or call 877.528.7878.

Connect with us A.M. Best rating of “A” (Excellent) FSC “XI”

The Tennessee Insuror

Partner Spotlight

Imperial PFS

Imperial PFS (also known as IPFS Corporation, or “IPFS”) has been the endorsed premium finance provider of the Insurers of Tennessee for almost four years. Why did Insurers select IPFS for its members? Service, technology, reliability, and affordability. These four factors are what separate IPFS from its competition. IPFS offers the Association and its members a partnership that will help take care of their premium financing needs, whatever those needs may be.

Service Your Tennessee sales executive, Dave Baker, is available for inperson consultations regarding how IPFS can help you achieve your business goals. Dave can be reached at 859.630.7369. In addition, internal account executive Stephanie Whitney is always available to ensure you have the support you need. You can contact Stephanie at 1.800.255.6316 x 62696.

Technology IPFS’s technology is designed with agents and insureds in

mind. They now offer two new payment options, credit card and ACH down payments, which will help the agent expedite the down payment collection process in a premium financing agreement. These options are available to qualified agents via IPFS.com. In addition, a new mobile-optimized website allows insureds to make payments, check on payment statuses, and update account information 24/7 on their mobile devices.

Reliability The size and independence of IPFS provides the financial strength and flexibility to handle all of your accounts, ranging from large, complex deals to smaller, more straightforward accounts.

Affordability For almost 40 years, IPFS has provided flexible, customizable programs to agent partners tailored to meet the specific needs of their individual books of business and customer bases. Contact Dave or Stephanie today to get more information. u

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The Tennessee Insuror

SIU HAS PROVIDED FRIENDLY AND RELIABLE UNDERWRITING SERVICES THROUGHOUT THE SOUTHEAST FOR 50 YEARS.

Reliable Underwriting

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Dependable Customer Care

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SOUTHERN INSURANCE UNDERWRITERS, INC. CMGA P.O. BOX 105609, ATLANTA, GA 30348-5609 PH: 678.498.4500 t TF: 800.568.1700 FX: 678.498.4600 t WWW.SIUINS.COM

The Tennessee Insuror

Company Spotlight

Preferred Comp of TN/Meadowbrook Insurance For 18 years, Preferred Comp of Tennessee, a division of Meadowbrook Insurance Group (Meadowbrook) has been endorsed by the Insurors of Tennessee as the monoline workers’ compensation market for its member agents. They have been a consistent supporter of the Association over that time, providing strong market choices and competitive options for workers’ comp coverage and services to Insurors member agencies. Preferred Comp has remained a strong presence in the Tennessee marketplace by adhering to its core competencies. Underwriting discipline and local expertise has fueled its success and allowed Preferred Comp to sustain its growth while other markets have come and gone. This rich history will form the building blocks for continued profitable growth and expansion in the Southeast.

Ready for New Opportunities In 2011, Debra Ruedisili joined Meadowbrook Insurance Group as a Regional Vice President to establish a retail agency model footprint in the state of Florida. In March 2014, Debra took on a new role as Vice President of Sales & Marketing and is ready to assist Meadowbrook in promoting its retail model in Tennessee with Insurors members. On July 1, 2014 Meadowbrook/Preferred Comp announced a change in loss cost multipliers (LCM). Star Insurance Company (a Meadowbrook carrier) reduced its multiplier to 1.25, down from 1.45. In addition, Williamsburg National Insurance Company (a Meadowbrook carrier) reduced its multiplier to 1.51, down from 1.60. The new LCMs give Insurors members and their clients a more competitive product with pricing flexibility to better suit individual risk characteristics.

Keller Chapman Joins Staff In September, and with boots on the The Tennessee Insuror

ground, Keller Chapman joined the Meadowbrook /Preferred Comp team as the Field Underwriter for the state of Tennessee. Keller has over 37 years of experience in the insurance industry having spent almost all of that time in Tennessee. His responsibilities include cultivating agent relationships and developing business across the Tennessee marketplace. Keller has a Bachelor of Science degree from Lipscomb University in Nashville. His past experience includes underwriting, marketing, brokerage, reinsurance and sales. Chapman has underwritten worker’s comp and P&C lines of insurance for both public and private sector risks and assisted in establishing safety committees for clients that improved their loss history. He is excited about renewing his agency relationships with you and writing good, profitable workers’ compensation business.

A Consistent Member Market Meadowbrook/Preferred Comp stands ready for your business. As an Insurors member, you have preferred access to the Meadowbrook companies through Preferred Comp. To get started, please submit the following: 1. A fully completed and signed WC ACORD 130 (make sure it is dually signed); 2. Include FEIN number, officer/partner information, number of employees and payroll by class, most current experience modification worksheet, and 3-5 years of currently valued loss runs. Please be sure to provide explanatory remarks for any Yes answers in the general information section on the WC ACORD form. 3. Email to Preferred Comp at preferred@ meadowbrook.com. u

Tennessee Contacts Heidi Langella Regional Vice President heidi.langella@meadowbrook.com 1.800.755.8090 x2151 Debra Ruedisili Vice President, Sales & Marketing debra.cerre-ruedisili@meadowbrook.com 561.339.4282 Keller Chapman Field Underwriting Manager keller.chapman@meadowbrook.com 615.514.5562 Joshua Allen-Bottoni Assistant Underwriter joshua.allen-bottoni@meadowbrook.com 1.800.755.8090 x2161 About Preferred Comp Preferred Comp of Tennessee, a division of Meadowbrook Insurance, is exclusively endorsed by Insurors as the provider of monoline workers’ compensation markets. About Meadowbrook Founded in 1955, Meadowbrook Insurance Group operates six insurance carriers and are licensed on both an admitted and non-admitted basis in all 50 states. They market and underwrite specialty property and casualty insurance products through a broad and diverse network of independent retail, wholesale and general agents. The mission at Meadowbrook Insurance Group is to continue to meet the needs of the evolving specialty insurance marketplace. 39

Dave Porch Porch-Stribling-Webb Waverly, TN

Tom Strate Strate Insurance Group Morristown, TN

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

Jack Spann Spann Insurance Nashville, TN

Richard Hollis Hollis & Burns Memphis, TN

Roger Smith Thompson & Smith Insurance Jackson, TN

Presidents of Insurors of Tennessee

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Or visit www.keystoneinsgrp.com The Tennessee Insuror

Looking Back

a past president spotlight presented by

E.B. Tanner • Union City/Westan Insurance • Insurors President in 1962 The late E.B. Tanner of Union City Insurance

Emerson Beck “E.B.” Tanner, is our spotlight for this issue. Known to his friends as Buzz, Tanner passed away in 2004. He was a partner in the Union City Insurance Agency, which is now part of Westan Insurance Group in Union City.

The Union City Insurance Agency has been in continuous operation in the town for more than a century, with its beginning traced back to 1895. J.E. Beck, grandfather of E.B. Tanner, was the original founder. During the early years of Union City’s history Mayor W.J. Gardner operated the agency, and through the years several of Union City’s outstanding citizens have been connected with its operation. Tanner was a 1943 graduate of the University of Tennessee at Knoxville with an undergraduate degree in business administration. While at UTK, he was student body president, president of Alpha Tau Omega fraternity, a Torch Bearer and a member of the Scarabean Society. Upon graduation, having completed the requirements of the UTK Advanced ROTC program, Tanner was commissioned a second lieutenant, infantry, in the U.S. Army. Having been called to active duty, he was transferred to the European Theatre of Operations where he saw action in France, Germany and Belgium. He was a survivor of the Battle of the Bulge, December 14-26, 1944. Tanner was awarded the Purple Heart Medal for having been wounded in combat. He also earned other awards and decorations for his military service. In 1946, he was honorably discharged from the U.S. Army with the rank of captain. He returned to Union City, where he joined his father, the late Walker Tanner, at Union City Insurance Agency and First Federal Savings and Loan Association. Buzz became a partner and active manager of the agency upon his return. He remained active in the agency and was president of the board until his death in April 2004 at the age of 82. In addition to his service to Insurors, Tanner was also President of the Tennessee Savings and Loan League and the Union City Rotary League. He also served twenty years with the Tennessee National Guard, and retired in 1964 with the rank of Major. Today, his son, former U.S. Congressman John Tanner, serves The Tennessee Insuror

as CEO of the agency, and his grandson, incoming Insurors Region I Director Portis Tanner, is the Chief Operating Officer. We talked to Portis about his grandfather, and the impact Buzz had on him and the industry.

The Insuror: It’s been over fifty years since your grandfather was President of Insurors, did he ever talk about the Association or his time in the insurance business with you? Portis: Absolutely. Growing up around the corner from him I can still remember being at his house on Saturdays in the fall for the Tennessee Volunteers football games (and if we were lucky, the USF&G Sugar Bowl), and one of the most vivid memories I have is seeing Insurors/Big “I” logos everywhere, from glasses and license plates to golf shirts, plaques, etc. I can also remember working at the agency in high school and as soon as you walked in the front door, you could easily tell the extent of our relationship with the Insurors. He was always proud of being a member and past president of the Association, and was also a close personal friend of (former Insurors Executive Director) Jim Alexander from McKenzie.

The Insuror: What do you think your grandfather would be most surprised by about the way the industry has changed? Portis: Technology and the ease of doing business, especially in regards to new rating systems and real-time quoting with certain carriers. I’m sure that would be true of anyone from his generation, but more importantly I think he would be equally impressed by what has not changed, and that is the service aspect you can only get from an Independent Agent. I think it would put a smile on his face to know that in this day and time there is still tremendous value in looking someone in the eye, giving a handshake and a promise, and being there to keep that promise when they need you the most.

The Insuror: How important is it to you to carry on the legacy of your family as an independent agent? Portis: I feel it is extremely important. For one, to be a part of something that is bigger than yourself, and two, to be associated with such a rich history in our area. Not only for me, as there are members of our staff that have family members that have worked in our agency (i.e. aunts, uncles, cousins, grandparents) and the history is important to them as well. I know as a team, we will continue to do our best and build on that legacy for our children and grandchildren. u 41

We get you. We understand what agents want and we’re committed to giving you the tools you need to grow your agency. Look into a partnership with us by calling today. Amy Mayes 352-384-4186 mayesa8@nationwide.com

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Company Briefs

Auto-Owners Adds NASCAR Sponsorship

Auto-Owners Insurance recently announced a new sponsorship of the #51 NASCAR Sprint Cup Series Team and driver Justin Allgaier. They have partnered with NASCAR in response to requests to build awareness about A-O and ultimately to drive business to agents. This advertising is designed to prompt viewers to visit www.auto-owners.com and use the agency locator to find their local agent.

Auto-Owners will be the primary sponsor for Justin and the #51 team for two Sprint Cup Series races: Atlanta Motor Speedway on August 31st and Martinsville Speedway (Virginia) on October 26th. Both races will be nationally televised.

Chubb Names Bennett Branch Manager The Chubb Group of Insurance Companies has selected Tyrone Bennett to lead the Chubb Tennessee Branch office and serve as Core Commercial Lines Liaison. Most recently, Tyrone managed the Chubb Specialty Insurance division for Chubbâ&#x20AC;&#x2122;s Southwest Region in Houston, TX. During his 22 years in the insurance business and 17 years with Chubb, Tyrone has held a wide variety of underwriting and leadership positions, including Entertainment Insurance, Accident & Health as well as Executive Protection. He holds a BBA degree in Insurance and Risk Management from St. Johnâ&#x20AC;&#x2122;s University in New York. Tyrone brings a wealth of experience to this new role, having developed and led remote resources while effectively executing on business strategies. He has developed and launched several new product offerings for Chubb during his tenure. Tyrone is an avid teacher and trainer and has been recognized by the BIG I of Texas for several years running. As the TN Chubb Branch Manager replacing Kathleen Overlin, who now leads up the Chubb Global Agency Education program, Tyrone will be responsible for developing and implementing successful sales strategies and further building upon our agency partnerships in the state ofTennessee.

SIU Names Duesenberg III as President Georgia-based managing general agency Southern InsurThe Tennessee Insuror

ance Underwriters has named Wesley C. (Tripp) Duesenberg III, as the company’s new president. He succeeds his father, Wesley C. Duesenberg Jr., who has served as president for the previous 30 years and who will assume the position of chief executive. He is the third generation of the Duesenberg family to lead the business.

Johnson & Johnson Names New Personal Lines President

LOOKING FOR MARKETS? We Are Your Solution.

Johnson & Johnson, Inc. recently announced that effective immediately, Francis Johnson, Jr. has been named Vice President of Personal Lines. After growing up in an insurance family, Fran decided to attend the University of South Carolina, where he later graduated with a Business Administration degree. Fran spent the last few years exploring the insurance industry around the world.

J.M. Wilson Adds Wotring to South Region J.M. Wilson is pleased to announce the addition of Wendy Wotring to their Southern Region. Hired as the Sales and Agency Relations Specialist for North Carolina and Tennessee, Wendy will be the primary resource and liaison for insurance agents, listening to their needs, offering solutions and building relationships. Wendy has held a variety of positions in the insurance industry over the past 25 years, 13 of which she worked for an insurance agency, which gives her a unique perspective. Wendy formerly worked with The Colonial Group and Piedmont Mutual Insurance Company.

Keystone Adds Bradshaw & Company Bradshaw & Company Insurors of Dyersburg is Keystone Insurers Group’s newest franchise partner in Tennessee. The announcement was made in September by Bradshaw & Company principal Walt Bradshaw and Michele Bicknell, Tennessee state vice president for Keystone Insurers Group.

Nationwide Moving to One Brand Nationwide, which currently operates under multiple brand names – including, but not limited to Nationwide Insurance, Allied Insurance, Harleysville Insurance, Nationwide Financial, Scottsdale Insurance, Crestbrook Insurance and Veterinary Pet Insurance – is moving to a one-brand approach to leverage its diverse product portfolio, financial stability and business relationships more effectively. Nationwide will transition to the new brand, for the most part, over the next 18 months. The updated Nationwide N and Eagle brand mark will replace the blue frame in the company’s marketing and advertising. u 44

The Atlas General Difference Atlas is a National Full Service Program Manager offering a wide range of insurance solutions including workers' compensation, contractors' general liability and BOP, with many other coverages available. Now writing trucking-local (no new ventures, $5,000 minimum), new venture contractors, healthcare, assisted living and allowing experience mod's up to 2.00. Atlas has expertise in developing and underwriting specialty programs with a variety of insurance carrier partners. We are committed to providing exceptional services and unique options for our clients. For marketing information, please contact: Lowrey Young, Marketing Rep Garland Byrd, VP Marketing 901-308-3387 865-588-1986 lowrey@atlas.us.com garland@atlas.us.com To learn more about our products, call (877) 66-ATLAS or visit www.atlas.us.com

The Tennessee Insuror

CNA IS PROUD TO SUPPORT THE INDEPENDENT INSURANCE AGENTS AND BROKERS OF TENNESSEE.

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

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 that can help you play an instrumental role in your customers’ business success … we can show you more.® For more information about our coverages, products and services, contact our local Nashville Branch at 615-886-3300, or visit www.cna.com. CNA is a registered trademark of CNA Financial Corporation. Copyright © 2014 CNA. All rights reserved.

The Tennessee Insuror

2014 National Alliance Conferees

Continued from page 12

Steve G. Peay, CIC Boyle Insurance Agency - Memphis Steve is a 30 year veteran of the industry, and is now a Senior Vice President for Boyle Insurance. He began his career in 1984 with R.D. Peay and Son Insurance. In 1988, he joined Crum & Forster as a Sales Manager before joining Boyle in 1990. He majored in Risk Management and Insurance at the University of Mississippi. Jeff Roberts, CIC, CISR Regions Insurance of Tennessee - Memphis Stephanie Sambola, CIC, CISR, AINS BB&T Ins. - Cooper, Love, Jackson, Thorton & Harwell - Nashville Stephanie works as an Account Executive for BB&T Insurance Services in Nashville. James F. Schacht III, CIC MSC Insurance - Clarksville Jamie has worked in insurance for 14 years, and now works as a Partner for MSC Insurance. He has a Bachelor of Business Administration degree from Austin Peay Sate University and began his career as a producer with Synaxis Group. Christopher D. Shepherd, CIC Bancorp South Insurance Services - Memphis Rachel Foster Sieverding, CIC, AAI, AIC Frost Specialty, Inc. - Nashville James D. Smith, CIC, CPCU, AAI, AU Grange Insurance - Nashville Robert A. Smith Jr., CIC Corizon Health, Inc. - Brentwood Robert has 11 years of industry experience and is he Director of Insurance for Corizon Health. He has a Bachelor of Science Recording Industry/ Communication degree from Middle Tennessee State University and an MBA in Finance from Ole Miss. He began his career as a work comp claims adjuster for Liberty Mutual. Regina Turnage, CIC, AIS Penn National Insurance - Nashville Bobby J. Williams, CIC Travelers Insurance - Nashville Bobby has 8 years of experience in insurance, and is now a Construction Account Executive for Travelers. He graduated from MTSU in December of 2005, and started with Travelers in their Underwriting Development Program in July of 2006. 46

Certified Risk Manager (CRM) Conferees Brent Allred, CIC, CRM, AAI, CLCS, CRIS, CWCA Lipscomb & Pitts Insurance - Memphis Brent has been in insurance for over 2 years, and is a Business Insurance Specialist for Lipscomb & Pitts. He studied Risk Management and Insurance at the University of Mississippi. Jason Hilkin, CIC, CRM, ARM, CRIS Liberty Mutual Insurance - Nashville Jason is a 10 year veteran of the industry, and works as a Senior Underwriter for the Middle Market division of Liberty Mutual. He graduated from the University of Georgia in 2004 with a degree in Banking & Finance. He began his career in the direct sales force with Liberty Mutual after college. Matt Neil, CRM Wright Medical Technology - Arlington

Certified Insurance Service Representative (CISR) Conferees Kelly Bartolai, CISR Insurance Incorporated - Cleveland Kelly has been in insurance for 3 years, and works as a Personal Lines Agent for Insurance Incorporated. Laura L. Bergdorf, CISR First Insurance Group - Lebanon Laura has 13 years in the industry, and is a Commercial Lines CSR for First Insurance Group. He attended Tennessee Technology Center in Hartsville and began her career in 2001. Margaret I. Brown, CISR EPG Insurance, Inc./Memphis Insurance Group - Memphis Margaret has over 15 years of experience in insurance, and works as a Customer Service Representative for EPG Insurance. She has a Bachelor of Science degree in Business from Lane College in Jackson and started her career at Marsh at Work Solutions. Holly E. Crisp, CISR Athens Insurance Agency - Athens Joshua William Gutknecht, CISR Lipscomb & Pitts Insurance - Memphis The Tennessee Insuror

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

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

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

Elba, Alabama

RELATIONSHIPS IT’S WHY WE STAND OUT FROM THE CROWD “Relationships are how we do business. We are working toward a common goal and when we are all on the same page we can work more efficiently. It is important for me to be easy to work with and do quality work.”

Thomas Tobolic Claims Representative

800.666.5692

jmwilson.com

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

Lisa M. Kolodziej, CISR BB&T Ins. - Cooper, Love, Jackson, Thorton & Harwell - Nashville Lisa has worked in insurance for 16 years, and is a Marketing Assistant for BB&T Insurance. She has a Bachelor of Science degree from MTSU. Michelle Majors, CISR Vertafore - Pulaski Linda Michelle McKeehan, CISR Athens Insurance Agency - Athens Becky L. Moore, CISR BB&T - Huffaker & Trimble - Chattanooga Becky is a 16 year veteran of the industry and works as an Account Manager for BB&T. She began her career with Travelers as a CSR and advanced to the roles of adjuster and team leader before joining BB&T. She has an Associate of Science degree. Jennifer Norman, CISR TIS Insurance Services - Knoxville Kerri E. Norris, CISR Willis of Tennessee - Knoxville Kerri has been in insurance for 2 and a half years and works with commercial clients in the Willis P&C department. She has a Bachelor of Science in Business Administration degree with a Minor in Economics from the University of Tennessee at Knoxville.

ance, Inc. His background is in student accident, health and benefits insurance. Donna Egyed, CSRM, CPCU Liberty Mutual Insurance - Nashville Donna is a 29 year veteran of the insurance industry, and works as a Territory Manager for Liberty Mutual. She has a Bachelor of Science degree in Business Administration from the University of Arizona, and began her career with Fireman’s Fund in Phoenix. She has now been with Liberty for over 17 years. Linda Presley, CISR, CSRM Willis Pooling Practice - Nashville Linda has almost 20 years in the industry, and holds the position of Account Manager for Willis Pooling Practice. She has worked in accounting, administrative and IT roles in the past. Janet Williams, CISR, CSRM BB&T Legge Insurance - Cookeville Janet is a 14 year veteran of the industry, and is an Assistant Marketing Specialist for BB&T. She graduated from Trevecca Nazerene and began her career in accounting and banking. Insurors congratulates all the 2014 conferees, who will be honored at a luncheon ceremony on November 11th at Richland Country Club in Nashville. u

Debi Riepe, CISR Vertafore - Pulaski Anita S. Russell, CISR Consolidated Insurance Services - Knoxville Vanessa Lyn Sparks, CISR Crum & Blazer Insurance - Maryville

NAI SPECIALIZES IN, BUT IS NOT LIMITED TO: • Garage • Transportation • General Liability • Premium Finance • Property • Liquor Liability

Virginia Marie Wagner, CISR TIS Insurance Services - Knoxville Cherié Elizabeth Webb, CISR Brown & Brown Insurance of Tennessee - Nashville Cherie has worked in insurance for over 12 years, and now serves as Commercial Lines Account Manager for Brown & Brown. She began her career with Travelers as a Select Accounts Underwriting Assistant. She has also served on the Board of Insurors of Nashville.

Certified School Risk Manager (CSRM) Conferees Peter Allen, CSRM ISM Insurance, Inc. - Nashville Peter has 17 years of experience in the industry and is a Senior Field Advisor for Independent School Management Insur48

Our primary goal has been to provide the best service to the specialty lines insurance marketplace. Understanding the needs and providing rapid response to the independent agent has been and remains our number one priority. For quick quotes call or visit us on the web 800-824-1740 or www.nai1982.com The Tennessee Insuror

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Retention Strategy

#12

LIFE INSURANCE SALES

â&#x20AC;&#x153; A life insurance sale can make a customer for life.â&#x20AC;? Lora Buske, EMC National Life Life Sales Representative

The more coverages 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. Itâ&#x20AC;&#x2122;s just one of the many reasons policyholders Count on EMCÂŽ.

Birmingham Branch: 800.239.2005

Home Office: Des Moines, IA

The Tennessee Insuror

7798_EMC_Tenn_Insurors_Ret12_Lora_7.5x4.75.indd 1

7/11/13 4:15 PM

For Immediate Release For more information, contact: Todd Long Assistant Vice President, Corporate Communications and Advertising 614-225-8347 (W) 614-425-6269 (Cell) todd.long@motoristsgroup.com

Consumers Insurance USA receives approval to join The Motorists Insurance Group

COLUMBUS, Ohio (Sept. 5, 2014) – It was announced today that Tennessee-based property/casualty insurer Consumers Insurance USA, Inc., (www.ciusa.com) has been granted regulatory approval to become the newest member of The Motorists Insurance Group (www.motoristsmutual.com).

The approval from Tennessee regulators officially makes Consumers Insurance a wholly owned subsidiary of Motorists Mutual Insurance Company. The stock purchase of Consumers Insurance by Motorists Mutual was also subject to stockholder approval, which was achieved earlier in the year. Motorists President and CEO David L. Kaufman, ACAS, MAAA, welcomed the approval and said both companies are looking forward to the future.

“With Consumers Insurance joining The Motorists Insurance Group we are increasing our growth potential into new states and Consumers now has access to a deeper pool of resources,” Kaufman said. “In addition, our companies share the philosophy of always doing what is in the best interests of policyholders and independent agents, which helps make this agreement between Consumers and Motorists a natural fit.” Consumers Insurance, with headquarters in Murfreesboro, Tennessee, markets niche-oriented products, including personal auto, commercial auto and garage policies, through independent insurance agencies. The company was founded in 1995 by a group of industry professionals and independent agents, and operates solely through the independent agency channel throughout Tennessee, Virginia, Missouri, Arkansas, Alabama, Indiana and Illinois.

“We are excited to officially join The Motorists Insurance Group,” said Consumers Insurance President and CEO David Sciortino. “They demonstrate that they truly value associates, agents and policyholders through their dedication to service and relationships. I am confident our key stakeholders will benefit from our combined knowledge and resources.”

The Tennessee Insuror

Meetings

Motorists veteran leader joins Consumers

It was also announced that Shaun D. Gregoire, CPCU, has been selected as senior vice president, Sales and Underwriting at Consumers. Gregoire previously served as vice president of Property/Casualty Marketing and Sales at Motorists Mutual.

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“I am looking forward to the benefits that independent agents and policyholders will receive by our two companies joining,” Gregoire said. “Integrating our resources, business model and ???????????? commitment to relationships will provide agents and their clients word-class service and insurance solutions in communities throughout our operating area.” ????????????????????????

Gregoire has more than 20 years of field and management experience in the insurance industry. At

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YOUR FIT FOR WORKERS’ commercial lines insurance products to independent agents across the six-state operating region ??????????????????????? COMP AND MORE! of Ohio, Pennsylvania, West Virginia, Kentucky, Indiana and Michigan. He also led Motorists’

efforts 121st to build and enhance agency10/11-14 relationships, oversaw district sales managers in the field and Insurors Annual Convention Preferred Comp of Tennessee is endorsed by managed agent recruiting, licensing, advertising and corporate communications.

the Insurors of Tennessee (IOT) to provide member The Insurors of Tennessee 121st Annual Convention will feature exhibits, education, guest speakers, entertainment agencies competitive workers’ compensation options. It is expected that Consumers Insurance will pool its premium, losses and underwriting expenses and events geared to enhancing the experience and success other companies the group. In addition, that Consumers Insurance will of with Tennessee’s Independent in Insurance Agent & Broker it is anticipated Meadowbrook Insurance Group, Inc. share the A (Excellent) from A.M. Best. Sherman & Company LLC served as community. Thisgroup’s year’s event will take placerating at the magnificent Low to Moderate Hazard Workers’ Compensation newConsumers’ Omni Hotel in financial downtownadviser Nashville on 11th-14th, onOctober the transaction. 2014. We will also host our opening night celebration at the Z Artisan Contractors new Event Hall in the Country Music Hall of Fame.

Z Auto Repair Service Kaufman reiterated that he anticipated no loss of jobs as a result of the& purchase.

Z Goods & Services Get more information, see the schedule, get hotel registration Z Hospitality information or register online at www.insurors.org/ "We anticipate there willnow be additional job growth opportunities for both organizations as Z Light Contracting convention/. u Consumers Insurance expands its product offerings," he said. "Our prior experience has shown our Z Light Manufacturing affiliation model provides the resources that contribute to new employment opportunities."

About The Motorists Insurance Group

Z Z Z Z

Office/Clerical Physicians

Restaurants

Wholesale/Retail

Motorists Mutual Insurance Co. is an affiliate of The Motorists Insurance Group. The Motorists Insurance Group, headquartered in Columbus, Ohio, now consists of 11 property and casualty insurance, life insurance and insurance brokerage companies. The group markets insurance solutions through more than 14,000 independent agents and producers in a network of more than 2,000 agencies in states across the Midwest, Northeast and South. For more information or to get started, please contact:

The Motorists Insurance Group is rated A (Excellent) by A.M. Best Company, the leading provider HeidiZdanis Langella at (800) 755-8090Ext. x4363 Laurie at (800) 755-8090 4362 of insurer ratings. The rating measures financial strength and abilityortoemail meet obligations to a submission to: policyholders. preferred@meadowbrook.com About Consumers Insurance USA

Consumers is based in Murfreesboro, Tennessee, with operations in seven states throughout the South and Midwest. The company is a niche-oriented carrier that markets its products through independent agencies that focus on target markets. www.preferredcomp.com ###

The Tennessee Insuror

IT’S A THIN GRAY LINE. WHERE DO YOU

STAND? NEXT IN A NEW SERIES OF C E C R E D I T C O U R S E S E X C L U S I V E LY FOR ACUITY AGENTS! For All That Matters

W W W . A C U I T Y U . C O M

ACUITY

Member Tips

The Caller ID Conundrum By Ashley Arnold-Gold, General Counsel

YOUR FIT FOR WORKERS’ COMP AND MORE! Preferred Comp of Tennessee is endorsed by the Insurors of Tennessee (IOT) to provide member agencies competitive workers’ compensation options. Meadowbrook Insurance Group, Inc. Low to Moderate Hazard Workers’ Compensation

Z Z Z Z Z Z Z Z Z Z

Artisan Contractors Auto Repair & Service Goods & Services Hospitality Light Contracting Light Manufacturing Office/Clerical Physicians Restaurants Wholesale/Retail

For more information or to get started, please contact: Heidi Langella at (800) 755-8090Ext. x4363 Laurie Zdanis at (800) 755-8090 4362 or email a submission to: preferred@meadowbrook.com

www.preferredcomp.com

Do you ever receive phone calls with incorrect caller ID names? Do you wonder if your name shows up correctly? What can you do about it? Let’s look at how calls work. If the call is on a land line, then your originating phone company/provider will send your caller ID name to the destination call. The problem is this information is not always interpreted by the recipient carrier. In that case, the recipient carrier references a database to retrieve the name associated with that number. This database must be updated periodically (this update is called a ‘dip’) to remain current and accurate. The frequency of these updates is at the discretion of the carrier and there can be lengthy periods of time between these ‘dips’, during which information can change, which results in old information being referenced. The end result is that although the caller ID was sent correctly with the call, the recipient carrier referenced a database with old information and displayed that information to the receiving end instead of the correct name. It can also produce inconsistent results, where calls to a specific carrier display incorrect caller ID, but calls to another show correctly as that carrier has updated their database recently. This is the most common cause of complaints about caller ID showing up incorrectly. It is typically not because the wrong name was sent with the call, but that an out-of-date database was used when referencing the name for the calling number. What about your cell company? Each carrier has its own system of updating the caller ID on your cellular phone. For example, Verizon Wireless uses Share Name ID to allow the customer to customize the name others see on outbound calls. You may also restrict your identity through the same program. AT&T also allows you to customize your account through the “myAT&T” tab under the User Information section. The best option is to Google or search caller ID and your carrier for specific instructions. These updates can take 24-72 hours to become effective, but it is an excellent way to make sure you are connecting with your clients. If you receive a call from a number that had no ID information, you can always try doing a reverse phone number lookup via the Whitepages. Just go to www.whitepages.com/lookup and enter the number. Although you may not always receive specific information, searches usually result in provide you with some details that might help you identify the caller. Making sure you have your numbers listed correctly and you are receiving current caller ID info can help you stay in touch. u

Directory of Advertisers Advertiser

ACUITY Allied Insurance/Harleysville Amerisafe AmTrust North America Applied Underwriters Arlington/Roe Atlas General Insurance Services Auto-Owners Insurance Bailey Special Risks, Inc. Berkley Southeast Insurance Group Berkshire Hathaway Guard Insurance Group Bituminous Insurance Cos. BlueCross BlueShield of Tennessee Brentwood Services Administrators Builders Mutual Burns & Wilcox Central insurance CHUBB Group of Insurance Companies CNA Insurance Consumers Insurance DocuSign Donegal Insurance Group EMC Insurance Encompass Insurance FCCI Insurance Group Grange Insurance Companies Heartland Ovation Payroll Imperial PFS INSBANK J.M. Wilson Johnson & Johnson Keystone Insurers Group Liberty Mutual Insurance MetLife Auto & Home Millennium Brokerage Group National Security Group North Alabama Insurance Penn National Insurance Preferred Comp/Meadowbrook Preferred Property Programs Progressive Risk Innovations Safeco Insurance SecureRisk South & Western Southern Insurance Underwriters Southern Cross Underwriters Summit Holdings Tennessee Underwriters, Inc.

Phone

(800) 242 - 7666 (352) 384 - 4186 (866) 719 - 0267 (877) 528 - 7878 (877) 234 - 4450 (800) 878 - 9891 (877) 662 - 8527 (615) 373 - 5200 (800) 768 - 7475 (615) 932 - 5508 (800) 673 - 2465 x4567 (615) 871 - 9042 (888) 924 - 2271 (800) 524 - 0604 (800) 809 - 4859 (800) 341 - 4844 (770) 740 - 8000 (615) 372 - 6110 (800) 251 - 5852 (615) 896 - 6133 (866) 219 - 4318 (770) 232 - 2272 x1370 (800) 239 - 2005 (615) 585 - 6306 (800) 226 - 3224 (800) 422 â&#x20AC;&#x201C; 0550 (901) 598 - 4829 (859) 630 - 7369 (866) 866 - 4268 (800) 595 - 0063 (931) 704 - 0810 (800) 416 - 5498 (615) 231 - 7000 (615) 812 - 4811 (800) 434 - 1992 (800) 239 - 2358 x267 (800) 824 - 1740 (800) 395 - 0518 (800) 755 - 8090 (888) 549 - 2465 (877) 776 - 2436 (800) 913 - 6696 (615) 591 - 5560 (770) 723 - 8096 (800) 492 - 5351 (800) 568 - 1700 (800) 682 - 5263 (800) 971 - 2667 (615) 791 - 1400

Website

www.acuity.com alliedinsurance.com harleysvillegroup.com www.amerisafe.com www.amtrustnorthamerica.com www.auw.com/us www.arlingtonroe.com www.atlas.us.com www.auto-owners.com www.bsrins.com www.berkleysig.com www.guard.com/apply www.bituminousinsurance.com www.bcbst.com www.bwood.com www.buildersmutual.com www.burnsandwilcox.com www.central-insurance.com www.chubb.com www.cna.com www.ciusa.com www.docusign.com/iiaba www.donegalgroup.com www.emcins.com www.encompassins.com www.fcci-group.com www.grangeinsurance.com www.ovationpayroll.com www.ipfs.com www.insbanktn.com www.jmwilson.com www.jjins.com www.keystoneinsgrp.com www.libertymutual.com www.metlife.com www.mbgnow.com www.nationalsecuritygroup.com www.nai1982.com www.pennnationalinsurance.com www.meadowbrook.com www.umbrellaprogram.com www.progressiveagent.com www.riskinnovations.com/tni www.safeco.com www.securerisk.com www.southandwestern.com www.siuins.com www.scui.com www.summitholdings.com www.tnund.com

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

2500 21st Avenue South Suite 200 Nashville, TN 37212

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

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

Our agents set us apart. Business t Surety t Auto t Home