The Tennessee Insuror Sep/Oct '17

THE TENNESSEE

INSUROR September/October 2017

Vol. 28 No. 5

www.insurors.org

6 10 12

Annual Convention Sponsors

The World Through Yellen's Rose-Colored Glasses Words Matter: Is Your Website Language E&O Safe?

Welcome to Memphis For the Insurors of Tennessee 124th Annual Convention

Expect big things in workers’ compensation. Expect to save a third of your clients 30% or more. Most classes approved, nationwide.

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

The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXVIII, Number 5 September/October 2017

features

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

4 Welcome to Memphis INSURORS OFFICERS

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

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

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

For the Insurors of Tennessee 124th Annual Convention 6

Convention Sponsors

8

Guest Speakers/Downtown Map

10

The World Through Yellen's Rose-Colored Glasses

12 Words Matter: Is Your Website Language E&O Safe?

14 Daniel Learns About Ins.: Appraising and Insuring Jewelry

Pinky Ring Worth About Fifty?

departments 21

From Your President

Insurors Convention: We're Here! Now What?

23

From Your IIABA Executive Committee

25

From Your CEO

29

Education Calendar

31

Government and Legal Affairs

37

Program Spotlight

Why We Do What We Do

The Guaranty Fund Covers Less Every Year

If You're a Lawyer, You Don't Need to Read This. But if Not...

Imperial PFS

39 Company Spotlight

Strategic Insurance Software 51 Meetings 53

Member Tips

What if Your Next Great Hire is 2,000 Miles Away?

3

Welcome to Memphis For the Insurors of Tennessee 124th Annual Convention

Welcome to the Insurors of Tennessee 124th Annual Convention! We’re excited to be back in the Bluff City – Memphis – for the convention. As usual, there are some great events lined up for our attendees this year, so please review the schedule below and make your plans to attend. We’re glad you’re here!

This year's event schedule (all times CST):

Saturday, October 14th 2:30 pm (bus at 10 am) Vanderbilt Commodores versus Ole Miss Rebels Vaught-Hemingway Stad. - Oxford 2:45 pm Navy Midshipmen versus Memphis Tigers Liberty Bowl Memorial Stadium

A SEC Showdown in Oxford

East meets West as Ole Miss takes on the Commodores at Vaught-Hemingway. featuring tailgate in

THE GROVE

Navy battles the Tigers

An American Athletic Conference clash between West leaders Navy & Memphis. featuring tailgate on

Tiger LANE

Sunday, October 15th 10:00 am - Noon Noon - 1:00 pm Noon - 2:00 pm Noon - 4:30 pm 2:00 - 6:00 pm 4

Board of Directors Meeting Board and Past Presidents Luncheon presented by Swiss Re Exhibit Hall Setup Registration Open Exhibit Hall and Trade Show

Peabody International Room Peabody Jackson Room Peabody Grand Broadway Ballroom Peabody Mezzanine Prefunction Peabody Grand Broadway Ballroom The Tennessee Insuror

2:00 - 6:00 pm Business Connection Lounge presented by Chubb Peabody Grand Broadway Ballroom 4:00 - 6:00 pm “Meet the Vendors” Reception Peabody Grand Broadway Ballroom 6:00 - 7:00 pm Opening Night Celebration & Dinner pres. by Swiss Re Corp. Solutions Peabody Rooftop/Skyway Lounge 7:00 - 9:00 pm Little Boys Blue Concert pres. by Titan Web Marketing Solutions Peabody Rooftop/Skyway Lounge 9:30 - 11:30 pm Young Agents After Party pres. by Berkley SE (Young Agents & guests) B.B King's Beale Street

Opening Night Celebration

Join us for our opening night celebration, dinner & view from the Peabody roof presented by sponsor

See Little Boys Blue Live

Young Agents After Party

Blues and Rockabilly will collide live on stage.

Join us for an evening of live music and fun at B.B. King's on Beale St.

presented by sponsor

presented by sponsor

Monday, October 16th 8:00 - 10:00 am Registration Open Peabody Mezzanine Prefunction 8:30 - 10:30 am Exhibit Hall and Trade Show Peabody Grand Broadway Ballroom 8:30 - 10:00 am Exhibit Hall Breakfast Peabody Grand Broadway Ballroom 8:30 - 10:30 am Business Connection Lounge presented by Chubb Peabody Grand Broadway Ballroom 10:30 - 11:30 am General Session: "Run Your Agency Like it's for Sale" feat. Stuart Ganis Peabody Continental Ballroom

Run Your Agency Like it's For Sale

"Bourbon & Bling" Jewelry Insurance Seminar

Industry expert Stuart Ganis will discuss the impact of agency culture on success.

Receive a professional jewelry valuation* and learn about collection insurance, all while sampling bourbon and earning CE!

presented by sponsor

&

presented by sponsors

*more details will be set to registrants

Noon - 5:00 pm Annual Convention Golf Tournament presented by Travelers Mirimichi Golf Course 12:30 - 4:00 pm Clay Shoot presented by Markel Specialty Memphis Sport Shooting Assoc.

Noon - 3 pm "Bourbon & Bling" seminar pres. by Chubb + Pall Mall + Martin & Zerfoss Old Dominick Distillery 6:00 - 7:00 pm InsurPACTN Government Affairs Reception (by invitation) Peabody Hollander Club Bar 6:00 - 10:00 pm Company Night Location by Invitation

Convention Golf Tournament

Play the picturesque Mirimichi – Tennessee's #1 ranked public golf course.

presented by sponsor

Clay Shooting Outing

InsurPACTN Reception

presented by sponsor

exclusive to supporters of

Test your shooting skills out at MSSA.

Join fellow PAC supporters at a special reception ®

Tuesday, October 17th 8:00 - 9:00 am 9:00 - 11:00 am

Association Day Breakfast featuring Jon Jensen Insurors Annual Meeting

Peabody Continental Ballroom Peabody Continental Ballroom

Mobile Event App This year we again have our mobile Annual Convention app. Just download the free Guidebook app on your smart phone or device and search for the Insurors 124th Annual Convention.

Once you add the event you can view mobile schedules, the exhibit hall layout and more. u The Tennessee Insuror

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Convention Sponsors

GOLD



SILVER

tA den gents

J

n i es mpa Co

Serving I

en

J

&

nd ep

BRONZE

S in ce 1930

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The Tennessee Insuror

most there when it matters most there when it matters

Technology

At Donegal we understand that “ease of doing business” is vital in determining the value of a carrier to any independent agency. That’s why Donegal focuses on providing superior technology including fully automated web-based systems for Personal and Commercial Lines to give our agents optimal efficiency in quoting and issuing policies.

And while we’re pleased to offer advanced technology equal to any of the national carriers, Donegal constantly strives to improve and enhance that technology.

Donegal’s commitment to delivering superior technology to make your job easier… another way Donegal is “There When It Matters Most.”

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

The Tennessee Insuror

7

Guest Speakers/Downtown Map

Stuart Ganis

redondo beach, ca

ganis consulting

Downtown dining options and event locations:

Ganis started his career as a producer in 1989 and later co-founded an independent insurance agency with his wife that grew to 20 million in premium volume within 3.5 years. After the sale of the agency, he launched Ganis Consulting, a firm serving local insurance agents in the areas of sales, marketing, operations and M&A with an emphasis on seller representation. He will discuss, "Run Your Agency Like it's For Sale," in our Monday breakout sessions. This session will cover maximizing your agency's value through operations and management.

Jon Jensen, AAI, AIP

correll ins. group

spartanburg, sc

Jon Jensen is a Big "I" Executive Committee member and is president of Correll Insurance Group, headquartered in Spartanburg, South Carolina. He has served on committees of the South Carolina Dept. of Insurance and as the chairman of IIABSC. He was awarded the IIABA National Chairman’s Award in 2009 and the Sydney O. Smith Award in 2010. Jensen is a graduate of Appalachian State University’s Insurance Executive Program. He will speak at our Tuesday morning Association Day breakfast on the national insurance landscape and the work of the Big "I" in D.C.

Maggie Reynolds, CAPI, GIA, AJP

houston, tx

chubb

Alonzo Locke Room

Magnolia Room

Maggie Reynolds is a Senior Fine Art and Collections Specialist for Chubb. She has over 10 years of art, museum and design expertise and has a Masters degree in modern art & design.

Maggie will speak on jewelry appraisal, valuation and collection insurance during a 1 hour CE course on Monday at the Bourbon & Bling outing. u Hernando Desoto Room General Moorman Room

Storage

George Peabody Room

Bert Parker Room

Ladies

Men

Forest Room PEABODY MEZZANINEElevators MEETING ROOM LAYOUT Service Memorabilia Room

Area

ELEVATORS

Club Bar HOLLANDER

CLUB

Ben Hollander ROOM Room Cockrell Room

Ladies

Frank Schutt Room Men

Banquet Office Banquet Setup

Chez Philippe Below

LobbyBELOW Below LOBBY

INSURORS REGISTRATION

Brinkley Room

Louis XVI Room

Venetian Room

Boardroom

Continental CONTIENTAL Ballroom BALLROOM Kitchen

Stage Ladies

Men

North Foyer

F E D GRAND BROADWAY BALLROOM West Foyer

INSURORS EXHIBIT HALL Peabody Grand Ballroom B

A

C

LOCATIONS AND SOME DINING OPTIONS IN DOWNTOWN MEMPHIS CONVENTION EVENT LOCATIONS 13 The Peabody G Mirimichi 1 B.B. King's Beale C MSSA 88 Old Dominick Distillery RESTAURANTS* 8 Blue Plate Cafe 12 Eighty3 14 Felicia Suzanne's 6 Flight 14 Rendezvous 29 Huey's 83 Automatic Slims 3 Bluefin 32 The Majestic Grille 6 Flying Saucer 81 Blues City Cafe 9 Rum Boogie Cafe 52 Tin Roof

6195 woodstock cuba rd, millington 9428 old brownsville rd, arlington

specialty

open for

B+L breakfast, chicken, fish & burgers B,L+D seafood & poultry D fish, steak & wine pairings L+D ribs & bbq (closed sun. mon.)

D burgers, sandwiches & fish L+D brunch, chicken, fish & sandwiches B,L+D sushi & asian fusion L+D flatbreads, fish, burgers & steak L+D burgers & bar food L+D ribs, steaks & catfish L+D meat and 3, sandwiches & bbq L+D salads, southwestern & burgers L+D diner style/southern classics

price

$ $$ $$$ $$$ $$ $ $$ $$ $$$ $ $ $ $

*there are many other restaurants in the area, these are just a few options

8 en

en

Stage

The Tennessee Insuror

Doing The Right Thing Since 1964

James A. Roe, CPCU, ASLI President

Our people will earn your trust.

Our service will keep it.

We understand the needs of today’s independent agents, so we offer more than a diverse line of product offerings. We have personable experts who will work seamlessly with your team to meet the needs of your customers, where and when you need it. When you want service that exceeds your expectations, we’re ready.

Let us help you find the right solutions. ®

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800.878.9891 ArlingtonRoe.com Aviation | Bonds | Brokerage | Commercial Lines | Farm | Medical Professional Personal Lines | Professional Liability | Transportation | Workers’ Compensation

9

The World Through Yellen's RoseColored Glasses

written by Jim Rieniets, INSBANK President & CEO

At a recent Federal Reserve gathering in Jackson Hole, Wyoming the Chair of the Board of Governors of the Federal Reserve System, Janet Yellen, delivered a speech entitled “Financial Stability a Decade after the Onset of the Crisis.” Her message applauds the actions of Congress in passing the Dodd-Frank legislation and provides a “pat on the back” to the bank regulatory community for their promulgating regulations in the post crisis era. As I later read her prepared words I understood why the speech was given in the protected space of a Federal Reserve symposium, and not at a gathering of bank CEOs – much of Yellen’s arguments seem to deny the reality that banks and the economy have experienced in recent years. A couple of issues, in particular, warrant a rebuttal.

Too Big to Fail – Even Bigger Now? Yellen acknowledges that “Too Big To Fail” was a real issue leading up to the crisis, but asserts that funeral plans and capital cushion requirements have greatly minimized risks to taxpayers in the future. One of the new regulations requires that in the event of a failure of a TBTF bank that the government would be reimbursed for losses by other large banks through future assessments. This is nothing new – the FDIC operates as a self-insured insurance pool funded by banks.

The problem with TBTF banks, however, is that they are too large to diversify the risk in a “normal” insurance pool portfolio. You have to give credit to the TBTF banks, as they have managed to lobby well enough in Washington, D.C. to have politicians and regulators alike ignore the obvious issue – we cannot solve “too big” by getting even bigger, which is precisely what has happened since the crisis.

While a few of her arguments have validity, such as greater controls on derivative transactions and stress-testing systematically important financial institutions, her conclusion that regulatory changes have positively affected lending and economic progress is not backed by a clear argument.

In the written version of her speech, a few academic research articles are footnoted, but nothing in her speech definitively backs her conclusion other than noting that U.S. banks have recovered more quickly than their global peers. That alone is a weak argument. I would counter Chairman Yellen’s argument with two very obvious facts. The first being the wellpublicized actuality of a meager economic recovery, which the Fed has referenced time and time again in plotting a very slow trajectory of interest rate increases. Because we cannot know what lending and economic progress would look like without regulatory headwinds, one must draw their own conclusions as to what the opportunity cost of higher capital 10

requirements and compliance burden has been on the banking system and its customers. As a practitioner within the industry, I would argue that a recovery would have been more robust without such headwinds, I just can’t prove it any more than Janet Yellen can assert that the opposite has been true.

What Are the Market Forces Saying?

The other elephant in the room I would point out is that investors have shown virtually no desire to deploy capital into de novo bank creation. Yellen, herself, notes market forces in the form of credit default swap pricing as evidence to substantiate her assertion of greater financial stability in the post-crisis era. She fails, however, to recognize the role of market forces in the community banking sector, where investors cannot find an investment thesis to substantiate start-up banks in an era of consolidation and resulting dislocation. I would assert that market forces are speaking rather loudly about a lack of opportunity in the banking industry.

Bigger Banks = Bigger Regulation Yellen concludes her speech with a pessimistic diatribe predicting another downturn that will require “policy responses.”

This is the essence of her bureaucratic bias – she apparently either doesn’t understand that economic cycles are an inherent part of free markets, or is a believer that economies are best left to government planning and oversight. As a refresher for Chairman Yellen – prosperity attracts capital which then ultimately reduces rates of return as a function of supply and demand, with the smarter and more durable market participants usually prevailing. This is basic stuff. Sadly, she and other regulators have somehow bought in to the argument that we need super-size banks. Perhaps it’s because it is the scenario that best justifies a large regulatory role in the financial sector, and she and her peers seek to perpetuate their bureaucracy.

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

WE HAVE A

MORTGAGE

that fits you

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NMLS #174913 2106 Crestmoor Road, Nashville, Tennessee 37215 Phone: 615.345.9917 • Fax: 615.345.9909 http://finworth.com 11

Words Matter: Is Your Website Language E&O-Safe? written by Virginia M. Bates, Swiss Re

After my father’s funeral, I found myself sorting through his insurance papers, searching and searching for the umbrella policy I just knew he and my mother would have. It was nowhere to be found.

What I did find was the name of my father’s direct writer’s local agent. When I contacted her, she said there was no umbrella. When I asked why, she was very clear: “He never asked for one.”

Fortunately for her, in my father’s state, that was an acceptable answer – like most states, it required only an “order taker duty” or “duty to provide as requested.” Equally fortunately for her, it never became necessary for us to discover whether she had expanded that duty by advertising or otherwise offering to go beyond it with coverage advice, exposure analysis, asset protection and/or an ideal package of coverages to suit my father’s needs. Any materials that indicated the agency guaranteed a “special relationship” with its clients would have worked to prove this claim if we made it.

Unfortunately for many agencies, based on what we have seen in recent errors & omissions claims history, plaintiff attorneys are often successful in making those claims for their clients.

Walking a Fine Line Just about every agency understands it needs a strong web presence. But while most marketing and E&O seminars alike provide valuable recommendations regarding your website, social media accounts and mobile apps, many conflict when it comes to site and app content.

12

An agency that waits for coverage requests will miss important revenue opportunities and fail to stay competitive with other agencies that offer more analytical, recommendation-based insurance services. Most insurance professionals have a desire to guide and educate, not just follow instructions, especially if those instructions would leave important exposures uninsured.

For that reason, marketing gurus may tell you to use words on your website like “creating client relationships,” “differentiation,” “ hyper-value,” “going the extra mile,” “full coverage,” “proactive account rounding,” “exposure analysis” and “value-added.”

E&O seminar leaders, meanwhile, urge caution about overpromising, creating that “special relationship,” extending the “duty to provide” to coverage recommendations and using terms like “full coverage.” So how can you make sure your web presence is both E&O-safe and competitive?

Language to Avoid A simple change in wording from “we will” to “we will endeavor to” is a good place to start. Avoiding comparative or superlative language like “best” is another good best practice to follow.

Here are some more well-intentioned but dangerous examples of web statements which could turn a case against an agency, along with safer wording that still gets the message across to the site or app user: continued on page 46...

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13

Daniel Learns About Insurance: Appraising and Insuring Jewelry Pinky Ring Worth About Fifty?

written by Daniel Smith, CAE

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

collections. Kate will be offering free jewelry appraisals (on one item per person) during our Bourbon and Bling function at the Convention, and she had several questions for you to keep in mind as you consider insuring jewelry collections.

Maybe you saw the story about the local Memphis jewelry store that promised customers a refund on qualifying purchases if the Memphis Tigers returned a kickoff for a touchdown during the team's week one matchup with LouisianaMonroe.1 If you did, you know that Memphis did, in fact, return a kickoff for a touchdown in that game, triggering the promotion. As a result, several lucky purchasers won free engagement rings, including one that spent $1,500 over his budget. Not a bad deal. Let's hope they protect those rings properly with insurance.

Kate: One of the first questions to ask is, "Has the collection been professionally appraised within the last 5 years?"

This question is important to consider for any gemstone, but I would make it a mandatory process for any diamond collection. The diamond market is strictly controlled by a single channel, De Beers, so that the price of diamonds remain high in spite of potential demand, and so they always remain an attractive investment. Pricing indexes are distributed monthly, so if a collection was appraised years ago then that value will most likely be obsolete in today’s market.

Most day-to-day jewelry in a home is covered under standard homeowners and renters insurance policies. But consumers need to be aware of the limits on this coverage. In our example above, the gentleman who purchased a ring well over his budget may not realize that the standard policy limit for theft coverage on jewelry is $1,500. The most common way around this is to schedule the individual items of jewelry and add them to a floater policy.2

Secondly, have any diamonds been certified by GIA or affiliated institutions? Diamonds are classified into technical & scientific standards of quality. A certificate proves that the stone is genuine, lists its specific characteristics, and indicates its quality and value. Having diamonds certified is essential if a collector is interested in selling, as it adds value to the stone and a diamond without a certificate carries a significant financial risk, as potential buyers will be wary of diamonds without a certificate. If the certificate they have is over 10 years old they should get a new one reissued. The Gemological Institute of America (GIA) provides this service in America, but international collectors can also receive genuine certificates from CIBJO, CSA, DPL, EGL, HRD & IGI.

Bling Bling But what if you have a client with a large collection of jewelry, or several very expensive, vintage or otherwise valuable pieces? A collection insurance or valuable articles policy may be the best way to keep them covered. We talked with Kate Molets, Southeast Regional Director for Pall Mall Art Advisors about assessing the value and need for insurance on jewelry

14

A key point of concern is, has the collection been regularly maintained? A stone does not last forever, even a diamond, so jewelry must be properly cleaned and maintained in order

The Tennessee Insuror

What 's

it worth to you?

peace of mind for your clients comes with knowing they are protected ...

...Knowing

they are protected comes from working with partners who have the expertise to assess their valuables and make sure they are properly covered.

Martin & Zerfoss gives you

access to the coverages and experts your agency needs to protect your affluent clients and the things they love.

The Tennessee Insuror

Invitation

Join Martin & Zerfoss and CHUBB for a jewelry valuation, seminar with CE, luncheon and bourbon tasting featuring Sr. Fine Art and Collections Specialist Maggie Reynolds and Pall Mall jewelry experts.

Monday, October 16th • 12-3 pm CST Old Dominick Distillery • Memphis

M A RTI N ZE R FO SS. C O M | 615. 297. 8500

15

to maintain its value. Each gemstone has its own chemical properties and compositions that react to different materials, so certain cleaners that work on a sapphire ring may end up being disastrous for an emerald brooch, for example. A collector should also be aware of how stable and protected a stone is in the piece they possess, and whether that piece is suited for everyday wear. A softer stone such as an amethyst would benefit from a setting where it is surrounded by diamonds that can absorb any impacts that may occur.

And finally, there are more than just diamonds out there.

Be aware of emerging gemstones in the market. Diamonds will always remain the top investment for any jewelry purchase, however if a collector has tastes beyond diamonds then they should be aware of new stones that come to the market. Although not as well known, these stones can end up being a great investment if supply is limited. A great example is sugilite, which was only mined as recently as the 70s but the few discovered mines have run almost dry, so the smart collectors who purchased sugilite when it was commercially available now possess a stone that buyers would pay a premium for. A collector should consult with an advisory firm if they interested in the current trends of the market.

tors against inflation. In some cases, there may not even be a deductible. There are both blanket and scheduled coverages available, and some carriers will even add pieces to the coverage without an appraisal.

Some "High Value" homeowners policies include extra jewelry coverage. Although this can certainly be helpful, it may still not be enough. Make sure the limits meet your insureds needs, and note that often times there may be "single item" limits as well, so a $50,000 limit may only be $25,000 per individual item.

Talk with your client and see what option is right for them to protect their jewelry. Identifying and covering a risk they may not be aware of might just make you their "diamond in the rough."

1-Per "Tony Pollard kick return for TD won these guys free engagement rings" at https://www.usatoday.com/story/sports/columnists/geoffcalkins/2017/09/13/memphis-football-tony-pollard-kick-return-touchdown-won-these-guys-free-engagement-rings/652698001/ 2-Per "Things To Know About Coverage For Jewelry And Other Valuables" via http://www.iii.org/article/coverage-jewelry-and-other-valuables

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

Bling Bling Insuring jewelry as a collection can raise limits, provide expanded or even "all-risk" coverage, and even protect collec-

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17

Future Leaders Spotlight

presented by

Alan Sisk, AU, AINS • Geny Insurance - Nashville Alan is a Middle Tennessee native, growing up in Manchester. He now resides in Nashville with his wife Clara and their two dogs, Oxford and Nellie. Alan enjoys giving back to insurance industry, both locally and nationally.

He is a Past-President for the Insurors of Nashville Board of Directors, as well Alan Sisk as a member of the Insurors of Geny of Tennessee State Young Insurance Agents Committee. Alan also continues to serve on the advisory board for State Auto’s Pacesetter Program.

Along with giving back to his industry, Alan also enjoys showing commitment to his community by volunteering on local non-profit boards and supports various other organizations. Currently, Alan is a member of the board of directors for the Nashville Sports Council and Hope Clinic for Women. In his spare time, he enjoys spending time with friends and family, traveling, playing golf, exercising, and all things Nashville sports.

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

Alan: I am a Nashville-based Partner and Senior Risk Advisor with Geny Insurance Group (a Division of SouthPoint Risk Advisors). I’m responsible for producing new commercial business, as well as managing relationships with current clients.

I feel that the strong relationships I have with my clients is a testament to the great support I get from the rest of my team.

Recently, my main initiatives have been to strengthen and grow our bonding and surety solutions, as well as sponsoring new producer development.

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

Alan: I graduated from the University of Tennessee at Chattanooga (UTC) in 2003 with a degree in Business Marketing. Since graduation from UTC, I’ve earned several industry accreditations including Associate in Commercial Underwriting, Associate in General Insurance, amongst a few others. I'm currently working towards my Certified Insurance 18

Counselor (CIC) designation with plans to intertwine the Associate In Fidelity And Surety Bonding courses with the National Association of Surety Bond Producers Surety School.

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

Alan: I started my insurance career after working in the trucking/logistics arena for a little over two years, including working in both sales and management positions. While working at a large national trucking firm, I was tasked with helping lead the hurricane relief efforts during the 2004 hurricane season. It was then when I was introduced to the importance of insurance and how it played a significant role in helping maintain a sense of stability during difficult times.

Being that I started my professional career in the trucking industry, a transition to trucking insurance seemed to make sense.

After my stint as a marketing representative with a trucking insurance firm, I went into a commercial underwriting role where I spent nearly three years before I started with Geny Insurance in 2012. The technical training I received while on the carrier side was invaluable, and I can attribute much of my current success to the three years I spent in the underwriting seat.

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

Alan: Definitely. At the agency, Tracy Lomax has been a great mentor teaching me the entire sales process – the sales process doesn’t start when we present our terms and recommendations to a client – it starts when we present the risk and exposures to our underwriters. He has also taught me that we must be an advocate on both ends of the stick - we have to make sure we protect our carrier relationships just as much as we protect our client relationships.

In a non-traditional way, Clara's dad has also served to be a huge influence in furthering my career – and by nontraditional I mean that I didn't "marry the boss's daughter."

My father-in-law, Joe O’Connor is the Managing Partner of his Texas-based insurance agency and has differentiated himself as one of the surety and bonding experts of Texas. Joe has played an instrumental part in me expanding on my insurance knowledge and joining him in the surety arena. In addition to coaching me on the technical side, he’s allowed me to capitalize on his surety relationships by making introductions for me to make them my own.

The Tennessee Insuror

I’m very thankful for all that both Tracy and Joe have done for me, as well as many others who have helped me grow along the years.

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

Alan: Tenacity – You have to have it to be successful in our industry. This is an incredible industry for a multitude of reasons, but there is a reason that many people don't flock to the insurance industry – it isn't easy. Most agents that fail can’t see the big picture and are not willing to endure the difficulties that they can face in the early stages of an insurance career.

A mentor is also a must have. Why not learn from successful people's successes – and their mistakes? Preferably, this person will be in the industry, but they don’t have to be. This person can be someone who understands success and how to get there. While you are learning from them, you can also get interconnected amongst a new network of people.

Many new, young producers are self-conscience about their age and experience. Being introduced to a new, more mature network can help breakdown these barriers, as can building your knowledge through professional development and contiuning education.

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

Alan: While we find ourselves in the middle of the "Internet of Things" era, insurance is still a relationship business.

I understand carriers have to operate profitably and underwrite risk exposures, but the ones we prefer to work with also underwrite the agency relationship and take that into consideration, as well.

It’s important to have open communication with your insurance carriers where you can both speak candidly and voices are always heard. We want our carriers to view our relationship as a partnership. Carriers that truly understand that our agency's success will, in turn, lead to their success is what we value.

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

Alan: I appreciate the opportunity to share my thoughts.

I think our industry is a phenomenal place to be and am excited to see how we progress. I also want to thank Insurors for everything the Associaiton does to keep our industry so remarkable. u The Tennessee Insuror

Young Agents ‘17

Upcoming Events and Information

Our Young Agents Committee strives to offer young insurance professionals with opportunities to network and develop in the industry. We accomplish this by hosting networking and educational events throughout the year in various Tennessee markets. The following is the current schedule of events for 2017, please contact Insurors or your Region representative for more info on these meetings or to RSVP for a specific event: October 15 - Insurors Convention Young Agents After Party B.B. Kings Beale Street • 8-10 pm CST • Memphis

Young Agents Committee Tim Treadwell V - Chair Account Executive Boyle Insurance Agency Memphis timt@boyle.com Brent Chance - Immediate Past Chair Principal Agent/Owner Ivy Insurance Brentwood bchance@ivy-insurance.com Cy Young - Region I President Young-Hughes Insurance Alamo cy@younghughesinsurance.com Alan Sisk, AU, AINS - Region II Producer Geny Insurance Nashville alan@genyinsurance.com David Allen, CIC, CRM - Region III Principal Agent RSS Insurance Chattanooga dallen@rssins.com For more info, or questions on the Young Agents program, please email dsmith@insurors.org or call 615.515.2601. u 19

have you heard

the news?

we have a new regional vice president!

We are are pleased pleased to to announce announce our our new new Regional Regional Vice Vice We President of the Nashville Region, Bill Vanderslice.

President of the Nashville Region, Bill Vanderslice.

Bill is is an an experienced experienced leader leader in in the the industry, industry, and and is is well well known known in in the the Tennessee Tennessee territory. territory. Bill Bill is is committed committed to to Bill continuing to provide our independent agents and policyholders with an exceptional level of products and services, continuing to provide our independent agents and policyholders with an exceptional level of products and services, as our our Nashville Nashville based based staff staff remains remains unchanged. unchanged. as

Have you you heard heard of of BSIG BSIG Advantage?

Advantage?

Have

Are your your small small commercial commercial customers customers in in need need of of superior superior Are service and flexible coverage? service and flexible coverage?

Our Advantage Advantage product product is is exposure exposure based, based, so so in in many many cases, cases, Our we can cover exposures with property values up to $15 Million, we can cover exposures with property values up to $15 Million, sales up up to to $10 $10 Million Million and and payrolls payrolls up up to to $5 $5 Million.

Million. sales

The Advantage Advantage Includes Includes The •• •• •• ••

Over 400 400 eligible eligible Advantage Advantage classes classes Over Bindable coverage coverage online, online, for for eligible eligible classes classes Bindable

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Our Claims Claims Commitment Commitment Our

We are are committed committed to to providing providing We superior claim claim service service and and to to getting getting superior our customers customers back-in-business back-in-business when when our claim does does occur, occur, earning earning us us aa aa claim 97.6% customer customer satisfaction satisfaction score score 97.6% in 2016.

2016. in

Want to to Know Know More?

More?

Want

Please contact: contact: Please Andy Wilder Wilder .. Territory Territory Manager Manager Andy 615-406-6328 615-406-6328 Jennifer Hubbard Hubbard .. Territory Territory Manager Manager Jennifer 865-322-3332 865-322-3332 Bill Vanderslice Vanderslice .. RVP RVP Bill 615-932-5508 615-932-5508

berkleysig.com Your Back-in-Business Back-in-Business Insurance Insurance Company™ Company™ Your Berkley Southeast Southeast Insurance Insurance Group Group is is aa member member company company of of W. W. R. R. Berkley Berkley Corporation, Corporation, whose whose insurance insurance company company Berkley subsidiaries are rated A+ (Superior) by A.M.Best. subsidiaries are rated A+ (Superior) by A.M.Best.

Products and and services services are are provided provided by by one one or or more more insurance insurance company company subsidiaries subsidiaries of of W. W. R. R. Berkley Berkley Corporation.

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

From Your President

Insurors Convention: We're Here! Now What?

You've registered, made your plans, and hopefully now you're here with us in Memphis for the Insurors 124th Annual Convention. Now what? First, let me welcome you. It is so important that you're here at this event with us, and we've worked hard to make sure it is of value to you. I know that people come to the convention for many reasons, but sometimes I'm sure it would be nice to have a little guidance on where to go and what to do.

Kicking Off the Weekend Several of you are coming in early on Saturday to attend the Memphis or Ole Miss football games. This will be a great time of fellowship with your industry counterparts, and I'm sure both games will be exciting.

On Sunday, we're really going to get things started as we open registration and begin our trade show. I'll be walking the exhibit hall floor, taking to carriers, brokers and vendors and looking for the next opportunity for our agency. I hope you'll do the same – because even if you think you have all the partners you want – you never know when the next change will occur and you'll need that next contact.

Sunday night, my family and I will be on the roof of The Peabody for our dinner and entertainment. This is such a great way to mix and mingle and I always seem to meet someone I end up keeping in contact with.

Monday Funday Monday continues our exhibit hall (and a few prizes too), and lets all regroup with some breakfast. After we finish the trade show, I am really looking forward to hearing our General Session speaker Stuart Ganis. In the afternoon, we've got all sorts of networking opportunities, from golf to the clay shoot to our "Bourbon and Bling" jewelry insurance seminar.

Saving the Best for Last Tuesday is our Association Day and Annual Meeting. This is an important day for Insurors, as we elect our new Board of Directors, and present our awards for 2017. We'll also get to hear from Big "I" Executive Committee member Jon Jensen and give away a ton of door prizes!

I hope you enjoy this year's event, and please say hello to my family and I when you see us! u

Welcome - from the McInturff family to yours

“I t i s s o important that yo u're h e r e a t this event with us. . .”

John McInturff III, ARM The Tennessee Insuror

21

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

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LIFE INSURANCE MAKES A

CUSTOMER FOR LIFE. BIRMINGHAM BRANCH OFFICE

22

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

www.emcins.com

The Tennessee Insuror

©Copyright Employers Mutual Casualty Company 2017. All rights reserved.

From Your IIABA Exec. Committee Why We Do What We Do Often people ask me about my service to the Big "I" and why I spend so much of my time volunteering. The answer is both simple and complicated. In my 40 years in insurance, I have learned the value of agents working together to better our industry. In my opinion, no organization facilitates that cooperation better than the Independent Insurance Agents & Brokers of America.

The more complicated answer is that my volunteering both directly and indirectly affects my own agency and the work that we do. From Government Affairs to Trusted Choice, being a part of the Big "I" Executive Committee has shown me the "bigger picture" of what our National Association means. I know that as an agent "on the ground" every day that may not be as obvious, so please let me share some of what I have learned.

Protecting Us on "The Hill" I have had the honor of testifying on your behalf in front of Congress on issues including Terrorism Risk Insurance, the National Flood Insurance Program, Insurance Regulation and Agent Licensing Reform. I do this because I feel strongly about the power of the independent agency system, and the importance of our industry as a whole.

The Big "I" feels the same way, and that is why we have worked hard as an organization to be on the forefront of issues affecting agents and insureds. Our Federal Government Affairs team is constantly working to promote agent causes, make their jobs more efficient and protect the insured public.

With so many issues on the table each year, it has become more and more important, as has our Political Action Committee - Insurpac National. We have met the $1 million PAC goal several times over the past few years, and it's important for all of us as agents to keep us on that level. I hope you'll visit https://www.independentagent.com/GovernmentAffairs/InsurPac/default.aspx and consider participating with a donation.

The Tennessee Insuror

The Power of Our Brand The Trusted Choice brand and TrustedChoice. com have become vital tools in our fight against direct writers and "insurtech" startups. I still believe the independent agent plays an important role in helping clients assess risk and secure adequate coverage. We must help the public understand this value, and also identify independent agents in their community.

The Trusted Choice brand began this work and now TrustedChoice.com is helping continue it.

Continued improvements and support from our carrier partners have allowed us to make these branding initiatives a force for independent agents. I hope more agents will see their value and utilize them to the fullest extent.

Products & Services for You Much like your State Association, when the Big "I" sees an opportunity to add a product or program to its lineup, it puts careful consideration into its value for members. We have had so many great offerings over the years, including our Professional Liability program through Swiss Re and Allianz, RLI PUP and Home Business Insurance program, Selective Flood program, Big "I" Markets, Eagle Agency and so many more.

“ I n m y opinion, no organization facilitates that cooperation b e t te r than the IIABA . �

These programs are in place to serve our member agents, and if you aren't utilizing some of them I would highly recommend you check them out. They really do give you a "value add" for your membership. If there are programs you think the Big "I" should be offering but currently is not, I'd love to hear about them. These programs only work if they are helping meet the needs of our members, so we always want to know what those needs are.

If you see my wife Julie and I at the Convention, I hope you'll take a moment to say hello and share any thoughts you have with me about our work.

Let's work together to continue making this the best Big "I" it can be. u

Jon Jensen 23

Stepping Forward to Serve Clients MidSouth Mutual has provided quality Workers’ Compensation insurance and services to agents and their clients since 1995. Every step of the way, the company has moved forward to provide exceptional service and expanded coverage areas across the Southeast.

MidSouth Mutual provides strength, reliability and value to agents and their clients through quality products, forward-leaning loss control and superior claims services.

Examples of clients we serve include: HVAC Contractors Carpenters Building Suppliers Framers Dozing Services Dry Wallers Road Contractors Landscapers

Bricklayers Masonry Electricians Insulation Plumbers Cabinetry Painters Flooring

Contact Tom Perez at tom.perez@bwood.com or 615-379-8245 www.midsouthmutual.com

What’s New?

What’s Not?

Now a billion dollar company!

(Sales passed the mark in 2016.)

Secure financial strength that comes from being a member of the Berkshire Hathaway family.

Nationwide geographical scope.

Our A+ (”Superior”) A.M. Best Company Rating.

An increasingly robust One-Stop Insurance Shopping solution via a BizGUARD Plus product suite that features Workers’ Compensation, Businessowner’s Policy, Commercial Auto, Umbrella, and Professional Liability coverage.

Average annual growth in premium in excess of 25% per year for the past five.

Ongoing product and service enhancements to win renewals and keep a high retention ratio.

Broader appetite for select risks (including Total Insured Property Values as high as $50 million for certain industries and risks).

Our focus on being data-driven and using business intelligence to gain a competitive edge.

A superior combined ratio that (according to A.M. Best) outperforms our peers.

Our commitment to distribution through independent agents!

Higher A.M. Best financial size (i.e., “X”).

Enhanced infrastructure to support growth.

GR

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24

The Tennessee Insuror

From Your CEO

The Guaranty Fund Covers Less Every Year

If asked, many agents would say the benefit of using an admitted company is that the insured can receive the benefit of the Tennessee Insurance Guaranty Fund. In order to trigger Guaranty Fund protection, a company that has gone "broke" must: 1. Be declared insolvent 2. Be liquidated by a court order Additionally, either the property must be in Tennessee or the claimant must be a Tennessee resident. My friends on the company side of the business seem to agree that the Fund works just fine – because no one is complaining about it.

How Did We Get Here?

The Fund was created in 1971 and is virtually the same as the day it was written. Many states started their fund about the same time. Why? During that same time period the insurance industry watched as Geico narrowly avoided collapse and the federal government threatened to intervene in the property casualty business.

Primarily the Fund is intended to cover P&C lines of business, but it also includes some other lines such as surety, warranties, title and excess insurance.

The Fund is governed by a five person Board which is appointed by the Commissioner of the Department of Commerce and Insurance.

By law the board members must be Tennessee residents who represent member insurance companies, including at least five representing domestic companies. Current members companies are Allstate, QBE, State Farm, State Volunteer Mutual and Tennessee Farmers Mutual (Farm Bureau). All companies must participate in the Fund except for surplus lines carriers, risk retention groups and captives.

Member companies can be charged up to 2% of net written premium per year to fund the program. However, these charges are recouped in the form of a premium tax credit. Ultimately under this system, the state effectively pays any loses over time. Not all states have this premium

tax offset. The losses by Reliance and Legion have all paid over 80 million with 30 million in reserve.

Should a company become insolvent, the Fund will step in to covers an insured’s loss. However, the Fund coverage is limited to $100,000, which has been the same since 1971. The only exception to this cap is for workers’ compensation where coverage is unlimited. Most states have increased the Guaranty Fund cap to at least $300,000. In the 70s, Insurors sponsored a bill that would return unearned premium (with a $250 deductible) for up to $10,000. Other states now have much higher limits.

In cases where there are "over the cap" claims in Tennessee, and where the insured or claimant may reside in another state, help may be available from guaranty funds in other states. For those issues, you and/or your insured would have to contact the guaranty funds of such other states if you have any questions.

In addition to the low limit of recovery, there is one more caveat you should keep in mind regarding the Fund. If your account has a net worth of $10M on a first party claim or $25M on a third party claim, the Fund does not apply to your insured. That was big money in 1971, but many more insureds could meet the net worth limit today!

“My friends on the company side of the business seem to agree that the Fund works just fine – because no one is complaining about it. ”

Where Do We Stand Now? So what’s my message? If the insolvent company writes your insured's workers compensation policies you are in pretty good shape, unless of course your client has a net worth of over $10M. If the insolvent carrier has your property policies and your insured has a loss, they will only recover $100,000 and/or their unearned premium if it is less than $10,000.

What I would say – for the sake of your E&O policy – is that the Tennessee Guaranty Insurance Fund will be there to pay 100% of your unpaid losses and return all of your unearned premium. u

Chuck Bidek, CPCU The Tennessee Insuror

25

C AN ’ T H ANDLE THE HARD STUFF? L ET J IMCOR G IVE Y OU A H AND ! o

Nightclubs/Restaurants/Bars

o

Environmental

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Monoline Liquor (Incl. AL)

o

Professional Liability

o

Vacant Property

o

Real Estate Schedules

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Coastal Property

o

o

Apartments/Motels

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Exporters/Importers/ Wholesalers

o

Tenant Dwellings (including large schedules) Manufactures/Distributors

o

Cyber Liability

*Admitted and Non-admitted

Taking care of your needs for 30 years!

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Jimcor Agencies, Your MGA/Wholesaler of Choice!

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Jimcor.com

®

www.summitholdings.com Policies are underwritten by Bridgefield Casualty Insurance Company and Bridgefield Employers Insurance Company, authorized insurers in AL, AR, FL, GA, IN, KY, LA, MS, NC, SC, TN and TX; BusinessFirst Insurance Company, authorized in FL, GA, KY, NC, SC and TN. ©2017 Summit Consulting LLC | 2310 Commerce Point Drive, Lakeland, FL 33801

26

The Tennessee Insuror

Education Calendar

2017 Continuing Education Chattanooga 4/4 CISR Agency Ops 10/5 CISR Commercial Casualty II

Memphis

Johnson City

3/1 CISR Commercial Casualty I

4/5 CISR Agency Ops 10/5 CISR Commercial Casualty II

3/15-17 CIC Commercial Multiline 6/14 CISR Personal Residential 11/8 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

2/28 CISR Commercial Casualty I 5/3-5 CIC Commercial Property 6/13 CISR Personal Residential 7/20-21 CIC Ruble 9/13-15 CIC Commercial Casualty 10/1-3 CIC Company Operations

Knoxville 4/6 CISR Agency Ops 8/16-18 Agency Management

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

10/3 CISR Personal Auto

10/8 CISR Personal Lines

Paving The Way

CISR 11/7 11/8 2/27 2/28

Fee: $186

Personal Lines - Miscellaneous Personal Lines - Miscellaneous Commercial Casualty II Commercial Casualty II

CIC

Fee: $424 (Ruble $430)

11/1-3 Commercial Multiline

CE: 7

Nashville Memphis Nashville Memphis CE: 24 (Ruble 16)

Nashville

IMPERIAL PFS IS CELEBRATING 40 YEARS AS THE LEADER IN COMMERCIAL PREMIUM FINANCING

3/14-16 Agency Management

Memphis

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

Specialty Seminars 12/4-5 Dynamics of Selling

Fee: Varies

Nashville

For more information on how Imperial PFS can help you, contact:

®

DAVE BAKER 859.630.7369 dave.baker@ipfs.com

While much has changed in 40 years, our commitment to providing legendary Customer service has remained the same.

IPFS® is dedicated to providing the superior technology you need, and the legendary Customer service you’ve come to expect.

Visit us today at ipfs.com or follow us on social media for news and updates on IPFS.

Copyright © 2017 IPFS Corporation. All rights reserved.

The Tennessee Insuror

27

T H E NA T I O NA L A L L I A N C E I N FO M A P

Map your career track and customize your learning experience by selecting the designations and course offerings that fit your needs.

Rubles CIC

2

CISR Introductory Series

3

4

T H E NA T I O NA L A LLI A NC E I NF O MA P

Map your career track and customize your learning experience by selecting the designations and course offerings that fit your needs.

Rubles CIC

CISR Introductory Series

CRM

Dynamic Series

WTH Seminars

CSRM CPRM

The Introductory Series is a good choice for those interested in finding out more about the industry and industry fundamentals.

The Dynamics Series, offers career-changing sales training. Providing a variety of pertinent topics, the William T. Hold Seminars are invaluable for expanding your insurance knowledge. The Dynamics Series can be used to meet update requirements across the designations. WTH Seminars satisfy update requirements for CISRs and CSRMs.

1

The Certified Insurance Service Representative (CISR) designation provides quality insurance education geared toward customer service representatives, account executives, servicing agents, new producers, and other professionals.

The Certified School Risk Manager (CSRM) designation fills a need for quality risk management education for those associated with schools.

The Certified Insurance Counselor (CIC) provides an in-depth, practical approach to education for agents and other insurance practitioners. The Certified Risk Manager (CRM) designation is recognized as being the foremost education available in the field of risk management. The Certified Personal Risk Manager (CPRM) designation yields the best training for meeting the needs of an affluent clientele.

The James K. Ruble Seminars are advanced programs that offer a variety of specialty topics. CICs, CRMs, and CPRMs can meet their annual updates with a Ruble seminar.

2

Dynamic Series

CRM

WTH Seminars

3

1 CSRM

2 The Introductory Series is a good choice for those interested in finding out more about the industry and industry fundamentals.

The Dynamics Series, offers career-changing sales training. Providing a variety of pertinent topics, the William T. Hold Seminars are invaluable for expanding your insurance knowledge. The Dynamics Series can be used to meet update requirements across the designations. WTH Seminars satisfy update requirements for CISRs and CSRMs.

The Certified Insurance Service Representative (CISR) designation provides quality insurance education geared toward customer service representatives, account executives, servicing agents, new producers, and other professionals.

The Certified School Risk Manager (CSRM) designation fills a need for quality risk management education for those associated with schools.

CPRM

3 The Certified Insurance Counselor (CIC) provides an in-depth, practical approach to education for agents and other insurance practitioners. The Certified Risk Manager (CRM) designation is recognized as being the foremost education available in the field of risk management. The Certified Personal Risk Manager (CPRM) designation yields the best training for meeting the needs of an affluent clientele.

The James K. Ruble Seminars are advanced programs that offer a variety of specialty topics. CICs, CRMs, and CPRMs can meet their annual updates with a Ruble seminar.

2

VISIT SCIC.COM FOR MORE INFORMATION OR INSURORS.ORG TO REGISTER FOR CLASSES NOW 28

The Tennessee Insuror

Insurors of Tennessee Exhibit Hall Guide 102 - Insuror Services, LLC 103 - Motorists Insurance Group 105 - Burns & Wilcox, Ltd 107 - Markel Specialty 111 + 113 - Applied Underwriters 115 - Genesee General 116 - Main Street America Group 117 - Palomar Specialty 118 - Insurance Associates of America 119 - Commercial Sector Insurance Brokers 120 - Millennium Brokerage Group 121 - Jenesis Software 202 - KNK Compliance Services, LLC 203 - National Alliance for Insurance Ed. 204 + 206 - Nationwide Insurance 205 - Apliant 207 - Arlington/Roe 210 - Harford Mutual Insurance Company 211 - Haulers Insurance Co. 212 - Atlas General Insurance Services 213 - Francis L. Dean & Associates 214 - ICW Group 215 - National Insurance Producer Registry 216 - Suretegrity 217 - Hull & Company, LLC. 218 - Southern Insurance Group 219 - Berkshire Hathaway Homestate Co. 220 - Berkshire Hathaway Guard Insurance 302 - Penn National Insurance 303 - Titan Web Marketing Solutions 304 - Strategic Insurance Software 305 - Johnson & Johnson 306 - J.M. Wilson 307 - AmTrust North America 310 - National Security Fire & Casualty Co 311 - Martin & Zerfoss Inc. 312 - DealerGuard 313 - Hagerty Insurance 314 - Kentucky National Insurance 315 - Mackinaw Und. - Meadowbrook 316 - Risk Placement Services 317 - EZLynx 318 - Harbor America East 319 - RT Specialty 401 - Swiss Re Lawyers Professional Liability 402 - Berkley Southeast Insurance Group 403 - Imperial PFS 404 - INSBANK/Finworth Mortgage 405 - FFVA Mutual Insurance Company 406 - Travelers 407 - Bailey Special Risks, Inc. 410 - Southern Insurance Underwriters 411 - CNA Commercial Insurance 412 - National General Insurance 413 - TAPCO Underwriters 414 - North Point Underwriters, Inc. 415 - MAPFRE/American Commerce Ins. 416 - AccuAgency

Business Connection Lounge

417 - Market Finders Insurance Corp.

418 - Encompass Insurance 419 - Builders Insurance Group 510 - South & Western 511 - Safeway Insurance Company 512 - Philadelphia Insurance Companies 513 - Premium Assignment Corporation 514 - Patriot Underwriters 515 - Stonewood Insurance Company 516 - HawkSoft, Inc. 517 - ACS Benefit Services 518 - Houston International Insurance Grp 519 - Global Indemnity/VacantExpress.com 521 + 620 - State Auto Insurance 610 - Zenith Insurance Company 612 - FrankCrum, Inc. 614 - Equipment Insurance International 616 - HCC Surety Group 618 - Capital Premium Financing

Ticket Don’t forget to tear out your exhibitor ticket card from this guide and have it initialed at each booth. Bring the card to the Association Day breakfast to be entered to win the $1000 Agent Prize!

Door Prizes Be sure to be present in the exhibit hall from 8:30 - 10:30 am on Monday, when Voice of the Titans Mike Keith and Insurors CEO Chuck Bidek will be talking with exhibitors and announcing great giveaways!

AccuAgency 5855 Jimmy Carter Blvd., Suite 200 Norcross, GA 30071 Booth 416 (P) (800) 229-2009 www.accuagency.com Software and services to help you find, quote, bind and service your customers ACS Benefit Services 8025 North Point Blvd, Ste 100 Winston Salem, NC 27106 Booth 517 (P) (336) 759-2013 www.acsbenefitservices.com TPA offering health benefit plans, self-funding, consumer directed plans and more

www.bsrins.com A local, family owned specialty insurance wholesaler offering brokerage and program business facilities in Professional Liability, Management Liability, Commercial Casualty and specifically defined P&C programs Berkley Southeast Insurance Group 5301 Virginia Way, Suite 250 Brentwood, TN 37027 Booth 402 (P) (800) 774-0361 berkleysig.com Regional P&C insurance company offering commercial products and services through independent agents across the South. An operating unit of the W. R. Berkley Corporation

AmTrust North America 8995 Westside Parkway Alpharetta, GA 30009 Booth 307 (P) (866) 203-3037 www.amtrustgroup.com Offering multiline insurance policies such as workers’ comp, commercial package, and EPLI

Berkshire Hathaway GUARD Insurance 165 River Street Wilkes-Barre, PA 18703 Booth 220 (P) (800) 673-2465 www.guard.com Monoline workers’ comp coverage with fast and easy online rating and submission. Direct bill, direct draft and payroll based options

Applied Underwriters P.O. Box 3646 Omaha, NE 68103 Booth 111-113 (P) (877) 234-4450 www.auw.com Designing financial services and workers’ comp solutions to meet the real needs of small and mid-sized businesses nationwide

Berkshire Hathaway Homestate Co. P.O. Box 2048 Omaha, NE 68103 Booth 219 (P) (888) 495-8949 www.bhhc.com An A++ Rated carrier of Work Comp, commercial auto, property and more

Arlington/Roe 8900 Keystone Crossing, Suite 800 Indianapolis, IN 46280 Booth 207 (P) (800) 878-9891 www.arlingtonroe.com MGA/Wholesale Insurance Brokers: Aviation - Bonds - Farm - Medical Professional - Personal Lines - Pro. Liability - Standard Small Business - Transportation - Work Comp Atlas General Insurance Services 900 S. Gay Street, Suite 1801 Knoxville, TN 37902 Booth 212 (P) (844) 827-3777 www.atlas.us.com An MGA/Program Manager focused on small to medium work comp, specialized GL for contractors and package business Bailey Special Risks, Inc. 177 E. Main St., Lancaster Bldg. Suite 4 Hendersonville, TN 37075 Booth 407 (P) (800) 768-7475

Builders Insurance Group 2410 Paces Ferry Road Atlanta, GA 30339 Booth 419 (P) (678) 309-4000 www.bldrs.com Work comp, general liability, property and builders risk insurance solutions Burns & Wilcox 414 Union St # 902, Nashville, TN 37219 Booth 105 (P) (615) 251-1297 www.burnsandwilcox.com The largest independent wholesale broker & underwriting manager Capital Premium Financing 12235 South 800 East Draper, UT 84020 Booth 618 (P) (877) 730-1906 www.captialpremium.net A recognized leader in service and an established and trusted partner in the premium finance loan industry

CNA Commercial Insurance 15 Century Blvd, Ste. 400 Nashville, TN 37214 Booth 411 (P) (615) 886-3300 www.cna.com Building relationships with agents and brokers to meet the specialized insurance needs of businesses of any size for over a century Commercial Sector Insurance Brokers 1191 W Main Street Hendersonville, TN 37075 Booth 119 (P) (205) 776-1600 www.comsectorins.com Commercial lines MGA offering quality service and specializing in hard-to-place risks DealerGuard 26555 Evergreen Rd., Suite 1600 Southfield, MI 48076 Booth 312 (P) (517) 242-4383 www.willisprograms.com For 25+ years, the DealerGuard Ins. program has provided tailored P&C products for franchised and large independent dealers, associations & finance company floorplans Encompass Insurance 2810 Premiere Parkway, Suite 100 Duluth, GA 37923 Booth 418 (P) (615) 585-6306 www.encompassinsurance.com Providing simple, comprehensive coverage options specially designed for your clients needs Equipment Insurance International 120 Westlake Road, Suite 7 Fayetteville, NC 28314 Booth 614 (P) (800) 476-2379 www.e-i-i.com Premier MGA specializing in providing Agricultural, Commercial & Industrial Equipment Dealerships with physical damage insurance for financed, leased or rented equipment EZ Lynx 601 Silveron Blvd, Suite 170 Flower Mound, TX 75028 Booth 317 (P) (877) 932-2382 www.ezlynx.com Industry-leading cloud-based software for insurance professionals Francis L. Dean & Associates 310 West Cook Road, Suite 204 Fort Wayne, IN. 46825

Booth 213 (P) (877) 732-4746 www.fdean.com A national underwriting facility specializing in student, sports, entertainment and special risk insurance with a focus on dedicated service and expertise Frank Crum, Inc. 100 South Missouri Ave. Clearwater, FL 33756 Booth 612 (P) (404) 695-7282 www.frankcrum.com One of America’s premier PEOs and staffing experiences minimizing the amount of time and money your clients need to manage services Genesee General 1220 Old Alpharetta Rd., Suite 380 Alpharetta, GA 30005 Booth 115 (P) (800) 282-8755 www.geneseeins.com A full service MGA and wholesale company with a mission to provide unparalleled service to independent insurance agents Global Indemnity | Vacantexpress.com | Collectibles Ins. Svcs.

125 South Wacker Drive, Suite 2300 Chicago, IL 60606 Booth 605 (P) (312) 705-4288 vacantexpress.com | collectinsure.com Wholesaler specializing in vacant properties, renovations and builders risk | Specialty retail agency whose focus is insuring various collectibles Hagerty Insurance 141 River’s Edge Drive #200 Traverse City, MI Booth 313 (P) (877) 922-970 www.hagerty.com Hagerty is the global leader in collector car and boat insurance and has expanded beyond insurance to offer vehicle valuation tools, an award-winning magazine, roadside service built for classics & much more Harbor America East 21977 E. Wallis Drive Porter, TX 77365 Booth 318 (P) (813) 404-2132 www.hapeo.com PEO offering work comp bundled with payroll, risk management & human resources services Harford Mutual 200 N Main Street Bel Air, MD 21014 Booth 210 (P) (800) 638-3669 www.harfordmutual.com Providing P&C insurance products tailored for business owners and their companies

Does your agency have the building blocks of success?

Central has all the blocks you need to build the value of your most important asset: your agency.

Experience gained over 140 years in business.

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Contact us to learn how Central can help you build success!

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www.central-insurance.com The Central Insurance Companies are comprised of Central Mutual Insurance Company and All America Insurance Company.

Haulers Insurance Company 1101 New Hwy. 7 Columbia, TN 38401 Booth 211 (P) (800) 346-6071 www.haulersinsurance.com Regional P&C company offering a broad array of personal and commercial auto products

Insurance Associates of America 17500 W. Liberty Lane New Berlin, WI 53146 Booth 118 (P) (866) 789-9712 www.iaanetwork.com A premier cluster group for independent agents to expand with retained ownership

Mackinaw Underwriters/Meadowbrook 11801 Grand River Rd Brighton, MI 48116 Booth 315 (P) (615) 514-5562 www.meadowbrook.com Wholesale broker with specialty markets and work comp markets including Meadowbrook

Hawksoft 1230 SE 3rd Avenue Canby, Oregon 97013 Booth 516 (P) (866) 884-4680 www.hawksoft.com The only agency management system that makes running your business more effective

Insuror Services, LLC 2500 21st Avenue South, Suite 200 Nashville, Tn 37212 Booth 102 (P) (800) 385-1898 Offering Agents’ E&O markets, RLI PUPs and RLI Home Business Insurance markets to Insurors member agencies

HCC Surety Group - Tokio Marine 601 S. Figueroa St. Los Angeles, CA 90017 Booth 616 (P) (770) 220-6556 www.hccsurety.com A leading provider of Surety Bonds providing businesses and individuals with security

J.M. Wilson 8036 Moorsbridge Road Portage, MI 49024 Booth 306 (P) (800) 666-5692 A Managing General Agency and Surplus Lines Broker with A rated markets

Main Street America Group 4601 Touchton Road East, Suite 3300 Jacksonville, FL 32245 Booth 116 (P) (800) 207-0446 www.msagroup.com Offering P&C insurance in 27 states, surety bonds in 44 states and annually writing nearly $900 million in premium

Houston International Insurance Group 2007 Eagle Ridge Drive Birmingham, AL 35242 Booth 518 (P) (713) 935-4800 www.hiig.com A specialty company that provides creative solutions for our clients’ specialized needs

Jenesis Software 294 S Broadway St Forest City, NC 28043 Booth 121 (P) (844) 770-0016 www.jenesissoftware.com Providing premier agency management system solutions to help agents save time and grow revenue

Hull & Company 11405 North Community House Rd, #100 Charlotte, NC 28277 Booth 217 (P) (800) 241-4855 www.hullco.com Wide variety of products from stable, prestigious carriers nationally and globally

Johnson & Johnson 200 Wingo Way Mount Pleasant, SC 29464 Booth 305 (P) (800) 487-7565 www.jjins.com Full service MGA offering E&S markets, standard markets and Premium Financing

Imperial PFS 1055 Broadway Blvd., 11th floor Kansas City, MO 64105 Booth 403 (P) (800) 838-2350 www.ipfs.com Insurors endorsed Premium Financing specialists - nationwide expertise & local service

Kentucky National Insurance 2709 Old Rosebud Rd Lexington, KY 40509 Booth 314 (P) (859) 367-5200 www.kynatins.com Coverage for auto insurance, homeowners, renters, marine & motorcycle insurance

INSBANK/Finworth Mortgage 2505 21st Avenue, Suite 204 Nashville, TN 37212 Booth 404 (P) (615) 515-2275 www.insbanktn.com Commercial bank serving independent agents, small businesses, local residents and mortgage solutions through Finworth

KnK Compliance Services, LLC 210 South Third Street Dickson, TN 37055 Booth 202 (P) (615) 375-7419 www.knkcompliance.com Insurors-endorsed vendor for licensing and compliance services as well as surplus lines tax needs

MAPFRE/American Commerce 211 Main Street Webster, MA 01570 Booth 415 (P) (800) 244-1545 www.mapfreinsurance.com Committed to providing high quality products and valuable services to agents & insureds Markel Specialty P.O. Box 3009 Omaha, NE 68103 Booth 107 (P) (888) 500-3344 www.markelinsurance.com Personal and commercial insurance, including umbrella, property and excess liability Market Finders Insurance Corp.

P.O. Box 6549 Louisville, KY 40206 Booth 417 (P) (800) 626-5660 www.mfic..com An E&S Broker specializing in unusual and hard-to-place insurance products Martin & Zerfoss, Inc. P.O. Box 121587 Nashville, TN 37212-1587 Booth 311 (P) (615) 297-8500 www.martinzerfoss.com Premier MGA for affluent PL & community banks thru Chubb/ACE, AIG & Travelers Select Millennium Brokerage Group 100 Winners Circle, Suite 100 Brentwood, TN 37027 Booth 120 (P) (800) 434-1992 www.mbgnow.com A dynamic insurance distribution organization offering LTC solutions

Motorists Insurance Group/Consumers Ins. 1620 Gateway Blvd.

Murfreesboro, TN 37129 Booth 103 (P) (615) 896-6133 motoristsmutual.com / ciusa.com Consumers Ins. is a member of Motorists Insurance Group, an A-rated group of 11 companies, including Motorists Insurance. Offering a premier commercial insurance suite The National Alliance for Ins. Education 3630 North Hills Drive Austin, TX 78755 Booth 203 (P) (800) 633-2165 www.scic.com Offering practical continuing education programs, including CIC, CISR, CSRM & CRM designation programs National General Insurance 5630 University Parkway Winston Salem, NC 27105 Booth 216 (P) (877) 468-3466 www.nationalgeneral.com Offering A- rated Auto, RV, Home and Small Business Auto Insurance National Insurance Producer Registry 1100 Walnut Street, Suite 1500 Kansas City, MO 64106 Booth 216

(P) (816) 783-8467

www.nipr.com The source for insurance producer licensing information and the Producer Database National Security Fire & Casualty Co. P.O. Box 703 Elba, AL 36323 Booth 310 (P) (800) 239-2358 www.nationalsecurityinsurance.com Property coverage for homes & mobile homes that may not qualify for standard markets Nationwide Insurance 1100 Locust Street Des Moines, IA 50391 Booth 204-206 (P) (800) 532-1436 www.nationwide.com Superior service, coverages, discounts and more for personal, business & farm/ranch lines of coverage North Point Underwriters 3625 Brookside Pkwy #550 Alpharetta, GA 30022 Booth 216 (P) (678) 965-8787 www.npu-inc.com A service focused MGA and wholesale broker writing business with agents around the Southeast for personal, commercial and professional lines

Palomar Specialty Insurance Co. 7979 Ivanhoe Ave #500 La Jolla, CA 92037 Booth 216 (P) (619) 567-5290 www.palomarspecialty.com A leading catastrophe insurance carrier Patriot Underwriters 401 East Las Olas Blvd. Suite 1650 Fort Lauderdale, FL 33301 Booth 514 (P) (800) 948-2651​ www.patriotunderwriters.com A national program administrator specializing in work comp and other specialty lines Penn National Insurance 2630 Elm Hill Pike #300 Nashville, TN 37214 Booth 216 (P) (615) 889-2740 www.pennnationalinsurance.com A- rated carrier with business, auto, homeowners & umbrella coverages and top service Philadelphia Insurance Companies 215 Centerview Drive, Suite 136 Brentwood, TN 37027 Booth 512 (P) (800) 317-1034 www.phlyins.com Offering tailored commercial P&C and management & professional liability

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Premium Assignment Corporation 509 Solomon Drive Franklin, TN 37064 Booth 513 (P) (615) 419-1797 www.premiumassignment.com A premier premium finance company Risk Placement Services 220 Lexington Green Cr., Ste 600 Lexington, KY 40503 Booth 316 (P) (800) 432-9348 www.rpsins.com RPS is a wholesale insurance brokerage offering specialty P&C insurance products Ryan Specialty Group 200 E. Randolph, 20th Floor Chicago, IL 60601 Booth 319 (P) (312) 784-6001 www.rtspecialty.com A select group of MGUs, a wholesale brokerage, a London operation, and other entities offering specialty insurance services to agents, brokers and insurance carriers Safeway Insurance 10 Canebrake Blvd, Suite 300 Flowood, MS 39232 Booth 511

(P) (800) 352-3089

www.safewayinsurance.com Making cheaper auto insurance the safe, great value choice South & Western P.O. Box 9015 Addison, TX 75001 Booth 510 (P) (901) 684-4500 www.southandwestern.com Supporting independent agents with specialty insurance offerings of personal lines, farm & ranch, commercial transportation & P&C Southern Insurance Group 548 North Willow Ave. Cookeville, TN 38501 Booth 216 (P) (800) 467-8571 www.sig1.net Wholesale broker for life, LTC, disability, final expense insurance and annuity products Southern Insurance Underwriters, Inc. 4500 Mansell Road Alpharetta, GA 30022 Booth 410 (P) (678) 498-4501 www.siuins.com SIU is a full service MGA offering commercial/ personal lines & over 200 markets

State Auto Insurance 100 State Auto Blvd Goodlettsville, TN 37072 Booth 216 (P) (615) 851-6400 www.stateauto.com Auto, home, business, farm & ranch and specialty coverages from an A- rated carrier StoneWood Insurance Company P.O. Box 97488 Raleigh, NC 27624 Booth 515 (P) (800) 780-7454 www.stonewoodins.com Specialty lines insurance on an admitted basis through the James River Group platform Strategic Insurance Software/Partner XE 4181 Arlingate Plaza Columbus, OH 43228 Booth 304 (P) (800) 747-9273 www.sisware.com Challenging the status quo with industry software and automation solutions for insurance agents including Partner XE Suretegrity 4380 St. Johns Parkway Sanford, FL 32771 Booth 216

(P) (888) 951-8680

www.suretegrity.com Surety Bond MGA with the technology to deliver all Surety Bond offerings instantly online Swiss Re Lawyers Professional Liability 222 West Adams Street, Suite 2300 Chicago, IL 60606 Booth 216 (P) (630) 213-9952 www.bigimarkets.com An Insurors-endorsed program for members to access the lawyers professional libaility market form A+ rated carrier Swiss Re TAPCO Underwriters 3060 S. Church Street Burlington, NC 27216 Booth 413 (P) (800) 334-5579 www.gotapco.com Excess and Surplus Lines MGA specializing in the placement of Commercial and Personal lines Travelers 6640 Carothers Parkway, Suite 300

Franklin, TN 37067 Booth 406 (P) (615) 660-6015 www.travelers.com Offering commercial, specialty & personal lines products with responsive service and solutions from one of the largest providers of P&C insurance in the country Titan Web Marketing Solutions 1630 S Church St #100 Murfreesboro, TN 37130 Booth 216 (P) (877) 734-1696 www.titaninsurancemarketing.com Insurors endorsed partner for digital marketing, website design, SEO and online branding solutions Zenith Insurance Company 3800 Colonnade Pkwy #545 Birmingham, AL 35243 Booth 216 (P) (877) 581-8237 www.thezenith.com A workers’ compensation specialist carrier with a commitment to helping reduce claims and their costs

Have an exhibitor from each booth initial this ticket, then complete the info section and turn it in for your chance at the Grand Prize drawing!

DON’T FORGET TO COMPLETE YOUR TICKET FOR THE CHANCE TO WIN $1,000

AccuAgency

ACS Benefit Services

American Commerce

AmTrust

Apliant

Applied Underwriters

Arlington/ Roe

Atlas General

Bailey Special Risks

Berkley Southeast

Berkshire GUARD

Berkshire Homestate

Builders Ins. Group

Burns & Wilcox

Capital Premium Financing

CNA

Commercial Sector

Dealer Guard

Encompass Insurance

Equipment Ins. Intl.

EZ Lynx

FFVA Mutual

Francis L. Dean

FrankCrum

Genesee General

Global Ind. Vacant Exp.

Hagerty Insurance

Harbor America East

Harford Mutual

Haulers Insurance

HawkSoft

HCC Surety Tokio Marine

Houston Inter. Ins.

Hull & Co.

ICW Group

Imperial PFS

INSBANK

Ins. Assoc. or America

Insuror Services

J.M. Wilson

Jenesis Software

Johnson & Johnson

Kentucky National

KnK Compliance

Mackinaw Under.

Main Street America

Markel Specialty

Market Finders

Martin & Zerfoss

Millennium Brokerage

Motorists/ Consumers

National General

National Ins. Prod.

Registry

National Security F&C

Nationwide

North Point Und.

Palomar Specialty

Patriot Und.

Penn National Ins.

Philadelphia Insurance

Premium Assignment

Risk Placement Services

RT Specialty

Safeway Insurance

South & Western

Southern Insurance Group

Southern Insurance Und.

State Auto

Stonewood Insurance

SIS - Partner XE

Suretegrity

Swiss Re Lawyers

TAPCO

Titan Web Marketing

Travelers

Zenith Insurance

NAME____________________________________________________________________ AGENCY___________________________________________________________________________________

TRUSTwith what MATTERS MOST

With direct carriers and the online marketplace increasingly encroaching on the traditional role of an Independent Agent, the best of the best know the importance of working with a carrier they trust. A carrier with relevant products and expertise. A carrier committed to the success of its agents.

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That’s why we aim to reward and retain your trust with tools that meet the increasing demands of a 24/7 marketplace, through constant investment in our platform, product suite, and agent-centric analytics, and products targeted at the attractive emerging affluent and small commercial markets.

Success in this industry will continue to require a deep partnership between the agent and the carrier.

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What’s important to you is important to us.

Strong. Stable.

Committed To You. Nationwide was founded in 1926 to help farmers insure their vehicles, but our members’ needs quickly evolved — as they continue to evolve today. Over the past 90 years, our company has grown into one of the largest insurance companies in the country. What hasn’t changed? Our commitment to one fundamental principle: that we can do more together than we can do alone.

As we’ve grown, we’ve taken a thoughtful approach to building relationships, focusing on offering the right level of consultation, compensation and benefits to agencies. These strong relationships empower you to grow your business with Nationwide — and to be rewarded for success.

Today, we have come together as One Nationwide — which has expanded even further our ability to offer a broad portfolio of flexible options so our agency partners can solve for a wide range of customer needs.

Today, we’re so much more than automobile insurance.

We’re a diversified insurance and financial services organization serving consumers and businesses from coast-to-coast.

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To learn more about our strong commitment to consumers and businesses and our breadth of products to support your agency, contact Amy Rose rosea4@nationwide.com.

Products underwritten by Nationwide Mutual Insurance Company and Affiliated Companies. Columbus, Ohio. Nationwide, the Nationwide N and Eagle, Nationwide is on your side and We Put 30 First are service marks of Nationwide Mutual Insurance Company. © 2017 Nationwide NPO-0732M2.1 (02/17) The Tennessee Insuror Members

Government and Legal Affairs If You're a Lawyer, You Don't Need to Read This. But if Not, Please Read Carefully Written by Richard F. Lund, J.D., VP, Sr. Underwriter, Swiss Re

Insurance agents and brokers should be wary of commercial insurance customers trying to impose unreasonable and potentially illegal heightened duties on them. Improvements to state laws have limited the ability for customers to ask agents to make changes to the standard ACORD 24 and 25 Certificate ofInsurance forms. Instead, many commercial insurance customers are seeking "guarantees" from their agents and brokers that their insurance policies comply with insurance provisions of their contracts with third parties. These customers are looking to hold their agents responsible if a loss occurs that is not covered by those policies, regardless of whether the agent had any existing duty under state law.

Case in point: We have seen a recent trend of commercial insurance customers requiring that their agent sign a document stating that should any insurance policies procured by the agency not comply with insurance provisions of a contract to which the customer is a party, then the agent would be liable for any uncovered losses. While this may appear to

be straightforward, it actually requires that the agent act as a lawyer without the benefit of having attended law school or passing the bar exam. Consider the following statement contained in a document that was recently presented to a Swiss Re Corporate Solutions E&O insured for them to sign: "I agree that the above referenced policy/policies meet or exceed the insurance requirements set forth in the contract provided by (name of commercial insurance customer). In addition, I agree to provide written notice if and when the policy/policies ever change to the extent that it no longer meets your insurance requirements."

The first sentence requires that the agent: 1. Review a written contract (the insurance policy/policies) 2. Compare it to the contract between the customer and the third party, and 3. Provide a legal opinion that the insurance meets all of the criteria set forth in the contract.

In baseball terms, three strikes and you're out! Unless the agent is also a licensed attorney, they would not have the capacity to provide this legal opinion and, if they nonetheless

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INSURANCE FOR THE REAL WORLD

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The Tennessee Insuror

BITCO INSURANCE COMPANIES

31

attempt to do so, they could be subject to penalties for practicing law without a license.

The second sentence requires: 1. Notice that is not required by an insurance policy, and 2. That the agent stay in constant contact with the customer to determine if any changes have taken place that would necessitate changes in the policies.

This sentence is attempting to take the place of the ACORD Certificate of Insurance, and imposes duties that are not found on those certificates. If the customer attempted to require that they make the change to the certificate, they could be in violation of state law. The sentence is creating legal duties for the agent that they would not otherwise have.

So what should you do if you are presented with this or any similar type of document? If your customer presents you with a written contract that includes insurance provisions setting forth the types of coverages they are to obtain, you should review them with the customer, clarify any ambiguities, and attempt to obtain the coverages. The general obligation of agents is to provide those insurance coverages requested by their customer, or to notify them if they are unable to do so.

While individual state laws may create greater or lesser duties, this is the agent's primary obligation. If you are unable to provide the coverages, you must notify them immediately

so that they can take appropriate action as they are required under their contract. Remember, you are NOT a party to the contract between the customer and the third party. Your only obligation is to obtain those coverages that your customer has requested, except as otherwise required by state law. In no event should you ever agree to sign any document that would require you to make any legal interpretation about whether or not an insurance policy meets or exceeds a contractual provision.

About the Author Richard F. Lund, JD, is a Vice President and Senior Underwriter of Swiss Re Corporate Solutions, underwriting insurance agents errors and omissions coverage. He has also been an insurance agents E&O claims counsel and has written and presented numerous E&O risk management/ loss control seminars, mock trials and articles nationwide since 1992.

This article is intended to be used for general informational purposes only and is not to be relied upon or used for any particular purpose.

Swiss Re shall not be held responsible in any way for, and specifically disclaims any liability arising out of or in any way connected to, reliance on or use of any of the information contained or referenced in this article. The information contained or referenced in this article is not intended to constitute and should not be considered legal, accounting or professional advice, nor shall it serve as a substitute for the recipient obtaining such advice. The views expressed in this article do not necessarily represent the views of the Swiss Re Group ("Swiss Re") and/or its subsidiaries and/or management and/or shareholders. u

Meeting my customers where they work.

Crafting each policy to meet different needs.

Partnering with Builders Mutual insurance.

That’s how I get the job done right.

BuildersMutual.com

32

The Tennessee Insuror

™

The Tennessee Insuror

33

Brighton – the South & Western mascot

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

Progressive provides local independent agents industry-leading tools, products and services, which allows them to counsel customers with confidence when it comes to their simple or complex insurance needs.

To learn more about our products and services or how to become an appointed Progressive agent, visit ProgressiveAgent.com.

Progressive Casualty Ins. Co. & affiliates.

34

The Tennessee Insuror

Association Update

Insurors Gold Wins Carnegie "Achievement"

Insurors General Counsel Ashley Gold recently completed the Dale Carnegie Immersion class hosted by the Jones College of Business at Middle Tennessee State University. Upon completion of the course, her classmates voted her as the winner of the “Highest Award for Achievement.”

The award goes to someone who, “Demonstrates significant personal and professional development, and exemplifies the principles of Dale Carnegie Training.”

Keystone Awards Strate Insurance and Allen with State Honors Keystone Insurers Group has awarded Strate Insurance of Morristown and David Allen of RSS Insurance in Chattanooga with two of its state member awards.

First, Strate Insurance was named as the Tennessee "Partner of

the Year" and thus nominated for Keystone's National Partner of the Year award. The award is given to an agency that fosters a philosophy of growth and strives to strengthen agency operations, profitability and the Keystone partnership.

Secondly, David Allen was honored with the “Thoroughbred Award” in recognition of outstanding new business production during the calendar year 2016. This award is presented to the top producer in each of Keystone’s nine states.

Rains Promoted; Named Industry "Young Gun" Parker Rains has been promoted to senior vice president and head of the Fisher Brown Bottrell Nashville office. Rains was also recently recognized in the Insurance Business magazine's "Young Guns 2017" feature. The article highlighted 55 "rising stars" who are making significant impacts in the insurance industry. Rains was credited with creating a new sales process that has been implemented by the entire agency.

CORRECTION: In our last issue, we incorrectly titled an update, "Morrison & Fuson Purchased by the Morrisons." It should have read that Morrison & Fuson was purchased by the Fusons. We apologize for the error. u

The Markel difference Service | Strength | Specialists

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

The Tennessee Insuror

35

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

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

36

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

Get more information now at www.securerisk.com

The Tennessee Insuror

Program Spotlight

Imperial PFS

40 Years as a Leader in Premium Finance

Imperial PFS® (IPFS) is celebrating 40 years as the leader in commercial premium financing. What began in 1977 with one branch has grown to 24 branches and 500 Associates nationwide. While much has changed in 40 years, their commitment to providing legendary Customer service has remained the same. IPFS® believes that legendary Customer service means serving as an indispensable partner to valued Customers, rather than just a vendor.

Over its 40 year history, IPFS has brought together some of the best minds in premium finance and combined that team's knowledge with feedback from agents. This has allowed them to build a seamless premium finance experience.

As an independent, privately held company, they are able to provide fast, customized solutions. Their size and independence allow the financial strength and flexibility to handle all your accounts, ranging from the large, complex deals to the smaller, routine accounts. IPFS has financed loans from as little as $250 to more than $35 million.

Nationwide Scope - Local Focus Imperial PFS is a nationwide company with a local focus. Powered by a broad network of more than 20 local offices across the United States and Puerto Rico, they know the regional markets and the challenges you face. They are committed to providing both agents and account holders with legendary Customer service, which is why each branch office assigns a dedicated internal Account Executive and dedicated external Sales Executive. IPFS Customers enjoy the best of both worlds – the strength of a national company with the personal attention of local partnerships.

IPFS makes significant investments in their technologies in order to stay ahead The Tennessee Insuror

of the innovation curve. They were the first premium finance company to launch a mobile app, IPFS Connect®, and led the charge in moving to online quoting, voice response Customer service, and paperless transactions.

Additionally, because every business is unique, they developed a proprietary scoring model to offer enhanced terms to qualified account holders – IPFS Credit Advantage®. The IPFS online quoting system integrates seamlessly with major agency management systems, reducing data entry to free up time in your busy day. This commitment to superior technology translates into enhanced efficiency for Customers, allowing instant account access, anytime, anywhere.

Supporting Agents Premium financing with Imperial PFS® offers benefits to agencies, including: • • • • •

Immediate commission collection Superior account receivable ratios Reduced billing and collection expenses Enhanced service for your clients by providing payment options Increased annual income, where permitted by law

Imperial PFS® partners with you to offer customized plans, state-of-theart technology and superior Customer service to valued clients.

An Endorsed Partner Imperial PFS is an endorsed partner of the Insurors of Tennessee, and can handle any and all of your agency’s financing needs. They are proud to be celebrating their 40th anniversary and look forward to continuing their legacy of legendary Customer service and superior technology. For more information, contact Dave Baker at 859.630.7369 or visit ipfs.com. u

Tennessee Contacts Dave Baker Regional Sales Manager 859.630.7369 dave.baker@ipfs.com Hank Knight Sales Executive 443.613.4820 hank.knight@ipfs.com About Imperial PFS Imperial PFS®, an endorsed partner and Silver Sponsor of the Insurors of Tennessee 124th Annual Convention, is one of the largest premium finance companies in the nation. Together with their agency partners, they’ve developed innovative services and flexible programs that grow agency business and further client relationships.

Imperial PFS was built on a stable foundation of close relationships with their partners. Through the years, they’ve extended their programs and services to include a plethora of unique options to help you grow your business. That's why IPFS is driven by what you need to grow your business.

With over 20 full-service locations around the US and Puerto Rico, IPFS combines the resources you need with the service you’ve come to expect. For more information, please contact Dave Baker at 859.630.7369 or visit ipfs.com.

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Your insights

+

Our

strengths and expertise

= Top-class

protection around the world

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

We’re smarter together.

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

38

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

The Tennessee Insuror

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

Agency Spotlight Agency Spotlight Company Spotlight

Strategic Insurance Software (SIS) has proudly served Strategic Insurance Software (SIS) hasTennessee Independent Agents for over 20 years and continue proudly served Tennessee Independent to support some of the leading agencies Agents for over 20 years and continue in collaboration the served state. Headquartered of and strong technology and exceptional service with a Strategic Insurance Software (SIS) throughout has proudly through building of long term relationships.

Strategic Insurance Software

Columbus, Ohio, Strategic SoftwareXE (SIS) to support some of Agents the leading to continuous improvement driven by our Tennessee's Independent for over agencies 20 years andInsurancePartner is isbuilt commitment on a foundation of strong technology the team behind Partner XE, the innovative web-based continues to support some of theHeadquartered leading agenciesinthroughout and exceptional service withagencies, a commitment customer the Partnerto XEcontinuous User Community. throughout the state. ofimprovement strong exceptional servicethe with a insurance agency management system as welltechnology as other the state. drivenand by customer agencies, Partner XE Two of the ways in which we invest in Tennessee Columbus, Ohio, Strategic Insurance Software (SIS) is innovative products and services that help Community. independent User commitment to continuous improvement driven by our Independent Agents is as a member of the Insurors of Headquartered in Partner Columbus, SIS is thebeteam behinddeliver enhanced services to agencies more efficient, the team behind XE,Ohio, the innovative web-based customer agencies, the Partner XE as User Community.

Tennessee as well participation at the Annual Event.

Partner XE, the innovative web-based insurance agency Two ofretain the ways insureds and enable agencies to effectively and in which SIS invests in Tennessee Independent insurance agency management system as well as other In addition, Partner XE User Community holdsasan annual management system, as well as other innovative products and Agents areways as an in Associate Member Insurors of Tennessee win more business.

Two of the which we investofin Tennessee Learning event at The Insurors of Tennessee.

This year innovative and services that help independent services thatproducts help independent agencies be more efficient, well as through participation in the Annual Convention.

Partner is more than a brand for SIS, it is who we Agents itiswill Independent as a member of the Insurors of be held November 14th.

This event continues to deliver enhanced services to insureds and enable agencies agencies be more efficient, deliverare. enhanced servicesto to Our expertise and passion is in helping agencies in popularity because if holds combines both knowledge, effectively retain and win more business.

In addition,asthe Partner XE User Community an annual Tennessee well asgrow participation at the Annual Event. insureds and enable agencies to effectively retain and succeed through collaboration and building long term at thefood and fun.

All Tennessee agencies are welcome learning event Insurors of Tennessee headquarters.

This In addition, Partner XE User Community holds an annual relationships.

XE is built on a foundation Their marquee product, Partner XE is more than justPartner an agency year the event will take place on Tuesday, November 14th. This to attend. win more business.

Learning event at to The Insurors of Tennessee. year management system. It adapts to you, acting as your agency event continues grow in popularity becauseThis it combines Partner is more than a brand for SIS, it is who we partner and combining all the capabilities you need with knowledge, and fun.14th.

All Tennessee agencies are welcome it will be heldfood November This event continues to customizable features.

All backed by a team dedicated to to attend. are. Our expertise and passion is in helping agencies grow in popularity because if combines both knowledge, serving your needs and building trust, giving you the tools to succeed through collaboration and building long term food fun.

All Tennessee agencies grow your agency, service your clients and write more business.

For and more information on Partner XE orare thewelcome annual learning relationships. Partner XE is built on a foundation event, please contact Nick Massaro at 614.219.6555 or by email to attend.

Partner XE is more than a brand for SIS, it is who they are. at nmassaro@sisware.com. You can also visit the SIS booth Their expertise and passion is in helping agencies succeed #304 - at the Insurors 124th Annual Convention. u

with the Independent Agent

Challenging the Status Quo with the Independent Agent

Challenging the Status Quo Strategic Insurance Software | 4181 Arlingate Plaza, Columbus, Ohio 43228 | 800.747.9273 | sales@sisware.com | www.sisware.com

Strategic Insurance Software | 4181 Arlingate Plaza, Columbus, Ohio 43228 | 800.747.9273 | sales@sisware.com | www.sisware.com

The Tennessee Insuror

39

Independence can’t happen alone Independence means freedom, but it also means responsibility. It is about staying true to the commitments you’ve made - to your clients, your colleagues, your community, and your family.

Keystone connects you to a community of like-minded independent agencies. Our mission remains unchanged: to provide access to the expertise, resources, and relationships that sustain independent insurance agencies over the long haul.

Keystone. Independence works better together.

Contact Michele Bicknell for more information: 570.473.2148 mbicknell@keystoneinsgrp.com keystoneinsgrp.com

©2016 Keystone Insurers Group ®. All rights reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group franchise is not registered.

40

The Tennessee Insuror

Company Briefs CNA Adds Lash and Coleman in Nashville CNA recently announced the appointment of Justin Lash as Vice President of the company's Nashville and New Orleans Branches, and Andrew Coleman as the Nashville Branch Commercial Director.

In his new role, Lash is responsible for leading the two Branches to cultivate deeper relationships with producers, accelerate CNA's market presence and continue to shape a portfolio of mutually profitable growth. He now reports to Rob Huber, Senior Vice President and Southern Zone Officer.

Lash joined CNA in 2010, and has held several leadership roles at the company, including Middle Market Underwriter in Cincinnati, Underwriting Manager in Chicago, Underwriting Director for the Ohio Branch and, most recently, Assistant Vice President and Kentucky Branch Production Leader. Justin began his career at The Hartford. He holds a Bachelor's degree in Finance from the University of Cincinnati and an MBA from Xavier University.

The Tennessee Insuror

Coleman has been with CNA for more than 12 years, with experience spanning multiple territories and multiple lines of business. He rejoins the Nashville Branch after spending the last 4 years in leadership for CNA’s Birmingham Branch and brings with him a deep wealth of underwriting experience. He’s looking forward to applying that expertise towards mutual growth with you.

Andrew is a graduate of Middle Tennessee State University, Construction Risk and Insurance Specialist (IRMI) and Certified Insurance Counselor (CIC).

Imperial PFS to Buy Premium Assignment Corp.

Insurors-endorsed premium financing partner Imperial PFS has announced a definitive agreement to acquire SunTrust Bank's commercial lines insurance premium finance subsidiary, Premium Assignment Corporation (PAC).

The sale is expected to close during the fourth quarter of 2017. It is subject to various customary closing conditions.

Based in Tallahassee, Florida, PAC had $1.4 billion in assets

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The Tennessee Insuror

And finally, Jeff Boldig has been promoted to the position of Commercial Field Underwriter. Jeff joined Acuity in 2013 as a Commercial Underwriter. He graduated in 2012 from the University of Wisconsin-Milwaukee with a bachelor of business administration degree in marketing and human resources.

as of June 30, 2017, and finances commercial lines insurance premiums in all 50 states. The acquistion only serves to add to the market-leading premium financing offerings available through Imperial PFS.

ACUITY Announces Staff Changes ACUITY has announced several staff changes and promotions for its corporate headquarters in Sheboygan, Wisconsin.

First, Aaron Stamm joins Acuity Insurance as Mercantile Business Segment Specialist.

He brings almost 30 years of retail experience to Acuity in diverse areas including loss control, sales, training and operations.

Aaron has held various positions in management as well as working the sales floor.

A resident of Franklin, Wisconsin, Aaron earned a bachelor’s degree in organizational communications from UW-Eau Claire.

Next, Justin Nagode has been promoted to Branding Specialist at Acuity's Corporate Headquarters. Justin began his career at Acuity in June 2012 as a Commercial Underwriter. He graduated in 2012 from St. Norbert College with a degree in business administration.

Columbia Adds Duncan as New CIO Columbia Insurance Group has welcomed Doug Duncan as their new Vice President and Chief Information Officer. Doug is responsible for directing the Information Technology department in all matters of system design, integration and evaluation as it pertains to the company’s overall strategic focus on commercial insurance.

Doug comes to Columbia with extensive qualifications and experience in strategic planning, business enablement and operational effectiveness in the property-casualty technology arena.

Smith Leaves INSBANK; Levy to Assume Role Leslie Smith, a seventeen year employee of INSBANK, has left her position to work on a new venture. Smith served as Assistant Vice President and Treasury Management Officer for

(615) 375-7419 www.knkcompliance.com

Don’t let your licensing fall through the quacks!

Waddle over to Booth 202 and say hello to stress-free licensing.

The Tennessee Insuror

43

the bank, and was well known among Insurors members.

Fran Levy, who joined the bank staff in 2016, will assume her responsibilities. Levy may be contacted at FLevy@insbanktn. com.

QBE Announces CEO Succession Plan QBE has announced that John Neal, Group Chief Executive Officer will be stepping down after five years in the role. The Board of Directors has appointed Patrick (Pat) Regan, Chief Executive Officer Australian and New Zealand Operations and previously Group Chief Financial Officer, to succeed Neal on January 1, 2018, with a four month leadership transition. Regan will remain on the Board as an executive director.

Welch Appointed to FCCI Board of Directors FCCI has announced that effective October 1, the company is welcoming James Michael Welch (Mike) to its Board of Directors. Mike has been associated with FCCI as an agent for more than thirty years and was chosen for this critical role based on his acute appreciation for and understanding of FCCI’s history and legacy, in addition to his industry knowledge and agent perspective.

Mike began his insurance career in Florida in 1973, first as a property adjuster and later joining Poe & Associates, now Brown & Brown. He eventually opened his own insurance agency, Commercial Insurance Marketing Inc., along with his wife, Nadine.

State Auto Research Launches $25M Venture

John Neal began with the company in QBE’s European Operations in 2003 and moved to Sydney in 2011 as Chief Executive Officer, Global Underwriting Operations. He was appointed to the role of Group Chief Executive Officer in 2012.

State Auto Labs Corp., the innovation arm of the State Automobile Mutual Insurance Company, has launched a $25 million corporate venture fund to support entrepreneurs and innovations in the insurance industry.

perience in the insurance sector. Before joining QBE, he was the CFO at Aviva plc and prior to that was the Group Chief Operating Officer and CFO at Willis Group Holdings and Group Financial Controller at Royal & Sun Alliance.

State Auto Labs is embarking on a unique collaboration with Rev1 Ventures that connects InsurTech and FinTech startups with capital, technology and insurance experts with the objective of identifying new technologies and solutions, becoming an early adopter, and investor in the most promising ones. u

7.5X4.625 General ad Pat Regan JGS joinedUmbrella the Group inProgram 2014 with extensive global ex-

Our Umbrella Programs Give You More Options Preferred Property Program gives you broader, more flexible coverage with a range of limits Fast Service and more security are what you get with Preferred Property Program. Our umbrella liability policies are written by XL Insurance with Chubb Insurance Group for excess layer – two of the industry’s most highly rated carriers.

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The Tennessee Insuror

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

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

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

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

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

The Tennessee Insuror

45

Words Matter... continued from page 12 Sample Original Wording

Suggested Rewording

“Full coverage”

“Coverage that matches your described needs”

“We ensure you have the right insurance plan to protect your family or your business.”

“Our professional staff can help you select the right coverage for your family or business,” or “We ensure the carriers we represent are financially sound.”

“Our financial services department can provide you with a safe retirement.”

“Our financial services professionals can help you choose among retirement planning options.”

“Providing the BEST solution for your particular situation.”

“We listen to what you need and provide strong coverage programs to match those needs.”

“Complete this form to request a certificate of insurance and include any additional insured person on your policy.”

“Please complete this form to request a certificate of insurance. You can also request a person or entity to be an additional insured.”

“Our goal is that every claim will be paid to your satisfaction.”

“Our goal is that you feel respected and well-informed in settling any claim that happens under the coverage you buy through us.”

Your agency’s web presence may not use the exact wording above, but this may be a good time to go through it with a “jeweler’s eye” to see if modified wording is in order. You also may want to consult one of the site auditors listed on the Big “I” E&O Happens website.

Promises vs. Reality A website or app is not just a marketing tool—it’s a representation to the world of what your agency is. Even safe wording and reasonable descriptions of your business model can be used against you in a court of law or mediation if the picture you paint on your site does not match the reality of your operation. What you reasonably say your agency does will be tested if a plaintiff alleges the agency’s work did not match that description.

For example, many agencies assure clients and prospects that they review each account annually. But often, those agencies process automatic renewals as they come in from carriers, with little or no pre- or post-renewal or mid-term coverage review. It is not unusual for an agency to move a commercial book of business to a new carrier and discover it does not even have a record of what the client’s business does.

Here are some other examples of potential dissonance between a web description of an agency's services and the reality:

PROFESSIONAL LIABILITY BROKERAGE PROPERTY & CASUALTY GARAGE LIABILITY TRANSPORTATION SURETY PERSONAL LINES

(800) 666-5692 | JMWILSON.COM 46

The Tennessee Insuror

Join Ben Salzmann in this riveting CE video about stolen identity.

Acuity U films are available 24/7. With a multitude of course titles, we cover all your CE needs! Visit acuityu.com!

ACUITY The Tennessee Insuror

47

What You Claim

The Reality at Many Agencies

“We represent many carriers and can help you decide which one is best for you.”

Few if any of the staff are able to point out meaningful differences between carriers’ forms in the same line of coverage. The agency has no coverage spreadsheets to help differentiate between available coverage options.

“We protect your assets and can The agency has, at best, sparse assist you in planning for your documentation that they’ve ofretirement needs.” fered an umbrella to every client.

“Anyone helping you with your insurance is a licensed agent.”

Not every service rep is licensed; one or more service reps have failed the licensing test.

“We help you understand what coverage you need in a confusing insurance world.”

At most, the agency sends out an annual exposure update questionnaire, but does not offer proactive coverage suggestions to make the account better.

“We are an all-lines agency that can help you with any of your insurance-related questions and needs.”

“We will partner with you to review your work contracts and make sure your coverage backs up those agreements.”

All agency licenses are P&C, or the staff with L&H licenses have little experience with those lines. A small minority of current accounts have any coverage that doesn’t fall in the P&C category.

Staff members are not legal or contract law experts; often, the contract has been signed before the agency even sees it.

Like all E&O carriers, Swiss Re Corporate Solutions has seen plaintiff attorneys use a defendant agency’s web-based statements as evidence of negligence in not fulfilling its promise or duty to a client. Swiss Re’s Corporate Solutions Division offers best practices recommendations that are easy to incorporate into an existing site or app or when developing a new one, and you may view a full list at https://rms.iiaba.net/Prevention/Pages/Procedures/swissre-harm-good-website-flyer.pdf Today, most clients want and expect your agency to be accessible electronically. In a competitive industry, you must differentiate your agency in order to retain current clients and attract new ones. Incorporating all web information mindfully and committing to keeping that information updated can lead to growth, retention and a strong community reputation—while helping you steer clear of E&O entanglements.

About the Author Virginia M. Bates is an approved auditor and seminar leader for the Swiss Re Corporate Solutions/Big “I” Professional Liability program, as well as an educator and consultant on many other insurance subjects for state associations, agencies, vendors, carriers and other organizations.

Work with Our Partners at Titan Web Marketing Our endorsed digital marketing provider, Titan Web Marketing Solutions, can help you make sure your website meets the standards of both design and best practices for language.

Contact them today at titanwebmarketingsolutions.com. u

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

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Elba, Alabama

The Tennessee Insuror

Responsive, Not Lethargic Niche Workers’ Compensation and Commercial Line Coverages for Main Street America Get started with an agency appointment application at amtrustappointments.com/Tenn3.

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Safe. Strong. Stable.

Insuring businesses for 175 years.

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

HarfordMutual.com | 800.638.3669 50

The Tennessee Insuror

Meetings

The Seasons are Changing: Winter is Coming Insurors 124th Annual Convention 10/14-17 The Insurors of Tennessee 124th Annual Convention will take place on October 14-17 at The Peabody, one of the South's most beautiful and historic hotels. We return the event to downtown Memphis for the first time since 2009, and there is a lot in store for you! The event will feature a great lineup of speakers, entertainment, outings and functions at some of the great venues in the Bluff City.

We'll have over 80 exhibitors on hand, a general session from agency consulting expert Stuart Ganis, an update from Big "I" Executive Committee member Jon Jensen, our annual golf tournament at Mirimichi, clay shooting at the Memphis Sport Shooting Association, a jewelry valuation and collection insurance seminar at Old Dominick Distillery, special guests and more.

Get more information, see the full schedule or register now at www.insurors.org/IOT/Convention/IOT_Convention_Home. aspx

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

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

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

Tiffany Hawkins Regional Vice President Gulf Coast Region FCCI Insurance Group

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

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

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

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

51

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

Contact us AgencyRecruiting@motoristsgroup.com MotoristsInsuranceGroup.com

Member Tips

What if Your Next Great Hire is 2,000 Miles Away?

written by Sharon Emek, CEO of WAHVE

There are new workforce trends that make remote work an even smarter solution than ever before. A recent report, Dynamism in Retreat by the bipartisan think-tank, the Economic Innovation Group, has identified two economic realities: 1) Business Creation, an integral part of economic health and growth, continues to stagnate, ultimately preventing the economy from being in a "constant state of rebirth, serving to replace dying industries, foster competition with incumbent companies, and produce new, higher wage jobs."

2) There are fewer jobs available, and they're accessible to even fewer people because of geographic concentration. As a result, "the preponderance of business creation is now intensely concentrated in a handful of metropolitan hubs that have managed to maintain resiliency amidst the national slowdown."

Take another look at State Auto®!

We’ve BROADENED our appetite and STRENGTHENED our field team to grow with your agency!

Whether it’s personal lines, commercial lines, or farm and ranch, State Auto wants to be your company of choice for profitable growth!

Specializing in seven commercial lines segments More personal lines product choices � Top notch underwriting, claim and risk engineering expertise � Customized marketing assistance � �

If you haven’t looked at us in a while, take another look!

StateAuto.com

So what's an employer to do if their in-town talent pool is a bit thin? Or what happens when someone loves everything about where they live but the available jobs? They go online. They embrace a remote work solution like Work at Home Vintage Experts (WAHVE) – and end up discovering how technology can transform everything.

WAHVE is a one-of-a-kind approach to bringing together "pretiring" vintage professionals and insurance firms to create a win-win: insurance firms get highly skilled workers with the exact talent they need, and retiring workers get to define their career in a work-from-home business.

Endorsed by Insurors of Tennessee, WAHVE has a team of industry leaders who are committed to keeping our industry’s retiring talent and their knowledge and skills engaged and working. Our hundreds of satisfied clients and wahves are our best advertisement.

Our mission is to make “pretirement” part of the business vocabulary. We work hard to help retiring insurance professional continue their careers into retirement with workfrom-home opportunities. We think every wahve should have the career they desire without sacrificing their work-life balance. We believe also that businesses should have access to the most knowledgeable, highly capable professionals available at an affordable price.

Find out more about WAHVE opportunities at www.insurors. org/IOT/Products_and_ Services/Endorsed_Programs/ WAHVE/IOT/Products_and_Services/WAHVE_Page.aspx u

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ACUITY (920) 458 - 9131 www.acuity.com 47 Amerisafe (800) 897 - 9719 www.amerisafe.com 41 AmTrust North America (877) 528 - 7878 www.amtrustnorthamerica.com 49 Applied Underwriters (877) 234 - 4450 www.auw.com/us 2 Arlington/Roe (800) 878 - 9891 www.arlingtonroe.com 9 Atlas General Insurance Services (877) 662 - 8527 www.atlas.us.com I-5 Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 16 Beazley Cyber Liability (615) 515 - 2609 www.insurors.org 51 Berkley Southeast Insurance Group (615) 932 - 5508 www.berkleysig.com 20 Berkshire Hathaway Guard Insurance Cos. (800) 673 - 2465 x4567 www.guard.com/apply 24 BITCO Insurance Companies (800) 342 - 5786 www.bitco.com 31 Builders Mutual (800) 809 - 4859 www.buildersmutual.com 32 Burns & Wilcox (800) 341 - 4844 www.burnsandwilcox.com 13 Central Insurance Companies (770) 740 - 8000 www.central-insurance.com I-3 CNA Insurance (800) 251 - 5852 www.cna.com 45 Cornerstone Rate Recovery Plan (888) 735 - 5764 www.cornerstonenational.com 55 Donegal Insurance Group (800) 277 - 7442 www.donegalgroup.com 7 EMC Insurance (800) 239 -2005 www.emcins.com 22 FCCI Insurance Group (800) 226 - 3224 www.fcci-group.com 51 FFVA Mutual (800) 346 - 4825 www.ffvamutual.com 42 The Hanover Insurance Group (615) 957 - 7058 www.hanover.com I-8 Harford Mutual (800) 638 - 3669 www.harfordmutual.com 50 INSBANK (866) 866 - 4268 www.insbanktn.com 11 Insuror Services, LLC (800) 264 -1898 www.insurors.org 29 Jimcor Agencies (678) 952 - 3023 x1418 www.jimcor.com 26 J.M. Wilson (800) 595 - 0063 www.jmwilson.com 46 Keystone Insurers Group (800) 416 - 5498 www.keystoneinsgrp.com 40 KNK Compliance Services (615) 375 - 7419 www.knkcompliance.com 43 Markel Specialty (615) 967 - 5515 www.markelcorp.com 35 Martin & Zerfoss (615) 297 - 8500 www.martinzerfoss.com 15 MidSouth Mutual Insurance Company (615) 379 - 8245 www.midsouthmutual.com 24 Motorists Insurance Group (615) 896 - 6133 www.motoristsinsurancegroup.com 52 The National Alliance for Ins. Ed. & Research (800) 633 - 2165 www.scic.com 28 National Security Group (800) 239 - 2358 x213 www.nationalsecuritygroup.com 48 Nationwide Insurance (423) 927 -2060 www.nationwide.com 30 Penn National Insurance (800) 395 - 0518 www.pennnationalinsurance.com 56 Preferred Property Programs (888) 549 - 2465 www.umbrellaprogram.com 44 Progressive Insurance (800) 876 - 5581 www.progressiveagent.com 34 Securerisk (770) 723 - 8096 www.securerisk.com 36 South & Western (800) 492 - 5351 www.southandwestern.com 33 Southern Insurance Underwriters (800) 568 - 1700 www.siuins.com I-6 Strategic Insurance Software/Partner XE (800) 747 - 9273 www.sisware.com 39 Summit Holdings (800) 971 - 2667 www.summitholdings.com 26 State Auto (800) 444 - 9950 www.stateauto.com 53 Swiss Re Lawyer's Professional Liability (630) 213 - 9952 www.bigimarkets.com 38 Titan Web Marketing Solutions (615) 890 - 3600 www.titanwms.com 17

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2500 21st Avenue South Suite 200 Nashville, TN 37212

We answer to main street, not Wall Street.

We answer to main street, not Wall Street.

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

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

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

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

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

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

Brent Potts ext 7514

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

We decisions focus our insurance consumers. because of our business

Jane Kinard ext 7518

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

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

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

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