The Tennessee Insuror Sep/Oct 2020

THE TENNESSEE

INSUROR September/October 20 Volume 31 | Number 5

The Agent Impact In Spite of a Difficult 2020, Agents are Still Making a Difference in Their Communities

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INSBANK CEO on FinTech Evolution Partner Spotlight

The Road Ahead for Commerical Auto

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2 *Policyholder retention rate based on voluntary business that we elected for renewal quote: 93.1% in 2019.

The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXXI, Number 5 September/October 2020

features

Phone (615) 385-1898 Toll Free: 1-800-264-1898 Email: info@insurors.org Editor: Jim Layman, J.D. Publisher: Daniel D. Smith Jr., CAE

4 The Agent Impact INSURORS OFFICERS

President .................................................................... Bob McIntire Immediate Past President .............................................. Joe Hunt IIABA National Director .............................. Cindi Gresham, CIC VP, Region I and President Elect ................... Norfleet Anthony Vice President, Region II .................... Matt Swallows, CIC, CRM Vice President, Region III ........... Kym Clevenger, CPCU, CACW Treasurer/Secretary ............................. John McInturff III, ARM Director, Region I .................................. S. Keith Phelps, CIC, CRM Director, Region I ......................................... Richard Whitley, CIC Director, Region I ........................................... Jamie Williams, CIC Director, Region II ............................................ John McCord, CIC Director, Region II ..................................................... Taylor Porch Director, Region II .................................................... Reno Benson Director, Region III ................................................. Mark Slater Jr. Director, Region III ...................................... Brandon Clarke, CIC Director, Region III ........ Cindy Widener Winn, CPA, CIC, CBIA Director, At-Large .......................................... Laura Ann Howell Director,. Young Agents ............................................... Cy Young

ADVERTISING

10 INSBANK CEO: Fintech Evolution "Kicked Up" Due to Pandemic 12 Partner Spotlight

46

The Road Ahead for Commercial Auto

departments

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

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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

In Spite of a Difficult '20, Agents Still Making a Difference...

From Your President

A Bright Future on the Horizon

23

From Your IIABA National Director

25

From Your CEO

29

Education Calendar

31

Layman's Terms

37

Company Spotlight

39

Broker Spotlight

The Big "I" is in Your Corner

The Pandemic's Effects on Agency Culture

Advocacy Update: 2020 Election Preview The National Security Group J.M. Wilson

51 Meetings 53

Member Tips

Using Tech to Recruit High Performing Producers

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The Agent Impact In Spite of a Difficult 2020, Agents are Still Making a Difference in Their Communities compiled by Abby Wheeler

Caleb Meriweather, one of the principal agents at Haven Insurance in Jackson, carries donations for the Regional InterFaith Association (RIFA) to help fight hunger in West TN

From tornados to floods to Coronavirus, Tennessee has seen its share of disasters impacting our state in 2020. Although it seems difficult to see the bright side this year, we know that our agency members have done so much for their communities. Across the state, member agencies have been giving back to those in need and restoring a little hope. if you look closely enough, you can still see the good through the work these agents have done to bring some light into the darkness of 2020. Here are the submissions we received to highlight:

Historic Rugby Contributed $2,825 to Historic Rugby, an organization established to preserve, protect and interpret the man-made and natural historic resources and heritage of the British Isles and of Appalachia.

Boyle Insurance Agency • Memphis Boys & Girls Club, Gilda’s Door, Hope House Day Care Center, Alzheimer’s & Dementia Services of Memphis, Leading Age Tennessee, Temple Israel, Young Life, Reach, Page Robbins Adult Day Care, Kindred Place, St. Vincent DePaul, Iris Orchestra, and National Foundation for Transplants Though Boyle Insurance has not been able to physically volunteer their services this year, they have continued to financially support non-profit organizations in their community.

Little Ponderosa Zoo Contributed $2,060 to Little Ponderosa Zoo, an animal rescue and habitat.

Knoxville Children’s Theatre (KCT) Contributed $2,020 to KCT whose mission is to be the Southeast’s preeminent theatre for children by children.

Herron-Connell Insurance • Oak Ridge Herron-Connell created a socially distant fundraiser for local non-profits and matched up to $1,000 for every dollar donated. The total amount received by all the nonprofits is $15,325.

Aid to Distressed Families of Appalachian Counties (ADFAC) Contributed $2,000 to ADFAC to support those in need.

Friends of Literacy Contributed $1,910 to Friends of Literacy whose goal is to improve adult and family literacy in East Tennessee.

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Agency president Addison Koella (r) connects with the volunteers of the Little Ponderosa Zoo in Clinton

Oak Ridge Art Center Contributed $2,000 to Oak Ridge Art Center whose mission is The Tennessee Insuror

to support the experience, enjoyment of and participation in the visual arts.

Starry Night Knoxville Contributed $2,510 to Starry Night Knoxville, an organization dedicated to raising funds for pediatric brain tumor research.

HUB International Mid-South • Nashville Cystic Fibrosis Foundation HUB’s big annual event, the HUB Throw Down cornhole tournament, which has raised $400,000 for the Cystic Fibrosis Foundation since its start in 2016, has been cancelled for 2020. However, they are still raising money this year by reaching out to previous donors.

St. Jude Children’s Research Hospital The Lipscomb & Pitts staff created & signed hundreds of Valentine’s Day cards to deliver some Cupid cheer to the children of St. Jude Children’s Research Hospital.

Porch-Stribling-Webb • Waverly Porch-Stribling-Webb made it a point to order breakfast and/ or lunch for the staff from their restaurant and hospitality clients to help support struggling local businesses.

Taylor Porch, a principal agent at PSW Insurance, purchases lunch for agency staff at a local restaurant

Particpants in the 2019 Throw Down which continues to be a great fundraising effort for the Cystic Fibrosis Foundation

Lipscomb & Pitts Insurance • Memphis Samaritan’s Feet Shoes of Hope 2020 at Las America Memphis leaders came together to provide 600 children with hope, love, and a new pair of socks and shoes with Las Americas at cityCURRENT’s annual Samaritan’s Feet Shoe Distribution. cityCURRENT exists to power the good in their community through free events, media, and philanthropy.

Operation Feed Lipscomb & Pitts partnered with Yuletide Office Solutions to support Operation Feed, the Mid-South Food Bank’s largest food drive of the year.

SecureRisk of Tennessee Trusted Choice Disaster Relief Fund SecureRisk Tennessee, a member of a cooperative venture of independent insurance agents in Tennessee, Alabama, Georgia and Mississippi, donated $10,000 collectively with their SecureRisk partners to the Trusted Choice® Disaster Relief Fund for the victims of Hurricane Laura.

Shafer Insurance • Knoxville & Tri-cities Community Resource Center The team at Shafer collected and delivered supplies to the Community Resource Center located in Nashville to aid those affected by the tornados that occurred in Middle Tennessee.

First Responders Through Penn National Insurance, Shafer was able to provide Pal’s Sudden Service gift cards to healthcare workers at Ballad Health, Helping Hands Health Center, and firefighters at Kingsport Fire Department’s Station #7.

Girl Scouts Supporting Cookie Bosses Campaign Due to COVID-19, The Girl Scouts of Southern Appalachia ended up with nearly 4,500 cases of cookies. We purchased cases as a part of this initiative and donated them to Second Harvest Food Bank of East Tennessee.

Members of the Lipscomb & Pitts team pose with the food the agency collected for Opration Feed

The Tennessee Insuror

YOKE Youth Thanks to Shafer’s carrier partner, Cincinnati Insurance Company, they awarded a $1,000 grant to YOKE Youth, to assist in their mission to transform communities through four primary areas of impact: mentoring middle school students, equipping young leaders, engaging local churches and enriching local schools.

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Second Harvest Food Bank of East Tennessee Shafer nominated their client, Second Harvest Food Bank of East Tennessee, for Liberty Mutual and Safeco Insurance’s Emergency Community Support Grant Program, and they were awarded a $5,000 grant to help those in the East TN community.

Zoo Knoxville’s “Summer Nights” Program Shafer was honored to underwrite Zoo Knoxville’s “Summer Nights” program that allowed visitors the opportunity to visit the Zoo during extended hours on Thursday evenings Cerebral Palsy Center Thanks to Shafer’s carrier partner, Cincinnati Insurance Company, they awarded a $1,000 grant to the Cerebral Palsy Center to assist in their mission to help individuals with intellectual and physical disabilities have the chance at a fulfilling life with as much independence as possible.

Big Brothers Big Sisters of East Tennessee Shafer collected school supplies for Big Brothers Big Sisters of East Tennessee.

Wesley House Community Center Shafer collected food and supplies for the Wesley House Community Center’s new food pantry.

Agency principal Andy Shafer presents the check to Second Harvest

First Responders Through Chubb Insurance, Shafer was able to provide Everything Iced Bakery gift certificates to first responders and healthcare workers at City of Knoxville Fire Department, senior Citizens Home Assistance Service, Inc., and The University of Tennessee Medical Center.

Shannon Insurance Agency • Portland Paul Fuqua, owner of Shannon Insurance Agency contributed $2,922 to the following organizations in the Portland community: • Portland Preservation Foundation • Blood Cancer War Wagon • Parkers Chapel Reunion

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SERVING INDEPENDENT AGENTS & THEIR CLIENTS SINCE 1989

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Professional Liability • Management Liability • Data Privacy & Security Liability 6

The Tennessee Insuror

Helping you take care of clients isn’t just business.

It’s personal.

With access to more than 200 markets, our collaborative teams know how to provide the right solutions with a personal touch. Located in nine states, licensed in all 50, and independently family-owned, we can connect you with insurance specifically tailored to your clients’ needs.

Our commitment to your success is the reason for ours.

Get to know the people of Arlington/Roe. We’ve been doing the right thing since 1964.

Let us help you find the right solutions.

Managing General Agents | Wholesale Insurance Brokers

800.878.9891 | ArlingtonRoe.com

Aviation | Bonds | Brokerage | Commercial Lines | Healthcare & Human Services | Farm Personal Lines | Professional Liability | Transportation | Workers’ Compensation The Tennessee Insuror

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• Portland Chamber Back to School Bash • Grace Tabernacle • Portland Chamber Farm to Table Event • Portland Chamber Golf Tournament • Music on Main

a non-profit that provides a safe place for healing and restoration to survivors of sex trafficking. The Red Sand Project is a statewide human trafficking initiative. Pouring red sand in the sidewalk cracks is a reminder to love the vulnerable who are more likely to be victims of trafficking.

Swallows Ins. Agency • Cookeville, Livingston, Smithville Food to the Rescue Since the devastating tornadoes destroyed part of Putnam County, Swallows Insurance has stepped in to help wherever they can, including donating food to a local donation center, Food to the Rescue.

Supporting Small Businesses Challenge Everyday, Monday-Friday, the coordinators of Swallows Insurance Agency ordered lunch from a small/local restaurant for the entire staff at all three offices in order to support local businesses struggling through the COVID-19 pandemic.

Tornado Cleanup The team at Swallows Insurance joined a clean up crew and gathered and assisted with donations of clothes, food, water, hygiene products, etc. They also gave gift cards to their clients whose homes were damaged/uninhabitable.

W&A team members pour out the "red sand" to raise awareness for victims of trafficking

Widener Insurance Agency • Johnson City Coalition for Kids Widener sponsored 20 children in the 8-week summer reading, learning and food program through coalition for kids. (c4K) is a Christian program that focuses on at risk children through education, nutrition and mentoring.

Young-Hughes Insurance • Alamo Crockett Cares Food Pantry The agency donated $500 to the Crockett Cares Food Pantry and $500 to the Crockett Mission through the Erie Insurance Group Agents Give Back program.

A Swallows Insurance team member surveys the tornado damage in their community

Thompson & Smith Insurance • Jackson West Tennessee Healthcare Foundation Agency principals Chuck Thompson and Roger Smith contributed $1,000 to the West Tennessee Healthcare Foundation's COVID Relief Fund to help members of their community affected by the pandemic.

Agency principal Cy Young presents the check to the Food Pantry

White & Associates Ins. • 8 locations in West Tennessee Referrals for a Cause The program allows employees to select local non-profits to support throughout the year. The agency donates ten dollars to the selected organizations for every customer insurance referral received. Over the last 5 years, W&A employees have raised over $25,000 for organizations in their community.

Insurors Young Agents Committee Kids' Chance of Tennessee The Tennessee Young Agents Committee was named as one of two winners in the “Outstanding Community Service” category by Big "I" National for their work with Kids' Chance of Tennessee over the past 12 months.

Red Sand Project The W&A Kristal Carpenter Agency of Jackson has worked to spread awareness and raise $800 for The Scarlet Rope Project,

We're proud of all the work our members continue to do in their communities! If you have other work to submit, please send it to Abby Wheeler at awheeler@insurors.org. u

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The Tennessee Insuror

OPEN SEMCI Single-entry, multiple-company interface (SEMCI) is like magic!

Acuity, long recognized as a leader in agency interface technology, is committed to supporting SEMCI in commercial lines. SEMCI drives efficiency in the quote and application process and allows you to choose how you want to do business with Acuity.

Acuity currently partners with several of the leading commercial lines insurtechs. We are building, exploring partnerships, or expanding with numerous other independent agency technology solutions. And Acuity is on the forefront of integration technology, continually building the connections necessary to be ready to connect to new insurtechs as they emerge.

The Tennessee Insuror

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INSBANK CEO: Fintech Evolution "Kicked Up" Due to Pandemic written by Joel Stinnett, Reporter, Nashville Business Journal sponsored by our partners at This article originally appeared in the Nashville Business Journal and is reprinted with permission from the author and the publication.

Green Hills-based (and Insurors Endorsed Partner) InsBank has long done things a bit differently; shunning brick-and-mortar and in-person tellers for virtual and over-the-phone service.

So, when CEO Jim Rieniets saw that national lender JPMorgan Chase had plans to open as many as 20 branches in Nashville, he said he was taken aback – way back.

“When I read that article I was like, ‘Did I get into 'Hot Tub Time Machine'? Is this like the '80s?’ Branches?... Wow, that’s so retro,’” Rieniets said. “We’ve got two offices, but they’re billboards with office space for people. We don’t have drivethrus or teller lines. We even got rid of the ATM we had because it was more of a pain than it was generating any revenue for us.”

Launch of Medquity InsBank has taken its approach a step further during the Covid-19 pandemic, launching a new online banking platform and a financial technology (fintech) initiative, called Medquity. While both services have been in the works since the beginning of the year, each went live in late August.

Medquity is a web-based, medical student loan refinancing program that will initially be limited to members of the Tennessee Medical Association, Rieniets said. The program made its first loan three weeks ago and expects the average loan to be $300,000 to $350,000.

InsBank’s new banking platform allows users to sign up for a new account online in about three minutes, Rieniets said, as well as utilize typical features, like online deposits.

JPMorgan, like several other local and national lenders, has its own online banking platform that allows customers to make deposits, transfer money and open accounts. The $2.7 trillion bank has 54.4 million digital customers, according to its second quarter earnings report, more than 39 million of whom use JPMorgan’s mobile app. The big difference between InsBank’s online platform and other banks, Rieniets said, is access to local private bankers.

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“They’re going to have that 1-800-whoever the hell answers the phone. We still provide access to decision makers,” Rieniets said. “We’ve tried to differentiate ourselves by saying, ‘You’ve come to us on this platform because you prefer to do business this way; it’s fast and efficient and you’re technology savvy. But if you actually need some help... here is the actual team of people who can help.’ We’re trying to provide that client private experience but only when you need it. Recognizing that the whole reason you’ve chose this channel is ease of use.”

Positioned to Compete With $553 million in total assets, InsBank is the fourth-largest bank headquartered in Nashville. It's roughly twice the size of fellow Green Hills-based lender Tennessee Bank & Trust but is dwarfed by banking-giant JPMorgan, which opened a branch in Green Hills in July.

Medquity is led by Blake Wilson, InsBank's head of medical banking. Rieniets said the program will allow InsBank to stay connected to clients "from residency through retirement” but didn’t rule out pooling loans to sell to other institutions while retaining servicing the client.

Medquity's launch comes as community banks throughout the United States search for ways to maintain a competitive edge when it comes to their technology offerings, particularly in the age of Covid-19 when consumer technology adoption has ballooned across industries.

Medquity allows InsBank to compete directly with several national fintechs, such as San Francisco-based unicorn SoFi and New York City-based Laurel Road, which sold last year to Ohio-based KeyBank.

“The evolution of financial services has just been kicked up a gear because of the pandemic and we’re proud that this was the direction we were headed in already,” Rieniets said.

About the Author Joel Stinnett covers health care and technology for the Nashville Business Journal, one of the city's key publications for the "latest breaking business news."

He may be contacted by emailing jstinnett@bizjournals.com u The Tennessee Insuror

DREAMS not dollars. PEOPLE not line items.

FRIENDSHIPS not relationships.

THAT’S

WHAT WE’RE AIMING FOR.

Because we’re a different kind of local bank.

One that’s been proudly helping Tennessee businesses –people we consider friends – for more than 16 years.

5614 Franklin Pike Circle, Brentwood, TN 37027 I 2106 Crestmoor Road, Nashville, TN 37215 615.515.2265 I 866.866.2265 I www.insbanktn.com I Open Mon. - Fri., from 8:30 AM – 4 PM. The Tennessee Insuror

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Partners

Partner Spotlight

000

FOR TENNESSEE

A Focus on the Partners that Support Our Members

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The work of our Association would not be possible without Partners that support both our initiatives and our independent agency members. We are taking this opportunity to thank the many Partners that have helped make 2020 another successful year for Insurors and our industry:

provides data analytics and actionable insights to help you grow your agency. We offer online business planning tools, RISE Benchmarking Report, a Fair Market Valuation Report and perpetuation consulting services for agencies that are ready to plan for their future.

ENDORSED ePayPolicy Tennessee contact: Morgan Patterson morgan@epay3.com • 512.851.1021 www.epaypolicy.com ePayPolicy provides the simplest solution for insurance agents and brokers to collect credit card and ACH payments while passing on transaction fees to the insureds. They help thousands of agencies across the country each day speed up receivables and bind policies faster.

KnK Compliance Services, LLC Tennessee contact: Kimberly R. Snavely kimberly@knkcompliance.com • 615.375.7419 www.knkcompliance.com KnK Compliance Services, LLC, is your one-stop-shop for all your insurance licensing and regulatory compliance needs. Utilizing KnK's insurance licensing expertise will guarantee your insurance licenses are up-to-date and that your company is current with the latest state regulations.

Host My Calls Tennessee contact: Brian Hunter bhunter@hostmycalls.com • 615.622.3141 www.hostmycalls.com Host My Calls provides small businesses with PBX telephone system features and applications once only affordable to big business.

Imperial PFS Premium Financing Tennessee contact: Dave Baker dave.baker@ipfs.com • 859.630.7369 www.ipfs.com Imperial PFS is the industry leader in commercial and personal premium financing. We provide short-term loans for business and individuals to obtain P&C insurance coverage, thus freeing up capital and allowing them to obtain appropriate insurance coverage. IPFS works with agency partners to ensure a seamless premium financing experience for all parties involved.

INSBANK Tennessee contact: Jim Rieniets jrieniets@insbank.com • 615.515.2265 www.insbank.com Insurors-endorsed partner for business banking and home mortgages through Finworth Mortgage.

IntellAgents Tennessee contact: Carey Wallace A Carey@intellagents.io • 614.552.3063 www.intellagents.io IntellAgents is a data-analytics and consulting company that INTELL

GENTS

INSIGHTS FOR INDEPENDENT AGENTS

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™

RLI Tennessee contact: Nick Weber nweber@insurors.org • 615.922.6204 www.insurors.org/IOT/Products_and_Services/RLI_PUP.aspx As an Insurors member, you have access to stand alone personal umbrella (PUP) markets and Home Business Insurance which enable you to write most any risk you will run across.

Selective Flood Tennessee contact: Tammy Goodman tammy.goodman@selective.com • 803.240.5233 www.selective.com/for-individuals/flood-insurance Insurors-endorsed provider of WYO Flood Insurance policies written through the NFIP. FLOOD INSURANCE

Swiss Re Corporate Solutions Tennessee contact: Stephen Holmes, CPCU, CIC, CISR sholmes@insurors.org • 615.515.2609 www.insurors.org/IOT/Products_and_Services/Swiss_Re_A_ Trusted_Partner.aspx For over 25 years, the Big "I" Professional Liability Program underwritten by Westport Insurance Corporation, a member of the Swiss Re Group, has been the premier choice of IIABA member agents for insurance agents and brokers E&O insurance.

Titan Web Marketing Solutions Tennessee contact: Gabrielle Denny and Brad McMillan 877.734.1696 • gabrielle@titanwms.com brad@titanwms.com www.titaninswebsites.com Insurors endorsed partner for digital marketing, website design, SEO and online branding solutions.

The Tennessee Insuror

[YOU] Can be here

[EXPERIENCE.]

The Summit Advantage.®

Reaching a summit takes years of training and experience. We’re here to educate our businesses, and help them achieve their safety goals. A safe workplace with healthy employees makes for the best view at the top.

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, IN, KY, NC, SC and TN. ©2020 Summit Consulting LLC (DBA Summit, the people who know workers’ comp LLC), PO Box 988, Lakeland, FL 33802.

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All rights reserved.

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WAHVE - Work at Home Vintage Experts Tennessee contact: Bill Hunt bill.hunt@wahve.com • 347.292.3757 www.wahve.com WAHVE is an innovative contract talent solution that matches retiring, experienced career professionals with a company’s talent needs. WAHVE bridges the gap between an employer’s need for highly skilled professional talent and seasoned professionals desiring to extend their career working from home. From screening to placement, WAHVE is a comprehensive solution to qualifying, hiring, and managing experienced remote talent.

sures over 100,000 businesses, including 300,000 commercial vehicles, and nearly a half million homes and private passenger autos across 28 states. Acuity employs over 1,400 people.

LEADING Arlington/Roe Tennessee contact: Scott Denney sdenney@arlingtonroe.com • 1.800.878.9891 x8763 www.arlingtonroe.com Arlington/Roe is a third-generation, family-owned, independent managing general agency and wholesale insurance broker with a history of valuing and trusting business relationships. Our underwriters and brokers coordinate among specialty teams to meet the needs of our producers. We strive to be a premier resource through our core pillars of honesty, integrity and trust.

Encova Insurance Tennessee contact: Jamie Hobgood jamie.hobgood@encova.com • 615.896.6133 www.encova.com Encova is an A- rated carrier offering a premier commercial insurance suite.

Berkley Southeast Insurance Group Tennessee contact: William Vanderslice bvanderslice@berkleysig.com • 615-932-5508 www.berkleysig.com At Berkley Southeast Insurance Group, we focus on delivering the best overall cost for coverage and claim services for our commercial customers. We entertain a diverse book of business, with 98% of all underwriting decisions made by our local underwriters. We do business with an exclusive group of appointed agents in each state, creating close working relationships to help them professionally serve their clients. Placing value on teamwork, professionalism, results and, above all else, the customer, Berkley Southeast Insurance Group consistently delivers results.

Penn National Insurance Tennessee contact: Andy Wilder and Jane Kinard awilder@pnat.com • 1.800.395.0518 jkinard@pnat.com • 1.800.395.0518 www.PennNationalInsurance.com Penn National Insurance is a regional insurance company with a local claims and underwriting office located in Nashville. We sell exclusively through independent agents offering a diverse array of commercial and personal insurance products. As a mutual insurance company, our policyholders own us. We work for them, and not for Wall Street investors. Feel Secure.

SUPPORTING ACUITY Tennessee contact: Greg Davis gdavis@acuity.com • 615-337-4343 www.Acuity.com Acuity Insurance, headquartered in Sheboygan, Wisconsin, in14

Bailey Special Risks  Tennessee contact: Janet Smith jsmith@bsrins.com • 615.264.3977 x130 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.

Liberty Mutual/Safeco Insurance Tennessee contact: Perry Trowbridge - Liberty Mutual perry.trowbridge@libertymutual.com • 615.231.7006 Tennessee contact: Lee Allison - Safeco lee.allison@safeco.com • 205.909.9085 https://business.libertymutualgroup.com/business-insurance www.safeco.com Liberty Mutual offers Insurors of Tennessee members the broad appetite and financial stability of a Fortune 100 carrier coupled with the insurance expertise and market knowledge of our local team. We are committed to helping our IA partners thrive in today’s market and look forward to our continued, mutual success!

Safeco is a top 3 carrier in the IA channel and has an $8B market position. With that, our ability to innovate is stronger and our book transfer capabilities unmatched. Our deep investment in local staff and programs that drive agency growth have earned us top spot for agent satisfaction.

The National Security Group Tennessee contact: Tim Wilson tim.wilson@nsgcorp.com • 1.800.239.2358 www.nationalsecuritygroup.com Specializing in property coverage for homes and mobile homes that may not qualify for standard markets, National Security’s team works with Tennessee agents to help find solutions to unique insurance needs through a variety of affordable insurance programs including Dwelling Fire/Mobile Home, Limited Homeowners and Comprehensive Mobile Homeowners.

Nationwide Insurance Tennessee contact: Terry Saharski, CLCS, RCC saharst2@nationwide.com • 614.769.9382 www.nationwide.com Nationwide Mutual Insurance Co. and affiliated companies is a group of large U.S. insurance and financial services companies rated A+ by A.M. Best. Providing superior service, coverages, discounts and more for personal, business & farm/ranch coverages.

The Tennessee Insuror

SecureRisk of TN Tennessee contact: Lou Moran III lmoraniii@inter-agencyins.com • 865.292.1017 www.securerisk.com SecureRisk is a cooperative venture originally founded in Georgia and later expanded into Alabama, Mississippi and Tennessee.

SecureRisk is owned by nearly 100 exclusive independent insurance agencies with many generations of experience. SecureRisk is ranked as the 4th largest Agency Partnership in the country by Insurance Journal magazine. Our agencies combine to write in excess of $3.2 Billion in insurance premiums in nearly every state for over 200,000 clients.

Summit Tennessee contact: Christine Lamb Christine.Lamb@summitholdings.com • 1.800.282.7648 www.summitholdings.com A premier choice for workers’ comp insurance products and services, Summit now works with more than 6,000 independent agents across the southeastern U.S. to provide loss prevention services, underwriting, claims and a robust provider network.

West Bend Mutual Insurance Tennessee contact: Kimberley Wilson kwilson@wbmi.com • 608.410.3544 www.thesilverlining.com West Bend Mutual Insurance Company was founded in 1894 in West Bend, Wisconsin, and has been A rated (Excellent) or better since 1971. The company consistently ranks higher than its competitors in an agency loyalty survey.

SUSTAINING Agents for Hope Tennessee contact: Justin White justin.white@agentsforhope.com • 317-494-8629 www.agentsforhope.com Resources, training, and higher commission schedules for independent insurance agents on health coverages.

AmTrust Financial Services, Inc. Tennessee contact: Dorothy O’B. Howell, CIC dorothy.howell@amtrustgroup.com • 678.258.8156 www.amtrustfinancial.com AmTrust Financial Services, Inc., a multinational insurance holding company headquartered in New York, offers specialty property and casualty insurance products, including workers' compensation, commercial automobile, general liability and extended service and warranty coverage.

Burns & Wilcox Tennessee contact: Becky Thomas rathomas@Burns-Wilcox.com • 615.393.6958 www.burnsandwilcox.com Unrivaled expertise, deep industry knowledge, total devotion to the success of the brokers and agents we serve; these are just a few of the reasons Burns & Wilcox is the go-to for smart, tailored wholesale insurance products and programs.

The Tennessee Insuror

Are you making the Right Choice for their Business?

BSIG Makes It Easy With Choice Classes For Middle Market Risks

Middle Market Choice Classes* Below is just a broad listing. If you don’t see what you’re looking for, please contact us.

• General Contractors • Building Trade Contractors • Utility Contractors • Land Improvement Contractors • Pavement Maintenance-Non DOT

• Services Contractors • Building Cleaning & Maintenance Contractors • Construction Material Suppliers • Manufacturing • Wholesale and Distributing

* All classes may not be available in all states.

Our Claim Commitment • 24/7/365 loss reporting-including online • • Accelerated auto and property estimating and repair options • • “Fast Track” medical only claims handling program • • Tele-emergent medicine program-connects injured workers to medical care, not “triage” •

Want to know more?

Bill Vanderslice, Regional Vice-President 615-932-5508 | bvanderslice@berkleysig.com or your Middle Market Underwriter

Your Back-in-Business Insurance Company®

berkleysig.com

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Berkley Southeast Insurance Group is a member company of W. R. Berkley Corporation, whose insurance company subsidiaries are rated A+ (Superior) by A.M.Best.

Products and services are provided by one or more insurance company subsidiaries of W. R. Berkley Corporation. Not all products and services are available in every jurisdiction, and the precise coverage afforded by any insurer is subject to the actual terms and conditions of the policies as issued.

A M

BEST

©2019 Berkley Southeast Insurance Group. All rights reserved.

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Central Insurance Companies Tennessee contact: David Lee dlee@central-insurance.com • 1.800.877.2233 Company website: www.central-insurance.com The Central Mutual Insurance Company was founded in Van Wert, Ohio in 1876 and today provides insurance for more than 350,000 automobiles, homes, and businesses in 24 states. The Central group of companies has combined assets of over $1.7 billion. Central’s A.M. Best rating is A (Excellent).

Delta Dental of Tennessee Tennessee contact: David Pemberton dpemberton@deltadentaltn.com • 615.742.6902 www.DeltaDentalTN.com Delta Dental of Tennessee is the state’s largest dental benefits carrier with more than 1.2 million lives covered and access to the largest dental network. With the simple mission of ensuring healthy smiles, Delta Dental and the Smile180 Foundation donated $7 million to 140 organizations in 2019, and employees shared 2,182 volunteer hours.

EMC Insurance Tennessee contact: Greg Saunders Greg.D.Saunders@EMCIns.com • 615.426.2926 www.emcins.com EMC Insurance, in business since 1911, is among the top 60 property/casualty insurance organizations in the country. The company provides commercial lines insurance products and services throughout the United States and is looking to expand program offerings in the state of Tennessee.

The Hanover Insurance Group Tennessee contact: Carla Northcutt, CIC and Ethan McEntire cnorthcutt@hanover.com • 615.713.7164 • commercial lines emcentire@hanover.com • 615.957.7058 • personal lines The Hanover Insurance Group provides exceptional insurance solutions through a select group of independent agents and brokers. Together with its agent partners, The Hanover offers standard and specialized insurance protection for small and mid-sized businesses, as well as for homes, autos, and other personal items.

Hippo Insurance Tennessee contact: Tony Daniels tdaniels@myhippo.com • 877.838.8866 www.myhippo.com Simpler, smarter home and condo insurance for up to 25% less.

ICW Group Tennessee contacts: Cam Roach, Nicole Poole & Gary Morin croach@icwgroup.com • 615.568.1980 npoole@icwgroup.com • 865.268.6709 gmorin@icwgroup.com • 407.804.6374 www.icwgroup.com ICW Group Insurance Cos. is the 16th largest U.S. work comp carrier.

With a broad underwriting appetite across hundreds of class codes, no limits on experience mods and minimum premiums starting at $3,500, ICW Group’s Tennessee agents can meet the diverse needs of their clients while significantly growing their business.

16

Keystone Insurers Group Tennessee contact: Michele Bicknell 570.473.2148 • mbicknell@keystoneinsgrp.com www.keystoneinsgrp.com Keystone is for people who believe that powerful partnerships generate prosperity. We band agencies together to safeguard what matters most and provide peace of mind in the neighborhoods and communities where we live and work.

Markel Specialty Tennessee contact: Daniel Parkinson daniel.parkinson@markel.com • 615.967.5515 www.markelinsurance.com Personal and commercial insurance, including umbrella, property and excess liability MidSouth Mutual Insurance Company Tennessee contact: Keith Fawcett keith.fawcett@bwood.com • 615.565.6494 www.midsouthmutual.com Workers' compensation insurance for contractors, construction companies, home healthcare, restaurants and additional select business segments.

North Point Underwriters Tennessee contact: Thomas LeBlanc tleblanc@NorthPointUnderwriters.com • 770.375.5211 www.npu-inc.com A service focused MGA and wholesale broker writing business with Southeast agents for personal, commercial & professional lines.

Progressive Tennessee contact: Jeff Scovell Jeffrey_J_Scovell@Progressive.com www.progressive.com Progressive is one of the largest providers of car insurance in the United States. The company also insures motorcycles, boats, RVs, homes and commercial vehicles.

RT Specialty Tennessee contact: Allison Flores Allison.Flores@rtspecialty.com • 615.538.4070 www.rtspecialty.com The architecture of RT Specialty is built on a foundation of talent, innovation, and execution. We are differentiated by our dedication to out-executing on behalf of our clients. Our brokers handle an expansive mix of property, casualty, professional lines, transportation, personal lines and workers’ comp insurance products.

Strickland General Agency Tennessee contact: April Strickland astrickland@sgainga.com • 1.800.825.5742 www.sgainga.com Strickland GA is one of the most established and experienced Insurance Wholesale Brokers in the Southeast. It will be our pleasure to serve your needs when placing Specialty and Surplus Lines Insurance for your customers. continued on page 30 The Tennessee Insuror

EVERY RISK IS AN OPPORTUNITY COMMERCIAL TRANSPORTATION | BROKERAGE | MARINE PROPERTY & CASUALTY | SURETY | PERSONAL LINES (800) 666-5692 | JMWILSON.COM TheJM Tennessee Insuror CMYK.indd Wilson 100th-TN-Insuror

3

17 4/3/20 9:27 AM

Future Leaders Spotlight

presented by

Jordan Sizemore • Highlands Insurance Group - Johnson City

Jordan Sizemore of Highlands Insurance Group

Jordan Sizemore was born and raised in Johnson City and is a third generation insurance agency principal.

Jordan married his best friend Heather and they have a beautiful 4-year-old daughter named Amelia and three dogs. Outside of work and spending time with his family he enjoys playing golf, boating, snow skiing and flying.

He is an advocate for supporting his community and serves on several non-profit boards and committees including Appalachia Service Project, Johnson City Area Home Builders Association, Chamber of Commerce, and Ronald McDonald House. Jordan has always taken his interests to the highest level. In aviation he obtained a commercial pilot’s license. In scuba diving he achieved SSI master diver status. During high school and college, he taught snow skiing as a PSIA level III instructor. Currently he is an ASA motor and sailing captain and is working on more endorsements. His driven character has paved the way for a successful career as an independent insurance agent.

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

Jordan: Jordan Wilder and I started Highlands Insurance Group in April of this year. Yes, right at the beginning of the COVID-19 pandemic. Our agency is located in Johnson City.

We have a great team of experienced agents and support staff. Jordan Wilder and I are 50/50 partners in the agency and we split the principal responsibilities.

We dually manage day-to-day operations and strategic planning for our agency. I handle the financial side of the administrative duties and Jordan Wilder oversees the operational side. The most rewarding aspect of my job is working with insureds to fill in coverage gaps to better protect their business or personal assets. I also enjoy assisting new agents build a sales and marketing plan.

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

Jordan: I studied Aerospace with an emphasis on professional pilot and a minor in finance & insurance at Middle Tennessee 18

State University. I obtained a commercial pilot license with instrument and multi-engine ratings. The finance and insurance courses at Middle Tennessee prepared me for the responsibilities I have today.

When I began working in insurance, I worked closely with a few experienced account managers that really taught me coverages and the account marketing side. I plan to continue my education during my career by taking courses to obtain designations such as CIC. Just like a pilot must continue training to stay current, an agent should continue his or her education throughout their career.

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

Jordan: After college, the aviation industry was suffering and most pilots were being furloughed. With that in mind I thought it best to consider some alternative career options.

My family has owned and operated an agency since 1960 and I was given the opportunity to come back home and work in the agency. I worked my way up from a CSR and producer to Executive Vice President during my 10 years in my family’s agency.

Looking around at other colleagues in the industry I was very impressed with the longevity of the job. I see agents work well past a normal retirement age because they have built a successful book of business and still enjoy doing their job. That really attracted me to a career in insurance as well.

Jordan and I hope to build a very successful agency that we can pass down to our children one day.

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

Jordan: I have gained some great friendships through our industry. My two main influences and role models work with me every day. My partner Jordan Wilder and our marketing manager Angie Dotson have stronger work ethics than anyone I have ever worked with. They strive to push our agency to the top tier of performance in every aspect of our job. We meet every morning to discuss what we can do better to improve our agency and the service that we provide to our customers.

Starting an agency from the ground-up has been challenging but very rewarding. It will be one of the biggest accomplishments of my life and I could not have done it without them.

The Tennessee Insuror

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

Jordan: I believe the insurance industry is a hidden gem.

Most of us during our childhood never dreamed of a career in insurance. In my case, I wanted to be a pilot since as far back as I could remember. But a career in insurance is far more rewarding than I could have ever imagined.

I always tell new people to our industry to give it three years to become established. It takes time to build relationships with customers which in return builds a successful book of business. You must put in the effort to get results in this industry.

The number one rule we have at our agency is be accessible.

Answer your phone, return emails quickly, and follow up to make sure the customer is satisfied. Insureds that trust your word and know you will be there when things go wrong will never leave you.

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?

Jordan: The most important piece of starting our new agency was selecting quality carriers and MGAs that would get behind us 100%. We spent a lot of time researching each carrier and discussing which companies would ultimately benefit us the most. Of course, risk appetite is very important, but we value relationships the most.

Most of the carriers and MGAs we requested an appointment with had underwriters or marketing representatives with which we had already built long relationships. A dedicated underwriter or underwriting team is also a crucial factor. It helps the underwriter to build trust in our agency to give competitive quotes.

We also chose carriers that would pair well together to write different lines of coverage to provide the best insurance package possible. One carrier may be better on the auto and another carrier better on the package or workers compensation. This approach allows us to customize an insurance program for our insureds.

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

Jordan: I appreciate the opportunity to highlight the work we're doing at Highlands Insurance Group. We value our partnership with the Insurors of Tennessee and the hard work you all do for our industry. u The Tennessee Insuror

Young Agents '20 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 receptions, classes and volunteer opportunities designed to meet the needs of insurance professionals under 40 years of age across Tennessee. Over 500 Insurors members participate in the Young Agents program in some fashion.

With the remainder of our 2020 in-person events cancelled or postponed, our committee will revisit opportunities to hold local events in the next available window of scheduling. We recently held a successful virtual event, and if you'd like to see more online events or have suggestions for topics please let us know.

Young Agents Committee Cy Young - Chair President Young-Hughes Insurance Alamo cy@younghughesinsurance.com Forbes Harris - Region I Producer Harris, Madden & Powell Insurance Memphis fharris@hmpins.com Matt Felgendreher - Region II Executive Vice President W.C. Dillon Company & Insight Risk Management Nashville mfelgendreher@irmllc.com Derek Wright - Region III Agent/Principal Graham & Cook Insurance Knoxville derek@grahamandcook.com For more info, or for any questions on the Young Agents Committee and its programs, please contact Nick Weber at nweber@insurors.org or Abby Wheeler at awheeler@insurors. org or call us at 1.800.264.1898. u 19

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The Tennessee Insuror

From Your President A Bright Future on the Horizon Well, this is time where we typically discuss the upcoming convention, and all the great opportunities that would be waiting for us in Nashville… and there were to be many. However, this was a very different year, and your Board of Directors – in the interest of health and safety – felt it best to host our convention virtually this year. After all, we are in the business of risk management!

So hopefully as you're reading this, you have just recently attended our virtual 127th Annual Convention, and it was of value to you and your agency. Daniel and our Insurors staff – along with some assistance from our Partners and the Big "I" – worked hard to convert this to an online event and provide it for free to our members.

We may all be getting weary of virtual events, but I think it was important to continue the tradition of our Annual Convention – and I hope you feel the same way.

I also want to take a moment to personally thank the entire staff of our Association. They have stepped up and gone above and beyond in what has been a very challenging year. We are very fortunate to have the dedicated staff that we have, and I appreciate each and every one of them.

Update on Our Search Committee Some of you may be wondering about our progress in identifying our next Executive Director for the Association. The Search Committee continues to make progress and has submitted a slate of individuals to your Executive Committee to begin the interview process.

While we certainly will not rush any decision on who our next CEO will be, I am hopeful that in the coming weeks we may be able to share some exciting news about our future leadership. I would like to thank the Search Committee volunteers, chaired by Cindi Gresham, and including; Brad Smith of Smith-Berclair Insurance in Memphis; Walt Bradshaw of Bradshaw Insurors in Dyersburg, Dave Porch of Porch-Stribling-Webb in WaThe Tennessee Insuror

verly, Eddie Miller of Miller Loughry and Beach Insurance in Murfreesboro, Tom Strate of Strate Insurance Group in Morristown and Scott Ferguson of McGriff Insurance in Chattanooga. They have spent countless hours together discussing the needs of our association and the characteristics the next CEO should possess. If you have an opportunity, please let them know how much you appreciate their continued contributions to our Association.

It’s hard for me to express to you in writing how excited I am about the future of our Association.

That’s one reason I’m so disappointed that we will not be getting together in person this year.

A Look Ahead to 2021 Next year promises to be better than ever. Our Women in Insurance (WINS) events will continue but, will return to in-person gatherings in 2021.

We just received an Excellence in Education award from Big "I" National, and we are reviewing our offerings to make sure we deliver them in a way that is preferable and meaningful to our members. Our Young Agents program continues to evolve, and we just received a National award for that program's community service involvement with Kids' Chance of Tennessee. We expect some more great things from the group in 2021 as well, including more in-person local events.

“We may all be getting weary of vir tual events, but I think it was important to continue the tradition of our Annual Convention...”

Our 2020 Agency Growth Conference is being planned now for March 23-24, and we hope to welcome you back to in-person events at this function at the Marriott Cool Springs in Franklin.

We're already lining up some great speakers and sessions for you.

Our 128th Annual Convention is headed to the great state of Alabama next year, to be held at the beautiful Marriott Shoals Hotel and Spa. This event promises to be a memorable one, and we're working on some great functions for attendees. So, mark your calendars for October 16-19, 2021, and make plans to attend.

I hope each of you stay healthy and safe and I look forward to seeing you soon. u

Bob McIntire 21

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22

The Tennessee Insuror

From Your IIABA Executive Comm.

The Big "I" is in Your Corner Although I had planned for my wife Katie and I to be with you in person for your 127th Annual Convention, the year 2020 had different plans for us all. Even though we can't talk with you face-to-face, I think it is still important to get the message out of the work the Big "I" has been doing on your behalf this year.

Big "I" Hires In the 2018 Agency Universe Study, 44% of respondents cited the inability to find new qualified employees as their #1 issue. No matter the size or location of your agency, there is no getting around the people aspect. Hiring is an essential part of what you do. In order to grow your agency and be successful, finding the right talent is critical. Over the past two years, your National Association worked to build a comprehensive solution to finding and recruiting new talent, then onboarding them with ease.

Big “I” Hires is that solution. It was created as a one-stop resource for independent insurance agencies to attract, identify, assess and train top performing Producers and CSRs. An array of tools and online resources are available for members to allow them to find the right hires for their agency with a few simple clicks. Please check what this service can do for your agency by visiting www.bigihires.com.

Big "I" Markets We know that market access is still an important piece of what we can offer to agencies. With that in mind, the Big "I" Markets program has been totally revamped.

All the excellent products and carriers are still in place, but we've made some needed improvements. We listened to members that told us they needed a better user interface and a more efficient way to communicate with the program administrators. The new Big "I" Markets site design has been improved significantly, and the initial feedback from agents has been very positive. I would encourage you to check out the improvements and what's available to your agency at www.bigimarkets.com.

The Tennessee Insuror

ACORD Form Fees On January 1, ACORD began charging all users of ACORD forms a fee, both agents/brokers and carriers. In light of this development, Big "I" negotiated an agreement with ACORD whereby Big "I" will pay ACORD an annual fee for use of the forms, and all member agencies with $50 million or less in revenue will have “free” access to the ACORD forms.

This was a significant "win" for our members, and saves their agencies an average of $150 per year.

Coronavirus and Insurance I doubt any of us will ever forget how our worlds changed in March of this year. Not only were we personally affected, but many of our clients began to suffer extreme losses at the hands of this virus.

While we were all in the early stages of understanding the repercussions, the Big "I" was in action. Our Executive Director of Virtual University, Chris Boggs, began researching, writing and compiling numerous articles and pieces of information on the impact of the Pandemic on our industry. I feel this knowledge was invaluable, and really gave our members an advantage as they approached many situations with their clients.

“I doubt any of us will ever f o rg e t h ow our worlds changed in March of t h i s y e a r .”

Legislatively, the Big "I" continues to work on stimulus programs like the CARES Act and make sure our needs are represented. In addition, the Big "I" Disaster Relief Fund has worked to donate funds and provide support to agencies across the country that have been affected by the Pandemic as well as wildfires, hurricanes and tornados.

Fighting for Agents Why do I sing the praises of the Big "I" so loudly?

I truly believe that they are working everyday to help agents and this industry succeed. This year we may have needed it more than ever, and I'm glad they have our back! u

W. Michael McBride 23

Endorsed Partner of

24

The Tennessee Insuror

From Your Interim Executive Director The Pandemic's Effects on Agency Culture Are you doing anything differently at your agency this year? I'd have to wager that the answer is "yes" to that question. Are you happy with the differences? I'd imagine that is more of a "yes and no" answer. Either way, now may be the time to decide which of these changes stay and which go in the long-term.

of work from home combined with some inoffice personnel. Conversely, I believe that the "small office" will make a comeback. Some carriers that have already said they will be closing large offices are going to need some space for collaboration, and I think small regional offices will be their eventual solution.

For example, I recently spoke with two of our members about their agency's sales meeting calls. One described how doing their meetings virtually have been so much more efficient and has allowed them to cover the same material in less time and with the same impact. The other lamented at how poorly their meetings had been going virtually, and how they couldn't get a good "read" on each other without being in-person.

Chances are you're not wearing the same attire to work you wore this time last year. The American workplace was already trending away from a "suit and tie" environment, and I think the Pandemic will only further speed that up. Sure, there will be meetings and events where "business attire" feels appropriate, but I won't be surprised if "business casual" is the new normal for our country.

Virtual meetings aren't for everyone, that's for sure. There are some people out there now that are still on mute. Are they right for your agency?

That's something you'll have to determine for the long-term. I would suggest that you try getting feedback from producers, CSRs and other staff about how they would prefer to receive info in meetings. Then compare that with what productivity you can measure and adapt accordingly. Does your agency staff tell you they prefer to meet online, but it doesn't result in a positive impact in results? Then take charge of returning to in-person meetings. Is the virtual format improving productivity and results?

Then incorporate it as much as you can without totally removing face-to-face interaction. Either way, I'd encourage you to assess this at least once if not twice per year.

Cash payments are another procedure that our industry had clung to in some areas. With tools like ePayPolicy and other digital payment systems, cash may finally be making its exit.

Changes Here to Stay

Changes That May Need to Go We're all on a level playing field right now. Even if you've returned to some in-person meetings, it's not likely you're doing the "normal" amount.

I've heard a lot of talk in the industry about how results are positive even without producers, marketing reps, field underwriters, etc. out "on the road." This will not continue. When we return to an in-person environment, I believe agenices and companies that are back in front of their clients the fastest will see the greatest returns. I believe those that continue a "distanced" model the longest will begin to lose visibility in the marketplace.

It is highly likely that virtual meetings are going to be part of our work life moving forward. Even when face-to-face meetings return, you're going to have clients and business professionals that want to communicate via Zoom, GoToMeeting, WebEx, etc. instead of just over the phone.

Virtual networking just isn't a good option. You can't easily make strong connections without face-to-face interaction. I know it's a necessity right now, but I'm ready for this trend to leave.

Remote work is also going to be more prevalent moving forward. The larger the company, the more likely they are to develop hybrid models

Are you happy with the changes you're seeing?

Are you ready to adapt? The agencies that are may have an advantage in the years to come. u

“ V ir tual meetings aren't for everyone, that's for sure.

There are some people out there now that are still on mute.�

Make Sure You're Ready

Daniel Smith, CAE The Tennessee Insuror

25

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The Tennessee Insuror

EDUCATION SCHEDULE

Education Calendar

NASHVILLE

2020

FE B . 5 - 7 - CIC: Com m e rcia l Ca s ua lty FE B . 1 1 - CISR: Pe rs ona l Res identia l M AY 6 - 7 - CIC: Ruble M AY 1 2 - C ISR: Com m e rcia l P roperty SE P. 1 6 - 1 8 - CIC: Age ncy M a na gem e nt NOV. 1 1 - 1 3 - CIC: Com pa ny Operations D EC. 1 - CISR: Pers ona l L ine s

KNOXVILLE APR I L . 1 - C ISR: Pers ona l Auto AUG . 5 - 7 - CIC: Com m ercia l Ca s ua lty SE P. 3 0 - CISR: Com m e rcia l Ca s ua lty II

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

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

C H AT TA N O O G A A PR I L 2 - CISR: Pers ona l Auto O C T. 1 - CISR: Com m ercia l Ca s ua lty II

MEMPHIS FE B . 1 2 - CISR: Pe rs ona l Res identia l M A RCH 4 - 6 - CIC: Com m e rcia l P roperty M AY 1 3 - C ISR: Com m e rcia l P roperty D EC. 2 - CISR: Pers ona l L ine s

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

JOHNSON CITY

ON

M A RCH 3 1 - CISR: Pers ona l Auto SE P. 2 9 - CISR: Com m e rcia l Ca s ua lty II

LI

N

AB EN: Webcasts fo c using o n different lines o f business ins uro rs. aben.tv

E

C OM ING SOON: Insurors & New L evel Partners a nnounce learning so lutio ns fo r New E m ployee Educatio n, inc luding bundles o n: I nsuranc e Basic s, Persona l L ines & C o mmerc ial L ines

CISR 12/1 2/2 2/3

REGISTER AT INSURORS.ORG OR CONTACT ELLIE VIETH EVIETH@INSURORS.ORG 615.515.2607

Fee: $186

CE: 7

Personal Lines Miscellaneous Agency Operations Agency Operations

CIC

Fee: $430

Online Nashville Memphis

CE: 16

11/11-13 Insurance Company Ops Institute 2/17-19 Commercial Property Institute 3/10-12 Commercial Multiline Institute

Online Nashville 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.

CRM

E&O: Comm. Prop. Coverage Gaps CE: 3 $72 E&O: Roadmap to Policy Analysis I CE: 3 $72 Commercial Prop. Endorsements CE: 2 $48 E&O: Meet the Challenge of Change CE: 2 $48 Business Auto Claims Problems CE: 2 $48 Ethical Issues: Personal & Org. CE: 3 $72 Business Income and Extra Expense CE: 2 $48 Are You More Ethical Than Politician? CE: 1 $24 E&O: Roadmap to PAP and PUP CE: 3 $72 E&O: Roadmap to HO Endorse. Pt. 1 CE: 3 $72

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

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

Fee: $440

10/7-15 Financing of Risk

CE: 16

Online

ABEN Webcasts (insurors.aben.tv) 10/8 10/8 10/8 10/9 10/9 10/9 10/9 10/10 10/10 10/10 10/10 10/10

10/10 10/11 10/11 10/18 10/18 10/18 10/18 10/18 10/19 10/19

Cyber Security and Insurance Risk CE: 2 $48 Double Trouble - COI and Biz Auto CE: 2 $48 Are You More Ethical Than Politician? CE: 1 $24 E&O: Roadmap to PAP and PUP CE: 3 $72 E&O: Roadmap to HO Endorse. Pt. 1 CE: 3 $72 E&O: Roadmap to HO Endorse. Pt. 2 CE: 3 $72 Flood Program Overview: NFIP CE: 3 $72 Premium Auditing: Agents Must Know CE: 2 $52 The Basics of COPE CE: 3 $79 The Law of Insurance Contracts CE: 3 $79 Torts, Negligence & Liability CE: 3 $79 NFIP Then and Now CE: 3 $72

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

$75 $50 $80 $100

*check VU site for current information on CE and pricing

Available from The National Alliance

(www.scic.com)

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

$75 $75

(insurors.ceu.com)

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

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

Register Online at www.insurors.org

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

27

Partners

000

FOR TENNESSEE

Endorsed

PARTNERS

000

Leading

PARTNERS

Thank You!

Supporting PARTNERS

FOR YOUR SUPPORT OF INDEPENDENT AGENTS IN TENNESSEE

Sustaining PARTNERS

Contributing PARTNERS

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...continued from page 16

Stonetrust Insurance Tennessee contact: Trey Day Trey.Day@stonetrustinsurance.com • 225.201.8049 www.stonetrustinsurance.com A regional carrier of workers' comp with a standard of personal service and attention rarely encountered in the industry.

The Zenith Tennessee contact: Ken Kennamer kkennamer@thezenith.com • 205.408.6917 www.thezenith.com You know when your customers would benefit from our differentiated, long-term approach to insurance, and we're proud to partner with you so they can experience TheZenith Difference.

CONTRIBUTING Accident Fund Tennessee contact: Dan Hassenzahl Daniel.Hassenzahl@accidentfund.com • 865.776.8859 www.accidentfund.com Accident Fund offers workers' compensation policies, loss control consulting, and risk management services to businesses.

Arcus Restoration Tennessee contact: Kelly Kizer-Odom kkizer@arcusrestoration.com • 855.898.8282 www.arcusrestoration.com A full-scale restoration and remediation company serving residential and commercial.

Columbia Insurance Group Tennessee contact: Debbie Strozyk dstrozyk@colinsgrp.com • 1.800.767.4080 x2005 www.colinsgrp.com Columbia is a regional carrier domiciled in Columbia, Missouri.

The Columbia appetite is that of a generalist with 4 regional offices spread over 14 states. We place a high value on agency relationships as we have for the last 140 years.

Evolve MGA Tennessee contact: Travis Whitmill travis@evolvemga.com • 415.257.2176 www.evolvemga.com Evolve MGA underwrites & distributes the broadest cyber insurance policy in the marketplace to thousands of retail insurance agencies across the United States. Evolve MGA’s cyber insurance coverage comes equipped with free risk management services and the largest cyber insurance specialist claims team in the world.

FCCI Insurance Group Tennessee contact: Bobby Williams and Tama Young bwilliams@fcci-group.com • 615.439.8240 tyoung@fcci-group.com • 865-237-5963 www.fcci-group.com FCCI is a super-regional with an AM Best rating of A. For the past 60 years we have grown our footprint to 5 regional offices reporting to our home office in Sarasota, FL. We are a standard middle market carrier writing manufacturers, contractors and many other classes of business for our TN Agency Partners. Our local presence offers our agents the expertise they have come to expect when choosing an insurance company.

Auto-Owners Insurance Company Tennessee contact: Mike Baker baker.mike@aoins.com • 1.800.325.5293 www.auto-owners.com Auto-Owners is one of only nine carriers rated A++ (Superior) by the AM Best Company, a nationally recognized independent insurance rating authority, and is also a Fortune 500 company. It has received numerous awards from national organizations for customer service and quality, and is certified as a Great Place to Work®.

FFVA Mutual Tennessee contact: Kim Oakes or Angie Helgeson Kim.Oakes@ffvamutual.com • 1.800.346.4825 Angie.Helgeson@ffvamutual.com • 1.800.346.4825 www.ffvamutual.com FFVA Mutual is a regional insurance carrier specializing in workers’ compensation since 1956. Known for our broad underwriting approach, financial strength, multi-state capabilities and high retention rates, we insure all major industry groups and write business in 10 states (TN, AL, FL, GA, IN, KY, MS, NC, SC and VA).

Berkshire Hathaway GUARD Insurance Companies Tennessee contact: Rodney Schmitt Rodney.Schmitt@guard.com • 570.825.9900 x8742 www.guard.com Berkshire Hathaway GUARD Insurance Companies are rated A+

by A.M. Best and backed by the financial strength of Berkshire Hathaway, Inc. Powered by our network of independent agents and brokers, we offer a range of insurance products through our subsidiary companies, each featuring flexible policy terms and convenient payment options.

Graham-Rogers Insurance Tennessee contact: Mitch Brame mitch.brame@graham-rogers.com • 270.339.6875 www.graham-rogers.com Graham-Rogers Insurance is dedicated to the success of our family of independent agents. With 4 departments and over 40 markets available, there isn’t much we can’t write. Contact your Tennessee Marketing Representative for details.

Celina Insurance Group Tennessee contact: Bobbie Phillips bobbie.phillips@celinainsurance.com • 1.800.552.5181 www.celinainsurance.com We are proud to offer auto, home, business and farm coverage exclusively through independent agents in six states.

30

Grange Insurance Tennessee contact: Katherine Ethridge EthridgeK@grangeinsurance.com • 615.308.6572 www.grangeinsurance.com Grange has taken good care of our customers for over 80 years, continued on page 44 The Tennessee Insuror

Layman's Terms Advocacy Update: 2020 Election Preview

Insurors Director of Government Relations, Jim Layman, J.D., breaks down the legal and legislative issues facing our industry.

Election Day is right around the corner on Tuesday, November 3, so I wanted to take an opportunity to highlight a few of the most important races.

U.S. Presidential Election As you may have noticed, we are in the middle of a presidential election. If recent history, polling, and nearly unanimous analysts are correct, Tennessee’s 11 electoral votes will go to President Trump. What will be more interesting to watch though will be states like North Carolina, Florida and Michigan where Trump won in 2016, but where polling suggests a tight race in 2020. If the President loses Florida or two states out of NC, MI, PA & WI, his path to victory gets very difficult.

U.S. Senate In a closely watched and frequently negative primary campaign, former U.S. Ambassador to Japan, Bill Hagerty, beat out Dr. Manny Sethi for the Republican nomination for U.S. Senate to replace retiring Republican Lamar Alexander. For all the interest in that race, the most surprising result on Tennessee’s primary night was when Memphis activist Marquita Bradshaw bested favorite James Mackler (who finished third) and Robin Kimbrough to take the Democratic nomination.

Bradshaw spent about $21,000 on her longshot bid while Mackler spent over $1.4 million. Analysts around the country have Lamar Alexander’s seat as solidly Republican but it will be interesting nevertheless to see how the race unfolds given the unexpected primary result.

The Tennessee Insuror

State Senate One seat Tennessee Democrats are most hopeful to gain is District 20 in Nashville. Sen. Steve Dickerson – seeking his third term – is often seen as a very pragmatic Republican in representing a district in which all of the accompanying House districts are occupied by Democrats. Democrats are confident they have a competitive candidate in Heidi Campbell, the current Mayor of the affluent Nashville neighborhood, Oak Hill.

Republicans like their chances as well, as Dickerson won by 12 points over Erin Coleman in 2016. This will be an interesting race to follow.

Sen. Todd Gardenhire, who represents parts of Chattanooga and Bradley counties, faces a serious general election opponent in Chattanooga Assistant Chief of Police Glenn Scruggs.

Gardenhire, also seeking his third term, has historically relied upon overwhelming margins in the Bradley County portion of his district to ensure re-election. Gardenhire won by 11 points in 2016 over Khristy Wilkinson, but the result may prove closer in 2020.

Other Senate races should be fairly comfortable victories for incumbents, but Democrats have put forth legitimate candidates in District 22 represented by Sen. Bill Powers (RClarksville), District 6 represented by Sen. Becky Massey (RKnoxville), and District 14 represented by Sen. Shane Reeves (R-Murfreesboro) among others. The Senate will welcome a new face in District 26 where Republican nominee Page Walley is favored against Democrat Civil Miller-Watkins in the election to replace retiring Senator Dolores Gresham (RSomerville).

31

State House House Democrats have their eye on flipping a number of seats as they try to claw their way back from their current super minority position of only holding 26 of the Chamber’s 99 seats.

Conversely, Republicans have a few districts they believe they can turn red in this last election before redistricting occurs in 2022. Let’s take a look at a few of the more competitive races:

In District 97 in the Bartlett area of Memphis, veteran Republican lawmaker Jim Coley is retiring. After a narrow loss in 2018, Democrats believe they have a chance of flipping this seat.

The contest will feature Democrat Gabby Salinas who ran a competitive campaign against Republican Senator Brian Kelsey in 2018 and is known for her story as an immigrant cancer survivor who now works for St. Jude. Republican John Gillespie, a native Memphian and grant coordinator, will hope to keep the seat red.

Also in Memphis in District 96, Patricia Possel hopes to flip a once red Cordova district back to the Republicans as she faces two-term Democrat Dwayne Thompson. Thompson surprised many when he narrowly defeated Republican Steve McManus in 2016 and Republicans see an opportunity this year to get the seat back. The result should be close.

On the other side of the state, a closely watched race is shaping up in District 18 on the west side of Knoxville between Republican Eddie Mannis and Democrat Virginia Couch to replace the retiring Republican Rep. Martin Daniel. Many were surprised when Daniel narrowly won reelection in 2018, and Democrats believe they have a strong chance, so it will be one to look out for.

Other races with incumbents that may be close include: District 82 with Rep. Chris Hurt (R-Halls), District 83 with Rep. Mark White (R-Memphis), and District 56 with Rep. Bob Freeman (D-Nashville). The House will also see new representatives in Districts 3, 6, 7, 16, 76 and 92 due to retirements and incumbent primary losses.

Finally, we’ll be watching to see what happens in District 90 represented by Rep. John DeBerry (D-Memphis) who was removed from the Democratic primary ballot after failing to follow his party on abortion and school voucher legislation. He is now running as an independent against Democrat Torrey Harris.

About the Author Jim Layman, J.D. is the Director of Government Relations for Insurors. He previously worked for the Tennessee Dept. of Mental Health and Substance Abuse Services as legislative liaison and rules coordinator.

Prior to that, he worked for the Dept. of Health as a legislative liaison and the Dept. of Labor and Workforce Development as director of unemployment insurance appeals. Jim graduated from the University of Memphis Cecil C. Humphreys School of Law and received his undergraduate degree from the University of Tennessee. He may be contacted at jlayman@insurors.org. u 32

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Pamper your customer’s business with a policy from West Bend.

Your customers raised their business with hard work, from nothing but a dream. Now help them nurture it.

An insurance policy from West Bend is the best way to keep it happy, healthy, and profitable.

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The Tennessee Insuror

Association Update 15 Best Practices 2020 Agencies in Tennessee

Frank E. Neal Acquired by Brown & Brown

Insurors members have again achieved recognition as some of the top performing agencies in the country by the Big "I" Best Practices program. Each year, agencies provide metrics that are then compared to other agencies across the country for strategy and implementation. This year's achievers included the following Insurors members:

Insurors member Brown & Brown of Tennessee, Inc., a subsidiary of Brown & Brown, Inc., has acquired the assets of fellow member, Nashville-based Frank E. Neal & Co., Inc.

Athens Insurance of Athens, BFS Insurance Group of Clarksville, Brock Insurance of Chattanooga, Collier Insurance of Memphis, Hatchett Insurance Agency/HUB of Winchester, Higgins Insurance of Clarksville, Insurance Group of America of Franklin, Insurefit RM of Knoxville, Lipscomb & Pitts Insurance of Memphis, McDaniel-Whitley of Germantown, Montgomery & Associates Insurance of Franklin, Powell & Meadows Insurance of Carthage, The Crichton Group/HUB of Nashville, Scott Insurance of Knoxville and TIS Insurance Services of Knoxville.

Insurors Members Included in "Top 100" The Insurance Journal magazine just release their 2020 edition of the "Top 100 Independent Property/Casualty Agencies" report. The Top 100 list is ranked by total property/casualty agency revenue and comprises only those agencies whose business is primarily retail, not wholesale. The list featured 8 Insurors members, including (in the order listed) HUB International, AssuredPartners Inc., BroadStreet Partners Inc., Risk Strategies, Sunstar Insurance Group, Scott Insurance, Fisher Brown Bottrell Insurance Inc., and Lipscomb & Pitts Insurance.

Ross Joins Haven Insurance Partners Don Ross, CPIA, CWCA, LUTCF has joined Haven Insurance Partners in Jackson as a principal and producer. Ross has over 28 years of experience in the insurance industry, and most recently worked as an agent for FSB Insurance in Jackson for almost 20 years.

Will Sneed Joins Sneed Insurance Will Sneed has joined the sales team at Sneed Insurance in Memphis. Sneed previously worked the last seven years as a regional sales representative for B-Unlimited in Fayetteville, Arkansas. He has a Bachelor of Science degree from the University of Arkansas.

The Tennessee Insuror

The Frank E. Neal team, including executives Wink, Mark and Brent Neal, will join with the existing Brown & Brown of Tennessee team in Nashville. Brown & Brown of Tennessee operates under local leadership of Ryan Rothrock and regional leadership of John Esposito.

TIS Insurance Services Names Wake as CEO TIS Insurance Services, Inc. of Knoxville has named Don Wake as the agency's new CEO. Wake has over 32 years of experience in the insurance industry, and formerly served as the managing director of the Knoxville Marsh office before joining TIS in 2012 to serve as president. He has a Bachelor's degree from UT-Knoxville.

Shafer Insurance Named AGC Provider of Year The Johnson City office of Shafer Insurance Agency was recently named "Supplier/Service Provider of the Year" for 2020 by the Associated General Contractors (AGC) of Tennessee Tri-Cities Branch. The agency was honored for their work with area contractors and the community.

WC Dillon Selected to Hanover Pres. Club Nashville agency member WC Dillon Company was recently selected to the 2020 Presidents Club of The Hanover Insurance Group. Agencies named to the company's exclusive group are recognized for delivering outstanding value to their customers through insurance expertise and responsive service.

Reliance Partners Named as "Great Workplace" Chattanooga-based agency Reliance Partners recently announced that it is Great Place to Work-Certified™.

Certification is a significant achievement. Using validated employee feedback gathered with Great Place to Work’s rigorous, data-driven For All methodology, Certification confirms 7 out of 10 employees have a consistently positive experience at Reliance Partners. Great Place to Work is the global authority on workplace culture, employee experience and the leadership behaviors proven to deliver marketleading revenue and increased innovation. u 35

Your insights

+

Our

strengths and expertise

=

Top-class

protection around the world

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

Swiss Re Corporate Solutions is proud to be the exclusively endorsed Lawyer’s Professional Liability provider for the Insurors of Tennessee. For more information or to access the program, please contact administrator Jeff Severino of Lockton Affinity at JSeverino@locktonaffinity.com or 913.652.7520.

36

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.

Company Spotlight The National Security Group The National Security Group has been dedicated to helping people in times of need by providing vital, affordable insurance and fast efficient service since 1947. National Security is represented by over 1,800 independent agencies throughout the Southeast and offers a diverse line of personal insurance programs along with life and supplemental health products.

Committed to the Independent Agency System National Security is proud to be a Trusted Choice company partner and is committed to the success of the independent agency system. National Security values their strong relationships with independent agents by offering a partnership profit sharing plan which allows agents to earn a bonus up to 6% of earned premium each year. In addition to this generous plan, National Security provides a direct appointment contract and a very competitive 20% new business commission rate on property business.

Fast, Reliable Technology Access to fast, reliable, simple to use technology is vital in today’s agency operations. National Security’s agent’s website is built to accomplish this goal by providing agents with a quick easy way to quote, bind coverage, issue policies, process endorsements and have reliable access to policy information. Tennessee agents also may utilize National Security’s agents' website to quickly generate life and supplemental health proposals for clients.

The National Security Difference As an admitted Southeastern based regional carrier, National Security prides itself on providing Tennessee agents with fast, efficient service and providing a reliable dwelling property market The Tennessee Insuror

Insuring Your World

from a friendly small town company.

Specializing in property coverage for homes and mobile homes that may not qualify for standard markets, National Security’s team works with agents to help find solutions to unique insurance needs through a variety of affordable insurance programs.

Within the P&C subsidiary, National Security offers competitive programs including Dwelling Fire/Mobile Home, Limited Homeowners and Comprehensive Mobile Homeowners. A niche that Tennessee agents have found particularly useful within the Dwelling program is the Tenant Schedule option.

This option makes it easy to insure multiple properties, with no limit as to the number of properties listed on a single policy, and the capability of adding or deleting risks at any time.

The maximum policy limits offered in the Dwelling program and the Limited Homeowners program has been increased to $150,000.

National Security’s Limited Homeowners actual cash value program is a good fit for owner occupied older dwellings.

The covered perils have been enhanced to include limited water damage and limited theft coverage. For owner occupied mobile homes, National Security’s Comprehensive Mobile Homeowners program is one of the most complete protection plans for individuals and families living in mobile homes today. This program is designed for mobile homes ranging in value from $15,000 to $100,000 and may be written on mobile homes up to 20 years old. The program also provides Special Form 3 coverages with an optional replacement cost endorsement for partial losses available for homes 15 years and newer.

Tennessee Contacts Jerry DuBose Marketing Representative East Tennessee 1.800.239.2358 x388 jerry.dubose@nsgcorp.com Jessica Stephens Lambert Marketing Representative West Tennessee 1.800.239.2358 x211 jessica.stephens@nsgcorp. com About National Security Group The National Security Group is composed of a family of insurance companies; National Security Fire & Casualty Company and National Security Insurance Company. Headquartered in Elba, Alabama since 1947, National Security provides a diversified line of insurance coverage to individuals and families throughout the Southeast.

The National Security Group is a proud Trusted Choice Partner.

For more information on how you and your customers can experience the National Security difference, visit www. nationalsecuritygroup.com. u 37

TOGETHER WORKING

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

The Allison Insurance Group - Jackson Assured Insurance Consultants, LLC - Morristown 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 Higgins Insurance - Clarksville/Hopkinsville, KY Inter-Agency Insurance Services - Knoxville 38

Martin & Zerfoss, Inc. - Nashville McInturff, Milligan & Brooks - Greeneville Miller | Loughry | Beach Insurance Services - Murfreesboro Ownby Insurance Service, Inc. - Sevierville Powell & Meadows Insurance Agency - Carthage Smith-Berclair Insurance, Inc. - Memphis S.N. Anthony, Inc. - Ripley Sunbelt Insurance Group - Chattanooga 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

Broker Spotlight J.M. Wilson

Celebrating 100 Years

J.M. Wilson is a third generation, family-owned Managing General Agency (MGA) and Surplus Lines Broker founded in 1920 – celebrating 100 years! They provide independent insurance agents access to ‘A’ rated carriers for Commercial Transportation, Property & Casualty, Brokerage, Marine, Personal Lines and Surety.

Relationships are Key Experienced and knowledgeable, J.M. Wilson underwriters are a resource for independent agents. The relationships built by underwriters and the agency relations teams are critical – and the customer experience doesn't end there. Support teams also know how important their roles are to the success of the agents served and carriers represented. Insurance has always been a relationship business, which is why establishing long-term partnerships and providing the best possible experience in the E&S marketplace is a foundation to the company culture.

Longevity and Growth J.M. Wilson is excited to be celebrating their centennial anniversary this year! They’ve earned an outstanding reputation in this industry and have been recognized as a 5 Star MGA by Insurance Business America. Over the past twenty years, the MGA has grown from serving 7 states to serving forty with physical offices in 8 states and plans for continued expansion.

1920

JM Wilson Corporation is founded as a wholesale bond writer.

1948

JM Wilson becomes an MGA and also begins offering property & casualty, personal lines, and standard classes of business.

Quick Quotes J.M. Wilson prides itself in being accessible using an agent’s preferred method. Whether that means a phone quote, using the submit a risk form on the website or submitting an application via email, an agent can expect to receive confirmation within 24 hours with either a quote or a status update. J.M. Wilson also provides an online portal to access various carriers’ rating programs.

1987-88

David Wilson, son of Paul and grandson of James M. Wilson Sr. is appointed President of JM Wilson. The home office moves from Kalamazoo, MI to the current location in Portage, MI.

Here to Help For more information, agents can contact the Sales and Agency Relations Specialist, Wendy Wotring at 1.877.361.9475 or by email at wwotring@jmwilson.com or contact Branch/ Underwriting Manager, Debbie Martinez at 1.800.595.0063 or by email at dmartinez@jmwilson.com.

More information may also be found on the company's website at jmwilson.com.

The Tennessee Insuror

2020

Named a Five-Star and an All-Star MGA by Insurance Business America, JM Wilson celebrates its 100th year! u 39

Independence works better together With Keystone, the best resources are at your fingertips to

Business Development

help you support a business that stands the test of time. We

Commercial Marketing

connect you to a community of like-minded independent agents and provide access to relationships that extend beyond your geographic reach.

Niche Programs Perpetuation Planning Profit & Growth Risk Management

With 14 divisions and more than 100 corporately employed insurance professionals, we employ the expertise that expands opportunities for you and your clients. We focus on innovation, recruiting and training new talent, and guiding future agency owners allowing you to focus on what is important.

Financial Services Captives Emerging Leaders Claims Management Bonds Employee Benefits

Success is a journey. Let us be your guide.

Producer Recruitment & Training

Contact Michele Bicknell: 570.473.2148 | mbicknell@keystoneinsgrp.com keystoneinsgrp.com Š2018 Keystone Insurers Group Ž. 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 Vertafore Acquired by Roper Technologies Vertafore has announced that it will be acquired by Roper Technologies, Inc. a leading diversified technology company, in a $5.35 billion deal. Vertafore provides cloud-based software for the property-casualty insurance market. More than 20,000 agencies and 1,000 insurance carriers use Vertafore's software.

The InsurTech's name, brands and office locations will not change as a result of the transaction and Vertafore CEO Amy Zupon will continue to lead the company, according to a statement.

Roper Technologies operates approximately 45 independent businesses that design and develop software and engineered products for a variety of niche end markets.

Comm. Mainda on NAIC Committee on Race and Insurance This summer, Tennessee Department of Commerce and Insurance Commissioner, Hodgen Mainda, was appointed to the National Association of Insurance Commissioners’ (NAIC) Special Committee on Race and Insurance. The group held

its initial meeting virtually on September 17 and Mainda and the Committee were featured in a recent Insurance Journal article about the meeting. Mainda, an African American and native of Nairobi, Kenya, addressed the group saying in part, “Put the politics aside. This is about human beings and being inclusive and being accepting of people for who they are.”

The Committee’s goals include analyzing the level of diversity and inclusion within the insurance sector, engaging with a broad group of stakeholders on issues related to race and diversity, and access to the insurance sector and insurance products, determining which barriers exist in the insurance sector that potentially disadvantage people of color and, to make recommendations by year end regarding action steps.

Campbell Joins RT Specialty Joe Campbell has joined the RT Specialty team in Nashville as a broker. Campbell has been in the industry since 2016 and was formerly a professional liability broker with CRC Insurance Services. He will now focus on professional liability and casualty lines with RT.

Along with offering workers’ compensation and

employers’ liability insurance, Stonetrust works to help companies prevent accidents and remain Stonetrust Safe – an entire system of in-house processes and services designed to achieve safety goals and keep premiums and claim costs down.

At our core, we are a relationship-driven company and are always working hard to be the “first choice” workers’ compensation carrier in all of our markets.

800.311.0997

STONETRUSTINSURANCE.COM The Tennessee Insuror

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Preferred Property Program can help you procure Umbrella coverage for your insureds with an AXV A.M. Best rated carrier for the following types of risks: Developer Sponsored Boards Master Associations High-rise Associations & Apartments to 35 stories are eligible and more Limit options ranging from $5 million to $50 million Coverage can include excess D&O ● General Liability ● Auto ● Employee Benefits Employers Liability, Including Employment Practices Liability* (*if covered under the D&O) Follow Form EPLI is available only up to $25 Million limit

In 2016 we partnered with American Union Risk Underwriters (AURA) located in Florida.

With our new partner we can now also offer our comprehensive Umbrella, with unsurpassed service and for the following types of risks: Hotels ● Motels ● Timeshares ● Lessor’s Risk Enclosed Malls Shopping Centers Retail ● Office Buildings ● Warehouses ● Light Industrial Apartments Limit options ranging from $5 million to $100 million For information on our AURA program, contact our experienced underwriter Tom Clementi at 877-506-1430 or visit our website, www.aurains.com A subsidiary of

101 Crawfords Corner Road, Suite 1300 Holmdel, NJ 07733

42

For more information contact our team of Underwriters

888-548-2465

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The Tennessee Insuror

Liberty Mutual Names Orloff as "Global" Exec.

Stonetrust Work Comp Announces Hires

Liberty Mutual recently announced that the company has named Marc Orloff as president, North American field operations, global risk solutions, replacing Shaun Kelly, who has decided to leave the company. Orloff, who will report to Tracy Ryan, president, GRS North American, will continue to oversee these areas and add Liberty Mutual client engagement program, distribution strategy and analytics, and marketing and brand strategy to his portfolio, Liberty Mutual said in its statement.

Baton Rouge-based Stonetrust Commercial Insurance Company announces the hiring of Jeff Skaggs as Senior Vice President of Underwriting and Marketing, Dawn Boniol as Manager of Compliance, Quality Control and Claims Support, and Richard Perkins as Loss Prevention Outreach Coordinator.

Cowbell Cyber Expanding to Tennessee Cowbell Cyber has announced that their Prime 100 standalone cyber insurance program is admitted and live in 18 states and will be entering the Tennessee market soon.

Prime 100 is designed for small and mid-size businesses with up to $100 million in revenue. As a standalone program, Prime 100 delivers policies customized to every businesses’ needs with comprehensive coverages not offered by breach endorsements.

Contact Territory Account Manager Matt Valentine at matt@ cowbellcyber.ai or 804.212.9033 for more info.

Sonksen and Ziegler-Wolfe Join Selective Ins. Selective Insurance has announced that Angie Sonkson, CIC, AU has joined the company as an Agency Management Specialist for East Tennessee. She brings a wealth of experience through her diverse insurance background. With over 15 years in the industry, Angie has held roles in agency marketing & account management, carrier marketing, and commercial underwriting.

The company also announced that Diane Ziegler-Wolfe, CPCU, CIC, AU, AIS has joined the Southern Region Field Operations Team as an Agency Management Specialist handling Western North Carolina and East Tennessee. She has over 25 years of experience in the industry, most recently as a commercial territory manager for Nationwide.

Harford Mutual Employees Help Community Ten employees of Bel Air, Maryland-based Harford Mutual Insurance donated their accrued personal paid time off (PTO) to various charitable organizations, including St. Jude Children's Research Hospital, Maryland Food Bank, Catholic Charities of Baltimore, Living Legacy Foundation, Phoenix Wildlife Center, The Emma Clare Foundation, and United Way of Central Maryland. The donations totaled $12,764.

The Tennessee Insuror

Skaggs was formerly Chief Operating Officer for Empyrean Management Services and prior to that he was the Senior Vice President of Policyholder Services and Agency Relations at LWCC. Boniol was formerly a Claims Operations Supervisor with LWCC and a Claims Team Leader with Progressive Security Insurance Company.

Perkins was formerly the Safety Services Manager and Outreach Coordinator at LWCC and he has more than 26 years of safety and consulting experience.

ACUITY Named to Forbes Best Employer List Acuity has been named to Forbes’ list of America’s Bestin-State Employers 2020 and is ranked at #8 in the state of Wisconsin. America’s Best-in-State Employers were identified based on an independent survey from a vast sample of 80,000 U.S. employees working for companies employing at least 500 people.

The study assessed each company across the categories of Atmosphere and Development, Company Image, Working Conditions, Salaries and Wages, and Diversity. Employees were not consulted via their employers and were surveyed anonymously through several online panels.

Wagner Named as "Woman of Influence" Jill Wagner Kelly, Integrity Insurance President and Grange Insurance EVP, Chief Distribution and Affiliate Officer has been recognized as a woman of influence in the corporate leader category by Insight Magazine.

Insight Magazine’s inaugural Women of Influence Awards shines a light on the impact women in northeast Wisconsin are making based on leadership, career achievements and community involvement. Selected by a panel of judges, Wagner Kelly joins seven other winners from a diverse group of women and industries.

Central Names Pfeifer Sr. VP of Underwriting The Central Insurance Companies have announced that Jocelyn Pfeifer, CPCU, CIC, has been promoted to Senior Vice President of Underwriting. Pfeifer will lead the entirety of the company's underwriting organization: Commercial Lines, Personal Lines, Loss Control and Underwriting Operations. u 43

Partners Spotlight...

...continued from page 30

and that now include almost 700,000 customers in the U.S. We sell exclusively through independent agents to cover auto, home, business and life.

Haulers Insurance Tennessee contact: Steve Wilkinson swilkinson@hici.net • 1.877.269.9360 www.haulersinsurance.com Regional P&C company offering a broad array of personal and commercial auto products.

J.M. Wilson Tennessee contact: Wendy Wotring, Sales and Agency Relations Specialist – TN, NC wwotring@jmwilson.com • 877.361.9475 J.M. Wilson is a third generation, family owned MGA and Surplus Lines Broker founded in 1920 – celebrating 100 years! Writing in 40 states, we provide independent agents access to ‘A’ rated carriers for Commercial Transportation, P&C, Brokerage, Marine, Personal Lines and Surety. We know insurance agents have choices.

It's our goal to establish relationships and provide the best possible experience for you to place business in the E&S marketplace.

KeyRisk | A Berkley Co. Tennessee contact: Chad Rayburn, Regional Director crayburn@keyrisk.com • 336.605.7364 www.keyrisk.com Delivering innovative and responsive workers comp solutions that provide our clients the freedom to do what they do best.

Method Insurance Tennessee contact: Anita Johnson ajohnson@methodinsurance.com • 615-675-0861 www.methodinsurance.com Method Insurance is a Program Administrator for agents who need a solution for challenging and high hazard workers' compensation risks. We focus on exceptional service, quick turnaround time, and strong communication. We represent multiple A+ rated carriers who provide long-term partnerships with independent insurance agents.

MetLife Auto & Home Tennessee contact: Debbie Lazzaro dlazzaro@metlife.com • 615.812.4811 www.metlife.com Founded in 1868, MetLife has operated as a good corporate citizen for over 150 years. Demonstrating our commitment to build a more protected world for individuals, families and communities. Helping generations of people around the world and putting customers at the heart of everything we do.

Openly Tennessee contact: Leon Wright leon@openly.com www.openly.com Best-in-class homeowners insurance, fair pricing and clear coverage terms, backed by a company you can trust.

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Partner Platform by Strategic Insurance Software Tennessee contact: Nick Massaro nmassaro@sisware.com • 614.219.6069 www.sispartnerplatform.com Growth and Retention Agency Management Platform supporting some of the best agencies in Tennessee.

Safeway Insurance Company Tennessee contact: Matthew Faulkner mfaulkner@safewayins.com • 615.584.8400 www.safewayins.com Safeway is A rated by A.M. Best, and has been working with independent agents since 1959. We are also one of the largest privately owned insurance companies in the United States. Our success has been achieved by working with our partners to create products that meet the demand of the non-standard marketplace.

Selective Insurance Tennessee contact: Dan Schilling dan.schilling@selective.com • 423.827.2060 Company website: www.selective.com Selective Insurance, rated “A” (Excellent) by AM Best, partners with independent agents to offer standard and specialty insurance for commercial and personal risks and flood insurance. Selective’s best-in-class employees and distribution partners work together to demonstrate what it means to Be Uniquely Insured by delivering a superior customer experience.

Southern Insurance Underwriters Tennessee contact: Brad Budd bbudd@siuins.com www.siuins.com Southern Insurance Underwriters, Inc. (SIU), based in Alpharetta, Georgia is a Certified Managing General Agency serving independent agents throughout the southeast for over fifty years.

State Auto Tennessee contact: Jim Reynolds jim.reynolds@stateauto.com • 615.855.1577 www.stateauto.com Throughout State Auto's nearly 100-year history, we’ve developed a well-respected heritage and built a strong foundation.

Today we have assets of $4.6 billion and write $2.0 billion in premium in 33 states. And we continue to rely on independent agents to market our products.

Swiss Re Lawyers Professional Liability Tennessee contact: Jeff Severino JSeverino@locktonaffinity.com • 913.652.7520 https://bit.ly/2EEJ1Sb Swiss Re Corporate Solutions is the exclusively endorsed Lawyers Professional Liability carrier for Insurors members.

If you work with any of these companies, brokers or vendors, we would ask that you share with them your appreciation for their support of independent agents in Tennessee. We couldn't do it without them! u The Tennessee Insuror

INSURING OPPORTUNITY THROUGH ® MUTUAL SUCCESS. Harford Mutual Insurance partners with independent agents in Tennessee.

We insure restaurants, contractors, mercantile, and other commercial entities. We’re committed to protecting your client’s business and building yours.

HarfordMutual.com 800.638.3669 The Tennessee Insuror

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The Road Ahead for Comm. Auto Experts Expect the Market to Continue to Firm As the commercial auto insurance industry continues to struggle with a myriad of challenges that have influenced premium rates over the last decade, plus the impact of the coronavirus pandemic, the current market firming is expected to continue during the second half of 2020.

While coronavirus boosted activity in some segments of transportation, it halted activity in other areas. What remains to be seen is the pandemic's effect on losses during the remainder of the year.

Insurance carriers have struggled for so long from a loss perspective, and the pandemic has allowed them to catch up a little. But it's more of a reset than an ability to lower rates and bring a soft market.

Years of underperforming combined ratios have forced insurance carriers to pass on double-digit premium rate increases, which have risen 10-15% year-over-year since 2010.

The trucking industry has influenced the rise in premium rates more than other commercial auto classes of business, due to the constant exposures of being on the road every day.

Other contributing factors include an aging workforce, driver shortages, nuclear verdicts, freight demand, maintenance expenses, poor infrastructure, distracted driving and more.

written by Mark Gallagher, RPS fleet companies. The size of the fleet makes a difference as well. Medium fleets of 20-50 units have greater budgets than smaller fleets to commit to safety and compliance, a key factor in reducing premium rates.

Fleets also tend to be loyal to one insurance carrier, which can lead to favorable pricing. “Long-tenured fleet clients with good loss control and professionally managed operations will typically see less of an increase in premiums," says Andrey Miterin, RPS transportation and commercial auto manager, Northeast and Mid-Atlantic region.

Other trends across segments of trucking include: •

•

•

Dry vans are viewed more favorably by insurance carriers because they have cargo sustainability, but those hauling high-theft and high-damage items, such as electronics and pharmaceuticals, carry higher limits of $250,000$400,000.

A spoilage endorsement for refrigerated haulers has a limited market due to its higher exposure. In the majority of cases, purchasing spoilage increases the cargo premium by 10 percent or more.

Intermodal truckers experience high driver turnover, mainly caused by a high concentration of trucking companies located around major port areas, all competing for the same driver pool. “Drivers will switch companies based on pay structure, sign-on bonuses and better benefits," Miterin says.

In addition, there is limited capacity in the standard market, especially for distressed fleets with poor loss experience and unacceptable safety scores. This has led to a greater reliance on transportation specialists in the excess & surplus market.

Trends in Public Auto

The RPS U.S. Transportation Market Outlook examines industry factors affecting rates, trends across different segments, gaps in coverage and the impact of COVID-19. It also emphasizes the importance of a focus on safety to remain profitable for the long-term. Here are some highlights from the report.

One of the fastest-growing classes of business in public auto is non-emergency medical transportation, but due to the health risks of passengers and the safety equipment on board, it's also more challenging to place, resulting in tightened terms and conditions.

Trends in Trucking

Another rapidly evolving class of business is ridesharing.

While insurance carriers have been resistant to provide coverage, that may change in the near future. Insurance carriers are learning how to adapt to the trend, and as they become more comfortable, more markets will open up.

Fleets have advantages in pricing over non-fleets. While they generally have higher limits, fleets also take on more risk with higher deductibles and self-insured retentions than non-

46

The Tennessee Insuror

When it comes to supporting independent insurance agents, we believe that growth starts close to home. That’s why EMC has offices and representatives across the country — giving you personalized service from a trusted partner who knows the local market. And because we tailor our insurance solutions and loss control services to meet the unique needs of your customers, you can always count on bringing the best products to the table.

www.emcins.com ©Copyright Employers Mutual Casualty Company 2020. All rights reserved.

The Tennessee Insuror

47

Gaps in Coverage Thin profit margins prohibit many trucking companies from purchasing extra insurance protection, including cyber and excess policies, even when they know the financial consequences of refusing coverage. From telematics to back-office financial software, trucking is a present and increasing target for cyberattacks. And the biggest threat today is ransomware, according to Steve Robinson, national cyber practice leader, RPS.

INTELLAGENTS

™

INSIGHTS FOR INDEPENDENT AGENTS

Robinson advises agents to “change the narrative for cyber insurance away from data breaches and toward business continuity." This includes helping transportation clients understand their dependence on computer systems, telematics and third-party vendors, as well as the revenue that would be lost if such an attack debilitated their system for several days.

Another necessary but frequently overlooked coverage is excess insurance, brought to the forefront by the proliferation of nuclear verdicts. Even knowing the risks, not all truckers are taking advantage of this extra protection. Most small-size trucking companies only purchase excess liability coverage if required by a direct shipper of third-party logistics. And while larger fleets are more likely to carry excess, many do not—primarily due to cost, according to Miterin.

Outlook Ahead In response to the impact of coronavirus on certain segments of transportation, insurance carriers have reduced premiums, deleted units or waved monthly minimum reporting for mileage, receipts or units. These adjustments help in the short-term, but there are also measurements agents are recommending to help transportation clients remain profitable long-term, stressing a focus on safety.

“Safety scores are the gatekeeper in determining pricing," says Mike Mitchell, area president, transportation practice, Southeast region, RPS. Poor safety scores have a detrimental effect on the driver and motor carrier company and can lead to a denial of insurance coverage or influence a jury in court.

It is pertinent for transportation companies to invest in and commit to using telematics, appoint a safety director and hire quality drivers, as well as properly document all safety measures. “When there are losses, insurance carriers want to see corrective measurements in place. They will ask: Is leadership investing time and money into long-term safety improvements or are they only implementing measures until the losses improve?" Miterin explains.

Proper documentation not only proves the client's commitment to safety and training, but it also streamlines the process to obtain insurance quotes. It is instrumental for agents to provide us with enough narrative and background on the attributes of the truck line and any improvements their clients are making to help us place their business with our carriers.

About the Author Mark Gallagher is national transportation practice leader at Risk Placement Services (RPS). RPS is one of the nation's largest specialty insurance products distributors. u 48

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Trusted Advisor Provide agencies with unbiased guidance that arms them with the knowledge to succeed The Tennessee Insuror

Genesee a JenCap Holdings Company

2020

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Phone: 770-396-1600 Fax: 770-396-7699 Toll Free: 800-282-8755

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CREATE YOUR DREAM TEAM! Does the thought of hiring a new employee leave you overwhelmed? Are you seeing turnover, or posting a job, but just aren’t finding the “right” person?

You’re not alone.

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The Tennessee Insuror

Meetings Fall and Winter Events Are Almost Here Big "I" LET's Summit Online & Free Oct. 19-22 The Big “I” will host the first ever LET’s Do This! Virtual Summit on October 19-22. Lead. Educate. Tech. Each morning at 11 am ET, top-notch keynote presenters will get the energy flowing and provide you with real life takeaways! You’re invited for three, free power-packed days of quick-hitting content for independent agents and our valued partners. Pick and choose content to help you lead better, market smarter, provide valuable education, and leverage technology to protect and streamline your business. Think of it like choose your own adventure for insurance professionals!

The LET’s event will be presented by the Young Agents, ACT and Education leaders. Registration is FREE for Insurors members thanks to the generous support of Big "I" company partners. Register now or get more info at https://www. independentagent.com/Events/FallLeadership/home.aspx

Insurors of Nashville Golf Tourney 11/2 After intially having to delay the event from the Spring, the Insurors of Nashville local board will host their annual golf tournament on Tuesday, November 2 at Old Natchez Golf Course in Franklin. The event will feature lunch, the tournament and the awards presentation.

Please visit www.insurorsofnashville.com information or to register online now.

for

more

Big "I" Tennessee Continuing Ed. Day 11/5 The Big "I" has worked with Insurors to develop a Big "I" Tennessee CE Day on Thursday, November 5. The event will feature a full day of continuing education courses presented

by Virtual University, including: • • • •

3 Keys to Getting the Named Insured Correct 5 Contractor Coverage Concepts Every Agent Must Understand 4 Key Personal and Commercial Lines Exposures Every Agent Must Understand Rules for Developing the Correct Premium

Insurors members receive 25% off by using code BIGITNCEDAY at registration. Please visit https://bit.ly/3kEBuSR for more information. u The Tennessee Insuror

Could your agency weather a data security breach?

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

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

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

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

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

1. Privacy Rights Clearinghouse: Chronology of Data Breaches

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

51

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The Tennessee Insuror

Member Tips Using Tech to Recruit High Performing Producers

by David Carothers, Florida Risk Partners I want to talk to you about the three ways we use technology at my agency to recruit high performing producers. First, you should know that I don’t hire producers from within the insurance industry. Everybody I hire has sales success on their resume, and here are the 3 things I think you need to give them: 1) CRM. Every salesperson needs a CRM. I’m not saying that your agency needs to run out and buy a CRM right now if you don’t have one, but you need to know that for salespeople to be successful ultimately, they need tools. A CRM is essential because it helps them organize all of the data that they need. It reminds them to do their follow-ups. Automations can go out.

It’s an overall good investment, and if you have an excellent, high-performing CRM and that CRM is programmed, salespeople are going to come to your organization and love it.

2) VOIP. One of the things that I love about using VOIP in our agency is it integrates directly with our CRM. We get the call records, and I can monitor follow up. It’s right there every single day. I can log into any contact record for any of my producers and see that they have done their telephone follow-ups, and their telemarketing. It’s awesome. As a bonus, when the client calls in, if we’re in the office, we get a call pop that automatically pulls their contact record up inside of HubSpot and allows us to review everything that’s happened on that account. This allows us to take notes for the call that we’re on. It’s so much better when you answer the phone in an educated fashion.

3) Resources. Give your producers tools to learn. We can ship them off to the carrier producer schools, or we can send them to the National Alliance to get their CIC and CRM designations – but at the end of the day – that’s the stuff that stays in their head, and it doesn’t help them at the point of sale. Tools like Zywave’s Broker Briefcase, ModMaster and the Client Portal, give salespeople a leg up when they’re out in the field. Good salespeople can open, and they can close, but they have to know the product, and they have to be able to have collateral to give to the prospect to get the deal closed. If you don’t have that, you’re setting them up to fail, and it will be a miserable experience for them and for you. You’ll have wasted money on salary, and they will have spent years or months of their life.

So do it right up front, make sure you have a program in place to get them up to speed not only with the foundational knowledge they need of insurance but the resources they need to go out and close the deals. If you can do those three things, you are going to have a field day recruiting top talent producers. u

Directory of Advertisers Advertiser

Phone

Website

Page

Amerisafe (800) 897 - 9719 www.amerisafe.com 2 ACUITY (920) 458 - 9131 www.acuity.com 9 Arlington/Roe (800) 878 - 9891 www.arlingtonroe.com 7 ATA/ATA Comp Fund (334) 834 - 7911 www.atacompfund.com 26 Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 6 Berkley Southeast Insurance Group (615) 932 - 5508 www.berkleysig.com 15 Berkshire Hathaway Guard Insurance Cos. (800) 673 - 2465 x4567 www.guard.com/apply 22 Big "I" Hires (800) 221 - 7917 www.bigihires.com 50 Builders Mutual (800) 809 - 4859 www.buildersmutual.com 33 EMC Insurance (800) 447 - 2295 www.emcins.com 47 Genesee General (800) 282 - 8755 www.geneseeins.com 49 Harford Mutual (800) 638 - 3669 www.harfordmutual.com 45 Imperial PFS (443) 613 - 4820 www.ipfs.com 32 IntellAgents (614) 552 - 3063 intellagents.io 48 INSBANK (866) 866 - 4268 www.insbanktn.com 11 J.M. Wilson (800) 595 - 0063 www.jmwilson.com 17 Keystone Insurers Group (800) 416 - 5498 www.keystoneinsgrp.com 40 KNK Compliance Services (615) 375 - 7419 www.knkcompliance.com 17 Markel Specialty (800) 431 - 1270 www.markelcorp.com 22 Martin & Zerfoss (615) 297 - 8500 www.martinzerfoss.com 55 MidSouth Mutual Insurance Company (844) 438 - 6642 www.midsouthmutual.com 26 National Security Group (800) 239 - 2358 x213 www.nationalsecuritygroup.com 26 Nationwide Insurance (423) 927 -2060 www.nationwide.com 20 Penn National Insurance (800) 395 - 0518 www.pennnationalinsurance.com 56 Preferred Property Programs (888) 549 - 2465 www.umbrellaprogram.com 42 RLI PUP (615) 515 - 2609 www.insurors.org 32 Securerisk (770) 723 - 8096 www.securerisk.com 38 Stonetrust Insurance (800) 311 - 0997 www.stonetrustinsurance.com 41 Strickland General Agency (800) 825 - 5742 www.sgainga.com 33 Summit Holdings (800) 971 - 2667 www.summitholdings.com 13 Swiss Re Lawyer's Professional Liability (630) 213 - 9952 www.swissre.com 36 Titan Web Marketing Solutions (615) 890 - 3600 www.titanwms.com 24,42 West Bend Mutual Insurance Co. (800) 236 - 5010 www.thesilverlining.com 34 Work at Home Vintage Experts (646) 807 - 4372 www.wahve.com 52

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Helping people feel secure.

Since 1919.

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