Kansas Insurance Agent & Broker
KAIA
Pools Financial Analysis
MARCH/APRIL 20 1 1
Pinpoint Your Needs & AScK Us! As a member of KAIA, you have exclusive access to a wide variety of products and services to benefit your agency and you, as an insurance professional.
Swiss Re/Westport
Additional Markets
Errors & Omissions- Insurance Agents Professional Liability
Physicians and Allieds
Agents Employment Practices Liability
Automobile BOP
EMC
Chiropractor Professional
Cities
Counties
Townships
Fire Department
Schools
Community Colleges
Cyber Liability Dental Professional Directors & Officers
RLI
Financial Institutions
In-Home Business Policy
Personal Umbrella
TEL: 555 555 5555
Ocean Marine
BHHC
Property
Personal Lines
Specialty Auto
Realtors Professional Liability
Metlife
Inland Marine
Umbrella
Personal Lines
Work Comp– Unsupported
Specialties
Capital Premium Finance
Big I Markets
Bonds Retirement Habitational Restaurants Employee Benefits
Personal Excess Liability Flood Event Liability Personal Lines Fidelity/Crime
Agents Umbrella E&O Risks And more
ASCK- A subsidiary of Kansas Association of Insurance Agents 815 SW Topeka Blvd • Topeka, KS 66612 • 800-229-7048 • www.kaia.com • asck@kaia.com
TABLE OF CONTENTS March/April 2011
KANSAS INSURANCE AGENT & BROKER
Vol. 16, No. 2 The bimonthly magazine of the Kansas Association of Insurance Agents EDITOR Rebecca Spriggs OFFICERS OF KAIA President Mark Lowry | mlowry@ruraltel.net President Elect Lee Hays | lhays@capfed.com Vice President/Treasurer Tim Tyner | tim@tynerinsurancegroup.com Secretary/Assistant Treasurer Bob Wood | bwood@wooddulohery.com State National Director Greg Renn | grenn@rennandcompany.com Immediate Past President Cindy Hower | chower@kellermaninsurance.com BOARD OF DIRECTORS Zone I Director Jim Wilkinson | wilkinson@cretcherheartland.com Zone II Director Rob Lessen | rob@foxinsuranceks.com Zone III Director Lyle Davidson | lyledavidson@thedavidsonagency.net Zone IV Director Lee Gleason | lee@elliottins.com Zone V Director Lonny Claycamp | claylo@insurance-planning.com Zone VI Director Scott Strong | sstrong@strongsinsurance.com Director at Large Jim Runnebaum | jmrunnebaum@sbsins.com Director at Large SueAnn Schultz | sueann.schultz@imacorp.com Director at Large Christine Teagarden | cteagarden@linncountyins.com Director at Large Dusty Davis | ddavis@icblueskies.com YAC President Ross Hendrickson | rossh@mccune-robinson.com K A I A P R O F E S S I O N A L S TA F F Executive Director | Kerri Spielman Vice President of Operations | Marcia Moore Director of Communications | Rebecca Spriggs Director of Agency Operations | Joann Oliver Director of Education | Erin Lesser Director of Events | Beth Roybal Membership Services Rep | Deanna Dinwiddie Insurance Services Rep | Amanda Hanson Insurance Services Rep | Lisa Parkhurst Public Relations Coordinator | Katie Hobson
24 F E AT U R E S 12 COVER STORY Pools Financials 16 Agribusiness Conference 18 Legislative Day 22 ACORD and Cancellation Notice 24 Maintaining Policies 27 Safety Grant Winner 28 7 Tips for Selling
11 d e pa r t m e n t s President’s Message 2 Industry Partner Programs 3 New Members 3 Agents Council For Technology 4 Commissioner’s Column 7 Young Agents Committee 8 Trusted Choice Committee 10 Technology Committee 11 Education Classes 30 Advertising Index 31 Kansas Filings of Interest 33
Intern | Emily Wood
815 SW Topeka Boulevard | Topeka, KS 66612 (785) 232-0561 | (800) 229-7048
w w w. k a i a . co m
KAIA
POSTMASTER: Send address changes to Kansas Insurance Agent & Broker c/o the Kansas Association of Insurance Agents, 815 SW Topeka Blvd., Topeka, KS 66612. (785) 232-0561. Kansas Insurance Agent & Broker (ISSN#1069-1847) is published bimonthly by Agency Services Corporation of Kansas (ASCK) a subsidiary of the Kansas Association of Insurance Agents, 815 SW Topeka Blvd., Topeka, KS. (785) 232-0561. Periodicals postage paid at Topeka, KS 66612. The Kansas Association of Insurance Agents was formed September 1, 1992, through the combination of the Professional Insurance Agents of Kansas (PIAK) and the Independent Insurance Agents of Kansas (IIAK). The Association was formerly affiliated with the National Association of Professional Insurance Agents (PIA) and is currently affiliated with the Independent Insurance Agents and Brokers of America (IIABA).
PRESIDENT’S PAGE
KAIA Extreme Makeover In recent months KAIA has undergone almost what I would consider an extreme makeover. While we didn’t bulldoze any buildings we have made a lot of change that will transform our association for years to come. We have added staff, updated equipment and started a host of projects.
I
am excited about the new changes and new faces. I will try to briefly bring you up to speed on some of the activities taking place with our association. But, be assured a lot more is going on than I can briefly describe. The biggest change for KAIA is that at our Board of Directors meeting on February 24th we officially named Kerri Spielman our new Executive Vice President. Kerri has been filling the role for the past few months and has done a terrific job. Her experience in the insurance industry and her knowledge and contacts in the Kansas legislature have proven invaluable this session. You should have received a news release with details about Kerri’s experience and her family. If you missed this information go to www.kaia.com and view the news release. Also new to the KAIA staff are Katie Hobson, Public Relations Coordinator; Emily Wood, KAIA intern; and Beth Roybal, Director of Events. Katie, our new Public Relations Coordinator, is a graduate of the University of Kansas and filled a new role at the association to assist with our many publications as well as help push us forward in the digital age by managing our website and social media for the association. Katie also serves as the staff liaison to several committees including Trusted Choice, Technology and Young Agents. She has been a great addition to our staff, pushing us to think about the technology and marketing not only for our association, but also for our member agents. Emily Wood is working toward completion of her degree in Economics at Brandeis University in Waltham, MA. She is the daughter of Bob Wood of Wood Dulohery Insurance in Parsons, KS. We are fortunate to have Emily work with us through May. She is working on a number of projects with several staff members and has been very helpful with keeping up during the legislative session. Beth Roybal returns to the association after a 4 year hiatus. She replaces Jill Gray who has taken a position with her husband’s family business in Kansas City. Beth fills the role of Events Director and will be coordinating the many events KAIA plans throughout the year. Beth also is the staff liaison for the board of directors.
2
MARK LOWRY KAIA President
Other projects in the works mostly center around the committees and the important work they do for KAIA. Our education committee headed by Lonny Claycamp is busy looking into online options for the delivery of CE hours to members across the state. We feel this is an important initiative and we are focused on providing more access to educational programs for our membership. The newly reorganized technology committee is busy looking into methods to better serve our clients with agency technology. Chaired by Lyle Davidson this committee is looking into technology tools that will assist our agencies with improved efficiencies and improved communications. One of the exciting developments I am looking forward to seeing is an app that can be customized for your agency. This will allow your clients to store your agency information onto their smart phone for an even easier method to reach your office. Another exciting opportunity is the KAIA board of directors is evaluating the potential of remodeling our association office to give us the opportunity to host more education, legislative and company events in our facility. We are looking forward to the possibility of becoming a greater resource to our membership and industry partners. I could go on and on with the fantastic people and ideas being worked on at the KAIA office, but Rebecca has put a limit on my column. Looking at the KAIA year at a glance, our association has 47 events and classes scheduled, and that barely scratches the surface on the activity at KAIA. I am fatigued from just thinking about all these projects, but relieved to have so many capable hands pulling in the same direction for KAIA. I am constantly amazed with the amount produced by our outstanding staff and board. It is an honor for me to be the leader of such a fine organization. If you have never served on a KAIA committee I encourage you to contact me. We have a place for you. Respectfully, Mark Lowry mlowry@ruraltel.net P.S. Let me know your thoughts on the magazine redesign.
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
INDUSTRY PARTNERSHIP
2011 Industry Partnership Program The Industry Partnership Program was initiated by the KAIA Board of Directors to give company partners greater recognition and more options in a single annual sponsorship. Our tiered program allows partners to decide which level of sponsorship is most appropriate. This one-time solicitation allows maximum exposure to the KAIA membership throughout the entire year at our most popular events. This year’s revamped program offers many benefits that were not included before: paid membership dues, priority selection of booth placement at the Rural & Small Conference, special recognition on the online event registration pages and event/ education registration packets; not to mention a free ad in the KIA&B magazine.
DIAMOND SPONSORS
GOLD SPONSORS
SILVER SPONSORS
BRONZE SPONSORS
NSI/West Bend Mutual
ACUITY
Cornerstone National Insurance Company
Accident Fund Insurance Company of America and United Heartland Progressive Insurance
Allied Insurance America First Insurance Berkshire Hathaway Homestate Companies
Goodville Mutual Casualty Company Marysville Mutual Insurance Company State Auto Insurance Companies
Bremen Farmers Mutual Insurance Company
Upland Mutual Insurance, Inc.
Continental Western Group
Allstate
Columbia Insurance Group
AMERISAFE
Farmers Alliance Insurance Companies
Capital Premium Financing
Kansas Mutual Insurance Company
MJ Kelly
Mid-Continent Group
TAS Insurance Buckeye Insurance Group MetLife Auto & Home
KAIA NEW MEMBERS Compass Insurance Services Olathe, KS
Capo Ag Insurance Agency Atwood, KS
Insurance Back Office, Inc Lawrence, KS
McCarty Insurance Agency Ellinwood, KS
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
3
TECHNOLOGY UPDATE
Social Media Time-Savers
| BY Matt Marko
This article outlines three levels of involvement for agencies with social media, depending upon the agency’s objectives and the amount of time it wants to dedicate. With each level of involvement, the author recommends specific time-savers that will help agency employees get the greatest impact from the time they spend working on the social web.
A
s a Marketing Process Manager for Progressive, I speak with independent agents across the country about the importance of social media. For most, finding time in their busy schedule is one of the biggest concerns. But you don’t have to dedicate hundreds of hours to see a return from social media. A well-defined strategy (and a few time-saving tools) can help you strike a balance between the time you invest and the value your investment adds. When it comes to social media planning, there’s no right or wrong level of involvement. The most important factor is consistency. Start by setting goals for your agency’s participation. Whether it’s regular interaction with customers on Facebook, a tweet every few days, or a weekly blog post, you can strengthen your social media presence by having clear goals in sight.
Here are three levels of social media involvement to consider based on the time you want to commit and the goals you set:
Listen (1-2 hours a week) This should be the first step of any social media strategy. After you’ve set up your agency’s accounts on sites like Facebook, Twitter and LinkedIn, study what people are saying on the platform. Check sites like Google Places or Yelp! for customer reviews of your agency. Friend your customers and follow their updates, track your competitors’ tweets, and watch how people respond. Note what’s working, record the questions and topics that dominate the conversation, and think
through how you’d respond. By first using social media as a listening tool, you’ll learn best practices for status updates, tweets and blog posts before creating your own. Plus, you can apply what you’re learning from online chatter to shape quoting and in-person conversations with your customers. Time-savers • Clearly outline actions and responsibilities within your agency to prevent redundancy, maintain focus and meet your social media goals. For example, you could assign a single person in your agency to review Facebook, Twitter and LinkedIn for one hour, twice a week. • “Like” competitor Facebook pages from your personal profile to more easily follow their updates when you’re online. • Search Twitter and third party directories like WeFollow and Twellow to
Let us be your silent partner… We’d like to be your partner. We are known for our friendly and professional employees, our excellent customer service, and one of the best agency compensation programs in the industry. We are rated “Excellent” by A.M. Best. We may be silent, but we listen to your needs, loud and clear. Salina Branch Salina, KS 67401 • 785-825-5531 salinareview@colinsgrp.com • www.colinsgrp.com
4
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
•
•
identify popular profiles associated with insurance. Create Twitter lists to organize the people you follow by category (customers, competitors, etc.), and use programs like Hootsuite or Tweetdeck to monitor your Twitter lists at a glance. Use a reputation management tool to monitor what people are saying about your agency. Consider using free services like SocialMention and Google Alerts, or more robust paid services like ChatMeter, LocationMonitor, or Trackur. Create a Google Reader account for one-stop monitoring of key insurance blogs and publications. Content hubs can save you hours a week by better organizing content for quick review.
Respond (2-5 hours a week) After taking some time to listen, join the conversation by responding to questions, posts, and comments with a helpful link or thoughtful answer. Note that while answering questions or directing people to another online resource builds goodwill and trust, “hijacking” an online conversation to explicitly promote your agency can undermine your efforts. Provide helpful advice over time and associate comments with your agency through hyperlinks or a simple signature with contact information. Remember, showing your value doesn’t require you to give “pro bono” advice. Asking the right questions and outlining relevant points customers should consider can demonstrate the value of an independent agent, and lead to a follow-up phone call. Time-savers • Focus on a few active online communities rather
•
than jumping around looking for every opportunity to respond. You’ll get to know the members better and your participation will build credibility that can lead to references across the social network. Develop a FAQ of common topics, your responses, and online resources you can share. Using these responses as a starting point can save time when responding to similar questions or comments.
•
Publish (5+ hours a week) The final level of social media engagement is proactively communicating to your audience. Although most businesses prefer to jump right into engagement, by listening and responding first, you’ll be more comfortable with the medium and your audience. By starting slow, you’ll also have a better understanding of the time you have for social media, and you’ll be more likely to provide the consistent presence necessary to build trust. Time-savers • Put a process in place to keep your involvement consistent and efficient. Assign a producer, CSR, or a marketing intern from a local college as your social media manager to ensure a single point of contact.
Protecting Kansas Policyholders Since 1889
•
•
Make sure they work alongside everyone in your agency to get questions answered and develop content without bottlenecks. Remember that effective social media engagement is timely and human. Delayed responses and overly-corporate language limit your effectiveness online. Share any quality information you think followers may be interested in—it doesn’t always need to be about insurance. Not only can this save you time developing your own content, it provides value to fans, followers and readers and increases the chance that others will share your content with their communities. Distribute the work among a few employees to keep it manageable. This adds variety to your posts, and prevents disruption due to vacation, job changes, or illness. Mix up your content. A thought-provoking question can be as effective as a blog post, and takes a fraction of the time to compose. Discussing community events or commenting on your favorite sports team can also engage your audience without the research and writing time longer posts may require. Plus, consumers will appreciate seeing continued on page 32 »
1001 Broadway – PO Box 151 Marysville, KS 66508 (785) 562-2379 www.marysvillemutual.com
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
5
© 2011 SECURA Insurance
Success is finding an advantage. Outlasting the competition requires outsmarting them. Agents know this. That’s why so many choose SECURA to help their business grow. 1-800-558-3405. Write your own success story.
FROM THE COMMISSIONER
Get the Facts Out The Kansas Insurance Department annually produces a report of the preceding year’s activities. Our 2010 Annual Report, printed and posted in February, contains some interesting statistics concerning the Kansas insurance industry.
T
he complete report is online at the department’s website, www.ksinsurance.org, under “Publications.” You can also order a hard copy online at the same site. Here is a recap of some of the information you can find in the document. •
•
•
KID admitted 19 new companies and 62 other types of companies in 2010. Other companies include automobile clubs, third-party administrators and excess lines. The new company breakdown was 14 property and casualty and five life companies. As of Dec. 31, 2010, a total of 21,774 resident agents and 72,628 nonresident agents were licensed by the department. Of those resident agents listed above, 15,693 sell life; 13,993 sell health; 10,034 sell crop; 9,598 sell personal lines; 9,581 sell casualty; 9,573 sell property; 4,773 sell variable contracts; 686 sell title; 276 sell bail bonds; and 213 sell travel.
•
The number of nonresident agents was greatest in selling health—38,423. That was followed by life, 36,336; personal lines, 35,007; casualty, 29,678; property, 29,547; and crop, 29,512.
•
The Consumer Assistance Division at KID had 3,804 complaints regarding insurance and 1,535 inquiries (questions submitted without adding a formal complaint). The number of complaints dropped by more than 500 from the 2009 totals.
•
The complaints broke down this way: 58 percent on claims han-
dling; 21 percent policyholder service; 14 percent underwriting; 7 percent marketing and sales. • •
Our anti-fraud division investigated 641 open cases. A total of $120,837,229 was remitted to the state’s general fund from premium taxes, fire marshal tax and retaliatory tax paid by companies, and also from fines and penalties.
Here are a few other statistics that we update on a regular basis for our department: •
In 2010, department personnel participated in 444 media interviews.
•
Our KID representatives visited 54 counties on department business during the year.
•
Our Consumer Assistance Division took 20,780 phone calls.
•
Approximately 30 of the publications are available online at www.
SANDY SANDY PRAEGER PRAEGER Kansas Kansas Insurance Insurance Commissioner Commissioner
ksinsurance.org. You can download them for printing, or you can request hard copies be sent to you, just as with the annual report. •
In all, 32,363 hard-copy publications were sent to consumers in 2010.
Being the daughter of a journalism teacher, I know the value of “getting the facts out.” What I hope you take away from the information above is that we have a busy department with many responsibilities to agents, companies and consumers. The 130 people who work at KID are responsible, personable and efficient people who take very seriously all aspects of a $15 billion Kansas industry. n The Kansas Insurance Department, established in 1871, assists and educates consumers, regulates and reviews companies and licenses agents selling insurance products in the state. More about the department is online at www.ksinsurance.org.
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
7
YOUNG AGENTS COMMITTEE
Career benefits of attending The Larry Magill Rural & Small Agents Conference from a young agent perspective…
ROSS HENDRICKSON YAC Representative
After attending The Larry Magill Rural & Small Agents Conference in Salina earlier this year, I thought I would focus my article on the endless benefits of attending this conference from my perspective as a young agent.
T
he conference had an impressive attendance of over 600 agents from across the state of Kansas, comprised of agencies of all sizes. This alone allowed me to “bounce” questions off of fellow agents, as well as more direct questions to agents that match our agency size and client demographic. Being a young agent in our industry can be lonely at
8
times, however, this conference provides the setting to empathize with fellow young agents on the challenges of soft market and suppressed economy. In my opinion, our industry is firmly based on relationship not only from the client perspective, but also from the carrier side. Having an opportunity to meet face-to-face in a relaxed social setting or during the exhibitor’s booths, allowed me to strengthen those ties that will benefit our agency and clientele. E-mail and telephone calls throughout the year don’t match the 30 minute direct face contact with your underwriter or claims adjuster. Face-to-face contact instantly builds upon the relationship that can make the difference when working on that difficult account to place or a claim on that long-term client that needs to be handled to perfection. Technology is the key to success and future as an industry; however, having a presence in a conference with over 600 agents and carriers representing all aspects of our industry that provides good, old fashioned face-to-face communication is what can make a difference in being a successful young agent. If you don’t have a strong, trusting relationship with your carriers, then you will not meet your full potential in this career. My mentors have always expressed the importance of being, “a student of the industry” and beyond the benefits I’ve described above, the KAIA provided CE classes that had superb presenters on a wide variety of issues. The CE “hit home” on matters that young agents come across on a daily basis and reinforces that we’re in an industry that you will either stay current with your knowledge or the industry will transform and leave you in the past. Besides the benefits of spending three days with fellow agents, carriers and numerous exhibitors representing all facets of our industry, there is also the rewarding benefit of meeting the KAIA staff and learning firsthand how they can assist you in your young career. They are always present during the conference and are more than willing to discuss the support they can offer to provide “the glue” to ensure young agents are aware of the many different ways that can make you feel that this isn’t
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
just a job; it’s a career and a career that can be very rewarding. This brings me to my final perspective of this year’s conference and anyone that knows me, knows that I’m a positive person and surround myself with positive people that have a, “can do” spirit. Nonetheless, I was disheartened in the small turnout of young agents at this year’s conference, hence, the reason I’m pushing hard for the benefits of this conference
with the hope our numbers will increase next year. There is a common theme that the majority of young agents that attend this conference either have an ownership position within their agency or the future possibility – the majority are family related to the agency principle. We have countless young agents in our state that don’t have this position, but could benefit greatly from this conference. As an agency principle, this needs to be viewed as an investment to strengthen your agency and allow young agents in your agency to become aware of the relationship side of our industry. With that in mind, I respectfully ask for your support for the Young Agents Conference now by allowing and encouraging your young agents to attend our conference on June 2nd & 3rd at Flint Oak in Fall River, KS. This conference will provide the relationship side to our industry that can make the difference in that young agent making this a rewarding career and in return, helping you achieve your agency goals and return on investment by ensuring the young agents in your agency succeed. This is a relationship business and now is the time to introduce your young agents to the piece that makes or breaks us. n
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
9
TRUSTED CHOICE COMMITTEE
Let Trusted Choice do the work for you 8am Arrive at work. Take off coat. Open email. Delete spam. 8:30am Respond to clients. 10am Try to remember that password. 10:15am Appointment with prospect. 11am Lunch—Just kidding—receptionist has urgent phone messages…Feel like you could use a break? Sit back, and take the other half of my Twix bar. This will blow your mind: Trusted Choice has done the work for you! New Member Benefit At the Larry Magill Rural & Small Agents conference, we announced a new benefit for members through Navrat’s Office
Products. They have generously given a twenty-five percent discount on apparel items to all KAIA members. Talk about a break! Moreover, they have all of the new
To Some Co It’s a Co mpanies mmodity To Us It’s a Promise! A CWG policy is a promise to be there when you need us today, tomorrow and 50 years from now. Continental Western Insurance has written policies for over 100 years with an emphasis on reasonable premiums and fast, fair claims service. Call 1-800-456-7688 or visit our website at www.cwgins.com.
10
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
JIM RUNNEBAUM Trusted Choice Committee Chair
Trusted Choice logos on file, ready and available for your use. The digitizing is complete, all you have to do is give them a call and set up an account.
Looking for some assistance in your marketing campaign? Television commercials, radio commercials, billboard and print advertisements are available for download at the Trusted Choice agent website: www. trustedchoice.com/agents. I timed myself and it took under 60 seconds to login to the site and locate the ads. You may even customize the ads by adding your logo if you choose, as long as you maintain the integrity of the original copy. Save your energy for your clients, and take advantage of some free help.
Keep enjoying that candy bar The KAIA has renewed the Kansas Trusted Choice Local Co-op, including sponsorship and advertising. Sponsoring a local sports team can help you really reach out. You become more than an agent, but a member of the community. You may submit receipts from your sponsorships and advertisements, and you will receive a dollar for dollar reimbursement up to fifty percent of your KAIA membership dues. We are here to help you in any way that we can. In addition, we want to recognize the efforts that agents across Kansas are making to truly live the Trusted Choice brand. Thus, we encourage you to let us know about new ideas by nominatcontinued on page 32 »
TECHNOLOGY COMMITTEE
Technology Panel Recap How to make your day easier LYLE DAVIDSON Technology Committee Chair
We can imagine it, but we can’t make it happen. No one has actually figured out a way to create time. Fortunately, there are many people who have figured out how to save time. More importantly they are willing to share their secrets with you. Your only contribution to the deal is to reconcile with new technologies. There are so many avenues available that if you just take a few minutes to learn how to use, will help you to work at a much more efficient level.
T
he technology committee hosted a special panel during the Larry Magill Rural & Small Agents Conference in January to discuss some recent changes in technology and their benefits. Most of the conversation centered on agency management systems. In fact, the consensus of the panel was that if you are looking for a starting point, an agency management system should be your first step. Agency management systems are a comprehensive way to help your agency become more efficient and even more useful to your clients. Some of the tools available through the systems include accounting functions, application processing, policy servicing, reporting and analytics, document management, password synchronization, customer relations management, Real time, email and fax distribution. Probably the most difficult step in getting a system for your agency is making sure you pick the right one. Doug Kuhles, Applied, says it is important to do your research and to make sure the system you choose can manage all of your needs. Gary Lawrence, Allied, acknowledged that in the past there have been frustrations with using Real time applications, mostly at its inception. He encourages agents who have been disappointed to take a second look at the improvements that have been made. Companies are constantly working to make the agency management systems and their applications as valuable and expedient as possible. John Sprague, EMC, points out that in order to bring more results, there needs to be more users.
After you have your agency management system in place there are still other ways that you can save time and become more efficient during the work day. In my office, all of our agents work with dual screen monitors. At the KAIA, the staff uses three monitors. This technology allows them to quickly respond to member emails, without having to close projects they are working on. I almost detest having to work on a single screen now, because it is more difficult and everything takes longer. Going paperless is another effective solution. A paperless system allows you to store all documentation electronically. It creates easy access, and enables you to search files effortlessly. It is so much quicker to click through files than to have dig through that old metal filing cabinet you have in the back storage room. Again, this is something that everyone in the office would have to utilize in order for it to bring maximum satisfaction. Even creating social profiles online is an efficient way of marketing. You may be grumbling about the time you have to put into it, but most of the sites are free, and adding content takes seconds. What is more, you can upload photos, comments and links right from your phone. You don’t even really need extra time. Most everyone gets stuck in a long line or arrives early for a meeting. Now you are not only marketing, but you are multi-tasking. Efficiency at its best. Technology seems scary at first, but really these tools are your friends. Enjoy the instant satisfaction they provide. n
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
11
Some POOLS Financially Challenged
T
he following table was prepared by KAIA’s accounting firm, Douthett CPA, P.A. This year’s spreadsheet only includes 14 pools as the Kansas Hospital Association’s pool became inactive and the Builders Association Self Insurance Fund (BASIF) became a licensed insurer. Most of the pools have calendar
Pool Comparison Income Statement For the period ended 2009
Pool Comparison Income Statement For the period ended 2009
REVENUES: Premiums earned Ceded reinsurance premiums Investment in County reinsurance Investment income Realized capital gain (loss) Other income
Kansas Building Industry Workers' Compensation Fund
Kansas Association of Homes for the Aging Insurance Group, Inc.
Kansas Automobile Dealers Workers' Compensation Fund
Kansas Health Care Association Workers' Compensation Insurance Trust Corporation
Kansas Restaurant and Hospitality Association self Insurance Fund, Inc.
Wichita Auto Dealers Self Insurance Fund
Kansas Employers Workers' Compensation Fund
12/31/09
03/31/10
12/31/09
12/31/09
12/31/09
12/31/09
12/31/09
$
Total Revenues EXPENSES: Incurred lossess/workers compensation claims Claims adjustment Claims management fees Administration Premium taxes Insurance taxes Excess insurance premiums Other underwriting expenses Other expenses Total Expenses
$
4,025,660 (192,483) 192,806 (119,331) -
$
3,283,314 (165,464) 278,673 -
$
16,278 (2,070) -
$
3,263,420 (194,439) 123,959 96
$
746,898 (88,268) 14,793 -
$
2,124,362 (235,324) 14,499 -
12,406,418
3,906,652
3,396,523
14,208
3,193,036
673,423
1,903,537
9,079,688 1,018,265 2,593,620
2,300,302 306,689 904,765
1,561,528 456,117 87,136 173,291 -
84,531 27,591 105,570 -
2,216,881 77,323 647,660 -
152,264 20,000 44,974 10,987 12,421
1,052,006 235,180 481,678 -
12,691,573
3,511,756
2,278,072
217,692
2,941,864
240,646
1,768,864
Net income (loss) before dividends and income taxes Dividends paid to members
(285,155) -
394,896 199,999
1,118,451 735,000
(203,484) -
251,172 -
432,777 288,939
134,673 -
Net income (loss) before income taxes Provisions for income tax expense (benefit)
(285,155) (110,343)
194,897 -
383,451 117,500
(203,484)
251,172 85,387
143,838 2,219
134,673 52,137
(174,812) 31,836 (44,111) 648,072 2,053,339
194,897 128,474 2,995,159
265,951 3,000 1,585,013
(203,484) (219,619)
165,785 (105,373) 155,584 1,003,440
141,619 805,728
82,536 (9,425) (6,246) (322,075)
Net Income (Loss) Change in nonadmitted assets Change in provisions for reinsurance Change in net deferred income tax Change in net unrealized gains (losses) on investments Members' fund balance, beginning of year Members' fund balance, end of year
12
12,081,580 190,982 133,856
$
2,514,324
$
3,318,530
$
1,853,964
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
$
(423,103)
$
1,219,436
$
947,347
$
(255,210)
Kans Asso Ma Ser
1
$
$
yers
Fund
362 324) 499 -
year ends but the Kansas Association of Homes for the Aging has a March 31st year end and the Kansas Association of School Boards uses a June 30th fiscal year. The Kansas Health Care Association Workers Compensation Insurance Trust became
inactive after December 31, 2006, but continues to pay out for claims, decreasing their net worth to a negative $423k. The fund assessed its members for the 2000, 2001, 2002, 2003 and 2004 years during 2007. In addition, the pool wrote off $69k in premiums receivable in 2008. The pool has been sued by some former members who are claiming that the trust breached its fiduciary duties to the members by issuing the assessments. It has countersued to collect the assessments from those members.
The Kansas Building Industry Workers Compensation Fund is still the largest in the state by far
at $12.1 million. Their investment earnings decreased for the second consecutive year from $744k to $401k to $191k this year on less premium. They had unrealized gains of $648k and only $32k in nonadmitted assets, down from $500k last year. They showed a net loss this year of $175k but their net worth increased slightly due to the gains on investments. The pools that were invested in mutual funds or stocks did not suffer nearly as much as last year – in fact the net worth of some have increased. The Kansas Association of Homes for the Aging increased their net worth by almost $1 million. Their net income before unrealized losses was $195k, a substantial decline from 
BY KERRI SPIELMAN, KAIA Executive Director
Public Entity Pools
Kansas Livestock Association Risk Management Services, Inc.
Kansas Chamber of Commerce and Industry Workers' Compensation Corporation
12/31/09
12/31/09
$
2,847,571 (229,185) 148,377 -
$
234 -
$
KHA Workers' Comepnsation Fund
Medicalodges Affiliates Workers' Compensation Self-Insurance Pool
Kansas Truckers Risk Management Group, Inc. Trust
12/31/09
12/31/09
12/31/09
5,060,630 (522,227) (103,571) -
$
587 -
$
2,950,198 (584,189) 92,192 (40) -
$
Kansas Counties Association Multiline Pool
Kanasas Association of School Board Workers Compensation Fund, Inc.
Kansas Eastern Region Insurance Trust
Kansas Municpal Insurance Trust
Kansas Workers Risk Cooperative for Counties
12/31/09
06/30/10
12/31/09
12/31/09
12/31/09
5,917,414 (88,111) 577,195 -
$
3,712,861 (173,438) 289,396 -
$
2,180,820 204,344 -
$
5,015,089 (344,461) 81,601 -
$
6,900,535 438,319 -
537
2,766,763
234
4,434,832
587
2,458,161
6,406,498
3,828,819
2,385,164
4,752,229
7,338,854
006 180 678 -
1,543,700 377,999 69,807 52,646
9,245 -
3,160,722 1,074,183 -
11,314 -
3,158,119 370,016 825,715 -
4,258,449 284,397 982,534 54,447 497,813 -
5,718,455 392,515 57,944 -
1,097,395 255,301 40,622 1,471,333
2,848,747 126,686 1,016,332 -
4,031,943 180,000 801,775 40,413 452,453 -
9,245
4,234,905
6,077,640
6,168,914
2,864,651
864
2,044,152
11,314
4,353,850
3,991,765
5,506,584
673 -
722,611 545,000
(9,011) (3,064)
199,927 79,669
(10,727) -
(1,895,689) -
328,858 -
(2,340,095) -
(479,487) -
760,464 -
1,832,270 -
673 137
177,611 26,803
(5,947) -
120,258 -
(10,727) -
(1,895,689) (644,534)
328,858 -
(2,340,095) -
(479,487) -
760,464 -
1,832,270 -
536 425) 246) 075)
150,808 (1,418) 278,276 1,638,110
(5,947) 75,170
120,258 74,396 314,050 543,411
(10,727) 45,459
(1,251,155) (142,028) 410,483
328,858 194,988 9,893,582
(2,340,095) 117,066 6,693,432
(479,487) (899) 5,735,686
760,464 (78) 2,299,021
1,832,270 414,589 8,403,812
210)
$
2,065,776
$
69,223
$
1,052,115
$
34,732
$
(982,700)
$
10,417,428
$
4,470,403
$
5,255,300
$
3,059,407
$
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
10,650,671
13
The pools that were invested in mutual funds or stocks did not suffer nearly as much as last year – in fact the net worth of some have increased. the previous year’s $759k. However, a decrease in losses and an increase in their nonadmitted assets and unrealized gains on investments helped increase their bottom line. The Truckers pool continues to struggle. It’s net worth dropped from $1.06m to $267k in 2008 and has now dropped to a negative $983k in 2009. Their claims incurred increased from $2.4 m to $3.2 m on essentially the same premium volume. Their net income dropped another $400k to a negative $1.2m The Kansas Employers Workers Compensation Fund slipped into a negative net worth picture in
’08 of $468k and remained negative, though slightly improved, at $255k for ’09. That’s not an unusual position for them to be in as they’ve had a negative net worth for 10 of their 15 years of operations. Assessments on their members have been significant and have begun affecting their member count. The Livestock association pool had another good year with a net profit of $723k before dividends and taxes on $2.8 m in earned premium. They ended with a gain of $500k resulting in a $2.1m net worth. For a small pool, the Wichita Auto Dealers continues to do well. Their net worth increased by almost $150k. Kansas Restaurant & Hospitality Association’s pool had a drop in net income from $616k last
year to $166k this year. While premium stayed nearly the same, investment income and unrealized gains on investments were up. They ended with an increase in net worth going from $1m to $1.2m. The Kansas Auto Dealers continued their good results with a net profit of $1.1m or 33% of premiums and paying out a $735 dividend or 22% of premiums. KCAMP, the counties multi-line pool, continues to have good results as well. They avoided the sizeable unrealized losses of the past year that others experienced by having all their investments in U.S. Government obligations and money market accounts. They actually increased their net worth from $9.9m to $10.4m. No dividends were paid out. KERIT (Kansas Eastern Region Insurance Trust) is the public entity pool for cities and coun-
ties that writes primarily in Northeast Kansas. They realized net loss of $479k. Their net worth decreased from $5.7m to $5.2m – the second consecutive year to decrease. The Kansas Workers Risk Cooperative for Counties (KWORCC) had net income of $1.8m on
premiums of $6.9m. They had solid investment earnings and unrealized gains on investments. Their net
14
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
worth increased over $2m from $8.4m to $10.6m. No dividends were paid out. KMIT, the cities’ workers compensation saw a slight increase in its net worth to $3.1m with net profits of $760k. The School Board WC pool took a hit in 2009 with a $2.3 net loss. Their net worth dropped by more than $2m from $6.7m to $4.5m. KAIA members who would like a complete copy of any specific audit may contact the office. We encourage you to call us is you have questions about any specific pool as well. Since pools were first authorized in 1984, eleven pools have either surrendered their certificate to operate, become dormant or, in the case of BASIF, become a mutual insurance company. Those pools are listed in the accompanying table. 1. Builders Association Self-Insurance Fund of Kansas which became Builders Mutual
Casualty Company on July 1, 2008 2. Medicalodges Affiliates Workers Compensation Self Insurance Pool surren-
dered its certificate on November 1, 1998 3. Kansas Health Care Association Workers Compensation Insurance Trust
became dormant on February 1, 2007 4. Kansas Electric Cooperatives Workers Compensation Group Self Insurers Pool
surrendered its certificate June 30, 1998 5. Kansas PIA Workers Compensation Corporation (Printing industry) surrendered
its certificate December 20, 2005 6. Kansas Aggregate Ready Mixed Association Self Insurance Fund surrendered its
certificate August 1, 1995 7. Kansas Manufacturers and Commerce Self Insurers Fund surrendered its certificate April
1, 1998 8. Kansas Chamber of Commerce and Industry Workers Compensation Corporation
went dormant January 1, 1998 9. Western Association Self Insured Workers Compensation Trust surrendered
its certificate March 31, 2000 10. Kansas Transportation and Industry Self Insurers Fund surrendered its certificate April
1, 1998 11. Associated Builders & Contractors Self Insurers Fund, Inc surrendered its certificate November 22, 1999. n
REGISTRATION NOW OPEN FOR THE
Agribusiness in Wichita
Make plans now to attend the Agribusiness Conference. The Kansas Association of Insurance Agents (KAIA) is offering AFIS Part 2 and several breakout sessions in Wichita, KS on August 29-30, 2011 at the Hyatt Regency Hotel. It is designed for broker/agents, CSRs, and company representatives who want specialized training in basic farm coverages to niche agribusiness risks. The Agribusiness Conference is unique because it affords participants the opportunity to obtain insurance education on farm and agribusiness risks and to earn
16
the AFIS (Agribusiness and Farm Insurance Specialist) designation. This Agribusiness Conference is designed around the Agribusiness and Farm Insurance Specialist (AFIS) Designation. AFIS is North America’s insurance designation that concentrates on farm and agribusiness insurance risks. There are three parts of the designation which can be taken in any order---AFIS 1, 2 and 3. Participants must attend the course study for each of the AFIS parts. Each part consists of two days of classes. After successful completion of all three exams, participants will earn the AFIS designation. Participants have five (5) years to take all three parts of the AFIS designation. AFIS Part 1 curriculum includes an update on the Current State of the Farm Owners Mar-
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
ket, Farm Property, Inland Marine, Special Agribusiness Considerations, Farm Liability, and Liability Endorsements. AFIS Part 2 curriculum includes Agribusiness Risk Management, Workers’ Compensation and Migrant Workers’ Act, Farm Auto and Truck Exposures, and Umbrella/Excess. AFIS Part 3 curriculum includes Farm Pollution, Equipment Breakdown, Custom Farming v. Farm Management, Farm Program Comparison, Food Product Recall & Contamination, and Crop Insurance Overview. Breakout Sessions provide specialized agricultural and farm education taught by experts in those fields. Breakout Sessions can be taken at conferences in lieu of attending
Conference the AFIS Designation classes. In addition, Breakout Sessions are available to AFIS Designees for their AFIS continuing education requirement. In addition, many locations offer specialized breakout sessions on complex and niche agricultural markets.
AFIS Designation Exams At the conclusion of the conference, AFIS participants who want to take the exam will receive a log-in voucher. What you need to know about the Online Exam: 1. Participants must take the exam within 30 days of completing the conference 2. Participants may use both their textbook and forms book during the examination 3. You will have one hour to complete the exam. 4. Exam results are immediate 5. If an employer wants to monitor the exam process, s/he can require
employees take the exam at work, under monitored supervision.
How to Maintain your AFIS Designation AFIS Designees have two requirements to meet once they earn the designation: 1. Annually, AFIS Designees should complete any CE Seminar, ISC Webinar (6 CE Minimum) or Farm Conference offered by their Big I State Association, PIA of North Dakota, state Farm Bureaus, Company Training, or the RMA/USDA. 2. Every three (3) years from the date the designation is received, AFIS Designees must attend any Agribusiness Conference conducted by Insurance Skills Center/IBAWest Education. Agribusiness and Farm Insurance Specialist (AFIS) Designation Program
Reasons To Attend •
Curriculum tailored to the agri-
TOPICS
PART 1
PART 2
PART 3
Day One (8 hours) 8:30 am-Noon 1:00-5:00 pm
Farm Property
Farm/Ag Risk Management
Farm Pollution
Farm Property Endorsements Farm Inland Marine
Farm Auto and Truck Exposures
Mobile Ag Equipment
Farm Liability
Livestock
PAP
Equipment Breakdown Custom Farming v. Farm Management
Business Auto Day Two (6 hours) 8:00 am- Noon 1:00- 2:30 pm
Farm Liability Farm Liability Endorsements
Workers’ Compensation/ MWA
Farm Program Comparison
Umbrella/Excess
Food Product Recall & Contamination Crop Insurance Overview
cultural industry. Learn about the agriculture industry from the nation’s top industry experts • Practical knowledge of agribusiness and farm-related insurance that you will apply every day on your job • Earn your Agribusiness and Farm Insurance Specialist designation (AFIS), the foremost agribusiness insurance designation in the US. • Earn continuing education credits toward your state license requirements For more information or to register go to: www.kaia.com n
Don’t Your Policyholders Deserve A Company with an
Rating from the A.M. Best Company? Check Out All KANSAS MUTUAL Has to Offer:
- Competitive rates - Excellent service for over 115 years - Simple online quoting system - Optional coverage available for sewer back up & replacement cost on rental dwellings - Easy access to our personnel
www.kansasmutual.net 1.800.873.5642 AGENCY INQUIRIES WELCOMED IN SELECTED AREAS OF KANSAS
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
17
KANSAS AGENTS LEGISLATIVE DAY –
You Were Successful!
I
f you were one of the more than 100 attendees at the Kansas Agents Legislative Day, then give yourself a pat on the back for your success! Your participation paid off as we have had many legislators follow-up with us on our issues. Every year your Kansas Association of Insurance Agents (KAIA) hosts a Kansas Agents’ Legislative Day to which all KAIA members are invited to get briefed on current legislative issues, visit with local elected Representatives and Senators on our issues, and enjoy a steak dinner.
The Program The 2011 Kansas Agents Legislative Day was unique, as KAIA was privileged to have Governor Sam Brownback join us. In addition to Governor Brownback, KAIA members had an opportunity to hear from Assistant Commissioner Bob Tomlinson of the Kansas Insurance Department (KID), Fred Greenbaum, attorney-at-law and one of the authors of HB 2134 which proposes to
LOVING THAT STEAK DINNER!
18
overhaul workers’ compensation benefits statutes in Kansas, and IIABA’s Vice-President of Federal Government Affairs John Prible. Assistant Commissioner Tomlinson reported on the KID’s continued efforts to partner with the KAIA in making positive regulatory and statutory changes. Tomlinson emphasized a recent change in which Kansas has gone from being a net deductible state for workers compensation claims to being a net reporting state. In his remarks, he expressed support for more free market competition. Tomlinson responded to agents’ questions regarding the federal health insurance reform as well. The KID has been very proactive with efforts to insure that Kansas takes every opportunity to keep decisions here in Kansas and keep federal interference to a minimum. Mr. Greenbaum shared interesting insight into the efforts he and several others put forth to re-write workers’ compensation benefits statutes to bring fairness back to the system. Provisions of the bill attempt to “fix” issues that arose from court decisions made in Kansas over the last few years. Language in the bill tightens the definition of a compensable claim and puts a timeline on “future medical” obligations of businesses. For agents, the bill includes an amendment that implements an affidavit, or waiver, for sole proprietors to sign to opt out of workers compensation completely. Governor Brownback delivered a clear message: it is not just the federal government that has a problem with deficit spending. Governor Brownback emphasized the structural imbalance in the state’s budget – spending exceeds revenue – and reported that Kansas is facing a $500 million dollar deficit in 2012, due to current spending obligations that outpace projected income. Through Executive Reorganization Orders, Governor Brownback has attempted to streamline state government, and cut expenditures. A proponent of states’ rights, Governor Brownback has made efforts to insure that Kansans stay in control of their own health care decisions. He has submitted a letter to the United States Judiciary requesting that the challenge to the recently passed federal health care reform legislation be expedited and brought imme-
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
SCOTT STRONG, KAIA BOARD MEMBER, AND KRIS KELLIUM, KANSAS INSURANCE DEPARTMENT, SHARE A DRINK AT THE STEAK SOCIAL.
diately before the United States Supreme Court. He and his administration continue to work through the options for preventing federal interference in Kansans’ health care, as well as considering what the state can do to bring down health care costs. John Prible reviewed the changes that the 2010 elections have brought to Washington, DC politics. He emphasized that while the House has taken several industry friendly positions, the fiscal conservatives have also expressed interest in cutting the flood and crop insurance programs. John reviewed IIABA’s efforts to mitigate the effect that the federal health insurance reform has on agents’ compensation by trying to get commissions excluded from the MLR calculations. He stressed the importance of to educate new freshmen on agent issues. While the Big “I” has a tremendous amount of political clout on the hill, Prible emphasized the critical importance of grassroots efforts this year and the need for constituents, i.e. agents, to connect with the legislators. He encouraged agents to come to Washington, D.C. in April for IIABA’s National Legislative Conference. Grassroots and InsurPac are key to IIABA’s successful lobbying efforts.
Agents at Work Following the program, a steak dinner social set the scene for KAIA grassroots to go into action. With a record number of legislators in attendance, KAIA members effectively educated their Representatives and Senators about industry issues they were briefed on that afternoon. Because of agents’ efforts here in Topeka and in their home towns, KAIA’s advocacy efforts will be personal for legislators – and successful. KAIA thanks all agents who take time to connect with their legislators and engage in grassroots efforts. Kansas Agents Legislative Day is not the biggest event of the year, but it is by far one of the most important. Thank you to all who took time to attend. Our grassroots remain strong and one of the most effective tools for KAIA advocacy efforts. If you were unable to attend, we hope you will make a note on your calendar to join us for the 2010 Kansas Agents Legislative day in 2012 – February 29. n
ROB LESSEN, KAIA BOARD MEMBER NETWORKS WITH FELLOW BOARD MEMBER, ROSS HENDRICKSON, YOUNG AGENTS CHAIR.
KAIA PRESIDENT MARK LOWRY INTRODUCES SPECIAL GUEST SPEAKER GOVERNOR SAM BROWNBACK WHO SHARED INSIGHTS ON FEDERAL AND STATE SPENDING AT KANSAS AGENTS LEGISLATIVE DAY.
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
19
M. J. Kelly Company WE’RE WITH YOU FOR THE LONG HAUL! … And the short haul, livestock haul, sand & gravel haul, trash haul, tow truck, dump truck, public auto, business auto, private carrier and more. Drive your business with M. J. Kelly! We have diverse markets, low rates, high commissions, and superior service. Trying to place owners/operators with 1-5 trucks or fleets of 5-100+? You can visit www.mjkelly.com or call 1800-725-7211 for all of your Trucking and Public Auto needs. We work as if each customer’s business were our own, and 35 years prove that we’re with you for the long haul!
Finance with M. J. Kelly ● 800-725-7211 ● 20
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
www.mjkelly.com
We’re celebrating our 100th year by planning for our next 100 years. Tanya Wentzel, Des Moines Branch Marketing Manager Troy Boysen, Minneapolis Branch Commercial Underwriter Connie Jarzynka, Omaha Branch Claims Adjuster Emails and teleconferencing may be time-savers, but there is no substitute for the one-to-one relationships with insurance professionals who know you and your community. Early on, EMC Insurance Companies realized the value of being close to agents and policyholders. That value continues to pay off in products and services tailored to individual market needs. Whatever the future holds, insurance will always be a relationship business and EMC will continue to keep those relationships as close to your office as possible.
Home Office: Des Moines, IA | 800.447.2295
www.emcins.com Š Copyright Employers Mutual Casualty Company 2011 All rights reserved
ACORD and
Notice of Cancellation By William C. Wilson, Jr., CPCU, ARM, AIM, AAM, Director of the Virtual University, IIABA
Abstract
ACORD has at least two documents on their web site that state or imply that a certificate of insurance “may be used to copy verbatim information in the policy such as the specific number of days of written notice.” We are aware of at least two instances where certificate holders have cited these documents in demanding certain language on the certificate. We STRONGLY encourage you NOT to do this.
Q
: “We have a risk manager
who insists that we show ‘All policies contain a provision that coverage afforded by the policies will not be cancelled without 30 days notice to certificate holder by return receipt of registered letter.’ We have told him in the past that ACORD has removed any cancellation details from the ACORD 25 and we will be glad to give him copies of policy forms that detail how cancellation works. At first he accepted that but now he points to an FAQ page on ACORD’s web site that he interprets as ACORD’s position that it’s OK to add cancellation language to their certificate. What should we do???”
A
:
This is the second time we’ve heard about a certificate holder demanding cancellation notice wording on a certificate and using an ACORD document as the rationale that this constitutes ACORD’s blessing that the agent do what is being demanded. This is what the referenced ACORD FAQ document says [emphasis added]:
22
Each Certificate of Insurance/ Evidence form includes, following the “Coverages” section, a field for “Description of Operations” and/or “Remarks”, and that section, or an ACORD 101 Additional Remarks Form, may be used to include more information about the policy, e.g. Number of Days of Written Notice. http://www.acord.org/standards/ forms/Documents/ACORDCertificatesFAQ_201004.pdf We understand that it is ACORD’s form and they can say whatever they want, but the statement that the number of days of written notice can be shown in the “Description of Operations” field conflicts with ACORD’s own Forms Instruction Guide which says that field:
Description of Operations / Locations / Vehicles As used here, records information necessary to identify the operations, locations and vehicles for which the certificate was issued. As you can see, ACORD’s own instruction guide says nothing about entering cancellation information in this field. It is, though, silent with regard to the ACORD 101. We believe that the FAQ statement about entering days of written notice is overly broad and subject to misinterpretation and potential conflict with state insurance laws, regulations and insurance department directives, as
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
is apparently the case here. ACORD addresses this issue in another document on their web site [emphasis added]: A Certificate of Insurance/Evidence of Insurance form includes, following the “Coverages” section, a field for “Description of Operations” and/or “Remarks”, and that section, or an Additional Remarks Section, as well as the ACORD 101 Additional Remarks Form may be used to copy verbatim information in the policy such as the specific number of days of written notice. Be aware that using a certificate or other form in an attempt to vary policy terms presents legal risks, including violation of insurance regulatory requirements, and should not be engaged in without prior consultation with insurance carriers, policies and legal counsel. http:// www.acord.org/standards/forms/Documents/20100628_ACORDFormsNotice.pdf As you can see, this more precise statement says that the certificate can be used to copy “verbatim” the specific number of days of written notice. We take exception with this on two counts. First, again this is in conflict with ACORD’s own Forms Instruction Guide as to what information is appropriate for the “Description” field. Second, we believe that simply entering the number of days of notice or a phrase like the certificate holder in question wants conflicts with the second sentence in the notice language above: Be aware that using a certificate or other form in an attempt to vary policy terms presents legal risks, including violation of insurance regulatory require-
ments, and should not be engaged in without prior consultation with insurance carriers, policies and legal counsel. In this notice language, ACORD says that the number of days can be show verbatim on the certificate. Our problem with that is implied by the “Be aware” sentence...you are always in danger of violating insurance regulatory requirements when you start excerpting policy language out of context onto a certificate. Some cancellation endorsements are two pages long and notice of cancellation invariably hinges on WHO requests cancellation (insured or insurer) and for what reason (nonpayment or otherwise). How can you show “30 days” verbatim on a certificate and not effectively be altering what the policy calls for? Given the rise in certificate litigation in the past few years, we believe that agents open themselves up to claims of misrepresentation if all of the terms of a policy form related to cancellation are not clearly expressed. The only way to ensure that the certificate holder is aware of all of the conditions of cancellation is to provide a copy of the cancellation endorsement. Keep in mind too that certificates are often issued for CGL, auto, workers comp, and umbrella policies and the cancellation provisions can and do vary significantly, on a statutory and contractual basis, on each policy. There is simply no way you can put some kind of abbreviated cancellation statement on a certificate and not misrepresent the full impact of cancellation notice clauses or endorsements. A certificate should be used to provide basic information about policy forms and limits. It should not be used to paraphrase or condense (even if verbatim) policy coverages, terms and conditions. Doing so may violate many state laws, regulations and DOI directives and is almost certainly asking for an E&O claim based on allegations of misrepresentation or fraud. Since this can mean, for agents, loss of license,
five-figure fines, and even prison time, it’s dangerous to suggest that this is a permissible activity. William C. Wilson, Jr., CPCU, ARM, AIM, AAM is director of the Virtual University of the Independent Insurance Agents & Brokers of
America (IIABA). He was the Director of Education & Technical Affairs for the Insurors of Tennessee from 1988-1999. Prior to 1988, he was employed by Insurance Services Office, Inc. as the manager of their field operations in Tennessee and Kentucky. Before that time, he was a bag boy at H.G. Hill food store #25 n
RELATIONSHIPS IT’S WHY WE STAND OUT FROM THE CROWD
“I learned a lot about team work while playing football and studying insurance at Olivet College. My job allows me to connect with my agents and company underwriters for a common goal.”
Calvin McNamara Personal Lines Underwriter—and “retired” quarterback Connect with Calvin on LinkedIn!
Managing General Agency Since 1920 Property/Casualty • Professional Liability • Surety Commercial Transportation • Personal Lines • Premium Finance
800.666.5692
jmwilson.com
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
23
Maintaining Policies Locally in Today’s Agency and
Emailing Policies to Clients By Jeff Yates, ACT Executive Director
About this article: Many agencies are assessing whether they should continue to maintain policies locally, given their availability on the carrier website. They are also looking at emailing policies to clients. This article provides guidance to agencies considering these questions. The article also outlines opportunities carriers and technology providers have to deliver electronic policies to their agents more effectively. Vendors are also encouraged to make secure client service portals available more cost effectively for the broader agency population to allow clients to access their policies as well as specific carrier sites for servicing through agency websites.
A
s agencies go paperless and carriers stop providing paper policies, agencies have to decide whether to continue to retain policies locally or rely on electronic policy view to access the policies on the carrier’s website. Agencies are also considering whether to begin to email policies to clients, rather than sending them paper copies. Since I get these questions frequently, I decided to reach out to a number of agency consultants and E&O risk management experts to get their insights on these questions. (Please see acknowledgements at the end of this article for the names of these individuals.)
Agency Retention of Policies Many agencies have decided to retain commercial lines policies locally, even if they have a good download of policy data and electronic policy view in place, because they find they need to refer to these policies and endorsements frequently when coverage and claims issues arise. In contrast, many agencies with a good download in place have decided not to retain personal lines policies locally, because they are able to handle the typical client inquiries without referring to the policies. Often these questions relate to billing and making a payment and the agents are able to handle these inquiries efficiently by using real-time Billing Inquiry and Make a Payment functionality. Each agency is different, however, so I have provided a list of considerations to assist agencies in deciding this question:
24
1. How frequently does the staff need to refer to the actual policies for the line of business and for what purposes? Does the amount of usage justify the amount of time it will take to attach them to the client file? 2. Is there a good download in place for the line of business and is my database accurate? If there is not a good download for the business then the agency will probably want to retain at least the dec page locally. 3. Does the agency use the dec page for policy checking and like to retain it as part of the documentation of the policy checking process? 4. Does the carrier provide links on the dec page to all of the actual policy forms and endorsements applicable to that risk – not just the latest editions of these forms – so that they are easy to access? 5. Has the carrier provided a contractual guarantee that the agency will continue to have access to its policy information in the event the carrier or the agency terminates the relationship? This commitment should be for the statutory period in which the agency must retain this information (usually seven years). 6. Do the applicable state laws require the agency to retain the policy documents locally or is access to them at the carrier website sufficient? Agencies should go through the same analysis with regard to their E&S policies.
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
Industry Opportunity
Delivering Client Policies Electronically
Since many agencies have made the decision to retain commercial lines policies locally, it is incumbent on carriers and agency management system providers to make it as simple as download for agencies to attach these policies to their client files. One approach would be to give the agency the option to have the carrier download PDFs of policies (new, renewal and endorsements) each evening using real-time Activity Notifications and Alerts. An option could even be given to receive the dec pages with links to the actual policy forms or the complete policies. Agency management systems should have the capability to route these notifications to the appropriate person in the agency for checking and attachment to the client file. Using this real-time workflow would be an improvement over the emailing of these policies because of the added security and transmission directly into the agency management system. Since some agencies use the personal lines dec pages to check policies for accuracy and then retains them, the same workflow should be made available to agencies for personal lines.
Agents are generally supportive of personal lines carriers that give clients discounts in order to go paperless and access their policies electronically. In the commercial lines and E&S markets, however, many agents are concerned about the inefficiency and cost shifting that takes place when carriers stop sending the paper policies to the agent for delivery to the client, because many insureds still want the paper. Electronic policies represent the future and are more efficient in many ways (no mail time, do not to be scanned into agency system, potentially save printing costs). Agents should encourage their clients to make the transition to electronic policies, in the same way that other financial services companies are inviting their clients to move to electronic delivery. Carriers, in turn, should help their agents with this transition by providing them with electronic policies and the option to receive paper copies for clients who are not ready to accept the electronic model. Many agencies like to deliver commercial lines policies to their insureds personally and are now delivering these policies on a CD as a “value add,� where clients
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
25
agree to this method. Several larger agencies provide a secured area on their website where clients can access their policies. Hopefully, technology providers will increasingly provide turn-key solutions for the broader agency population so that they can provide their clients a secured portal for accessing their policies, as well as linking to their carriers to make payments and perform other self-service functions. This is an area in which ACT’s Consumer Functionality Work Group is trying to spur more industry action.
Emailing Policies to Clients In this emerging “paperless” environment, many agencies are considering emailing policies to their insureds. There are several issues for agencies to assess and then incorporate into their procedures when considering such a change in delivery: 1. Confirm that the particular state’s laws and regulations permit the emailing of policies and do not require that the insured be provided a physical copy. 2. Secure the advance agreement of the client to receive policies electronically by email.
26
In this emerging “paperless” environment, many agencies are considering emailing policies to their insureds. 3. Provide in the email attaching the policy a request that the client acknowledge receipt of the email and policy by return email and have a procedure – that is consistently followed – of following up with the insured if he/she does not acknowledge receipt. 4. Include in the email a disclaimer that the insured should read the policy to ascertain that its limits and coverages are appropriate for its needs and that it should contact the agency if it would like to add any coverages or make any changes. The notice should also give the insured the option to elect to receive paper policies. (This disclaimer should be provided in the cover letter that accompanies the personal delivery of a paper policy or CD as well.) 5. Check the policy for accuracy before sending as provided in the agency’s procedures. 6. Send the email by secure email if the policy contains any private personal information under the applicable state and federal privacy and data breach notification laws. Such private information might include the federal employer identification number, driver license numbers, etc. ACT encourages the use of TLS email encryption for secure email, and TLS works very well in agent-carrier communications when both parties have it. A proprietary secure email solution, however, will be necessary for many client communications when the client does not have TLS. 7. Deliver the policy to the client promptly after being received – whether emailed or delivered personally – and avoid any agency backlog in policy deliveries. 8. Document in the agency management system that the policy has been sent, the steps taken to follow up if necessary and attach the transmittal email in unalterable form. The emergence of a paperless environment is precipitating changes in agency workflows and is creating opportunities for carriers and technology providers to provide new tools to help agencies function more efficiently in this new environment. These new tools include the use of Activity Notifications and Alerts to send electronic policies to agencies and the availability of easy to use and cost effective “plug ins” to enable agencies to provide secure portals for their clients to access documents and to continued on page 32 »
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
Safety Grant Awarded
DONNA DORNES AND JAMES SAVAGE, POTTAWATOMIE FIRE DEPT CHIEF
This year’s winner of the 2011 Young Agent Safety Grant was Donna Dornes of Dornes Insurance Agency, LLC. The grant was awarded at the Larry Magill Rural and Small Conference. This grant will help the Pottawatomie Township Fire Department purchase personal flotation devices for water safety rescue. Their department has limited finances for these types of items and continually took the risk without the safety devices. n
You or someone you nominate may be the next Outstanding CSR of the Year! Call for Nominations: Nominations are now being accepted for the 2011 Outstanding Customer Service Representative of the Year award. The national winner will receive $2,000 cash, a gold and diamond pin, and a framed certificate of recognition. National finalists win $500 and a gold and garnet pin. And if you nominate the national winner, you receive a $1,000 cash award! All it takes to enter is a nomination, a letter of recommendation, a competition entry form, and a 1,000-word essay written by the nominee on a customer service topic specified by The National Alliance. Entries are due no later than May 1, 2011. For more information about the contest, the essay topic, and to download forms, visit: www.TheNationalAlliance.com/CSR_Award
Place logo here
Š 2011. The National Alliance for Insurance Education & Research.
3053-0111
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
27
7 Y
Tips for Selling More in a Tough Economy By John Chapin
ou hear it everywhere you go: “Sales are down because of the economy. My
customers simply aren’t buying as much.” There are some people out there saying the economy doesn’t matter, it’s what’s going on in your own head that matters. While it’s true that what goes on in your brain is always more important than outside circumstances, the economy is still what’s affecting many businesses. If yours is one of them, put the following seven ideas into practice and you’ll find that the affect on you will be minimal, and in fact, you may
1
notice no change or even a positive one.
1) Don’t let the economy be your excuse. After a tough day or some difficult sales calls, it’s easy to use the economy as an excuse. If you do, people will hear it in your voice and you’ll sell less. This attitude also leads to working less. In a down economy, when salespeople should be increasing their calls and activity level, the average salesperson cuts calls by 37%. The answer? Use the down economy as a warning and motivation to work harder and smarter, not as an excuse to back off. If you back off, business will go down, if you work harder and smarter, busi-
ness will improve. As the saying goes “When the going gets tough, the tough get going.”
2
2) Get better at selling.
When there are fewer sales opportunities and prospects, you must do better with the ones you have. The way to do this is to get better at selling. Read books, listen to tapes and CDs, watch DVDs, become a sponge and absorb everything you can get your hands on. Using this strategy has helped many salespeople improve to the point where they actually sold more in a so-called down economy than they sold when times were good. Now is the
time to improve your skills; constant and consistent learning is the best way to grow your sales.
3
3) Keep a good attitude.
Your attitude is your most important sales tool in your arsenal; you have to keep it sharp. Now is not time to read the front page of every newspaper and watch every newscast. Our brains are like computers “Garbage in, garbage out.” What you should be doing is putting as many good ideas as possible into your brain. Pick up anything that is inspirational, motivational, positive, and upbeat and use it to keep a good attitude and stay focused. Be positive and persistent. In addition to putting good ideas into your brain, surround yourself with positive people and stay away from negative people.
4
4) Prepare for the price objection and build value.
People are focused on price more than ever these days. Prospects and customers will do everything they can to commoditize vendors and simply go with the lowest price. Thus it is very important that you build value. What are your primary benefits? How are you, your company, and your product better than the competition? Are you local; is your long-term cost less, can you respond to service calls faster? You need to accentuate your primary benefits, make them as powerful as possible, and provide proof in ROI Models, testimonials, and the like. Finally, come up with some solid responses to the price objection.
5) Build relationships.
5
The relationship with the salesperson is the number one reason people give for
28
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
doing business with a particular company. We’ve all seen it happen, you make an overwhelming case for your product versus the competition and yet, the prospect still buys from your competitor because they’re golf buddies. Relationships are extremely important, in most cases more than anything else, so you need to focus on not only staying in touch with and keeping your name in front of customers and prospects, but also on taking that next step and building solid relationships.
6) Go back to the basics.
than 21 years of sales experience and as a number one salesperson in three industries, John co-founded Complete Selling Incorporated, a company helping salespeople significantly increase their sales results. If you would like access to John’s free white paper on what it takes to be successful in sales along with a monthly newsletter, you can visit John’s website at www. completeselling.com For permission to reprint, or to reach John, email him at johnchapin@completeselling.com. n
6
Now is the time to increase the personal touch. Make more face-to-face visits to customers, send handwritten notes, stop by occasionally simply to say “hello”, and drop off the proposal in person instead of mailing or e-mailing it. Your objective is to touch the customer more often on a more personal level at a time when your competitors are calling less and being less personal.
7
7) You are completely responsible for your success. Five years from now you and your career will arrive somewhere, the question is: Where? If you decide that something outside of you, such as the economy, is responsible for your success or failure, you give away control of your destiny and your ultimate success. The way to change that is to remember that your success is up to you, you own it, and you control it. Provided you have solid goals and strong enough reasons why you need to get there, you will arrive where you decide to arrive, regardless of the economy, or anything else for that matter. Reminding yourself that you are 100% responsible for your success keeps your success under your control and within reach. If you put the above tips to work, you will see an improvement in business, perhaps a significant one. Many people have found that as a result of the above tips they are doing more business now than they were when the economy was good. What are you capable of if you really set your mind to it and get to work? The sky is the limit, so stay positive, work hard, work smart, and dream big. John Chapin is an award winning speaker, sales trainer, coach, and co-author of the gold-medal winning “Sales Encyclopedia” a comprehensive how-to guide on selling. “Sales Encyclopedia” is written for sales professionals in all industries at any level of experience. Utilizing more
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
29
UPCOMING CIC INSTITUTES
KAIA is the leading provider of agent continuing education in the state, managing both the Certified Insurance Counselor (CIC)and Certified Insurance Service Representative (CISR) designation programs of the National Alliance for Insurance Education and Research. • Kansas CE Requirements • Designation Certification • Ethics • Westport E&O Loss Control • Certified Insurance Counselor • Certified Insurance Service Representative • Upcoming CE Opportunities
Agency Management April 13-15, 2011 Commercial Property July 13-15, 2011 Life Health Institute September 28-30, 2011
Register online for any of these classes at www.kaia.com.
Personal Lines Institute November 9-11, 2011
Erin Lesser Director of Education Kansas Association of Insurance Agents
Register online at www.kaia.com
Phone: (785) 232-0561 Toll Free: (800) 229-7048 Fax: (785) 232-6817 E-mail: erin@kaia.com or deanna@kaia.com
CISR CLASSES
30
APRIL
JUNE
SEPTEMBER
NOVEMBER
6 IC Overland Park 12 WTH Wichita 20 IC Scott City 27 IP Topeka
8 PR Garden City
JULY
13 PA Topeka 27 PR Wichita
OCTOBER
MAY
12 WTH Overland Park 20 PR Topeka 27 PA Wichita
3 PR Overland Park 8 PA Overland Park 16 AO Wichita
12 WTH Topeka 20 IP Overland Park
7 IC Wichita
4 IP Hutchinson 11 PR Salina 25 AO Topeka
24 IP Wichita 31 AO Great Bend
AUGUST
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
DECEMBER
AD INDEX For information about advertising, contact Rebecca Spriggs at rebecca@kaia.com, or visit www.kaia.com. COMPANY
PAGE
American Mining Insurance Corp Amerisafe
COMPANY
9 Insert
ASCK
Inside front cover
PAGE
Kansas Public Entity Pak
26
Kansas Mutual Insurance Company
17
Marysville Mutual Insurance Company
5 7
Big I Markets
15
Mid-Continent Group
Bremen Farmers Mutual
27
Midlands Management Companies
31
M.J. Kelly Company
20
Columbia Insurance Group
4
Continental Western Group
10
Outstanding CSR of the Year
27
EMC
21
Oak River Insurance Co.
32
Farmers Alliance Insurance Cos.
28
Ringwalt & Liesche
29
Goodville Mutual
31
Secura Insurance Companies
J.M. Wilson
23
Trusted Choice
Kansas Fire/EMS Pak
6 Back cover
Upland Mutual Insurance, Inc.
8
Contact Fred Macy, CPCU fred.macy@goodville.com 800-448-4622 www.goodville.com
20
NEW Fine Dining Package
This program is available through an A.M. Best Rated Carrier with over 25 years in the hospitality business Program Highlights • Liquor Liability, included in Package
• $2,500 Minimum Premium
• Direct Bill & Financing Available
• New Ventures - Open After 2AM
• In-house Binding Authority
• Dance Floors Acceptable
with Competitive Rating
• Entertainment Permitted
Coverages • Comprehensive General Liability Limits: $1M / $2M
• Products/Completed Operations Aggregate: $2M
• Liquor Liability Limits: $1M / $2M
• Assault & Battery Limits: Up to Policy Limits Available
• Fire Damage Legal Liability: $500,000
• Medical Payments: $5,000
• Umbrella Limits: Up to $20M
• Endorsements Available: Hired/Owned - Valet Services
For additional information, please contact: Midlands Management Corporation PropertyCasualty@midman.com • Phone: 800.800.4007 • www.midlandsmgt.com Proudly Serving You Since 1990
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
31
SOCIAL MEDIA continued from page 5
TRUSTED CHOICE continued from page 10
the personality of your agency and its employees. Editor’s Note: Please visit the “Websites & Social Media” quick link at www.iiaba.net/ act for more articles and recorded webinars on social media issues.
ing your agency for a Top Gun Trusted Choice Agency Award. Perhaps you know of another agency with a truly unique idea. Whatever it is, we would love to hear about it. Winning agencies will be featured in an issue of KIA&B along with any photos or ad content they used.
Matthew Marko is a Marketing Process Manager for Progressive Insurance. He works to provide local marketing strategies, tools and co-branded collateral to help independent agencies grow their businesses. E-mail him at matthew_marko@progressive.com. Matt prepared this article for ACT. For more information about ACT, contact Jeff Yates, ACT Executive Director at jeff.yates@iiaba. net. This article reflects the views of the author and should not be construed as an official statement by ACT. n
Dan Fulwider Award National is no longer sponsoring agency of the month awards. Instead, they have chosen to give that much more value to the Dan Fulwider Award for Community Involvement. Dan Fulwider passed away in 2009 after a valiant fight with cancer, and in recognition of his dedication to Trusted Choice and his passion for community involvement they have established an annual award of $2500 that will be donated to a charity of the winning agency’s choosing. This year’s winner will be announced at the National Legislative Conference. n
GIVE YOUR PUBLIC CUSTOMERS ANOTHER CHOICE… As an Independent Agent, you enjoy the freedom of the marketplace to find the best business options for your customers. Public business should be no different. Use the marketplace to your (and your clients’) advantage. We can help you do that.
Oak River Insurance Company Property & Casualty Insurance for
GOVERNMENTAL ENTITIES Cities / Counties / Townships • • • •
Comprehensive Program Guarantee Cost / Non-Assessable Premium Local Agency Representation Pro-Active Claims and Loss Prevention Services
BERKSHIRE HATHAWAY HOMESTATE COMPANIES Representing Financial Strength and Integrity
A++
800-488-2930
www.bh-hc.com
32
KANSAS INSURANCE AGENT & BROKER :: MARCH/APRIL 2011
EMAILING POLICIES continued from page 26 perform other services online. I’d appreciate receiving your thoughts on how your agency and the industry can best adapt to these trends (jeff.yates@iiaba.net). Acknowledgements: I would like to thank the following agency consultants for their insights on these issues: Pat Alexander, Steve Anderson and Laura Nettles. I’d also like to thank the following agency E&O risk management experts: Dave Hulcher, IIABA; Jim Keidel, Keidel, Weldon & Cunningham; and Sabrena Sally, Westport Insurance Corporation. Thanks also to the ACT Agent Feedback Group for its input. Jeff Yates is Executive Director of the Agents Council for Technology (ACT) which is part of the Independent Insurance Agents & Brokers of America. Jeff can be reached at jeff.yates@iiaba.net. This article reflects the views of the author and should not be construed as an official statement by ACT. n
KANSAS FILINGS REPORT Major Line
Subject
Company
Eff. Date
Overall
Private Passenger Auto Private Passenger Auto Homeowners Multi-Peril General Liability Homeowners Multi-Peril Homeowners Multi-Peril Commercial Multi-Peril General Liability Commercial Multi-Peril General Liability Homeowners Multi-Peril General Liability General Liability Private Passenger Auto Private Passenger Auto General Liability General Liability General Liability General Liability General Liability Farmowners Multi-Peril Farmowners Multi-Peril Commercial Multi-Peril General Liability Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril General Liability Homeowners Multi-Peril General Liability Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril General Liability Homeowners Multi-Peril General Liability Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril General Liability General Liability General Liability General Liability Homeowners Multi-Peril General Liability General Liability General Liability Homeowners Multi-Peril Homeowners Multi-Peril General Liability Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril General Liability General Liability Homeowners Multi-Peril Homeowners Multi-Peril Homeowners Multi-Peril General Liability General Liability Homeowners Multi-Peril General Liability Commercial Multi-Peril General Liability Commercial Multi-Peril Commercial Multi-Peril Commercial Multi-Peril General Liability General Liability
Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision New Form Rate Revision Rate Revision Rate Revision Rate Revision Policy/Program Revision Policy/Program Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision New Policy/Program Rate Revision Rate Revision Rate Revision Policy/Program Revision Rate Revision Policy/Program Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Policy/Program Revision Rate Revision New Policy/Program Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Policy/Program Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision Rate Revision New Policy/Program Rate Revision Rate Revision Rate Revision Rate Revision
ACUITY A Mutual Insurance Company ACUITY A Mutual Insurance Company ACUITY A Mutual Insurance Company Allianz of America ALLIED P & C Ins Co AMCO Insurance Company American Association Insurance Services American Automobile Insurance Company American National P & C Group AmTrust Financial Group Automobile Ins Co of Hartford, CT Bituminous Casualty Corporation Bituminous Fire & Marine Insurance Co Buckeye Insurance Group Buckeye State Mutual Insurance Company Charter Oak Fire Insurance Company Cincinnati Casualty Company Cincinnati Insurance Companies Cincinnati Insurance Companies Cincinnati Insurance Company Columbia Insurance Group Columbia National Insurance Company Continental Western Insurance Company Continental Western Insurance Company Depositors Insurance Company Economy Premier Assurance Company Farmers Insurance Group Fireman’s Fund Insurance Company Foremost Insurance Co Grand Rapids, MI Hartford Underwriters Insurance Company MetLife Auto & Home Group MetLife Auto & Home Group Metropolitan P & C Ins Co Milwaukee Casualty Insurance Company MutualAid eXchange National Surety Corporation Nationwide Group Nationwide Group Nationwide Group NIPPONKOA Insurance Company Limited USB Northland Insurance Company Old Republic Insurance Group Pharmacists Insurance Group Phoenix Insurance Company Phoenix Insurance Company Property and Casualty Ins Co of Hartford Security National Insurance Company Standard Fire Insurance Company TravCo Insurance Company Travelers Group Travelers Group Travelers Group Travelers Group Travelers Group Travelers Group Travelers Group Travelers Group Travelers Group Travelers Group Travelers Group Travelers Home and Marine Ins Co Travelers Indemnity Co of America Travelers Indemnity Company Travelers Indemnity Company of CT Travelers Property Casualty Co of Amer Travelers Property Casualty Insurance Co Twin City Fire Insurance Company Union Insurance Company Union Insurance Company W. R. Berkley Group W. R. Berkley Group W. R. Berkley Group W. R. Berkley Group W. R. Berkley Group
02/21/2011 02/21/2011 02/21/2011 03/01/2011 02/22/2011 02/22/2011 02/01/2011 03/01/2011 02/15/2011 02/01/2011 02/26/2011 03/01/2011 03/01/2011 02/01/2011 02/01/2011 02/01/2011 02/01/2011 02/01/2011 02/01/2011 02/01/2011 03/01/2011 03/01/2011 03/01/2011 03/01/2011 02/22/2011 02/28/2011 02/01/2011 03/01/2011 02/01/2011 03/01/2011 02/28/2011 02/28/2011 02/28/2011 02/01/2011 02/02/2011 03/01/2011 02/22/2011 02/22/2011 02/22/2011 02/01/2011 03/01/2011 03/01/2011 03/01/2011 02/26/2011 02/01/2011 03/01/2011 02/01/2011 02/26/2011 02/26/2011 03/01/2011 02/26/2011 02/26/2011 02/26/2011 02/26/2011 02/26/2011 02/26/2011 02/26/2011 02/26/2011 02/01/2011 02/01/2011 02/26/2011 02/26/2011 02/26/2011 02/01/2011 02/01/2011 02/26/2011 03/01/2011 03/01/2011 03/01/2011 03/01/2011 03/01/2011 03/01/2011 03/01/2011 03/01/2011
-6.50 % 1.00 % 3.00 % 4.20 % 4.30 % 5.00 % 2.70 % 4.20 % 0.00 % -6.50 % 7.62 % -7.20 % -7.20 % 8.39 % 8.39 % 1.00 % 0.00 % 0.00 % 0.52 % 0.52 % 3.00 % 3.00 % 0.00 % 0.00 % 7.40 % 0.00 % 8.50 % 4.20 % 8.50 % 1.90 % 7.30 % 0.00 % 7.30 % -6.50 % 5.00 % 4.20 % 4.30 % 5.00 % 7.40 % 1.00 % -17.20 % -7.20 % 0.00 % 7.58 % -7.10 % 1.90 % -6.50 % 7.64 % 7.51 % -17.20 % 7.62 % 7.58 % 7.64 % 7.65 % 7.59 % 7.73 % 7.51 % 7.53 % -7.10 % 1.00 % 7.65 % 7.73 % 7.59 % 1.00 % 1.00 % 7.53 % 1.90 % -0.10 % -0.10 % 0.00 % 0.00 % -0.10 % 0.00 % -0.10 %
MARCH/APRIL 2011 :: KANSAS INSURANCE AGENT & BROKER
33