The Big I Virginia Spring 2017 by PHCC-WI

POWERING UP YOUR AGENCY

insurEXPO17 April 24-25

See page 30 for details

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Spring 2017

BIG I The

Official Publication of the Independent Insurance Agents of Virginia

Virginia

The Big I Virginia is a publication of the Independent Insurance Agents of Virginia 8600 Mayland Drive, Richmond, VA 23294 Phone: 804.747.9300 / Toll-free: 800.288.IIAV (4428) Fax: 804.747.6557 E-mail: members@iiav.com / Website: www.iiav.com IIAV IS AN ORGANIZATION DEVOTED TO PROMOTING, ENHANCING, SERVING AND ASSISTING INDEPENDENT INSURANCE AGENTS.

The Big I Virginia is a publication of the Independent Insurance Agents of Virginia and is published quarterly by Blue Water Publishers, LLC. The Independent Insurance Agents of Virginia, Inc. reserves the right in its sole discretion to reject advertising that does not meet IIAV qualiﬁcations or which may detract from its business, professional or ethical standards. IIAV and Blue Water Publishers, LLC do not necessarily endorse any of the companies advertising in the publication or the views of its writers. The publisher cannot assume responsibility for claims made by advertisers, content provided by the editor, or for the opinions expressed by contributing authors.

Inside this issue

Thank You Advertisers Agents Insurance Markets

Allstar Financial Group

Amalgamated Insurance Underwriters

Amerisafe 13

Message from the Chairman of the Board – Monty Dise

Anderson Murison

Message from the State National Director - Robert Yergey

Atlantic Specialty Lines

Berkshire Hathaway/GUARD Insurance Cos. 27

Message from the President and CEO - Bob Bradshaw

Builders Mutual Insurance

How Stupid Agents Are Ruining Insurance for Everyone

Contractor Connection

IIAV Building Contributors

EMC Insurance

Grange Insurance

Get Your Designations with IIAV

Harford Mutual

IIAV Welcomes New Staff Members

Hilb Group

Jackson Sumner & Associates

IRS Renews Alert about Form W2 Scam

JGS 16 Keystone Insurance Group

insurEXPO 17

Millers Mutual Group

Young Agents Upcoming Events

Penn National Insurance

Featured Continuing Education Classes

Burns & Wilcox

Patriot National

IIAV Staff Ally Barbour Communications/Media Director abarbour@iiav.com Robert N. Bradshaw, Jr., MAM President & CEO rbradshaw@iiav.com cell (804) 929-4134 Teri Chester Executive Secretary/ Receptionist & Membership Coordinator tchester@iiav.com

THE BIG “I” VIRGINIA • Spring 2017

33 9

3 37

SIAA 21 Southern Insurance Company of VA The Iroquois Group

19 5

For more information on advertising, contact Eric Johnson, Blue Water Publishers, LLC, 9406 N. 107th St., Milwaukee, WI 53224 414-708-2059 / fax: 414-354-5317 eric@bluewaterpublishers.com

Joe Hudgins, CPCU Technical Consultant jhudgins@iiav.com cell (804) 929-4138

Danny Mitchell, AAI, AAI-M Vice President Business Development dmitchell@iiav.com cell (804) 929-4135

Bonnie Joyce Insurance Administrative Assistant bjoyce@iiav.com

Susan E. C. Perkins Membership/Education Coordinator sperkins@iiav.com

Linda Loving, CIC, AISM, AIAO IIAV Chief Operating Officer & VFSC Executive Vice President loving@iiav.com cell (804) 929-4133

Carter Lyons, CAE IIAV Director of Education & Professional Development & VAIA Executive Director clyons@iiav.com

Jennifer Riley Member Services Assistant jriley@iiav.com Bonnie J. Warren, ACSR, CPIW, DAE, RPLU Insurance Account Executive bwarren@iiav.com Melanie Miller, AINS, CPIW Insurance Account Executive mmiller@iiav.com

Chairman of the Board

MONTY DISE mdise@apgroupinc.com

insurEXPO: Opportunities for Networking and Business Growth

fter last year’s hugely successful and reformatted insurEXPO your association is excited about our second such event to be held next month . . . April 24-25 at the Marriott Downtown Richmond.

EXPO attendance was up about 10 percent last year and is expected to be even greater this year. The number of exhibitors was sold out and an increase in number there as well. You should experience an even larger and varied exhibitor presence this year. More centrally located for all Virginia agents, the convenience of getting to Richmond is within a few hours’ drive from most parts of the state. The format will be very similar to last year’s with an eye on keeping the cost for you to attend low and easily affordable. The reasons IIAV’s insurEXPO are so valuable to carriers and agents are many and span a wide spectrum. What I’ve been hearing from those who’ve attended re-inforce the reasons to host such an event. Face-toface contacts between carriers and agents cement and further the relationships established with email and phone conversations. Many who are seeking to establish new agencies – especially presently captive agents – are overwhelmed with the opportunities they would have as independents. It is always a positive and an eye-opening experience for them. Growing agencies seeking additional carriers or specialty markets are introduced to them. This is not a stagnant insurance environment. Carriers’ appetites and territories seem to continuously shift. Staying on “top of the game” is vitally important to an agency’s posture with clients.

THE BIG “I” VIRGINIA • Spring 2017

Speakers and Presenters Even though the two days of opportunity to meet, greet and explore with the exhibitors is the primary focus of the EXPO, what can be learned and gleaned from the outstanding speakers and presenters may be worth it all. The array of sessions stretches from looking at the positive future our industry faces to developing and defining your insurance brand. Not to be overlooked would be speakers addressing the creation of an effective sales team; case studies in ownership transition; how to more effectively engage prospects; and emerging growth strategies. Honestly . . . . who among us doesn’t need to know more about these important issues we face? Read what a couple of last year’s attendees express: “As mentioned, my role within AmTrust is to find VA agents who write local and intermediate (<200 miles) trucking. On the first day of InsureEXPO, I spoke with several agents who had the business we were looking for and will have several follow up visits after the EXPO concludes. Definitely worth the trip to Richmond!” – Brent Bittner, CIC, CPCU, MBA, AVP – Underwriting & Marketing, ARI Insurance Companies And another . . . “I just wanted to drop you a note to thank you for all you guys do.I really enjoyed being in Richmond yesterday. The whole day was well run. Thanks for bringing us all together!!” – Bruce Laderberg Insurance Agency If you have not already registered to attend, make your plans. Register today conveniently on IIAV’s website. See you there!

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::: ::::: :: y::':: :: ::c: f:: moree Program Highlights: ::::::::::::::::::::: :::::::::::::::::::::::::::::::::::::

(800) 613-2600 www.AIU-USA.com 7

State National Director

Robert Yergey ryergey@towneinsurance.com

s I start to stretch my legs after a long cold winter I cannot help but think about how wonderful the next season will be. Spring is such a time of growth and warmth after a frigid winter! As with most things in nature, it is a time to grow up and mature in all facets of life. Why not allow your business and growth goals to be subject to this time of prosperity?

and other states. There are some new products available at the national website and I encourage you to visit www.iiaba.org to see what you are missing – and what your competition is taking advantage of each day. As a member of the IIAV you automatically have access to the programs at the national level. Sign in and away you go with more resources than any non-member agency.

It goes without saying that your business should treat this time of year as a springboard to growth and prosperity. Just as the flowers bloom, your results should be blooming with new appointments and new clients. However, this can only happen if you put your front foot forward NOW. Hard work in the area of marketing and developing new client relationships is only one piece of the puzzle. A vital aspect of attaining the growth you desire is to be able to utilize the markets and resources that allow you to get to your growth goals. Most of us do not have all the resources we need at this time. The IIAV has a solution to this problem – insurExpo!!!

We continue to try to find ways to make Trusted Choice work for all of our members. At this time we are evaluating how to do so more effectively and there will be more information to come in the near future. Stay tuned! In the interim, please take advantage of utilizing TrustedChoice.org and TrustedChoice.com in your daily activities. The branding efforts are for you to use each day and the additional services that TrustedChoice. com offers should be part of every agent’s digital marketing program.

On April 24-25, the IIAV will hold the insurExpo in Richmond. This event was sold out last year and we anticipate that it will do so very early this year. The resources of carriers, vendors, and brokers alike as well as all the ancillary services that are important to our work are going to all be available in one place. In addition, valuable CE credits will be available for the speaker sessions. Who doesn’t need that? Please visit the IIAV website and sign up today for this event – don’t miss out! On the national level, the IIABA continues to streamline their service offerings to agents in VA 8

THE BIG “I” VIRGINIA • Spring 2017

The Errors and Omissions program offered to our members by way of the IIABA program is going strong. There have been some great enhancements to the program as well as more flexibility in providing markets for E&O to our members. If you don’t work with IIAV for your E&O, please give them a try in the future. Lastly, the national legislative conference for all members of our state associations is coming up in May. If anyone would like information about this wonderful event you can contact me or visit the national website at www.iiaba.org. I would truly love to see more agents from Virginia visiting their legislators and hearing from national speakers about the issues that face our industry each and every day.

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InsurEXPO 2017 TRADE SHOW, FUN, NETWORKING AND….. WORLD-CLASS SPEAKERS!

ure come to the Expo for the trade show and fun and networking with both company representatives and your professional associates from across the state…but don’t forget about the speakers!

Chris Burand with Burand & Associates. One of the more dynamic and provocative industry speakers I’ve ever heard. He has a good handle on the future and challenges both agents AND companies to get on board. When we announced that Chris was going to be a speaker, Rick Beskin with Beskin & Associates in Virginia Beach said of Chris, “this guy is right on!” Course, that shows that Rick is a man of few words but certainly echoed my thoughts when I heard Chris speak at one of our national meetings. Frankly, the trade associations, agents and companies are going to have to work together in ways that we never thought in the coming years and Chris’ message will be great to principals, producers and account managers. Peter Van Aartrijk – Another national industry leader who will do some hands on technology training to bring new light to managing the agency of tomorrow. Peter’s firm is from Northern Virginia but I believe this is the first time he will be speaking at an IIAV program. Google Peter Van Aartrijk and you’ll see why he is a nationally renowned speaker and consultant. Again he will be of particular interest o principals and producers. Dr. Wayne Slough - Marketing Professor from VCU. Back by popular demand. A must-attend for both producers and account managers. Every time Dr. Slough presents we get requests for more. I believe this is his third visit with IIAV. Because of his speaking with us, he’s become popular with other Big I state associations. Creating the “team” approach is his presentation this year. 10

THE BIG “I” VIRGINIA • Spring 2017

Dave Tralka with InsurBANC. Also back by popular demand. We can’t ignore interest in the M&A activity and Dave tells it as it is. He’s worked with M&A on both the large and small scale and is GREAT with one-on-one presentations and is ready to answer your questions. No matter where you are in the M&A process, you won’t want to miss Dave’s presentation. And finally – Doug Osborne, CFE, FCLS – Kemper Special Investigation Unit, Seattle, Washington – First time in Virginia meeting with Virginia agents. His presentation – Understanding How Emerging Technology Has Affected Insurance Fraud – And How the Industry Can Fight Back – was a big hit with our affiliate organization in Washington State. He was given two thumbs up by the Washington association membership and we’re excited to have him come to Virginia. No matter whether you’re with a company or agency, you will want to hear Doug’s compelling message. We work hard at IIAV to bring you the speakers that won’t just fill a time slot but will provide you and your agency associates with the innovative messages productive agencies need and want to hear. Yes, some of the comments will be provocative and some will be challenging. While only a few will qualify for CE – I guarantee that everyone one of our speakers will an investment in your future and your agency. I look forward to seeing you at insurEXPO 2017 – go to www.iiav.com to sign up today.

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How Stupid Agents Are Ruining Insurance for

Everyone By Chris Burand

Here’s a true story: A close friend asked me about her auto insurance. Her daughter, who does not live with her, was still on her auto policy. Her daughter’s car was on her policy too. She had no insurable interest on her daughter’s car. Moreover, her daughter is married and she is not a driver on her husband’s auto policy, even though she has an insurable interest on her husband’s auto. My friend’s agent advised it was just easier to leave her daughter on her policy. When I explained the issues involved and the simple solution, my friend asked, “But will it cost more?” Cost more than what? Currently she’s paying for partial coverage and all kinds of headaches in the event of a claim involving her daughter. What is a few dollars more or less for real coverage? What is the difference between a fake policy and a real policy? No price comparison exists. It is not even apples to oranges. It’s dog food to caviar. The insured is a smart, well-educated person. She trusted her either stupid/ imbecilic or cheating agent to take care of her insurance. She trusted because like 99 percent of consumers, she is not educated in insurance. The dreariness of reading an insurance policy dissuaded her from wanting to learn more. While this cluster wreck is especially egregious, such incompetency is not uncommon. It happens so often that some company underwriting offices probably have weekly contests for the stupidest agents. Sometimes they probably have the equivalent of photo finishes. 14

THE BIG “I” VIRGINIA • Spring 2017

If potential E&O claims or actual claims could be published, the title might be (think Jeff Foxworthy “You might be a redneck…”), “You might need your license revoked if you’ve done…” I am not throwing all agents under the bus by any means. The industry has many excellent agents. I am only throwing the idiots under the bus. Readers up to this point likely fall into one of three categories. The first will not believe other agents can be that stupid/lazy/incompetent. Another category is upset with me and their fellow agents. They are upset that I’m writing about the problem and they’re upset with their fellow agents for being so poor at their jobs. The third group has not a clue that I’m pointing out their incompetency. Their incompetency ruins lives so I have no problem being direct. They ruin lives when insureds need coverage but do not have the right coverage because the agent was too stupid/deceitful to even offer the right coverage. I am not writing

about some unusual gap or even the occasional mistake. I am writing about the obvious and continuous. These agents ruin it for the good agents because they’re the epitome of one bad apple. One reason commoditization occurs is the public begins believing all agents/insurance companies are incompetent. What is the price difference between one bad policy and another bad policy is really what my friend was asking. The solution: The good agents need to find a stronger voice to point out the mistakes of the incompetent. Quit asking for decs to compare prices. Instead, understand the client’s exposures and build an insurance policy that is specific to that family/ business. A coverage checklist is a foundational rock upon which to build the exact and correct coverages each individual needs. Even better though, use the coverage checklist in the exposure language. People care and understand about exposures. They do not care about coverages. In other words, coverages are the insurance industry’s language. Translate the

coverages into exposures because exposures are the language of all but the most sophisticated consumers. If you must ask for the expiring dec, point out the mistakes and errors boldly. However, point them out in the language of exposures rather than coverages. While I appreciate why anti-disparagement rules exist, these rules are now dampening the good agents and good carriers’ voices. The fear of being sued for simply pointing out incompetency is usually overblown, but stick to the facts and not conjecture when pointing out errors and omissions. The maleficent companies and agencies take advantage of the better agents/companies’ fears. Disparagement only applies as I understand it, and I’m not an attorney, to opinions versus fact. Be factual. Incompetence is usually easier to diagnose factually anyway.

Unfortunately, I see most agencies looking at the rulings and feeling sorry for themselves rather than recognizing the advantage being handed to them. Another option, one that I encourage, is to push for tougher licensing especially if combined with more realistic disparagement laws in some states. Clearly the CE requirements to maintain licenses is being used and abused through online programs. Taking a three-hour online course while doing something else the entire time, does not improve one’s insurance education. Commoditization and incompetence hurts the best agencies the most because the value of their brand is diluted unless a bright line of differentiation is drawn. The industry and regulators are not going to draw this for you. Some courts are helping draw this line but most agencies are seeing this advantage as a disadvantage. Some courts are truly differentiating through the standards of care the difference between peddlers and professionals. Unfortunately, I see most agencies looking at the rulings and feeling sorry for themselves rather than recognizing the advantage being handed to them. These courts are saying, publicly, that some agents are incompetent. The courts are classifying these agents and they are clearly stating these peddlers’ Continued on page 16 >>

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<< Continued from page 15 standard of care is low. They are telling consumers, caveat emptor because these agents are so bad, the consumer better beware. Sadly, better agents see this and always ask the same question, “Why do those agents get the advantage of having such a low standard of care?” BECAUSE those agents are so bad! You too can join the race for the bottom if you choose. Alternatively, the bright line these courts are providing can be an excellent marketing tool if you will fully accept a higher standard of care (odds are if you are an independent agent you are going to be held to the higher standard or 7.5X4.625 an effortJGS will be made to hold you toad General Umbrella Program the higher standard anyway so why fight it?). By accepting the higher standard of care and advertising it,

you get the opportunity of proving to consumers/businesses that you are a professional per the courts and therefore, you are worth more than a peddler. My clients that use this to their advantage fully often make 20 percent more than their peers. The only way to beat incompetence in this market in today’s environment is to advertise your competency and professionalism, then be the absolutely most competent and professional agent you can be. It is your brand, your value, and your livelihood. I can put my hand on a bible and testify that my clients who sell professionalism this way enjoy better client relationships, enjoy more referrals, and take better vacations. Most importantly though, they go to bed each night knowing their clients’

lives and livelihoods are much better protected. For those readers with a strong conscience, this is the greatest reward. Chris Burand is president of Burand & Associates, LLC, an insurance agency consulting firm. Readers may contact Chris at (719) 485-3868 or by e-mail at chris@burand-associates.com. NOTE: None of the materials in this article should be construed as offering legal advice, and the specific advice of legal counsel is recommended before acting on any matter discussed in this article. Regulated individuals/entities should also ensure that they comply with all applicable laws, rules, and regulations.

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The Less Obvious Benefits of an Advantage Subscription: Carrier Voice TrustedChoice.com just finished 2016 with 4.2 million visitors to the website, and 101,000 referrals to members of the IIABA nationwide. And although traffic and referrals are the most visible benefits that accrue to our members, there are other benefits as well. One of the benefits of an Advantage subscription that might not be as evident is the value your subscription brings to our leadership’s discussions with insurance companies. While it is true that all of our members in the IIAV are represented on TrustedChoice.com, carriers give special weight to Advantage subscribers. One of the factors that carriers evaluate when deciding whether they should participate is the number of Advantage subscribers, and which agencies they are. If a carrier sees that many of their leading agencies are subscribers, it makes a decision to join the battle easier. Conversely, if they see that many of their best agencies Assoc to Ad support VA PRINT.pdf 10/20/15 PM aren’tA&M willing the 1effort with a12:33 modest monthly

subscription amount, they grow concerned that there might be part of the story that they are missing. Think about the frequency with which you see direct and captive agency insurance advertisements in various forms. Insurance marketing is very expensive. Carrier contributions are a significant part of the operating budget for both TrustedChoice® and TrustedChoice.com. Our ability to compete with these deep pocketed insurance companies is ever more dependent on our insurance company partners helping us tell the story of why an independent agent is the best choice. And the more carrier partners we gain, the better we can compete. If you haven’t subscribed to an Advantage profile yet, do it today. If you are already a subscriber, thank your Trusted Choice Partner carriers, and encourage those who aren’t partners to rethink that decision. Our best opportunity for success is for all of us to commit to countering the marketing message of ‘CHEAP is best’. The carriers need to know that you are committed to the brand and to the success of the channel. Your vocal support for the Trusted Choice brand and for TrustedChoice.com make it far easier for carriers to join the effort. Thank you for your support. Marty Agather, CPCU, ARM Senior Vice President Client Development TrustedChoice.com

THE BIG “I” VIRGINIA • Spring 2017

There when it matters most to agents.

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Southern knows “ease of doing business” is important to any independent agency. That’s why Southern Insurance Company of Virginia focuses on providing superior technology, including mobile apps for agents and customers as well as fully automated web-based systems for Personal, Commercial and Farm Lines, to give our agents optimal efficiency in quoting and issuing policies. But offering advanced technology equal to any national carrier isn’t enough. Southern interacts with our agents to constantly look for ways to enhance our technology offerings. Delivering superior technology, another way Southern is “There When It Matters Most” for independent insurance agents. To learn more visit www.donegalgroup.com or call 800-468-1127. Judge Parker: ext. 2112 • Keith Captain: ext. 2104

TOP THREE REASONS A TRUSTED CHOICE PROFILE IS BETTER THAN AN AGENCY WEBSITE Thankfully, today most of our members have a website. However, many websites deliver less value than agencies expect. While there are a number of reasons why, there is an easy and inexpensive way to address these issues. If your website isn’t great, the easiest and least expensive way to improve your agency’s presence on the web is to purchase an Advantage profile on TrustedChoice.com.

Why? Have you ever spent too long trying to scroll around a website that has been miniaturized to fit on your phone? How about hitting the wrong hot link a few times because the links are too small and close together to allow your fingers to hit the right one? Advantage profiles are mobile optimized, allowing searchers to interact with your agency in a much more intuitive and attractive manner.

MOBILE FIRST PROFILE RANK Too many agency websites are not mobile enabled. As anyone with a smart phone knows, more and more searches are done on mobile devices. If the searcher is using a mobile device, Google penalizes websites that aren’t mobile friendly.

Most agency websites don’t rank (show up on page one) for any search terms other than the name of the agency. Many times, they don’t even rank for that. TrustedChoice.com is considered to be a very reputable site by Google. That means that Advantage agency profiles

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THE BIG “I” VIRGINIA • Spring 2017

rank very well, in some instances more highly than the agency’s own website! POWER OF CONTENT Agencies inability to rank for insurance search terms is problematic. The number of agencies with unaided recall (the ability to remember that Smith Insurance is an agency in Lakeville, Minn., without a reminder) is very small. Thus, anyone who is Googling the agency name already is very familiar with the agency, but a minute percentage of searchers. Real world search is more likely to involve keywords related to insurance. And when the consumer searches for volunteer board insurance, the majority of agencies have ZERO chance of being shown in the top 20 pages of the results.

pages) that TrustedChoice.com publishes every week. When that consumer educates themselves on their insurance issues and then looks to find a local agency with whom they can work, Advantage agencies are shown at the top of the list. CALL TODAY! These three reasons, the breadth of content and its high rank in Google search, the added visibility to an agency’s own presence in search, and the mobile optimized profile all create significant benefit and are a very cost effective way to leverage an agency’s web presence. For more information, call TrustedChoice.com at 1-855-3728755.

This is where TrustedChoice.com’s value proposition comes into it’s own. Today, TrustedChoice.com is one of the top 5 results on page ONE (one of the 5 best pages in the internet) for over 11,000 insurance search terms. This is due to the breadth and quality of the content (web

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Spring 2017 • THE BIG “I” VIRGINIA

MARKETING REIMBURSEMENT PROGRAM Create An Optimal Brand Experience Trusted Choice®

will pay you to enhance your brand. We will reimburse a portion of expenses incurred in 2017 by Trusted Choice agencies in cobranding advertising and marketing materials; and in creating or updating a digital presence to include the Trusted Choice logo, link to the Trusted Choice website and Pledge of Performance. Available for all agency locations who have not been reimbursed for a digital upgrade in 2016. All agency members can be reimbursed up to $500 for the tier 2 digital update as a one-time reimbursement. All funds reimbursed are on a first come first served basis. New members or first time users of the MRP can be reimbursed up to $1250 if they take advantage of both tiers 1 and 2.

Tier 1

Available for new members and ﬁrst time MRP users only. The MRP will reimburse up to $750 for use of the Trusted Choice logo on any consumer-focused items. All agency locations will be reimbursed at 50% of the invoice amount, up to a $750 maximum reimbursement per member location. This includes, but is not limited to, Freedom Campaign ad materials, promotional items, original advertising (non-Freedom campaign ads), or collateral items like business cards or stationery. Reimbursements will be made at 50% of the invoice amount, up to $750 max reimbursement.

Tier 2

Available for all agency locations who have not been reimbursed for a digital upgrade in 2017. All eligible agency locations will be able to be reimbursed up to $500 for a digital upgrade using a web developer/vendor. This will include updates to an agency’s website, social media, or mobile app.

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THE BIG “I” VIRGINIA • Spring 2017

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IIAV Building Contributors (updated 11/14) Building Patrons

Building Friends

USI Insurance Services

Imperial Credit Corporation

Campbell Insurance

Virginia Commonwealth Corporation

L. Payton & Associates, LLC

Chubb Group of Insurance Companies

The Ware Company

Langley Financial Insurance Agency

In Honor of Dwight L. Dillon

Welch, Graham & Ogden, Inc.

In Honor of Steve Lester, Sr.

Ewald-Lester Insurance Agency

IIAV Young Agents – 2006-2007

In Honor of Harry C. Mason

James A. Scott & Son, Inc. Lackey Saunders Co., Inc. Markel Insurance Company MetLife Auto & Home Company Northern Neck Insurance Company

Building Benefactors

Building Contributors Barnes & Phillips, Inc. Berkley Mid-Atlantic Group In Honor of Henry H. Brant In Honor of G.T. Brooks, Jr.

Building Backers

In Honor of Leonard L. Brown

AIG Agency Auto

Jeffrey L. Brugh

Alfa Alliance Insurance Corporation

In Honor of H. Aulick Burke

Armfield, Harrison & Thomas, Inc.

Citizens Insurance Agency–

B.H. Baird Insurance Agency

Evelyn & Johnie Carpenter

Ball-Martin Insurance Agency

In Honor of C.I. Clark, III

C.D. West & Co.

Philip Colclough

DeJarnette & Beale, Inc.

Charles J. Crallè

Gloucester-Southside Insurance

In Honor of Glen A. Davenport

Hanckel-Citizens Insurance Agency

Duncan-Brown Insurance Agency

Haun-Magruder

Executive Insurance Group

Horizon Insurance-Dennis Winfree

Friedman Agency, Inc.

Horizon Insurance-Shurvin H. Winfree

In Honor of Franklin K. Funkhouser

HRH of Virginia

GHT Insurance Agency, Inc.

Independent Insurance Agents of Richmond

Gifford Insurance Associates

Insco Group, Inc.

In Honor of Eugene V. Grimes

Iroquois of Virginia, Inc.

Hartford Financial Services

S.L. Nusbaum Insurance

In Honor of L. Graham Haynie, Jr.

Richardson-Harris Boatwright

Heathsville Insurance Agency

Saunders & Benson, Inc.

In Honor of Vernell H. Hogan

State Auto Insurance Company

Horizon Insurance-Dennis Winfree

Tabb, Brockenbrough & Ragland, LLC

Humphrey, Stump & Haynie

THE BIGInsurance “I” VIRGINIA Spring2016 2017 Independent Agents of•Virginia

In Honor of Diane Mattis McCaleb-Metzler, Inc. Mid-Atlantic Insurance Specialists, Inc. Miscellaneous Contributions Peter K. Yang & Associates Richard Leary Insurance Agency In Honor of Thomas N. Richardson, Sr. Robins Insurance Agency In Honor of John W. Saunders Short Insurance Associates, Ltd. John E. Sim In Honor of Harold D. Slemp In Honor of Ralph Snead Southern Insurance Co. of Virginia In Honor of Thomas L. Stalnaker Stephens City Insurance Agency In Honor of Oliver H. Stoneburner Towne Insurance William H. Talley & Son W.T. Chapin, Inc. (Newport News) W.T. Chapin, Inc. (Poquoson) In Honor of H. Ewing Wall In Honor of Ben A. Wallerstein IIA of Northern VA IIAV Young Agents–2005-2006 Insurance Professionals of the VA Peninsula, Inc.

Independence isn’t easy You could have sold the agency, but you didn’t. Success rests squarely on your shoulders and the path forward isn’t always clear. Independence means freedom, but it also means responsibility. It is about staying true to the commitments you’ve made - to your clients, your colleagues, your community, and your family. Keystone is for people who believe that powerful partnerships generate prosperity. Our mission remains unchanged: to provide access to the expertise, resources, and relationships that sustain independent insurance agencies over the long haul. Keystone. Independence works better together.

Contact Cheryl Brooks for more information: 570.473.2840 cbrooks@keystoneinsgrp.com keystoneinsgrp.com

GET YOUR DESIGNATIONS WITH IIAV IIAV currently offers seven designations. More information on each designation is listed here. Now is a great time to boost your career by getting a designation! Log on to our website at www.iiav.com/education to get a full list of classes and a full description of each designation. AAI Accredited Advisor in Insurance • No annual dues • No annual update • Increased commissions • Improve your insurance knowledge • Avoid E&O claims • Earn C.E. Credit AAI-M Accredited Advisor in Insurance Management • Complete just one more course in the AAI sequence • Learn new leadership skills • Gain competitive advantage and maintain strong relationships with clients • Obtain skills to improve agency financial results ACSR Accredited Customer Service Representative • No annual dues • No mandatory update • Increased product knowledge • Enhanced productivity and confidence • High levels of professionalism and customer service AFIS Agribusiness and Farm Insurance Specialist • Increase knowledge in agribusiness and farm insurance and risk management • Better understand the clients’ needs • Entitles certified to various discounts on conferences, webinars, and online courses • Provides access to fellow industry experts

AIAM Associate in Insurance Account Management • Designed for experienced CSRs • Focus on conflict resolution, time management, and relationships in the insurance industry • Skills to apply information on a day-to-day basis • Learn from others successes and failures AISM Associate in Insurance Supervisory Management • The program covers the transition to supervisor • Improves communication, motivation, teamwork, leadership skills • Skills to coach and understand others • Use your knowledge immediately CRIS Construction Risk and Insurance Specialist • Credibility and more sales • Arrange superior insurance programs • Career advancement • Agent/Broker directory listing MLIS Management Liability Insurance Specialist • Specialized expertise in the fundamentals of professional liability insurance • Understanding of the complexities of D&O, EPL, fiduciary, and many other professional liability risks and how to insure them • More sales • Avoid E&O claims

IIAV Welcomes New Staff Members We are pleased to announce that Ally Barbour, Melanie Miller, and Jennifer Riley have joined the IIAV staff. Ally Barbour is the new Communications/Media Manager; she will be coordinating all print and electronic communication within the organization. Ally will be responsible for the development and delivery of comprehensive social media outreach and marketing programs, as well as for the graphics and design. She comes to IIAV as a recent graduate of Virginia Commonwealth University. Ally is looking forward to professional development within IIAV and learning more about the industry. Outside of work she loves watching and attending sporting events as well as concerts, spending time with friends and family, and relaxing near the water.

THE BIG “I” VIRGINIA • Spring 2017

Melanie Miller joins IIAV’s insurance division (VFSC) working as an Insurance Account Manager. Melanie will work with Bonnie Warren servicing professional liability, cyber liability, Commercial Umbrella and EPLI business. She has multi-faceted experience spanning two decades in this industry. She has served in roles from underwriting niche insurance products to forms implementation, software configuration and process improvement. She has been a licensed Property & Casualty insurance agent for over 16 years. Melanie enjoys learning and helping others learn and fulfill their goals within this industry. She is pursuing the Chartered Property Casualty Underwriter designation. When she isn’t writing insurance or pursuing her educational goals, Melanie enjoys spending time with her husband, step-daughter, pets, catching up with friends and family, camping, hiking, reading and crafts. Jennifer Riley is the new Member Services Assistant. She will be assisting with education, membership services, and administration, as well as other areas. Jennifer comes from a long background of media sales and production, fundraising, tradeshow coordination, and hospitality sales. She is a graduate of Mary Baldwin University with a BA in Communications/Broadcasting. Jennifer looks forward to learning all about IIAV and assisting its members. In her spare time, she is a fill in host for a writer’s show for Virginia Voice and supports the local film community by acting in local tv/productions and volunteering. She is fond of traveling, cycling, and spending time with her husband, family, and friends.

Come Grow with Us!

25% Avg Annual Rate of Direct Written Premium Growth (2010 - 2015)

You don’t triple in size in five years without satisfied agents!

Berkshire Hathaway

GUARD

Insurance Companies

We’re the quote you could come up against, so why not join us? Go to www.guard.com/apply

We now feature more lines of business in most states (including a One-Stop Insurance Shopping solution via BizGUARD Plus).

We are a stable open market for your commercial Property & Casualty accounts that provides the qualities you seek: Competitive Pricing • Unique Coverage Extensions • Excellent Commission Potential • Broad Underwriting Appetite • Easy Submission Process • Superior Customer Service Visit www.guard.com for product availability in specific states.

Spring 2017 • THE BIG “I” VIRGINIA

IRS, States and Tax Industry Renew Alert about Form W-2 Scam Targeting Payroll, Human Resource Departments The Internal Revenue Service, state tax agencies and the tax industry recently renewed their warning about an email scam that uses a corporate officer’s name to request employee Forms W-2 from company payroll or human resources departments. The IRS has received new notifications that the email scam is making its way across the nation for a second time. The IRS urges company payroll officials to double check any executive-level or unusual requests for lists of Forms W-2 or Social Security number. The W-2 scam first appeared last year. Cybercriminals tricked payroll and human resource officials into disclosing employee names, SSNs, and income information. The thieves then attempted to file fraudulent tax returns for tax refunds. This phishing variation is known as a “spoofing” email. It will contain, for example, the actual name of the company’s chief executive officer. In this variation, the “CEO” sends an email to a company payroll office or human resource employee and requests a list of employees and information including SSNs.

The following are some of the details that may be contained in the emails: • Kindly send me the individual 2016 W-2 (PDF) and earnings summary of all W-2 of our company staff for a quick review. • Can you send me the updated list of employees with full details (Name, Social Security Number, Date of Birth, Home Address, Salary). •

I want you to send me the list of W-2 copy of employees wage and tax statement for 2016; I need them in PDF file type; you can send it as an attachment. Kindly prepare the lists and email them to me asap.

Working together in the Security Summit, the IRS, states and tax industry have made progress in their fight against tax-related identity theft; cybercriminals are using more sophisticated tactics to try to steal even more data that will allow them to impersonate taxpayers. The Security Summit supports a national taxpayer awareness campaign called “Taxes. Security. Together.” and a national tax professional awareness effort called “Protect Your Clients; Protect Yourself.” These campaigns offer simple tips that can help make data more secure.

THE BIG “I” VIRGINIA • Spring 2017

DON’T JUST COMPETE. CRUSH.

THERE’S WINNING. AND THEN THERE’S WINNING BIG.

When it comes to selling your

business, you have many options. But not all will give you the same results. Hilb Group has joined Inc.’s 500 and become a Top 100 US Insurance Agency by acquiring the strongest players in the market, then collaborating with them to drive organic growth. We build on your firm’s foundation by providing strategies and resources to achieve new heights of success. When you join Hilb Group, you become a partner in our success. You continue to contribute until you’re ready to move on. And the business you built continues to grow and be nurtured, allowing your team to continue its success. It’s more than a win-win. It’s a crush-crush.

hilbgroup.com

WANT TO START A CONVERSATION? Contact Bob Hilb, CEO, at rhilb@hilbgroup.com or (804) 414-6505.

insur EXPO17

BEST PRACTICES FOR AGENCY ACHIEVEMENT April 24–25, 2017 • Richmond Marriott Downtown Smart Agency Management | Effects of Emerging Technology | Social Media & Customer Engagement | Creating an Insurance Brand The insurEXPO17 is a fast-paced, 24-hour event offering maximized learning and networking while minimizing your time away from the office. This premier event allows you to find markets for your agency and cultivate new and existing relationships with a wide range of insurance companies and vendors. In addition to “can’t miss” General Sessions, insurEXPO17 will feature your choice of breakout sessions with valuable information to take back to your agency. This event is beneficial to all agencies – captive or independent. All employees are encouraged to attend including principals, producers, and account managers.

SCHEDULE Monday, April 24 10:00 am – 5:30 pm 10:30 am – 11:45 am

12:00 pm 2:00 pm

4:00 pm – 6:30 pm 7:00 pm

Registration Open WELCOME & OPENING SESSION “The Road to the Future is Paved in Gold...IF...” Chris Burand, Burand & Associates Opportunities for independent agencies are greater today than ever before IF agency owners accept this reality: that smart agency management is crucial to achieving that success. Networking Lunch with EXHIBIT HALL GRAND OPENING BREAKOUT SESSIONS (Exhibit Hall Closed) “Deep Dive in Best Growth Strategies” Chris Burand “Harness Your Network to Engage Prospects” Peter Van Aartrijk, President & CEO, Aartrijk Networking Reception with Exhibitors After Hours Networking – Enjoy Downtown Richmond’s Renowned Restaurant Scene

Tuesday, April 25 7:00 am – 1:00 pm 7:30 am – 8:30 am 8:30 am – 10:00 am

10:00 am – 11:30 am 11:30 am – 1:00 pm

Registration Open Networking Breakfast with Exhibitors BREAKOUT SESSIONS (Exhibit Hall Closed) “Case Studies in Ownership Transition” Dave Tralka, President, InsurBANC “Creating the Effective Sales Team” Dr. Wayne Slough, VCU Professor of Marketing “Creating Your Insurance Brand” Peter Van Aartrijk, President & CEO, Aartrijk Networking with Exhibitors (Including prize giveaways) CLOSING KEYNOTE “Understanding How Emerging Technology Has Affected Insurance Fraud — And How The Industry Can Fight Back” Douglas Osborne, CFE, CIFI, FCLS In our ever changing world of technology, fraud is still as prevalent today as it was when we lived without it. Learn how new technology is being used to battle fraud.

EVENT & EXHIBITOR INFORMATION AT IIAV.COM/INSUREXPO SEE WHICH COMPANIES ARE ATTENDING INSUREXPO17. A FEW BOOTHS REMAIN – RESERVE YOURS TODAY! 30

THE BIG “I” VIRGINIA • Spring 2017

Spring 2017 • THE BIG “I” VIRGINIA

THE BIG “I” VIRGINIA • Spring 2017

Meeting my customers where they work. Crafting each policy to meet different needs. Partnering with Builders Mutual insurance.

Thatâ&#x20AC;&#x2122;s how I get the job done right. BuildersMutual.com

THE BIG “I” VIRGINIA • Spring 2017

Spring 2017 • THE BIG “I” VIRGINIA

THE BIG “I” VIRGINIA • Spring 2017

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

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

www.PennNationalInsurance.com Visit our website to find out more.

THE BIG “I” VIRGINIA • Spring 2017

Spring 2017 • THE BIG “I” VIRGINIA

Presents

BOWLING NIGHT

Thurs. March 23rd Uptown Alley // 6101 Brad McNeer Pkwy Midlothian, VA 23112 Includes: 2 hours of bowling, 2 drink tickets, and appetizers IIAV Members- $32 // Non-members- $64// Student- $16 HOSTED BY YOUNG AGENTS, ALL ARE WELCOME! 40

THE BIG “I” VIRGINIA • Spring 2017

BE THERE WHEN IT COUNTS When disaster strikes, everyone needs a hero. Restoring a way of life for your policyholder makes you a hero in their eyes. Provide a complete property solution to your policyholders â&#x20AC;&#x201C; when they need you the most. Contractor Connection â&#x20AC;&#x201C; The claims solution for residential and commercial damaged property, whether during a disaster or day-to-day property claims.

GENERAL CONTRACTOR AND EMERGENCY SERVICES A leading provider of policyholder satisfaction | Servicing U.S. & Canada | 5,000 Contractors 24/7/365 | contractorconnection.com | 800.690.0174

SATURDAY, MAY 6, 2017 STONY POINT FASHION PARK RICHMOND, VA

REGISTRATION BEGINS AT 8:30AM Walk For Wishes® celebrates the many wishes that have already been granted, while raising funds for future wishes. It is a family-friendly event powered by wish families, volunteers, donors and friends. Funds raised from this event will help grant wishes for local children who are battling life-threatening medical

IIAV's Young Agents are organizing a team for this year's walk! If you are interested in joining IIAV please contact Carter Lyons at clyons@iiav.com You can register to walk with Make-A-Wish Greater Virginia and the Central Virginia community at va.wish.org/walkforwishes. Please contact Mackenzie Rhodes at mrhodes@va.wish.org with any questions.

THE BIG “I” VIRGINIA • Spring 2017

conditions.

YOUNG AGENTS CONFERENCE 2017

OCTOBER 11‐13, 2017 NORFOLK WATERSIDE MARRIOTT HOTEL & CONVENTION CENTER

Spring 2017 • THE BIG “I” VIRGINIA

G N I M O C P U S T N E EV AUGUST 17TH 6:00-8:00PM

YOUNG AGENTS HOST ALL SOCIALS BUT EVENTS ARE NOT EXCLUSIVE TO YOUNG AGENT MEMBERS, ANYONE IS WELCOME! PLEASE VISIT OUR WEBSITE TO REGISTER, REGISTRATION IS FREE, ALL VENUES WILL NEED A HEADCOUNT FOR EACH EVENT.

JULY 20TH 5:30-7:30PM NOVEMBER TBD

JUNE 22ND 5:30-7:30PM

AUGUST 24TH 5:30-7:30PM

MAY 4TH 5:30-7:30PM

JULY 13TH 5:30-7:30PM NOVEMBER 2ND 5:30-7:30PM

JUNE 8TH 6:00-8:00PM

THE BIG “I” VIRGINIA • Spring 2017

Provide more than protection Provide than protection for your more clients. Offer them the for yourvalue clients. Offer them the added of EMC’s no-fee added value of EMC’s no-fee loss control services, which loss services, couldcontrol help reduce thewhich cost of could help reduce their insurance. It’sthe justcost oneofof their insurance. It’s just one of the many reasons policyholders ® the many reasons Count on EMC . policyholders ® Count on EMC . JIM JANAK JIM JANAK Risk Improvement Manager Risk Manager EMCImprovement Charlotte Branch EMC Charlotte Branch

REDUCING REDUCING LOSSES LOSSES ADDS ADDS

VALUE VALUE FOR FOR CLIENTS. CLIENTS. CHARLOTTE BRANCH OFFICE CHARLOTTE BRANCH OFFICE Phone: 800-333-3622 | Home Office: Des Moines, IA

Phone: 800-333-3622 | Home Office: Des Moines, IA

www.emcins.com www.emcins.com Spring 2017 • THE BIG “I” VIRGINIA 45 ©Copyright Employers Mutual Casualty Company 2017. All rights reserved. ©Copyright Employers Mutual Casualty Company 2017. All rights reserved.

Featured Continuing Education Classes

For full list of classes, dates, and locations, please visit www.iiav.com/education • Drones: What Are They and Are They Covered By Insurance? | $15/$30 o Location: Webinar o Event Time:4/6/2017 11:15AM - 12:15PM o CE Units:1 OGI • Traps and Tricks of Commercial Property | $30/$50 o Location: Webinar o Event Time:4/20/2017 9:30AM - 11:30AM o CE Units:2 P&C • Vacancy: The New Four Letter Word for Commercial Landlords | $15/$30 o Location: Webinar o Event Time: 5/12/2017 9:30AM - 10:30AM o CE Units: 1 P&C • Homeowners Two in One - Liquor & Divorce | $15/$30 o Location: Webinar o Event Time: 5/23/2017 9:30AM - 10:30AM o CE Units: 1 P&C • ACSR Mod 5: Account Management and Professional Development, Part 1 & 2 | $105/$135 o **Only offered once** o Location: Webinar o Event Time: 5/3/2017 9:00AM - 5/04/2017 12:00PM o License(s): ACSR o CE Units: N/A • The Guy In the Bar Is Back - ABEN Webcast o Location: ABEN Webcast o Event Time: 6/6/2017 9:00AM - 12:00PM o CE Units: 3 OGI

THE BIG “I” VIRGINIA • Spring 2017

PERSONAL LINES WEEK JUNE 12-16, 2017 - ALL CLASSES OFFERED AT MEMBER PRICING MONDAY • Personal Lines Week - ACSR Mod 1: Homeowners Insurance | $105 o Location: IIAV - 8600 Mayland Dr, Richmond, VA 23294 o Event Time: 6/12/2017 9:00AM - 4:00PM o License(s): ACSR o CE Units: 6 P&C TUESDAY • Personal Lines Week - ACSR Mod 2: Personal Auto Insurance | $105 o Location: IIAV - 8600 Mayland Dr, Richmond, VA 23294 o Event Time: 6/13/2017 9:00AM - 4:00PM o License(s): ACSR o CE Units: 6 P&C • Annuity Basics and Where They Fit - ABEN Webcast o Location: ABEN Webcast o Event Time: 6/13/2017 12:00PM - 1:00PM o CE Units:1 L&H • Estate Planning Techniques-Options & Opportunities - ABEN Webcast o Location: ABEN Webcast o Event Time: 6/13/2017 1:00PM - 3:00PM o CE Units: 3 L&H

WEDNESDAY

THURSDAY

• Personal Lines Week - The Sharing Economy: Opportunity or Threat? | $15 o Location: IIAV - 8600 Mayland Dr, Richmond, VA 23294 o Event Time: 6/14/2017 11:00AM - 12:00PM o License(s): Ethics o CE Units:1 Ethics

• Personal Lines Week - ACSR Mod 3: Personal Lines Related Coverage | $105 o Location: IIAV - 8600 Mayland Dr, Richmond, VA 23294 o Event Time: 6/15/2017 9:00AM - 4:00PM o License(s): ACSR o CE Units: 6 P&C

• Personal Lines Week - Flood Insurance Basics - FEMA Approved | $45 o Location: IIAV - 8600 Mayland Dr, Richmond, VA 23294 o Event Time: 6/14/2017 1:00PM - 4:00PM o CE Units: 3 L&R

• Business Income: Beyond the Basics - ABEN Webcast o Location: ABEN Webcast o Event Time: 6/15/2017 1:00PM - 4:00PM o CE Units: 3 P&C

• ACSR 4: Agency E&O, Part 1 - ABEN Webcast o Location: ABEN Webcast o Event Time: 6/14/2017 2:00PM - 4:00PM o License(s): ACSR o CE Units: 2 OGI

FRIDAY • Personal Lines Week - ACSR Mod 4: Agency Errors & Omissions | $105 o Location: IIAV - 8600 Mayland Dr, Richmond, VA 23294 o Event Time: 6/16/2017 9:00AM - 4:00PM o License(s): ACSR o CE Units: 6 OGI

Visit www.iiav.com/education

Spring 2017 • THE BIG “I” VIRGINIA

COME GROW WITH US WE’RE BUILDING EXCLUSIVE INDEPENDENT AGENT RELATIONSHIPS IN VIRGINIA. • We’re dedicated to Ease of Doing Business®, including an efficient underwriting and quoting process. • When it comes to our home, auto, life and commercial insurance products, we’re looking at the entire customer lifecycle to meet their current and future needs. • Our experienced claims team is ready to help at the moment of truth.

YOU & GRANGE: COMMITTED. CONNECTED. PARTNERS. Contact Katherine Ethridge to learn more: EthridgeK@grangeinsurance.com grangeinsurance.com/introduction Grange Insurance Corporate Headquarters • Columbus, Ohio