GMA December 2015 by VIAA

GREEN MOUNTAIN AGENT A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION

December 2015

Green Mountain Agent is a publication of

In This Issue: December 2015

600 Blair Park Road Suite 100 Williston, VT 05495 Phone: 802-229-5884 Fax: 802-876-7912 www.viaa.org VIAA Officers President Daniel Lussier Vice President Peter Richards Secretary/Treasurer Erin Odell IIABA & PIA State National Director Ron Bixby

Directors

4 Message from the President

Features 6 VIAA Young Agents News Brief 6 VIAA’s Holiday Hours 9 From the VT Department of Financial Regulation 14 Sales Success: Sales is Rigged in Favor of the Hard Workers and Self-Disciplined

News 22 Vermont Mutual 23 Hickock & Boardman

Chip Ams Alan Kinney Paul Plunkett

Staff Executive Director Mary Eversole meversole@viaa.org

GMA Publication Design Thorin Markison thorinmarkison.com

Are you trying to reach Vermont’s Independent agent’s? Do you have a great ad that represents your company and have nowhere to place it? Are you looking to hire? Place your ad in VIAA’s monthly publication and have the opportunity to advertise and market to Vermont’s Independent Agents.

Questions on how to place an ad? Contact Mary Eversole at meversole@viaa.org for placement options and advertising rates.

Vermont Insurance Agents Association ATTN: Advertising/ PO Box 1387/ Montpelier, VT 05601

Message from the President

Holiday Cheer and a Happy New Year We won’t pick a person of the year for our cover like other magazines do. There are far too many people that help VIAA run— our members, company partners, carrier partners and sister associations. It would not be possible to choose just one. Although, I’ve been president for a few short months it’s been a busy year at the association. Some of our biggest changes include a new operating model and moving. The New Year brings great excitement with opening of our state of the art education center in February and the continued growth of our phenomenal Young Agents Committee. There is no better time to express our appreciation for your loyalty and support. We wish everyone all the joys of the holiday season and a prosperous New Year.

Dan Lussier, VIAA President

We are now located at 600 Blair Park Road, Suite 100, Williston, Vermont 05495 Our phone number remains the same: 802•229•5884 Our fax number has changed: 802•876•7912

Mailing & Office Address: 600 Blair Park Road, Suite 100, Williston, Vermont 05495 Phone: 802.229.5884|Fax: 802.876.7912

VIAA Young Agents News Brief Vermont Young Agents Elect New Leadership Congratulations to the new leadership of the Vermont Young Agents Committee Kerri O’Connor, Noyle Johnson Group, Chair Brady Hecht, Patriot Insurance, Co-Chair

Aislyn Vaughn, NFP P&C, Inc., Secretary

Michael O’Leary, Kinney Pike Insurance, Treasurer

Next YAC Meeting February 18, 2016, Noon, Vermont Mutual, 89 State Street, Montpelier Lunch sponsored by Vermont Mutual Insurance Group RSVP Kerri O’Connor koconnor@nwjinsurance.com

VIAA’s Holiday Hours

We will be closed on the following days: Thursday, December 24 Friday, December 25

Thursday, December 31

Friday, January 1, 2016 6

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From the VT Department of Financial Regulation Season’s greetings from the Department of Financial Regulation Insurance Division (DFR). It’s been about six months since you last heard from me in the GMA, so I thought now would be a good time for another update. You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division. This time I’d like to focus on DFR’s activities and involvement in the National Association of Insurance Commissioners (NAIC), starting with a quick primer on the organization. In my view, the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector. Unlike other financial industries like banking and securities, there is no federal level insurance regulator. Without a doubt, the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators. It is through the NAIC that we have met that challenge, and have done so with an impressive track record. While the 2008 financial crisis wreaked havoc on the banking sector, insurance companies and the state based regulatory system showed incredible resilience. In fact, the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating. The NAIC is not a regulator, but a non-profit organization of the 50 states, the District of Columbia, and five U.S. territories. It helps coordinate the activities and legal framework of all of these 56 jurisdictions. Regulators from across the country meet three times annually, along with industry and consumer group representatives to discuss emerging issues and how best to respond to them. The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance. These model laws go

through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners). One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program, which focuses on ensuring each state has adequate oversight and enforcement powers Kaj Samsom regarding solvency VT DFR Deputy regulation of its domestic Commissioner, insurers. At least every Insurance Division five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis, examination, licensing and transactional review. DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington, DC, the Accreditation committee voted to renew Vermont’s accreditation for a full five years. So what else goes on at these meetings? Much of the work takes place at the committee level; there are more than 100 committees, working groups, task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators. Vermont takes a leadership role in many of these committees. Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards. Additionally, the Commissioner has been very active in representing the U.S. statebased system in international forums such as the IAIS (International Association of Insurance Supervisors). Our Deputy Commissioner of the Captive Insurance Division, David Provost, 9

is active on many captive insurance, RRG and reinsurance committees. I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017. Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting, analysis and examinations of U.S. insurance companies. Chris Rouleau, our market conduct director, participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities. In addition to the specific committee work we are directly involved in or leading, we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues. For instance, at the fall meeting in November, I attended a public hearing related to the use of “big data” in automobile insurance pricing. At that hearing I heard the views of consumer groups and industry representatives, as well as insight on how regulators in other states are navigating these issues. This allows me to come back to Vermont with an informed and balanced view of emerging topics, and ensure that when Vermont takes a regulatory position, we do so with all of the best information available. While this write-up really just scratches the surface of what goes on at the NAIC, I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry. If you are thirsty for more, I encourage you to visit the NAIC website (NAIC.org) and browse the “Committees & Activities” tab. There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into. I should also note that NAIC activities expand beyond services to regulators. For instance, 10

they also produce consumer outreach and education materials which can be found at www.insureuonline.org. Additionally, the NAIC maintains the Center for Insurance Policy & Research, which is a great resource for all stakeholders in the insurance industry, providing topical white-papers and research on key insurance issues. As always, don’t hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC. Thanks for your time and have a safe and happy holiday! Kaj Samsom

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Perpetuate the Industry? Check.

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Sales Success with John Chapin Sales, like America, is Rigged in Favor of the Hard Workers and Self-Disciplined Lately I’ve heard several politicians saying that America is rigged so that only the rich can win. They’re dead wrong. America is still rigged for the people who are willing to roll up their sleeves, work extremely hard, and sacrifice short-term pleasure today for long-term gain tomorrow. It’s rigged for those willing to stick a hand out to help others versus those looking for a handout. In the largest economy ever created on the planet, America is still the land of opportunity. And life will still pay whatever price you ask, but it’s not just going to hand you the prize without you earning it, without you deserving it. Yes, America is still a do-itto-yourself and for-yourself proposition. Sales mirrors America in this way. If you’re willing to work hard, stay disciplined, and do what needs to be done every day, whether you feel like it or not, you can be extremely successful in sales. All of that said, it will be helpful to keep the following sales rules in mind. Three Sales Success Rules to Remember Rule #1: You can’t shortcut your way to success.

I recently saw a quote someone created on social media that read, “You say you work 40 hours a week? Yes, I remember my first parttime job too.” If you’re looking for a 9 to 5 job or an easy way to make money, don’t get into sales. Sales is the lowest paying easy work and the highest paying hard work, and to be successful, you simply have to put in the hours. There is no magic bullet or secret that will make you a superstar overnight. While you want to work smart in addition to hard, in the beginning, when you are just figuring things out, hard work and long hours are required. Especially when you are just starting out in sales, or if you are struggling, your objective is to be the hardest working salesperson in the organization. When I was failing miserably early 16

in my career, what kept me around was the fact that I was the first one in the office, the last one out, and when they pulled the Tels Report, which kept track of phone calls, I was always number one on the list. Whenever I have a new salesperson struggling, I look for two things: attitude and activity. Are they persistent? Are they still getting out there and swinging away with their chin up? Are they coachable and continuing to learn from their mistakes? Finally, are they going above and beyond in terms of effort? Are they outworking everyone else to learn the business and make the calls? Rule #2: You can’t cheap your way to success. To be successful in sales is going to require a large investment of time, effort, energy and yes, even money. You’re going to have to invest in books, audio and video programs, seminars, and other learning tools. You need to have your own personal library of educational and motivational materials. You also need to invest in the tools of your trade and other items. I remember borrowing money from my parents to buy clothes, a couple of nice pens, and office supplies so I could look the part of a successful stockbroker. I also borrowed money from them for several educational and motivational programs. This was extremely difficult for me to do. It shook my confidence and dented my ego but I had to do it if I was going to make it. Most top salespeople have a similar story about borrowing money from a friend or family member, maxing out a credit card, or taking some other huge risk when they were just starting out. Winners are always willing to place a bet on themselves. The truth is, if you are not investing in yourself, you’re not serious about your career and you’re not committed to success. After I do a speaking engagement or training, the first people who

approach me about investing in my book, CDs, and other items are the most successful people. They have an abundance mentality and they know that even one new idea will more than cover their investment. On the other hand, I also run into the struggling salespeople with a scarcity mentality. I once had a new salesperson come up to me and say, “I don’t have $40 for your sales book. Can I just pick your brain and learn what I need to know to make it in sales?” That’s someone with no commitment looking for something for nothing. I can’t help that person because he won’t help himself.

John Chapin is a sales and motivational speaker and trainer. For his free newsletter, or if you would like him to speak at your next event, go to: www.completeselling.com John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. For permission to reprint, e-mail: johnchapin@completeselling.com

Rule #3: You can’t cheat your way to success. I’ve seen people who walk in the gray areas and justify cutting a few corners to make more money faster. I’ve also seen the people who overtly lie and misrepresent their product to make some quick sales. While the first scenario isn’t as bad as the second, both of these are an attempt to “cheat” the system and bring success more quickly. And while you may make some short-term sales, and perhaps even appear to be successful to others, both of these scenarios always end badly in the long run. The only way to sell is with complete honesty and integrity. Yes, following the rules and doing things the right way may take longer and be harder, but at the end of the day, your character and reputation will still be intact and you’ll still be able to look at yourself in the mirror. In the end, any short-term gain by cheating the system will always lead to long-term pain and a shortened career. The tried-and-true path to long-term sales success is one of honesty, integrity, and ethics.

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Company News Vermont Athletics and Learfield Sports’ Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group. The relationship calls for the company to be an official partner of Vermont Athletics, marking a first-of-its-kind between the two parties. It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse. Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnership. “As Vermont’s oldest insurance company, we’re proud to partner with UVM, one of the state’s oldest higher education institutions,” said Vermont Mutual Insurance President and CEO Daniel C. Bridge. “We’ve been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability, so it seemed like a great match to enter into a sponsorship agreement with UVM, an institution that also enjoys national recognition for their accomplishments both in and outside of the classroom.” Vermont Mutual has also become a Victory Club member, which provides resources to directly benefit the over 400 Catamount student-athletes. “We’re thrilled to have Vermont Mutual joining our group of corporate sponsors, especially since this is their first venture into collegiate athletic sponsorships” said University of Vermont Athletic Director Dr. Bob Corran. “We’re confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics, the Victory Club and Catamount student-athletes.”

Agency News Hickok & Boardman Welcomes New Business Client Advisor in St. Albans Office Hickok & Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St. Albans office. Parent will be instrumental in further developing the agency’s business in Franklin County and the surrounding areas. Born and raised in St. Albans, Parent brings a wide-range of experience in business, economic development and customer service to his home county. “We are excited about Corey joining our team. His passion for business and economic growth, combined with his dedication to the St. Albans community, fits well with our mission, which is to build long term relationships” said Scott Boardman, President. A BFA and St. Lawrence University graduate, Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center. He also serves in the Vermont House of Representatives. Parent resides in St. Albans and is an active youth football and hockey coach.

Corey Parent