GMA May 2018 by VIAA

GREEN MOUNTAIN AGENT VERMONT INSURANCE AGENTS ASSOCIATION | MAY 2018

Vermont Insurance Agents Association is a statewide trade association representing nearly 100 independent insurance agencies in Vermont, with more than 900 employees. VIAA member independent insurance agents represent more than one insurance company, and as a result, can offer clients a wider choice of auto, home, business, life and employee benefits.

Seasons May Change, But Our Commitment to the Independent Agent Channel Remains the Same...

ermont Mutual is proud to have served Vermont and the New England market through the longstanding partnership with our Independent Agents. It remains our privilege to work with the finest Independent Agencies in the industry … the only place you can buy a Vermont Mutual policy.

89 State Street, P.O. Box 188, Montpelier, VT 05601 | 800.451.5000 | VermontMutual.com 02

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Vermont Mutual is proud to sponsor the Vermont Insurance Agents Association’s new Education Center in Williston, Vermont.

Green Mountain Agent is a publication of

CONTENT MAY 2018

04 Letter from the President

600 Blair Park Road Suite 100 Williston, VT 05495 Phone: 802-229-5884 Fax: 802-876-7912 www.viaa.org VIAA Officers President Erin Odell Vice President Paul Plunkett Secretary/Treasurer Alan Kinney National Director Ron Bixby

08 Newsflash

10 Young Agents Committee News Brief

14 Feature: Knowledge

18 Feature: Sales & Marketing

20 E&O Corner

Directors

Chip Ams

Insurance Commentary

Daniel Rodliff Michael Barrett

Staff

30 Company News & In Memoriam

Executive Director Mary Eversole mary@viaa.org

GMA Publication Design LONDONmiddlebury londonmiddlebury.com

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LETTER FROM THE PRESIDENT MAY 2018

The talent gap in our industry is a constant topic of conversation among agency principals, hiring managers, human resources staff and VIAA. The Bureau of Labor Statistics (BLS) reports that nearly 200,000 positions in insurance will go unfilled this year. This is not a surprise with twenty-five percent of the insurance workforce scheduled to retire in 2018. Where do we go for new talent? A study by The Hartford shows that just four percent of millennials have interest in an insurance career. We believe one way to meet the demand for staff are â€œpretiringâ€? insurance professionals. A pre-tiree has a wealth of talent and skill with proven expertise that are ready to work. Maybe not in a traditional way, but they are ready to work just the same. These are engaged, interested and skilled workers eager to bring their knowledge back into the market in a support. Erin Odell, CIC VIAA President

Pre-tiree n. A vintage professional who has left the traditional workforce to phase into retirement in a work-at-home position and remain valued and engaged.

And they want to work from home. The VIAA member survey last year showed that thirty-three percent of our members have staff that telecommute. So, for many of us utilizing home based employees is not anything new. For others it will be a transition but this is a proven staffing solution for some. Other state associations give it rave reviews. To assist in this effort VIAA has entered into a partnership with WAHVE (Work At Home Vintage Experts) to provide our members a potential staffing solution and new member benefit. A thorough interviewing and skill assessment process ensures that an agency finds the right person with the right skills and knowledge to fill its needs. This is an exclusive member program and offered at a significant savings. There is more information in this issue about the program. Itâ€™s simple to get started just call 646.807.4372 or email pretirement@wahve.com. We hope this helps you in finding talent for your agency full time, part time or project basis.

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by the Independent Insurance Agents of South Carolina

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NEWSFLASH: NATIONWIDE IN TRANSITION Nationwide Will Fully Transition to Independent Agency Distribution Model by July 2020

Columbus, OH - As part of ongoing efforts to give agents the flexibility they need to grow and thrive, Nationwide is announcing its intention to shift entirely to an independent agency distribution model by July 1, 2020. The company is one of the largest carriers that currently sells products through both exclusive and independent agents.

Nationwide has been working to provide its exclusive agents with more flexibility and choice over the past several years. In moving to an independent model:

Approximately 2,000 existing agents who have been operating under the Nationwide brand will have the opportunity to transition to an independent agency model between now and July 1, 2020. The company already has relationships with more than 10,000 independent agents across the United States.

• Agents will be better able to attract and retain commercial lines business – a segment predominantly served by independent agents.

Positioning agents, members and Nationwide for long-term success

• Agent will receive control over succession planning and choice of what to do with policies at a future date.

“We don’t anticipate any changes for members. Agents will continue to serve members as they have in the past and still have access to Nationwide’s broad range of insurance and financial services products,” said Mark Berven, President & Chief Operating Officer of Nationwide Property & Casualty. “Nationwide is committed to offering members a distribution point that works best for them, while providing long-term growth opportunities for our agents.” Nationwide will continue to offer direct-toconsumer options for members who choose to do business online or over the phone. Benefits of moving to an independent model

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• Agents will maintain access to Nationwide’s breadth of products, while receiving more flexibility to use other carriers.

• Agents can access investment capital in their agencies over the long term and leverage it to drive growth.

• Agents will enhance their long-term viability by diversifying their revenue streams and offering their clients access to industry expertise through multiple carriers. •Agents’ ability to acquire and integrate independent agencies will be near seamless. Multiple options for consideration Exclusive agents will have several options to transition to an independent contract by July 1, 2020. As agents transition, they may continue to work as a Nationwide agent and operate as they do today. Once transitioned, agents will be able to broaden their partnerships and the products they offer.

“We’re sharing our plans with agents now so they can have as much time as possible to review their options and plan for the transition,” Berven added. “Market dynamics, customer preferences and increased desire by exclusive agents for more flexibility make now the opportune time to move to a fully independent model. It will create a win-win for our distribution partners, and ultimately, our members.” About Nationwide Nationwide, a Fortune 100 company based in Columbus, Ohio, is one of the largest and strongest diversified insurance and financial services organizations in the U.S. and is rated A+ by both A.M. Best and Standard & Poor’s. The company provides a full range of insurance and financial services, including auto, commercial, homeowners, farm and life insurance; public and private sector retirement plans, annuities and mutual funds; banking and mortgages; excess & surplus, specialty and surety; pet, motorcycle and boat insurance. For more information, visit www.nationwide.com.

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YOUNG AGENTS

NEWS BRIEF

YACS LEAD ADVOCACY EFFORTS ON CAPITOL HILL A team of VIAA YACS met with Vermont’s Congressional Delegation last month in Washington D.C: Senators Leahy and Sanders along with Representative Peter Welch. The team included National Director Ron Bixby, Aislyn Vaughn (Jamieson Insurance), Kody Lyon (NFP), Ian Sutherland (Hickok & Boardman), Liz Gavin (NFP), Eva Gavin, (South Burlington High School), Forrest Oberst (Liberty Mutual) and Executive Director Mary Eversole. The following issues were discussed: • Flood Insurance: reauthorize the NFIP before it expires on July 31, allow private flood insurance to satisfy NFIP’s continuous coverage and mandatory purchase requirements, and oppose cuts to agent commissions.

2012, Vermont has more than 7,300 farms producing on more than 1.25 million acres of farmland. • Of these farms, 97.5% are non-corporate farms owned by individuals, partners or families. • The top agricultural commodities produced in Vermont are dairy products, cattle and calves, maple products, and turkeys. Crop Insurance in Vermont • Over 73,000 acres of cropland were covered by

• Crop Insurance: support the Federal Crop Insurance Program and oppose a rate increase, a reduction in eligibility, or reduction of agent commissions. WHY CROP INSURANCE IS IMPORTANT FOR VERMONT Agriculture in Vermont • Agricultural production in Vermont contributes more than $940 million to the state’s economy. • As of the last USDA Census of Agriculture in 10

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insurance in Vermont in 2016, not including policies for livestock. • Almost $28 million in ag liability was protected by crop insurance in Vermont in 2016, including coverage for:

YOUNG AGENTS

NEWS BRIEF

o Pasture, Rangeland, and Forage,

o Livestock (through the Livestock Gross Margin or LGM policy), and o A variety of fruits and vegetables including 989 acres of apples. • There are 6 companies and approximately 45 agents licensed to sell crop insurance in Vermont. Additionally, numerous adjusters evaluate crop insurance claims in Vermont. Each of these sectors represent good-paying jobs in rural America and ensure top-notch service to Vermont’s 7,300 farms. • In 2016, more than $880,000 in indemnities were paid to Vermont farmers for losses they incurred above and beyond their deductibles, which are on average 25% of the value of the crop. Vermont farmers paid an estimated $1.3 million for this coverage. • Tax Reform: clarify the 20% deduction on income for pass through companies in the new tax cut to ensure that all insurance agencies can take advantage of the cuts. • Regulatory Reform: support significantly restricting the Federal Insurance Office. We also urged them to speed up the implementation of NARAB, which will make it easier for agencies to get licensed in multiple states. • Health Care: support the full repeal of the “Cadillac tax” S. 58/H.R. 173 and clarify that agent compensation is not part of the ACA medical loss ratio S. 2303/H.R. 4575 which limits agent commissions. W W W.V I A A .O R G

YOUNG AGENTS

NEWS BRIEF

We would like to thank VIAA Company Partners for their ongoing support of the YACS. We extend a special thank you to the following YAC Scholarship Fund donors. Our trip would not hav ebeen possible without their funding. Leadership Partner

Leadership Partner

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Leasing: A Seamless Customer Experience

But don’t take it from us. Listen to your peers. Agents Express Leasing is an effective solution to manage your clients needs with today’s best equipment technology. Jay Byrnes of Byrnes Agency experienced how easy our leasing solution is for his agency: “As a longtime member of the “Big I”, I always knew of InsurBanc and their commitment to the independent insurance agent. Recently we wanted to update the agency with a new computer network and desktops, so I turned to InsurBanc for leasing options.

Please visit our web site at www.insurbanc.com or contact one of our leasing professionals at 800.957.0858.

From start to finish I experienced firsthand how seamless it was to conduct business with them. We have a 35 person agency so to update everyone’s computers was a decent size upgrade. InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agency’s cash flow”. – Jay Byrnes ~ Byrnes Agency How it works: • Lease terms are 24, 36, 48 or 60 months with a minimum transaction of $5,000 • You are looking for 100% equipment financing, including certain soft costs such as software, shipping, installation and maintenance* • No down payments or advance payments are required • Monthly payments can be customized to meet your special business needs • You are looking for potential tax benefits associated with equipment financing**

We invite you to see for yourself. Contact us today for help preserving your cash flow with an equipment lease solution. These materials are for informational purposes only. The availability of any financing described herein is subject to approval of applicant’s credit, the equipment supplier and the equipment. *Soft costs are limited to 20% of the total amount financed. **Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options. Agents’ Express leasing is a program of De Lage Landen Financial Services, Inc., a third party not affiliated with InsurBanc, a Division of Connecticut Community Bank, N.A.

W W W.V I A A .O R G Member FDIC

KEEPING KNOWLEDGE AND EXPERIENCE ON THE JOB

KNOWLEDGE

by Sharon Emek, Ph.D.

Often, the exit of a key employee comes as a surprise. Where agencies need months to prepare for the transition, they’re often given mere weeks. How can an agency find the talent they need today to replace the decades of experience walking out the door? Fortunately for insurance firms, the answer is simple. Remote workers with the necessary experience are available, and they can be a smart, affordable, and productive alternative to hiring and training a new employee. How productive are remote workers? A study conducted by Stanford University professor Nicholas Bloom, graduate student James Liang and his company Ctrip (a Chinese travel website) revealed that the remote workers studied felt more productive and were more productive (by 13%) than their in-house counterparts. They were also working longer – 9.5% longer – than office-based employ-

Sharon Emek, Ph.D., CIC, is the CEO and founder of Work At Home Vintage Experts (WAHVE), an innovative contract staffing talent solution. WAHVE matches retiring insurance professionals leaving the regular workforce to insurance firms to meet their full- or part-time staffing needs. Insurance firms benefit by improving productivity and lowering costs. WAHVE’s unique qualifying process and technology platform match the right “pretirees” wherever they may live to the needs of insurance firms wherever they are located.

One of the largest issues companies face right now is brain drain – with over 70 million baby boomers retiring, their expertise, skills, and relationships are about to disappear. For insurance agencies, that loss could mean the difference between remaining competitive and losing business.

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ees. Not only that, employees working remotely were happier and less likely by half to leave their employer. For agencies and firms looking to supplement their workforce, the benefits of remote workers are multiple. Some of the benefits your firm can expect to acquire are: 1. Unlimited talent pool. Why limit your employee search to just your immediate area? The remote workforce is teeming with talent, and their experience could be your biggest asset. Your best employee could be 300 miles away. 2. Specialization. No matter where you’re located, you can source the exact

skills you need all within the remote workforce. Many remote workers are career veterans who are looking to supplement their retirement income. 3. Measurable results. In a distraction-free environment, your remote workers can produce at a level that exceeds expectations. Plus, results are easier to evaluate since your remote worker is communicating regularly. 4. Better communication. In fact, remote workers are more connected and less likely to miss your email or phone call due to other distractions. Because remote workers use chat, Skype and other online communication tools, you’re more likely to reach them quickly.

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A new staffing solution for insurance firms Find experienced staff today

“I WANTED YOU TO KNOW HOW AMAZING OUR WAHVE HAS BEEN. NOT ONLY IS SHE SMART AND QUICK AS A WHIP, SHE IS ALSO VERY SWEET AND WONDERFUL TO WORK WITH. SHE IS DETAILED AND THOROUGH WITH HER WORK. I AM SO VERY THANKFUL FOR OUR WAHVE AND ALL THAT SHE HAS DONE FOR US!” BAILEY M. BATTLE , KEEN BATTLE MEAD & COMPANY

Work At Home Vintage Experts (WAHVE) is an innovative contract staffing talent solution that matches retiring, experienced, trained and knowledgeable insurance professionals with insurance firms nationwide based on specific job needs. WAHVE delivers “pretiring” talent to fill most any insurance position and at a cost savings. Our screening and placing process provides a complete and effective solution to talent qualifying, hiring, and HR administration. We match the right vintage talent, wherever they may live, to the needs of our clients wherever they are located. With WAHVE, you can • • • •

Fill staffing needs when you can’t find the talent, whether part-time or full-time. Save on hiring, training, managing, overhead and turnover costs. Free up highly-paid staff for more time with clients and prospects. Generate operational efficiencies and drive growth.

Reaping the rewards from WAHVE Endorsed by IIABA state associations across the country

• • • • • •

Wahves are highly trained insurance professionals with 25+ years of experience. We match the best “pretiring” talent to fit your staffing needs. You interview them and choose the right person for the job. Your wahves are ready to go with minimal training. They are highly productive, have a great work ethic and are tech savvy. They are there for you for the long-term and on a dedicated basis.

Hire a wahve today

CALL: (646) 807-4372 EMAIL: pretirement@wahve.com LEARN MORE AT: www.wahve.com

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5. Fewer days lost. Remote workers are used to scheduling their work time, which means you get fully engaged workers who are ready to work when they turn on their monitors. 6. Mentoring potential. A remote worker with the experience you’re looking for can also be tapped for training and mentoring opportunities, transferring valuable knowledge, networking contacts, and on-the-job skills that help new employees become more productive more quickly. 7. No overhead. You’re not paying benefits, sick time, or disability with a remote worker. Remote talent is contracted help – not an employee. There’s no overhead, no onsite risks, and no training beyond simply familiarizing them with your systems and process. When looking for talented, experienced workers who can deliver beyond expectations, consider the benefits that a remote worker can bring to your company. Today’s remote workforce is brimming with skilled professionals who can help redefine what success is in your business.

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Get to know AmTrust. Discover what we cover at d19.amtrustinsurance.com AmTrust is AmTrust Financial Services, Inc., located at 59 Maiden Lane, New York, NY 10038. Coverages are provided by its property and casualty insurance company affiliates. In TX, coverage is provided by AmTrust Insurance Company of Kansas, Inc.; AmTrust International Underwriters Designated Activity Company; Associated Industries Insurance Company, Inc.; First Nonprofit Insurance Company; Milwaukee Casualty Insurance Company; Republic Underwriters Insurance Company; Republic-Vanguard Insurance Company; Security National Insurance Company; Southern County Mutual Insurance Company; Southern Insurance Company; Technology Insurance Company, Inc.; or Wesco Insurance Company. In WA, coverage is provided by AmTrust Insurance Company of Kansas, Inc.; AmTrust International Underwriters Designated Activity Company; Associated Industries Insurance Company, Inc.; Developers Surety and Indemnity Company; Milwaukee Casualty Insurance Company; Security National Insurance Company; or Wesco Insurance Company. Consult the applicable policy for specific terms, conditions, limits and exclusions to coverage.

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2/13/2018 11:21:42 AM

SALES & MARKETING

TRUSTEDCHOICE.COM: 245-PLUS YEARS OF INDUSTRY EXPERIENCE BEHIND YOU by Chip Bacciocco

Chip Bacciocco is CEO of TrustedChoice.com. If you were to visit the TrustedChoice.com offices—and by the way, you are welcome to do so any time you’re in Minneapolis or Milwaukee—I think you’d notice immediately that our small team has an outsized passion for what we do. From product owners and software architects to SEO strategists and content creators, our jobs may be varied. But our mission is shared: to build leading tools that position independent agents to lead the marketplace. That may sound lofty, but we have the right team and the right mindset to propel us forward. A Team of Insiders Alongside our passion, I believe what differentiates TrustedChoice.com is that our people not only have mastered their functional areas of expertise, but also really know insurance. For kicks, we added up our years of experience and discovered that our directorlevel folks alone boast 245 combined years working in the insurance industry. And that doesn’t even take into account everyone else on our team who also tips the insurance experience scale. Coincidently, 245 years ago was just about the time that Benjamin Franklin was organizing what would later become the nation’s first mutual insurance company. But history aside, my team’s collective experience before the road led them here is equally impressive. Some grew their early careers at startups back in the day, with solutions that are now household names in the industry, while others honed their skills everywhere from Blue Chips to family agencies. And their roles were as varied as the compa-

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nies they hale from. TrustedChoice.com staffers have worked as project managers, business analysts and underwriters at insurance companies, product trainers for insurance SaaS companies, producers for big and small brokerages, industry marketers and business development managers for InsurTech products, and just about every job as a member of a family agency. I’m confident that if you name it, someone on my team has likely been there and done that in the insurance arena. Our Work Matters But in addition to being knowledgeable about insurance, we really enjoy a good debate. Recently, a group of us got to debating why we think the work we do to support the independent agent channel is important. Take a look at some of the sentiments that came out of the conversation:

“The independent agent channel is missing the big online mothership—the place where consumers know they can go to easily find an independent agent. TrustedChoice.com is the voice that connects consumers to agents. By pooling our talent together with resources from all parts of the independent agent channel, we can beat the captives together.” —Nyssa Lieder, director of consumer marketing “The industry is evolving, and we’re bringing innovation to the channel in various ways—by educating and enabling consumers to choose an independent agent, through Agency Nation’s thought-provoking podcasts and articles for agents, and Agency Nation University courses that are inspiring young people to consider a career in the independent agent channel—Laurie Allen, director of sales “Independent agents are looking for the best ways to evolve. This includes getting started with digital marketing and understanding what that means to their agency many years from now—as well as how they can begin to build it with ease while still running their day-to-day business. What we do here checks every box they need to get started, in a clear-cut way.” —Cathy Deering, director of client success “I’m a big fan of voting with your wallet. When

“Everyone needs help with the things they’re not sure how to do.” - Joey Giangola, managing editor at Agency Nation people do business with a locally owned agency, money stays in the community—local agencies tend to do business with other local businesses, growing the local tax base and creating jobs where people live. I also feel fortunate to work for a company whose products benefit people’s lives. And best of all, I get to work with ridiculously talented marketers that are crazy passionate about what they do.” —Stacy Stevens, director of marketing communications “The point of publishing content on Agency Nation isn’t to ‘give agents free stuff.’ It’s to attract agents who care enough to do the work, to connect those agents with other agents, and to light a community on fire. Change makes people uncomfortable, but it’s also necessary. It’s an exciting time for all of us to create something better.” —Sydney Roe, director of brand engagement As you can see, we’re a diverse yet unified crew that believes passionately in what we do. As the leader of a team that’s future-focused, I’d be delighted to hear your ideas on what we can do to help you achieve success.

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O &

ER N R O C

DOCUMENTATION! by Curt Pearsall, CPCU, AIAF, CPIA

President – Pearsall Associates, Inc. and Consultant to the Utica National E&O Program “ Document. Document. Document.” Anyone that has gone to an errors and omissions (E&O) class in the last 20 years has heard this. Many of the E&O classes dedicate the major part of the session to this topic and rightfully so. Documentation is one of the foremost issues that agency staff need to focus on to truly minimize the potential for an E&O claim to occur. But what does, “document, document, document” really mean? Twenty years ago, it would probably have meant that when you have a conversation with a client (or a carrier, wholesaler, etc.), be sure that the agency file, whether paper or electronic, reflects the essence of that discussion. While that may have been adequate before the turn of the century, it no longer is. Sure, putting the essence of the discussion in the file is better than nothing, but today more is needed. One of the primary areas where documentation needs to be at a higher level is when clients are looking to delete some element of coverage or to reduce their limits. This scenario occurs often in most, if not all, agencies. Cost is certainly the main driver but the issue could also involve the client feeling that he or she is over-insured. When the client sends you an email or letter requesting a reduction of some type, this will typically serve as a strong defense for the agency if a problem occurs down the road and the client tries to allege that they never requested the reduction. In fact, many agencies will not reduce coverage without an official request from the client. An email is an acceptable form of communication since it is coming from a known address (email address) with a specific party signing the email. The potential for a problem is certainly much greater when the client request is made either during a face-to- face meeting or through a phone conversation. Let’s take the scenario of a client calling the agency to request a reduction of coverage. If the agency staff member were to simply note the conversation in the agency system, this is no longer adequate. If the client were to have a loss that was now not covered, he or she would allege that what is noted in the agency system is not accurate. This will come down to he said, she said, which you shouldn’t count on winning.

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What the agency staff member should do is either advise the client to put the request in writing or advise the client that you will be sending him or her an email or letter memorializing the discussion to ensure there are no misunderstandings. Client accountability should be a goal of every agency. The written communication should look something like: “ Per your request, we are deleting collision on your 2012 Toyota [effective date]. If this is not correct, please contact the agency immediately.” In regard to producers, when they are in a client’s business and the client requests a reduction, the producer should essentially follow the same approach. Either advise the client to send an email or the producer should send the client an email memorializing the discussion. Another approach for a producer is to advise the client to call the agency staff member that handles the account and provide that person with the request. If the request for a reduction is made, based on an agency proposal, it is highly suggested that the producer either verify or memorialize the request in writing back to the client or produce a revised proposal indicating the limits the client is agreeing to. Then have the client sign accepting the proposal as presented. There have been a number of E&O cases where the agency staff member was led to believe that he or she was being requested to reduce coverage and then made the request to the carrier for an endorsement. Without the proper documentation, after an uncovered loss occurred, the client took the position that he or she was only thinking about reducing coverage but did not remember officially making the request. In some of the cases, the client actually received a check from the carrier for the reduction. Who won the dispute? In most cases, the client. The bottom line is, the request should be in writing either from the client to the agency staff member or vice versa, essentially memorializing the request. Also, all agency staff members should have a signature line similar to what is used for voicemail, such as, “Please note, coverage cannot be bound or amended without written verification by an agency representative.”

Designations of Distinction In Vermont & New England

Click Here to Choose a Location Near You and Register Today!

The Certified Insurance Service Representative (CISR) designation program is a nationally recognized education program directed at a very particular job description in the agencyâ€”the customer service representative. CISR COURSES MAY BE TAKEN FOR CE CREDITS FOR THOSE NOT SEEKING THE DESIGNATION.

CISR Elite status now offers an even higher distinction for those eager to gain greater skills and knowledge of insurance service and sales.

The CIC Program is for agency and company personnel -- owners, producers, agents, account managers, brokers, underwriters, and marketing or claims personnel. Participants should be licensed agents, brokers, adjusters, or solicitors; or have at least two years of full-time experience in the insurance industry or as a risk management professional; or have served for at least two years as a full-time insurance faculty member at an accredited college or university. CIC COURSES MAY BE TAKEN FOR CE CREDITS FOR THOSE NOT SEEKING THE DESIGNATION. ATTENDANCE REQUIRED FOR ALL DAYS TO RECEIVE CREDIT FOR INDIVIDUAL CLASSES.

James K. Ruble Graduate Seminars are designed specifically for CIC Designees and feature a variety of topics along with real-life applications in a seminar that is designed to satisfy the CIC annual update requirement. YOU MUST BE A CIC OR CRM AND A DUES-PAYING MEMBER OF THE SOCIETY TO ATTEND A RUBLE SEMINAR.

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INSURTECHS, VENTURE CAPITALISTS, AND CRITICAL THINKING SKILLS

One of the premier insurance educators in America on form, coverage, and technical issues; Founder and director of the Big “I” Virtual University; Retired Assoc. VP of Education and Research from Independent Insurance Agents & Brokers of America. W W W.V I A A .O R G

I’ve blogged quite a bit about insurtech, big data, and similar hot topics of the day. You can search for those terms on my blog to read the articles. To be honest, much of what I have written about insurtech has not been complimentary…so why start now? Last week, I came across a Facebook discussion about yet another insurtech startup that apparently is exploring usage-based CGL coverage. The discussion was based on an article that included this: Besides the platform itself, the company has also designed an insurance policy of its own for contractors disinclined to sign up for year-long insurance policies that are typical on the market. “I’m able to now buy a policy that operates more like a subscription,” said Nitschke. “If I wanted to buy a three-month policy… I could do that.” At first glance, this might sound like a good thing for someone involved in a seasonal work activity. Several agents commented to that effect and if insurance professionals are impressed by such a model, you can imagine how logical and innovative (i.e., “disruptive”) this might sound to venture capitalists. Here is another article about the startup: Bunker, which launched in beta in 2016, has attracted notice because of the gaps its products could potentially fill in the marketplace. Last year, for instance, it launched “usage-based” liability insurance for independent contractors. Instead of having to buy a one-year policy that covers them for all of their business activities, they can purchase a three- or six-month policy for use on a particular job. Independent contractors can buy policies for a single engagement, several engagements or all of their engagements. “Let’s say for example if they are a management consultant working for Microsoft,” says Nitschke. He estimates the costs are about 20-30% less than buying traditional insurance. I don’t know anything about the details of their program and perhaps it’s brilliant and practical, but on the surface, there appear to be potential holes in this business model. For example: • What about products and completed operations? This exposure exists yearround, 24/7. Just because the job is over doesn’t mean that the exposure to claims and lawsuits ends. Any contractor performing work under contract is almost certainly going to have to meet insurance requirements that include P/CO coverage and you can’t do that with a policy that is only effective during the job or for a few months. • Another issue is that, if the rating basis is sales or payroll, the premium is based on that total amount whether incurred in 8-9 months or throughout the year…a dollar is a dollar. So, from that perspective, one could argue (somewhat nebulously) that the insured is actually getting 3-4 months of “free” insurance in an annual policy. • And, how many carriers are going to re-underwrite, re-rate, and re-issue policies multiple times a year? At least without wanting additional premium for those expenses? That conceivably could make the premium even higher than an annualized policy…plus, the agency would have to incur additional processing expenses as well for the same (or close to it) commission as a one-time-a-year renewal. Forget issuing certificates on every project…how about issuing new policies on every project! Who can afford to do that? And what happens if a job opportunity comes along on very short notice when a policy is not in place? These potential pitfalls remind me of uncovered claims I’ve written about with regard to auto suspension endorsements. I can’t help but wonder if this startup understands what they’re doing, or perhaps it’s me that doesn’t get it?

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You are Invited to our INSURANCE INDUSTRY MIXER May 24th, 2018 Join Insurance Professionals from across our region for an evening of networking.

Thursday May 24th, 2018 5:00 pm –8 pm Courtyard Burlington Harbor 25 Cherry Street, Burlington, VT 05401 Door Prizes, Appetizers, Cash Bar and 50-50 Raffle

Followed by an AFTER Party at Hotel Vermont hosted by: Gadue’s Dry Cleaning and GW Savage

Hosted by:

Please make checks payable to CVAIP.

RSVP by 5/15/2018

$15 in advance, $20 at the door Name

CVAIP or IAIP Member (Y/N)

Business Name Amount Enclosed Please mail check and registration form to: Rochelle Colvin, c/o Hickok & Boardman Insurance, PO Box 1064 Burlington, VT 05402 W W W.V I A A .O R G

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COMPANY & AGENCY NEWS

Vermont Agent Association Endorses Work At Home Vintage Experts 26 State Groups Now Offer Remote Staff Services to Members LAS VEGAS (April 13, 2018) – The Vermont Insurance Agents Association (VIAA), the largest professional independent insurance agents’ association in the state, has endorsed Work At Home Vintage Experts (WAHVE) to provide contract staffing services to its members. The endorsement means VIAA members can access WAHVE’s unique staffing services on a preferred basis. WAHVE is a contract staffing firm that brings insurance organizations and retiring professionals together across the country to meet their work needs. Carriers, MGAs and agencies get skilled talent to match their long- term, part-time or full-time requirements, while boomer professionals extend their careers working from home. “One of the top issues impacting insurance firms is the challenge of finding experienced and knowledgeable staff,” said VIAA Executive Director, Mary Eversole. “VIAA listened to our members and we are excited to partner with WAHVE, whose service is proven to be successful and a true value to them. We are confident this partnership will fill a need for our members and help solve the staffing challenge of finding the right person for the job.” Vermont is the 26th state agent association to endorse WAHVE Insurance, which now has hundreds of vintage professionals working remotely for insurance firms throughout the country. WAHVE places professionals for customer service, claims, underwriting and other vital insurance workflows for commercial and personal lines as well as employee benefits. “WAHVE’s proprietary in-depth candidate screening and matching process and tools are key in identifying the right fit for each firm’s needs”, said Bill Hunt, president and chief sales officer of WAHVE Insurance. “The ability for us to match specific skills with specific needs on a very granular level has resulted in an incredibly high success ratio,” he said. Insurance firms interested in working with WAHVE and obtaining more information are invited to visit wahve.com or contact Hunt at Bill.Hunt@WAHVE.com or 646.807.4372, ext. 3757. In addition to VIAA, agent associations in California, Connecticut, Delaware, Florida, Georgia, Illinois, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Nebraska, New Jersey, New York, North Carolina, Ohio, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Utah and Wyoming endorse WAHVE. All are affiliated with the Independent Insurance Agents and Brokers of America (Big “I”), except for Maryland, which is affiliated with National Association of Professional Insurance Agents (PIA); and Ohio and Colorado, which are affiliated with both Big “I” and PIA.

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Vermont Mutual Insurance Group holds 191st Annual Meeting in Montpelier, Vermont Recently Vermont Mutual Insurance Group® held its 191st Annual Meeting at its home office in Montpelier, VT. Over the course of 2017, Vermont Mutual Insurance Group increased its direct written premium by 7% to $464,285,033, grew policyholders’ surplus by more than 10% to $464,866,549 and was recognized as a top insurance company nationally for the ninth consecutive year. President and CEO Dan Bridge commented, “I am pleased with the accomplishments of the Group in 2017 as we continued to strengthen the Company by achieving consistent underwriting profits and superior policyholder surplus growth. In addition, our performance was again recognized by Ward Group as best-in-class on a national level and we again earned a Best Places to Work distinction in Vermont. Importantly, we distributed more than $300,000.00 to organizations in need through the Vermont Mutual Charitable Giving Fund.” Executive Vice President and COO, Mark McDonnell, remarked “It was another great year for Vermont Mutual.” McDonnell continued “Once again A.M. Best affirmed our financial strength rating of A+ Superior. We made significant progress on our operational and technology improvements and, thanks to the efforts of our entire Vermont Mutual team and the support from our Agency Partners, our policyholder retention remains very strong.” In addition to the election of company officers, several Directors were recognized for achieving specific milestones in their Board of Director service to Vermont Mutual including: Thomas J. Tierney (25 years), John D. Hashagen (30 years), George D. Milne (40 years) and William H. Brooks (45 years). The following officers were elected at this year’s annual meeting: Daniel C. Bridge, Chairman, President and Chief Executive Officer Mark J. McDonnell, Executive Vice President and Chief Operating Officer Richard N. Bland, Vice President, General Counsel and Secretary Susan L. Chicoine, Vice President Human Resources Joanne M. Currier, Vice President Information Technology Bryan Mjannes, Vice President Information Technology David N. DeLuca, Vice President Claims Brian C. Eagan, Vice President, Chief Financial Officer and Treasurer Shaun P.T. Farley, Vice President Marketing Terry J. Moore, Vice President Underwriting

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Acuity Named a Best Employer by Forbes

In collaboration with analytics firm Statista, Forbes asked 30,000 people working for U.S. employers to rate their willingness to recommend their own companies on a scale of 0 to 10. Respondents were also asked to name employers that stand out either negatively or positively within their industry. The top 300 mid-size employers—companies with 1,000 to 5,000 employees—are ranked on Forbes’ list. Employees who took part in the survey were not contacted through their employers but, rather, did so on their own through several online access channels. “We are especially proud of being named to the Forbes list because it is a direct result of input from our employees,” said Ben Salzmann, Acuity President and CEO. “This isn’t an award Acuity could decide to apply for—this recognition comes from people feeling so strongly about Acuity that they took the time to share their feelings on their own accord.” This latest recognition adds to Acuity’s ongoing recognition as a great workplace, including being named:

•

Employer of the Year - Insurance by the Stevie® Awards

• PayScale

A top five “Coolest Offices in the U.S.” from national consulting and software firm

•

One of the “15 Offices You’ll Wish You Worked In” by lovemoney.com

•

A top 50 “Companies That Care” by PEOPLE

• A FORTUNE “100 Best Companies to Work For,” including two times as a top three company “Everyone at Acuity can be proud of this recognition because everyone plays a vital role in building a great workplace,” said Joan Ravanelli Miller, Acuity General Counsel and Vice President Human Resources “We are all committed to being a great employer, not just within the insurance industry, but across all industries and for all our employees.” Acuity Insurance, headquartered in Sheboygan, Wisconsin, is a property and casualty insurer that is recognized as a top regional insurance carrier. Operating in 26 states, Acuity is trusted to protect over 100,000 businesses and over 450,000 homes and vehicles. Acuity generates nearly $1.4 billion in revenue through 1,000 independent agencies, manages over $4 billion in assets, and is rated A+ by both A.M. Best and Standard & Poor’s for financial strength. Acuity earns a 96% claims satisfaction rating from customers and maintains a reputation for innovative products and service excellence. Named the top employer in insurance, Acuity employs over 1,200 people. For more information on Acuity, visit the company’s website, Facebook page, Twitter account, YouTube channel, or LinkedIn account.

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The Richards Group Wins Best Employee Benefits Company The 2018 Best of Business Award winners have been announced by Vermont Business Magazine and The Richards Group has won as Best Employee Benefits Firm. This awards program celebrates the best Vermont companies in business-to-business categories. “We’re very proud to be named Vermont’s Best Employee Benefits Company,” said Tom Scull, Vice President of Employee Benefits at The Richards Group. “Many of the surveyed readers of VBM are clients and know first-hand how important employee benefits are to a company. To be named a stand- out business in our field of expertise, a business that provides best-class customer service, a business who is known for going above and beyond, and a team of experts who pay close attention to detail demonstrates our success. Congratulations to our team of employee benefits experts and thanks to our clients for the recognition.” The Richards Group’s Employee Benefits and Human Resources practice employs a ‘360 Degree’ strategy that focuses on employee benefits in the broadest sense of the phrase. We provide unique attention designed to meet each individual client’s needs and understand the challenges that HR leaders balance between maintaining a healthy workforce and fiscal responsibility. To that end, we provide clients with plan design and budgeting strategies, wellness expertise, leadership and training, robust technologies and compliance insights. We take a holistic approach to ensuring you have a healthy, engaged and dynamic workforce. The Richards Group, headquartered in Brattleboro, Vermont, has provided local Insurance, Employee Benefits and Retirement Plan solutions to clients throughout Vermont, New Hampshire and Massachusetts since 1867. The firm currently has over 115 employees and was named one of the “Best Places to Work in Vermont” in each of the past 3 years by Vermont Business Magazine and the Vermont Chamber of Commerce. For more information about the firm and its capabilities, please visit www.therichardsgrp.com.

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Everything you insure is on your shoulders

Who do you trust to have your back? VIAS offers the most prestigious Errors & Omissions carrier(s) in the country: Westport Insurance Company & Utica National Insurance Group

For a quote or for more information contact Helen Collins at hcollins@viaa.org or 1-844-609-1481

www.iiaba.net/eohappens

VIAS is a subsidiary of Vermont Insurance Agents Association viaa.org W W W.V I A A .O R G

Kermenski Earns Certified Financial Planner Designation Sara Kermenski of The Richards Group has recently earned the Certified Financial PlannerTM (CFP®) designation. She has worked at The Richards Group since 2011 and is responsible for advising employers with the management of their 401(k) and 403(b) plans, as well as helping their employees prepare for retirement. “Sara has been a valuable member of our team for many years and earning the CFP® designation is a significant step in her continued efforts to add value for her clients,” commented Ben Taggard, VP of Wealth Management at The Richards Group. “The CFP® coursework will supplement Sara’s knowledge and help in both her work with individuals and when consulting with employers regarding their retirement plans. We’re proud of Sara for the effort she has put into her professional development and for this accomplishment”. The CFP® marks identify those individuals who have met the rigorous experience and ethical requirements of the CFP Board, have successfully completed financial planning coursework and have passed the CFP® Certification Examination covering the following areas: the financial planning process, risk management, investments, tax planning and management, retirement and employee benefits, and estate planning. CFP® professionals also agree to meet ongoing continuing education requirements and to uphold CFP Board’s Code of Ethics and Professional Responsibility, Rules of Conduct and Financial Planning Practice Standards.

Hickok & Boardman Vice Presidents Elected Hickok & Boardman Insurance Group Board of Directors has voted both Matt Campbell and Ian Sutherland in as Vice Presidents. “The unanimous support of the board members at our recent annual meeting was a testimony to the dedication and results that these two Client Advisors have brought to the organization and to the community,” said Scott Boardman, President. Matt Campbell has been with H & B for 10 years advising clients on their commercial insurance needs. Ian Sutherland joined H&B in 2009 in a similar role and also serves the Vermont Association of Independent Insurance Agents on their Young Agents committee. “Thriving and growing in Vermont as an independent agency is only possible when we commit to extending leadership to the next generation”, added Boardman. Founded in 1821, H&B Insurance Group has served Vermont and the surrounding states in both business and personal insurance. 36

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Bearor Receives Client Service Professional of the Year The Richards Group is proud to announce that Eileen Bearor, AAI, CIIP, CISR was recently awarded Client Service Professional of the Year at the Annual Region 1 Conference of the International Association of Insurance Professionals. She is a Commercial Lines Account Manager in the firm’s Middlebury office. “Eileen is a consummate insurance professional and we are thrilled that she has earned this well-deserved recognition” commented Sharon MacEachern, Commercial Lines Manager at The Richards Group. “What is amazing is that Eileen won this award in a region that includes all the New England states, New York, Pennsylvania & New Jersey. This region leads the country in number of members and local associations, so Eileen has distinguished herself in an extraordinarily competitive environment. Her knowledge, professionalism and work with her clients is outstanding.” The Client Service Professional of the Year Award recognizes excellence among those whose primary responsibility is in a service capacity with internal and/or external customers. Among the criteria considered in conferring the award are the candidate’s participation in association activities, involvement in the insurance industry, education programs, industry experience, current career position, activities undertaken in the community, and response to an industry related essay question. The International Association of Insurance Professionals was officially organized in 1940 and dedicated to the development of leaders in the insurance industry. The national organization has 225 local associations throughout the United States, Canada and Puerto Rico. The association is best known for providing insurance education, skills enhancements, and leadership development to its members.

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Helen Collins hcollins@viaa.org

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HELP WANTED: Commercial Lines Producer NOW HIRING: The Richards Group

Looking to Take Your Personal

Recognized in 2016, 2017 & 2018 as one of the Best Places to Work in Vermont, The You! full-serRichards GroupWe is anWant independent, vice insurance and financial services agency South Burlington, VTthe communities of the who has been serving tri-state region since 1867. broker We are and always NFP, a leading insurance looking for highly motivated individuals who consultant thatcustomer providesservice employee benefits, have excellent and relationproperty & casualty (P&C), retirement, and ship building skills. The Richards Group offers a competitive salary commensurate with exindividual insurance and wealth management perience as well as a comprehensive benefits solutions is currently seeking an experienced package. We are actively recruiting for the Personal Lines Producer to advance his or following positions:

her career as a Commercial Lines Producer in• itsAccounting South Burlington This position Assistant,office. Brattleboro is responsible for generating new sales for • Commercial Lines Sales Producer, Rutland all Commercial Lines policies and requires the to work closely with clients, • ability Commercial Lines Sales Manager, customer service representatives, producers, Brattleboro management, and insurance carriers. The • Commercial Lines Managerand very work environment is Sales professional Assistant, Brattleboro supportive. The ideal candidate should have excellent interpersonal skills, {2+} years of • Personal Lines Account Manager, Brattleboro Bennington experience, and&ability to adapt to emerging technology. They will be supported with • Employee Benefits Account Managers, commercial lines training and mentoring for All Locations prospect/planning, sales calls, proposals and For job postings and requirements please visitis education. A property and casualty license https:/ /therichardsgrp.com/about/careers/ required. NFP offers a highly competitive Submit Cover Letter and Resume to jobs@ compensation and benefits package. therichardsgrp.com

Lines Experience to the Next Level?

Please send your resume to: Dan Rodliff Vice President, NFP P&C PO Box 2243 South Burlington, VT 05407 Or Email: dan.rodliff @nfp.com

Free Legal Consultation for VIAA Members – Up to 30 minutes KEIDEL, WELDON & CUNNINGHAM, LLP Attorneys at Law

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Experienced| Economical | Effective W W W.V I A A .O R G

IN MEMORIAM: Mary R. Batesole Mary Rita Batesole, affectionately known as “MR,” passed away peacefully on April 14, 2018, surrounded by loved ones at her home in Ludlow, VT. Her strength of spirit carried her through a lengthy illness which was a declaration of who she was. Her indomitable zest for life was best exemplified by her last ski trip to Sun Valley just two weeks ago. Known, loved and admired by many, she thoroughly enjoyed cooking, socializing, entertaining and traveling. Very active in the community, she was head of the Lake Rescue Association, ran in charity races, organized charity golf tournaments and was a Chamber of Commerce member. She was a dog lover, especially Pembroke Corgis. Always involved in athletic activities, she loved golfing, waterskiing, snowmobiling, racquetball, triathlons and skiing. A graduate of the University of Colorado in 1976, she was on the swim team. “MR” later coached the Springfield, VT, summer swim team and inspired many younger local swimmers through private instruction. She was a certified Red Cross First Aid instructor and also taught life guard certification courses. She had resided in Ludlow since 1976, with an intervening time in Memphis, TN, before returning to Ludlow. For the last 16 years, she was an insurance broker and had been the ski race administrator at Okemo for many years. Born in Oak Park, IL, on Jan. 9, 1954, Mary Rita was the daughter of Dr. Jack and Kay Tope. Survivors include her life partner, Gary “Fletch” Fletcher; sister Kathy Stiffler and husband Rob, of Westford, MA, niece Katie Stiffler, nephew Chris Stiffler; sister Linda Tope; sister Betsy Crowley and husband Chip. In lieu of flowers, memorial contributions may be made to Lucy Mackenzie Humane Society, P.O. Box 702, Brownsville, VT 05037; or to Dana-Farber Cancer Institute in memory of Mary Rita Batesole to support Dr. Hodi’s melanoma research, Dana-Farber Cancer Institute, P.O. Box 849168, Boston, MA 02284 or via www.dana-farber.org/gift. A celebration of life will be held at a later date.

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THANK YOU 2018 ANNUAL PARTNERS!