December Louisiana Agent Newsletter

A MONTHLY PUBLICATION OF THE INDEPENDENT INSURANCE AGENTS & BROKERS OF LOUISIANA

LOUISIANAAGENT DECEMBER 2023

NEW CEO Ben Albright named CEO of IIABL

LEGISLATIVE REFORM How Legislative & Regulatory Reforms can Improve the Louisiana Insurance Market

by Jeff Albright

OPPONENTS Opponents of Needed Reforms Are Already Gearing Up

by Ben Albright

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IIABL STAFF Benjamin Albright Chief Executive Officer balbright@iiabl.com (225) 236-1357

Jeff Albright Consultant jalbright@iiabl.com (225) 236-1366

Karen Kuylen Director of Accounting & Finance kkuylen@iiabl.com (225) 236-1353

Jamie Newchurch Director of Insurance Programs jnewchurch@iiabl.com (225) 236-1350

Kathleen O'Regan Director of Communications & Events koregan@iiabl.com (225) 236-1360

Karson Roberts Communications & Event Administrator kroberts@iiabl.com (225) 236-1351

Dustin Wambsgans Agency Consultant dwambsgans@iiabl.com (225) 236-1361

louisianaagent

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LOUISIANAAGENT

CONTENTS TABLE OF CONTENTS & FEATURED STORIES

14 Big I PACs are Critical to your Agency 17 The Hill Newspaper Names Big I President & CEO Among Top Lobbyists 20 Defensive Playbook: Risk Management Strategies for Sports Bars in Football Season 22 Selling Commercial Flood Made Simple 23 IMS: Unlock Your Potential

ALBRIGHT 06 BEN NAMED CEO OF IIABL

24 5 Leadership Best Practices to Find Opportunities in a Difficult Market 26 Mistakes Customers make with offroad Vehicle Insurance 28 How Can Independent Agencies (and the systems they use) Keep Client Data Secure?

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HOW LEGISLATIVE & REGULATORY REFORM CAN IMPROVE THE LA INSURANCE MARKET

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OPPONENTS OF REFORM GEARING UP

31 Why Creating a Memorable Brand Can Elevate Your Insurance Agency 36 How Customer Loyalty Protects Agency Value During an Ownership Transition 38 Nearly 70% of Americans are Reviewing their Insurance Policies

18153 E. Petroleum Drive Baton Rouge, LA 70809 Ph: (225) 819-8007 www.iiabl.com

40 Where Did All the Workers Go?

BEN ALBRIGHT NAMED CEO OF IIABL IIABL President, Armond Schwing, of Schwing Insurance in New Iberia, noted, “Although we had a number of great candidates, it was really a no brainer to hire Ben as the next CEO for IIABL. His depth of knowledge and vision for the future of IIABL, along with his great personal characteristics made Ben an easy choice.”

Ben graduated from LSU in May of 2013 with degrees in political science, economics, and psychology. After a couple of years working in technology support, Ben ended up working at Eagan Insurance in Metairie for 8 years heading up their marketing department. LWCC hired Ben to help improve their customer service experience, and then the IIABL Board approached him about applying for the job as IIABL CEO.

The IIABL Board of Directors voted unanimously to name Benjamin Albright as the new Chief Executive Officer of IIABL effective January 1, 2024.

Ben was hired by the IIABL Board November 1, 2020, after an exhaustive search for a new CEO when Jeff Albright announced his plans to retire at the end of 2024. The board decided to hire the new CEO early to give them time to train with Jeff and build relationships with members, the insurance industry, legislators, and other important stakeholders. The IIABL Executive Committee identified 29 candidates for the IIABL CEO role and interviewed six outstanding finalists. In the end, the Executive Committee recommended and the IIABL Board voted to hire Benjamin Albright without objection.

JEFF ALBRIGHT DECEMBER 2023

Since joining IIABL, Benjamin has completely overhauled the association’s technology stack to provide better member services and improving information and operations. Ben has been actively lobbying the Louisiana Legislature for the past 3 years alongside Jeff Albright and David Tatman, as they build toward a major legislative initiative for 2024. Ben has also worked closely with the Louisiana Department of Insurance, and recently went to London with incoming Insurance Commissioner Tim Temple, working on reform initiatives to bring new market capacity to Louisiana.

When asked for comment, Ben said, “It is an honor to serve as the CEO of a great association like IIABL. I am excited about the opportunity, and look forward to working with our member agencies, the insurance industry, Tim Temple and LDI, and anyone else interested in building a healthy and competitive insurance market in Louisiana.”

Jeff Albright will continue to work full time with Ben and the IIABL staff as a Consultant until the end of 2024.

Jeff Albright December, 2023

Louisiana's insurance market has faced a series of challenges that have led to an insurance crisis. This situation can be attributed to a combination of factors, and from the perspective of insurance companies, there are specific ways in which legislative and regulatory changes could improve the market: Reasons for the Insurance Crisis in Louisiana: 1. Natural Disasters: Louisiana is prone to natural disasters like hurricanes and floods.

These events result in significant losses, making the insurance market in the state particularly risky and expensive.

2. Legal and Litigation Environment: The state has a litigious environment, often leading to higher claims and settlement costs. This increases the cost of doing business for insurance companies.

3. Market Concentration: The insurance market in Louisiana has a high concentration of risks due to its geography and demographics. This concentration increases the potential for large-scale losses.

4. Regulatory Challenges: The current regulatory frameworks in Louisiana are not conducive to attracting and retaining insurance companies, thereby limiting competition and options for consumers.

5. Rate Setting Limitations: Restrictions on rate setting can hinder insurance companies' ability to adequately price policies to reflect the actual risk, potentially leading to financial strain.

How Legislative and Regulatory Changes Can Improve the Market: From the perspective of insurance companies, several changes could be beneficial: 1. Risk Mitigation Measures: Encouraging investment in infrastructure and community planning to mitigate the impact of natural disasters. This can lower the risk profile of the state and, subsequently, the cost of insurance.

2. Legal and Litigation Reform: Reforming the legal system to reduce frivolous lawsuits and excessive claims can help in lowering the cost of insurance and attract more insurers to the market.

3. Encouraging Competition: Regulations that encourage new insurers to enter the market can increase competition, potentially leading to better rates and services for consumers.

4. Flexible Rate Setting: Allowing more flexibility in rate setting could enable insurers to more accurately price policies based on risk. This could help in maintaining financial stability for insurers while providing fair prices for consumers.

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LEGISLATIVEREFORM 5. Clarity and Consistency in Regulation: Ensuring that regulatory policies are clear, consistent, and stable can help insurance companies operate more efficiently and plan for the long term.

6. Incentives for Innovations: Providing incentives for innovative insurance products and services, such as usage-based insurance or new flood insurance solutions, can enhance market offerings.

7. Public-Private Partnerships: Engaging in partnerships between the state and insurance companies to develop solutions for high-risk areas and populations could lead to more sustainable insurance practices.

8. Consumer Education: Programs to educate consumers about risk and insurance can lead to a more informed customer base, which can help in risk mitigation and proper insurance usage.

From the perspective of insurance companies, these legislative and regulatory changes could address some of the fundamental challenges facing the Louisiana insurance market, leading to a more stable, competitive, and sustainable environment. This, in turn, would benefit both the insurers and the policyholders in the state.

LOUISIANAAGENT

Continued from page 8

Opponents of Needed Reforms Are Already Gearing Up Ben Albright December 2023

The 2024 legislative session is going to be critical for addressing the insurance availability and a crisis in Louisiana, because it is the best political environment we’ve seen in many years.

A new insurance commissioner, a new governor, and 57 new, business oriented legislators – many of whom campaigned on reducing insurance costs—provide hope for bold, transformative reforms. At the same time, the business community, including the Realtors, Homebuilders, Bankers, LABI, IIABL, and others are all working to put forward some commonsense reforms to reduce excessive regulations and lower loss costs so we can bring insurers back to our state and make insurance more available and affordable for our citizens.

But opponents are already starting to attack these reform efforts. A recent editorial was published by Real Reform Louisiana, a group which presents itself as a “consumer group” but which is staffed by political operatives and plaintiff lawyers to support their interests and attack insurance companies. The article, in the Louisiana Illuminator, posits that the ONLY driver of high insurance rates in Louisiana is increased catastrophe activity related to climate change, and that the ONLY possible solution is fortifying roofs and mitigating storm losses.

Let’s start with some common ground. First, everyone agrees that we need to build better to mitigate storm damage. We need to support a strong building code and enforcement of that code, the Louisiana Fortified Homes Program, coastal reclamation, and every other resiliency effort that science can devise.

Second, everyone agrees that insurers should be “financially solvent, acting in good faith, and the state must work to lower rates.” We need an effective Department of Insurance which will oversee insurer financial strength and claims practices to ensure that policyholders are protected. Insurers should pay claims on a timely basis, without the policyholder ever needing to engage an attorney or a public adjuster.

However, the Real Reform Louisiana article completely ignores the unique problems Louisiana faces. Insurance is less available and much more expensive in Louisiana than in other coastal states with similar catastrophe risks because of years of excessive legislation, regulation, and litigation against insurance companies. The result is legal system abuse which has enriched the very plaintiff attorneys that fund Real Reform Louisiana.

Computer models for storm losses, which prove accurate in other states, are woefully undervalued in Louisiana because of the additional “social inflation” costs added by the regulatory and legal systems that have been weaponized against insurers. This leads directly to the two primary drivers of our uniquely acute crisis in Louisiana: 1. Insurers are not profitable in Louisiana.

Insurers are not philanthropic organizations.

They must answer to shareholders, and they cannot justify writing Homeowners insurance in Louisiana when they NEVER made back their losses from Katrina/Rita. In the time between 2005 and the historic storms of 2020 and 2021, insurers have been left with $13 Billion in net losses.

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NEEDEDREFORMS 2. Insurers do not want to do business in Louisiana. Insurance companies that happily write business in neighboring catastrophe-exposed states avoid writing in Louisiana. Those insurers choose to write in other places rather than deal with the unique legal and regulatory restrictions that significantly increase costs in our state. This lack of competition significantly increases the cost of insurance for consumers.

If Louisiana wants insurance to be more available and affordable, like it is in other coastal states, we must address our unique problems with bold transformative reforms.

2024 is a crucial year for those efforts. We have an opportunity that we’ve never had before. But we also have a deadline. 2025 will be consumed by fiscal issues with anticipated sweeping changes to the Louisiana tax structure. If we’re going to make the kind of bold, transformative changes that are necessary to provide real relief for Louisiana policyholders, we need to do it this year.

LOUISIANAAGENT

Continued from page 11 The plaintiff lawyers and their various political arms like Real Reform Louisiana have already begun trying to undermine that effort. IIABL is gearing up for the fight, alongside a significant business coalition. But we need your help. We need you to send grassroots messages to legislators during the session. Develop a relationship with your local legislators. Talk to your clients about the reforms we need to pass.

Tell them to call their legislators and demand significant reforms. Talk to your coworkers to make sure that they understand the urgency of what needs to be done and get them involved. If you want to know how to get more involved, call Jeff and Ben Albright. Inauguration for new elected officials is January 8th, so it’s time to get fired up about this. We have a chance to do something important for our industry in 2024, but we can only do it if IIABL members are engaged.

Jeff Albright December 2023 One of the most important benefits of your Big I membership is our advocacy in Congress and the Louisiana Legislature.

At the federal level, tax policy, NFIP, crop insurance, and employer regulations are critical issues where the Big I protects your interests.

At the state level, the Louisiana Legislature is critical to improving the market environment with regulatory and tort reforms.

At both the federal and state level, the Big I is the dominant voice for the insurance industry.

But the cold, hard, ugly reality of politics is that you have to pay to play!

To protect your interests, we must make contributions to candidates that support small businesses and understand important insurance issues. We make those contributions to candidates through our two Political Action Committees (PAC): InsurPAC – Big I Federal PAC IIABL-PAC – Big I Louisiana State PAC We need your financial contributions and support of both InsurPAC and IIABL-PAC so that we can protect your interests in Congress and the Louisiana Capitol!

1. InsurPAC - Federal PAC for Congress Influence on Federal Legislation and Regulation: InsurPAC is dedicated to addressing issues at the national level, including legislation and regulations from Congress and federal agencies that impact the insurance industry.

Support for Federal Candidates: InsurPAC contributes to the campaigns of U.S. Senate and House candidates who support the interests of the insurance sector, particularly those influencing decisions relevant to insurance agents and brokers.

National Insurance Issues Engagement: InsurPAC allows IIABL to engage in discussions on national insurance policy topics like healthcare, federal insurance programs, and nationwide regulatory standards.

2. IIABL-PAC - State PAC for Louisiana Legislature Advocacy on Louisiana-Specific Issues: IIABL-PAC deals with state-level concerns, focusing on legislation, regulations, and policies that directly impact insurance brokers and agents in Louisiana.

Support for State-Level Candidates: IIABLPAC contributes to state legislators, governors, and other state-level officials' campaigns, influencing policies affecting Louisiana's insurance market.

Local Business Environment Addressing: IIABL-PAC is closely attuned to the local business climate in Louisiana, focusing on state-specific challenges and opportunities for insurance agents and brokers.

Importance of InsurPAC and IIABL-PAC for IIABL Members: Comprehensive Advocacy: Having InsurPAC and IIABL-PAC allows IIABL to advocate effectively at both national and state levels.

InsurPAC addresses federal issues, while IIABL-PAC concentrates on state and local matters.

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INSURPAC Targeted Support: Each PAC focuses its efforts and resources on its respective level. InsurPAC targets national candidates and issues, whereas IIABL-PAC is oriented towards state and local concerns.

Increased Influence: Operating both PACs enhances IIABL’s political influence, engaging with lawmakers and regulators at both state and federal levels.

Flexibility in Fund Allocation: The separation into InsurPAC and IIABL-PAC enables navigation through different campaign contribution laws and regulations at federal and state levels.

Member Engagement: Members of IIABL have varied interests, with some focusing on national policies and others on state issues. The existence of InsurPAC and IIABL-PAC allows members to support political efforts aligned with their specific interests.

LOUISIANAAGENT

Continued from page 14

In summary, InsurPAC and IIABL-PAC enable IIABL to effectively represent member interests across all levels of government, ensuring a nuanced and influential presence in the political arena and advancing the interests of IIABL members and their policyholders in Louisiana.

We need your financial contributions and support of both InsurPAC and IIABL-PAC so that we can protect your interests in Congress and the Louisiana Capitol!

The Hill, a prominent political newspaper, has once again named Charles Symington, Big “I" president & CEO, among the top trade association lobbyists in Washington, D.C. this year.

As in previous years, the Big “I" was the only property & casualty insurance agent or broker group to make the list.

In its announcement yesterday morning, The Hill stated the criteria for the recognition. “The federal lobbying bench is deep, with more than 12,500 actively lobbying so far in 2023, and not everyone on this list is a registered lobbyist," the newspaper reported with its list. “These impactful advocates stand out for the results they've delivered for their clients, companies, trade associations and advocacy groups in the nation's capital." The publication noted that this year's legislative scene was a challenging one, with debt ceiling battles and a historic Speaker ouster.

Sue Nester Big “I” Vice President of Communications

“The Big 'I' is proud to have our president & CEO recognized, once again, by one of the premier political newspapers in the country," says Mike McBride, Big “I" chairman and president of MasonMcBride in Troy, Michigan. “With Charles taking the helm of the association this September, Big 'I' members are in excellent hands as he and the Big 'I' government affairs team continue their longstanding dedication to advocacy for the independent agency channel."

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TOPLOBBYISTS “I'm honored to have been named to The Hill's list, but this is truly a team recognition," Symington says. “Nathan Riedel, our new senior vice president of federal government affairs, leads a fantastic team that represents independent agents from across the country on Capitol Hill. Their hard work, dedication, and meaningful relationships result in our association being named among the most influential in the country time and again."

Congressional leaders regularly tap the Big “I" federal government affairs team for its political acumen for sitting on congressional steering committees, raising campaign dollars, hosting political events and strategizing to help members of Congress better serve their constituents and advance top issues. A vital component of the association's advocacy efforts is InsurPac, the Big “I" political action committee, which continues to be one of the leading small business PACs in the country.

LOUISIANAAGENT

Continued from page 17

RMS Hospitality Group December, 2023

Football season draws many fans, excitement, and activity to sports bars. With that increase in business comes greater risks. Insurance agents need to understand the risks these bars face and the tools required for mitigation. There are several things to know to help your clients with risk management strategies and bar insurance coverage. Here’s what to know about insurance strategies to protect your bar owner clients during the busy football season.

Understanding the Risks Off the Field Football season brings a wave of challenges for sports bars. Identifying potential liabilities is the first step toward effective risk management.

The surge in foot traffic and managing crowds becomes a serious concern. Many bars also face liquor-related risks and potential property damage.

Insurance agents should recognize these challenges to help sports bar owners seek the necessary coverage and mitigation efforts. Because many of the risks faced by sports bars increase during the high-volume football season, proactive efforts are more crucial than many owners realize.

Insurance Essentials A robust insurance strategy is the backbone of risk management for sports bars during football season.

Exploring property insurance options will help bar owners cover potential damages and losses.

Agents should guide sports bar owners in tailoring coverage to specific needs during high-traffic events such as game nights, playoff games, and championships. Obtaining liability insurance can help bar owners protect themselves against losses associated with accidents, injuries, and liquor liability risks.

Significant losses can lead to financial disaster for smaller bars, making bar insurance coverage limits a critical consideration.

Comprehensive risk management includes coverage for assault and battery risks, excess liability, and completed operations. Remember that environments with high energy, alcohol, and the excitement of sports can increase the risk of conflicts between customers as well as potential accidents and injuries due to the influence of alcohol on inhibitions and behavior.

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DEFENSIVEPLAYBOOK Risk Management Strategies Effective risk management involves proactive strategies to address potential pitfalls. Bar owners should understand the value of implementing crowd control measures, security protocols, and emergency evacuation plans. These steps can help mitigate risks associated with the increased foot traffic and large gatherings during football season.

They should also train their staff on responsible service, including requesting identification and handling intoxicated patrons. The more proactive they are with risk mitigation, the better protected they are against unforeseen challenges.

Protecting the Home Turf in Football Season A successful football season for sports bars hinges on implementing comprehensive risk management strategies, including crowd control, security, staff training, and adherence to alcohol regulations.

LOUISIANAAGENT

Continued from page 20 As an insurance agent, you can guide your sports bar clients through these risk management protocols to ensure adequate coverage and mitigation. Encourage a proactive approach, underscoring the importance of preparation and vigilance to ensure a safe and enjoyable football season.

By understanding the risks, emphasizing bar insurance essentials, and advocating for proactive risk management strategies, agents can ensure that sports bars not only survive the season but also thrive in the face of challenges.

Attune December, 2023 Flood insurance doesn't have to be a tough sell and lots of great education can come with talking to your customers about the necessity.

So next time a Businessowners policy comes across your desk, see if they might need flood protection on the building!

Our best Attune agency partners have shared a great industry secret: Every insured that requests any kind of property coverage gets a flood quote! This offers your agency great E&O protection, helps insureds better understand the risks of ground water, and can help you scale your agency faster.

Here are some helpful pointers you can use when showing that flood is a good choice: The average commercial flood claim is $90,000.

70% losses in Hurricane Harvey and 50% or more of Hurricane Florence losses were outside mandatory zones.

1” of water in your business equates to about $25K in damage.

Neptune Flood is a private digital flood MGA that aims to make getting a flood quote easier, less expensive, and to offer better coverage than the National Flood Insurance Program (NFIP) under FEMA.

Offering flood to EVERY client with ANY property exposure is a best practice that will help you in so many ways, login to the portal here.

1. Unlike NFIP which requires a 30-day waiting period after an event, Neptune offers 10, which means your clients can get coverage faster. On top of that, Neptune allows you to waive the 10day waiting period on renewals and closings.

2. There is no limit on the square footage, with the exception of properties in a "V zone", where the maximum is 25,000 feet.

3. There is no Elevation Certificate (EC) required. If it affects the premium, you can remove it.

4. Unlike an NFIP policy, Neptune covers tenant improvement and betterments with no sub-limit.

5. Neptune goes up to $4 million in building coverage versus $500,000 for NFIP. This is 8x more coverage available!

6. Neptune has optional Business Interruption (BI) coverage which many take advantage of!

7. Neptune will provide $500/day for up to 50 days after a 14 day waiting period, this comes out to $25,000.

Interested in learning more? Listen to our Head of Account Management at Attune give some tips for selling flood.

To view an online version of this blog, click here.

The most successful and profitable agencies are always looking for ways to maximize their revenue potential. An important step in growing your agency’s earning power is having access to the right mix of markets.

As an IIABL member, you have easy access to insurance markets through Independent Market Solutions (IMS). IMS is an association benefit that provides access to high quality insurance carriers with competitive terms, and it is available to any agency member at no additional cost.

Grow Your Book of Business: Maintain your agency’s independence and the business you've built with 100 percent ownership of your policy expirations and direct working relationships with carriers.

Increase Your Revenue: Generate more income from a wide range of products and markets and reap the benefits of any carrier production bonuses and incentives.

Earn Program Contingencies: Demonstrate your consistent profitability with certain IMS markets and unlock lucrative program contingencies.

With the program's unique features and benefits, you can: Access a Suite of Markets: Choose from a diverse selection of markets, many with low volume commitments, competitive commissions, and the potential for direct appointments.

With IMS, you have the opportunity to maximize your revenue potential, expand your book of business, and secure your future as a successful independent insurance agent. Visit imsaccess.com to learn more about IMS and the carriers we can help you get connected with.

IMS December, 2023

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5 LEADERSHIP BEST PRACTICES TO FIND OPPORTUNITIES IN A DIFFICULT MARKET Angelo Ganguzza Vice President and General Manager of brokerage operations for Green Tree Risk Partners

For independent agents, trouble seems to lurk around every corner these days. Take one turn and you run smack dab into supply-chain issues that continue to drive replacement costs skyward. Round the next corner and you trip over inflation that's squeezing underwriting capacity. Keep going and you hit marketplace disruptions caused by the increased frequency and severity of catastrophic events.

Yet, despite all of these pressures—and a hard market environment that seems more rock solid with each passing day—there's something else hidden behind each corner: Opportunity.

Independent agents who are willing to take the initiative will find those opportunities and grow their books of business. Here are five best practices for leadership in times of turmoil: 1) Stop trying and start training. We all know that we need to make more calls, generate more submissions and attract more clients.

Many of us are guilty of saying we're trying to do this, when instead we should be training ourselves for success.

Invest time in programs and classes that help you and your staff improve negotiating and selling skills. This allows you to capitalize on new opportunities as they emerge.

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LEADERSHIP 2) Focus on solutions. I never won over a client with a slick sales deck showing them everything my company has to offer. Instead, I won business by solving a client's unique problems. To make this happen, agencies must partner with carriers who understand specific markets and offer flexible options to help their clients overcome challenges.

If your current carrier partnerships aren't helping your agency move forward, explore alternatives.

For example, partner with carriers who use an open brokerage model, which gives agencies the freedom to choose the broker they want to represent their clients.

3) Invest in professional development. Having the title “agency owner" doesn't make you a great leader. But education does. Take leadership courses and refine your skills in areas like change management. Expand your administrative capabilities, from written and oral communication to revenue production and customer service.

Becoming a lifelong learner won't just help you flourish; it will motivate your employees to do the same.

LOUISIANAAGENT

Continued from page 24 4) Explore new markets. Hard markets create tremendous opportunities in specialty lines. For example, excess & surplus insurers have seen double-digit growth for four straight years, according to Fitch Rating's 2022 “U.S. Excess and Surplus Lines Market Review."

Weigh the pros and cons of whether moving into a specialty line is right for your agency. If you move forward, give yourself a competitive advantage by becoming an expert in that specialty and partnering with carriers who can help deliver value to your insureds.

5) Right-size your work-life balance. When times are difficult, it's common for agency owners to spend more time on business. But that extra time can come at the expense of your personal life.

Unplug from work now and then and prioritize hobbies and interests as well.

With cold weather setting in, there are plenty of people eyeballing off-road vehicles to traverse the snow. With the season's uptick in sales of vehicles such as dirt bikes, snowmobiles, side-by-sides and all-terrain vehicles (ATVs), there's a stronger need for off-road vehicle insurance. But many customers don't realize they need it until it's too late.

Here are four common insurance mistakes that befall many off-roaders: 1) Not insuring an off-road vehicle.

Everyone knows you need auto insurance to legally drive, but the requirements for offroad vehicles are ambiguous at best. Unless you're in one of the handful of states that requires insurance, your customers are probably lukewarm about insuring them.

Why? They think it's covered by their homeowners policy and don't think the vehicles are valuable enough to insure separately. They haven't contemplated the real reasons you insure an off-road vehicle— liability protection and uninsured motorist and underinsured motorist coverage.

Much like auto accidents, fender benders happen on the trails with great frequency.

That's why you install brush guards, after all.

But what happens when there's a serious accident? What if the accident is the other driver's fault and they're uninsured?

Ambulances aren't off-road vehicles, so getting medical assistance could involve a helicopter. Compound this with potential delays in receiving medical treatment. All this means that it's critical to have great liability and UM/UIM protection.

2) Believing off-road vehicle insurance is expensive.

The other reason people don't insure their off-road vehicle is because they think it's expensive. In reality, they'll likely spend more on gas. A liability-only policy could be as little as $100 a year while the average premium is more like $350 per year. For ultimate protection, recommend high limits plus an umbrella policy.

3) Thinking customizations will be covered. A lot of off-roaders invest in customizations, from brush guards to hand warmers, heavy-duty tires and rims, and everything in between. For purposes of insurance, customizations are anything that isn't original manufacturer equipment (OEM), including equipment added by the dealership or a previous owner.

SafeCo Insurance December, 2023

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VEHICLEINSURANCE .This can be a real gotcha for insured who think that customizations are covered because they're part of the vehicle. Some companies include a nominal amount in the base policy for just this reason. If your customer has invested in extensive customizations, you can purchase high limits for an additional premium. And they may also receive coverage for their safety gear such as helmets, boots or riding jackets.

4) Assuming roadside assistance will provide coverage. Some people never leave their property, but many ride or trailer their vehicles to the tens of thousands of miles of designated ATV and snowmobile trails across the U.S. However, many Americans believe having auto roadside assistance coverage means they can get a tow whenever and wherever they need it.

LOUISIANAAGENT

Continued from page 26

What they don't realize is that towing coverage is generally for declared vehicles or specific vehicle types such as cars, motorcycles and recreational vehicles (RVs), which could leave ATVs, side-bysides and snowmobiles out in the cold.

The good news is that if you insure these vehicles on a motorcycle or off-road-vehicle insurance policy and add roadside assistance, they'll be able to get fuel delivery, flat tire assistance or a tow. There's just one caveat: They must be close to a public road. Tow trucks are not off-road vehicles, after all.

By addressing these common insurance pitfalls, you increase your chances of ensuring your customers are protected.

HawkSoft December, 2023

Independent insurance agencies are no strangers to the topic of data security. With data breaches becoming more and more commonplace, cyber insurance has become the fastest growing segment for US P&C insurers. Your agency might be managing cyber risk for your clients, but are you taking steps to reduce data security risks at your own agency?

While there’s no way to guarantee your agency will never be susceptible to an attack on your systems or data, there are steps you can take to understand and increase the security of your client data. Agencies often think it’s the sole responsibility of the technology systems they use to protect their agency data, but in reality, the highest level of data security requires measures from all parties to protect data in every environment it touches.

This article illuminates how data is commonly secured by the systems agencies use, what steps HawkSoft takes to secure data, and areas where agencies can take steps to increase the security of their data.

In this article: How do technology providers secure client data?

Data encryption Data security certifications Data masking & user permission How can agencies further secure their client data?

Ensure email security Implement password & login security Perform regular backups of agency data How do technology providers secure client data?

One of the best things an agency can do to protect their client data is to store it in an insurance agency management system that’s built to keep data secure.

Management systems and other technology providers typically encrypt client data to keep it secure, and many systems have additional data security measures or certifications. Here’s a little more detail on what that means.

Data encryption Encryption is the process of encoding data using an algorithm to make it unreadable to outside parties.

This protects data on computer and cloud systems by preventing unauthorized entities from making use of the data without the correct encryption/decryption key. You can find a good explanation of data encryption here, but think of it like writing a message to your friend using a code, which your friend has to know in order to read the message. Data is typically encrypted at two times: when at rest (while stored within a system), and when in transit (while being transmitted between two systems).

When & how does HawkSoft encrypt data?

HawkSoft encrypts data at rest on HawkSoft Version 4.4 and later. This means your client files are automatically encrypted, as well as any attachments you upload. Any client files or attachments that might have been added to HawkSoft before Version 4.4 are automatically encrypted upon opening, or you can identify and batch encrypt all legacy attachments with our Image Encryption tool (search “Image Encryption” in the HawkSoft Help Portal for details).

You may have noticed you can’t edit attachments in HawkSoft – this is because attachments are encrypted when added to the client file, which prevents them from being edited. But if you need the ability to edit an attachment, don’t worry – you can create a working document, which allows multiple users to edit a document on a client file while still keeping the document encrypted and secure. Search “Working Document” in the HawkSoft Help Portal for details on creating and using working documents.

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SECUREDATA HawkSoft also encrypts data in transit, such as when it is transmitted to and from online hosting partners, HawkSoft Cloud, or API partners. This is done using HTTPS and TLS (transport layer security), which is an additional layer of encryption that provides end-to-end security for data in transit. You may not realize it, but TLS is usually what protects sensitive information you enter on websites, like logins or credit card information.

We also vet the data security of HawkSoft API partners on several levels, including verifying where data accessed from HawkSoft is stored and ensuring partners do not sell data without the permission of the customer.

Will data encryption be different in HawkSoft 6?

In HawkSoft today, client data and attachments are stored on the network as individually encrypted files. . In HawkSoft 6, client data and attachments will be stored in databases and blob storage (a flexible solution for storing vast quantities of data of different types in the cloud), both of which are encrypted at the database level, rather than the file level.

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Continued from page 28 In short, the level of security will be the same, but the format for encryption will be different. Data in transit will continue to be transmitted through HTTPS using TLS. Data security certifications You might want to check whether your agency management system holds any other data security certifications or standards to provide further security for your systems or data. You can see HawkSoft’s cybersecurity statement of compliance for more technical information about data security at HawkSoft. HawkSoft also employs additional measures to ensure the highest possible security for data, such as conducting penetration testing (simulating a cyber-attack on a computer system to evaluate its security) using an independent third party.

SOC 2 compliance HawkSoft also operates to the standards of SOC 2 compliance, which certifies that an organization that handles or stores customer data maintains strict standards for the security of all data and systems

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SECUREDATA HawkSoft has already obtained its Type 1 security certification (audited at a single point in time) and is now in the process of being audited for Type 2 certification (audited again over a 12month period). In short, we already operate according to SOC 2 standards, and through our continued adherence will receive the second level of certification.

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Continued from page 29 Due to the stringent requirements of HIPAA and our inability to enforce them upon other parties that handle HawkSoft data, such as hosting partners, carriers, or API partners, it’s not feasible for HawkSoft (or most other platforms in the independent insurance industry) to be eligible for HIPAA compliance at this time.

HIPAA compliance Agencies also sometimes ask us if HawkSoft is compliant with HIPAA (the Health Insurance Portability and Accountability Act), which sets standards for the protection of certain health information. Healthcare organizations like hospitals and doctor’s offices are required to be HIPAA compliant. As HIPAA applies only to healthcare, this is not generally a concern for P&C agencies.

Data masking & user permissions Many technology platforms also offer security features that mask sensitive data, or PII (personally identifiable information) while it’s onscreen. This hides sensitive information such as social security numbers or date of birth, so that the information won’t be seen by others who may be looking at your screen. HawkSoft masks PII by default on the Personal and Driver screens in the client file. See our article on PII masking in the Help Portal for more information.

Unfortunately, similar to email encryption, HIPAA compliance requires not only one party to be compliant, but all parties that touch the data.

In addition, platforms typically allow agency admins to control which users have access to certain data, reports, or areas of the system.

Why Creating a Memorable Brand Can Elevate Your Insurance Agency

Whether by design or happenstance, you already have a brand. But rather than leaving any part of your image to chance, a deliberate approach can nurture a memorable brand that helps your firm grow.

A brand is the collective perception of how a product or business is seen by those who experience it. That can include customers, investors, employees, the media and vendor partners. A brand isn't simply tangible things like a name, tagline, logo, service or product. It is intangible, such as the relationship formed with every interaction.

Kasey Connors Big “I” Vice President of Marketing Operations, Trusted Choice

Words have consequences, so you should really think about messaging. Don't leave it to chance.

Here are three ways to curate your brand:

Within 90 seconds, a person makes a subconscious judgment about your agency, so you need to carefully plan your branding approach. Invest the time needed to assess what makes your firm truly different from the competition. It doesn't have to be far out or exaggerated—only genuine and believable.

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MEMORABLEBRAND Involve your stakeholders. When you begin a branding exercise, involve team members from varied departments and roles. Collect opinions about your brand from external stakeholders, such as current customers, prospects, vendors and carrier partners.

Different perspectives will help your brand take shape. Expect the process to take multiple meetings.

Be authentic. This is the first step in establishing a brand to which people will relate and remember. Insist on honesty in the branding process. Let stakeholders know you want frank discussion and that there is no penalty for candid remarks. You can't improve your brand experience if you don't understand your real strengths and weaknesses.

Identify the “why." Why do people do business with you over other agencies? With little exception, other firms offer a similar menu of products, so you need to stand out for other reasons.

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Continued from page 31 When considering your brand, focus less on products and services and more on what truly differentiates you from your competition: your people, your approach, your expertise and how you work with customers and the community.

The end goal is to create a brand strategy in which your entire team feels invested and to which they are committed—which makes their involvement from the beginning especially key.

Brand Strategy Must-Haves A series of messaging guidelines will ensure consistent communication about your brand going forward. This should include your: 1) Mission. This describes what your agency does and for whom. Keep in mind this should be less about the literal act of selling insurance or settling claims and more about the reward you provide to customers, such as more confidence for businesses or more security for families.

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MEMORABLEBRAND As an example, Google's mission is “to organize the world's information and make it universally accessible and useful."

2) Vision. This answers why you do what you do.

How do you hope to change the world? What is the work you do to create a better state of affairs for your customers? Let this statement be aspirational. It's something to strive for and not necessarily something you will ever be able to achieve.

With no mention of beverages, Coca-Cola's mission is “to refresh the world in mind, body, and spirit," while Tesla strives “to accelerate the world's transition to sustainable energy."

3) Values and code of ethics. Your core values guide daily employee conduct and reveal how you promise to operate as professionals. How will you treat each other? Your customers? Your carriers?

Think of words like resourceful, responsive and transparent, but have specific examples to back them up so they aren't just words. Ask, “How am I being resourceful today?"

Typically, this is a list of five to seven value statements that are authentic to your firm and are enthusiastically shared inside and outside the agency. You will find this list helpful for hiring new talent—and also helpful as you're completing performance evaluations.

4) Personality. Describe your brand as if it were a person. That is how consumers think of brands, too. Is it serious, energetic, funny or proactive?

Choose single words and then add some sentences to describe that word in more detail and how it applies to your firm. This, too, will help you decide who to hire in the future.

5) Positioning statement. Craft three or four sentences that explain your agency's distinct benefit to your target market. If you have multiple target markets and enough resources to focus exclusively on one at a time, you may want more than one positioning statement, such as one for commercial lines and another for personal lines.

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Continued from page 32 This is not a slogan or tagline, but a summary of the primary advantage you want someone to know your agency offers. As a thought starter, consider filling in this sentence: “Agency XYZ is the [firm descriptor] for [target customer] who wants [this specific advantage]. Unlike competitors, XYZ does…"

6) Proof-points or reasons to believe. This is a list of facts that prove your positioning statement to be true. It may be growth or sales statistics, markets served, number of customers, renewal rates or other concrete facts.

7) Origin story or narrative. Everyone loves a good story. What is yours? Who founded the agency? When? How did it evolve and grow?

Did you expand your product set or geographic footprint along the way?

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MEMORABLEBRAND Who do you serve? Why do your people work with such passion to protect customers? What about your community work? Where are you headed as a firm in the future? Host this narrative with pride on your website.

Armed with this brand messaging, many agencies also find it helpful to write an “elevator speech" that summarizes the statements overall. This is what you might say if you were asked to describe your company during a short elevator ride. It's just a few sentences that lets someone see why they'd want to partner with you.

Marketing Your Brand Once you have everyone on the same brand page, you can begin creating your marketing pieces. Regardless of who is producing or approving elements, your brand guidelines should direct your choices, from sales message and word choices to logo, colors, images and typeface. Whether it's a printed piece, presentation, email message or other communication piece, it should sound and look like it's coming from the same person. Here are some tips to ensure that: 1) Insist on consistency. Consistent presentation of your brand can increase revenue by up to 23%, according to a Forbes review of varied online platforms.

Recognize that everything about your agency communicates something about your brand as well, so be sure to review even your office space and corporate apparel to make sure they fall within brand parameters. Be diligent; don't allow variations of colors or fonts or other creative elements with your logo and signage.

With time, and as customers are exposed to your brand, you'll increase awareness and familiarity. In turn, that exposure builds trust, loyalty and the likelihood of referrals and wordof-mouth advertising.

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Continued from page 33

2) Keep the conversation going. Remember that the launch of a new or refreshed brand is just that: a launch and only the beginning of the journey.

Remain engaged and reach out to customers in different ways, always reinforcing your message.

Refresh online content and update materials as needed.

3) Trust the process. It's not uncommon for agencies to grow bored or weary of their own marketing and push for frequent “make-overs" of the brand. While you want to keep things relevant and modern, resist the urge to change brand elements unnecessarily, as that could diminish your brand's equity in the market. Remember CocaCola's branding fail with “new" Coke? Arguably one of the largest branding risks ever taken!

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Continued from page 34

MEMORABLEBRAND Evaluate your messaging once a year, but look at your new or refreshed logo, tagline and other visual design elements every five years or so.

Protecting the brand also may require some policing on your part. Employees often want to get creative and tweak things just a bit for fun. Simply nudge them back by explaining why one voice fuels a stronger brand.

4) Ask for help. If marketing and branding are not your strength, don't hesitate to call in the experts. You don't need a full-time ad agency, but maybe you need a professional freelancer or a firm with branding experience.

To find a partner, simply ask colleagues in the industry who they use, or check out the marketing resources of a local—even noninsurance—brand that has captured your interest.

Several factors impact the value of your agency. Some of the biggest factors include maintaining a strong and consistent organic growth rate, retention rate, profitability rate and overall performance. In addition, being aware of the risk factors that impact the value of your agency is key.

There are many different factors that will be considered when assessing both performance and risk inside an agency during the due diligence process—and one of those is the number of policies per customer.

Retention is one of the most impactful metrics inside an independent insurance agency. It is estimated that the average customer retention rate inside an agency is 85% while top-performing agencies achieve a 93-95% customer retention rate, according to data collected by AgencyFocus. The number of policies per customer can be used as a predictive indicator of the ongoing retention rate that can be expected in an agency.

It is estimated that the average number of policies per customer for an independent agency is 2.5. For personal lines customers the average is 1.7 policies per customer and for commercial lines customers it is 4.4 policies per customer.

While it's important to keep in mind that this metric can vary wildly due to specific customer needs, agencies that have a strong account rounding and retention strategy will have more policies per customer than those that do not.

The agency that invests in this area will typically have higher revenue, higher retention rates and the potential to build a higher level of trust with its customers.

We all know that the independent insurance industry is incredibly relationship-driven, and that trust and customer loyalty are great ways to strengthen the overall value of your agency. Building trust with customers translates into better customer loyalty and satisfaction and, as a result, customers will have a higher level of confidence in their agent and their ability to provide the right coverage and advice.

Carey Wallace Founder of AgencyFocus

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Continued from page 36

CUSTOMERLOYALTY Satisfied customers are much more likely to stay with the agency that they know, like and trust because they know that they will be taken care of. In addition, the more policies in place, the more complex it is to make a change in their insurance.

When an agency owner is ready to transition ownership, their customers will look to them for answers, including who they should trust when things change. Agents that have built a high level of trust and loyalty with their customers will be able to transition those customer relationships much more easily than agencies that have not built a solid foundation with their clients. This is an area that is often overlooked but impacts the value of your agency in a significant way. If your customers are not willing to transfer to the new owner or team in that transition, the value of your agency will suffer.

While generating new business is incredibly important, having a strong foundation and relationships with your current customers is equally important. If you want to strengthen your agency's value, be sure you are identifying opportunities to cross-sell, upsell and account round with your current customers. Putting account rounding incentives in place for your team will strengthen that relationship.

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Nearly 70% of Americans Are Reviewing Their Insurance Policies Will Jones IA editor-in-chief

An overwhelming 69.3% of Americans have put their insurance policies under review, with nearly half (45.8%) citing rising premiums as the catalyst, according to a new survey released this week by Trusted Choice®—the national consumer brand representing the Big “I." The survey also found that one-third of Americans are unaware that external economic factors, such as an increase in extreme weather, soaring reinsurance costs, supply chain disruptions and inflation, are affecting insurance rates.

"Consumers are grappling with increased insurance costs, yet many of them don't realize the extent that economic pressures and market dynamics are affecting their rates," said Charles Symington, Big "I" president & CEO. As premiums increase, Americans are reviewing their insurance policies and evaluating their options. As many as 46% of Americans have considered or have already taken a higher deductible to save money on insurance while 22% have considered going uninsured to save money.

Also, a majority—83%—would switch insurance providers for lower premiums, while 59% would switch for better coverage.

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INSURANCEPOLICIES Despite the need for a consultative approach to insurance, only 56% of consumers buy insurance through an agent compared to 36% who buy online.

"Because independent insurance agents work with multiple insurance companies, they are uniquely positioned to work with consumers to help them take a good hard look at their policies, offer various coverage solutions and approach the challenging market with a holistic perspective to help ensure their clients aren't left vulnerable," Symington said.

This study was conducted as the first piece of a larger consumer-facing campaign to elevate awareness of Trusted Choice independent agents in the consumer marketplace. All Big “I" members can access resources to align with the Trusted Choice brand, such as the Trusted Choice logo, at trustedchoice.independentagent.com.

"We acknowledge that the current environment is prompting consumers to opt for higher deductibles, switch coverage solely based on cost, or even go uninsured. However, these are not often the wisest or most effective strategies," agreed Kevin Brandt, executive director of Trusted Choice.

Trusted Choice recommends that individuals stay in touch with their agents not only to ask questions to assess their current coverage, but also to inquire about current market dynamics, evolving premium pricing, and seek guidance on optimizing their insurance portfolios. This proactive approach helps consumers make informed decisions aligned with their unique needs and financial goals.

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Continued from page 38

"It's crucial for consumers to ask the right questions, engage in close collaboration with their independent insurance agents, and learn about what's affecting their coverage," Brandt said. “At this time, it's more important than ever to work with an agent who offers choice, solutions, and advocates for their clients so policyholders can be empowered to make informed decisions to chart a path forward."

Recently, I was sharing a cab with a client on my way to speak at a conference. He turned to me and said that he was interested to hear what I had to say about the state of the U.S. labor market.

When I asked him what specifically he was hoping to hear in my talk, he said, “Well, I'm hoping you're going to tell us where the workers went and when they're going to come back. When are they going to get off the sofa and back to work? We're dying out here and people just don't seem to want to work anymore."

If only I had a dollar for every time someone asked me this exact same question: Where did all the workers go, and when are they going to come back? The truth: Everyone is back to work.

They've been back to work for a long time.

Claudia St. John President of Affinity HR Group

The problem is there just aren't as many of them as there used to be. And when I explain this to people like my client, they seem surprised. And that, in turn, surprises me—because these labor trends have been on the horizon for a long time.

Business owners have been ignoring the reality that there aren't enough workers for all the jobs out there.

In fact, as of August, there were 6.4 million unemployed persons in the U.S. labor market, according to the U.S. Bureau of Labor Statistics, while the most recent Job Openings and Labor Turnover Summary from the BLS shows there are 8.8 million job openings.

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MISSINGWORKERS And what's worse is that we don't anticipate this changing anytime soon. In fact, this has become my personal and professional mission, it seems— to travel the country speaking to business leaders, making them aware of what they should already know: There simply aren't enough workers to satisfy all of the promises companies have made to their customers, let alone to support their growth projections.

And here's why: 1) Millions of missing workers. Since the COVID19 pandemic, we have lost approximately 8 million workers from the workplace. There are a number of places those workers went, such as: As of July 2022, there were approximately 250,000 deaths from COVID-19 among working-age U.S. adults, according to the National Bureau of Economic Research.

While estimates on the impact of long COVID vary, The Brookings Institute estimates as many as 4 million workers have left the workforce due to long COVID. 1.5 million workers retired earlier than anticipated, according to Goldman Sachs.

There are nearly 2 million fewer women in the labor force due to childcare and familial needs, according to the Society for Human Resources Management (SHRM).

By the end of 2021, there were 2 million fewer working-age immigrants in the U.S. than there would have been if pre-2020 immigration trends had continued uninterrupted, according to the EconoFact Network. One million would have been college-educated.

2) An aging workforce. Let's face it—just like you and me, the U.S. is getting older. The nation's median age is 39 years old, according to the U.S. Census Bureau, and we're aging faster than at any other time in our history.

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Continued from page 42

The youngest of the baby boomers will reach 65 by 2030, and the U.S. population 65 and older reached 56 million—or nearly 17% of the population—in 2020, according to the census. As these workers age and retire, the number of Generation Z and following alpha generation workers are not sizeable enough to replace exiting baby boomers.

3) Lower birth rate. The current U.S. birth rate is among the lowest it has ever been historically and is projected to decrease over the rest of the century, according to Pew Trusts. We're simply not giving birth to enough future workers to replace the workers who currently are and will retire.

Unlike their older counterparts, millennials are putting off marriage and childbirth until later in life and are having fewer children than at any time in our history.

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MISSINGWORKERS 4) Decreased immigration and refugee resettlement. So, if U.S. birth rates aren't high enough to provide enough future workers, the strategy historically used by other industrialized nations facing a similar aging workforce and low birth rate is to increase immigration. However, the U.S. has done the opposite. Net immigration level peaked at 1.2 million in 2016 and then declined every year since, only just rising back in 2022, according to the U.S. Census Bureau.

5) Employment projections. The U.S. economy is projected to add 4.7 million more jobs from 2022 to 2032, according to the BLS. But we're already millions of workers short. And this shortage is anticipated to persist for the foreseeable future.

Because of this, the unemployment rate is stuck below 4.2%—currently at 3.8%, according to the most recent data—which is what economists say is full employment.

The numbers are kind of scary. This is definitely something business leaders should be staying up at night thinking about—or at least having some conversations with their best and brightest internal and external advisors about.

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Continued from page 41

Yet, I get the sense that business owners mistakenly believe that there is a pool of workers waiting to be convinced to rejoin the workforce. That pool doesn't exist. Everyone is working. This is just the new normal.

If this comes as a surprise to you, you're not alone.

And it's not too late. What's required is simply a mindset shift and a utilization of the tools business leaders already have at their disposal, such as investing in retention and employee engagement initiatives; implementing technology and outsourced or offshore labor alternatives; upskilling their existing workers; and investing in soft-skill training for their managers and supervisors who are the front line preventing employee turnover and attrition.

The good news is most of these initiatives cost little to no money to implement and to do well. All it takes is dedication and commitment to do one and only one thing: to value employees for the increasingly rare asset that they are.

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ADVERTISER INDEX COMPANY

Accident Fund Ins Company of America Agile Premium Finance Amerisafe AmTrust North America AmWINS Access Insurance Services, LLC Aspera Insurance Services Berkshire Hathaway GUARD Ins Cos Burns & Wilcox, Ltd. Commercial Sector Insurance Brokers EMC Insurance Companies FCCI Insurance Group Forest Insurance Facilities Homebuilders SIF Imperial PFS Iroquois South, Inc. LA Workers Compensation Corporation

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35 25 10 12 7 44 37 21 34 44 42 35 41 16 9 2

COMPANY

Lane & Associates, Inc. LCI Workers' Comp Louisiana Restaurant Association (WC) LUBA Workers' Comp National General, An Allstate Company Progressive RISCOM RLI RPS/Risk Placement Services Safepoint Insurance Company Selective Insurance Stonetrust Commercial Insurance Co. Summit Consulting, Inc. The Gray Insurance Company UFG Insurance Wright Flood

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45 15 33 29 37 19 30 18 39 13 5 32 9 27 43 45

Renewing your

membership is as easy as pie!

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UPCOMINGEVENTS Date & Time

Location

Registration

IIABR Installation luncheon

Jan. 18 11:30 am - 1:30 pm

Baton Rouge Country Club

Online Registration

IIAGNO Installation Luncheon

Jan. 19 11:30 am - 1:30 pm

Broussard’s Restaurant & Courtyard

Online Registration

IIABL Women In Insurance Conference

April 4-5

The Southern Hotel

Coming Soon

IIABL Young Agent Cornhole Tournament

May 2 4:00 pm - 6:00 pm

Tin Roof

Coming Soon

IIABL Annual Convention

June 16-19

Hilton Sandestin

Online Registration

IIABL & IIAM Young Agents Conference

August 22-24

New Orleans

Coming Soon

IIABL Cook-off

October 2024

TBD

Coming Soon

Event

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LOUISIANAAGENT

IIABL 2023-2024

BOARD OF DIRECTORS & OFFICERS PRESIDENT, ARMOND K. SCHWING Schwing Insurance Agency, Inc. - New Iberia PRESIDENT-ELECT, BRET HUGHES Hughes Insurance Services, Inc - Gonzales SECRETARY-TREASURER, ROSS HENRY Henry Insurance Service, Inc. - Baton Rouge NATIONAL DIRECTOR, JOHNNY BECKMANN, III Assured Partners - Metairie PAST PRESIDENT, MICHAEL SCRIBER Scriber Insurance - Ruston YOUNG AGENT REP, KRISTIN SWANSON SCOTT Swanson & Associates - New Orleans ANN BODKIN-SMITH Thomson Smith & Leach Insurance Group - Lafayette MATTHEW DEBLANC Continental Insurance Services - Marrero CHRISTY DESOTO 1st Insurance of Marksville - Marksville DOMINIQUE DICARLO CROUCH Riverlands Insurance Agency - LaPlace ROB W. EPPERS Risk Services of Louisiana - Alexandria MATT GRAHAM Lincoln Agency - Ruston CHRISTOPHER S. HAIK Higginbotham Insurance - Lafayette STUART HARRIS McClure, Bomar & Harris, LLC - Shreveport BEAU HEAROD Jeff Davis Insurance - Jennings CHARLES H. LEBLANC Bourg Insurance Agency, Inc. - Donaldsonville CRAIG MARTEL Insurance Unlimited of LA, LLC - Lake Charles LYDIA MCMORRIS Alliant Insurance Services - Baton Rouge A. EUGENE MONTGOMERY, III Community Financial Insurance Center, LLC - Monroe JOE KING MONTGOMERY McGriff Insurance Services - Monroe HARTWIG "ROBBY" MOSS, IV Hartwig Moss Insurance - New Orleans ROBERT LOUIS PALMER, JR. Insurance Underwriters, Ltd. - Metairie RANDY PERISE Blumberg and Associates - Ponchatoula ROBERT STONE Stone Insurance, Inc. - Metairie