POLICY WINTER 2019

POLICY WINTER 2019

Oklahoma’s Magazine

BIG I OK:

MEET THE STAFF Inside New Brand Better Reflects Mission, Association with Big I Taking the Mystery Out of Hiring

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24

WINTER 2019 | VOL. 59 NO. 19 EDITORIAL STAFF PUBLISHER Denise Johnson, CIC

MANAGING EDITOR Jerri Culpepper GRAPHIC DESIGNER Brandy Akbaran

CHIEF OF STAFF AND OPERATIONS Josh Reasnor WORKERS’ COMP PROGRAM ACCOUNT MANAGER Susan Starr MEMBER ENGAGEMENT AND OPERATIONS DIRECTOR Kortney Wahkinney SPECIAL EVENTS DIRECTOR AND PARTNER SALES AMBASSADOR Shania Slavick SPECIALTY LINES PROGRAM ACCOUNT MANAGER Cindy Munden, CISR E&O PROGRAM ACCOUNT MANAGER Cheryl Lyman

POLICY is the official publication of the Big I OK. POLICY is published quarterly and distributed to all member agencies and other interested parties in Oklahoma.

Manuscripts and contributions are welcome and will be considered for publication at the discretion of the Big I OK Publications Committee.

Correspondence and advertising inquiries may be addressed to IIAO, P.O. Box 13490, Oklahoma City, OK 73113.

Ph: (405) 840-4426 or 1-800-324-4426 Select graphics courtesy of depositphotos.com and freepik.com

Visit iiaok.com

WINTER 2019

21

COVER

COLUMNS

24 BIG I OK: MEET THE STAFF

4 EDUCATION EXCELLENCE/ PROTECTING OUR FUTURE Jeff Burton, Chairman

PROFESSIONAL STAFF

PRESIDENT/CHIEF EXECUTIVE OFFICER Denise Johnson, CIC

26

FEATURES 21 HEAVY HITTER – ALEX CASH

7 A NEW AND EXCITING YEAR FOR THE ASSOCIATION: BRING IT ON! Denise Johnson, CIC

26 NEW BRAND BETTER RELECTS MISSION, ASSOCIATION WITH BIG I

12 CANNABIS UPDATE POTENTIAL SAFE HARBOR FOR INSURERS AND AGENTS Tom Cooper

28 TAKING THE MYSTERY OUT OF HIRING

17 YA CONFERENCE OFFERS OPPORTUNITIES Jake Bramlett

32 NEWSMAKERS 34 CONFERENCE SNAPSHOTS

19 A SUSTAINABLE, COMPETITIVE ADVANTAGE Gerald Keeton 22 GET READY FOR OPEN ENROLLMENT 2020 Glen Mulready POLICY 3

EDUCATION EXCELLENCE / PROTECTING OUR FUTURE

Jeff Burton, CIC, CPCU, CRM

CHAIRMAN

EDUCATION EXCELLENCE As announced by the IIABA in September, BIG I OK was selected as the Diamond Deluxe Award winner for Excellence in Insurance Education. What Denise and Sara Bradshaw Ray are doing and creating with respect to Insurance Education is a big deal! It is of tremendous value, and this nationally recognized initiative represents an opportunity for all of us who are members of the BIG I OK. Denise and Sara have totally reimagined and redesigned the vision for our BIG I OK Education department, which is succinctly captured in this statement: To advocate for our industry’s excellent standard of professionalism and to provide high-quality educational and professional development opportunities for our members throughout their career and beyond.

... BIG I OK actively seeks to provide holistic professional education and development through a suite of products and programs to meet every need.

What are the implications of this new vision for BIG I OK Education? The Association’s Education department no longer limits its focus to Licensure and Continuing Education. Instead, BIG I OK actively seeks to provide holistic professional education and development through a suite of products and programs to meet every need. The educational offerings span the needs of new entrants to the industry, as well as the lifecyle needs of staff, producers, underwriters, managers and owners of the various organization types which make up our membership.

Here’s a brief summary of the Education plan: New Hire Training

National Alliance

• Connect membership with exceptional and much-needed new-hire training.

• Provide opportunities to expedite (fast track) the achievement of designations

• Provide opportunities to welcome new industry employees, provide encouragement and network with others.

• Provide Continuing Education bundles for current CISRs to maintain their designations and plan their CE over a two-year period • Coordinate and plan with agencies/ organizations to provide specific programming delivered inside the agency/organization, primarily for their staff, but also including outside participants as space allows

4 POLICY

WINTER 2019

Non-Designation CE Courses • Agents & Brokers Education Network (ABEN) • Online courses • Onsite BIG I OK courses • Hosted educational events • Conference-based educational events • Agency-/Organization-specific courses/tracks • Monthly free ethics courses • Other courses based on input from members on their education needs Professional Growth and Development Opportunities • National Alliance • William T. Hold seminars • James K. Ruble seminars • ProFocus Courses • Dynamics of Selling • Certified Risk Manager program Future Masters Course ideas • Agency Management • Leadership • Technology • Trends • Succession We’ve all heard the phrase “Knowledge is Power”.

Nowhere is this adage more relevant than in our business.

We are fortunate to have state association leadership

WINTER 2019

and staff who are passionate about education. They are driving the objective of providing an exemplary education resource.

I encourage you to take advantage of BIG I OK education opportunities! You will quickly notice a positive and refreshed atmosphere and attitude!

PROTECTING OUR FUTURE A new year is just around the corner and we will be seeking your financial support for our industry and livelihood. We all regularly make plans, decisions and investments in ourselves and our organizations which help assure our success. We should not overlook the importance of investing in our industry to assure and protect our future. OkPac and InsurPac depend upon our individual financial contributions in order to properly and effectively advocate for our industry.

While all of us benefit from the work our PACs do on our behalf, just a small percentage of our membership contributes to that work. I encourage you to actively and regularly contribute to YOUR PAC. Any financial amount is appreciated, and if a larger number of members participate, we can significantly improve the funding of our PACs and expand its influence. Please join me and your other fellow members in protecting our future! n

POLICY 5

A NEW AND EXCITING YEAR AHEAD FOR THE ASSOCIATION:

BRING IT ON!

I

am SO ready for 2020!! One of the best part of my job is to work with an incredible Board of Directors to create a vision for our organization. I recently read a quote that said, “If nothing changes, nothing changes.”

There are so many new positive things happening with YOUR Association. Here are a few highlights: • Josh Reasnor came on board this past summer as our CSO (Chief of Staff and Operations). Josh brings valuable knowledge from his background in the military and nonprofit organizations. He is a vital part of coordinating the various entities within the Association • Kortney Wahkinney is another new face that joined us this past summer. Kortney has been named as our Membership Director and is working to create better relationships and feedback for your needs and wants. Her enthusiasm is contagious – you are going to want to get to know her!

• Sara Bradshaw Ray has been named as our new Education Coordinator with The Nat’l Alliance.

Sara’s vision for our Education program is to be more than a “continuing education forum” but to become an additional source for your professional development. Be watching the newsletter for upcoming information.

• Eagle Agency is still going strong! Cindy, Susan and Cheryl continue to work diligently to provide you with the best possible service for all of our insurance products for your agency.

• Events and more! Shania Slavick has been a shot of energy for our team (while attending college full time at UCO). She works tirelessly to make sure our events and Partners are successful.

WINTER 2019

Denise Johnson, CIC

PRESIDENT/CHIEF EXECUTIVE OFFICER

Along with our legacy products and services, I’m excited about some of the new programs we’ll be offering.

• ExamFX – many of you have asked for a License Exam program, and now we have it! You’ll be seeing some information coming through our newsletters directly to your inbox!

• IntellAgents – we had an incredible speaker regarding data needed for the “modern agency.”

We’ll be presenting a program for agencies to determine their value and more.

• More Educational Webinars! We’ll be working closely with ABEN to develop more online options for your education needs.

• OKPAC – Although OKPAC isn’t new, we’ll be holding a new fundraiser this year. Mark your calendars for Feb. 7, 2020. More details coming soon!

• Vision 2020 Annual Conference – Be sure to mark April 20-21 on your calendar! You’re going to see some nice new additions to the conference this year that you’re really going to like – stay tuned.

Like I said, we always have something going on and we’re SO glad that you’re a part. Always feel free to contact me with thoughts or suggestions. Have a wonderful New Year! n

POLICY 7

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OkPAC CONTRIBUTORS OkPAC is Big I OK's political action committee. It provides financial support for state elected officials who will provide support for or have shown support of issues affecting the insurance industry and to those who share our business philosophies. Only individuals or partnerships can make contributions to OkPAC. Under Oklahoma law, OkPAC can accept no contributions from corporations. *Stewart Berrong Kent Bradford *James “Jake” Bramlett Robert Bramlett Jr. Travis Brown Jeff Burton Paul Thomas Caraway Mark Carlin *Jerrad Coots

Scott Cornelius Dave Deardeuff John Dillingham David Eaton William Evans *Chris Floyd David Gammill Patricia Gillespie Benjamin Gorrell Jr.

2019

Candace Graham *Vaughn Graham Jr. Austin Greenhaw *C. Ross Harris John Hester Tony Holmes Gary Jarmon Denise Johnson Gerald Keeton

Patrick Mandeville Michael McCullough Mark McPherson Kelly Miller *Avery Moore Steven Payne Stephen M. Poleman Sara Bradshaw Ray Kathy Reeser

Candice Richardson *Taylor Richardson TJ Riley Michael Ross Jane Seals Daniel L. Somers Joe Strunk Richard Teubner *Ryan Teubner

InsurPac CONTRIBUTORS InsurPac is IIABA’s political action committee. It pools the voluntary and individual financial contributions of thousands of independent insurance agents to help elect candidates to Congress who share IIABA’s business philosophies. InsurPac is the largest property-casualty insurance industry PAC in the country. *Stewart Berrong Kent Bradford *James “Jake” Bramlett Robert Bramlett Jr. Travis Brown Jeff Burton Paul Thomas Caraway Mark Carlin

Scott Cornelius Dave Deardeuff John Dillingham William Evans David Gammill Benjamin Gorrell Jr. Candace Graham Vaughn Graham

2019

Austin Greenhaw C. Ross Harris John Hester Tony Holmes Gary Jarmon Denise Johnson Gerald Keeton Patrick Mandeville

Michael McCullough Mark McPherson Kelly Miller Steven Payne Steve Poleman Kathy Reeser T.J. Riley Michael Ross

Jane Seals *Daniel Somers *Joe Strunk *Ryan Teubner Richard Teubner

Contributions as of 12/4/2019. Only gifts of $100 or more are listed, except for Young Agents, whose contributions of any amount are listed. Young Agents are denoted with an asterisk.

Is your name not on the list? Use the contributor’s statement on the back of this page to donate.

SAVE THE DATE! IIAO ANNUAL CONFERENCE

APRIL 20–21, 2019

EMBASSY SUITES, NORMAN WINTER 2019

POLICY 9

Independent Insurance Agents of Oklahoma P.O. Box 13490 | Oklahoma City, OK 73113 P: (405) 840-4426 | F: (405) 840-4450 | info@bigiok.com

INSURE YOUR FUTURE!

By making a contribution to OkPac, you are investing in the future of independent insurance agents across Oklahoma. Please note: All contributions must be made by PERSONAL check or PERSONAL credit card. Company or Agency accounts cannot be used.

CONTRIBUTOR INFORMATION Name: Agency:

Occupation:

Address: City:

State:

Phone:

ZIP:

Email:

Count me in! I want to INSURE MY FUTURE with a personal contribution to OkPac at the following level/amount: (select one) $5,000 - Millenium Level $2,500 - Platinum Level $1,000 - Centennial Level $500 - Gold Level

$250 - Pioneer Level $150 - Founders Level $100 - Young Agent Level Other: $______

I am including a PERSONAL check made payable at OkPac. I will submit payment online via https://okpac.epaypolicy.com National Support: I want to INSURE MY FUTURE on a national level with a personal contribution to InsurPac in the amount of: $________ I am including a separate personal check made out to InsurPac. Please process my credit card. (Note: Card information may not be provided for OkPac.) Credit Card Number: ____________________________________ Expiration Date: _______ Name on Card: ______________________________________________ CVV: __________ Contributions or gifts to InsurPac and OkPac are not deductible as charitable contributions for purposes of federal income tax. Federal and State law require IIABA and BIG I OK to use our best efforts to collect and report the name, mailing address, occupation and name of employer for each individual. Your contribution should be considered strictly voluntary. Any corporate contributions are prohibited.

Declaration: The contribution listed above was freely and voluntarily given by me from my personal property.

I have not, directly or indirectly, been compensated or reimbursed for the contribution listed above.

Signature: 10 POLICY

Date: WINTER 2015

BIG I OK LEADERSHIP CHAIRMAN Jeff Burton, CIC, CPCU, CRM INSURICA, Oklahoma City

CHAIRMAN-ELECT Christopher K. Mosley, CIC Mosley Agency Inc., Chickasha

TREASURER Stewart L. Berrong, CIC, CRM Ed Berrong Insurance Agency Inc., Weatherford

SECRETARY Jerrad Coots Burrows Agency, Claremore

STATE DIRECTOR Gerald W. Keeton Cole, Paine & Carlin, Oklahoma City

IMMEDIATE PAST CHAIRMAN Chris S. Floyd, CRM, CIC Brown & Brown Insurance Professionals, Pryor

BOARD DIRECTOR Vaughn Graham Jr., CIC Rich & Cartmill Inc., Tulsa

DIRECTOR Kathy Reeser VIP Insurance, Edmond

COMPANY LIAISON Mark Gruber CompSource Mutual

DIRECTOR Scott Cornelius ECI Agency, Piedmont

YAC CHAIRMAN Jake Bramlett The Bramlett Agency, Ardmore

COMPANY LIAISON Carol Partridge Standard Lines Services

BIG I OK MISSION STATEMENT As the new voice of the independent agents of Oklahoma, BIG I OK promotes and provides education, legislative advocacy, innovative concepts and practical solutions, and community and career opportunities.

ABOUT BIG I OK The Big I OK is the largest insurance trade association in Oklahoma. With more than 475 independent insurance agencies, we represent nearly 3,000 independent insurance agents and their employees and more than 100 company members. Big I OK member agencies range in size from one person to some of the largest agencies in the region.

Founded in 1906 as the Oklahoma Association of Local Fire Insurance Agents, BIG I OK is a result of the consolidation of the Independent Insurance Agents of Oklahoma, Inc. (IIAO) and the Oklahoma Association of Professional Insurance Agents (OAPIA) on Jan. 1, 1992.

BIG I OK policy is set by a board of directors elected at the annual conference. Policy is implemented by a professional staff located in Oklahoma City. BIG I OK’s

mission is carried out through a variety of programs designed to enhance the business of independent insurance agencies.

Big I OK is an active advocate on behalf of independent agents before legislative, regulatory and judicial groups in Oklahoma and at the federal level.

Big I OK is affiliated at the national level with the Independent Insurance Agents and Brokers of America with offices in Alexandria, Virginia, and Washington, D.C. Big I OK is an excellent source of information through POLICY magazine, published quarterly, and the Oklahoma Agent, a monthly newsletter of time-sensitive material for its members.

CANNABIS UPDATE –

POTENTIAL SAFE HARBOR FOR INSURERS AND AGENTS

Tom Cooper, Attorney at Law PIGNATO, COOPER, KOLKER & ROBERSON, P.C.

E

arlier this year I wrote an article about the cannabis industry and the inherent risks which continue to discourage ancillary industries – including the insurance industry – from getting involved. Even lawyers who hold themselves out as “experts” in the cannabis field are often unaware of the 2015 Tenth Circuit opinion, which held that a debtor who is in the marijuana business cannot seek relief from the federal bankruptcy court because the sale of marijuana is still a federal crime. Indeed, the fact that marijuana is still a federally banned

The quest for protection for insurers and banking institutions has picked up some traction in recent months... This traction is in the form of two federal bills.

Schedule I substance continues to deter major financial services and insurance groups from entering the marketplace.

The quest for protection for insurers and banking institutions has picked up some traction in recent months, though.

This traction is in the form of two federal bills. One is called the Secure and Fair Enforcement Act of 2019 (“SAFE Act”), originally tailored for the financial services industry, only. The other is called the Clarifying Law Around Insurance of Marijuana Act (“CLAIM Act”), and, as the name suggested, was tailored for the

protection of the insurance industry.

The SAFE Act – H.R. 1595 – was introduced in the U. S. House of Representatives by Ed Perlmutter (D-CO) in March of 2019. The Financial Services Committee voted 45 to 15 to advance the bill to the full House. Because the CLAIM Act was apparently not getting as much traction (or perhaps wasn’t gaining it as quickly), various insurance lobbying organizations succeeded in having key language from the CLAIM Act included in the SAFE Act. With insurance-related language added, the SAFE Act went to a vote of the full House on Sept. 25, 2019. It passed 321 - 103. (Interestingly, of the “aye” votes, 230 were Democrats and 91 were Republicans.) The Big I, as well as PIA National and other industry groups, issued statements praising the vote.

So, how exactly does the Act read?

The portion that addresses the insurance industry reads as follows: (c) PROTECTIONS FOR INSURERS.—With respect to engaging in the business of insurance within a State, political subdivision of a State, or Indian country that allows the cultivation, production, manufacture, sale, transportation, display, dispensing, distribution, or purchase of cannabis pursuant to a law or regulation of such State, political subdivision, or Indian continued on page 14

12 POLICY

WINTER 2019

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CANNABIS UPDATE

continued from page 12

Tribe that has jurisdiction over the Indian country, as applicable, an insurer that engages in the business of insurance with a cannabis-related legitimate business or service provider or who otherwise engages with a person in a transaction permissible under State law related to cannabis, and the officers, directors, and employees of that insurer may not be held liable pursuant to any Federal law or regulation — (1) solely for engaging in the business of insurance; or (2) for further investing any income derived from the business of insurance.

You may have noticed, as did I, that the Act does not provide for the “protection of insurers and agents.” Rather, it refers only to “insurers.” For reasons only known by the legislators who drafted and later amended the Act, some further digging is required to find the language that protects agents. Within the “definitions” section of the Act is the definition of “business of insurance.” The Act defines

that term as “the meaning given such term in section 1002 of the Dodd-Frank Wall Street Reform and Consumer Protection Act.” And, as we all know, the Dodd-Frank Wall Street Reform and Consumer Protection Act defines “business of insurance” as “the writing of insurance or the reinsuring of risks by an insurer, including all acts necessary to such writing or reinsuring and the activities relating to the writing of insurance or the reinsuring of risks conducted by persons who act as, or are, officers, directors, agents, or employees of insurers or who are other persons authorized to act on behalf of such persons.”

So, it takes some effort, but when read together, the SAFE Act and the definition it adopts from another federal Act does in theory provide protection for all segments of the insurance industry. Of course, it is yet to be seen whether there will be enough votes in the Senate to keep the legislation alive. n

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Arkansas Office Underwriting: Amy Webb, Underwriter awebb@rvuins.com

Wes Meacham, Managing Director wmeacham@rvuins.com

Erin Oswald, Underwriter eoswald@rvuins.com

Merdis Burse - Policy Issuance mburse@rvuins.com

Tina Dodd, Underwriter tdodd@rvuins.com

Accounting: accounting@rvuins.com

Rick Dovers,Underwriter rdovers@rvuins.com

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14 POLICY

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WINTER 2019

THANK YOU 2019 PARTNERS DIAMOND DELUXE

PLATINUM

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SILVER The Hanover Insurance Group ♦ CNA Insurance ♦ National American Insurance Company ♦ Columbia Insurance Group ♦ Chubb Group of Insurance Companies ♦ The Hartford ♦ Central Insurance Companies ♦ Travelers Insurance

BRONZE BriteBee ♦ Farmers Alliance Companies ♦ Specialty Insurance Managers of Oklahoma, Inc. ♦ ProducersXL ♦ Hallmark Specialty Personal Lines ♦ Leavitt Group ♦ Worth Casualty Company ♦ GAINSCO Auto Insurance ♦ Risk Theory ♦ Philadelphia Insurance Companies ♦ AMERISAFE ♦ Patriot National Underwriters, Inc./Old Glory Insurance Company ♦ AmWINS Group ♦ Employers Inc. ♦ AutoGard ♦ Republic ♦ Traders Insurance ♦ ServiceMaster Restore by RSI ♦ Builders & Tradesmen’s Ins Services Inc. (BTIS) ♦ MJ Kelly Company ♦ AF Group ♦ Risk Placement Services, Inc. ♦ EMC Insurance ♦ BITCO Insurance Companies ♦ Markel Specialty Commercial ♦ RT Specialty - OKC ♦ Heartland General Agency ♦ Southwest Risk, LP ♦ Equity Insurance Company ♦ ICW Group ♦ Normandy Insurance Company ♦ Pennsylvania Lumbermens Mutual Insurance Company ♦ Applied Systems, Inc ♦ Union Mutual Insurance Company ♦ Berkshire Hathaway GUARD Insurance Companies ♦ Houston International Insurance Group (HIIG) ♦ Method Insurance Services ♦ Commercial Insurance Underwriters, Inc. ♦ Agency Matrix ♦ McGowan Companies ♦ Falcon Insurance Group ♦ Prime Insurance Company ♦ TRILINK Restoration Services LLC ♦ Work at Home Vintage Experts ♦ Synerdynamics Group WINTER 2019 POLICY 15

Honorary Member: Denise Johnson, President & CEO of Big I OK

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Promote the value you bring to your local community.

Access our new campaign that puts your unique value in the forefront.

Provide your current and prospective clients with a snapshot of the added benefits of working with a Trusted Choice® Independent Insurance agency.

Customize these materials today!

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16 POLICY

WINTER 2019

YA CONFERENCE OFFERS OPPORTUNITIES

I

t has been another exciting quarter for Oklahoma Young Agents and the Young Agents Committee.

We are just wrapping up the fall conference, and it was outstanding. Topics discussed included risk management, a keynote address from Cathy McCullough and an awesome tour of MTM Recognition, formerly Midwest Trophy.

We also had a very successful Lunch Bunch in Ardmore at Two Frog’s Grill, with over 20 attendees!

The Young Agents Committee hosted a social event at Remington Park: the food was excellent, some won money and others lost; most importantly, fun was had by all!

Moving forward, our biggest challenge is agent attendance. … As your chair, I want to thank our

Jake Bramlett

YOUNG AGENTS COMMITTEE CHAIRMAN

Partners; without their financial support and their attendance at events, our success would be impossible.

The key to continued success moving forward is increased agent participation. For those who aren’t attending, you are missing out on what has makes Young Agents and the BIG I OK such a success. With that said, I look forward to seeing you at our next event! n

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A SUSTAINABLE, COMPETITIVE ADVANTAGE

T

he mission of the Independent Insurance Agents of Oklahoma and Brokers of America is to “provide a sustainable, competitive advantage” to our members. During the last five years, I have written articles about the many tools that are provided to you, the member, with the goal being to fulfill our mission statement. I think that many of these tools go unused or underutilized, and many times, the member agent just does not know this product or service is offered.

In addition to the various products and services available, your association provides legislative advocacy, which is vital to our survival. We must make our voice heard both locally and nationally. The fruits of our labor are evident in both arenas. An example of a local victory is the recent adoption of the Affidavit of Exempt Status by the State of Oklahoma. This happened only because of the efforts of BIG I OK’s work with our state Legislature and insurance department. On a national level, a major win was the passage of legislation which provides favorable tax treatment of pass-through income. To say this is a big deal is an understatement and happened solely due to the efforts of Charles Symington, who is vice president of Government Affairs in the Washington, D.C., office of IIABA. I can’t emphasize too much the importance of making an annual contribution to InsurPac nationally and OKPAC locally.

TrustedChoice.com continues to grow and gain support from our company partners as more agents make use of this important tool and as the consumer continues to go the internet prior to purchasing insurance. In this age of social media and internet shopping, this is the future for marketing ourselves and our products. We live in a digital world and to retain our place in the market, we must be found and recognized.

WINTER 2019

Gerald Keeton

STATE DIRECTOR

Perhaps the most recent exciting service offered is Big I Hires. We all struggle to hire the right people and this resource has shown to be very helpful and successful since being rolled out last year.

Your Big I offers many insurance and noninsurance products. Space does not permit a discussion of each, but insurance products include an excellent Errors and Omissions product, Cyber, Eagle Agency, and Big I Markets as well as a host of other insurance products.

We all need markets, and these resources may provide just what you need to provide what your customer needs.

Noninsurance products include Ask an Expert, where you can ask coverage questions and receive timely answers from the best in the industry.

More examples include Docusign, Invest and Insurbanc. Perhaps the most recent exciting service offered is Big I Hires. We all struggle to hire the right people and this resource has shown to be very helpful and successful since being rolled out last year. For information regarding these products/services and much more, visit the IIABA website. There is a link from the BIG I OK website that makes this easy.

In summary, there is so much available to you, the agent. Make sure you are taking advantage of these and many more products, services and resources; they may just provide you a “sustainable, competitive, advantage.” n POLICY 19

2019 HEAVY HITTERS™ PROGRAM

A Commitment to Young Independent Agents

Take the Swing!

2019

Together, Your Future is Our Future 2019 Heavy Hitters Program Union Standard is committed to working with young independent agents because their future is our future. Investing in the education and development of the next generation of agency professionals will help move you up the leaderboard. Our Heavy Hitters Program will provide the support necessary to achieve the real goal of a hole-in-one in mutual success.

We recognize the need to foster new talent to perpetuate the independent agency system, as well as provide our best young agents an even greater competitive advantage.

Interested in participating in our Heavy Hitters Program?

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Union Standard’s Heavy Hitters Program – Preparing Agents for Tomorrow 1601 NW Expressway, Suite 820 | Oklahoma City, OK 73118 P 405-843-1555 | TF 800-934-9150 | F 405-840-0654 | usic.com Union Standard Insurance Group is a member company of W. R. Berkley Corporation, an insurance holding company that is among the largest commercial lines writers in the United States.

YOUNG AGENT SPOTLIGHT presented by

FOR YOUNG AGENT ALEX CASH,

CAREER DECISION WAS THE RIGHT ONE

By Jerri Culpepper

A

ALEX CASH PRODUCER, GALLAGHER INSURANCE AGENCY

s a young boy, Tulsa native Alex Cash had aspirations of becoming either a professional pilot or an optometrist. The former arose out of his upbringing near a small airfield in Owasso and ridealongs while still a toddler with his father, David, in their single-engine Piper, which the elder Cash, an optometrist by profession, flies as a hobby. He specifically recalls flying from Owasso to Ponca City to eat at Enrique’s, located at the airport.

Life rarely assumes a straight line from start to finish, and at Oklahoma State University Cash changed course and pursued, and earned, a degree in agricultural business.

While at OSU, Cash was a member of the Alpha Gamma Rho fraternity, where he served on the executive team as Vice-Noble Ruler.

His career was locked in yet another direction when he accepted a position as a producer with the Gallagher insurance agency Tulsa office in 2017. Gallagher is a global leader in insurance, risk management and consulting services.

(Cash notes that if he had to choose a profession outside of the insurance industry, it would be as a high school

agricultural education teacher and FFA adviser. His mother, Jo Lynn, spent 40 years in public education, and his FFA advisers made a huge impact on his life.)

“I have loved every minute [of his career at Gallagher],” Cash said, noting that he is blessed with a multitude of mentors within his team.

Cash has found a true mentor and friend in Courtney Fenske with Union Standard. “Like Gallagher, USIC stands for Ethical Business practices, as well as building business relationships that last, which makes USIC a great trading partner,” he said.

A big believer in continuing education, Cash has already earned his AFIS (Agribusiness and Farm Insurance Specialist designation) and is pursuing other CE opportunities, realizing the importance of staying abreast of changes in the ever-evolving insurance industry.

“I believe my biggest challenge thus far has been the hardening marketplace we are all facing,” Cash said. “It has been an interesting time as a young producer. However, there isn’t a day that passes that I regret joining Gallagher and the insurance industry.”

Both his short- and long-term goals remain simple: growing new business and advancing his career within Gallagher.

“I know I made the right decision joining Gallagher; I have met with several firms, and can’t imagine being anywhere else,” he said.

Outside the office, Cash enjoys hunting with his black lab, Kimber, and his father, and hanging out with his older sister, Jordan. He also continues to fly and enjoys the outdoors “and a good round of ‘Bogey Golf ’.” And in keeping with his interest in agribusiness, Cash and his father maintain a cow/calf operation near Pawnee; the operation formerly was run by Cash’s maternal grandfather. n Alex Cash (center) with family friend Ray Witten (left) and Alex's father, David Cash, after a pheasant hunt.

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POLICY 21

GET READY FOR OPEN ENROLLMENT 2020 What You Need to Know Before Applying

Glen Mulready STATE INSURANCE COMMISSIONER

O

pen enrollment for 2020 individual health insurance plans under the Affordable Care Act ends Dec. 15. If you want your coverage to start on Jan. 1, you must sign up by Dec. 15. With a new insurer available for the Oklahoma City area, there are some important things you need to know about the 2020 open enrollment before you apply. I urge all Oklahomans who plan to enroll for 2020, to not automatically renew. Look closely for changes.

With a new insurer available for the Oklahoma City area, there are some important things you need to know about the 2020 open enrollment before you apply.

In 2017 and 2018, Blue Cross Blue Shield of Oklahoma was the only insurance carrier offering plans in the Oklahoma exchange. However, Medica joined the Oklahoma exchange for 2019 with coverage available in all 77 counties.

In 2020, Bright Health also joined the Oklahoma exchange and offers plans in Oklahoma, Canadian and Cleveland counties.

22 POLICY

• If you are currently uninsured: you can visit healthcare.gov to compare plans and enroll in a plan that meets your health care needs.

• If you already have health insurance: you will be automatically re-enrolled in your existing plan if it is still available. Even if you are satisfied with your current plan, review your coverage and compare plans to ensure you can select the best option for you.

Keep in mind that cost-sharing subsidies are available only on silver plans and subsidies available on silver plans have changed. Shop around to look for coverage that truly meets your needs. I encourage you to check with your agent to help you sort out your options.

You can visit https://www.healthcare. gov/see-plans/ to view plan options, estimate monthly premiums and total annual out-of-pocket costs for each plan, and learn how to buy a plan. You can also determine if you qualify for Medicaid and the Children's Health Insurance Program (CHIP) at https://www.healthcare.gov/ medicaid-chip/.

To help make the application process quicker and easier, make sure you have

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We Do Business the Honest, OldFashioned Way. No answering services. No phone screeners.

Just us, helping you place your difficult risks.

When you call Specialty Insurance Managers, we actually pick up the phone to talk with you.

Call us old-fashioned, but that’s just the way we like to do our business.

• Phone Quotes • Increased Commissions • Fee Sharing • Friendly Service

everything you need to apply by reviewing this checklist (PDF). Also, check out these tips about the Health Insurance Marketplace at heathcare.gov.

In addition to those resources, directly visit or call these insurers available for Oklahoma’s exchange for 2020: • BCBSOK: https://www.bcbsok.com/ 1-800-942-5837 • Bright Health: https://brighthealthplan.com/ 1-877-544-0764 • Medica: https://www.medica.com/ 1-866-745-9919

Specialty Insu Specialty Insurance Man

Specialty Insurance Managers of O Specialty Insurance Managers of Oklahoma, Inc.

If you have questions about other insurance issues, contact the Oklahoma Insurance Department at 1-800522-0071 or visit our website at www.oid.ok.gov. n

Call us today at (800) 876-3278 www.simoklahoma.com

WINTER 2019

POLICY 23

COVER STORY

BIG I OK:

Meet the Staff Big I OK President and Chief Executive Officer Denise Johnson has led the Association for five and a half years after previously serving as board chairwoman and a member of the board of directors. She also was an insurance producer in her family agency in Piedmont.

Denise loves her staff and Big I OK members. “Our staff is amazing.

They are passionate about the Association and what we do, and they are always looking for ways to assist in making us better, and our members give me so much hope for our industry. I have never seen a group of such hard-working people that are truly engaged in their communities, and who truly live what they do. I believe in what we do. We make a difference for our members, the consumer and the industry. I am proud to be a part of a very big picture.”

When not running the day-to-day operations of Big I OK, Denise and

24 POLICY

her husband like to travel and have been to many amazing places.

They have three grown daughters with whom they enjoy spending time, and Denise is a yoga enthusiast and “audible” reader.

She always has a book running on her phone!

Josh Reasnor, chief of staff and operations, has been at Big I OK since June of 2019 after having previously worked as an analyst at a local charity for children and many years within the medical industry as a trainer and project manager.

Josh enjoys all facets of the insurance industry so far and is amazed at how deep and wide the industry’s reach is. Josh believes working for the Association has been an extraordinary learning experience, and especially enjoys working with Big I OK members and the exceptional team at Big I OK headquarters. Outside of his

career, Josh spends his spare time with his wife and his 4-month-old and 13-year-old daughters.

Susan Starr, Workers’ Comp program account manager, began her career at Big I OK on Jan. 3, 2016, and most enjoys her relationships with the sub-producers and the great team at the Association. “I love working with the best of the best.” Outside of the insurance world, Susan’s full-time hobby is her 12-yearold daughter, who is active in volleyball. Susan and her daughter also have two dogs, which she admits are “spoiled rotten.”

Cheryl Lyman, E&O Program account manager, has been at Big I OK for nearly two years and most enjoys talking to members and helping them protect their business. Cheryl likes to say, WINTER 2019

COVER STORY

“Anyone who works in insurance is always learning!” Outside of her career, Cheryl’s heart is all about her grandchildren and caring for her father. She also like to embroider, watercolor and read.

Cindy Munden, Specialty Lines Program account manager, wins the prize for the longest-serving Big I OK employee at 21 years. Prior to joining Big I OK, Cindy served as a clerk at USF&G. She enjoys serving Big I OK members and her fellow Association team members, describing her work with the Association as being “like a box of chocolates; you never know what each is going to bring.” When not busy at Big I OK headquarters, Cindy enjoys hanging out with her husband, fur babies, family and friends, going to the lake, camping and visiting Mexico.

Kortney Wahkinney, member engagement & operations director, has been with Big I OK for four months and joined the Association after four years with CompSource Mutual Insurance Co. Kortney believes her Big I OK career is all about connecting with members and people in general. She likes to say, “We are here to serve and connect with the independent agents of Oklahoma!” When she’s not busy serving the Association

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and its members, Kortney loves traveling, hiking and camping with her husband and two dogs, Brady and Lily.

Shania Slavick, special events director and partner sales ambassador, has been at Big I OK since January of 2018, when she started as the events and marketing intern.

She currently holds the position of special events director and partner sales ambassador. “The relationships that I have built with my clients and staff are the best part about working here,” she says. Shania quickly realized how much this industry embraces new people and makes them apart of the insurance family. She currently is finishing up her senior year at the University of Central Oklahoma and will graduate in May of 2020 with a bachelor’s degree in professional sales and a minor in organizational leadership.

At UCO, Shania is a third-year resident assistant for 75 students.

She is heavily involved on and off campus and loves volunteering at her school and in her community.

In her spare time, she likes to go shopping and hangout with her friends. “Working for Big I OK has given me a valuable opportunity to grow personally and professionally with learning to excel as a team player, develop my sales techniques and persevere to new heights,” she says.

Courtney Bloom, director of marketing and communications, is the most recent employee at Big I OK, having started in December of 2019.

Courtney is a proud Oklahoma State University alumna who graduated with a bachelor’s degree in strategic communications in December of 2016. Go Pokes! She previously served as the director of marketing and public relations at a rural water association and looks forward to applying that experience at Big I OK. In her spare time, she enjoys spending time with her family, friends and dogs.

Estrella Andrino, education and membership assistant, is a newcomer to Big I OK, having been on-site for just a couple months; however, she is already enjoying her Association colleagues and the well-balanced office environment.

Prior to joining BigIOK, Estrella worked with special-needs children in the Edmond Public Schools district. Estrella likes a quote from Deepak Chopra when describing her work at BigIOK: “Everyone has a purpose in life … a unique gift or special talent to give to others. And when we blend this unique talent with service to others, we experience the ecstasy and exultation of our own spirit, which is the ultimate goal of all goals.”

Outside of the Association, Estrella loves going to the movies with her children and eating at Denny’s.

“We do that every Sunday.”

POLICY 25

FEATURE

YOUR ASSOCIATION

UPGRADES BRAND

to better reflect changing mission, association with Big 'I'

A

ssociation members!

Did you know your Association recently underwent a campaign to update and expand its brand to better reflect its changing mission and strengthen its association with the Big I?

in design and marketing,” Denise said, noting that their research also included a survey to see how several other state associations were branding themselves. “I grew up with ‘The Big I’ and I’m very excited to see that old has become new.”

In spearheading the new branding effort, Independent Insurance Agents of Oklahoma President/CEO Denise Johnson formed a team, co-led by new Association Chief of Staff and Operations Josh Reasnor, to evaluate the Association’s existing brand and logo to determine what direction they wanted the new brand to go.

After careful deliberation and research, the decision was made to co-brand the Association with the Big I which, Josh said, “would bring the organization back to a wellknown, easily recognizable brand while offering our Association an opportunity to freshen up our logo while simultaneously rebuilding our website.”

“We wanted our Association to be a leader not only in education, products and services to our members, but also be a frontrunner

26 POLICY

Aided by Matthew Skarr, branding team member in charge of web design, the Association branding team went through several variations, re-works and

drafts, working with IIABA (Big I) to ensure co-branding didn’t infringe on any copyrights.

“And of course,” added Denise, “we wanted to ensure that while we were “one voice” with the Big I, the new brand made it clear that we are still very much ‘Oklahoma’. We think the final product is a much more visually pleasing and recognizable logo that associates us with national but leaves no doubt we are also proud Oklahomans.” (See new logos, this page.)

“We encourage all our members to visit our brand-new website at www.bigiok.com,” Josh said, noting that as part of the branding process, the Association’s corporate email addresses also changed their URL from @iiaok.com to @bigiok.com. n

WINTER 2019

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POLICY 27

FEATURE

Taking the

MYSTERY Out of Hiring

By Tom Baker FORGET JOB INTERVIEWS. HIRE ANYONE. Sound crazy? You're right. It is crazy.

But so is following outdated interview processes just to hire people you can only hope gives you what you need and paid for. Most agency owners continue to follow a traditional interview process because it's what we've always done. After all, what else is there? Answering this question marks the difference between success or frustration when hiring your next employee.

I recommend the following two crucial preinterview strategies to set the stage for a structure interview process.

PRE-INTERVIEW STRATEGY #1 – SOCIAL MEDIA ASSESSMENT A social media assessment begins before you contact a prospective new hire. Over 90% of employers say they research a candidate's social media presence before hiring. Their life on Facebook, Instagram, Twitter and LinkedIn reveals essential information, including:

• Does the individual look like a good fit for your culture? Explore their hobbies, what they

28 POLICY

do in their spare time, and the type of people they consider friends.

• What size is their social media network?

The applicant's social media influence is significant because a large network means a base of potential new clients • Is the person articulate, current and engaging? Is the individual an effective communicator, or do they appear to be crude or lacking in the ability to express their opinions clearly?

PRE-INTERVIEW STRATEGY #2 – REGISTERED LETTER A week before the interview, send a registered letter with the time and location for the interview as well as information to prepare for the interview.

Include instructions such as: • Please arrive at least 10 minutes early.

• Dress in a way that fits with our agency's dress code.

• Come prepared to discuss:

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FEATURE

– Three most significant challenges facing the insurance industry.

– Ten reasons why you want to work with our agency.

– Three reasons why our customers enjoy doing business with our agency.

– The job title, responsibilities and requirements.

– What criteria you will use to make your decision for what job offer to accept.

The objective is to learn if the candidate follows instructions and if they are willing to use your agency's website, social media presence to prepare for the interview.

Next, follow these four types of interviews to establish clear, exact expectations for making your final hiring decisions.

INTERVIEW #1 - LUNCH INTERVIEW

“Taking the mystery out of hiring is not really a mystery.

Following a well-planned course of action, understanding exactly what you need from your next super star and basing your final decision on metrics, not merits, puts you well out in front of your competition.”

• What sparks your passion?

• What is your ideal work environment?

• What are the three specific reasons you would like to work with our agency?

A lunch interview is a great way to learn about your candidate's social skills and explore how they treat others. Tony Hsieh with Zappos sends a car to pick up out-of-town prospective talent at the airport to determine how the candidate treats the driver. Apply this same strategy by observing how your candidates treat the wait staff. You will also learn if the candidate is a great conversationalist and listener.

Consider conducting a virtual format using web conferencing tools such as Skype or Zoom. Evaluating a candidate's dress, manner, surroundings and familiarity with technology reveal critical factors in deciding who to hire.

INTERVIEW #2 - LOOK FOR PASSION

INTERVIEW #3 - LOOK FOR APTITUDE

The objective is to determine how well the candidate fits in your agency's culture. You are looking for passion by deciding if they want "a job" or "this job."

Are they looking for a job or a career? Some great questions include:

Behavioral-based interview questions are the most highly recommended types of questions to ask in a job interview. The objective is to conclude if the candidate has the aptitude to do the job at hand. Behavioralbased questions often rely on the STAR method.

• What criteria will you use to make your decision regarding the job offer you will accept?

• What are three reasons why our customers enjoy doing business with our agency.

• What is the most significant challenge you believe the insurance industry is facing?

• Do you feel that you are a "lucky" person? (This is a question Tony Hsieh asks.)

• What are examples of how you have served your community in the past six months?

• Situation – Describe a situation in which you successfully resolved an angry customer's complaint.

– Describe a situation in which you would recommend an umbrella policy for a customer.

– Describe a situation in which you were asked to complete a task you felt unprepared or unqualified to complete. continued on next page

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POLICY 29

FEATURE

continued from previous page

• Task – What is an example of a specific goal you are currently committed to achieving?

– What is an example of a challenge you overcame this year?

– What is an example of performing an account review for a mono-line customer?

– What is an example of a disruptor in the insurance industry?

• Action – Tell me about a fresh idea you introduced in your previous job that benefited your agency or your customers.

– Tell me the steps you would follow that goes beyond what is requested to gain the opportunity to quote additional lines of business.

– Tell me about the actions you would take to resolve a dispute between and a coworker.

– Tell me about the steps you would take if you are told the premium is too high.

• Result – What is an example of the results from successfully resolving an angry customer's complaint?

– What is an example of the results from the fresh idea you introduced on your previous job that benefited your agency or your customers?

– What is an example of the results from learning about the challenges facing the insurance industry?

INTERVIEW #4 - SHOW AND TELL The objective is to provide an opportunity to demonstrate their ability to do the job at hand. Show & Tell can be done with a combination of actual prospects/customers and role play with your staff.

Some examples are: • Answer the next five inbound phone calls to the agency. You are looking for creativity, warmth and the ability to communicate a memorable experience.

30 POLICY

• Respond to an angry customer who feels their claim was not handled properly. You are looking for examples of how the applicant deals with stressful situations and people.

• Explain suggested limits for a customer with gaps in coverage. You are looking for knowledge of insurance products as well as an understanding of what customers need to reduce gaps in coverage.

• Respond to a customer who wants to renew their auto policy but cancel their umbrella policy. You want to learn if the applicant is an "order taker" or a knowledgeable, trusted advisor.

• Explain to a customer why you will not be able to get their quote completed in the next 10 minutes. You want to learn how the applicant communicates agency policy as well as how they make a potentially negative situation positive and memorable.

• Schedule a full account review for an existing customer. You are wanting to learn if the applicant is comfortable with proactively talking with customers about additional lines of business and their family to persuasively communicate the importance of an account review.

Taking the mystery out of hiring is not really a mystery. Following a well-planned course of action, understanding exactly what you need from your next super star and basing your final decision on metrics, not merits, puts you well out in front of your competition. Once you discover the person with the passion and aptitude you need as well as demonstrates their ability to do deliver the performance required, the next step is to offer a robust compensation package based on "results" rather than "effort." It’s the perfect example of, “I love it when a plan comes together!”

Tom Baker is the CEO of Catalyst Insurance Systems. As an author, speaker and coach, Baker has developed a unique talent management system, Symphony, which empowers agency owners to implement a performancebased compensation system that transforms compensation from an expense to an investment.

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BIG I OK NEW MEMBERS AGENCY MEMBERS Assuage Insurance Management LLC Ardmore | Contact: Jase Riggs

Extra Mile Insurance Solutions LLC Owasso | Contact: Niki Henley

Courtney Insurance Solutions Blackwell | Contact: Lynn Courtney

Jones Insurance Agency LLC DBA Community Insurance Agency Rush Springs | Contact: Steve “Kyle” Jones

Cross Pointe Insurance Advisors LLC Fort Smith, Arkansas | Contact: Wayla Ramsey Dorsey & Dorsey Inc. DBA Cheapest Auto Insurance Tulsa | Contact: Brandon Dorsey

Mattmic Insurance Services Edmond | Contact: Thomas Takyi-Micah Oklahoma CPC Insurance Tulsa | Contact: Jeffrey Miller

DutyTran Insurance Agency Norman | Contact: Hien Tran

Roger Camp Insurance Agency Inc. Wynnewood | Contact: Roger Camp

ENJ Insurance LLC Alva | Contact: Fawn Kingcade

The Kimberlee Agency Roland | Contact: Kim Flurry

Evolution Insurance Partners LLC Edmond | Contact: Jacob Jung

Valentine Insurance Group Inc. Shawnee | Contact: Betty Phillips

ASSOCIATE MEMBERS Agency Matrix Duluth, Georgia | Contact: Courtney Cooper

Med James Inc. Maumelle, Arkansas | Contact: O. Melvin Holt

AmeriTrust Southfield, Michigan | Contact: Wes Becknell

Method Insurance Services Omaha, Nebraska | Contact: Patrice Scott

Auto Guard Inc. Edmond | Contact: Sharon Freeny

Normandy Insurance Co. Deerfield Bach, Florida | Contact: Laura Lieberman

Combined Agents of America LLC Austin, Texas | Contact: Jan Gold

Phoenix Restoration Oklahoma City | Contact: Jaime Moore

Falcon Insurance Group Oak Brook, Illinois | Contact: Cathy Rose

TriLink Restoration Services LLC Oklahoma City | Contact: Don Warden

Houston International Insurance Group Oklahoma City | Contact: James Moore

Work At Home Vintage Experts Las Vegas | Contact: Chrissy Tadlock

McGowan Cos. Fairview Park, Ohio | Contact: Tammy Bogner

MARK YOUR CALENDAR! Register at iiaok.com/education

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Jan. 10 – Free Friday Ethics Class (online) CE credits: 1 Feb. 19 – CISR Insuring Personal Auto (OKC) CE credits: 7 Feb. 20 – CISR Insuring Personal Residential Property (OKC) CE credits: 7 Feb. 21 – Free Friday Ethics Class (online) CE credits: 1 March 4 – CISR Commercial Casualty I (Broken Arrow) CE credits: 7 March 5 – CISR Commercial Casualty II (Broken Arrow) CE credits: 7 March 13 – Free Friday Ethics Webinar (online) CE credits: 1 March 25-27 – CIC Commercial Multiline (OKC) CE credits: 16

POLICY 31

NEWSMAKERS AGENCY SPOTLIGHT: COMP RISK MANAGEMENT [Editor’s Note: Beginning with this issue, Policy is launching a series of “spotlights” on Oklahoma insurance agencies that are Big I OK Diamond Deluxe Partners. Are you a Diamond Deluxe Partner and wish to be featured in an upcoming issue of Policy? Please send a short proposal to Shania Slavick at Shania.slavick@bigiok.com. Also, the new 2020 Partner Program has just been released; please contact Shania to discuss the benefits and levels of participation. It’s the perfect time to get involved!]

For more than 30 years, COMP Risk Management of Oklahoma City has partnered with independent agencies throughout the state to provide access to quality monoline workers’ compensation coverage for their clients.

COMP Risk began by providing access to workers comp coverage for the vast majority of Oklahoma’s banks. Over the years their appetite has grown to include a wide variety of risks, such as restaurants, grocery stores, retail shops, auto mechanics, car dealerships, pest control and light manufacturing.

COMP Risk Management has garnered a reputation for providing exceptional customer service, both to its agencies and policyholders. They are easy to work with and they require no agency minimum premium. COMP Risk has contracts with over 150 independent agencies throughout Oklahoma.

“We are a unique operation in that we are so specialized.

We do one thing, and we do it well,” said Rebecca Easton, president. “The agencies, producers and account managers who work with us consistently tell us how much they appreciate the work we do to make their jobs easier. Our marketing style is more grassroots in that we rely on word of mouth and our reputation. So, when we say we have a reputation for exceptional customer service, we are not bragging; our business model relies on it.”

Be a Newsmaker | What’s happening in your organization?

Celebrating an anniversary, opening a new branch, or have a staff member who has received an outstanding award? Send us your 32 POLICY

COMPRISK Management Inc. 750 E Britton Road, Suite 200 Oklahoma City, OK 73114 PH: (405) 879-0155 quotes@comp-risk.com

2 Member Agencies Named to Metro 50 List Two IIAOK member agencies were listed in the Metro 50 listing. Professional Insurors Agency LLC and Thrive Insurance were among those named to the list of the 50 fastest growing private companies in central Oklahoma. Honorees were recognized at an awards banquet held Sept. 23 at the National Cowboy and Western Heritage Museum.

news, along with a photo and your logo, so we can recognize those achievements in our POLICY magazine. Please email info@bigiok.com if you have questions.

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Ed Berrong Agency

Oklahoma Agencies Qualify for Big I 2019 Best Practices Cycle Four agencies from Oklahoma qualified for Big I’s 2019 Best Practices Cycle. To achieve this status, each agency was nominated by either a state association or a carrier partner for the operational excellence, the invitation to participate was sent, and the agency moved forward and submitted extensive data and information directly to Reagan Consulting to be scored in the six different revenue categories. Only the top percentage qualified, and the annual study is being written based on these highperforming agencies.

Three of the recognized agencies are headquartered in Oklahoma City: Professional Insurors Agency LLC, BancFirst Insurance Services Inc. and Trustpoint Insurance.

Also included on the list was the Ed Berrong Agency of Weatherford and Edmond.

Launched in 1993, the Best Practices initiative and offers timeless and cutting-edge strategies developed from studying top U.S. insurance agencies of all sizes. They have proven to be transformative tools for agencies seeking to excel.

“At BancFirst Insurance Services, we try to provide an environment where our employees do not settle for average.

Instead, we focus on how best to provide a great experience for our customers within the framework of a high-growth agency,” said BancFirst Insurance Services president Ed McGrath. “Their teamwork, discipline and commitment to excellence which has evolved from this process drives our success.”

“This is the 16th year we have been named a Best Practices Agency, and we are in the ‘winner circle’ because of our excellent staff, our fine group of contracted companies, and the hard work all of us put into our business for our customers and our companies we represent,” said Brad Berrong, president of the Ed Berrong Agency.

“Professional Insurors was very proud to be recognized as one of the Best Practices Agencies for 2019,” stated Kelly WINTER 2019

Miller, CIC, president. “We take a lot of pride in how we not only serve our clients, but also providing a positive culture for our team and operating not just as an agency, but as a business.”

The Professional Insurors Agency of Oklahoma City also was recognized this year as one of Oklahoma City’s Metro 50 Fastest Growing Companies. “Being recognized for the third time was very rewarding for the whole PI team,” Miller said. “When you have been in business for 42 years and get recognized for growing as fast as many of the younger companies, being included on this list is an accomplishment we are both proud of and humbled by.”

“Our team is honored to be included on the best practices list this year,” said Timothy Harlin, Trustpoint Insurance. “We try to build a culture on our team of coming to work every morning and asking ourselves, ‘What can I do today to move our agency forward and improve our offering to our clients?’ Answering this daily question and taking action on it results in a string of small steps that accumulates into huge progress for our organization over time. We are excited to continue this momentum into 2020 and beyond.”

In Memoriam Word has been received of the death of J.R. “Ken” Carpenter, who owned the John R. Carpenter Insurance Agency Inc. of Stroud.

His son Ken has assumed ownership of the agency.

John was born on Sept. 20, 1929, and passed away on Oct. 14, 2019. He graduated from Stroud High School in 1947 and from OSU in 1951 with a degree in business administration.

POLICY 33

CONFERENCE SNAPSHOTS PHOTOS TELL THE STORY OF A SUCCESSFUL IIAO CONFERENCE IIAO’s Fall Conference: Vision 20/20 Nov. 12, 2019 | Reed Center, Midwest City

Welcome

Registration open

Registration gathering & welcoming

Chairman Jeff Burton starting off with morning greetings

1st speaker: Judy Sivy w/Ohio Insurance Agents

2nd speaker: Stacy Williams w/ CompSource Mutual Insurance Company

Cathy McCullough was a huge hit!

MTM Recognition risk management tour!

Trade show; making connections

Who runs the world?! (Pictured: Adriane Stachmus & Shania Slavick)

What a team! Fall Conference was a hit! (Pictured from Big I OK: Cindy Munden, Denise Johnson, Kortney Wahkinney, Lauren Henson, Shania Slavick, and Josh Reasnor)

34 POLICY

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Getting those stamps for the cash prize!

Gang's all here! (Pictured: Susan Current, Hey Graham Rogers!

Kyle Keeton, Wes Becknell, Ryan Teubner)

These ladies rock! (Pictured: Melissa Friends from Mercury Ins (Pictured: Shane Ambler, Christin Cornelius, Lindsey Burton Cooley & Susan Current) w/Specialty Insurance Managers of OK)

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Reunion for these gal pals! (Pictured: Kortney Wahkinney, Dayna Morton, Kim Nielsen, & Jolee Bradford)

POLICY 35

Independent Insurance Agents of Oklahoma PO Box 13490 Oklahoma City, OK 73113

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