The Tennessee Insuror Jan/Feb '19 by Insurors of Tennessee

THE TENNESSEE

INSUROR January/February 2019 Volume 30 | Number 1

Full Steam Ahead Introducing Your 2019 Board of Directors

10 12 14

The Rollercoaster Financial Sector Agency Growth Conference 2019 Defining Your Target Market

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com. ©2019 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

2Insurance plans protected U.S. Patent No. 7,908,157.

The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXX, Number 1 January/February 2019

features

Phone (615) 385-1898 Toll Free: 1-800-264-1898 Email: info@insurors.org Editor: Ashley Gold, J.D. Publisher: Daniel D. Smith Jr., CAE

4 Full Steam Ahead INSURORS OFFICERS

President ........................................................................... Joe Hunt Immediate Past President ............................... Chris Allison, CIC IIABA National Director ......................................... Lou Moran III VP, Region III and President Elect ........................ Bob McIntire Vice President, Region I ................................... Norfleet Anthony Vice President, Region III .................................... Chip Fridrich Jr. Treasurer ..................................................................... Tim Roberts Secretary ................................................................. Chip Hoover Director, Region I .................................................. Tommy Allmon Director, Region I .................................. S. Keith Phelps, CIC, CRM Director, Region I ......................................... Richard Whitley, CIC Director, Region II ............................... Christy Jones, CISR, CAPI Director, Region II ............................................ John McCord, CIC Director, Region II ..................................................... Taylor Porch Director, Region III ............................................................ Tim Witt Director, Region III ................................................. Mark Slater Jr. Director, Region III ...................................... Brandon Clarke, CIC Young Agents Chair ..................................... Alan Sisk, AU, AINS

ADVERTISING

Introducing Your 2019 Board of Directors

The Rollercoaster Financial Sector

12 Agency Growth Conference 2019 Join Us to Learn About Some of the Most Pressing Topics in the Industry 14 Daniel Talks Agency Marketing: Defining Your Target Market Build a Segment That Your Agency Can Reach for Growth 46

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When Will This Ride End?

From Your President

Shaping OUR Future

From Your IIABA National Director

From Your CEO

Education Calendar

Layman's Terms

Company Spotlight

Tennessee is an Eagle State!

A Dream Job with the Reality of the Future

A New General Assembly Means New Opportunities EMC Insurance Company

39 Vendor Spotlight Arcus Restoration 51 Meetings 53

Member Tips

New State Cyber Security Regulations

Full Steam Ahead Introducing Your 2019 Board of Directors

We've entered a new era at Insurors as Ashley Gold, J.D., took over as CEO in January. But one thing that remains the same is the strong group of volunteers that are working hard to keep us "Full Steam Ahead." Announcing our 2019 Board of Directors:

Joe Hunt

PRESIDENT Best concert attended: Michael Jackson "Thriller" Item you'd splurge on: Caviar and oysters

Joe is the chief manager of V. R. Williams & Company in Winchester and serves as the President of Insurors. After leaving his hometown of Charlotte, Joe went on to graduate from Wingate University in Wingate, North Carolina, with a B.S.B.A. in Business Management and a minor in Economics. In 1982 he started with Maryland Casualty Company, serving as a Market Manager. In 1988 he left the company side to begin working with independent agencies. He previously served on the Insurors Board as a Director of Region II, Treasurer and most recently as a VP of Region II. He is the only back-to-back recipient of the Insurors Jim Alexander Service Award. Outside of his work with Insurors, he also has served on the executive board of the local community development center for over 15 years and is an avid duck hunter. He currently resides in Bell Buckle with his wife Jenny, who recently retired as mayor of the town. They have two daughters, Hannah Kay who graduated from Wake Forest and the University of Tennessee College of Law, and Sarah Ashleigh who graduated from Auburn University with a Masters in Accountancy and as a CPA. 4

Chris Allison, CIC

IMMEDIATE PAST PRESIDENT

Least Favorite Superhero: Hellboy

Pet Peeve: People driving slow in the fast lane Chris is a principal agent with The Allison Insurance Group, Inc., in Jackson and serves as the Immediate Past President of Insurors. He received his Bachelor's degree from Union University in Jackson, and began his insurance career in 1990. He received his Certified Insurance Counselor (CIC) certification in 2008. He formerly served Insurors as Young Agents Chair, Secretary, Vice President/Director of Region I and most recently as President. This year he will serve as chair of the Insurors Nominating Committee. A true believer of community involvement, Chris is an active member of the Rotary Club, serves on the Boards of the Jackson State Community College Foundation and the Exchange Club Carl Perkins Center for the Prevention of Child Abuse, and serves on the Union University Business School and West Tennessee Business College Advisory Committees. Last year he was appointed to the Education Foundation Committee for the Jackson-Madison County School System. Past community involvement includes Northside United Methodist Church Trustee and Chair of the Trustees, Rotary Club Board, Jackson Chamber of Commerce Board and Committees, Leadership Jackson Alumni Association Board, Boys and Girls Club Board and past Chair, along with many other community-related groups and events. Chris lives in Jackson with his wife Suzanne, and their daughter Ashlee who is a Senior at Jackson Christian School. The Tennessee Insuror

Bob McIntire

VICE PRESIDENT of REGION III Best dad joke: What's a fake noodle? An impasta! Best concert attended: Jimmy Buffett

Bob is a co-founder and principal agent of McIntire & Associates Insurance and Real Estate in Cleveland and serves as Vice President of Region III. He graduated from Lee College in Cleveland with a degree in Business Administration and he and his father founded their agency in 1981. He previously served on the Insurors Board as a Director of Region III. In addition to his work with Insurors, Bob serves as chairman of the Economic Development Council for Cleveland/Bradley County, is a member of the Industrial Development Board of Cleveland/Bradley County, a trustee for the Cleveland State Community College Foundation, and is the treasurer and a board member for Life Bridges Inc. He also volunteers on the Stewardship Committee at First Baptist Church where he and his wife, Melinda, along with their children, Robby and Emily, are members.

Norfleet Anthony III

VICE PRESIDENT of REGION I

Favorite place to travel: Hawaii

Favorite abbreviation: GBO!

Norfleet is the president of S.N. Anthony, Inc. in Ripley and serves as Vice President of Region I. Born and raised in Ripley, after high school he attended the University of Tennessee. He began his insurance career by joining the family agency in 1982. He furthered his industry education by attending the Allstate, Travelers and USF&G producer schools. He formerly served on our Board as a Director of Region I. In addition to his service with Insurors, Norfleet is a member and lay leader of First United Methodist Church Ripley, a District Trustee for the Mississippi River District of the United Methodist Church, Co-Chair the Pension & Benefits Board for the Memphis Conference of the United Methodist Church and Member and Past President of the Ripley Rotary Club. He and his wife Amy have four children, Sy Anthony and Katherine Anthony Leake, and Rachel and Elizabeth Harpole. Norfleet's daughter Katherine and her husband Chad have also had their first child, Norfleet's grandson Jackson Henry Leake.

Chip Fridrich

VICE PRESIDENT of REGION II

Item you'd splurge on: Family trip abroad

Band you'd join: Inspector 12 - my college band Chip is the president of Fridrich Pinson & Associates in Nashville and serves as Vice President of Region II. A Nashville native, he graduated from Montgomery Bell Academy and then earned his Bachelors degree from Vanderbilt University where he also played baseball. He joined his agency right after college in 1990, and he is also part owner of the family real estate firm – Fridrich & Clark Realty. He previously served Insurors as a Director of Region II, and is a past president of the Insurors of Nashville local board. In addition The Tennessee Insuror

to his work with Insurors, he is a member of St. Henry Church and has previously done work as a college baseball analyst for ESPN and other cable networks. He is married to the former Heather Knapp and they have three children – Hannah, who is 11, Dowden, who is 9 and Lewis, who is 6.

Lou Moran III

IIABA NATIONAL DIRECTOR

Pet peeve: Using "at" as in "Where you at?"

Band you'd join: The Eagles

Lou is the president of Inter-Agency Insurance Service in Knoxville, and serves as IIABA National Director and as a member of the IIABA “Big I” Governmental Affairs Committee. He previously served on InsurPac National Board of Directors. He grew up in Knoxville, attending the Webb School and UTK. He began working at Inter-Agency, which his father founded, in 1985 and has been there ever since. Over his insurance career, he has completed many industry schools, including Safeco Personal & Commercial Lines schools and Drake University’s Insurance School. Through his career, he has served on multiple Insurors committees, was a Board member in 1996, 2002-2004 and served as President in 2014. In addition, he served as President of the Insurors of Knoxville local board in 1996 and currently serves on the Big "I" Government Affairs Committee. He was named Young Insuror of the Year in 1994 and Insuror of the Year in 2006. Outside of his work with Insurors, Lou is very active in his community, serving on the Webb School Board of Trustees and having served on Boards for the Tennessee Stage Company, RiverFest BBQ Contest, ArtFest, Leadership Children’s Hospital, Knoxville Area Chamber Partnership, ChildHelp Tennessee, Leadership Knoxville and Webb Alumni Council, among others. He currently lives in Knoxville with his wife, Mimi, and their two children, Lou IV, a Junior at UTK, and Emily, a recent UTK graduate who has begun her carrier in insurance as an adjuster with Auto-Owners Insurance Co.

Chip Hoover

SECRETARY Pet peeve: People who hold up the TSA lines Favorite TV show: "Billions" - and it's not close

Chip is the co-managing director, a producer and the senior VP of the Murfreesboro office of J. Smith Lanier - a Marsh & McLennan Agency LLC company. He serves on the Board as Treasurer, and previously served as Young Agents representative in 2009. He is a 9th generation Murfreesboro native, and earned his BA from MTSU in 2001. He began his career in the industry at Martin & Zerfoss in Nashville after graduation. In 2004, he started AGA/Hoover, LLC, an independent insurance agency in Murfreesboro. AGA/Hoover was acquired by J. Smith Lanier & Co. in December of 2007. In January of 2017, J. Smith Lanier was acquired by MMA and currently operates as their Southeast regional HUB. In addition to his work with Insurors, Chip is a graduate of Leadership Middle Tennessee; a founder and Board member of the 100 Club of Rutherford County; and former Chairman of Murfreesboro Main Street, Inc. Chip has also served on the boards of Oaklands Association, Middle Tennessee American Heart As5

sociation, and the Rutherford County Domestic Violence Shelter. He and his wife, Aimee Eleanor Hoover, enjoy volunteering with the Webb School Parents Association, The Discovery School at Bellwood and St. Paul’s Episcopal Church. They have four children – Sawyer, Eleanor, Cecilia and Mary Edwards.

Tim Roberts

TREASURER Item you'd splurge on: Private yacht Favorite TV show: "Boston Legal"

Tim is the president of Carnal-Roberts Agency in Lexington and serves as the Treasurer. He is a Jackson native and graduated from Central Merry High School before attending the University of Tennessee at Martin. After working some "odd jobs" through high school, he began his career at the agency in April of 1979. He previously served Insurors as a Director of Region I. Outside of his work in the industry, he is the chairman of the board for Community Bank, and has volunteered with many other civic organizations. He and his wife Deborah have one son, Cody, and enjoy spending time at their "second home" on the Tennessee River.

Tommy Allmon

DIRECTOR of REGION I

Current Netflix binge: The Ranch

Least Favorite Superhero: Power Rangers Tommy is the president of White & Associates in Dyersburg and serves as a Director of Region I. He is a native of Gibson County and has lived Dyersburg for the past 12 years. He earned a B.S. in Health and Human Performance with a concentration in Sports Management and a B.S. in Business Administration from the University of Tennessee at Martin before starting at White and Associates Insurance in May 2004. Inside the industry, he has been active with the Insurors of Northwest Tennessee, the Safeco Southeast Advisory Council, the Southern Trust Tennessee Advisory Council and the Allstate Southern Region Independent Agent Advisory Board. In addition to his work in insurance, he is an active member and former president of the Dyersburg Kiwanis Club and a Kiwanis Duck Blast Committee Member, a board and Foundation Board member for the McIver’s Grant Public Library, an advisory board member for Tennova-Dyersburg Regional Medical Center, a board member and membership chair for the Dyersburg-Dyer County Chamber of Commerce, and a former Annual Fund Chair for DSCC. He and his wife, Whitney, have been married for 13 years and have three children, Edie who is 8, Woods who is 6 and Bennett who is 5. They are active members of First UMC in Dyersburg and enjoy spending time at the lake, going to the beach, and watching UT football.

Keith Phelps, CIC, CRM DIRECTOR of REGION I

Best concert attended: Al Jarreau

Favorite TV show: "CBS Sunday Morning"

Keith is the director of marketing for Jamieson & Fisher, Inc. in Covington and serves as a Director of Region I. Born 6

and raised in Covington, he received his Bachelor of Business Administration from Lambuth College in Jackson in 1980. His insurance career began while he was still in high school, as he began working for the agency after school at age 16. He earned his license at the age of 18, and is probably one of the youngest students ever to attend the famous Chuck Bidek licensing schools. After graduating from college, he began his full time career at the agency in Personal Lines Sales and then moved to Personal Lines Manager, and then to his current position of Marketing Manager. He earned his CIC designation in 1987 and his CRM in 2002. In addition to his work with Insurors, Keith served as an Alderman for the City of Covington from 1993 to 2001 and was recently appointed to serve an additional unexpired term on that board. He is a Founding Board Member of CASA of Tipton County (Court Appointed Special Advocate), a board member and lifelong member of First United Methodist Church in Covington, served as chair of the Industrial Development Board for Tipton County, a Volunteer Fireman for 37 years and a Keystone Insurers Group Partner. His wife, Grace Phelps, passed away in 2016, but her memory lives on through Keith and their children – Dustin and Catherine, and three granddaughters, Georgianne, Molly Kate and Charley. He enjoys spending time at the lake and beach with his family and friends and is a member of the Memphis Symphony Chorus.

Richard Whitley, CIC DIRECTOR of REGION I

Biggest Pet Peeve: Texting and driving

Item you'd splurge on: Hunting waders. Stay dry!

Richard is a principal agent with McDaniel-Whitley in Memphis and serves as a Director of Region I. He is a native of Covington and earned his BBA from Ole Miss in 1989. After working in banking for around eight years, he entered the insurance industry in 1997. He credits his time as a commercial loan officer with giving him immense insight for owning a business. Additional professional education for Richard includes earning his CIC designation in 2000. Organizations he has previously been active with include the Insurors of Memphis, Collierville Rotary Club, West Tennessee chapter of the Associated Builders and Contractors and CFMA. He and his wife Michelle have been married for 19 years and have two children, Caroline, who is 17 and Emmy, who is 15.

Christy Jones, CISR, CAPI DIRECTOR of REGION II

Dream vacation: New Zealand

Item you'd splurge on: Tesla Model X

Christy Jones oversees the Affluent Division and is the Personal Lines MGA Manager for Martin & Zerfoss, Inc. in Nashville and serves as a Director of Region II. Christy is originally from Chicago, where she began her insurance career before moving to Nashville and joining Martin & Zerfoss over twenty years ago. She obtained her CISR designation in 1997 and her CAPI designation from Chubb Insurance at the Wharton School of Business in 2015. She has also attended the Chubb Agency Business School at Vanderbilt University The Tennessee Insuror

and holds a seat on Chubb’s Agent Advisory Council. In 2018 she was named as the Insurors Jim Alexander Service Award winner. An active participant with the Insurors of Nashville local board, she has also worked with the group's Pencil Partner Council, which supports Tom Joy Elementary School. Christy lives in Mount Juliet with her two sons, Jonathan who is 16 and Nicholas who is 14. In her spare time, she enjoys traveling to take part in new adventures around the world with her family.

John McCord, CIC

DIRECTOR of REGION II

Best concert attended: The Eagles Favorite TV show: Feherty on Golf Channel

John is a principal agent of Lester, Greene, McCord & Thoma, and serves a Director of Region II. He was born in Manchester and raised in Tullahoma. He graduated from MTSU with a major in Finance and minors in Business Law and Insurance, and has held his CIC designation for over 25 years. He began his career in the industry with Lamborn Insurance in 1984, and joined Lester & Greene Insurance in 1989. Lamborn was acquired by the agency in 1992, and in 1994 John became a partner and the agency became Lester, Greene & McCord. A merger with the E. B. Thoma agency in 2016 gave the agency its present name and partnership. In addition to his work with Insurors, John volunteers with the Highland Rim Kiwanis Club, Tullahoma Chamber of Commerce and serves on the board of the Tullahoma Area Economic Development Corp. He formerly served as treasurer for the United Givers Fund and Hospice of the Highland Rim, on the MTSU Insurance Liaison Committee, Lakewood Golf & Country Club committees and many carrier advisory boards. He has been married to his wife Michelle Boehm McCord for 33 years, and they have two children, son Davis who now works for the agency after 5 years with Auto-Owners, and daughter Anna who works with Tractor Supply Company in Brentwood.

Taylor Porch

DIRECTOR of REGION II

Item to splurge on: Mountain ranch/buffalo herd Band you'd join: Steeldrivers or Sturgill Simpson

Taylor Porch is the VP of sales and marketing for Porch-Stribling-Webb, Inc. in Waverly and serves as a Director of Region II. A Waverly native, he graduated from Waverly Central before earning his Bachelor's degree from Cumberland University in 2004. After college, he worked as a commercial underwriter for Cincinnati Insurance Company for 3 years. In 2007, he returned home to work at the family agency. In 2011 he became a partner in the firm. He formerly served on our Board as Young Agents Chair. In addition to his work with Insurors, he is involved with the United Way of Humphreys County, serving on their Allocations Committee for several years. He is also a member of the Waverly Lions Club and serves on the Leadership Council for Emerging Leaders division of Keystone Insurers Group. He and his wife Rebecca have been married since 2004 and have two children, son Sawyer and daughter, Sydney. Taylor is an avid golfer and also loves duck hunting and travel. The Tennessee Insuror

INTRODUCING

Exceptional Agents Berkley Southeast Insurance Group recognizes the need to mentor the growth of new talent and to perpetuate the Independent Agency System, as well as provide young agents with a competitive advantage. Tennessee’s Young Agents are the future of our business. That’s why we are working together for success.

2018 Exceptional Young Agents Aaron Jensen Blake Dickens Brandon Patterson Chad Richardson Clement Ledbetter Cooper Permenter Craig Moreland David Allen David Clark David Evans Drew Powell Forbes Harris Fred Vann Gabe Colwell Graylon Perkins Jamie Williams John Fritts Josh Clayton Josh Witt KC Covington Kevin Lockmiller Kevin Ownby Kevin Pomeroy Lori Carter Michael Greer Michael Novarese Neil Scott Paul Steele Rand Thomas Rebecca Shipp Richard Powell Robert Harris Stacy Woodard Stuart Oakes Taylor Ragan Tim Treadwell Trey Powell

Shafer Insurance Agency, Knoxville Harris, Madden and Powell, Memphis Ownby Insurance Services, Sevierville Swallows-Newman Insurance, Cookeville Battle Page Insurance, Franklin Harris, Madden and Powell, Memphis Swallows-Newman Insurance, Cookeville RSS Insurance, Chattanooga RSS Insurance, Chattanooga The Insurance Group, Inc., Knoxville Martin & Zerfoss Insurance, Nashville Harris, Madden and Powell, Memphis Collier Insurance, Memphis Swallows-Newman Insurance, Cookeville Westan Insurance, Martin Hardin County Bank Ins. Agcy., Savannah TIS Insurance Services, Knoxville Westan East, Johnson City The Insurance Group, Inc., Knoxville Union City Insurance, Union City V.R. Williams & Company, Winchester Ownby Insurance Services, Sevierville Commercial Insurance Associates, Inc., Nashville THW Insurance, LLC, Lebanon V.R. Williams & Company, Winchester McDaniel-Whitley, Inc, Memphis RSS Insurance, Chattanooga Martin & Zerfoss Insurance, Nashville The Crichton Group, Nashville THW Insurance, LLC, Lebanon Harris, Madden and Powell, Memphis Tigrett & Pennington, Nashville Shafer Insurance Agency, Knoxville TIS Insurance Services, Knoxville Martin & Zerfoss Insurance, Nashville Boyle Insurance, Memphis RSS Insurance, Chattanooga

Your Back-in-Business Insurance Company®

berkleysig.com 7

Tim Witt

DIRECTOR of REGION III Item to splurge on: Fancy car Best concert attended: Lynyrd Skynyrd in 1974

Tim is the owner and president of Edwards, Tipton, Witt Agency in Kingsport, and serves as a Director of Region III. He is a Kingsport native and graduated from East Tennessee State University in 1982 with a degree in Business. He has worked in the agency for over 35 years, which has been family-owned since 1967. He is a longtime member of the Kingsport Chamber of Commerce and enjoys working with local children's charities. He has successfully served as a member on many local Boards and currently is working on the Risk Management Team for the local BSA Summer Camp. Tim, along with his wife, Sarah, have six children and five Grandchildren. His son Landon also works in the agency as a producer.

Mark Slater Jr.

DIRECTOR of REGION III

Favorite TV show: 60 Minutes Band you'd join: U2

Mark is the president of Sunbelt Insurance Group and serves as a Director of Region III. A native of Chattanooga, he graduated from the Baylor School in 1981 and attended the University of Georgia before earning his B.S. degree from the University of Tennessee at Chattanooga. Mark joined the agency in 1987 and purchased it in 2011. He has completed the Appalachian State University Insurance Executive Program and Drake University Insurance Program. He is a past president of the Insurors of Chattanooga local board and earned their Insuror of the Year award in 2002. He formerly served on the Insurors of Tennessee Board from 2003-05. Outside of his work with Insurors, Mark is a member of the Chattanooga Downtown Rotary. He is married to Lorrie Slater, and between them there are five children (Timothy, Jaime, Tori, Alexa and Matthew), a daughter-in-law (Cary), two granddaughters (Ivie and Violet) and a grandson on the way. They reside in Chattanooga.

Brandon Clarke, CIC DIRECTOR of REGION III

Biggest pet peeve: People who don't care

Best concert attended: Widespread Panic Red Rocks

Brandon is the president of John Bailey Company in Knoxville and serves as a Director of Region III. He was born in Nashville but grew up in Knoxville and graduated from Farragut High School before earning a degree in general business from Ole Miss. He worked as a marketing representative and underwriter for an MGA for 4 years before joining John Bailey Co. in 2005. In addition to his work in the industry, he is the co-founder of Young Professionals of Knoxville (YPK), co-founder of Knoxify.com's “What Makes Knoxville Great,” 2011 Dogwood Arts Festival co-chair, is involved in Introduction Knoxville and was listed in the 2007 Knoxville 40 Under 40. He is married to his high 8

school sweetheart, Lauren, and they have three daughters, Emerson who is 10, and 6 year old twins Taylor and Bankston. He is a 2017 Ironman Chattanooga Finisher and also enjoys training, playing golf, writing, reading and spending time outdoors.

Alan Sisk, AU, AINS YOUNG AGENTS CHAIR

Favorite TV show: The Office

Biggest pet peeve: Large group text threads

Alan is a partner and senior risk advisor for SouthPointRisk - Geny Insurance in Nashville. He is a native Middle Tennessean, growing up in Manchester and calling Nashville home for over 10 years. He earned his Bachelor's degree in Business Administration/Marketing from the University of Tennessee at Chattanooga. Prior to joining his current agency in 2012, Alan had worked in the insurance field since 2007 handling various areas including sales, marketing and underwriting. He now leads the agency’s bonding initiatives and manages carrier strategy. He is a past president of Insurors of Nashville and has served on the Insurors Young Agents Committee since 2016. In addition to his work with Insurors, he serves on the board of directors for the Nashville Sports Council, Hope Clinic for Women and as a subject matter expert in insurance and bonding for the Nashville Business Incubation Center. Alan and his wife, Clara, live in Nashville and are members of St. George’s Episcopal Church. We thank all of these volunteers for giving their time and energy so freely to the Association. If you have thoughts or ideas on how Insurors can improve, please feel free to reach out to the Board members using the contact information below. BOARD CONTACT INFORMATION Joe Hunt • 931.967.2268 • jhunt@vrwilliams.com Chris Allison • 731.668.8444 • chris@allison-ins.com Bob McIntire • 423.472.5058 • bmcintire@mcintireins.com Norfleet Anthony • 731.635.9441 • sna@snanthony.com Chip Fridrich • 615.321.3864 • cfridrich@fpa.insure Lou Moran • 865.637.4519 • lmoraniii@interagencyinsurance.com Chip Hoover • 615.898.1919 • choover@jsmithlanier.com Tim Roberts • 731.968.6649 • tr@cragency.net Tommy Allmon • 731.285.0565 • tommy.allmon@whiteandassociates.net Keith Phelps • 901.476.8644 • kphelps@jamiesonandfisher.com Richard Whitley • 901.591.8751 • rwhitley@mcwins.com Christy Jones • 615.297.8500 • cjones@martinzerfoss.com John McCord • 931.455.3453 • jmccord@lester-greene-mccord.com Taylor Porch • 931.296.4271 • tporch@pswins.com Tim Witt • 423.246.2611 • twitt@etwinsurance.com Mark Slater • 423.855.1234 • mark@sunbeltinsurance.net Brandon Clarke • 865.524.0787 • brandon.clarke@johnbaileyco.com Alan SIsk • 615.515.3218 • Asisk@SouthPointRisk.com u

The Tennessee Insuror

We know what it took to build this unique business.

And we know what it takes to protect it. Underwriters who know and understand what coverages are necessary for each unique business. Loss prevention professionals who use a hands-on approach to help develop programs tailored to each specialty business. Claim reps with the expertise and technology to process claims quickly and efficiently. As an Official Supplier of the Silver LiningÂŽ, you and West Bend will find a specialized insurance plan for your valued customers. To find out more, talk to your West Bend underwriter.

Celebrating 125 years of valued relationships with our agent partners. The Tennessee Insuror

The Rollercoaster Financial Sector When Will this Ride End? Volatility in the financial markets has anchored the news in recent weeks, as equity investors have seen their portfolio values generally decline amidst a flurry of peaks and valleys while bond investors are struggling to determine the direction and degree of interest rate changes. In the case of both the equity and bond markets, each appears to be seeking solid ground upon which to establish a foundation as the economy moves into its 2019 iteration.

Why is This Happening? One thing to keep in mind is that investors establish prices for stocks and bonds based on future expectations of earnings and interest rates, respectively. Most analysts prudently utilize a rearview mirror of historical performance, but only as a tool for predicting the future. So what is concerning the markets about the future? Trade and tariff concerns are a significant fear factor, as investors consider a relatively free flow of goods and services as ideal for maximizing economic growth and resulting corporate earnings. Anecdotally, whenever U.S. or Chinese politicians opine regarding trade and tariff issues, the markets move in the exact same direction as the rhetoric. Another factor in the markets is the recent 2018 election. While the results virtually assure us that the legislative environment will be characterized by gridlock for the next two years, investors may also be feeling some trepidation about Democrats maintaining their momentum into the 2020 election cycle. In a scenario where a Democrat wins the presidency and Republicans lose their slim majority in the Senate, investors would fear that the likely costs of increased regulation and the possibility of increased taxes would have a negative impact on corporate profits. A third ingredient in this recipe for falling stocks is simply the fear of the "boogeyman," in the form of economic recession. The U.S. economy is long into an economic recovery, perhaps one of the lengthiest on record, and unemployment is at one of its lowest points in modern history. But as the adage goes, “what goes up must come down.” As such, many investors are moderating expectations about economic momentum over the next couple of years. The bond market is certainly behaving in a way that suggests the economy could correct in the next couple years, as parts of the yield curve have recently inverted. Historically, a yield curve inversion has been a very accurate predictor of economic recession.

written by Jim Rieniets, INSBANK President & CEO What Should Investors Do? In this environment investors should be careful not to overreact. Much trading happens in the equity markets which are not based on long-term investing. A cynic would point out that corporate profits do not often change overnight, and yet stock market prices sometimes act as if they did. Automated trading and leveraged funds also impact volatility with proscribed trading rules that limit losses, take gains, etc. Unless an investor has a strategy to take advantage of short-term volatility, most are well-advised to stick to fundamentals: invest in a diverse portfolio of companies that have well-established earnings momentum and minimal threat of obsolescence or loss of market share. Such companies will see earnings impacted by economic change, but will likely experience less volatility over time. Sometimes it’s beneficial to be a bit contrarian, as well. When the herd is all going one direction, opportunity may exist somewhere else. In a time when there are a lot of sellers, buying at prices that have pulled back from their highs is probably a good bet. As investing is a form of wager, hedging is not a bad idea, either. The current bond market is a good example where the yield curve is relatively flat and there is little consensus about the future. In such a scenario bond investors should limit their exposure to long term positions as there is little yield to gain for the amount of price risk one would take for having a long duration. At the same time, an economic recession – which seems inevitable at some point in the near future – would find short-term rates declining. What’s the smart strategy? Spread maturities such that the timing of rate changes imparts minimal risk of volatility to both fixed income and portfolio value. Whether you’re investing in stocks or bonds, the principles of diversification and risk-mitigation apply, and can help investors endure the rough ride of most financial market rollercoasters. About the Author Jim Rieniets serves as President and CEO of INSBANK, which requires him to manage the day-to-day activities of the bank. He also serves as a director of INSBANK and on the Loan and Investment Committees. Jim has an extensive banking career and leadership background – including holding various roles within the Tennessee Bankers Association (TBA). He currently serves as the chairman of the TBA Government Relations Committee. u

The Tennessee Insuror

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5614 Franklin Pike Circle, Brentwood, TN 37027 I 2106 Crestmoor Road, Nashville, TN 37215 615.515.2265 I 866.866.2265 I www.insbanktn.com I Open Mon. - Fri., from 8:30 AM – 4 PM.

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Agency Growth Conference 2019 Join Us to Learn from Experts About Some of the Most Pressing Topics in the Industry The Insurors 2019 Agency Growth Conference is set for March 27-28 at the Doubletree in downtown Memphis and registration is now online. In addition, we have finalized the following speakers and sessions for the event: EVENT SCHEDULE Wednesday, March 27th (all times CST) 1:00-2:00 pm Registration 2:00-3:30 pm

General Session “Relentless Success: Don't Quit” – Todd Stottlemyre, former MLB pitcher and best-selling author

3:30-5:30 pm

Trade Show and Meet the Vendors Reception

6-8 pm

Young Agents reception, Meet and Greet with Todd Stottlemyre – Memphis vs. Ole Miss baseball at AutoZone Park

Thursday, March 28th 8:00-11:20 am

Breakout Sessions as listed below

8:00-11:00 am “E&O Best Practices” – Ashley Gold, Stephen Holmes and Swiss Re Corporate Solutions This session will focus on agency best practices for avoiding E&O claims and reducing exposures. The professional liability team from Insurors and Swiss Re will give you real life scenarios and agency data for you to utilize in your day-to-day operations. Completing it may make your agency eligible for loss control credit on Westport policies* 8:00-9:00 am “Security Trends in Digital Marketing” – Brad McMillan and Gabrielle Park of Titan Web Marketing Solutions This session will discuss current digital security trends, including ransomware, cryptomining and ADA compliance. You'll learn the operations and upgrades to implement to combat these issues. 9:10-10:10 am “Managing Your Agency’s Data and Technology to Improve Results” – George Robertson of Robertson Consulting This session will discuss key data points you need to manage in order to improve efficiencies and increase profits within your agency. 10:20-11:20 am “Emerging Coverages: Hemp, CBD and Active Shooter” – Shannon Helm of Arlington/Roe This session will cover new exposures that are on the rise and how you can help your clients adequately cover them - specifically exposures that relate to hemp growth/production and active shooters. 11:30-1

“Approaching the Conversation on Perpetuation in an Evolving Industry” – Harrison Brooks of Reagan Consulting

On-demand “E&O Best Practices Part 2” – online webcast The online and on-demand continuation of the Best Practices course will help complete the requirement for those eligible for loss control credit.*

*Contact Stephen Holmes at sholmes@insurors.org for more info.

Keynote Speakers and Topics On Wednesday afternoon, March 27th, former major league pitcher Todd Stottlemyre will speak on "Relentless Success: Don't Quit." Todd is a global entrepreneur, speaker, and high-performance business coach. He is a former professional athlete who played major league baseball for 15 seasons where he was a part of 3 World Championship Teams. Todd earned the prestigious Branch Rickey award and the Lou Gehrig award in the year 2000. He has spoken to audiences up to 20,000 people and is truly inspiring others to dream big, create goals, and is providing a strategic roadmap through his online performance academy. Todd authored the Best Selling Book, Relentless Success: Don't Quit. It is Todd’s mission to be a guide to inspire others to live a life without limits. He will also host a meet & greet for our Young Agents at their evening reception at AutoZone Park, home of the Memphis Redbirds. continued on page 30 12

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Daniel Talks Agency Marketing: Defining Your Target Market Build a Segment That Your Agency Can Reach for Growth

written by Daniel Smith, CAE

Why should agencies market themselves? How should they market themselves? In this series I will look into agency marketing techniques and strategies and how you can implement them at your agency.

These questions should give you some insight into where you can focus on for growth and where you need to focus on for retention. But this is just the top level, we need to drill down even further.

My simple definition for the term "marketing" is any action that creates demand for a product or service. Over the last couple of years, I have seen a slew of "master groups," marketing "gurus," Facebook groups and forums with people that are self-described marketing experts. Many of them have good ideas, and many of them don't. Many of them have been successful in this industry, and many of them haven't. The one thing they all seem to have in common is that they want to sell you something.

Market Segmentation

If you're reading this, it is likely that you are already an Insurors member. I'm not trying to sell you any insider group or program, I just want to add additional value to your agency by sharing some ideas on how you can market your agency. The strategies I discuss may not be something you want to implement, but I can promise you that if you do put time, money and effort behind them they will be successful.

There are many words for it, but segmenting data is key to marketing in today's world. If you find that cyber insurance is an area your agency is growing in, trying to market to everyone with a computer is not a good strategy. However, if you know that your carriers have great coverage options on cyber for small business, it only makes sense to target the small businesses in a defined territory that your agency serves. You can go even further than that by defining the types of small businesses that would or should be more receptive to cyber coverage, such as those that store a lot of customer data. Use your knowledge and the data your agency has to drill down. Take the segment of business you're studying and look for keys and consistencies. Are artisan contractors an increas-

Beginning the Process I feel the most effective way to begin building a strategy for marketing is to determine your overall target market. The reason we do this is because defining a target market allows you to focus you efforts on prospects that are more likely to be interested in what you have to offer. For some of you that may be easy, other agencies may need to look a little harder. To determine this top line, begin by asking questions about your operations: • • • • •

What segment(s) of business is currently bringing in the most premium? What segment(s) of business is currently bringing in the most revenue? What segment(s) of business is seeing the most growth? What segment(s) of business is declining? In what segment(s) of business does our carrier mix give us a competitive advantage?

One critical piece of building a target market is that it has to be one you can reach with your efforts

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ing segment for you? Are you writing more small owner-operator trucking policies? Combining that info with what you know about your local economy will give you insight into areas that your agency can grow. Is your local economy seeing more restaurants open, homes being built, boats being purchased, etc.? Are people worried about the local economy in your area and looking to protect their assets more? That tend may give you opportunities as well, especially if you carriers with competitive pricing. Next, define the perceived strengths and market segments for your main competitors as best you can. If you're not sure, visit their websites and do Google searches for specific lines of insurance and see what and who comes up. This will help you assess the overall marketplace. Take these factors and break down your agencies target market like this: age range, occupation, location, income range and likely level of education. Again, if you don't know, a Google search can help you fill in the data. After that, consider the likely personal characteristics of those in the target market. What is their personality generally like? What interests them? What are their common values and lifestyle choices? Talk with your producers and staff and see what they think of these clients and how they would describe them. If you really what to do it the right way, put together a survey of these customers or talk with a research firm to help you gather the data.

Evaluate What You Have Found Once you feel good about the results you have collected, ask yourself some questions about the market you have defined. Inc. magazine suggests you ask the following questions about this group1:

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1. Are there enough people who fit my criteria? 2. Will my target really benefit from my product/service? Will they see a need for it? 3. Do I understand what drives my target to make decisions? 4. Can they afford my product/service? 5. Can I reach them with my message? Are they easily accessible? If you are encouraged by the answers to these questions, you have likely found a target market that is worth placing resources into reaching. In the next issue, we'll discuss how you can do just that. 1 - per "How to Define Your Target Market" via https://www.inc.com/ guides/2010/06/defining-your-target-market.html

About the Author Daniel Smith serves as the Chief Marketing Officer for Insurors of Tennessee. He has a Bachelors degree in Marketing with a minor in Graphic Design from the University of Tennessee at Chattanooga, and earned his Certified Association Executive (CAE) designation in 2017. He may be contacted at dsmith@insurors.org. u 16

The Tennessee Insuror

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Future Leaders Spotlight

presented by

Joshua Vollet • Zander Insurance Group - Nashville My wife, Mylinda, and I have been married for 15 years and we have two daughters, Kayleigh, who is 10 and, Kinsley, who is 4. As a native of Cincinnati, I’m a Reds baseball fan, but also enjoy watching most professional and college sports. In addition to spending time with my family, I enjoy grilling, hunting and working outside Joshua Vollet of Zander Ins. on our property in Nashville. Group I previously held board positions at Books From Birth of Middle Tennessee, Dolly Parton’s Imagination Library and The United Way of Nashville, but I have enjoyed the time with my Zander Teammates at our annual Habitat for Humanity build projects the most.

The Insuror: Can you tell us a little about your current job title and responsibilities? Joshua: I am an Executive VP for the agency and I officially oversee Personal and Commercial Lines, Group Benefits, Finance and the Company ESOP. However, as a motivated ESOP Shareholder, I am committed to get involved with any line of business or special project for the betterment of the company.

The Insuror: What can you tell us about your educational background? Joshua: After graduating from Amelia High School in Cincinnati, I moved to Murfreesboro in the Fall of 1997 to attend Middle Tennessee State University where I studied Mass Communications. In 2015, I received my MBA from the Jack C. Massey School of Business at Belmont University in Nashville. In between this time, I managed to obtain several certifications in Financial Planning and a Six Sigma Green Belt. I firmly believe the pursuit of knowledge is something that should never officially end.

The Insuror: How and why did you get your career in the insurance industry started? Joshua: After a 15-year career in banking and private wealth management, I made the switch to the insurance industry after meeting Jeff Zander during the time at my previous firm. While I was well-versed in the success Zander Insurance had experienced over 4 generations, I was equally interested in the challenge of moving into a senior leadership role at 18

a high-performing company where I could add value and influence further growth.

The Insuror: Do you have any influences/role models in the industry? Joshua: A solid work ethic and relationship-building skills are two of the most important traits any professional can have. Few people demonstrated those characteristics better than Bud Zander. Like many people he came into contact with during his career, I truly admired his ability to work with clients and prospects. He was not only a well-respected advocate for his company, but for the insurance industry in general.

The Insuror: Is there any advice you could offer Young Agents or others in the industry to achieve success? Joshua: Much like anything in the financial services industry, insurance is largely a relationship-based business. While many agencies like Zander utilize a mass marketing strategy to sell policies, it is the trust the client has placed in you and the agency that retains the business over time. There are so many options for consumers when it comes to insurance. Therefore, you need to set yourself apart from your competition. Furthermore, stay knowledgeable on industry trends. We are in an interesting time of driverless cars, ride sharing, telematics, etc. The more you stay up to speed on developments like these, the more value you will add to your insureds and the more they will view you as a trusted advisor. Lastly, learn how to think like an owner. You may not be privy to the company’s financials, but that doesn’t mean you can’t have an impact on the profits by driving business and affecting change.

The Insuror: As an independent agent, you have many partners in this industry, including carriers, MGAs and many more. How do you determine which ones are the right relationships? Joshua: We believe more options means more savings and we do our best to offer the most competitive solution for our clients. In the end, we are looking for A-rated carriers that offer highly-competitive products and pricing as well as outstanding claims service.

The Insuror: Thank you for giving us your time, Joshua, we appreciate it and wish you continued success. Joshua: Thank you for the opportunity. u The Tennessee Insuror

Young Agents '19 Upcoming Events and Information

Our Young Agents Committee strives to offer young insurance professionals with opportunities to network and develop in the industry. Over 500 Insurors members participate in the Young Agents program in some fashion. We are working to continue to grow this community for years to come. We are in the beginning stages of planning our schedule of events for 2019, so please contact Insurors or your Region representative for more information on these meetings or to discuss a specific region or event.

Young Agents Committee Alan Sisk, AU, AINS - Chair Partner/Sr. Risk Advisor SouthPointRisk - Geny Division Nashville alan@genyinsurance.com David Allen, CIC, CRM - Immediate Past Chair Principal Agent RSS Insurance Chattanooga dallen@rssins.com

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Cy Young - Region I President Young-Hughes Insurance Alamo cy@younghughesinsurance.com Matt Felgendreher - Region II Executive Vice President W.C. Dillon Company & Insight Risk Management Nashville mfelgendreher@irmllc.com Derek Wright - Region III Agent/Principal Graham & Cook Insurance Knoxville derek@grahamandcook.com For more information, or for any questions on the Young Agents Committee and its programs, please email Daniel Smith at dsmith@insurors.org or call 615.515.2601 or contact Dakota Weatherford at dweatherford@insurors.org or 615.515.2608. u The Tennessee Insuror

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From Your President Shaping OUR Future As our Association changes leaders for the first time since 1988, the majority of our members have only seen Chuck in the Captain's Seat. As we look in the rearview mirror, we happily see a wake of very positive progress and success. As we look to the horizon, we can now see an Association determined to be relevant and plan ahead for the next 3-5 years and beyond. Everyone knows that change is happening everywhere around us. The common theme is that most of the changes involve technology. The technology seems to be driven to faster response times in our industry. From the safety engineer obtaining the roof and property inspection report with the use of a drone all the way to the adjuster assessing the claim with the data on his/her iPad, technology will connect agents to customers and carriers 24-7-365. Technology will assist prospects quoting online and current customers retrieving an ID card, Certificates or checking to see, “if that vehicle is on the policy.” All of our minds can wonder endlessly on where the technology will take us and at what speed in the years to come. And this wave of technology is effecting how Insurors are doing and will continue to do business as well. We have to continue to provide value for independent agents, but the ways we do it are likely going to be changing.

Into the Horizon As our Association looks to the horizon, we see lots of different answers to the questions that we all have about our future. We see agents across our state that vary from region to region, from smaller towns to cities, metro to rural, rented space for 1-3 employees to multiple story buildings employing hundreds of staff members. As Insurors continues to be driven by our Mission Statement, we recognize that all members have different needs. To that end, our association will be reaching out to ask EACH member what you desire and expect this organization to offer and deliver to ALL of our members. In the latter part of February and into the first The Tennessee Insuror

of March, our Association will be working with the consultants at Loyalty Research Center (LRC) to make contact with every agency to gather your ideas and thoughts about the Industry topics and issues that you feel are most important as we move forward. Our plan is to gather this very important information as we begin to formulate our strategic plans for the next 5 years and beyond.

What Will We Be Looking For? Put very simply – we want information. What are the day-to-day issues in your agency? What are the concerns you have about our industry? What are the issues we face as technology changes the role of the agent? And most importantly to us – what roles can Insurors play to continue to help independent agents succeed in the Tennessee marketplace. Will this survey give us all the answers? No – but it will show us where there are opportunities to better serve our members. It may also show us that there are some things we've done in the past that need to be changed, updated or even discontinued.

How Will the Survey Be Conducted? Just as we all communicate in various ways – this survey will involve several contact options including email and phone calls. Following your initial contact, a select number of members will be re-contacted to seek additional information, thoughts and input.

"W e h a v e t o continue to provide value for independent agent s, but the ways we do it are likely going to be changing.”

We understand everyone’s time is precious and we ask for a small investment as we all “Give Back” to the industry that we all work in. If you have additional thoughts as we go through this process, please feel free to reach out to me and share them. Once our data collection and strategizing are complete, we will update you on our results and new goals. Let us ALL do OUR part as WE SHAPE OUR FUTURES. I look forward to working with you all this year, and I wish everyone a happy and successful 2019. u

Joe Hunt 21

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From Your IIABA National Director Tennessee is an Eagle State! I am frequently proud of our accomplishments as an Association, but there is one specific new accomplishment that gives me extra joy. Tennessee has reached Eagle State-status for giving to InsurPac National, our Federal Government Affairs Political Action Committee. That means that in 2018 we exceeded the threshold of $100 in giving average per agency member. Tennessee's final total for 2018 giving was $32,175, including over $4,500 that was given by Young Agents. As a whole, Insurpac National raised $1,131,739 in 2018, and 34 of our state organizations hit their goal.

Why Do We Give? Insurpac National plays a key role in the Big I’s legislative success. InsurPac raises money to contribute to candidates running for federal office, while increasing agent visibility on Capitol Hill and empowering members to participate in the political process. Our Federal Government affairs team plays a critical role in the success of agents and our industry. They do an excellent job, and several have been recognized individually for their success in lobbying and government relations. Most recently, they were instrumental in two issues that had an immediate impact on independent agents – tax reform and NFIP operations during the government shutdown. The recent tax reform changes were a huge win for independent agents, and that is largely thanks to the work of the Big "I" team. The Internal Revenue Service (IRS) issued their final regulations governing Section 199A of the Federal tax code. That final rule confirms that owners and shareholders of insurance agencies and brokerages organized as pass-through entities are eligible for a tax deduction of to 20% on qualified business income - regardless of taxable income level. Section 199A provides the 20% tax deduction to an owner or shareholder of a pass-through entity where the owner or shareholder’s annual taxable income does not exceed $315,000 The Tennessee Insuror

for joint filers and $157,500 for single filers in 2018. In other words, all owners or shareholders that are organized as pass-throughs under the above income thresholds can utilize the full 20% deduction. Because insurance agencies and brokerages are NOT a specified service trade or business, it means that those with annual taxable income above the thresholds can take advantage of the deduction to the fullest extent possible. But, for all pass-throughs the total amount of the deduction for those at these upper income levels cannot exceed 50% of the employee W-2 wages, or 25% of the W-2 wages plus 2.5% of capital assets (e.g. tangible property purchased for the business), whichever is greater. This was great work by our Federal Government Affairs staff, and you may also view a full overview of the actions they took on this issue at http://www.insurors.org/pdf/tax19.pdf In addition, they helped negotiate the NFIP's continued policy issuance during the government shutdown. After the previous FEMA announcement that the NFIP would have to suspend policy issuance as part the government shutdown, the Big "I" announced a very positive update on December 27th. After a tremendous amount of behind-the-scenes work and pressure from the insurance marketplace (largely organized by the Big "I") and our Congressional allies, FEMA’s decision to operate the NFIP on a limited basis due to the federal government shutdown was rescinded.

“T h i s w a s great work by our Federal Government Affairs staff...”

How You Can Help As you can see, the actions our Federal Government Affairs team take can have great impact on the way we do business as independent agents. Having a strong PAC enables them to be as effective as possible while working on our behalf. If you'd like to learn more or contribute now, please visit https://www.independentagent. com/GovernmentAffairs/InsurPac/default.aspx Help us keep our voice heard on "On the Hill" in D.C. u

Lou Moran III 23

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From Your CEO A Dream Job and a Reality of the Future Hi everyone! I am so excited to be here. If someone had asked me to write a job description for myself, my new position as CEO of Insurors would have been a perfect match. When I began as General Counsel 12 years ago, I knew then that I was where I wanted to be. There is nothing I love more than Insurors, our members, my team and this industry. I have the best of all worlds in this job. It is a combination of working with and for people, legislative affairs, legal work and education. Over the past few months I have received comments that range from “don’t change too much” to “what are you going to do differently?” My goals this year are simple. I want to meet as many members as I can and make sure that they know that we are the agent Association for Tennessee. We want to encourage diversity of people and ideas, we want you to be a part of what we are doing and to have an open channel of communication. Look for notices and emails about events throughout the year as we will be setting meetings across the state to visit with members.

Gathering Knowledge to Help You As you likely saw on your dues renewal folder, my plan for 2019 is to foster growth in the evolving insurance industry by providing the resources, solutions and advocacy our members need to succeed. In order to do this, I need your help. As you hopefully read in Joe's article, one of the first things we will be doing is conducting a membership-wide in depth survey of our members and their needs. We have hired Loyalty Research Center and they will be sending surveys and making calls to our members during the first quarter of the year. In order for us to provide the best resources and solutions for our members we need to hear from you. When you receive these surveys, please take the time and give us your feedback. From here our Board of Directors will be developing our 3-5 year Strategic Plan and roadmap for the Association. It is critical that we hear from you so that we know the direction you want us to take. The Tennessee Insuror

More immediately, the 111th Tennessee General Assembly went back to work January 8th and we have already begun working with all of the new members educating them about the insurance industry and the needs of independent insurance agents. Additionally, we will be monitoring and considering legislation beneficial to agents. We also plan to reach out to our members on a regional basis after session to meet with legislators and discuss issues that are important and of concern to agents. Through these meetings we will be able to strengthen the voice and influence of Insurors in state and federal government. In that regard, I have hired Jim Layman as our Director of Government Relations. Jim and I will be working every day to make sure we are monitoring any issue that would affect independent insurance agencies. Jim has a great background and skill set and I believe he'll be a great asset to the Association and our government affairs efforts.

Continued Improvement I will continue to work with my team to grow and develop Insurors as an Association. We will be looking at how we communicate information to our members and continue to work on an effective strategy to articulate relevant information in the best ways possible to reach the most members. We will continue using social media but also work on more targeted messaging for our members. We will also be releasing more time sensitive updates as soon as they are available.

“T h e r e i s nothing I love more than Insurors, our members, my team and this industry.”

As in the past, we will continue promoting eduction, Young Agent events, hosting local luncheons and looking to our partners for support. If you have additional thoughts, questions or concerns as the year progresses, I hope you'll contact me at agold@insurors.org or 615.515.2606. I strongly believe that talking with and listening to members will help me succeed in this role. I look forward to working for you all and completing a great 2019. u

Ashley Gold, J.D. 25

Olympia Insurance

The Tennessee Insuror

REACH YOUR GOALS

2019 EDUCATION SCHEDULE NASHVILLE

Feb. 12 - CISR: Elements of Risk Management April 10-12 - CIC: Agency Management May 7 - CISR: Personal Auto June 19-20 - JK: Ruble Sept. 11-13 - CIC: Commercial Multiline Sept. 24-26 - CRM Nov. 6-8 - CIC: Personal Lines Dec. 3 - CISR: Commercial Casualty I

MEMPHIS

Feb. 13 - CISR: Agency Operations Feb. 27-March 1 - CIC: Commercial Casualty May 8 - CISR: Personal Auto Dec. 4 - CISR: Commercial Casualty I

CHATTANOOGA April 4 - CISR: Commercial Casualty I Oct. 3 - CISR: Personal Lines - Miscellaneous

2019 EDUCATION SCHEDULE KNOXVILLE

April 3 - CISR: Commercial Casualty I Aug. 14-16 - CIC: Commercial Property Oct. 2 - CISR: Elements of Risk Management

JOHNSON CITY

April 2 - CISR: Commercial Casualty I Oct. 1 - CISR: Elements of Risk Management

Education Calendar The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialities that satisfy individuals at many different experience levels. If you are looking to further your career, seeking a professional designation, or need to satisfy continuing education requirements, check out the variety of courses available. Registration is fast and easy at www.insurors.org. More information about each class can also be found online.

WWW.INSURORS.ORG Register online or Contact our Membership Specialist Ellie Small at esmall@insurors.org or 615.515.2607

CISR 2/12 2/13 4/2 4/3 4/4 5/7 5/8 9/24 9/25 9/26 12/3 12/4

Fee: $186

Elements of Risk Management Agency Operations Commerical Casualty I Commerical Casualty I Commerical Casualty I Personal Auto Personal Auto Elements of Risk Elements of Risk Personal Lines Miscellaneous Commerical Casualty I Commerical Casualty I

CIC

Fee: $430

2/27-28 Commercial Casualty Institute 4/10-11 Agency Management Institute 8/14-15 Commerical Property Institute 9/11-12 Commerical Multiline Institute 6/19-20 Ruble Graduate Seminar 11/6-8 Personal Lines Institute

CE: 7

Nashville Memphis Johnson City Knoxville Chattanooga Nashville Memphis Johnson City Knoxville Chattanooga Nashville Memphis

CE: 16

Memphis Nashville Knoxville Nashville Nashville Nashville

The National Alliance for Insurance Education & Research is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Website: www.nasba.org. Advanced Curriculum Rating = 20 CPE Credits. For more information regarding administrative policies such as complaint and refund, please contact our offices at 800-633-2165.

CPRM 2/6-7

Fee: $525 CE: 16

Principle Applications of PRM*

CRM

Fee: $430

9/26-28 Principles of Risk Management*

Dynamics 10/17

Fee: $495

Dynamics of Selling

Nashville

CE: 16

Nashville

CE: 16

Nashville

Online Courses (www.iiaba.net/vu) Available from IIABA Virtual University. Member pricing shown.

Ethics for Insurance Professionals How to Calc. Business Income in 5 Min. National Flood Insurance Program New Employee Training Course

CE: 3 CE: 3 CE: 6 CE: 9

$75 $50 $80 $100

*check VU site for current information on CE and pricing

Available from The National Alliance

(www.scic.com)

Legal & Ethical Requirments of Insurance CE: 4 Insuring Flood Exposures - NFIP Review CE: 4

$75 $75

ABEN Webcasts (insurors.aben.tv) 2/8 2/8 2/8 2/8

Premium Auditing: Agents Must Know CE: 2 $52 Why Agents Aren't Risk Managers CE: 3 $79 The Law of Insurance Contracts CE: 3 $79 Torts, Negligence & Liability CE: 3 $79

Available from The Institutes

(insurors.ceu.com)

Insurance Principles and Policies Long Term Care Workersâ&#x20AC;&#x2122; Compensation Employee Benefits for Small Companies Healthcare Reform and Affordable Care e-Coverage

CE: 7 CE: 24 CE: 10 CE: 4 CE: 5 CE: 15

$49 $99 $59 $39 $49 $79

Indicates course is presented by The National Alliance. Register for these courses at www.thenationalalliance.com The Tennessee Insuror

Partners

000

FOR TENNESSEE

Endorsed

PARTNERS

000

Leading

PARTNERS

Thank You!

Supporting PARTNERS

FOR YOUR SUPPORT OF INDEPENDENT AGENTS IN TENNESSEE

Sustaining PARTNERS

Contributing PARTNERS

ACCIDENT FUND INS. COMPANY OF AMERICA • ARCUS RESTORATION • AUTO-OWNERS INSURANCE THE HANOVER INSURANCE GROUP • HAULERS INSURANCE • ICW GROUP • KEY RISK | A BERKLEY CO. SELECTIVE INSURANCE GROUP, INC. • SOUTHERN INSURANCE UNDERWRITERS • STATE AUTO INS. The Tennessee Insuror

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Agency Growth Conference...

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Brad McMillan and Gabrielle Park work as part of the development and marketing team for Insurors-endorsed partner for digital marketing and websites – Titan Web Marketing Solutions. Brad is the business development director for Titan Web and is an MTSU graduate. He is also about to complete his service in the U.S. Army Reserves. Gabrielle is a marketing consultant for Titan Web and has a background in art and design. She graduated from Memphis College of Art.

During our General Session lunch on Thursday, March 28th, Harrison Brooks of Reagan Consulting will speak on, “Approaching the Conversation on Perpetuation in an Evolving Industry.” Harrison is a trusted advisor to the insurance distribution channel and joined Reagan Consulting in 2015 as a Vice President of the firm. Harrison primarily works with clients on mergers & acquisitions, agency valuation and strategic consulting projects. Prior to joining Reagan, Harrison spent two years at the private equity firm, Carousel Capital, acquiring business and consumer services companies. He was responsible for leading valuation exercises and executing due diligence processes. He also worked closely with management teams on strategic planning and value creation initiatives. Harrison began his career in investment banking with Edgeview Partners (now Piper Jaffray). During his tenure in M&A, he completed numerous buy and sell side transactions.

Breakout Session Speakers

With over 25 years of experience in the insurance and technology industry, George Robertson, CISR brings an interesting perspective to growing your agency business and creating better efficiencies. Having been an agency owner for ten of those years, George knows the challenges in trying to increase profits and better utilize resources. His knowledge of automation comes from years of study and working for some of the leading vendors in the industry as well as other top business technology providers.

Don't Miss Out on This Great Event

Speakers for our breakout sessions will include: Shannon Helm, CIC, AINS has spent much of her career as an Excess & Surplus Lines Broker servicing the needs of Independent Insurance Agents in Kentucky, Tennessee and Indiana. Shannon has had the opportunity to specialize and focus her attention on the needs of commercial clients as it relates to P&C concerns.

To register now, or for more information, please visit http:// w w w.insurors.org/IOT/Grow th_Conference/Grow th_ Conference.aspx To book in our hotel room block for the special rate of $179, please visit http://www.insurors.org/IOT/Growth_ Conference/Hotel.aspx or call the Doubletree Memphis at 901.528.1800 and use code IOT. u

INSURORS AGENCY GROWTH CONFERENCE DOUBLETREE MEMPHIS DOWNTOWN • MARCH 27-28

9 1 0 2 s i h p m e M FEATURING KEYNOTE SPEAKERS

Harrison Brooks 30

REAGAN CONSULTING AGENCY PLANNING

Todd Stottlemyre

continued on page 46...

more info at insurors.org

FORMER MAJOR LEAGUER The TennesseeAUTHOR Insuror & BEST-SELLING

Layman's Terms

A New General Assembly Means New Opportunities Insurors Director of Government Relations, Jim Layman, J.D., breaks down the legal and legislative issues facing our industry. I am so excited to be joining the Insurors of Tennessee staff to assist with legislative efforts just in time for the start of session. In my first few days here, I have heard nothing but positive reviews about our organization from legislators, staff and other associations and interests group. I look forward to working with Ashley and the rest of the Insurors team to ensure we advocate effectively for the interests of our members and have a strong presence on the hill. The 111th Tennessee General Assembly convened on January 8th, 2019 at high noon. The General Assemblyâ&#x20AC;&#x2122;s first acts were to nominate speakers of both the Senate and the House of Representatives, appoint constitutional officers, and to appoint committees. The Senate nominated Sen. Randy McNally (R-Oak Ridge) to continue to serve as Speaker of the Senate and Lieutenant Governor, while the House nominated Rep. Glen Casada (R-Franklin) as the new Speaker of the House, replacing Beth Harwell. This general assembly has brought the most new legislators since Reconstruction; 28 new members in the House, and 4 new members in the Senate, so we have a great opportunity to leave a positive impression with this incoming class of legislators and all members of the General Assembly. The year has brought several new changes to leadership and committee makeup within both the House and Senate. In the Senate, the Republican Caucus selected Sen. Jack Johnson (Franklin) to serve as the new Majority Leader and Sen. Ken Yager (Kingston) to serve as Caucus Chair, while the Democratic Caucus selected Sen. Jeff Yarbro (Nashville) to serve as Minority Leader and Sen. Raumesh Akbari (Memphis) to serve as Caucus Chair. The House Republican Caucus selected Rep.

William Lamberth (Cottontown) to serve as Majority Leader and Rep. Cameron Sexton (Crossville) to serve as Caucus Chair, while the House Democratic Caucus selected Rep. Karen Camper (Memphis) as the Minority Leader and Rep. Mike Stewart (Nashville) will continue to serve as Caucus Chair. Additionally, Rep. Ron Gant (R-Rossville), an Insurors member, was elected as Assistant Majority Leader. Sen. Paul Bailey (R-Sparta) has been appointed the new chairman of the Senate Commerce and Labor Committee (where most insurance-related issues are heard) which was previously chaired by Sen. Johnson. Other members of the Senate Commerce and Labor Committee include: Sen. Art Swann (R-Maryville), Sen. Jon Lundberg (R-Bristol), Sen. Akbari, Sen. Gresham (R-Somerville), Sen. Johnson, Sen. Frank Nicely (RStrawberry Plains), Sen. Steve Southerland (R-Morristown), and Sen. Bo Watson (R-Hixson). In the House, Speaker Casada has vastly reorganized the committee system and added several new subcommittees. Rep. Ron Travis (R-Dayton), an Insurors member, is the chairman of the Insurance committee, which now has three subcommittees: Property & Casualty, Life & Health Insurance, and Tenncare. The Property & Casualty Subcommittee is chaired by Rep. Darren Jernigan (D-Old Hickory), and the Life & Health Insurance Subcommittee is chaired by Rep. Robin Smith (R-Hixson). The members of the Insurance Committee include: Rep. Travis, Rep. Mark Hall (R-Cleveland), Rep. Scott Cepicky (R-Culleoka), Rep. Gant, Rep. Johnny Garrett (R-Goodlettsville), Rep. Timothy Hill (R-Blountville), Rep. Matthew Hill (R-Jonesborough), Rep. Jason Hodges (D-Clarksville), Rep. Jernigan, Rep. Justin Lafferty (R-Knoxville), Rep. Larry Miller (D-Memphis), Rep. Dennis Powers (R-Jacksboro), Rep. Tim Rudd (R-Murfreesboro), Rep. Cameron Sexton, Rep. Smith, Rep. Mike Sparks (R-Smyrna), Rep. Bryan

Rep. Ron Gant

Rep. Kelly Kesiling

Sen. Mark Pody

Rep. Michael Curcio

Insurors members in the new General Assembly include Sen. Pody, Rep. Gant, Rep. Curcio and Rep. Keisling

The Tennessee Insuror

Terry (R-Murfreesboro), Rep. Dwayne Thompson (D-Cordova), and Rep. Jason Zachary (R-Knoxville). Additionally, three Insurors members were named as chairmen of other House committees: Rep. Michael Curcio (R-Dickson) was named chairman of the Judiciary Committee, Rep. Kelly Keisling (R-Byrdstown) was named chairman of the State Committee, and Rep. Powers was named chairman of the Banking and Investments subcommittee of the Commerce committee. I look forward to working with the new committee chairmen and all members of the General Assembly as we work to ensure that the political interests of independent agents are well-represented in Nashville. Along those lines, if you have any personal relationships with legislators, including those mentioned above on the Senate Commerce and Labor Committee or House Insurance Committee, please let me know. I can be reached at jlayman@insurors.org or 901.305.2024. About the Author Jim Layman, J.D. is the Director of Government Relations for Insurors. He previously worked for the Tennessee Dept. of Mental Health and Substance Abuse Services as legislative liaison and rules coordinator. Prior to that, he worked for the Dept. of Health as a legislative liaison and the Dept. of Labor and Workforce Development as director of unemployment insurance appeals. Jim graduated from the University of Memphis Cecil C. Humphreys School of Law and received his undergraduate degree from the University of Tennessee. He may be contacted at jlayman@insurors.org. u

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NEW Redesigned 16 Hour CIC Curriculum Agency Needs an SSL Certificate ...continued from page 16

Industry Innovation Committee

The following Insurors members have been appointed to serve on the Industry Innovation Committee for 2018: Kym Clevenger, CPCU, CACW Co-Chair President The Assurance Center Knoxville Stephen Masterson Co-Chair Vice President Hollis & Burns Memphis

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Kathleen Glass Burk Member Account Executive Kemmons Wilson Insurance Group, LLC Memphis

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Matt Felgendreher Member Executive Vice President W.C. Dillon Company Nashville Lavonda Shipley Member Property & Casualty Marketing Manager Reliance Partners Chattanooga Jamie Williams, CIC, CRM Member VP/Agency Manager Hardin County Bank Insurance Agency Savannah

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Cam Winterburn Member Principal Agent Winterburn & Associates Pulaski Bill Emerick, CIC, CPCU, AU, ARM Ad Hoc Member START DATE FORMAT Regional Vice President January 2019 Traditional Classroom Penn National Insurance and Nashville

Convention & Meetings Committee Instructor-Led Online

DURATION 16 Hours

CE CREDIT Approved for state credit

The following Insurors members have been appointed to serve on the Convention & Meetings Committee for 2018: Bob McIntire Co-Chair Co-founder/Principal Agent McIntire Insurance and Real Estate Cleveland Christy Jones, CISR, CAPI Co-Chair For more information, contact Ellie Small at 34

esmall@insurors.org or 615.515.2607

For more CE Credit Information, check out

The Tennessee Insuror Thenationalalliance.com/cic

Association Update PSW Ins. Named Keystone Partner of the Year Keystone Insurers Group (Keystone) recently awarded Porch -Stribling-Webb Insurance (PSW) of Waverly as State Partner of the Year at Keystone's national conference in St. Louis. The award recognizes the agency within each of its states that best exemplifies Keystone's mission: "Independence works better together." Criteria includes demonstrating a commitment to growth through leadership mentoring, engaging in technology advancements, employing best practices to improve operations, and developing new income streams to strengthen their business diversity.

Goff Joins Commercial Insurance Associates; Graves Promoted Jordan Goff has joined CIA as a Customer Service Representative after completing a summer internship at CIA in 2018. His goal is to eventually become a producer, parlaying his biology degree into bringing value to health and medical related companies with innovative risk management approaches. He enjoys the complexity of the industry along with the energetic environment at the office. Mandy began her career at CIA in 2008 as a receptionist before being promoted first to a Customer Service Representative and then to a Client Manager. Mandy has now been promoted to Account Executive, only the second person at the company to take on this role. She puts together underwriter conversations and manages other Client Managers in a leadership position. Mandy loves the laid back nature of the company and the shared understanding that you get your work done, but you have fun doing it.

Scott Insurance Adds Valentine in Franklin Scott Insurance has added Matt Valentine as a Risk Advisor in its Franklin office. He will specialize in developing risk management and insurance solutions for P&C, workers’ comp and executive liability programs for middle market organizations. He formerly worked as a sales manager for the Markel Corporation. The Tennessee Insuror

Kemmons Wilson Agency and Staff Awards Recently, The Commercial Appeal awarded Kemmons WIlson Insurance Group as a "Top Small Employer" for 2018 in the Memphis market. In addition, Kathleen Glass Burk and Elaine Presley were jointly awarded top account executives of the year by the agency.

Sanders Wins Keystone Producer Award Gary Sanders, VP of Commercial Lines for RSS Insurance in Chattanooga, was recently named as the 2018 Outstanding Producer for Tennessee by Keystone Insurers Group.

J. Smith Lanier Adds Ramsey J. Smith Lanier & Co., a Marsh & McLennan Agency LLC company, has announced that Charlie Ramsay was hired as an Account Executive Property & Casualty Producer in the Murfreesboro office. Ramsay brings over 8 years of experience coaching Tennis in the collegiate and recreational environment. Most recently, he was the Head Women’s Tennis Coach at MTSU.

White & Associates Promotes Fry and Wiley White & Associates (W&A) Insurance recently announced that Emily Wiley has been named manager of the W&A Cary Insurance Agency in Martin and that John Fry has been named vice president of W&A's Personal Lines Division. Wiley joined the agency in 2014. She most recently was named the top producing account manager at the agency in 2018. Prior to joining W&A, Emily spent seven years in the commercial insurance department at First State Bank. Fry has been – and will continue – to serve as manager of the Union City office. In his new role, Fry will also lead the agency’s efforts to expand the technology and services provided to personal lines clients. u 35

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Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas, United States, a member of Swiss Re Corporate Solutions.

Company Spotlight EMC Insurance Companies Founded in 1911, EMC Insurance Companies is built on more than 100 years of serving policyholders and independent insurance agents. The EMC Birmingham Branch partners with more than 183 independent agencies in Alabama, Florida, Georgia and Tennessee. The branch provides local underwriting, marketing, claim and loss control services, offering access to experts for complex loss control accounts and additional claims professionals for catastrophic claims.

Our Mission EMC’s mission is to grow profitability through partnerships with independent insurance agents and to enhance the ability of their partners to deliver quality financial protection to the people and businesses they mutually serve.

Our Promise Count on EMC® represents the core values upon which EMC Insurance Companies has built its reputation. Since 1911, policyholders, agents and team members have come to Count on EMC for comprehensive protection, superior service and financial security.

Financial Strength EMC was named one of the top 50 property and casualty insurance organizations in the United States by A.M. Best Company, based on net written premium. EMC is rated A (Excellent) with a stable outlook by A.M. Best Company. EMC Insurance Group Inc. was named one of the 50 Most Trustworthy Financial Companies by Forbes.

Innovation EMC invests in and assists insurtech companies that support their strategic priority of delivering greater value to The Tennessee Insuror

Count on EMC®

agents and policyholders. EMC joined in the world’s largest insurtech connected ecosystem, Plug and Play (PNP), a business accelerator that connects corporations with startups in different growth stages. PNP complements the EMC's investment in the Global Insurance Accelerator (GIA), a business accelerator focused on developing and growing innovative insurance-centric startups. EMC has broad expertise in emerging trends and technologies – from strategic analytics to loss control to information technology – all working together to find innovative solutions for our agents and policyholders. The proliferation of new data sources is creating opportunities to gain deeper insights into business operations, and they are using those insights to refine their product development, underwriting, pricing and risk selection, and to provide improved loss control and claims service.

Community Involvement EMC places an emphasis on enhancing the quality of life in the communities they serve. The Birmingham Branch has been involved in several community outreach endeavors, including: • • • • •

Adopting Central Park Elementary School and donating school supplies for the school Participating in Habitat for Humanity’s Homebuilder Blitz, helping to build 10 homes in 10 day Donating $750 to the American Red Cross to help those affected by Hurricane Harvey Helping Samaritan’s Purse give out shoes to students at Central Park Elementary Hosting a fundraiser for the Breast Cancer Research Foundation of Alabama

For more info, please visit emcins.com or contact Scott Watson at 615.397.0900. u

Tennessee Contacts

Paulette Johnson, CPCU, AU, AIS, INS Regional Vice President 205.909.4901 paulette.j.johnson@emcins.com Scott Watson Senior Marketing Representative 615.397.0900 scott.a.watson@emcins.com About EMC Insurance Companies EMC is built on guiding beliefs, which are fundamental values and principles that shape and direct the way the company and its employees work. Keeping these beliefs in mind while working with fellow employees, agents and policyholders enables them to fulfill their company mission. They are counting on all EMC employees to exercise these principles in their daily work. Honesty and Integrity Honesty is the bedrock of all our relationships. Service Service is each employee’s job at EMC. Teamwork Collaboration is the key to our teamoriented workplace. Continuous Improvement Continuous improvement is the relentless pursuit of excellence. Learn More at emcins.com 37

TOGETHER WORKING â&#x20AC;&#x153;Exclusive member agencies, collaborating to bring the best insurance solutions to their clients.â&#x20AC;? The Allison Insurance Group - Jackson Bagley & Bagley Insurance - Fayetteville Boyle Insurance Agency, Inc. - Memphis Burke, Powers & Harty - Bristol Carnal-Roberts Agency, Inc. - Lexington Cate-Russell Insurance, Inc. - Maryville Frank E. Neal & Company, Inc. - Nashville Goss Insurance - Hixson Inter-Agency Insurance Services - Knoxville 38

Martin & Zerfoss, Inc. - Nashville McInturff, Milligan & Brooks - Greeneville Miller | Loughry | Beach Insurance Services - Murfreesboro Ownby Insurance Service, Inc. - Sevierville Powell & Meadows Insurance Agency - Carthage Smith-Berclair Insurance, Inc. - Memphis S.N. Anthony, Inc. - Ripley Tigrett & Pennington Inc. - Dyersburg V.R. Williams & Company - Winchester Watauga Insurance, Inc. - Johnson City

Get more information now at www.securerisk.com

The Tennessee Insuror

Vendor Spotlight Arcus Restoration Arcus Restoration is a licensed general contractor specializing in restoring property from insured losses including damage caused by fire, water, storms, smoke, mold and biohazards. For the last 10 years, they have been proud to respond 24 hours a day, 7 days a week to property losses in the southeastern United States. They take pride in being the best emergency response team in the industry. Whether it is getting a homeowner back home, or a business back in operation, Arcus believes a contractor prepared to proceed with urgency and care is a critical component in minimizing the emotional and financial distress caused by an unexpected property loss. Their vast experience and knowledge of fire, water and storm damaged residential and commercial properties sets them apart from other restoration companies in the area. It is their goal to provide customers with the best experience possible while going through times of distress and displacement. As a full-service general contractor, Arcus is equipped to handle every step of the recovery process â&#x20AC;&#x201C; from the initial emer-

gency response all the way through to a fully-restored home or business. Through a unique system based on transparency and communication, Arcus maintains accountability and professionalism in each project they touch.

A Focus on Customers Arcus has a focus on creating a bridge between property damage and restoration â&#x20AC;&#x201C; a bridge between insured, agent and insurer, and between a damaged and a fully-restored property. They feel it is their job is to help homeowners get back to their routine and business owners get back to business, and they love what they do. Give them a chance to work with your agency and insured in times of need and they'll show the difference that working with Arcus can make. Arcus is proud to serve the following cities and their surrounding areas: Chattanooga; Knoxville; Nashville; Murfreesboro; Florence, Alabama; and Huntsville, Alabama. Arcus can be reached 24/7 at 855.898.8282 and online at arcusrestoration.com. u

The Markel difference Service | Strength | Specialists

Markel Specialty | markelinsurance.com markelcorp.com Markel Specialty is a business division of Markel Service Incorporated and has over 70 years of experience in niche markets, with a product focus on commercial and personal lines insurance. Policies are written by one or more Markel insurance companies. Terms and conditions for rate and coverage may vary.

The Tennessee Insuror

Independence works better together With Keystone, the best resources are at your fingertips to

Business Development

help you support a business that stands the test of time. We

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connect you to a community of like-minded independent agents and provide access to relationships that extend beyond your geographic reach.

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With 14 divisions and more than 100 corporately employed insurance professionals, we employ the expertise that expands opportunities for you and your clients. We focus on innovation, recruiting and training new talent, and guiding future agency owners allowing you to focus on what is important.

Financial Services Captives Emerging Leaders Claims Management Bonds Employee Benefits

Success is a journey. Let us be your guide.

Producer Recruitment & Training

Contact Michele Bicknell: 570.473.2148 | mbicknell@keystoneinsgrp.com keystoneinsgrp.com ÂŠ2018 Keystone Insurers Group ÂŽ. All rights reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group franchise is not registered.

The Tennessee Insuror

Company Briefs West Bend Named Among "Best Workplaces" For the ninth year in a row, Business Insurance magazine and the Best Companies Group have named West Bend Mutual Insurance Company one of the nation’s top places to work in the large property/casualty insurer category. West Bend, one of 75 companies nationally recognized in the 2018 Best Places to Work in Insurance program, ranked second in the large company category. The national awards program is designed to identify, recognize, and honor the best places of employment in the commercial insurance industry, benefiting the industry's economy, its workforce, and businesses. Companies participating in the program are property/casualty insurers, group life/health insurers, reinsurers, third-party administrators, and agents/ brokers.

Central Adds Sbordone Central Insurance Companies has announced Matthew Sbordone has accepted the position of Central’s new Marketing Manager for the state of Tennessee. Sbordone was previously a Senior Commercial Underwriter in Central’s Northeast Regional Office. While his primary role was managing the state of Connecticut, he has been in Commercial Underwriting since joining Central in January 2014. Prior to his career at Central, he had over six years of commercial underwriting experience in the industry. Central is confident that Matt’s talents and energy will continue to help Central grow in the state of Tennessee.

Johnson & Johnson Acquires Strickland GA Johnson & Johnson will expand its footprint into Louisiana by acquiring the assets of Strickland General Agency of LA, Inc. (SGA LA), located in Harahan, Louisiana. Strickland General Agency is a highly reputable company that was established in 1995 as a full service, multi-line E&S Managing General Agency serving the Independent Retail Agencies in Louisiana. Johnson & Johnson is a fourth generation, family owned Managing General Agency based in Charleston, South Carolina. Johnson & Johnson will add a broad portfolio of first-class products and services to agencies and insureds in Louisiana.

JenCap Purchasing Risk Innovations JenCap Holdings – parent company of Genesee General, M.J. The Tennessee Insuror

Kelly, NIF Group and others – has entered an agreement to acquire specialty wholesale broker Risk Innovations. Terms of the transaction were not disclosed. The privately-held Risk Innovations was founded in 2002; the workers’ compensation broker has been led by Bruce Peddle since its inception. Risk Innovations has locations in Atlanta, Georgia and Kansas City, Missouri. In total, this is JenCap’s eighth acquisition. Once closed, the transaction leaves JenCap as one of the largest wholesale brokers in the US, a release said.

ACUTY Reaches New High Revenue Mark Acuity has recently announced that, fueled in part by $255 million in new business, the insurer reached an all-time high $1.542 billion of revenue in 2018, an increase exceeding $100 million over 2017, or 7.2%. “For the past 19 years, Acuity has consistently grown faster than the insurance industry,” said Acuity President and CEO Ben Salzmann. “Our growth shows that Acuity is trusted by more individuals, families, and businesses than ever before to protect what matters. It also shows that we are a strong, stable market for independent agents.” Acuity has doubled its top-line revenue in the past eight years and is ranked as the 56th largest of 2,600 property-casualty insurance companies in the nation. The insurer’s ninth straight year of premium expansion came from balanced growth across personal and commercial lines and throughout its entire operating territory.

WAHVE Adds Industry Veteran Dave Evans Dave Evans, a recognized leader in the independent agency channel, has joined Work At Home Vintage Experts (WAHVE) as Senior VP of Business Development. WAHVE, formed in 2010, is an innovative contract talent solution that matches retiring, experienced career professionals with a company’s talent needs. Dave’s business experience includes employee benefits consulting and two decades in association management with the Big "I". His duties there included overseeing the Big “I” MEP 401(k) Plan, the Trusted Choice consumer brand, company relations, magazine publisher and member development programs. He has authored over 150 articles and is co-author of The Practical Agency Planner. He holds eleven industry designations and has served on the Boards of IMCA and Big I New York. He has a Bachelor's degree in Economics from Grove 41

committed to mutual success. Harford Mutual Insurance partners with independent agents in Tennessee.

We insure restaurants, contractors, mercantile, and other commercial entities. Weâ&#x20AC;&#x2122;re committed to protecting your clientâ&#x20AC;&#x2122;s business and building yours.

HarfordMutual.com 800.638.3669 42

INSURING BUSINESSES SINCE 1842 The Tennessee Insuror

City College and a MBA from Case Western Reserve University. “Dave will add expertise for the next phase of growth for WAHVE,” stated Sharon Emek, Ph.D., CIC, CEO and founder of Work At Home Vintage Experts (WAHVE).

J.M Wilson Promotes Silverman J.M. Wilson is pleased to announce the promotion of Cassandra Silverman to Transportation Underwriter in their North Charleston, South Carolina office. Cassandra is responsible for underwriting new and renewal business, corresponding with carrier underwriters, and assisting independent agents in Georgia, North Carolina, South Carolina and Tennessee. Cassandra started with J.M. Wilson in June of 2018 as an Assistant Transportation Underwriter. A graduate of Appalachian State University, Cassandra earned a Bachelor of Science in Business Administration (BSBA) in Risk Management & Insurance with a minor in Employee Benefits.

Peacock Named New Chief of HR at Motorists Mark Peacock has been named senior vice president, chief human resources officer, for Motorists Insurance Group, effec-

tive February 1, 2019. This announcement comes after Terri McCormick, current senior vice president of human resources, retired on January 31st. “We are thrilled to promote Mark to this senior leadership position. We have full confidence he will pick up right where Terri leaves off,” Motorists Insurance Group President and Chief Operating Officer T.J. Obrokta Jr. said. “Terri has been an instrumental member of our senior leadership team and will be missed. We wish her the best in her retirement.” Peacock began his career with Motorists in 2005 as assistant vice president, human resources. He was promoted to vice president in 2015. With more than 27 years of experience in human resources and 25 of those years in the insurance industry, Peacock holds the Senior Professional in Human Resources (SPHR), Society for Human Resources Management Senior Certified Professional (SHRM-SCP) and Certified Employee Benefits Specialist (CEBS) designations.

The Hartford Ranked #1 for Diversity by Forbes The Hartford is the highest ranked property-casualty insurance company in Forbes’ second annual list of America’s Best Employers for Diversity, announced this week. The Hartford

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ranked 14th overall in the list of 500 companies representing a broad array of industries nationwide. “We are honored to be recognized for our commitment to diversity and inclusion,” said The Hartford’s Chief Diversity & Inclusion Officer, Susan Johnson. “At The Hartford, we’re committed to cultivating a diverse workforce and inclusive workplace. We believe both are essential to our ability to relate to and serve the wide range of customers and stakeholders who rely on us, and to attract the top talent we need to power our company forward.” The Hartford is committed to fostering a diverse and inclusive workplace where people are respected for who they are, recognized for how they contribute, and empowered to engage and collaborate at work. The company focuses investments in talent development initiatives to support diversity and inclusion strategies, including leadership training, mentoring and the company’s nine employee resource groups.

MetLife Names Finchum Head of P&C Biz MetLife, Inc. has named Darla Finchum as Head of MetLife Auto & Home®, the company’s U.S. property & casualty business, effective immediately. Finchum, who has been serving in this role on an interim basis since August 2018, will be responsible for driving smart growth and sound management of the company’s personal and small commercial lines as well as transforming the business to meet the needs of today’s technology-focused consumers. She will report directly to President of the U.S. Business and EMEA Michel Khalaf and join the U.S. Business Senior Leadership team. Prior to taking on the interim leadership role, Finchum served as Chief Claims Officer for MetLife Auto & Home, where she was responsible for the claim quality, efficiency and customer experience for $2 Billion of indemnity spend annually. She joined MetLife in 2000 through the acquisition of the St. Paul Companies personal lines business and has held multiple roles of increasing seniority in the claims organization.

sity of Virginia’s Darden School of Business in 2014 as well as AAMGA’s Under Forty Organization (UFO) Leadership Education Program.

Irwin Siegel Adds Active Assailant Coverage Irwin Siegel Agency (ISA), a specialty market leader in property and casualty programs and loss control for human and social service organizations, recently introduced an Active Assailant Program available to most industries across the United States. The program is backed by an A-rated carrier and offers consultation, training and 24/7 hotline support. “We are very excited to expand our product offerings with this Active Assailant coverage. While this coverage will be available to most industries, we are particularly proud to offer the product with our exclusive human services enhancement.” stated Howard Siegel, CEO of Irwin Siegel Agency. Highlights of the new Active Assailant Program include: • • • • •

Program backed by an A rated carrier Service and support of an experienced insurance agency Consultation and training, 24/7 hotline and support Human Services Enhancement and Off-Site Extension Packages tailored to your needs

Visit www.seigielagency.com for more information. u

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DON’T GET BITTEN BY AN E&O CLAIM YOU COULD HAVE AVOIDED. Swiss Re policyholders written through the Big “I” Professional Liability Program have access to an exclusive risk management web site. Log on today to fish for E&O claims frequency data, real-life case studies and analysis, sample client letters, sample agency procedures, agency E&O self assessments, podcasts on important E&O topics, and much more.

Jackson Sumner Promoting Wade to CEO Jackson Sumner & Associates (JSA) Board of Directors recently announced Danielle Wade was elected as President & Chief Executive Officer, with Wayne Sumner to move to Chairman of the Board of Directors. Wade, who served JSA most recently as Chief Operating Officer, has been with the company since 2006. She is a graduate of the Kenan-Flagler Business School of UNCChapel Hill. She earned her CPCU and CIC in 2008 and completed the NAPSLO Executive Leadership School at the Univer44

www.independentagent.com/EOHappens

Visit the E&O Risk Management website at www.independentagent.com/eohappens The Tennessee Insuror

Upgrade your ood experience with three liƩle moves.

Point.

Point to www.iiaba.net/Flood.

Click.

Click the “sign-up” tab.

Roll.

Roll your current WYO ood book.

“Our agency was approached by our Selective territory manager, Gregg Porter, to roll a portion of our ood business from another carrier to Selective. We were pleasantly surprised at how easy and seamless the whole process was. Gregg came into our oﬃce and basically did all the work for us. We had a high success rate and couldn’t be happier with Selective. Their customer service representatives and underwriters are very knowledgeable, friendly and always helpful. We are very satised with the whole experience and with Selective!” – IIABL Member Selective makes the transfer process easy and proﬁtable for IIABA members. Selective does not use any third party administrators for our processing, which allows us to tailor a transfer plan that works for both you and your customers. Our team will work directly with your agency to collect the required underwriting documents. Then our rollover underwriting team will handle the processing, including sending out a letter to your customers letting them know of the change. We also provide you with a real-time rollover tracking report to help monitor the status of the transfer. Selective offers competitive commissions and transfer incentives for rollover business.

To discuss transfer opportunities, or to place new �lood business with Selective, contact: Tammy Goodman Flood Territory Manager Cell: (803) 240-5233 E-mail: tammy.goodman@selective.com

Selective began writing ﬂood insurance in 1984 and has been the IIABA endorsed ﬂood carrier since 2001. Point, click, roll and join us today!

The Tennessee Insuror

What is ADA Website Compliance? More Importantly, Why Should You Care About It? written by Anna Sharp, Titan Web Marketing

Among the many hot topics in the insurance sector right now, ADA website compliance is one you should be paying attention to. While most business owners understand that their brick-and-mortar place of business needs to be accessible to customers with disabilities, they may not have considered whether their online presence requires the same protections. It’s an understandable oversight, since it is only recently that the internet has progressed enough that – in some cases – websites are considered an extension of a company’s physical presence. Nevertheless this is an oversight that could cost your agency dearly.

The History of Accessibility The Americans with Disabilities Act (ADA) was enacted in 1990 with the purpose of protecting disabled citizens against discrimination. Of particular note is Title III of the Act, which states that all “places of public accommodation” must remove any “access barriers” that would keep a person with disabilities from accessing their goods or services. Since the law was written in 1990, its intent was to mandate accessibility in a physical context - requiring businesses to install accommodations such as wheelchair ramps, handicap restrooms and parking spaces and/or Braille signage. The act did not anticipate the impact of the internet, still in its earliest stages at the time.

them, you are missing out on business from a population that is likely eager to work with companies that accommodate for their unique needs.

WCAG Guidelines: Your Best Option Although there are no guidelines provided by the U.S. government, the World Wide Web Consortium (W3C) created a set of their own standards called the Web Content Accessibility Guidelines (WCAG). Many courts use the WCAG to make rulings on whether a website is ADA compliant. Currently, both the WCAG 2.0 and the WCAG 2.1 are held as the standard. There are three levels of compliance laid out by the WCAG - A, AA and AAA. Generally, AA is considered the target level for commercial websites. It is great to try for AAA, but most courts will consider AA to be sufficiently ADA compliant. The WCAG rules themselves can get pretty technical, but there are some common practices that create greater accessibility. These include alternate text for images, text transcripts for video and audio content, alternative navigation, logical

Who Makes the Rules Here? In the years since the ADA was passed, websites have come to be considered “places of public accommodation” just like the physical businesses they often represent. Therefore websites must also comply with the ADA, right? Well, yes – but it’s complicated. The issue is that the ADA has not actually been updated with any clause about business websites. There are rules in place for federal websites but not for commercial websites. Several times the Department of Justice has mentioned making such an addition, but so far no actions have been taken. If there are no official guidelines, does your business even need to worry about ADA compliance? Unless you want to run the risk of a lawsuit, yes.

It Goes Beyond Paper The possibility of being sued is a powerful incentive to update your website for ADA compliance, but making your website accessible to people of all abilities is also simply a good business practice. There are 53 million Americans that live with disabilities. By having a website that is not accessible to 46

The Tennessee Insuror

Preferred Property Program can help you procure Umbrella coverage for your insureds with an AXV A.M. Best rated carrier for the following types of risks: Developer Sponsored Boards Master Associations High-rise Associations & Apartments to 35 stories are eligible and more Limit options ranging from $5 million to $50 million Coverage can include excess D&O ● General Liability ● Auto ● Employee Benefits Employers Liability, Including Employment Practices Liability* (*if covered under the D&O) Follow Form EPLI is available only up to $25 Million limit

In 2016 we partnered with American Union Risk Underwriters (AURA) located in Florida. With our new partner we can now also offer our comprehensive Umbrella, with unsurpassed service and for the following types of risks: Hotels ● Motels ● Timeshares ● Lessor’s Risk Enclosed Malls Shopping Centers Retail ● Office Buildings ● Warehouses ● Light Industrial Apartments Limit options ranging from $5 million to $100 million For information on our AURA program, contact our experienced underwriter Tom Clementi at 877-506-1430 or visit our website, www.aurains.com A subsidiary of

For more information contact our team of Underwriters

101 Crawfords Corner Road, Suite 1300 Holmdel, NJ 07733

888-548-2465

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Imperial PFS is dedicated to legendary Customer experience and delivering advanced technology to better serve you.

CONTACT: Dave Baker dave.baker@ipfs.com 859.630.7369

• Integration with Applied Systems, ConceptOne, Insurance Management Systems, Jenesis Agency Management Solutions, The Agency Advantage, and Vertafore (AMS Prevail). AccuAgency and many more coming soon. Custom integration options are also available! • Credit card and ACH down payment* • IPFS Connect® mobile app - make payments**, update account information, receive push notifications and more (convenient for trucking and construction).

Visit us today at ipfs.com or follow us on social media for news and updates on IPFS®.

*IPFS’s down payment processing service is provided as a convenience only and is subject to prior agreement to IPFS’s terms and conditions. **Fees may apply where allowed by state law. Copyright © 2018 IPFS Corporation. All rights reserved.

The Tennessee Insuror

layout, clear labeling and HTML code that validates accordingly.

The Cautionary Tale of Winn-Dixie If your website is not accessible to a disabled potential customer, he or she could simply turn away from you and go to a competitor that does have an accessible website – but it might not stop there. It certainly didn’t stop there for WinnDixie. In June 2017 the grocery chain was brought to a federal District Court in Florida when a blind Florida resident filed a lawsuit against the company, claiming it had violated the ADA by failing to make its website accessible for the visually impaired. Namely, the plaintiff was not able to use his assistive screen reader to shop for coupons on the Winn-Dixie website. In a historic first, the judge ended up ruling in favor of the plaintiff, and Winn-Dixie was ordered to pay a settlement of roughly $105,000 in lawyer’s fees and to redesign their website to comply with WCAG 2.0 AA standards. The latter was an effort that the company originally set aside $250,000 for, although a revised estimate of $37,000 was later determined. What’s the takeaway here? If large corporations are facing this issue, it is always possible that smaller companies such as insurance agencies (who do not have thousands of dollars to spare) could be legally liable for ADA noncompliance as well.

Tools to Determine ADA Compliance Don’t find yourself on the wrong end of the law. There are a number of online tools you can use to determine your own website’s level of ADA compliance. Here are two we have found useful: •

•

https://achecker.ca - This checker produces a detailed report about your website that tells you exactly what the problems are and how you can fix them. It also allows you to select what level of compliance you wish to check your website against - A, AA or AAA. https://www.webaccessibility.com - This checker provides a score for your website. It’s important to note that a score over 80% is considered AA compliant, and 90% is regarded as the highest score a website can reach.

Insurors endorsed digital marketing partners at Titan Web Marketing Solutions can also help you with compliance on this issue. Contact them at 877.734.1696 or visit TitanInsWebsites.com for more information.

YOU’RE INDEPENDENT. BUT YOU’RE NOT ALONE. A STRONG POLITICAL ACTION COMMITTEE SERVES AS A CONDUIT TO GIVE YOUR ASSOCIATION ACCESS TO THE MEMBERS OF THE TENNESSEE GENERAL ASSEMBLY. INSURORS THEN CUTS THROUGH THE RED TAPE TO GET YOUR VOICE HEARD. HELP US WORK FOR YOU “ON THE HILL.”

About the Author Anna Sharp is a Content Writer for Titan Web Marketing Solutions, a Tennessee based digital marketing agency. A graduate of Belmont University, she is responsible for working with the agency's insurance clients on both website and social media content. If you have concerns about your website visit TitanInsWebsites. com. u 48

DONATE TODAY AT INSURORS.ORG The Tennessee Insuror

Kids' Chance of Tennessee Inaugural Charity Golf Classic

Thursday, April 18th • Gaylord Springs Golf Course • Nashville Kids’ Chance of Tennessee is a charity dedicated to financially helping young people in our state pursue higher education at a university, college or vocational school who have had a parent catastrophically injured or killed in a work related accident. Help professionals from the insurance industry and other Tennessee businesses make a difference in these children's lives through hope, opportunity and the providing of educational scholarships. The event will begin with a lunch at Noon CST, followed by a 1:30 pm shotgun start. Sponsorships, packages and individual registrations are available now.

Visit www.kidschanceoftn.org for more information, contact info@kidschanceoftn.org or call (615) 319-3921 to register now.

The Tennessee Insuror

Which tool does over half of IIABA’s Best Practices insurance agencies use? Caliper. Best Practices agencies know the bigger you want to be, the better you need to manage your #1 asset… Your people. Caliper does that. Did you know that the average IIABA Best Practices Agency

spends well over half its revenues on compensation? Did you know

that the larger the agency, the more they spend on people? Did you

know that 55% of IIABA Best Practices agencies are Caliper clients? Let’s face it, the people in your agency are your biggest asset.

maximize top performers.

helping insurance agents successfully navigate today’s challenges

by deploying the best talent. Find out what Best Practices agencies know and many members have known for over 30 years.

5Oyears

25,OOO companies

For member-exclusive pricing, go to www.iiaba.net/caliper. 50

3,OOO,OOO individuals assessed The Tennessee Insuror

Meetings Thawing Out for Spring Meetings Agency Growth Conference to Be Held 3/27-28 The 6th Annual Insurors Agency Growth Conference has been set for March 27-28 at the Doubletree Hotel in downtown Memphis. The event will speaker keynote addresses from speakers Harrison Brooks of Reagan Consulting and former Major League pitcher and author Todd Stottlemyre. Reagan Consulting VP and industry M&A advisor Harrison Brooks will speak on the topic of, “Approaching the Conversation on Perpetuation in an Evolving Industry,” including the process of preparing for perpetuation as both an agency owner and from the perspective of those looking to won in the future. Three-time World Series Champion pitcher Todd Stottlemyre will speak on the topic of his best-selling book, Relentless Success, and how he has learned to inspire others to live a life without limits. He will also hold an autograph signing for our Young Agents attendees. We will be announcing more information and speakers in the next few weeks, so please stay tuned to future publications and www.insurors.org.

2019 Big "I" Legislative Conference May 8-10 The annual Big "I" Legislative Conference will be held May 8-10 at the Renaissance Washington Hotel in Downtown D.C. Attend a one-of-a-kind legislative event for the independent agency system and educate members of Congress on issues important to you and your clients. Registration includes an indepth issues briefing, legislative breakfast with high-profile Congressional speakers, a general session and networking opportunities. Regiter now or get more information at https://www. independentagent.com/Events/LegislativeConference/ home.aspx

Local Events Are in the Works

Could your agency weather a data security breach? A full 80 percent of businesses that experience one don’t.1 The right insurance can keep your agency from becoming part of this startling statistic. Data breaches are common among smaller businesses, and responding to a breach is both costly and complex. You are obligated to protect the data you collect, and package policies are often not enough. Make sure your agency has the right coverage in place to protect you and your insureds. Contact your Insurors E&O Specialist, Stephen Holmes, CIC, CISR, for information on Data Breach coverage.

1. Privacy Rights Clearinghouse: Chronology of Data Breaches

Stephen Holmes, CIC, CISR sholmes@insurors.org 615.515.2609

Multiple local events around the state are being scheduled now. Watch for more information in upcoming Insurors publications. u The Tennessee Insuror

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The problem: A backlog of work.

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The Tennessee Insuror

Member Tips New State Cyber Security Regulations Information to Know if Your Agency Has NonResident Licenses Mutliple states are passing new laws and adding regulations on what is required for insurance carriers and agencies to comply with cyber security protocals. South Carolina and New York are among the most recent examples, but even those laws may be changed and updated is this issues progresses. In the most prominent example, the New York Department of Financial Services (DFS) has announced that exemptions filed in 2017 and 2018 have expired. Any DFS regulated entity or licensed person that is currently entitled to an exemption must file an Initial Notice of Exemption prior to the February 15, 2019 due date for the annual Certification of Compliance. This is due to an upgrade with their systems, and it is anticipated that entities will not have to re-file for the exemption in future years. For anyone with a NYS Resident or Non-Resident License, your action is required for cybersecurity exemptions and annual Certification of Compliance. Details of note include: •

This applies to all exemptions, including the individual exemption and limited exemption for small agencies

•

You should re-file for your exemptions prior to filing your 2019 certificate of compliance (due 2/15/19)

•

Any changes made in employer must be reported through both the Cybersecurity Portal and with the DFS website using the address change feature

For more info and a draft security template, please visit the site created by our counterparts at the Big "I" New York at https:// www.biginy.org/discover/ac/pages/cybersecurity/default. aspx and contact info@insurors.org for a login. Additional resources are available through the Big "I" Agents Council for Technology (ACT). The "Agency Cyber 2.0" guide is available online now and offers agency "security steps" as well as sample templates. Complying with these steps is likely to keep your agency in-line with any current or future regulations. Please visit https://www.independentagent.com/Resources/ AgencyManagement/ACT/Pages/planning/SecurityPrivacy/ Cyberguide2.aspx for more information. u

Directory of Advertisers Advertiser

Phone

Website

Page

ACUITY (920) 458 - 9131 www.acuity.com 17 Amerisafe (800) 897 - 9719 www.amerisafe.com 16 AmTrust North America (877) 528 - 7878 d14.amtrustinsurance.com 15 Applied Underwriters (877) 234 - 4450 www.auw.com/us 2 Arlington/Roe (800) 878 - 9891 www.arlingtonroe.com 13 Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 33 Berkley Southeast Insurance Group (615) 932 - 5508 www.berkleysig.com 7 Berkshire Hathaway Guard Insurance Cos. (800) 673 - 2465 x4567 www.guard.com/apply 24 Builders Mutual (800) 809 - 4859 www.buildersmutual.com 33 Caliper (609) 524 - 1200 www.iiaba.net/caliper 50 Genesee General (800) 282 - 8755 www.geneseeins.com 22 Harford Mutual (800) 638 - 3669 www.harfordmutual.com 42 Imperial PFS (859) 630 - 7369 www.ipfs.com 47 INSBANK (866) 866 - 4268 www.insbanktn.com 11 InsurPACTN (800) 264 -1898 www.insurors.org 48 J.M. Wilson (800) 595 - 0063 www.jmwilson.com 43 Keystone Insurers Group (800) 416 - 5498 www.keystoneinsgrp.com 40 Kids' Chance of Tennessee (615) 319 - 3921 www.kidschanceoftn.org 49 KNK Compliance Services (615) 375 - 7419 www.knkcompliance.com 24 Markel Specialty (615) 967 - 5515 www.markelcorp.com 39 The National Alliance (800) 633 - 2165 www.scic.com 34,55 National Security Group (800) 239 - 2358 x213 www.nationalsecuritygroup.com 22 Nationwide Insurance (423) 927 -2060 www.nationwide.com 30 Penn National Insurance (800) 395 - 0518 www.pennnationalinsurance.com 56 Preferred Property Programs (888) 549 - 2465 www.umbrellaprogram.com 47 RLI PUP (615) 515 - 2609 www.insurors.org 19 Securerisk (770) 723 - 8096 www.securerisk.com 38 Selective Flood (803) 240 - 5233 www.selective.com 45 StoneTrust Commerial Insurance Co. (800) 311 - 0997 www.stonetrustinsurance.com 32 Summit Holdings (800) 971 - 2667 www.summitholdings.com 32 Swiss Re Lawyer's Professional Liability (630) 213 - 9952 www.bigimarkets.com 36 Titan Web Marketing Solutions (615) 890 - 3600 www.titanwms.com 26 West Bend Mutual Insurance Co. (800) 236 - 5010 www.thesilverlining.com 9 Work at Home Vintage Experts (646) 807 - 4372 www.wahve.com 52

INSURORS AGENCY GROWTH CONFERENCE DOUBLETREE MEMPHIS DOWNTOWN â&#x20AC;¢ MARCH 27-28

9 1 0 2 s i h p m e M VISIT INSURORS.ORG FOR INFO

T H E N A T I O NA L A L L I A N C E I N F O M A P

Map your career track and customize your learning experience by selecting the designations and course offerings that fit your needs.

Rubles CIC

CISR Introductory Series

T H E NA T I O NA L A LLI A NC E I NF O MA P

Map your career track and customize your learning experience by selecting the designations and course offerings that fit your needs.

Rubles CIC

CISR Introductory Series

CRM

Dynamic Series

WTH Seminars

CSRM CPRM

The Introductory Series is a good choice for those interested in finding out more about the industry and industry fundamentals. The Dynamics Series, offers career-changing sales training. Providing a variety of pertinent topics, the William T. Hold Seminars are invaluable for expanding your insurance knowledge. The Dynamics Series can be used to meet update requirements across the designations. WTH Seminars satisfy update requirements for CISRs and CSRMs.

The Certified Insurance Service Representative (CISR) designation provides quality insurance education geared toward customer service representatives, account executives, servicing agents, new producers, and other professionals. The Certified School Risk Manager (CSRM) designation fills a need for quality risk management education for those associated with schools.

The Certified Insurance Counselor (CIC) provides an in-depth, practical approach to education for agents and other insurance practitioners. The Certified Risk Manager (CRM) designation is recognized as being the foremost education available in the field of risk management. The Certified Personal Risk Manager (CPRM) designation yields the best training for meeting the needs of an affluent clientele.

The James K. Ruble Seminars are advanced programs that offer a variety of specialty topics. CICs, CRMs, and CPRMs can meet their annual updates with a Ruble seminar.

Dynamic Series

CRM

WTH Seminars

1 CSRM

2 The Introductory Series is a good choice for those interested in finding out more about the industry and industry fundamentals. The Dynamics Series, offers career-changing sales training. Providing a variety of pertinent topics, the William T. Hold Seminars are invaluable for expanding your insurance knowledge. The Dynamics Series can be used to meet update requirements across the designations. WTH Seminars satisfy update requirements for CISRs and CSRMs.

CPRM

3 The Certified Insurance Counselor (CIC) provides an in-depth, practical approach to education for agents and other insurance practitioners. The Certified Risk Manager (CRM) designation is recognized as being the foremost education available in the field of risk management. The Certified Personal Risk Manager (CPRM) designation yields the best training for meeting the needs of an affluent clientele.

The James K. Ruble Seminars are advanced programs that offer a variety of specialty topics. CICs, CRMs, and CPRMs can meet their annual updates with a Ruble seminar.

VISIT SCIC.COM FOR MORE INFORMATION OR INSURORS.ORG TO REGISTER FOR CLASSES NOW

Helping people feel secure.

Since 1919. A group of Pennsylvania farmers founded our company in 1919 to provide affordable workers’ compensation insurance.

Helping Today, Penn National Insurance sells property-casualty insurance in 11 states. Just like those farmers who envisioned an insurance company that could meet their needs better than any existing insurance carrier, we look to the future of our company and make decisions that center around:

people feel secure.

All with one focus in mind: to help people feel secure and make life better when bad things happen.

• Providing superior customer experience • Responsive product offerings to fit the changing market needs • Staying financially strong

PennNationalInsurance.com

The Tennessee Insuror Jan/Feb '19

Articles inside

Daniel Talks Agency Marketing: Defining Your Target Market