Tennessee Insuror - Jan-Feb 2023

THE TENNESSEE

INSUROR

Your 2023 Board of Directors

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Meet Your 2023 Board of Directors

Spring Forward with Insurors Agency Growth Conference

January/February 2023 Volume 34 | Number 1

1893-2023 130 Years—A Historical Look Back

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contents

THE TENNESSEE

INSUROR Volume 34, Number 1 January/February 2023 Phone 615.385.1898 Toll Free: 1.800.264.1898 Email: marketing@insurors.org Editor: Ron Travis Publisher: MarketWise, Inc

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Meet Your 2023 Board of Directors

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Spring Forward with the Insuror’s Agency Growth Conference Tennessee Takes a 10.2% Average Decrease in Workers’ Compensation Loss Costs 1893-2023 130 Years—A Historical Look Back Creswell Agency – Milan – Going Strong for 110 Years

INSURORS OFFICERS

President ..............................................Matt Swallows, CIC, CRM IIABA National Director ........................John McInturff III, ARM VP Region I ...................................................................Bobby Sain VP Region II .........................................Battle Bagley, III, CIC, CPA VP Region III, President-elect .............Kym Clevenger, CPCU Treasurer ....................................................Richard Whitley, CIC Secretary ..................................................................Kevin Ownby Director, Region I ....................................Eric Collison, CIC, CRM Director, Region I ............................................Pam Lofton-Wells Director, Region I ........................................................... Cy Young Director, Region II .....................................Cameron Winterburn Director, Region II ......................................................... Chip Piper Director, Region II ...................................... Paul Steele, CIC, CRM Director, Region III .................................................... Tim Goss, CIC Director, Region III .......................................... Bill Oldham III, CIC Director, Region III ...................................................Josh Gibbons Director, Young Agents .................................John Brock, CAWC Immediate Past President ......................... Norfleet Anthony III

ADVERTISING

Display advertising rates, deadlines and specifications may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.385.1898, e-mailing marketing@insurors.org or online at www.insurors.org The Tennessee Insuror is provided to all Insurors of Tennessee members and associate members as a member service.

INSURORS OF TENNESSEE 2500 21st Avenue South, Suite 200 Nashville, TN 37212-0539 www.insurors.org

The Tennessee Insuror

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departments 21

From Your President Key Objectives for 2023

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From Your IIABA National Director IIABA is Currently Working on Projects to Improve Service

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From Your CEO Positioned For a Strong 2023

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Tennessee Young Agents '22 Future Leaders Spotlight - CJ Hutsenpiller Young Agents Update

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Partners for Tennessee - Thank you for your support!

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Government & Legal Update 113th General Assembly Convenes—Advocacy Update

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Association Update

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Company Spotlight

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Company Briefs

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Agents In Our Community

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Education Calendar

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Meetings - Mark Your Calendars

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Your Big "I" 7 Ways to Differentiate Yourself in the Sales Process

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Directory of Advertisers

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Meet Your 2023 B Contact Us

Matt Swallows President

Bobby Sain VP Region I

Battle Bagley, III | battle@bagleyandbagley.com | 931.433.3933 Bill Oldham | bill@oldhaminsurance.com | 865.769.2332 Bobby Sain | bobby@bir-tn.com | 731.658.3011 Cam Winterburn | cam@winterburninsurance.com | 931.363.8638 Chip Piper | chip@powell-meadows.com | 615.735.1111 Cy Young | cy@haveninsurance.us | 731.577.4300

Matt Swallows, CIC, CRM is the president of the Swallows Agency in Livingston, Cookeville and Smithville, and serves as Vice President of Region II and President-elect . He earned a degree in Finance from Tennessee Tech University and started his insurance career with Aetna in 1999. In 2001 he started with Swallows Agency, and has since earned his CIC designation (2007) and his CRM designation (2010). In addition to his work with Insurors, Matt served as the Mayor of Cookeville from 2010-14, and has served on the Cookeville Regional Medical Center Board of Directors and the Cookeville/Putnam County Chamber. He is the current Chairman of the Putnam County YMCA. He is married to Kelly Swallows, who is the VP of Operations for the agency, and they have two children, Channing and Xavier.

Bobby Sain is President of Bolivar Insurance & Real Estate and serves as Vice President of Region I. Bobby graduated from Bolivar Central High School and attended University of Mississippi. He later received an Associate Degree from Jackson State Community College. After JSCC, he went to work with his father at Bolivar Insurance & Real Estate. Bobby attended and completed several insurance educational classes including Hartford Insurance School for personal and commercial insurance, Hartford, CT. Bobby has always been active in his community where he enjoyed coaching baseball and supporting all Bolivar sports. In his spare time, he loves playing golf and music. He served as one of the youngest City Councilman in Bolivar at age 21 and in 2005 Bobby ran and was elected Mayor, City of Bolivar. In his term, the city received a grant which helped renovate and bring new businesses to downtown Bolivar. Bobby is presently Vice-Chair of Bolivar Downtown Development Corporation. He is also a board member at Western Mental Health Board of Trustees. Bobby and his wife DaJuan have 3 children, Blake, Chase and Shelby. They are members of First Baptist Church in Bolivar.

Battle Bagley, III, CIC, CPA is a principal agent of Bagley & Bagley, Inc in Fayetteville and has been working in the insurance business since 1987. Before that, he practiced accounting with the firm currently known as Puryear & Noonan, CPAs from 1982 to 1987. He earned his Bachelor of Business Administration in Accounting from Middle Tennessee State University in 1982. Battle is married to Angela and together they have three children, Battle Bagley, IV, Samantha B. Jennings, and John Robert Bagley. He also has two granddaughters, Lilly Beth and Amelia.

Battle Bagley, III VP Region II 4

The Tennessee Insuror

Board of Directors Eric Collison | ecollison@kwig.com | 901.346.8808 John Brock | johnb@brockins.com | 706. 866.3394 John McInturff, III | jmcinturff@tsclaims.com | 423.230.2247 Josh Gibbons | josh.gibbons@wataugainsurance.com | 423.929.7103 Kevin Ownby | kevin@ownbyinsurance.com | 865.453.1414 Kym Clevenger | kclevenger@oakbridgeinsurance.com | 865.675.6500

Matt Swallows | matt@swallowsinsurance.com | 931.526.4025 Norfleet Anthony, III | sna@snanthony.com | 731.635.9441 Pam Lofton Wells | pam@loftonwells.com | 901.377.7935 Paul Steele | psteele@martinzerfoss.com | 615.297.8500 Richard Whitley | rwhitley@mcwins.com | 901.881.6464 Tim Goss | timg@gossinsurance.com | 423.875.2500

Kym Clevenger, CPCU is a principle at Oakbridge Insurance in Knoxville and serves as the Vice President of Region III and President Elect. She is a Knoxville native and earned her Bachelor of Arts in Biology, Zoology and Medical Technology from The University of Tennessee at Knoxville. She is also a Registered Nurse. She started her career in the insurance industry in 1996 and earned her CIC in 2001, CPCU in 2007, and CAWC in 2013. Outside of her work with Insurors, Kym is a former president of the Associated Construction Women and enjoys reading, working out, traveling, scuba diving and sporting clays. She and her dog Betty have homes in Knoxville and Nashville.

John McInturff III, ARM is the president and owner at McInturff, Milligan & Brooks in Greeneville and serves as Treasurer. He is a Past President of Insurors and has served on the Board in several roles. A Greeneville native, John graduated from Greeneville High School in 1981. He attended the University of Tennessee in Knoxville, earning his B.S. in Business Administration in 1985. He began his insurance career with USF&G in 1986 and joined Bennett and Edwards in 1988 where he later became president. In 2006 the Tri-State Claims division of Bennett and Edwards merged with McInturff, Milligan & Brooks to form the current agency.

John’s contributions to Insurors include serving as Young Agents Chair, Director of Region III, VP of Region III and Secretary. In addition to his involvement with Insurors, John is a past President of the Kingsport Jaycees, past president of the HVFC Soccer Club and has been involved with Junior Achievement of Tri-Cities, the Kingsport Rotary-Sunshine Club, and is a member of First Presbyterian Church. He and his wife Tonya reside in Kingsport and have two children, Lauren and Lindsey.

Richard Whitley, CIC is a principal agent with McDaniel-Whitley in Memphis and serves as Secretary. He previously served as Director of Region I. He is a native of Covington and earned his BBA from Ole Miss in 1989.

After working in banking, he entered the insurance industry in 1997. He credits his time as a commercial loan officer with giving him immense insight into 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 Construction Financial Management Association. Richard is a twenty-five year volunteer for the FedEx St. Jude Invitational, Memphis’s PGA Tour tournament. He and his wife Michelle have been married for over 20 years and have two daughters, Caroline and Emmy.

The Tennessee Insuror

Kym Clevenger VP Reg. III/President Elect

John McInturff III IIABA National Director

Richard Whitley Treasurer 5

Kevin Ownby Secretary

Cy Young Director, Region I

Eric Collison Director, Region I

Pam Lofton-Wells Director, Region I

Paul Steele Director, Region II

Chip Piper Director, Region II 6

Kevin Ownby is a co-owner of Ownby Insurance Service, Inc., in Sevierville and currently serves as Secretary. A 1992 graduate of Sevier County High School, Kevin went on to obtain his Bachelor degree in Finance from the University of Tennessee in 1997. He has been with the family agency for over 25 years, where he is now a thirdgeneration owner. He previously served on the Board two terms as Young Agent Chair, Director of Region III and Region III Vice President and is currently on the Insurors of Tennessee Government Relations Committee.

He also serves on the Big I National Health Care Task Force committee. In addition to his service to the Big I on both the state and national level, Kevin also volunteers on the Board for the Boys and Girls Club of the Smoky Mountains where he has served as President and chairman of the One Campaign for the Boys and Girls Club’s annual fundraising efforts. He also serves as the state treasurer of the Boys and Girls Club of Tennessee. He currently lives in Seymour with his wife Brooke and their children Kendall and Braden.

Cy Young is a principal agent at both Young-Hughes Insurance and Haven Insurance Partners and serves as Director of Region I. Cy grew up in Alamo, TN, where he had been working in the Insurance industry and serving the community since graduating from Mississippi State in 2004. Having worked in the Insurance industry for over 15 years, Cy understands the need for an agency that is focused, forward-thinking, and always puts the client first. His experience as an independent agent continues to grow knowledge and skills to break the mold of traditional agencies and best serve the community. Cy is married to Jordan Leigh, and they have one daughter, Eliza, and a mini golden doodle, Stella. This State fan has converted his University of Mississippi Rebel wife, and together they enjoy cheering on the Bulldogs with their young daughter. In his free time Cy enjoys spending time with his family, grilling out with friends or on the golf course.

Eric Collison, CIC, CRM is a vice president for Kemmons Wilson Insurance Group in Memphis and serves as a Director of Region I. He joined the agency in July 2015 as the insurance sales manager and is currently focused on the Hospitality Program development throughout the country. Eric went to KWIG from GCM Insurance and before that 8 years at Liberty Mutual working throughout the southeast in commercial sales and personal lines sales management. His duties include development and mentoring of the sales force, marketing campaigns and initiatives, developing and fostering carrier relationships, and identifying new profitable areas for growth within the agency. He is a graduate of Mississippi State University and earned his Certified Insurance Counselor designation (CIC) in 2008. He enjoys golfing, hunting, and attending sporting events. Eric grew up in Starkville, Mississippi. After living in several cities throughout the southeast he moved back to the Memphis area with his wife Rivers and their three daughters.

Pam Lofton-Wells is the owner of Lofton-Wells Insurance in Memphis. She earned a degree in Risk Management from the University of Memphis. She began her insurance career working with her father, Harry Lofton, starting an agency in their kitchen in 1982. Pam started her own agency in 1998 and helped build both businesses to what they are today merging the agencies when her father retired in 2019. Pam has served on the board for Mi Techo Inc., a nonprofit company that teaches about home ownership and guides individuals through purchase and the Crohn's and Colitis Foundation. She is passionate about building strong relationships with other female agents, mentoring to help them better their businesses. Before becoming an independent agent, Pam was a captive agent for Nationwide, winning six Nationwide’s Conference of Champions and was a four-time winner for Life University. Pam is a part of the IAOA and is a Dave Ramsey ELP. She resides in Memphis with her husband, Michael, who also works for the agency. They have two daughters, Lindsey and Kelsi. Kelsi has become a 3rd generation agent continuing the family legacy while working for Nationwide.

Paul Steele, CIC, CRM is the president of Martin & Zerfoss in Nashville and services as Director of Region II. Born and raised in Nashville, he has been in the insurance business with the agency since 2005. He is a past Young Agent Director and a past Insurers of Nashville President. Paul is a graduate of Vanderbilt University.

He is married to Jenny and they have three daughters, Sophie (13), Ella (12) and Helen (8). His passions are long walks on West End, his family, Vandy and craft beer.

Chip Piper is a vice president for Powell & Meadows and serves as a Director of Region I. Chip started working at Powell & Meadows after graduating from the University of Tennessee-Knoxville in 2009. He has enjoyed working with and learning from his father Phillip Piper. In 2017, Chip became Vice President and Minority Partner at the agency. Chip enjoys his job for many reasons but mainly because the insurance industry is constantly evolving which presents new opportunities and challenges. He enjoys finding the best solution for each customer's situation and helping them grow their business or protect their family. Chip and Phillip look to continue Powell & Meadows 127 year history well into the future. Chip is married to Stefani Piper and they have twins, Ella Lee and Cohen.

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The Tennessee Insuror

Cameron Winterburn is a principal of Winterburn & Associates Insurance Agency located in Pulaski, Tennessee. Cameron is graduate of the University of Tennessee at Martin in 2010 where he earned a BSBA degree in Business Administration and Finance. He has served on the Board of Directors of the Giles County Chamber of Commerce and is a member of the GCHS Booster Club. He and his wife, Katie, have been married 10 years and have two children, Ledger and Evelyn. Outside of work he loves to spend his time on the family cattle farm in Giles county.

Bill Oldham, CIC is an owner and principal of Oldham and Cox Insurance in Knoxville and serves as a Director of Region III. He has been in the insurance industry for 23 years. After graduating from the University of Tennessee at Knoxville, Bill Oldham started his career at Travelers Insurance, then shortly after became the owner of Oldham and Cox Insurance, LLC. He is a previous member of the Penn National Insurance Agents Advisory Board, Grange Insurance Advisory Board, and the PIA of Tennessee Board. In 2015, his agency merged with Steve Cox Insurance Agency to form the current agency. He is a member of the Kiwanis Club of Knoxville and attends Cedar Springs Presbyterian Church. He and his wife, Amee, have been married for 24 years and have a daughter, Natalee. He loves the outdoors, whether it is water skiing, mountain biking or deep sea fishing. He is an avid runner and has completed four marathons – Chicago, Marine Corps, New York and Knoxville, as well as several half marathons.

Cam Winterburn Director, Region II

Bill Oldham, III Director, Region III

Tim Goss, CIC is the president of Goss Insurance Agency in Chattanooga, and serves as a Director of Region II. Tim is a seasoned insurance professional with over 40 years of industry experience. He holds a CIC designation and is both president and founder of Goss Insurance Agency, established in 1985. Tim resides in Hixson but can often be found cycling on the roads in Chattanooga or traveling to Mexico with his wife Krista for mission work with villages in the Yucatan Peninsula.

Josh Gibbons is the President of Watauga Insurance, Inc. and serves as a Director of Region III. He is a past Young Agent Chair and past Region III Director. Josh began his insurance career as an underwriter for the Cincinnati Insurance Companies and has been in the family agency for over 20 years. He received his Bachelors in Business Administration from the University of Kentucky and is proud to be a part of the Big Blue Nation.

Josh has been married to his lovely wife and better half, Lisa, for 23 years and they have 3 amazing children, Marisa, Grant and Corinne. When he’s not spending time with family, Josh is involved in his hometown community of Johnson City. He is Past President and currently serves on the Board of the Johnson City/Washington County Boys & Girls Club. On the weekends, Josh enjoys English Premier League football, working in the yard, and playing golf on Sunday evenings.

Tim Goss Director, Region III

Josh Gibbons Director, Region III John Brock, CAWC is a partner at Brock Insurance Agency in Chattanooga TN, Rossville GA, and serves as Young Agent Director. Receiving his degree in Risk Management & Insurance from The University of Mississippi in 2013, John specializes in construction, real estate, manufacturing, and nonprofits. With a passion for both insurance and community, he’s involved in the Association of General Contractors (Building Leaders of Chattanooga) as a board member, alumni council member at The McCallie School, and active among other associations in his area. He and his wife Kirby live in Chattanooga’s Southside. If you ever need a good tour guide... they’re your people!

Norfleet Anthony is the president of S.N. Anthony, Inc. in Ripley and serves as President. 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 Vice President of Region I and before that, 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 of 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, Katherine Anthony Leake, Rachel Harpole and Elizabeth Harpole. Norfleet also has two grandsons, Jackson Henry Leake and Hudson Franklin Leake. u The Tennessee Insuror

John Brock Young Agents Director

Norfleet Anthony III Immediate Past President 9

Spring Forward with the Insurors Agency Growth Conference See you in scenic Chattanooga!

What better time of the year to have a conference focused on helping independent agencies grow than the Spring of the year. We are very pleased to be hosting the Insurors of Tennessee Agency Growth Conference on March 30-31 in Chattanooga at the Westin Hotel located downtown. The hotel is a highly rated property with great amenities just a short walk from the city’s beautiful riverfront and entertainment area.

The conference is offering three growth oriented education sessions designed to help propel your agency forward in 2023. It also offers a trade show to learn more about the many products and services available to members that may give your agency just the boost it needs to turn the “green shoots” of a nascent marketing effort into real growth and profit. We will also offer a dinner and other opportunities to gather and enjoy each other’s company. Our Young Agent and Women in Insurance groups will also have the opportunity to gather and exchange experiences and further develop their professional relationships with their peers from across the state. If growing your agency, networking, continuing education, association engagement, marketing, sales, and more is important to you, then this is your conference.

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Since the conference is on Thursday and Friday, it might also be a chance to extend your visit into the weekend to enjoy all Chattanooga has to offer including the riverfront, the spectacular aquariums, art exhibits and great restaurants in the downtown area. Just across the pedestrian bridge over the beautiful Tennessee River you can also visit the eclectic east bank area of Chattanooga with its many shops and restaurants. And, if by chance you have not seen Rock City yet, it is just a short drive up Lookout Mountain to see seven states!

Since announcing the Agency Growth Conference and opening registration the first week of January, registration has gotten off to a fast start with many members already registered to attend. If you have not already registered, we encourage you to do so at your earliest opportunity. We look forward to a great conference and seeing you and your colleagues in Chattanooga on March 30-31.

Please see the conference schedule on page 12.

The Tennessee Insuror

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Schedule of Events THURSDAY • MARCH 30 1:00pm

Onsite Registration Opens Portman Ballroom

2:00-2:45pm

Opening Session - Maximize Your Membership, by Insurors Staff

2:45-4:45pm

TRADE SHOW - Portman Ballroom

4:45-5:30pm

WINS Reception with bar/networking or Break (time to check into your room)

5:30-7:30pm

Dinner - Portman Ballroom C-D

FRIDAY • MARCH 31 8:00-10:00am

Breakfast Breakout - Portman Ballroom Premium Finance Express, by Imperial Premium Finance - 2 hours CE credit

10:00-10:15am

Break

10:15-11:15am

Breakout Session - Portman Ballroom Web Marketing for Young Agents, by Titan Digital

11:15-11:30am

Break

11:30am-12:00pm Closing Remarks 12:00pm

End of Conference

The Agency Growth Conference is intended for any agents who are looking to grow their business! The focus is on growing your agency, networking, continuing education, association engagement, marketing, sales, and more!

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Use the QR code to access event details, online registration and hotel information.

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Financial Strength Rating

A M

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The Tennessee Insuror

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Contact Dan Schilling, Territory Manager, at dan.schilling@selective.com and help your customers Be Uniquely Insured.

© 2021 Selective Ins. Group, Inc., Branchville, NJ. Products vary by jurisdiction, terms, and conditions and are provided by Selective Ins. Co. of America and its insurer affiliates. Details at selective.com/about/ affiliated-insurers.aspx. SI-21-XXX

Tennessee Takes a 10.2% Average Decrease in Workers’ Compensation Loss Costs Tennessee’s insurance commissioner has approved a 10.2% average decrease in workers’ compensation loss costs for the voluntary market. This decrease marks the tenth straight reduction for the state.

In a December 14, 2022 order from Commissioner Carter Lawrence, the Tennessee Department of Commerce and Insurance approved a recommendation from the National Council on Compensation Insurance (NCCI). The NCCI acts as the rating and analysis bureau for 38 states and submitted the 10.2% decrease in September. The Tennessee Advisory Council on Workers’ Compensation recommended a smaller average decrease of 7.6%.

After the Tennessee State Department of Commerce and independent insurance actuaries reviewed both recommendations, the commissioner weighed the information and decided to proceed with the NCCI recommended decrease.

The new loss costs and rating values will take effect March 1, 2023. The actuarial firm for the department noted that although claim frequency had increased in 2020, perhaps due to COVID-19 illness claims, indemnity costs had fallen by more than 8%.

This trend of declining loss costs reflects a decades-long, nationwide trend reflecting fewer workplace injuries and lower insurance costs for employers. Since 2013, approved workers’ compensation rates in Tennessee have decreased significantly.

It should be noted that this trend of continued decreases has occurred in many other states across the nation as well.

The decreases are a product of a greater emphasis on smart workplace safety by regulators, stepped up safety initiatives by insurance companies and greater ownership workplace safety efforts by employers. In addition, a series of reforms put forth by Tennessee and other states has helped contain the total cost of risk associated with workers’ compensation.

Nevertheless, after consecutive years of decreases, one cannot help but consider where the floor is relative to loss cost decreases considering medical inflation and other factors.

Has a position of equilibrium been reached or is there more room to go yet? At this point, this is perhaps a rhetorical question and a bit of a thought exercise. However, it is important to consider the issue from a macro perspective relative to the health of the workers compensation insurance marketplace in general. Today, Tennessee enjoys a very healthy and competitive workers’ compensation insurance market to the direct benefit of clients. Together, we need to be vigilant in encouraging workplace safety as insurance professionals and continue to support smart workers’ compensation measures to build upon the success of the past ten years.

Exhibit - Loss Cost Filing & Final Approvals - Past 10 Years Year Filing Made

NCCI Filed Rate

Advisory Council Rec.

C&I Approved Rate

Effective Date

2012 2012 2013 2013 2014 2015 2016 2016 2017 2018 2019 2020 2021 2022

-5.1 2.3 -8.4 -5.9 -9.6 -0.9 -2.7 -12.8 -12.6 -19 -8.2 -9.2 -5.6 -10.2

-5.1 1.6 -6.95 -5.9 -6.5 -1.2 -2.7 -12.8 -12.6 -14 -4 -8.4 -5.6 -7.6

-5.1 2.3 -6.95 -5.9 -8.2 -0.9 -2.7 -12.8 -12.6 -19 -7.1 -9.2 -5.6 -10.2

8/9/2012 3/1/2013 3/1/2014 7/1/2014 3/1/2015 3/1/2016 8/28/2016 3/1/2017 3/1/2018 3/1/2019 3/1/2020 3/1/2021 3/1/2022 3/1/2023

Chart Source: Tennessee Advisory Council on Workers’ Compensation The Tennessee Insuror

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1893-2023

130 Years— A Historical Look Back

Stories, Recollections, Anecdotes—From the Past 130 Years

The Hard Market – One Agent’s Perspective

by R.L. (Bunny) Oakes, III – President Insurors of Tennessee 2002 Reprint from January/February 2002 Edition of the Tennessee Insuror— Everyone knew the soft market would not last forever, but no one anticipated 9-11. Prior to 9-11-2001 we were in a tightening market. The fourth quarter of 2000 premiums were up on average 5-15% and it appeared we were looking for the same, or a little more, for the fourth quarter of 2001. Then 9-11 hit and industry and world was turned literally upside down. Lots of things are happening in the insurance marketplace right now make no sense and in some cases are close to criminal.

A $10 million umbrella going for $42,000 last year to $142,000 at renewal with numerous additional exclusions is no way to do business in any environment. The insurance marketplace is hitting the commercial insurance buyer with tremendous additional premiums and exclusions that are hard to live with. Like it is the consumer’s fault that they paid less for insurance over the last several years. We all share a responsibility in that rates went down for several years and we need to work together as partners to get rates back to where they are adequate.

I can assure you what goes around comes around. If we as industry don’t act like fair business partners, we can expect nothing less from the buying public as they look for relief. Trucking, healthcare, and construction are three industries that are being hit the hardest, but no commercial buyer is immune. In the construction industry, of which I am familiar with, these skyrocketing premiums are hitting at a time when the economy is slowing down and profit margins are falling for individual contractors.

There is no question in my mind that many construction firms will literally be put out of business because of the cost of insurance.

Maybe that’s just the way things happen in the big scheme of things (the strong will survive) but when you are dealing one-on-one with your customer it is a painful experience. Especially when you care so much about your customers. The strong/prepared will survive but you realize sometimes there is little difference between the strong who survive and the one that don’t. A lot the time it is just a matter of timing. A lot of things driving the market we have little control over and all we can do is try to do the best we can on each account as it renews.

Handling renewals more timely and giving and giving much more information to our underwriters are key to taking care of our customers. Working with our customers to be sure they are safety conscious and doing the right things has always been important, but is now more important than ever. The soft market has made us all a little lazy in underwriting and risk management and we all need to get back to doing business the way it should be done. Hopefully, as we move into 2002 things will calm down a little bit and we can all work together as a team (carriers/agents/buyers) to work through these tough times in a way that is a win-win for everyone.

We have a tremendous industry, one that is very important to our economy and the well-being of our country. u

What else was happening in early 2002?

US troops invaded Afghanistan in response to 911.

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The Tennessee Insuror

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Creswell Agency – Milan – Going Strong for 110 Years We are pleased to introduce you to the Creswell Agency located in Milan. The agency has a long history serving the people of Milan, Gibson County and beyond for 110 years.

Today, the agency is owned by Terry Carroll and his wife Debbie. They purchased the agency in 1986 from Peter Cooper.

First, it seems appropriate to provide you with some background on where the agency is located and a bit of history.

The town of Milan is located at the intersection of US Highways 45E and 79 about 23 miles North of Jackson, Tennessee. It is the second largest town in Gibson County and was the home of the Milan Army Ammunition Plant. The 22,357 acre Milan Army Ammunition Plant (MLAAP) opened in 1942 for wartime munitions production which continued through the Korean War, Vietnam War, the First Gulf War and later. In August 2019, the Joint Munitions Command completed the movement of ammunition and explosive stocks stored at MLAAP and declared the plant no longer required for mission needs.

Today, Milan serves a primarily agricultural area and has become a bedroom community for Jackson, Tennessee. Milan is also the home of the West Tennessee Agricultural Museum and the University of Tennessee Agricultural Research and Education Center. Milan holds the distinction of being the first area of Tennessee to employ no-till agricultural practices to protect and retain topsoil to enhance agricultural production over the long term. For many years, four class 1 rail lines passed through Milan with an Illinois Central rail line extending from the Great Lakes to the Gulf Coast. It is interesting to note that Milan is the highest elevation of that rail line at 424 feet above sea level.

As previously mentioned, Terry and Debbie Carroll have owned and operated Creswell Insurance Agency since 1986.

Terry has been in the insurance business since 1981. In those days, he attended the USF&G School of Insurance in Baltimore which was a great introduction to insurance policies, contracts, and the world of insurance. He received his Accredited Advisor in Insurance designation in 1983 and Certified Insurance Counselor (CIC) in 1998. He has maintained his CIC certification to this day. Terry states he is a strong advocate of professional insurance education. He is a graduate of Freed-Hardeman University where he earned a degree in business administration.

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The agency focuses on providing commercial insurance to small businesses, personal lines, life insurance, and health insurance to the communities it serves. While Terry focused on commercial insurance and personal lines, his wife Debbie focused on life and health insurance through the years. These days, Debbie has reduced her time working in the agency, devoting more time to their grandchildren. Today, their son Chris is an important part of the agency serving as an agent and will assume the reigns of leadership in the future. Terry points out that his staff is also a key part of their success over the years.

The agency has been a member of the Insurors of Tennessee since 1986 and is a Trusted Choice agency.

Terry credits his membership in the association with providing he and his staff with the professional education and development they needed to grow their business and serve clients. He made a point to say that he greatly appreciated the leadership and guidance of Jim Alexander and Chuck Bidek in his formative years in the insurance business. He also emphasized the value and importance of the relationships he has able to build across the state with other members of the Insurors of Tennessee. The agency is also Dave Ramsey Endorsed Local Provider (ELP) for West Tennessee which has extended the agency’s market reach in the region.

Terry has been active in the community for many years having served as president of the Milan Lions Club and the Milan Chamber of Commerce. Terry also served on the Gibson County Commission. He is a deacon of Chapel Hill Baptist Church and is involved in several other community related activities.

Terry and Debbie enjoy travelling and are nearing their goal of visiting every state in America. This year they are planning on visiting the last eight states to complete their adventure. Terry is an avid University of Tennessee fan and enjoyed watching the Vols win the Orange Bowl in Miami this year. However, Terry noted that his son Chris is not on board with the “Big Orange” being a devoted Ole Miss fan making numerous trips with his wife to Oxford, MS to see Ole Miss sports events. u

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The Tennessee Insuror

From Your President Matt Swallows

presented by

Key Objectives for 2023 I hope 2023 is off to a great start for you and your family. It is an honor to serve as your President this year. It is not lost on me that I am serving as President of this association in its historic 130th year.

I have thought about what it must have been like for my predecessor serving as the first President of this association in 1893. I am certain he and his contemporaries, who formed this organization, were forward-looking and resourceful people seeking to advance the profession and create a better insurance industry in Tennessee. While the times have changed dramatically and our industry has evolved in ways the founders of this association probably could not have imagined, we share many of the same goals today 130 years later.

One of my key objectives in 2023 is to emphasize the importance of professional education for staff in insurance agencies across the state of Tennessee.

In a very real sense, insurance expertise is the currency that we trade upon in growing and developing our agencies. Essentially, the more you know about risk management and insurance the greater value you can provide to clients. More importantly, having the knowledge to help protect the financial interests of families and businesses is simply the right thing to do. The truth is that insurance and risk management is a complicated matter despite narratives sometimes pushed in the marketplace suggesting that insurance is just a commodity product. It is not.

As insurance professionals, we all know that beyond the construct of policy language and the insuring agreement for the various coverages, there are the important elements of risk assessment needed to help clients understand the exposure they face and the strategies available to them to manage that risk.

The reality is that many people, relative to both personal and business insurance, do not know what they don’t know. They rely on us to help them navigate the complex world of insurance to bring them greater security and peace of mind.

Fortunately, through your membership in the Insurors of Tennessee you have access to a wealth of professional education resources throughout the year delivered via the classroom and/or online. I encourage you to visit the Insurors of Tennessee website to learn more at www.insurors.org and mouseover the Education tab for options. Education is the fuel that propels success in professional independent insurance agencies across Tennessee. I hope you will make an investment in your career and your agency’s future in 2023 through one of our many education options.

Two additional priorities I would like to highlight are our Young Agents (YA) and Women in Insurance (WINS) programs.

Both programs are critical to the ongoing growth and development of two important constituencies of our membership.

The YA program helps prepare the future

leaders of your agency and this association who are important to the perpetuation of the professional independent agency system in this state. The WINS program is growing in numbers and becoming more active across the state giving the women of our industry an exceptional platform to pursue initiatives, share professional experiences, develop professional ties, and build relationships with like-minded insurance professionals across their communities.

In March, we are presenting the Agency Growth Conference in Chattanooga at the downtown Westin hotel on March 30-31 that provides three information packed sessions you will not want to miss. This conference is also outstanding for Young Agents to help further their development. Registration is open via the website, so please register now.

On another schedule note, save the date for the 130th Insuror of Tennessee Annual Convention to be held in Knoxville on October 21-24, 2023. Additional information will be forthcoming about the convention, as we move forward this year.

I look forward to working with the Insurors of Tennessee board, staff, partners, and members to make this 130th Anniversary of the association a year that celebrates our history and positions us for continued growth and success. u

Professional Education– "The more you know about risk management and insurance the greater value you can provide to clients."

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YA

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From Your IIABA National Director John McInturff III

IIABA is Currently Working on Projects to Improve Service I am very excited to become the National Director for the Insurors of Tennessee. It is an honor to serve my association and I look forward to representing the state of Tennessee on the National Board of Directors of the IIABA. I also look forward to serving on the Board of Directors of the Insurors of Tennessee as we celebrate the 130th year of our association. I attended my first official National Board meeting on January 18-21 and will give you insight from that meeting in the next edition of this publication.

prove the volume of leads generated through TrustedChoice.com for Trusted Choice agencies. This will be a continued emphasis throughout 2023.

IIABA is currently working on several projects to improve the services provided to independent agencies. The group is working to improve the quoting application as well as adding more carriers available to our agents through Big I markets to expand opportunities for member agencies. In addition, the IIABA continues to make efforts to im-

At the national level, Tennessee agents raised over $43,000 for the InsurPAC and I would like to see us surpass $50,000 for 2023. Our contributions to the state PAC and the national PAC are essential to the work of our association at both the state and national levels as we support candidates and initiatives who are open to hearing our concerns

I am pleased to report that Tennessee had a very successful year in 2022 raising Political Action Committee (PAC) contributions for both the InsurPACTN at the state level and InsurPAC at the national level. Tennessee Agents raised over $90,000 for our InsurPACTN in 2022. I would strongly support a goal of raising over $100,000 in 2023.

and issues relative to state and federal legislation, executive actions, and rulemaking. A strong PAC effort is critical in protecting the interests of professional independent insurance agencies in Tennessee and Washington, D.C. I would like to remind everyone that is important that we use the education opportunities available through the Insurors of Tennessee. Insurors has invested in state-of-the-art equipment to allow virtual participation in both CIC classes and CISR class to make these valuable classes more accessible to everyone. The technology is quite advanced, making the high-quality live distribution of CIC and CISR classes possible.

Please encourage your employees to review the education schedule on the Insurors website and sign up for continuing education. Education drives professionalism and success! u

Insurors offers many opportunities for professional education. Take every opportunity to expand your knowledge and increase your value as an insurance professional!

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How? In Person Training • Online Live Courses • Learn at Your Own Pace Online Courses • Conventions and Conferences Find more information on page 48 and at www.insuros.org "Education" The Tennessee Insuror

23

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The Tennessee Insuror

From Your CEO Ron Travis

presented by

Positioned For A Strong 2023 I hope 2023 is off to a great start for you and your family. With the beginning of the New Year comes fresh opportunities and the inevitable challenges we will have to overcome as we navigate 2023. At this point in the New Year, I would not even attempt to forecast or prognosticate about what we should expect this year. What I do know is that members of the insurance industry and this association are resourceful, resilient, and resolute in serving their clients, insurance company partners and their communities though the inevitable ups and downs during the course of a year. So, that makes me very optimistic for our industry and our association.

Together, in 2023 we will build success worthy of the 130th Anniversary of this historic association.

Consistent with the notion of creating success, we are excited to offer the 2023 Agency Growth Conference on March 30-31 being hosted at the Westin Hotel, Chattanooga. The conference will offer three informative sessions designed to help your agency grow profitably.

Session 1– Maximizing Your Insurors Membership (Presented by Insurors of Tennessee Staff) Session 2– Premium Finance Express (Presented by Imperial Premium Finance) 2 hours CE credit Session 3– Web-based Marketing for Young Agents (Presented by Titan Digital Marketing)

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A trade show will offer members the opportunity to learn about the wide array of products and services many of our Insurors partners offer members.

The conference is also a great chance to catch up with your peers in the industry to exchange ideas and information.

Registration is already open on the Insurors website at https://www.insurors. org/agency-growth-conference/. As always, we encourage agency principals and staff to attend. We also encourage Young Agents, from your staff, attend the conference since it is a great education and development opportunity.

It is also an exceptional opportunity for Young Agents to forge relationships with their peers from across the state building the ties that bind this association together into the future.

On the legislative affairs and government advocacy front, the 113th General Assembly of the Tennessee State Legislature convened on January 10, 2023.

Once again this year Trey Moore, our Government Affairs Consultant, the Insurors Government Affairs Committee and our staff will be closely monitoring proposed legislation that may have a direct or indirect impact on independent agencies and the insurance industry in general. The persistent work done by this association for decades in the area of governmental affairs is an important part of why we have a healthy and vibrant insurance industry in Tennessee.

To be clear, we need your ongoing support when called to mobilize when it is needed to present a unified voice to our elected leaders from across the state on pending legislation. We also need your continued contributions to InsurPACTN as we rebuild financial resources after contributions were dispersed in the last election cycle this past Fall. We greatly appreciate your engagement with our government advocacy efforts from both the investment of time and financial resources.

In closing, you will be seeing, hearing, and reading about the history of this association weaved throughout our publications in 2023. We have much to be proud of as an association thanks to the dedication and efforts of those who came before us since 1893. There simply are not that many businesses or organizations that have successfully navigated time and circumstance in service of their members or clients for 130 years.

At the same time, we are looking forward and constantly seeking how to innovate and adapt to provide members with the support and service needed in a rapidly evolving insurance industry and business environment.

I look forward to working together with you in 2023 and I hope to see you all at Insurors of Tennessee events held throughout this year. Forward we go! u

Use this quick link to support your Tennessee PAC! 25

Tennessee Young Agents '22 Future Leaders Spotlight

presented by

CJ Hutsenpiller • Hutsenspiller Insurance • Mt. Juliet

Merging the Power of Technology with Excellent Personal Service We are pleased to spotlight CJ Hutsenpiller.

CJ is the owner and principal of Hutsenpiller Insurance Agency located in Mt. Juliet, just outside of Nashville. He is a secondgeneration owner having just completed the purchase of the agency from his mother, Tina Hutsenpiller. (see photo of CJ and Tina) First, some history about the origins of the agency is in order. Over the years, Tina Hutsenpiller worked at multiple insurance agencies in the Nashville market before landing at The Kneeland Agency in the Berry Hill area of Nashville. In 1992, Tina decided she wanted to spend more time with her kids and less time commuting and started Hutsenpiller Insurance out of the family garage.

It should be recognized that in 1992, CJ’s mom was a bit of a trailblazer in the insurance industry opening her own independent agency. There simply were not many women owned independent agencies. Since then, Tina Hutsenpiller, her son CJ and the staff have grown the agency to serve thousands of clients across the Nashville area and the state.

Today, the agency employs fifteen insurance professionals.

CJ Hutsenspiller started working for the agency as a receptionist around 14 years ago. He is proud to say that he has held every position in the agency over his career and has a firm understanding of the role of each position. This experience clearly has proven invaluable to him as he leads the agency forward and invests in the development and success of his colleagues.

From early on, CJ was intrigued by technology and how it can be used in the service of agency operations and the delivery of an exceptional customer experience. From those first days in the agency, CJ had an inquisitive mind wondering why things were done the way they were, and could they be done better. He suggests he inherited this trait from his mother who embraced technology and agency automation early in the life of the agency. In fact, the agency was paperless before the end of 2006, at a time when many peer agencies were not there yet. CJ’s interest in technology within the context of the agency and in general has been instrumental in the success of the agency.

26

CJ mentions two inflection points in his career closely related to major natural events here in Nashville.

The first involved the May 2010 floods when Nashville experienced a one thousand year flood event that devastated much of the area.

It was then he had to inform thirteen of his personal insurance clients they had no coverage for the homes they had just lost in the flood. None of the thirteen clients had flood insurance like many across the region. It should be noted this was a story that was repeated many times by many agencies across Middle Tennessee relative to the lack of flood insurance. The memory of those thirteen moments seared into CJ’s brain. It moved him to rededicate himself to thoroughly learn insurance coverages and to commit to communicating with prospective clients and current clients about potential areas of risk and the coverages available to mitigate their exposure to loss. To this day, one of the mantras of the agency is to “over communicate” to clients to make certain they have a better understanding of insurance and coverages.

2010 Nashville Flood Article continued on page 33.

The Tennessee Insuror

YA

Are you making the Right Choice for their Business?

Meet John Brock – Incoming Director of the Young Agents in Tennessee for 2023 John Brock is the incoming Director of the Young Agents group of the Insurors of Tennessee in 2023. John is a Partner and Producer with Brock Insurance with offices in Chattanooga, Tennessee and Rossville, Georgia. He is a graduate of Ole Miss where he earned a degree in Risk Management.

Her is very active in his community and will be a great leader for Young Agent initiatives in 2023.

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What are you most looking forward to as YA Director?

I’m looking forward to building on all the work done by the committee and past YA Director Matt Felgendreher. We’re all passionate about what we do and look forward to putting that energy into our plans for the industry in 2023.

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What opportunities do you see for Young Agents in 2023?

Charitable and social events, statewide networking with insurance professionals, YA focused annual conference, tools and resources to build on or continue a prosperous career, and continuing education opportunities. We also can gain a better understanding what the Insurors does for agencies and learn about legislative topics that affect our industry.

What is the importance of YA involved in the Association?

It is crucial for the perpetuation of the industry itself. Without YA involvement, our neighbors/community leaders will be at an extreme disadvantage in relation to what our peers have done for 130 years. Being involved in YA will help you gain skills to be a better associate in your agency. It’s our duty to keep the momentum going and elevate each other.

What have you gotten from participating in YA events?

I enjoy the high-quality, in-person education during the meetings. I consistently come out of these events with new friends, a deeper understanding of resources, skills to better serve my clients, and ways to be a great team player to the associates in our agency. I look forward to the new events we are planning for 2023.

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Government & Legal Update 113th General Assembly Convenes—Advocacy Update The 113th General Assembly convened on January 10th for a three-day “organizational session.” Business was mostly procedural as legislators were sworn-in and each chamber elected leadership and adopted rules of order. After a few more necessary “housekeeping” matters, such as committee appointments (more on that below), the legislature adjourned to make way for the governor’s inauguration on January 21st, where Bill Lee (R-Franklin) was sworn into office for his second and final term in office.

Leadership and Committees The Tennessee Senate elected Randy McNally for another term as Speaker and Lieutenant Governor, a post he’s held for the past six years. A veteran legislator from Oak Ridge, McNally has served in the senate since 1987, following eight years in the Tennessee House of Representatives. McNally is the longest-serving member of the General Assembly.

State Representatives re-elected Cameron Sexton (R-Crossville) to his second full term as Speaker of the House. Sexton has represented Cumberland County in the state house since 2011.

Both leaders understand and appreciate the important role Tennessee’s independent agents play in their communities and across the state.

Senate’s Commerce and Labor Committee The Senate’s Commerce and Labor Committee remained unchanged from the previous general assembly. As the committee of jurisdiction over insurance industry legislation, maintaining relationships and dialogue with members of “Senate Commerce” is critical to our mission.

Members of the Commerce and Labor Committee for the 113th General Assembly are as follows:

The Tennessee Insuror

Paul Bailey (R-Sparta), Chair Art Swann (R-Maryville), Vice Chair Frank Nicely (R-Strawberry Plains) Raumesh Akbari (D-Memphis) Jack Johnson (R-Franklin) Shane Reeves (R-Murfreesboro) Steve Southerland (R-Morristown) Bo Watson (R-Hixson) Ken Yager (R-Kingston) House Insurance Committee The House Insurance Committee will have quite a few new faces, although Sabi Kumar (R-Springfield) will retain the gavel, having served as chairman for the past two years.

Sabi Kumar (R-Springfield), Chair Brock Martin (R-Huntingdon)* Elaine Davis (R-Knoxville)* Bob Freeman (D-Nashville) Esther Helton-Haynes (R-East Ridge) Caleb Hemmer (D-Nashville)* Curtis Johnson (R-Clarksville) Gloria Johnson (D-Knoxville)* Bo Mitchell (D-Nashville) Bryan Richey (R-Maryville)* Iris Rudder (R-Winchester) Mike Sparks (R-Smyrna)* Dwayne Thompson (D-Cordova) Justin Lafferty (R-Knoxville) Kip Capley (R-Summertown)* Tim Rudd (R-Murfreesboro) Scott Cepicky (R-Culleoka) Bryan Terry (R-Murfreesboro) Gary Hicks (R-Rogersville)

31

Government & Legal Update 2023 Insurors Government Affairs Committee Please join me in thanking the following members for serving on the Government Affairs Committee for 2023.

The committee meets periodically throughout the year and more frequently during the legislative session to discuss bills that potentially impact independent agents, agencies, and the industry. Access to their expertise and guidance is critical to our efforts on Capitol Hill. Many ideas sound good in theory or on paper, but how they impact agents and agencies on a practical level is what matters most. Delivering that message to legislators is paramount, and we certainly could not do it without their counsel and engagement.

your state senator and representative, it is never too late to start. The General Assembly maintains a user-friendly tool to get you started—all you need is your address. Go to https://wapp.capitol.tn.gov/Apps/fml2022/lookup.aspx to find your state legislators. If you need any help (or prodding) to get the conversation started, please reach out to me or any member of the Insurors Government Affairs Committee for ideas and talking points on timely and relevant issues.

Further, it’s always beneficial to start the dialogue before you have “an ask” on specific legislation. So, the earlier the better. Regardless, always remember that the right voice “from back home” is more impactful than a bus load of lobbyists.

Bob McIntire, Insurance Inc. (Cleveland) – Chairman Arch Trimble, RSS Insurance (Chattanooga) Lou Moran III, Inter-Agency Insurance Services (Knoxville) Chris Allison, The Allison Insurance Group (Jackson) Portis Tanner, Westan Insurance Group (Union City) Kevin Ownby, Ownby Insurance (Sevierville)

About the Author—Trey Moore is the government and legal consultant for Insurors. He operates Trey Moore Consulting in Nashville and formerly served as senior public policy counsel for one of Nashville’s largest law firms. Trey has over a decade of experience in representing clients before the Tennessee General Assembly and state government. u

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The Tennessee Insuror

continued from page 26

CJ Hutsenpiller • Hutsenspiller Insurance • Mt. Juliet

Merging the Power of Technology with Excellent Personal The second inflection point, happened in March of 2020 when major tornados struck Nashville, Mt. Juliet, Lebanon, and Cookeville. Mt. Juliet, where the agency is located, took a major hit at 1:40AM. CJ sprang into action leveraging his technology skills and resources. As a result, he was able to geolocate and plot where his insureds were located along the path of tornado by 2:15AM and by 3:30AM had proactively contacted most all his insureds where the tornado had tracked. His first priority was checking in with them to see if they were injured or had sustained damage and then to assess their needs. CJ’s ability to leverage his technology “chops” to quickly serve his clients proved that technology and exceptional personal service working together is truly powerful.

Based on their experience on that March night in 2020, many of those clients have a strong allegiance to Hutsenspiller Insurance that will continue into the future. For CJ, this event underscored how insurance professionals “meet the moment.” By coupling technology and exceptional service together, agents can absolutely transform customer relationships.

Today, CJ continues to leverage technology and is dedicated to continuous improvement to find ways to better serve clients, his colleagues on staff and their insurance company partners. He remains a strong proponent of professional education to ensure the staff of Hutsenspiller Insurance can educate insureds about insurance coverages, elements of risk and solutions to mitigate their level of exposure.

CJ is a graduate of Wilson Central High School and is married to Shea, who also works in the agency handling many of their accounting functions.

Shea is a graduate of Middle Tennessee State University where she earned a degree in Equine Science and a minor in Insurance. CJ and Shea have 5 dogs, 4 horses, and a cat. Outside of work, CJ enjoys spending time watching his wife compete in barrel race events at rodeos, playing frisbee golf, and toying around with computers. u

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HELP RECRUIT THE NEXT GENERATION You understand that there are great opportunities in the insurance industry for young people. Help recruit the next generation to MTSU’s nationally ranked Risk Management and Insurance program, the only one of its kind in Tennessee.

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The Tennessee Insuror

Association Update Kyra Garrison Celebrates 1 Year Anniversary

Remembering Debbie Martinez Debbie Martinez, Southern Region Branch Manager, passed peacefully on Tuesday, January 17, after a brief illness.

When she was hired by Associate Member JM Wilson in 2009 to build the company’s presence in the Southeast, she had an ambitious plan to grow the business and open a branch office in that territory. Within 5 short years, she achieved that goal. As the branch manager, she put her team into place. The office quickly grew under her development and leadership.

Debbie was held in the highest regard by the employees and many others with whom she worked in our industry. She set an example that will continue to be an inspiration to us all. Her JM Wilson family misses her terribly, and we send our condolences to her family.

Kyra Garrison celebrated her one-year anniversary with the Insurors of Tennessee on January 3. Kyra serves as the Marketing Assistant for the association and performs a wide range of duties in support of the marketing efforts of the association, event planning and coordination and marketing communications. She said in a recent social media post, "Wow, it's hard to believe I have been with IOT for a year now! It has been an amazing opportunity. I have gotten to meet so many outstanding people and put my skills to use for an association that cares deeply for its members."

To further strengthen her marketing knowledge and capabilities, Kyra is starting work on earning an M.B.A. in marketing from her alma mater at Middle Tennessee State University. We are very supportive of Kyra in this effort as she continues her duties with the association as it will only build upon the positive impact, she has on our association going forward. Kyra’s creativity, enthusiasm and can do attitude are very much appreciated by her colleagues on the association staff, board members and the membership. Keep up the great work Kyra!

Workers’ Compensation We distinguish our Workers’ Compensation coverage by providing value-added services before, during, and after a claim.

Upfront loss control measures Responsive claims handling Facilitation of quality medical care (when an accident does occur) We’ve been successfully protecting our policyholders and their employees since 1983.

Browse all of our products at www.guard.com.

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/ Our Workers’ Compensation policy is available nationwide except in monopolistic states: ND, OH, WA, and WY.

The Tennessee Insuror

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we give you peace of mind, which gives us peace of mind.

simple human sense

®

We are dedicated to the independent agency system and proudly stand behind the agents who represent us. auto-owners.com

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The Tennessee Insuror

Association Update continued INVEST Boot Camp

By volunteering in the classroom, you have an opportunity to gain highly qualified employees.

The Invest program educates high school and college students about insurance and the wide variety of careers in the industry.

For more than 50 years, Invest volunteers have been in the classroom dispelling the age old myth that the insurance industry is old, boring and doesn’t lead to a rewarding career.

Through a hands-on education approach with a variety of lessons students get an idea of what the insurance industry really is — a rewarding and lucrative profession that allows individuals to make a difference.

In the classroom, students learn about risk management, auto, homeowner, life and health insurance in an interactive environment. They get to run their own business, sell and service insurance policies in a mock setting.

Invest connects insurance professionals with teachers as part of a unique insurance and business curriculum for students.

Volunteers visit the classroom to teach students about insurance and share their real-life experiences. The commitment level of a volunteer is determined by you and the teacher. You may speak once a semester to students in the classroom, work with the teacher to help plan the schedule or host a job shadow day.

Hale insurance sent their newest employees to INVEST Boot Camp and are very pleased with the results.

Teresa Durham, Insurors Insurance and Education Specialist, was pleased to present Kelsie Southerland (top photo) and Sarah Hart-Hale (bottom photo) of Hale Insurance with a gift card and certificate of completion.

"I found the course very interesting.

The terminology was super helpful and it helped digest all the information needed to start a career in insurance" said Kelsie. Sarah added, "Since I had been working in the agency for just two weeks when I started the Invest Program, it really helped me learn the language and terminology of the insurance business to make me more comfortable.”

To participate in INVEST contact Teresa at the Insurors office.

Across the country people wake up every morning and head to work. They work in retail, construction, warehouses, and factories making sure they can support their families and make it home safely at the end of each day.

At Stonetrust, we know a little something about showing up when it matters most, and we strive to always be there for the independent insurance agents and policyholders that trust us with their business.

800.311.0997

STONETRUSTINSURANCE.COM The Tennessee Insuror

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Association Update continued PENCIL- Needs Strategic Partners for Students Teresa Durham, Insurors Insurance and Education Specialist, has been involved with Metro Nashville Public Schools Project PENCIL introducing students to the many opportunities a career in insurance could provide as they explore their future career options.

Project PENCIL connects businesses with Metro Nashville Pubic Schools, making it easier for them to make an impact. To date, PENCIL has partnered with 820 businesses, universities and faith based organizations so that they can actively engage in the public schools and provide students with the support and resource they need to succeed.

With business community support, the organization has raised $2.95M to provide needed supplies as well as created mentoring opportunities, carrier workshops, field trips and job shadowing. Teresa has represented Insurors of Tennessee by attending career workshops at local high schools,

networking with the kids and answering their questions about insurance industry career opportunities.

Why would you and your agency get involved?

Getting involved is one of the best ways to positively impact local students. Businesses partner with schools to provide tutoring, mentorships, and job shadow experiences so students can connect the classroom to real-world opportunities.

To be its best, public education needs local community involvement and leadership. By partnering, you can positively impact our industry by attracting students to learn more about insurance and encouraging insurance as a career path.

Perhaps you even create a relationship that turns into the future perfect hire as a student graduates.

How do you get involved?

Contact Teresa for more information and opportunities through Insurors of Tennessee, or you can contact the organization directly at www.pencilforschools.org. u

We’re right here to do more.

To help support both your physical and mental health while giving back to our communities is to go beyond what is expected from a health insurance company.

And that’s exactly why we do it.

© 2022 BlueCross BlueShield of Tennessee, Inc., an Independent Licensee of the Blue Cross Blue Shield Association

38 BCBS004258_L2rr_2021BrandPrint_Mom&2Kids_TnInsurorMag_7.5x4.875.indd

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The Tennessee Insuror 2/2/22 12:00 PM

More than a network

We’re a community.

There are many reasons why independent agencies turn to Keystone, but you might ask what makes them stay?

Keystone is more than just a network, we’re a community. Our goal is to strengthen independent agencies by bringing them together for peer-to-peer collaboration, industry expertise and access to national resources.

Together, we’re making each other stronger and keeping clients better protected.

That’s how independence works better together!

FOR MORE INFORMATION: Carolyn Nalley 570.473.2147 | cnalley@keystoneinsgrp.com keystoneinsgrp.com

The Tennessee Insuror

©2022 Keystone Insurers Group ®. 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.

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Company Spotlight Fortified is a strong and growing alliance of independent insurance agencies formed to strengthen professional independent agencies in the marketplace and to enhance the ability of agencies to serve their clients.

Through this collaborative effort, partners can provide superior insurance and risk management solutions to their clients no matter the complexity or size of the risk through America’s best insurance carriers.

Our partners are dedicated to keeping the independent agency system competitive and prosperous for generations to come.

Currently, Fortified serves independent insurance agencies throughout the Southeast and along the Eastern Seaboard, including Alabama, Kentucky, Maryland, Mississippi, North Carolina, South Carolina, Tennessee, West Virginia and Virginia.

Already the organization includes fifty-seven high quality agencies in the aforementioned states representing just under three billion dollars in premium and more than 225,000 clients.

The group is already working on plans to expand into other select states.

It is important to note while Fortified is focused on sustainable growth, it places substantial emphasis on seeking, recruiting, and retaining only a select group of agencies that share Fortified’ s commitment to professionalism, integrity and service to the customer.

In short, the alliance is about creating real value for independent insurance agencies, insurance company partners and clients.

Fortified held its first Annual Meeting January 11-13 in Nashville where over three hundred insurance professionals attended the meeting to learn more about the group and to make plans for 2023.

Insurors 2023 Diamond Partner

Clearly, Fortified is on the move and already building significant momentum in its efforts to extend the market reach and capabilities of the alliance.

If your agency is interested in learning more about Fortified, please contact Joe Craven.

615-440-0744 | jcraven@fortifiedagencies.com

Fortified is led by Chief Executive Officer, Joe Craven who is a 32 year veteran of the insurance industry serving in various leadership roles with major insurance companies including Grange, Travelers and others. Joe knows the insurance business, the importance of principled leadership and the value of building strong relationships. He is ideally suited to lead Fortified as it grows and develops into the future. Joe is a graduate of St. Joseph’s College located in Rensselaer, Indiana.

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The Tennessee Insuror

Vendor Spotlight

HOME BUSINESS INSURANCE

DO YOU HAVE A CLIENT WHO RUNS A SMALL BUSINESS FROM HOME? WILL THEIR HOMEOWNERS INSURANCE PROVIDE COVERAGE WHEN…

PROTECTION FOR HOME-BASED BUSINESSES!

• Business equipment is stolen out of their vehicle? . . . . . . . . . . .

NO!

• They accidentally knock over the display next to them at an exhibition or show? . . . .

NO!

• Groceries spill onto inventory in the trunk of their car?. . . . . . . . . . . .

NO!

• A power surge damages their computer and fax machine? . . . . . . . . . . . .

NO!

• Someone steals their cash box?

NO!

. . . . . .

Your customers are not home free with most homeowners policies. What would happen if your client had inventory damaged or stolen? Typical homeowners insurance does not cover those losses for people if they run a small business out of their home.

We are pleased to offer the perfect coverage for your inhome business: RLI’s Home Business Insurance policy.

Features: • Liability limits up to $1 million • Satisfies most event or show liability requirements • Business property protection up to $100,000 (with $250 deductible) • Optional Coverages Include: Money & Securities, Garagekeepers, Unmanned Aircraft (state restrictions apply)

Most homeowners and renters policies do not cover liability or damage to property from business activities.

• Electronic data processing coverage (optional in CA & FL) Policies are underwritten by RLI Insurance Company *Premiums start at $150 for $300,000 liability and $5,000 business personal property in the lowest rated class in the lowest rated territory. Actual price may be higher depending on your individual characteristics and coverages that you select. Not all businesses will qualify for coverage.

FO R M O R E I N F O R M AT I O N : Stephen Holmes P: 615.515.2609 E: sholmes@insurors.org

The Tennessee Insuror

• Loss of income coverage • Premiums starting as low as $150 annually*

Rated A+ (Superior) by AM Best Rated A (Strong) by Standard & Poor’s RLI CORP. COM

9025 N. Lindbergh Dr. • Peoria, IL 61615 © RLI CORP. • HBI-MK503 AGT (04/21)

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TOP FIVE REASONS AGENTS LOVE

WORKING WITH US! 1 2 Acuity has a 20year track record of beating the industry by more than double the growth and a full eight points on the combined ratio.

Unparalleled Financial Strength RATED #1 COMPANY FOR

World-Class Claims Service

3

Responsive and RelationshipBased Underwriting

4

Stable and Consistent Market

5

Impeccable Culture

WORK-LIFE

BALANCE DURING COVID-19

Consistently recognized as one of the best places to work in the nation.

SELL ACUITY!

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The Tennessee Insuror

Company Briefs Acuity Set Growth Records, Surpassed $2B Annual Revenue in 2022 Acuity announced that in 2022 the company surpassed $2 billion in annual revenue for the first time in its 97-year history, finishing the year with $2.22 billion in written premium.

This achievement was driven by an 11.3% growth rate that generated a record $225 million increase in top-line revenue.

“Thanks to our strong partnerships with independent agents and the efforts of our staff, Acuity continued its upward trajectory in 2022,” said Acuity President and CEO Ben Salzmann. “Our continued growth means we are protecting more customers, serving more agents, and providing rewarding career opportunities for more people across our entire operating territory.”

Acuity achieved strong growth across its nationwide operating territory, fueled by gains in both personal and commercial lines. In personal lines, the company achieved its highest amount of new business premium ever, finishing 2022 with nearly $67 million, while setting a record for customer retention and writing an all-time high of nearly $460 million total premium. In commercial lines, Acuity wrote over $271 million in new business premium, issued over 31,000 new policies, and responded to over 103,000 quote requests.

Acuity Insurance, headquartered in Sheboygan, Wisconsin, insures over 125,000 businesses, including 300,000 commercial vehicles, and nearly a half million homes and private passenger autos across 30 states. Rated A+ by AM Best and S&P, Acuity employs nearly 1,600 people.

Acuity has grown nearly nine-fold over the past 24 years and tripled its top-line revenue in just 13 years. The company also set an all-time record for new business written premium in 2022 at $338 million. With Acuity’s expansion came increased job opportunity: the insurer plans to hire 80 people in 2023.

JM Wilson TNInsur The2022 Tennessee InsurorOUTLINES.indd

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12/6/21 2:37 PM 43

BuildersMutual.com

THE BEST-PROTECTED JOB-SITES HAVE HARDHATS, GUARDRAILS, AND BUILDERS MUTUAL. Dedicated exclusively to construction since 1984, we understand this industry better than anyone else. We will be here for years to come to protect you, your employees, and your business.

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The Tennessee Insuror

423-560-6077 MOUNTAIN EMPIRE AGENCY ALLIANCE

meaa4u.com/insurors

JOIN MEAA TO MEET YOUR 2022 GOALS

We met our 10 year goals in year 1 with MEAA – MEAA Member Agency

MEAA IS PROUDLY A MASTER AGENCY OF MEAA SERVES THE FOLLOWING TN COUNTIES. VISIT OUR WEBSITE FOR A FULL TERRITORY LIST. Anderson, Bedford, Bledsoe, Blount, Bradley, Campbell, Cannon, Carter, Chester, Claiborne, Clay, Cocke, Coffee, Crockett, Cumberland, Davidson, Decatur, Dekalb, Dickson, Fayette, Fentress, Franklin, Giles, Grainger, Greene, Grundy, Hamblen, Hamilton, Hancock, Hardeman, Hardin, Hawkins, Haywood, Henderson, Hickman, Jackson, Jefferson, Johnson, Knox, Lauderdale, Lawrence, Lewis, Lincoln, Loudon, Macon, Marion, Marshall, Maury, McMinn, McNairy, Meigs, Monroe, Moore, Morgan, Overton, Perry, Pickett, Polk, Putnam, Rhea, Roane, Rutherford, Scott, Sequatchie, Sevier, Shelby, Smith, Sullivan, Tipton, Trousdale, Unicoi, Union, Van Buren, Warren, Washington, Wayne, White, Williamson, and Wilson

The Tennessee Insuror

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Agents In Our Community Samantha Organek Earns Distinction in 2022 Samantha Organek holds the distinction of having attended more Insurors of Tennessee events in 2022 than any other member. She is an agent with the Griffin Agency located in Kingston.

It should be noted that the Griffin Agency encourages participation at Insurors of Tennessee events. In fact, Johnny Griffin founder and principal of the agency has attended all but three Insurors of Tennessee Conventions since 1978. Since Sam has been a consistent participant at events, we thought it would be good to share her response to a brief survey we conducted with her permission.

Q

What was your favorite Insurors event attended in 2022?

A

My favorite insurors event of 2022 would have been the annual convention in Nashville.

Q

Why was it your favorite?

A

I enjoyed meeting/chatting with everyone, listening to the speakers, learning the latest things happening in the insurance world, the tradeshow of course and learning how to skeet shoot!

Q

What are your thoughts on our socials and happy hours?

How were they beneficial for you to attend?

A

I love having the Spring/Fall Socials as it gives us a chance to meet local agents in our area that we may not have met yet, catch up with other agents, and just have a fun afternoon out.

Q

Did you bring a guest to any of our events? Which ones?

How was that experience?

A

Yes, I brought guests to the growth conference in Nashville and both socials. It was a great experience for them and they look forward to coming to future events.

Q

How organized were the events and registration processes?

A

Every Insurors event I have been to, has been very well organized and super easy to register for.

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Q

Who is someone you are grateful you met at an event?

A

I have met so many great people through Insurors.

Jessica Miller is a young company representative I met at one of the first socials we held last year in Knoxville. She has since attended all of the Insurors events!

Q

What is something you took away from one of our events in 2022?

A

Brittany Hodak was a speaker at the Growth Conference.

I learned a lot from her presentation. Here are a few: 1. Experience and convenience is everything 2. 86% of customers are willing to pay more for a great customer experience 3. Your story is your SUPERpower S- Start your story U- Understand your customer’s story P- Personalize E- Exceed expectations R- Repeat

Q

How helpful was the Insurors staff at the events? What questions were they able to answer for you?

A

Everyone at Insurors is always super helpful and can answer/or will find someone else who can answer your questions.

Q

Prior to the events, how much of the information that you needed did you get?

A

I don’t think I’ve ever been to an event needing more information. The registration and the emails to follow registration are filled with needed information.

Q

How did you receive most of the information regarding new events? Examples: social media, The Tennessee Insuror, emails, word of mouth, other (please specify).

A

I received most of my information from emails directly from Insurors, I also follow Insurors on Facebook and LinkedIn.

Q

What are your thoughts on the lengths of our events?

A

I think they are the perfect length right now, it’s too much information to cram into one day events. Also, you wouldn’t want to extend it any longer as most people wouldn’t be able to attend the entire event. u The Tennessee Insuror

Harford Mutual Insurance Group is a Ward’s 50® top-performing property-casualty insurance company for the second consecutive year.

2022 & 2021 We partner with independent agents to insure restaurants, contractors, mercantile, and other commercial entities.

The Tennessee Insuror

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Education Calendar The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialties 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. Additional course options and details of each class can be found online or by contacting Teresa Durham at tdurham@insurors.org or 615.515.2607.

Register for CISR & CIC at www.insurors.org under education.

The following is a list of "in person" courses available in Tennessee this year.

CISR 4//25 4/26 4/27

CISR Commercial Property CISR Commercial Property CISR Commercial Property

Kingsport Knoxville Chattanooga

CIC 3/1-2 3/1-2 4/19-20 4/19-20

CIC Agency Management CIC Agency Management CIC Ruble CIC Ruble

Nashville Webinar Nashville Webinar

Additional courses for designation programs are offered on-demand at your own pace and as live webinars.

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.

Additional Courses Additional courses are available On-Demand and as Live webinars at the IIABA Virtual University *check the VU site for course offerings, CE and pricing (independentagent.com/vu) From The National Alliance (www.scic.com) Choose from the following programs CIC, CRM, CISR, CPRM, CSRM, Dynamics, RGS, MEGA, PROFOCUS, WTH, Intro, Producer School, Ethics, Flood and other.

Choose by topic, location, delivery method and/or date.

From The Institutes (ceu.com/customer/insurors-tn ) Insurors of Tennessee has partnered with CEU, powered

by The Institutes, to provide you with relevant and convenient online insurance continuing education (CE) courses.

Through our partnership with CEU, you will enjoy a 35% discount on any of CEU’s relevant, practical courses when you log in. More than 150 course topics ABEN Webcasts (insurors.aben.tv) To the right is a partial listing of upcoming webcasts.

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ABEN Webcasts (insurors.aben.tv) Active Shooter/Workplace Violence Ins. 3/13 3/30 4/10 4/28 Contracts Agents Should Read 3/13 3/30 4/10 4/28 Flood Program Overview - NFIP Then/Now 3/1 3/17 4/3 4/18 E&O - Roadmap to Pers. Auto & Umbrella Ins. - #1 3/8 3/24 4/5 4/20 E&O - Roadmap to Pers. Auto & Umbrella Ins. - #2 3/9 3/28 4/4 4/19 E&O - Commercial Property Coverage Gaps - #1 3/7 3/23 4/13 4/26 E&O - Commercial Property Coverage Gaps - #2 3/6 3/22 4/11 4/24 E&O - Roadmap to Homeowners Ins. - #1 3/8 3/24 4/5 4/20 E&O - Roadmap to Homeowners Ins. - #2 3/9 3/28 4/4 4/19 E&O - Homeowners Endors. & Personal IM - #1 3/8 3/24 4/5 4/20 E&O - Homeowners Endors. & Personal IM - #2 3/9 3/28 4/4 4/19 Directors and Officers Liability Insurance 3/7 3/29 4/3 4/25 Premium Auditing–What Every Agent Must Know 3/1 3/17 4/3 4/18 Law of Ins. Contracts & ‘Rules’ of Policy Interpret.

3/6 3/22 4/11 4/24 Torts, Negligence and Legal Liability 3/9 3/28 4/4 4/19 Commercial Prop. Underwriting & Rating: COPE 3/7 3/23 4/13 4/26 E&O Risk Mgmt: Risk Mitigation and E&O Claims 3/2 3/21 4/14 4/27 Cyber Security & Risk Management 3/13 3/30 4/10 4/28 Basics of Prop. Values & Coinsurance Conditions 3/6 3/22 4/11 4/24 Contractual Risk Transfer, Addl. Insureds & Certs.

3/7 3/23 4/13 4/26 Insurance Accounting for Dummies and Geniuses 3/13 3/30 4/10 4/28 Cyber Insurance Deconstructed 3/14 3/27 4/6 4/21 E&O - Roadmap to Policy Analysis - #1 3/13 3/30 4/10 4/28 E&O - Roadmap to Policy Analysis - #2 3/13 3/30 4/10 4/28 Hot Topics in Personal Lines 3/7 3/29 4/3 4/25

CE: 2 $48 CE :2 $48 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 2 $48 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 3 $72 CE: 2 $48 CE: 3 $72 CE: 4 $96 CE: 3 $72 CE: 2 $48 CE: 3 $72 CE: 3 $72 CE: 2 $48

The Tennessee Insuror

Reach new heights.

You have invested time and energy into your firm, and you’re still passionate about the insurance business, your clients and your employees. If you’re interested in taking your business to the next level, while enjoying the fruits of your labor, let’s explore a possible partnership.

Why insurance firms choose to partner with Higginbotham: • • • • • • • • •

Ten-year average return of 30% IRR Ten-year average annual shareholder distribution of 25% Insurance Business America, 2022 Top Insurance Employer Privately-held and run by insurance professionals Majority ownership held by employee shareholders Leverage Higginbotham’s consistent 20% compound annual growth rate Broad risk management and benefit plan services add client value to support your growth Maintain your leadership role $5 million donated to nonprofits through the Higginbotham Community Fund

Are you ready to soar?

Contact David Fishel | (817) 349-2260 | dfishel@higginbotham.com higginbotham.com

Our Tennessee-based Partners

See what our agency partners are saying

The Tennessee Insuror

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Meetings- Mark Your Calendars Agency Growth Conference March 30-31, 2023 The Westin, Chattanooga, TN

Big I Education Convocation September 6-8, 2023 Grand Rapids, MI

Meeting details and online registration...

Scan the QR to register today!

Save the Date!

Next year's Big "I" Education Convocation is at the Amway Grand Plaza Hotel.

Save the Date!

29th Annual Insurors of Tennessee Convention October 21-24, 2023 Knoxville, TN

Next year's convention will be held at the Knoxville Downtown Marriott.

Celebrating 75 Years Of Providing Competitive, Affordable Insurance.

National Security has provided competitive, affordable insurance to policyholders for 75 years.

We also provide our agents with competitive commissions, excellent customer service and experienced company adjusters.

As a Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company. Our agent website provides fast quotes, online policy issuance, and real-time policy information. Find out more about our products by calling 1-800798-2294 or visiting nationalsecuritygroup.com.

Elba, Alabama Elba, Alabama

Dwelling Fire • Limited Homeowners • Comprehensive Mobile Homeowners • Vacant Property • Life & Health 50

The Tennessee Insuror

she’s MAde for THIS work we’re made for

WORKERS’ COMP

We know what it’s like to be passionate about what you do, it’s how we feel about workers’ comp. For over 30 years we’ve been helping employers protect their businesses, and most importantly, their employees. We focus on your insurance coverage so you can stay focused on doing what you love.

Discover the LUBA Difference at LUBAwc.com/madeforthis 888.884.5822 • Rated A- Excellent by

The Tennessee Insuror

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Maintaining a safe workplace shouldn’t be a daunting task.

Protecting the workforce is what we do at Summit, and we’re here to help every step of the way.

summitholdings.com Policies are underwritten by Bridgefield Casualty Insurance Company and Bridgefield Employers Insurance Company, authorized insurers in AL, AR, FL, GA, IN, KY, LA, MS, NC, OK, SC, TN, TX and VA;

52 Insurance Company, authorized in FL, GA, IN, KY, NC, SC, TN and VA; ©2022 Summit Consulting LLC (DBA Summit, the people who know workers’ comp LLC), PO Box 988, Lakeland, FL 33802. All rights reserved.

BusinessFirst

Your Big "I" 7 Ways to Differentiate Yourself in the Sales Process

By Mike Schultz, January 1,2023— Differentiation often starts with marketing, but it comes alive in the selling process. Even if your company's products and services are superior to all others, it means nothing if you can't convey that to your buyers.

Most importantly, they're often not the reason a buyer actually buys. It's far more important to understand your buyer's needs. If your USP helps you get a foot in the door, great, but you'll also need to do your research and craft a compelling solution based on your market position.

Differentiating in sales is more than a good pitch—you need to differentiate in the right areas. Here are seven tips:

4) Proactively reach out to buyers. If you're not proactively looking for sales opportunities, you can guarantee that the buyers who reach out to you already have a solution in mind—and they've likely already made their own judgments and compared you to other organizations. The earlier in the buying process you can reach buyers the better.

1) Differentiate in the right areas. Sales winners differentiate in four areas.

Yourself: What's the value of working with you? How can you help a buyer achieve their goals?

Your offerings: What makes your products and services stand out from others on the market?

Your company: How reputable is your company and what kind of results have other buyers achieved?

The buyer's results: What does success look like for your buyer? Does it mean less hassle for them? A good return on investment? Something else?

2) Create distinction and scarcity. Differentiation has two major components: overall distinction and the perception of scarcity. Ask a buyer why they chose one provider over another and there's usually a collection of distinctions that ultimately made one stand out. However, these reasons aren't always consciously known to the buyer.

The sellers who win are often the ones who help buyers see what's possible and bring new ideas to the table. When a buyer perceives that something is scarce, it stands out to them, and they tend to desire it more when it's difficult to find.

3) Ditch the unique selling proposition (USP). Many sellers are told they must build and practice perfect delivery of their USP. However, USPs don't account for the buyer's situation, and sellers can rely on them too much. Often, USPs aren't very unique anyway; one sounds much like the next.

The Tennessee Insuror

5) Base conversations on the buyers' experiences. Early in the selling process, sellers get asked, “How are you different?" Often, the answers aren't great. When you answer, remember that differentiation implies comparison and it's up to the seller to ask, “In comparison to what?"

Do this and you'll create a conversation. The resulting conversation will be much richer than a rehearsed answer and will likely present additional areas in which you can separate yourself from your competition.

6) Practice what you preach. If a key point about your value and differentiation is responsiveness, be responsive. If you're responsive in the selling process and the other sellers aren't, the buyer will assign that value to your company. The other company's delivery teams may claim to be responsive too, but you'll create the perception that your company really is more responsive if you model the behavior.

7) Remember that you make a difference. Not only are you important in winning the sale, but you're also important for ongoing buyer loyalty. People are more willing to buy from people they like. Be genuinely helpful and reliable, and you'll find yourself winning more meetings—and more sales. u

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ACUITY 920 . 458 . 9131 www.acuity.com 42 Arlington/Roe 800 . 878 . 9891 www.arlingtonroe.com 19 AutoOwners 800 . 346 . 0346 www.auto-owners.com 36 Bailey Special Risks, Inc. 800 . 768 . 7475 www.bsrins.com 32 BBSI 760 . 445 . 5909 www.bbsi.com 33 Berkley Southeast Insurance Group 615 . 932 . 5508 www.berkleysig.com 27 Berkshire Hathaway Guard Insurance Cos. 800 . 673 . 2465 x4567 www.guard.com/apply 35 BlueCross BlueShield of Tennessee 800 . 565 . 9140 www.bcbst.com 38 Builders Mutual 800 . 809 . 4859 www.buildersmutual.com 44 Fortified 615 . 440 . 0744 www.fortifiedagencies.com 2 Harford Mutual 800 . 638 . 3669 www.harfordmutual.com 47 Imperial PFS 443 . 613 . 4820 www.ipfs.com 8 INSBANK 866 . 866 . 4268 www.insbanktn.com 11 J.M. Wilson 800 . 595 . 0063 www.jmwilson.com 43 Keystone Insurers Group 800 . 416 . 5498 www.keystoneinsgrp.com 39 Liberty Mutual/Safeco 800 . 837 . 5254 libertymutual.com | safeco.com 13 Lipscomb & Pitts | A Higginbotham Partner 901 . 335 . 0951 www.lpinsurance.com 49 LUBA Workers' Comp 888 . 884 . 5822 www.lubawc.com 51 MidSouth Mutual Insurance Company 844 . 438 . 6642 www.midsouthmutual.com 56 Mountain Empire Agency Alliance 423 . 560 . 6077 www.meaa4u.com/insurors 45 MTSU 615 . 898 . 2813 www.mtsu.edu/insurors 34 National Security Group 800 . 239 . 2358 x213 www.nationalsecuritygroup.com 50 Nationwide Insurance 423 . 927 . 2060 www.nationwide.com 55 Oaktree Brokerage 800 . 842 . 9124 x508 www.oaktreeus.com 7 Partner Platform 614 . 850 . 2684 www. sispartnerplatform.com 22 Penn National Insurance 800 . 395 . 0518 www.pennnationalinsurance.com 20 RLI 615 . 515 . 2609 www.insurors.org 17 Selective Insurance 877 . 744 . 3125 www.selective.com 14 SFM 952 . 838 . 4207 www.sfmlc.com 12 Stonetrust Insurance 800 . 311 . 0997 www.stonetrustinsurance.com 37 Summit Holdings 800 . 971 . 2667 www.summitholdings.com 52 Swiss Re Lawyer's Professional Liability 630 . 213 . 9952 www.swissre.com 30 West Bend Mutual Insurance Co. 800 . 236 . 5010 www.thesilverlining.com 24

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MidSouth Mutual partners with wholesale entities and select retail agencies across its service footprint. The company is always seeking opportunities to grow in ways that are sustainable and mutually beneficial. + Serving clients across sixteen states with expansion into additional states planned. + Common sense underwriting, exceptional service, responsive and fair claims settlement. + A Exceptional Financial Stability Rating® from Demotech, Inc.

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