The Tennessee Insuror Jan/Feb 2021

THE TENNESSEE

INSUROR January/February 2021 Volume 32 | Number 1

Not Just Faces in the Crowd Meet the 2021 Insurors Board of Directors

10 14 16

Compensation Planning During a Pandemic Insurors 2021 Committees Nashville Bombing: Terrorism?

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The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXXII, Number 1 January/February 2021

features

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

4 Not Just Faces in the Crowd INSURORS OFFICERS

President .................................................................... Bob McIntire IIABA National Director .............................. Cindi Gresham, CIC VP, Region I and President Elect ................... Norfleet Anthony Vice President, Region II .................... Matt Swallows, CIC, CRM Vice President, Region III ........... Kym Clevenger, CPCU, CACW Treasurer/Secretary ............................. John McInturff III, ARM Director, Region I ......................................... Richard Whitley, CIC Director, Region I ........................................... Jamie Williams, CIC Director, Region I ...................................................... Eric Collison Director, Region II ..................................................... Taylor Porch Director, Region II .................................................... Reno Benson Director, Region II ...................................... Paul Steele, CIC, CRM Director, Region III ...................................... Brandon Clarke, CIC Director, Region III ........ Cindy Widener Winn, CPA, CIC, CBIA Director, Region III .......................................... Bill Oldham III, CIC Director, At-Large .............................. S. Keith Phelps, CIC, CRM Director,. Young Agents ...................................... Derek Wright

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

Meet the 2021 Insurors Board of Directors

10

Compensation Planning During a Pandemic

14

Insurors 2021 Committees

16

Nashville Bombing: Terrorism?

Member Volunteers Help Shape the Future of the Association If Considered a “Terrorist” Act, Does that Trigger the Exclusion?

departments 21

From Your President

Reaffirming Our Commitment to Members

23

From Your Young Agents Director

25

From Your CEO

29

Education Calendar

31

Layman's Terms

37

Company Spotlight

39

Broker Spotlight

46

Agents for the Community

Perpetuating Our Industry

The Ever-growing Value of Membership

Advocacy Update: Back to Work - TN Legislature Reconvenes...

Selective Insurance Genesee General Shafer Insurance

51 Meetings 53

Member Tips

TC.com and Big "I": Making Agents More Visible Online 3

Not Just Faces in the Crowd Meet the 2021 Insurors Board of Directors

Insurors would not be a successful organization without talented leaders that share their industry experience in a volunteer capacity. Our 2021 Board is more than just Faces in the Crowd: Bob McIntire PRESIDENT

who would play you in a movie: Clint Eastwood

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

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Norfleet Anthony III VP of REGION I and PRES.-ELECT item you'd take with you to a desert island: A knife most famous person you've met: Ann-Margret Norfleet is the president of S.N. Anthony, Inc. in Ripley and serves as Vice President of Region I and President-

elect. Born and raised in Ripley, after high school he attended the University of Tennessee. He began his insurance career by joining the family agency in 1982. He furthered his industry education by attending the Allstate, Travelers and USF&G producer schools. He formerly served on our Board as a Director of Region I. In addition to his service with Insurors, Norfleet is a member and lay leader of First United Methodist Church Ripley, a District Trustee for the Mississippi River District of the United Methodist Church, Co-Chair 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 and Katherine Anthony Leake, and Rachel and Elizabeth Harpole.

Norfleet also has two grandsons, Jackson Henry Leake and Hudson Franklin Leake.

Matt Swallows, CIC, CRM VICE PRESIDENT of REGION II item you'd take with you to a desert island: Family who would play you in a movie: Matt Damon Matt is the president of the Swallows Agency in Livingston, Cookeville and Smithville, and serves as Vice President of Region II. 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 The Tennessee Insuror

YMCA. He is married to Kelly Swallows, who is the VP of Operations for the agency, and they have two children, Channing who is 10 and Xavier who is eight.

Kym Clevenger, CPCU, CACW VICE PRESIDENT of REGION III item you'd take with you to a desert island: Freshwater dinner with any one person - who?: Joe Rogan Kym is the president of The Assurance Center in Knoxville and serves as the Vice President of Region III. 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 joined the agency 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 husband, Donald Erdman III, live in Knoxville with their dog Betty.

Cindi Gresham, CIC IIABA NATIONAL DIRECTOR

who would play you in a movie:

Sandra Bullock Phil Fulmer Cindi is the president of Boyle Insurance Agency in Memphis and serves as the IIABA National Director for Tennessee. After moving to Memphis from her hometown of Columbus, Ohio, she graduated from Overton High before attending Memphis State University.

She started her insurance career in 1973 with George Holley Insurance, then moved to Carruthers Harris Agency in 1979. In 1987 she started with Boyle and has been there ever since. In addition to her work with Insurors, Cindi is a supporter of various senior and youth organizations, University of Memphis athletics and formerly served as president of the Insurors of Memphis local board. Cindi has two sons, Brad and Kyle, and six grandchildren. She attends Collierville UMC and resides in Collierville with her husband, Rocky. most famous person you've met:

John McInturff III, ARM SECRETARY/TREASURER item you'd take to a desert island: Rod & Reel who would play you in a movie: Bruce Willis John is the president and owner at McInturff, Milligan & Brooks in Greeneville and serves in the newly combined role of Secretary/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 The Tennessee Insuror

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 DIRECTOR of REGION I

who would play you in a movie:

Ed Helms Jerry Lawler Richard is a principal agent with McDaniel-Whitley in Memphis and serves as a Director of Region I. He is a native of Covington and earned his BBA from Ole Miss in 1989. After working in banking, 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 20 years and have two daughters, Caroline, who is 19, and Emmy, who is 17. most famous person you've met:

Jamie Williams, CIC, CRM DIRECTOR of REGION I item you'd take to a desert island: N95 Mask who would play you in a movie: Dr. Fauci Jamie is the agency manager for Hardin County Bank Insurance Agency in Savannah and serves as a Director of Region I. He is a native of Savannah and earned his Bachelor of Science degree in Business Administration from Union University. In addition to his work with Insurors, he is involved in his local Church and is a member of the River City Kiwanis club. He and his wife, Lauren, have been married for 14 years and have 2 children, Lexie, who is 10, and Logan, who is seven. Jamie enjoys hunting and golf as well as spending time with family.

Eric Collison, CIC, CRM DIRECTOR of REGION I item you'd take to a desert island: Sunscreen Eric Collison is a vice president for joined 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 and focused on the Hospitality Program development throughout the country. Eric comes 5

to KWIG from GCM Insurance and previously spent 8 years at Liberty Mutual 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.

Taylor Porch

DIRECTOR of REGION II item you'd take to a desert island: Good Bourbon who would play you in a movie: Jason Statham Taylor Porch is the Vice President at Porch-Stribling-Webb, Inc. in Waverly and serves as a Director of Region II. He earned his Bachelor's degree from Cumberland University. After college, he worked as a commercial underwriter for Cincinnati Insurance Company. In 2007, he returned home to work at the family agency. He formerly served on our Board as Young Agents Chair and was awarded the Arch E. Northington Award for Young Insuror of the Year in 2013. He and his wife Rebecca have two children, Sawyer and Sydney. Taylor is also an avid golfer and duck hunter and loves to travel.

Reno Benson

DIRECTOR of REGION II item you'd take with you to a desert island: My wife most famous person you've met: Bill Parcells Reno is the executive vice president of Anderson Benson Insurance & Risk Management in Nashville, and serves as a Director of Region II. He is a Nashville native and attended Vanderbilt University. His insurance career began in 1977 with Continental Insurance, and in 1983 he joined Polk & Sullivan Group in Nashville as a producer for commercial lines and surety. During his tenure with Polk & Sullivan Group and its successor organizations – first Synaxis Group and later First Horizon Insurance – Reno assumed a number of managerial roles. He was most recently a senior VP of First Horizon Insurance before co-founding Anderson Benson Insurance in 2012. In addition to his work with Insurors, Reno also enjoys spending time with his family and currently serves on the boards of several community groups. He and his wife, Katie, have two sons, William and Alex, and a daughter, Murray. William and his wife, Suzanne, have one daughter, Hayward.

Paul Steele, CIC, CRM DIRECTOR of REGION II item you'd take to a desert island: Bourbon who would play you in a movie: Ben Stiller 6

Paul Steele is the president of Martin & Zerfoss in Nashville and serves as a Director of Region II. Born and raised in Nashville, he has been in the insurance business with the agency for the past 16 years. He is a past Young Agents Director, past Insurors of Nashville President and the current Board Chair for The Family Center, a local not-for-profit. Paul is a graduate of Vanderbilt University. He is married to Jenny and they have three daughters, Sophie, who is 11, Ella, who is 10, and Helen, who is six. His hobbies include rooting for the Titans, Predators and Vandy. He considers himself a beer nerd and family man.

Brandon Clarke, CIC DIRECTOR of REGION III item you'd take to a desert island: A boat who would play you in a movie: Zac Efron Brandon is the president of John Bailey Company in Knoxville and serves as a Director of Region III. He was born in Nashville but grew up in Knoxville and graduated from Farragut High School before earning a degree in general business from Ole Miss. He worked as a marketing representative and underwriter for an MGA for 4 years before joining John Bailey Co. in 2005. In addition to his work in the industry, he is the co-founder of Young Professionals of Knoxville (YPK), co-founder of Knoxify.com's “What Makes Knoxville Great,” 2011 Dogwood Arts Festival co-chair, is involved in Introduction Knoxville and was listed in the 2007 Knoxville 40 Under 40. He is married to his high school sweetheart, Lauren, and they have three daughters, Emerson who is 11, and 7 year old twins Taylor and Bankston. They also have two French Bulldogs, Bernard and Boss Hog, and one Boxer named Murphy. He is a 2017 Ironman Chattanooga Finisher and also enjoys training, playing golf, writing, reading and spending time outdoors.

Cindy Widener Winn, CPA, CIC, CBIA DIRECTOR of REGION III item you'd take to a desert island: Sunscreen most famous person you've met: Peyton Manning Cindy is the president and agency owner of Widener Insurance Agency in Johnson City since 1995 and serves as a Director of Region III. She was born and raised in Johnson City and earned her Bachelor of Science degree from the University of Tennessee at Knoxville.

Immediately after college she obtained her CPA. In addition to her work with Insurors, she is active in her community including serving as Past President of JC Rotary Club. Cindy enjoys golf, reading, travel and collecting wine. Cindy and her husband Sterling Winn have been married for 25 years and have two children, Elizabeth, who is 23 and joined the agency after graduating from UTK, and Michael, who is 20 and a Sophomore at North East Tech State. The family also has a 10 year old Biewer terrier named Patches. Cindy also helps care The Tennessee Insuror

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Bill Oldham III, CIC DIRECTOR of REGION III item you'd take to a desert island: Fishing pole who would play you in a movie: Seth McFarland Bill Oldham 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 22 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 23 years and have a 16 year old 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.

Keith Phelps, CIC, CRM DIRECTOR at-LARGE item you'd take to a desert island: Satellite Phone most famous person you've met: Bill Clinton Keith is the director of marketing for Jamieson & Fisher, Inc. in Covington and serves as a Director at-Large. Born and raised in Covington, he received his Bachelor of Business Administration from Lambuth College in Jackson in 1980. His insurance career began while he was still in high school, as he began working for the agency after school at age 16. He earned his license at the age of 18, and is probably one of the youngest students ever to attend the famous Chuck Bidek licensing schools. After graduating from college, he began his full time career at the agency in Personal Lines Sales and then moved to Personal Lines Manager, and then to his current position of Marketing Manager.

He earned his CIC designation in 1987 and his CRM in 2002.

In addition to his work with Insurors, Keith served three terms as Alderman for the City of Covington in the 1990’s and early 2000’s and again most recently filled an unexpired term from 2018-2020. He is a Founding Board Member of CASA of Tipton County (Court Appointed Special Advocates), a board member and lifelong member of First United Methodist Church in Covington, served as chair of the Industrial Development Board for Tipton County, a Volunteer Fireman for 38 years, a member of the Memphis Symphony Chorus, and a partner in Keystone Insurers Group. Keith has two children, Dustin and Catherine, and three granddaughters, Georgianne, Molly Kate and Charley. He enjoys spending time at the lake and beach with his family and friends.

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Derek Wright

DIRECTOR of YOUNG AGENTS item you'd take with you to a desert island: Bible most famous person you've met: Dr. J Derek is a principal agent of Graham & Cook Insurance in Knoxville/Farragut and serves as Director of Young Agents. He graduated from the University of Tennessee at Knoxville in 2003. In addition to his work with Insurors, Derek serves as a youth sports coach, FCA speaker, Young Life ministry, various charities and organizations in the greater Knoxville area, and is involved with local community through Chamber events, service projects, Rotary, and as other volunteer needs arise. Derek was born in Knoxville in the Farragut community. He and wife Melissa are active in their Church serving previously in young adult ministry, and currently leading middle schoolers. In Derek’s “spare” time, he enjoys running, golf, hiking, and coaching basketball, soccer, football and track/cross-country. He loves to spend as much time with wife Melissa and their three kids outdoors, camping, on a trip to a new city or leisurely at home. Derek describes his wife as the best part of him – saying she is supportive, a Christ follower and wise counselor, admired mother and at times a goof ball! While Derek has spent time away from Knoxville for travel, sports, mission trips and business, he never strayed far from home. Like many in our industry, “insurance” was not Derek’s dream job, but, "The Lord had other plans.”

We are excited to work with this great group of volunteer leaders as we continue to move the Association forward in 2021. If you have thoughts or ideas on how Insurors can improve or better help independent agents succeed, please reach out to the Board of Directors using the contact info below:

BOARD CONTACT INFORMATION Bob McIntire • 423.472.5058 • bmcintire@mcintireins.com Norfleet Anthony • 731.635.9441 • sna@snanthony.com Matt Swallows • 931.400.0210 • matt@swallowsinsurance.com Kym Clevenger • 865.675.6500 • kym@assurancecenter.com Cindi Gresham • 901.766.4298 • cindig@boyle.com John McInturff III • 423.639.5171 • jmcinturff@tsclaims.com Richard Whitley • 901.591.8751 • rwhitley@mcwins.com Jamie Williams • 731.926.7968 • jwilliams@hcbins.com Eric Collison • 901.346.8808 • ecollison@kwig.com Taylor Porch • 931.296.4271 • tporch@pswins.com Reno Benson • 615.630.7805 • reno@andersonbenson.com Paul Steele • 615.297.8500 • psteele@martinzerfoss.com Brandon Clarke • 865.524.0787 • brandon.clarke@johnbaileyco.com Cindy Widener Winn • 423.926.7151 • cindyw@widenerins.com Bill Oldham • 865.769.2332 • bill@oldhaminsurance.com Keith Phelps • 901.476.8644 • kphelps@jamiesonandfisher.com Derek Wright • 865.671.0754 • derek@grahamandcook.com u

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Compensation Planning During a Pandemic written by Paige McAllister, Affinity HR Group sponsored by our partners at 2020 is in the rearview window – and thank goodness. Employers struggled to keep businesses open and have been challenged to develop new markets, products and services in record time. Most economists predict that the economy will continue to rebound throughout 2021 but at an uneven pace.

The varying impacts of 2020 and all the unknowns of 2021 make compensation planning more important than ever. As you seek to start 2021 strong, here are six ways to make sure your compensation plan is ready for whatever the new year throws at you:

1. Stay Up to Date on Legislative Changes States and municipalities have enacted legislation that impacts compensation. This represents a unique challenge for employers doing business in multiple locations. The changes are too numerous to list, but some of the most significant include:

2. Review Compensation-related Policies and Procedures The legislative changes described above require that you review and update your minimum wage and paid family and medical leave policies to comply with state and local requirements. Additionally, some of your other policies and procedures may be outdated. For example: • •

15 states have now legalized recreational marijuana. Your drug testing policies may require review or revision as a result.

If you have written policies regarding remote work or flexible schedules, COVID-19 may have made them irrelevant or worse, inaccurate. Now is the time to review those as well.

3. Plan 2021 Salary Increases

23 states have minimum wage increases scheduled for 2021 10 states have approved a $15.00 minimum wage 9 states now offer paid family and medical leave

Early projections for 2021 forecast base salary increases anywhere from 2.3%, according to the Economic Research Institute, to 2.9%, according to World at Work. These forecasts were made in the fall of 2020 and consider the volatility of 2020 and the uncertainty of 2021.

At the federal level, President-elect Biden has vowed to take several actions to support workers. When and how these might be implemented has yet to be determined, but these include:

Consider these forecasts along with your organization's unique issues related to affordability, external competitiveness, and internal equity as you plan 2021 salary increases.

•

4. Plan 2021 Bonuses and Incentives

• • •

• • •

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End the tax cuts enacted in the Tax Cuts and Jobs Act of 2017 Increase income taxes for high-income earners (above $400,000 annual income) Restore federal workers' rights to unionize Remove the Social Security Payroll Tax Deferral option

The current high-risk business environment and uncertainty expected in 2021 may require changes to planning incentives. Setting lower goals or changing the mix of performance measures are probably some the first stepsfor you to consid-

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er. Doing this, however, requires some consideration of the total cost of the incentive plans relative to adjusted goals and metrics.

Similarly, organizations with longer-term incentive plans and goals (such as 3-year plans) should consider changing to shorter-term plans since long-term goal setting in times of serious economic uncertainty can become virtually impossible.

5. Understand Your Competitive Markets and How They Have Changed

6. Develop a Comprehensive Employee Communication Strategy Employee communications have been particularly challenging this year, often including discussions about furloughs, layoffs, termination and deferred or canceled salary increases.

Add in the difficulties of communicating with employees working at home, and the challenges become overwhelming.

It's critical to develop your new year employee communications now. The key components of your communication strategy should be:

If you've historically hired a lot of entry-level employees, you may think that hiring them in 2021 will be easier because so many are unemployed.

•

But think again. You may have different competitors. Grocery chains are recruiting record numbers of employees, as are other large retailers like Amazon, Target and Walmart. And they're pretty much all paying $15 an hour, whether it's legally required or not.

About the Author

If you hire specialized tech employees, expect the market for skilled personnel to remain as tight as ever. And expect a lot of these new hires to request flexible schedules or the ability to work from home.

•

Legislative changes and how they will impact policies, procedures and employee paychecks.

2021 planned changes to base salaries, incentive plans, and related compensation policies and procedures.

Paige McAllister is vice president, HR compliance, Affinity HR Group, Inc. Affinity HR is the endorsed HR partner of Big “I" Hires, the Independent Insurance Agents of Virginia, Big I New York, and Big I New Jersey. Contact her by calling Affinity HR at 1.

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13

Insurors 2021 Committees Member Volunteers Help Shape the Future of the Association

We have many exceptional volunteer leaders that help guide and direct the operations of the Association. In addition to our Board of Directors, the following committees are involved in supporting our efforts of our not-for-profit activities.

Leadership Committee As started last year per the 2020 bylaws changes voted on at the Insurors 126th Annual Convention, a Leadership Committee has again been formed and seven Insurors members have been appointed to serve. The committee members are: • • • • • • •

Norfleet Anthony III of S.N. Anthony in Ripley Kymberly Clevenger, CAWC, CPCU of The Assurance Center in Knoxville Matt Swallows, CIC, CRM of Swallows Ins. in Cookeville Walt Bradshaw of Bradshaw & Company Insurors in Dyersburg Stuart Oakes, CRIS, CRM of TIS Ins. Services in Knoxville Josh Gibbons, AAI of Watauga Insurance in Johnson City Derek Wright of Graham & Cook Insurance in Knoxville

This committee will collect names and develop recommendations to submit to our Nominating Committee for finalizing of our 2022 Board of Directors slate.

If you're interested in nominating a retail agent in the industry, or if you are interested in volunteering yourself, please visit https://www.insurors.org/IOT/News/Leadership.aspx to learn more and submit the online application.

Nominating Committee Our Nominating Committee selects the Board slate that is put forth to the greater membership for consideration. It is comprised of active Past Presidents of the Association. The committee members are: • • • • • • • • • • 14

Jim Cunningham of Winchester John McInturff Jr., ARM of McInturff, Milligan & Brooks, Inc. in Greeneville Louis Clay of Clay & Land Insurance in Memphis Bill Wallace, CPCU of Knoxville Davis Porch III, CIC of Porch-Stribling-Webb in Waverly Richard Hollis of Hollis & Burns, Inc. in Memphis Bunny Oakes III of TIS Insurance Services in Knoxville Tony Shipp, CPCU of Lebanon Tom Strate, CIC, CRM, CWCA of Strate Insurance Group, Inc. in Morristown Brad V. Smith of Smith-Berclair Insurance in Memphis

• • • • • • • • • • • •

Busch Thoma, CIC of Lester, Greene, McCord & Thoma Insurance Agency in Tullahoma Scott Ferguson, CIC, CPCU, ARM of McGriff Insurance in Chattanooga Walt Bradshaw, J.D. of Bradshaw & Co. Insurors in Dyersburg Tee Zerfoss of Martin & Zerfoss Inc. in Nashville Ed Gibbons, AAI of Watauga Insurance Inc. in Johnson City Roger Smith, CIC of Thompson & Smith in Jackson Eddie Miller III of Miller Loughry Beach Insurance Services in Murfreesboro Lou Moran III of Inter-Agency Insurance Services in Knoxville Cindi Gresham, CIC of Boyle Insurance Agency in Memphis John McInturff III, ARM of McInturff, Milligan & Brooks, Inc. in Greeneville Chris Allison, CIC of The Allison Insurance Group in Jackson Joe Hunt of V.R. Williams & Company in Winchester

Government Relations Committee Our Government Relations Committee works with Jim Layman, J.D. and our staff to evaluate, discuss and interact on legislation that may effect our industry. The committee members are: • • • • • • • • • •

Bob McIntire of McIntire Insurance & Real Estate in Cleveland Lou Moran III of Inter-Agency Insurance Services in Knoxville Bobby Sain of Bolivar Insurance & Real Estate in Bolivar Tracy Lomax of Geny Ins./SouthPoint Risk in Nashville Graham Swafford of Swafford Insurance in Brentwood Jimmy Ward of Crichton Group/HUB in Nashville Johnny Griffin of Griffin Insurance Agency in Kingston Kevin Ownby of Ownby Insurance Service in Sevierville Steve Oseman of Oseman Insurance Agency in Memphis Bill Vanderslice of Berkley Southeast in Nashville

Finance Committee Our Finance Committee reviews and monitors Association financial status and budgets. The committee members are: • • • • •

Bob McIntire of McIntire Insurance & Real Estate in Cleveland John McInturff III, ARM of MM&B in Greeneville Richard Whitley, CIC of McDaniel-Whitley in Memphis Cindy Widener-Winn, CPA of Widener Ins. in Johnson City Busch Thoma of Lester, Greene, McCord & Thoma in Tullahoma

Our additional committees include the Executive Committee, made up of the President, Immediate Past President and current Regional VPs; and the Young Agents Committee as listed on page 20. u The Tennessee Insuror

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15

Nashville Bombing: Terrorism?

If Considered a “Terrorist” Act, Does that Trigger the Exclusion? written by Chris Boggs, Big "I" VU A Christmas Day explosion rocked Nashville, Tennessee. Officials believe 63-year-old Anthony Q. Warner is responsible for the blast that damaged several buildings, injured three people and reportedly killed Warner. Various reports state that Warner took steps to assure there were very few human casualties.

Although a definitive motive has yet to be established, investigators have discovered that Warner believed in some unusual conspiracy theories. The Associated Press reports that among these conspiracy theories, Warner believed that shape-shifting reptiles assume human form to take over society.

Regardless of Warner’s beliefs, the question currently under discussion is, was this a “terrorist” act? Obviously, this question caused the ears of the insurance industry to perk up. If Warner’s acts are judged by the FBI to be a terrorist act, might the terrorism exclusion apply to any damage caused?

Answering this question is initially more difficult than it appears. First, there are approximately 38 ISO terrorism-related exclusionary endorsements (this is not hyperbole for effect).

Fortunately, only three of the 38 listed exclusionary or limiting endorsements apply to this situation. Second, certain conditions must be met before the endorsements are triggered.

Understanding that although “It depends” is an appropriate answer to any question regarding the applicability of the various terrorism exclusions, it’s not a satisfying answer. An attempt to provide a more concrete answer is contained in the following paragraphs. If you don’t care about any of the background and reasoning, jump to the end of the article to discover if the damage caused by Warner’s actions is subject

16

to any of the three TRIA-based exclusionary and limitation endorsements discussed in this article.

Date When Property Coverage is Written TRIA, initially authorized in 2002, was reauthorized beginning 2015 and was set to expire on December 31, 2020. On December 29, 2019, President Trump signed the Terrorism Risk Insurance Program Reauthorization Act of 2019 extending the program until December 31, 2027. Because the program is not perpetual, requiring regular reauthorization, ISO was required to be “anticipatory” when they drafted the various terrorism exclusions– meaning they needed to draft endorsements in anticipation of the program being in full effect during the entire policy term, the program expiring during the policy term, or the expiration of the program without reauthorization.

Because the current act is in full force until December 31, 2027, any property policy that expires before December 31, 2027, is “guaranteed” to be fully backed by the act. For any property policy expiring prior to December 31, 2027, one of three exclusionary or limiting endorsements is attached: • •

Exclusion Of Certified Acts Of Terrorism Endorsement (IL 09 53 01 15): This endorsement fully excludes coverage for “certified acts of terrorism.”

Exclusion Of Certified Acts Of Terrorism Involving Nuclear, Biological, Chemical Or Radiological Terrorism; Cap On Covered Certified Acts Losses Endorsement (IL 09 86 0 15): This is attached to exclude coverage for “certified acts of terrorism,” but only when such acts qualify as a nuclear, biological, chemical or radiological event. Other “certified acts of terrorism” are covered. continued on page 48

The Tennessee Insuror

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17

Future Leaders Spotlight

presented by

Sky Hamilton, CIC, CISR, AU • Willis Towers Watson - Memphis Sky Hamilton grew up in Memphis in a musicallyinclined family. Her father sang lead on a song entitled, "Don’t Give Up," with the Florida Mass Choir that was heavily rotated on the radio during her high school years and is still popular on YouTube. Her father also taught Sky and her siblings how to sing as little ones.

They harmonized and mostly sang in church, but it set the stage for the children developing socially and having to stand before hundreds and belt out tunes.

Sky Hamilton of Willis Towers Watson

Creativity also abounds in her family. She has a cousin who has his own hair care line in Atlanta (Shwaxx) and Sky herself is a self-published author. She wrote a book titled, "The Shackin’ Attraction – 5 Common Excuses to Cohabitate and 5 Adamant Reasons Not To." The book was favorably mentioned on the Wendy Williams radio program and sparked so much interest that she discussed the book for two days on her program taking opinions from callers. Sky also had a brush with Hollywood, having been asked to serve as a "stand-in" for actress Taraji P. Henson while she was filming "Hustle and Flow" in Memphis. But she decided that her work in insurance was more important than two weeks on the set of a movie – although now she says she may have given it some more thought if she had a do-over.

The Insuror: Can you tell us a little about your current job title and responsibilities?

Sky: I work in the role of Lead Associate-Client Service and Delivery at Willis Towers Watson Southeast, Inc., which was acquired by AON as of 1/1/2021. In this role, I service large and/or complex accounts, review contracts, gather various information for review/marketing/placement, manage daily service deliverables and seemingly everything under the stars, sun and moon that encompasses providing quality service to our clients.

The Insuror: What can you tell us about your educational background?

Sky: I’m a University of Memphis Graduate with a Fine Arts Degree and Public Relations Concentration. From there, I entered the insurance world and obtained a few designations 18

– namely the Certified Insurance Service Representative (CISR), Accredited Underwriter (AU) and Certified Insurance Counselor (CIC). My goal is to eventually obtain the CPCU designation as well. I’ve humorously noted that obtaining designations in the insurance world is equivalent to school stages in life – I think the CISR is the high school diploma in the P&C world of insurance. The CIC is the college diploma, and earning the CPCU is like earning your Masters degree in our industry.

The Insuror: How and why did you get your career in the insurance industry started?

Sky: It’s a funny story! I was working at BlueCross BlueShield of Tennessee (BCBST) in customer service. At the time, BCBST was downsizing and I began to look at obtaining another job – not realizing my next job would lead to a fulfilling career.

There was this tall, gold building I would pass everyday on my way to work with a prestigious agency sign displayed. I would tell myself every time I passed that building, “One day I’m going to work there.” I thought I’d call there on my lunch break to see if they were hiring. Turns out, they were and that day was the last day they were interviewing for a mail clerk position. I finagled my way into having the interviewer pull me in for an interview that day and ended up being escorted to my car after the interview by one of the owners of the agency. I got that job and quickly rose from mail room clerk to account manager assistant.

I’ve moved around a few times from agency to agency and am now at a global brokerage in a client management capacity.

One thing about insurance, there’s so many areas you can work within if you’re willing to learn and there’s loads of excitement. To date, I’m still interested in underwriting. Time will tell how that works out. I’m a bit of a comic, so I often tell folks who are in this industry that the insurance industry is like the mafia. You can try to get out, but you will more than likely end up right back in until you die! Morbid humor, but humor nonetheless!

The Insuror: Do you have any influences/role models in the industry?

Sky: Cindi Gresham, the president of Boyle Insurance. She is also a Past President of Insurors of Tennessee and Insurors of Memphis. Cindi is fiercely knowledgeable yet maintains her kindness, generosity, encouraging, loving and understanding spirit. I’ve worked with her for several years and she is dynamic on the inside and out. She reminds me daily that I can reach my goals and also that God will set me up for good things The Tennessee Insuror

Are you making the Right Choice for their Business?

if I’m open to it and do the work. And sometimes that work involves a sincere prayer.

The Insuror: You are the first person of color to serve as president of Insurors of Memphis. Can you tell us what that meant to you personally as well as what you think it means for our industry?

Sky: Well, my first thought was “I hope I don’t screw this up!”

But with encouragement from others who seemed to think I would do exceedingly well, things turned out just fine. With the exception of cancellations due to COVID-19, we were able to pull off one luncheon in March with a phenomenal cyber speaker. I was also in the works of planning our first "Cocktails and Comedy" soiree during December with a featured comic to end the year. Unfortunately, that event was postponed as well.

In spite of all that, we did have the opportunity to donate to several charities during these times. Historically, we would solely donate to Make-A-Wish to grant one wish. But with the Pandemic cancelling our main fundraising event, we were only able to provide a partial donation. I suggested that since we would provide a partial donation, we might as well split it into several pots to "spread the love" a bit. We ended up donating to Make-A-Wish, Porter Leath, Memphis Union Mission, Dress For Success, Youth Villages and the Insurors political action committee – InsurPACTN. I’m hoping we remain with that as each organization was truly grateful and they inquired more about our local board afterwards. It has definitely put us on the map with them, and they want to maintain the partnership with us next year. So, even with COVID-19, I’ve been a busy bee within the organization making things happen during the trying year of 2020.

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I think with my being the first person of color to serve, it will open doors for more minorities to visualize themselves doing the same and then striving accordingly. There is room for all races in every field. Insurance is definitely a field that requires diversity as we serve a diverse clientele.

Bill Vanderslice, Regional Vice-President 615-932-5508 | bvanderslice@berkleysig.com or your Middle Market Underwriter

The Insuror: Is there any advice you could offer people of color, women, Young Agents or others in the industry to achieve success in their careers?

Sky: Research the different designations in your field and obtain a few. It shows knowledge and professionalism. Every little bit helps.

The Insuror: Thank you for giving us your time, Sky, we appreciate it and wish you continued success.

Sky: Thank you! I’m looking forward to bigger and better things for the insurance field in the future. To infinity and beyond! u1 The Tennessee Insuror

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19

Young Agents '21

PREMIUM FINANCE MEETS INDUSTRY-LEADING TECHNOLOGY

Upcoming Events and Information

Our Young Agents Committee strives to offer young insurance professionals with opportunities to network and develop in the industry. We accomplish this by hosting receptions, classes and volunteer opportunities designed to meet the needs of insurance professionals under 40 years of age across Tennessee. Over 500 Insurors members participate in the Young Agents program in some fashion. We are excited to work on our 2021 events and activities and hope we can return to in-person functions. If you'd like to see specific events or have suggestions on topics please let us know.

2021 Young Agents Committee Derek Wright - Chair Agent/Principal Graham & Cook Insurance Knoxville derek@grahamandcook.com Cy Young - Immediate Past Chair President Young-Hughes Insurance/Haven Ins. Partners Alamo/Jackson cy@younghughesinsurance.com Forbes Harris - Region I Producer Harris, Madden & Powell Insurance Memphis fharris@hmpins.com Matt Felgendreher - Region II Executive Vice President W.C. Dillon Company & Insight Risk Management Nashville mfelgendreher@irmllc.com John Brock - Region III Agent/Partner Brock Insurance Agency Chattanooga john@brockins.com For more info, or for any questions on the Young Agents Committee and its programs, please contact Nick Weber at nweber@insurors.org or Abby Wheeler at awheeler@insurors. org or call us at 1.800.264.1898. u 20

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The Tennessee Insuror

From Your President Reaffirming Our Commitment to Members Let me begin by saying thank you for allowing not only myself but the Executive Committee to serve you in our respective roles again this year. Last year was a tough year, but your Executive Committee and entire Board of Directors served professionally and with honor. We look forward to a great year and moving your Association forward.

Evaluating for the Future We all thought that COVID-19 would be a thing of the past as we entered 2021, unfortunately, it does not appear that is going to be the case.

Our planned meetings together will not happen at least through the first quarter of 2021 and we are adjusting our plans accordingly.

The decision not to host an in-person Agency Growth Conference in March has already been made, and we will have more information on the virtual version of that event out soon. Our legislative reception that typically occurs in late January is currently being planned as a virtual event in April. However, we may still host an inperson event to meet our legislators later this year depending on the safety and comfort level of those involved.

Ron and staff are currently evaluating our education offerings and programs from top to bottom. Not only are they evaluating how our courses are being delivered but what courses and designation programs we will continue to offer. Please feel free to reach out to Ron and Daniel about course offerings or designation programs you would like to see us offering in the future. Now is the perfect time to make the changes that are best going to serve our membership going forward.

As I have sat around listening to some of you "veterans” in our Association I kept hearing stories about how your industry relationships were formed at Young Agent outings that occurred years ago and included families getting together. I am excited to announce that we will be bringing these events back beginning this year. Young Agents are the foundation upon which this Association has been built and it is imperative that we do all we can to facilitate The Tennessee Insuror

this going forward for the future of Insurors.

This year we are planning a combined July board meeting and Young Agent event in Sevierville/Pigeon Forge so that the Board can get to know the Young Agents and the families of young agents can get to know each other.

We want to begin building those relationships that are so important not only professionally but personally as well. Derek Wright, your 2021 Young Agent Director, is already working hard to put together an event that will have a number of activities that will appeal to our variety of Young Agent interests.

PAC Success Again in 2020 Congratulations are again in order this year to both Cindi Gresham and Jim Layman for their respective PAC efforts. Cindi led us to our third straight Eagle status award with the Big "I" with average contributions of $137 per employee to Insupac National. That total finished second in the nation! Jim broke all records again this year for InsurPACTN contributions raising over $85,000 for 2020 versus $69,000 for 2019. Way to go Jim! Thanks to all who contributed and made 2020 the success that it was. We couldn’t do what we do in both Nashville and Washington without your help and we are making a difference. It’s easier than ever to just include your PAC contributions along with your dues renewals. We have already set an ambitious goal in 2021 to exceed $100,000 in our State PAC for the first time ever.

“... y o u h a v e my word that I will ser ve to the best of my ability and always d o w hat is in the best interest of our organization and our memb er s .”

It is Truly an Honor to Serve Again, I am truly humbled to have been asked to lead our Association for another year. As last year, you have my word that I will serve to the best of my ability and always do what is in the best interest of our organization and our members. I look forward to serving this year and would like nothing better than to hear from you regarding what we can do to better assist you and offer what is important to you and your agencies.

If you have thoughts on it, please contact me at bmcintire@mcintireins.com. u

Bob McIntire 21

Thank You! Agents

We appreciate your support in 2020 and wish you all the very best for the new year.

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The Tennessee Insuror

From Your Young Agents Director Perpetuating Our Industry For those of you that don't know me, I have pretty much grown up in this industry. From my time on the carrier side at Infinity, Indiana and Safeco to my current role as a principal at an agency – I have seen a little bit of everything.

And through all that time I've learned that this is a great industry that we must protect and perpetuate. Insurors of Tennessee is certainly helping us protect it – but how do we perpetuate it? I think that starts with our Young Agents program.

For decades now, we have tried to develop future leaders in this industry by offering programs and networking for insurance professionals under 40 years of age. You can see the results of that work in the names and faces on our Board and in our agencies' leadership. After 9/11, some of that focus slipped and we had a development gap. Luckily, over the past 10-12 years we've had volunteer leaders who have recommitted to the program and helped us build a strong and engaged group. Now it is my turn to help solidify our participation over this decade.

Goals for 2021

Many of my "mentors" and those that have given me solid advice over my career have been leaders within Insurors. I think getting our new generation of agents in from of some of these leaders will be an extremely valuable opportunity.

I also understand that professional development needs to be a key piece of any function we do for Young Agents. With that in mind, I have worked with Daniel, Abby and Nick on our staff to put together an idea for "workshops" at this event. We intend for these workshops to be led by some of the marquee thought leaders in our industry. That is why we are reaching out to some of the "influencers" that host insurancerelated podcasts to put together a function we are calling Podcast Row. These podcasters will not only be recording their shows from our event, but also interviewing each other, our attendees – maybe even you! In addition, they will lead our workshops and discuss topics like sales, marketing, agency workflows and data. I think this will be some very beneficial time for our attendees, and I'm excited to hear from these presenters.

One of my goals is to help bring in agents on the "younger" end of our spectrum. We have quite a few involved members who will turn 40 over the next 2-3 years, so we want to continue our recruiting. To do that, I have asked our committee members to reach out individually to quality targets for involvement. I have already started making those calls and I hope to do a lot more over the course of the year.

Please Get Involved

My next goal is to develop a stronger relationship between those who already involved as well as our Board and other Association leaders. To help accomplish this, we are planning on bringing back our Young Agents Conference event. Although still in the planning stages, we are considering hosting it in July somewhere in the Smoky Mountains area. The scheduling will coincide with our 3rd Quarter Board of Directors meeting, so that these agents (and potentially their families) can get to know some of the current Association leadership.

When I was working on the company side, I sometimes felt like I was "missing out" on the camaraderie that agents had at Insurors events.

Now that I am an agent, I really see what I was missing. Don't make the mistake of missing out on that yourself! If you don't "know anyone" or feel like you would be more comfortable if someone talked to you about the program first – contact us! I promise we'll welcome you.

The Tennessee Insuror

Do you have a Young Agent at your agency that isn't involved already? Are you a Young Agent that would be interested? Please reach out to me if you'd like more info at derek@grahamandcook.com or call our Insurors staff for more details. We'd love to have you involved in this program.

With your help we can truly perpetuate the future and success of our industry. u

“You can see the results of that work in the names and faces on our Board and in our agencies' leader ship."

Derek Wright 23

Endorsed Partner of

24

The Tennessee Insuror

From Your CEO The Ever-growing Value of Membership I want to extend my sincerest gratitude to you for being a member of Insurors of Tennessee.

As you well know, the past year has impacted our state, our industry, and our communities in ways that have caused us to navigate in uncharted waters. Through these trying times, we have come together and remained strong for our families and our customers. I applaud each of you for your perseverance and dedication to your clients and our industry as a whole.

Over the past few months, I have talked with many of you and seen both the challenges you have faced and the ways you have overcome them. I promise you that this Association will continue to work to help you overcome challenges and grow your business.

I'd encourage you to check out the updates to our website at www.insurors.org and make sure you're aware of the products and programs we offer your agency as a member. Are you taking advantage of the E&O program, RLI, Imperial PFS, INSBANK, Big "I" Markets and Big "I" Flood? Are you getting the discounted programs through our partners at ePayPolicy, Host My Calls, Titan Web Marketing Solutions and WAHVE? I know these programs are things I wish I had access to when I was running my agencies. I can't help but think there are some more of our members that could be utilizing them now.

In addition, don't forget about the National programs that can help with your agency operations. Big "I" Hires and the Trusted Choice program have great opportunities for you to both recruit new staff and bring in new business. Not to mention you can get marketing fund reimbursed to you via Trusted Choice.

National also has great resources for education and research, including the "Ask an Expert" program, the Virtual University, Agents Council for Technology, the carrier contract review section, E&O mitigation resources and much more.

I'd suggest you review their website as well for more information at www.independentagent. com.

The Tennessee Insuror

A History of Helping Agents For over 127 years, Insurors of Tennessee has strived to be unrelenting advocates for independent insurance agents and brokers to fulfill their political, educational and business needs.

We work diligently each day and take great pride in exploring and offering new resources for your business to ensure your growth and success as an insurance agency in Tennessee.

Though we are facing challenging times, I can say in full confidence that we will work just as hard, if not harder to provide education, resources and information for your agency so that you can continue to focus on what matters most, your customers and your success as an agency.

What I want to know is this – how else can we help? What are the resources, products, programs, tools or education courses that could help take your agency to the next level? I am in the process of reviewing our programs with the Insurors Board of Directors, and I want to make sure we're meeting as many of our members' needs as possible.

So whether it be education, sales, marketing, operations or something else entirely – please let me know. If you've come across a need in your agency and wondered "Who can help?" – let me know. There's a good chance that if we don't already have a solution, we can help you find one.

“Over the past few months, I have talked with many of you and seen both the challenges you have faced and the ways you have overcome t h e m . ”

Reach Out and Talk If you ever have any questions or concerns – or if you just want to talk about the Association, please don’t hesitate to contact me directly by calling 423.618.0649 or emailing rtravis@insurors.org. I believe that getting as much information as possible from our members will be one of the keys to our future success.

On behalf of all of us at Insurors of Tennessee, thank you for your membership and continued support. Together we can make a difference in our industry. u

Ron Travis 25

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EDUCATION SCHEDULE

20 21

SEP

9/15-17 CIC Commercial Casualty • NASHVILLE 9/28 CISR Commercial Property • JOHNSON CITY

FEB

2/2 CISR Agency Operations • NASHVILLE

9/29 CISR Commercial Property • KNOXVILLE

2/3 CISR Agency Operations • MEMPHIS 2/17-19 CIC Commercial Property • NASHVILLE

9/30 CISR Commercial Property • CHATTANOOGA

MARCH

11/3-5 CIC Personal Lines • NASHVILLE

3/10-12 CIC Commercial Multiline • MEMPHIS

APRIL

NOV DEC

12/7 CISR Commercial Casualty II • NASHVILLE

4/6 CISR Personal Residential • JOHNSON CITY

12/8 CISR Commercial Casualty II • MEMPHIS

4/7 CISR Personal Residential • KNOXVILLE 4/8 CISR Personal Residential • CHATTANOOGA

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MAY 5/11 CISR Elements of Risk Management • NASHVILLE 5/12 CISR Elements of Risk Management • MEMPHIS

AUGUST

Use code FALL2020 to get 20% off all ABEN online CE courses.

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.

Registration is fast and easy at www.insurors.org. More information about each class can also be found online.

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CE: 16

Online Nashville Knoxville Nashville Nashville

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

ABEN Webcasts (insurors.aben.tv) 2/8 2/8 2/8 2/9 2/9 2/9 2/9

Cyber Security and Insurance Risk CE: 2 $48 Double Trouble - COI and Biz Auto CE: 2 $48 Are You More Ethical Than Politician? CE: 1 $24 E&O: Roadmap to PAP and PUP CE: 3 $72 E&O: Roadmap to HO Endorse. Pt. 1 CE: 3 $72 E&O: Roadmap to HO Endorse. Pt. 2 CE: 3 $72 Flood Program Overview: NFIP CE: 3 $72

2/10 2/10 2/10 2/10 2/10 2/10 2/11 2/11 2/18 2/18 2/18 2/18 2/18

Premium Auditing: Agents Must Know CE: 2 $52 The Basics of COPE CE: 3 $79 The Law of Insurance Contracts CE: 3 $79 Torts, Negligence & Liability CE: 3 $79 NFIP Then and Now CE: 3 $72 E&O: Comm. Prop. Coverage Gaps CE: 3 $72 E&O: Roadmap to Policy Analysis I CE: 3 $72 Commercial Prop. Endorsements CE: 2 $48 E&O: Meet the Challenge of Change CE: 2 $48 Business Auto Claims Problems CE: 2 $48 Ethical Issues: Personal & Org. CE: 3 $72 Business Income and Extra Expense CE: 2 $48 Are You More Ethical Than Politician? CE: 1 $24

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

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

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

$75 $50 $80 $100

*check VU site for current information on CE and pricing

Available from The National Alliance

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Legal & Ethical Requirments of Insurance CE: 4 Insuring Flood Exposures - NFIP Review CE: 4 Available from The Institutes

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Insurance Principles and Policies CE: 7 Long Term Care CE: 24 Workers’ Compensation CE: 10 Employee Benefits for Small Companies CE: 4 Healthcare Reform and Affordable Care CE: 5 eCoverage CE: 15 Fundamentals of Personal Auto Insurance CE: 3 Management Process for Ins. Professionals CE: 21

$49 $99 $59 $39 $49 $79 $29 $89

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

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Partners

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...continued from page 16

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Talk to your territory manager or find one at LibertyMutualGroup.com/Business and Safeco.com/agent-resources 30

© 2021 Liberty Mutual Insurance, 175 Berkeley Street, Boston, MA 02116

continued on page 44 The Tennessee Insuror

Layman's Terms

Advocacy Update: Back to Work - TN Legislature Reconvenes for an Unconventional Session Insurors Director of Government Relations, Jim Layman, J.D., breaks down the legal and legislative issues facing our industry.

The Tennessee Legislature convened the 112th General Assembly on Tuesday, January 12 under unusual and uncertain circumstances in the midst of an ongoing pandemic. One of the most important parts of the legislative process, and important functions of an Association like ours, is providing public input on pending legislation. However, the pandemic has greatly impacted the way in which lobbyists do their jobs and the access we have to impact the legislative process.

Appointments to meet with legislators are strictly enforced while attendance at committees are limited and days on the hill and legislative receptions are largely prohibited. Despite these hurdles, the Legislature will continue its business of passing a budget and considering bills and we’ll be making an impact.

Subcommittee, where workers’ comp bills will likely be heard, is chaired by State Farm agent Rep. Clark Boyd (R-Lebanon).

Other Insurors members received the following appointments: Rep. Michael Curcio (R-Dickson) – Chair of Criminal Justice Committee, Rep. Ron Gant (R-Rossville) – Assistant Majority Leader and Finance Committee, Rep. Kelly Keisling (R-Byrdstown) – Chair of State Government Committee, Sen. Mark Pody (R-Lebanon) – Vice-Chair of Transportation, Rep. Bo Mitchell (D-Nashville) – Insurance Committee, and our CEO, Rep. Ron Travis, was appointed to the Agriculture and Naming & Designating Committees.

The partisan makeup of the chambers remains largely unchanged from the last general assembly as the Democrats pick up one seat in the Senate and there was no change in the House. The Republicans hold a 27-6 advantage in the Senate and 73-26 advantage in the House.

Leaders and Committee Structure

Issues to Watch

Sen. Randy McNally (R-Oak Ridge) was elected to his third term as Lieutenant Governor and Speaker of the Senate, while Rep. Cameron Sexton (R-Crossville) was elected to his first full term as Speaker of the House following his election as Speaker in August 2019 after the resignation of Rep. Glen Casada (R-Franklin). The Legislature also chose a new Comptroller as former state representative Jason Mumpower was selected to succeed Justin Wilson. In the Senate, Sen. Paul Bailey (RSparta) was reappointed as Chairman of the Commerce and Labor Committee, where insurance bills are considered, while Sen. Shane Reeves (R-Murfreesboro) and Sen. Ken Yager (RKingston) are new members on the Committee. Additionally, Sen. Brian Kelsey (R-Germantown) was appointed Chairman of the Education Committee, while Sen. Richard Briggs (RKnoxville) was appointed Chairman of the State & Local Government Committee.

Here are just a few of the issues we expect to work on this year:

In the House, Speaker Sexton restructured committees from the format Casada had installed. The main committees of consequence for insurance bills will be the Insurance Committee, chaired by Rep. Sabi “Doc” Kumar (R-Springfield), and the Commerce Committee, chaired by Rep. Kevin Vaughan (R-Collierville). The Insurance Subcommittee is chaired by Rep. David Hawk (R-Greeneville) while the Banking and Consumer Affairs Subcommittee is chaired by Insurors member Rep. Dennis Powers (R-Jacksboro) and the Business & Utilities

The Tennessee Insuror

Cybersecurity A couple of years ago, the National Association of Insurance Commissioners (NAIC) adopted a model data security law that imposes certain data security program requirements and notification requirements on both insurance companies and agencies, and 11 states have already passed a version of this model. The Tennessee Department of Commerce and Insurance (TDCI) is advocating for a similar proposal here.

Members of the Big "I" government affairs staff worked on this model law heavily when it was being considered by the NAIC. Thanks in part to those efforts, the program requirements are pretty general and flexible in nature, and the notification requirements are to TDCI only; however, we will be working with the Department and legislators on continuing to improve the proposal.

Best Interest Standard for Annuities Another NAIC model policy, this regulation which several states have adopted and several others are currently considering, would require agents to meet certain criteria and requirements before selling annuities as well as act in the best

31

interest of their client when doing so. A concerning part of this legislation is the vague and unknown standard of care that is required to meet this “best interest” among others. Additionally, this is being proposed through a rule promulgated

by TDCI rather than a bill approved by the Legislature.

Workers' Compensation We are expecting and working on several important topics related to workers' comp, including efforts to reduce coverage fraud that revolve around the construction services provider exemption registry and greater subpoena power for the Bureau of Workers’ Compensation. We also expect to see legislation related to legal presumptions surrounding COVID-19 related injuries in regards to work comp.

InsurPACTN Shatters Fundraising Record!

Despite the limitations of COVID-19, InsurPACTN had another record-breaking year. In 2020, we raised $85,634!! Over the last few years, we’ve raised:

2020 - $85,634 2019 - $69,630 2018 - $50,334 2017 - $39,195

Your customers deserve the best PROTECTION. RLI Personal Umbrella Policies are DIFFERENT.

Many thanks to our government affairs committee, executive committee, Board of Directors, and all PAC contributors for helping us accomplish this achievement. We’ve had some great growth in the PAC the last few years, and for 2021 we have set an ambitious goal of $100,000! Please contribute today to help amplify the independent agent’s voice in the legislative process.

About the Author Jim Layman, J.D. is the Director of Government Relations for Insurors. He previously worked for the Tennessee Dept. of Mental Health and Substance Abuse Services as legislative liaison and rules coordinator.

Prior to that, he worked for the Dept. of Health as a legislative liaison and the Dept. of Labor and Workforce Development as director of unemployment insurance appeals. Jim graduated from the University of Memphis Cecil C. Humphreys School of Law and received his undergraduate degree from the University of Tennessee. He may be contacted at jlayman@insurors.org. u 32

They stand alone. RLI, A+ rated by A.M. Best, has over 30 years of experience providing affordable personal umbrella coverage - so your customers can protect their hard earned assets.

CONTACT Nick Weber nweber@insurors.org 615.922.6204 The Tennessee Insuror

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The Tennessee Insuror

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Pamper your customer’s business with a policy from West Bend.

Your customers love their business. They put everything into it, nurtured it so it would grow.

An insurance policy from West Bend is the best way to keep it happy, healthy, and profitable.

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The Tennessee Insuror

Association Update Higginbotham Adding Lipscomb & Pitts Higginbotham, one of the largest independent insurance firms in the U.S., and Lipscomb & Pitts Insurance, one of the largest independent insurance firms in Tennessee, have combined operations. Both firms provide full-scale commercial and personal insurance, employee benefits, human resources, retirement plans, life and executive compensation services.

Higginbotham is strategically growing by partnering with independent insurance firms that complement its service model and add scale to its operation, which now spans seven states. With 134 employees in Memphis, Nashville, and Chattanooga; Jonesboro, AR; and Hattiesburg, MS; Lipscomb & Pitts Insurance is among the largest independent brokers in the Southeast and has the leadership and capabilities in place to grow the firm even further.

Lipscomb & Pitts Insurance will retain its name and remain in the Lipscomb & Pitts building, Johnny Pitts and Mat Lipscomb will remain in their leadership roles as Co-CEOs and also become Managing Directors for the Southeast Region with Higginbotham.

V.R. Williams is a full-service insurance agency that provides various P&C and employee benefits products, including automobile, homeowners, business, life and health coverages.

In addition, the firm has developed a rapidly expanding national pilot car insurance program. V.R. Williams stays ahead of industry trends by listening to the customer and continually expanding its diversified portfolio of products.

Agency president and Insurors Past President, Joe Hunt Jr., leads an experienced team of insurance professionals with a deep understanding of their clients’ personal and professional insurance needs.

Mayberry Earns AFIS Designation Wendy Mayberry, an account manager with Swallows Insurance Agency in Cookeville, has earned her Agribusiness and Farm Insurance Specialist (AFIS) certification.

She becomes one of only six agents in Tennessee to have earned this specialty designation, which is presented by the International Risk Management Institute.

Reliance Names Shelton VP of Nat. Accounts

Cutchin Named as a 2020 "Agent of the Year"

Chattanooga-based Reliance Partners has named Missi Shelton to Vice President of Customer Service, National Accounts. Shelton will lead Reliance’s National Accounts customer service division, focusing on the agency's largest transportation and logistics clients. She will drive Reliance’s mission forward, ensuring that Reliance Partners' clients receive the "extra mile" experience every day.

In their recent report on the success of individual independent agents, Insurance Journal named Brett Cutchin of Lipscomb & Pitts Insurance in Memphis as an "Agent of the Year" for 2020. Cutchin graduated from Florida State University with a degree in risk management and insurance. While at FSU, he was president of the insurance society and also won the George Nordhaus scholarship. He began working at Lipscomb & Pitts in January 1994. Cutchin is currently the agency’s commercial lines president, as well as its largest producer.

Shelton joined Reliance Partners' Customer Service team in 2016, bringing with her more than 17 years of insurance experience. Prior to Reliance, Missi spent the majority of her career in sales and customer service in the commercial insurance industry.

V.R. Williams Partners with Patriot Growth Winchester-based V.R. Williams & Company, LLC has announced that Patriot Growth Insurance Services, LLC – one of the country’s largest and fastest-growing national insurance agencies – has partnered with them in Tennessee.

The partnership with V.R. Williams bolsters Patriot’s existing property & casualty insurance and employee benefits capabilities and further supports the platform’s geographic expansion in the Southeast.

The Tennessee Insuror

TIS Ins. Services Adds Nelson and Starkey Knoxville-based TIS Insurance Services, Inc. has announced the additions of Spencer Nelson and Brad Starkey to its talented team of insurance specialists. Nelson is a business insurance consultant in the general commercial division, and Starkey is a client executive in the employee benefits division.

Most recently with Anderson Insurance Associates, Nelson also worked for Liberty Mutual before joining TIS. He relocated to Knoxville from South Carolina to focus on business development. Nelson is a graduate of the University of Tennessee in Knoxville. continued on page 41 35

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Your attorney clients know their firm inside and out. You know your markets and your competitors. At Swiss Re Corporate Solutions, we have the capabilities and the financial strength to meet the risk needs of insureds for Lawyer’s Professional Liability. Whether the risk is basic or complex, we believe there’s only one way to arrive at the right solution. And that’s to work together and combine your experience with our expertise and your strengths with our skills. Long-term relationships bring long-term benefits. We’re smarter together.

Swiss Re Corporate Solutions is proud to be the exclusively endorsed Lawyer’s Professional Liability provider for the Insurors of Tennessee. For more information or to access the program, please contact administrator Jeff Severino of Lockton Affinity at JSeverino@locktonaffinity.com or 913.652.7520.

36

Insurors of Tennessee Ph 1 800 264 1898 E info@insurors.org

The Tennessee Insuror

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

Company Spotlight Selective Insurance By partnering with independent agents like you, Selective’s unique approach to property and casualty insurance provides customers the protection they need. Customers who choose Selective choose to Be Uniquely Insured – meaning superior customer service and claims handling, and local independent agent expertise. Selective’s broad range of coverages gives customers access to insurance that meets their unique needs, value-added services, and a superior customer experience.

Standard Commercial Lines Selective offers business coverages for small, middle, and large account markets, such as foundational coverages like Workers' Comp, Business Owner’s Policy (BOP), and Commercial Auto, and specialized coverages like Inland Marine, Management Liability, and Surety Bonds. Their unique coverages – like Product Recall Expense, Cyber Liability, and Data Breach Coverage, Abuse and Molestation – are the true differentiators.

Selective policyholders also benefit from complimentary risk management services. Safety Management offers pre-coverage safety inspections, site visits, and safety strategy development and implementation. Other included risk management services like Abuse Prevention Training, Vehicle Fleet Management and Product Recall Notifications help customers keep their unique businesses running smoothly.

Standard Personal Lines Selective has key coverages like Homeowners, Condominium, Auto, Flood and Renters insurance. What makes them different, however, are unique enhancements – such as Diminishing Deductible for Auto, Cyber Security or Service Line coverage for the home – that let customers tailor coverage for individual situations.

The Tennessee Insuror

Be Uniquely Insured®

Selective Flood Insurance Selective is one of the three largest Write Your Own writers of Flood insurance through the Federal Emergency Management Agency (FEMA’s) National Flood Insurance Program (NFIP) and has been a dedicated NFIP Flood insurance writer since 1984. Selective provides NFIP Flood insurance for personal and commercial properties in all 50 states.

Their unique and robust service model focuses on helping customers and agents in times of need through in-house policy servicing and a personalized approach.

Excess & Surplus Lines Selective offers Excess and Surplus (E&S) insurance through Mesa Underwriters Specialty Insurance Company (MUSIC.) MUSIC utilizes specialized wholesale agents’ industry expertise to deliver commercial insurance that meets business owners’ unique needs.

Every organization has distinctive challenges and risks, some of which may cause difficulty finding coverage with a standard insurance carrier. With its focus on small and mid-sized companies with complex or high-risk exposures in over 1,000 classes of business, MUSIC has the experience and knowledge to help companies meet many of those challenges with the right coverage.

Throughout Selective's 90+ year history, they have always put the customer first and evolved products and services to meet needs. Getting these "just right" for each customer is a promise that they deliver through unmatched collaboration between employees, independent agency partners and customers.

Tennessee Contacts Dan Schilling Territory Manager Tennessee & Georgia 980.215.7546 dan.schilling@selective.com Tammy Goodman Sr. Flood Territory Manager - TN, KY, NC, SC 803.240.5233 tammy.goodman@selective. com

About Selective Insurance Selective Insurance Group, Inc. is a holding company for 10 property and casualty insurance companies rated "A" (Excellent) by AM Best.

Through independent agents, the insurance companies offer standard and specialty insurance for commercial and personal risks and flood insurance through the National Flood Insurance Program's Write Your Own Program. Products available vary by jurisdiction. These descriptions are summaries and not offers to sell insurance. The actual policies show complete coverage, exclusions, and limitations details. Policy issuance is subject to underwriting approval. For more information about Selective, visit www.Selective.com.

Get in Touch To view more information about Selective, please visit them online at www.Selective.com. u 37

TOGETHER WORKING

“Exclusive member agencies, collaborating to bring the best insurance solutions to their clients.”

The Allison Insurance Group - Jackson Assured Insurance Consultants, LLC - Morristown Bagley & Bagley Insurance - Fayetteville Boyle Insurance Agency, Inc. - Memphis Burke, Powers & Harty - Bristol Carnal-Roberts Agency, Inc. - Lexington Cate-Russell Insurance, Inc. - Maryville Goss Insurance - Hixson Higgins Insurance - Clarksville/Hopkinsville, KY Inter-Agency Insurance Services - Knoxville Martin & Zerfoss, Inc. - Nashville 38

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

Get more information now at www.securerisk.com

The Tennessee Insuror

Broker Spotlight Genesee General

A Jencap Company

Genesee General is a premier full service MGA-Wholesaler that has been built around the unique needs of independent insurance agents. The company was founded in 1982 and is now #6 in the country under the Jencap affiliation. Their primary goal is to be considered the best servicing company in the industry and for you to feel as though they are truly part of your organization. Their underwriting staff has the experience and expertise to search for creative ways of solving your product needs.

Genesee became part of the Jencap network of companies in 2018 which allowed them to offer even more products to agency partners while still being independently operated.

Their agency partners now have expanded resources for personal lines, workers' comp and over 25 exclusive programs across the country.

Products Transportation Markets include Preferred and Distressed Accounts; Fleet and Non-Fleets; New Ventures; and Monoline Coverages offered for physical damage, cargo & excess.

Garage Markets include Garage Liability/Garage Keepers offered for dealers and service operations as well as New Ventures.

Property & Casualty Markets include Binding and Brokerage access for small, middle market and large accounts; General Liability; Property; Environmental/Pollution; Products; Construction risks (OCPs, per project, etc.); Liquor Liability; and Umbrella/Excess.

Professional Liability Markets include Crime, Cyber-Data Breach, Directors & Officers, Employment Practices Liability, Errors & Omissions and Medical Malpractice.

Specialty Property Markets include Brokerage property, Lloyds Coverholder, Layered/Quota Share Programs, Flood, Earthquake, Wind Deductible Buybacks and Builders Risk/Renovations.

Genesee Programs National Program for monoline hired and non-owned auto for food delivery (pizza delivery included) excluding West Virginia. Primary and excess coverages available.

The Tennessee Insuror

Premium Financing Genesee General owns Insurance Payment Company (IPC), an independent premium finance company providing agency partners and their insureds with world-class services. As part of their goal to be a full-service partner to agents, they not only provide the insurance lines of business and niche market programs required to respond to the exposures insureds face, but they also offers agents value-added services to help you land and retain their accounts. One way to accomplish this is by providing premium financing to ease the burden of insurance payments and facilitate revenue flow.

At Genesee, Its Simple – it’s your choice how to submit business.

On the go? Email them from your phone. Rate it with tools on their website at www.geneseeins.com, or call for a quote over the phone. They are always looking for ways to make your job easier. Contact your local marketing representative or email marketing@geneseeins.com for more information.

GOT BONDS?

Genesee is ready to work hard for the opportunity to earn your business. u

TEAM UP WITH GOLDLEAF SURETY GOT BONDS? SERVICES!

TEAM UP WITH GOLDLEAF SURETY SERVICES!

Big “I” Markets and Goldleaf Surety Services are here to help your agency navigate the complex bond market.

With one call, Goldleaf can provide your agency with instant access to almost every type of bond your clients Big “I” Markets and Goldleaf Services are here to will ever request, from performance bonds Surety to almost help your agency navigate thethat complex every other type of surety and ϐidelity bond maybond be market.

With one call, Goldleaf can provide your agency with needed. instant access to almost every type of bond your clients will ever request, from performance bonds to almost

Goldleaf has excellent market capacity forand bidϐidelity bondsbond andthat may be every other type of surety needed. performance/payment bonds on all types of contract obligations including: • • • • • • •

Goldleaf has excellent market capacity for bid bonds and performance/payment bonds on all types of contract

Construction trades – all sizes obligations including: Subcontractors and artisan contractors • Construction – all sizes Environmental work (includingtrades asbestos abatement) • Subcontractors and artisan contractors Subdivision and site improvement work • Environmental work (including asbestos abatement) Service contractors • Subdivision and site improvement work • Service contractors industries Software, IT and technology-related • Software, IT and technology-related industries Specialty manufactures

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Goldleaf also has extensive experience with all forms of all forms of Goldleaf also has extensive experience with license and permit bonds, court bonds, ϐidelity bonds and bonds and license and permit bonds, court bonds, ϐidelity other commercial andbonds. miscellaneous bonds. other commercial and miscellaneous

Access this market and more at www.bigimarkets.com.

Big “I” Markets and Goldleaf Surety Services are here to help your agency navigate the complex bond market.

With one call, Goldleaf can provide your agency with June 2020 instant access to almost every type of bond your clients 39 will request, from performance bonds to almost June ever 2020 every other type of surety and ϐidelity bond that may be

Independence can’t happen alone Independence means freedom, but it also means responsibility. It is about staying true to the commitments you’ve made - to your clients, your colleagues, and your community.

Keystone connects you to a community of like-minded independent agencies. Our mission remains unchanged: to provide access to the expertise, resources, and relationships that sustain independent insurance agencies over the long haul.

Keystone. Independence works better together.

Contact Michele Bicknell for more information: 570.473.2148 mbicknell@keystoneinsgrp.com keystoneinsgrp.com

©2016 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.

40

The Tennessee Insuror

Association Update (cont. from pg. 35) Formerly a global client manager for A.P. Moller-Maersk, Starkey is known for his ability to build strong customer relationships. He holds a bachelor’s degree in selling and sales management from Purdue University. Starkey will work with logistics companies and contractors to design customized employee benefits plans.

Layman Assumes General Counsel Role Insurors of Tennessee has announced that Jim Layman, J.D. has been promoted to General Counsel for the Association.

Layman, who served the last two years as Director of Government Relations, has taken on a greater role in assisting the organization and its members with legal information as well as governance for the group's leadership activities.

Smith Adds COO Title; Elected to TNSAE Board Insurors of Tennessee has added the title of Chief Operating Officer for Daniel Smith, CAE, who also serves as the organization's Chief Marketing Officer. Smith has been with

Insurors for 14 years and previously served as the Director of Communications from 2007-2018.

Smith has also been elected to the board of the Tennessee Society of Association Executives as a director. He previously served on the Small Staff Committee and the Marketing Council for the American Society of Association Executives and has also earned the organization's Certified Association Executive (CAE) designation.

Montgomery & Associates Named "Best of" Will Montgomery of Montgomery & Associates in Franklin was recently named "Best Insurance Agent" by The Tennessean in their 2020 "Best of Music City" community choice awards.

Insurors of Memphis Donates to Five Groups The Insurors of Memphis local board was unable to host their 2020 golf outing & picnic fundraiser, but still managed to donate to Make-A-Wish Midsouth, Dress for Success Memphis, Memphis Union Mission, Porter Leath and InsurPACTN. We thank the group and president Sky Hamilton for their work! u

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.

Along with offering workers’ compensation and employers’ liability insurance, Stonetrust works to help companies prevent accidents and remain Stonetrust Safe - an entire system of in-house processes

and services designed to achieve safety goals and keep premiums and claim costs down.

800.311.0997

STONETRUSTINSURANCE.COM The Tennessee Insuror

41

EVERY RISK IS AN OPPORTUNITY COMMERCIAL TRANSPORTATION | BROKERAGE | MARINE PROPERTY & CASUALTY | SURETY | PERSONAL LINES (800) 666-5692 | JMWILSON.COM JM Wilson 100th-TN-Insuror CMYK.indd 1

4/3/20 9:27 AM

Partnering with people in business.

At FCCI, we’ve been working with businesses for more than 60 years, now in 20 states and D.C. Our financial strength, expertise and claim handling help businesses thrive and face the future with confidence.

More than an account.

A relationship.

PROPERTY

42

I

C A S U A LT Y

I

SURETY

I

RISK MANAGEMENT

I

SECTOR EXPERTISE

The Tennessee Insuror

Company Briefs INSBANK's Rieniets Named ABA Council Chair INSBANK President & CEO Jim Rieniets was recently appointed by the American Bankers Association to serve as Chairman of its Government Relations Council. The appointment is for a one-year term and follows Rieniets' service as Vice Chairman the prior year.

The GRC Committee, representing a broad cross-section of the banking industry by size, charter, and geography, develops recommendations on positions and priorities regarding legislative and regulatory issues.

Zurich's Farmers Purchasing MetLife P&C Zurich's Farmers Group and Farmers Exchanges have agreed to pay $3.84B for the P&C business of MetLife. The Swiss carrier will contribute $2.43B to the purchase price, with Farmers Exchanges, to which it provides services, paying $1.51b. Zurich had confirmed talks about a deal in November, and will make Farmers Exchanges the sixth-largest personal lines insurer in the U.S. The business being acquired includes 2.4 million policies, with $3.6B net written premiums in 2019.

KeyRisk Names Rayburn Regional VP Key Risk, a Berkley Company, has announced that Chad Rayburn has been promoted to regional vice president for the Southern Region. Rayburn previously served the company as regional director for almost two years after starting as a senior territory underwriting manager in 2014. He has been in the industry since 2005 and has a Bachelor's degree from Bethel University.

Central Adds Hubbard as Marketing Manager The Central Insurance Companies have announced Jennifer Hubbard has accepted the position of Marketing Manager for the state Tennessee. Hubbard has worked in the property and casualty insurance industry for over 22 years – including over eight years in the Tennessee market – as both a marketing manager and commercial underwriter.

Salzmann was named Acuity’s President and CEO in 1999.

Under his leadership, Acuity has completely transformed its home-built technology platform, first to a service-oriented architecture and then to a true headless architecture built upon an enterprise data foundation. This design, with a robust suite of internal and external facing APIs, has catapulted the company’s achievements in supporting single-entry, multicompany interface (SEMCI) with Acuity’s independent agency salesforce, helping drive a more than seven-fold increase in top-line revenue over his tenure.

Erie Insurance Completes New Headquarters Erie Insurance has completed the building of their $135 million, 346,000 square feet headquarters in Erie, Pennsylvania. CEO Tim NeCastro said the building is home to a stunning new water feature and some of the best views in the city. An occupancy permit has been issued that gives the company permission to move in, however, NeCastro noted that won't happen until July 6 at the earliest as a result of the pandemic.

Hippo to Acquire Spinnaker Insurance InsurTech Hippo has announced plans to purchase Spinnaker Insurance Company following a multi-year partnership. The deal is designed to help Hippo – a managing general agent focused on home insurance – expand the geographical reach of its modern home insurance policies. Hippo Chief Insurance Officer Richard McCathron said that the Spinnaker acquisition reflects a “natural next step” toward growing its “proactive home insurance” offerings.

MidSouth Mutual Entering Texas Market Tennessee-based MidSouth Mutual Insurance Company has announced that the company can now write workers’ compensation insurance in the state of Texas. The Commissioner of Insurance for the state approved MidSouth Mutual Insurance Company on December 29, 2020 with license number 13766236. The company is looking forward to exploring workers’ compensation insurance opportunities across the state starting in 2021.

Acuity's Salzmann Named a Top InsurTech Exec

Allstate Completes Purchase of Nat. General

Acuity President and CEO Ben Salzmann was recently ranked #2 on the "Top 25 InsurTech Executives of 2020" as released

by The Financial Technology Report.

In January, The Allstate Corporation announced that it closed its $4 billion acquisition of National General Holdings Corp.

“The acquisition of National General advances our strategy

The Tennessee Insuror

43

of growing personal lines insurance with an increase of 1 percentage point in market share. Independent agents will now have more protection offerings for customers, with a strong technology platform creating growth opportunities for them and Allstate. National General’s accident and health business will also further expand Allstate’s circle of protection,” said Tom Wilson, chair, president and CEO of The Allstate Corporation.

TDCI Announces Staff Additions The Tennessee Department of Commerce & Insurance (TDCI) has announced senior leadership role additions and staffing updates from Commissioner Carter Lawrence. Jennifer Peck assumes the role of Chief of Staff and Chief Operating Officer, while continuing in her role as Deputy Commissioner.

Toby Compton is promoted to Deputy Commissioner – overseeing Insurance, Regulatory Boards, Securities and TennCare Oversight. Bill Huddleston is promoted to Assistant Commissioner for Insurance. Former State Senator and insurance agent Jim Tracy joins TDCI as a Senior Advisor to the Department. Patrick Merkel is promoted to Director of Insurance after having served as Chief Counsel for Insurance, Securities and TennCare Oversight since July 2019.

Schilling Promoted at Selective Selective Insurance has announced that Dan Schilling, CIC has been promoted to territory manager for Tennessee and Georgia. A native of Marietta, Georgia, Dan received degrees from Valdosta State University and the University of Florida. He began his insurance career in 2007 and has held positions in claims, sales/marketing and commercial underwriting.

J.M. Wilson Adds Yohn J.M. Wilson is pleased to announce the addition of Jamie Yohn as Assistant Transportation Underwriter in their Charleston, South Carolina office. Jamie is responsible for assisting underwriters on a wide variety of transportation risks, quoting new and renewal business, corresponding with carrier underwriters, and assisting independent agents in Tennessee, Georgia, North Carolina and South Carolina. Jamie graduated from Clemson University in 2015 with a bachelor's degree in History and a minor in Chemistry.

Hull & Company Acquires South & Western Hull & Company, LLC, a subsidiary of Brown & Brown, Inc., has acquired substantially all of the assets of South & Western and all issued and outstanding shares of its affiliate, S&W Premium 44

Finance Company, Inc. With roots dating back to 1974, South & Western is a managing general agency for retail insurance agents placing insurance for businesses and individuals primarily in Texas, Arkansas, Louisiana, Mississippi, Oklahoma, and Tennessee.

The firm specializes in personal lines, farm and ranch/ agribusiness, commercial transportation, and specialty commercial property and casualty insurance products. South & Western also offers insurance premium financing through S&W Premium Finance Company. Following the transaction, the South & Western team will continue doing business under the leadership of JJ Horan from their Addison, Texas and Memphis, Tennessee locations as a new stand-alone operation within Brown & Brown’s Wholesale Brokerage Segment.

Cavey Joining Harford Mutual Harford Mutual Insurance Group welcomes Emily Cavey as its new Marketing Communications Specialist for Employee Engagement & Community Outreach. In her role, she will plan, execute, and oversee employee and community events, volunteering, and the corporate annual giving budget of over $250,000. She will also serve as the company’s community liaison, working with nearly 100 local non-profits and organizations across nine states and Washington, D.C. Cavey brings more than 11 years of communications experience to the role. Previously, she worked at WJZ-TV, most recently as the executive producer of the 11 pm news. She holds a Bachelor of Science degree in Mass Communication from Towson University.

Hay Now CUO for Donegal Insurance Donegal Insurance Group has announced that Jeffrey Hay has been hired as Chief Underwriting Officer for the company.

Hay has been in the industry for over 18 years, and has an extensive background in P&C product management and underwriting.

Atlas General Purchased by Gallagher Arthur J. Gallagher & Co. recently announced the acquisition of San Diego-based Atlas General Holdings, LLC, dba Atlas General Insurance Services ("Atlas"). Terms of the transaction were not disclosed.

Founded in 2009 by Bill Trzos, Atlas is a full-service, multiline program manager and managing general agency (MGA) offering workers compensation, commercial lines and specialty property programs nationwide, with deep expertise in the California work comp market. Mike Mathews, Charles Lasher and their associates will remain in their current location under the direction of Joel Cavaness, president of Risk Placement Services, Inc. (RPS), Gallagher's U.S.-based wholesale brokerage division. u The Tennessee Insuror

The Tennessee Insuror

45

Agents for the Community

presented by

Shafer Insurance Agency • Knoxville In this series, Penn National Insurance and Insurors are recognizing some of the work our members do for their communities. During Convention, the new "Penn National Agents for the Community" Award will be presented to one of the featured agencies.

The Insuror: Why is community service such an important part of your agency?

The Insuror: What do you think it means to clients to see their insurance agent involved in their community?

Shafer: We want our clients to know that we value what they value. We believe, “to whom much is given, much is required” and we live that out every day in how we treat our clients and our neighbors. Everyone benefits when we all work together to create a better community.

Shafer: Not only are we committed to our clients, we are committed to serving and strengthening our community. For more than 50 years, we have supported and been active in numerous charitable organizations that allow us to partner with our clients and our community in tangible ways. This is an integral part of our organization’s culture, and we encourage our employees to volunteer. Each year our team members volunteer an average of 850 hours.

The Insuror: What are some of the main causes/ groups you support? How and why did you get started with them?

Andy Shafer presents a donation to the Second Harvest Food Bank

Shafer: United Way of Greater Knoxville has been one of our favorite community organizations almost since our agency started. Both Bo Shafer and Andy Shafer have served on the Board of Directors and as Campaign Chairs, helping to raise millions of dollars. Traci Taylor, COO, chairs an OBI Committee, and Stanton Oster, one of our client executives, serves on an OBI Committee. Our staff recently completed our company pledge campaign with 100% participation!

Salvation Army is another amazing local organization that serves people in all walks of life. Andy is currently on the Board, and our team participates in the Red Kettle bell ringing every year. With the Helen Ross McNabb Center, we are honored to sponsor a dinner and “adopt” children for the holidays each year. The Second Harvest Food Bank leads our community in the fight to end hunger, and we participate in the No Empty Plates fundraiser to raise awareness of hunger issues. We are blessed to help our local senior citizens through SCHAS Senior Assistance, where we sponsor the award dinner, donate to the endowment fund, and “adopt” senior citizens at Christmas.

Other local nonprofits that we partner with include the Friends of The Smokies (Evergreen Ball), YOKE Youth Ministries (annual Golf Tournament), and Young Williams Animal Center (Mardi Growl). We also donate to the YMCA, Fellowship of Christian Athletes, Emerald Youth Foundation, the Cerebral Palsy Center, Leukemia & Lymphoma Society and Boys & Girls Club.

Our employees held drives and fundraisers for Big Brothers Big Sisters, Family Justice Center and The Wesley House.

46

The Insuror: Do you feel this service work adds to the "staff culture" of your agency?

Shafer: Absolutely! Our staff not only does their best for our clients, but they also give their best to our community. We want our team to have opportunities to expand their work in the community, and we provide paid time off for them to volunteer each year. Much like it takes many people with different talents to create a perfect team, it takes those same multi-talented people to create the best community. “Little becomes much” when we all work together and combine our talents and skills.

The Insuror: How could our industry as a whole do a better job of supporting the communities they insure?

Shafer: Fortunately, many of our industry peers are already doing what we do – identifying the need and finding tangible ways to help meet that need. As an industry, we should continue to encourage one another and our teams to expand our horizons and keep looking for new community investment opportunities.

The Insuror: Thank you for giving us your time, and we appreciate the work you're doing.

Shafer: Thank you, Insurors! You do great work and your efforts are essential to our industry. u The Tennessee Insuror

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47

Nashville Bombing: Terrorism?

•

...continued from page 16

Limitation Of Coverage For Certified Acts Of Terrorism (Sub-Limit On Annual Aggregate Basis) Endorsement (IL 09 87 01 15). This endorsement is used to limit coverage for “certified acts of terrorism” by providing coverage on a sub-limited bases subject to an annual aggregate.

These are the only exclusionary/limiting endorsements applicable to the Nashville bombing. Thus, these are the only endorsements considered in this article.

•

• • •

Location Matters: The State in Which the Property is Located

•

All three endorsements introduced above contain a fire exception that gives back coverage for direct losses caused by fire. Notice that this fire exception gives back coverage for direct loss only; even when the exception applies, there is still no coverage for indirect losses such as the loss of business income caused by the excluded acts.

•

However, this fire exception applies only in states specifically listed in the endorsement. Further, the only states the carrier will list in the endorsement are Standard Fire Policy (SFP) states that do not allow any policy to be more restrictive than the Standard Fire Policy. But, to complicate matters, some SFP states have adopted special statutory provisions allowing the exclusion of fire for acts falling within the meaning of a “certified acts of terrorism” or simply “terrorism.”

Confused? Let’s try to clarify the situation. Following are three lists. The first lists the SFP states that do not allow direct fire damage to be excluded. The second provides information on those SFP states that allow fire resulting from terrorism (“certified acts” or not) to be excluded, but only under specific conditions. The third and last lists the SFP states that allow fire to be fully excluded when the damage is caused by either a “certified act of terrorism” or “terrorism” (depending on the endorsement attached).

SFP States that Do Not Allow Fire to be Excluded • California: West Ann. Cal. Ins. Code § 2070; West Ann. Cal. Ins. Code § 2071 • Georgia: G.A. Code Ann. § 33-32-1 • Hawaii: HRS § 431:10-210 & Memo 2007-6 issued 12/27/07 • Illinois: 215 ILCS 5/397 • Iowa: I.C.A. § 515.109 • Maine: 24-A M.R.S. A. § 3002 • Missouri: 20 CSR 500-1.100 & Bulletins 2002-03 and 2003-01 • New York: McKinney's Insurance Law § 3404 • North Carolina: N.C.G.S.A. § 58-44-20 • Oklahoma: 36 Okl.St.Ann. § 4803 • Oregon: O.R.S.§742.206 to 742.242 • Washington: RCWA 48.18.120; RCWA 48.18.140 • West Virginia: W.Va. Code, § 33-17-2 • Wisconsin: Bulletin 2-7-2008 issued 2/07/08 SFP States that Allow Fire Excluded in Certain Circumstances • Arizona: Cannot be applied to buildings w/4 dwelling 48

units. A.R.S § 20-1503 Connecticut: Tied to the expiration of TRIA. C.G.S.A. § 38a-306; C.G.S.A. § 38a-307a. Statute does not allow the exclusion of terrorism in condo policies but may exclude in other commercial property policies.

Massachusetts: Appears to allow the exclusion under M.G.L.A. 175 § 99 - unless TRIA expires.

Nebraska: Only applies if the terrorism loss is caused by nuclear reaction, nuclear radiation or radioactive contamination. Neb. Rev. St. § 44-501.01.

New Jersey: Only if property premium greater than $10,000 - N.J.S.A. 17:36-5-20 and 17:36-5-20b Rhode Island: Exclusion allowed only for large commercial risk specifically described in the statute. Gen. Laws 1956, § 27-5-3; 27-65-1 Virginia: Excludes coverage unless TRIA expires. VA Code Ann. § 38.2-2102

SFP States that Allow Fire to be Excluded w/ No Conditions • Idaho: I.C. § 41-2401 • Louisiana: LSA-R.S. 22:1311 • Michigan: M.C.L.A. 500.2834 • Minnesota: M.S.A. § 65A.01 • New Hampshire: N.H. Rev. Stat. § 407:22 • North Dakota: NDCC 26.1-39-06 • Pennsylvania: 40.P.S. § 636 If the insured property is located in an SFP state that does NOT allow the policy to exclude direct damage by fire, confirm it is listed on the endorsement. For properties with conditions, confirm whether the condition applies and confirm the state listed on the endorsement is the condition does not apply. Properties within the last list will not be listed by the underwriter, but it doesn’t hurt to ask (mentioning that it’s a Standard Fire Policy state).

Note that Tennessee is not contained in any of the three lists.

Fire damage resulting from a “certified act of terrorism” can be excluded.

What is Excluded?

Only one exclusionary trigger is found within the three applicable endorsements. Only “Certified acts of terrorism” is excluded. A “certified act of terrorism” is defined in the endorsements as follows: "Certified act of terrorism" means an act that is certified by the Secretary of the Treasury, in accordance with the provisions of the federal Terrorism Risk Insurance Act, to be an act of terrorism pursuant to such Act. The criteria contained in the Terrorism Risk Insurance Act for a "certified act of terrorism" include the following: 1. The act resulted in insured losses in excess of $5 million in the aggregate, attributable to all types of insurance subject to the Terrorism Risk Insurance Act; and 2. The act is a violent act or an act that is dangerous to human life, property or infrastructure and is committed by an individual or individuals as part of an effort to coerce The Tennessee Insuror

the civilian population of the United States or to influence the policy or affect the conduct of the United States Government by coercion.

Answering the Question This article has taken the long way around to finally answer the question, do Warner’s actions trigger the exclusion found in the various terrorism endorsements? Unfortunately, there are two answers: “no” and “maybe.” At least “yes” is not one.

First, understand that the answer to the question is not based on whether Warner is considered a “terrorist.” There is no mention of the term “terrorist” anywhere in the endorsements. So, whether the damage is caused by a terrorist is irrelevant. The exclusion or limitation applies only when the act falls within the meaning of a “certified act of terrorism.”

“Certified Act of Terrorism” Until the Secretary of the Treasury certifies the act, the exclusion does not apply. Regardless what a city, county, state, the FBI or even the press thinks about the act, only the Secretary of the Treasury can certify the act. Without this certification, the exclusion or limitation does not apply. (According to the law, the Director of Homeland Security plays a part, but that position/person is not addressed in the definition.)

If the Secretary certifies the act, two other hurdles must be

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Without a clear motive and Warner’s reported apparent attempts to avoid injury to persons, it’s unlikely his actions will meet this requirement. It is unlikely the event will reach the level of or be considered a “certified act of terrorism.” Any carrier attempting to apply the exclusion or limitation absent that requirement is wrong in their denial.

Wrapping Up Based on these requirements, it is unlikely any of the current terrorism exclusions or limitations can or will apply to this event. Without the necessary “certification,” carriers can’t apply the exclusion “just because.”

About the Author Chris J. Boggs, CPCU, ARM, ALCM, LPCS, AAI, APA, CWCA, CRIS, AINS, joined the insurance industry in 1990. He is the Executive Director of the Big "I" Virtual University. His current duties involve researching, writing, and teaching on P&C coverage topics. u

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jumped before the exclusion applies. First, the total damage of the event must exceed $5 million. Second, the act must be one that is a violent act or an act that is dangerous to human life, property or infrastructure and is committed by an individual or individuals as part of an effort to coerce the civilian population of the United States or to influence the policy or affect the conduct of the United States Government by coercion.

| Privacy Policy

49

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The Tennessee Insuror

Meetings A Virtual Spring is in Store for 2021 Meetings ELEVATE Trilogy Kicks off February 25 Elevate 2021 – Trilogy has launched! The countdown is on to the acclaimed Original Un-conference – the premiere event for the independent agent crowd. The mission: deliver three virtual mini-conferences in 2021, laser-focused on digital marketing, data and culture. Connect in cyberspace with the independent agency channel for part one of Elevate 2021 – Trilogy on February 25 from 12-5 pm ET. In just a half-day, you'll explore the universe of digital marketing with a starstudded lineup. Visit http://elevateconference.com/ for info.

Agency Growth Conference On-demand 3/23 This year's Agency Growth Conference will be virtual, ondemand and free! Look for more information soon on the speakers and sessions that will be available to members beginning March 23. u

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Log on today to fish for E&O claims frequency data, real-life case studies and analysis, sample client letters, sample agency procedures, agency E&O self assessments, podcasts on important E&O topics, and much more.

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

Could your agency weather a data security breach?

A full 80 percent of businesses that experience one don’t.1 The right insurance can keep your agency from becoming part of this startling statistic.

Data breaches are common among smaller businesses, and responding to a breach is both costly and complex.

You are obligated to protect the data you collect, and package policies are often not enough.

Make sure your agency has the right coverage in place to protect you and your insureds.

Contact your Insurors E&O Specialist, Stephen Holmes, CIC, CISR, for information on Data Breach coverage.

1. Privacy Rights Clearinghouse: Chronology of Data Breaches

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

51

“I had high expectations and they were met.”

- Beth Gardner, COO, Cook, Maran & Associates

The problem: A backlog of work.

The soluTIon: experienced WAhVe remote employees. wAhve is An innOvAtive COntrACt stAffinG sOlutiOn thAt enGAGes vintAGe insurAnCe prOfessiOnAls whO wOrk frOM hOMe On A full-tiMe Or pArt-tiMe BAsis fOr insurAnCe firMs.

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The Tennessee Insuror

Member Tips TC.com and Big "I": Making Agents More Visible Online

by Will Jones, IA Editor-in-Chief TrustedChoice.com has announced the completion of the first-quarter of the All-States SEO program, which began in September 2020. The expanded partnership between the Big “I" and TrustedChoice.com is set to connect more insurance shoppers to independent insurance agents. The program will ensure that when shoppers are looking online for an independent agent in their city, they'll find a Trusted Choice® independent agent.

“At TrustedChoice.com, we know that the insurance buying process is better for consumers when they work with an independent agent," says Chip Bacciocco, CEO of TrustedChoice. com. “Independent insurance agents provide choice in coverage that the highly advertised captive agencies in their national call centers do not. As a result, consumers get better insurance and a better value. This program was an opportunity for us to help more insurance shoppers find the right local independent agent for their needs."

In its first quarter, the program has added over 800 new cityspecific pages to the Google search results to create more opportunities for consumers to find independent agents in their area online.

“We have partnered with TrustedChoice.com for many years, working to give independent insurance agents a leg up in the digital insurance world." says Kevin Brandt, executive director, Trusted Choice, Inc. “Ensuring Trusted Choice agents can be found online is a very important part of the independent insurance agent business."

Within one year of this program TrustedChoice.com and the Big “I" hope to provide online search visibility to more than 8,000 cities across the U.S., including through Insurors statespecific consumer site at insurorsoftennessee.com.

The Big “I" and TrustedChoice.com have a decade-long partnership since the inception of the TrustedChoice.com consumer-facing website. The Big “I" and TrustedChoice.com have a similar mission to connect more Trusted Choice independent agents to insurance shoppers and grow the independent agency marketplace.

To find more information about how your agency can reach consumers throught TrustedChoice.com, please visit https:// www.trustedchoice.com/advantage/ u

Directory of Advertisers Advertiser

Phone

Website

Page

ACUITY (920) 458 - 9131 www.acuity.com 9 Arlington/Roe (800) 878 - 9891 www.arlingtonroe.com 7 Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 12 Berkley Southeast Insurance Group (615) 932 - 5508 www.berkleysig.com 19 Berkshire Hathaway Guard Insurance Cos. (800) 673 - 2465 x4567 www.guard.com/apply 22 Big "I" Hires (800) 221 - 7917 www.bigihires.com 50 Builders Mutual (800) 809 - 4859 www.buildersmutual.com 33 ePayPolicy (844) 372 - 9300 www.epaypolicy.com 47 FCCI Insurance Group (800)226 - 3224 www.fcci-group.com 42 Genesee General (800) 282 - 8755 www.geneseeins.com 33 Harford Mutual (800) 638 - 3669 www.harfordmutual.com 45 Imperial PFS (443) 613 - 4820 www.ipfs.com 20 IntellAgents (614) 552 - 3063 intellagents.io 48 INSBANK (866) 866 - 4268 www.insbanktn.com 11 J.M. Wilson (800) 595 - 0063 www.jmwilson.com 42 Keystone Insurers Group (800) 416 - 5498 www.keystoneinsgrp.com 40 Liberty Mutual/Safeco (800) 837 - 5254 libertymutual.com | safeco.com 30 LUBA Workers' Comp (888) 884 - 5822 www.lubawc.com 15 Markel Specialty (800) 431 - 1270 www.markelcorp.com 22 MidSouth Mutual Insurance Company (844) 438 - 6642 www.midsouthmutual.com 26 Mountain Empire Agency Alliance (423) 560 - 6077 www.meaa4u.com/insurors 2 National Alliance (800) 633 - 2165 www.scic.com 55 National Security Group (800) 239 - 2358 x213 www.nationalsecuritygroup.com 26 Nationwide Insurance (423) 927 -2060 www.nationwide.com 17 2/2 CISR Agency Operations • NASHVILLE Penn National Insurance (800) 395 - 0518 www.pennnationalinsurance.com 56 2/3 CISR Agency Operations • MEMPHIS Preferred Property Programs (888) 549 - 2465 www.umbrellaprogram.com 42 2/17-19 CIC Commercial Property • NASHVILLE RLI PUP (615) 515 - 2609 www.insurors.org 32 SecureRisk (770) 723 - 8096 www.securerisk.com 38 Stonetrust Insurance (800) 311 - 0997 www.stonetrustinsurance.com 41 3/10-12 CIC Commercial Multiline • MEMPHIS Summit Holdings (800) 971 - 2667 www.summitholdings.com 13 Swiss Re Lawyer's Professional Liability (630) 213 - 9952 www.swissre.com 36 Titan Web Marketing Solutions (615) 890 - 3600 www.titanwms.com 24,49 9/15-17 CIC Commercial Casualty • NASHVILLE West Bend Mutual Insurance Co. (800) 236 - 5010 www.thesilverlining.com 34 4/6 CISR Personal Residential • JOHNSON CITY 9/28 CISR Commercial Property • JOHNSON CITY Work at Home Vintage Experts (646) 807 - 4372 www.wahve.com 52 PersonalProperty Residential • KNOXVILLE 9/294/7 CISRCISR Commercial • KNOXVILLE

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

Rubles CIC

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

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

Rubles CIC

CISR Introductory Series

CRM

Dynamic Series

WTH Seminars

CSRM CPRM

The Introductory Series is a good choice for those interested in finding out more about the industry and industry fundamentals.

The Dynamics Series, offers career-changing sales training. Providing a variety of pertinent topics, the William T. Hold Seminars are invaluable for expanding your insurance knowledge. The Dynamics Series can be used to meet update requirements across the designations. WTH Seminars satisfy update requirements for CISRs and CSRMs.

1

The Certified Insurance Service Representative (CISR) designation provides quality insurance education geared toward customer service representatives, account executives, servicing agents, new producers, and other professionals.

The Certified School Risk Manager (CSRM) designation fills a need for quality risk management education for those associated with schools.

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

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

2

Dynamic Series

CRM

WTH Seminars

3

1 CSRM

2 The Introductory Series is a good choice for those interested in finding out more about the industry and industry fundamentals.

The Dynamics Series, offers career-changing sales training. Providing a variety of pertinent topics, the William T. Hold Seminars are invaluable for expanding your insurance knowledge. The Dynamics Series can be used to meet update requirements across the designations. WTH Seminars satisfy update requirements for CISRs and CSRMs.

The Certified Insurance Service Representative (CISR) designation provides quality insurance education geared toward customer service representatives, account executives, servicing agents, new producers, and other professionals.

The Certified School Risk Manager (CSRM) designation fills a need for quality risk management education for those associated with schools.

CPRM

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

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

2

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

We answer to main street, not Wall Street.

As a mutual company, we are owned by our policyholders. We focus our

For more information about our products, please contact one of our territory managers at 615-889-2740.

Andy Wilder 7528 Brent Pottsext. ext 7514 Brent Potts ext.

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time, attention, and resources on delivering superior financial strength and stability, a comprehensive product portfolio, and most of all, on doing what’s right for policyholders. To us, policyholders are much more than insurance consumers. And because of that, all of our business decisions are made with a policyholder-first focus.

www.PennNationalInsurance.com