The Tennessee Insuror - Jul/Aug '18 by Insurors of Tennessee

THE TENNESSEE

INSUROR July/August 2018

Vol. 29 No. 4

www.insurors.org

Annual Meeting of Tenn. Assn. of Insurance Agents Chisca Hotel / Memphis / Nov. 23, 1922

8 10 12

Twenty Years of Tennessee Titans

Is Congress Trying to Cooperate?!?

Wilkins Named OCSR of the Year

125 Years of Insurors A Look Back at Our Association's History

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com. ©2018 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

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

The Tennessee Insuror

contents

THE TENNESSEE

INSUROR Vol. XXIX, Number 4 July/August 2018

features

Phone (615) 385-1898 Toll Free: 1-800-264-1898 Email: info@insurors.org Editor: Charles T. Bidek, CPCU Publisher: Daniel D. Smith Jr., CAE COVER PHOTO: Courtesy DNJ/Helen Comer

INSURORS OFFICERS

President ............................................................... Chris Allison, CIC Immediate Past President ................ John McInturff III, ARM IIABA National Director ......................................... Lou Moran III VP, Region II and President Elect .................................. Joe Hunt Vice President, Region I ................................... Norfleet Anthony Vice President, Region III .......................................... Bob McIntire Treasurer .............................................. Battle Bagley III, CIC, CPA Secretary ........................................................................ Chip Hoover Director, Region I ............................................ Stephen Masterson Director, Region I .................................................... Tommy Allmon Director, Region I .................................. S. Keith Phelps, CIC, CRM Director, Region II ................................. Matt Swallows, CIC, CRM Director, Region II .................................. Christy Jones, CISR, CAPI Director, Region II .............................................. John McCord, CIC Director, Region III .................... Kym Clevenger, CPCU, CACW Director, Region III ............................................................ Tim Witt Director, Region III ................................................. Mark Slater Jr. Young Agents Chairperson ................... David Allen, CIC, CRM

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Display advertising rates, deadlines and specifications may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.515.2601, e-mailing dsmith@insurors.org or online at www.insurors.org The Tennessee Insuror is provided to all Insurors of Tennessee members and associate members as a member service.

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

4 125 Years of Insurors

A Look Back at Our Association's History

Twenty Years of Tennessee Titans

Is Congress Trying to Cooperate?!?

A Look Back at the Franchise and Where it's Headed Senate Bill 2155: New Model or Just an Anamoly

12 Wilkins Named OCSR of the Year 14 Daniel Learns About Ins.: Fortnite, eSports & Pay-to-Play Insuring Gaming Tournaments is Becoming Big Business

departments 21

From Your President

A Special Convention for a Special Year

From Your IIABA National Director

From Your CEO

Education Calendar

Government and Legal Affairs

Company Spotlight

Flood and Farm Issues Keep Cropping Up A Boy Named Sue!

Dealing with Elderly Policyholders West Bend Mutual Insurance

39 Program Spotlight InsurPACTN 51 Meetings 53

Member Tips

How to Address Language Gaps with Clients

The top two floors of Top Golf Nashville (pictured) are reserved exclusively for our Convention guests

p h oto, 1910 , Tennes s ean

125 Years of Insurors ???????????????????????????????

th4820In general, the year 1893 was not a good one for the insurance industry in Tennessee. Court decisions and "extreme" ul 13, 2018

regulations had mounted against carriers. A new "charter" tax law had been passed that would greatly increase costs for non-Tennessee-based entities. This left many insurers considering leaving the state altogether. Meetings were held throughout theAll yearRights with insurance company representatives Newspapers.com. Reserved. and Tennessee's then-leaders, Governor Peter Turney and State Attorney General Pickle. At a national meeting of Fire Insurance agents held in Niagara Falls that May, resolutions were adopted between agents and carriers to stand firm against insurance laws and regulations that were restricting business in the State. The meeting discussions determined that, "The condition of the insurance business in Tennessee was greatly deplored," and that, "Adverse legislation and opinions discriminating against companies brought this about."1 In July, many carriers indeed stopped writing new business in the state. Among those that stayed active were Aetna, Continental, Hartford and Royal. In the months that followed, agents in the state determined that they must gather to protect their business interests. A group of agents that had been part of the Kentucky and Tennessee Insurance Association organized their own meeting, stating that, "We cannot expect the Kentucky and Tennessee association to do this (protect their interests) because they have no power."2 The meeting that group held is considered the first convention 4

of our Association, although the group was not formally defined at that time. Among that group were Thomas M. Hart, a "well-known local insurance man" of Hart, Sharpe & Co. in Nashville and Sol Moyses, a respected insurance agent from Chattanooga. The two later decided that a more formal structure needed to be introduced for the meetings. In1899, the Kentucky-Tennessee Board of Underwriters ruled that 5 percent of advance commissions would be withheld from Tennessee agents. This prompted Hart and Moses to action. On October 19, 1899, after "several weeks on the project," a meeting was held at the Maxwell House in Nashville to formalize the agent group and discuss opposition of the Kentucky-Tennessee group. It was determined at the meeting that the group would be formed as the Tennessee Underwriters Association of Local Agents Association (sometimes referred to as the Tennessee Fire Insurance Agents' Association) and operate under the National Local Agents Association federal organization, which had been formed in 1896. A board was formed, and Hart was named as the first president of our Association, while Moyses became the first Secretary and Treasurer. Turmoil continued in the industry into the new century, and the agents' group went through several years of turmoil as the market continued to be dismal in Tennessee. In 1907, carriers began returning to the state and prospects improved. The Association strengthened its role as an advocate for the industry, and a campaign by the group to "reduce fire waste" in the state served as a rallying cry. In 1908, the fire campaign, along with increased efforts The Tennessee Insuror

to simplify carrier operations in the state, cemented the longterm role of the group.

known as one of the most effective at the job we have ever had.

In 1914, Miss Julia Hindman was elected as the first female Secretary of our Association, and served the organization for 17 years. Her efforts were known across the country as she was involved in many insurance-related groups and activities. She was widely known to her fellow agents as "Miss Julia" and worked in insurance for almost 50 years at the agencies of Metzger-Keith Insurance, Hindman & Brock Company and later Loventhal Brothers in Nashville.

In 1966, Bill Sirls took the role of Executive Secretary, with Ted Moody continuing in his role as Assistant Executive Secretary. Sirls continued many of the programs we had in place, but in January of 1971 he resigned due to "uncertainty in the industry," and a new era of Insurors was about to be ushered in.

Around this time, the rise in automobile insurance also increased the role of the independent agent, and thus the Association's activities gained more importance. In fact, much of the Association's role during this period included fighting for rate changes, carrier appointments and commission increases for agents in Tennessee. Does that sound familiar?

Cementing our Foundation In March of 1971, the Insurors was changed forever as their lobbyist and member agent, Jim Alexander, was named Executive Director. Alexander defined a new path Theto Jackson Sun for the Association, taking us more the forefront of The below ad, from an Insurors statewide campaign, appeared in The Jackson Sun in 1956

The Jackson Sun (Jackson, Tennessee) · 20 Nov 1938, Sun · Page 3

Downloaded on Jul 16, 2018

The Era of "Insurors" Begins In 1938, John D. Saint was hired as the first "state manager-secretary" of the Association. He had formerly been the manager of the Oklahoma agents association, and previously worked with agents in North Carolina and Louisiana. He opened the first Association headquarters, and worked to build a framework for the organization. In 1940, R.T. Cawthon succeeded Saint in the role. Some time after World War II, the organization began operating under the name Insurors of Tennessee. The name change was related to the Association's new participation Saint, encouraging 1938 , Th e J ack s on Su n to utilize in advertising campaigns consumers an "Insuror" for all their insurance needs. The group's new Clipped By: "executive manager" George Moss, started in the early 1950s and had the role of promoting the advertising program. dsmith4820 Mon, Jul 16, 2018

The advertising program continued into the 1960s, and new Insurors executive secretary George Nordhaus was at the forefront of growing it. Nordhaus expanded the Insurors activities into other avenues, and also was the founding publisher of the weekly version of The Insurors Bulletin, which began circulation in January of 1963. He also was instrumental in introducing the "Rapid Rater" system to Tennessee and endorsing the first agency management system for our members to use. In 1962, the Insurors offices had moved from the Commerce Bank (downtown Nashville) to 1700 West End Avenue. Two years later, Insurors member Bud Curtis and Nordaus bought the building at 1700 Hayes Street where the offices would later move. The Association had also contracted with a member to handle its lobbying efforts. As Nordhaus was not involved in the legislative efforts, longtime agent and Board Treasurer Jim Alexander became the lobbyist for Insurors, and is still The Tennessee Insuror

(Jack

government affairs and expanding on our education and marketing efforts. He was responsible for increasing our role on the Vol Network with John Ward as the Insurors spokesperson, and got the Association involved as a sponsor of the Tennessee Sports Hall of Fame. Alexander also introduced "education cassette tapes" for members and helped introduce a larger Young Agents program, including our first Young Agents Conference in 1973. In 1975, Alexander hired a young professor at UT-Nashville named Chuck Bidek to teach licensing courses for the Association. In 1979, Chuck joined Insurors full time as the Assistant Executive Director. Over the next few years, Chuck continued teaching classes and developing materials for agents, including his work with Joe Rackley on computer rating systems. His role expanded with the Association over time, as he introduced Insurors to the world of computerized data and became heavily involved in the planning of the Annual Convention.

services program called Preferred Comp of Tennessee. The program was launched in July and received over $1 million in submissions in the first week! The program expanded in 1997 with VolComp, and went to hit levels as high $25 million in written premium. Chuck also spearheaded member programs for premium financing, earthquake insurance, public entities and many more. In 1999, a landmark addition for the Association was set into motion. That was the year Insurors members began discussions to create Insurors Bank of Tennessee (now INSBANK). The bank was a response to the increasing fear of banks taking over the insurance industry through acquisitions and mergers. Chuck worked with the Board and Cumberland Bancorp to help set the new bank in motion. In under a year, the bank met its capitalization requirements and received regulatory approval from the State and the FDIC.

Change and Prosperity; Prosperity and Change In 1987, Alexander announced he would be retiring, and the Board President Don Jordan called a special meeting to address the situation. A plan was put in place for Chuck to transition into the role of Executive Director for Insurors of Tennessee, with Alexander staying on for a time as the Director of Legislative Affairs. Chuck assumed his duties in January of 1988, and went right to work on new ideas for the Association’s future. One of the early tasks in Chuck’s tenure was moving the Association office from Parkway Towers to the Vanderbilt Plaza Office Building. The new location was valuable at the time because of its conference space and connection to the Vanderbilt Plaza Hotel. In July of 1989, Chuck unveiled the inaugural issue of this publication, The Tennessee Insuror. Lou Patten, a member and State Senator at the time, graced the cover of what would become our flagship publication. Insurors continued to grow under Chuck’s leadership, so much in fact that a new location was sought out to hold the Association offices. In April of 1994, the new office building at 2500 Hillsboro Road (now 21st Avenue) completed its renovation and was moved into. The Insurors portion of the building featured 11 offices and a classroom/meeting facility with a full kitchen. It provided a lot of new opportunities for the Association, including revenue generation through rent from other tenants, classes and meeting rentals. Chuck added landlord to his list of many responsibilities and the building continues to be a great homebase for our staff. In 1996, with a volatile comp market and not enough competition in the state, Chuck helped form a new member 6

Insurors leaders meet with U.S. Rep. Jim Cooper in 2012

Prosperity for the Association continued into the new millennium, but the world changed on 9/11. Our 2001 convention was held just five weeks after the terrorist attacks, and many carriers and agents were involved in the insurance fallout. An estimated $32.5 billion in insured losses occured, making it one of the largest insurance loss events in global history. Our convention continued, but with some of our lowest numbers in years. With the recession hitting in late 2007, we saw even more change in the industry. Agencies were bought, merged and/ or went out of business. Workers' compensation changed in Tennessee and the markets changed with it. Insurors never took the hit we thought might be coming, but we had to brace for impact. As the economy began to turn around in 2009, we also saw a resurgence in the Association as more members began turning out for events and our Young Agents program began to grow. Our legislative efforts continued, and over the next few years we worked for and against key pieces of legislation – especially in the workers' compensation arena. In March of 2011, we saw the launch of one of those pieces of legislation – the work comp exemption registry. And in 2015, an extensive effort by this Assoication helped defeat the proposals for a work comp Opt-Out system in Tennessee. The Tennessee Insuror

Insurors of Tennessee has weathered the storm of changes in our industry, mergers & acquisitions, and the long-predicted "extinction" of the independent agent. Our members, volunteers, staff and our many carrier partners have played a key role in the success of our industry in Tennessee and beyond.

Where We Are Today Your Association is positioned well for supporting agents moving forward. Current and new programs and opportunities are building for 2019 and beyond, and we have strong volunteer leadership in place. On the staff side, we have an accomplished group that will be led by our longtime General Counsel, Ashley Gold, J.D., who will assume the role of CEO on January 1, 2019. We appreciate your support and look forward to serving you for another 125 years. We will celebrate those 125 years, along with the career and achievements of Chuck Bidek at our 125th Anniversary Convention, taking place October 2730 at the Omni in downtown Nashville. Register now or get more information by visiting our convention site at https://www.insurors.org/IOT/Event_Display. aspx?EventKey=CONV18 We have a room block available at the Omni starting at $249 per night. Rooms are filling very quickly, so please visit https://www.omnihotels.com/hotels/nashville/ meetings/insurors-of-tennessee-annual-convention to reserve your room now. We also have an overflow room block available at the Hilton Garden Inn downtown for $229 per night, please visit the convention section of our website for those reservations. 1 - per "An Important Convention Just Held at Niagara Falls; Resolutions Adopted Concerning Tennessee Laws and Decisions" via The Daily American - June 2, 1893 2 - per "Among Insurance Men" via The Daily American -August 14, 1893 u Tennessean (Nashville, Tennessee) Âˇ 23 Oct The article to the right discusses our formalThe organization, The Nashville American in 1956, 1899Tue Âˇ

Page 20

Downloaded on Jul 13, 2018

The below photo is of the swearing-in of Insurors President W.P. Deese, The Tennessean in 1956

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Dees e, 195 6 , Tennes s ean

Twenty Years of Tennessee Titans

A Look Back at the Franchise and Where It's Headed written by Mike Keith, Voice of the Titans

On May 26, 1998, I started my new job with the Tennessee Oilers. Many (including most of my friends and family) wondered if the NFL would work in Nashville. Nearly 20 years to the day later – May 23, 2018 – Nashville was announced as the home for the 2019 NFL Draft, a massive moment for Music City.

1998 F3 tornado. I would learn later that every time it rained, the roof in my work area would leak massively right onto my desk. For the next 14 months, I covered the desk with plastic when overnight rain was expected. Welcome to the big-time NFL. Now that we're 20 years down the road, I would say that “the NFL thing” has worked out okay.

How big? In Dallas this past April, the 2018 NFL Draft drew just short of 500,000 fans to the draft or draft-related events. Over 2000 press credentials were issued. And over 45 million television viewers tuned into the draft at some point. In terms of fan attendance, national and international media coverage and television viewing, Nashville has never hosted ANY EVENT like the 2019 NFL Draft.

The "CliffsNotes" progression:

Titans controlling owner Amy Adams Strunk deserves a lot of credit. Her ability to sell her fellow NFL owners on Nashville as a host city was likely the difference as Nashville was picked over Canton/Cleveland, Denver, Kansas City and Las Vegas. As I stood just across the river from Nissan Stadium, listening to dignitaries discuss Nashville’s selection as the 2019 NFL Draft host, I glanced back 20 years to my first trip to the stadium site. Pulling up that cloudy, May morning 20 years earlier, I found that my new office was a double-wide trailer on the construction site of what was becoming Nissan Stadium. The double-wide wasn’t the issue; it was the condition of the double-wide. 40 days earlier, that trailer had been hit by Nashville’s April 16,

• • •

The Oilers became the Tennessee Titans. Nissan Stadium was completed and has been a great home for the team. We moved out of the tornado-torn trailer into our everyday training facility, beautiful Saint Thomas Sports Park.

The football experience has been exciting, too: •

• • •

Head coach Jeff Fisher and general manager Floyd Reese built a team that made the playoffs six of the first ten years that the Titans played at Nissan Stadium. We went 13-3 three times and won five playoff games, including the famous “Music City Miracle” game on January 8, 2000. Eddie George and Steve McNair became national stars. Jevon Kearse was the Titans’ first-ever draft pick and set a rookie record for quarterback sacks. Guys like Blaine Bishop, Kevin Carter, Albert Haynesworth, Craig Hentrich, Brad Hopkins, Derrick Mason, Samari Rolle, Kyle Vanden Bosch and Frank Wycheck are still stars wherever they go in this state and always will be. continued on page 46

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Is Congress Trying to Cooperate?!? Senate Bill 2155: New Model or Just an Anomaly? written by Jim Rieniets, INSBANK President/CEO

It’s hard to imagine how bad things would be if not for the market-driven private sector. While businesses and consumers navigate their own plights, Washington continues to be mired in partisan politics at a level that many agree is both unprecedented and antithetical to a healthy, functioning democracy. Consider the well-publicized issues that seem to divide our nation, particularly in the D.C. beltway: healthcare reform, immigration, Supreme Court nomination, trade and tariffs, etc. Against the backdrop of elected officials tweeting their partisan rants, earlier this summer a banking bill actually made its way through both chambers of Congress and was signed into law by President Trump. That statement doesn’t sound extraordinary, but Senate Bill 2155 was the first piece of substantive financial services legislation passed since Dodd-Frank in 2010. Contrary to the current political environment, SB2155 had virtually equal sponsorship in the Senate between Republicans (13) and Democrats (12). Perhaps it was a unique opportunity to fix the over-reach of some of the unintended consequences of the Dodd-Frank bill of 2010.

The Qualified Mortgage An example of the consequences is a Dodd-Frank provision called “Qualified Mortgage (QM),” which created legal liability for banks in the event that marginal borrowers failed to pay their loans – even in cases where the bank held the loan in its own portfolio (versus selling the loan, such as a mortgage). When enacted in 2010, the intent of QM was to prevent a recurrence of “liar” loans and “fog-a-mirror” mortgages that contributed to the last economic crisis. What legislators failed to realize, however, was that creating a potential liability for banks in serving marginal borrowers would manifest in curtailing credit to that segment of the market rather than simply minimizing the risk of an economic downturn. They also failed to appreciate the distinction between originating loans for sale, versus originating loans to hold in a bank’s own portfolio. In the case of the former, a lender has very little risk; whereas in the latter case, a lender carries all the risk.

While the passage of this Senate bill rectified the QM issue, it only did so for banks under $10 billion in assets. Most any objective opinion on the issue of risk retention would suggest that the size of a bank should not matter. The fact that the QM provision of the bill had to capitulate to only helping smaller banks demonstrates that some legislators – principally Democrats – still do not want to be on record as voting for any bill that would provide regulatory relief for a Wall Street bank. It is likely that doing so would create fodder for rivals in a contested Democratic primary.

A Step in the Right Direction While most bankers will say SB2155 is not exactly a gamechanger that’s going to dramatically affect them, it should serve as an example of less-partisan, collaborative work in the otherwise rigid and polarized system we have come to expect in Washington, D.C. To that point, this bill required eight years of lobbying efforts on the part of bankers to illustrate the harmful effects of Dodd-Frank on both banks and their customers. Even with all of that of that time and effort placed on the issue, it still only received votes from 17% of House Democrats. What this suggests is that our two-party political system continues to exert disproportionate influence on our elected officials, and it will likely continue to do so until the electorate becomes the wiser and demands individual thought from members of Congress. About the Author Jim Rieniets serves as President and CEO of INSBANK, which requires him to manage the day to day activities of the bank. He also serves as a director of INSBANK and on the Loan and Investment Committees, as well as being the Chief Manager of the bank’s subsidiary, Finworth Mortgage, LLC. Jim has an extensive banking career and leadership background and formerly served on the Credit Committee of the Tennessee Bankers Association. u

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Wilkins Named OCSR of Year Earns Recognition from The National Alliance Liz Wilkins, Account Representative for Martin & Zerfoss Insurance in Nashville, was named 2018 National Alliance Outstanding Customer Service Representative of the Year for Tennessee by The National Alliance for Insurance Education and Research. Wilkins is a native of Ft. Lauderdale but grew up in Mt. Juliet and has been in the insurance industry for over 18 years, including the last 15 with Martin & Zerfoss. Wilkins began her career in lease finance for commercial equipment – from small office furniture to restaurant equipment. She later became interested in insurance and was licensed in Property & Casualty in 2001. She started her insurance career with an agency in Nashville as an Account Representative for 3 years, then joined Martin & Zerfoss in 2003 as a Personal Lines Representative. She has worked in several different roles for the agency, including 10 years on the retail side and now 5 years in the Personal Lines MGA Department where she works with brokers to insure high value homes. She earned her Bachelor of Science degree in Business Management from the University of Phoenix and is working towards her Certified Personal Risk Manager (CPRM) designation. She says that the continuing education, "Allows me to stay current with the latest changes in insurance for providing an important service to our clients. Today’s insurance needs range from mainstream insureds to ultra-high net worth and high-profile insureds. It is essential to stay informed to be able to provide the appropriate coverages to these various insureds."

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Daniel Learns About Insurance: Fortnite, eSports & Pay-to-Play Insuring Gaming Tournaments is Becoming Big Business Insurors Director of Communications Daniel Smith is far from an insurance expert, but he is trying to learn! In this series he will look into insurance industry and coverage questions he has about popular trends in day-to-day life. As you read this, there is a very good chance that over 5 million people are playing a video game called Fortnite. And that's just right now, because over 40 million will play the game this month, and over 125 million have played since the game was released in March of 2017.1 Now comes the question some of you may be wondering -– what's Fortnite? Fortnite, or more specifically, Fortnite Battle Royale is a player-versus-player game for up to 100 players, playing alone or in squads of two or four. Players airdrop without any weapons from a "Battle Bus" that crosses the game's map. When they land, they must scavenge for weapons, items and resources, and avoid being killed while attacking other players. Over the course of a round, the safe area of the map shrinks down in size due to an incoming storm; players outside that safe area take damage and can be killed. This forces remaining players into tighter spaces and encourages player encounters. The last player or squad alive is the winner. As you can tell from the previous numbers, it has become a

written by Daniel Smith, CAE

phenomenon. Kids of all ages across the world are playing it. Celebrities are playing it and using it to promote themselves. Pro athletes are playing and incorporating the "victory dances" (called emotes) into their on-field or court celebrations. People are paying to watch other people play it. So with that much interest, you know there is a lot of money that's going to be involved. The game itself is free, but you can purchase items within the game (character skins, upgrades and emotes) and those purchases add up. Research by LendEDU - a resource site for loan education - has found that the average Fortnite player has spent $84.67 on in-game purchases. For parent company Epic Games, that means an estimated revenue total that is now exceeding $300 million per month.2

I want a Piece of This – Can You Insure Fortnite? While we can't all be lucky enough to get in on this revenue – the popularity has led to tournaments of the game, and some of these tournaments are live and in-person. And when you have a live and in-person event, it needs to be insured. These tournaments feature players – often salaried – who compete in gaming competitions for money and prizes. It's not just Fortnite, as sports games and other "battle" games are also filling these events. And when I say filling, I mean that these events are filling sports arenas and getting up to 50,000 fans

Some examples of characters in the game Fortnite

The Tennessee Insuror © images are property of Epic Games

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to be spectators. As a result of this growing "eSports" segment, requests for coverage of the events has increased significantly.3

Spectators watch Fortnite players at the E3 event at StubHub Center

“The sponsors of these teams are making money, and the sponsors were the ones who were initially contacting us, through their agent, looking for coverage for their teams and their exposures,” explains Scott Lunsford, senior vice president of K&K’s sports division. “And frankly, there's not a lot of exposure. They're sitting at a table with a monitor and a control set in front of them and playing video games.”

What Are They Even Covering? Much like regular coverage for events and event promotion, there are options for CGL, D&O, property, inland marine, commercial auto, sexual abuse & molestation, crime, excess accident medical (participant accident), workers' compensation and excess liability. But there are also coverage options available for sanctioned events, office premises, scheduled premises of the eSport team practices, participation in eSports competitions, promotional and marketing events, ceremonies and other customary business operations of the insured team. K&K’s venues program also offers coverage for eSports facilities. The minimum premium is $3,500.

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A gaming tournament was just held in Clarksville in April – will these eSports tournaments continue to grow in popularity? Only time will tell, but with this much revenue involved, there's a good chance we'll see more in the next few years. 1 - per "Fortnite now has 125 million total players" via https://www.pcgamesn.com/fortnite/fortnite-battle-royale-player-numbers 2 - per "K&K Unveils New eSports Program" via https://www.iamagazine. com/markets/read/2018/07/23/k-k-unveils-new-esports-program 3 - per "'Fortnite' popularity keeps growing as free game generates $318M in revenue for May" via USA Today at https://www.usatoday.com/story/ tech/talkingtech/2018/06/26/fortnite-revenue-reaches-record-318-m-freemay/735042002/

About the Author Daniel Smith serves as the Director of Communications for Insurors of Tennessee. He has a Bachelors degree in Marketing with a minor in Graphic Design from the University of Tennessee at Chattanooga. He may be contacted at dsmith@insurors.org. u 16

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The Tennessee Insuror ANA_2018_Ad_Template_TN_IIA_Insurers_of_Tennessee.indd 1

17 4/13/2018 8:53:51 AM

Future Leaders Spotlight

presented by

Jimmy C. Ward • The Crichton Group - Nashville

Jimmy Ward of The Crichton Group

Jimmy C. Ward is a Nashville native with a close-knit family that has multiple connections to the insurance industry. His father, Jimmy Ward is one of the principals at The Crichton Group, and his sister, Katie Anderson, also works in the industry in Atlanta. When Jimmy isn't selling insurance, you can find him perfecting his golf game with family and friends or catching up with them to follow UT sports.

The Insuror: Can you tell us a little about your current job title and responsibilities? Jimmy: I recently changed roles at The Crichton Group. Before switching to my new role I was working as a Marketing Assistant. As a marketing assistant I worked closely with our Marketing Director, Kelly McNulty, and was able to learn a lot about the industry and ins and outs of marketing. I was also able to work closely with many different carriers building relationships and learning the underwriting side of the business. My new role is as a Commercial Insurance Advisor/ Producer. In this role my job is to work closely with clients to come up with strategies – depending on their industry – to help mitigate risks so they will be able to cut costs. This is a role that I really enjoy because I get to be out in front of people more often and get to see different businesses and meet great people.

The Insuror: What can you tell us about your educational background? Jimmy: Here in Nashville, I went to Ensworth Middle School and Ensworth High School. Afterwards, I went to Auburn University which I attended for a year and a half before transferring up to Knoxville. I went to Pellissippi State Community College (PSCC) for a year and learned a lot about myself in the process. I ended up graduating from PSCC and went over to the University of Tennessee in Knoxville where I graduated from the Business School with a major in Supply Chain Management with a secondary focus in Marketing.

The Insuror: How and why did you get your career in the insurance industry started? Jimmy: My dad has been in the business for 30 years, so 18

insurance is something I have grown up around. One day in particular sticks out to me, and is one of the driving factors of why I chose this industry. Back in May of 2010 when Nashville experienced one of the worst floods in our city's history, the basement in our house was flooded along with the many other families in the city. Instead of clearing our basement of water my dad, mom, sister and I went over to a small church that The Crichton Group insured. We were ripping up carpets, removing drywall and doing any other clean up work that was needed. At the time I wasn’t sure why we were there, but I asked my dad he said, “This is what I do for a living. We help people when they need it the most.” That is something that has always stuck with me. In a perfect world no one needs insurance, but we don’t live in a perfect world and things happen. I got into this business because when that day comes, and a business or someone is having one of their worst days – I want to be there, and help them rebuild and repair. In my opinion, that is the purpose of the Insurance industry. We can really make a difference in a company’s or individual's future in their time of need.

The Insuror: Do you have any influences/role models in the industry? Jimmy: I have many role models in business. The first person I would say would be my father. He has taught me so much in how to treat people, and to always do the right thing even if it’s not the easy one. Other than him, I would say Cooper Jones, our agency's President, is a role model of mine. I have known Cooper since I was young and he is someone I hope to be like one day. He started in a similar role as me, and has risen all the way to the top of our company. He is a great leader that anyone would be willing to follow. To be a good leader you have to be personable and knowledgeable. Cooper definitely has both of these qualities and demonstrates them on a daily basis.

The Insuror: Is there any advice you could offer Young Agents or others in the industry to achieve success? Jimmy: My advice for someone would be always remember what we are here to do. It’s not to collect premiums or commission but to help businesses and people. The guys/ girls that get lost in the premiums and commissions won’t make it in the business for long. The people that stay in the business are the ones that are in it for the right reasons. If you remember what we are here to do and work hard to help people in the right way then you will be successful. The Tennessee Insuror

The Insuror: As an independent agent, you have many partners in this industry, including carriers, MGAs and many more. How do you determine which ones are the right relationships? Jimmy: At the end of the day we want to have the best relationships with all parties involved. When it comes to selecting a carrier or someone to do business with we always try to do what is best for our clients. With the different niches that our company has developed certain programs are better for different types of clients. Our job is to find the best carrier/ program to fit with our clients and this changes on a case-bycase basis.

The Insuror: Thank you for giving us your time, Jimmy, we appreciate it and wish you continued success. Jimmy: Thank you for selecting me for this article. There are a lot of great young leaders in our industry and it is very humbling to be chosen. I look forward to reading about the other future leaders of our industry. u

Young Agents ‘18

Upcoming Events and Information

Our Young Agents Committee strives to offer young insurance professionals with opportunities to network and develop in the industry. The following is the remaining schedule of events for 2018, please contact Insurors or your Region representative for more info on these meetings or to RSVPfor a specific event: August 21 - Memphis Learn & Leisure | Business of Food Seminar Phillip Ashley Chocolate • 3:30-5 pm | Hammer & Ale • 5-7 pm CST August 22 - Nashville Learn & Leisure | Business of Food Seminar Tempered Chocolate • 3:30-5 pm | Von Elrod's • 5-7 pm CST October 28 - Insurors Convention Young Agents After Party TBA • 9-11 pm CST

INTRODUCING

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

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

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

Your Back-in-Business Insurance Company®

Young Agents Committee David Allen, CIC, CRM - Chair Principal Agent RSS Insurance Chattanooga dallen@rssins.com continued... The Tennessee Insuror

berkleysig.com 19

Tim Treadwell V - Immediate Past Chair Account Executive Boyle Insurance Agency Memphis timt@boyle.com Cy Young - Region I President Young-Hughes Insurance Alamo cy@younghughesinsurance.com Alan Sisk, AU, AINS - Region II Producer Geny Insurance Nashville alan@genyinsurance.com Erica Buchhammer - Region III Insurance Adviser Beacon Insurance Advisers Knoxville erica@beaconinsuranceadvisers.com For more information, or for any questions on the Young Agents Committee and its programs, please email Daniel Smith at dsmith@insurors.org or call 615.515.2601 or contact Dakota Weatherford at dweatherford@insurors.org or 615.515.2608. u

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The Tennessee Insuror

From Your President

A Special Convention for a Special Year

With just 5 months to go in 2018, I am already beginning to reflect on my year as your Insurors President. It's been a real honor to serve in this position, and I've been especially blessed to do so in our 125th Anniversary year and the final year of service for my friend and mentor – Insurors CEO Chuck Bidek. I am really excited about some of things we still have planned for 2018, but in particular I'm excited for our 125th Anniversary Convention. Taking place on October 27-30 at the Omni in downtown Nashville, we have some great things in store for attendees. This year I appointed several of our members to a Convention & Meetings Committee, and that group has made some great recommendations to help improve our event. So, rather than focus on the traditional parts of our schedule that you already know, I'm going to discuss some of the special things we've scheduled for this year.

Saturday, October 27th Our opening afternoon will feature a couple events for those arriving in Nashville a little early. First, at 2 pm CST we're going to take a group to see the Nashville Predators take on the Edmonton Oilers at Bridgestone Arena. Hockey is a fun live sporting event, and the Predators are on one of their biggest runs of success in franchise history. We're finalizing our tickets now, so stay tuned for more info. After the hockey game, come catch some college football with us on the big screens at the Bar Lines restaurant in the Omni.

ment opportunity, as we have rented out the top two floors of Top Golf Nashville for you to network, relax and take a few swings (just not at each other please). Afterwards, our Young Agents will host their afterparty at a venue that's so new it's not even open yet.

Monday, October 29th On Monday morning, we're having what is sure to be one of the most popular events on the schedule. Our company executives panel, entiled "Agency Vision 2020," will be moderated by Big "I" National CEO Bob Rusbuldt and feature these special guests; Travelers Southeast President Carrie Cheshier, Arlington/Roe CEO Jim Roe, Penn National CEO Christine Sears and West Bend Mutual CEO Kevin Steiner. It should be a great event. That afternoon, our traditional activities like golf and clay shooting will be available, but we'll also be offering Cars & Cigars – where you can learn about insuring high-end vehicles and even take one on a test drive. Monday evening we will have a black tie optional event to celebrate the career and achievements our friend Chuck Bidek has had in our Association and Industry. He has been everything that we could have asked for the last 43 years and I hope everyone will sign up to and enjoy some "Chuckisms" and memories!

Tuesday, October 30th On Tuesday morning we will have our traditional Association Day and Annual Meeting. This meeting helps us complete the business of the Association and also has all those door prizes!

Sunday, October 28th

Please Register Now!

Our Sunday event opens with our trade show, and it has already sold out and will be the largest in our 125 year history! During the trade show, we will be hosting "mini breakout" sessions in the exhibit hall. The sessions will cover topics like agency contracts, video marketing, using your agency's CMS and digital marketing.

I really hope you'll join me this year at the convention. I think we have something for everyone and it will be well worth your time and money. If you do make it, please see hello to my wife Suzanne and I when you see us. We've already had over 250 attendees register for this event, and many of our functions are almost sold out. Don't delay in getting registered, and I look forward to seeing you all there! u

On Sunday evening, we'll have a new entertainThe Tennessee Insuror

“I am really excited about some of things we still have planned f o r 2 0 1 8 ...”

Chris Allison, CIC 21

Olympia Insurance

The Tennessee Insuror

From Your IIABA National Director Flood and Farm Issues Keep Cropping Up By the time you read this, we will hopefully have a solution on the reauthorization of the National Flood Insurance Program (NFIP) and final passage of the Farm Bill. The NFIP is set to expire on July 31st, and a version of the "Farm Bill" has been passed in both Houses, but the two bills differ greatly.

NFIP Reauthorization We are in the height of Hurricane season, and although a quiet season is predicted, all it takes is the formation of one bad storm. And hurricanes aren't the only issue, as we all know flooding can happen anywhere at any time. Just recently, heavy rains in the Denver area caused flooding that resulted in a death and heavy flood damage. As I am writing this, the U.S. House just passed a 4-month extension of the program, but it faced heavy opposition. The Big "I" coordinated a grassroots effort from members, realtors, homebuilders and others in the insurance industry helped pass the bill. Now it faces opposition in the Senate, specifically from Sen. Mike Lee (R-UT), who feels the heavily in-debt program needs reforms before extension. The NFIP is important, and until we have other private market options, it is the only way to insure millions of homeowners in our country from flood risks. UPDATE: Just ahead of the deadline, the Senate passed a short 4-month extension for the NFIP. However, a long-term extension is much needed. Big “I” federal government affairs counsel Jennifer Webb summarized it like this: “While the Big ‘I’ appreciates the Senate acting to extend the NFIP, it is critical that the Senate continues to work with the House to achieve a longterm extension of the NFIP and needed commonsense reforms to the program ahead of November 30. The Big ‘I’ supports a long-term extension of a modernized NFIP that would increase take up rates for flood insurance, both in the NFIP and in the private market.” You can view that guidance at https://bsa.nfipstat.fema.gov/wyobull/2017/w-17069.pdf – but The Tennessee Insuror

of course we are hopeful that you never have to use it.

The Farm Bill and Crop Insurance The U.S. Senate passed the “Agricultural Improvement Act of 2018,” by Sen. Pat Roberts (R-Kansas) and Sen. Debbie Stabenow (D-Michigan). The bill passed 86-11, the largest margin ever for a Senate Farm Bill. In the House, however, only Republicans supported a Farm Bill that passed by a two-vote margin. So where does that leave us? Webb summarized it like this: "Even though both the House and Senate have passed a Farm Bill supportive of crop insurance, it may be some time before a final bill heads to the President’s desk. The bills significantly differ on several contentious issues. This means that the process for reconciling the two bills into something both chambers can approve – and that the President will sign – is likely to be difficult. Changes to the bills – including changes to the crop insurance provisions – are possible during this process. Of note for Big “I” members, neither the Senate or House bill contains cuts to the Federal Crop Insurance Program (FCIP). The Big “I” and a number of Big “I” state associations sent letters to every member of the House of Representatives urging opposition to any amendments to the Farm Bill that would 1) limit participation in crop insurance, 2) make insurance more expensive for farmers or 3) harm the private-sector delivery of crop insurance."

“The Big "I" is working hard to protect our i n t e r e s t s . . .”

These programs impact agents, carriers and insureds across the country, yet we seem to facing issues with them every year. The Big "I" is working hard to protect our interests, and you can help by contacting your elected Federal officials and discussing their importance, and by donating to our Federal political action committee - Insurpac National. Please contact me at lmoraniii@inter-agencyinsurance.com if you have questions and/or interest in supporting these efforts. u

Lou Moran III 23

Meeting my customers where they work. Crafting each policy to meet different needs. Partnering with Builders Mutual insurance.

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The Tennessee Insuror

From Your CEO A Boy Named Sue!

With our 125th Anniversary Convention coming up I couldn't help but to think back to the first Insurors Convention that Barb and I attended in 1975. I just had come to work with Insurors in September and my new boss, Jim Alexander Sr., asked Barbara and I to attend the convention in Gatlinburg. Not knowing much about Tennessee geography at the time I had assumed that Gatlinburg was near Nashville. I got that logic from listening to a Johnny Cash song released in 1969 called “A Boy Named Sue.” I remembered a line in the song that said “well it was Gatlinburg in mid-July, and it just hit town and my throat was dry, I thought I'd stop and have myself a brew.” I knew that Johnny Cash lived in Hendersonville so I just figured Gatlinburg must be around here somewhere. That was my first of many learning opportunities to come. As September began the office staff started work on the convention in earnest. Mrs. Alexander came from their home in McKenzie to take over the "COO" role of the convention. Everything was kept on lists of yellow pads (i.e. agency spouse attendee, golfers, tennis players, company attendees, company spouses, ad nauseam), and all registrations were received by U.S. mail. Folks wanting rooms at the Convention registered through us and we sent the reservations to the hotel. Name Badges were sent to a printer from the badge list and were checked for errors, name changes, new spouses and were reprinted several times. The badges lead to the seating chart for the final banquet, which Mrs. Alexander designed using quarters to make table charts and carefully placing the names of who set next to who. I quickly found that that this was more important than I thought. Each couple was carefully selected to for their table. Seemed like with each couple came a story – good or sometimes bad. At that time, the staff consisted of Jim – or "Mr. A" as he was known – who was in charge of the board meeting and the invited speakers. Most all Jim raised the money from the companies. I imagine all of you have been to a convention The Tennessee Insuror

and heard the phrase, “This wouldn’t be possible without our sponsors.” That tradition still lives on today! Sandy Johnson was our bookkeeper at that time, and this was long before credit cards. Most people checked "bill me" on the registration creating an invoice that would need followed up on for months and require several billings. To earn my keep and go to the convention, Mr. A thought that I should pickup speakers at the Knoxville Airport. Remember, this is the same guy that thought Gatlinburg was near Nashville. I learned my way to Alcoa from Gatlinburg without going through Knoxville or on I-40. I am still proud of that! Since I was to be the Education Director, some members had complained or at least suggested that we have some learning experience at the same time the Annual Golf Tourney was being held. This was on Monday of the convention and it was virtually always full. After proper marketing of this new endeavor, I think we had seven people to register and two that managed to show up. In 2018, this idea came up as a suggestion again. Another Insurors tradition.

“T h a t w a s my first of many learning opportunities to come.”

Door prizes were alive and well at my first convention. Since we let the companies bring their own prizes we had them of all shapes, sizes and costs. Just getting the prizes from the companies was quite a task. Most companies were kind enough to bring the prizes by the office so we could transport them for them in one of our three cars along with the badges, materials, speaker gifts, etc. For reasons unknown to me we could not rent a truck, but could have “USelect it Gifts’’ for prizes. This was a mail order service prior to us using Service Merchandise (and today Costco). When we arrived at the River Terrace Hotel, I was given a very nice room that even came with a fireplace. Being newly married, I wanted

Chuck Bidek, CPCU 25

to have a romantic ambiance for my bride so I insisted on getting the hotel to start the fire for the evening. After all it was the middle of October right? Proving some truth to the phrase, "You ain’t from around here,” I had not thought to consider that the day temperature had hovered around 90 degrees.

Then things changed. Companies no longer want to be in the business of sponsoring liquor events, liquor is now readily available in all most towns, and groups like MADD have made us aware of the problems that can be created by hosting such events with attendees who may later leave the venue and drive a vehicle.

After our room temperature fell during the night into the low-80s we were ready to attack the day and meet our members and guests. While the board meeting was going on the spouses were drafted to help the staff run the registration area. My wife, Barbara, jumped in to help. Knowing no one, she did what she could to pronounce the names as correctly as possible but seemed to have trouble with one guest who was a local from Sevierville. After several times of not understanding his name she sought help from Mrs. A. Today she is still embarrassed to say that she finally figured out that his name was David Williams – who has been and remains our lifelong friend.

Moreover, our Association is not a "good old boys" club. The world has changed, and Insurors' world has changed. That said, people will still come up to me ask, "where are the hospitality rooms?" I’d like to have a sign in the lobby touting Hospitality Rooms for former companies like USF&G, Cherokee, Little Aetna, Exchange Mutual and Home Insurance. I can guarantee that several people would be standing outside the room – or maybe even pounding on the door – and asking to get in.

WHY WALK

WHEN YOU CAN SOAR?

The World Has Changed After the board meeting, I learned the value of "Hospitality Rooms" and their importance to the convention. At that time the make-up of the audience in the room was 99.9% male. Over the early years of convention the Hospitality Rooms continued to grow. In the Opryland years it continued to the point that at one time we had 23 rooms running concurrently.

Other things have changed at our convention as well, and we're pleased that our members still see the value and have helped us advance the event. And although the world has changed, I still believe that our convention provides a great opportunity for agents in the state to meet, learn and improve. Even after all these years, it is still a "work in progress" as we continually try to improve it. Please come to the Convention, celebrate our 125th Anniversary, and help keep our Insurors traditions alive – both old and new! u

WHY WALK

WHEN YOU CAN SOAR?

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The Tennessee Insuror

Education Calendar

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

CISR

Fee: $186

CE: 7

6/19 6/19

Industry: Regulations to Operations CE: 3 $79 The Law of Insurance Contracts CE: 3 $79

10/2 Commercial Casualty II 10/3 Commercial Casualty II 10/4 Elements of Risk 12/4 Commercial Property 12/5 Commercial Property

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CIC

CE: 24 (Ruble 16)

Online Courses (www.iiaba.net/vu)

Knoxville Nashville Nashville Memphis

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

Fee: $430

8/15-17 Commercial Multiline Institute 9/11-13 Commercial Casualty Institute 11/7-9 Commercial Multiline Institute 2/27-3/1 Commercial Casualty Institute

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) 6/5 6/5 6/5 6/5 6/5 6/5 6/5 6/6 6/6 6/6 6/8 6/19 6/19

Premium Auditing: Agents Must Know CE: 2 $52 Why Agents Aren't Risk Managers CE: 3 $79 Industry: Regulations to Operations CE: 3 $79 The Law of Insurance Contracts CE: 3 $79 Basics of Commercial Property Und. CE: 3 $79 Basics of Property Values and Co-Ins. CE: 3 $79 Torts, Negligence & Liability CE: 3 $79 E&O - Agency/Carrier Relationships CE: 2 $48 E&O - Understanding Agent Duties CE: 2 $48 D&O Liability CE: 2 $48 Cyber Insurance Deconstructed CE: 2 $48 Premium Auditing: Agents Must Know CE: 2 $52 Why Agents Aren't Risk Managers CE: 3 $79

CRM

Fee: $430

9/26-28 Principles of Risk Management*

Nashville

Available from IIABA Virtual University. Member pricing shown.

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

$75 $50 $80 $100

*check VU site for current information on CE and pricing

Available from The National Alliance

(www.scic.com)

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

$75 $75

(insurors.ceu.com)

Insurance Principles and Policies CE: 7 Long Term Care CE: 24 Workersâ&#x20AC;&#x2122; Compensation CE: 10 Employee Benefits for Small Companies CE: 4 Healthcare Reform and Affordable Care CE: 5 e-Coverage CE: 15 Fundamentals of Personal Auto Insurance CE: 3 Management Process for Ins. Professionals CE: 21 Intro to Flexible Spending Accounts CE: 4 Terrorism and Its Impact on Insurance CE: 4 Toxic Mold and Homeowners Insurance CE: 15 Understanding the Industry of Insurance CE: 5

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

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

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The Tennessee Insuror

Government and Legal Affairs Dealing with Elderly Policyholders

What Do You Do When They Call You Twenty Times a Year Asking for a Copy of Their Policy? Written by Richard Lund, J.D., VP, Sr. Und., Swiss Re Corp. Sol. We recently received the following question from a Swiss Re Corporate Solutions insured agent: "We have many customers that are now in their 70s, 80s and 90s and are obviously not cognizant. What are the best procedures for us to follow for E&O" 1. The customer is obviously not cognizant (calls 20 times a day; repeatedly asks for copies of their policies â&#x20AC;&#x201C; we have one that has asked maybe 20 times in the last year) and we DO NOT have a POA (Power of Attorney) from someone taking care of their affairs? 2. We are presented with a POA from someone supposedly representing the customer? 3. I know their son/daughter/relative, can I contact them and let them know there is a problem? These are interesting questions. With our aging society and more baby boomers living longer, sometimes without retaining all of their mental faculties, this is just one more issue that needs to be considered. Our natural human reaction is that we want to help this person and possibly contact their family or loved ones and let them know that you are concerned about their well-being. The problem is, this is first and foremost a business relationship, and you first need to consider it in those terms. This may sound harsh, but because it is a business relationship, unless you have a Power of Attorney (POA) from them

The Tennessee Insuror

to discuss their affairs with someone else, you should not be discussing it with anyone other than them. However, this does not mean that you cannot discuss their coverage with someone else without a POA. If your customer has established a course of dealing with you where they have allowed a family member (usually a child, sibling or other close relative) to be part of your conversations with them, AND YOU HAVE DOCUMENTED IT IN WRITING, then you can continue to discuss their insurance with that person. HOWEVER, unless you have a POA giving that person authority to LEGALLY act on their behalf, you should not make any changes to the policy, including but not limited to: changing coverages or beneficiaries, adding or deleting parties, cancellation, or any other material changes. So, what if you are presented with a POA from someone who purports to act on behalf of your customer â&#x20AC;&#x201C; should you accept it? Generally, the answer is yes, if the POA is properly authenticated under local state law (in most states, it would be notarized). Once you have verified their authority, document your file accordingly and proceed. Other situations could arise where the customer has been placed under a conservatorship or guardianship by a court, and as long as you are provided with proper legal documentation from the court, you can act at the direction of the court appointed representative. The next option is that you could decide to no longer represent that customer for their insurance needs. This could be considered a drastic measure, but if you want to protect yourself from an E&O exposure, then that is certainly an option. If you choose this option, you should send written notification to the customer by certified mail with return receipt request-

ed that you are no longer going to represent them for their insurance needs. This will ensure that you have documentation in your file that the letter was received. There is a sample "Disengagement Letter" you can adapt to your own use on the E&O Happens website at https://rms.iiaba.net/Prevention/Pages/Procedures/Letters/default.aspx. Our aging society is creating new issues that may not have been fully considered in the past. So, when you are presented with this situation, and you follow these simple steps, you will help protect yourself from an E&O exposure and still provide the service your customers have come to expect. This article is intended to be used for general informational purposes only and is not to be relied upon or used for any particular purpose. Swiss Re shall not be held responsible in any way for, and specifically disclaims any liability arising out of or in any way connected to, reliance on or use of any of the information contained or referenced in this article. The information contained or referenced in this article is not intended to constitute and should not be considered legal, accounting or professional advice, nor shall it serve as a substitute for the recipient obtaining such advice. The views expressed in this article do not necessarily represent the views of the Swiss Re Group ("Swiss Re") and/or its subsidiaries and/or management and/or shareholders.

YOU’RE INDEPENDENT. BUT YOU’RE NOT ALONE.

INSURORS CUTS THROUGH THE RED TAPE TO GET YOUR VOICE HEARD. HELP US WORK FOR YOU “ON THE HILL.”

About the Author Richard F. Lund, JD, is a Vice President and Senior Underwriter of Swiss Re Corporate Solutions, underwriting insurance agents errors and omissions coverage. He has also been an insurance agents E&O claims counsel and has written and presented. u

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www.summitholdings.com Policies are underwritten by Bridgeﬁeld Casualty Insurance Company and Bridgeﬁeld Employers Insurance Company, authorized insurers in AL, AR, FL, GA, IN, KY, LA, MS, NC, SC, TN and TX; BusinessFirst Insurance Company, authorized in FL, GA, KY, NC, SC and TN. ©2018 Summit Consulting LLC | 2310 Commerce Point Drive, Lakeland, FL 33801

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Industry Innovation Committee The following Insurors members have been appointed to serve on the Industry Innovation Committee for 2018: Kym Clevenger, CPCU, CACW Co-Chair President The Assurance Center Knoxville Stephen Masterson Co-Chair Vice President Hollis & Burns Memphis Kathleen Glass Burk Member Account Executive Kemmons Wilson Insurance Group, LLC Memphis Brandon Clarke, CIC Member President John Bailey Company Knoxville Matt Felgendreher Member Executive Vice President W.C. Dillon Company Nashville Lavonda Shipley Member Property & Casualty Marketing Manager Reliance Partners Chattanooga Jamie Williams, CIC, CRM Member VP/Agency Manager Hardin County Bank Insurance Agency Savannah Cam Winterburn Member Principal Agent Winterburn & Associates Pulaski

Acuity Loves You!

Bill Emerick, CIC, CPCU, AU, ARM Ad Hoc Member Regional Vice President Penn National Insurance Nashville

PROUD Convention & Meetings Committee

TO PARTNE R W I TH TH E BE ST D EP have EN Dbeen ENappointed T AGEtoNTS I N TH E BUS I NE S S! The following Insurors IN members serve on the Convention & Meetings Committee for 2018: Bob McIntire Co-Chair Co-founder/Principal Agent McIntire Insurance and Real Estate Cleveland Christy Jones, CISR, CAPI Co-Chair 34

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Association Update

Moran and Evans Named to Big "I" Committees Two Insurors members have been appointed to Big "I" Committees. First former Insurors President and current IIABA National Director Lou Moran III, of InterAgency Insurance Services in Knoxville, has been named to the Government Affairs Committee.

In addition, Mel Evans of Insurefit RM in Knoxville has been appointed to the Big "I" Diversity Council. Mel will work with the council to promote opportunities for increased diversity in our industry. Their terms will commence on September 1st, and each is an annual appointment.

BB&T Rebrands as McGriff Insurance Services On June 25th, BB&T Insurance Services announced that they would begin doing business under the brand of McGriff Insurance Services. The new name comes from affiliate McGriff, Seibels & Williams, which provides property and casualty insurance, employee benefits, life and pension plans, financial services and surety products, as well as specialty insurance programs. The McGriff name change also corresponds with the agency's expected completion of Regions Insurance Group. McGriff currently operates 4 locations in Tennessee.

Summers Named to "Young Memphis" List Howard Summers, a commercial broker for Lipscomb & Pitts Insurance in Memphis, was recently named to Memphis Crossroad magazine's "2018 Young Memphis" list. A publication of the Greater Memphis Chamber, the magazine recognized 10 leaders in the area under 40 years of age. Some of the highlights of Summers bio included his work with charities like St. Jude Children's Research Hospital and SoundCheck.

Emery Joins IGA to Add Employee Benefits Jamie Noe, owner and CEO of Insurance Group of America, LLC (IGA) has announced that Wayne Emery has joined IGA in Franklin. The new operation will allow IGA, a property and casualty agency, to expand its products and services to include Employee Benefits for IGAâ&#x20AC;&#x2122;s new and existing customers. As a 1977 graduate of Middle Tennessee State University, Wayne Emery is a 40-year veteran in the employee benefits industry. His vast background includes management positions with many different companies and his own firm, Benefit Consulting Alliance - operating it until it sold in 2013.

Pettit Named to "Elite Insurance Women" List

Govic Named Area President at Gallagher Jessica Govic was recently named as the Area President of Insurance and Risk Management for Gallagher's Brentwood and Louisville offices. Govic started her career in Gallagher's Public Entity Division in Illinois in 2007. She was named as a "2018 Power Broker" by Risk & Insurance magazine. Her responsibilities include driving organic growth, retaining clients, hiring and developing new producers, and sourcing and acquiring new merger partners.

Collier Insurance Partners for BRIDGES USA Collier Insurance in Memphis recently announced that they have helped BRIDGES USA receive a $5,000 donation from the Nationwide Private Client Partners in Giving program. The BRIDGES program offers opportunities for young people to become confident and courageous leaders committed to community transformation. The Tennessee Insuror

backgrounds.

Laura Pettit, president of RSS Insurance in Chattanooga, was recently named to the "Elite Women 2018" list by Insurance Business magazine. Pettit helps lead the agency and focuses on recruiting and training individuals from outside the industry to help their organization build successful partners with diverse

Dyer Now Partner at W&A Wimberley Agency White & Associates Insurance (W&A) has announced that Jon Dyer has joined Tommy Wimberley as a partner of their W&A Wimberley Insurance Agency in Paris. Dyer joined the agency three years ago and quickly advanced his insurance insight with the AAI and CWCA designations. He is also a graduate of the Insurors Dale Carnegie communication and leadership program. u 35

Your insights

Our

strengths and expertise

= Top-class

protection around the world

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 visit www.bigimarkets.com and select the Lawyers Professional Liability Program.

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

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

Company Spotlight

West Bend

THE SILVER LINING®

West Bend is a special company. They’re proud to be recognized as one of the very best P&C insurance companies in the United States. They’re proud to provide their associates with a “best place to work.” They’re proud of the special relationships they share with their independent agent partners. And as a mutual insurance company, they’re proud to protect the valuable property of their policyholders. You have a commitment from West Bend that they will continue to work hard to be the company of choice for all their partners.

Financial Strength Last year was a very challenging one for the P&C insurance industry. Natural disasters and catastrophic storms caused more than $300 billion in total damage. West Bend also experienced a record number of catastrophe storm losses. These storms created many opportunities for their claims associates to provide a “Silver Lining®” experience for policyholders. In fact, 95% of the policyholders who experienced a claim would refer West Bend to a family member or friend. With these challenges, one might expect that 2017 was a financiallydifficult year for West Bend. However, the company reports that was not the case. Thanks to reinsurance partners and diversification, West Bend produced an outstanding combined ratio of 93.8%, a result significantly less than the industry overall. They also continued to build financial strength with a $94 million increase in policyholder surplus, ending 2017 with more than $1 billion of surplus! This growth equates to a return on surplus of almost 10%. Despite the many challenges the industry faced in 2017, the insurance marketplace remains very competitive. The Tennessee Insuror

That makes the increase in West Bend’s direct written premium of 7.1% to $1.119 billion particularly rewarding. This includes writing a record $168 million of new business.

West Bend's Divisions Although each profit center targets select groups of customers, Commercial Lines, NSI® and Argent® leverage business opportunities when the right account is presented to West Bend. Commercial Lines While West Bend insures many kinds of businesses, we're particularly good at providing coverage for small-tomedium-sized businesses. Retail, auto service businesses, professional service providers, distributors, contractors and commercial/residential buildings are just some of the businesses in which this division specializes. NSI NSI focuses on market segments and situations many other carriers don't want to insure. Their professionals have decades of experience and customers benefit from it with creative products and services that meet the needs of businesses other insurers think are hard to place. NSI has more than 100 target markets, including child care centers, beauty salons, fitness centers and YMCAs. NSI also offers construction bonds, court and fiduciary bonds and fidelity coverages. Argent® Argent specializes in workers' compensation insurance. They help customers manage their exposures by working closely with them and their agents to identify the most critical needs. Then Argent develops a plan to improve their results through loss control, medical cost containment and education. u

Tennessee Contacts Tammy Spearnock, CIC, CRM Sr. Regional Sales Manager 615.330.7085 tspearnock@wbmi.com Carol Armstrong, MBA, CPCU, CIC, AU, WCLA Sr. Regional Sales Manager 865.804.2921 carmstrong@wbmi.com Kimberley Wilson, ARM, CPIA State Sales Manager - TN, KY 608.410.3544 kwilson@wbmi.com About West Bend Mutual Insurance For nearly 125 years, West Bend has been providing valuable insurance coverages and services to home, auto and business owners. West Bend's associates are committed to providing superior service to policyholders and independent agent partners. With a five-year combined ratio of 95% and a five-year compound annual growth rate of 8.5%, West Bend significantly exceeds industry results, certainly placing them in the top quartile of P&C insurance companies A.M. Best recently raised West Bend’s Issuer Credit Rating (ICR) from “a” to “a+”. In addition, A.M. Best affirmed our Financial Strength Rating (FSR) of “A” (Excellent). The outlook for both ratings is stable. The FSR is the traditional measure of an insurance company’s financial strength, while the ICR is a more modern and granular measure of financial strength. The upgrade shows A.M. Best has recognized West Bend’s strong performance over the last several years. 37

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

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

Get more information now at www.securerisk.com

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Program Spotlight InsurPACTN In case you've been abstaining from every form of media possible, this is election season in Tennessee. With the Governors race and heavy turnover in our State Legislature, there are many new faces asking for donations to their campaigns. Insurors makes these donations based on the contributions you provide to InsurPACTN.

& Banking, Commerce & Labor, and Finance, Ways & Means Committees that we deal with frequently in the State House and Senate. There will also be a new Speaker of the House and possibly a new Commissioner of the Department of Commerce and Insurance. We need to be positioned as an organization that these individuals will count on for industry insight.

InsurPACTN is the registered political action committee (PAC) of your Association. The PAC is focused on providing financial and information support to candidates and members of the Tennessee General Assembly who believe in a competitive free enterprise system and are dedicated to the promotion and preservation of a competitive insurance climate.

Other Than Donating, What Can I Do to Help?

How Does Donating to the PAC Help?

Donations are a critical part of our efforts, but involvement and â&#x20AC;&#x153;grassrootsâ&#x20AC;? support are also key. Get to know your legislators. If you have existing relationships, let us know about them. When you have insurance, business or other issues that are important to your agency, let your elected officials know about your position.

By supporting InsurPACTN, you give the Insurors Government Affairs team the ability to support candidates and legislators who most closely affect and support the issues facing our industry. With new members of the General Assembly coming on board, there will be new appointments to the Insurance

If you want to get more involved, attend our annual legislative reception during the beginning of session, or contact Ashley Gold and Chuck Bidek at Insurors. For more information or to donate to InsurPACTN, visit http://www.insurors. org/what-we-do/government-affairs/ u

The Markel difference Service | Strength | Specialists

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

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Recruiting new talent. Target marketing. Competing for new business. Perpetuation planning.

As an independent agent, the path forward isn’t always clear. With Keystone, the best resources are at your fingertips to help you carve out clarity from our industry’s complexities. We connect you to a community of like-minded independent agents, provide access to relationships that extend beyond your geographic reach, and employ the expertise that expands opportunities for you and your clients.

Success is a journey. Let us be your guide.

Contact Michele Bicknell: 570.473.2148 mbicknell@keystoneinsgrp.com keystoneinsgrp.com

Because independence works better together. ©2018 Keystone Insurers Group ®. All rights reserved. This does not constitute an offer to sell a franchise in any state in which the Keystone Insurers Group franchise is not registered.

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Company Briefs 18 Associate Members in Ward's Top 50

Christy Walker joins the Tennessee office as an assistant underwriter. Her previous work included customer service representative for an independent insurance agency and underwriter for a managing general agency. She specializes in commercial lines business but has previous experience in all lines.

Insurors Associate Members ACUITY, Amerisafe, Auto-Owners, Central, Chubb, Cincinnati, Erie, Frankenmuth, Great American, ICW Group, Markel, Philadelphia, Progressive, RLI, Selective, Travelers, Berkley and West Bend Mutual were all recently included on the Ward's 2018 Top 50 for P&C. Each year, Ward's analyzes the financial performance of nearly 3,000 P&C insurance companies domiciled in the United States and identifies the top performers. Each Ward’s 50 company has passed all safety and consistency screens and achieved superior performance over the five years analyzed.

Phyllis Harris joins the commercial lines department as an assistant underwriter. Her previous experience includes seniorlevel account management and assistant underwriting for several insurance companies.

Arlington/Roe Adds 3 in Tennessee Arlington/Roe has added Aundra Hicks, Christy Walker and Phyllis Harris to its Tennessee Team. Aundra Hicks, AINS, API, CPCU has been added as a personal lines underwriter. Previously, she worked for Nationwide Insurance as a senior claims adjuster and State Auto as a senior underwriter. She has a B.A. in Finance from MTSU.

ACUITY Recognized with Operations Award Acuity recently earned a 2018 Stakeholder Team Accomplishment Recognition™ (STAR) Award from independent financial analysis firm Demotech, Inc., putting the company among the top 1 percent of insurers nationwide. Acuity is one of only four companies to earn a STAR award in each of the last three years.

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National Security has provided competitive, affordable insurance to policyholders for over 50 years, but we also provide a lot for our agents, with competitive commissions, excellent customer service and experienced company adjusters. As an admitted Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company, and online access for all agents, providing fast quotes, online policy issuance, online dec page printing, and real-time policy information. Find out more by calling Sharon at 1-800-239-2358 x213 or visit nationalsecuritygroup.com.

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Elba, Alabama

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

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

HarfordMutual.com 800.638.3669 42

INSURING BUSINESSES SINCE 1842 The Tennessee Insuror

The Demotech STAR Award recognizes insurers whose performance benefits all stakeholders, including agents, customers, employees, consumers, regulators and reinsurers. Acuity was honored with a STAR Award for exceeding performance criteria and maintaining outstanding financial strength and stability, profitability, claim handling, and compensation to employees and agents. Nationwide, just 25 of nearly 3,000 P&C carriers evaluated qualified for a STAR Award.

Scott Gunter, Senior Vice President, Chubb Group, Division President, North America Commercial Insurance. In that capacity, Rockwell will shepherd the business lines' underwriting strategies, authority, and general underwriting management.

J.W. Wilson Adds Silverman

Chubb Appoints Lewis and Rockwell Chubb has appointed Paul Lewis North America Commercial Insurance Industry Practice Leader for its North American mid-market segment. He will be responsible for leading Chubb's Commercial Insurance Industry practices in the United States and Canada, and will have oversight of Commercial Insurance Marketing. Lewis succeeds Jim West, who has announced his retirement after more than 38 years with Chubb. With Lewis's new appointment, Ben Rockwell, Chubb's current Commercial Primary Casualty Manager, will assume the role of North America's Commercial Insurance Chief Underwriting Officer, reporting to

Southern states.

J.M. Wilson has announced the addition of Cassandra Silverman as Assistant Transportation Underwriter in their North Charleston, South Carolina office. She will be responsible for quoting new and renewal business, corresponding with carrier underwriters, and assisting independent agents in Tennessee and three other

Silverman has previous experience as an Underwriting Intern for a Specialty Insurer. She graduated from Appalachian State University in May of 2018 with a Bachelor of Science in Business Administration (BSBA) in Risk Management & Insurance and a minor in Employee Benefits.

Burke Taking Over as CEO at Donegal Kevin Burke, who has been acting CEO since October of 2017, is taking over as president and CEO for Donegal Mutual Insur-

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(800) 666-5692 | JMWILSON.COM The Tennessee Insuror

ance Company in September. Burke will take over for Donald H. Nikolaus, who is stepping down after 37 years at the helm. Nikolaus has been on medical leave since last Fall, but will continued to serve the company as chairman of the boards of directors of Donegal Mutual and the subsidiaries of Donegal Mutual and Donegal Group. Burke was previously president and CEO of Donegal Group Inc. and has served as executive vice president and COO of Donegal Mutual Insurance since 2014 and in other positions at the company since 2000.

Johnson & Johnson Acquiring AmFed MGA Johnson & Johnson will expand its current business in Mississippi by acquiring the assets of the Managing General Agency - AmFed Insurance Services, LLC (AIS). The parties are drafting a definitive purchase agreement and expect the transaction to close this Summer. AIS is a wholly owned subsidiary of AmFed Holding Company, LLC.

SIU Launches Group Med. Stop-Loss Captive Southern Insurance Underwriters, Inc. announced the launching of a new specialty product designed to assist mid-sized businesses control the cost of employee benefit health insurance plans. The product is a group medical stop-loss captive insurance program designed for businesses with 100 to 500

covered individuals, especially those employers currently utilizing self-insured plans. Under a self-insured medical plan an employer contracts with a claims TPA that has access to a cost-efficient provider network, and with an insurer for “stoploss” coverage.

Builders Mutual Part of OSHA's Safety Program Builders Mutual Insurance Company participated in the 2018 OSHA National Safety Stand-Down in May to prevent falls in construction. During the week, Builders Mutual partnered with the North Carolina Department of Labor (NCDOL) and Little Giant Ladder Systems, Inc. to host Tailgate to Educate events. NCDOL staff demonstrated proper use of personal protective equipment (PPE), while Little Giant Ladder Systems, Inc. provided onsite ladder demonstrations and proper ladder safety techniques.

Tokio Marine HCC Appointing Rivera as CEO Tokio Marine HCC has announced that Susan Rivera has been appointed its next CEO effective September 1, 2018, replacing Christopher J.B. Williams, the current CEO. Williams is taking on a new role as managing executive officer and co-head of International Business for Tokio Marine Holdings, Inc. Rivera has served as Tokio Marine HCC’s EVP and COO since April. u

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

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

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Let’s Build Business Together MidSouth Mutual provides workers’ compensation insurance and services to agencies and their clients throughout the Southeast and beyond. Our market reach is expanding to better serve your clients. The states we serve are listed below. Alabama, Arkansas, Georgia, Indiana, Kentucky, Mississippi, Nebraska, North Carolina, Tennessee, and Oklahoma

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Contact Wendy.Cox-Vetitoe@bwood.com 615-263-1763 800-524-0604

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amerisafe.com - 800.897.9719 *Policyholder retention rate based on voluntary business that we elected for renewal quote: 93% in 2017.

The Tennessee Insuror

Twenty Years of Tennessee Titans •

...continued from page 8

Oh, how can you leave, “The Miracle Man,” Dr. Kevin Dyson off of that list, too?

Actually, the list could go on and on. A few more… •

• •

The late Rob Bironas nailed a franchise-best 60 yard field to beat Indianapolis in 2006, kicked an NFL-record eight field goals at Houston in 2007 and was the franchise’s best kicker. Keith Bulluck was the team’s best linebacker of the era and his nickname of “Mr. Monday Night” is still wellknown. Chris Johnson is best remembered for his 2000+ yard rushing performance in 2009, but he was a great player from the moment that he was drafted in the ‘08 firstround out of East Carolina.

My favorite moment is obviously the “Music City Miracle” game in January of 2000. But a story about why I love my job so much also comes from another Titans/Bills matchup in the year 2000. It was September of 2000 and the season opener was to be played at Buffalo, the first regular season game after “The Music City Miracle” happened eight months earlier. Titans Radio executive producer Larry Stone and I met with head coach Jeff Fisher every Friday for our radio production meeting. Fisher production meetings were incredible

because, after you had gained his trust, he would clue you in on just about everything going on with the team. As a broadcaster, the information was invaluable. As a sports fan, it was amazing to sit with an NFL head coach and hear insight that others could only imagine. On the Friday before the 2000 Buffalo game, Jeff told Larry and me what he planned to do with starting lineup introductions. Remember, back in the early 2000s, one unit from the visiting team was still introduced before each NFL game. Jeff decided not to introduce the offense or the defense; he would introduce the special teams “starters,” with Lorenzo Neal, Frank Wycheck and Kevin Dyson to be the final three players introduced. He wouldn’t just bring up “The Music City Miracle” in Buffalo, he would rub it in the faces of what was certain to be a hostile crowd. Larry and I thought that he was joking, but Jeff swore that he wasn’t. We didn’t know what to believe because Jeff was (and is) famous for practical jokes, but we couldn’t wait for the start of Sunday night’s game to see if he was serious. Was Jeff Fisher crazy enough to do this? He was. In Rich Stadium, on national television, with 80,000 Bills fans spitting fire, Jeff Fisher sent 11 special teamers out for introductions with Neal, Wycheck and Dyson coming out last. It was a pro wrestling move, something akin to Hulk Hogan’s

THE Music City MIRACLE

Kevin Dyson (87) heads for the end zone during the "Music City Miracle" play

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Not all markets are available in all states

“heel turn” as he dropped his perfect “good guy” image and became “Hollywood Hogan” while forming the evil NWO. The Buffalo booing was the most brutal that I have ever heard. Pure venom. I think that Buffalo fans were in shock that Jeff Fisher had the guts to do it. I looked at Jeff on the sidelines and I swear that I saw him smiling. But Jeff did this for a reason. He knew that Bills fans were foaming at the mouth to get at the Titans. By pulling this stunt during pregame introductions, Jeff Fisher took the wind out of the Buffalo crowd before the game even started. The Titans lost the game (they shouldn’t have), but it wasn’t because of the crowd noise. They were present and they made noise, but the crowd didn’t take over the game. Jeff Fisher always had a plan for everything, a reason for anything that he did. It didn’t bother him if his plan resulted in something funny, crazy or controversial. That Sunday night in 2000 in Buffalo proved it. That was one of many fun moments from the first ten years of the Tennessee Titans. There, however, have been welldocumented “challenges” in recent years. “Challenges” would be the nice way to describe most of what happened between 2009-2015 for the Tennessee Titans. Multiple coaching and system changes, the death of founding owner Bud Adams and a quarterback carousel are just a few of the issues that left the Titans in the woods from 2009-2015. Deep in the woods. Really deep. This is the NFL, a place that when you slip, it is hard to get back up. For the Titans, it took almost a decade to get back into contention. But Tennessee is back and it’s exciting.

Vrabel (L) and Robinson talk during training camp

Vrabel has blown us away in his few months on the job. The former Patriots All-Pro linebacker has hired an amazing coaching staff. He knew that he was taking over a playoff team, so Vrabel has not blown up everything and started over. Instead, he has kept all of the foundation pieces in place while putting his own stamp onto everything the Titans organization does. There is no question who is in charge, yes, but it hardly seems like a hostile takeover. And the Titans players have been impressed with Vrabel. They like Vrabel’s openness off the field, his directness on the field. They admire his resume’ as a player and his unwillingness to dwell on it as a coach. They know that Vrabel is not playing when it comes to toughness, but they enjoy the fact that, as a former player, he knows when to give them a break. What they like best is the Mike Vrabel is “all-gas, no-brake” when it comes to football challenges. That’s why the Titans players are excited about him. The future looks bright for the Tennessee Titans once again. Hopefully, the next 20 years will be even more fun than the first 20!

Eddie George (L) and Mike Keith (off picture R) introduce Amy Adams Strunk at the Titans uniform unveiling

Amy Adams Strunk taking over as controlling owner was the major start of the comeback. Drafting quarterback Marcus Mariota and hiring Jon Robinson as GM were also vital pieces that led the franchise back to relevance. Three straight successful drafts and key free agent signings and re-signings have led to the strongest roster that the Titans have featured in many years. Plus, the team is building on success. Back-to-back, nine-win seasons and a 2017 playoff appearance (and a playoff win) provide momentum for new head coach Mike Vrabel. 48

The Titans unveil their new uniforms for the 2018-19 season

About the Author Mike Keith is a native of Franklin, and is known as the "Voice of the Titans" in his role as the team's radio play-by-play voice. He is multiple winner of the Tennessee Sportscaster of the Year award. Mike has partnered with Insurors for over 18 years. u The Tennessee Insuror

The Tennessee Insuror

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

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

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

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

maximize top performers.

helping insurance agents successfully navigate today’s challenges

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

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3,OOO,OOO individuals assessed The Tennessee Insuror

Meetings

Fall and More Meetings Are Just Around the Corner Big "I" Leadership Conference August 22-26 The Big "I" Fall Leadership Conference will take place August 22-26 at the Sheraton Springfield Monarch Place Hotel in Springfield, Massachusetts. The event will feature the Big "I" Executive Committee meeting, Education Convocation, Young Agents Leadership Institute and Board of Directors meetings. Other meetings include the Diversity Task Force and the Trusted Choice Committee. View more info now at https://www.independentagent.com/Events/FallLeadership/ home.aspx

Applied Net Set For Nashville October 15-18 The Applied user group conference, Applied Net, will take place October 15-18 at the Gaylord Opryland Resort & Convention Center. The event is 4 full days exploring innovation, technology, best practices and education â&#x20AC;&#x201C; all focused on the business of insurance. Choose from more than 200 educational sessions that address operational and technological challenges your business faces now and in the future. Participate in these exclusive educational sessions to learn best practices from other users and industry experts, as well as effective application and business solutions from your peers. The event will allow you to meet with product development teams, industry experts and Applied partners to gain insight on system utilization and future product roadmaps. Get more information or register now by visiting https:// www.appliednet.com/

Could your agency weather a data security breach? A full 80 percent of businesses that experience one donâ&#x20AC;&#x2122;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.

125th Anniversary Convention October 27-30 The Insurors of Tennessee 125th Anniversary Convention will take place October 27-30 at the Omni Hotel in downtown Nashville. The event will feature exhibits, education, guest speakers, entertainment and events geared to enhancing the experience and success of Tennessee's Independent Insurance Agent & Broker community. Register now or get more information by visiting http://www. insurors.org/IOT/Convention/IOT_Convention_Home.aspx or reserve your room now at https://www.omnihotels.com/ hotels/nashville/meetings/insurors-of-tennessee-annualconvention u The Tennessee Insuror

1. Privacy Rights Clearinghouse: Chronology of Data Breaches

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

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The Tennessee Insuror

Member Tips

How to Address Language Gaps with Clients written by Alison VanDyke, AVP, Swiss Re

As the U.S. population becomes more multicultural, the needs of non-English speaking clients will change the way in which agents and brokers service their customers. Lack of communication and poor documentation present significant E&O exposures for insurance professionals – risks compounded by a language barrier between agent and client. Clients who do not speak English fluently often bring an interpreter when visiting an agency. In this case, agents should: • •

• •

Obtain the interpreter’s full contact information. Ensure that the interpreter fully communicates to the client what is and is not covered by the policy in question. This may require frequent checks to confirm nothing is lost in translation, especially when using insurance terminology. Include notes in the file to document their discussions with both the interpreter and the client. Never let an interpreter complete and/or sign an application. The client is the person who should complete and sign the insurance contract. If the insurer's application is written in English, clients should not sign non-English documents. Multiple dialects across various languages leave room for misunderstanding.

Language diversity is here to stay. Particularly in multilingual communities, agencies should consider hiring bilingual staff to better serve their clients' needs. Remember the same best practices apply for bilingual staff in terms of file documentation. Even when an agent speaks the client's native tongue, the agent should still include notes in the file when communicating with the client. What if the client does not have an interpreter and the agency does not have bilingual staff? Consider referring the client to another agency that can assist. If agents cannot communicate with potential clients because of a language barrier, it is best to refer the client to an agency that can service their needs in their native language. About the Author Alison VanDyke is an assistant vice president, claims specialist with Swiss Re Corporate Solutions and works out of the office in Overland Park, Kansas She may be contacted by emailing alison_vandyke@ swissre.com. u

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Phone

Website

Page

ACUITY (920) 458 - 9131 www.acuity.com 34 Amerisafe (800) 897 - 9719 www.amerisafe.com 45 AmTrust North America (877) 528 - 7878 d14.amtrustinsurance.com 17 Applied Underwriters (877) 234 - 4450 www.auw.com/us 2 Arlington/Roe (800) 878 - 9891 www.arlingtonroe.com 13 Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 20 Berkley Southeast Insurance Group (615) 932 - 5508 www.berkleysig.com 19 Berkshire Hathaway Guard Insurance Cos. (800) 673 - 2465 x4567 www.guard.com/apply 9 Builders Mutual (800) 809 - 4859 www.buildersmutual.com 24 Burns & Wilcox (800) 341 - 4844 www.burnsandwilcox.com 15 Caliper (609) 524 - 1200 www.iiaba.net/caliper 50 Delta Dental of Tennessee (888) 281 - 9396 www.deltadentaltn.com/brokers 13 DocuSign (877) 720 - 2040 go.docusign.com/cobranded/4/iiaba 49 FCCI Insurance Group (800) 226 - 3224 www.fcci-group.com 12 Genesee General (800) 282 - 8755 www.geneseeins.com 24 Harford Mutual (800) 638 - 3669 www.harfordmutual.com 42 INSBANK (866) 866 - 4268 www.insbanktn.com 11 InsurPACTN (800) 264 -1898 www.insurors.org 32 Insurance Associates of America (866) 789 - 9712 www.iaanetwork.com 47 J.M. Wilson (800) 595 - 0063 www.jmwilson.com 43 Keystone Insurers Group (800) 416 - 5498 www.keystoneinsgrp.com 40 KNK Compliance Services (615) 375 - 7419 www.knkcompliance.com 9 Markel Specialty (615) 967 - 5515 www.markelcorp.com 39 MidSouth Mutual Insurance Company (615) 379 - 8245 www.midsouthmutual.com 45 The National Alliance (800) 633 - 2165 www.scic.com 55 National Security Group (800) 239 - 2358 x213 www.nationalsecuritygroup.com 41 Nationwide Insurance (423) 927 -2060 www.nationwide.com 30 Penn National Insurance (800) 395 - 0518 www.pennnationalinsurance.com 56 Preferred Property Programs (888) 549 - 2465 www.umbrellaprogram.com 44 RLI PUP (615) 515 - 2609 www.insurors.org 16 Securerisk (770) 723 - 8096 www.securerisk.com 38 StoneTrust Commerial Insurance Co. (800) 311 - 0997 www.stonetrustinsurance.com 33 Summit Holdings (800) 971 - 2667 www.summitholdings.com 32 Swiss Re Lawyer's Professional Liability (630) 213 - 9952 www.bigimarkets.com 36 Titan Web Marketing Solutions (615) 890 - 3600 www.titanwms.com 22 Work at Home Vintage Experts (646) 807 - 4372 www.wahve.com 52 West Bend Mutual Insurance Co. (800) 236 - 5010 www.thesilverlining.com 15

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

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

Rubles CIC

CISR Introductory Series

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

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

Rubles CIC

CISR Introductory Series

CRM

Dynamic Series

WTH Seminars

CSRM CPRM

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

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

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

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

Dynamic Series

CRM

WTH Seminars

1 CSRM

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

CPRM

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

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

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

2500 21st Avenue South Suite 200 Nashville, TN 37212

We answer to main street, not Wall Street. We answer to main street, not Wall Street. As a mutual company, we are owned by our policyholders. We focus our

time, attention, and resources on delivering superior financial strength and

PRSRT STD U.S. Postage PAID Nashville, TN Permit No. 380

For more information about our products, please contact one of our territory managers at 615-889-2740. Brent Potts ext 7514 For more information about our Jane Kinard ext 7518 products, please contact one of our BobatReeder ext 7545 territory managers 615-889-2740.

stability, a comprehensive product portfolio, and most of all, on doing

Brent Potts ext 7514

whatâ&#x20AC;&#x2122;s right for policyholders. To us, policyholders are much more than As a mutual company, And we are ownedofbythat, our all policyholders. We decisions focus our insurance consumers. because of our business

Jane Kinard ext 7518

We answer to main street, not Wall Street. time,made attention, resources on delivering superior financial strength and are with aand policyholder-first focus. stability, a comprehensive product portfolio, and most of all, on doing whatâ&#x20AC;&#x2122;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.

Bob Reeder ext 7545 For more information about our products, please contact one of our territory managers at 615-889-2740.

www.PennNationalInsurance.com Brent Potts ext 7514 Jane Kinard ext 7518