The Tennessee Insuror Mar/Apr 18 by Insurors of Tennessee

THE TENNESSEE

INSUROR March/April 2018

Vol. 29 No. 2

www.insurors.org

10 12 14

Treasury Developments of 2018 Insurors Members Up for Election

Just Call Me a "Craft Beer Actuary"

Urban Development Dean David Urban has MTSU's Jones College of Business and its Insurance Program on the Rise

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.

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contents

THE TENNESSEE

INSUROR Vol. XXIX, Number 2 March/April 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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4 Urban Development

Dean David Urban has MTSU's Jones College of Business on the Rise

Treasury Developments of 2018 Remaining on the Cutting Edge

12 Insurors Members Up for Election 14 Daniel Learns About Ins.: Just Call Me a "Craft Beer Actuary" Craft Brewery Risks and Exposures Can Leave Clients Over a Barrel 46

Your Meetings Suck

How to Facilitate Influential, Productive Meetings

departments 21

From Your President

Government Affairs: It's Always Something

From Your Young Agents Director

From Your CEO

Education Calendar

Government and Legal Affairs

Company Spotlight

Young Agents - The Why, How, When & Where Surprise, Surprise, Surprise

#MeToo, #TimesUp and Tennessee Employers Delta Dental of Tennessee

39 Program Spotlight Work at Home Vintage Employees (WAHVE) 51 Meetings 53

Member Tips

Your E&O and Selling Level-Funding Plans

Dean Urban shows Chuck Bidek his first edition of Dale Carnegie's "How to Win Friends and Influence People"

Urban Development

Dean David Urban has MTSU's Jones College of Business and its Insurance Program on the Rise

When Dr. David Urban was brought on as the Dean of the Jennings A. Jones College of Business at Middle Tennessee State University (MTSU) in 2013, he developed a mantra for the college – "National prominence - Regional dominance." This mantra has guided his decision making over the last five years, and led to many changes at the college. One of those changes was an emphasis on the Insurance program, and making MTSU a leader in Risk Management education. We sat down with the Dean to discuss those changes, and how they may have an impact on industry. The Insuror: You arrived at MTSU almost 5 years ago. Can you tell you us what it was about the Jennings A. Jones College of Business that made you see at it as a great opportunity?

Dean Urban: We want to strengthen the Jones College's position as the main provider of white-collar business talent in this region. The changes we have made are focused on this goal – raise the image of the Jones College and MTSU, elevate the stature of our programs and reputation – with an end result of allowing our graduates the best access to job placements and opportunities. The Insuror: Adding the Dale Carnegie program to the coursework has seemingly brought a culture change to the Jones College and its students. Did you expect that, and what has it meant for the school?

Dean Urban: You can be a Dean at many universities, just as students have options to study at many universities. But there aren't many universities that give you a chance to work with the resources you need, in a thriving business community and offer a great place to live. MTSU offers all those things, and the community of Murfreesboro and the region of Middle Tennessee are major selling points for both me and our students.

Dean Urban: We've received a lot of recognition for it. Dale Carnegie Training Worldwide gave us their 2017 Global Leadership Award, and there have been numerous write-ups about it both locally and nationally. But more so than that, we've seen what it has meant for the students. The students that complete the course learn some of the "soft-skills" that employers really want to see. Interacting with clients and coworkers, presenting themselves in a professional manner, speaking to groups – these are things that students aren't always prepared for out of college, and we feel that is giving our graduates an advantage.

The Insuror: You’ve made some significant changes to the Jones College, can you walk us through the strategy and the impact of some of those changes?

And it has been extremely well-received. We have had numerous testimonials from students, faculty and potential employers on the change they have seen from those who

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have completed the course. And the number of faculty and students that have completed the course is climbing, as we will near the 2,000 mark by the end of April.

The Insuror: The participation of MTSU in the Titans Radio Marketing Program has been a part of the strategy. How do feel that relationship is helping the Jones College? Dean Urban: It is definitely helping us. We are building a strong brand here, and we want to align ourselves with other strong brands. That includes the Titans and it includes the Insurors of Tennessee. And as the Titans do better, it only increases our profile to be partnered with them. Their coverage area also lines up very well with our target markets, so really it is a natural fit on several levels. The Insuror: In 2016, you were faced with the task of bringing in a new Holder for the Tommy T. Martin Chair of Insurance. How has that process and the addition of Dr. Dave Wood changed the Insurance program at MTSU?

Dean Urban with the Dale Carnegie Global Leadership Award photo by J. Intintoli of MTSU

The faculty take the immersion course, and that has helped us with the culture change you mentioned. The faculty have become more focused and have developed a more similar mindset as a result. This mindset translates to the classroom, and also gives the faculty and students more common ground.

Dean Urban: When I got to MTSU and reviewed the Insurance Program, I saw an opportunity. It was a natural step for us to add the full major, and I have aspirations of this being a nationally-ranked program. So when we needed to bring in a new chairholder, I knew we needed someone who had the experience building a top quality program. Dave had that experience from his time at Appalachian State University, and gave us instant credibility in the industry. He has jumped in with both feet, and I can see that progress is being made.

All of this has continued to build on one of our main goals, which is making a stronger case for companies to hire our graduates. The Insuror: You have brought an aggressive focus to the Jones College, both on the administrative side and on the side of marketing and championing the program. How do you feel that has impacted the results you’re seeing?

Dean David Urban, Ph. D. The Jennings A. Jones College of Business

Dean Urban: We've seen results from the program changes we've implemented, especially with our MBA. We have totally re-engineered the MBA offering with our "Flex MBA" offering, which allows busy professionals the chance to earn their graduate degree with more options – including online and in a 12-month format. All of the changes we have made, and all of the changes we will make are market-driven. We created the Flex MBA because the market was asking for more options. We added a Master of Science in Finance because the market was looking for that option. We are also adding concentrations for insurance, professional selling and supply chain management because that is needed in the marketplace. We have strong partners in the business community of Middle Tennessee, and we are relying on them to tell us what the market needs. We are also accredited by the Association to Advance Collegiate Schools of Business (AACSB), which means we've been challenged to pursue excellence and continuous improvement throughout our business programs, and we are meeting those standards and always reaching for higher ones. The Tennessee Insuror

• • • • • • • • • • •

B.S., University of Virginia A.M., University of Michigan, Ann Arbor Ph.D., University of Michigan, Ann Arbor Exec. Associate Dean, Virginia Commonwealth University Marketing Professor, Virginia Commonwealth University Marketing Dept. Chair, Virginia Commonwealth Univ. Dale Carnegie Global Leadership Award Dale Carnegie Trainer Board Member, Rutherford County Chamber Board Member, United Way of Rutherford & Cannon Cos Board Member, Rutherford Co. Business Education Partnership 5

The Insuror: Let's bring Dr. Wood in on this conversation and get both of your perspectives on a few things. The Insurance program within the Jones College is now a full Risk Management and Insurance major. Can you both tell us why that is such an important change? Dean Urban: I think it really demonstrates our commitment to the industry that we are going to be a provider of insurance talent for this region. It also raises the profile of the program on our campus.

Dean Urban: We have great opportunities for them to be involved, and those that help us build this program into a nationally-ranked one will reap the rewards of talent. Dr. Wood: There are so many things we can do to work with the business community. One of the main things that would benefit all parties involved is internship offerings. We want opportunities for our students to get real hands-on experience, and we are preparing them for those opportunities. We are ready to work with employers to help guide them in getting the most out of internships, from preparing suggested tasks to developing a set of expectations for both sides. We also want to ask for a financial investment. Donations will help our students and this program succeed, and we can finance things like: • • • • • •

Dr. Dave Wood and Insurors CEO Chuck Bidek at the MTSU jennings A. Jones College of Business offices

Dr. Wood: I think it also shows future employers that we have students who are committed to a career in risk management and insurance. These students are placing their focus on this industry, and that really shows a long-term buy-in.

Scholarships Money for first generation students Programmatic support Sending students to competitions and events Buildings and classrooms Faculty and research

We can also offer visibility for the companies that participate, and we have a "strategic partners program" that offers some specific opportunities. This is another way for you to enrich

The Insuror: How have students been responding to the change? Are you beginning to see an impact in the interest? Dr. Dave Wood, CPCU, CRM The Tommy T. Martin Chair of Insurance

Dean Urban: The students have responded favorably. This change gives them more options and more opportunity. Dr. Wood: We've seen an increase in student interest. There have been more requests for information, and we have more to tell them about. We are also able to create more marketing materials and have more information to provide to prospective students at college and recruitment fairs. The Insuror: What do you want the insurance industry and business community in Tennessee to know about what’s happening in the Jones College and with the Martin Chair? Dean Urban: We want them to know that we are seeking and getting a lot of industry on the curriculum for our program. That is going to lead to more relevant study and a more cutting edge program. Dr. Wood: That's exactly right, and these students are going to be better prepared when they enter the industry - because they're learning about what's affecting insurance right now from technology to new risks and challenges. The Insuror: How can those interested in helping you succeed get involved? 6

• • • • • • • • • •

B.B.A., Delta State University M.B.A., University of Mississippi D.B.A., Louisiana Tech University Joseph F. Freeman Distinguished Professor of Insurance, Appalachian State University Risk Management Prof., Appalachian State University Director, Insurance Center, Appalachian State Univ. Director, Insurance Center, Appalachian State Univ. Ed. Consultant, The National Alliance for Insurance Ed. Faculty Advisor, Gamma Iota Sigma - Omega Chapter Director, Insurance Executive Program The Tennessee Insuror

Doing The Right Thing Since 1964

Janet Phillips, CIC

Executive Vice President

Where personal service is never a liability. When you broaden your insurance offerings with Arlington/Roe, you’ll never sacrifice the personal touch. For over 50 years, we’ve treated our customers the way that we’d like to be treated. It’s just the right thing to do. When you want to offer your clients more, count on our expertise, market access and diverse product lines. We’re always here to help.

Let us help you find the right solutions. ®

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your community and industry, and that is social marketing collateral for you as well. The next opportunity to get involved is with our Tommy T. Martin Chair of Insurance Golf Tournament and Wine Tasting, taking place on Monday, April 23rd at The Grove in College Grove. I hope your readers will visit http://mtsu.edu/ martinchair/golftournament.php and consider participating in or supporting this event.

BUILD

The Insuror: We appreciate the time from you both, and wish you and the Jennings A. Jones College of Business continued success. Dean Urban: We appreciate the support Insurors of Tennessee continues to show this university. Dr. Wood: Thank you for having us, Insurors is an important partner for us in this industry.

Insurance Curriculum at MTSU Insurance students at MTSU have a full slate of course options available to them, whether they are full Insurance majors, or taking elective courses from the Department. Here are some of the required course offerings: • • • • •

Principles of Risk Management and Insurance Commercial Insurance Financial Modeling Insurance Company Operations Enterprise Risk Management

Major electives in the Insurance Department include: • • • • • • • • • •

Insurance Law Professional Selling Life and Health Insurance Corporate Finance Employee Benefits International Insurance Markets Principles of Real Estate Financial Planning Investments Internship credit in Risk Management and Insurance

Students also have the opportunity to participate in the Dale Carnegie course (required for business majors), the Ignite Professional Development program, the Certified Property Casualty Underwriter (CPCU) study course (2 CPCU courses) and the University Associate Certified Insurance Counselor (UACIC) program (2 CIC courses). A program is also being developed for students to complete State insurance prelicensing requirements. Want to learn more about the Jennings A. Jones College of Business and the Tommy T. Martin Chair of Insurance at MTSU? Please visit www.mtsu.edu/business or contact Dean Urban at david.urban@mtsu.edu and/or Dr. Dave Wood at dave.wood@mtsu.edu. u 8

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Treasury Developments of 2018 Remaining on the Cutting Edge

written by Laura Cannon, VP/Director of Treasury of INSBANK

As a financial institution in 2018, we all must remain on the forefront and have the cutting edge on technology. Creative processes and state-of-the-art devices have changed the financial services industry in the past several years and the speed of this change does not seem to be slowing down. There are several trends that have started and in order to stay competitive in today’s market, you must be an early adopter on the treasury and technology front.

Automation Combined with Genuine Relationships As we have all seen, automation has become a reoccurring trend over the last year and will continue to be a focus in the coming years. The emphasis will be on automating client payments and paying attention to creating an efficient and errorfree system for customers to conduct business on a day-to-day basis. The ultimate goal for banks is to make doing business, getting paid, paying others and daily banking a hassle free experience. As our culture shifts more and more to automation and technology, the end-user is still expressing that the human relationship is critically important. It has to be a perfect balance of making banking extremely easy for our clients while making sure that they feel a genuine investment in the relationship, where they truly have a banker and where they are not just a number. The desire has become that they have a banker, a direct cell phone, and someone who will listen and care to help them with whatever issue they are facing. The art of mastering automating treasury services while cultivating relationships becomes a key to success in the upcoming year.

Faster Payment Reconciliation Real–time payments will be a primary focus for the financial services industry in 2018. By summer, the expectation is that the majority of banks will be on board with rolling out RTP technology. Customers are requesting faster turnaround time with payments, so the earlier your bank prepares, the better. Real time payments will eventually become the expectation,

so it is critical that your bank evaluates the current platform and go ahead and make the necessary changes to get up to speed sooner rather than later. RTPs will be able to mitigate current issues with payment processes and facilitate anytime payments for customers, creating more satisfaction.

Advanced IT Becomes the "New Normal" Fintech has had so many changes, that ultimately there becomes no room for systems that cannot stay up to speed with client requests. The advances in the structure for treasury platforms in financial institutions will become the standard and the new normal, so providers will have to ensure that their IT platform is up to date or even ahead of the curve in order to maintain a competitive advantage in today’s market. By 2020, the approach to technology for banks will be so diverse that your current models will look quite stale, even if they work well today. What we offer to our customers today will most definitely change and we must pay attention and be proactive in order to innovate and make the necessary changes to keep up with the changing demands in the treasury and technology space. If you evaluate your current platform and realize that it is stale, causing significant delays for customers, or not up to date with today’s offerings, then it is time to take a look at your plan for the upcoming year and make sure that you create a line item in your budget to make significant upgrades to retain your clients. We always want to make sure that we are being aware of the changing climate in treasury and that we maintain a “wow” factor to all customers. Ultimately, this paired with forming genuine relationships becomes our competitive advantage in the banking sector today. About the Author Lauren Cannon serves as Vice President/Director of Treasury & Deposit Services for INSBANK. Her role includes expanding existing treasury clients and growing the bank's commercial deposits. She may be contacted at lcannon@insbanktn.com. u

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NMLS #174913 2106 Crestmoor Road, Nashville, Tennessee 37215 Phone: 615.345.9917 â&#x20AC;¢ Fax: 615.345.9909 http://finworth.com 11

Insurors Members Up for Election Several Members are Running in State and Local Office Elections

Several Insurors members are running for elected office in Tennessee. We have members running in both State and Local elections. We encourage all Insurors members to get to know the candidates in their elections and go to the polls to make an informed decision.

Rep. Dennis Powers Incumbent up for reelection Republican - Jacksboro District 36 - Campbell and Union Counties Gray, Fox, Hardy & Wren Ins. Group - LaFollette

Elections for the office of Tennessee House of Representatives will take place in 2018. An open primary election is on August 2, 2018, and the general election is on November 6, 2018. All 99 House seats are up for election in 2018. Tennessee state representatives serve two-year terms, with all seats up for election every two years.

Rep. Jimmy Eldridge Running for Mayor City of Jackson Retired Agent - Jackson General Election in May of 2019

Elections for the office of Tennessee State Senate will take place in 2018. An open primary election is on August 2, 2018, and the general election is on November 6, 2018. A total of 17 seats out of the chamber's 33 seats are up for election in 2018. Tennessee state senators serve staggered, four-year terms and half of the Senate is up for election every two years. Incumbents running for reelection and those running for office include: Sen. Mark Pody Incumbent up for reelection Republican - Lebanon District 17 - Cannon, Clay, Dekalb, Macon, Smith and Wilson Counties Insurance Solutions - Lebanon Rep. Michael Curcio Incumbent up for reelection Republican - Dickson District 69 - Hickman and part of Maury and Dickson Counties Benefits, Inc. - Dickson Rep. Ron Gant Incumbent up for reelection Republican - Rossville District 94 - Fayette, McNairy and part of Hardeman Counties Collierville Insurance Agency - Collierville Rep. Kelly Keisling Incumbent up for reelection Republican - Byrdstown District 38 - Clay, Jackson, Pickett, Scott and part of Anderson Counties Keisling Insurance - Byrdstown 12

Andrea Bond Johnson Running for State Representative Democrat - Brownsville District 82 - Haywood, Lauderdale, Crockett Cos. Golden Circle Insurance Agency - Brownsville Robert Harris Running for State Representative Democrat - Halls District 82 - Haywood, Lauderdale, Crockett Cos. Tigrett & Pennington Insurance - Dyersburg Glenn Jacobs Running for Mayor Republican - Knox County Jacobs Insurance - Knoxville Primary Election in May of 2018 Sen. Bill Ketron Running for Mayor Rutherford County Universal International Inc. - Murfreesboro Primary Election in May of 2018

Having active members in our local and state government is important to the success of our Association. Even if you're not running for office, your involvement in government affairs still provides a valuable resource to our industry. If you would like more information on our government affairs efforts, or if you are a member running for office or are aware of others that are, please contact Ashley Gold with the details at agold@insurors. org. u The Tennessee Insuror

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Each year 164 million hours of work are lost due to dental diseases. Routine dental exams can detect the first warning signs for 90% of all systemic diseases, including heart disease, diabetes and even cancer. Fortunately, Delta Dental of Tennessee gives your clients and their employees easy access to an extensive network of dentists highly experienced in detecting serious health conditions connected to the teeth and mouth.

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Daniel Learns About Insurance: Just Call Me a "Craft Beer Actuary"

Craft Brewery Risks and Exposures Can Leave Clients Over a Barrel written by Daniel Smith, CAE 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.

all that money at stake, there's got to be a large insurance component – right?

I've been called a "Craft Beer Nerd" and a "Craft Beer Snob," but for the purposes of these article let's go with "Craft Beer Actuary."

Of course there is. Property, workers' comp, stock, contamination, leakage, tanks and barrels, specialized beer loss valuation, equipment breakdown coverage, production equipment, product withdrawal expense and liquor liability are all common areas of exposure for breweries. Business interruption coverage, work comp occupational exposure and excess liability may also be areas to explore. The first thing to understand is the type of brewery you are working with. Are they doing production for on-site sale or consumption? Do they have a taproom and/or tours? Are they serving food on site? Is their beer distributed – and if so, how?

The first beer I ever had was a Moosehead Canadian Lager that my friend LeAnne found in her basement. It was probably around 5 years old and it hadn't even been kept cold. As you can imagine, we did not enjoy the taste. In fact, I assumed from that point on that all beer was disgusting, and I pretty much avoided it for other beverages. Then in college, some of my fraternity brothers began drinking a different beer. It was called Sierra Nevada Pale Ale, and they promised me it didn't taste like a stale, warm Moosehead Lager. To my surprise - I liked it! So I began to drink pale ales, and wheat beers, and then IPAs, and then Porters, Stouts, Goses, Saisons, Lambics and Guezes. There are hundreds of types of beer on the market now, but most experts agree that they all derive from two styles - ales and lagers. Over the last five years I've tried hundreds of beers from breweries all over the country and world (check my Untappd account if you don't believe me @SpartanSmith). This has resulted in my conversion from craft beer fan to craft beer actuary. In case you're wondering, the best beer I've ever had was a 2014 Double Barrel Hunahpu's Imperial Stout from Cigar City Brewing out of Tampa Bay. My most sought after beer is a 2011 Lou Pepe Framboise by the Belgian brewer Cantillon. Does this mean I never drink a Michelob Ultra? No, but I certainly view it differently now. There are many different types of beer for a reason – people like what they like and it's all subjective. Just as there are many types of beer, there are many breweries that make beer. In fact, the Brewers Association – which represents small and independent American craft brewers – says that over 6,300 breweries were operating in the U.S. in 2017 (There were just under 3,000 in 2013). The craft brewers they represent accounted for 12.7% of the market share in our country's beer industry, and produced over 25 million barrels of beer. That represents $26 billion in retail volume.1 So, with 14

We Have Some Risks Brewing Here

This will require you to thoroughly assess the risk, which is why independent agents are such a good fit for handling these accounts. All breweries will start with the same basic needs – they have equipment and they have staff. The real questions that come into play are: • • • • • • • •

What is the brewery's revenue? Does the brewery serve beer on-site? Does the brewery keep inventory? If so, is it on-site? Does the brewery distribute? If so, how is it handled? Does the brewery can and/or bottle their beer? Does the brewery prepare and sell food on-site? Does the brewery offer tours? Does the brewery allow vendors such as food trucks to do business on-site?

These questions can lead to specific exposures that need to be covered. As the brewery grows, other exposures may enter the conversation. Product liability, vicarious liability and event coverage are oftern things a brewery may never think to ask about, but could easily need to have covered. Coverages like business interruption may be an area for exploration with brewery clients, as the equipment they use is often built to custom standards and could take weeks or even months to be replaced. Another item of specific interest may be specialized leakage coverage. For example, if a breweries tanks are damaged in The Tennessee Insuror

We know what it took to build this unique business.

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

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an accident, the tanks themselves would be covered but not the beer being brewed within them. And you need a carrier with the expertise to understand the value of that beer – which can be a lot more than just the ingredients that were involved in the recipe. Tours are a major area of concern. In 2012, Franconia Brewing Company in McKinney, Texas was conducting a tour of their facilities for guests when a fermentation tank exploded and crashed through a wall. Tourgoers were showered with beer, and some allege that they were hit with debris. Two participants in the tour have now filed suit claiming medical expenses, loss of earnings capacity, physical pain and mental anguish, disfigurement and physical impairment amongst the damages but does not list specific injuries.2 In an even worse outcome, a brewery worker at Redhook Ale Brewery in Portsmouth, New Hampshire was killed in 2012 after a beer keg he was pressurizing exploded. As you can see, these are serious risks with serious exposures. Some insurers have specialized programs for breweries, such as BreweryPak, Cincinnati, NSM, The Hanover and Travelers. Whatever carrier you work with on these risks, make sure to talk with your underwriter and carefully assess the specific needs of the client.

Learn About Brewery Risks Firsthand We'll be conducting Brewery Risk Management seminars as part of our Young Agents Receptions in several locations across the state this Spring. Below are some of the dates for those events, please contact Dakota Weatherford at dweatherford@insurors.org for more information or to RSVP. April 19 - Chattanooga Young Agents Learn & Leisure • 1 CE filed Heaven & Ale Brewing • 3-6 pm EST • 304 Cherokee Boulevard May 1 - Jackson Young Agents Learn & Leisure • 1 CE filed Rock'n Dough Pizza & Brew • 3-6 pm CST • 16 Jackson Walk Plaza May 3 - Memphis Young Agents Learn & Leisure • 1 CE filed Crosstown Brewing Co. • 3-6 pm CST • 1264 Concourse Avenue

YOUR CUSTOMERS. OUR PROMISE. FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for more than 58 years. We partner with our agents to provide expertise in underwriting, risk management and claims handling that help businesses thrive and face the future with confidence. Tiffany Hawkins Regional Vice President Gulf Coast Region FCCI Insurance Group

We hope you'll join us to learn more about insuring this market, or at least come and sample some of the product. I promise not to make fun of your beer choices. 1 - per "Small and Indepdendent Brewers See Sustained Growth in 2017" via https://www.brewersassociation.org/press-releases/small-and-independent-brewers-see-sustained-growth-in-2017/ 2 - per "Beer that packs a punch...US brewer sued for exploding tank" via https://www.beveragedaily.com/Article/2014/02/18/Beer-that-packs-apunch-US-brewer-sued-for-exploding-tank

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

Future Leaders Spotlight

presented by

Blake Dickens • Harris Madden & Powell Insurance - Memphis

Blake Dickens of HMP Insurance

Blake Dickens is a Memphis native who left town to attend college is Starkville and work in Oklahoma City before making his way back home. He and his three brothers have all settled in Memphis with their families. Blake and his wife Jami have two children – Lyla is 4 and Graham is 2. Now days his interests revolve around spending time with his family, and enjoying his favorite pastime – playing golf.

As a native of Memphis and Shelby County, he has a great interest in the community and seeing it thrive. He and his family and volunteer with their Church, Grace Evan. Blake also sits on the Board of The Grace Institute, a ministry that provides biblical education around the world, as well as Wings Cancer Foundation (now part of The West Cancer Clinic).

The Insuror: Can you tell us a little about your current job title and responsibilities? Blake: My current job title at Harris Madden & Powell (HMP) is producer. My job is to help grow our business. I'm cold calling, working on current relationships, networking and participating in associations to identify companies we can help. Our agency has a strong background in heavy casualty risks (construction, logistics, warehousing, surety, etc). Learning from our principals has given me a toolset to call on those companies and help with their risk management. But ultimately, I'm here to help grow our business and protect our clients.

The Insuror: What can you tell us about your educational background? Blake: After high school I went to college at Mississippi State to earn a degree in professional golf management. When I have time, I still like to “conduct business” on the golf course.

The Insuror: How and why did you get your career in the insurance industry started? Blake: Great Question. Not sure how this happened, but I wish it would have happened a long time ago. I believe insurance is a hidden jewel and more young people need to get involved. My father-in-law runs our benefits department at HMP. He always asked me to come talk to him about his business to see 18

if I wanted to get involved. As I was in transition from a past job, he invited me in to talk with the principals. After five or six conversations, I realized I wasn’t very interested in Health insurance, but I was interested in the P&C side of the business. Because HMP worked with a lot of contractors, I knew the language and was intrigued to work in that world.

The Insuror: Do you have any influences/role models in the industry? Blake: There are a lot of great people in this industry. The principals here at HMP have had an open-door policy to help me grow my business, and I think they'd tell you I have taken advantage of that. I couldn’t ask for a more supportive group. One person in particular at HMP that has always been an advocate for me is Mary Helen Johnson. She is willing to help at anytime and has always been a source of encouragement.

The Insuror: Is there any advice you could offer Young Agents or others in the industry to achieve success? Blake: Patience and activity, more patience and more activity. You have to constantly be getting in front of people. It takes a long time to get things rolling, but it is worth it. Mark off the first 2 hours of everyday trying to prospect and get in front of people – put it on your calendar and don’t set any other meetings. One more tip – try to find a way to help someone, don’t just quote the business to quote the business. Try to find value and fix an issue but be willing to walk away from an opportunity if they are in the right place. Put the client first.

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? Blake: This business is weird. You aren’t just selling to your client, you also have to sell to the carriers and underwriters. That can be harder than picking up clients. Developing relationships with carriers and underwriters is extremely important and I feel that fostering those relationships has helped me grow. I think that a lot of agents don't value it. With that said, you have to find partners that fit your type of business and have the appetite for what you write. Developing those relationships and trust are a big part of success.

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

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. Please take a look at our upcoming schedule: April 12 - Nashville Young Agents Reception Hopsmith • 5-7 pm CST • 1903 Division Street April 19 - Chattanooga Young Agents Learn & Leisure • 1 CE filed Heaven & Ale Brewing • 3-6 pm EST • 304 Cherokee Boulevard May 1 - Jackson Young Agents Learn & Leisure • 1 CE filed Rock'n Dough Pizza & Brew • 3-6 pm CST • 16 Jackson Walk Plaza May 3 - Memphis Young Agents Learn & Leisure • 1 CE filed Crosstown Brewing Co. • 3-6 pm CST • 1264 Concourse Avenue

Young Agents Committee David Allen, CIC, CRM - Chair Principal Agent RSS Insurance Chattanooga dallen@rssins.com 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 info, or questions on the Young Agents program, please email dsmith@insurors.org or call 615.515.2601. u The Tennessee Insuror

INTRODUCING

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

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

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

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From Your President

Government Affairs: It's Always Something

Like many election years, 2018 has seen fewer legislative bills on the floor with the issues tending to have softer tones for our General Assembly. We expect to see a shorter session as the Senators and Representatives prepare to return home and run their respective Campaigns. Our industry continues to have good representation on Capitol Hill – giving us great insight as to what is happening to make our State a competitive place to conduct business.

Insurors Wants You to Be Involved Thirty or more seats being vacated in the 2018 State election cycle make it even more urgent that our members become involved in their respective areas. Please contact us to discuss the candidates running in your local races, and definitely let us know if someone within your Agency is running for a State office. Governor Bill Haslam has done a fine job for our State and will finish strong in his last year. We will be electing a new Governor to lead our State for the next four years, and I encourage you to review the platforms of the many fine contenders before making your decision for support. It is important to our industry and our businesses to elect governing officials with similar foresighted wisdom as that of our past leaders. We have made competitive strides in our workers' compensation administration and want to continue to build our State as a more cost effective place to operate. One of the State Representatives leaving his seat is Jimmy Eldridge. He has been the chairman of the Consumer and Human Resource Committee for our State and a member of the Local Government and Calendar and Rules Committee. As chair of a committee that included work for our insurance industry, Jimmy has been helpful and accommodating to work with our group for 16 years. A longtime Insurors member, he was a former independent agency owner and agent in Jackson for 30 years and has been effective in handling legislative issues for our State. He will be missed, and we thank him for his service to Tennessee. The Tennessee Insuror

Federally, we will be electing a new United States Senator and reelecting or making some changes within our elected United States Representatives. We have been fortunate to have working relationships with our National leaders and hope that our members will continue to build and develop friendships with those chosen and elected for duty in our Nation’s Capital. We will send a group of our Tennessee agents to Washington in April to attend and participate in our Big "I" National Legislative Conference. Please give us your thoughts on national agenda items as we prepare to meet with the current members of Congress. It is important that we have a voice on a national level with the laws and direction of the business environment.

Still Serving Our Industry on the Hill In January of this year, as the State of Tennessee cranked back into business, our legislators came back into session to work out the issues for our State. We co-hosted a legislative reception to become better acquainted with our State leaders and to discuss the needs for our State in regards to insurance regulations. We had heavy attendance from our State Representatives and Senators and continued to build on our ability to work together on the various insurance issues for Tennessee. Our full Board was in attendance, and I thank each of them for participating. Chuck and Ashley have been strong leaders for our Association within the State, and their efforts are also greatly appreciated.

“On the State level, we have been heavily i nvo l ve d . . .”

On the State level, we have been heavily involved with updating the Surplus Lines Law, Commercial Insurance Modernization, the Marketplace platforms – and most recently – opposing the State's attempt to start their own self-run retirement plan. We have also been monitoring any other bills that may have an impact on the industry, no matter how small. On the Federal level, we have been watching the saga around the National Flood Insurance Program (NFIP) and also monitoring any Federal attempts to preempt State and Local

Chris Allison, CIC 21

regulation on data privacy requirements and standards. At our upcoming Big "I" Legislative Conference in D.C., over 700 agents will meet with elected officials to discuss these topics and more.

We Can't Do it Without Your Help Finally, I want to thank each of you for your past participation with our State and National PACs. I would also like to encourage those who have missed the opportunity to contribute in past cycles to consider involvement both monetarily and with local election efforts now and in the future. Your donation – of any amount – is helpful and gives us the ability to unite as a group and be represented in Nashville and Washington. I am always reminded of the verse from Proverbs 29:18, “Where there is no vision the people perish.” For you to be involved with your time and monetary resource tells us there will be a vision and our collective voice is important to that vision. Please take a moment to send contributions to our State and National PAC, and we will collectively put them to work for you and our insurance industry. Visit www.insurors.org/IOT/About/Government_ Affairs/IOT/News/IOT_Government_Affairs.aspx or contact Ashley Gold at agold@insurors.org for more information. Let's keep our industry and our agencies protected and support our Association. u

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From Your Young Agents Director Young Agents - The Why, How, When & Where This is a great industry. When I got involved in insurance 11 years ago, I didn't realize all the opportunities that were available to me. Now I see how many of those opportunities are out there and I've got to tell you - if you are a Young Agent in this business you should be excited about our future. I've met so many great agents in Tennessee and across the country, and many of them are just in the early stages of their careers. Around 400,000 employees are expected to retire from our industry in the next five years, and yet we are seeing growth and potential for growth in both commercial and personal lines. If you're a Young Agent that is committed to a career in insurance, you're in a great position. How can you take advantage of that position? Work hard, educate yourself, network and prepare. And I've got good news for you - the Insurors Young Agents program can help you with 3 of those 4 things.

Why Get Involved? When I started at my agency, I knew that Insurors was a trade association for independent agents, but I didn't really know what that meant. The Insurors staff is working for us every day. Whether it is through lobbying, education, providing information, working with the department or partnering with carriers - Insurors is out there protecting our interests. They are also providing us with opportunities to connect with our peers and industry decision makers. That's one of the reasons I am excited to be your Young Agents Chair for 2018. We have over 400 Young Agents across the state that are involved in our program in some way. Whether it is attending receptions, courses, conferences or our convention - these agents have seen the value of being involved. Giving you the ability to network, learn and grow is reason enough to be involved, but if you need more reasons we've got them: •

Build a knowledge-base - Find agents who

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•

• •

can be resources for you. You'd be surprised how many agents I talk with are willing to give me helpful insight. Develop relationships with carriers and underwriters - Many of our partners – including Berkley Southeast, Penn National, Nationwide and Arlington/Roe – have heavy involvement with our program Enhance your career - This is another opportunity to better yourself and your skills Have fun - We think you'll enjoy it!

How Do I Get Involved? Make sure we have your info. Contact Dakota Weatherford at dweatherford@insurors.org or call her at 615.515.2608 and make sure you receive our Young Agents updates. I also hope you will attend one of upcoming local meetings, we have several scheduled, and some will even include CE. See the dates below or check Daniel's article on page 14 for more info: April 12 - Nashville Young Agents Reception Hopsmith • 5-7 pm CST 1903 Division Street, Nashville April 19 - Chattanooga Young Agents Learn & Leisure Heaven & Ale Brewing • 3-6 pm EST 304 Cherokee Boulevard, Chatt. • filed for 1 CE

“I f y o u ' r e a Young Agent that is committed to a career in insurance, you're in a g r e a t position.”

May 1 - Jackson Young Agents Learn & Leisure Rock'n Dough Pizza & Brew Co. • 3-6 pm CST 16 Jackson Walk Plaza, Jackson • filed for 1 CE May 3 - Memphis Young Agents Learn & Leisure Crosstown Brewing Company • 3-6 pm CST 1264 Concourse Avenue, Memphis • filed for 1 CE May 16-18 - Dale Carnegie Immersion Course Insurors of TN Classroom • 8 am-5 pm CST 2500 21st Avenue S, Suite 200, Nashville If you have questions on the value of being involved in this program - or of getting your young producers involved - please feel free to reach out to me at dallen@rssins.com or one of our other committee members (see page 19) and we can discuss it in more detail. u

David Allen, CIC, CRM 23

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From Your CEO

Surprise, Surprise, Surprise

“Surprise, surprise, surprise,” was Jim Nabors’ signature saying when he played a young Marine in the now ancient TV Series Gomer Pile. Such is the case of a bill (SB1720/HB2051) filed in our State Legislature – originally in January – that sat quietly until placed on calendar for the last week of March, with Sine Die expected before the last week of April. These types of surprises are the greatest fears of “Government Affairs” people.

You may be as surprised as we were to be told that the only option for retirement savings for many Tennesseans is a state run retirement plan. With every bank and insurance company or agency offering these products from multiple sources how could there be so many underserved people? The answer is not product availability as research shows, but that obstacles to retirement savings are job insecurity, debt and lack of funds to invest.

I often get asked a leading question by our members along the lines of, “Not much, going on a the legislature, is there?” I usually respond and say there a plenty of bills we are watching and it won’t be over until the final gavel is hammer down. This year, however, did seem different. Since the beginning of session members talked only about getting their work done and going home as soon as possible. Since the workers' compensation reforms of a few years ago, work comp bills are virtually non-existent. Regarding insurance bills, we have been relegated to insurance company wishlists that I think do no harm, but I seriously doubt do anyone any good.

A study conducted by the Tennessee Treasurer in 2009 found that it was estimated the initial startup costs were estimated from $1.9 to $3.4 and would cost the State $2 million annually regardless of the number of customers they served. It would also create a new state bureaucracy to manage. It has been said by many leaders that the job of good government is getting out of the way. This is totally counter to that principal.

On March 21 and 22 I attended our Agency Growth Conference in Murfreesboro while keeping an eye on a quiet calendar. When I returned to the office Friday morning, I was asked if I wanted to join a fight. What possibly could have happened in the 48 hours we were gone?

The Voluntary Employee Retirement Accounts Program Act That Thursday SB1720 had begun to move. While the bill was on our “list,” we had been told that the sponsor had lost interest in the bill. The “surprise” was that another sponsor had taken over the bill and also had found 13 friends to sign on as co-sponsors. The proponents of the bill suddenly appeared – with 7 lobbyists arguing that the bill was needed by an underserved community. This community are employees whose employers do not offer retirement programs such as 401ks and who without this bill would not have access to IRAs, Roth IRAs or other savings vehicles. The answer – let the State Government run a business to take care of these individuals. The Tennessee Insuror

On Friday, we were getting ready for the first Senate Committee hearing which was set for Wednesday, March 28. That day we spoke with other interested parties by teleconference and on Monday we met in person at the Capitol. We reached out to our members asking for a grassroots effort and to contact their legislators. This is our best line of defense and it worked well, as it has in the past. Some of the other opponents even suggested which of our members they hoped we would call.

“... it won’t be over until the f inal gavel is hammer d o w n . ”

At 9:30 am on Tuesday, March 27 (literally while I was writing this article), our General Counsel Ashley Gold called to tell me that the proponents had taken the bill off notice in the House. This likely sends the bill to a study committee this summer. Next year’s Legislature and its 30 or so new members can take up this issue. This change of heart did not happen by luck. This 4 day scenario, shows the value of having an effective presence on Capitol Hill. But more importantly, having a strong grassroots effort, from members such as you, and our ability to contact those members who were poised to help on this issue. Yep, this is what your dues provides and why you are an INSUROR! u

Chuck Bidek, CPCU 25

Independent Insurance Agents Every day, you as independent agents put on a rocking show for your clients. We are proud to give you a standing ovation!

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

4/3 Commercial Property 4/4 Commercial Property 4/5 Commercial Property 6/12 Agency Operations 6/13 Elements of Risk 10/2 Commercial Casualty II 10/3 Commercial Casualty II 10/4 Elements of Risk 12/4 Commercial Property 12/5 Commercial Property

CIC

Fee: $430

5/2-4 Commercial Property Institute 7/18-19 Ruble Graduate Seminar* 9/11-13 Commercial Casualty Institute 11/7-9 Commercial Multiline Institute

CE: 7

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

CE: 24 (Ruble 16)

Nashville Nashville Nashville Nashville

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

ABEN Webcasts (insurors.aben.tv) 4/4 4/9 4/10 4/10 4/10 4/10 4/18 4/18

D&O Liability CE: 2 $48 Double Trouble - COIs and Biz Auto CE: 2 $48 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 E&O - Agency/Carrier Relationships CE: 2 $48 E&O - Understanding Agent Duties CE: 2 $48

CRM

Fee: $430

9/26-28 Principles of Risk Management*

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Specialty Seminars 4/4-5

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

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

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

$75 $50 $80 $100

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Available from The National Alliance

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

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Insurance Principles and Policies CE: 7 Long Term Care CE: 24 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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Government and Legal Affairs #MeToo, #TimesUp and Tennessee Employers

This defense only applies to supervisor harassment claims. Co-worker claims apply a different standard.

Harvey Weinstein. Matt Lauer. Sen. Al Franken. Roy Moore. Kevin Spacey. Unless you have been living under a rock for the past several months, you are aware that these are just some of the individuals who have been accused of engaging in sexual harassment or assault in recent weeks and months. In the wake of these accusations, social media movements of #MeToo and #TimesUp have also taken off. However, outside of Hollywood and Washington, what can employers, and employees, learn from these movements? The short answer is that coming forward and addressing such behavior as soon as it occurs is a good thing for everyone involved.

Under this standard, an employer has the first burden to enact a well-drafted anti-harassment policy and complaint procedure. The employee who feels they are being harassed must then use the policies and procedures by promptly reporting the allegations through the appropriate channels the employer has set-forth.

Written by Ashley Gold, J.D., Insurors General Counsel

But wait, I didn’t harass anyone, why am I liable? As an employer you can be held vicariously liable (held responsible for another’s actions) if an employee or supervisor participates in the harassment while working for you. You do not have to be the actual harasser to find yourself in a lawsuit. Then what can I do to protect myself and my agency? Nearly 20 years ago the Tennessee Supreme Court adopted a standard for an affirmative defense to a sexual harassment claim. Under this affirmative defense, an employer in a hostile work environment sexual harassment case may assert as an affirmative defense to vicarious liability, by showing that it “exercised reasonable care to prevent and correct promptly any sexually harassing behavior and that the plaintiff employee unreasonably failed to take advantage of any preventative or corrective opportunities provided by the employer or to avoid harm otherwise,"1 assuming that the employer does not take an adverse employment action against the employee.

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Let’s take a closer look: Employers: Employers must exercise reasonable care to prevent and correct promptly any sexually harassing behavior. Prevention: The Tennessee Supreme Court has held that it is widely accepted that the “existence of an anti-harassment policy weighs heavily in favor of a conclusion that an employer has exercised reasonable care to prevent harassment."2 However, merely having a policy is not enough. An employer must show that the policy is reasonably published (accessible to employees), contains reasonable procedures and is not otherwise defective. As an employer you must have anti-harassment policies. The policies should identify what types of behavior constitute sexual harassment, provide a clear complaint procedure and state that retaliation will not be tolerated. In addition, it is advisable that employers provide regular training to employees on the policy. An in-person session offers an opportunity for employers to communicate how seriously you take the policies and the need for timely reporting.

Correcting the Problem: If a complaint is made the employer must promptly and thoroughly investigate it to ensure the harassment stops. Remember the goal is to stop the harassment. An investigation generally means that all of the witnesses will be interviewed to determine the veracity of the complaint and if the investigation reveals that the allegations have merit, the harasser should be disciplined or terminated. Employees: Employees must take advantage of the preventative or corrective opportunities provided to avoid harassment. Action: The affirmative defense only applies if an employee unreasonably fails to take advantage of the preventative or corrective opportunities provided by the employer. The courts encourage employees to follow the reporting procedures outlined in the employer policies. Many of the allegations in the news recently were related to harassment that took place years ago under the belief that reporting it would not have done any good or could have resulted in retaliation. However, the Tennessee Supreme Court has traditionally taken the position that “an employee’s duty to use an employer’s complaint procedure promptly is not alleviated by the employee’s speculative fear of retaliation or subjective belief in the futility of complaining.”3 The question before the court will be whether the employee’s failure to report the harassment immediately or follow

the complaint procedure was reasonable. The employee must have a “credible fear” that the complaint would not be taken seriously or that they would be retaliated against.4 For example, if an employee had previously complaint of sexual harassment and was fired, then a court could find there is a “credible fear” of retaliation. As an employer or an employee, reporting requirements are good for everyone. If an employer’s policies encourage prevention and the harassment never occurs – that is the bestcase scenario. Employers have a productive working environment. Further, if an employer never knows about harassment, they can’t do anything to stop it. Ultimately, the recent reporting of allegations should serve as a reminder to employers the importance of providing a productive, harassment-free work environment. 1- Source: Parker v. Warren Cty. Util. Dist., 2 S.W.3d 170, 177 (Tenn. 1999). 2- Source: Allen v. McPhee, 240 S.W.3d 803, 816 (Tenn. 2007). 3- Source: Allen, 240 S.W.3d at 815. 4- Source: Allen, 240 S.W.3d at 818.

About the Author Ashley Gold has served as the General Counsel of Insurors of Tennessee since 2007, and previously consulted for the Association on legal and government affairs matters. She received her undergraduate degree from the University of Kentucky and her Juris Doctor from Samford University. u

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

Swiss Re Corporate Solutions is proud to be the exclusively endorsed Lawyer’s Professional Liability provider for the Insurors of Tennessee. For more information or to access the program, please visit www.bigimarkets.com and select the Lawyers Professional Liability Program.

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

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

Agency Needs an SSL Certificate ...continued from page 16

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

committed to mutual success.

Cam Winterburn Member Principal Agent Winterburn & Associates Pulaski

Harford Mutual Insurance partners with independent agents in Tennessee.

Bill Emerick, We CIC, CPCU, AU, ARM Ad Hoc Member contractors, mercantile, and other insure restaurants, Regional Vice President commercial entities. Weâ&#x20AC;&#x2122;re committed to protecting your Penn National Insurance Nashville clientâ&#x20AC;&#x2122;s business and building yours.

Convention & Meetings Committee

The following Insurors members have been appointed to serve on the Convention & Meetings Committee for 2018: Bob McIntire Co-Chair Co-founder/Principal Agent McIntire Insurance and Real Estate ClevelandHarfordMutual.com

800.638.3669 Christy Jones, CISR, CAPI Co-Chair 34

INSURING BUSINESSES SINCE 1842 The Tennessee Insuror

Association Update

Stansbury Launches Steering Committee on InsurTech for the IA Channel

Mike Stansbury of Elite Insurance Solutions in Franklin has launched a national steering committee on InsurTech and its impact on the Independent Agency Channel. On February 15th the committee held its first meeting in Nashville. Participants included technology executives from Selective, Grange, Safeco and Summit as well as other industry technology leaders and independent agents representing over 100 locations across the country. The committee's working goals include developing a base of technology for independent agents to share data between their clients, agency and carriers – all while ensuring the security and ownership of that data. If you would like more information on the committee's work, please contact Mike at 615.371.5400 or mike.stansbury@myeliteis.com.

Goodwin Named to National Alliance Board The National Alliance Research Academy – which serves as the research and development branch of The National Alliance for Insurance Education and Research – has named Brenda Goodwin, CPCU, CPIW of Willis North America as a Member-at-Large on its 2018 Board of Directors. Brenda serves as a Director of Field Operations for Willis and resides in Smithville.

Reavis Joins The Crichton Group Nashville-based Insurors member The Crichton Group has announced the hiring of M. Craig Reavis to their team as a benefits advisor. Reavis has been in the industry since 2009 and formerly worked as a senior group sales representative with OneAmerica Financial Partners. He earned his Bachelor degree from UT - Knoxville.

Lester, Greene, McCord & Thoma Named "Business of the Year" by Tullahoma Chamber

The Agency accepts their award from Chamber representatives

The Tennessee Insuror

Insurors member Lester, Greene, McCord & Thoma Insurance recently received the 2017 Business of the Year Award during the annual Tullahoma Area Chamber of Commerce Awards Banquet held February on 2nd.

Assured Partners Acquires BWE Insurance AssuredPartners Inc. recently announced that it had acquired four agencies in Tennessee, Ohio, Louisiana and Georgia, representing a combined $3 million in revenue. Terms of the transactions were not disclosed. The Tennessee agency involved in the purchase was longtime Insurors member BWE Insurance of Nashville. The agency, once known as Bryan, Ward and Elmore, has been in business for over 55 years and is led by agency president Allen Bryan.

Accident Fund President's Club Agencies Accident Fund Insurance Company of America has announced its 2017 President's Club Award honorees. President's Club qualifications for 2017 included written premium exceeding $2 million, a five-year cumulative loss ratio of 50 percent or less and premium retention of 82 percent or higher. The Insurors members who qualified included Arthur J. Gallagher Risk Management Services, BB&T Insurance Services, Geny Insurance Group, Shafer Insurance Agency of Knoxville, HUB International Southeast, J. Smith Lanier & Co. (Marsh & McLennan Agency LLC), Mountain Empire Agency Alliance and Willis North America, Inc.

Big I Advantage Promotes Fawns and Munoz The Big “I” recently announced that Aimee Fawns and Christine Munoz, CEBS have been promoted to assistant vice presidents of Big I Advantage, the program arm of National Association. Fawns leads Big “I” Markets, the association’s exclusive, memberonly market access portal. Fawns has been a member of the products team from the inception of Big “I” Markets when she helped approve of the first sub-producing members in 2002. Munoz, as one of two Investment Advisor Representatives in Big I Advisory Resources, LLC, works with member agencies to install various retirement and benefit programs as employee retention tools.

Marsh & McLennan Names Ivey as SE CEO Marsh & McLennan Agency LLC (MMA), the middle market agency subsidiary of Marsh, has appointed Gary Ivey as Southeast regional CEO. In this role, Ivey will oversee MMA offices in Georgia, Alabama, Tennessee, Kentucky, and Tallahassee, Florida. He reports to David Eslick, chairman and CEO of MMA. u 35

The more coverage clients have with you, the less likely they are to switch agents. EMC National Life is committed to making life sales simple with easy-to-understand products and online services to speed up the sales process. It’s just one of the many reasons policyholders Count on EMC ®. LORA BUSKE Senior Life Sales Representative EMC National Life

LIFE INSURANCE MAKES A

CUSTOMER FOR LIFE. BIRMINGHAM BRANCH OFFICE

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www.emcins.com

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Company Spotlight

Delta Dental of Tennessee Since its inception, dental insurance was designed with an incentive for preventive care. Most plans cover two annual preventive dental visits at 100 percent, or no cost to the subscriber. Yet, amazingly, only 40 percent of enrollees actually use those benefits and go to the dentist twice a year. Encouraging preventive behavior helps keep out-of-pocket costs to a minimum and alleviates potential physical pain, anxiety and financial stress. In today’s wellness-focused benefits world, it has been a challenge to make sure that dental is included in that conversation.

Preventive Advantage® That’s why Delta Dental of Tennessee developed the Preventive Advantage® group benefit plan features. With Preventive Advantage, the subscriber is able to increase the annual maximum simply by going to the dentist at least once per year for preventive care – a simple cleaning and oral exam meets the requirements. This plan is easy for clients – and their employees – to understand. “At Delta Dental, we understand that the majority of costs, and therefore benefits focus, is on health and pharmacy,” says Jay Reavis, vice president of Underwriting, Sales and Account Management. “We wanted to keep it simple so that employers could explain the benefits and employees utilize these plan features to get the most out of their benefits.” Delta Dental can also couple the Preventive Advantage features with its D&P Maximum Advantage®, which waives the diagnostic and preventive costs from the annual maximum so that more benefit dollars are available when they are needed most. “Since we introduced the Preventive Advantage last year, nearly 50% of all The Tennessee Insuror

DENTAL: THE ORIGINAL WELLNESS BENEFIT!

new contracts are opting in for these benefits,” notes Reavis. Similar features have also been incorporated into Delta Dental’s individual plans, with escalating annual maximum and co-insurance levels based on longevity of enrollment. These plans are now available and can be sold through a new sales platform with Morgan White Group. Brokers receive a custom URL so that any sales of individual products can be tracked directly with them, and commissions are issued accordingly. Brokers can also log into their personalized portal to review client enrollments and commission statements. “Morgan White has been a great partner for us,” Reavis adds. “This platform makes it easy for brokers working with individuals to enroll their clients or just pass the link along so the proper accounts are credited. They receive their compensation in a seamless transaction.” And, as with all Delta Dental of Tennessee fully-insured plans, enhanced benefits are included for at-risk health conditions, including diabetes, certain heart conditions, and compromised immune systems.

New Plans to Offer Your Clients From some great new individual plans to new small group options and pooled plans, Delta Dental of Tennessee has made changes that will make their plans more attractive to your clients and easier to use for group administrators. If you haven’t quoted them in a while, take a look at what Delta Dental has to offer. There are materials you can share with your clients to help them better understand the advantages of dental insurance, as well as the differences in the special features they have available. Email fastquotes@deltadentaltn.com for more information on any of their plans. u

Contact Information Jay Reavis VP of Underwriting, Sales and Account Management 1.888.281.9396 jreavis@deltadentaltn.com About Delta Dental Delta Dental of Tennessee was first formed as Tennessee Dental Services Corporation in 1965 as the result of enabling legislation passed by the Tennessee General Assembly. Their name was officially changed to Delta Dental of Tennessee in 1970. Good oral health is essential to a healthy life and Delta Dental of Tennessee makes taking care of your smile easy with access to care, comprehensive benefits, exceptional service and superior value. To best serve their mission and create more smiles, Delta Dental created the Smile180 Foundation which supports Tennessee’s dental colleges, children’s hospitals, free and reduced cost community dental clinics, and other like-minded charities. Delta Dental is the largest independent dental benefits provider in the state with more than 2,200 employer groups representing more than 1.3 million Tennesseans. To unleash your smile power, choose Delta Dental. Visit www.DeltaDentalTN.com.

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

The Tennessee Insuror

Program Spotlight Work at Home Vintage Experts The bad news for the insurance industry is that your veteran workers – the ones who have helped your business grow and flourish – are about to break up with you. The good news – there’s something you can do to keep them. According to Insurance Business America, 25% of the insurance workforce is expected to head into retirement this year alone. That, according to the Bureau of Labor Statistics (BLS) will result in over 200,000 open positions within the insurance industry that will go unfilled. Within 15 years, BLS estimates that half of today’s insurance workforce will retire.

New Opportunities for Remote Staffing Now for the good news: quite a few retiring insurance professionals are still interested in working. They’re leaving for any number of reasons: to meet family obligations such as caring for an aging parent; to lose an undesirable commute; to decrease the amount of time spent working, or; to travel and enjoy life more. Savvy insurers and agency owners can keep the knowledge

and skills of these veteran workers by being open to a remote working arrangement. Surprisingly, a remote worker does not add any more administrative strain than a traditional employee. Remote workers – particularly veteran insurance professionals – require little training and no additional management. Revising your organization’s attraction and retention process may seem complex, but the effort required is minimal compared to the payoff. Many companies have already benefitted from remote workers, and those benefits are helping organizations gain competitive advantage in a highly competitive atmosphere. With increased productivity, decreased turnover, and less time trying to attract and retain top talent, organizations are embracing a new business model that is proving to be a game changer that propels business forward. Our endorsed partners at WAHVE can help supplement your workforce with experienced remote staff. Visit www.wahve. com for more information. u

The Markel difference Service | Strength | Specialists

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

The Tennessee Insuror

doesnâ&#x20AC;&#x2122;t just tell partner agencies what the path looks like, we walk it with them. We understand the challenges independent agencies face and what it takes to propel them towards growth. We work shoulder-to-shoulder with partner agencies to enable them to reach greater levels of success.

Because independence works better together.

Contact Michele Bicknell: 570.473.2148 | mbicknell@keystoneinsgrp.com keystoneinsgrp.com 40

ÂŽ

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Company Briefs J.D. Power Study on P&C Insurer Satisfaction The inaugural J.D. Power 2018 U.S. Independent Insurance Agent Satisfaction StudySM was released at the end of January, and its key finding was that independent agents still control the lion’s share of P&C premiums and represent a significant growth engine for insurers that get the independent agent satisfaction formula right. The new study, which was developed in alliance with the Big "I", evaluates the independent P&C insurance agent’s business outlook, management strategy and overall satisfaction with personal lines and commercial lines insurers in the United States. Auto-Owners Insurance earned the top score among personal lines, with an overall satisfaction score of 795. AutoOwners Insurance is followed by Safeco (742) and Travelers (700). Liberty Mutual performed highest among commercial lines, with an overall satisfaction score of 714, followed by The Hartford with 710 and Travelers with 705. The study surveyed 1,380 P&C insurance independent agents for a total of 1,424 evaluations of personal lines insurers and

1,217 evaluations of commercial lines insurers that they had placed policies with in the prior 12 months.

Builders Mutual Distributing $2.1M Dividend Builders Mutual Insurance Company has announced that the company is distributing a $2.1 million dividend to eligible policyholders in Florida, Georgia, Maryland, Mississippi, North Carolina, South Carolina, Virginia, Tennessee, and Washington, D.C. Builders Mutual has returned dividends totaling more than $50 million in 29 of the 33 years the Company has been in existence. This year, Builders Mutual is proud to return a dividend to more than 9,500 eligible workers’ compensation policyholders. Returning a dividend to our policyholders is one way we are able to recognize both their focus on safety in the work place and the positive results of our company. “Builders Mutual is able to consistently return a dividend due to the importance our policyholders place on job-site safety and risk management practices and our continued financial stability as a company,” stated John Boggs, President/CEO. “This dividend return is the largest total dividend since 2008.”

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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

PROFESSIONAL LIABILITY BROKERAGE PROPERTY & CASUALTY GARAGE LIABILITY TRANSPORTATION SURETY PERSONAL LINES

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General Contractors Transportation Construction Contractors Utility Construction Contractors Land Improvement Contractors

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Construction Materials Suppliers On Shore Oil & Gas Extraction Forest Products Manufacturers and Wholesalers & Distributors All programs may not be available in all states.

Insurance contracts are underwritten and issued by one or more of the following: BITCO General Insurance Corporation and BITCO National Insurance Company, rated A+ (Superior) by A.M. Best, A2 Stable by Moody’s, and A+ Strong by Standard and Poor’s.

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The Tennessee Insuror

GUARD Appoints Schmitt in Tennessee Berkshire Hathaway GUARD Insurance Companies recently added Rodney Schmitt as a Senior Field Representative to promote targeted growth in Tennessee. In his new capacity, he is responsible for identifying prospects for appointments while providing information about available resources and new developments to existing members of the distribution network. He also functions as agents' field liaison with Berkshire Hathaway GUARD's underwriting, loss control, and claims staff. Schmitt has been part of the insurance community for over twenty-five years. He has extensive experience working with insurers and agents to grow their businesses. According to Berkshire Hathaway GUARD's Senior Vice President of Sales Dave Simmons, "In the past twelve months, we introduced several new products in the state to complement our Workers' Compensation, Businessowner's Policy, and Commercial Umbrella Liability coverages - specifically a Commercial Auto policy capable of accommodating a broad range of industries similar to those written under our Businessowner's Policy. We also offer Professional Liability coverages for Lawyers and Architects and Engineers respectively." Simmons further noted, "We believe Rodney Schmitt will assist us in growing our market share. We have agency appointments available; as a longterm, experienced insurance professional in the area, Rodney is the right person to help us fill those openings."

Safeco Enters Deal to Write MAPFRE Business MAPFRE has agreed to provide Safeco the opportunity to underwrite its personal lines policies in the states of Indiana, Kentucky and Tennessee. Through this agreement, which was effective March 1, MAPFRE will begin its withdrawal from these states as part of the company’s strategic plan, announced in December 2017, to focus on MAPFRE’s core states and lines of business. The insurer has said it would sell its life business and conduct an orderly withdrawal from the personal lines markets in its underperforming states, including finding replacement carriers where viable, which appears to be the case in the three states where Safeco is stepping in.

Wilcox Joins Motorists as EVP of Personal Lines Matthew C. Wilcox, CPCU has been hired as executive vice president of personal lines at Columbus, Ohio-based Motorists Insurance Group. Wilcox has more than 30 years of insurance industry experience. He most recently served as a senior vice president with MAPFRE USA. During his career, he has also held leadership positions with Travelers of New Jersey and USAA Insurance Company. The Tennessee Insuror

Wilcox earned his bachelor’s degree from the University of Rhode Island.

The Hartford Enters Into Rights Deal with Foremost The Hartford recently announced that it has entered into a renewal rights agreement with Farmers Insurance to acquire its small commercial business sold through independent agents and underwritten by Foremost Insurance Group. The Foremost-branded small commercial independent agent book of business, which is sold through more than 5,000 agents and brokers nationwide, had approximately $200 million in annual premium as of December 31, 2017. It consists of three primary lines of business underwritten by Foremost Insurance Group: business owner's policy for property, general liability and umbrella; commercial auto; and workers' comp. The terms of the transaction were not disclosed.

Main Street America Announces Promotions The Main Street America Group has promoted Michele Seymour from director, compensation and benefits, to assistant vice president. The company has also appointed Thea Campbell to assistant secretary of the super-regional property/casualty insurance carrier. Seymour oversees Main Street America’s compensation and benefits function. She is responsible for planning, directing and managing the analysis, development and implementation of the company’s compensation, benefits and human resources information systems programs. Additionally, Seymour oversees the administration of several departmental functions including payroll, compensation and benefits. Campbell is responsible for overseeing the company’s IT program office. This involves providing strategic direction to the unit to ensure projects are properly managed, controlled and budgeted. In addition, Campbell is responsible for Main Street America’s quality assurance function and IT support services team.

ACUITY Hits $2B in Policyholder Surplus Acuity released its 2017 financial results, which showed that the insurer surpassed $2 billion in policyholders’ surplus (GAAP) for the first time in the company’s history. Acuity’s statutory surplus grew at 13.3 percent in 2017, compared to just 1.0 percent for the industry. Also highlighting Acuity’s 2017 performance is a 94.6 combined ratio, nearly 14 points better than the insurer’s competitors in the property/casualty industry. This marks the largest positive spread between Acuity’s performance and the industry’s in 15 years and the seventh consecutive year Acuity has 43

earned a combined ratio of less than 100. For an incredible 18 years, Acuity has outperformed industry averages across key areas of measurement.

AXA to Acquire XL Group for $15.3B AXA SA has agreed to buy XL Group Ltd. for $15.3 billion in cash, seeking to capture a bigger slice of the U.S. property and casualty market as premiums rise after last year’s natural disasters. The merger agreement has been unanimously approved by the boards of AXA and XL Group. Under the terms of the transaction, XL Group shareholders will receive $57.60 per share. This represents a premium of 33% to XL Group closing share price on March 2, 2018. The transaction creates a group that will now be the #1 global P&C insurer based on gross written premiums, with total P&C revenues in 2016 at around 48 billion Euro. The opportunity to acquire XL Group has led AXA to review its exit strategy from its existing U.S. operations which AXA now expects to accelerate.

Chubb Adds Life Sciences Coverage Chubb has launched new insurance coverage addressing property and casualty exposures for small life sciences companies.

According to Jim Williamson, division president, Small Commercial Insurance, Chubb North America, small life sciences firms are vulnerable to a range of property and liability exposures, including research and development costs, product contamination and class action litigation. Chubb Small Commercial Insurance’s tailored suite of property and liability products for small life sciences firms includes Chubb BOP (Business Owner’s Policy), which includes more than 100 property and liability features, workers’ compensation, commercial auto, Cyber Enterprise Risk Management (ERM), Digitech ERM, foreign package, umbrella, and management and professional liability insurance protection. Chubb’s life sciences insurance coverages are specifically designed to help small businesses, including those in the areas of medical device, biotech and dietary supplements.

JSA Hires Oxford as Digital Strategist In February, Jackson Sumner & Associates (JSA) announced the hire of Trish Oxford, digital strategist, and an insurance outsider, as their new Director of Marketing to drive strategy, analysis, and growth of the JSA brand throughout the southeast. Oxford comes to JSA with a range of experience, including Reynolda House Museum of American Art, Cisco Systems and Yahoo! Inc. 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

101 Crawfords Corner Road, Suite 1300 Holmdel, NJ 07733

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The Tennessee Insuror

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

www.midsouthmutual.com

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

Where pride runs deep, safety overcomes hazard.

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The Tennessee Insuror

Your Meetings Suck How to Facilitate Influential, Productive Meetings

There’s a difference between facilitating a conversation and managing a meeting from a soapbox. For managers, the consequences of preaching are severe – doing so means they’re the only one participating in the meeting. Here’s how to replace stale, monotonous meetings with ones that generate the engagement, buy-in, alignment and accountability you need to achieve greater results.

1. Lose the Mundane Meeting Most managers are regularly in front of their teams, conducting meeting after meeting. Regardless of the topic, the typical modus operandi is to lead the meeting with their own agenda, share the context, and then present what needs to be done, by whom, and when the particular goal, objective or change needs to be completed. At the end of the meeting, the manager expects the team to understand, agree and just “get it done.” Managers often end the meeting with: “Does anyone have any questions?” And what typically ensues is silence. The manager concludes the meeting, assuming the objective was clear and the team knows what to do. Then comes the shock to the system: Tasks are either not completed as effectively as they need to be, or they’re simply not done at all. The manager assesses the team’s results and thinks, “What is wrong with these people? I was pretty clear about what needed to be done. Why didn’t they just do it?”

written by Keith Rosen, CEO of Coachquest

in front of their team during a meeting and does most of the talking, they’re engaging in what I refer to as “soapbox management.” In order to produce breakthrough results during every meeting, the manager cannot simply preach to their people. When managers point fingers and tell people what to do, how to do it or what they’re doing wrong, most employees put up their defenses. Consequently, they stop listening—and their level of engagement diminishes. The solution? Get off your soapbox and start leading with questions in order to focus on other people’s opinions and what’s important to them.

3. Reset Staff Expectations In order to create a culture of collaboration rather than a culture of control and competition, here is an example of a bulletproof facilitation strategy. First, call a meeting with your staff. This should be an enrollment conversation that resets expectations, creates alignment and buy-in, and demonstrates the value your team will realize from your newly structured meetings. Consider using and refining the following template to fit your style of communication: “What I want for each person on the team is to feel that every time we get together, we leave feeling inspired—that each of us made a contribution, and that we’ve created an authentic cul-

2. Get Off Your Soapbox The problem here is that most managers don’t know how to facilitate more than they pontificate. When a manager gets

The Tennessee Insuror

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The Tennessee Insuror

Not all markets are available in all states

ture of support and collaboration that results in highly productive meetings. In order to achieve this, I’m taking full responsibility for how I will go about facilitating these meetings moving forward. After reflecting back on our prior meetings, I realize that I could have done a better job in many ways. I want to apologize to each of you if you feel I was directive rather than trying to gain your buy-in and leverage your strengths and opinions, or if I’ve ever offended you in any way. The fact is, I’ve done you a disservice, because I truly value you and your opinion, experience and expertise. I know each of us has opinions on how to achieve our goals or resolve certain challenges and you’re the expert in your position. Since I don’t always have the answers, I want to start leveraging your talents more frequently during every meeting. Just like in sports, it takes a team to win the game. I know in many ways, I need to earn your trust back. I realize this is going to involve a bit of change for all of us, and chances are I’m not going to get it right the first few times, which is why I’ll be asking for your feedback on how I can improve as a facilitator. However, I’m committed to making this a healthy, enjoyable, collaborative and positive environment, even when we have to discuss things that may be perceived as difficult. But in order to do that, I’ll need your commitment to this new way of doing things as well. So, are you all willing to create a new atmosphere which will allow us all to open up, create a trusting environment by respecting each other’s point of view, and share best practices with the goal of becoming more successful at our jobs?”

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

Once you reset expectations, take ownership of the past and the new process moving forward, and, most important, share the benefit each person will realize from this change, you’ll need to ask the right questions.

Where to Learn More Keep an eye on IAmagazine.com and the News & Views enewsletter in the coming months for a list of questions that can help facilitate your next meeting or visit coachquest.com for more thoughts from the author. About the Author Keith Rosen, CEO of Coachquest, has written several best-sellers, including “Own Your Day“ and “Coaching Salespeople into Sales Champions,” winner of five International Best Book awards and the No. 1 best-selling sales management coaching book on Amazon. For almost thirty years, Keith has been working with caring managers and salespeople so they can transform to live their fullest potential through our sales management training, leadership training, time management program and executive sales coaching programs. u 48

They stand alone. RLI, A+ rated by A.M. Best, has over 30 years of experience providing affordable personal umbrella coverage - so your customers can protect their hard earned assets. CONTACT Stephen Holmes sholmes@insurors.org 615.515.2609 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

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5Oyears

25,OOO companies

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

3,OOO,OOO individuals assessed The Tennessee Insuror

Meetings

Spring and Summer Events are Near Big "I" Legislative Conference April 18-20 The 2018 Big "I" Legislative Conference will be held on April 18-20 at the Grand Hyatt in Washington, D.C. Attend this oneof-a-kind legislative event for the independent agency system and educate members of Congress on issues important to you and your clients. Registration includes an in-depth issues briefing, legislative breakfast with high-profile Congressional speakers, a general session and networking opportunities. Special guests will include Bret Baier, FOX News Channel's chief political anchor and anchor of “Special Report with Bret Baier." Get more information or register online now at https://www. independentagent.com/Events/Pages/default.aspx

Local Golf Tournament Schedule is Set Several dates have been set for the annual local golf tournaments held throughout the state. Here is the current schedule of events as well as the contacts for more information: MTSU Chair of Insurance Golf Tourney Monday, April 23rd The Grove Golf Course • College Grove Please visit https://www.mtsu.edu/martinchair/ golftournament.php for more information or contact Sarah Glass at 615.898.2371 or sarah.glass@mtsu.edu Insurors of Nashville Golf Tournament Monday, May 7th Old Natchez Country Club • Franklin Please visit https://squareup.com/store/insurors-ofnashville-2 for more information or contact Amy Breedlove at info@insurorsofnashville.com Insurors of Memphis Golf Tournament Tuesday, May 15th Windyke Country Club • Memphis Please contact Alex Mathis at amathis@mtmins.com for more information Insurors of Northwest Tennessee Golf Tournament Wednesday, June 6th Dyersburg Country Club at the Farms • Dyersburg Please contact Matt Russell at mrussell@westaninsurance. com for more information u The Tennessee Insuror

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

1. Privacy Rights Clearinghouse: Chronology of Data Breaches

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

“I had high expectations and they were met.” - Beth Gardner, COO, Cook, Maran & Associates

The problem: A backlog of work.

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

visit www.wAhve.COM fOr MOre infOrMAtiOn

The Tennessee Insuror

Member Tips

Your E&O and Selling LevelFunding Plans

by Richard Lund, VP/Sr. Und. - Westport

Level-funding and other self-insured products are becoming more and more popular in today's insurance marketplace. How does this affect your agency's E&O coverage as it relates to a Swiss Re/Westport E&O policy? The Swiss Re Corporate Solutions/Westport Insurance Corporation policy does not exclude insurance placements with level-funding or self-insured products. Should any claims be made against an agent for "Wrongful Acts" related to "Professional Services" as defined in the policy under these products, they would be subject to all terms and conditions of the policy. Due to the nature of these products, a potential exposure to the agency would be the insolvency of the underlying programs and claims for that would be subject to the insolvency exclusion. However, the exceptions within the insolvency exclusion would also apply. Of key importance to the agency is to take appropriate E&O risk management steps to ensure that agency customers are aware of the risks involved with these products and fully documenting the information provided to the customers. These include, but are not limited to: • • • •

Choosing products that are with reputable carriers and third party administrators. Explaining the difference between fully funded, selfinsured, level-funded, or any other non-traditional type of health care coverage. Explaining the effect of conditions and treatments with catastrophic costs and high-risk plan members. Explaining stop-loss insurance.

Whether or not any claim or potential claim is covered under our policy is dependent on the individual facts, circumstances and allegations made by a claimant in each claim situation. We cannot advise whether or not there will be coverage for a particular claim or potential claim until such time as the claim or potential claim is presented to us. 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. u

Directory of Advertisers Advertiser

Phone

Website

Page

ACUITY (920) 458 - 9131 www.acuity.com 26 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 7 Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 22 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 BITCO Insurance Companies (615) 871 - 9042 www.bitco.com 42 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 EMC Insurance (800) 239 - 2005 www.emcins.com 36 FCCI Insurance Group (800) 226 - 3224 www.fcci-group.com 16 Genesee General (800) 282 - 8755 www.geneseeins.com 24 Harford Mutual (800) 638 - 3669 www.harfordmutual.com 34 INSBANK (866) 866 - 4268 www.insbanktn.com 11 Insuror Services, LLC (800) 264 -1898 www.insurors.org 28 Insurance Associates of America (866) 789 - 9712 www.iaanetwork.com 47 J.M. Wilson (800) 595 - 0063 www.jmwilson.com 42 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 48 Securerisk (770) 723 - 8096 www.securerisk.com 38 Summit Holdings (800) 971 - 2667 www.summitholdings.com 32 Swiss Re Lawyer's Professional Liability (630) 213 - 9952 www.bigimarkets.com 33 Titan Web Marketing Solutions (615) 890 - 3600 www.titanwms.com 20 Work at Home Vintage Experts (646) 807 - 4372 www.wahve.com 52 West Bend Mutual Insurance Co. (800) 236 - 5010 www.thesilverlining.com 15

IMMERSION COURSE

MAY 16-18 INSURORS OF TENNESSEE CLASSROOM NASHVILLE GET MORE INFO NOW AT INSURORS.ORG

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