Director of Insurance Services Theresa Flippin, AIP, CISR
Director of Education & Events April Underwood
Assistant Director of Insurance Services Hannah Wall
Database Administrator Laura Berendzen
Accounting Specialist Paula Wolken
Customer Service Representative Sarah Wright
Administrative Assistant Leslie Powell
MISSOURI AGENT (USPS 709-210) is published bimonthly by the Missouri Association of Insurance Agents, 3315 Emerald Lane, Jefferson City, Mo. 65109, Phone: 573-8934301. Periodical postage paid at Jefferson City, Mo. and additional mailing offices.
MAIA does not necessarily endorse any of the companies advertising in this publication. Additional subscriptions are $30 per year.
Address & Other Changes
Notify Missouri Agent if you change your address, change your agency name, or drop or change producers (who are voting members of the association). Write to: Missouri Agent, 3315 Emerald Lane, Jefferson City, Mo. 65109 or email: maia@moagent.org.
POSTMASTER: Send address changes to Missouri Agent, 3315 Emerald Lane, Jefferson City, Mo. 65109.
fromthepresident Change can be good
we’ve heard it said many times that the one thing that is constant in life is change, and how true that is!
We all want our association to be vibrant, strong, filled with purpose, and to positively influence the insurance industry from the carrier level to our agencies and all the way down to the customer experience and even to the legislation that affects our clients and industry. With that in mind, I would like to share some thoughts with you for this upcoming year. As you read this just keep in mind change can be good.
Young agents and staff are the future of our agencies as well as our association. Our industry’s agency force is getting older. As agency owners, we must find a way to not only perpetuate our agencies but to support the important work of our association so we can all continue serving in our industry. So, for us to accomplish all this the agency leadership must find a way to release some of our talented staff to get involved in MAIA.
"We need the younger generation to keep this industry moving forward so we can serve our clients, our communities and our industry."
Dennis Luebbering
The younger generation often has a stronger inclination to embrace technology and understand how it can help our agencies grow. I used to think I was good at technology, and I was…when I was younger…and before it changed so much and so fast! For me, at age 67, I realize I fundamentally know how AI (artificial intelligence) can help me, but I can’t for the life of me figure out how to use it effectively! So, I see a need to make more changes by allowing my staff to take advantage of new technology and to encourage and empower them to implement change in our operations. Perhaps, “the way we have always done it” is no longer the best path to follow. See, change can be good.
Dennis Luebbering president, MAIA
We need to encourage them to serve on committees, assume leadership roles and attend association events and training. I have talked to many young agents and staff that do not attend because they can’t afford it. This is a struggle for some, especially new agents. I would encourage those agencies that do not pay or incentivize staff to get involved to at least consider helping in some way.
We need the younger generation to keep this industry moving forward so we can serve our clients, our communities and our industry. They are the future of our agencies and our industry and we need to invest in our future. Naturally, we can’t allow everyone to get involved in everything the association has to offer, but maybe pick one thing.
To the younger generation, I would encourage you to bring good ideas to the leadership in your offices. Don’t give up. We need your ideas and input. Whether you are a producer, CSR, account manager or whatever role you have in the agency, it is important that we continue to adapt our agency operations in a way that serves the agency and our clients. Leadership may not just immediately jump up and down with joy and readily accept change, but don’t give up. There may be reasons an agency can’t make the change “right now” because of implementation issues, etc. Some things take time.
Our workloads are not getting lighter, and they certainly do not seem to be getting any easier. Hiring new team members and retaining them seems to be more challenging than ever before. Insurance companies are not making it easier to write policies or to service them. The old country song that says “storms never last do they baby” is definitely not referring to wind and hail claims, because they do not appear to be going away.
continued on page 30
Agent, broker or producer? ` celebrating125years
today, when you obtain or renew your Missouri insurance producer’s license, it allows you to perform the duties of both an agent and a broker. Before 2003, however, there were separate licenses for agents and brokers in Missouri.
While the terms “agent,” “broker” and “producer” are often used interchangeably, they do have different meanings.
An insurance agent is one who represents one or more insurance companies. While agents are obviously helping their customers find the best option for them, an agent represents the insurance company, and their primary duty is to the carrier. The agent has a contract with a company that spells out their duties and specifies the authority given to them by the company. For instance, a contract typically specifies that an agent can bind coverage on behalf of the insurer.
An insurance broker is a person whose primary duty is to the customer. A broker does not have authority to bind coverage on behalf of a carrier, and must rely on an agent or the carrier to do that.
A producer, according to Missouri statutes, is “a person required to be licensed pursuant to the laws of this state to sell, solicit or negotiate insurance.” This includes the duties of both agents and brokers.
Historically, individuals could hold an agent’s license, a broker’s license or both licenses (and until a 1998 bill passed allowing the Missouri Department of Insurance to fix the same anniversary date for those with both licenses, those licenses often renewed at different times for individuals). In 2001, MAIA lobbied for a bill that would eliminate the separate licenses, and instead create the single “producer” license that we know today. That law took effect Jan. 1, 2003.
At one point, the licensing requirements of agents and brokers varied considerably. For instance, prior to Jan. 1, 1982, insurance agents had to obtain a separate license for each company they represented. That changed with a bill passed in 1981 that instead required companies to notify the Missouri Division of Insurance when they appointed or terminated an agent. As of Jan. 1, 1982, agents were able to obtain a lifetime license, rather than renewing annually as they had done in the past. Brokers, on the other hand, changed
from having to renew annually to having to renew their license every other year with this bill.
Eventually the lifetime license was discontinued and both agents and brokers had to renew their licenses every two years. Fees varied, however; for instance, in 1991, the fee for a broker license was $100, while the fee for an agent license was only $25.
Continuing education credit requirements were the same for both agents and brokers since the first law requiring CE was passed in 1988. At that time, 15 continuing education credits were required every three years for agents or brokers with either a life/health or property/casualty license; 24 credits were required for those who were licensed for all lines.
In 1990, a bill was passed changing the requirements to 10 hours every two years for agents and brokers with a life/health or property/ casualty license, and 16 hours for those licensed in all lines. In 2007, a law passed changing the 10 hours to 16 for all licensed individuals.
Eliminating the separate agent and broker licenses was something many states did around the same time to simplify and streamline the licensing process, and the uniformity also made the multi-state licensing application process easier. In 2021, MAIA lobbied for a bill that set the renewal date for producers’ licenses and surplus lines licenses to renew every two years on an individual’s birth date, rather than on the anniversary of the license being issued. This also followed the lead of many other states, and makes remembering when your license is due a little easier to remember.
Sheryl Van Leer chief operating officer, MAIA
my turn
Senators, representatives, congress, legislature… you mean those aren’t all the same thing?
s the administrative leader of the Missouri Association of Insurance Agents, I have the opportunity to participate in a lot of events and exercises where I have a chance to interact face-to-face with individuals that work in this industry, some MAIA members and some not. It provides opportunity for me to “press the flesh,” if you will, educating insurance professionals and representing MAIA in public forums.
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While lately I feel that there are too many of these events, I rarely turn one down because I will do just about anything to promote the association (as evidence of this, I even allow my birthday to be broadcast through the association’s social media pages…FYI – I’m not that crazy about getting another year older).
the actual legislative session won’t begin until early January, the pre-filing period provides legislators the opportunity to get their proposed legislative bills formally available for review by fellow lawmakers and the general public ahead of time. There are literally thousands of bills that are filed each and every session and, thankfully, a relatively small number of those actually make it “across the finish line,” successfully passing both the Missouri House of Representatives and Senate before being sent to the governor to consider whether to allow them to become actual law or not.
" Every legislative session brings the opportunity to be part of the process and help shape the future of the insurance industry. "
I receive invitations from other insurance trade groups, large member agencies and insurance carriers to impart upon their event attendees the importance of the association and the good work that we do. I also often talk about proposed laws and their possible impact, positive or negative, upon our agents and their clients.
Matt Barton
Every legislative session brings the opportunity to be part of the process and help shape the future of the insurance industry. While that may seem rather lofty in nature, I can point to many laws that MAIA assisted in getting passed and that we, subsequently, enjoy working under. Those laws run the gamut across virtually all insurance products, from homeowners to auto to life to health to workers’ compensation. Without MAIA member involvement and input, we would not have been able to pass those laws.
Matt Barton chief executive officer, MAIA
When I have a chance to discuss legislation (not politics) at these events, it never fails to leave me with the realization that I live and work in a proverbial political bubble. Jefferson City is, obviously, the state capital and the largest employer in Jefferson City is state government; additionally, local news broadcasts cover state political races as a staple and a large part of my job entails tracking legislation. So, I really don’t know anything different.
It seems that I often state this, but whether you participate in the legislative process or not, the process will indeed continue. Just because you believe it to be a rough and tumble, sometimes nasty, process and decide to distance yourself far from it, it won’t fail to continue to move along. It’s my premise that it’s best to participate and help shape the result so it may move our industry forward and help us provide reliable insurance coverage to clients.
The annual pre-filing period for the Missouri legislative session begins Dec. 1 each year. While
Over the years, I’ve solicited feedback and input from so many of you on proposed legislation, as you are where the rubber meets the road in the insurance industry. You’re the ones who meet with clients on a daily basis. You’re the ones who interact with carriers every day. In short, MAIA members are the best resource for legislators to learn from as far as how a given piece of legislation will affect the insurance industry.
This is my formal invitation – no, my plea –to get involved and participate in the process during the upcoming session, but especially if you’ve never before participated. You can email me, you can call me, you can text me or you can come by the office to see me and I will be happy to chat with you about the process.
As University of Colorado head football coach Deion Sanders occasionally displays on his hoodie, I ain’t hard to find.
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thelegalside
The difficult coverages
idon’t very often think I should recommend coverages since I’m not involved enough in what the marketplace makes available, but the images from North Carolina after Hurricane Helene have brought some of those into focus.
During my college days in North Carolina and more recent visits to the area and drives to and from I can tell you that generally the French Broad River is a beautiful, almost ideal river, not the wild, ugly, trash-filled death trap it became after a foot of rain. Seeing the Biltmore Village and much of Asheville under feet of water was personally depressing.
And while stories will come out later telling us how few of the properties destroyed had flood insurance, I think we would all, based on experience, guess that the percentage is very low. And the next thing we can guess is that the federal programs that offer relief after the fact will come slowly and will be too little for many individuals.
flood coverage but I know when tragedy strikes, everyone looks for someone to blame, and insurance companies and professionals can be on the list.
"I don’t have a solution for getting customers to consider flood coverage but I know when tragedy strikes, everyone looks for someone to blame, and insurance companies and professionals can be on the list."
Similarly, in Missouri, insurers, producers, legislators and many others have discussed, stressed over and discussed options for earthquake insurance because of our unique proximity to the New Madrid fault. At least I do carry this coverage, but again, even when available it’s not priced in a manner likely conducive to sales. While more people may be aware homeowners policies don’t cover earthquakes, it’s still a quandary since the concept of an earthquake seems so far removed.
Lew Melahn
The final coverage that seems to be discussed more often and likely with still insufficient purchase is cyber loss. Even those of us with some coverage know that the types of losses that can occur evolve so quickly that knowing how to offer protection is a constantly changing matter.
Lewis E. Melahn, J.D.
Lewis E. Melahn is a practicing attorney who provides free legal consultation to MAIA members on a limited basis. He served as the director for the Missouri Department of Insurance from 1989-1993. You can contact Lew Melahn at 573-230-7200.
I suspect that flood coverage remains one of the most difficult to sell. I never thought it was priced sensibly, especially for properties outside of the flood plain. Nor does it seem most people understand that ground water intrusions aren’t covered by normal homeowners coverages.
I confess I don’t carry flood insurance, my home being located high enough that water flows away. Even an overflowing street drain will go down the valley away from my home. But I at least know I still have potential ground water intrusions and have had them, but without damage except a lot of Shop-Vac work. I don’t have a solution for getting customers to consider
I suspect again than many people just aren’t interested even when they should be. I wish I had a magic solution to how producers can get customers to buy unique coverages they may need but aren’t interest in, but I don’t. I only know that at least having discussions on topics like these can avoid finger-pointing when a loss occurs. Considering ways to address those coverages is a useful topic for internal discussions.
technicalities
The roof, the roof, the roof is . . . not RCV!
if your office is anything like mine recently, the only thing constant is change! It seems that the industry has moved fairly quickly over the last few years to protect themselves from the rising cost of replacing composite shingle roofs in the Midwest.
In my agency we are down to only one carrier offering a replacement cost roof without a future date of some type of limitation. Now that almost every company is making the change to either ACV or some type of scheduled payment, it has made me wonder: Are these all the same? Is one better than the other?
Actual cash value roof coverage
payment schedule chart to find the percentage of the claim they will pay. I have compared several of these, and the schedule looks to be pretty similar with all of them. What isn’t similar is when a company makes this part of the policy.
There are companies that start with this day one and some that don’t add it until year 15. All of the schedules I am looking at pay 58% on a composite roof in year 14. If you had the option to write that customer with a company that would still have replacement cost value in year 14, you would be doing your customer a big favor.
"Many companies have gone to some type of pre-determined schedule in the policy. This seems to be the most common approach among the lineup of carriers in my agency."
Ross Ingersoll
Looking at an ISO HO 04 93 03 22 form, there is no definition of actual cash value in the definitions section. In the loss settlement section, there is also no definition of actual cash value. ISO has an endorsement available to change only the roof to actual cash value, Actual Cash Value Loss Settlement for Windstorm or Hail Losses to Roof Surfacing – HO 04 93 03 22.
This endorsement changes the loss settlement conditions from “repair or replacement cost without deduction for depreciation” to actual cash value, but only if caused by windstorm or hail. Again, there is no definition of actual cash value or description of what can or cannot be depreciated. I have found that we do have some carriers that are not depreciating labor, permits, overhead and profit, but most are depreciating these items.
Roof payment schedule
Many companies have gone to some type of predetermined schedule in the policy. This seems to be the most common approach among the lineup of carriers in my agency.
The approach on this is pretty simple. The age of your roof is listed someplace on your policy. Compare the age and roof type to the roof
As an agent, the payment schedule answers the question, “How much will the depreciation be?” That sure makes the answer much simpler, but also closes any ambiguity that could be in the favor of the insured.
Depreciation
There have been multiple court cases and decisions all the way up to the Missouri Supreme Court with regard to depreciation. These cases have been tried based on the “actual cash value” policy definition or lack thereof. These were all based on different sets of forms, and some were proprietary to the company, so we won’t get too deep in the weeds on these.
The case to look at is Shelter Mutual Insurance v. Goodner in Arkansas, 2015 Ark. 460. This is an interesting case because the policy did have a definition of actual cash value that includes the depreciation of labor.
The majority opinion in this case was, “The term in the Goodners’ policy providing for depreciation of labor violates established principles of indemnity.”
The dissenting opinion states, “The Arkansas legislature enacts public policy through its statutes, and there is no statute on the depreciation of labor. Nor can we say that this contract term interferes with the public welfare to
continued on page 27
If you encounter any issues with policy forms, coverage gaps or problematic language, please report them to MAIA’s Coverage Advisory Committee so they can work on getting them corrected through their discussions with ISO, NCCI and ACORD.
Ross Ingersoll, CIC MAIA coverage advisory committee, Ingersoll Insurance Agency
errors omissions
& p Risk management mailbag: Interesting questions from 2024
art of my responsibility as the risk management expert with Swiss Re Corporate Solutions is to assist insureds with any risk management related questions they have. I’ve received several queries this year and thought we would look inside the mailbag at some of the most interesting questions.
“I have customers who text me for coverage changes on my cell phone. I prefer not to communicate with my customers this way and usually just reply asking them to forward their request to my email address. How can I get my customers to comply with this request?”
like email, to verify. Treat it like a telephone conversation since it is hard to document and verify with a date/time stamp.
Lastly, you can add an automatic reply message to go out when you receive text messages that includes a disclaimer, like the one on your email signature, that reads “Insurance coverage cannot be bound or changed via text messaging. You must speak directly to a licensed agent.” Not the most ideal as you really don’t want that reply to go to your personal contacts when they text you, but it is something you can consider using.
" Best practices would be to have the customer sign an electronic communication disclosure form . . . indicating the agency has permission to text them."
Business communications have changed over the years. Remember the days before email when everything was sent via the U.S. Postal Service? Texting is becoming more of a norm with customers, especially younger generations.
Annette Ardler
“A lot of my customers are senior citizens. Our agency wants to develop an internal ‘power of attorney’ or permission form some of our clients can use who want a family member (i.e., son, daughter, etc.) to be able to speak to us about the possibility of making coverage changes to their policies. Would Swiss Re have a sample we can follow?”
If you really don’t want your customers to contact you via your cell phone, don’t give them your phone number. But once they have it, here are a few things to consider. Best practices would be to have the customer sign an electronic communication disclosure form (sample on the Agents Council for Technology website) indicating the agency has permission to text them. This oftentimes doesn’t happen, and I’ve been told that if the customer initiates conversation via text, you are OK to text them back.
If your customer is requesting coverage changes via text, you should follow up with a more traditional form of communication,
This is a situation that could apply to any of your customers, not just the “senior” variety. A power of attorney is a written instrument by which a person appoints another as their agent or “attorney in fact” and confers upon them the authority to perform certain acts. It can be “full” (a general power of attorney) or “limited” (a special power of attorney).
Usually, a power of attorney is a legal document and is part of someone’s estate plan. As such, it really should be created with
as I sit writing this article election season is in full swing. No doubt, this has been a different kind of election year and as I stay in close touch with our IIABA lobbying folks, the winds do keep changing.
For the most part everything is a toss-up and likely to go to the wire. Do the Republicans keep the House? Do the Democrats lose the Senate? Who knows, but I think we are very likely to end up with a very divided federal government. Sometimes I take solace in the fact that it is harder to do harm when the branches are divided.
I have said before that in my earlier days compromise was a dirty word to me. However, as I have aged, it has become my deep conviction that our Founding Fathers designed a system that was created to force compromise. Unfortunately, compromise has been hard to find in recent years leading to more and more tribalism and “scorched earth” strategies.
Economic issues aside, that is why it grieves me to hear talk of abandoning the Senate filibuster. The revolving door of agencies and commissions from this administration that have found themselves before the Supreme Court over bureaucratic overreach is appalling to me. I’d love to see Congress do their job rather than see executive orders and bureaucratic overreach. I’d love to see members of both sides of the aisle engage in more debate and compromise than playing to a safe, small base and using their soapbox to create the soundbites they lust to use.
Personally, even with regular conversations with Nathan Riedel, IIABA's senior vice president of government affairs, I have shifted my personal contributions to my party’s Senate committee PACs, but InsurPac remains overall my steadiest contribution. All of these contributions come from the income I earn in this industry. This is the surest way I know to see a small bit of sanity to return to D.C.
That concludes my rant; I appreciate your forbearance.
Recently I attended the IIABA Government Affairs meeting during the fall board meeting, and much discussion occurred surrounding our goals and ambitions during this cycle.
As always, our PAC is not looking to a party but for individual legislators who have and will partner with us for the common-sense goals of our association. This is where I think we are different than most associations: In virtually every stand
we take, we are not only promoting policy that is good for your agency, it’s also good for your clients. What we promote is inevitably good for Main Street.
With the incoming Congress we are looking to move the needle on third-party litigation funding. Those of you who know me know that I have no problem with private equity. I sold my agency to become a shareholder in a PE-owned agency. I’ve invested in an accelerator PE fund. I hold PE private credit instruments in my retirement account and recently invested in a Midwestern PE firm specializing in an industry that has always fascinated me. I believe that private equity reflects a lot of what is good in the entrepreneurial marketplace.
However, the undisclosed financing of class action lawsuits or of those aggressively pursuing nuclear verdicts in specific plaintiff-friendly venues have a distinct anti-social slant. They drive social inflation, insurance and litigation costs, as well as general inflation. When funded by foreign sovereign wealth funds they can even risk national security.
New York, it was recently published in the Wall Street Journal, is having an insurance crisis of their own for public livery auto insurance. Why do we wait until we have a crisis to enact reasonable reforms? Who is funding the litigation is a focus in New York.
“Such transparency would provide useful information to juries about the motive and merits of claims, likely resulting in fewer fraudulent claims. If Russian mobsters are fleecing New Yorkers, don’t Democrats in Albany want to know?” This was a quote in the WSJ article.
Closer to home, we are all seeing the adverse impact of failing to pass common-sense tort reform measures. I have met with our counterparts in Ohio, Florida and Georgia. Our state government affairs committee has held meetings, reached out to legislators and is developing strategies to keep insurance affordable.
Whether you are contributing to InsurPac or MAPAC, your contributions are going toward efforts that will not only help you run your businesses, but will help your clients run theirs as well.
I don’t know about you, but I’ve started telling my clients that I am investing in improving the laws that regulate their businesses on both a state and a national level. Won’t you join me by writing a check and by telling your clients how you hope to help their businesses as well?
Brad Greer chair, MAIA political fundraising committee, Arnold Insurance
Step outside your comfort zone
like many of us, insurance is one of those industries I never pictured myself having a career in when I was growing up. There are plenty of us that just seem to get into it by happenstance. What we make of that is up to us.
I graduated college with no idea of what I wanted to do. I had a degree in business administration with a minor in entrepreneurship. I was just eager to get out into the real world and make some money!
My first job out of college, I worked for a district manager at a captive carrier. I then jumped at the opportunity to become an agent. The potential felt like it was endless!
I was a captive agent for about five years, and I just never felt content with the direction of my agency, or lack of it being my own. I also felt limited on how I could help my clients.
In 2019, I decided to dive headfirst into the independent side of insurance and I started a scratch agency. I always say go big or go home, and boy did I go big! It was such an exhausting
and rewarding experience. That first year was something that challenged me in so many ways. While I’m forever grateful for it, you couldn’t pay me to do it again!
As much as I felt like my agency was growing, I also felt I needed some guidance and direction. It was shortly after my leap into the independent side that I found out about MAIA.
My first conference was the MAC Summit in July and I dragged my husband along with me. We didn’t know a single person! I just knew I had to network and meet with other agency owners to gain a better understanding and knowledge of not only the independent side but how to run an agency. It’s so different from the captive side I knew I had a lot to learn.
I came back from that conference hungry for more. I reached out to MAIA eager to get more involved. That’s how I became part of the Young Agents Committee, and from there, chair of the committee.
Growth comes from doing things that make you uncomfortable. That first conference I really had to get out of my comfort zone and it was one of the best things for me professionally. I’m so thankful for that experience. The network of amazing agents involved in MAIA is second to none!
I’ve been attending the Small Agency Conference and MAC Summit ever since and I’m so glad I attend each time. When I attend these now I look forward to catching up with the friends I’ve made and am always eager to hear their tips and tricks in this everchanging industry.
I challenge each and every one of you to step out of your comfort zone. Go to a conference you haven’t been to. Sign up for a new committee. Get involved – you won’t regret it!
Each March, the Young Agents Committee hosts the Crawfish Feast before the Small Agency Conference, and each July, they host the cornhole tournament at the Missouri Agents Connection Summit.
This year, they also hosted a family movie night at MAC Summit, where agents could bring their whole family for an evening of fun, and in September, Barton Mutual Insurance Co. sponsored a Mizzou tailgate for young agents and their spouses.
If you are a young agent – or have one in your office – watch for 2025 young agent events that allow young agents to make valuable connections with peers in the insurance industry…and also have some fun!
MAIA
Committees
Association Advancement Committee
Reviews, considers and plans opportunities for growth and revenue presented to and afforded the association. Makes recommendations to staff and board regarding those opportunities, ensuring continuation of consistent and sustainable revenue for the association.
Chair Doug Clift, Arnold Insurance, Chesterfield
Darin Banner, Acrisure Midwest, Bolivar
Deena James, St. Louis Insurance Services, Manchester
Dave Linhardt, Charles L Crane Agency Co., Chesterfield
Paul Long, Ollis/Akers/Arney, Bolivar
Andy Reavis, Missouri Insurance Services, Billings
Get ideas for your own agency, network with other agents and owners, be the first to know about association news, have the chance to weigh in on new services that members need and help shape the future of our industry. Additionally, it is a great opportunity for new and experienced agents to learn more about the association.
Researches and responds to MAIA members' and their insureds' questions and concerns regarding insurance policy coverages, terminology and interpretations
Chair John Higdon, RCP, Alera Group, Clayton
Sam Bennett, Harrison Agency, Columbia
Karen O'Connor Corrigan, O'Connor Insurance Agency, St. Louis
Ross Ingersoll, Ingersoll Insurance Agency, Savannah
Deena James, St. Louis Insurance Services, Manchester
CSR Development Conference Committee
Organizes, plans and implements an annual conference for customer service representatives and other front-line employees in the insurance agency.
Chair Samantha Aitkens, Harrison Agency, Columbia
Tammy Bailey, MGI Risk Advisors, St. Louis
Paul Carcagno, Southern Insurance Services, Arnold
Tristin Casper, Ollis/Akers/Arney, Springfield
Stacey Eickhorst, Luebbering Insurance Agency, Jefferson City
Keith Inman, Inman Insurance, Salem
Hailey Rice, Varner Insurance Agency, Jefferson City Education Committee
Determines topics for the Risk Specialist Series and works with staff on what educational opportunities MAIA should be providing its members. Makes recommendations on topics and speakers used in education sessions.
Chair Jon Stahly, WE Walker –Lakenan, Cape Girardeau
Mike Clark, MGI Risk Advisors, St. Louis
Justin McMahon, Charles L Crane Agency, Chesterfield
Monitors, advocates positions and develops legislative proposals impacting members and their clients.
Chair Heath Greer, Arnold Insurance, Chesterfield
Nick Layman, Smart Insurance Agency, Marionville
Tami Mills, Mills & Sons, Clinton
Jim Neuner, Winter-Dent & Co., Jefferson City
Richard Ollis, Ollis/Akers/Arney, Springfield
Missouri Agents Connection Summit Committee
Organizes, plans and implements MAIA's premier event. The Missouri Agents Connection Summit joins quality education with excellent networking opportunities.
Chair Paul Long, Ollis/Akers/ Arney, Bolivar
Sandy Andrew, Andrew & Associates, Lee's Summit
Reed Black, Saint Joseph Insurance, St. Joseph
Ron Mattli, Southern Pioneer Insurance, Chillicothe
Lacey Peterson, Bull Insurance Agency, Lamar
Matt Speight, Scott Agency, Montgomery City
Emily Stratman, Jenks/Long Insurance, Rolla
Political Action Fundraising Committee
Encourages members to support InsurPac and MAPAC through a presence at events as well as contacting members to solicit contributions.
Chair Brad Greer, Arnold Insurance, Chesterfield
Randy Baker, TR Baker Insurance Agency, Kennett
Chase Brenizer, Hawkins Insurance Group, Edina
Belinda Brenizer, Hawkins Insurance Group, Edina
Scott Brothers, The Insurancenter, Joplin
Doug Clift, Arnold Insurance, Chesterfield
Heath Greer, Arnold Insurance, Chesterfield
Butch James, Charles L Crane Agency Co., Chesterfield
Dennis Luebbering, Luebbering Insurance Agency, Jefferson City
Mitchell Mills, Mills & Sons, Clinton
Brent Speight, Scott Agency, Montgomery City
Small Agency Conference Committee
Organizes, plans and implements an annual conference designed especially for small to mid-size agencies to provide continuing education and information to help agents, as well as expand markets through a trade show.
Vickie Goodin, Cannabis Insurance Wholesalers/ One General Agency, Oklahoma City, Okla. Kyane Marble, Hawkins Insurance Group, Edina Andy Reavis, Missouri Insurance Services, Billings
Ryan Sanders, Rich & Cartmill, Ozark
Christine Starr, MGI Risk Advisors, St. Louis
Jared Underwood, Ozark Hills Insurance, West Plains
Women in Insurance Committee
Plans activities to allow women in the insurance industry to uplift and empower each other through networking.
Chair Deena James, St. Louis Insurance Services, Manchester
Stacey Eickhorst, Luebbering Insurance Agency, Jefferson City
Tara Varner, Varner Insurance Agency, Jefferson City
Jenna Voight, Jenks/Long Insurance, Rolla
Young Agents Committee
Promotes the local, state and national activities to attract young people to the insurance industry. Helps organize and plan the MAC Summit and creates opportunities for leadership development within MAIA.
Chair-Elect Reed Black, Saint Joseph Insurance, St. Joseph
Past Chair Kevin Bull, Bull Insurance Agency, Lamar
Caleb Benner, Premier Network, Liberty
Corey Bond, Broyles & Matz Investments, Sedalia
Tristin Casper, Ollis/Akers/Arney, Springfield
Cameron Oliver, Gallaher Insurance Group, Mexico
Matt Phillips, Ozark Legacy Insurance Partners, Poplar Bluff
Ashley Shine, Allied Insurance Agency, Springfield Amber Truskowski, UBIC, South Jordan, UT
WHAT IS INVOLVED?
Most committees meet two to three times per year by conference call, at the MAIA office in Jefferson City, or in conjunction with an event. Committee members are encouraged to attend events that are related to their committee's specific focus.
HOW DO I GET INVOLVED?
Interested in serving on a committee or have questions? Contact April Underwood, aunderwood@moagent.org.
FREE LEGAL SERV ICES
15 minutes per quarter
MAIA member agencies are entitled to one call, with a 15 minute consultation, per calendar quarter. There is no charge to the agency for this service. No attorney-client relationship is created between the law firm and the member agency through this call, but the conversation is confidential and privileged.
You are not allowed to make additional calls to reach 15 minutes. And you may not combine your entire annual legal services into one consultation.
Practicing attorney
Free legal consultations are provided by the association’s arrangement with Lewis E. Melahn, a practicing attorney in Jefferson City who focuses on insurance-related issues. He has been an attorney since 1976, was in the insurance agency business for eight years, and served as Director of the Missouri Department of Insurance from 19891993.
Sample call topics
• Licensing
• Claims procedures
• Business structure and perpetuation
• Commissions and fees
• Producer agreements
• Record retention
• Advertising
• Liquidations
Free legal consultations are restricted to insurance regulatory, compliance or agency operations questions. The service is not available for personal legal questions. Calls should not be made which require reference to specific insurance companies as the law firm would be required to do a full conflicts check before addressing the question
Call
Identify yourself as a member of MAIA making use of the free legal consultation.
Free ACORD forms for MAIA members
did you know that your MAIA membership provides you access to ACORD forms at no charge through your agency management system? This benefit is a great cost-saving measure for agents, and is only available through membership in MAIA.
Recognized as an industry leader in insurance forms, ACORD has maintained a list of industryspecific forms for over 50 years. Most agencies access these forms through their agency management systems, for which ACORD requires agencies to obtain an end user license (EUL).
MAIA’s national associations, IIABA and PIA, have each worked to ensure that MAIA members will not incur EUL fees when accessing necessary ACORD forms. Those MAIA members with less than $50 million in annual property and casualty revenue will receive an EUL at no charge as part of their MAIA membership. This benefit alone could represent savings of up to $2,500 for an agency, based upon the size of the agency.
ACORD Forms FAQs
How do I get started?
Agents may be directed by their management system provider to navigate to the ACORD forms license website (https://www.acord. org/FormsLicense). Agents will then need to register as a site visitor (if they are not already registered) and follow a very short process to validate they are a covered MAIA agent. Once that is complete, agency personnel can access forms through the agency’s AMS.
NOTE: This initial validation to obtain a license will need to be done once to initiate the process and then annually.
Does everyone in my agency need to navigate to the ACORD forms license site to obtain a license?
Qualifying agencies should obtain the license at the agency level. This means one license for each entity, so only one person from your agency (i.e., with the same agency corporate name) would need to sign into the ACORD forms license website and obtain a license for your agency name. For agencies with different names under one entity parent, each agency name will have to obtain a license.
What if I don’t use an AMS?
There is a discount to members who subscribe to the ACORD Advantage Plus program. This program is for agencies with less than $1 million in annual P&C revenue, and allows all individuals at a subscribing agency location to access individual ACORD forms for a single state.
Questions?
More information on ACORD forms is available at www.acord. org/forms, and members can also call ACORD directly at 845620-1700.
agencymanagement
Funds transfer fraud: How cybercriminals steal money from your agency
funds transfer fraud is one of the biggest cybersecurity threats facing insurance agencies today. This type of fraud involves cybercriminals manipulating and exploiting the invoice and funds transfer processes at an agency to redirect payments to outside fraudulent accounts.
There are a few key ways funds transfer fraud typically occurs:
• Criminals gain access to insurance agency systems and send fake invoices or payment requests from what appears to be a legitimate vendor, client or partner. However, the payment details they provide route to accounts controlled by the criminals.
• Fraudsters hack into vendor, client or partner email accounts and send messages with modified account numbers or routing information to redirect payments.
• Malware or phishing scams infect agency systems, allowing criminals to modify legitimate payment details in the background quietly.
As more insurance business is conducted online, criminals have increased opportunities to carry out these types of cyberpayment frauds, making this a top threat agencies must understand and safeguard against.
How funds transfer fraud occurs
Cybercriminals utilize social engineering and hacking techniques to gain access to email accounts, impersonate vendors or clients, manipulate legitimate invoices and requests and redirect payments to hacker-controlled accounts.
The fraud typically begins when hackers compromise email accounts through phishing attacks, weak passwords or other vulnerabilities. Once inside a business email account, the criminals patiently monitor communications to understand normal invoice and payment processes.
At an opportune time, the hackers send forged emails impersonating a vendor or client. These emails contain fake invoices or requests with the criminal’s bank account details instead of the legitimate vendor’s information. The emails often look identical to normal invoices or requests, making the fraud difficult to detect.
Since the emails come from a seemingly legitimate source, unsuspecting staff process the invoices or requests like normal and change the payment details. With everything appearing in order, the staff unwittingly approves payments to the hacker’s account instead of the real vendor or client.
The entire scheme relies on carefully impersonating trusted contacts through compromised email accounts and manipulating standard payment procedures. Insurance agencies can be prime targets due to high funds transfers and complex third-party relationships. Staying vigilant and protecting email security are crucial to avoid this type of cyber fraud.
Impact on insurance agencies
Funds transfer fraud can have a significant impact on insurance agencies in multiple ways:
• Financial losses – A successful funds transfer fraud can result in substantial direct financial losses if money is redirected to a criminal’s account. Depending on the amount transferred, this could have major monetary consequences for the agency.
• Reputational damage – Beyond direct losses, the reputational damage from funds transfer fraud could be severe. If an agency’s clients have their transfers intercepted or accounts compromised, it will undermine trust and confidence in the agency’s ability to handle finances securely. Even if the fraud wasn’t the agency’s fault, its reputation will still suffer.
• Liability concerns – There may also be liability issues if an agency is seen as negligent in allowing fraudulent transfers or failing to have sufficient defenses in place. Regulatory fines, litigation from affected clients and other legal consequences could result, adding further monetary and reputational damage. The liability risk makes prevention an urgent concern.
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Daniel Metcalf Catalyit.com
Risk Specialist Series
“Wait…That Insurance Law Would Affect My Agency How?”
Jan. 23, 2025
Hybrid | Jefferson City or Online
Day at the Capitol
March 5, 2025
Courtyard by Marriott, Jefferson City
Small Agency Conference
March 19-21, 2025 Holiday Inn, Columbia
CISR
Insuring Personal Residential Property, Nov. 19, 2024, Online
Dec. 9: How It’s Built, How It’s Used, Will It Survive: Elements of Property Underwriting This course reviews many factors of a building’s construction and occupancy and how underwriters use data to determine and classify a property risk. After taking this course, insurance pros will have a better understanding of construction strategy, mitigating risks such as fire and wind, and tools used by property underwriters.
Dilemmas in Insurance and the Responsibilities of
Rich, Insurance Poor: P&C Coverage Challenges for High-Net-Worth Individuals
technicalities
continued from page 13
the extent that we would take the unprecedented step of creating public policy in the absence of legislation.”
In an effort to prevent a similar decision in Missouri, the carrier lobby led an organized effort in 2017 to codify depreciation of labor in Missouri. The following was proposed to amend chapter 379, RSMo:
1. As used in this section, unless the context requires otherwise, the following terms shall mean:
(1) “Damaged property”, a dwelling, structure, personal property, or any other property or service that is covered under the terms of an insurance policy; and
(2) “Expense depreciation”, depreciation of the cost of all goods, materials, labor, services, fees, permits, and taxes necessary to replace, repair, or rebuild damaged property.
2. An insurance policy covering damaged property may allow for expense depreciation.
This was met with quite a bit of opposition and failed to pass. Because it’s not codified and judgements have been back and forth, it remains on a company-by-company basis to depreciate labor.
You will find that most companies have added verbiage to their proprietary forms that defines “actual cash value.” I have found this might be a stand-alone endorsement or done in conjunction with a state mandatory form that makes numerous other changes to the homeowners policy. These typically define actual cash value to include material, labor, permits and fees, and contractors overhead and profit.
It is worth taking the time to review your homeowners carriers to establish a good understanding of how each company is applying coverage to a roof. If you have a company that isn’t depreciating labor, that could result in a large difference in a claim for an insured. We keep a spreadsheet in our office detailing each of our companies with how many years they will cover a roof at replacement cost value, what it changes to and how they settle the actual cash value claims.
HOW RELIABLE IS YOUR WORKERS’ COMPENSATION CARRIER?
agencymanagement
In summary, the financial, trust and legal implications of funds transfer fraud make it a threat insurance agencies cannot afford to ignore. Implementing strong protections needs to be a top priority to avoid endangering the business.
Preventing funds transfer fraud
Funds transfer fraud can be prevented through several key measures:
• Strong email security protocols – Implement DMARC, SPF and DKIM to prevent email spoofing. Be wary of any payment requests received via email and always verify legitimacy through secondary channels like telephone.
• Verify all payment requests – Double-check all payment and invoice details. Call the suppliers to confirm any payment or account changes before transferring funds.
• Use multi-factor authentication – Require an additional step like a one-time passcode to authorize payments and access accounts. This prevents fraudulent access even if login credentials are compromised.
• Employee training on red flags – Educate employees on signs of fraudulent payment
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requests like urgency, changes in vendor details or requests from free webmail accounts. Empower them to question abnormalities before approving funds transfers.
With multiple layers of protection, insurance agencies can effectively guard against this cybersecurity risk. Staying vigilant, verifying requests and enforcing strong access controls will help prevent loss of funds through transfer fraud.
Take action against funds transfer fraud
If your insurance agency experiences funds transfer fraud, it’s important to take swift action to limit the damage and prevent future incidents. Here are some steps to take:
• Report incidents to authorities – Contact law enforcement and file a report about the fraudulent activity. Provide as many details as possible about how the fraud occurred, the accounts involved and the scope of the breach. Filing a report creates an official record and can help with recovery efforts.
• Conduct a forensic investigation – Hire a cybersecurity firm to conduct a forensic investigation to determine the root cause and full impact of the breach. Analyzing the technical evidence can reveal vulnerabilities and help prevent similar attacks. Preserve and document all evidence.
• Notify clients of the breach – If any client data was compromised, you are obligated to inform those individuals about the breach. Follow data breach notification laws and regulations. Be transparent about what occurred and the steps you’re taking to enhance security.
• Update policies and controls – Review your cybersecurity policies and internal controls around payments and funds transfers. Identify any gaps that allowed the breach to occur. Implement additional safeguards like multifactor authentication, separation of duties or payment verification processes. Train employees on updated protocols.
Taking quick action after a funds transfer fraud incident can help minimize damages, restore client trust and bolster defenses against future cyberattacks targeting your insurance agency. Don’t allow fraudulent activity to go unchecked.
errors omissions
an attorney, because the customer needs to take into consideration local/state laws and regulations regarding powers of attorney and other implications. This document goes beyond just being able to “talk” to a noninsured about a customer’s policies.
If the agency is seeking an authorization document for the customer to grant consent for the agency to discuss their insurance policies with a non-insured (and grant authority to enact coverage changes), the agency should speak to their local counsel for assistance in drafting the document. The agency will also want to make sure their customer doesn’t already have a similar document in place that maybe just needs to be shared with the agency for future reference.
“We have a customer we would prefer not to work with any longer. Is it possible to ‘fire’ them from the agency?”
The answer is “yes.” If you find the relationship you have with a customer is no longer serving value to your agency, you can advise them you are not able to continue to handle their insurance policies and recommend they find another agency to handle their insurance matters. There is a sample letter for your use on the E&O Guardian website, under the Find Agency Tools section. Additionally, there are some helpful articles on the Virtual University section of the Big “I” website. Search for “How to Fire a Customer,” “Purposely Getting Rid of a Customer” or “Getting Rid of Abusive Customers.” Be sure to save a copy of any communications in your agency management system.
If you have a question or would like some information on how to reduce potential E&O issues in your agency, please feel free to send an email to me at annette_ardler@swissre. com.
continued from page 15
Annette “Nettie” Ardler, CPIW, DAE, AIAM, is a Senior Underwriter & Risk Management Expert of Swiss Re Corporate Solutions, underwriting insurance agents errors and omissions coverage. She has been a licensed agent for over 30 years with a specialty in professional liability insurance. Nettie has taught classes in risk management, ethics, and laws and regulations.
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.
Copyright 2024 Swiss Re
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fromthepresident
continued from page 5
With this in mind, our clients need us now more than ever, and these claims are taking more of our time now than ever before. We are seeing underwriting changes that are unprecedented in a lot of ways.
So, changes are always happening and they continue to happen in ways that are not comfortable for any of us. However, all these changes are why clients need agents. I believe we can show our value to our clients during these trying times. Clients can pick up the phone and talk to us. The online buyers don’t have the luxury of having an independent agent to hold their hand through problems. So, this change in the end may benefit us, even though it is not comfortable right now!
What we provide to our customers and how effective we are all comes down to how we relate. Relationship building looks different to different people, so we have to learn to communicate with each client in the way they want to relate. For some old guys like me, I like to pick up the phone,
meet in person, etc. To me, that is relationship building. For some young folks, they like to just text or email and would rather not pick up the phone. They call that relationship building. Well, true relationship building is relating to the customer in the ways they want to communicate. That is relationship building!
In closing, it is not only the customer experience that we must learn to nurture, but our agencies need to build staffing that allows us to relate well to underwriters, coworkers and agency management. We need some of the newer stuff such as texting, email, automation (including AI), and we need some of the old stuff such as picking up the phone and calling. We need young staff, and we need older staff. Why? Because we service young people and older people, and they relate differently so we must be able to adapt accordingly.
Our agencies need to embrace the changes necessary to nurture the relationships we are building. Embrace change. Change can be good!
partnernews
Awards
and accolades
SECURA earns Well Workplace Award
SECURA Insurance earned the Platinum Well Workplace Award from The Wellness Council of America (WELCOA). This is SECURA’s fourth time obtaining the Platinum Award, which is the highest award level recognizing the company as one of “America’s Healthiest Companies.”
By achieving the Well Workplace Award, SECURA has made a long-lasting commitment to the health and well-being of its associates.
“We are honored to achieve the Platinum Well Workplace Award from WELCOA once again,” said Sarah Krause, SECURA vice president–human resources. “The health and well-being of our associates are top priorities, and receiving this award is recognition of our commitment to our associates’ health.”
The Wellness Council of America is one of North America’s most trusted voices on the topic of workplace wellness. WELCOA has an impeccable reputation for helping business and health professionals improve employee well-being and create healthier organizational cultures. The Well Workplace Awards initiative is driven by a rigorous set of criteria outlined in WELCOA’s seven benchmarks to a result-oriented Well Workplace.
Acuity named to Deloitte 75
Acuity was named to the Deloitte Wisconsin 75, the annual program honoring the state’s largest closely held firms for their impact on the Wisconsin economy. In Acuity’s 18th year on the list, the insurer ranks 19th.
Private sector companies help power Wisconsin’s economy and communities. Each year, Deloitte recognizes the state’s largest and most successful companies.
“The private companies that make up the Wisconsin 75 set the standard for what’s possible when a business is committed to making an impact both within their organization and the community. We’re proud to recognize their contribution to our economy and state,” said P.J. DiStefano, Wisconsin managing partner of Deloitte LLP.
Partners named top employers
Insurance Business America released its list of the top insurance employers for 2024. Employees at participating organizations completed anonymous surveys that evaluated their
continued on next page
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affordable price your customers deserve. We’ve been successfully protecting small businesses since 1983.
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continued from page 31
experiences across several key areas, including benefits, compensation, workplace culture and employee development opportunities. Only those companies that achieved an average employee satisfaction rating of 75% or higher were named to the list.
MAIA Partners that made the list:
• JENCAP
• Risk Placement Services Inc.
• Burns & Wilcox
• HawkSoft
• Chris-Leef General Agency
New faces and places
Arlington/Roe announces promotions
Andy Roe has been promoted to president and chief operating officer and Patrick Roe has been promoted to executive vice president, chief sales and marketing officer at Indiana-based Arlington/ Roe. Jim Roe continues as chairman and CEO.
Andy began his insurance career when he joined Arlington/Roe in 2001, where he is a third-generation member of the family-owned business. Over the last 20 years, he has been involved in many facets of the organization by holding various roles from underwriting to departmental leadership.
Andy’s responsibilities include maintaining and directing the daily operations of the company as well as working with the leadership team to ensure performance expectations and strategic plan execution. He promotes company culture and is heavily involved with human resources. Andy also oversees financial operations and manages relationships with carrier and agent partners.
Patrick joined his brother Andy at Arlington/ Roe in the summer of 2003 as the second member of the third generation of the Roe family. He
Postal Form 3526 data for Missouri Agent
This is the Statement of Ownership, Management and Circulation of Missouri Agent, published bimonthly at Jefferson City. This statement contains the information provided on Form 3526, which was submitted to the Postmaster at Jefferson City, Sept. 20, 2024.
The owner of Missouri Agent is the Missouri Association of Insurance Agents, 3315 Emerald Lane, Jefferson City, MO, 65109, a not-for-profit corporation without capital stock. The publisher is Matthew Barton, Jefferson City.
The editor is Sheryl Van Leer, Jefferson City, and the managing editor is Sheryl Van Leer, Jefferson City.
has also held various roles in the organization. His current responsibilities include identifying strategies and growth opportunities in Arlington/ Roe’s core states. He is engaged with agency partners to understand their needs, develops new sales strategies and monitors marketplace changes. Patrick works closely with Andy Roe and Jim Roe to develop and implement sales strategies supporting growth.
Jim Roe has been preparing for this transition for some time as part of his commitment to perpetuating the family business. While he remains actively involved, this shift represents a gradual handover of daily operations to Andy and Patrick, allowing him to dedicate more of his efforts to overall strategy, governance and industry positioning. Jim emphasizes that he has no plans to step away, but rather is focusing on guiding the business’s long-term direction and success.
SECURA Insurance promotes three company leaders
SECURA Insurance promoted three company leaders: Mike Campbell, vice president–specialty lines underwriting; Sarah Endter, vice president–underwriting services; and Kevin Klestinski, senior vice president and chief underwriting officer.
“These individuals have consistently demonstrated exceptional dedication, innovation and leadership,” said Garth Wicinsky, SECURA president & CEO. “Their hard work and commitment to excellence have not only driven our company’s success but have also set a standard for others to follow.”
Campbell joined SECURA in 2013 as a specialty lines underwriter. He has held progressive roles on the specialty lines team with the most recent being director–specialty lines underwriting.
There are no bondholders, mortgagees or other security holders of any kind or nature, either with reference to the Missouri Association of Insurance Agents or Missouri Agent.
The total number of copies printed during the preceding 12 months averaged 1,363, and 1,300 copies were printed in September-October 2024, the issue nearest the filing date.
No copies were sold through dealers, carriers or vendors during the year. Paid or requested mail subscriptions averaged 1,212, with 50 of those mailed in-county. Paid or requested mail subscriptions for the September-October issue numbered 1,152, with 41 of those mailed in-county.
Copies distributed free through the mail averaged 47 for the year, with 6 of those mailed in-county. Free copies distributed through the mail for the September-October issue numbered 43, with 6 of those mailed in-county. Copies distributed free outside the mail averaged 0 for the year, with 0 in SeptemberOctober.
Copies not distributed averaged 104, with 105 not distributed in SeptemberOctober.
Paid and requested circulation averaged 96 percent for the year and was 96 percent in September-October.
I certify that all information furnished is true and complete.
Sheryl Van Leer, editor
Andy Roe
Patrick Roe
Mike Campbell
During his time in the role, he has helped lead specialty lines growth.
Endter has been with SECURA since 1994. She has held many positions at the company, including business analyst, commercial lines underwriter and most recently, director–underwriting services where she oversaw the underwriting customer service areas.
Klestinski joined SECURA in 2015 as vice president–specialty lines underwriting where he was responsible for the profitability of the carrier’s specialty lines property and casualty insurance products. He was promoted to vice president and chief underwriting officer in 2022.
Other news
MEM strengthens Midwest presence with new brand
Missouri Employers Mutual (MEM) is charting a course for growth and enhanced service across the Midwest. This exciting chapter begins with the unveiling of a new brand identity, MEM, which unifies the company and its subsidiary, Previsor, under one powerful name.
This strategic move coincides with MEM’s transition from a public mutual insurance company to a private mutual insurance company,
effective Jan. 1, 2025. This new brand signifies an even stronger focus on delivering industryleading expertise and fostering economic growth throughout the Midwest.
“MEM is well known for providing unmatched work comp expertise delivered through strong relationships with our customers and agents,”
Jennifer Peck, MEM chief strategy and customer officer said. “We’re still MEM and we’re bringing that to even more businesses in the region.”
MEM’s commitment to exceptional service remains constant. This new brand signifies an even stronger focus on delivering industryleading expertise and fostering economic growth throughout the Midwest. Improvements include:
• Simplified service: Policyholders will benefit from a single policy for all seven states, consolidated billing, streamlined audits and centralized claims reporting.
• Competitive pricing: More price points across all seven states allow for greater pricing flexibility.
• Enhanced resources: A brand-new website (mem-ins.com) launched on Sept. 9. This userfriendly platform offers a fresh look, improved search functionality, expanded free resources and a dedicated agent resource center.
Sarah Endter
Kevin Klestinski
agencynews
Awards and accolades
Springfield Business Journal names 2024 Trusted Advisers
The Springfield Business Journal has announced their class of 2024 Trusted Advisers, which includes Bryant Young, Insurors of the Ozarks and Justin Coyan, Ollis/Akers/Arney. Richard Ollis, Ollis/ Akers/Arney, was named as this year’s Legacy Adviser. Nominations were submitted from across the community and an independent panel of judges selected the top advisers among various industries.
Members named top employers
Insurance Business America released its list of the top insurance employers for 2024. Employees at participating organizations completed anonymous surveys that evaluated their experiences across several key areas, including benefits, compensation, workplace culture and employee development opportunities. Only those companies that achieved an average employee satisfaction rating of 75% or higher were named to the list.
MAIA members that made the list were Ollis/ Akers/Arney and USI Insurance Services.
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Ollis/Akers/Arney named Best Practices Agency
The Big “I” and Reagan Consulting have released their annual Best Practices Study, and have again named Ollis/Akers/Arney as a Best Practices Agency. To be selected as a Best Practices Agency, agencies must submit extensive financial and operational data for review, and the topperforming agencies across the nation are then chosen as Best Practices Agencies. For more information on how your agency can become a Best Practices Agency, see Industry News on page 36.
New faces and places
Lockton names new U.S. president
Lockton, the world’s largest independent insurance brokerage, has named Tim Ryan as its new U.S. president. In this role, Ryan will report to chairman and CEO Ron Lockton and collaborate with the leadership team. He will also focus on attracting industry talent.
Ryan, who has served as COO of Lockton’s Northeast operations for 19 years and has 30 years of industry experience, has overseen significant growth, geographic expansion and integration efforts.
Commenting on the leadership appointment, Ron Lockton highlighted Ryan’s ability to lead and innovate. “I am excited that Tim has accepted this role, and I have no doubt that our U.S. business will thrive and continue its impressive growth and
success under his leadership and enterprise-wide vision. Tim has demonstrated his ability to lead, innovate and collaborate throughout his career at Lockton, and he embodies our culture and values. He is the ideal person to lead the U.S. business through its next chapter,” he said.
Ryan commented: “I am incredibly excited by the opportunity to lead Lockton’s U.S. business, a company built on values that I have been proud to be associated with for nearly two decades. I look forward to working with Ron, the broader leadership team, and the talented associates across the U.S. to continue to build on Lockton’s success as a firm through serving and creating value for clients.”
In his new role, he will lead Lockton’s largest operational region, which reported $2.43 billion in revenue and an 11% growth rate over the past year. This marks the sixth consecutive year of double-digit revenue growth, with a five-year organic revenue compound annual growth rate of 13%.
Powers Insurance & Risk Management adds team members
Powers Insurance & Risk Management, one of the largest family-owned and -operated independent insurance agencies in the bi-state region, recently hired Brittany Gaglioti as a commercial account manager and Contina Hester as a personal lines marketer.
Gaglioti’s responsibilities include overseeing all aspects of the renewal process for the agency’s commercial lines clients and assisting with new business sales. She will also manage current client accounts to ensure their needs are met promptly. Gaglioti brings nearly 10 years of experience in the insurance industry to her new position. Prior to joining Powers, she worked as a commercial lines account manager for a Delaware-based insurance agency.
Hester’s responsibilities as personal lines marketer include directing marketing efforts toward contracted carriers while supporting both the agency’s team and clients. She has five years of insurance industry experience, having previously served as a licensed account manager for an insurance company in Wisconsin.
New agency members
Alferman Agency, Derek Alferman, Washington
Brian Paasch Insurance, Brian Paasch, St. Charles
Jenkins Insurance Services, Bruce Jenkins, St. Charles
Demond Robinson, Demond Robinson, Florissant
Jeff Darnell Agency, Jeff Darnell, Poplar Bluff
Jeff Thieme, Jeff Thieme, St. Charles
Keith E Messerly, Keith Messerly, Springfield
Laura Michel Insurance, Laura Michel, St. Charles
Murphy Insurance, Michael Murphy, St. Charles
Richard Deitte Insurance, Richard Deitte, St. Charles
Since 1993, the Big “I” and Reagan Consulting have conducted an annual study to examine the top-performing agencies across the nation. For these agencies, inclusion provides the prestigious status of “Best Practices Agency” and opens the doors to many benefits. The opportunity to be a part of the process takes place every three years, and nominations are now open to be considered for the 2025-2027 study. Nominations must be received by Jan. 31, 2025, and are accepted from carrier partners or MAIA, or you may fill out a selfnomination form and provide references. Nominated agencies will be asked to provide detailed financial and operational information, which will be scored and ranked objectively. Responses to management and industry-related questions are also requested with the data. You can find more information on the Best Practices Study and the process and timeline at https:// www.independentagent.com/best-practices.
FTC ban on noncompete agreements struck down
On Aug. 20, Judge Ada Brown of the U.S. District Court for the Northern District of Texas ruled that the Federal Trade Commission (FTC) cannot enforce its ban on noncompete agreements. The rule was set to take effect on Sept. 4.
In the ruling, Judge Brown wrote that the FTC had overstepped its authority when it approved the “Non-Compete Clause Rule” by a vote of 3-2 in April. “The FTC lacks substantive rulemaking authority with respect to unfair methods of competition,” Brown wrote. She went on to write that “the role of an administrative agency is to do as told by Congress, not to do what the agency think[s] it should do.”
The Big “I” agreed with that assessment. They argued that Congress never intended to give the FTC such broad powers and questioned whether they possessed the statutory authority to promulgate such a rule.
In response, the FTC said it will continue to try to stop noncompete agreements, and is considering appealing the decision.
PIA appoints Michael Skiados as CEO
The National Association of Professional Insurance Agents (PIA) named Michael Skiados, MBA, CAE, as CEO following an extensive search process. Skiados joined the organization on Oct. 15, 2024.
Skiados is a leader in association growth and management with more than 20 years of experience running membership, education, marketing and operations for a variety of large
associations. He most recently served as managing director of membership strategy and engagement with The American Institute of Architects. In prior roles, his contributions have resulted in significant growth in membership and engagement, and new ways to unite association chapters. He held key positions with the American Speech-LanguageHearing Association, American Society for Clinical Pharmacology and Therapeutics, and ASAE, The Center for Association Leadership.
At PIA, Skiados will focus on identifying ways to better serve members and affiliates, including creating new products and services. He will also work closely with the PIA Partnership, the organization’s carrier council and its Technology Council.
MAIA receives 125th anniversary Eagle Award from Big “I”
At the Big “I” Fall Leadership Conference, MAIA was honored with a prestigious award in celebration of its 125th anniversary, recognizing its century-long commitment to excellence and leadership in the insurance industry. MAIA has consistently advocated for its members, providing top-tier education, networking opportunities and legislative support. This milestone award reflects MAIA’s unwavering dedication to serving the evolving needs of agents and policyholders across the state.
MAIA education dept. receives award
The Big “I” has named their 2024 Excellence in Insurance Education (EIE) award recipients, which include 36 state associations.
Missouri received a Diamond level award. First presented back in 2010, the EIE award is not a competition but rather a points-based system designed to recognize and honor state associations and staff who, through a variety of traditional and cutting-edge professional development programs, have made significant contributions to insurance education. Recipients of this award have proven their dedication to promoting quality insurance education year after year.
2025 Partner Program
It’s time to submit your pledges to be an MAIA Partner for 2025!
Partner program benefits include:
• Complimentary registration at MAIA events
• Complimentary exhibit booth and priority booth selection at MAC Summit and Small Agency Conference
• Event sponsorships
MAIA's Eagle Award
• Recognition on packets used for all education programs and events
• Recognition on social media throughout the year
• One complimentary ad in Missouri Agent magazine
• Discounted advertising in additional issues of Missouri Agent magazine
• Complimentary MAIA associate membership and more!
Pledges are due Dec. 1, 2024, and payments are due no later than Jan. 31, 2025. For a detailed benefit listing and to make your pledge now, visit moagent.org/partners.
Utica named top employer
Utica National Insurance has been named a Top Insurance Employer by Insurance Business America magazine for the seventh consecutive year. Honorees are identified based on anonymous employee surveys that evaluate the organizations based on several metrics, including benefits, compensation, culture and employee development.
Remembering Bill Carleton Jr.
William Peter Carleton Jr., 92, of St. Louis, Missouri, passed away peacefully on Aug. 21, 2024, surrounded by his loving family.
Born in 1932, Bill is survived by his beloved wife, Anne Weber Carleton, with whom he shared a remarkable journey of 68 years. Together, they built a close-knit family, raising five children: Virginia (Mike) Wefelmeyer, William P. (Debi) Carleton, III, Paul A. (Georgeanne) Carleton, Stephen W. (Barb) Carleton, and Mary Elizabeth (Ron) Fox. Bill had 22 grandchildren and 10 greatgrandchildren. He is also survived by his brother John C. Carleton. He was predeceased by his parents, William P. and Marjorie Kardell Carleton, and his sisters, Ellen (William) Weld and Sharon (David) Dempsey.
Bill was a veteran officer of the United States Air Force, having attained the rank of first lieutenant prior to his honorable discharge. He had a 66-year career as an insurance agent and broker, founding The Carleton Agency Co. and eventually retiring as a partner of The Crane Agency. He was also a past president of MAIA.
regulatoryactions
Enforcement actions
Mallory Marie Cahill, Columbia, Mo., license issued with conditions.
Community Abstract and Title, Inc. Piggott, Ark., voluntary forfeiture of $800.
Zachery Lance Doles, South Shore, Ky., voluntary surrender of license.
Foundation Title and Escrow Series, LLC, Smithville, Tenn., voluntary forfeiture of $700.
Hart Abstract and Title, LLC, Unionville, Mo., voluntary forfeiture of $800.
Investors Title Company, Inc., Clayton, Mo., voluntary forfeiture of $900.
Larisa Kuznetsova, Columbia, Mo., refusal to issue license.
Legacy Title & Escrow, LLC, Troy, Mo., voluntary forfeiture of $700.
Kaven William Mahon, Springfield, Mo., refusal to issue license.
Ruth Adriana Matsushita-Diaz, Olathe, Kan., voluntary forfeiture of $850.
Maverick National Services-Florida, LLC, Sarasota, Fla., voluntary forfeiture of $800.
Meister Abstract Corp, New City, N.Y., voluntary forfeiture of $700.
Derrick Antonio Mitchell, St. Louis, Mo., refusal to issue license.
Joseph Piatczyc, Lee’s Summit, Mo., voluntary surrender of license.
Sadia Redden, Clermont, Fla., voluntary surrender of license.
Jessica Richardson, Prairie Village, Kan., voluntary forfeiture of $850.
Ruth & Associates Business Solutions, LLC, Kansas City, Kan., voluntary forfeiture of $4,250.
Daniel Thomas Sims, Hermann, Mo., refusal to issue license.
Southeast Missouri Title Company DBA SEMO Title, Sikeston, Mo., voluntary forfeiture of $700.
Craig Walkenbach, Fulton, Mo., voluntary forfeiture of $13,950.
Financial exams
Farmers Mutual Insurance Company of Newton County, Monett, Mo., examination report adopted with curative action ordered.
Home State Health Plan, Inc., St. Louis, Mo., examination report adopted with curative action ordered.
National General Insurance Company, WinstonSalem, N.C., examination report adopted with curative action ordered.
National General Insurance Online Inc., WinstonSalem, N.C., examination report adopted with curative action ordered.
St. Elizabeth Mutual Insurance Company, St. Elizabeth, Mo., examination report adopted with curative action ordered.
WellCare of Missouri Health Insurance Company Inc., St. Louis, Mo., examination report adopted with curative action ordered.
Market conduct exams
American Heritage Life Insurance Company, Jacksonville, Fla., stipulation of settlement and voluntary forfeiture of $1,500.
American Inter-Fidelity Exchange, Merrillville, Ind., stipulation of settlement.
AssuranceAmerica Insurance Company, Atlanta, Ga., stipulation of settlement and voluntary forfeiture of $46,000.
Banner Life Insurance Company, Frederick, Md., stipulation of settlement.
Guardian Life Insurance Company of America, New York, N.Y., stipulation of settlement and voluntary forfeiture of $500.
Inverin Insurance Company, Chicago, Ill., stipulation of settlement.
Obsidian Insurance Company, New York, N.Y., stipulation of settlement.
Obsidian Pacific Insurance Company, New York, N.Y., stipulation of settlement.
Opticare of Utah Inc., West Valley City, Utah, stipulation of settlement.
Progressive Advanced Insurance Company, Cleveland, Ohio, stipulation of settlement and voluntary forfeiture of $13,000.
UnitedHealthcare Insurance Company, Shelton, Conn., stipulation of settlement.
United States Life Insurance Company New York, Houston, Texas, stipulation of settlement.
William Penn Life Insurance Company of New York, Frederick, Md., stipulation of settlement.
Wilmington Insurance Company, Wilmington, Del., stipulation of settlement.
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These companies strongly support the independent agency system and the Missouri Association of Insurance Agents.
