Page 1

november/december 2009


a new home for the holidays


: us d c fo an l a ci cts es e sp du vic

o r pr se

WhErE ShoulD You Turn in ThiS ChallEnging MarkET?

The MEM Difference In tough times, turn to a trusted partner. Missouri Employers Mutual—a Missouri company for Missouri businesses—is here for all of your workers compensation needs. Responsible, competitive rates; long-term financial stability; and unparalleled services make MEM the carrier to count on in any market condition. That’s what keeps us the No. 1 provider of workers compensation in the state. Contact MEM today to learn more or get an underwritten quote.

For more details, contact your Business Development Manager or Customer Service at 1.800.442.0593 or



Volume 18, No. 6

3315 Emerald Lane, P.O. Box 1785, Jefferson City, MO 65102-1785 • 800-617-3658 in Mo. Phone 573-893-4301 • FAX 573-893-3708 E-mail: Internet: Publisher Editor Advertising Manager

Larry Case Amy J. Hoffman Amy J. Hoffman

Officers of the MAIA

President Belinda Brenizer, CIC, Edina Scott Brothers, CIC, Joplin President-Elect Vice President Byron Robison, Springfield Sec’y/Treasurer Doug Clift, CIC, St. Louis IIABA National Director Mitchell C. Mills, Clinton PIA National Director Richard Minor, CIC, Hannibal Past President Brent Speight, CIC, Montgomery City

Board of Directors

Region 1 Region 2 Region 3 Region 4 Region 5 Region 6 Region 7 Region 8 Region 9 Region 10 Region 11 Region 12 At-Large #1 At-Large #2 At-Large #3 Co. Rep. Co. Rep

Ricky Baker, CIC, Chillicothe Steve Heying, CIC, St. Peters Chris Rupp, LUTCF, CIC, Liberty Wil Turner, CIC, Belton Rick Naught, CIC, CPCU, Jefferson City vacant Greg Rebman, CIC, St. Louis Doug Clift, CIC, St. Louis Lorie Downing, CIC, Carthage Kevin Krueger, LUTCF, Bolivar Steve Rackley, CIC, CISR, Gainesville Randy Baker, Kennett Brian G. Harrison, CIC, Columbia Ted Schroeder, Union Bob Feuerbacher, St. Louis Dennis Smith, Columbia Bob Wagner, Columbia

Staff of the MAIA

Executive Vice President Larry Case Vice President of Operations Carol Dulle Insurance Services Manager Leona Loethen Marketing Manager Lindsay Schmidt Events Manager Jeanne Blomberg Financial Manager Sheryl Van Leer Database Administrator Laura Berendzen Customer Service Representative Theresa Flippin Customer Service Representative Monica Mize Editor Amy J. Hoffman Membership Services Representative Kelli Findley Education Director Emily Koenigsfeld Administrative Assistant Dawn Christian

Special Focus: Products and Services Stock Up on Products and Services from MAIA


Fall Back Support Celebrating MAIA’s New Home MAIA Committees MAIA Partners Program 2010

7 22 26 32

Departments From the President The Legal Side Errors & Omissions Technology From the DIFP

5 9 11 14 19

Technicalities Regulatory Actions Agency News Partner News Classifieds

31 35 38 39 42

28 25 14 6 36 16 10 12 43 4 33 30

MAIA Education MAIA Partners MEM Insurance Midlands Management Corp. Missouri Rural Services MJ Kelly Co. Patriot Risk Management Inc. Ringwalt & Liesche Co. RLI RSI International SECURA Surplus Lines Assn. of Missouri

34 44 2 27 18 32 39 13 40 15 8 38

Advertisers ACUITY Agents Marketing Corp. Amerisafe AmTrust North America BankDirect Capital Finance BC&M Big “I” Markets Cornerstone National Insurance Electric Insurance Co. EMC Insurance Cos. FCCI Insurance Group General Casualty

Notify the MAIA if you change your address, change your agency name or drop or change producers (who are voting members of the association). Write to MAIA, P.O. Box 1785, Jefferson City, MO 65102-1785 or e-mail maia@

POSTMASTER: Send address changes to MAIA, P.O. Box 1785, Jefferson City, MO 65102-1785.

On the Cover: MAIA moved into its new headquarters this fall and celebrated with an open house and ribbon-cutting ceremony. Catch all the action starting on page 21.

november/december 2009

Address & Other Changes


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. The MAIA does not necessarily endorse any of the companies advertising in this publication. Subscription rate for members is $25 per year, which is included in dues.

a new home for the holidays


© 2008 Missouri Association of Insurance Agents

s: cu d fo an ial s ec ct es sp du vic

o r pr se

november/december 2009



I u sed to think EMC was ju st for commercial lines. Then again, I used to think babies

came from storks.

INTRODUCING EMC ChOICE® hOMEOwNERs PROGRaM wITh EqUIPMENT BREakDOwN COvERaGE EMC’s new homeowners product provides three levels of comprehensive coverage with outstanding features and cost-saving benefits. Our premier policy, the EMC Choice® Homeowners program, includes equipment breakdown coverage. Even our most basic level of coverage provides better-than-average protection with identity theft resolution service and extra coverages such as silverware theft, refrigerated property, lock replacement, personal injury, identity fraud expense, golf cart liability and many more. Learn about these exciting new coverages by contacting your local EMC branch office.

kansas City Branch: 800.821.4702 | Home Office: Des Moines, IA

© Copyright Employers Mutual Casualty Company 2009 All rights reserved

3431_MisAgnt_Stork_P_7.5x10clr.indd 1

5/1/09 10:56 AM

:56 AM

fromthepresident Blogs, Twitter, Facebook, Chat, Text Do you ever consider we have a whole new language developing in our society? Since I am “slightly” over 50, I‘ll be the first to admit I’m struggling with these new methods of communication. Fortunately, I have two sons in their twenties that help me (with a lot of eye rolls and smirks) with the new terminology and how to update my “wall.” As I watch my son text his wife the grocery list instead of scrambling for pen and paper, it brings home to me the vast difference in how this generation communicates and how much we, as agents, need to be equipped and ready to do business “their” way. The Millennial Generation (Generation Y), born between about 1980 through 2000, will bring a total of about 70 million people into the workforce in the next 10 years. As agents, we have to change our sales marketing plans to be able to succeed and meet their needs. This isn’t anything new; each generation is unique, and the successful agencies adapt. I can still remember our first fax machine and convincing my father that it was worth the $2,500 price tag. We’ve come along way since then. When you stop to consider that 73 percent of the college graduates today didn’t exist 25 years ago and 90 percent of the items in our grocery stores weren’t available 10 years ago, you’re reminded how fast our world is changing. At this fall’s Big “I” Leadership Conference, they held a panel discussion among agents across the country who are using social networking for marketing purposes. There is a new shift in marketing away from the standard yellow pages, signs and newsprint or mass communication to using more personal contacts to build customer relationships with websites that have live chats and blogs and with Twitter, YouTube, LinkedIn and Facebook. Over the last 10 years, we have spent time and money developing websites to take our

november/december 2009

agencies “on-line,” but much of what we have done is already obsolete in the new “Web 2.0” environment we live in. Instead of the pages that we are used to seeing, our younger customers expect interactive video; direct communications for online profiles of your staff; and links to sites about safety, loss control, merchants, the Chamber of Commerce and personal help for particular industries. The new business card is the “social network.” The new sales and service approach takes 24/7 service to a whole new level with the social networking aspect. At the IIABA conference, they reported that 70 percent of auto insurance customers shop or check online, with 30 percent of them actually purchasing online. I was surprised it was that high but happy to report that at least most still see the value of purchasing face-to-face with an agent. So what is your agency doing to get involved in this arena? While each agency is different as far as technology and their ability to develop marketing plans, I encourage each of you to get started in social networking in some way. The MAIA Technology Committee, chaired by Randy Baker, is helping. The Idea Lab set up at the Small Agency Conference is a great place to start to get on-site help with the new ideas. Also, don’t overlook the resources you have in your own office with younger employees and producers. They are the experts in this area and are happy to get on board and incorporate their creative ideas.

Belinda Brenizer MAIA President

continued on page 41



more than



For more information about AmTrust, call 877.528.7878 or visit

myturn Fall Back Support As we entered the fall season, a number of industry issues continued in their chaotic states. However, as we all remembered to “fall back” and return our clocks to standard time, some items began “falling” into place. On the chaotic side, health care reform and the insolvency of Missouri’s Second Injury Fund led the way. Those items falling into place were the completion of our new office building, the successful launch of our new Risk Specialist Series, and proactive member involvement in contacting U.S. Senators and Representatives on the health care reform initiatives. While these items are some of the first to come to mind, they are not the only issues and events to occupy association staff time. For those who were part of the excellent crowds in attendance at our recent Agency Compliance Luncheons, you heard reports on the status of NARAB II, optional federal charter proposals, COBRA, workers’ compensation legal decisions, health insurance mandates, surplus lines, prepaid legal plans, Medicare secondary reporting, certificates of insurance, security breaches, rebating, multi-state licensing, producer fees and more. I also had the opportunity in questionand-answer time, as well as in one-on-one conversations, to discuss other topics on your mind, including the current status of prompt pay statutes, earthquake coverage, any willing provider legislation, producer compensation disclosures, company contract cancelations and waivers of subrogation. Traveling around the state and conducting the fall sessions we offer is one of my favorite things I get to do. Each year, I look forward to this road show because it allows me to see and interact with so many members. It is an opportunity I absolutely cherish. Moreover, it provides us the opportunity to update you on everything we have been doing on your behalf and on behalf of your clients. Representation, service, resources and advocacy are the primary reasons we exist, and I hope the dialog we have at these sessions

november/december 2009

demonstrates the effort we put forth to deliver significant value to you in return for your dues investment. The variety of topics is enough to make your head spin, but then that’s why your clients need you and why you belong to a professional association. I began my comments wondering whether you remembered to “fall back” and change your clocks on time. But, besides that common reminder, the term “fall back” is used in a number of other ways. Webster provides several definitions and uses for the term. Two such variations cited are: “to rely on” and “to retreat to.” I like to believe that MAIA is an extension of your own agency staff and essentially a backroom operation to which you “fall back” for support. And I would hope that you recognizing us in that way means you believe that the first definition would apply and that you certainly view us as an organization that you “rely on.” At a recent meeting, one company official noted that in dealing with agencies, he could clearly see that agencies that were MAIA members stood out above those that do not belong. While I admit my obvious bias, I often wonder how agencies that are not members maintain an awareness of legislative, regulatory and industry changes and keep their agencies operating efficiently and legally. Perhaps they do not care, and maybe there is truth in the old saying that “ignorance is bliss.” Or, maybe they are simply relying on the latter definition and are going to use us as a “fall back” – but only when they are in full retreat. We certainly believe it is our job to keep you informed and help you understand changes as they occur. And, that is just what we intend to continue doing.

Larry Case MAIA Executive Vice President




3:36 PM

Page 1

Š 2008 SECURA Insurance

4260 Secura_BaseAds_2008

Success is finding an advantage. Sometimes you need a little help getting to the top. Agents know this. That’s why so many choose SECURA to grow their business. Call 1-800-558-3405. Write your own success story.

thelegalside New Social World: A Word of Caution Some questions from the editor of this publication about the nature of the phone calls that I receive as part of the free legal consultation service provided to MAIA members prompted me to give some thought to whether the topics of those phone calls have changed over the years. My review confirmed much of what I suspected without a review: that there are still many calls regarding policyholder claims, policy interpretation and producer contracts but that new issues are entering the conscious of independent agents. Two of the most rapidly growing areas of concern about which I now field questions would have received little attention when this service began – those being the protection of consumer privacy and the use of technology. The heightened consideration of these areas should not be surprising because there have been major changes in privacy rules since I began this service, and the changes we have seen in the world of technology would have been unimaginable just a short time ago. While the two topics each have their own agency management and regulatory concerns, the connection between the two may be the most difficult issue to address and manage. While agencies have always recognized that it is important to discuss privacy with employees as an agency procedure, the greater concern recently has been with the security of technology and information that is transmitted electronically. That trend may now be escalating because of the explosion of the new “social” technologies. Many readers will not be surprised to learn that my knowledge of the great social networks is relatively primitive, as I only have modest familiarity with MySpace and Facebook, I don’t blog and I have no desire to learn to tweet (or is it twit?). However, that will not be true of agencies’ staffs. There has been a lot of attention paid to the fact that younger generations are

november/december 2009

entering the work and client forces and are changing the way people do business. What is often overlooked, however, is how quickly this change is taking hold. Major corporations are integrating social networking into their marketing plans, and cookie-baking grandmas are video-chatting with their grandchildren. Principals must expect their staffs to use these resources because they present a great opportunity to reach new clients, but principals also need to beware that these same resources present a great opportunity for the inadvertent release of protected information. New employment rules regarding the use of these social networks are a major topic of employment law publications and seminars. Many employers now have policies with severe penalties, including termination, for employees who leak confidential information through chat or posting on the social websites. A major concern is that not only is the employer unable to monitor the use of these networks, but that once information is shared, there is often no means of retrieval. Even if the information can be deleted from a site, as with a Facebook post, there is no way to take it back from those who have already viewed it – and that number can very quickly reach the millions. Agency managers should be re-emphasizing the security expected by employees regarding customer and agency confidential information as well as the fact that the expectation of privacy extends to off-site use of technologies just as well as to on-site use. It is all too easy for even good-intentioned employees to become blinded by the casual, conversational feel of social networking and to undo the benefits that these resources can offer your agency.

Lewis E. Melahn, JD

Lewis E. Melahn is a practicing attorney in Jefferson City. He provides free legal consulations to MAIA members on a limited basis. He served as a director for the Missouri Department of Insurance from 1989-1993. You can contact Lew Melahn at 573-636-5057.



+Builders Risk Miscellaneous +Construction and Trade Contractors Landscape and Horticultural Services - Plumbing, Heating and Air Conditioning - Painting and Paper Hanging - Electrical Work Masonry, Stonework, Tile Setting, and Plastering - Carpentry and Floor Work - Sheet Metal Work ts rktoe dwellings and other buildings - Miscellaneous Special Trade Contractors Concrete Work - Services a M “I” Septic Tank Systems-Installation, Service, Repair - Electrical Work-within buildings - Floor Covering-Not Big Erecting/Installation Contractors +Cultural Organizations Art galleries - Museums A tile/stone Fence I A M +Educational Services Elementary atand secondary schools - Colleges, Universities, Professional Schools, ey and Junior Colleges - Libraries ndl - Adult Education Services - Schools and educational services, not i F i 8 elsewhere classified e-llBarber 365 schools - Dance Schools - Banking Schools (training and banking) t K 17-schools actraining Computer repair - Computer software training schools - Computer Technical Schools t 6 n 00 - - Business Schools - Court reporting schools - Secretarial schools - Art schools Co 8Schools Data Processing - Mechanical repair schools (not automotive or aircraft) - Music schools - Bible schools - Ceramics schools - Correspondence schools - Diction schools - Drama schools - Language schools - Reading schools +Finance and Insurance Personal credit institutions - Business credit institutions - Mortgage bankers & brokers - Security brokers, dealers & flotation companies - Commodity contracts brokers & dealers - Services allied with the exchange of securities or commodities - Life Insurance +Food processors Dairy products - Bakery products Beverages +Institutional Insurance Programs Alumni associations - Booster clubs - Business clubs - Cultural clubs - Masonic lodges (Other than temples) Singing societies (e.g. glee clubs, barbershop quartets) - Clubs-Civic-(e.g. Kiwanis, Lions, Rotary) Gardening clubs - Historical societies-not preservation or military re-enactment) - Poetry associations Reading Clubs +Media & Advertising Telephone communications - Telegraph & other message communications - Radio or television broadcasting services - Cable and other pay television services Advertising +Metal Manufacturers Rolling, drawing and extruding of nonferrous metals - Metal cans and shipping containers - Cutlery, Hand tools, and general hardware - Heating equipment, except electric and warm air: and plumbing fixtures - Fabricated metal products - Screw machine products and bolts, nuts screws, rivets, and washers - Metal forgings and stampings - Miscellaneous fabricated metal products - Metalworking machinery and equipment - Refrigeration and service industry machinery - Miscellaneous industrial and commercial machinery - Electrical industrial apparatus Household appliances - Electric lighting and wiring equipment - Ophthalmic goods - Jewelry, silverware and plated ware - Musical instruments - Pens, pencils, and other artists’ materials - Costume jewelry, costume novelties, buttons, and miscellaneous notions, except precious metal - Miscellaneous manufacturing industries +Office Insurance Programs Publishers-book & magazine-no printing Mortgage brokers - Financial planners - Advertising agencies - Commercial artists & graphic designers Employment agencies-no employee leasing or temporary services-permanent placement only Medical offices - Lawyers offices - Professional & trade associations-offices only - Engineers or architects-consulting-not engaged in construction supervision +Plastics Manufacturers Miscellaneous plastics products +Printers & Publishers Newspapers: Publishing or publishing & printing - Periodicals: publishing or publishing & printing - Books - Miscellaneous publishing - Commercial printing Manifold business forms - Greeting cards - Blankbooks, looseleaf binders & bookbinding and related works - Service industries for the printing trade - Mailing, reproduction, commercial art & photography and stenographic services +Professional Services Veterinary services - Offices and clinics of Doctors of medicine - Offices and clinics of dentists - Offices and clinics of Doctors of Osteopathy - Offices and clinics of Other health practitioners - Medical and dental laboratories - Miscellaneous health and allied services, not elsewhere classified - Legal services - Engineering, architectural and surveying services Accounting, auditing and bookkeeping services - Research, development and testing services Management and consulting services +Retailers Paint, glass and wallpaper services - Hardware stores Retail nurseries, lawn & garden supply stores - Department stores - Variety stores - Miscellaneous general merchandise stores - Candy, nut & confectionary stores - Dairy products stores - Retail bakeries - Auto parts & home supply stores - Men’s & boys clothing and accessory stores - Women’s clothing stores - Children’s & infants’ wear stores - Family clothing stores - Shoe stores - Miscellaneous apparel and accessory stores - Home furnishings stores - Radio, television, consumer electronics, & music stores - Drug stores and proprietary stores - Liquor stores - Miscellaneous Shopping goods stores - Nonstore retailers - Retail stores, not elsewhere classified - Video tape rental - T-shirt stores - Linen and bath shops - Frozen yogurt shops - Ice cream parlors- no cooking on premises - Pharmacies-no food service - Book stores-new books only - Stationery stores - Clock stores - Jewelry stores-no jewelers block - Art & Craft supplies - Hobby shops - Toy stores - Camera & photographic stores - Gift shops - Greeting card stores - Luggage & leather goods - Sewing stores - Catalog stores - Florists - Optical Goods Stores Painting, picture or frame stores - Trophy stores - Formal wear or costume rentals - Packaging and mailing centers +Technology Computer hardware & office equipment manufacturing - Household audio & video equipment manufacturing - Communications equipment manufacturing - Electronic components and accessories manufacturing - Miscellaneous electrical machinery, equipment and supplies - Laboratory apparatus & analytical, optical, measuring & controlling instruments Photographic equipment and supplies - Watches, clocks, clockwork operated devices & parts - Other communications services - Computer programming, data processing, & other computer related services +Wholesalers Motor Vehicles & motor vehicle parts & supplies - Furniture & home furnishings Professional & commercial equipment & supplies - Electrical goods - Hardware, plumbing & heating equipment & supplies - Machinery, equipment & supplies - Miscellaneous durable goods - Paper and paper products - Apparel, piece goods and notions - Beer, wine, and distilled alcoholic beverages Miscellaneous non-durable goods - Photographic equipment & supplies distributors - Office equipment & supplies distributors - Restaurant & hotel equipment or fixtures distributors - Ophthalmic goods distributors - Appliance distributors - Electrical equipment or electronics distributors - Hardware & tools distributors - Barber or beauty shop supplies distributors - Janitorial supply distributors - Candy or confectionary distributors - Wine & liquor wholesalers - Florists +Business & Personal Services Animal services, except veterinary - Travel agents - Laundry cleaning and garment services Photographic studios, portrait - Beauty shops - Barber shops - Shoe repair shops and shoeshine parlors - Funeral services & crematories - Miscellaneous personal services - Consumer credit reporting agencies, mercantile reporting agencies & adjustment and collection agencies - Personnel supply services - Miscellaneous business services - Electrical repair shops - Watch, clock and jewelry repair Reupholstery &furniture repair - Miscellaneous repair shops and relate services - Dance studios, schools

of t c du th Pro Mon the




business categories,

one place.

Access this commercial package program through Big “I” Markets at SM


errors omissions How a Claim is Made Fans of the TV show “How It’s Made” enjoy watching how some of the most seemingly mundane objects in the industrialized world today are created. The show’s presentation of the steps and materials it takes to create objects as simple as a mirror or silk glove make us more appreciative of how easily these things are available to us. And yet the life cycle of any object is more than the sum of its parts; each step in the process of making those parts is a story of its own. Luckily for most, the life cycle of a professional liability claim is a mystery. For those who have had the experience, some perhaps didn’t really know what stage their errors and omissions claim was in until it affected their deductible or until their carrier paid to defend and settle. If you are one of the curious, stay tuned and enjoy: here’s the story of how an E&O claim is created – with no commercial interruptions.

How a Claim is Defined First, the claim is created by policy definition. The Westport Insurance Agents Professional Liability policy defines a claim as: 1) an insured has received a summons, a subpoena or any other notice of legal process; 2. an insured has received notice of any “suit”; 3. an insured has received a written demand or notice of a written demand for money or services; or 4. an insured has received a request to provide a recorded statement. In any or all of these instances, the claim must be immediately reported by the agency to the E&O carrier.

Reporting the Claim to the E&O Carrier: Behind the Scenes Once the claims department receives notice, a claims specialist contacts the insured agency to notify them that a claim has been received. A claim file is opened and the claims specialist

november/december 2009

reviews the applicable deductible, policy limits and retro date and confirms that the policy is in force. A determination is then made as to whether the alleged error or omission of the “claim” is covered by the policy. If the allegations fall within the coverage terms, the claims specialist then attempts to determine the insured’s potential liability. The claims specialist will speak with individuals from the agency who were involved in the matter, including the agency principal, to determine what happened. He or she will ask them about standard agency procedures and practices and will check to see whether the underlying carrier (or others) have made payments yet. The specialist will also ask for any and all documentation from the agency file so they can review it to support the agency’s defenses to the claim. Many times, the allegations of the claim do not indicate that the agent has made any error. In those cases, the claims specialist will advise the claimant that their claim has no valid basis and will deny the claim. However, if the allegations may give rise to a valid claim, and if a lawsuit has not yet been filed, the claims specialist will ask for documentation that supports the claimant’s allegations. If the claimant has retained an attorney, the claims specialist will work directly with the attorney. The claims specialist will then review the information and determine what further action to take to resolve the claim.

Shirley Zelenski Swiss Re

Bringing in Defense Counsel If a lawsuit results from the allegations of a claim, the claims specialist will choose appropriate defense counsel for the agency, sometimes referred to as the “DC.” The DC selected usually comes from a panel of defense attorneys that have a proven history continued on page 12



errors&omissions of excellence in defending insurance agents’ errors and omissions claims. The DC represents and has an ethical and professional obligation to the insured first and is the insured’s representative in a court of law. In some cases, Swiss Re has enhanced the E&O policy with an endorsement that allows insureds to choose their own defense counsel, subject to some limitations. The DC will meet with the insured and begin the discovery process. This begins by requesting written discovery and may include subpoenas of various records including tax returns, receipts or payroll records.

continued from page 11

Depositions are another part of discovery. Depositions are sworn testimony of the parties, witnesses and experts that allow counsel to determine what their testimony will be at trial. Individuals involved in the alleged error from the agency are deposed in most cases to document their side of the story. All of this is used to help build the agency’s defense and may also factor into the ongoing updates of the reserves. The agency’s potential liability is the logical conclusion that develops in the mind of the claims specialist as the discovery process unravels the facts. The claims specialist will then analyze, with the help of the defense counsel, how a judge or jury will view the agency’s liability and will then establish the expense, defense and loss reserves. Defense counsel will continue to have regular contact with the insured, following the case to the end and keeping the insured informed about progress, delays and the eventual outcome.

Mediation, Summary Judgment or Trial

L-R: Brian Harrison, Lew Melahn, Alan Hedrick, Bob Rowles Alan Hedrick, owner of County Wide Insurance Agency, and a board member of Cornerstone National Insurance Co., Columbia, Mo., has been selected by the Mo. Association of Insurance Agents as the “Insurance Person of the Year.” The prestigious award is presented for outstanding commitment to the insurance industry and citizens of Mo. Hedrick has been in the industry since 1989 and has served it in many capacities, including as a past-president of MAIA, a previous member of the Agents Council for Technology and the current automation chairperson for the Mo. Automation Committee. County Wide is an independent insurance agency that writes business with Cornerstone National Insurance Co, among others. We are most fortunate to have another board member, Lew Melahn, as a previous recipient of this award. Mr. Melahn is an attorney engaged in private practice focused on insurance regulatory and business issues. He served as director of the Mo. Department of Insurance from 1989 to February 1993. Robert Rowles is the owner and president of Insurance Associates America, an independent insurance agency that writes business with Cornerstone National Insurance Co., among others. He began his career in the insurance industry in 1975. Insurance Associates America markets commercial agricultural insurance in a seven-state area throughout the Midwest. Brian Harrison has been with Harrison Agency since 1988 and is the agency’s principal owner. He has been on the board of directors of Cornerstone National Insurance Co. since its inception in 1997. He is also on the board of directors of MAIA and is involved in Boy Scouts, Daniel Boone Little League and Rotary.

In many cases, it is appropriate for a case to be mediated. This is a non-binding process involving an independent third party whereby an attempt is made to negotiate a settlement. The process is non-binding because it is voluntary and the parties are not required to reach a settlement. If a settlement is not reached, the case continues in the litigation process. In some instances, where there is no dispute as to the facts of the case and both the evidence and the law clearly support the agency, the DC will file a motion for summary judgment. This is a request that the judge determine as a matter of law that the claimant’s case should be dismissed. It can only happen if the material facts are not in dispute – such as whether a faxed document was received by the intended recipient or whether an injured worker is an employee of the plaintiff. The goal is to save time and money that would be spent further representing the insured by going to a jury trial when it is clear that there is no basis for the claim. If the motion is unsuccessful, the case continues in the litigation process.

Cornerstone National Insurance Co. is proud to have three agents and a past Insurance Department director as a part of its board of directors. Few insurance companies have this broad experience representing the intererests of shareholders, agents and their customers.



november/december 2009


A trial can last from one day to several weeks. On average, most E&O trials last two or three days. After the jury or the judge has reached its verdict and the trial has ended, either side may seek to appeal the verdict if they believe that it was against the weight of the evidence or that there was an error as a matter of law. This can add several months to the process. At some point, just like a mirror or a silk glove, the claim will finally be complete. The entire process, from the first demand letter to the agency to the final closing letter from defense counsel or the claims specialist, can last from just a couple of months to a couple of years. Either way, the goal is to successfully defend the agency and resolve the claim. Being accused of making an error is never pleasant. But hopefully now you will have a better understanding of the life cycle of a claim and will be prepared if it should ever happen to you.

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.

Shirley Zelenski is an underwriting vice president of Westport Insurance Corporation, a member of the Swiss Re group. Shirley can be reached at shirley_

©2009 Swiss Re. All rights reserved.

Need A Ride? Ringwalt & Liesche Co. Provides a front row seat to placing public livery risks. You can rely on coverage from an A++ carrier that has been writing commercial auto risks for over 65 years. We are able assist you and your customer with the following: • Luxury, SUV & Super Stretched Limousines • Liability limits up to $5 million (surplus lines may apply in some states) • Federal and/or State filings • Coverage for Audio Visual Equipment (up to $10,000 per vehicle) • Medical Payments (up to $5,000 per passenger)


Ringwalt & Liesche Co.

800-708-7448 • Fax 402-916-3333 • Email submissions to us at

november/december 2009



technology The Breakthrough in Agency Automation ... A Brief History The history of agency automation is also the story of how independent agents, carriers and vendors can make a real difference in the evolution of the technology and workflows available to our distribution system by becoming involved at the industry level in user groups and organizations like the Agents Council for Technology and the ACORD User Groups Information Exchange.

Agents’ Vision for Carrier Interface

The agents’ overall vision to be able to work in a consistent manner with multiple carriers has been remarkably constant over time. In 1906, an agent petitioned the National Association of Insurance Agents (now the Independent Insurance Agents and Brokers of America) to take the lead in developing standard applications and procedures for dealing with the carriers. This agent was ahead of his time, but as a result of the foundation work of several

Jeff Yates, ACT

California agents and western-based carriers starting in 1968, NAIA and 12 carriers formed the ACORD Committee within the association in 1970 to begin the development of standardized applications and forms. In 1975, ACORD became a separate corporation and has since grown into the international standards body for the insurance industry. In the early years, it was extremely difficult to get the carriers to agree on common forms, especially applications. But the logjam eventually broke, and today there are thousands of standardized ACORD forms, without which today’s agency management systems would not have had the standards necessary to design data fields and generate common applications. In addition to standardizing forms, however, the prescient agents in 1975 wanted to develop an agency universal terminal that they could use to access multiple carriers electronically. NAIA formed the EPIC Committee, which met with several carriers and formed the Insurance

Toll Free: 888-758-5036 Fax: 800-450-1091 E-mail:

Workers’ Compensation Insurance

Oil & Gas • Construction • Arborist

Sand & Gravel • Marine • Roofing

Trucking • Manufacturing • Excavation

Actively Seeking Agents in Missouri



november/december 2009

Institute for Research in 1977 to study agentcompany operations automation. IIR studied the concept of the universal terminal and began the development of batch electronic standards, which eventually became the basis for the downloads that save agencies so much time today. Out of IIR emerged the need to create IVANS in order to provide the industry with a shared data-communications network to save cost. It is still the entity that most carriers and agencies use to aggregate and transmit carrier downloads to agencies each evening. While IIR was successful in creating the first electronic standards for the industry, along with the creation of IVANS, there was not sufficient support to move forward with the universal terminal concept that many agencies wanted to see. In 1982, ACORD & IIR merged, bringing together the entities that developed the paper and electronic standards for the industry that we know today. During the 1980s and 1990s, agents made great progress with standardized forms and personal lines download but still had to contend with the inefficient uploading of data to carriers. First the carriers placed their proprietary terminals in agent offices, and then some carriers and vendors tried to achieve single-entry-multiple-carrier interface by implementing batch uploads, but this approach only met with limited success.

agency management system vendors to create a workflow that allows agencies finally to realize their long held vision of SEMCI. It is called Real Time.

Real Time – A Major Breakthrough

Real Time is fast becoming the predominant workflow used by agents to perform transactions with carriers, supplanting carrier proprietary websites. The 2009 Real Time Campaign Agency Survey indicated that 54 percent of the agencies with agency management systems are doing Real Time inquiries and endorsements. Forty-three percent of agents are using personal lines Real Time rating through the agency management system or comparative rater, and 18 percent are performing commercial lines Real Time rating. Another positive sign is that 180 carriers and carrier groups are now offering at least some Real Time functionality. That’s a 58 percent increase in two years!

The Evolution of Download

In 1988, a group of savvy agents and carrier representatives under the auspices of the associations and ACORD stepped forward to spell out the actual functions effective interfaces must possess from the agents’ perspective. They formed the Interface Systems Requirements panel, and in 1990, they made the crucial recommendation that download should be the starting point for interface development, thus giving way to a proliferation of download implementations.

The Internet Creates Major Change

continued on page 17

With the advent of the Internet in the late ‘90s, carriers saw an opportunity to build their own websites to increase the information and functionality available to their agents, as well as to reduce their own processing costs. As these websites proliferated, agents again were faced with separate and inefficient workflows for each carrier, including the need to log on to each carrier’s site, remember the carrier’s password, learn how to navigate the site, and enter the same data again and again to compare quotes. Fortunately, the Internet and the web services used by carriers for their proprietary websites also sowed the seeds that enabled enterprising

november/december 2009



Our experienced team of insurance professionals work diligently to provide specialized insurance coverage for the professional.

Miscellaneous Errors & Omissions Accident Reconstruction Appraisers   

Real Estate Machinery & Equipment Personal Property

Auctioneers Billing Services Bookkeepers (Non-CPAs) Business Services Claims Adjusters (All Lines) Collection Agencies Consultants       

Archeological Arborists Communication Food Service Forestry Horticultural Human Resources Management

Convention Managers County Clerks Court Reporters Credit Reports Custom Brokers

Electronic Data Processors

  

Data Conversion Program/System Design Consulting

Executive Search Expert Witness Farm Managers Flood Hazard Search Forensic Analysts Foresters Freight Forwarders Home Inspectors Interpreter Information Retrieval Insurance Inspection Interior Decorators Judicial Research Marine Surveyors Medical Billing Services Meeting Planners Mortgage Brokers Notaries Paralegal Pre-employment Screening Permanent Placement Services

Surplus & Specialty Lines Insurance Managers

Visit our Web Site at—

Premium Auditors Process Servers Property Management

    

Residential Commercial Industrial Vacant Land Agricultural

Property Tax Consultants Real Estate Agents (Residential & Commercial)

Records Copying Services Right of Way Services Tax Preparers (Non-CPAs) Telephone Answering Services (Non-Emergency) Temporary Placement Services Theater Management Time & Records Management Translators Travel Agents Vessel Documentation Warranty Sales Wetlands Delineation

Phone: 417.869.2550 / 800.779.2550 Fax: 417.869.5102 / 888.869.2550


continued from page 15

Personal lines download is one of the greatest success stories to date in terms of the productivity enhancements that have resulted from it. Even today, agents encourage carriers to implement download first, then Real Time. Agent-carrier pairs implementing personal lines download continue to grow. Today, there are more than 170,530 such agent-carrier pairs. Agencies can save significant additional processing time by implementing direct bill commission download that automates the entry of commission statement information into their systems. Agents are also taking advantage of claims download, where available, to get back into the claims loop and to automate the entry of claims data into their systems. Commercial lines download is the next big opportunity now that significant steps have been taken to improve the quality of these downloads and to reduce the overwriting of agency data. Today there are more than 42,065 agent-carrier pairs that have implemented commercial lines download, an 18 percent increase over last year.

Agency Management Systems Become the Hub of the Electronic Agent

It all started back in the 1950s when vendors emerged to do agency accounting on a batch basis. From these roots, the first agency management systems emerged, focused on automating the accounting function. With the approval of ACORD standard applications, the systems were able to create a policy and client database so that agencies could service clients from the system and use it as a marketing tool to cross sell. Agency management systems were also sensitive to errors and omissions risks and included activity logs that tracked every transaction the system performed and permitted the capture of client conversations and events. Most recently, the focus of agency management systems has broadened beyond internal agency operations to agent-carrier connectivity, using tools such as Real Time and download. Today, the truly electronic agency is emerging, eliminating paper wherever possible. Thanks to the Internet, agencies no longer need to have their agency management systems on site. They can now be housed at the vendor, allowing the vendor to be responsible for updates, maintenance and proper backups. In addition, agents can access their systems and work from anywhere that the Internet is available.

november/december 2009

Agent Advocacy at the Industry Level

In 1999, IIABA created ACT to put a more consistent and permanent focus on industry automation issues from the agents’ perspective. The immediate catalyst was the impact the Internet was starting to have on the industry. At the first ACT meeting, the carriers made an urgent plea for the development of new standards based on extensible markup language, or XML, for transporting data across the Internet. ACORD responded promptly, and its XML standards today provide the basis for the industry’s Real Time transactions. The agents, carriers, vendors, associations and user groups involved in ACT are currently working on: • improving agent-carrier connectivity and workflows in the standard, as well as excess and surplus, markets. • promoting best practices agency workflows. • addressing interface security issues. • helping agents with online marketing. • extending quoting and servicing functionality to clients through agency websites. • assessing major technology and societal trends that will impact our distribution system and identifying the industry’s “must do” issues arising out of these trends.

Jeff Yates is executive director of the Agents Council for Technology (ACT) which is part of the Independent Insurance Agents & Brokers of America. Jeff can be reached at jeff.yates@ article reflects the views of the author and should not be construed as an official statement by ACT.

Also in 1999, ACORD established AUGIE to bring together all of the agency management system user-group leaders. ACT and AUGIE closely coordinate their activities and often meet back to back to avoid duplication and communicate a consistent message. AUGIE has created several reports and tools to assist agencies in adopting the latest workflows. Its top priority in 2009 has been to increase the implementation of commercial lines download. Agency automation tools are meeting the needs of agencies better than ever before and are critical to the functioning of the successful agency today. But the evolution of agency automation is a journey, and our work will never be done as we continue to react to and incorporate the technology enhancements that become available. As this brief history has shown, a few committed people can make a real difference in the evolution of agency automation, creating lasting benefits that improve the daily work of virtually every independent agency employee.





november/december 2009

fromtheDIFP Update on Services for Producers This is a busy time for the producer licensing section of the Missouri Department of Insurance, Financial Institutions and Professional Registration, and I want to share with you a number of developments you may find of interest. You’ve no doubt heard us talk about – and some of you have interacted with – our modernization efforts for producer licensing. We migrated from our aging, internal database (MIDS) to State-Based Systems this past spring, and it’s resulted in more efficiency, quicker application processing and more online options. For example, you can now apply or renew (and pay) online for all lines of insurance. Another online service became effective on Sept. 28: the Reporting of Actions feature. This is part of the Attachments Warehouse, which we launched about a year ago. The Attachments Warehouse is a secure database that electronically receives, stores and shares application renewal and background information requested from producers by the DIFP. When we need additional information or documentation, the Attachments Warehouse allows producers to submit this data electronically, instead of by fax or by mail. The new feature, Reporting of Actions, expands electronic filing abilities to allow licensed producers to electronically report administrative, criminal and civil actions as required by statute. Reporting of Actions is Phase 2 of the Attachments Warehouse. You’ll find this feature along with instructions at nipr. com – see Attachments Warehouse in the lefthand column. We also have expanded our switchboard hours in the licensing section. You can now reach a licensing representative from 7:00 a.m. to 5:00 p.m. Our hope is that this will provide an opportunity to reach the department when you don’t have time during your busy workday. On another matter, I want to make you aware of a letter that licensed nursing homes in Missouri will be receiving. The letter comes from the DIFP, the Missouri Department of Health and Senior Services, and the Centers for Medicare and Medicaid Services. The letter concerns CMS’ new rules governing

november/december 2009

producers’ marketing of Medicare Advantage and Medicare Part D prescription drug plans, especially to “dual eligibles,” those eligible for Medicare and Medicaid. An excerpt from the letter: While most insurance agents and brokers are honestly providing a valuable service to their clients, there have been troublesome reports of inappropriate and aggressive agent and broker activity regarding enrollment of dual eligibles. Unlike other Medicare beneficiaries, dual eligible individuals may switch plans at any time during the year and are not limited to the set annual and open-enrollment periods established for the general Medicareeligible population. This ability to switch plans year-round has caused some insurance agents to target the dual eligible population in order to gain commissions they may generate by switching a dual eligible from one plan to another. Our agencies also ask nursing homes to monitor inappropriate agent behavior and report concerns to CMS and the DIFP. I know you share the goal of our three agencies in making sure the “bad apples” are weeded out of the producer community. And the letter is correct: the vast majority of agents are doing excellent work in serving their clients and prospective clients. Finally, I invite you to visit the department’s new website, You’ll see a structure based much more on the needs of the user, rather than an explanation of our department setup. The four division websites will soon take a similar approach, including insurance. As always, I encourage you to sign up for our e-mail news alert system by clicking the icon that says “Get insurance news fast” on the insurance site, or “Get DIFP news fast” on the difp site. Questions for our Licensing Section can be directed to or 573-751-3518.

John M. Huff

Director, Mo. Department of Insurance Financial Instutions and Professional Registration

This article expresses the official views and opinion of the Missouri Department of Insurance, Financial Institutions and Professional Registration, which may not necessarily be those reflected by the Missouri Association of Insurance Agents.





Stock Up

MAIA Products and Services C

Insurance Coverage for Agencies

E&O Insurance: Property-Casualty E&O Insurance: Life-Health Did You Know? According to a recent study, 30 percent of E&O claims filed with Swiss Re in Missouri result from errors made in policy renewals. A similar study by Utica found that nearly 10 percent of their Missouri claims involve delayed communication between agents and underwriters.

Life Insurance Accidental Death and Dismemberment Dental and Vision Insurance Long-Term Disability Short-Term Disability Employment Practices Liability Agents Umbrella Program

Contact MAIA’s Leona Loethen,, or Theresa Flippin,, at 800-617-3658, or visit

Insurance Coverage for Clients

Personal Umbrella Coverage (RLI) “RLI just added the Personal Umbrella Policy Special, which opens the door to coverage for risks not previously eligible under the three existing PUP classes. The company also expects to be able to accept credit card payments by the end of this calendar year, an important step in improving agents’ ease of doing business.” –Monica Mize, MAIA customer service representative In-Home Business Policy (RLI) Flood Insurance (Write-Your-Own Program) Big “I” Markets (see page 21 for list) An experience with Big “I” Markets Flood Coverage: “In 2008, our insured suffered three major flood losses during a three-month period. During this very trying time, the entire Selective Insurance team performed their duties as personably and as efficiently as we could have imagined. Their highly professional assistance helped lessen the burden of these catastrophic situations for both the insured and this agency.” –Bob Allen, MAIA past president, Willis Insurance Agency Contact MAIA’s Monica Mize,, or Kelli Findley, kfindley@, at 800-617-3658, or visit

Non-Insurance Products and Services

BankDirect Capital Finance – Premium Financing Motor Vehicle Reports and Driver Monitoring Pr Agency Financial Services Employee Testing Service Career Center Retirement Services (a variety of 401(k) and IRA Did you know? Sally is a 35-year-old insurance $45,264 annually (the state’s average income f to If she invests 10 percent of he percent rate of return, she will have saved $65 without a matching employer contribution. InsurBanc

Contact MAIA’s Kelli Findley at 800-617-3658, kfi

Educational Opportunities

Certified Insurance Counselor Program Certified Insurance Service Representative Progr Continuing Education and Specialized Seminars “The Risk Specialist Series is our newest educa help agents enter new niche markets that will of business and expand their base of expertise held in MAIA’s new education center to give p training in a central location.” –Emily Koenigsf Dynamics of Service Seminars E&O Loss-Control Seminars Elite Force Sales Training School “I would tell [someone considering enrolling in only boost their career but also their self-confi gather information and experience from expe able to use for the rest of their career.” –Bever CIC Scholarships

Contact MAIA’s Emily Koenigsfeld at 800-617-365 visit

Conferences and Special Events

Leadership Conference (annual state convention “The Leadership Conference Committee began conference last June. We are currently in the p speaker and topics for the Best Practices sessio upon the success we had at the ’09 conference Conference Committee chair, Missouri General



november/december 2009


ces Checklist

d Services

um Financing Monitoring Products

productsandservices Small Agency Conference, March 25-26, 2010 Did you know? Over the past five years, breakout sessions at the Small Agency Conference have covered 12 distinct, lines-specific issues, from homeowners’ exclusions to long-term care insurance. Additional sessions have covered such important topics as changes in the industry, market fluctuations and personality dynamics. Young Agents’ Conference, June 6-8, 2010 Day at the Capitol, March 9, 2010 “One of the many issues involved in the federal health care reform proposals is the ability of young people to procure coverage. In 2007, MAIA helped to pass Missouri House Bill 818, and it guarantees that young adults can stay on their parents’ health care until they’re 25. I think that our legislation 818 helps to show that we are taking great strides to be leaders in this reform issue, but there is a lot yet to be done.” –Chris Rupp, Government Relations Committee chair, JC Rupp Agency Mid-America Technical Conference, Nov. 8-10, 2010 Agency Compliance Luncheons, September 2010 Crawfish Feast, March 24, 2010 Young Agents’ “Lunch Bunch,” April 2010 Trusted Choice Big “I” Junior Classic, Date TBA Contact MAIA’s Jeanne Blomberg at 800-617-3658, jblomberg@, or visit

01(k) and IRA options) old insurance agent in Missouri. She makes rage income for insurance producers, according percent of her income in a 401(k) with a 9 ave saved $659,885 by the age of 65, even ntribution.

-617-3658,, or visit www.

ram entative Program zed Seminars newest education offering. It is designed to kets that will allow them to grow their books e of expertise. All of these courses are being nter to give participants cost-effective specialty mily Koenigsfeld, education director, MAIA

ng enrolling in Elite] that this class would not heir self-confidence. It would enable them to ce from experienced agents that they will be areer.” –Beverly Weldon, 2007 student

at 800-617-3658,, or


te convention), July 21-23, 2010 mmittee began meeting to plan the 2010 ently in the process of selecting a keynote ractices sessions, with the goal of building 09 conference.” –Jim Baxendale, Leadership souri General Insurance Agency

november/december 2009

Big “I” Markets Products Commercial Lines Bonds: bid, surety, performance, contractor and other Child Care Program Claims Adjusters Commercial Auto Commercial Builders’ Risk Commercial Package (150 subclasses) Commercial Umbrella Policy Community Banks Business Insurance Contractors’ Equipment Contractors’ Liability Employers’ Practices Liability Event Liability Executive Liability (Wrap+) Farm and Ranch Program Financial Advisors’ Errors and Omissions Flood Insurance Flood Insurance – excess Habitational Markets – apartments, condo and homeowner associations Miscellaneous Professional Liability Non-Profit Directors and Officers Liability Outdoor Markets: guides and outfitters, rod and gun clubs, and fishing and hunting lodges and plantations Real Estate Errors and Omissions Recreational Vehicles Restaurant Program Technology Consultants Professional Liability Workers’ Compensation

Personal Lines Affluent Package Program At-Home Business Event Liability Flood Insurance Flood Insurance – excess Gap Insurance Marine Insurance Non-Standard Homeowners Affluent Non-Standard Coastal Homeowners Corporate/LLC-Owned Non-Standard Condos Non-Standard Rental Dwellings Non-Standard Renters Personal Builders’ Risk Seasonal Unprotected Unsupported Secondary Vacant Dwellings Personal Builders’ Risk Personal Excess Policy Personal Umbrella Policy Recreational Vehicles Contact MAIA’s Kelli Findley at 800-6173658,, or visit

continued on page 24 missouriagent




november/december 2009

On Sept. 29, 2009, one year after the MAIA board of directors held the ceremonial groundbreaking at the site of the new association headquarters in Jefferson City, they gathered there again to celebrate the official opening of the facility with a ribbon-cutting ceremony and an open house. Agents, company representatives and other friends of the association enjoyed music, refreshments and tours of the new building. In addition to expanded work and storage space for MAIA staff, the building boasts a state-of-the-art education center with the capacity to hold 100 students, a catering kitchen for in-house events and an executive board room. The MAIA board of directors and staff thank our members and friends, without whom this new facility would not have been possible. We are excited to offer you a wider variety of educational opportunities and events in the education center and to continuing to serve your needs and those of the independent insurance industry.



Products and Services continued from page 21

Agency Marketing

Trusted Choice (IIABA’s marketing brand) Information-On-Hold Network Logos (both IIABA and PIA National) MMAC (Member Marketing Activity Center) Did you know? Two of the services available through the new Members Marketing Activity Center, LeadsNOW and DirectMailNOW, are specifically designed to help you contact potential clients without violating no-call laws. Contact MAIA’s Lindsay Schmidt at 800-617-3658,, or visit www.

Agency Information and Resources

Missouri Agent Magazine (MAIA’s website) Agents NewsLine (electronic newsletter) Membership Directory (online) Education Bulletin Free Legal Consultation “Maybe one of the most interesting [consultations] was a call about a customer’s fire damage and property damage. The asphalt parking lot was damaged by the weight of the fire truck, which the company denied. But if the fire truck hadn’t gone where it did, the building would have burned to the ground because it was the only place to fight the fire. So there was a question about whether the damage to the lot was a necessary action by the policyholder to mitigate the potential for the fire damage.” –Lewis Melahn, J.D. Personal Assistance from MAIA Staff Legislative and Special Updates on Timely Issues Virtual University (Ask an Expert) E&O Claims Prevention Consulting Program E&O Happens Loss Control Web Site Big “I” Advantage Virtual Risk Consultant Contact MAIA’s Lindsay Schmidt,, or Amy Hoffman, ahoffman@moagent. org, at 800-617-3658, or visit



november/december 2009

When that inevitable claim arises, we are your Trusted Choice速 for professional liability protection.

E&O Happens! AMC offers you a choice of the two most prestigious Errors and Omissions carriers in the country:



3 In business for 92 years 3 In the E&O business for over 30 years 3 Insures over 15,000 agencies 3 Has over $150 million in premiums 3 Endorsed by the Missouri association for over 30 years 3 Rated A+ by A.M. Best

3 In business for 92 years 3 In the E&O business for 40 years 3 Insures over 11,000 agencies 3 Has over $70 million in premiums 3 Endorsed by the Missouri association for over 40 years 3 Rated A- by A.M. Best

Insurance Company

National Insurance Group

In fact, with the two best choices in the business... why would you trust anyone else?

Agents Marketing Corporation Your Trusted Choice速

Agents Marketing Corporation is a subsidiary of Missouri Association of Insurance Agents

For a quote or for more information contact

Theresa Flippin at or 800/617-3658



Budget and Finance

This committee reviews and approves, with the executive vice president, an annual budget for presentation to the board of directors. The committee works with the EVP on all financial matters and monitors the budget and financial policies of the association. Chairman Doug Clift, Bowersox Insurance Agency Co., St. Louis Belinda Brenizer, Hawkins Insurance Group, Edina Staff Liaison Larry Case, MAIA


This committee provides professional development opportunities for members to help them gain knowledge and skills to provide the highest level of service to the insurance consumer. The committee also monitors continuing education requirements; oversees professional-designation programs adopted or endorsed by MAIA; and recommends to other committees education programs to be offered at the Leadership Conference and other events. Chairman Kathy Riley, Charles L. Crane Agency Co., St. Louis David Arney, Akers and Arney Insurance Associates, Branson Connie Butler, JR Green Insurance Services, Eureka Lorie Downing, Beimdiek Insurance Agency, Carthage Brian Harrison, Harrison Agency, Columbia Ed Lust III, Yennie and Jones Insurance Agency, Pleasant Hill Lara Moffitt-Boner, Heartland Group Insurance Agency, Poplar Bluff Darla Veltrop, Winter-Dent and Co., Jefferson City Vickie Winkler, Lakenan Insurance Agency, Ste. Genevieve Staff Liaison Emily Koenigsfeld, MAIA

Government Relations

This committee develops long-range and annual lists of legislative goals and monitors progress toward reaching these goals. It plans the annual Day at the Capitol, directs the Legislative Insiders program and supports the national legislative program. Chairman Chris Rupp, JC Rupp Agency, Liberty Gib Adkins Jr., Mills and Sons, Lebanon Tim Connell, Connell Insurance, Branson



Mike Keith, Mike Keith Insurance, Clinton Kyane Marble, Hawkins Insurance Group, Edina Dick Minor, GDC Insurance Services, Hannibal Chance Morgan, Beimdiek Insurance Agency, Carthage Rick Naught, Naught-Naught Insurance Agency, Jefferson City Byron Robison, Great Southern Agency, Springfield Brent Speight, Scott Agency, Montgomery City Jeannine Stuart, Missouri General Insurance Agency, St. Louis Lee Wilbers, Wallstreet Financial Group, Jefferson City Lobbyist Gary Burton, Burton-Liese and Associates, Jefferson City Lobbyist Chris Liese, Burton-Liese and Associates, Jefferson City Staff Liaison Larry Case, MAIA

Industry Relations

This committee develops and maintains relationships with insurers operating in Missouri. It works with insurance companies, self-insured trusts, government pools and other entities to develop a mutual understanding of market place trends and needs. It monitors market changes; works with insurers to resolve conflicts and improve processes; coordinates activities with national associations on issues involving contract terms and language affecting members; and responds to requests or directives from MAIA’s board of directors. Chairman Rick Naught, NaughtNaught Insurance Agency, Jefferson City Susan Clift Crump, Bowersox Insurance Agency Co., St. Louis Randall Gammill, Connell Insurance, Branson Steve Harter, Select Risk Management, Ava Lee Lottes, Lakenan Insurance Agency, Ste. Genevieve Richard Ollis, Ollis & Co., Springfield John Patterson, J W Terrill, Chesterfield Richard Werts, Charles L. Crane Agency Co., St. Louis Staff Liaison Larry Case, MAIA

Leadership Conference

This committee provides an informational, educational and entertaining conference for all insurance professionals in leadership positions, including agency owners, principals, department managers, sales managers and company personnel who advise Missouri agency managers in any capacity. Chairman Jim Baxendale, Missouri General Insurance Agency, St. Louis Scott Brothers, The Insurancenter, Joplin

november/december 2009

Tom Croley Jr., Croley Insurance and Financial, Springfield Ron Harrison, Whitney-Harrison Insurance, Kirksville Kevin Link, America First Insurance, Town and Country Ted Schroeder, Schroeder Insurance Agency, Union Vickie Winkler, Lakenan Insurance Agency, Ste. Genevieve Staff Liaison Jeanne Blomberg, MAIA

Membership Retention and Solicitation

This committee reviews membership dues and makes recommendations to the board of directors. It solicits new members from a continually updated prospect list and encourages member retention. Chairman Bob Feuerbacher, Insurance Concepts of St. Louis, St. Louis Devona Allen, Nimmo Insurance Agency, Buffalo Randy Baker, TR Baker Insurance Agency, Kennett Doug Clift, Bowersox Insurance Agency, St. Louis Brad Grupe, Allied Insurance, Sedalia Ron Harrison, Whitney-Harrison Insurance, Kirksville Steve Rackley, Rackley Insurance Agency, Gainesville Terry Roberts, Quality Star Insurance and Financial Services, Blue Springs Wil Turner, Turner Insurance Associates, Belton Staff Liaison Kelli Findley, MAIA

Nominations and Awards

This committee seeks out and recommends to the board of directors qualified candidates for MAIA officers, directors and awards, allowing for additional nominees from the membership and the board. Chairman Brent Speight, Scott Agency, Montgomery City Staff Liaison Larry Case, MAIA

PAC Fundraising

This committee raises funds for the Missouri political action committee, MAPAC, and encourages contributions to InsurPac and PIAPAC to allow the association to maintain a presence in the Missouri political arena. It consults with the association’s lobbyists for proper dispersal of these funds. Chairman Jo Ann Evans, Beimdiek Insurance Agency, Carthage Dan Holt, Missouri Rural Service Corp., Sedalia Steve McGregor, GDC Insurance Services, Hannibal Ted Schroeder, Schroeder Insurance Agency, Union

november/december 2009

Staff Liaison Larry Case, MAIA Staff Liaison Carol Dulle, MAIA

Planning Committee

This committee develops the association’s long-range plan (three to five years) and key goals for the coming year and presents recommendations to the board of directors. Chairman Scott Brothers, The Insurancenter, Joplin Staff member Larry Case, MAIA Staff Liaison Carol Dulle, MAIA

Public Relations

This committee develops an effective internal and external public relations and communications program to enhance the image of independent agents. It evaluates existing public relations activities, including publications and media relations, and makes recommendations for improvement. Chairman Byron Robision, Great Southern Agency, Springfield Edd Akers, Akers and Arney Insurance Associates, Branson Jeremy Crow, Crow-WalkerEngleman and Johnson Insurance, Trenton David Hall, Insurance Specialties and Investment, West Plains continued on page 29


Nationwide Excess Workers’ Compensation for Single Entities, Groups & Public Entities

Aggregate Coverage available Risk Control Services available Installment Schedule available

Limits up to Statutory SIR’s starting at $300,000 Broad Coverage Form

Target Classes Healthcare • Schools • Religious Institutions Agricultural • Hospitality • Manufacturing • Specialty Artisans Retail/Wholesale • Transporting • Public Entity • Utilities Financial Institutions • Auto Dealers • Contractors • Trucking

Accepting Submissions from Agents & Brokers Nationwide • 800.800.4007 missouriagent



continued from page 27

Alan Hedrick, County Wide Insurance and Real Estate, Dexter Al Jannett, First State Insurance Agency, Farmington Mitchell Mills, Mills and Sons, Clinton John Russell, The Insurance Group, Columbia Pauline Warnecke, AHM Financial Group, St. Louis Staff Liaison Lindsay Schmidt, MAIA

Small Agency

This committee produces an annual conference designed for small agencies to provide continuing education and to assist in providing markets. The conference is designed to accommodate the small agency by keeping the cost affordable and requiring a minimal amount of time out of the office. Chairman Steve Rackley, Rackley Insurance Agency, Gainesville Ricky Baker, Robertson Insurance Services, Chillicothe Larry Byars, Whitney-Harrison Insurance, Kirksville Shane Davolt, G M Peters Agency, Liberty Phil Hilty, Ozark Regional Insurance, Tipton Tammy Lippmann, CompManagement from HealthLink, St. Louis Rick Prather, Fred Vogel Insurance, Jefferson City Charles Rush, Cook Insurance Agency, Butler Staff Liaison Jeanne Blomberg, MAIA

Technical Committee

This committee provides information to MAIA members and their insureds on insurance policy coverages, terminology and interpretations. It communicates with industry and regulatory officials and recommends changes in regulations, endorsements, policy forms and other documents to clarify intent or improve changes. Chairman Jack Chapman, Bowersox Insurance Agency Co., St. Louis Bob Feuerbacher, Insurance Concepts of St. Louis, St. Louis Greg Rebman, O’Conner Insurance Group, St. Louis Timothy Wahl, Gallaher Insurance Group, Mexico David Walker, Hutchinson and Co., Chillicothe Staff Liaison Larry Case, MAIA

Technology Committee

This committee works as a state advisory group, recommending technology and work-flow reforms and resources to the national Agents Council for Technology. It also helps educate

november/december 2009

members on technology advancements for the industry. Chairman Randy Baker, TR Baker Insurance Agency, Kennett Tony Becker, Custom Insurance Services, Crystal City Kevin Krueger, Capstone Insurors, Bolivar Greg Meyer, Meyer Insurance Services, St. Louis Phil Tilley, Tilley Insurance Agency, Monett Staff Liaison Carol Dulle, MAIA

Trusted Choice Big “I” Junior Classic

This committee coordinates a state golf tournament to send the allotted number of players to the IIABA national Trusted Choice Junior Classic. The membership includes everyone who helps organize the state tournament.

Chairman Darin Banner, Capstone Insurors, Bolivar Bill Behr, Insurance Source, St. Louis Mike Boone, Best Choice Insurance Agency, St. Peters Jason Comfort, County Wide Insurance and Real Estate, Dexter Marty Hensley, GM Peters Agency, Liberty Tyler Morgan, Tilton Thomas and Morgan, St. Joseph Matt Speight, Scott Agency, Montgomery City Consultant Molly Hudgins, Future College Golf Association, St. Louis Staff Liaison Carol Dulle, MAIA

Young Agents Committee

This committee promotes local, state and national activities and attracts young people into the business and agency system. It holds an annual conference, hosts the spring luncheons, supports association activities and creates opportunities for leadership within MAIA. Chairman Ken Pines, Charles L. Crane Agency Co., St. Louis Jake Black, Robbins and Black Agency, Trenton Jason Comfort, County Wide Insurance and Real Estate, Dexter Summer Cole, Beimdiek Insurance Agency, Carthage Jason Forge, Krueger and James Insurance Agency, North Kansas City Tricia Jackson, Scott Agency, Mexico Steve Naught, Naught-Naught Insurance Agency, Osage Beach Tina Reed, Alexander Morford and Woo, Springfield Jon Stahly, WE Walker-Lakenan, Cape Girardeau Staff Liaison Jeanne Blomberg, MAIA




We’re General Casualty®.

We’re the regional insurer you already know, always there to help independent agents with expert field support that understands local needs. Now that support is stronger than ever—because we’re stronger than ever. General Casualty has joined QBE®, providing local hands with the international reach needed to solve even your most complex challenges.

We are now QBE Americas Division. And we’re working for you. General Casualty is a registered service mark of General Casualty Company of Wisconsin. QBE and the links logo are registered service marks of QBE Insurance Group Limited. All coverages underwritten by member companies of QBE. © 2009 QBE Holdings, Inc.

technicalities Kids in College and Parents’ Insurance ­— Personal Property Fall is almost over, but it is never too late to review the ramifications of clients’ personal insurance as it relates to their children who are away at school. Agents should be aware of how a student away at school effects the homeowners, personal auto and health insurance policies and communicate to clients any changes needed. This article deals with the personal property coverage under the homeowners policy. There are additional articles in the Virtual University dealing with the personal liability or personal auto policy, and you should consult with health insurance carriers for how their coverage extends to students and other relatives. The homeowners policy covers personal property “owned or used by an insured while it is anywhere in the world.” There is also policy language that says, “Our limit of liability for personal property usually located at an insured’s residence, other than the residence premises is 10 percent of the limit of liability for Coverage C, or $1,000, whichever is greater.” The term insured includes resident relatives. You will also find under the definition of insured location that coverage is included for “any part of a premises: (1) not owned by an insured; and (2) where an insured is temporarily residing.” So taken together, an insured, which would include a child who normally lives at your home, has coverage for your and their belongings while those items are temporarily at college where the student is living. NOTE: In the HO-2000 edition, there has been some language added to the definition of insured as follows: “Insured means: A student enrolled in school full time, as defined by the school, who was a resident of your household before moving out to attend school, provided the student is under the age of (1) 24 and your relative; or (2) 21 and in your care or the care of … resident relatives.” There is an endorsement, HO 05 27 10 00 Additional Insured-Student Living Away From the Residence Premises, for the HO-2000 program that clarifies that the student is

considered an insured. It does not make any reference to the student being in school full time. This endorsement does require that you list the student’s name and the address at school, plus the name of the school that they are attending. Every time a student moves, you must endorse the endorsement to reflect the new address. The HO-2000 has added language in the definition of insured, but there are questions as to whether this is a limitation or clarification of coverage. According to David Thompson in his article “The Homeowners Policy and College Students” found in the Virtual University, “There is still coverage under the policy – with or without the endorsement – even if the kid is part-time and/or 24 years or older.” But he recommends that you poll the insurance company to see what their take is. There are also numerous publications, articles and court cases dealing with both the topic of students and the topic of who is a resident. If an insured’s kid has a driver’s license showing the insured resident premises as his address, if they are a registered voter at that address, if they file taxes showing that address as their legal residence, regardless of age, it would be questionable whether or not an insurance company could deny that the student is a resident, and as a resident relative they are included within the definition of insured regardless or age or if they are a part time student. Courts have ruled that “absent of any manifest intent not to return, the subject is a resident of the parent’s household.” Mike Edwards, in another article in Virtual University, states, “The issue of residency has been widely litigated. Many courts distinguish between ‘residence’ and ‘domicile.’ A person can have several residences, but only one domicile (Black’s Law Dictionary). One interesting opinion was made in a case in which the court said that the word ‘resident’ was ‘flexible, elastic, slippery, somewhat ambiguous, obscure, and nebulous in meaning, has many definitions

Jack Chapman

Technical Committee Chairman

continued on page 33

november/december 2009



ART NERS ARTNERS P 2010 Missouri Missouri Association of Insurance Agents

Drive your business with our transportation products.


Partnership Benefits Associate membership Sponsorships and special recognition at conferences and on MAIA materials Complimentary exhibit booth at select conferences

The MAIA Partner Program is a one-stop When the Partners Program was shop for all of the benefits available to you announced in 1999, I immediately through MAIA. The event registrations, recognized the benefits ‌ The sponsorships and advertisements included with each level of Partnership present a program has worked as well as I could savings of at least 50 percent, and your have hoped and has greatly benefited associate membership is always included. As Missouri Rural Services Corp. a Partner, you will also receive perks that are Alan Clark, president, Missouri Rural not available to other companies at any cost, Services Corp., a Platinum Partner and we guarantee not to solicit money from you again this year. To find out more about partnering with We recognized from the start of the MAIA, contact Lindsay Schmidt or Larry MAIA Partner Program that this was Case at 573-893-4301 (or 800-617-3658 in one vehicle we could use to express Mo.) or visit the MAIA website at www. our commitment to the independent Please send ASK ABOUT OUR your IN-HOUSE FINANCING ! system and the partnership agency commitment by Dec. 1, 2009; payment is not we value so much. due until Jan. 30, 2010.

Our Transportation Products are a great way to get your business Complimentary event registrations

moving, offering a full range of coverages including Auto Liability,

One free and discounted additional advertisements in Missouri Agent

Physical Damage, Cargo, and Excess Auto.

Discounted use of meeting space at the NEW MAIA headquarters

Roger Birdsong, senior vice president, Columbia Insurance Group, a Gold Partner

Drive your business with our transportation products.

Our Transportation Products are a great way to get your business moving, offering a full range of coverages including Auto Liability, Physical Damage, Cargo, and Excess Auto. ASK ABOUT OUR IN-HOUSE FINANCING !



november/december 2009


continued from page 31

and is difficult of exact or satisfactory interpretation.’ (Vinet v. Hano, 281 So2d 183 La App 4th Cir., 1973).” Reinforcing the coverage extension for students away at school, the 1991 edition of the Theft Peril says, “Property of a student who is an insured is covered while at a residence away from the home if the student has been there at any time during the 45 days immediately before the loss.” The HO-2000 extends this to 60 days. With either limitation, it is important to note that if students leave belongings at school over the summer or extended breaks, that unless they visit every 45 or 60 days, they will loose any theft coverage. There are two additional issues concerning the extension of coverage to kids away from home that we will address. The first issue is that the homeowners policy only provides for 10 percent of Coverage C for personal property usually located at an insured’s residence, other than the residence premises. This issue, if a concern, can be addressed using the endorsement, HO 04 50 10 00 Personal Property at Other Residence. With this endorsement, you can increase the limit of liability at other residences such as in the case of a kid at school. The second issue to consider is some of the property that students take to school with them, particularly computers and related equipment. While computers and other expensive electronic items are covered under the standard homeowners, coverage C only provides named perils coverage. The four most likely causes of damage or loss to computers, particularly laptops, are theft, breakage by dropping, liquids accidentally spilled onto them and power surge. Three of these would only be provided by some sort of “all-perils” coverage. There is an endorsement, HO 04 14 10 00 Special Computer Coverage, that can be used to provide the all-perils or “special” coverage on “computer equipment,” which includes computer hardware, software, operating systems or networks, and other electronic parts, equipment or systems solely designed for use with or connected to the computer system such as scanners, printers, speakers, etc.

november/december 2009

A number of agents have begun recommending an HO-4 for kids at school, in part due to the HO-2000 program and the theft time limitation. This is a decision that you may want to discuss with your insureds. As situations change, insureds do not think of the potential insurance ramifications. Treat a student going off to school as an opportunity to make a positive contact and for you to show your professional expertise.



Professional Development Title CISR — Dynamics of Service

Approved for 8 general CE credits in Missouri Tuition: $181



This course is designed for anyone who values clients and customers. It is open to all agency personnel regardless of affiliation or professional designation. Come learn the aspects of quality customer service in the insurance environment. Date and Location: Nov. 10, Clarion Hotel, Springfield

CIC — Commercial Casualty

Approved for 16 property-casualty CE credits in Missouri Tuition: $413

The Commercial Casualty Institute provides an in-depth study of the commercial general liability and business auto policy forms. Students will also review commercial umbrella and excess liability, along with the issues of concurrence and self-insured retention. They will develop a better understanding of workers’ compensation and its available endorsements. Dates and Location: Nov. 11-14, Clarion Hotel, Springfield

CIC — Commercial Property

Filed for 16 property-casualty CE credits in Missouri Tuition: $413 ($396 Early Bird Discount*)

Participants in the Commercial Property Institute will learn the essential elements of the commercial property policy; learn the importance of time element covereages, as well as the recommended endorsements; and get familiar with various inland marine forms, including builder’s risk, contractor’s equipment coverages and transporation coverages. Dates and Locations: Dec. 16-19, Ameristar Casino, St. Charles Jan. 27-30, DoubleTree Hotel, Springfield

Risk Specialist Series — Insuring Contractors

CE credit information pending Tuition: $250 ($199 Early Bird Discount*)

Contracts are signed (but rarely read) everyday. Find out how various coverages deal with contractors, and study the related problems of additonal insureds and certificates of insurance. The Risk Specialist Series focuses on specific markets to help you meet your clients’ specialized needs. Dates and Location: Jan. 20-21, MAIA headquarters, Jefferson City

CISR — Commercial Property

Filed for 8 property-casualty CE credits in Missouri Tuition: $181 ($163 Early Bird Discount*)

In this course, students examine the commercial coverage and cause of loss forms as well as optional coverages and endorsements; discuss business income coverage; learn to qualify a risk with specific questions and checklists; and get up-to-date information on commercial property coverages to improve their cross-selling skills. Dates and Locations: Feb. 9, Ameristar Casino, St. Charles Feb. 10, MAIA headquarters, Jefferson City Feb. 16, Hilton Garden Inn, Independence Feb. 18, DoubleTree Hotel, Springfield

*Early Bird Discount price applies to registrations received at least two weeks prior to class date.

regulatoryactions Enforcement Actions • Rachel A. Boessen-Corleone, Raytown, motion for service by publication filed. • Daren Barnes, Springfield, complaint and request to find cause to discipline filed. • Todd Baxter, St. Charles, voluntary forfeiture of $260 for department allegations of insurance law violations. • David Brewer, Prairie Du Rocher, Ill., insurance producer license renewal refused. • Omer Bowman, Overland Park, Kan., complaint and request to find cause to discipline filed. • Danny Brown, Buffalo, voluntary forfeiture of $500 for department allegations of bail bond law violations. • Christopher Cohen, Malden, voluntary forfeiture of $1,000 for department allegations of insurance law violations. • David S. Coleman, Rolla, complaint and request to find cause to discipline filed. • Pamela A. Culli, St. Louis, voluntary surrender of insurance producer license.

• James Payne, Springfield, voluntary forfeiture of $150 for department allegations of insurance law violations. • Melody S. Reavy, O’Fallon, voluntary surrender of producer license. • Craig A. Reynolds, St. Joseph, consent order filed and insurance producer license revoked. • Douglas L. Roach, Lee’s Summit, complaint and request to find cause to discipline filed. • Betty Robinson, Sikeston, voluntary forfeiture of $100 for department allegations of bail bond law violations. • Scott E. H. Smith, Addison, Texas, voluntary forfeiture of $7,000 for department allegations of insurance law violations. • James Sterns, Lee’s Summit, voluntary forfeiture of $250 for department allegations of insurance law violations. • Jon D. Tanner, Colleyville, Texas, voluntary forfeiture of $2,250 for department allegations of failing to report an administrative action within 30 days of final disposition of the matter.

• Robert B. Davidson, Mokane, insurance producer license application refused.

• April D. (Martin) Wielms, Elsberry, voluntary forfeiture of $500 for department allegations of insurance law violations.

• Adrian Freeman, Lee’s Summit, voluntary surrender of producer license.

• Kathryn B. Wolcott, Olathe, Kan., complaint and request to find cause to discipline filed.

• Patrick Gallagher, Troy, Mich., voluntary forfeiture of $250 for department allegations of failing to report an administrative action from another jurisdiction within 30 days of the final disposition of the matter.

• 1st National Title, Owings Mills, Md., voluntary forfeiture of $500 for department allegations of failing to report an administrative action from another jurisdiction within 30 days of the final disposition of the matter.

• Dorothy Haldiman, Fortuna, voluntary forfeiture of $250 for department allegations of bail bond law violations.

• Choice Escrow & Land Title, Springfield, voluntary forfeiture of $150 for department allegations of insurance law violations.

• Andrew Hanna, Atlanta, Ga., voluntary forfeiture of $250 for department allegations of insurance law violations.

• Loren Stuckmeyer Agency and Loren Stuckmeyer, High Ridge, voluntary forfeiture of $200 for department allegations of insurance law violations.

• Kenneth Heise, St. Louis, voluntary forfeiture of $4,000 for department allegations of insurance law violations. • Joseph LaTour, Ava, voluntary forfeiture of $2,000 for department allegations of insurance law violations. • Allen H. Lenzini, St. Louis, insurance producer license application refused. • Kevin W. Louderback, Springfield, insurance producer license revoked. • Rodney W. McCarron Sr., Farmington, insurance producer license revoked and order issued to disassociate with Rockin Rod. • Frank S. Norphy, Independence, motion for continuance filed. • Timothy L. Norrell, Ozark, insurance producer license application refused.

november/december 2009

• Premier Financial Services, Springfield, business entity insurance producer license revoked. • Rockin Rod, Farmington, consent order issued to designate an insurance producer to be responsible for the company’s compliance with insurance laws.

Market Conduct Exams • Conseco Medical Insurance Co., Carmel, Ind., stipulation of settlement filed and the voluntary forfeiture of $75,018.25. • Humana Health Plan, Green Bay, Wis., stipulation of settlement filed and voluntary forfeiture of $3,625. continued on page 37



We Aspire to Achieve

Mutually Prosperous


Through flexible terms and competitive pricing, BankDirect has helped a number of agents accomplish what they needed to succeed. We ASPIRE to do that for you as well. Unparalleled customer service • 24/7 accessibility • Web-based quoting and account status • Flexible payment options

I have worked with a number of premium finance companies over the years and none of them have been as creative and committed to the relationship with the agency as BankDirect – AGENCY PRINCIPAL

Mark rein

Vice President, sAles cell: 847-331-6705 • email:

full_page_ad_Rein.indd 2

3/19/2009 9:49:05 PM


continued from page 35

• United Healthcare Insurance Co., Maryland Heights, stipulation of settlement filed and voluntary forfeiture of $361,706.25.

• B-R Corporation of North Carolina, New York, effective Aug. 27, 2009, withdrew as a third party administrator.

• United Healthcare of the Midwest, Maryland Heights, stipulation of settlement filed and voluntary forfeiture of $174,663.08.

• California Insurance Co., San Francisco, effective Aug. 18, 2009, was admitted with liability authority, workers’ compensation only.

Company Changes

• Care Improvement Plus South Central Insurance Co., Baltimore, Md., effective July 2, 2009, was admitted with accident and health authorities.

• Ability Insurance Co., Omaha, Neb., effective Aug. 27, 2009, changed its name from Medico Life Insurance Co.

• Chartis Claims, New York, effective Aug. 19, 2009, changed its name from AIG Domestic Claims.

• Administrative Systems, Seattle, Wash., effective July 17, 2009, withdrew its certificate of authority as a third party administrator.

• Cornhusker Casualty Co., Omaha, Neb., effective Aug. 10, 2009, was admitted with property, liability, fidelity and surety, and miscellaneous authorities.

• Advantage Product Pipeline, Tampa, Fla., effective July 22, 2009, was registered as a motor vehicle service contract provider.

• Crescent Sports Recreational Insurance RPG, Lilburn, Ga., effective Aug. 19, 2009, was registered as a purchasing group.

• Allied Eyecare dba Advantica Eyecare, Clearwater, Fla., effective Aug. 20, 2009, was admitted as a third party administrator.

• Express Scripts, St. Louis, effective Aug. 13, 2009, was admitted as a third party administrator.

• American Association of Real Estate Owners RPG, Long Beach, N.Y., effective Aug. 19, 2009, was registered as a purchasing group.

• First Nonprofit Insurance Co., Chicago, effective July 31, 2009, was admitted with property and liability authorities.

• American Benefit Life Insurance Co., Dallas, effective July 1, 2009, changed its name from Mid-Continent Preferred Life.

• Freistatt Mutual Insurance Co., effective July 1, 2009, Midwestern Mutual Casualty Insurance Co. merged with and into the aforementioned.

• American International Insurance Company of Delaware, Wilmington, Del., effective Aug. 28, 2009, withdrew its certificate of authority as a third party administrator.

• Grasil, Lake Buena Vista, Fla., effective Aug. 6, 2009, was admitted as a third party administrator.

• American Network Insurance Co., Allentown, Pa., effective June 23, 2009, the company’s certificate of authority was suspended. • American Pet Insurance Co., Mountlake Terrace, Wash., effective July 14, 2009, was admitted with property authority. • American Sterling Insurance Services, Overland Park, Kan., effective Aug. 7, 2009, withdrew its certificate of authority as a third party administrator. • AmTrust Insurance Company of Kansas, Dallas, effective Aug. 6, 2009, changed its name from Trinity Universal Insurance Company of Kansas. • Anthem Health Plans of Kentucky, Louisville, Ky., effective July 1, 2009, was admitted as a third party administrator. • Benefit Cooridinators Corp. dba BCC Administrators, Pittsburgh, Pa., effective Sept. 3, 2009, was admitted as a third party administrator. • Boeuf and Berger Mutual Insurance Co., New Haven, effective July 20, 2009, added Extended Missouri Mutual other authority.

• Guilford Insurance Co., Burlington, N.C., effective Aug. 28, 2009, was approved as a surplus lines insurance company. • HDI-Gerling America Insurance Co., effective June 23, 2009, Gerling America Insurance Co. merged with and into the aforementioned. • ICI Mutual Insurance Company a Risk Retention Group, effective June 1, 2009, was admitted as a risk retention group. • International Medical Administrators, Lincoln, Neb., effective Aug. 17, 2009, changed its name from Pathmark Administrators. • Klais & Co., Akron, Ohio, effective Aug. 6, 2009, was admitted as a third party administrator. • Lifecare Assurance Co., Woodland Hills, Calif., effective Aug. 13, 2009, was admitted with life, annuities and endowment authorities. • Merchants National Insurance Co., Bedford, Ohio, effective Aug. 6, 2009, was approved as a surplus lines company. • Metropolitan Commercial Real Estate Association, Long Beach, N.Y., effective Sept. 19, 2009, was registered as a purchasing group. • Midwest Public Risk of Missouri, effective July 1, 2009, changed its name from MARCIT. continued on page 41

november/december 2009



agencynews Croley Insurance Agency Recognized

Community Champions by Symetra Financial. The award recognizes and celebrates individuals across the country who work to make a difference in their communities.

MAIA Members Top the List of P-C Agencies

New Faces, New Places

Croley Insurance and Financial, Springfield, was named a 2009 premier partner by Anthem Blue Cross and Blue Shield.


26679-Surplus Lines:Layout 1


Jason Conaway has joined J.W. Terrill, St. Louis, as a sales executive in the commercial lines division. Scott Curtis has joined Lockton Cos., St. Louis, as an account executive. Terri Emmons has joined Ollis & Co, Springfield, as marketing-communications coordinator. Tricia Karabas has joined Huntleigh McGehee, St. Louis, as a vice president. Matthew Marchal has joined Welsch, Flatness and Lutz, St. Louis, as a vice president. KC Agency Best Place to Work Brad Mills joined Ollis & Co., Springfield, as an Thomas McGee, Kansas City, was recently employee benefit specialist. recognized by the Kansas City Business Journal Brooke Runnion has joined Lockton Cos., Kansas as one of the Kansas City area’s best places to City, as a producer in the benefits consulting work in the medium company category. Work places were chosen for the awards based on the practice. Jason Schnuck has joined Huntleigh McGehee, St. results of employee surveys. Louis, as a vice president. Agents Named Community Champs Todd Imber Taylor has joined The Daniel and Henry Co., St. Louis, as an insurance broker. 6/2/09 Page of 1 Naught-Naught Tom and 10:09 SharonAM Naught, Whitney Wilson has joined Lockton Cos., Kansas Insurance Agency, Jefferson City, were named City, as a health and welfare producer. Two Missouri agencies appeared on a list of the “Top 100 Property-Casualty Independent Agencies” compiled by Insurance Journal. Lockton Cos., Kansas City, ranked number 1, based on total p-c premium written in 2008. The Daniel and Henry Co., St. Louis, ranked number 76.

SUPPORT YOUR MISSOURI WHOLESALERS For all hard-to-place, Excess and Surplus Lines and specialty accounts. Call the people that support your organization.

3D Star Insurance Services Alexander Morford and Woo, Inc. American Surplus Lines Agency, Inc. Bohrer, Croxdale & McAdoo Burns & Wilcox - St. Louis Chris-Leef General Agency, Inc. Continental American Agency, Inc. Davidson-Babcock, Inc. Gateway Underwriters Agency, Inc. Graham-Rogers, Inc. Gresham & Associates J.M. Wilson Med James, Inc. - Kansas City Med James, Inc. - Springfield Med James, Inc. - St. Louis Midwestern General M.J. Kelly Company M.J. Kelly of St. Louis LLC S.A. Freerks & Associates Swett & Crawford Westrope

314-436-3318 417-459-4170 913-888-8400 417-869-2550 314-819-0400 913-631-1232 314-241-7969 913-469-1188 314-238-0070 918-336-2800 417-823-3924 816-561-6700 913-663-5500 417-886-3535 636-524-0080 816-246-1200 417-883-2688 314-416-4343 314-436-2682 314-821-2699 816-842-8222

866-285-4217 877-642-2752 800-779-2550 800-331-4128 800-548-0491 866-764-8451 800-203-3223 800-325-7652 800-456-8123 866-251-9646 800-507-8656 800-255-6503 800-771-8779 866-363-1564 800-725-7211 877-416-4343 800-342-2601

Fax 314-436-4309 Fax 866-826-4439 Fax 866-936-0400 Fax 417-869-5102 Fax 314-819-0440 Fax 913-631-1128 Fax 314-241-1474 Fax 913-469-1177 Fax 314-238-0065 Fax 918-336-7196 Fax 417-823-3979 Fax 816-561-3331 Fax 888-216-2014 Fax 417-886-2295 Fax 636-524-0088 Fax 816-246-1290 Fax 800-678-7211 Fax 314-416-4344 Fax 314-436-1532 Fax 314-822-2135 Fax 816-842-3081

Association of Missouri

P. O. BoxP 67 • Jefferson City, MO 65102-0067 (573) 635-0736 38


november/december 2009

partnernews United Fire Nationally Recognized United Fire Group has been recognized recently by several third-party organizations for its financial strength and stability. The carrier is rated A by A.M. Best Co. and was give Super Regional status by the Insurance Journal for the third consecutive year. United Fire was also named a “Ward’s 50” company for the 17th consecutive year, indicating that it has passed all safety and consistency screens and achieved superior performance. Forbes included United Fire on its list of “100 Most Trustworthy Companies,” and Deep Customer Connections gave the company top-10 status as an “Ease of Doing Business Performer.” This is the second year that United Fire has made the Top 10.

ACUITY Garners Tech, EOB Honors For the 10th consecutive year, ACUITY has been recognized by Applied Systems with national ease-of-business awards. This year, Applied has awarded ACUITY its Interface Partnership Award, which recognizes the company’s commitment and leadership in delivering innovative interface solutions. ACUITY was also named to InformationWeek magazine’s InformationWeek 500, a list of companies that are the most innovative users of information technology in the United States. ACUITY also recently earned the number 3 spot nationally among property and casualty carriers in Deep Customer Connection’s seventh annual ease-of-doing-business survey. For the 2009 survey, more than 8,600 independent agents and brokers assessed the performance of over 250 property and casualty carriers.

market share in 2008, MEM wrote $129,016,868 in premium, nearly $24 million more than its closest competitor. Other groups that encompass MAIA partners and that ranked in the top 25 w-c writers in the state, listed alphabetically, are: Acuity Mutual Group; Amerisure Co.; Auto-Owners Insurance Group; FirstComp Insurance Group; Secura Insurance Group; Travelers Group; and Zurich North America

United Fire’s Leach Resigns from Board United Fire & Casualty Co. announced recently that Jim Leach resigned from the company’s board of directors to serve as chairman of the National Endowment for the Humanities. Leach joined the United Fire board in 2007. The board is currently exploring candidates to replace Leach.

New Faces, New Places Marcus Cooper has been named senior vice president for national sales and strategic relationships with Zurich North America. Bill Strout has joined Westrope’s home office in Kansas City as vice president of its workers’ compensation unit. Jim Ziolkowski has joined Fireman’s Fund Insurance Co. as regional field sales manager in the O’Fallon office.



Management, Inc. is


insurance holding company offering workers’

Partners Rank in Top 100 P&C Groups in Mo.





services solutions. Our subsidiaries – Patriot

Several Partners are among the top-ranking groups for their 2008 Missouri market share, as reported by St. Louis Business Journal. Auto-Owners, Berkshire-Hathaway, Missouri Employers Mutual Insurance Co., Progressive, Travelers and Zurich all ranked in the top 25 p-c groups in the state.

Risk Services, Patriot Underwriters and Guarantee Insurance Company – are recognized as innovative leaders in the industry. Collectively, our dedicated team of over 165 talented associates in five states provide sophisticated and in-depth experience to every one of our clients.

Diamond Partner No. 1 in Mo. Work Comp Missouri Employers Mutual Insurance Co., Columbia, ranks at the top of the list of “Largest Workers’ Compensation Insurance Groups” in Missouri, as compiled by St. Louis Business Journal. With 14.48 percent of the Missouri

november/december 2009

Creating Workers’ Compensation solutions

For more information visit us online at or call John W. Travis at 636.237.2050



Could your customers use an UNSUPPORTED PERSONAL UMBRELLA POLICY? What’s a PUP?

“PUP” stands for Personal Umbrella Policy, which provides an extra layer of very affordable liability PROTECTION for your personal assets and future earnings. ACCIDENTS HAPPEN. That’s why people have homeowners and auto insurance. However, if your customers aren’t protected by a personal umbrella policy, they could be putting their house or financial assets at risk. An RLI PUP is a low-cost policy that substantially increases overall liability coverage beyond the basic protection provided under homeowners and auto insurance policies. RLI, rated A+ by A.M. Best, offers their personal umbrella coverage so your customers can protect their hard-earned assets. Getting a quote is easy and coverage is very affordable. The RLI Personal Umbrella Policy is available through selected agents and program administrators in all 50 states.




FLExIBLE. Choose from $1 million to $5 million coverage limits. AvAILABLE. Take advantage of an RLI PUP and still get auto or home coverage from any carrier. COMPETITIvE. Low premiums for increased limits of liability. SECURE. Written on admitted paper in all 50 states. FRIENDLY. Broad underwriting means most people easily qualify for the program. EASY. The simple, self-underwriting application lets you know immediately if the customer is accepted.

For full details on how to access the RLI Personal Umbrella Policy, contact: Monica Mize Missouri Association of Insurance Agents PO Box 1806 Jefferson City, MO 65102 800-617-3658

AUTOMATED. Renewals are direct billed. It’s easy to provide your customers with RLI personal umbrella insurance. PUP-MK508 (03/08)

regulatoryactions • Missouri Public Entity Benefits, Jefferson City, effective Sept. 3, 2009, was admitted as a third party administrator. • Municipal and Infrastructure Assurance Corp., effective July 24, 3009, was admitted with fidelity and surety authorities. • North American Risk Service, effective July 1, 2009, was admitted as a third party administrator. • PCI Insurance, Harrisburg, Pa., effective July 22, 2009, withdrew as a third party administrator. • Permanent General Assurance Corporation of Ohio, Nashville, Tenn., effective Sept. 3, 2009, was admitted with property, liability and miscellaneous authorities. • Scion Dental, effective July 1, 2009, was admitted as a third party administrator. • Securitas Financial Life Insurance Co., Greensboro, N.C., effective Aug. 6, 2009, changed its name from Jefferson Standard Life Insurance Co. • Shelter Reinsurance Co., effective July 17, 2009, added liability authority. • Shenandoah Life Insurance Co., effective June 23, 2009, the company’s certificate of authority was suspended.

continued from page 37

• Starr Global Accident and Health Insurance Agency, Greenwich, Conn., effective Aug. 12, 2009, was admitted as a third party administrator. • SunAmerican Annuity and Life Insurance Co., effective July 20, 2009, changed its name from AIG SunAmerica Life Assurance Co. • Torus Speciality Insurance Co., effective July 27, 2009, changed its name from Praetorian Specialty Insurance Co. • The Trizetto Group, Newport Beach, Calif., effective Aug. 12, 2009, was admitted as a third party administrator. • United States Letter Carriers Mutual Benefit Association, effective July 20, 2009, withdrew its certificate of authority. • Valiant Specialty Insurance Co., New York, effective Aug. 13, 2009, was approved as a surplus lines insurance company. • Warrantech Home Service Co., Bedford, Texas, effective July 1, 2009, was registered as a service contract provider. • Western Insurance Co., Reno, Nev., effective Aug. 11, 2009, added liability authority.

fromthepresident continued from page 5 Sources on the web are useful as well. IIABA’s ACT site has a wealth of information, including articles and links. Some other helpful websites include, which is a site that grades your website on a scale of 0-100 for different areas, and analytics, which gives you an analysis of your website for key traffic flows and measures ad words and bounce rates. In real estate, location is everything, and on search engines such as Google and Yahoo, your ranking is vital. As agency owners, however, you must be aware that the need for caution and monitoring the content of the media is imperative. The information put out needs to be subject to the various advertising rules and standards of appropriateness. Recently, I read an article that said the number 1 quality customers look for in salespeople is not the price or quality of their

november/december 2009

products but “being there when I need you.” Social networking is another way you can be there for your clients when they need you the most. E-mail, text and instant messaging are just more methods of staying in touch and meeting your clients needs better than ever before to build that relationship we want with our customers. We are now in our new building and celebrated with the open house and ribbon cutting. It was so great to see so many that attended and see the enthusiastic flowing among the staff and agents. MAIA has had three classes in their new education facility, and they have been great successes. If you have not stopped by for a tour of the new facility, please put it on your agenda. This project is a great example of agents and company partners working together for all our mutual success.



Postal Form 3526 Data for Missouri Agent This is the Statement of Ownership, Management and Circulation as required by Act of Congress of Aug. 12, 1970, of Missouri Agent, published bimonthly at Jefferson City. This statement contains the information provided on Form 3526, which was mailed to the Postmaster at Jefferson City, Sept. 1, 2008. The owner of Missouri Agent is the Missouri Association of Insurance Agents, P.O. Box 1785, 3315 Emerald Lane, Jefferson City, MO, 65102-1785, a not-forprofit corporation without capital stock. The publisher is Larry Case, Jefferson City. The editor is Amy J. Hoffman, Jefferson City, and the managing editor is Carol Dulle, Jefferson City. 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

1,958, and 1,900 copies were printed in JulyAugust 2009, the issue nearest the filing date. No copies were sold through dealers, carriers or vendors during the year. Paid or requested mail subscriptions averaged 1,834, with 63 of those mailed in Cole County. Paid or requested mail subscriptions for the JulyAugust issue numbered 1,852, with 65 of those mailed in Cole County. Copies distributed free through the mail averaged 40 for the year, with 42 in JulyAugust. No copies were distributed free outside of the mail during the preceding 12 months. Copies not distributed averaged 84, with 6 not distributed in July-August. Paid and/or requested circulation averaged 97.9 percent for the year and was 97.8 percent in July-August. I certify that all information furnished is true and complete. Amy J. Hoffman, editor

Classifieds Looking for Talented Producers and Agencies

We are seeking producers with books of business and/or agencies who wish to join a growing national agency expanding in Missouri and the Midwest. Please contact me at 636-536-2082 or

Seeking Books of Business

One of SW Missouri’s largest independent insurance agencies is seeking insurance agencies’ and producers’ books of business – commercial lines, personal lines, life, group health and employee benefits – for possible merger or acquisition. BPJ is a 100% employeeowned company. Interested parties contact Tom Montileone, pres., CEO. Ph: 417-887-3550, x326; fax: 417-887-3252; e-mail tmontileone@ All inquiries held in the strictest of confidence.



The basic classified ad contains a maximum of 35 words (including head). Cost: $24.00 for up to 35 words. Blind ads: $37.00 for maximum of 35 words. MAIA agency members are entitled to a 50 percent discount on classified ads. Ads must be submitted in writing to Advertising Manager, Missouri Agent, P.O. Box 1785, Jefferson City, MO 65102-1785. Payment (to AMC) should accompany request. Deadline for classified ads: 10th of month preceding publication. When responding to confidential ads, reply to: P.O. Box 1785, Jefferson City, MO 65102-1785.

november/december 2009

Missouri Agents Showed Us. They’re Second to None. Thanks to our outstanding St. Louis agents and their appreciation for extraordinary responsiveness, competitive prices, and award-winning claims service, Electric Insurance Company® has become a market of choice for Personal Lines business. Established in 1966 to provide personal insurance to General Electric employees, we have a strong foundation of integrity, service and achievement. We’re looking for Kansas City area agents with those same qualities. Call us if you’d like to be considered for an appointment to a very select company. We’ve got a few things to show you.

Electric Insurance Company is proud to be working with several superb agencies in the St. Louis area, including: • The Daniel and Henry Company • The Charles L. Crane Agency • Siebert Insurance Agency • Insurance Source, Inc. We will be looking for agents of similar quality as we expand into the western region of Missouri.

ELECTRIC INSURANCE COMPANY 75 Sam Fonzo Drive l Beverly, MA 01915 l 800.227.2757 l l 101-0008 (09/09)

PROGRAM 2009 ART NERS P Missouri Association of Insurance Agents

Listed below are the companies who strongly support the independent agency system and the Missouri Association of Insurance Agents.






BankDirect Capital Finance CompManagement from Healthlink ACUITY Safeco Insurance Cameron Insurance Companies Columbia Insurance Group Meramec Valley Mutual Insurance Co.

Travelers Accident Fund Insurance Company of America/United Heartland West Bend Insurance Company Continental Western Group United Fire Group

EMC Insurance Companies Electric Insurance Company MJ Kelly Company Barton Mutual Group CCMSI Berkshire Hathaway Homestate Companies

J.M. Wilson Guarantee Insurance America First Insurance Alexander Morford & Woo EMPLOYERS

Central Mutual Insurance Company Gateway Underwriters SECURA Insurance Companies Nixa Farmers Mutual Insurance Company Bituminous Insurance Company Applied Systems Grinnell Mutual Reinsurance Company Farmers Alliance Mutual Insurance Company Haulers Insurance Company, Inc. MetLife Auto & Home Cornerstone National Insurance Company Selective Insurance Company of America Dairyland-Viking Insurance Amerisafe, Inc. AAA Missouri Insurance Valley Insurance Agency Alliance, LLC dba VIAA QBE Agri Insurance Premium Financing Specialists Philadelphia Insurance Companies

MOPERM State Auto Insurance Companies BMI Companies Amerisure Mutual Insurance Company CNA Insurance Company Select Imaging Midwestern Insurance Alliance United HealthCare Anthem Blue Cross & Blue Shield Encompass Insurance Assurant Health Westrope General Casualty SAMBA RSI International, Inc. Zurich North America S.A. Freerks & Associates, Inc. Auto-Owners Insurance Company

Missouri Association of Insurance Agents • 800-617-3658 •

Missouri Agent November December 2009  

Missouri Agent is a trade publication for the independent insurance industry published by the Missouri Association of Insurance Agents. This...

Missouri Agent November December 2009  

Missouri Agent is a trade publication for the independent insurance industry published by the Missouri Association of Insurance Agents. This...