Page 1

september/october 2009


change is in the air


Ribbon Cutting and Dedication Ceremony for the new headquarters Sept. 29. See inside for details.

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. 5

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 Doug Clift, CIC, St. Louis Sec’y/Treasurer IIABA National Director Mitchell C. Mills, Clinton PIA National Director Richard Minor, CIC, Hannibal Brent Speight, CIC, Montgomery City Past President

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 Jim Baxendale, CPCU, St. Louis Greg Rebman, CIC, St. Louis Jim Ziolkowski, CIC, Chesterfield 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 Mike Pollard, Lincoln, Neb. Fred Shaw, Liberal

Staff of the MAIA

Executive Vice President Vice President of Operations Insurance Services Manager Marketing Manager Financial Manager Education Coordinator Editor Events Manager Customer Service Representative Customer Service Representative Membership Representative Education Coordinator Administrative Assistant

Larry Case Carol Dulle Leona Loethen Lindsay Schmidt Sheryl Van Leer Laura Berendzen Amy J. Hoffman Jeanne Berhorst Theresa Flippin Monica Mize Kelli Findley Emily Koenigsfeld Dawn Christian

MISSOURI AGENT (USPS 709-210) is published bimonthly by the Missouri Association of Insurance Agents, 3315 Emeral 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. Address & Other Changes 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.

Best Practices Hit the Spot Leadership Awards Scrapbook MAIA Officers, Directors and Staff

22 23 24 29

Political Football Great Resource for Technology and Marketing MAIA Headquarters Ribbon-Cutting and Dedication MAIA Accountant Says Goodbye After 33 Years

7 21 34 43

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

5 9 11 17 12

Missouri News Regulatory Actions Partner News Agency News Classifieds

40 37 44 45 46

4 10 30 32 36 38 20 6 41 18 12 47 16

MAIA Education MAIA Partners MEM Insurance Midlands Cos. Missouri Rural Services Ringwalt & Liesche Co. SECURA Surplus Lines Assn. of Missouri Swiss Re Truckers Insurance Valley Insurance Agency Alliance

42 48 2 35 8 13 28 17 14 45 44

Advertisers Accident Fund ACUITY Am Trust North America Amerisafe BankDirect BC&M Big “I” Markets Burns & Wilcox CIMI Delta Dental FCCI Insurance Group General Casualty JM Wilson

On the Cover: With a brand-new president and home base for MAIA, autumn’s falling leaves will be heralding all kinds of changes for Missouri’s independent agents.

september/october 2009

Publisher Editor Advertising Manager

Special Focus: Leadership Conference


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:

change is in the air


© 2009 Missouri Association of Insurance Agents Ribbon Cutting and Dedication Ceremony for the new headquarters Sept. 29. See inside for details.

september/october 2009



Thank You, Agent Partners! In A.M. Best’s recently released market share report, Accident Fund is now ranked the 10th largest writer of workers compensation in the country — just five years after ranking 20th!


Since we began our national expansion in 2000, our goal has never been to become the biggest workers compensation insurer. However, we take pride in this ranking because we’ve achieved it by remaining true to our business model — delivering franchise value and partnering with you to provide superior service and value for our policyholders.

Thank you for your partnership in driving our success! w


AF10Ad_TennesseeAgent.indd 1



















7/10/2009 10:09:42 AM

:42 AM

fromthepresident Change! Change! Haven’t we been hearing about change from the media for more than two years now? We do live in a society and work in a business that is constantly changing. Sometimes change is good, such as the history-making construction of our new office building. It’s hard to believe that at this time last year, we were holding a ground breaking on the lot that is now the site of a beautiful new office building. As we make the move to the new location, we are all excited about the new opportunities the facility will enable the association to provide to its members. The building will house the staff and operations functions, as well as our state-of-the-art training center, including a classroom for up to 100 people, multimedia facilities, a cateringstyle kitchen area, reception areas and plenty of parking. The training center will be available for MAIA company partners, industry partners such as user groups, and agency members to use for meetings, training classes or legislative functions in a centralized location at a discounted rate. This office belongs to you, the members of MAIA, so please stop by and visit it and plan on attending the ribbon-cutting and dedication ceremony September 29. Speaking of change, this past June, we held our annual MAIA long-range planning meeting. We had identified key areas that we wanted to work on last year, but we needed to refine them for the 2009-10 year. The committee chairs for the three conferences and the Education Committee chair met with each board member to discuss what was working, areas we needed to improve and how to consistently track data associated with our classes and conferences. We have listened to suggestions from our membership and will be offering a systematic approach for training and education, both

september/october 2009

in the new Risk Specialist classes as well as conference seminar topics. The members and chairs have also come up with some creative ideas for more flexibility for agencies to participate in more events, such as by offering multiple-conference discounts throughout the year to better fit the varying needs and budgets of the different members for educational and training needs. The Best Practices sessions at the Leadership were just the start! The session with Jeff Gelona on producer motivation and sales training was one of the best I have ever attended. The Best

Belinda Brenizer MAIA President

As we make the move to the new location, we are all excited about the new opportunities the facility will enable the association to provide to its members. Practices track format will be used as a model for all of our events to help meet your agency needs. There will be sessions to fit each level of agency member over the next few years with coordination among our various committees. We are more focused than ever on educational opportunities for our members. One of the key elements of the “statement of purpose” for our association is to “promote insurance education among its members and encourage greater public understanding of the business of insurance” Our Education Committee is actively working on planning new classes for the 09-10 calendar on top of the standard CIC and CISR programs. We want to go beyond with the two-day Risk Specialist series with topics ranging from financial institutions and contractors to truckers and executive risks. By holding the classes in the continued on page 16



Commercial Property

Put the Power of the Commercial Property Coverage Experts Behind You.

Need an expert who knows Commercial Property inside and out? Only Burns & Wilcox offers coverage for virtually any tenant occupied building – new or old. Our unlimited access to admitted and non-admitted markets means we offer the broadest protection possible. So no matter what your clients are using their space for, call Burns & Wilcox today – the only Commercial Property experts with the vision to protect against any loss. St. Louis, Missouri

314.819.0400 toll free 800.331.4128 fax 314.819.0440

24574_Burns_CommMissouriA.indd 1

Kansas City, Kansas

913.451.3135 toll free 866.476.0439 fax 913.451.3156

7/31/09 3:28:36 PM

Commercial Property

8:36 PM

myturn Political Football Ah, the dialog of September! Water-cooler conversation is evolving into “plotting a successful offense” and “faking out the opposition” or “making a great end run.” And, if there’s time, members of Congress might even discuss their favorite football teams. Of course, the topic of conversation I am speaking about is the proposed health care reform. I really don’t have to tell you what this means and what is at stake for your clients. The most onerous section of the proposals is the creation of a government-run “public option.” I do not think there are very many people who believe this is a desirable outcome if they truly understand what it includes. Even proponents who argue that it is designed to operate on a level playing field with private health insurance and keep the private market honest do so with their tongue in cheek. Any government-run plan would not be subject to state premium taxes and would enjoy exemption from lawsuits faced by private providers. Those and other advantages would mean anything but a level playing field. Indiana Representative Mike Pence put it best when he noted that a government-run option “competes with private insurance the way an alligator competes with a duck.” So, let’s examine where we are and what needs to be done to restore sanity to this debate. First, we have what is generally

recognized as the best health care system in the world. Is it perfect? No. Does it need reform and can that be accomplished? Yes. But, that does not mean we need to throw out the entire system and attempt to emulate inferior systems. We support health care reforms that address system shortcomings. These include removing pre-existing condition exclusions in policies, revising rating bands, improving portability, and other reforms that will make health insurance accessible, more affordable and more transparent. And, there are ways to provide financial assistance for those who need it. All of this can be accomplished by reforming the system rather than throwing it out; moreover, it can certainly be done more effectively and at less cost than creating multiple new government bureaucracies, including a “Health Choices Commissioner,” a “Telehealth Advisory Committee,” or an “Advance Care Planning Consult,” among others. We might even throw in a bit of tort reform for additional cost savings. Why, then, is there such an effort to push this government-run system? Well, you could simply take some of the players at their word. Many of you have seen the You Tube videos of Illinois Representative Jan Schakowskey and Michigan Representative Debbie Stabenow and House Financial Services Committee Chairman Barney

Larry Case

MAIA Executive Vice President

continued on page 46

It’s Not Politics

It’s Your Livelihood Both your state and your national associations work hard to protect your business, inform elected officials about the impact of proposals on you and your clients, and help elect candidates that support your interests. MAPAC (Missouri Agents Political Action Committee) depends on your donations to accomplish our goals in the Missouri Legislature. InsurPAC depends on your donations to accomplish our goals in Congress. Visit for information on how to make your contribution today. september/october 2009



thelegalside In a Changing World, Where Do You Fit Producers? As the financial world swirls in Washington, D.C., with debates about the future of multiple lines of insurance, agencies need to think seriously about how changes will affect the relationships producers have with their agencies. Many of the current legislative proposals could dramatically alter how producers would operate in the future. Health insurance proposals could reduce or eliminate health insurance as an income stream for producers. Proposals for total or partial federal regulation of insurance could change the licensing and regulation of insurance sales, and thus also change how producers operate. With all those potential changes, existing producer agreements may rapidly become outdated, and even those which still remain valid may suffer from the changing opinions of producers as to the fairness of those agreements. Agencies and producers reach a wide variety of agreements as to their relationships. Some producers work strictly for commissions with no ownership interests in the business produced. Others have immediate ownership interests or achieve some ownership interest after a period of continuous relationship with the agency. In my experience, the form of these agreements is as varied as the number of agencies with producers. Agreements also vary as to whether they include non-compete provisions. Generally, the agreements I know of rather universally include some form of trade secret protection or non-piracy protection. However, judging from the calls we receive in my office, the increasing pressures of difficult markets, a difficult economy and potential changes in regulation seem to be causing a considerable number of questions for producers as to the contents of their agreements. Agreements reached some years ago may not seem to reflect the current economics of an agency operation either from the producer’s or agency’s viewpoint. While the potential ramifications of any business protection provisions in a producer contract are too numerous for this article, suffice it to note that Missouri courts will in

september/october 2009

some circumstances enforce narrowly drafted non-compete agreements and may more easily enforce non-piracy provisions regarding the business owned by an agency. Even without specific provisions in an agreement, courts may enforce such ownership interests as policy expirations and customer lists under the Missouri version of the Uniform Trade Secrets Act. Absent those provisions, the courts may still impose some protections by means of common law duties of employee loyalty to current or former employers. Therefore, producers should be very careful before they consider moving their affiliation to another agency. While agency economics may require a producer to re-evaluate existing agency relationships, the potential costs and complications of a change need to be considered as well. While producers may have concerns about their future revenue streams given the potential changes in the insurance markets, they also should give strong consideration to the potential repercussions of ignoring any restrictive provisions. Courts allow and enforce such restrictive provisions because agencies have invested considerable resources in training and supporting producers and are allowed to protect that investment. Therefore, producers and agencies should be open and forthright about re-evaluating the relationship from time to time in order to determine whether both parties still believe the relationship offers a rewarding future. While renegotiation of an existing contract is never a preferred situation, if the economic expectations of the parties change sufficiently, then it may represent the best option. While the future may change many aspects of insurance and ultimately affect agent compensation, before a party decides to act independently of the agreement, they should carefully consider what the parties have agreed to in order to reach a producer agreement.

Lewis E. Melahn, JD

Lewis E. Melahn is a practicing attorney in Jefferson City. He provides free legal consultations 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 573-6365057.



fromtheDIFP Leadership Conference Provides Agent-Director Forum I enjoyed a productive two days at MAIA’s recent Leadership Conference at the Lake of the Ozarks. A highlight was my Eggs and Issues breakfast conversation with your Executive Vice President Larry Case on Friday morning. We covered a lot of ground, from earthquake insurance to federal regulation to technology improvements for producer licensing. First, earthquake insurance. Your association has brought concerns to the department about the availability and affordability of this coverage in Missouri. The concerns naturally have been greatest for homeowners in the New Madrid Seismic Zone, which spreads through much of southeast Missouri. That is not far from my home town of Potosi. I share your association’s desire to see this coverage available and affordable to new and existing policyholders. Our department is in the middle of a data call to the 20 largest homeowners carriers in Missouri. With this data call, we are surveying the insurers on whether they are currently writing new coverage. We are also asking for details of their premiums, deductibles and restrictions. As you may know, the department publishes earthquake data on a regular basis that includes premium volume and percentages of homes covered in each county of the state. Our 2008 report showed that 35 percent of homes statewide had earthquake endorsements, with Cape Girardeau County, Perry County, and St. Genevieve County having the highest penetration at 75 percent, 73 percent and 73 percent, respectively. However, it is a concern that the counties in the heart of the seismic zone have lower penetration, including New Madrid County (46 percent), Pemiscot County (36 percent) and Dunklin County (40 percent). We need to find out the reason for this: It could be lack of education, affordability or interest. These counties are also somewhat removed from the nearest media markets of Cape Girardeau and Memphis, Tenn. Another thing we don’t know is whether companies are writing new policies and what their deductibles and restrictions are. That’s

september/october 2009

why we are surveying the carriers, and we hope to have more transparency as to this important market for strategic considerations and consumer education. Another topic Case and I covered is federal versus state regulation of insurance. You saw my thoughts in this space in the July-August issue of Missouri Agent. To reiterate, there are some insurance companies and their allies in Congress that would like to see an optional federal charter for insurance regulation. Under this system, an insurer would choose to be state or federally regulated. My opinion (and that of the National Association of Insurance Commissioners) is that an OFC would allow insurers to choose the weaker regulator, providing less oversight. You need look no farther than the AIG meltdown for proof that this is not a good idea. AIG’s financial services operation chose a federal charter, and the rest is history. Finally, I took a few moments on Friday to talk about developments at the department. One exciting change for 2009 has been dramatic steps forward in the efficiency and speed of producer licensing. Thanks to our migration to State-Based Systems, an online platform provided by NAIC, we are now processing producer license applications and renewals faster than ever. Producers who file a clean application online are now being renewed or approved in one business day. This compares to three to five days in the past. Also, 75 percent of continuing education providers are now uploading their course rosters online, giving enrollees instant credit. That means you could take a CE class the day before your license expires and still get your renewal on time. Please continue to give us feedback on how to make these services even better for end users. Many of you may be signed up for e-mail alerts from the department. If not, I encourage you to subscribe. You’ll find a sign-up box in the left-hand column of our website’s front page, at

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.



technology Young Agents Speak out on Generation Differences and Technology Needs Angelyn S. Treutel CPA



A disturbing reality is that the insurance industry is aging, with the average age of agency principals at 51 and the average age of agency customers at 53. Current statistics indicate that there are 2.3 million workers in the insurance industry, and more than 1 million of these workers will reach retirement age in the next 10 years. Where are all of the young people? How do we attract them to our industry? And how do we position our agencies to succeed in the future?

Last Fall, the Agents Council for Technology sponsored a Technology Forum at the Independent Insurance Agents and Brokers of America’s Young Agents Leadership Institute to discuss generational differences and technology preferences from the perspective of the young agents. The group of more than 70 young people was predominately made up of Generation X (under age 46) and Millennials (under age 28). In the young agents’ opinion, Boomers (over age 44) are motivated differently from the younger generations. They measure their success in life by their career achievements and seem to assess the productivity of their employees by the number of hours they put in. The X’ers believe they are more willing to try new things and are more impatient than Boomers because they want everything now. They measure productivity by “getting the job done.” The Millennials are the most tech-savvy, with digital-everything, and are even more impatient than the X’ers: They don’t just want it now; they wanted it yesterday! The young agents suggested that the best way to describe the generations is to listen to how they greet their friends: Boomers will ask, “How’s your job?” X’ers will ask, “How’s your family?” And Millennials will ask, “What did you do this weekend?” While everyone in the room smiled at the distinct differences between the generations, there was no dispute that the different generations need to understand one another and work effectively together. Some of the agents said they had been very successful in addressing the natural friction between producers and CSRs (particularly when the differences are generational) by taking the CSRs on client visits to gain a better understanding of what the producer does and the support he or she needs. Likewise, the producers discussed the CSRs’ workflow with them in order to gain a better understanding of their particular needs and frustrations. The young agents encouraged agency principals to promote a similar discussion of generational differences within the agency and to adopt flexible employee policies that are results driven and reflect the needs of the

september/october 2009

different generations. After all, generations are evolutionary, and each will change their perspectives based upon their life cycles of graduating from college, getting their first job, getting married, starting a family, buying a home, becoming absorbed in their careers and beginning preparations for retirement. The same is true of our customers. Young people are well suited for the insurance industry because they enjoy working in teams and working with people. They also have a keen insight into how other young people think and are more adept at soliciting their peers as clients. With the profound changes in marketing we are starting to see from the emergence of the Social Web, the younger generations can teach established agencies how to be visible in cyberspace where the young and young-at-heart do their research, purchase products and network. What a wonderful opportunity we have as agents to begin to use these tools as new ways to communicate and network and to establish a

marketing presence to attract new clients. The young agents pointed out that the Social Web enables them to do virtual networking in a similar way to the in-person networking Boomers have excelled at in their communities. In fact, social networking is putting the person back into the Internet, which promises to put relationship-oriented agents into a stronger position than when the Internet was dominated by large, corporate, direct-writing companies. Targeting younger consumers may be a longer-term investment because the Millennials may not yet have a need for complex insurance products. But haven’t we discussed capturing these emerging customers when they are young, just as our competitors have done for continued on page 15

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

september/october 2009



I will not accept policy from a third party. I will not accept policy from a third party. I will not accept policy from a third party. I will not accept policy

changes changes changes c



You carry professional liability insurance to protect you in the event of a claim. But is your carrier helping you to prevent a claim in the first place? The Big “I” has dedicated significant resources to bringing the best claims prevention information and strategies to your agency. And while we wonʼt really make you write it out on a chalkboard, we believe that the best way to protect your business is to help you protect yourself.



continued from page 13

years? Now we have the competitive insurance products to do it. We need to look at the lifetime value of these insureds because soon they will be starting families, purchasing homes and establishing businesses. If we have a presence on the Internet forums where they are comfortable, and if we are capable of doing business their way, they will recognize us for what we are – their trusted advisors. Internet customers are known to lack loyalty, but agents still need to reach out to them, work to develop relationships and add value to their purchasing process. If consumers get quotes and policies with no counseling, there is no added value, and those customers are likely to change carriers frequently. But if agents become part of the process, offering additional quotes, optional coverage and insurance advice, they can change the customers into loyal clients. As young consumers become familiar with our services, they will seek our advice for their more complex coverage needs. Much research has shown that consumers may do their research on the Internet but that most people still want to do business with and buy insurance from people. Turning to the technology in the agency office, the young agents expressed extreme frustration with continued processing inefficiencies and voiced the immediate need for all carriers and agencies to embrace Real Time. Consumers demand an immediate response today, and we need to implement the tools to provide it. With Real Time, agents are able to work with their multiple carriers through their agency management systems and comparative raters, rather than having to log on and enter data into multiple carrier websites. Today’s consumers are bombarded with the advertising claims of direct-writer competitors that can provide quotes in only 15 minutes, and without Real Time processing, independent agents are unable to meet these consumer expectations. Unfortunately, there is still far too much clerical effort required in the agency office, the young agents added. Agents need to demand

september/october 2009

Real Time from their carriers and MGAs so they can provide direct, value-added service to their clients and use their time to create relationships and make sales. The young agents said that carriers, too, need to be able to provide more of a personal touch and supply dedicated underwriters, rather than taking a 1-800-UNDERWRITER approach, as many currently do. To be most effective, the young producers said they need their carriers to work with them to assist with complex coverage issues and risks that do not quite fit into the “black box.” And the young agents added: please let us know whom to work with if our underwriter is out of the office so that we can handle the risk promptly! What new competition does the future hold? The young agents feel that Internet distributors, niche marketers and larger cluster agencies will be the forces to be dealt with over the next three years. With new technology emerging at exponential rates, the agency of the future will have great opportunities to expedite sales and servicing. Agencies that stay on top of technology will be best positioned to take advantage of these new opportunities. Technology enables our machines to do the clerical and mundane work necessary to free agents and CSRs to do what they do best – work with people and make sales. The young agents raised several additional useful and energizing ideas to add value for agency clients, such as offering chat capability on websites, creating specialized sites for niche marketing, providing customer access portals on agency websites, using virtual meetings through the Internet with small business clients, and researching and communicating with clients using social networks. What is the message? We need to continually reach out to youth, via the Internet and the Social Web, in our advertising and in our communities. Young employees are best positioned to attract young prospects. And agencies that are innovative with technology and those that have flexible, results-driven employee policies will be most likely to attract young employees.

Angelyn Treutel is treasurer, vice president, and chief information officer of Treutel Insurance Agency, as well as chair of the Agents Council for Technology. She can be reached at ACT is part of the Independent Insurance Agents & Brokers of America and its website can be found at www.independentagent. com/act. For more information about ACT, contact Jeff Yates, ACT executive director, at jeff. This article reflects the views of the author and should not be construed as an official statement by ACT.



fromthepresident education center at our office in Jefferson City, we can maintain lower costs to our members. The Education Committee is also planning more sessions offered in the area of errors and omissions risk management than ever before in order to fill the needs of more agencies. John Huff, the new director of the Department of Insurance, Financial Institutions and Professional Registration, spoke highly of our educational efforts and training classes at the recent Leadership Conference in July. At the Leadership Conference, we had increased agent attendance with a renewed energy level among the members at a time when we thought the economy would hold back attendance. I had several agents tell me it was the best conference we have had in several years. The tradeshow was once again a success with both members and exhibitors. I personally had several new members asking how they could help by becoming more involved than ever in the past. Sometimes change is difficult, such as

Just say

Relax ... we can handle your Business Auto Risks. Our experienced underwriters utilize A rated or better carriers to cover liability, physical damage, cargo and on hook coverage for a variety of business auto classes. You’ll receive a response to your submissions within 24 hours and policies within 21 days. Ask us about:

• Cement Mixers • Contractors • Crane or Boom Truck • Driver Training Schools/ CDL Schools (800) 507-8656


• Delivery • Garbage Haulers • Loggers

• Dirt, Sand & Gravel Haulers • Snow Plows/Landscaping • Wreckers

continued from page 5

the new government-controlled health care plan that is being proposed by the current legislation. Back in July, MAIA sent a contingent of agents to Washington, D.C., to attend the Health Insurance Producer Groups Joint Fly-In. They joined a group of more than 1,000 that was composed of members from the Health Insurance Agent and Brokers Alliance, the Council of Insurance Agents and Brokers, the National Association of Health Underwriters, the National Association of Insurance and Financial Advisors, and our national association, the Independent Insurance Agents & Brokers of America. They were able to meet with members of both the House and the Senate to promote the private delivery of healthcare and keeping agents in the delivery mechanism. I want to personally thank each of you that spent time away from your agencies on our behalf.  At this time, we do not know where this action will all fall, but be certain we will have change in our health care system in America. As MAIA members, we need to be on the frontline to communicate both with our senators and representatives and also help our clients during this time to educate and advise them for their health insurance needs. In Joe Tye’s recent Spark Plug, he spoke of “gratitude being the platform for Hope - hopeful for things to get better.” Unfortunately, all we hear is negative these days with the economy and media doom. We have so much to be grateful for in our agencies and our association. I am grateful to be part of an association where the director and staff work diligently for the success of its members and care that our association is one of the best in the nation. I urge each of you to stop for a minute and remind yourself of the things you are grateful for today. It will brighten your day and make you realize what’s important in your life. As your association president, I look forward to meeting more of you and hearing from you about your association needs or ideas. You can reach me by phone at 660-397-2251 or email at Belinda@

4700 Belleview, Ste. 205, Kansas City, MO 64112



september/october 2009


errors omissions What Does My E&O Really Cost? As Ralph Waldo Emerson asked, “Can anybody remember when times were not hard and money not scarce?” Everyone is watching their costs and expenses these days. It is a serious responsibility for any business manager or owner to ensure that every dollar spent is a worthwhile investment in their business. It is a duty they owe themselves, their stockholders and their employees; therefore, it is right and appropriate to look at serious competitive bids for every business cost. Your agency errors and omissions insurance premium is one of those costs. Most agencies do look, and there are many ways to go about it. Most go through a process of analysis. The most common comparison points are limits, deductible and major coverage terms. I would like with this article to address thoseAMandPage add 1 26679-Surplus Lines:Layout 1 6/2/09 10:09 some additional points of comparison.

The normal routine is to look at the limits and deductible first. Then, the major terms such as insolvency are compared. But does this process address cost differences in their entirety? From my experience, the price variances in a single year are usually around 7 to 15 percent. In heated competition, price can vary even more, and some real, one-year savings can be had. You’ll see there’s more to this picture, however, when you consider whether your agency is really saving anything over a five-year period – or even a two-year period. What if you save $5,000 and then find out that the new deductible applies to company expenses other than attorney fees, and they hit you for $7,500 on a “no indemnity” claim that would not have applied on your old policy? Your $5,000 savings just turned into a $2,500 loss.

Robert J. Burns Utica

continued on page 19

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 september/october 2009



Insertion Date: July/August 07 7.5” X 10” Time manager ad - BW

A Healthy Smile

is Worth a Little Reminder What’s a healthy smile worth? More than you might think. Every dollar spent on preventive dental care saves four dollars or more on costs for more serious oral health problems. And, recent research suggests that good oral health also helps reduce the risks and costs associated with some medical conditions. Many companies realize that good dental benefits lead to good oral health, and that good oral health improves overall health, leading to a reduction in dental and medical claims costs. That’s why more companies choose the best, Delta Dental, more often than any other managed dental care company. We are the leader in dental benefits with the nation’s largest network of participating dentists.

Healthy Smiles, Healthy Lives, Healthy Companies Delta Dental of Missouri 314-656-3000

errors&omissions There is a whole range of other variables that can have a huge impact on the cost of your E&O that you should consider. The first goal is managing the overall, long-term cost of protecting your agency. The one-year premium is only one part of that cost. Agents’ errors and omissions insurance is a specialized line of business. Many standard insurance company claims and underwriting practices don’t apply in E&O. You only gain that insight with experience. Take management of loss history from an underwriting perspective. If the loss ratio becomes too high, non-renewal is an industry practice. That is not desirable with E&O, though, because of the nature of the tail coverage. If a carrier gives you a significantly better deal on the first year but non-renews you for claims in an unfavorable part of the market cycle, your costs can go up 100 percent. Because E&O underwriters offer very broad extended-reporting-period options, it is in their best interest to work with an agency as opposed to using non-renewal. When looking at other carriers, you may want to see how long they have been in the E&O line as a test of stability. Another soft cost is claims expertise. Better claims handling results in more efficient claims handling. This can have major impact on your office operation because knowledgeable E&O claims people are going to take up less of your time and mitigate the lost revenue, lost time and lost productivity your agency will need to spend. While it is difficult to quantify, you can look at it this way: An agency with $2 million in revenue over 250 days of operation makes $8,000 a day. Or you can look at the revenue generated per person for a sense of what may be lost due to depositions and staff time spent pulling together information. You want to make sure that your E&O carrier is not taking a second more than is needed in addressing your claim. That can only be accomplished with highly experienced claims professionals and a superb panel of attorneys. So it’s worth asking a prospective E&O carrier directly, “What is the experience of your claims staff, and what attorneys do they use?” Service can also be a major unseen cost factor. Do you have direct access to decision

september/october 2009

continued from page 17

Many standard insurance company claims and underwriting practices don’t apply in E&O. You only gain that insight with experience. makers? If you have an immediate question, such as a merger-acquisition question, can you get an answer that day? If you can’t, what is the potential cost in lost revenue while the details are put through channels? This leads to the question of future needs. We will occasionally hear insureds say that they don’t need broad coverage. What is true today may not be true in the future, particularly as your agency grows. One example is coverage for temporary workers and interns. Utica provides this coverage. If an agency has an opportunity to purchase another agency, might the sudden increase in business make it necessary to hire temps? You would, of course, want coverage! Limits are important. Most agencies scale their limits with their worst-case loss exposures. Consider your future needs: If you now have coverage for $1 million and you sign to represent a new carrier in your office that demands $5 million in limits, can your E&O carrier meet the request? If not, what is the potential lost-revenue opportunity? It is important to remember that the premium for your E&O is just one part of the cost. More than any other line that I can think of, the overall service is a package deal. If you focus only on the premium amount, you may shortchange yourself in the end. The main things that I think you should look at are: • Coverage: How broad are the coverages? • Experience: Does the company have a successful track record? Does it have the ability and motivation to hang on through tough times? • Service: Do you have access to decision makers in claims and underwriting? • Cost: Is the pricing aimed at being a longterm overall value?



Ready to Roll?


ProBig “I” Ma th duct orkets Con e M tact on f K 800 elli Fin th -6 d le 17-3 658 y at

New RV Product Now on Big “I” Markets! Big “I” Markets has partnered with National Interstate, a premier provider of RV coverage, to bring you access to a product designed specifically for RVs. Why make a personal automobile policy fit when you can access RV Specialty Insurance and deal with RV specialists? The National Interstate RV product features:

 Full-timers coverage  Disappearing deductible  Total loss replacement  Coverage for Commercial RVs RV coverage can and should fit the RV! Log into Big “I” Markets at to learn more and to request a quote. As always with Big "I" Markets, there are no access fees, no volume commitments and no special software needed. Take advantage of your Big "I" membership and log onto Big "I" Markets today!

Great Resource for Agency

Technology and Marketing


IIABA’s Agents Council for Technology is committed to providing agents and the industry with practical information and tools to help them use technology more effectively and productively. Now, ACT has made it a lot easier for Big “I” members to access this information by giving its website a major facelift. Check it out at

Whether you are looking for the latest on office workflows or Internet protocol, you will find quick links to multiple articles and reports on the subject you need. Just a couple of examples:

• Real Time. Articles, success stories and the Real Time Implementation Guide, as well as a gateway to the Real Time website for more information.

• Commercial Lines Download. The must-have Commercial Lines Download Implementation Guide, compliments of the ACORD User Group Information Exchange.

• Best Practices in Automation. The Best Practices Guide to Agency Business Processes and Electronic Information Management, developed by ACT and the noted workflow consultant, Laura Nettles.

• Agency Security. Tools to establish secure e-mail and prevent identity theft and the Independent Agent’s Guide to System Security, which provides a sample security policy.

• Agency Websites. Several articles on building effective agency websites, improving search engine positioning and taking advantage of social networking tools.

• Disaster Planning. Checklists based upon actual agency experiences.

• Future Trends. The latest thoughts on key technology and societal trends and how they will affect the industry. You can also take advantage of these great features on the new website: Monthly Featured Technology Articles Technology Tips Live and Recorded Webinars Panel Discussions Word-Accessible Articles*

september/october 2009

So check out the website. You will find that the agents, carriers, vendors, user groups and industry representatives participating in ACT have been busy in an effort to provide you with practical information to help you use technology more effectively to enhance your agency’s productivity, marketing and sales.

*If you get a prompt for a password, just select “Cancel,” and you will get access to the document.





Best Practices Hit the Spot Member Comments

I think the committee’s decision to go to Best Practices issues and make whatever CE credits available was a great decision. Charles O. Hembree Jr., Manchester

I felt this was one of the best conferences I have ever attended. The material presented was of high importance to me and was very helpful. Steve Rackley, Gainesville

Agent response to the newly formatted Best Practices education sessions at this summer’s Leadership Conference was even greater than expected. One agent called Kevin Stipe the best speaker he had ever heard, and attendance at Jeff Gelona’s Thursday-afternoon session was standing room only. The Leadership Conference Committee made the decision to adopt the Best Practices program as the core of the Kevin Stipe leads the Mergers, Acquisitions and education sessions in order to give Valuations class. agents a unified and ongoing theory of management from year to year. Best in Ardmore, Okla., was the most popular session Practices guidelines are built from annual of the conference. In it, attendees examined studies of the workflows and operations of the practices common to the largest and most the most successful independent agencies successful sales organizations in the world, both nationwide. inside and outside the insurance industry. Gelona The sessions at the most recent Leadership pointed out ways to recognize techniques that Conference were chosen because they strengthen an agency’s sales culture. are applicable to agencies of all sizes and The final session, “Recruiting, Developing lines of insurance. “Mergers, Acquisitions and Motivating New Producers,” also taught by and Valuation,” led by Kevin Stipe, CPCU, Gelona, focused on how to create outstanding of Reagan Consulting in Atlanta, walked salespeople out of your newest producers. attendees through all aspects of agency Agents reviewed the elements of a sales cycle valuation, as well as growth opportunities such and discussed how to introduce new employees as mergers and acquisitions. Stipe focused on to the best methods for finding prospects and factors specific to the current economy and turning them into clients. offered tips to help agents avoid some of the Future Leadership Conferences will build on most common M&A pitfalls. the foundation laid this summer, offering Best The Thursday-afternoon session, “Best Practices education sessions on more topics Practices for Creating a Sales Organization,” crucial to agency development. led by Jeff Gelona, CIC, of Fenell & Associates

Director Huff Addresses Agents Missouri Insurance Director John. M. Huff addressed more than 130 members of the Missouri Association of Insurance Agents at the 2009 Leadership Conference, making a strong argument that states, rather than the federal government, should continue to regulate the insurance industry. Huff held a Q&A on the last morning of the conference with MAIA Executive Vice President Larry Case, who said MAIA strongly opposes federal regulation of insurance, which is being advocated by some in Congress and the insurance industry. Huff agreed that states have successfully regulated insurance for more than 150 years and that the system should continue.



“For a century and a half, states have been protecting consumers, ensuring fair competition and affordable products,” said Huff, director of the Missouri Department of Insurance, Financial Institutions and Professional Registration. “The prospect of an optional federal charter will dilute consumer protections by allowing some companies to choose the weaker regulatory option.” Huff also addressed the availability and affordability of earthquake insurance in Missouri, especially in the New Madrid Seismic Zone, as well as the department’s transition to the StateBased System. See Huff’s article on page 11 for more information.

september/october 2009



Leadership Conference Awards Belinda Brenizer Installed as President

Belinda Brenizer, Edina, was installed as the 2009-2010 president of the Missouri Association of Insurance Agents at the annual Leadership Conference in July. Five others were also installed on the association’s executive committee. Brenizer approaches her presidential term ready to embrace the changes in store for MAIA and the industry as a whole. She encourages members to take advantage of the opportunities now available at the new association headquarters, as well as to support efforts to make positive legislative changes to the insurance industry. Brenizer has worked with a number of MAIA committees over the past 10 years. She began her service on the Small Agency Committee in 1999 and later chaired the committee for two years. She has also served as chair of the Budget/Finance Committee and the Planning Committee. Brenizer was an at-large regional director from 2000-2006. Her insurance career began when she took a job as the receptionist of Hawkins Insurance Group. Since then, she has worked in all aspects of the agency business. In 1998, she and her husband, JL, purchased the agency, and Brenizer became its president. They later purchased Golden Rule Insurance Agency in Osage Beach, and Brenizer holds the vice president position in that agency. Other new executive officers installed for the 2009-2010 year are: President-Elect: Scott Brothers, Joplin Vice President: Byron Robison, Springfield Secretary-Treasurer: Doug Clift, Manchester IIABA State National Director: Mitchell Millls, Clinton PIA State National Director: Dick Minor, Hannibal

E. Ellwood Willard Award

Jack Chapman

The E. Ellwood Willard Outstanding Service Award is one of MAIA’s most prestigious awards. Recipients are chosen for their lifelong dedication to the insurance industry and to the association. The 2009 winner of this award was Jack Chapman. Chapman was chosen for his dedication to workers’ compensation issues and technical coverage questions. He is the appointed agent expert on the Workers’ Compensation

New MAIA President Belinda Brenzier (left) with outgoing president Brent Speight

Determinations Review Board with the Missouri Department of Insurance, Financial Institutions and Professional Registration. He was also a founding member of the Missouri Coalition for Equitable Compensation and served as its first chairman. Chapman currently holds an executive position with Bowersox Insurance Agency Co., St. Louis, and has more than 35 years experience in the insurance industry. He was one of the first agents in the Midwest to earn the Certified Insurance Counselor designation. He served as the president of MAIA from 1988-1989 and was named Insurance Person of the Year in 1992. Chapman has chaired the MAIA Technical Committee for the past decade and has been involved with the Independent Insurance Agents of St. Louis. Chapman attended the University of Denver and Texas A&I University and completed graduate work at the University of Iowa. His civic involvement includes the Webster Groves Chapman accepts his award from outgoing MAIA President Brent Speight. Lions Club, Webster Groves Chamber of Commerce and the Tau Kappa Epsilon Fraternity. Chapman and his wife, Ellen Beeson, have two children, J. Eric and Andrew. continued on page 26

september/october 2009





Leadership Conference

Above: Installation of Officers Right: Golfers Ron Harrison and Bob Dowd Below: Past Presidents Alan Hedrick and Dick Jackson

Richard Ollis and Louis Landwehr

DIFP Director John Huff speaks at the banquet. 24


september/october 2009



2009-2010 MAIA Board of Directors

Left: Tony Weishaar with Wil Turner

Kelly Whiting and fellow field reps

Right: Keynote Speaker Governor Mike Huckabee Left: Jo Ann Evans poses in her “Death of an Insurance Salesman� costume near the InsurPac booth. Below: Jo Ann Evans and Dick Minor.

september/october 2009





Leadership Conference Awards continued from page 23

Alan Hedrick (right), Insurance Person of the Year

Company Rep of the Year, Kelly Whiting (left)

Insurance Person of the Year

Company Rep of the Year

The Insurance Person of the Year award recognizes exceptional commitment to the insurance industry and dedication to MAIA. This year’s recipient, Alan Hedrick, was chosen for his outstanding display of passion, selflessness and energy in his efforts to enhance the insurance industry, the state and national associations, and his community as a whole. Hedrick is a principal at County Wide Insurance and Real Estate, Dexter, and has served on 10 different MAIA committees in the past 10 years. He was board president in 2006 and a regional director from 1998-2004. Hedrick is also well known for his work on the Technology Committee. In 1999, Hedrick was named Young Agent of the Year. On the community level, Hedrick endeared himself to many of his neighbors during an ice storm in January 2009 when County Wide opened its doors to the community as a relief shelter, providing food, warmth and respite to those without power, all the while keeping the business operations running at full speed. Hedrick also sprang into action in 2005 to help the owners of a Mississippi independent agency that was destroyed by Hurricane Katrina.

MAIA honors company representatives who have demonstrated positive company-agency relations and a desire to support the needs of both agencies and companies. This year’s honoree, Kelly Whiting, received the award in acknowledgement of her positive attitude, her keen understanding of agency needs, and her willingness to address challenges and find solutions. Whiting is the sales manager of central and northeast Missouri for Allied Insurance Co. She began her career as a customer service representative intern while studying at Iowa State University, Ames. After graduating, she worked with an insurance agency in Des Moines, Iowa, before joining the claims department of Allied Insurance in 2001. Whiting subsequently worked in underwriting and marketing. She lives in Columbia with her husband, Trevor, and her six-month-old son, Parker.

Alan Hedrick

Kelly Whiting

Young Agent of the Year

Kyane Marble

Kyane Marble



This award, given at the Young Agents Conference in June, recognizes an agent under the age of 40 who has demonstrated

september/october 2009


dedication through involvement in state or local association activities; through personal efforts to advance as an insurance professional; and through involvement in community acitivities. Marble was chosen for the award based on her committed service as a commercial lines customer service representative and as the office manager at Hawkins Insurance Group where she is responsible for six office locations. Marble has been involved with the agency since she was a teen-ager, and she has proven her dedication to the industry, earning both her CISR and CIC designations. She has been involved with the Young Agents Committee since 2006. Marble is a member of Knox County Rotary Club and the Edina Chamber of Commerce. She helps lead the Relay for Life Agency Team each year.

Top Partner

Columbia Insurance Group

For the company’s continual support of MAIA, Columbia Insurance Group, Columbia, was named the 2009 Top Partner. Roger Birdsong, senior vice president and Columbia branch manager, accepted the award on behalf of the company. The company was also honored as top partner in 1998. Columbia Insurance Group traces its roots back to the 19th century. It operates with a mission “to build enduring relationships with our customers by providing them value and exceptional service in fulfilling the promises of our insurance products.” The company is rated “Excellent” by A.M. Best and has been named as one of the “Top 50” property and casualty companies by the Ward Group for the fourth consecutive year. Columbia is a Trusted Choice company and an MAIA Gold Partner.

Leadership Conference

Special Presidential Citation

Mitchell Mills and Carol Stafford

The Special Presidential Citation is reserved for an agent who has made a significant contribution to the association. President Brent Speight chose to Top Partner, Columbia Insurance Group acknowledge two agents this year, Mitchell Mills and Carol Stafford. Mills and Stafford were chosen for the award for their outstanding contributions to the development of MAIA’s new headquarters in Jefferson City. As part of the Building Task Force, which is chaired by Mills, the two have invested innumerable hours into the future of the association, reviewing documents, meeting with architects and seeing that even the smallest details are chosen carefully. Mills is the owner of Mills and Sons, Clinton. He has served for four years as the Missouri State National Director for the IIABA and was MAIA president from 2003-2004. Stafford is the co-owner and general manager of Stafford and Stafford Insurance, Harrisonville. She has been a member of the Building Design Committee since its inception in 2007.

Committee of the Year

Technical Committee

The Technical Committee was honored as Committee of the Year for the members’ persistence in, and devotion to, finding solutions to coverage gaps and claim situations that arise as the result of ISO policy language. The committee gathers each year with 17 other Midwestern states for the MidAmerica Technical Conference, where they engage in a methodical review of policy language and address agent questions. The Technical Committee took on a new task this year, writing technical coverage articles for Missouri Agent. The articles have generated positive feedback from MAIA members. The Technical Committee is chaired by Jack Chapman.

september/october 2009

Committee of the Year, Technical Committee

Mitchell Mills (right) accepts the Special Presidential Citation from Brent Speight.



Š 2007 SECURA Insurance

Success is finding an advantage. Outlasting the competition requires outsmarting them. Agents know this. That’s why so many choose SECURA to help their businesses grow. 1-800-558-3405. Write your own success story.

MAIAofficersanddirectors Officers


President Belinda S. Brenizer, CIC Hawkins Insurance Group P.O. Box 100 Edina, 63537-0100 660-397-2251

Region 1 Ricky Baker, CIC Robertson Insurance Services 417 Locust St. Chillicothe, 64601-2515 660-646-2221

President-Elect Scott Brothers, CIC The Insurancenter P.O. Box 940 Joplin, 64802-0940 417-623-7500

Region 2 Steve Heying, CIC St. Charles Insurance Agency 4600 Executive Centre Pkwy. Ste. D St. Peters, 63376-1671 636-477-0500

no photo available

Vice President Byron Robison Great Southern Agency P.O. Box 50160 Springfield, 65806 417-895-4600

Region 3 Chris Rupp, LUTCF, CIC JC Rupp Agency P.O. Box 543 Liberty, 64069-0543 816-792-5560

Secretary/Treasurer Doug Clift, CIC Bowersox Insurance Agency Co. 3537 S. Kingshighway St. Louis, 63139-1203 314-832-8010

Region 4 Wil Turner, CIC Turner Insurance Associates 8431 Clint Drive Belton, 64012-5330 816-322-6611

IIABA State National Director Mitchell C. Mills Mills and Sons P.O. Box 505 Clinton, 64735-0505 660-885-7576

Region 5 Rick Naught, CIC, CPCU Naught-Naught Insurance Agency P.O. Box 1768 Jefferson City, 65102-1768 573-634-2727

PIA State National Director Richard Minor, CIC, CWCA GDC Insurance Services P.O. Box 797 Hannible, 63401-0797 573-221-8484

Region 6 Jim Baxendale, CPCU Mo. General Insurance Agency 425 N. New Ballas Road Ste. 201 St. Louis, 63141-6814 314-432-6464

Past President Brent Speight, CIC Scott Agency P.O. Box 87 Montgomery City, 63361-0087 573-564-2237

Region 7 Greg Rebman, CIC O’Connor Insurance Group 12140 Woodcrest Executive Dr. Ste. 225 St. Louis, 63141-5013 314-576-7080 continued on page 31

september/october 2009



more than

AmTrust North America An AmTrust Financial Company



Region 8 Jim Ziolkowski, CPCU

At-Large 3 Bob Feuerbacher Insurance Concepts of St. Louis 8460 Watson Road Suite 130 St. Louis, 63119-5241 314-756-5600

Region 9 Lorie Downing, CIC, LTCIS Beimdiek Insurance Agency P.O. Box 612 Carthage, 64836-0612 417-358-4007

Company Representative Mike Pollard Allied Insurance P.O. Box 80758 Lincoln, Neb. 68501-0758 402-419-7844

Region 10 Kevin Krueger, LUTCF Capstone Insurors P.O. Box 524 Bolivar, 65613-0524 417-777-7570

Company Representative Fred Shaw, CIC, CPCU The Barton Group P.O. Box 99 Liberal, 64762-0099 417-843-6265

Missouri Regions W orth








september/october 2009







Randolph Monroe

Ralls Pike

Ray Howard


Boone Audrain





Cooper Johnson




Osage Maries

Benton St. Clair





Vernon Cedar


Dade Lawrence

Ste. Genevieve W ashington Iron



St. Francois

Perry Cape Girardeau









St. Charles

St. Louis



Lincoln W arren





At-Large 2 Ted Schroeder, CIC Schroeder Insurance Agency 512 E. Main St. Union, 63084-1444 636-583-2296


Macon Linn



At-Large 1 Brian Harrison, CIC Harrison Agency 2100 White Gate Drive Columbia, 65202-2335 573-474-9537





Buchanan Platte





W ebster W right


W ayne

Douglas Newton



Texas Shannon



Carter Ripley

McDonald Barry













New Madrid



Region 12 Randy Baker TR Baker Insurance Agency 808 Independence Ave. Kennett, 63857-2222 573-888-9021




Region 11 Steve Rackley, CIC, CISR Rackley Insurance Agency P.O. Box 218 Gainesville, 65655-0218 417-679-3331





MAIAstaff Larry Case Executive Vice President

Carol Dulle Vice President of Operations

Leona Loethen Insurance Services Manager

Lindsay Schmidt, AIP Marketing Manager

Jeanne Blomberg, AIP Events Manager

Sheryl Van Leer Financial Manager

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



september/october 2009

Laura Berendzen Education Coordinator

Theresa Flippin, AIP Customer Service Representative

Monica Mize Customer Service Representative

Amy Hoffman Editor

Kelli Findley, AIP Membership Representative

Emily Koenigsfeld Education Coordinator

Dawn Christian Administrative Assistant

september/october 2009



The Board of Directors of the Missouri Association of Insurance Agents cordially invites you to attend a

Ribbon Cutting and DeDiCation CeRemony for the new HeaDquaRteRs Tuesday, the twenty-ninth of September at Three o’ clock in the afternoon 3315 Emerald Lane Jefferson City, Missouri Refreshments will be served

Open house from two to five o’ clock 34


september/october 2009

pictures along the way to a new maia home

Installment 5


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 september/october 2009



Experience The BankDirect

Advantage Unparalleled customer service 24/7 accessibility Web-based quoting and account status Flexible payment options

Mark rein

VicE PrEsidEnt, salEs cell: 847-331-6705 email:

full_page_ad_Rein.indd 1

11/17/2008 9:33:32 PM

:32 PM

regulatoryactions Enforcement Actions • Joseph Azar, Hazelwood, voluntary forfeiture of $1,200 for department allegations of insurance law violations. • Carey Baskin, Belton, consent order issued to grant insurance producer license under special circumstances. • Israel W. Bost, Kennett, voluntary forfeiture of $1,000 for department allegations of insurance law violations. • Reba Brooks, Lawrenceville, Ga., voluntary forfeiture of $250 for department allegations of failing to report an administrative action within 30 days of final disposition. • William Cayce, Chesterfield, voluntary forfeiture of $5,980 for department allegations of insurance law violations. • Anthony R. Cruz, Lee’s Summit, voluntary forfeiture of $250 for department allegations of bail bond law violations. • Israel Cruz, Virginia Beach, Va., voluntary surrender of producer license. • Dustin Davis, Rolla, consent order issued to grant bail bond or surety recovery license under special circumstances. • Randy Davis, St. Peters, voluntary forfeiture of $500 for department allegations of bail bond law violations. • Donovan Edington, Marion, Iowa, refusal to issue insurance producer license filed. • George Gezendorf, Camdenton, voluntary forfeiture of $300 for department allegations of bail bond law violations. • Glen Giroux, Chesterfield, voluntary forfeiture of $250 for department allegations of insurance law violations. • Richard Hayes, Bloomingdale, Ill., voluntary forfeiture of $250 for department allegations of failing to report an administrative action within 30 days of the final disposition of the matter. • David Heckler, Springfield, Ill., voluntary forfeiture of $250 for department allegations of failing to report and administrative action within 30 days of the final disposition of the matter. • Clayton L. Hoelsher, Lake St. Louis, refusal to issue insurance producer license filed. • David Hutchinson, Cape Girardeau, voluntary surrender of producer license. • Marcus J. Janitch, St. Louis, complaint and request to find cause to discipline filed. • Richard Lebo, Knoxville, Tenn., voluntary forfeiture of $250 for department allegations of failing to report an administrative action within 30 days of the final disposition of the matter. • Michael Maner, Houston, voluntary forfeiture of $250 for department allegations of insurance law violations. • John David Mercer, St. Ann, voluntary forfeiture of $250 for department allegations of insurance law violations.

september/october 2009

• Michael Moore, St. Charles, consent order issued to grant insurance producer license under special circumstances. • Craig P. Morgan, San Antonio, voluntary forfeiture of $500 for department allegations of insurance law violtations. • Melinda S. Parker, Lee’s Summit, refusal to issue insurance producer license filed. • Melissa Pell, Kenova, W.Va., refusal to issue insurance producer license filed. • Sharon Ragsdale, Nixa, refusal to issue insurance producer license issued. • Jackie J. Redburn, Kimberling City, consent order issued to grant bail bond agent license renewal under special circumstances and voluntary surrender of insurance producer license. • Francis A. Ritrovato Jr., Crystal City, consent order issued to grant bail bond agent license under special circumstances. • Kevin E. Ritrovato, Ste. Genevieve, voluntary forfeiture of $200 for department allegations of bail bond law violations. • Tommy Ruff, Harrison, Ark., voluntary forfeiture of $1,000 for department allegations of insurance law violations. • Dorian K. Saunders, St. Louis, refusal to renew insurance producer license filed. • Harold J. Sheilds, El Segundo, Calif., refusal to issue insurance producer license filed. • Shmara Simmons, Florissant, voluntary forfeiture of $500 for department allegations of insurance law violations. • Kenneth Sisk, Park Hills, voluntary forfeiture of $100 for department allegations of bail bond law violations. • Monty R. Smith, Lee’s Summit, joint stipulation and motion for consent order filed to request that the commission issue a decision that there is cause to discipline insurance producer license. • James V. Spallo, Kansas City, refusal to issue insurance producer license filed. • Mark Strong, Chicago, voluntary forfeiture of $250 for department allegations of failing to report an administrative action from another jurisdiction. • John Tebbs, Winchester, Ky., voluntary forfeiture of $2,000 for department allegations of insurance law violations. • Timothy Thomas, Brentwood, Tenn., voluntary forfeiture of $250 for department allegations of insurance law violations. • Tyler Twiford, Lee’s Summit, voluntary forfeiture of $250 for department allegations of bail bond law violations. • Scott Whitworth, Holt, voluntary forfeiture of $100 for department allegations of bail bond law violations. • Ray D. Wolfe, Aurora, refusal to issue insurance producer license filed. continued on page 39



We’re On Target

Bohrer-Croxdale & McAdoo aims for the bull’s-eye in meeting your coverage needs. See how effective and extensive our coverage can be. Call one of our Underwriters at 800-779-2550

BC&M offers a variety of coverages including: Commercial Liability Security Guards Exterminators Pawn Shop Resorts/Campgrounds Contractors - all kinds Day Care Umbrella

Commercial Property Builder’s Risk Apartments/Condos Restaurants/Taverns Monoline Earthquake

Commercial Auto Local, Intermediate Auto Public Auto including:

Taxi, Limo, & Social Service

Wreckers Ready Mix Repossessions Refuse Haulers

Miscellaneous Professional • Directors & Officers • Errors & Omissions Contractors Pollution • Environmental Risks Employment Practices Liability • Law Enforcement Professionals

Surplus and Specialty Lines Insurance Managers Post Office Box 2760, Springfield MO 65801-2760

Phone: 417.869.2550

Fax: 417.869.5102




regulatoryactions • Jason Works, Corinth, Ky., voluntary forfeiture of $500 for department allegations of insurance law violations. • Rebecca Zamora aka Rebecca Gamboa aka Rebecca Lazaro, Newaygo, Mich., refusal to issue insurance producer license filed. • Bankers & Lenders Title, St. Louis, voluntary forfeiture of $3,000 for department allegations of insurance law violations. • Beckman Insurance Agency and Michael Beckman, New Berlin, Wis., voluntary forfeiture of $850 for department allegations of insurance law violations. • B. R. Knuckles Insurance Agency and Barbara Rogers, Elkton, Ky., voluntary forfeiture of $1,000 for department allegations of insurance law violations. • Crop Insurance Services and Jerry Wiglesworth, Corinth, Ky., voluntary forfeiture of $2,000 for department allegations of insurance law violations. • Power Group Co., Overland Park, Kan., voluntary forfeiture of $250 for department allegations of insurance law violations. • Rural Community Insurance Services and Kevin P. Berg, Anoka, Minn., voluntary forfeiture of $2,500 for department allegations of insurance law violations. • Universal Casualty Company, Elk Grove Village, Ill., answer to statement of charges to request a hearing, summary cease and desist order and order to show cause issued.

Market Conduct Exams • Country Casualty Insurance Co. and Country Mutual Insurance Co., Bloomington, Ill., order issued to adopt as filed report no. 0807-14-TGT. • Monumental Life Insurance Co., Baltimore, Md., order issued for stipulations and voluntary forfeiture of $26,001.25. • United Fire & Casualty Co., Cedar Rapids, Iowa, order issued for curative action.

Company Changes • ARISE Boiler Inspection & Insurance Company Risk Retention Group, Louisville, Ky., effective May 21, 2009, was admitted as a risk retention group. • Association Casualty Insurance Co., Austin, Texas, effective March 31, 2009, was approved as a qualified reinsurer. • AUL Corp., Napa, Calif., effective June 3, 2009, was denied renewal as a motor vehicle extended service contract provider. • Benefit Management, Great Bend, Kan., effective June 29, 2009, was admitted as a third party administrator. • Berkley Insurance Co., Greenwich, Conn., effective May 21, 2009, was admitted with property, liability, fidelity and surety, accident and health, and miscellaneous authorities.

continued from page 37

• Blue Springs Harley-Davidson, Blue Springs, effective May 6, 2009, was registered as a motor vehicle extended service contract provider. • CE Care Plan Corp., San Francisco, Calif., effective June 3, 2009, was registered as a service contract provider. • Century Automotive Service Corp., Irivne, Calif., effective June 26, 2009, was admitted as a vehicle protection product provider. • Clinical Trials Reciprocal Insurance Co., a Risk Retention Group, Phoenix, effective May 25, 2009, withdrew from the state of Missouri. • College Risk Retention Group, Burlington, Vt., effective June 26, 2009, was admitted as a risk retention group. • Dental Network of America LLC, Oakbrook Terrace, Ill., effective May 13, 2009, changed its name from Dental Network of America Inc. • Ecoblock, Cobourg, Ontario, effective May 13, 2009, registered as a vehicle protection product provider. • Employers Assurance Co., North Palm Beach, Fla., effective May 15, 2009, changed its name from AmCOMP Assurance. • Employers Preferred Insurance Co., North Palm Beach, Fla., effective May 15, 2009, changed its name from AmCOMP Preferred Insurance Co. • Essence Services Co., St. Louis, effective May 7, 2009, was admitted as a third party administrator. • F&N Enterprises dba Tegric, Creve Coeur, effective June 26, 2009, was admitted as a third party administrator. • Georgia Casualty & Surety Co., Columbia, effective March 31, 2009, was approved as a qualified reinsurer. • HCC Medical Insurance Services, Indianapolis, effective May 21, 2009, changed its name from MultiNational Underwriters. • Healthways Wholehealth Networks, Franklin, Tenn., effective May 27, 2009, was admitted as a third party administrator. • High Tech Services Risk Retention Group, Burlington, Vt., effective May 12, 2009, merged out of existence. • Hospitality Risk Purchasing Group of America, Long Beach, N.Y., effective June 26, 2009, was registered as a purchasing group. • IA American Life Insurance Co., Scottsdale, Ariz., effective May 15, 2009, changed its name from United Family Life Insurance Co. • Identity Crime Prevention dba Data Theft Risk Purchasing Group, Lafayette, Calif., effective June 26, 2009, was registered as a purchasing group. • Key Insurance Co., Overland Park, Kan., effective June 26, 2009, was admitted with property, liability and miscellaneous authorities. • Lockton Cos., Kansas City, effective May 4, 2009, registered as a reinsurance intermediary broker. • Lockton Re, Kansas City, effective May 4, 2009, registered as a reinsurance intermediary broker. continued on page 41

september/october 2009




missourinews DIFP Returns Nearly $6 Million to Consumers Consumers who filed complaints with the Missouri Department of Insurance received $5.9 million from insurance companies during the first half of 2009. The money was returned as a result of the department’s mediation efforts on behalf of consumers who had filed complaints. Common complaints included companies’ handling of claims, as well as marketing and sales practices. Health insurance had more complaints than any other type of insurance, followed by homeowners and life. The

Fall Errors and Omissions Seminar and Agency Compliance Luncheon MAIA’s premier two-in-one education event for members only

Attend in a City Near You

Cape Girardeau, Tuesday, Sept. 22, Show-Me Center 1333 N. Sprigg St. E&O Speaker: Lisa G. Worley, CIC, ARM St. Louis, Wednesday, Sept. 23, The Hilton Frontenac 1335 S. Lindbergh Blvd. E&O Speaker: Lisa G. Worley, CIC, ARM Jefferson City, Wednesday, Sept. 30*, MAIA Headquarters 3315 Emerald Lane E&O Speaker: Sam Bennett, CIC *This date has been rescheduled from the previously advertised Sept. 24 to coincide with the grand opening of the new MAIA headquarters.

Springfield, Tuesday, Oct. 6, Doubletree Hotel 2431 N. Glenstone Ave. E&O Speaker: Lisa G. Worley, CIC, ARM Independence, Wednesday, Oct. 7, The Hilton Garden Inn 19677 E. Jackson E&O Speaker: Lisa G. Worley, CIC, ARM Register online at, or call 800-617-3658 for more information.



following are some notable accomplishments from the past six months: • A southeast Missouri homeowner was denied a large property damage claim. His insurance company had changed the terms of his policy without notice, violating Missouri law. After the department’s involvement, the homeowners’ insurance carrier agreed to pay the claim, which amounted to more than $61,000. • The family of a 16-year-old boy from Kansas City complained after being denied coverage for mental health treatment. After mediation by the department, his group health insurance carrier agreed to pay more than $103,000 for the cost of his care. • A Kansas City man had been denied benefits under two separate disability policies. A member of the department’s Consumer Affairs Division mediated the complaint, which resulted in a recovery of more than $88,000 from the insurance company. “Our department has helped put a million dollars a month back in the pockets of Missouri consumers, and that should encourage anyone who feels unfairly treated by an insurance company to file a consumer complaint,” said John M. Huff, director of the Missouri Department of Insurance, Financial Institutions and Professional Registration. “Missourians who diligently pay their premiums expect their insurance companies to follow their legal obligations, and our department is here to help make sure that happens for Missouri consumers.” In the first six months of 2009, the department took more than 2,700 formal complaints and assisted more than 2,000 consumers in writing and another 14,000 over the telephone. The following were the top categories of complaint: By Reason Denial of claim Delay of claim processing Unsatisfactory settlement offer Sales and marketing practices By Line of Insurance Individual health Group health Homeowners Individual life

september/october 2009

regulatoryactions • LOWE Chevrolet Buick, Waynesville, effective May 13, 2009, withdrew from the state as a motor vehicle service contract provider. • MAI Hospital & Medical Facilities Purchasing Group, Birmingham, Ala., effective May 22, 2009, withdrew from the state of Missouri. • MAI Managed Care Facilities Purchasing Group, Birmingham, Ala., effective May 22, 2009, withdrew from the state of Missouri. • MAI Physicians and Surgeons Purchasing Group, Birmingham, Ala., effective May 22, 2009, withdrew from the state of Missouri. • Maiden Reinsurance Co., Mt. Laurel, N.J., effective May 27, 2009, added fidelity and surety authority. • Matrix Absence Management, effective May 15, 2009, was admitted as a third party administrator. • Mid-Continent Assurance Co., Tulsa, Okla., effective June 25, 2009, changed its name from Mid-Continent Insurance Co. and redomesticated from Oklahoma to Ohio. • Midfield Group, Flemington, N.J., effective June 2, 2009, withdrew from the state as a purchasing group. • Mountain Valley Indemnity Co., San Jose, Calif., effective May 28, 2009, was admitted with property, liability, fidelity and surety, and miscellaneous authorities. • National Care Providers Insurance, Encino, Calif., effective June 2, 2009, was registered as a purchasing group. • Nationsbuilders Insurance Co., Atlanta, effective June 26, 2009, withdrew from the state as a surplus lines insurance company. • N.E.W. Administrative Services Co., Chicago, Ill., effective May 20, 2009, was registered as a service contract provider. • Podiatry Insurance Company of America, Brentwood, Tenn., effective June 15, 2009, changed its name from Podiatry Insurance Company of America a Mutual Co. • Premier Dealer Services, San Diego, effective June 3, 2009, was registered as a vehicle protection product provider. • Pride National Insurance Co., Brentwood, Tenn., effective May 12, 2009, changed its name from Farmers and Merchants Insurance Co. • Protective Specialty Insurance Co., Indianapolis, effective May 7, 2009, was approved as a surplus lines insurance company. • Seabury & Smith, New York, effective June 26, 2009, was registered as a service contract provider. • Service Net Warranty, Jeffersonville, Ind., effective May 7, 2009, registered as a service contract provider. • SPARTA Insurance Co., Hartford, Conn., effective June 26, 2009, redomesticated from Massachusetts to Connecticut.

september/october 2009

continued from page 39

• Standard Life Insurance Co., Austin, Texas, effective April 28, 2009, the company’s certificate of authority was suspended. • Surency Life & Health Insurance Co., Wichita, Kan., effective June 26, 2009, was admitted with life, annuities, endowment, and accident and health authorities. • Truck Rental Insurance Program, New York, effective June 3, 2009, was registered as a purchasing group. • Union Central Life Insurance Co., Lincoln, Neb., effective June 26, 2009, redomesticated from Ohio to Nebraska. • United Investors Life Insurance Co., Birmingham, Ala., effective June 30, 2009, redomesticated from Missouri to Nebraska. • Unitrin Direct Insurance Co., Chicago, effective May 28, 2009, was admitted with property authority. • USI Insurance Services, Philadelphia, effective June 11, 2009, was admitted as a third party administrator. • Verlan Fire Insurance Co., Worchester, Maine, effective June 2, 2009, redomesticated from Maryland to New Hampshire. • XL Select Insurance Co., Stamford, Conn., effective June 29, 2009, redomesticated from Oklahoma to Delaware.



Professional Development Title CISR — Commercial Casualty

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

CISR — Dynamics of Service

Approved for 8 general CE credits in Missouri Tuition: $181 ($163 Early Bird Discount*)



In this course students will review all aspects of commercial casualty coverage, inlcuding the Commercial General Liability Policy, the Business Auto Policy, and the Workers Compensation and Employers Liability Policy. Dates and Locations Sept. 16, Show-Me Center, Cape Girardeau Sept. 17, MAIA Headquarters, Jefferson City Sept. 23, Hilton Garden Inn, Independence Sept. 29, Clarion Hotel, Springfield 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. Dates and Locations: Oct. 13, Ameristar Casino, St. Charles Oct. 21, Hilton Garden Inn, Independence Nov. 10, Clarion Hotel, Springfield

CIC — James K. Ruble Graduate Seminar Filed for 16 CE credits in Missouri Tuition: $436

Risk Specialist Series — Insuring Financial Institutions

CE credit information pending Tuition: $250 ($199 Early Bird Discount by Sept. 21)

Errors and Omissions Seminar with Agency Compliance Luncheon

E&O Seminar filed for 5 ethics CE credits in Missouri and fulfills loss control credit for both Westport and utica Agency Compliance Luncheon filed for 1 ethics CE credit in Missouri Tuition for both events: $120 ($100 Early Bird Discount by Sept. 8) Tuition for luncheon only: $36 ($30 Early Bird Discount by Sept. 8)

THIS COuRSE IS DESIGnED FOR CIC DESIGnEES OnLy. As an advanced topics class, it covers insuring unique risks, coverage gaps and the language of specialized areas of risk. Dates and Location: Oct. 14-16, Ameristar Casino, St. Charles This course will cover the state of the banking industry in 2009 and help you develop the necessary skills to properly insure financial institutions. This is the first in a series of member only courses known as the Risk Specialist Series. The courses focus on specific markets to help you meet your clients’ specialized needs. Date and Location: Oct. 21-22, MAIA Headquarters, Jefferson City The E&O seminar offers best practices and tips to reduce exposure to E&O claims. The backbone of the seminar is actual claims data provided in a graphical format. The Agency Compliance Luncheon will focus on new laws and regulations and will provide answers to your most frequently asked questions. Topics include: multi-state licensing, Optional Federal Charter legislation and proposed legislation for federal health care plans. Date and Location: Sept. 22, Show-Me Center, Cape Girardeau Sept. 23, Hilton Frontenac, St. Louis Sept. 30*, MAIA Headquarters, Jefferson City Oct. 6, Doubletree Hotel, Springfield Oct. 7, Hilton Garden Inn, Independence *Rescheduled from Sept. 24 to coincide with the grand opening of the new MAIA headquarters.

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

MAIA Accountant Says Goodbye after 33 Years “I have about 60 things on my to-do list,” says former MAIA Financial Manager Linda House, just a few weeks before her retirement. With the staff wrapping up the Leadership Conference and getting ready to move to the new headquarters, it is a busy time in the office to be sure, but House is actually talking about her post-retirement plans. They include house painting, cleaning, organizing, canning vegetables and spending time with her mother at the family farm in Florence. “My husband will be retiring in November of next year, and then we’re going to do some traveling,” she adds. House joined the association in April of 1976, working part time as a secretary. Not long after, though, she stumbled into a promotion when the bookkeepers quit and left months worth of unreconciled bank statements to be taken care of before the annual audit. House was able to reconcile them, so she became the new bookkeeper. From that foundation, House embarked on a career as the head – and often sole member – of MAIA’s financial department. “I created this current accounting system because we didn’t have any when I started,” she remembers. “I’ve always loved my job, the accounting, regardless of anything else that’s going on. I always enjoyed the challenge, the responsibility, the pride.” House currently holds the record for MAIA’s most-tenured employee, having served 30 percent of the state association’s 110-year history. “It’s unusual this day and age for individuals to be with the same employer for over three decades, which speaks volumes about Linda’s dedication and loyalty,” comments MAIA Executive Vice President Larry Case. One of the factors that led House to stay with the association for so long is the connection that she built with the MAIA membership. “I’ve always felt like the members were my family, and I always strived to serve them as best I could,” House says. “I have a lot of member friends created over the years.”

september/october 2009

House has also made lasting friendships among the staff, the closest of which include current Insurance Services Manager Leona Loethen and the late Judy Bish, former editor. “I was really good friends with Judy Bish. I was devastated when she died,” says House. “It really hurt. I worked with Judy 29 years.” Loethen, whom House describes as her best friend and the sister she never had, is the secondmost-tenured employee at MAIA. She started three years after House in 1979. “I’ve enjoyed working with her, and I will truly miss her. I consider her a true friend,” Loethen states. She goes on to say that House’s dedication to the association was always evident in the careful nature of her work. “She handled the association’s money like it was her own,” she says. House worked her last day on August 31, 2009, after celebrating with friends and current and past co-workers at the Elks Lodge in Jefferson City on the evening of August 28, 2009. She looks forward to returning full time to her roots as “farm girl” and to the possibility of moving with her husband, Carl, to the Florence farm sometime in the future.



partnernews MAIA Partners Make Ward’s 50 The following MAIA Partners were named to the 2009 “Ward’s 50” list by the Ward Group. Companies included on the list have passed all safety and consistency screens and achieved superior performance over the five years from 2004 through 2008.

Rhonda Kirkwood

Property-Casualty Acuity AMERISAFE Auto-Owners Insurance Co. Assurant Health Philadelphia Insurance Cos. Progressive Selective Insurance Company of America Travelers Insurance Life-Health United Healthcare

Columbia Insurance Group Named Super Regional Columbia Insurance Group has been classified as a “Super Regional Property Casualty Insurer” by the Insurance Journal and Demotech. The classification is based on analysis of year-end 2008 data, as reported to the National Association of Insurance Commissioners. The company was mistakenly omitted from a list in the July-August issue of Missouri Agent.

Travelers Growth Among Highest Travelers Home & Marine Insurance Co., Hartford, Conn., was among the top propertycasualty companies in premium growth in 2008, as reported by the Insurance Journal. The company increased the dollar amount of its direct premium written by more than 70 percent over its DPW in 2007.



ACUITY Confirms Newest Board Member, Sets Record Rhonda Kirkwood, Milwaukee, has been named to the board of directors for ACUITY, Sheboygan, Wis. Kirkwood is principal of Kirkwood Consulting and has experience as both a corporate leader and an entrepreneur. ACUITY also announced recently that it is the only company in the nation to be ranked in the top five best places to work in each of the last six years. The carrier was honored by the Great Place to Work Institute and the Society for Resource Management as No. 2 on the list of “Best Medium-Sized Companies to work for in America” for the second straight year.

Electric Insurance Wins Stevie Award Electric Insurance Co., Beverly, Maine, announced recently that it is the recipient of a Stevie Award for Customer Service Department of the Year in the 2009 American Business Awards. In winning, the company was recognized for the world-class claims service and support it provides to its auto and homeowners insurance policyholders.

SECURA and Agents Raise Money to Benefit Cancer Research SECURA Insurance, Appleton, Wis., and its independent agents recently spearheaded a campaign in Missouri and 10 other states that raised $35,000 for breast cancer research and generated awareness about the need for early detection. For each new MILE-STONE policy written between February and May 2009, the carrier made a donation to the Breast Cancer Research Foundation.

In Memoriam Jason W. Lacey, of Urbandale, Neb., passed away June 27, 2009, after a courageous battle with cancer. He was employed with Allied Insurance as a sales associate vice president. A lifelong resident of Nebraska, Lacey earned a bachelor’s degree in business from University of NebraskaLincoln and was an active member of St. Francis Catholic Church in Urbandale. He is survived by his wife, Marcel, and daughters Jasmin, Cassidy and Lauren, as well as his parents, Gary and Susie. Memorial donations may be made to: The Jason Lacey Family Memorial, Bank of West, 8300 Douglas Ave., Urbandale, IA 50322.

september/october 2009

agencynews Mo. Agents Receive Honors from Cox HealthPlans The following agents were named members of Cox HealthPlans 2009 Million Dollar Club, which recognizes books of business with more than $1 million in premiums with Cox HealthPlans: Micheal Greenlee, Ollis & Co., Springfield, and Andrea Croley, Croley Insurance and Financial, Springfield. The provider also honored Trevor Croley, Croley Insurance and Financial, as a top individual producer.

Land O’Lakes Recognized by Company Land O’Lakes Insurors, Springfield, was designated as a Missouri Employers Mutual Preferred Signature Partner Agent for 2009. The program is designed to reward MEM’s top agencies, based on demonstration of stellar performance in several different areas.

account manager in the commercial insurance department. Michael Todorovich II joined Lockton Cos., St. Louis, as vice president and producer.

In Memoriam Marilyn K. Ritchey, co-owner of Shell Knob Insurance Agency, Shell Knob, passed away May 25, 2009, at her home after a long illness. Ritchey worked alongside her husband, Ray, for more than 38 years in the insurance business. Memorial contributions in her honor may be made directly to the Children’s Summer Reading Program at the Shell Knob Library.

we didn’t invent the wheel, but we helped shape how it’s used

Daniel and Henry Co. Announces New Leadership Richard Halpern was elected chairman of the board of directors at Daniel and Henry Co., St. Louis, and Jeffrey Mentel was elected president.

Cape Girardeau Agent Chairs SEMO Foundation Board Dick Davidson, president of Davidson Insurance Agency, West Plains, has been elected chairman of the Southeast Missouri University Foundation Board of Directors. Davidson and his wife, Nancy, are both 1973 graduates of the university. He has been a member of the Foundation Board for eight years, having served during that time as chair of the Finance and Audit Committee and vice chair of the foundation.

Agencies Fill Positions and Welcome New Employees Jack Flynn joined Adrian N. Baker & Co., St. Louis, as manager of loss prevention services. Bob Hayworth was promoted to executive vice president of Lockton Cos., Kansas City. Tony Redstone joined Lockton Cos., Kansas City, as a producer specializing in employerssponsored retirement plans and investment advisory consultation. Jennifer Smith joined Akers and Arney Insurance Associates, Branson, as a corporate

Since the early days of the trucking industry, Truckers Insurance has been there at every turn — delivering solutions for the people who deliver the goods America depends on every day. After 65 years, we’re still proud to be the partner agents count on. We’ve reached this milestone because of you, and we look forward to taking the business new places together. Our experience is your advantage, so call your Truckers Insurance account manager at 800.652.9515 for a quote today. WE DELIVER MORE

Programs insuring businesses of any radius garaged in: Arkansas, Arizona, Colorado, Illinois, Indiana, Iowa, Kansas, Kentucky, Michigan, Minnesota, Missouri, Nebraska, Nevada, New Mexico, North Dakota, Ohio, Oklahoma, South Dakota, Tennessee, Texas, Utah, Wisconsin and Wyoming.

september/october 2009


missouriagent TICORP39 Ad_Missouri.indd 1

45 2/24/09 1:16:28 PM


continued from page 7

Frank proclaiming that their ultimate goal is elimination of private insurers and transition to a single-payer system. So, where are Missouri’s U.S. senators and representatives in this debate? During July visits in Washington, D.C., we heard from some of our delegation that they indeed support or are leaning toward supporting a governmentrun scheme. An aide to one Missouri senator even stated matter-of-factly and directly to agents that one of the meaningful savings in a government-run option would be that “we won’t need you.” Frankly, I am not too worried about consumers not needing your services to act as an advisor or consultant in understanding health care issues in a government-run system any more than I am about individuals not needing a tax attorney or CPA to help them in dealing with the IRS. So, what do you need to do? Hopefully, each of you responded to our blast e-mails and made an effort to contact both of your U.S. senators and your U.S. representative while they were home during the August recess. Now it is time to contact them again, as stated timetables indicate floor votes may be imminent.

Your message is simple. Encourage meaningful reform of the private industry and opposition to proposals that include a public option. Have every employee and family member make calls too. Finally, inform your clients and encourage them and their employees to immediately call members of Congress. And, if you have a different opinion from mine, make the calls as well. Whatever your thoughts, you need to be heard. It’s fourth down, and punting is not an option.

Contact Numbers: Sen. Kit Bond Sen. Claire McCaskill Rep. Todd Akin Rep. Roy Blunt Rep. Russ Carnahan Rep. Wm. Lacy Clay Rep. Emanuel Cleaver Rep. Jo Ann Emerson Rep. Sam Graves Rep. Blaine Luetkemeyer Rep. Ike Skelton

202-224-5721 202-224-6154 202-225-2561 202-225-6536 202-225-2671 202-225-2406 202-225-4535 202-225-4404 202-225-7041 202-225-2956 202-225-2876

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 636-489-0188 or jziolkowski@heffgroup. com.

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.

september/october 2009


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.

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 September-October 2209  

Missour Agent is the Missouri Association of Insurance Agents' bimonthly trade magazine for the independent insurance industry. The Septem...