The Maine Viewpoint

MAINE

VIEWPOINT 2020-21

Maine Insurance Agents Association

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CONTENTS

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PRESIDENT'S MESSAGE OUR STORY MIAA EXECUTIVE COMMITTEE MIAA BOARD OF DIRECTORS INSURPAC CONTRIBUTORS A YEAR THAT CHANGED THE WORLD NEWS & INFORMATION AGENCY MARKETING FEDERAL & STATE ADVOCACY MANAGEMENT & STAFF RESOURCES PRODUCTS & SERVICES ADDITONAL RESOURCES INSURANCE PRODUCTS MARKET ACCESS EDUCATION ARTICLE: A BIGGER BOAT ARTICLE: E&O EXPOSURES: INCREASED WHEN WORKING FROM HOME ADVERTISERS INDEX

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PRESIDENT'S MESSAGE Our primary focus for this issue is to highlight our insurance products for agents, agencies and their clients. Our goal is to provide agents with the tools necessary to run successful agencies and to better serve their customers.

Thank you to our company partners for their continued support of the independent agency system. We encourage you to consider our partners first when making decisions that impact your agency. A list is included in this directory, as well as on our website.

Please take the time to thank them for all they do for YOUR association!

We also want to say thank you to our volunteer board of directors who give so much of themselves for the betterment of our industry!

We appreciate your support!

Sincerely, Lisa Lisa L. Veregge, CAE President

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S T O R Y

The MIAA is a not-for-profit trade association representing independent insurance agencies across the State of Maine.

Membership in the MIAA results in the assurance of the highest level of representation and support services available in the industry. Our efforts are directed towards the effective delivery of valuable products and services to our members so as to insure, enhance and enable them to better serve their clients.

The MIAA is a member of the Independent Insurance Agents and Brokers of America (IIABA) and the National Association of Professional Insurance Agents (PIA).

The IIABA was founded in 1899 and is a voluntary association of independent state associations. The IIABA or Big “I� as it is known is the largest producer association in the country, representing approximately 280,000 independent insurance agents and their employees in 28,000 agencies across the nation.

The National Association of Professional Insurance Agents (PIA) represents independent insurance agents in all 50 states, Puerto Rico and the District of Columbia. They operate cutting-edge agencies and treat their customers like neighbors, providing personal support and service.

Together, the IIABA, PIA and MIAA provide the most comprehensive package of high-quality, professional products and services available in the industry today. These services include, but are not limited to the following: Agency Management Education Insurance/Financial Plans Legislative Industry Relations Marketing Tools Public Relations Product Discounts Publications Seminars & Conventions Technology Collectively, we feel that these programs are an invaluable, and virtually indispensable aid to the independent insurance agency.

The long-range goals and policies of the MIAA are established by our Executive Committee.

The decision-making process includes the active involvement of our Board of Directors, which consists of 13 agents from all areas of the state.

Our mission is to represent, support and promote independent insurance agents.

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EXECUTIVE COMMITTEE CHAIRWOMAN Laurie Billings Sevigney-Lyons Insurance Agency 1662 Post Road Wells, ME 04090 207-641-2254 Laurie@sevigney-lyons.com CHAIRMAN-ELECT Jeff Shaw, CIC Clark Insurance PO Box 3543 Portland, ME 04104 207-774-6257 jshaw@clarkinsurance.com VICE CHAIRMAN William Mitchell, CIC GHM Insurance PO BOX 649 Waterville, ME 04903 207-873-5101 Bill@ghmagency.com IIABA NATIONAL DIRECTOR Ken White F A Peabody 36 Main Road North Hampden, ME 04444 207-990-2400 Ken.White@FAPeabody.com PIA NATIONAL DIRECTOR Danielle Marquis, CPCU Higgins & Bolduc Agency PO Box 369 Oakland, ME 04963 207-465-2531 Danielle@higginsandbolduc.com

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BOARD MEMBERS Mark Bailey, AAI Readfield Insurance Agency PO BOX 660 Manchester, ME 04351 207-620-7276 Mbailey@readfieldinsurance.com

Patrick Maguire, CIC Brown, Holmes & Milliken Agency PO BOX 707 Ellsworth, ME 04605 207-667-5578 Patrickm@bhm-ins.com

Laurie Noel Cross Insurance 745 Roosevelt Trail Windham, ME 04062 207- 892-7996

Peter Clavette, CIC United Insurance PO BOX 159 Madawaska, ME 04756 207-728-6366 PeterClavette@unitedinsurance.net

Sarah Fisher Sanford Insurance Agency 50 Market St., Suite 1A, Box 141 South Portland, ME 04106 207-490-5330 sfisther@sanfordins.com

Ron Guerin, CIC Varney Agency | Ins & Bonding 383 US Route 1, Suite 1E, Box 5 Scarborough, ME 04074 207-883-8229 rguerin@varneyagency.com

Lnoel@crossagency.com

Ashley Rosborough, CIC J T Rosborough, Inc PO Box 548 Ellsworth, ME 04605 207-667-7101 ashley@jtr-inc.com

Suzanne Strachan Cheney Insurance Agency 277 Main Street, Suite 7 Damariscotta, ME 04543 207-563-3435 suzannestrachan@cheneycompanies.com

Staff

Lisa Veregge, CAE President & CEO

Lynda Holt, ACSR Benefits Coordinator & RLI Administrator

Gayle McPherson Insurance & Financial Administrator

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Shannon Gorman, AAI Director of Education & Conferences

Dan Bernier Lobbyist

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S U P P O R T !

Centennial Club - $1,000 to $2,499

General Contributor - $149 and under

Chris Condon, United Insurance – Portland Royce Cross, Cross Insurance – Bangor Bill Mitchell, GHM Agency

Robert Anderson, F A Peabody – Houlton Dottie Chalmers-Cutter, Chalmers Insurance Group Bridgton Peter Clavette, United Insurance - Madawaska Travis Duval, United Insurance – Fort Kent Eric Eddy, Chalmers Insurance Group – Norway Joshua Ellis, Clark Insurance Joshua Fifield, Clark Insurance Shannon Gorman – MIAA Ethan Johnson, Chalmers Insurance Group – Gorham Rebecca Knotek, Acadia Insurance Co Meesha Luce, Allen Agency – Rockland Ryan Madore, United Insurance – Augusta Patrick Maguire, Brown, Holmes & Milliken Agency Alan Michaud, United Insurance – Fort Kent Chris Miller, United Insurance – Auburn Ashley Purington, Kristie Rowell Insurance Services Ashley Rosborough, J T Rosborough G. Jeff Shaw, Clark Insurance Scott Twitchell, Clark Insurance Sarah Vedella, R D Johnson Agency Robert Wheeler, J Edward Knight – Boothbay Harbor

Gold Club - $500 to $999 Ron Guerin, Varney Agency|Ins & Bonding – Scarborough Dennis Hilton, Cheney Insurance Agency Wendy Tapley, Tapley Insurance Agency Edmund Therrien, United Insurance – Presque Isle Mike Varney, Varney Agency|Ins & Bonding – Scarborough

Pioneer Club - $250 to $499 Ken Bailey, Readfield Insurance Agency Jim Chalmers, Chalmers Insurance Group – Bridgton Zack Frechette, United Insurance – Rumford Michelle Ibarguen, Cross Insurance – Portland Jeff Lind, Clark Insurance Suzanne Strachan, Cheney Insurance Agency

Founders Club - $150 to $249 Chris Anderson, F A Peabody – Houlton Mark Bailey, Readfield Insurance Agency Laurie Billings, Sevigney-Lyons Agency Diane Champoux, Champoux Insurance Agency Edward Dorsey, United Insurance – Fort Fairfield Robert Haley – Robert L Haley Agency Danielle Marquis, Higgins & Bolduc Agency Jeff McDonnell, Allen/Freeman & McDonnell Lisa Veregge, MIAA Ken White, F A Peabody - Hampden

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InsurPac is the Political Action Committee of the Independent Insurance Agents & Brokers of America (the Big "I"). It works hand in hand with your federal lobbying team to help elect and reelect members of Congress who are supportive the independent agency system.

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Author Frank King What will history say about 2020?

Thus far, this has been a year like no other, a year of a pandemic and maybe more.

The question is, will it change the way we do business forever? Or, will we look back and remember that, while it was turbulent, we were able to rebound and return to business as usual? One thing is certain: Your agency’s culture and how you lead are crucial, especially during times of crisis.

We are accustomed to change in insurance. The market hardens and softens, regulations shift, technology advances to make our customers’ lives easier, and, of course, the laws that impact what we offer to our clients keep evolving. This is a regular change. However, no one anticipates a global disease. There weren’t many reference materials, articles or webinars on “how to lead your agency during a global pandemic.” At least not until now. Is this the year that changes the world or, at least, your agency?

For now, your leadership during the crisis is sustained by the culture you create. Culture is the quality and character of an organization or team. It is the personality that exists within your agency. No matter your strategy, your culture will enable and determine whether the goals you set for your team will fail or succeed.

Things such as how you care for your customers, empower your staff and celebrate your wins make a world of difference in regular times but especially during crisis moments.

Theodore Roosevelt coined the phrase, “People don’t care how much you know until they know how much you care.” Of course, knowing your business is essential, but the quote invites us to think further and be intentional about caring for your clients’ business just as much.

Recently, an agent in a small town in South Dakota received a call from his client. The client said to the agent, “I’m building a new shed on my property in the spring and I would like to have it insured.” Spring was just a month away.

In April, he begins building the large shed and was 90% completed when a tornado struck the area and completely demolished it.

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The client called his carrier to claim damages, but they advised that the shed was not covered because no policy had been written. The client called the agent and inquired, “Why didn’t you place the coverage for my shed?” The agent responded, “You never called me back to let me know that you were building the shed.”

The client made an errors & omissions claim against the agent. In his interview for why he believes the agent made an error, he stated, “He didn’t care to follow up with me about my project, and that’s how we always do business in this town.”

Whether the agent committed an error is not the primary issue here. The fact that the client expected his agent to care about his needs was paramount. A culture of caring for the customer’s needs, both current and future, helps eliminate added stress during crisis and brings calm during times of uncertainty.

When this is a part of your culture, you can overcome many obstacles during uncertain times.

Frank King is an assistant vice president and claims specialist with Swiss Re Corporate Solutions and works out of the Kansas City office. Insurance products underwritten by Westport Insurance Corporation, Kansas City, Missouri, a member of Swiss Re Corporate Solutions.

This article is intended to be used for general informational purposes only and is not to be relied upon or used for any particular purpose. Swiss Re shall not be held responsible in any way for, and specifically disclaims any liability arising out of or in any way connected to, reliance on or use of any of the information contained or referenced in this article. The information contained or referenced in this article is not intended to constitute and should not be considered legal, accounting, or professional advice, nor shall it serve as a substitute for the recipient obtaining such advice. The views expressed in this article do not necessarily represent the views of the Swiss Re Group (“Swiss Re”) and/or its subsidiaries and/or management and/or shareholders.

Creating trust within your insurance agency among your staff will sustain you during challenging times. There are many ways to empower your team. Here are a few: 1. Encourage open and honest communication 2. Provide adequate training and development 3. Create opportunities for them to take the lead during a crucial part of the acquisition or renewal of a policy 4. Require accountability after setting clear expectations.

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I N F O R M A T I O N

Independent Agent (IA) Magazine

Agents Council for Technology (ACT) News

The IA Magazine is the award-winning magazine published monthly for Big 'I' members only. The content, available in print and online, gives you up-to-date articles on relevant & Timely Topics. Free to members.

ACT News provides you with information on the current trends in technology for insurance agents. It also features technology tools and resources available to members. Free to members.

Insurance News & Views Newsletter

IIABA’s bi-monthly newsletter filled with articles on issues that affect the entire independent agency system. Free to members.

"E&O Happens" Website

Dive into a wealth of risk management resources available to Swiss Re Corporate Solutions policyholders. Access claims prevention tools and resources along with current news and information.. Free to Members.

Virtual University Ask & Expert

The Big 'I' Virtual University is the smarter way to build your knowledge base through online education and research and more that 18,000 pages to find answers to tough questions. Free to members.

“VU Point” Newsletter

Each issue of this bi-weekly email newsletter includes articles on personal lines, commercial lines, agency management, sales and marketing, customer service, and technology and the Internet. Free to members.

“Two for Tuesday” Newsletter

Weekly email newsletters for Big “I” Markets (BIM) users. Full of insightful/reader-friendly content regarding product information and user testimonials, Two for Tuesday is the number one resource for BIM users to stay abreast of the latest products, services and ideas for application. Free to members.

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M A R K E T I N G

Trusted Choice and trustedchoice.com

Whether you are looking for qualified leads or need help marketing your agency, Trusted Choice has tools and resources available to you, many free of charge.

Trusted Choice Agents Resources

TrustedChoice.com

Members automatically get access to these materials that will benefit your business and in turn your bottom line.

TrustedChoice.com leverages the power of the internet to connect with consumers to help your agency grow. Members receive the basic subscription free but think about upgrading to the Advantage Profile. Think of Advantage as your agency’s second digital door. The platform creates thousands of connections a month, giving you more opportunities to get in front of local insurance buyers you didn’t even know were looking.

Customized Advertisements Let us customize a campaign ad in a format of your choice, from radio, TV and various print materials. Trusted Choice marketing materials are designed with your agency in mind, and our in-house designer will customize these materials for you for free.

Content to Share Access our database of pre-made consumer marketing materials including articles, images for social media or infographics to share with potential and current clients.

Training Modules available to help improve your agency.

Advertising 101– A nine part series designed to help you understand, design and execute a successful advertising campaign.

The Power of 30 Seconds - Designed to help you maximize the experience of customers calling your agency on the phone.

Leveraging Your Membership Webinar Learn how to differentiate your agency from the competition.

Real-time, one-to-one referrals.

Connect with real buyers, not stale leads with the only digital solution that delivers real-time, one-toone referrals to you. Unlike lead lists, real people with real insurance needs connect directly with a local agent at the right digital moment.

Referrals based on appetite.

Writing the right business is easy with our Appetite Engine which filters digital referrals based on the types of business your agency wants to write, down to the six-digit NAICS code. The added bonus? It helps new producers learn the business while writing the business.

Digital Reviews Digital Reviews provide a one-on-one consultation and detailed report on how you can improve your agency website and social media outlets.

Branding Reimbursement Trusted Choice will reimburse a portion of expenses incurred by Trusted Choice agencies in cobranding advertising and marketing materials.

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Federal Advocacy

State Advocacy

Through aggressive lobbying efforts, IIABA protects your interests in Washington, DC. The Big 'I' Advocacy teams fights to prevent legislation that will hurt your business and it nationally known for their effeectiveness.

MIAA and its members advocate at both the state level on policies and regulations that impact the independent agency system. MIAA oversees monitoring and lobbying at the Maine Legislature.

Regulatory Issues

Big 'I' Legislative Conference

With the establishment of the Legal Defense and Advocacy Fund and longstanding relationships, IIABAZ and IIABA present powerful support for the interests of its members in the courts and at the Arizona Department of Insurance and other state regulatory authorities.

The Big 'I' Legislative conference puts agents up front and person with our representatives., through agency visits and guest speakers at the conference. This is an event that you have to see to believe and is worthwhile to participate in to see how the process works.

Grassroots Network & Action

Political Action Committees

With the ability to disseminate information quickly, agents are kept apprised of the latest legislation impacting them and can then take this information and effectively and efficiently communicate their support, opposition, and comments to their elected officials.

Both the state (MIAPAC) and federal PACs (InsurPac & PIAPac) mean action and activity. The funds are used to support those State and Federal Legislators, who view those issues important to the independent agent in the same way as we do.

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CareerPlug - Coming in January 2021

Best Practices

Finding and hiring the right staff to maintain and grow your business in an important key to your success, and likely your biggest challenge.

MIAA is now partnered with CareerPlug, our recruiting software of choice to support al MIAA members in hiring. CareerPlug provides an easy-to-use system that automates many of the tedious, manual steps of the hiring process.

Lean on research from the industry's top performing agencies for strategies to improve the quality and capabilities of your employees so they can do the best job for your clients. See where your agency stacks-up and tap into our studies, education and resources to set the course for success.

Every MIAA member receives a free CareerPlug account that comes with a branded careers page, pre-built job templates, and a configured hiring process. CareerPlug's built-in evaluation tools help you confidently identify, interview, evaluate and hire the right person.

If you have urgent hiring needs, we highly recommend that you upgrade the free account to paid Pro subscription at an exclusive partnership rate of of $495/year (that's only $41 per month) for unlimited job postings to top job boards (Indeed, ZipRecruiter, GoogleJobs, Facebook Jobs, etc.), paperless onboarding, and use of personality assessments.

For information, contact Lisa Veregge at lisa@maineagents.net.

Big 'I' Hires

A one-stop resource for independent insurance agencies to identify, hire and assess top-performing producers and CSRs with the added benefit of Human Resources for agencies. Big I Hires offers:

A one-stop resource for independent insurance agencies to identify, hire and assess topperforming producers and CSRs with the added benefit of Human Resources for agencies.

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First conducted in 1993 and updated annually to reflect new challenges and pressures facing the industry, the Best Practices survey conducted by the Big "I" and Reagan Consulting analyzes the performance of the nation's leading agencies to uncover the methods, procedures, techniques, strategies, and business practices they use to achieve superior results.

The Best Practices Study also establishes benchmarks against which agency performance can be measured and offers guidelines on how to use the study as a tool to help improve operations and maximize potential. The tools are a great resource for agency managers or principals who are interested in reviewing their operations to enhance agency performance and profitability.

The heart of Best Practices is the annual report and other tools and resources are available under the umbrella all working towards the goal of an efficient and more profitable agency.

Diversity & Inclusion

Discover the opportunities and benefits of embracing diversity. When you utilize our research, education and resources you will create an organizational culture that will better serve diverse markets. The mission is to engage and develop a sustainable diverse agency network.

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ACORD Forms at No Charge

Caliper Testing

Big "I" Members under $50 million in revenues receive ACORD Forms subscriptions automatically with their IIABAZ Membership.

Effective 1/1/2020 ACORD is requiring subscriptions to access their forms and they will no longer be offered with Agency Management systems.

Big "I" Members receive exclusive discounted pricing on the premier personality testing product in the industry. Members get $98 off the Caliper Essentials Reportand 10% off other products.

The Mines Press

Sales Assessment Testing

Order Big "I" and Trusted Choice logo t-shirts, baseball caps, calendars, business cards, and stationery from The Mines Press, and you'll know that your promotional gifts and correspondence will deliver the message of quality, as well as care.

How many times have you hired agents whom you're sure have tons of potential for selling, but once hired, they seem to fizzle out, or consistently sell fewer policies than you need?

Let Sales Call Reluctance Testing help! Big "I" Members are eligible for a 10% discount on each Sales Call Reluctance Test you purchase.

AVYST

Affinity HR

AVYST is a fast and easy solution that will allow you to quickly prepare submissions. Each form has intelligence that allows information to be keyed once and shared across all other applications and forms for that client! Type it once and you're done. eForms Wizard expedites the completion of hundreds of included ACORD forms for the commercial lines, personal and high-value clients, professional lines, agriculture, bonds, proof of insurance and more! Agents are able to build, share and edit forms across their team and send forms as a secure PDF to multiple underwriters when ready. This easy-to-use solution will allow your agency staff to prepare submissions quickly and easily, eliminate redundant entry and collaborate with others to compelte applications.

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Every organization, regardless of size or number of employees, should have basic human resource policies and procedures in place to both ensure legal compliance and serve as a resource for employees and their supervisors. Big I Hires has partnered with Affinity HR Group to provide Big "I" members with a full array of HR support tools that are customized to meet the unique needs of your agency. Big "I" Members are eligible for discounts on Affinity HR Group products and services.

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Rough Notes Advantage Plus

DocuSign

RoughNotes Advantage Plus is an online sales and service resource designed to help your agency better serve your customers. Using this tool will lead to increased sales by improving your staffs knowledge of a prospects operation enabling them to better identify and cover customer exposures. Use the Big "I" member promo code "IIABA" to receive a $200 discount!

Big "I" members may now receive exclusive discounted pricing from the industry's #1 esignature solution, DocuSign. DocuSign is used to accelerate transaction times to increase speed to results, reduce costs, improve customer service and reduce E&O exposure.

Bankdirect Premium Financing

InsurBanc

IBankdirect is one of the largest commercial premium finance companies in the United States. Consider Bankdirect for your commercial insureds! A dedicated, experienced support team which will be assigned to your agency. With Bankdirect, you can enroll in their Cancellation Prevention Program which offers courteous phone and email contact directly with the insured.

InsurBanc is an independent community bank that was founded by agents exclusively for agents. Organized in 2001 by the Big “I" specifically to serve independent insurance agents, InsurBanc has developed a distinctive culture helps you optimize growth opportunities and manage your agency efficiently. InsurBanc can help you with custom products designed to underwrite your success.

Need to save time? Bankdirect offers technology integration with most AMS and Applied products.

Agency Financing Perpetuation Acquisition Working Capital

Agencies also have the ability to finance their Agency's E&O premium. Competitive rates and terms can be tailored to your agency!

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Producer Development Debt Refinancing Owner-Occupied Real Estate Equipment Leasing

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Agents Council on Technology (ACT)

When you're looking for technology solutions for your agency, turn to Big I‘s Agents Council for Technology. The industry's leading technology experts provide blueprints on disaster planning, cybersecurity, customer experience, and other emerging trends to help your agency.

Look to ACT when you are looking for best practices or if you want to influence the industry's technology direction, join an ACT meeting or virtual work group.

Cyber Resources

Handling sensitive information is now one of the most critical responsibilities faced by the modern insurance agency. IIABA Members have access to a multitude of resources to protect their agencies and help them navigate Cyber that is constantly changing with technology advancements and regulation. You can access: How Best Practice Agencies Handle Tech Webinar: Cyber Guide for Agencies Cybersecurity Made Simple Webinar Cyber News and Updates How to Protect Your Agency Data Guide Cyber Coverage for Your Agency and Clients Cyber Hygiene Toolkit

Legal Resources

IIABA’s Legal Council reviews agency company contracts to ensure that they are fair and equitable to both parties. Reviews contain recommendations for improvements to the contract language if applicable. Members have access to an online library of reviewed agreements at www.iiaba.net.

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Errors & Omissions Coverage

Westport

Utica

The Westport program is adopted countrywide by IIABA. The Big “I� professional liability program offers a comprehensive program, for insurance agents, structured using a modular approach, providing solid core coverage as well as coverage units to insure against other exposures of concerns. Rating is done by the gross premium volume with credit applied for expertise and loss control attendance.

Since 1966, Utica has been a leader in providing quality protection for agencies in the US. Their long term relationship with state associations brings additional talent and expertise to the task of protecting you and your business. Rating is done by the number of employees with credits applied for expertise and loss control attendance.

Employment Practices Liability Coverage

As an employer you need protection.

UTICA and Westport can provide that protection for your agency through an Employment Practices Liability Policy. For Agencies that meet the criteria, it could be as easy as an additional endorsement to your current policy. (10 or less employees)

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Big 'I' Employee Benefits

PIA Trust

The Big “I” Employee Benefits program provides full service group benefits for our member agents. The program is underwritten by The Guardian Life Insurance Company of America, a multi-line insurance group with many years of experience in the business and administered by a dedicated service team just for Big “I” Members. Offering Group Life, Group Short & Long Term Disability, Group Dental and Group Vision. Guaranteed issue with certain requirements being met.

One of the many advantages of being a member is having access to a variety of highquality, competitively priced insurance plans offered through the PIA Services Group Insurance Fund (The PIA Trust). By offering products unlike those available in the open market at rates not available on the open market, the Fund gives you the opportunity to provide yourself, your employees and families with the insurance coverage they deserve.

Big 'I' Retirement

Big "I" Retirement Services is here to help you choose a plan best meets your needs. The Big 'I' has worked with more than 1,000 agencies to help them achieve their retirement goals. With over 25 years in the retirement business, the Big "I" serves as a strong advocate for participating agencies. Whether it concerns a complicated transition from another provider, or perhaps a sale of the agency, the Big 'I' knows your business, understands your market, and can grasp your needs.

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The products offered through the Trust are basic term life, voluntary life, dependent term life, business overhead expense coverage, short & long term disability, accidental death & dismemberment & hospital indemnity.

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PIA Market Access

PIA Market Access, brought to you in partnership with InsureZone, Inc., based in Fort Worth, Texas, is a wholesale market access program that will help PIA members access over 50 nationwide and specialty personal and commercial lines markets from a number of admitted “A” or better-rated companies.

Agents submitting applications through the platform can receive quotes from many of these companies through a technologically advanced personal and commercial lines rater.

MIAA Staff Member Gayle McPherson is ready and willing to help you with your Market Access questions. You can contact her at Gayle@mainagents.net

Big 'I' Markets

BIM offers a suite of top tier products for you! Only for Big 'I' members, this program has no fees, no minimums and ownership of expirations. Visit www.bigimarkets.com

Affluent Homeowners Market

Auto & Home Markets

The Big “I” Markets affluent homeowners team is currently entertaining new business accounts $500,000 and higher with Chubb and $750,000 and higher with AIG. We are also accepting BOR requests for AIG and Chubb.

Big "I" Markets has partnered with MetLife Auto and Home, Progressive, Safeco and Travelers Insurance Company to provide you standard home and auto markets.

Bonds Market

Cyber Liability

Big "I" Markets has partners with Goldleaf Surety Services that is a high-skill, highservice national surety broker specializing in surety bonds. They offer connections to more than two dozen A-Rated surety markets for performance bonds and almost all other types of surety and fidelity bonds – including bid bonds, performance bonds on construction and non-construction contracts, and all forms of court, commercial and miscellaneous bonds.

From sole proprietors to multimillion-dollar corporations, Coalition is the cyber market solution you’ve been waiting for. Coalition provides world-class technical know-how to help prevent, mitigate, and respond to cyber incidents. Coalition is the first insuranceenabled technology firm built to help businesses before, during and after a cyber incident.

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Big 'I' Markets

Eagle Agency

Habitational Market

Eagle Agency provides Big “I” members with direct access to preferred personal lines and/or commercial lines with minimal volume commitment. The program strives to fit the member’s personal lines needs by incubating until the member qualifies for a direct appointment. Eagle Agents: Maintain Ownership of Business Get direct access into the carrier’s portal Earn graduated commissions based on volume May get carrier appointment based on volume and profitability

The Worlds Apart – Apartment Program targets the successful professional property owner who has developed the management skills necessary to secure responsible tenants and maintains his/her buildings in a safe manner.

Big 'I' Flood Market

Jewelry Market

Big “I” Flood’s partner Selective offers a unique and unparalleled approach to servicing flood customers nationwide. Having been rated A (Excellent) by A.M. Best since 1930, and the endorsed flood carrier by IIABA, Selective provides the experience, dedication and service required to stand up against the competition.

PIA Flood Market PIA members earn great commissions on flood insurance sales with The Hartford a flood insurance processing center that does most of the heavy lifting for them.

CAPsureSM - Condominium Association Program is tailored to insure many segments of the community association market. We have designed coverage, pricing structure and underwriting approach to offer insurance to a very broad spectrum of community association risks.

Big “I” Markets has partnered with Jewelers Mutual Group—a company that’s been insuring jewelry, and only jewelry, for more than 100 years. With Jewelers Mutual, your clients receive an extra level of jewelry protection plus the benefits of having a standalone policy that doesn’t impact their other coverage.

Non Standard Homeowners Markets Big “I” Markets can help find coverage for non standard homeowners including rental homes, condos, renters or vacant dwellings. We have an A-Rated excess and surplus lines carrier offering homeowners insurance for risks other carriers decline or are unable to write. While there is no maximum Coverage A limit, there is a minimum limit that varies by state and exposure.

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Big 'I' Markets

"Toys" Market

Small Commercial Markets

For your clients who work hard and play hard, we can help you cover a wide range of leisure craft, including: Recreational Vehicles Marine Motorcycles

Snowmobiles Jet Skis Camping Trailers

Big “I” Markets has partnered with four carriers to bring you a robust selection of small commercial BOP and package providers.

Carriers Include: Chubb CNA Travelers Progressive

Anderson & Murrison Excess Liability Market The A & M personal umbrella is a stand-alone policy admitted with A+ rated by A.M. Best Company. It does not require that underlying policies to be underwritten by A & M. This personal umbrella provides up to $10M limit of umbrella liability coverage over the insured’s underlying policies. This Personal Umbrella policy can be written to cover up to 6 unit apartment buildings, vacant land and farm land with primary liability coverage on a personal form.

MIAA Staff Member Lynda Holt is ready and willing to help you with your RLI questions. You can contact her at Lynda@mainagents.net

RLI Home Business Market

RLI Personal Umbrella Market

RLI's Home Business Policy provides affordable coverage for those people who operate small home-based businesses. It is specifically targeted for over 100 retail and services risks operated from the insured's residence and presenting minimal product liability, professional liability and/or off-premises exposures.

The stand-alone RLI Personal Umbrella Liability policy helps protect an insured against financial ruin if they are sued, even paying for defense costs. Because it’ a standalone policy, underlying policies can be with another carrier or even multiple carriers.

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Support MIAA by participating in our outstanding educational offerings. We know there are many providers in the marketplace but we are asking for your business!

Support us (buy local!) so we can continue to bring quality choices to meet your education needs.

MIAA is an EXCELLENCE in EDUCATION National Award Winner 10 years in a row.

MIAA Staff Member Shannon Gorman is ready and willing to help you with your Education questions. You can contact her at shannon@mainagents.net

EDUCATION DELIVERY OPTIONS

We offer training in several delivery options to meet your needs.

Live Classroom MIAA offers live courses in various locations throughout the state. These courses provide you outstanding programming and the opportunity to network with your peers.

Note: For 2021, courses will only be virtual until it is deemed safe to return to live courses.

On Demand MIAA offers many courses that are available 24/7. Participants can take these programs when it's convenient for them and there is no travel time or cost.

Online Live MIAA has partnered with the Insurance School to bring a whole new group of top notch educators presenting LIVE webinars approved for CE starting in Jan! They are listed on the MIAA Education calendar! Check it out - Examples include; Adventures in Aging, That’s Personal: Home and Auto Exposures Your Insured Doesn’t Share, Coverage Problems Your Contractors Hate, E&O Courses, Ethics and much more!

In House Training The in-house education program is a convenient, cost effective way for your agency to custom design the continuing education program that is geared for your employees and their specific needs. In-house classes give you and your employees the benefit of completing courses on YOUR terms! Virtual Training is Available.

MIAA EDUCATION CALENDAR

Find the courses you need by using the MIAA online Education Calendar.

ACCESS THE MIAA ONLINE EDUCATION CALENDAR.

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GETTING YOUR STAFF LICENSED Getting your staff licensed is incredibly important for every agency and MIAA has you covered! We have a host of options designed to get your staff licensed.

PROPERTY/CASUALTY PRE-LICENSING REVIEW CLASSES MIAA offers an intensive three-day course to help you better prepare for the Property/Casualty Licensing exam. Students are provided the materials in advanced to read and study before attending the class. Two days are spent reviewing the class concepts (based on the Pearson Vue outline) and one full day is spent on the Maine law portion of the material. The class is interactive and fun!

2021 Property Casualty Pre-Licensing review classes will be held via ZOOM: January 19-21 April 13-15 July 6-8 October 26-28

REGISTER FOR MIAA REVIEW CLASSES

PURCHASE PRELICENSING WEBINARS

PURCHASE SELF STUDY MATERIALS

PURCHASE PRACTICE EXAMS

LIFE/HEALTH PRE-LICENSING REVIEW CLASSES - NEW IN 2021!

MIAA is pleased to announce that we will be ADDING Life and Health PreLicensing review classes via Zoom in 2021.

The first class is scheduled for March 2-4, 2021. Additional classes may be offered.

PRE-LICENSING REVIEW SELF STUDY (P&C AND L&H) Prefer to do Self-Study? Property/Casualty & Life/Health Licensing Books are available to order from the MIAA website. Study materials include Concepts & the Maine Law.

PRE-LICENSING PRACTICE EXAMS (P&C AND L&H) MIAA also offers Practice Exams for P&C and L&H. Purchase and obtain an online voucher code to access a Practice Exam for 90 days. Practice exams help to reinforce similar questions that will be on the Maine State exam. It’s an additional tool to add to your study prep work.

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PERSONAL & COMMERCIAL LINES SCHOOLS PERSONAL LINES ANALYSIS SCHOOLS

This two-day class takes a deeper look at the coverage parts of necessary personal lines insurance forms. The course starts with the 2011 edition of the homeowners' form and works its way through personal lines floaters, dwelling fire forms, the personal auto, flood, personal umbrella, and even some of those miscellaneous coverage forms such as recreational vehicles, special events, and more. The class will use real-life questions from insureds and actual claim scenarios to engage attendees in discussion and learning.

Course Dates: All courses being presented virtually until further notice

February 9-10, 2021 May 26-27, 2021 September 1-2, 2021

COMMERCIAL LINES ANALYSIS SCHOOLS

This three-day class is designed to cover a wide array of businesses; from a small office, a one-person contractor, to a large trucking fleet or national manufacturer. This course will break down the standard ISO forms most businesses need, from property, general liability, workers' compensation, auto, and more. In addition to reviewing coverages found, or not found, in the forms, the class will highlight some of the common areas for agent E&O and spend some time on service basics including the use of surveys and checklists, and certificates of insurance.

Course Dates: All courses being presented virtually until further notice

REGISTER FOR PL ANALYSIS SCHOOL

Continuing Education Personal Lines Analysis Schools are approved for 12 ME CE Credits.

CEs are subject to change without notice. The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

REGISTER FOR CL ANALYSIS SCHOOL

Continuing Education Personal Lines Analysis Schools are approved for 18 ME CE Credits.

CEs are subject to change without notice. The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

May 18-20, 2021 presented by Robin Federici, CPCU October 12-14, 2021 presented by Dawn Halkyard, CPCU

VIRTUAL ULTIMATE ACCOUNT MANAGER presented by Chery Koch and Sharon Koches

REGISTRATION WILL OPEN SOON!

Move from reactive to proactive customer service and account management.

Estimates are that over 400,000 new people will enter the insurance industry in the next three years, yet. .. we still haven't figured out how to train those we already have!

Experienced Account Managers will enhance their skills, productivity and effectiveness Newcomers will acquire powerful methods that represent world-class customer service Everyone learns to reduce errors and omissions exposures and develops true career satisfaction Learn the things you wish you'd been told your first days, weeks or months on the job Course Dates March 2, 2021 – Tuesday March 3, 2021 – Wednesday March 4, 2021 – Thursday 52

March 9, 2021 – Tuesday March 10, 2021 – Wednesday March 11, 2021 – Thursday maineagents.net

Continuing Education Virtual Ultimate Account Management ME CE Credits approval pending.

CEs are subject to change without notice. The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

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GENERAL CONTINUING EDUCATION COURSES MIAA Will be offering a wide range of general coverage topics approved for Maine CE. These courses will be offered through Both the Agents & Brokers Education Network (ABEN) and the Florida Insurance School. These are a great options to help you meet your state continuing education requirements.

REGISTRATION WILL OPEN SOON!

Continuing Education E&O Seminars are approved for ME CE Credit. Click here for CE course approvals.

CEs are subject to change without notice. The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

E&O RISK MANAGEMENT COURSES The MIAA brings to you a variety of E&O courses for CEC and for policy credits for both Utica and Westport.

REGISTER FOR E&O CLASSES

We offer the E&O Meeting the Challenge of Change course with custom modules that are approved for 3 CEC’s and can be combined to also create a 6 CEC course. These are approved by Westport and Utica for loss control credits for your E&O policy.

Continuing Education E&O Seminars are approved for ME CE Credit. Click here for CE course approvals.

Coming in 2021 Live Online and On Demand E&O Courses through ABEN! Watch for more details!

CEs are subject to change without notice. The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

SKILLS TRAINING BY JOB ROLE Looking for industry training for new employee, sales or leadership skills training. My Agency Campus is the perfect solution! The MIAA has partnered with New Level Partners to bring online training to new hires in the insurance industry.

REGISTER FOR MY AGENCY CAMPUS OPTIONS

My Agency Campus training is on-demand, interactive and cost-effective!

Select a specific curriculum package based on individual needs. Exercises and quizzes provide an interactive learning experience. Individuals have four months to complete a selected curriculum.

Business Skills Training Leadership Training Sales Training Curriculum Options: New Hire Training Job Role Training maineagents.net

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DESIGNATIONS & CERTIFICATIONS CERTIFIED INSURANCE COUNSELOR (CIC) The Certified Insurance Counselor (CIC) Program is a nationally acclaimed continuing education designation program. Its course content and practical application make it the most essential program for both agency and company personnel. There are two NEW additional CIC institutes that will allow you to more closely tailor your education to the work you do. To complete the designation, you will need to complete five out of the seven options below and pass the comprehensive essay examination that follows each institute. You are not required to take the two additional institutes but you will find them to be excellent update options.

Agency Management Commercial Casualty Commercial Property Commercial Multiline

• Life & Health • Personal Lines • Insurance Company Operations

2021 Schedule CIC Institutes Institute

Dates

Location

CIC Insurance Company Operations CIC Agency Management CIC Commercial Multi-Lines CIC Commercial Property CIC Life and Health CIC Commercial Casualty CIC Personal Lines CIC Multi-Lines

January 27-28, 2021 February 24-26, 2021 March 24-25, 2021 May 19-21, 2021 June 23-25, 2021 August 18-19, 2021 September 15-17, 2021 October 20-21, 2021

Webinar Webinar Webinar Milford, MASS* Falmouth, MASS* Webinar Burlington, VT* Webinar

James K Ruble Advanced Coverage Seminars Dates

Location

January 28-29, 2021 April 15-16, 2021 June 24-25, 2021 November 18-19, 2021

Webinar Cape Neddick, ME North Falmouth, MA Newport, RI

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REGISTER FOR CIC INSTITUTES

Continuing Education The CIC program has been approved in all states that have mandatory continuing education.

Click here for CE course approvals.

CEs are subject to change without notice. The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

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DESIGNATIONS & CERTIFICATIONS CERTIFIED INSURANCE SERVICE REPRESENATIVE (CISR) The Certified Insurance Service Representative (CISR) program is a practical program that stresses the understanding and analysis of risks and exposures. A student should have a basic knowledge of insurance.

The CISR program consists of 5 one-day courses that cover all phases of the CSR's daily work.

• Agency Operations • Commercial Casualty • Personal Residential • Personal Auto • Commercial Property You may take the courses in any order and each course is followed by a one-hour exam. Anyone may attend the courses and receive the CEUs without taking the exam. However, if you wish to attain the designation, you must pass each of the 5 exams. To earn the CISR designation you must successfully complete the program and pass the exams within three calendar years following the passage of the first exam.

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REGISTER FOR CISR SEMINARS

Continuing Education The CISR program has been approved in all states that have mandatory continuing education.

Click here for CE Course approvals.

CEs are subject to change without notice.

The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

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DESIGNATIONS & CERTIFICATIONS ACCREDITED CUSTOMER SERVICE REPRESENTATIVE (ACSR) The Accredited Customer Service Representative (ACSR) program is offered in partnership with The Institutes (www.aicpcu.org) to bring you a national customer service designation program that promotes and recognizes the professionalism of customer service personnel in the insurance industry.

ACSR designations can be earned in Personal Lines, Commercial Lines or Life and Health. You may take the courses in any order and you must complete the Institutes FREE Ethics course which you can find on their website.

2021 Dates

REGISTER FOR ACSR SEMINARS

Continuing Education The ACSR program has been approved in Maine, contact MIIA for credit approvals.

Registrants do not have to take the online exam to earn CE credits.

2021 courses are delivered virtually until further notice

Program

Topic

Dates

ACSR 1 ACSR 2 ACSR 3 ACSR 4 ACSR 5 ACSR 6 ACSR 7 ACSR 8 ACSR 9 ACSR 4 ACSR 5

Homeowners Insurance Personal Auto PL Related Coverages E&O Loss Control Professional Development Commercial Property Commercial Liability Commercial Auto & Garage CL Related Coverages E&O Loss Control Professional Development

February 3, 2021 March 10, 2021 April 7, 2021 May 6, 2021 June 9, 2021 August 25, 2021 September 22, 2021 October 21, 2021 November 18, 2021 December 7, 2021 December 16, 2021

CERTIFIED PROFESSIONAL INSURANCE AGENT (CPIA) Whether you're pursuing your CPIA credential or simply looking to improve your marketing skills, you've come to the right place.

CPIA Insurance Success Seminars will help you plan and improve your sales techniques to convert your prospects into customers. Learn to generate qualified leads that translate to more sales, and more commissions.

Position for Success (CPIA 1) - 7 CE Credits Implement for Success (CPIA 2) - 7 ME CE Credits Sustain Success (CPIA 3) - 8 ME CE Credits Full attendance at all three seminars allows participants to earn the CPIA (Certified Professional Insurance Agent) designation; no exam is required and you can begin using the designation immediately following the completion of the three programs. Anyone may attend any one seminar of interest.

2021 Dates To Be Determined

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REGISTER FOR CPIA SEMINARS

Continuing Education The CPIA program has been approved in all states that have mandatory continuing education.

Click here for CE approvals.

CEs are subject to change without notice.

The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

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DESIGNATIONS & CERTIFICATIONS The Construction & Risk Insurance Specialist (CRIS) The Construction Risk and Insurance Specialist (CRIS) program is a specialized curriculum focusing on the insurance and risk management needs of construction projects and contractors. Those who complete the program are entitled to display the CRIS certification to certify their knowledge of construction insurance and risk management and dedication to the industry.

Benefits: Gain specialized expertise in construction insurance and risk management.

Knowledge to make wiser insurance and risk management decisions for their employees and work more effectively with their agents/brokers.

Increase competence, confidence, and credibility of insurance professionals who sell to contractors.

Once you complete the Designation there are digital badges available to promote your accomplishment on LinkedIn, Social Media and more!

REGISTER FOR CRIS SEMINARS

Continuing Education The CRIS program has been approved in all states that have mandatory continuing education.

Click here for the CE approvals.

CEs are subject to change without notice.

The state requires that all registrants attend each course in its entirety to receive continuing education credits. Partial credit is not given for partial attendance. Late arrivals will not receive any continuing education credits.

2021 Program Dates: Commercial Liability Insurance for Contractors | March 16 Contractual Risk Transfer in Construction | May 5 Commercial Auto, Surety, CIPs, and Miscellaneous Lines | July 14 Property Insurance for Contractors | September 15 Workers Compensation for Contractors | November 3

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A BIGGER BOAT WRITTEN JOHN SPIEHS “You’re gonna need a bigger boat” is probably the most famous line from the movie “Jaws.” As Roy Scheider glimpses the great white shark for the first time, the look of fear on his face is priceless, realizing they’re in over their heads and facing a catastrophic ending.

Some people may not consider a data breach a catastrophe, but then maybe those people aren’t small business owners with their livelihood tied to their business. No one wants to be told too late that “you’re gonna need a bigger policy.”

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If you’re not familiar with cyber policies, you might think it’s an add-on with low limits and not much coverage. However, cyber markets are booming, often offering primary limits up to $10 million.

Today’s market is also evolving to provide more unique coverages that meet the market demand while esponding to burgeoning cybercrime risks. For example, ransomware, business email compromise and social engineering are three common cyber losses today.

Ransomware is far more common, destructive and expensive than just a few years ago. A typical ransom in the past may have demanded 1 Bitcoin, which is worth around $10,000 at the time of publication. The ransom could be cheaply paid while decryption was fairly painless, allowing insureds to resume business quickly.

But now, more sophisticated and more

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A BIGGER BOAT difficult to remove ransomware is being deployed after credential-stealing trickbots have gathered information for months.

Ransoms are no longer measured in the thousands but the hundreds of thousands and even millions of dollars. Negotiations can drag on for days and decryption is often difficult and time-consuming. Even when decryption is complete, restoring data to systems that need extensive remediation can be an endeavor.

Meanwhile, business email compromises, normally arising from a phishing attack, result in stolen login credentials, which leaves email accounts and systems exposed. What’s in your emails?

Often more than you think. Our inboxes frequently include personal health information, personally identifiable information and credit card information.

For businesses, the most valuable information is connected to accounts receivables, banking information and invoices. When bad actors obtain this information, it leads to social engineering—a form of trickery where cybercriminals use a business’s invoices, emails and bank account information to defraud the insured or its clients and vendors.

Traditionally, business interruption coverage is triggered due to property damage. However, decryption and data restoration arising from a cyberattack can last for weeks, just like a property loss.

Cyber policies can now cover business interruption, extra expense and data restoration for losses between $1 million and $10 million. Cyber markets are now offering coverage for property

damage and bodily injury arising directly from a cyberattack, as well.

The world of data security and cyber insurance may seem like shark-infested waters, but there is a multitude of resources available to brush up on cyber risks and coverage trends. Subscription services like Advisen, NetDiligence’s e-Risk Hub and ePlace Solutions, as well as industry conferences and free articles and blogs, such as Krebs on Security, can all help.

The bigger boat you’ve been looking for is here. Invest time in some of these resources and soon you’ll be able to dive in comfortably and swim without looking over your shoulder.

John Spiehs is vice president and claims expert at Swiss Re Corporate Solutions and works out of the office in Kansas City, Missouri. Insurance.

This article is intended to be used for general informational purposes only and is not to be relied upon or used for any particular purpose. Swiss Re shall not be held responsible in any way for, and specifically disclaims any liability arising out of or in any way connected to, reliance on or use of any of the information contained or referenced in this article. The information contained or referenced in this article is not intended to constitute and should not be considered legal, accounting, or professional advice, nor shall it serve as a substitute for the recipient obtaining such advice. The views expressed in this article do not necessarily represent the views of the Swiss Re Group (“Swiss Re”) and/or its subsidiaries and/or management and/or shareholders.

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ADVERTISER INDEX

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CONCORD GROUP INSURANCE PATRONS OXFORD INSURANCE PROGRESSIVE MMG INSURANCE RT SPECIALTY LLC PATRIOT INSURANCE COMPANY RISK PLACEMENT SERVICES MAPFRE INSURANCE THE HANOVER INSURANCE GROUP NORTH AMERICAN INSURANCE ALLIANCE SAN GROUP BOUCHARD CLEANING & RESTORATION ACADIA INSURANCE ENTERPRISE PORTLAND GLASS MEMIC DEFENDIFY MAIN STREET AMERICA INSURANCE MOODY'S COLLISION SAFETY INSURANCE LIBERTY MUTUAL-SAFECO INSURANCE SUMMIT ADJUSTMENT SERVICES UNION MUTUAL JOHNSON & JOHNSON EASTERN ALLIANCE INSURANCE VERMONT MUTUAL INSURANCE GROUP SERVPRO OF MAINE OHIO MUTUAL INSURANCE GROUP ACUITY WAHVE A.I.M. MUTUAL INSURANCE COMPANIES CAPITAL PREMIUM FINANCE COUNTRYWAY INSURANCE IMPERIAL PFS DECOTIS INSURANCE ASSOCIATES COLONIAL AJDUSTMENT INC

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