missouri agent march april 2015

bringing it all togetherthe members and partners who are building MAIA

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Careful, pal. Papercuts are no joke.

© 2013 Missouri Employers Mutual Insurance. All rights reserved.

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We take safety seriously. Paying attention to little details can cut work comp costs in a

big way. Let the Safety Fanatics at Missouri Employers Mutual help you protect your clients,

their employees and their bottom lines.

march-april 2015 missouriagent 3

contentsSpecial Focus: Associate Members Company Partners ....................................................................................25Associate Member Directory ..................................................................30

In this issueFrom the President, “The best partnerships allow for some give and take” .......... 5My Turn, “Missouri’s Oak Island” ............................................................................. 7The Legal Side, “Random thoughts on random topics” .......................................... 9Technicalities, “A quest for pro-active improvements” ..........................................11Technology, “E-signatures for everyone” .............................................................. 14InsurPac, “NARAB II finally a reality” ..................................................................... 17From the DIFP, “Children benefiting from autism law” ......................................... 19Errors & Omissions, “Proceed carefully if you receive a subpoena” ..................... 21Missouri News, “MAIA & Trusted Choice partner to support Make-A-Wish” ....... 34 “MIEF accepting scholarship applications” .................................. 35Featured MAIA benefit: Cyber Liability ............................................................... 37IIABA News, “Big ‘I’ services to help members”..................................................... 41Regulatory Actions ............................................................................................... 43“Meet today’s insurance consumer” .................................................................. 47Partner News ........................................................................................................ 51Agency News ........................................................................................................ 54Classifieds .............................................................................................................. 54

AdvertisersACUITY................................................ 8AMERISAFE ....................................... 12AmTrust............................................. 41Anthem Workers’ Compensation ... 10Berkshire Hathaway GUARD ........... 35BITCO General Insurance .................44Burns & Wilcox ................................. 38Cameron Insurance Cos. .................. 52Capital Premium Financing ............. 51Chris-Leef General Agency ............. 22Consumers Insurance....................... 42Cornerstone National Ins. ................. 4Dairyland .......................................... 54EMC Insurance Cos. ......................... 16FCCI ................................................... 53Graham-Rogers ................................ 45Grinnell Mutual ............................... 50Ins. Program Managers Group ....... 24J.M. Wilson ....................................... 49

missouriagent

3315 Emerald Lane, P.O. Box 1785, Jefferson City, Mo. 65102-1785 • 800-617-3658 in Mo. Phone: 573-893-4301 • FAX: 573-893-3708Email: [email protected]: www.missouriagent.org

Publisher Larry CaseEditor Lindsay GriffinAdvertising Manager Sheryl Van Leer

Officers of the MAIAPresident Louis Landwehr, CIC, CRM, Jefferson CityPresident-Elect Randy Baker, KennettVice President Steve Rackley, CIC, CISR, GainesvilleSecretary-Treasurer Patrick Clarkin, AAI, AIP, CLCS, St. LouisIIABA National Director J. Scott Brothers, CIC, JoplinPIA National Director Doug Clift, CIC, St. LouisImmediate Past President Brian Harrison, CIC, Columbia

Board of DirectorsRegion 1 Gary Black, TrentonRegion 2 Darren Smiley, MexicoRegion 3 Terry Roberts, CIC, HarrisonvilleRegion 4 Shane Davolt, LibertyRegion 5 Lee Wilbers Jr., CFP, CLU, LUTCF, RHU, Jefferson CityRegion 6 Brad Greer, St. LouisRegion 7 Jeff Mentel, J.D., St. LouisRegion 8 Kay Johnson, St. LouisRegion 9 Randy Smart, MarionvilleRegion 10 Tom Montileone, AIS, CIC, CISR, SpringfieldRegion 11 Cansada Hines, CISR,CLCS, RollaRegion 12 Jason Comfort, AIP, DexterAt-Large #1 Devona Allen, CIC, BuffaloAt-Large #2 Vickie Winkler, CIC, CISR, Ste. GenevieveAt-Large #3 Mike Keith, CIC, ClintonCo. Rep. Bill Besonen, CIC, CPCU, Des MoinesCo. Rep. Michael Kravchick, RWCS, Columbia

Staff of the MAIAExecutive Vice President Larry CaseVice President of Operations Sheryl Van LeerVice President of Marketing Lindsay Griffin, AIPVice President of Gov. and Industry Affairs Matt BartonEvents Manager Jeanne Blomberg, AIPInsurance Services Manager Theresa Flippin, AIP, CISRDatabase Administrator Laura BerendzenEducation Director Emily KoenigsfeldAdministrative Assistant Dawn PattersonCustomer Service Representative Anna Bax, AIPMember Services Representative Lauren EichelbergerCustomer Service Representative Jamie Eads

MISSOURI AGENT (USPS 709-210) is published bimonthly by the Missouri Association of Insurance Agents, 3315 Emerald Lane, Jefferson City, Mo. 65109, Phone: 573-893-4301. Periodical postage paid at Jefferson City, Mo.

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 Missouri Agent if you change your address, change your agency name, or drop or change producers (who are voting members of the association). Write to: Missouri Agent, P.O. Box 1785, Jefferson City, Mo. 65102-1785 or email: [email protected].

POSTMASTER: Send address changes to Missouri Agent, P.O. Box 1785, Jefferson City, Mo. 65102-1785.

© 2015 Missouri Association of Insurance Agents

On the Cover: Our company partners and associate members work together to build today’s MAIA.

Volume 24, No. 2

Keystone Insurers Group ................. 46M.J. Kelly .......................................... 15Madison Mutual .............................. 13MAIA Events/Education .................. 39MAIA Partners ................................. 56MAIA Webinars................................ 55MEM Insurance .................................. 2Missouri Rural Services Corp. ............ 6RLI Insurance .................................... 36SECURA ............................................. 18Surplus Lines Association of Mo. ....48Utica .................................................. 33West Bend ............................................20

bringing it all togetherthe members and partners who are building MAIA

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ake a moment as you begin this article to turn the magazine over to the back cover, and scan the group of Partners that are committed to MAIA for 2015.

You’ll note that year in and year out, this list includes virtually every major industry player that we Missouri independent agencies do business with.

As an organization, the level of support, and the broad representation that we have from our affiliate members in our association is something to be very thankful for, and very proud of. These fine association Partners would obviously not be helping us like this unless they felt they were receiving a good return on their investment.

But more importantly, as partners, we’ve never had to compromise our organizational mission to gain the support that we need.

This is the Missouri Association of Insurance Agents, and it needs to speak for and serve the interests of the group it represents.

Too often, I have been around similar organizations, which also receive critical financial support from affiliate members, and over time, the financial balance is allowed to shift from a member-driven organization to an affiliate-funded organization. An association can become beholden to the dollars it receives from its affiliates, and may find it difficult to truly serve the interests of the members it is supposed to represent.

With all of the great support it receives from its Partners, how has MAIA managed to avoid this pitfall? I venture to say it is because our agents association has always striven to operate with much the same philosophy as we do in our own independent agencies. Trusted Choice says it well: “We serve you first.”

The best partnerships are not one-sided. They provide for dialogue and compromise on both sides. This give and take between partners hopefully results in the best overall solution. This is true in each of our agencies, and this is also true at our association.

Many of our partners are our insurance carriers. Working in our own agencies we may sometimes find ourselves pushing a carrier partner hard on a difficult renewal, or working with them to try to find coverage for a tough claim. But as partners there is hopefully an

The best partnerships allow for some give and take

Louis Landwehr, CIC, CRMpresident, MAIA

fromthepresident

understanding and trust that we may differ on some of the day to day issues, but that we are still working as partners toward the overall common goal of producing a profitable, growing book of insurance business together.

Likewise, on broader industry issues, while we do often agree with our carrier partners as to what is best for the industry, sometimes we have differences and need to find ways to work through them. We work with our partners in the legislative and regulatory arenas to strike a balance on issues that impact both of us, as well as our respective policyholders.

Our partners also look to us to help seek out members in geographic areas when they are looking to make appointments. They often look at whether an agency is a member, and even their level of participation in MAIA events and education programs in their appointment process.

We communicate with partners about specific coverage interpretations when claim denials or disagreements arise. We maintain a close working relationship and open communications in identifying industry and market challenges and discussing and seeking potential solutions.

I appreciate the fact that MAIA goes so far as to include two members from its carrier Partners on its board. The input we get from these company representatives on our board is critical to working towards the best solutions possible. This year, our two representatives are Michael Kravchick from MEM, and Bill Besonen from Continental Western. Thank you gentlemen for your important service.

By the way, while I have you, let me take a moment to congratulate Brent Speight and his committee for their hard work in helping MAIA reach its InsurPac goal in 2014. Hopefully each of you wrote a check last year, so thank you for your support as well!

InsurPac reached its national goal too, surpassing $1,000,000 total funding in 2014. Being a “$1,000,000 PAC” nationally gives us a powerful voice at the federal level, and we appreciate everything they are able to accomplish for us in Washington, for the overall betterment of our industry.

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“The best partnerships are not one-sided. They provide for dialogue and compromise on both sides.”

Louis Landwehr


ast year I wrote about a scheme relating to sinkhole exposures developed by insurer lobbyists that was devised so they could continue to avoid including

this coverage on Missouri homeowner policies. Essentially, their solution to remedy the coverage gap was to make available catastrophic ground cover collapse through a market of last resort and continue refusing to include sinkhole exposure among covered perils. And, in the end, they got their way.

This wonderful new solution and the coverage provided was to be made available to Missouri consumers beginning January 1, 2015, through the Missouri Property Placement Facility (aka The FAIR Plan). Thus, months ago the industry set forth to create the new forms, applications and red tape for consumers to navigate in order to reap the benefit of this new policy. In late January, their labor culminated in release of the rates, application and policy form.

Insurer lobbyists were confident the public would react with a great sigh of relief and welcome the availability of this newfound coverage. However, it was gasps rather than sighs that emanated as the insurance industry tightly clasped its hand around the throat of Missouri’s insurance consumers. The combination of poor coverage and exorbitant rates was much more outrageous than even the most skeptical could have imagined.

Consider that in order for anyone to even collect on the coverage one’s home must be condemned as uninhabitable; coverage does not apply to driveways or detached structures; there is a mandatory $10,000 deductible; and, it does not pay for loss of value of the land or the filling of the sinkhole. Nevertheless, one can now purchase this narrow, limited coverage on a $100,000 home for the bargain annual premium of just $1,110. If your home is worth the maximum limit of $200,000, the premium is only $2,010. It appears that the study and research in developing the coverage must have revealed that this one isolated exposure is much riskier than personal liability, fire, wind, theft, vandalism and all of the other perils included on a homeowner policy combined.

Larry Caseexecutive vice president, MAIA

Missouri’s oak islandBut wait. Not so fast. Sinkhole coverage is

not excluded in homeowner policies issued by Missouri mutual companies that utilize AAIS policies instead of ISO forms. Good news for bargain shoppers. In fact one might anticipate a new advertising campaign by those carriers. These companies now have government sanctioned documentation that they are literally saving policyholders insured by direct writer and national carriers thousands of dollars in annual premiums.

Curious folks might wonder just what extrapolations were utilized in arriving at these figures. If these rates are actuarially justified, how can the small mutual companies still be in business since they have been giving the coverage away? Moreover, since sinkhole coverage is automatically included at no extra charge in ISO commercial forms, how is any insurer writing commercial property still in business?

Adding to the confusion is the fact that the Department of Insurance is charged with looking at rates and is supposed to act when rates are either inadequate, excessive or unfairly discriminatory. So, how can they allow the coverage to be automatically included as a covered peril in AAIS forms and these monoline rates to exist simultaneously?

You may recall having read or heard about a so-called “Money Pit” located on Oak Island, which is a small island off the coast of Nova Scotia. Lore has it that there are countless treasures buried there. Treasure hunters have indeed found strange items buried deep in the earth. However, another explanation for this land depression is that it is simply nothing more than an old sinkhole that collapsed and swallowed up a building or two.

The real explanation for the Oak Island mystery may be that it is just a sinkhole that swallowed up property containing some valuable items. It appears that Missouri consumers who look to purchase sinkhole coverage here will have to dig deep in hopes of finding a secret buried treasure they can use to pay the premiums.

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“The combination of poor coverage and exorbitant rates was much more outrageous than even the most skeptical could have imagined.”

Larry Case

8 missouriagent march-april 2015For All That Matters

ACUITY

CE VIDEO

W W W . A C U I T Y U . C O M


Lewis E. Melahn, J.D.

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

thelegalside

his month I have some random thoughts on topics on which I frequently get questions.

Knowledge of a producer Although the adoption of

the uniform licensing law allowed licensure of anyone selling insurance as a producer, and eliminated the prior distinctions in licenses between agents and brokers, it did not change the relationship of a producer with either companies or policyholders. In almost all cases, a producer legally represents one or the other under the basic legal theory of agent-principal. An agent, as a legal term not an insurance term, represents the interests of its principal, the party with which it contracts to act. That is why an insurance producer who has a direct contractual appointment to represent a company is called an agent, and in those situations where no such contract exists, the producer generally is treated as an agent of the policyholder, and termed a broker. Even today a producer must represent one party or the other.

When a producer is an agent of the company, the company is often treated as though it “knows” what the agent “knows,” whether that information is transmitted to the company or not. That is why to prevent discord and legal conflicts, information vital to a company, which the producer knows, should be shared with the company. Whether it is a claim a policyholder wants to avoid turning in or information that might affect underwriting even if not specifically requested in an application, if there is a risk of loss to the company, and the agent knows of that potential risk, then he should disclose it.

Agent of record appointmentsMany producers have the impression that an agent of record (AOR) letter of appointment from a policyholder has some immediate and

unassailable effect which is legally binding on all parties. In fact, an AOR is merely a practice in the industry and there is no requirement in most contracts between companies and producers that a company recognize any AOR. The use of AORs for a particular company is entirely a prerogative of the company. While a policyholder always has a right to change

producers, a company is not bound to accept an AOR, but might in fact require a cancellation of existing coverage and a new application. While that is not the general practice, how a company chooses to accept a change in representation from one of its appointed producers to another appointed producer is a matter for company rules. Anytime a producer intends

to transfer business by means of an AOR, the producer should immediately check with the company as to its procedures regarding AORs, its acceptance of AORs, and the dates on which the transfer becomes effective. The date is extremely important, because there may be claims, billings, changes in coverage or other matters which could begin before an AOR is signed, but not be completed until after it is signed, and both producers, and the company, need to know how those matters will be handled.

Producer service agreementsProducers often have unique situations in which they would like to charge a fee in addition to, or in place of, the commission. While there are certain incidental fees allowed by the insurance statutes and regulations, any fee outside those listed incidental fees should be the subject of a producer service agreement between the policyholder and the producer. In addition, if a producer wants to wave all commission and operate strictly on a fee, the producer should

Random thoughts on random topics

t

“Any fee outside those listed incidental fees should be the subject of a producer service agreement between the policyholder and the producer.”

Lew Melahn

For All That Matters

ACUITY

CE VIDEO

W W W . A C U I T Y U . C O M continued on page 39

10 missouriagent march-april 2015


or 81 years – since 1934 – our American Agency system has been served by a committee of fellow agents known as the Mid-America Insurance

Conference. Being the forum for presentation and discussion of concerns and questions on property-casualty coverages, rules, forms and other insurance industry technical aspects, the committee meets annually with representatives from ISO, NCCI, ACORD and insurance companies. Agenda items presented come from concerns and questions presented by our own IIAB members. Many of these agency items result in meaningful improvements in coverages and forms – effectively the committee being both a sounding board for agents and a catalyst for positive change.

Following is a recap of the 2014 conference’s success stories.

Commercial autoSymbol 19 – “Newly Acquired”

Questions have arisen as to whether Symbols 1 and 19 will provide coverage for non-scheduled mobile equipment which becomes subject to state financial responsibility requirements during the policy term. Section 1, B.1 of CA 00 01 limits the newly acquired coverage to the remainder of policy term to the “type described.” The noted issue is, if a state has revised its financial responsibility statute to now include a type of mobile equipment not previously considered under the financial responsibility law, then there would be a potential of no coverage for that non-listed unit which was thought to be picked up under Symbol 19.

After five years of review and discussion, ISO has agreed to revise Section 1, paragraph B – “Owned Autos You Acquire After Policy Begins” – to specifically address coverage for mobile equipment newly subject to a financial responsibility requirement.

If Symbol 7 is used, the extension will only be for 30 days; if Symbols 1, 2, 3, 4, 5, 6 or 19 are used, the extension of coverage will be to the end of the current policy term. The equipment will then need to be listed on future policies.

Aggregate Deductible – “Other Than Collision”An insured with a large fleet of autos

could be exposed to a significant deductible

A quest for pro-active improvements

f

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amount in the event of a catastrophe at a given garaging yard, particularly during times when units are not on the road and are unattended, like on weekends.

To resolve this problem, ISO will be introducing an aggregate deductible endorsement for OTC at their next multi-state filing for the commercial auto program. This will allow a fleet auto risk to be adjusted similar to a garage risk for large weather related losses. The date for the filing has not yet been determined.

Trailers – load capacityThe long-time standard utility trailer

definition of being a trailer with a load capacity of 2,000 pounds or less is being amended to be trailers with a Gross Vehicle Weight Rating of 3,000 pounds or less. (The ISO wording is still being finalized.) GVWR is a more readily available figure than load capacity because it is printed on the tag attached to the trailer and is listed on the registration. Again, this is scheduled to be included in the next multi-state filing under the ISO commercial auto program.

Commercial propertyAdditional Insured – Building Owner endorsement (CP 12 19 06 07)

To alleviate both agents’ and underwriters’ confusion, this form is being renamed. Since the endorsement’s wording actually gives the listed building owner status as a named insured, the form will be retitled “Named Insured – Building Owner.”

General liabilityAutomatic waiver of subrogation

Due to the developing trend of more and more construction contracts requiring the contractor’s CGL to be endorsed to waive subrogation right in favor of the owner and/or general contractor, agents and carriers were finding it cumbersome and potentially costly to individually endorse CG 24 04 05 09 for

continued on page 13

David Walker, CICMAIA coverage advisory committee, Mills and Sons, Clinton

“Many of these agency items result in meaningful improvements in coverages and forms - effectively the committee being both a sounding board for agents and a catalyst for positive change”

David Walker


each such construction contract.After considerable input from agents and ISO

staff, there will be an additional endorsement, similar to CG 24 04, which will provide an automatic waiver of subrogation if the insured is required in a written contract or agreement to have his policy endorsed to waive the insurer’s subrogation rights against another party.

The endorsement will be introduced in ISO’s next multi-state general liability revision.

Additional Insured – Other Parties: Automatic Status

As a result of MAIC’s presentation to ISO, CG 20 38 04 13 was developed. CG 20 33 04 13 provides automatic additional insured status to owners, lessees, and contractors when required in a written contract or agreement; CG 20 38 04 13 was subsequently developed and provides coverage to those parties, but additionally includes other parties when required in a written contract or agreement. Further dialog with ISO has resulted in a decision to revise the titles of the endorsements in their next countrywide filing to further emphasize the coverage applies only to written agreements.

Personal lines - homeownersJet skis

Watercraft horsepower limitations have not changed in almost 40 years, since HO-76. Multiple substantial changes in types and ranges of watercraft over the decades have left us with the quagmire of whether or not the homeowner liability will automatically extend to rented personal watercraft.

ISO has reviewed this personal liability issue and will be presenting a revision to include an offering of a broader coverage for personal watercraft.

As to whether this will be by rated endorsement or by a revision to the basic HO policy has not yet been determined. It is anticipated that this change will be included in the next multi-state general revision to the ISO homeowners program.

Personal lines - personal autoLoss of Earnings – Supplementary Payments

There is concern that the $200 per day for attendance, at insurer’s request, at hearings, trials, etc. has not kept up with wages, and is not consistent with the $250 per day provided under a HO policy.

ISO’s Personal Auto Panel has determined that an increase to $250 per day is appropriate.

The personal auto policy form will be amended at the next multi-state filing.

Public or Livery ExclusionIt was felt that this exclusion was being

applied very broadly, with unintended results of liability and medical payments being denied in many non-commercial situations.

ISO has acknowledged that an exception to this use exclusion is in order and will be revising the policy form to provide an exception for volunteer and charitable purposes, in addition to the share-the-expense car pool exception that was already included.

It is anticipated that this revision could be ready by mid-2015.

technicalities continued from page 11

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n this series of articles from ACT, we are providing insights on the benefits and ROI of e-signatures for carriers, technology vendors, as well as agents and brokers.

E-signatures for carriersIn May 2004, Insurance & Technology

magazine launched a three-part series of articles titled, “A Framework for Designing an Effective e-Signature Process.” A decade later, electronic signature functionality is gaining really serious traction in the insurance business. Customer expectations, advanced technology, increased mobility, and a quest for greater efficiency are driving this.

One e-signature provider counts as clients eight of the top 15 North American insurers. A quick poll of AUGIE leaders found a couple of dozen carriers accepting e-signatures. And, it failed to find any carrier prohibiting them. That’s probably because federal laws, as well as laws in nearly every state, put electronic signatures on equal footing with pen-and-paper signatures.

E-signature solutions equip carriers to provide the best service possible, directly and through their customer and agent service centers.

Here are some reasons carriers are—or should be—jumping on the e-signature bandwagon:• It saves money and increases productivity

and quality. Case studies show e-signatures netting one carrier a cost savings of $10 per transaction and an offset of millions of dollars of paper-related expenses; another boosted productivity by 61 percent; and another saw an 81.6 percent reduction in the number of document errors.

• It boosts revenue. E-signatures reduce the time it takes for agents and brokers to get customers, especially those who are busy or not near an agency, to complete and sign applications. The quicker they sign, the quicker both carriers and agents can book revenue. Think about transacting business in minutes, rather than days, or worse.

• It satisfies agents, brokers and customers. One carrier cites a 13.5 day, or 97 percent, reduction in turnaround time. Plus, e-signatures extend agency and carrier

E-signatures for everyoneoffices to the nearest computer, tablet or smartphone. Faster service means more satisfied clients—and more referrals. And that creates happier, more loyal agents and brokers.

• It delivers increased security and authentication. Mailing or faxing documents carries inherent security risks. They can wind up in the wrong hands or get lost. E-signature software that adheres to the legal standard of validating identity, consent, disclosure, and audit record characteristics provides far greater security.

• The law supports it. In an ACORD Weekly News article, an expert says, “Simply stated, yes, e-signatures are legal at all times (E-SIGN and UETA make this so), with only a handful of exceptions, one of which is wills.” Other sources also support this statement.

The vendor angleInterest in and discussion of electronic

signature functionality is on the rise. Greater producer and customer mobility, technology-driven geographic agency market expansion, the quest for efficiency gains and, of course, increased customer expectations are fueling increased attention.

We’re clearly making headway in the adoption of e-signatures. Carriers are getting on board. Agents and brokers are implementing tools from third-party vendors. And agency management system providers are integrating e-signature capabilities.

Here are integrations we’re aware of:• Xanatek has partnered with InsureSign to

offer XanaSign, an e-signature functionality that allows its software users to serve their customers anywhere, anytime.

• Vertafore penned a deal to make DocuSign’s e-signature solution widely available from within its Vertafore Agency Platform, AMS360 Online and, later this year, Sagitta suite of products.

• Strategic Insurance Software (SIS) offers Outlook integration with RPost in its management system, and offers information on its website about e-signature providers DocuSign and Silanis.

• QQ Solutions, as part of their “making life easier” philosophy for its customers, has partnered with e-signature provider

i

Ron BergACT executive director

technology


InsureSign for QQCatalyst, QQ’s cloud-based system allowing for an easier and more accelerated workflow.

• North American Software Associates (NASA) offers integration with RPost for both e-signature and encrypted email within its Eclipse agency management system.

• EZLynx eSignature by AssureSign offers a safe and secure way to send electronic documents for signature directly from the EZLynx agency management system and rating engine.

• Applied Systems has teamed up with RPost to expand on the third-party vendor’s email delivery proof and encryption services and integrate e-signature functionality for users.

Obviously, new integrations are emerging frequently.

Agents and brokers should check with their management system vendors and also explore our information resources. For example, ACT member CSIO has put together an overview of e-signatures and a useful Dashboard with info from vendors in its market, including Adobe EchoSign, Right Signature, Sertifi, Signority,

e-SignLive by Silanis, TELUS Secure Contracts and Xenex SignatureMaster. Also, in a two-part article, Using Electronic Signatures in Your Agency, Steve Anderson addresses e-signatures and shares info on vendors, including some mentioned above, as well as Adobe EchoSign, ContractPal, GoPaperless Solutions, and Right Signature.

Big “I” agencies may want to explore special DocuSign member pricing.

Agent and broker resourcesIf you don’t offer prospects and customers

e-signature functionality now, you probably will before long. And if you don’t, someone else will. Agents and brokers using e-signatures say it helps them sell more, communicate faster, satisfy efficiency-conscious customers, eliminate unneeded follow-ups, ensure documents are in good order, and reduce E&O problems.

Electronic signature solutions come in a variety of forms—everything from face-to-face stylus or finger-signing on tablets, to click-to-sign functionality where an agent sends a link


Acquisition Strategy #11LOSS CONTROL SERVICES

Kansas City Branch: 800.821.4702 | Home Office: Des Moines, IA www.emcins.com© Copyright Employers Mutual Casualty Company 2015. All rights reserved.

“ Reducing losses adds value for your clients.”

Provide more than protection for your clients. Offer them the added value of EMC’s no-fee loss control services, which could help reduce the cost of their insurance. It’s just one of the many reasons policyholders Count on EMC®.

Nick Shemwell, Kansas City Branch Risk Improvement Representative

10043_EMC_Missouri Agent_Aquis11_Nick_7.5x10.indd 1 1/9/15 3:10 PM


Brent Speight, CICMAIA PAC fundraising committee chairman,Scott Agency,Montgomery City

or the last few weeks I have been excited about writing this column, as a tremendous accomplishment has been achieved by the Independent

Insurance Agents and Brokers of America (IIABA). Since 2007, when NARAB II was first introduced in Congress, IIABA has been working very diligently to get a bill passed that included provisions for NARAB II. A few times such legislation got very close to being passed; in December 2014, legislation failed to get voted on by the U.S. Senate after passing the House of Representatives by a large margin. However, very early in 2015, such legislation was passed by both houses and signed by the president.

One might say, so what? I have been following the legislative efforts of IIABA very closely for well over 20 years, and while the efforts of IIABA to effect legislation are always very important, it is not often that IIABA has legislation introduced which directly benefits most of its members, such as NARAB II. Much effort is often exerted to influence all kinds of legislation that affects our industry, consumers, and the businesses we represents, but not often one like NARAB II.

Our agency is a medium-sized agency at least one hour away from the Illinois-Missouri line, and not near any other state line, but personnel in our agency do have out-of-state licenses in a few states. When I advised my wife (who handles the process of obtaining and maintaining such licenses in our agency) that NARAB II is now law, and what it would mean to our agency, she was ecstatic, as the effort to do so pre-NARAB II can be quite cumbersome with some states, and we are often at the mercy of the bureaucracy of that state. I cannot imagine the impact NARAB II

fNARAB II finally a reality

InsurPac

might have on larger agencies and/or agencies who have a need for out-of-state licenses in several states!

NARAB II could not have been passed without financial support from IIABA and MAIA members, such as you and me. When the legislation was enacted, leaders of IIABA very graciously recognized our support. Over each of the last two years, IIABA acknowledged InsurPac has received $1,000,000 in

contributions, and that InsurPac has contributed $1.8 million to candidates in the two-year legislative cycle that ended this past fall with a 93% success rate.

I am congratulating and thanking each and every one of you who made a contribution in 2013 (122 of you) and in 2014 (131 of you). IIABA sets a goal for MAIA’s political fundraising committee, and these past two years, our state association has met its goal. And, that was done even when

IIABA increased our goal by over $4,000 in 2014. This could not have been accomplished without your contributions. Thank each of you very much!

However, this is a new year. Our 2015 goal is $24,140, which is a 10 percent increase over our 2014 contribution level. So, as they say, “we have a hill to climb,” and we will, again, need your assistance.

So, please sit down and make the decision to send your contribution today. Please ask yourself if NARAB II will benefit your agency or you when it is up and running within the next 24 months. I am very confident almost all of us will say, yes!

Acquisition Strategy #11LOSS CONTROL SERVICES

Kansas City Branch: 800.821.4702 | Home Office: Des Moines, IA www.emcins.com© Copyright Employers Mutual Casualty Company 2015. All rights reserved.

“ Reducing losses adds value for your clients.”

Provide more than protection for your clients. Offer them the added value of EMC’s no-fee loss control services, which could help reduce the cost of their insurance. It’s just one of the many reasons policyholders Count on EMC®.

Nick Shemwell, Kansas City Branch Risk Improvement Representative

10043_EMC_Missouri Agent_Aquis11_Nick_7.5x10.indd 1 1/9/15 3:10 PM

“I cannot imagine the impact NARAB II might have on larger agencies and/or agencies who have a need for out-of-state licenses in several states!”

Brent Speight

Let’s make sure they’re safe at home.

Covering all the bases since 1900

Commercial • Personal • Farm-Ag • Specialty

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fromtheDIFP

Children benefiting from autism law

John M. Huffdirector, Mo. DIFP

he department recently released its fourth annual Autism Report. The report shows that more children are benefiting from Missouri’s landmark autism law

that requires insurance companies to cover treatment for autism-related conditions. The number of individuals treated for autism-related conditions increased by over 20 percent for the second consecutive year.

The number of individuals receiving covered treatment in 2014 was 3,825 – up from 3,070 in 2013 and 2,508 in 2012. Even as the number of Missourians receiving covered treatments rises, claims for autism-related treatments make up only a fraction of the more than $4.7 billion in claims paid by Missouri health insurers during 2014.

Last year, treatment for autism became a required benefit for most large-group, small-group and individual plans. Nearly all Missourians in the fully insured market now have access to coverage for autism treatments.

The 2010 law, signed by Gov. Jay Nixon, requires health insurance companies to cover specific autism therapies, including applied behavior analysis (ABA). Payments for autism treatment increased 127 percent from 2011 to 2014. The number of individuals treated

increased by a little over 50 percent from 2012 to 2014.

The annual Autism Report can be viewed on the department’s website, insurance.mo.gov.

Consumer recoveriesIn 2014, the department recovered $11.7

million for consumers who filed complaints against their insurance companies.

The department also received 4,263 consumer complaints. It handled more than 300 enforcement actions in 2014, revoking 11 individual insurance licenses, levying 125 fines against agents and applicants totaling $89,109 and refusing 111 license applications. In addition, our department issued 19 consent orders issuing licenses under special conditions, and accepted 22 voluntary surrenders.

Accident and health insurance was the biggest driver of complaints for the department with 1,606. That is up from 916 complaints in 2013. The second leading driver was auto with 781 complaints. Agent investigations drew 657 complaints and life and annuities had 483 complaints.

The top reason for complaints was denial of claim with 1,071. Delay of claim processing had 855 complaints and unsatisfactory settlement offer had 409 complaints.

t

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.

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That’s why an insurance policy from West Bend makes sense. It protects these valuable and hard-earned businesses so your customers can focus on doing

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ver the past few years, we have seen an increase in the number of subpoenas served on insurance agents even if they are not a party to the litigation.

How those subpoenas are handled can mean the difference between whether or not they develop into E&O lawsuits. The purpose of this article is to instruct and inform you as to how to proceed should you ever be served with a subpoena in litigation wherein you are not a party to the lawsuit.

Any agency receiving a subpoena should proceed with caution. Though the caption on the subpoena does not list the agency as a party to the litigation, the fact remains that a legal proceeding is pending and it is not difficult for the lawsuit to be amended to add the agency as a party. Sophisticated attorneys will often serve subpoenas in order to try and obtain documents or testimony that could help support a claim against your agency. For this reason, we suggest every agency should have procedures in effect as to exactly what must be done if it receives a non-party subpoena.

An agency that receives a subpoena is legally obligated to comply with that subpoena, or it runs the risk of possibly being held in contempt of court, even if the subpoena is somehow defective. A subpoena cannot simply be ignored or disregarded. For this reason, Swiss Re Corporate Solutions always suggests that an attorney be involved to assist the agency in responding to any subpoena received.

Often, a subpoena is defective because it fails to comply with the statutory requirements for service, or it requests information that is beyond what is permissible. If your agency responds without the assistance of counsel, it is possible that it will be complying with an improper subpoena and, thus, disclosing information that it is not required to be disclosed pursuant to state law. In fact, responding to a defective or improper subpoena may result in an agency disclosing information that may be protected by state insurance regulations or federal laws. Therefore, an agency that responds to a defective or improper subpoena puts itself at risk of facing a possible E&O claim, lawsuit, or

&errors omissions

o

Mark Shackelford, senior underwriter/ vice president, Swiss Re Corporate Solutions


possible regulatory action.There are three types of subpoenas that

an insurance agency and insurance agent might receive when the agent and agency are not parties to a lawsuit. One is a subpoena that demands documents and electronically stored information (ESI). It is important for you to be represented by a lawyer when you produce the documents and ESI. For example, the documents and ESI might contain financial information about the insured that is confidential and might not otherwise be something to which the party issuing the subpoena has a right to obtain. The documents and ESI should be reviewed by your lawyer to ensure the proper documents and ESI are disclosed.

The second type of subpoena requires someone to appear at a deposition or trial to testify. Usually it is a deposition for a lawsuit involving one of your insurance customers. Again, it is important for an agent to be represented by a lawyer. The lawyer will review the pertinent materials with you and help prepare you for your testimony at the deposition. It is preferable to be prepared when you testify. It diminishes the chance the agency will be brought into the lawsuit as a party. Moreover, a lawyer will attend the deposition with you to ensure the rules of court are followed and that your rights are

“Swiss Re Corporate Solutions always suggests that an attorney be involved to assist the agency in responding to any subpoena received.”

Mark Shackelford

Proceed carefully if you receive a subpoena


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protected. For example, the rules of court, depending upon the state, usually require the agency to be compensated for the work it performs producing the documents and compensation for an agent’s professional time spent attending a deposition. Your lawyer will negotiate the compensation with the attorney who served the subpoena on your agency.

The third type of subpoena is a combination: a subpoena that commands your agency to produce documents and commands a person from the agency to testify at a deposition.

Many E&O policies contain language that defines a “claim” or “potential claim” against the agency as including the receipt of a subpoena. For this reason, it is a good practice for every agency to review the language contained in its E&O policy related to subpoenas so that it understands the policy terms and provisions related thereto. Our recommendation to our policyholders has always been that when an agency receives a subpoena it should immediately advise Swiss Re Corporate Solutions of the subpoena; we will assign an experienced lawyer to review the materials, prepare you for testifying, and ensure the rules of court are followed.

For example, the language contained in the Swiss Re Corporate Solutions E&O policy, issued to MAIA members through Agents Marketing Corporation, defines a claim as including the receipt of “a summons, a subpoena, or any other notice of legal process.” As such, an agency that receives a subpoena and responds to it on its own without notifying its E&O insurer runs the risk that it failed to report a claim in compliance with the terms of its E&O policy. This failure to provide notice to the insurer could potentially result in a disclaimer of coverage by Swiss Re Corporate Solutions for any claim or lawsuit that may arise in connection with it.

An additional reason why an insurance agency should advise its E&O insurer of a subpoena that it receives is because many E&O policies provide coverage to help assist the agency in complying with the subpoena. As an example, your current Swiss Re Corporate Solutions E&O policy provides subpoena coverage of $10,000 per policy year, which is not subject to a deductible, to have counsel assigned to help the agency respond to subpoenas. In our experience, an agency with an attorney involved in responding to a

subpoena is less likely to be dragged into litigation. It is for this reason E&O insurers provide this type of subpoena coverage.

Every insurance agency should make certain that it has an established procedure in effect concerning how it will deal with any subpoena it receives. It should also ensure the procedure is known and followed by all employees. As part of that procedure, there should be a method for notifying the E&O insurer for the agency about a subpoena it receives. If, after being notified about the subpoena, the E&O insurer declines to assign counsel to assist in responding to the subpoena, the agency should then consider whether it may be best to retain counsel on its own. By following these steps, the prudent insurance agency will be in a better position to avoid becoming a party to litigation related to a subpoena it receives.

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.

“It is good practice for every agency to review the language contained in its E&O policy related to subpoenas so that it understands the policy terms and provisions related thereto.”

Mark Shackelford


technology continued from page 15

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and instructions to a customer or prospect, who then signs and returns the document.

There are a number of resources to help agents and brokers understand what electronic signatures are and what they offer. ACORD offers a summary of some of the legal issues surrounding e-signatures. ACT prepared an overview article and recently created papers addressing carrier- and vendor-related topics, which supply links to a number of providers. And a recent Agencies Online video offers insight from Steve Anderson. Each of these and others offer useful information that can help as you move forward.

Making your decision: Here are some things you may want to consider as you compare the various e-signature solutions for deployment in your own agency or brokerage: • Does it offer you options (such as email,

secret questions/answers or SMS text code) to authenticate online customers?

• Is it flexible enough to support how you do business and not require employees to implement unwanted workflow or process changes?

• Will the solution let you promote your own brand?

• Does it protect you with electronic proof of everything the customer sees, signs and agrees to online?

• Will it support agency-specific forms and marketing materials?

• Can you choose a method of signing that suits your situation and addresses both in-person and remote signing?

• Does it support any web-enabled mobile device?

• Is it recommended by actual users, such as those in your agent association, management system user group, or individuals who comment on product review sites like www.g2crowd.com?

You may also want to review the checklist Joyce Sigler shared in an e-signatures article in the November 2013 issue of Rough Notes magazine. Also, explore available integrations through your agency management system vendor.

One final piece of advice: It may sound obvious, but once you’ve vetted and selected an e-signature solution in your agency, test it internally before you launch it with customers and prospects.


specialfocus associatememberdirectory

Accident Fund Insurance Co. of America is a member of Accident

Fund Holdings. Accident Fund Holdings and its subsidiaries are one of the largest workers’ compensation insurers in the United States and rated A- (Excellent) by A.M. Best.

ACUITY is a p-c insurer that operates in 23 states and

generates over $1.2 billion in revenue. In personal lines, ACUITY provides true tiered rating in auto and homeowners. In commercial lines, ACUITY offers monoline and commercial package policies and business owners (BOP) forms as well as endorsements designed for target classes such as contractors, truckers, mercantile, and manufacturing. Named the best medium-sized workplace in America by Great Place to Work®, ACUITY employs over 1,000 people.

Allied Insurance is a leading provider of insurance products

and services for small and mid-sized businesses, as well as for individuals. As a Trusted Choice® company partner, Allied distributes its products exclusively through independent agents. A member of the Nationwide family of companies, Allied is Nationwide’s dominant independent agency brand in the Midwest, and has a financial strength rating of A+ (Superior) from A.M. Best. Nationwide, based in Columbus, Ohio, is a Fortune 100 company and one of the largest and strongest diversified insurance and financial services organizations in the U.S.

American Modern Insurance Group is a widely recognized

specialty insurance leader that delivers products and services for residential property, like mobile homes and specialty dwellings, and collector cars, motorcycles and boats in the recreational market.

AmTrust North America is rated A (Excellent) FSC XI by A.M. Best

and provides a broad suite of business insurance products, including workers’ compensation and niche commercial lines coverage for small- and medium-sized businesses.

Anthem Workers’ Compensation: With best-in-

class network savings and accessibility, Anthem Workers’ Compensation is one of the industry’s most comprehensive workers’ compensation PPO networks. Anthem provides injured workers with access to safe, appropriate medical care and gives self-insured employers, third-party administrators and insurance carriers the power to better manage their workers’ compensation costs and benefits.

company Partners

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ARMtech Insurance Services helps agents manage the

complexity of crop insurance by blending agribusiness and insurance expertise with high-tech solutions. The nation’s fifth largest federally-sponsored crop insurance provider, ARMtech provides fast claim payments and dependable service for farmers. Visit us at armt.com.

Agent Support Network of Missouri: Agent Support

Network of America (ASNOA) is a network of independent agents, operating in Missouri as Agent Support Network of Mo. (ASNOM). ASNOM agents receive direct carrier appointments, top-tier commissions, profit-sharing, automation support, perpetuation and more.

Auto-Owners Insurance Co.: Helping Missouri’s independent

agents provide superior service and protection for their personal and commercial lines customers at a fair price since 1958. 100% committed to the independent agency system.

Bailey Special Risks has been your professional lines partner for

over 25 years. We offer coverage to include professional liability, management liability, and privacy & security liability. We specialize so you don’t have to.

BankDirect Capital Finance is a Gold Partner of the MAIA, and a

leader in the commercial premium finance industry. BankDirect is service-oriented and attentive to the needs of MAIA member agents, including multiple revenue opportunities, integration possibilities, customized online access, several insured payment options and Cancellation Prevention Program.

Barton Mutual Insurance Co.: Celebrating 120 years of service to

Missouri agents and policyholders. Local, friendly and dependable. To learn more about us or to become an agent, give us a call today!

Billings Mutual Insurance Co. is a Missouri-based insurance

company serving policyholders since 1891. We offer a broad range of personal and commercial line products for customers and the agents representing our company.



BITCO Insurance is a commercial property and casualty insurance

carrier that provides quality insurance services to special industries including construction, quarries, manufacturing, wholesalers/distributors, and forest products. For more information see www.bitco.com.

Cameron Insurance Cos.: Since 1892, we have proudly served

policyholders, agents, and employees as a Missouri-based mutual insurance company. We actively support the independent insurance agent, and value the relationships we’ve built.

Capital Premium Financing: We finance! – Insured’s benefit! – You

profit! For 30 years Capital Premium Financing has been innovating premium finance. Our “unique” profit sharing and customer services are unequaled in the industry.

CFM Insurance: As a mutual insurance company, CFM takes

pride in providing quality service, specializing in farm coverages, mid-range owner occupied homes and rental property. Agents describe CFM as progressive, financially strong and responsive to their needs.

The Cincinnati Insurance Cos. continuously strengthen service

by offering agents and policyholders a stronger local presence, unparalleled claim service, work-saving technology initiatives and competitive products, rates and compensation.

Columbia Insurance Group: It is Columbia Insurance Group’s vision

to become the most valuable commercial lines insurer in our marketplace, as we focus on small- and mid-sized commercial business. We also provide coverage for true farm operations, and we’ve been doing that for over 100 years! Additionally, we offer competitive, flexible personal auto insurance. For more information, see our newly designed website at www.colinsgrp.com.

Commercial Insurance Underwriters: CIU® is a surplus

lines producer started in 1984, specializing in risks that are hard to place; for example cancelled, non-renewed, those with claims, high risk, or high limits.

Consumers Insurance USA, Inc. was founded in 1995 by a

shareholder base consisting mainly of independent insurance agents. With an unparalleled processing system and world-class service, the ease with which agents conduct business with Consumers far surpasses the majority of other insurance companies in the market. In 2014, Consumers joined The Motorists Insurance Group – a group of 11 property and casualty insurance, life insurance and insurance brokerage companies. To learn more, visit ciusa.com.

Continental Western Group (CWG) is a W.R. Berkley Company

(WRB). WRB writes more than $6 billion in premiums through 50+ operational units, all utilizing A+ paper. CWG is a Midwest regional carrier, operating exclusively through independent agents. Our product portfolio includes (not limited to): small commercial, contractors, wholesalers, light manufacturers, commercial agriculture, rural utilities, and rural fire districts, townships and water districts. With strong claims, underwriting and loss control capabilities, we wish to earn your business.

Cornerstone National Insurance Co.: We are a

preferred-level carrier specializing now in non-preferred customers with no prior insurance, lower credit scores, or driving incidents. Along with preferred claims handling, we also commit to fast and accurate processing with a reliably low price. Numerous discounts will keep customers; and a great bonus program, great service, and top commissions will keep agents. Our foundation is you.

Dairyland Auto and Cycle: Since 1950, Dairyland Auto has

provided affordable coverages and knowledgeable service, with a focus on SR-22 and named non-owner business. Get appointed at DairylandAuto.com!

Electric Insurance introduces the Signature Claims Service

Guarantee™ and SmartChoice™ for condominiums. The guarantee is simple: our claims staff provides exceptional service for auto physical damage claims or get $100. SmartChoice is tailored to modern condo life, bundling more than 38 advanced coverages and limits into one very cost-effective policy.

company Partnerscontinued


specialfocus associatememberdirectoryspecialfocus associatememberdirectory

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EMC Insurance: Established in 1911, EMC is in the top 50 p-c

organizations in the United States, based on net written premium, and operates through a network of 16 strategically located branch offices. Our business mix is 90 percent commercial lines and 10 percent personal lines. EMC sells solely through independent agents because of the personalized service they deliver. Agents can Count on EMC® for responsive local service and stability within our territories and lines of business.

EMPLOYERS: For over a century, EMPLOYERS has been hard at

work helping agents get the best value for their clients’ workers’ compensation dollar. For more information, visit www.employers.com.

FCCI Insurance Group provides comprehensive property and

casualty coverage in 18 states. Financially strong and focused on long-term stability, FCCI creates partnerships and keeps promises so businesses can face the future with confidence.

FirstComp, through Markel Corporation, offers appointed

independent insurance agents an innovative and flexible workers’ compensation product. FirstComp’s proprietary quoting system makes the job of submitting and quoting business easy and fast for the agents, allowing them to spend time with clients. FirstComp is pleased to also offer a BOP policy geared toward the unique risks of small business clients. Write stand-alone or in conjunction with the FirstComp workers’ compensation policy.

Foremost® has been writing insurance since 1952 and is part of

the most stable, longstanding and well recognized group of companies in the industry. Foremost targets broad segments of both personal and commercial markets including everything from auto, motorcycle and small business to landlord and rental properties.

Gateway Underwriters Agency: We are an owned

subsidiary of Berkshire Hathaway Inc. that operates with binding authority and brokerage agreements. Our products include transportation, property and casualty, specialty and professional and personal.

Graham-Rogers is an MGA that is well respected for our high

service standards and response times. We offer all product lines: personal, commercial, E&S, transportation, and standard lines services. Call today 1-800-456-8123.

Grinnell Mutual Reinsurance Co.: In business since 1909,

Grinnell Mutual Reinsurance Co. provides personal and commercial insurance products through more than 1,600 independent agents in 11 states. With more than $500 million in written premium, our company is the 120th largest property and casualty carrier in the United States. In 2015, agents will find that Grinnell Mutual is more competitive and aggressive on land-based recreational vehicle pricing. Visit grinnellmutual.com to discover what we can do for your customers.

HealthLink builds regional provider networks and makes

them available by contract to multiple payors of health benefits including insurers, TPAs, union trust funds and employers. Our core programs, HealthLink PPO and HealthLink Open Access, can be customized and integrated to support any plan design. HealthLink offers one of the industry’s most comprehensive portfolios of wellness and cost management programs, administrative services and consultative resources to help plan administrators, consultants and purchasers manage health benefit costs.

Imperial PFS offers premium financing solutions for the

commercial insurance industry. With our agency partners, we’ve developed innovative solutions to help businesses obtain the insurance security and coverage they need.

Insurance Program Managers Group: Service

is key for IPMG. We understand brokers’ needs and match the best carrier to each program and respond rapidly to achieve the best results. We have access to over 25 leading admitted and excess and surplus lines markets to help write large and small commercial accounts including workers’ compensation coverage. For 17 years, we have provided agents with quick turn-around quotes and coverage for tough-to-place, new or small, middle-market and large accounts.

Insurisk is an MGA brokerage offering property, liability,

environmental, professional, umbrella and garage solutions as well as catastrophe lines. We are known for our prompt, efficient service and reliable and competitive markets.



J.M. Wilson: Founded in 1920, J.M. Wilson is an MGA providing

independent insurance agents with access to A-rated carriers for commercial transportation, property and casualty, professional liability, personal lines or surety.

Keystone Insurers Group: Founded in 1983 and

headquartered in Pennsylvania, Keystone is owned by its franchisees and employees across its nine-state footprint. Keystone will launch in Missouri this year. All partners are independent agencies. With property-casualty premiums exceeding $2.3 billion, Keystone is Insurance Journal’s #1 P&C Agency Partnership.

Liberty Mutual Business Insurance: You’re passionate

about your clients. Liberty Mutual Insurance is passionate about protecting them. Liberty Mutual Insurance offers a wide range of commercial lines coverages for businesses of all sizes, including general liability, umbrella, property, commercial auto, and workers compensation. For agents and brokers in Missouri, Liberty Mutual Insurance provides a single point of access to regional underwriters, responsive front-line service teams, and national resources. Visit www.libertymutualgroup.com/business or contact your Territory Manager.

Madison Mutual Insurance Co. is a p-c carrier that operates in

three states, Illinois, Missouri and Wisconsin. We offer automobile, homeowners, dwelling, renters, farmowners and umbrella policies. We are committed to the independent agent and dedicated to provide exceptional service and products to our policyholders.

Med James: We are one of the largest privately held MGA/

wholesale organizations in the Midwest. We are not a subsidiary of any group that as an independent agent you may be competing against.

Meramec Valley Mutual Insurance Co. is a Missouri

property insurance company, founded in March 1887 by farmer immigrants to protect their property and the property of their neighbors from sudden and accidental losses. In the present day, Meramec Valley markets its insurance products through a network of independent agents, using a technologically-advanced, web-based quoting and property insurance management system, while maintaining strong personal relationships and service by its trained staff of insurance professionals.

Midwestern Insurance Alliance: We are an MGA that

provides workers’ compensation coverage for a wide range of business types, including specialty programs for transportation, wood products manufacturing and recycling industries. Service, innovation and experience, that’s the Midwestern advantage.

Missouri Employers Mutual is a safety company that provides

workers’ compensation insurance. MEM helps our 14,000 policyholders save lives and money with services and resources unmatched in the industry. That’s why we’ve been, and remain Missouri’s number one choice for work comp. Our safety website, worksafecenter.com, offers free downloadable resources to everyone, and our medical cost savings have a real impact on policyholders’ premium. MEM’s savings off of billed medical charges exceeds 40 percent! That’s why businesses of all sizes and types continue to choose MEM year after year.

Missouri Rural Insurance Services offers insurance

coverage for public entities and nonprofits. Available coverages include: package liability, property, auto, directors and officers, inland marine and workers’ compensation. We have over 30 years’ experience and pride ourselves on excellent customer service!

M.J. Kelly Co.: We are a surplus lines broker specializing in

business and public auto, cargo, garage, tow trucks, limo and buses, contractors, property-casualty, special events, D&O, roofing, restaurants, fast and friendly service and financing.

MOPERM: Providing liability and property coverage to Missouri

public entities since 1987. Offering broad coverages and consistent pricing, MOPERM is tailored to meet the unique needs of Missouri public entities.

Patriot National provides general agency services, specialty

underwriting and policyholder services and claims administration services to its insurance carrier clients and other clients.

Philadelphia Insurance Cos., A.M. Best rated A++ , designs,

markets, and underwrites commercial property-casualty and professional liability insurance products, incorporating value-added coverages and services for select industries. By maintaining a disciplined approach to business, we provide greater security for our policyholders and superior value for our shareholder.




continued on p. 30

Progressive Insurance: Founded in 1937, today Progressive is the

fourth largest auto insurer in the country and one of the fastest growing. With more than $17 billion in written premiums in 2013, Progressive is a leader in commercial lines and special lines, with coverages for motorcycles, all-terrain vehicles, boats, snowmobiles, personal watercraft and RVs. Since 1992, Progressive has been the number one auto carrier through independent agents. Progressive is one of the most stable and secure insurers in the industry, with an A+ (superior) rating from A.M. Best. Visit ProgressiveAgent.com for more information on our superior claims service, competitive rates and discounts.

Risk Innovations was founded upon the principle of providing a

superior brokerage experience for our quality agency partners. We specialize in mono-line workers’ compensation and high value personal lines insurance.

Safeco Insurance: A national company with local operations,

Safeco Insurance® focuses exclusively on providing independent agents with broad, innovative products in home, auto and specialty lines. Our partnership creates value for our mutual customers that extend beyond price. Independent agents who do business with Safeco can expect competitive commissions, profit sharing potential and access to industry-leading tools and strategies – all designed to enable agency partners to thrive as business owners. Find out more at www.safeco.com.

Sagamore Insurance Co. is licensed in 49 states and provides

private passenger automobile insurance products, workers’ compensation, and commercial automobile coverage to small trucking fleets and artisan contractors via the independent agency system.

SECURA Insurance is a super-regional mutual property and

casualty insurer headquartered in Appleton, Wis. More than 430 independent insurance agencies in 12 states represent the company, which offers a range of competitive commercial, personal, farm, nonprofit, and special events products. The company is rated A (Excellent) from A.M. Best and named to Ward’s Top 50.

Selective Insurance provides coverage-rich insurance products

and value-added services to businesses, public entities and individuals through independent agents in 22 primary Eastern and Midwestern states. Offering a broad range of insurance and

alternative risk management services through our unique field model creates competitive advantages that make Selective one of the best regional insurance organizations in the marketplace.

State Auto provides property and casualty products and services

through independent agents and brokers in 43 states. Our mission is to enhance the security and financial interests of our policyholders and shareholders.

The Hartford: With more than 200 years of expertise, The

Hartford is a leader in property and casualty insurance, group benefits and mutual funds. The Hartford provides comprehensive, multiline commercial insurance coverage for small, midsize and larger businesses, associations and organizations. Coverage offerings include property, general liability, workers’ compensation, commercial auto, umbrella liability, management and professional liability and marine protection, and specialty coverages for target industry segments, including technology, life sciences, construction, manufacturing and private education.

Travelers is a leading writer of property-casualty and bond and

specialty Insurance in the Midwest, as well as a leading writer of U.S. personal insurance through independent agents. Our Enterprise response strategy enables us to draw on the strength of our 13,000-person claim organization to help our customers in impacted areas. Additionally, we recognize the responsibility to be a good corporate citizen and actively contribute to the vitality of our communities.

United Fire Group: UFG is a publicly traded, multibillion-dollar

insurance company, encompassing nearly 70 years of knowledge and experience. Our independent agents write commercial, personal and life insurance, plus surety bonds in 43 states plus the District of Columbia. We’ve earned the following national recognition: Rated A (excellent) by A.M. Best Co.; Placed on Forbes’ 2014 list of America’s 50 Most Trustworthy Financial Cos.; and placed on July 2014 Best’s Review list of Top 200 U.S. Property/Casualty Writers.



UnitedHealth Group (UNH) is a diversified Fortune 50 health and

well-being company. In Missouri UNH offers health benefit programs to more than 1.1 million individuals. For more information, visit United Healthcare at www.uhc.com.

United Home Insurance Co.: For 100 years United Home has

provided accessibility, affordable rates and superior claims service. Offering auto, home, farm, and dwelling fire coverages, our mission is to provide a blanket of security to personal lines customers.

Universal Insurance Group: UIG St. Louis is an MGA/wholesale

firm. UIG is especially strong with property accounts of any size, including earthquake and flood; casualty business, including contractors large and small, garage and repair shops and technology risks.

Utah Business Insurance Co.: As a mono-line workers

compensation company, Utah Business Insurance Co.’s philosophy is to treat our policyholders as we would like to be treated, provide high levels of service and expertise that enables employees to return to work quicker and in turn reduce overall workers’ compensation expense for Missouri employers. UBIC’s unique customer-focused approach brings the experience of seasoned underwriters, local claims adjusters and loss prevention management to offer superior workers’ compensation solutions to its network of independent agents.

Valley Insurance Agency Alliance: VIAA integrates carriers,

enhanced revenue, automation, management support, and sales training for profitable independent agencies, former captive agents and developing producers to grow their own agencies. THINK BIG! BE BIG!®

West Bend Mutual Insurance Co.: NSI®, a division of West Bend

Mutual Insurance Co., provides specialty insurance programs for market segments that don’t meet standard insurers’ underwriting guidelines. NSI is a leader in providing innovative programs for such specialty lines as sports/leisure, childcare, and social service organizations. In addition, NSI’s experienced claim and legal professionals have handled the most difficult claims situations facing these classes of businesses, you can count on them to help protect your customer’s valuable business.

associateCOMPANIES

Accident Fund Insurance Co. of America Kristin Doyle Lansing, Mich.517-708-5366 www.afhi.com

ACUITY Paul Miller Sheboygan, Wis. 800-242-7666 www.acuity.com Alfa Insurance Co. 877-884-7466 www.alfains.com

Allied InsuranceMarcus Haith Lincoln, Neb. 800-228-4011 www.alliedinsurance.com

American Modern Insurance Group Sheri Zukowski Shawnee, Kan. 913-944-2388 www.amig.com

AMERISAFE 337-460-3441 www.amerisafe.com

Amerisure Mutual Insurance Co. John Linxwiler Saint Louis, Mo. 314-542-1400 www.amerisure.com

AmTrust North America Mark Gunn Cleveland, Ohio 877-528-7878 www.amtrustgroup.com

ARMtech Insurance Service Angela Schmidt Lubbock, Texas 806-784-3458 www.armt.com

Assurant Specialty Property402-516-7123 www.assurantspecialtyproperty.com

Auto-Owners Insurance Co. Diane Marshall Columbia, Mo.573-875-1290 www.auto-owners.com




members

continued on p. 32

Barton Mutual InsuranceBrian King Liberal, Mo. 417-843-6265 www.bartonmutualgroup.com

Berkshire Hathaway GUARD Insurance Cos. 573-825-9900 www.guard.com Berkshire Hathaway Homestate Cos. 402-393-7255 www.bhhc.com

Billings Mutual Insurance Co. Andy Reavis Billings, Mo. 417-744-2717 www.bmicompanies.com

BITCO InsuranceChris Demse Saint Louis, Mo. 314-822-4446 www.bitco.com BlueCross BlueShield of Kansas City 816-395-2086 www.bluekc.com

Cameron Insurance Cos. Brad Fowler Cameron, Mo. 816-632-6511 www.cameron-insurance.com

CFM Insurance Connie Costigan Concordia, Mo. 660-463-2223 www.cfmimo.com CIBA Insurance Services 630-991-3580 www.cibaservices.com

CNA Matt Hartigan Overland Park, Kan. 913-661-2701 www.cna.com

Columbia Insurance GroupShelly Devore Columbia, Mo. 573-474-6193 www.colinsgrp.com

Consumers Insurance Kimberly Washer Murfreesboro, Tenn. 615-896-6133 www.ciusa.com

Continental Western GroupBill Besonen Des Moines, Iowa 515-473-3000 www.cwgins.com

Cornerstone National Insurance Co. Bill Wheeler Columbia, Mo.573-817-2481 www.cornerstonenational.com Coventry Health Care of Missouri 314-506-1737 www.chcmissouri.com

Dairyland Auto and CycleJohn Barner Columbia, Mo.800-532-2525 www.dairylandauto.com Delta Dental of Missouri314-656-2760 www.deltadental.com Echelon Property and Casualty Insurance Co.312-654-6161 www.echelonpc.com

Electric Insurance Co. Teri Jannett Ballwin, Mo. 636-386-3723 www.electricinsurance.com

EMC Insurance Cos. Ben DeHart Overland Park, Kan. 913-523-7100 www.emcins.com

EMPLOYERS Mike Smith Brookfield, Wis. 262-207-7021 www.employers.com Equity Insurance Co. 800-777-0404 www.equityins.net

FCCI Insurance Group Craig Evans Indianapolis, Ind.317-571-3000 www.fcci-group.com

Foremost Insurance Karen Marszalec Grand Rapids, Mich.586-484-8808 www.foremost.com

Grinnell Mutual Reinsurance Co.Kurt Eaves Grinnell, Iowa 641-236-6121 www.gmrc.com

Haulers Insurance Co. 800-346-6071 www.haulersinsurance.com

HealthLink Laurie Brockgreitens Saint Louis, Mo.314-925-6007 www.healthlink.com Illinois Casualty Co.309-793-1700 www.ilcasco.com ISU Insurance Services of Indiana 317-337-0905 www.isugroup.com

Liberty Mutual Business Insurance, SW Region Chris Ingram Chesterfield, Mo.314-205-7501 www.libertymutual.com Lititz Mutual Insurance Co.913-685-9272 www.lititzmutual.com

Madison Mutual Insurance Co. Christine Starr Edwardsville, Ill. 618-540-8526 www.madisonmutual.com

Markel Specialty Paula Young Omaha, Neb. 888-500-3344 www.firstcomp.com

Meramec Valley Mutual Insurance Co. Marty Wynn Hillsboro, Mo.636-789-3806 www.meramecvalley.com

Missouri Employers Mutual Insurance Kim Ancell Columbia, Mo. 573-499-9714 www.mem-ins.com

MOPERM Larry Weber Jefferson City, Mo. 573-751-1266 www.moperm.com National Lloyds Insurance Co.254-399-0626 www.natlloyds.com

Patriot National Insurance Group John Chisenhall Saint Louis, Mo.314-724-8574 www.pnigroup.com Patrons and Farmers Mutual of Missouri 816-380-4241 www.patronsandfarmers.com Pennsylvania Lumbermen’s Mutual Insurance Co. 267-825-9354 www.plmins.com

Philadelphia Insurance Cos.Jon Rittman Leawood, Kan. 816-447-3283 www.phly.com Producers XL 785-825-1769 www.producersxl.com

Progressive Insurance Drew Ferguson Neola, Iowa573-634-5486 www.progressiveagent.com QQ Solutions 800-330-8000 www.qqsolutions.com

as of 2/10/15



RCIS 800-328-9143 www.rcis.com

Safeco Insurance Ross Curcuru Fenton, Mo. 314-954-8641 www.safeco.com

Sagamore Insurance Co.Jennifer Murray Carmel, Ind. 317-636-9800 www.sagamoreinsurance.com

SECURA Insurance Co. Sherri Fassbender Appleton, Wis.920-739-4988 www.secura.net

Selective Insurance Co. Erik ReidenbachCarmel, Ind. 317-815-4343 www.selective.com

State Auto Insurance Co.Carol Hoover West Des Moines, Iowa 515-453-8272 www.stateauto.com Strategic Comp 504-841-0503 www.strategiccomp.com The Bar Plan Insurance Co.314-965-3333 www.thebarplan.com

The Cincinnati Insurance Co. Dane Donham Fairfield, Ohio 513-870-2968 www.cinfin.com

The Hartford Bob Gulino Saint Louis, Mo.314-682-0100 www.thehartford.com

Travelers Bridget Temm Maryland Heights, Mo. 800-253-1304 www.travelers.com

United Fire Group Mike Broghammer Cedar Rapids, Iowa800-343-9125 www.unitedfiregroup.com

United HealthCare George Durko Maryland Heights, Mo.800-627-0687 www.uhc.com

United Home Insurance Co. Matthew Miller Paragould, Ark. 870-236-2208 www.unitedhomeins.com

Utah Business Insurance Co.Ron Nielsen Sandy, Utah 801-432-8121 www.utahbic.com

West Bend Mutual Insurance Co. Mike Shippen West Bend, Wis. 262-334-5571 www.thesilverlining.com

VENDORS

Agent Support Network of MO - ASNOM Scott Loveland Springfield, Mo. 417-882-8055 www.ASNOA.com

Anthem Workers’ Compensation Vicky McCluskey Saint Louis, Mo. 314-925-6015 www.healthlink.com

BankDirect Capital FinanceDave Rudolph Lake Forest, Ill. 847-295-4125 www.bankdirectcapital.com

Capital Premium FinancingLorie Estelle Lenexa, Kan. 913-579-7727 www.capitalpremium.net

CentricMIT/WindstreamDavid Rust Springfield, Mo. 417-886-7505 www.paperwise.com

CRDN of Greater St Louis618-224-9211 www.crdnofgreaterstl.com

Imperial PFS Mike Keegan Kansas City, Mo. 816-942-6336 www.ipfs.com

Insurance Technologies Corp.800-383-3482www.getitc.com

INSURICA Insurance Management Network 405-523-2100 www.insurica.com

Keystone Insurers GroupElizabeth Schenk Northumberland, Pa. 570-473-4302 www.keystoneinsgrp.com Kingdom Technology Solutions573-642-2800www.ktis.com

Lewis E Melahn - Attorney-At-Law 573-636-5057

Premium Assignment Corporation 877-737-6972 www.premiumassignment.com Quomation801-462-2234www.quomation.com

Select Imaging 913-747-2700 www.selectimagingcorp.com

Surplus Lines Association of Missouri573-635-0736 www.inglishmonaco.com

Valley Insurance Agency Alliance Henry Powers Clayton, Mo. 314-333-4910 www.viaa4u.com

WHOLESALERSAll Risks Ltd. 800-366-7475 www.allrisks.com Alternative Risk Co. 888-474-1217 www.alternativeriskco.com American Management Corporation 501-932-5799 www.amcinsurance.com

ARA Insurance Services 816-842-6585 www.ararental.org

Bailey Special Risks Kimberly Snavely Hendersonville, Tenn. 615-264-3977 www.bsrins.com

Bohrer Croxdale and McAdoo417-869-2550 www.bcmins.com Burns and Wilcox 314-819-0400 www.burnsandwilcox.com

Chris-Leef General Agency913-631-1232 www.chris-leef.com

Columbia Commercial General Agency 573-256-2410 www.ccga-ins.com

Commercial Insurance Underwriters Kim Moore Springfield, Mo. 417-883-3277 www.ciusgf.com

Continental American Agency314-241-7969 Dovetail Insurance 678-699-5308 www.dovetailinsurance.com

Gateway Underwriters AgencyBill Martin Maryland Heights, Mo. 314-238-0070 www.gua-stl.com

GMI Insurance 800-722-3229 www.gmi-insurance.com

Graham-RogersAdam Hibdon Bartlesville, Okla.913-336-2800 www.graham-rogers.com Gresham and Associates417-823-3924 www.gresham-inc.com

Group Benefits Limited 800-640-7382 www.thegblstory.com

associate members continued



YOU CAN’T TAKE A PICTURE OF TWO OF THE MOST IMPORTANT THINGS THAT UTICA’S HELPS YOU PROTECT.Your future and your reputation.There’s not much more important than that.

Utica has been in the Agents’ E&O business – continuously – since 1966 and realizesthat your agency’s core assets aren’t always on paper. We’ve provided legal defense for claims against agents that could have closed their agencies without this protection. And when you have the Utica program behind you, it reinforces with your clients your reputation for running a professional insurance organization.

Find out why we think the Utica program is the best. Our underwriters ONLY do Agents’ E&O insurance and they can put a picture-perfect program of protection together, at a level that will suit your needs. Call today to find out more: (866)860-1914.

from the people who know

Contact MAIA’s Insurance Department for a quote:

800-617-3658 or [email protected]

Insurance Program Managers Group Jeff Weber Saint Louis, Mo. 888-978-4764 www.ipmg.comInsurance Specialties 417-442-7825 www.insspecial.com

Insurisk Excess and Surplus LinesTina Reed Springfield, Mo.417-883-2628 www.insurisk.com

Jaeger and Haines 479-521-2551 www.jplush.com

J.M. Wilson Cathy Baldwin Kansas City, Mo.816-561-6700 www.jmwilson.com

M.J. Kelly Co. Paul Adams Springfield, Mo. 417-883-2688 www.mjkelly.com

Med James Med James III Shawnee Mission, Kan. 913-663-5500 www.medjames.com

Midwestern Insurance AllianceRusty Burnett Louisville, Ky. 800-356-8457 www.midwesterninsurance.com

Missouri Rural Services Corp. Alan Clark Jefferson City, Mo. 573-635-9300 www.missouriruralservices.com

Northern Underwriting Managers 815-226-9353 www.northernum.comOwner-Operator Services816-229-5791 www.ooida.com

Pearl Insurance 217-853-5122 www.pearlinsurance.com Ringwalt and Liesche Co.800-708-7448 www.ringwalt.com

Risk Innovations Jeff Sandy Lee’s Summit, Mo. 816-251-1628 www.riskinnovationsllc.com RSI International 636-391-4841 www.rsimo.com

Specialty Insurance ManagersDiane White Jefferson City, Mo. 800-371-2224 www.simoklahoma.com

Stuckey and Co. 636-625-8875 www.stuckey.com

Truckers Insurance Associates515-276-7704 www.truckers-insurance.com

Universal Insurance Group Eddie Mauro Des Moines, Iowa 314-238-1465 www.uigusa.com VGM Specialty Underwriters 913-469-1188 www.vgmsu.com

W.A. Schickedanz AgencyDavid Miller Belleville, Ill. 618-233-0644 www.waschickedanz.com

Worldwide Facilities 314-436-3318 www.wwfi.com


MissourinewsMAIA & Trusted Choice partner to support Make-A-Wish

rusted Choice has fifty $7,500 grants available for states to work with their local Make-A-Wish chapters in 2015. This grant has allowed MAIA

the opportunity to work with the Missouri Make-A-Wish chapter to sponsor events to promote Trusted Choice independent agents, and to help grant the wishes of children with life-threatening medical conditions. A wish provides a child with the opportunity to think of happy things and escape into a world where wishes come true. It gives the family a break from the stress of medical appointments, hospitals and treatments. Most importantly, it lets the child know that anything is possible. Five thousand dollars funds one wish, so with this grant, we are able to fund one and a half wishes!

tThis year, we are sponsoring events on both

sides of the state. The first event is the Kansas City Walk For Wishes at Sporting Park on April 18, where Trusted Choice is a route sponsor. This is a family fun walk and 5k race with nearly 3,000 attendees expected! We encourage our members to attend and help raise even more money for this great organization.

Powered by wish families, volunteers, donors and friends, Walk & Run For Wishes is a nationwide Make-A-Wish fundraiser that celebrates the thousands of wishes that have already been granted, while raising funds for future wishes. By participating in the Kansas City Walk & Run for Wishes, you can help bring the life-changing impact of a wish to children battling life-threatening medical conditions in our community.

At the conclusion of the walk, stay for the Wish Carnival, featuring a bounce house, face painting, games, food and entertainment for all ages! You will also have the opportunity to meet current and past wish families. All participants who raise $100 or more will receive a walk/run T-shirt.

On the other side of the state, Trusted Choice is a tee box sponsor at the 24th Annual St. Louis Golf Classic on Monday, May 11 at Norwood Hills Country Club. This tournament includes lunch, golf, contests, dinner, drinks, silent and live auction and an awards ceremony. With more than 200 participants expected for golf

and around 320 expected to attend the dinner that evening, this tournament is a great opportunity to get the Trusted Choice brand in front of many people

as well as raise funds for Make-A-Wish.MAIA is excited to have the

opportunity to help make these dreams come true on behalf of our

membership and the Trusted Choice brand.

April 18 in Kansas City:Walk for Wishes May 11 in St. Louis:

Annual Golf Classic


he Missouri Insurance Education Foundation was formed as a non-profit corporation in 1991 to promote public insurance education. The

foundation provides its services based solely upon contributions and proceeds of special events. The foundation is guided by an all-volunteer board of directors, which includes representatives from the insurance, legal and academic fields, and from the general public.

Missouri is one of only four states with an independent insurance education organization. Through dissemination of facts, the foundation seeks to improve consumer understanding and perception of insurance matters in Missouri. The foundation’s programs begin at the secondary school level and are designed to provide early and continuing grassroots education about insurance. Emphasis is placed on how insurance works, the benefit of insurance in daily life, the significant impact of the insurance industry on our economy, and the encouragement of

t

Mo. Insurance Education Foundation accepting scholarship applications

insurance-related careers. MIEF offers four $1,500 scholarships to

Missouri high school graduating seniors interested in or intending to pursue an insurance, risk management or actuarial science course of study at a Missouri college or university.

There are also scholarships available to deserving Missouri resident business students majoring in insurance or a related area of study at a Missouri college or university. There is one $2,500 C. Lawrence Leggett Scholarship and five $2,000 scholarships available, one of which is named after former long-time MAIA employee, Judy Bish. To qualify for these, the applicant must be a junior or senior at an accredited college or university in Missouri during the fall semester of 2015.

Applications for all of these scholarships must be received by March 31, 2015. The selection of recipients is made by the MIEF scholarship committee. The applications can be found at www.mief.org.

A new logo for

a new era.

Upon our acquisition

by National Indemnity

Company/Berkshire Hathaway

in October of 2012, a new and

improved GUARD emerged. A year later,

we are pleased to introduce a new logo that

better reflects our ENHANCED GUARD BRAND. As

you can see, we highlight the immense resources available

to us through our ultimate parent as we continue climbing to the

top of our industry . . . while retaining reminders of the steps behind

us – an assurance that the best of our old values still remain.

Join us as we reach new heights: visit www.guard.com/apply

Berkshire Hathaway GUARD Insurance Companies are rated A+ (“SUPERIOR”) by A.M. Best Company and

specialize in small- to mid-sized accounts – featuring Workers' Compensation coverage in 37 states and

complementary Businessowner's Policy (BOP), Umbrella, and Commercial Auto products in select jurisdictions.

GUARDBERKSHIRE HATHAWAY

INSURANCECOMPANIES

Relax...You’ve offered each of your clients a personal umbrella policy.

Right?It might not be quite as relaxing as a day at the beach, but knowing you’ve done everything in your power to protect the customers who trust you to help them will go a long way towards easing your mind.

Offering each and every client an umbrella not only protects those who choose to purchase the coverage. It protects your agency from liability. And it protects your book of business, since studies show that customers who have multiple policies are less likely to move their business elsewhere.

As a Big “I” member, you have access to a stand alone personal umbrella program from A+ rated carrier RLI, featuring:

Limits up to $5 million available

You can keep your current homeowner/auto insurerNew drivers accepted - no age limit on driversUp to one DWI/DUI per household allowedAuto limits as low as 100/300/50 in certain casesCompetitive, low premiums for increased limits of liabilitySimple, self-underwriting application that lets you know immediately if the insured is acceptedE-signature and credit card payment optionsImmediate coverage available in all 50 states plus D.C.

So cover your clients... protect your agency... and profit from umbrella sales!

To access log onto www.bigimarkets.com or visit www.iiaba.net/Umbrella.

Excess UM/UIM available in all states


A full 80 percent of businesses that suffer a data breach fail to recover because they did not have a plan in place to deal with a possible breach. Responding to a breach is a complicated process that requires the assistance of many different professionals.

MAIA is now offering to its members an exclusive program to help protect your agency from information security breaches. This cyber liability program through Beazley is a holistic risk management process that will help train your staff on privacy compliance in addition to handling data breach notification and third party suits. Find the program pricing, applications and more at www.moagent.org/cyber.

BENEFITFEATURED MAIARelax...

You’ve offered each of your clients a personal umbrella policy.

Right?It might not be quite as relaxing as a day at the beach, but knowing you’ve done everything in your power to protect the customers who trust you to help them will go a long way towards easing your mind.

Offering each and every client an umbrella not only protects those who choose to purchase the coverage. It protects your agency from liability. And it protects your book of business, since studies show that customers who have multiple policies are less likely to move their business elsewhere.

As a Big “I” member, you have access to a stand alone personal umbrella program from A+ rated carrier RLI, featuring:

Limits up to $5 million available

You can keep your current homeowner/auto insurerNew drivers accepted - no age limit on driversUp to one DWI/DUI per household allowedAuto limits as low as 100/300/50 in certain casesCompetitive, low premiums for increased limits of liabilitySimple, self-underwriting application that lets you know immediately if the insured is acceptedE-signature and credit card payment optionsImmediate coverage available in all 50 states plus D.C.

So cover your clients... protect your agency... and profit from umbrella sales!

To access log onto www.bigimarkets.com or visit www.iiaba.net/Umbrella.

Excess UM/UIM available in all states

Cyber Liability

Could your agency survive a data breach!?www.moagent.org/cyber

“Great idea and great service to the members. We have studied this issue for years and it took only five minutes to review and approve this purchase.”

- MAIA member

Six reasons you should consider purchasing data breach protection:Data breaches are common among smaller businesses. Some 55% of small businesses responding to a recent survey have experienced a data breach and 53% have reported multiple incidents. If you collect sensitive information from policyholders, you are at high risk.

Responding to a breach is not only costly - an estimated $200,000 - it’s complex. Experts from multiple disciplines may be needed to mount a coordinated response to even a small incident. There is also the specter of regulatory fines and penalties and legal liabilty.

Package policies are not up for the task. Your commercial package policy may have a cyber liability extension, but take a hard look at the coverage it provides. Endorsements usually carry low limits and few options.

You are obligated to protect data you collect. This includes everything from addresses, Social Security and drivers license numbers of employees, policyholders or propects, as well as corporate information.

Even if you outsource data handling, your exposure stays in-house. You may feed data into a third-party agency or document management system, but if your agency’s data is breached, you are obligated to respond.

The exposure is not just from hackers intruding on electronic systems. Breaches are caused by everything from lost, discarded or stolen laptops and smartphones, to innocent procedural errors and acts of disgruntled employees.

1

2

3

4

5

6

Data Security Risk Management is included as a policyholder.NoDataBreach.com provides risk management policies, procedures, training, and other tools to help insureds prevent a breach of confidential data. As a Beazley Breach Response policyholder, you have unlimited access to:

Online compliance materialsFederal and state compliance materials regarding data security, data breaches, and data privacy, including quick tips on many subjects, links to statutes and regulations and updates and electronic notification of significant changes to the online materials.

Step-by-step procedures to lower riskProcedures and online forms to help you understand the scope of personal information, determine where that information is stored, properly destroy personal information that is no longer needed, implement an incident response plan and more.

Training modulesIncludes comic strip training, online training programs, employee training bulletins, webinars for privacy compliance and IT staff and audio and podcast training for managers and employees.

Handling data breachesGuidance provided to help prevent data security incidents and respond to a data breach.

Expert support onlineSupport from consultants/attorneys on data security issues including HIPAA compliance, data breach best practices and computer forensic issues.

Contact our insurance department for more

information!

moagent.org/cyber800-617-3658

[email protected] [email protected]

EXPERTISE IS OUR MIDDLE NAME.With our global expertise, you have the right solutions for all your hard-to-place risks. Ensure your success every time with Burns & Wilcox.

BURNS & CONQUERTHE HARD-TO-PLACE WILCOX

St. Louis, Missouri | 314.819.0400toll free 800.331.4128 | fax 314.819.0440stlouis.burnsandwilcox.com

Commercial | Professional | Personal | Brokerage Binding | Risk Management Services

Overland Park, Kansas | 913.451.3135toll free 866.476.0439 | fax 913.451.3156overlandpark.burnsandwilcox.com

37019_BURNS_MiddleName_Ad_Resize_MissouriAgent MO1 KS1.indd 2 1/29/15 2:17 PM


insure that the company has the appropriate filing for any product requiring a rate filing to allow such a fluctuation in the issuance of a policy. An accepted format for a producer service agreement is shown in the insurance regulations, available on the department website, at 20 CSR 700-1.100.

Referral feesProducers often ask if they are able to pay some sort of fee to an individual for referral of business to the producer, when the referring person is unlicensed. The answer is a producer can, but should be very cautious in doing so. Section 375.076.4 RSMo specifically states an insurance producer may pay or assign consideration “to persons who do not sell, solicit or negotiate insurance in this state.” Of course, persons who do sell, solicit or negotiate insurance in this state must be licensed. Those who do not, do not require a license. However, when paying compensation to an unlicensed person a producer needs to have a clear understanding with that person that they shall not engage in any practice which could be considered selling, soliciting or negotiating insurance. Missouri has an excellent regulation, found at 20 CSR 700-1.020, which provides an outline of activities which do constitute sale, solicitation or negotiation of an insurance contract, and also provides safe harbors of activities which do not require licensure. I think it is always wise to refer to any compensation paid to an unlicensed person as a referral fee. Although the statute uses terminology of assigning commissions, when you tell someone they are getting a commission they may be inclined to think they should be involved in the selling of the product, which then of course, would require licensure. Producers should just be very cautious about these arrangements and very clear to the unlicensed person as to the limitations of their activities.

thelegalside

continued from page 9

MAIA Coming Events

Small Agency ConferenceMarch 26-27, 2015, Holiday Inn, Columbia

Up To 10

Hours of CE

About the ConferenceThis annual conference is designed to meet the unique education and networking needs of small to mid-sized agencies. Consequently, these agencies come from both metropolitan areas as well as small towns. Includes a trade show with nearly 100 companies exhibiting, timely education programs, CIC and CISR conferment ceremonies, and opportunities for networking.

Featuring• Keynote: Michael Bazzell,

Protecting Yourself from Internet Crime

• Risk Management Session• Technology Roundtables• Value of Account Rounding

Session• Workers’ Compensation Session• Optional E&O Seminar• Optional Crawfish Feast• HUGE Trade Show!

Joint Leadership & Young Agents ConferenceJuly 22-24, 2015, Tan-Tar-A Resort, Osage Beach

CE Filed &

Pending

About the ConferenceThe Leadership Conference is host to agency principals and manag-ers from any size agency and it combines education and celebra-tion. The Young Agents Conference is designed to help new produc-ers succeed through motivation, education and networking oppor-tunities. The conference boasts a golf tournament, trade show and installation banquet with dance and casino night!

Featuring• Keynote: Fred Barnes,

The Political Landscape in Washington

• Workflows & Procedures Session• Recruiting Staff Session• Legislative Luncheon• Cyber Liability Session• Managing Your Brand Session• Sales Session• Young Agents Lounge

E&O Seminars6

Hours Ethics

CEMarch 25, 2015 - Holiday Inn, ColumbiaE&O Seminar: The Challenge of Change Including Mock TrialRichard Pitts

May 12, 2015 - MAIA Headquarters, Jefferson CityE&O Risk Management: Meeting the Challenge of ChangeSamuel T. Bennett, CIC, AFIS, CRIS, CPIA

There has never been a better time to co-brand and promote your agency with Trusted Choice. Our three tiers of reimbursement can help offset your advertising costs. You have the freedom to apply for any or all of the reimbursement options.

UP TO$100

TIER Receive up to $100 for co-branding your promotional items and/or your website using the Trusted Choice logo.Receive 50% of the invoice amount, up to $100 total.

UP TO$750

TIERReceive up to $750 when you purchase a digital advertising package.

UP TO$750

TIER Receive up to $750 for using the Freedom Campaign advertising materials.

Receive 50% of the invoice amount, up to $750 total.

MARKETING REIMBURSEMENT PROGRAM

POTENTIAL OF

$1,600An agency that takes advantage of all 3 tiers can be reimbursed a maximum of $1,600 in 2015 per agency location.

Kiescha Cherry(703)[email protected]

Jo Buckley(703)[email protected]

For Tier 3 contact:For Tiers 1 & 2 contact:


IIABAnews

Big “I” services to help membersCustomer service experience

he new Best Practices series The Customer Service Experience: An Independent Agent’s Guide to Serving Today’s Consumer is now available. To be released

in 11 installments, this insightful series will provide direction on meaningful, valuable and profitable customer service as a foundation of agency business.

Your independent agency today has more opportunities to prosper than ever before in the history of the insurance industry. The complexion of today’s marketplace allows your agency to be the hub of its own community as well as a member of many other communities – all populated by consumers. Some of these consumers are your customers, and you want to make sure they stay with you. Others are prospective customers who need to be convinced to do business with you.

The long-term success of your business depends on customers, so you cannot overstate the importance of customer service. So before you try to sell another policy, you should consider two key questions: Who is today’s consumer? What should “customer service” mean in today’s marketplace?

This online guide (found at iiaba.net Best Practices page under the Resources tab) provides direction that will help you to confidently and efficiently provide meaningful, valuable and profitable customer service as a foundational component of your business.

Check out the first installment, “Meet today’s insurance consumer” on page 47.

Marketing reimbursement programIn order to deliver the brand experience

to your customers consistent with Trusted Choice, Trusted Choice will reimburse a portion of expenses, up to $1,600, incurred in 2015 by Trusted Choice agencies in co-branding advertising and marketing materials, and in creating or updating a digital presence to include the Trusted Choice logo, link to the Trusted Choice website and Pledge of Performance. This is not meant to replace

your agency’s brand, but to complement it by including the Trusted Choice branding in your marketing efforts. Reimbursement will only be made for use of the Trusted Choice logo (not the IIABA association logo, which looks very similar). All reimbursements made will be according to a tiered schedule, which is detailed out to the left. You can find the application and more details at moagent.org/TrustedChoiceMRP.

Member guide to NARAB IINow that the National Association of

Registered Agents and Brokers has passed Congress along with a six-year TRIA extension, Big “I” members across the country may be wondering, “What exactly does it do?” To answer this question, the Big “I” has created a Member Guide to NARAB II. The document delves into some key points on how exactly NARAB will work, including the process of applying for membership, the benefits of membership, the role of the NARAB board of directors and the next steps for implementation.

This document can be found on MAIA’s website in the Legal and Regulatory section of the Answer Center under the Resources tab.

t

A.M. Best rating of “A”(Excellent) FSC “XII”

Connect with us

I AmTrustedJoin our unmatched team of independent agents offering workers’ comp and commercial lines insurance, including:

• Small-Business, Multi-Line Coverage

• 6th Largest National Workers’ Comp Provider

• A.M. Best rating of “A” (Excellent) FSC “XII”

Visit us at Booth #51 at the MAIA Small Agency Conference • March 26-27, 2015

amtrustnorthamerica.com • 877.528.7878

Missouri Agent 8.5x11 Date.pdf 1 1/23/15 8:57 AM


regulatoryactionsEnforcement actions• Jeremy N. Alderman, Hingham, Mass.,

voluntary forfeiture of $250.• Antone M. Allen, St. Louis, Mo., motor

vehicle extended service contract producer license application refused.

• Automotive Risk Management & Insurance Services, Inc., Stockton, Calif., business entity producer license application refused.

• John Barringer, Lakewood Ranch, Fla., voluntary surrender of insurance producer license.

• Diamond Mercedes Boyd, St. Louis, Mo., motor vehicle extended service producer license application refused.

• Odis Buckley, St. Louis, Mo., motor vehicle extended service producer license application refused.

• Catherine Burleigh, Independence, Mo., voluntary forfeiture of $250.

• Lawrence S. Buscher, St. Louis, Mo., insurance producer license granted under special conditions.

• Shakar A. Butler, St. Charles, Mo., motor vehicle extended service contract producer license application refused.

• Michael T. Carron, Florissant, Mo., insurance producer license renewal application refused.

• Steven Ronald Dennis, Florissant, Mo., motor vehicle extended service producer license application refused.

• David Anthony Dillard, Florissant, Mo., motor vehicle extended service producer license application refused.

• Brandon M. Earls, St. Louis, Mo., motor vehicle extended service producer license application refused.

• FCHCN Insurance Agency, Inc. d/b/a HIFE Health Insurance for Everyone, Fort Lauderdale, Fla., voluntary forfeiture of $250.

• Fidelity Title Agency of Springfield, Inc., Springfield, Mo., voluntary forfeiture of $1,500.

• Greg Filippo, Boca Raton, Fla., motor vehicle extended service contract producer license application refused.

• Jasmine Foster, Wahiawa, Hawaii, voluntary surrender of insurance producer license.

• Brandon Kelly Gibson, Garland, Texas, insurance producer license issued under special conditions.

• Jesse Ray Gore, Kennett, Mo., insurance producer license revoked.

• James Anthony Griffin, St. Peters, Mo., motor vehicle extended service contract producer license application refused.

• Charles S. Hamilton, III, Bellefontaine Neighbors, Mo., motor vehicle extended service producer license application refused.

• Kevin Harrington, Lincoln, Neb., voluntary forfeiture of $250.

• Deidre Maria Hernandez, Independence, Mo., voluntary surrender of bail bond agent license.

• Melanie Hitt, St. Peters, Mo., voluntary forfeiture of $250.

• Nathan Jenson Horne, Springfield, Mo., insurance producer license granted under special conditions.

• Desirae Jenkins, Columbia, Mo., voluntary forfeiture of $250.

• Kyle Judy, St. Peters, Mo., voluntary forfeiture of $250.

• Christian Korbakis, O’Fallon, Mo., motor vehicle extended service producer license application refused.

• Norman J. Michaels, Katonah, N.Y., insurance producer license revoked.

• Moark Insurance Firm, LLC, Doniphan, Mo., business entity producer license revoked.

• Robert M. Moore, Nashville, Tenn., insurance producer license revoked.

• Carrie Lynn Oyarzabal, St. Louis, Mo., insurance producer license revoked.

• Derrick S. Page, Rogersville, Mo., insurance producer license application refused.

• Rodney Palmer, Olathe, Kan., voluntary forfeiture of $250.

• Nicholas Parisi, O’Fallon, Mo., voluntary forfeiture of $250.

• Joel Randazzo, Oswego, Ill., voluntary forfeiture of $250.

• Kent Jackson Rhoades, Mountain Home, Ariz., voluntary forfeiture of $250.

• Michael Rush, Colorado Springs, Colo., voluntary forfeiture of $250.

• Gordon Russell, St. Louis, Mo., public adjuster license application refused.

• Joseph T. Schmidt, O’Fallon, Mo., motor vehicle extended service producer license application refused.

• Christopher Sharp, Lee’s Summit, Mo., voluntary forfeiture of $300.

• David Leroy Stephens, St. Louis, Mo., insurance producer license application refused.


Missouri Agent 8.5x11 Date.pdf 1 1/23/15 8:57 AM


• Bankers Fidelity Assurance Co., Atlanta, Ga., effective 12/11/14, changed its name from Direct Life Insurance Co.

• Blueshore Insurance Co., Burlington, Vt., effective 11/7/14, changed its name from Pathfinder Insurance Co.

• Catamaran PBM Services LLC, Milwaukee, Wis., effective 12/16/14, changed its name from Restat, LLC.

• Clarendon National Insurance Co., New York, N.Y., effective 12/12/14, redomesticated to New Jersey.

• Convenient Care Plus LLC, Omaha, Neb., effective 12/26/14, withdrew as a Discount Medical Plan.

• DSM USA Insurance Co. Inc., Boston, Mass., effective 12/16/14, redomesticated to Texas.

• Employers Fire Insurance Co. (The), Canton, Mass., effective 11/10/14 redomesticated to Pennsylvania.

• Euler Hermes North America Insurance Co., Owings Mills, Md., effective 11/3/14, added B3 (Fidelity and Surety) authority.

• General Automobile Insurance Co., Inc. (The), Nashville, Tenn., effective 12/18/14,

• Ronald Stoddard, Kissee Mills, Mo., voluntary surrender of bail bond agent license.

• Judy A. Taylor, Camdenton, Mo., voluntary forfeiture of $250.

• Charles Edward Thompson, III, St. Peters, Mo., motor vehicle extended service contract producer license application refused.

• Jabari Washington, Grandview, Mo., insurance producer license application refused.

• Charles H. Weathers, Doniphan, Mo., insurance producer license revoked.

• David L. Williams, West Jordan, Utah, voluntary forfeiture of $250.

• Randy Michael Zagarri, St. Louis, Mo., motor vehicle extended service contract producer license application refused.

Company changes• Aetna Life Insurance Co., Hartford, Conn.,

effective 12/31/14, Chickering Claims Administrators merged with and into Aetna Life Insurance Co.

regulatoryactions continued from page 43

Full service branch offices

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was admitted with B1 (Property), B2 (Liability) and B5 (Miscellaneous) authority.

• GMT Auto Sales Inc. d/b/a St. Louis RV Sales, Florissant, Mo., effective 12/16/14, registered as a Motor Vehicle Service Contract Provider.

• Knightbrook Insurance Co., Valley View, Penn., effective 11/3/14, added B3 (Fidelity and Surety) authority.

• Kroger Prescription Plans Inc., Cincinnati, Ohio, effective 12/29/14, was admitted as a Third Party Administrator.

• Lee’s Summit Dealership Inc., Lee’s Summit, Mo., effective 11/13/14, registered as a Motor Vehicle Extended Service Contract Provider.

• MetLife Insurance Co. USA, Tampa, Fla., effective 11/14/14, changed its name from MetLife Insurance Co. of Connecticut and redomesticated to Delaware.

• MetLife Investors Insurance Co., Tampa, Fla., effective 11/14/14, merged with and into MetLife Insurance Co. USA.

• Motor City Auto Inc., St. Louis, Mo., effective 12/26/14, registered as a Motor Vehicle Extended Service Contract Provider.

• OneBeacon America Insurance Co., Canton, Mass., effective 11/10/14, redomesticated to Pennsylvania.

• Partners Alliance Corporation, Poway, Calif., effective 11/12/14, registered as Motor Vehicle Extended Service Contract Provider.

• Puritan Life Insurance Co. of America, Addison, Texas, effective 11/26/14, redomesticated to Texas.

• RGA Americas Reinsurance Co. Ltd., Chesterfield, Mo., effective 12/03/14, was approved as a Certified Reinsurer in Missouri.

• Tokio Millenium RE AG US Branch, Stamford, Conn., effective 12/15/14, was added to the list of authorized reinsurers in Missouri.

• Travers Automotive Inc., Ballwin, Mo., effective 12/26/14, registered as a Motor Vehicle Extended Service Contract Provider.

• Vehicle Administrative Services Ltd., Dallas, Texas, effective 12/16/14, registered as a Service Contract Provider.

• Wildlife RPG Inc., Lemoyne, Penn., effective 11/12/14, registered as a Purchasing Group.

Market conduct examinations• American Interstate Insurance Co., Deridder,

La., stipulation of settlement and voluntary forfeiture of $58,000.

• American National General Insurance Co., Springfield, Mo., stipulation of settlement and voluntary forfeiture of $4,000.

• American National Property & Casualty Co., Springfield, Mo., stipulation of settlement and voluntary forfeiture of $4,000.

• Auto Owners Insurance Co., Lansing, Mich., stipulation of settlement and voluntary forfeiture of $39,600.

• Bloomington Compensation Insurance Co., Bloomington, Minn., stipulation of settlement and voluntary forfeiture of $4,750.

• Employers Assurance Co., Reno, Nev., stipulation of settlement and voluntary forfeiture of $7,750.

• Employers Preferred Insurance Co., Reno, Nev., stipulation of settlement and voluntary forfeiture of $21,000.

• Humana Insurance Co., Green Bay, Wis., stipulation of settlement and voluntary forfeiture of $161,800.

• Michigan Millers Mutual Insurance Co., Lansing, Mich., stipulation of settlement and voluntary forfeiture of $5,000

• Owners Insurance Co., Lansing, Mich., stipulation of settlement and voluntary forfeiture of $23,400.

Financial examinations• Family Benefit Life Insurance Co., Tulsa,

Okla., order adopted as filed.

www.keystoneinsgrp.comwww.kkeysttoneiinsgrp.com

For more information please contact: Elizabeth Schenk at 888-892-5905 or [email protected].

COMING TO MISSOURIMAY 13th

onsumers are connected. How do you reach them and interact with them? The American economy is driven by consumers who want and expect to help

and serve themselves. Social networking sites such as Facebook, consumer review portals such as Yelp, e-commerce sites such as eBay and Amazon, and community sites such as Craigslist and Wikipedia are the go-to tools for finding information and answers, shopping and buying, and getting things done. Researchers have dubbed this trend “the groundswell.” Today’s empowered consumers are taking different routes to get where they want to go.

Researchers at Forrester have segmented U.S. adult consumers by social technographic:

Today, most personal insurance consumers begin their search for new coverage online. In fact, nearly 80 percent of auto insurance shoppers use some form of online research. Only 20 percent depend on an agent alone to do their research, according to the 2012

cMeet today’s insurance consumer

McKinsey Auto Insurance Consumer Insights Research.

“Today’s consumers have more power and information than ever before. Consumers today expect that their questions are resolved quickly and that those answers are trustworthy. Consumers no longer need information, they desire advice and direction from a seller who is courteous, prompt, and knowledgeable.”

Professional service remains vital. Yet, at the same time, consumers want to interact with product and service providers in insurance and financial services. For example, research

“Almost nobody buys online. Consumers don’t like to buy it online. They want to talk to a trusted advisor.”

Bob Rusbuldt, president & CEO, IIABA




SUPPORT YOUR MISSOURI WHOLESALERSFor all hard-to-place, Excess and Surplus Lines and specialty accounts.

Call the people that support your organization.

P. O. Box 1496 • Jefferson City, MO 65102(573) 635-0736

American Surplus Lines Agency, Inc. 913-888-8400 877-642-2752 Fax 866-936-0400 www.ASLAINC.netBohrer, Croxdale & McAdoo 417-869-2550 800-779-2550 Fax 417-869-5102 www.bcmins.comBreckenridge Insurance Services, LLC 314-725-8394 800-999-4774 Fax 314-725-4317 www.breckis.comBurns & Wilcox - St. Louis 314-819-0400 800-331-4128 Fax 314-819-0440 www.burns-wilcox.comBurns & Willcox - Kansas City 913-451-3135 866-476-0439 Fax 913-451-3156 www.burns-wilcox.comChris-Leef General Agency, Inc. 913-631-1232 800-548-0491 Fax 913-631-1128 www.chris-leef.comGateway Underwriters Agency, Inc. 314-238-0070 800-325-7652 Fax 314-238-0065 www.gua-stl.comGraham-Rogers, Inc. 918-336-2800 800-456-8123 Fax 918-336-7196 www.graham-rogers.comGresham & Associates 417-823-3924 866-251-9646 Fax 417-823-3979 www.gresham-inc.comJ.M. Wilson 816-561-6700 800-507-8656 Fax 816-561-3331 www.jmwilson.comMed James, Inc. - Kansas City 913-663-5500 800-255-6503 Fax 888-216-2014 www.medjames.comMed James, Inc. - Springfield 417-886-3535 800-255-6503 Fax 417-886-2295 www.medjames.comMed James, Inc. - St. Louis 636-524-0080 800-255-6503 Fax 636-524-0088 www.medjames.comM.J. Kelly Company 417-883-2688 800-725-7211 Fax 800-678-7211 www.mjkelly.comSwett & Crawford 314-473-3080 Fax 314-473-3081 www.swett.comWorldwide Facilities, Inc. 314-436-3318 Fax 314-436-4309 www.wwfi.com

Association of Missouri

47004_Surplus Lines_Layout 1 5/29/14 4:06 PM Page 1

Traditional Marketing New MarketingMass marketing Individual/personal marketing

Company focus Customer focus

Tightly controlled brand message Customers control the message

One-way broadcast Multi-directional conversations

Company-created content User-created content

Interrupt: big spending wins Interact: adding value wins

Ad-speak: spin & deception win Transparent & authentic

30-second spot is king Word-of-mouth is king

Source: Project CAP Marketing, 2013

and consumer behavior shows they still need and want what independent insurance agents provide: The overwhelming majority turns to a live person – in person or on the phone – to make an auto insurance purchase.

For a generation, marketers followed a mass-market, megaphone approach. That’s shifted: Today’s marketing environment is interactive and consumer-driven.

Now that you’ve recognized these changes in the environment, it’s time to adapt and work proactively and interactively with today’s connected consumers.

Creating customer connections means gathering what you know about your existing customer base and using that insight to create long lasting customer engagement. Find out how to create a process that starts with the

first contact and continues throughout the customer lifecycle.

There some simple steps that you can take to learn more about the customers you already

continued from page 47


have, and then find ways to leverage that knowledge to attract more just like them.• Determine your ideal customer, melding

together a grouping and finding what makes them all similar. Use things like their age, gender, income, along with their personality traits and buying preferences, then consider their hobbies, their community affiliations, their families, their employment, and other traits that could help define their buying behaviors.

• Next, determine where you most often find your customers. Word of mouth, community involvement, online, via printed marketing materials or ads in the newspaper? Take time to analyze how you acquired the majority of your customers and use that information to start locating more of them!

• Work with your ideal customers to gain insight into why they chose your agency over others. Pick up the phone or send a personal email and ask them to let you know what made them buy from you, why they continue renewing their business and what you offer that others didn’t. Take to social media and solicit feedback; get customers to provide feedback on sites that gather customer reviews.

• Survey your new customers to learn why they chose you, what you offered that was attractive to them, even ask what you could improve upon to help hone your customer image.

Remember, the right metrics will help you analyze every interaction and begin to learn more about your customer base, especially as their needs change or their methods of communication evolve.

Finally, it is important to know that consumers today will come to you from a number of acquisition points, come more prepared than in the past, come with many questions and with reams of research that they have gathered online. They will have collected information about you and your agency and will have likely formed an expectation of the advice and service they will receive. Be up to the challenge!

“‘Connected Generation’ consumers care about our story more than we realize. There is one business lesson that we independent insurance agents need to come to grips with: ‘Tell your story. Be useful.’ Success is that simple.”

Ryan Hanley, Hanley Media Labs

“I am passionate about underwriting

Personal Lines. That enthusiasm gives

me the ability to brighten a customer’s

day and let the agent know that I really

do care about the account they are

sending me. They know I will get

the job done for them.”

Calvin McNamara Personal Lines Manager

Managing General Agency Since 1920

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Visit grinnellmutual.com to discover the many tailored business insurance packages we can offer your clients.

Discover what Grinnell Mutual can do for your

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Visit our booth at the MAIA Small Agency Conference on March 26-27.


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ACUITY names new vice presidentACUITY announced that Shane Paltzer is promoted to vice president - marketing and personal lines following the retirement of Ed Felchner. In his new capacity, he will direct and oversee product and customer development efforts, regulatory compliance, market intelligence and all line underwriting functions in personal lines. Paltzer began his career at ACUITY in June 1992 as a personal lines underwriter and has since served as a commercial lines underwriter, area sales manager and has been the general manager in sales since 2002.

Cameron names new presidentCameron Mutual Insurance Co. is pleased to announce the appointment of Brad Fowler, CPCU, as president and chief executive officer effective January 1, 2015. Fowler, who most recently served as chief operations officer, will assume the role following the retirement of Gary Myers who served as president since November 2009. Fowler has a tenured career of over 29 years with Cameron Mutual, having grown through the company’s leadership ranks beginning in the claims area in 1985, and later serving as branch claims manager, vice president of claims, senior vice president and executive vice president, prior to being named COO in January 2014. Over the years, he provided executive support in information services, research and development, office services, and claims.

Columbia promotes from withinOn January 6, 2015, Columbia Insurance Group promoted Michael LeBlanc, CPCU, to vice president of claims, a newly created position for the company. LeBlanc brings 31 years of claims experience to this new role, 26 of them in claims management positions in various locations around the country. He is relocating to the home office from the Atlanta branch office where he worked for nearly five years as the branch claims manager. In his new role, LeBlanc will supervise corporate and branch claims operations to ensure quality customer service, and he will be responsible for augmenting Columbia’s claims department to better meet market demands.

SECURA reaches milestoneSECURA Insurance achieved a milestone in its nearly 115-year history. It reached $500 million in direct written premium, connected to profitable growth and its strong business partnerships with independent insurance

agents over the years. “As a mutual company, we focus on long-term profitable growth,” said Dave Gross, SECURA’s president and CEO. “That’s critical for making business decisions that are in the best interests of our policyholders, agents, and employees. Premiums paid for insurance are placed in safe investments to assure those dollars will be available to pay claims.” Independent insurance agents in 12 states represent the company, which provides a broad range of commercial, personal, specialty, and farm-ag products.

Grinnell Mutual offers scholarshipsGrinnell Mutual Reinsurance Co. and its independent agents will award 60 Road to Success Scholarships of $1,000 each to college-bound high school seniors in 2015. The scholarships recognize students for their excellence in the classroom and behind the wheel. The scholarships are available to students throughout Grinnell Mutual’s 11-state writing territory to those insured through a personal auto policy with Grinnell Mutual. The scholarships are not available to dependents of Grinnell Mutual employees or affiliated agents. Scholarship winners will be chosen at random from eligible applicants. To learn more and to apply, download an application at grinnellmutual.com. All applications must be submitted to Grinnell Mutual by March 15.

Paltzer

Fowler

LeBlanc



Cincinnati announces high net worth expansionOver the next five years The Cincinnati Insurance Co. expects to enhance products and services to independent agents serving high net worth personal lines clients. The plan includes marketing the

products in the company’s current states and is expected to expand its personal lines footprint to additional states including Texas, Massachusetts, New Jersey and California. To prepare, the company has formed dedicated high net worth underwriting and inspection teams and increased capacity to cover homes up to $10 million through its Executive Classic™ homeowner product.

In 2015, the company will file for regulatory approval to begin the rollout of a new suite of insurance products serving the unique needs of high net worth personal lines clients – Executive Capstone™. Executive Capstone will offer higher coverage limits and new options for home, automobile, excess liability, watercraft and valuable article products. The suite of products will replace the Executive Classic product once fully rolled out.

J.M. Wilson promotes brokerage manager J.M. Wilson is pleased to announce the promotion of James Reincke as brokerage manager for the newly formed brokerage department. Reincke is responsible for developing and strengthening new and existing agency and company relationships, as well as growing the brokerage book of business for 21 states. Reincke began with J.M. Wilson in 2006 as a commercial underwriter, before being promoted as Wisconsin branch manager in 2011. With nearly 14 years in the insurance industry and 10 years working in a managing general agency, Reincke is well equipped to be the go-to resource for unique brokerage accounts.

EMC best companies for leadersFor the third consecutive year, EMC is listed as one of the 40 best companies for leaders in the Jan/Feb 2015 issue of Chief Executive magazine. EMC ranks 4th this year, jumping from 26th in 2014. The annual ranking is based on a survey of organizations worldwide conducted by Chief Executive in cooperation with Chally Group Worldwide.

Billings names new agency managerBillings Mutual Insurance Co. is proud to name Crystal Hemphill as its new agency manager. Hemphill has worked for BMI since 2010, previously in the claims and underwriting departments. Her new duties will include marketing, public relations, and working with agencies one-on-one. She looks forward to making frequent visits to meet all of the company’s agents and spreading the word about the company’s personal lines and commercial programs.

Companies partner to rebuildThe city of Orrick, Mo. received a $7,000 donation last week from three affiliated insurers to help rebuild a community park destroyed by the May 2014 tornado. MAIA Partners CFM Insurance and Grinnell Mutual Reinsurance Co., were represented to present the donation to city officials. “Grinnell Mutual and our Missouri mutual partners provide financial reimbursement to help people move forward when disaster strikes,” said Adam Smith, vice president of reinsurance at Grinnell Mutual. “As insurers, we know that catastrophic weather takes a toll on the entire community. This gift is a small way to show our support and dedication as the city moves forward together.”

Orrick Mayor Cindy Lampton (front row left)

receives $7,000 check from local insurers

relationships

good relationships

run deeper

grow stronger

and weather the storm

214 McElwain Dr. | Cameron, MO 64429 800.326.6511www.cameron-insurance.com

It’s a mutual thing

partnernews continued from page 51

Reincke


Selective releases new productSelective Insurance Co. of America announced the release of The Selective EdgeSM, a new product for customers who have both personal lines auto and homeowners insurance with Selective. Consumers must have both auto and home insurance with Selective to purchase The Selective EdgeSM. The enhanced coverages for auto insurance include vehicle disablement; coverage improvements on pet injury; personal contents; and accidental airbag deployment. The benefits for home insurance include guaranteed replacement cost; increased water back-up coverage; replacement cost for non-building structures; and increased jewelry coverage. Selective will also offer accident forgiveness, loss-free discount, diminishing deductible, newer car replacement and uninsured/underinsured motorist coverage in umbrella over the course of 2015 to complement the current broad slate of auto coverage.

$350k presented to community organizationsACUITY employees recently determined the distribution of a special year-end contribution of $350,000 to six different organizations. Those groups included American Cancer Society, Feeding America, Safe Harbor of Sheboygan County, The Salvation Army, Sharon S. Richardson Community Hospice, and Sheboygan County Health and Human Services. The special contribution adds to ACUITY’s ongoing support to the community throughout the year. Guided by the ACUITY Charitable Foundation, ACUITY contributed $1.25 million to organizations in 2014 and plans to increase that amount to $1.35 million in 2015.

EPA honors Philadelphia InsurancePhiladelphia Insurance Cos. received a 2014 Green Power Leadership Award from the U.S. Environmental Protection Agency (EPA). The annual awards recognize the country’s leading green power purchasers for their commitment and contribution to helping advance the development of the nation’s voluntary green power market. Philadelphia received the award for its exceptional commitment to buying green power and reducing carbon pollution associated with its electricity use and is one of only nine organizations nationwide to receive a Leadership Award for its green power purchase. Philadelphia is currently purchasing nearly 5 million kilowatt-hours of green power annually, enough to meet 100 percent of the organization’s electricity use; and is equivalent to eliminating the carbon dioxide emissions of

nearly 700 passenger vehicles per year, or the amount of electricity needed to power nearly 500 average American homes annually.

New Associate Members• American Management Corp., Renee

Halman, Conway, Ark.

• CIBA Insurance Services, Hank Bujwid, Downers Grove, Ill.

• Echelon Property and Casualty Insurance Co., Neil Piacenti, Chicaco, Ill.

• GMI Insurance, Lynise Walton, Valley Forge, Penn.

• Insurance Technologies Corp., Mary Woodrow, Carrollton, Texas

800-226-3224www.fcci-group.com

“The FCCI Surety team excels at finding creative solutions to get bonds written. One of the things I enjoy most is working along with an agent to help a contractor evolve from being unable to obtain bonds to being the type of contractor sought out by surety companies.”

Dan Pikar Senior Contract Surety Underwriter FCCI Insurance Group Midwest Region

Now, let’s talk about your business.

General liability • Auto • Property • Crime

Workers’ compensation • Umbrella

Inland marine • Agribusiness • Surety

Coverage available in 18 states. © 2015 FCCI

MoAgent15_Pikar_4.375x6.5.indd 1 2/2/15 10:33 AM


In MemoriamEdward Yates Sr., Ballwin, Mo. passed away on Jan. 20, 2015 at the age of 71. Edward proudly served his country as a member of the U.S. Army. He was the proud owner of Yates Insurance Services in St. Louis and was a long-time member of MAIA. He is survived by his wife Susan, daughter Stephanie Echols and his son Edward Yates Jr., as well as three grandchildren and two sisters. Memorials are suggested to the American Heart Association.

Signorelli named to Safeco National Advisory CouncilColleen Signorelli of The Daniel & Henry Co., St. Louis will serve on Safeco Insurance’s 2015 National Advisory Council. This council plays a vital role in helping Safeco enhance their customers’ experience, strengthen partnerships and improve business results for both independent agents and Safeco. Safeco has been using advisory councils for more than 10 years to collaborate with agents on solutions that will improve the agent and customer experience. Approximately 140 agents sit on eight regional councils, all managed by agents. The National Advisory Council includes the president and vice president from each regional council. Officers are elected by their peers.

agencynews

The basic classified ad contains a maximum of 35 words (including headline). Cost: $28 for up to 35 words. Blind ads: $42 for a 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 or to Sheryl Van Leer at [email protected]. Ads will be invoiced. Deadline for classified ads: first of month preceding publication.

Crane recognized by SECURAThe Charles L. Crane Agency Co., St. Louis, was named the 2014 top-performing agency for SECURA insurance. This is the agency’s seventh time earing a top-performer award from the company. The Crane Agency has represented SECURA as an independent agency for 21 years. To earn this prestigious recognition, the agency met specific criteria based on their premium volume, profitability, growth, retention and loss history.

New Agency Members• 24Insurance7.com, Mike Becker, Springfield

• Aikens Insurance Agency, Charles Aikens, Thayer

• Air Land and Water Insurance, Jill Jones, Dexter

• Aon Risk Services Central, Tom Redel, Kansas City

• Holmsley Group, Tom Holmsley, Chesterfield

• John Joe Insurance Agency, Todd Joe, St. Joseph

• Midwest Insurance Consultants, Martin Satz, St. Louis

• Premier Options dba Joe Flood Insurance Services, Gary Wirtz, Nixa

• Redwood Financial Group, Gabe Hulsey, Jefferson City

• The Insurance Shop, Walter Capell, Columbia

• Wallace and Associates Insurance Agency, Kimberly Forester, Jackson

Edward Yates Sr.

Crane’s Tom Berra (l) and Mike Reedy (r) accept award

from SECURA’s Dave Gross (c).

Classified Ads

Customer Service RepSt. Charles agency looking for full-time Personal Lines CSR - some experience necessary. Benefits provided. Salary commensurate with experience. Send resume to [email protected].

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UpcomingMAIA webinars

MARCH Mar. 10 .....Business Auto Coverages Mar. 13 ......Top 10 Countdown of Personal Lines Coverages Mar. 16 ......Insuring Toys and Collectibles Mar. 17 ......Ethics and Agent Liability Mar. 18 ......E&O Risk Management - Part 1 & 2 Mar. 19 ......Proactive Claims Strategies for Your Agency Mar. 19 ......Annuities - The Pros and Cons Mar. 24 ......Commercial General Liability Coverages Mar. 24 ......Homeowners Hidden Exposures Mar. 25 ......Unwrapping the New BOP Package Mar. 27 ......Additional Insureds and Certificates of Insurance Mar. 30 ......Commercial Property Coverages

APRIL Apr. 2 .....10 Things Every Commercial Lines Agent Ought to Know Apr. 6 ......Contractors Liability Exposures Apr. 9 ......E&O Risk Management - Part 1 & 2 Apr. 13 ......Who is an Insured Apr. 14 ......Personal Auto Policy Apr. 14 ......Cyber Liability Apr. 21 ......Unlocking the Secrets of D&O Insurance Apr. 22 ......Condominums Apr. 22 ......Deconstructing Property Deductibles to Maximize

Coverage Apr. 23 ......Ethical Dilemmas ... Making the Right Choices Apr. 28 ......Workers’ Compensation Apr. 29 ......Homeowners Hot Topics

Industry BestInstructors

Paul Burkett, J.D., CPCU, CIC, CRM, ARM, ALCMPresident and CEO of Snoaspen Insurance Group, which provides risk management, training and expert witness services to agent E&O carriers.

Richard Clarke, CPCU, CIC, RPLUExperience includes underwriting, agency management, insurance buyer, risk manage-ment consultant, and national brokerage.

Angie Heavener, CIC, CPIAPrincipal of Insurance Training Plus, a consult-ing firm focused on education and agency operations.

Tom Sanders, CIC, CPIAParticipates as a speaker in education pro-grams on advanced life and health topics for insurance agency, brokerage, and company groups throughout the U.S.

Bryan Tilden, CPCU, CIC, CLU, ChFC, ARM, ALCMNational lecturer and expert witness in the field of insurance.

Keith Wilts, CPCU, CICPresident of Professional Training Associates, conducting over 120 training classes through-out the country annually.

Maureen Gallagher, CIC, CRM, CWCC, CWCP, RPLU, LIC, LIA, CWCA, CRIS, CILMAMichigan managing director and national real estate and workers’ compensation brands leader for Assured Neace Lukens.

www.moagent.org/webinars

Missouri Association of Insurance Agents

PROGRAM 2015Listed below are the companies that strongly support the independent agency system and the Missouri Association of Insurance Agents.

DIAMOND

PLATINUM

GOLD EMC InsuranceColumbia Insurance GroupACUITYHealthLinkMadison Mutual Insurance Co.West Bend Mutual Insurance Co.Markel FirstCompGrinnell Mutual Reinsurance Co.Continental WesternUtah Business Insurance Co.

Consumers InsuranceBankDirect Capital FinanceUnited Fire GroupLiberty Mutual InsuranceThe HartfordSafeco InsuranceTravelers InsuranceAnthem Workers’ CompensationInsurance Program Managers Group

SILVER SECURAElectric InsuranceSelective Insurance Co. of AmericaARMtech Insurance ServicesKeystone Insurers GroupSagamore Insurance Co.

Accident FundBailey Special RisksPhiladelphia Insurance Cos.Foremost Insurance GroupCNA

BRONZE Insurisk Excess & SurplusCFM InsuranceUnited Home Insurance Co.Capital Premium FinancingCommercial Insurance UnderwritersEMPLOYERSM J Kelly Co.State Auto Insurance Cos.Amerisure Mutual Insurance Co.Dairyland Auto and CycleBillings Mutual Insurance Co.American Modern Insurance Group

Imperial PFSPatriot National Insurance GroupJ.M. WilsonFCCI Insurance GroupCincinnati InsuranceASNOMAmTrust North AmericaBarton Mutual Insurance Co.BITCO Insurance Cos.Valley Insurance Agency AllianceCameron Insurance Cos.Med James

P ARTNERS

Risk InnovationsUniversal Insurance GroupMidwestern Insurance AllianceGateway Underwriters AgencyUnited HealthcareAuto-Owners Insurance Co.Graham-RogersMOPERMWA Schickedanz AgencySpecialty Insurance ManagersCentricMIT/Windstream

missouri agent march april 2015

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