missouri agent september-october 2209

change is in the air

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Ribbon Cutting and Dedication

Ceremony for the new

headquarters Sept. 29. See

inside for details.

missouri

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WhErE ShoulD You Turn in ThiS ChallEnging MarkET?

september/october 2009 missouriagent 3

contentsSpecial Focus: Leadership ConferenceBest Practices Hit the Spot 22Leadership Awards 23Scrapbook 24MAIA Officers, Directors and Staff 29

Political Football 7Great Resource for Technology and Marketing 21MAIA Headquarters Ribbon-Cutting and Dedication 34MAIA Accountant Says Goodbye After 33 Years 43

AdvertisersAccident Fund 4ACUITY 10Am Trust North America 30Amerisafe 32BankDirect 36BC&M 38Big “I” Markets 20Burns & Wilcox 6CIMI 41Delta Dental 18FCCI Insurance Group 12General Casualty 47JM Wilson 16

DepartmentsFrom the President 5The Legal Side 9From the DIFP 11Errors & Omissions 17Technology 12

Missouri News 40Regulatory Actions 37 Partner News 44Agency News 45Classifieds 46

missouriagentmagazine

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

Publisher Larry CaseEditor Amy J. HoffmanAdvertising Manager Amy J. Hoffman

Officers of the MAIAPresident Belinda Brenizer, CIC, EdinaPresident-Elect Scott Brothers, CIC, JoplinVice President Byron Robison, SpringfieldSec’y/Treasurer Doug Clift, CIC, St. Louis IIABA National Director Mitchell C. Mills, ClintonPIA National Director Richard Minor, CIC, Hannibal Past President Brent Speight, CIC, Montgomery City

Board of DirectorsRegion 1 Ricky Baker, CIC, ChillicotheRegion 2 Steve Heying, CIC, St. PetersRegion 3 Chris Rupp, LUTCF, CIC, LibertyRegion 4 Wil Turner, CIC, BeltonRegion 5 Rick Naught, CIC, CPCU, Jefferson CityRegion 6 Jim Baxendale, CPCU, St. LouisRegion 7 Greg Rebman, CIC, St. LouisRegion 8 Jim Ziolkowski, CIC, ChesterfieldRegion 9 Lorie Downing, CIC, CarthageRegion 10 Kevin Krueger, LUTCF, BolivarRegion 11 Steve Rackley, CIC, CISR, GainesvilleRegion 12 Randy Baker, KennettAt-Large #1 Brian G. Harrison, CIC, ColumbiaAt-Large #2 Ted Schroeder, UnionAt-Large #3 Bob Feuerbacher, St. LouisCo. Rep. Mike Pollard, Lincoln, Neb.Co. Rep Fred Shaw, Liberal

Staff of the MAIAExecutive Vice President Larry CaseVice President of Operations Carol DulleInsurance Services Manager Leona LoethenMarketing Manager Lindsay SchmidtFinancial Manager Sheryl Van LeerEducation Coordinator Laura BerendzenEditor Amy J. HoffmanEvents Manager Jeanne BerhorstCustomer Service Representative Theresa FlippinCustomer Service Representative Monica MizeMembership Representative Kelli FindleyEducation Coordinator Emily KoenigsfeldAdministrative Assistant Dawn Christian

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

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

Address & Other Changes

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

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

© 2009 Missouri Association of Insurance Agents

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

Volume 18, No. 5

MAIA Education 42MAIA Partners 48MEM Insurance 2Midlands Cos. 35Missouri Rural Services 8Ringwalt & Liesche Co. 13SECURA 28Surplus Lines Assn. of Missouri 17Swiss Re 14Truckers Insurance 45Valley Insurance Agency Alliance 44

change is in the air

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Ribbon Cutting and Dedication

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headquarters Sept. 29. See

inside for details.

missouri

TOP

Thank you for your partnership in driving our success!

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

Since we began our national expansion in 2000, our goal has never been to become the biggest workers compensation insurer. However, we take pride in this

ranking because we’ve achieved it by remaining true to our business

model — delivering franchise value and partnering with you to provide

superior service and value for our policyholders.

w w w . a c c i d e n t f u n d . c o m

Thank You, Agent Partners!

AF10Ad_TennesseeAgent.indd 1 7/10/2009 10:09:42 AM


TOP

Thank you for your partnership in driving our success!

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

Since we began our national expansion in 2000, our goal has never been to become the biggest workers compensation insurer. However, we take pride in this

ranking because we’ve achieved it by remaining true to our business

model — delivering franchise value and partnering with you to provide

superior service and value for our policyholders.

w w w . a c c i d e n t f u n d . c o m

Thank You, Agent Partners!

AF10Ad_TennesseeAgent.indd 1 7/10/2009 10:09:42 AM

Haven’t we been hearing about change from the media for more than two years now? We do live in a society and work in a business that is constantly changing. Sometimes change is good, such as the history-making construction of our new office building.

It’s hard to believe that at this time last year, we were holding a ground breaking on the lot that is now the site of a beautiful new office building. As we make the move to the new location, we are all excited about the new opportunities the facility will enable the association to provide to its members. The building will house the staff and operations functions, as well as our state-of-the-art training center, including a classroom for up to 100 people, multimedia facilities, a catering-style kitchen area, reception areas and plenty of parking.

The training center will be available for MAIA company partners, industry partners such as user groups, and agency members to use for meetings, training classes or legislative functions in a centralized location at a discounted rate. This office belongs to you, the members of MAIA, so please stop by and visit it and plan on attending the ribbon-cutting and dedication ceremony September 29.

Speaking of change, this past June, we held our annual MAIA long-range planning meeting. We had identified key areas that we wanted to work on last year, but we needed to refine them for the 2009-10 year. The committee chairs for the three conferences and the Education Committee chair met with each board member to discuss what was working, areas we needed to improve and how to consistently track data associated with our classes and conferences. We have listened to suggestions from our membership and will be offering a systematic approach for training and education, both

in the new Risk Specialist classes as well as conference seminar topics.

The members and chairs have also come up with some creative ideas for more flexibility for agencies to participate in more events, such as by offering multiple-conference discounts throughout the year to better fit the varying needs and budgets of the different members for educational and training needs.

The Best Practices sessions at the Leadership were just the start! The session with Jeff Gelona on producer motivation and sales training was one of the best I have ever attended. The Best

Practices track format will be used as a model for all of our events to help meet your agency needs. There will be sessions to fit each level of agency member over the next few years with coordination among our various committees.

We are more focused than ever on educational opportunities for our members. One of the key elements of the “statement of purpose” for our association is to “promote insurance education among its members and encourage greater public understanding of the business of insurance” Our Education Committee is actively working on planning new classes for the 09-10 calendar on top of the standard CIC and CISR programs.

We want to go beyond with the two-day Risk Specialist series with topics ranging from financial institutions and contractors to truckers and executive risks. By holding the classes in the

Change! Change!

Belinda BrenizerMAIA President

continued on page 16

As we make the move to the new location, we

are all excited about the new opportunities the

facility will enable the association to provide to its

members.

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Ah, the dialog of September! Water-cooler conversation is evolving into “plotting a successful offense” and “faking out the opposition” or “making a great end run.” And, if there’s time, members of Congress might even discuss their favorite football teams.

Of course, the topic of conversation I am speaking about is the proposed health care reform. I really don’t have to tell you what this means and what is at stake for your clients.

The most onerous section of the proposals is the creation of a government-run “public option.” I do not think there are very many people who believe this is a desirable outcome if they truly understand what it includes. Even proponents who argue that it is designed to operate on a level playing field with private health insurance and keep the private market honest do so with their tongue in cheek.

Any government-run plan would not be subject to state premium taxes and would enjoy exemption from lawsuits faced by private providers. Those and other advantages would mean anything but a level playing field. Indiana Representative Mike Pence put it best when he noted that a government-run option “competes with private insurance the way an alligator competes with a duck.”

So, let’s examine where we are and what needs to be done to restore sanity to this debate. First, we have what is generally

recognized as the best health care system in the world. Is it perfect? No. Does it need reform and can that be accomplished? Yes. But, that does not mean we need to throw out the entire system and attempt to emulate inferior systems.

We support health care reforms that address system shortcomings. These include removing pre-existing condition exclusions in policies, revising rating bands, improving portability, and other reforms that will make health insurance accessible, more affordable and more transparent. And, there are ways to provide financial assistance for those who need it.

All of this can be accomplished by reforming the system rather than throwing it out; moreover, it can certainly be done more effectively and at less cost than creating multiple new government bureaucracies, including a “Health Choices Commissioner,” a “Telehealth Advisory Committee,” or an “Advance Care Planning Consult,” among others. We might even throw in a bit of tort reform for additional cost savings.

Why, then, is there such an effort to push this government-run system? Well, you could simply take some of the players at their word. Many of you have seen the You Tube videos of Illinois Representative Jan Schakowskey and Michigan Representative Debbie Stabenow and House Financial Services Committee Chairman Barney

Political Football

Larry CaseMAIA Executive Vice President


myturn

It’s Not PoliticsIt’s Your LivelihoodBoth your state and your national associations work hard to protect your business, inform elected officials about the impact of proposals on you and your clients, and help elect candidates that support your interests.

MAPAC (Missouri Agents Political Action Committee) depends on your donations to accomplish our goals in the Missouri Legislature.

InsurPAC depends on your donations to accomplish our goals in Congress.

Visit www.missouriagent.org for information on how to make your contribution today.


As the financial world swirls in Washington, D.C., with debates about the future of multiple lines of insurance, agencies need to think seriously about how changes will affect the relationships producers have with their agencies. Many of the current legislative proposals could dramatically alter how producers would operate in the future.

Health insurance proposals could reduce or eliminate health insurance as an income stream for producers. Proposals for total or partial federal regulation of insurance could change the licensing and regulation of insurance sales, and thus also change how producers operate. With all those potential changes, existing producer agreements may rapidly become outdated, and even those which still remain valid may suffer from the changing opinions of producers as to the fairness of those agreements.

Agencies and producers reach a wide variety of agreements as to their relationships. Some producers work strictly for commissions with no ownership interests in the business produced. Others have immediate ownership interests or achieve some ownership interest after a period of continuous relationship with the agency. In my experience, the form of these agreements is as varied as the number of agencies with producers.

Agreements also vary as to whether they include non-compete provisions. Generally, the agreements I know of rather universally include some form of trade secret protection or non-piracy protection. However, judging from the calls we receive in my office, the increasing pressures of difficult markets, a difficult economy and potential changes in regulation seem to be causing a considerable number of questions for producers as to the contents of their agreements. Agreements reached some years ago may not seem to reflect the current economics of an agency operation either from the producer’s or agency’s viewpoint.

While the potential ramifications of any business protection provisions in a producer contract are too numerous for this article, suffice it to note that Missouri courts will in

some circumstances enforce narrowly drafted non-compete agreements and may more easily enforce non-piracy provisions regarding the business owned by an agency. Even without specific provisions in an agreement, courts may enforce such ownership interests as policy expirations and customer lists under the Missouri version of the Uniform Trade Secrets Act. Absent those provisions, the courts may still impose some protections by means of common law duties of employee loyalty to current or former employers.

Therefore, producers should be very careful before they consider moving their affiliation to another agency. While agency economics may require a producer to re-evaluate existing agency relationships, the potential costs and complications of a change need to be considered as well.

While producers may have concerns about their future revenue streams given the potential changes in the insurance markets, they also should give strong consideration to the potential repercussions of ignoring any restrictive provisions. Courts allow and enforce such restrictive provisions because agencies have invested considerable resources in training and supporting producers and are allowed to protect that investment. Therefore, producers and agencies should be open and forthright about re-evaluating the relationship from time to time in order to determine whether both parties still believe the relationship offers a rewarding future. While renegotiation of an existing contract is never a preferred situation, if the economic expectations of the parties change sufficiently, then it may represent the best option.

While the future may change many aspects of insurance and ultimately affect agent compensation, before a party decides to act independently of the agreement, they should carefully consider what the parties have agreed to in order to reach a producer agreement.

Lewis E. Melahn, JD

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

In a Changing World, Where Do You Fit Producers?

thelegalside


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

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

John M. HuffDirector, Mo. Department of Insurance Financial Instutions and Professional Registration

Leadership Conference Provides Agent-Director Forum

fromtheDIFP

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.

12 missouriagent september/october 2009

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

Last Fall, the Agents Council for Technology sponsored a Technology Forum at the Independent Insurance Agents and Brokers of America’s Young Agents Leadership Institute to discuss generational differences and technology preferences from the perspective of the young agents. The group of more than 70 young people was predominately made up of Generation X (under age 46) and Millennials (under age 28).

In the young agents’ opinion, Boomers (over age 44) are motivated differently from the younger generations. They measure their success in life by their career achievements and seem to assess the productivity of their employees by the number of hours they put in. The X’ers believe they are more willing to try new things and are more impatient than Boomers because they want everything now. They measure productivity by “getting the job done.”

The Millennials are the most tech-savvy, with digital-everything, and are even more impatient than the X’ers: They don’t just want it now; they wanted it yesterday!

The young agents suggested that the best way to describe the generations is to listen to how they greet their friends: Boomers will ask, “How’s your job?” X’ers will ask, “How’s your family?” And Millennials will ask, “What did you do this weekend?”

While everyone in the room smiled at the distinct differences between the generations, there was no dispute that the different generations need to understand one another and work effectively together. Some of the agents said they had been very successful in addressing the natural friction between producers and CSRs (particularly when the differences are generational) by taking the CSRs on client visits to gain a better understanding of what the producer does and the support he or she needs. Likewise, the producers discussed the CSRs’ workflow with them in order to gain a better understanding of their particular needs and frustrations.

The young agents encouraged agency principals to promote a similar discussion of generational differences within the agency and to adopt flexible employee policies that are results driven and reflect the needs of the

Young Agents Speak out on Generation Differences and Technology Needs

Angelyn S. Treutel CPA

technology


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different generations. After all, generations are evolutionary, and each will change their perspectives based upon their life cycles of graduating from college, getting their first job, getting married, starting a family, buying a home, becoming absorbed in their careers and beginning preparations for retirement. The same is true of our customers.

Young people are well suited for the insurance industry because they enjoy working in teams and working with people. They also have a keen insight into how other young people think and are more adept at soliciting their peers as clients. With the profound changes in marketing we are starting to see from the emergence of the Social Web, the younger generations can teach established agencies how to be visible in cyberspace where the young and young-at-heart do their research, purchase products and network. What a wonderful opportunity we have as agents to begin to use these tools as new ways to communicate and network and to establish a

marketing presence to attract new clients.

The young agents pointed out that the Social Web enables them to do virtual networking in a similar way to the in-person networking Boomers have excelled at in their communities. In fact, social networking is putting the person back into the Internet, which promises to put relationship-oriented agents into a stronger position than when the Internet was dominated by large, corporate, direct-writing companies.

Targeting younger consumers may be a longer-term investment because the Millennials may not yet have a need for complex insurance products. But haven’t we discussed capturing these emerging customers when they are young, just as our competitors have done for


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years? Now we have the competitive insurance products to do it. We need to look at the life-time value of these insureds because soon they will be starting families, purchasing homes and establishing businesses. If we have a presence on the Internet forums where they are comfortable, and if we are capable of doing business their way, they will recognize us for what we are – their trusted advisors.

Internet customers are known to lack loyalty, but agents still need to reach out to them, work to develop relationships and add value to their purchasing process. If consumers get quotes and policies with no counseling, there is no added value, and those customers are likely to change carriers frequently. But if agents become part of the process, offering additional quotes, optional coverage and insurance advice, they can change the customers into loyal clients.

As young consumers become familiar with our services, they will seek our advice for their more complex coverage needs. Much research has shown that consumers may do their research on the Internet but that most people still want to do business with and buy insurance from people.

Turning to the technology in the agency office, the young agents expressed extreme frustration with continued processing inefficiencies and voiced the immediate need for all carriers and agencies to embrace Real Time. Consumers demand an immediate response today, and we need to implement the tools to provide it. With Real Time, agents are able to work with their multiple carriers through their agency management systems and comparative raters, rather than having to log on and enter data into multiple carrier websites.

Today’s consumers are bombarded with the advertising claims of direct-writer competitors that can provide quotes in only 15 minutes, and without Real Time processing, independent agents are unable to meet these consumer expectations.

Unfortunately, there is still far too much clerical effort required in the agency office, the young agents added. Agents need to demand

Real Time from their carriers and MGAs so they can provide direct, value-added service to their clients and use their time to create relationships and make sales.

The young agents said that carriers, too, need to be able to provide more of a personal touch and supply dedicated underwriters, rather than taking a 1-800-UNDERWRITER approach, as many currently do. To be most effective, the young producers said they need their carriers to work with them to assist with complex coverage issues and risks that do not quite fit into the “black box.” And the young agents added: please let us know whom to work with if our underwriter is out of the office so that we can handle the risk promptly!

What new competition does the future hold? The young agents feel that Internet distributors, niche marketers and larger cluster agencies will be the forces to be dealt with over the next three years. With new technology emerging at exponential rates, the agency of the future will have great opportunities to expedite sales and servicing. Agencies that stay on top of technology will be best positioned to take advantage of these new opportunities. Technology enables our machines to do the clerical and mundane work necessary to free agents and CSRs to do what they do best – work with people and make sales.

The young agents raised several additional useful and energizing ideas to add value for agency clients, such as offering chat capability on websites, creating specialized sites for niche marketing, providing customer access portals on agency websites, using virtual meetings through the Internet with small business clients, and researching and communicating with clients using social networks.

What is the message? We need to continually reach out to youth, via the Internet and the Social Web, in our advertising and in our communities. Young employees are best positioned to attract young prospects. And agencies that are innovative with technology and those that have flexible, results-driven employee policies will be most likely to attract young employees.

Technology continued from page 13

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


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education center at our office in Jefferson City, we can maintain lower costs to our members.

The Education Committee is also planning more sessions offered in the area of errors and omissions risk management than ever before in order to fill the needs of more agencies. John Huff, the new director of the Department of Insurance, Financial Institutions and Professional Registration, spoke highly of our educational efforts and training classes at the recent Leadership Conference in July.

At the Leadership Conference, we had increased agent attendance with a renewed energy level among the members at a time when we thought the economy would hold back attendance. I had several agents tell me it was the best conference we have had in several years. The tradeshow was once again a success with both members and exhibitors. I personally had several new members asking how they could help by becoming more involved than ever in the past.

Sometimes change is difficult, such as

the new government-controlled health care plan that is being proposed by the current legislation. Back in July, MAIA sent a contingent of agents to Washington, D.C., to attend the Health Insurance Producer Groups Joint Fly-In. They joined a group of more than 1,000 that was composed of members from the Health Insurance Agent and Brokers Alliance, the Council of Insurance Agents and Brokers, the National Association of Health Underwriters, the National Association of Insurance and Financial Advisors, and our national association, the Independent Insurance Agents & Brokers of America. They were able to meet with members of both the House and the Senate to promote the private delivery of healthcare and keeping agents in the delivery mechanism.

I want to personally thank each of you that spent time away from your agencies on our behalf. At this time, we do not know where this action will all fall, but be certain we will have change in our health care system in America. As MAIA members, we need to be on the frontline to communicate both with our senators and representatives and also help our clients during this time to educate and advise them for their health insurance needs.

In Joe Tye’s recent Spark Plug, he spoke of “gratitude being the platform for Hope - hopeful for things to get better.” Unfortunately, all we hear is negative these days with the economy and media doom.

We have so much to be grateful for in our agencies and our association. I am grateful to be part of an association where the director and staff work diligently for the success of its members and care that our association is one of the best in the nation.

I urge each of you to stop for a minute and remind yourself of the things you are grateful for today. It will brighten your day and make you realize what’s important in your life. As your association president, I look forward to meeting more of you and hearing from you about your association needs or ideas. You can reach me by phone at 660-397-2251 or email at [email protected].


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 67 • Jefferson City, MO 65102-0067(573) 635-0736

3D Star Insurance Services 314-436-3318 Fax 314-436-4309 www.3dstarinsurance.comAlexander Morford and Woo, Inc. 417-459-4170 866-285-4217 Fax 866-826-4439 www.amwcorp.comAmerican 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.comBurns & Wilcox - St. Louis 314-819-0400 800-331-4128 Fax 314-819-0440 www.burns-wilcox.comChris-Leef General Agency, Inc. 913-631-1232 800-548-0491 Fax 913-631-1128 www.chris-leef.comContinental American Agency, Inc. 314-241-7969 866-764-8451 Fax 314-241-1474 www.caains.comDavidson-Babcock, Inc. 913-469-1188 800-203-3223 Fax 913-469-1177 www.davidson-babcock.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 800-771-8779 Fax 417-886-2295 www.medjames.comMed James, Inc. - St. Louis 636-524-0080 866-363-1564 Fax 636-524-0088 www.medjames.comMidwestern General 816-246-1200 Fax 816-246-1290 www.mgakcmo.comM.J. Kelly Company 417-883-2688 800-725-7211 Fax 800-678-7211 www.mjkelly.comM.J. Kelly of St. Louis LLC 314-416-4343 877-416-4343 Fax 314-416-4344 www.mjkstlouis.comS.A. Freerks & Associates 314-436-2682 800-342-2601 Fax 314-436-1532 www.safains.comSwett & Crawford 314-821-2699 Fax 314-822-2135 www.swett.comWestrope 816-842-8222 Fax 816-842-3081 www.westrope.com

Association of Missouri

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

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

What Does My E&O Really Cost?

Robert J. BurnsUtica

&errors omissions


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What’s a healthy smile worth? More than you might think. Every dollar spent on preventive dental care saves four dollars or more on costs for more serious oral health problems. And, recent research suggests that good oral health also helps reduce the risks and costs associated with some medical conditions.

Many companies realize that good dental benefits lead to good oral health, and that good oral health improves overall health, leading to a reduction in dental and medical claims costs.

That’s why more companies choose the best, Delta Dental, more often than any other managed dental care company. We are the leader in dental benefits with the nation’s largest network of participating dentists.

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

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

• Coverage: How broad are the coverages?• Experience: Does the company have a

successful track record? Does it have the ability and motivation to hang on through tough times?

• Service: Do you have access to decision makers in claims and underwriting?

• Cost: Is the pricing aimed at being a long-term overall value?

errors&omissions continued from page 17

Many standard insurance company claims and

underwriting practices don’t apply in E&O. You

only gain that insight with experience.

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

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

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

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

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

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

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

• Disaster Planning. Checklists based upon actual agency experiences.

• Future Trends. The latest thoughts on key technology and societal trends and how they will affect the industry.

You can also take advantage of these great features on the new website: Monthly Featured Technology Articles Technology Tips Live and Recorded Webinars Panel Discussions Word-Accessible Articles*

So check out the website. You will find that the agents, carriers, vendors, user groups and industry

representatives participating in ACT have been busy in an effort to provide you with practical information to help you use technology more effectively to enhance

your agency’s productivity, marketing and sales.

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


“specialfocus leadershipconference

Agent response to the newly formatted Best Practices education sessions at this summer’s Leadership Conference was even greater than expected. One agent called Kevin Stipe the best speaker he had ever heard, and attendance at Jeff Gelona’s Thursday-afternoon session was standing room only.

The Leadership Conference Committee made the decision to adopt the Best Practices program as the core of the education sessions in order to give agents a unified and ongoing theory of management from year to year. Best Practices guidelines are built from annual studies of the workflows and operations of the most successful independent agencies nationwide.

The sessions at the most recent Leadership Conference were chosen because they are applicable to agencies of all sizes and lines of insurance. “Mergers, Acquisitions and Valuation,” led by Kevin Stipe, CPCU, of Reagan Consulting in Atlanta, walked attendees through all aspects of agency valuation, as well as growth opportunities such as mergers and acquisitions. Stipe focused on factors specific to the current economy and offered tips to help agents avoid some of the most common M&A pitfalls.

The Thursday-afternoon session, “Best Practices for Creating a Sales Organization,” led by Jeff Gelona, CIC, of Fenell & Associates

Best Practices Hit the Spot

in Ardmore, Okla., was the most popular session of the conference. In it, attendees examined the practices common to the largest and most successful sales organizations in the world, both inside and outside the insurance industry. Gelona pointed out ways to recognize techniques that strengthen an agency’s sales culture.

The final session, “Recruiting, Developing and Motivating New Producers,” also taught by Gelona, focused on how to create outstanding salespeople out of your newest producers. Agents reviewed the elements of a sales cycle and discussed how to introduce new employees to the best methods for finding prospects and turning them into clients.

Future Leadership Conferences will build on the foundation laid this summer, offering Best Practices education sessions on more topics crucial to agency development.

Director Huff Addresses AgentsMissouri Insurance Director John. M. Huff addressed more than 130 members of the Missouri Association of Insurance Agents at the 2009 Leadership Conference, making a strong argument that states, rather than the federal government, should continue to regulate the insurance industry.

Huff held a Q&A on the last morning of the conference with MAIA Executive Vice President Larry Case, who said MAIA strongly opposes federal regulation of insurance, which is being advocated by some in Congress and the insurance industry. Huff agreed that states have successfully regulated insurance for more than 150 years and that the system should continue.

“For a century and a half, states have been protecting consumers, ensuring fair competition and affordable products,” said Huff, director of the Missouri Department of Insurance, Financial Institutions and Professional Registration. “The prospect of an optional federal charter will dilute consumer protections by allowing some companies to choose the weaker regulatory option.”

Huff also addressed the availability and affordability of earthquake insurance in Missouri, especially in the New Madrid Seismic Zone, as well as the department’s transition to the State-Based System. See Huff’s article on page 11 for more information.

Member Comments

I think the committee’s decision to go to

Best Practices issues and make whatever CE credits available

was a great decision.Charles O. Hembree Jr.,

Manchester

I felt this was one of the best conferences I have ever attended.

The material presented was of high importance

to me and was very helpful.

Steve Rackley, Gainesville

Kevin Stipe leads the Mergers, Acquisitions and Valuations class.


specialfocus leadershipconference

Belinda Brenizer Installed as PresidentBelinda Brenizer, Edina, was installed as the 2009-2010 president of the Missouri Association of Insurance Agents at the annual Leadership Conference in July. Five others were also installed on the association’s executive committee.

Brenizer approaches her presidential term ready to embrace the changes in store for MAIA and the industry as a whole. She encourages members to take advantage of the opportunities now available at the new association headquarters, as well as to support efforts to make positive legislative changes to the insurance industry.

Brenizer has worked with a number of MAIA committees over the past 10 years. She began her service on the Small Agency Committee in 1999 and later chaired the committee for two years. She has also served as chair of the Budget/Finance Committee and the Planning Committee. Brenizer was an at-large regional director from 2000-2006.

Her insurance career began when she took a job as the receptionist of Hawkins Insurance Group. Since then, she has worked in all aspects of the agency business. In 1998, she and her husband, JL, purchased the agency, and Brenizer became its president. They later purchased Golden Rule Insurance Agency in Osage Beach, and Brenizer holds the vice president position in that agency.

Other new executive officers installed for the 2009-2010 year are:

President-Elect: Scott Brothers, JoplinVice President: Byron Robison, SpringfieldSecretary-Treasurer: Doug Clift, ManchesterIIABA State National Director: Mitchell Millls,

ClintonPIA State National Director: Dick Minor,

Hannibal

E. Ellwood Willard Award

Jack ChapmanThe E. Ellwood Willard Outstanding Service Award is one of MAIA’s most prestigious awards. Recipients are chosen for their lifelong dedication to the insurance industry and to the association. The 2009 winner of this award was Jack Chapman.

Chapman was chosen for his dedication to workers’ compensation issues and technical coverage questions. He is the appointed agent expert on the Workers’ Compensation

Determinations Review Board with the Missouri Department of Insurance, Financial Institutions and Professional Registration. He was also a founding member of the Missouri Coalition for Equitable Compensation and served as its first chairman.

Chapman currently holds an executive position with Bowersox Insurance Agency Co., St. Louis, and has more than 35 years experience in the insurance industry. He was one of the first agents in the Midwest to earn the Certified Insurance Counselor designation. He served as the president of MAIA from 1988-1989 and was named Insurance Person of the Year in 1992. Chapman has chaired the MAIA Technical Committee for the past decade and has been involved with the Independent Insurance Agents of St. Louis.

Chapman attended the University of Denver and Texas A&I University and completed graduate work at the University of Iowa. His civic involvement includes the Webster Groves Lions Club, Webster Groves Chamber of Commerce and the Tau Kappa Epsilon Fraternity. Chapman and his wife, Ellen Beeson, have two children, J. Eric and Andrew.

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

Chapman accepts his award from outgoing MAIA President Brent Speight.


Leadership Conference Awards



Leadership Conference

Richard Ollis and Louis Landwehr

Above: Installation of Officers

Right: Golfers Ron Harrison and Bob Dowd

Below: Past Presidents Alan Hedrick and Dick Jackson

DIFP Director John Huff speaks at the banquet.



Right: Keynote Speaker Governor Mike Huckabee

Left: Jo Ann Evans poses in her “Death of an Insurance Salesman” costume near the InsurPac booth.

Below: Jo Ann Evans and Dick Minor.

2009-2010 MAIA Board of Directors

Kelly Whiting and fellow field reps

Left: Tony Weishaar with Wil Turner


specialfocus LeadershipConference

Company Rep of the Year

Kelly WhitingMAIA honors company representatives who have demonstrated positive company-agency relations and a desire to support the needs of both agencies and companies.

This year’s honoree, Kelly Whiting, received the award in acknowledgement of her positive attitude, her keen understanding of agency needs, and her willingness to address challenges and find solutions.

Whiting is the sales manager of central and northeast Missouri for Allied Insurance Co. She began her career as a customer service representative intern while studying at Iowa State University, Ames. After graduating, she worked with an insurance agency in Des Moines, Iowa, before joining the claims department of Allied Insurance in 2001. Whiting subsequently worked in underwriting and marketing. She lives in Columbia with her husband, Trevor, and her six-month-old son, Parker.

Young Agent of the Year

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

Company Rep of the Year, Kelly Whiting (left)Alan Hedrick (right), Insurance Person of the Year


Insurance Person of the Year

Alan HedrickThe Insurance Person of the Year award recognizes exceptional commitment to the insurance industry and dedication to MAIA. This year’s recipient, Alan Hedrick, was chosen for his outstanding display of passion, selflessness and energy in his efforts to enhance the insurance industry, the state and national associations, and his community as a whole.

Hedrick is a principal at County Wide Insurance and Real Estate, Dexter, and has served on 10 different MAIA committees in the past 10 years. He was board president in 2006 and a regional director from 1998-2004. Hedrick is also well known for his work on the Technology Committee. In 1999, Hedrick was named Young Agent of the Year.

On the community level, Hedrick endeared himself to many of his neighbors during an ice storm in January 2009 when County Wide opened its doors to the community as a relief shelter, providing food, warmth and respite to those without power, all the while keeping the business operations running at full speed. Hedrick also sprang into action in 2005 to help the owners of a Mississippi independent agency that was destroyed by Hurricane Katrina.

continued from page 23

Kyane Marble


specialfocus Leadership Conference

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

Top Partner

Columbia Insurance GroupFor the company’s continual support of MAIA, Columbia Insurance Group, Columbia, was named the 2009 Top Partner. Roger Birdsong, senior vice president and Columbia branch manager, accepted the award on behalf of the company. The company was also honored as top partner in 1998.

Columbia Insurance Group traces its roots back to the 19th century. It operates with a mission “to build enduring relationships with our customers by providing them value and exceptional service in fulfilling the promises of our insurance products.” The company is rated “Excellent” by A.M. Best and has been named as one of the “Top 50” property and casualty companies by the Ward Group for the fourth consecutive year.

Columbia is a Trusted Choice company and an MAIA Gold Partner.

Committee of the Year

Technical CommitteeThe Technical Committee was honored as Committee of the Year for the members’ persistence in, and devotion to, finding solutions to coverage gaps and claim situations that arise as the result of ISO policy language. The committee gathers each year with 17 other Midwestern states for the MidAmerica Technical Conference, where they engage in a methodical review of policy language and address agent questions.

The Technical Committee took on a new task this year, writing technical coverage articles for Missouri Agent. The articles have generated positive feedback from MAIA members.

The Technical Committee is chaired by Jack Chapman.

Special Presidential Citation

Mitchell Mills and Carol StaffordThe Special Presidential Citation is reserved for an agent who has made a significant contribution to the association. President Brent Speight chose to acknowledge two agents this year, Mitchell Mills and Carol Stafford.

Mills and Stafford were chosen for the award for their outstanding contributions to the development of MAIA’s new headquarters in Jefferson City. As part of the Building Task Force, which is chaired by Mills, the two have invested innumerable hours into the future of the association, reviewing documents, meeting with architects and seeing that even the smallest details are chosen carefully.

Mills is the owner of Mills and Sons, Clinton. He has served for four years as the Missouri State National Director for the IIABA and was MAIA president from 2003-2004.

Stafford is the co-owner and general manager of Stafford and Stafford Insurance, Harrisonville. She has been a member of the Building Design Committee since its inception in 2007.


Top Partner, Columbia Insurance Group

Committee of the Year, Technical Committee

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

Success is finding an advantage.

Outlasting the competition requires outsmarting them. Agents know this. That’s why so many

choose SECURA to help their businesses grow. 1-800-558-3405. Write your own success story.

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Success is finding an advantage.

Outlasting the competition requires outsmarting them. Agents know this. That’s why so many

choose SECURA to help their businesses grow. 1-800-558-3405. Write your own success story.

©20

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3818 Zebra_Secura base ad 11/29/07 11:39 AM Page 1

MAIAofficersanddirectors

PresidentBelinda S. Brenizer, CICHawkins Insurance GroupP.O. Box 100Edina, [email protected]

President-ElectScott Brothers, CICThe InsurancenterP.O. Box 940Joplin, [email protected]

Vice PresidentByron RobisonGreat Southern AgencyP.O. Box 50160Springfield, [email protected]

Secretary/TreasurerDoug Clift, CICBowersox Insurance Agency Co.3537 S. KingshighwaySt. Louis, [email protected]

IIABA State National DirectorMitchell C. MillsMills and SonsP.O. Box 505Clinton, [email protected]

PIA State National DirectorRichard Minor, CIC, CWCAGDC Insurance ServicesP.O. Box 797Hannible, [email protected]

Past PresidentBrent Speight, CICScott AgencyP.O. Box 87Montgomery City, [email protected]

Region 1Ricky Baker, CICRobertson Insurance Services417 Locust St.Chillicothe, [email protected]

no photo available

Region 2Steve Heying, CICSt. Charles Insurance Agency4600 Executive Centre Pkwy. Ste. DSt. Peters, [email protected]

Region 3Chris Rupp, LUTCF, CICJC Rupp AgencyP.O. Box 543Liberty, [email protected]

Region 4Wil Turner, CICTurner Insurance Associates8431 Clint DriveBelton, [email protected]

Region 5Rick Naught, CIC, CPCUNaught-Naught Insurance AgencyP.O. Box 1768Jefferson City, [email protected]

Region 6Jim Baxendale, CPCUMo. General Insurance Agency425 N. New Ballas Road Ste. 201St. Louis, [email protected]

Region 7Greg Rebman, CICO’Connor Insurance Group12140 Woodcrest Executive Dr. Ste. 225St. Louis, [email protected]

Officers Directors


AmTrust North AmericaAn AmTrust Financial Company

more than


Region 8Jim Ziolkowski, [email protected]

Region 9Lorie Downing, CIC, LTCISBeimdiek Insurance AgencyP.O. Box 612Carthage, [email protected]

Region 10Kevin Krueger, LUTCFCapstone InsurorsP.O. Box 524Bolivar, [email protected]

Region 11Steve Rackley, CIC, CISRRackley Insurance AgencyP.O. Box 218Gainesville, [email protected]

Region 12Randy BakerTR Baker Insurance Agency808 Independence Ave.Kennett, [email protected]

At-Large 1Brian Harrison, CICHarrison Agency2100 White Gate DriveColumbia, [email protected]

At-Large 2Ted Schroeder, CICSchroeder Insurance Agency512 E. Main St.Union, [email protected]

At-Large 3Bob FeuerbacherInsurance Concepts of St. Louis8460 Watson Road Suite 130St. Louis, [email protected]

Company RepresentativeMike PollardAllied InsuranceP.O. Box 80758Lincoln, Neb. [email protected]

Company RepresentativeFred Shaw, CIC, CPCUThe Barton GroupP.O. Box 99Liberal, [email protected]

Schuyler

ClarkScotland

LewisKnox

ShelbyMarion

RallsMonroe

Audrain

Pike

Callaway

Mon

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Lincoln

W arren St. Charles

St. Louis

Franklin

Gas

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St. Francois

W ashingtonCrawford

Ste.Genevieve

Perry

CapeGirardeau

Scott

Mis

siss

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New

Mad

rid

Pemiscot

Dunklin

Stoddard

Butler

Ripley

Carter

Reynolds

Iron

Madison

Bollinger

OregonHowellOzarkTaney

Shannon

Dent

TexasDouglas

W right

W ebster

Christian

W ayne

StoneBarry

McDonald

Newton

JasperLawrence

Greene

Polk

Dade

Barton

Vernon

Cedar

LacledeDallas

Bates

Cass

Jackson

St. Clair

Henry

Hickory

Camden Pulaski Phelps

Maries

OsageMiller

Cole

Moniteau

Morgan

Benton

JohnsonPettis

Saline

Cooper

Lafayette

Boone

RayHoward

CharitonCarroll

Randolph

Daviess

Harrison

Mercer

Grundy

Livingston

Linn

Sullivan

Putnam

Adair

Macon

Atchison

Nodaway

Andrew

Buchanan

Platte

Clay

Clinton

DeKalb

Gentry

W orth

Caldwell

Holt 1

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3-45

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6-7-8

Missouri Regions

MAIAofficersanddirectorscontinued


MAIAstaff

Workers’ Compensation Insurance

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Trucking • Manufacturing • Excavation

Sand &

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Actively Seeking Agents in Missouri

Toll Free: 888-758-5036 Fax: 800-450-1091E-mail: [email protected]

www.amerisafe.com

Larry CaseExecutive Vice President

Lindsay Schmidt, AIPMarketing Manager

Carol DulleVice President of Operations

Jeanne Blomberg, AIPEvents Manager

Leona LoethenInsurance Services Manager

Sheryl Van LeerFinancial Manager


Laura BerendzenEducation Coordinator

Amy HoffmanEditor

Kelli Findley, AIPMembership Representative

Emily KoenigsfeldEducation Coordinator

Dawn ChristianAdministrative Assistant

Theresa Flippin, AIPCustomer Service Representative

Monica MizeCustomer Service Representative


The Board of Directors of the Missouri Association of Insurance Agents

cordially invites you to attend a

Ribbon Cutting and DeDiCation CeRemony

for the newHeaDquaRteRs

Tuesday, the twenty-ninth of Septemberat Three o’ clock in the afternoon

3315 Emerald LaneJefferson City, Missouri

Refreshments will be served

Open house from two to five o’ clock


pictures along the way to a new maia home

Installment 5

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Enforcement Actions• Joseph Azar, Hazelwood, voluntary forfeiture of

$1,200 for department allegations of insurance law violations.

• Carey Baskin, Belton, consent order issued to grant insurance producer license under special circumstances.

• Israel W. Bost, Kennett, voluntary forfeiture of $1,000 for department allegations of insurance law violations.

• Reba Brooks, Lawrenceville, Ga., voluntary forfeiture of $250 for department allegations of failing to report an administrative action within 30 days of final disposition.

• William Cayce, Chesterfield, voluntary forfeiture of $5,980 for department allegations of insurance law violations.

• Anthony R. Cruz, Lee’s Summit, voluntary forfeiture of $250 for department allegations of bail bond law violations.

• Israel Cruz, Virginia Beach, Va., voluntary surrender of producer license.

• Dustin Davis, Rolla, consent order issued to grant bail bond or surety recovery license under special circumstances.

• Randy Davis, St. Peters, voluntary forfeiture of $500 for department allegations of bail bond law violations.

• Donovan Edington, Marion, Iowa, refusal to issue insurance producer license filed.

• George Gezendorf, Camdenton, voluntary forfeiture of $300 for department allegations of bail bond law violations.

• Glen Giroux, Chesterfield, voluntary forfeiture of $250 for department allegations of insurance law violations.

• Richard Hayes, Bloomingdale, Ill., voluntary forfeiture of $250 for department allegations of failing to report an administrative action within 30 days of the final disposition of the matter.

• David Heckler, Springfield, Ill., voluntary forfeiture of $250 for department allegations of failing to report and administrative action within 30 days of the final disposition of the matter.

• Clayton L. Hoelsher, Lake St. Louis, refusal to issue insurance producer license filed.

• David Hutchinson, Cape Girardeau, voluntary surrender of producer license.

• Marcus J. Janitch, St. Louis, complaint and request to find cause to discipline filed.

• Richard Lebo, Knoxville, Tenn., voluntary forfeiture of $250 for department allegations of failing to report an administrative action within 30 days of the final disposition of the matter.

• Michael Maner, Houston, voluntary forfeiture of $250 for department allegations of insurance law violations.

• John David Mercer, St. Ann, voluntary forfeiture of $250 for department allegations of insurance law violations.

• Michael Moore, St. Charles, consent order issued to grant insurance producer license under special circumstances.

• Craig P. Morgan, San Antonio, voluntary forfeiture of $500 for department allegations of insurance law violtations.

• Melinda S. Parker, Lee’s Summit, refusal to issue insurance producer license filed.

• Melissa Pell, Kenova, W.Va., refusal to issue insurance producer license filed.

• Sharon Ragsdale, Nixa, refusal to issue insurance producer license issued.

• Jackie J. Redburn, Kimberling City, consent order issued to grant bail bond agent license renewal under special circumstances and voluntary surrender of insurance producer license.

• Francis A. Ritrovato Jr., Crystal City, consent order issued to grant bail bond agent license under special circumstances.

• Kevin E. Ritrovato, Ste. Genevieve, voluntary forfeiture of $200 for department allegations of bail bond law violations.

• Tommy Ruff, Harrison, Ark., voluntary forfeiture of $1,000 for department allegations of insurance law violations.

• Dorian K. Saunders, St. Louis, refusal to renew insurance producer license filed.

• Harold J. Sheilds, El Segundo, Calif., refusal to issue insurance producer license filed.

• Shmara Simmons, Florissant, voluntary forfeiture of $500 for department allegations of insurance law violations.

• Kenneth Sisk, Park Hills, voluntary forfeiture of $100 for department allegations of bail bond law violations.

• Monty R. Smith, Lee’s Summit, joint stipulation and motion for consent order filed to request that the commission issue a decision that there is cause to discipline insurance producer license.

• James V. Spallo, Kansas City, refusal to issue insurance producer license filed.

• Mark Strong, Chicago, voluntary forfeiture of $250 for department allegations of failing to report an administrative action from another jurisdiction.

• John Tebbs, Winchester, Ky., voluntary forfeiture of $2,000 for department allegations of insurance law violations.

• Timothy Thomas, Brentwood, Tenn., voluntary forfeiture of $250 for department allegations of insurance law violations.

• Tyler Twiford, Lee’s Summit, voluntary forfeiture of $250 for department allegations of bail bond law violations.

• Scott Whitworth, Holt, voluntary forfeiture of $100 for department allegations of bail bond law violations.

• Ray D. Wolfe, Aurora, refusal to issue insurance producer license filed.

regulatoryactions



• Jason Works, Corinth, Ky., voluntary forfeiture of $500 for department allegations of insurance law violations.

• Rebecca Zamora aka Rebecca Gamboa aka Rebecca Lazaro, Newaygo, Mich., refusal to issue insurance producer license filed.

• Bankers & Lenders Title, St. Louis, voluntary forfeiture of $3,000 for department allegations of insurance law violations.

• Beckman Insurance Agency and Michael Beckman, New Berlin, Wis., voluntary forfeiture of $850 for department allegations of insurance law violations.

• B. R. Knuckles Insurance Agency and Barbara Rogers, Elkton, Ky., voluntary forfeiture of $1,000 for department allegations of insurance law violations.

• Crop Insurance Services and Jerry Wiglesworth, Corinth, Ky., voluntary forfeiture of $2,000 for department allegations of insurance law violations.

• Power Group Co., Overland Park, Kan., voluntary forfeiture of $250 for department allegations of insurance law violations.

• Rural Community Insurance Services and Kevin P. Berg, Anoka, Minn., voluntary forfeiture of $2,500 for department allegations of insurance law violations.

• Universal Casualty Company, Elk Grove Village, Ill., answer to statement of charges to request a hearing, summary cease and desist order and order to show cause issued.

Market Conduct Exams• Country Casualty Insurance Co. and Country

Mutual Insurance Co., Bloomington, Ill., order issued to adopt as filed report no. 0807-14-TGT.

• Monumental Life Insurance Co., Baltimore, Md., order issued for stipulations and voluntary forfeiture of $26,001.25.

• United Fire & Casualty Co., Cedar Rapids, Iowa, order issued for curative action.

Company Changes• ARISE Boiler Inspection & Insurance Company

Risk Retention Group, Louisville, Ky., effective May 21, 2009, was admitted as a risk retention group.

• Association Casualty Insurance Co., Austin, Texas, effective March 31, 2009, was approved as a qualified reinsurer.

• AUL Corp., Napa, Calif., effective June 3, 2009, was denied renewal as a motor vehicle extended service contract provider.

• Benefit Management, Great Bend, Kan., effective June 29, 2009, was admitted as a third party administrator.

• Berkley Insurance Co., Greenwich, Conn., effective May 21, 2009, was admitted with property, liability, fidelity and surety, accident and health, and miscellaneous authorities.

• Blue Springs Harley-Davidson, Blue Springs, effective May 6, 2009, was registered as a motor vehicle extended service contract provider.

• CE Care Plan Corp., San Francisco, Calif., effective June 3, 2009, was registered as a service contract provider.

• Century Automotive Service Corp., Irivne, Calif., effective June 26, 2009, was admitted as a vehicle protection product provider.

• Clinical Trials Reciprocal Insurance Co., a Risk Retention Group, Phoenix, effective May 25, 2009, withdrew from the state of Missouri.

• College Risk Retention Group, Burlington, Vt., effective June 26, 2009, was admitted as a risk retention group.

• Dental Network of America LLC, Oakbrook Terrace, Ill., effective May 13, 2009, changed its name from Dental Network of America Inc.

• Ecoblock, Cobourg, Ontario, effective May 13, 2009, registered as a vehicle protection product provider.

• Employers Assurance Co., North Palm Beach, Fla., effective May 15, 2009, changed its name from AmCOMP Assurance.

• Employers Preferred Insurance Co., North Palm Beach, Fla., effective May 15, 2009, changed its name from AmCOMP Preferred Insurance Co.

• Essence Services Co., St. Louis, effective May 7, 2009, was admitted as a third party administrator.

• F&N Enterprises dba Tegric, Creve Coeur, effective June 26, 2009, was admitted as a third party administrator.

• Georgia Casualty & Surety Co., Columbia, effective March 31, 2009, was approved as a qualified reinsurer.

• HCC Medical Insurance Services, Indianapolis, effective May 21, 2009, changed its name from MultiNational Underwriters.

• Healthways Wholehealth Networks, Franklin, Tenn., effective May 27, 2009, was admitted as a third party administrator.

• High Tech Services Risk Retention Group, Burlington, Vt., effective May 12, 2009, merged out of existence.

• Hospitality Risk Purchasing Group of America, Long Beach, N.Y., effective June 26, 2009, was registered as a purchasing group.

• IA American Life Insurance Co., Scottsdale, Ariz., effective May 15, 2009, changed its name from United Family Life Insurance Co.

• Identity Crime Prevention dba Data Theft Risk Purchasing Group, Lafayette, Calif., effective June 26, 2009, was registered as a purchasing group.

• Key Insurance Co., Overland Park, Kan., effective June 26, 2009, was admitted with property, liability and miscellaneous authorities.

• Lockton Cos., Kansas City, effective May 4, 2009, registered as a reinsurance intermediary broker.

• Lockton Re, Kansas City, effective May 4, 2009, registered as a reinsurance intermediary broker.

regulatoryactions continued from page 37



Fall Errors and Omissions Seminarand Agency Compliance Luncheon

MAIA’s premier two-in-one education event for members only

Attend in a City Near YouCape Girardeau, Tuesday, Sept. 22, Show-Me Center 1333 N. Sprigg St.E&O Speaker: Lisa G. Worley, CIC, ARM

St. Louis, Wednesday, Sept. 23, The Hilton Frontenac1335 S. Lindbergh Blvd.E&O Speaker: Lisa G. Worley, CIC, ARM

Jefferson City, Wednesday, Sept. 30*, MAIA Headquarters3315 Emerald LaneE&O Speaker: Sam Bennett, CIC*This date has been rescheduled from the previously advertised Sept. 24 to coincide with the grand opening of the new MAIA headquarters.

Springfield, Tuesday, Oct. 6, Doubletree Hotel2431 N. Glenstone Ave.E&O Speaker: Lisa G. Worley, CIC, ARM

Independence, Wednesday, Oct. 7, The Hilton Garden Inn19677 E. JacksonE&O Speaker: Lisa G. Worley, CIC, ARM

Register online at www.missouriagent.org, or call 800-617-3658 for more information.

Consumers who filed complaints with the Missouri Department of Insurance received $5.9 million from insurance companies during the first half of 2009. The money was returned as a result of the department’s mediation efforts on behalf of consumers who had filed complaints.

Common complaints included companies’ handling of claims, as well as marketing and sales practices. Health insurance had more complaints than any other type of insurance, followed by homeowners and life. The

following are some notable accomplishments from the past six months:

• A southeast Missouri homeowner was denied a large property damage claim. His insurance company had changed the terms of his policy without notice, violating Missouri law. After the department’s involvement, the homeowners’ insurance carrier agreed to pay the claim, which amounted to more than $61,000.

• The family of a 16-year-old boy from Kansas City complained after being denied coverage for mental health treatment. After mediation by the department, his group health insurance carrier agreed to pay more than $103,000 for the cost of his care.

• A Kansas City man had been denied benefits under two separate disability policies. A member of the department’s Consumer Affairs Division mediated the complaint, which resulted in a recovery of more than $88,000 from the insurance company.

“Our department has helped put a million dollars a month back in the pockets of Missouri consumers, and that should encourage anyone who feels unfairly treated by an insurance company to file a consumer complaint,” said John M. Huff, director of the Missouri Department of Insurance, Financial Institutions and Professional Registration. “Missourians who diligently pay their premiums expect their insurance companies to follow their legal obligations, and our department is here to help make sure that happens for Missouri consumers.”

In the first six months of 2009, the department took more than 2,700 formal complaints and assisted more than 2,000 consumers in writing and another 14,000 over the telephone. The following were the top categories of complaint:

By ReasonDenial of claimDelay of claim processingUnsatisfactory settlement offerSales and marketing practices

By Line of InsuranceIndividual healthGroup healthHomeownersIndividual life

DIFP Returns Nearly $6 Million to Consumers

missourinewsEXTRA!


• LOWE Chevrolet Buick, Waynesville, effective May 13, 2009, withdrew from the state as a motor vehicle service contract provider.

• MAI Hospital & Medical Facilities Purchasing Group, Birmingham, Ala., effective May 22, 2009, withdrew from the state of Missouri.

• MAI Managed Care Facilities Purchasing Group, Birmingham, Ala., effective May 22, 2009, withdrew from the state of Missouri.

• MAI Physicians and Surgeons Purchasing Group, Birmingham, Ala., effective May 22, 2009, withdrew from the state of Missouri.

• Maiden Reinsurance Co., Mt. Laurel, N.J., effective May 27, 2009, added fidelity and surety authority.

• Matrix Absence Management, effective May 15, 2009, was admitted as a third party administrator.

• Mid-Continent Assurance Co., Tulsa, Okla., effective June 25, 2009, changed its name from Mid-Continent Insurance Co. and redomesticated from Oklahoma to Ohio.

• Midfield Group, Flemington, N.J., effective June 2, 2009, withdrew from the state as a purchasing group.

• Mountain Valley Indemnity Co., San Jose, Calif., effective May 28, 2009, was admitted with property, liability, fidelity and surety, and miscellaneous authorities.

• National Care Providers Insurance, Encino, Calif., effective June 2, 2009, was registered as a purchasing group.

• Nationsbuilders Insurance Co., Atlanta, effective June 26, 2009, withdrew from the state as a surplus lines insurance company.

• N.E.W. Administrative Services Co., Chicago, Ill., effective May 20, 2009, was registered as a service contract provider.

• Podiatry Insurance Company of America, Brentwood, Tenn., effective June 15, 2009, changed its name from Podiatry Insurance Company of America a Mutual Co.

• Premier Dealer Services, San Diego, effective June 3, 2009, was registered as a vehicle protection product provider.

• Pride National Insurance Co., Brentwood, Tenn., effective May 12, 2009, changed its name from Farmers and Merchants Insurance Co.

• Protective Specialty Insurance Co., Indianapolis, effective May 7, 2009, was approved as a surplus lines insurance company.

• Seabury & Smith, New York, effective June 26, 2009, was registered as a service contract provider.

• Service Net Warranty, Jeffersonville, Ind., effective May 7, 2009, registered as a service contract provider.

• SPARTA Insurance Co., Hartford, Conn., effective June 26, 2009, redomesticated from Massachusetts to Connecticut.

• Standard Life Insurance Co., Austin, Texas, effective April 28, 2009, the company’s certificate of authority was suspended.

• Surency Life & Health Insurance Co., Wichita, Kan., effective June 26, 2009, was admitted with life, annuities, endowment, and accident and health authorities.

• Truck Rental Insurance Program, New York, effective June 3, 2009, was registered as a purchasing group.

• Union Central Life Insurance Co., Lincoln, Neb., effective June 26, 2009, redomesticated from Ohio to Nebraska.

• United Investors Life Insurance Co., Birmingham, Ala., effective June 30, 2009, redomesticated from Missouri to Nebraska.

• Unitrin Direct Insurance Co., Chicago, effective May 28, 2009, was admitted with property authority.

• USI Insurance Services, Philadelphia, effective June 11, 2009, was admitted as a third party administrator.

• Verlan Fire Insurance Co., Worchester, Maine, effective June 2, 2009, redomesticated from Maryland to New Hampshire.

• XL Select Insurance Co., Stamford, Conn., effective June 29, 2009, redomesticated from Oklahoma to Delaware.

regulatoryactions continued from page 39

Professional DevelopmentEducation

Title Description/Date/Location

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

CISR — Dynamics of Service Approved for 8 general CE credits in Missouri Tuition: $181 ($163 Early Bird Discount*)

CISR — Commercial CasualtyApproved for 8 property-casualty CE credits in MissouriTuition: $181 ($163 Early Bird Discount*)

In this course students will review all aspects of commercial casualty coverage, inlcuding the Commercial General Liability Policy, the Business Auto Policy, and the Workers Compensation and Employers Liability Policy.

Dates and Locations Sept. 16, Show-Me Center, Cape Girardeau Sept. 17, MAIA Headquarters, Jefferson City Sept. 23, Hilton Garden Inn, Independence Sept.29,ClarionHotel,Springfield

This course is designed for anyone who values clients and customers. It is open to all agencypersonnelregardlessofaffiliationorprofessionaldesignation.Comelearntheaspects of quality customer service in the insurance environment.

Dates and Locations: Oct. 13, Ameristar Casino, St. Charles Oct. 21, Hilton Garden Inn, Independence Nov.10,ClarionHotel,Springfield

Risk Specialist Series — Insuring Financial Institutions CE credit information pendingTuition: $250 ($199 Early Bird Discount by Sept. 21)

This course will cover the state of the banking industry in 2009 and help you develop thenecessaryskillstoproperlyinsurefinancialinstitutions.Thisisthefirstinaseriesof member only courses known as the Risk Specialist Series. The courses focus on specificmarketstohelpyoumeetyourclients’specializedneeds.

Date and Location: Oct. 21-22, MAIA Headquarters, Jefferson City

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

THIS COuRSE IS DESIGnED FOR CIC DESIGnEES OnLy. As an advanced topics class,itcoversinsuringuniquerisks,coveragegapsandthelanguageofspecializedareas of risk.

Dates and Location: Oct. 14-16, Ameristar Casino, St. Charles

Errors and Omissions Seminar withAgency Compliance LuncheonE&OSeminarfiledfor5ethicsCEcreditsinMissouriandfulfillslosscontrolcreditforbothWestport and uticaAgencyComplianceLuncheonfiledfor1ethics CE credit in MissouriTuition for both events: $120 ($100 Early Bird Discount by Sept. 8)Tuition for luncheon only: $36 ($30 Early Bird Discount by Sept. 8)

The E&O seminar offers best practices and tips to reduce exposure to E&O claims. The backbone of the seminar is actual claims data provided in a graphical format.

The Agency Compliance Luncheon will focus on new laws and regulations and will provide answers to your most frequently asked questions. Topics include: multi-state licensing, Optional Federal Charter legislation and proposed legislation for federal health care plans.

Date and Location: Sept. 22, Show-Me Center, Cape Girardeau Sept. 23, Hilton Frontenac, St. Louis Sept. 30*, MAIA Headquarters, Jefferson City Oct.6,DoubletreeHotel,Springfield Oct. 7, Hilton Garden Inn, Independence

*Rescheduled from Sept. 24 to coincide with the grand opening of the new MAIA headquarters.


MAIA Accountant Says Goodbye after 33 Years

“I have about 60 things on my to-do list,” says former MAIA Financial Manager Linda House, just a few weeks before her retirement.

With the staff wrapping up the Leadership Conference and getting ready to move to the new headquarters, it is a busy time in the office to be sure, but House is actually talking about her post-retirement plans. They include house painting, cleaning, organizing, canning vegetables and spending time with her mother at the family farm in Florence.

“My husband will be retiring in November of next year, and then we’re going to do some traveling,” she adds.

House joined the association in April of 1976, working part time as a secretary. Not long after, though, she stumbled into a promotion when the bookkeepers quit and left months worth of unreconciled bank statements to be taken care of before the annual audit. House was able to reconcile them, so she became the new bookkeeper.

From that foundation, House embarked on a career as the head – and often sole member – of MAIA’s financial department.

“I created this current accounting system because we didn’t have any when I started,” she remembers. “I’ve always loved my job, the accounting, regardless of anything else that’s going on. I always enjoyed the challenge, the responsibility, the pride.”

House currently holds the record for MAIA’s most-tenured employee, having served 30 percent of the state association’s 110-year history.

“It’s unusual this day and age for individuals to be with the same employer for over three decades, which speaks volumes about Linda’s dedication and loyalty,” comments MAIA Executive Vice President Larry Case.

One of the factors that led House to stay with the association for so long is the connection that she built with the MAIA membership.

“I’ve always felt like the members were my family, and I always strived to serve them as best I could,” House says. “I have a lot of member friends created over the years.”

House has also made lasting friendships among the staff, the closest of which include current Insurance Services Manager Leona Loethen and the late Judy Bish, former editor.

“I was really good friends with Judy Bish. I was devastated when she died,” says House. “It really hurt. I worked with Judy 29 years.”

Loethen, whom House describes as her best friend and the sister she never had, is the second-most-tenured employee at MAIA. She started three years after House in 1979.

“I’ve enjoyed working with her, and I will truly miss her. I consider her a true friend,” Loethen states. She goes on to say that House’s dedication to the association was always evident in the careful nature of her work.

“She handled the association’s money like it was her own,” she says.

House worked her last day on August 31, 2009, after celebrating with friends and current and past co-workers at the Elks Lodge in Jefferson City on the evening of August 28, 2009. She looks forward to returning full time to her roots as “farm girl” and to the possibility of moving with her husband, Carl, to the Florence farm sometime in the future.

Professional DevelopmentEducation

Title Description/Date/Location

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

CISR — Dynamics of Service Approved for 8 general CE credits in Missouri Tuition: $181 ($163 Early Bird Discount*)

CISR — Commercial CasualtyApproved for 8 property-casualty CE credits in MissouriTuition: $181 ($163 Early Bird Discount*)

In this course students will review all aspects of commercial casualty coverage, inlcuding the Commercial General Liability Policy, the Business Auto Policy, and the Workers Compensation and Employers Liability Policy.

Dates and Locations Sept. 16, Show-Me Center, Cape Girardeau Sept. 17, MAIA Headquarters, Jefferson City Sept. 23, Hilton Garden Inn, Independence Sept.29,ClarionHotel,Springfield

This course is designed for anyone who values clients and customers. It is open to all agencypersonnelregardlessofaffiliationorprofessionaldesignation.Comelearntheaspects of quality customer service in the insurance environment.

Dates and Locations: Oct. 13, Ameristar Casino, St. Charles Oct. 21, Hilton Garden Inn, Independence Nov.10,ClarionHotel,Springfield

Risk Specialist Series — Insuring Financial Institutions CE credit information pendingTuition: $250 ($199 Early Bird Discount by Sept. 21)

This course will cover the state of the banking industry in 2009 and help you develop thenecessaryskillstoproperlyinsurefinancialinstitutions.Thisisthefirstinaseriesof member only courses known as the Risk Specialist Series. The courses focus on specificmarketstohelpyoumeetyourclients’specializedneeds.

Date and Location: Oct. 21-22, MAIA Headquarters, Jefferson City

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

THIS COuRSE IS DESIGnED FOR CIC DESIGnEES OnLy. As an advanced topics class,itcoversinsuringuniquerisks,coveragegapsandthelanguageofspecializedareas of risk.

Dates and Location: Oct. 14-16, Ameristar Casino, St. Charles

Errors and Omissions Seminar withAgency Compliance LuncheonE&OSeminarfiledfor5ethicsCEcreditsinMissouriandfulfillslosscontrolcreditforbothWestport and uticaAgencyComplianceLuncheonfiledfor1ethics CE credit in MissouriTuition for both events: $120 ($100 Early Bird Discount by Sept. 8)Tuition for luncheon only: $36 ($30 Early Bird Discount by Sept. 8)

The E&O seminar offers best practices and tips to reduce exposure to E&O claims. The backbone of the seminar is actual claims data provided in a graphical format.

The Agency Compliance Luncheon will focus on new laws and regulations and will provide answers to your most frequently asked questions. Topics include: multi-state licensing, Optional Federal Charter legislation and proposed legislation for federal health care plans.

Date and Location: Sept. 22, Show-Me Center, Cape Girardeau Sept. 23, Hilton Frontenac, St. Louis Sept. 30*, MAIA Headquarters, Jefferson City Oct.6,DoubletreeHotel,Springfield Oct. 7, Hilton Garden Inn, Independence

*Rescheduled from Sept. 24 to coincide with the grand opening of the new MAIA headquarters.


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

Property-CasualtyAcuityAMERISAFEAuto-Owners Insurance Co.Assurant HealthPhiladelphia Insurance Cos.ProgressiveSelective Insurance Company of AmericaTravelers Insurance

Life-HealthUnited Healthcare

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

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

partnernews

ACUITY Confirms Newest Board Member, Sets RecordRhonda Kirkwood, Milwaukee, has been named to the board of directors for ACUITY, Sheboygan, Wis. Kirkwood is principal of Kirkwood Consulting and has experience as both a corporate leader and an entrepreneur.

ACUITY also announced recently that it is the only company in the nation to be ranked in the top five best places to work in each of the last six years. The carrier was honored by the Great Place to Work Institute and the Society for Resource Management as No. 2 on the list of “Best Medium-Sized Companies to work for in America” for the second straight year.

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

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

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

Rhonda Kirkwood


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TICORP39 Ad_Missouri.indd 1 2/24/09 1:16:28 PM

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

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

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

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

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

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

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

agencynews


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General Casualty is a registered service mark of General Casualty Company of Wisconsin.QBE and the links logo are registered service marks of QBE Insurance Group Limited.All coverages underwritten by member companies of QBE. © 2009 QBE Holdings, Inc.

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ClassifiedsLooking for Talented Producers and AgenciesWe are seeking producers with books of business and/or agencies who wish to join a growing national agency expanding in Missouri and the Midwest. Please contact me at 636-489-0188 or [email protected].

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

The basic classified ad contains a maximum of 35 words (including head). Cost: $24.00 for up to 35 words. Blind ads: $37.00 for maximum of 35 words. MAIA agency members are entitled to a 50 percent discount on classified ads.

Ads must be submitted in writing to Advertising Manager, Missouri Agent, P.O. Box 1785, Jefferson City, MO 65102-1785. Payment (to AMC) should accompany request.

Deadline for classified ads: 10th of month preceding publication.

When responding to confidential ads, reply to: P.O. Box 1785, Jefferson City, MO 65102-1785.

Frank proclaiming that their ultimate goal is elimination of private insurers and transition to a single-payer system.

So, where are Missouri’s U.S. senators and representatives in this debate? During July visits in Washington, D.C., we heard from some of our delegation that they indeed support or are leaning toward supporting a government-run scheme. An aide to one Missouri senator even stated matter-of-factly and directly to agents that one of the meaningful savings in a government-run option would be that “we won’t need you.”

Frankly, I am not too worried about consumers not needing your services to act as an advisor or consultant in understanding health care issues in a government-run system any more than I am about individuals not needing a tax attorney or CPA to help them in dealing with the IRS.

So, what do you need to do? Hopefully, each of you responded to our blast e-mails and made an effort to contact both of your U.S. senators and your U.S. representative while they were home during the August recess. Now it is time to contact them again, as stated timetables indicate floor votes may be imminent.

Your message is simple. Encourage meaningful reform of the private industry and opposition to proposals that include a public option. Have every employee and family member make calls too. Finally, inform your clients and encourage them and their employees to immediately call members of Congress. And, if you have a different opinion from mine, make the calls as well. Whatever your thoughts, you need to be heard.

It’s fourth down, and punting is not an option.

myturn continued from page 7

Contact Numbers:Sen. Kit Bond 202-224-5721Sen. Claire McCaskill 202-224-6154Rep. Todd Akin 202-225-2561Rep. Roy Blunt 202-225-6536Rep. Russ Carnahan 202-225-2671Rep. Wm. Lacy Clay 202-225-2406Rep. Emanuel Cleaver 202-225-4535Rep. Jo Ann Emerson 202-225-4404Rep. Sam Graves 202-225-7041Rep. Blaine Luetkemeyer 202-225-2956Rep. Ike Skelton 202-225-2876

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Missouri Association of Insurance Agents

PROGRAM 2009Listed below are the companies who strongly support the independent agency system and the Missouri Association of Insurance Agents.

DIAMOND

PLATINUM

GOLD BankDirect Capital Finance CompManagement from HealthlinkACUITYSafeco InsuranceCameron Insurance CompaniesColumbia Insurance GroupMeramec Valley Mutual Insurance Co.

TravelersAccident Fund Insurance Company of America/United HeartlandWest Bend Insurance CompanyContinental Western GroupUnited Fire Group

SILVER EMC Insurance CompaniesElectric Insurance CompanyMJ Kelly CompanyBarton Mutual GroupCCMSIBerkshire Hathaway Homestate Companies

J.M. WilsonGuarantee InsuranceAmerica First InsuranceAlexander Morford & WooEMPLOYERS

BRONZE Central Mutual Insurance CompanyGateway UnderwritersSECURA Insurance CompaniesNixa Farmers Mutual Insurance CompanyBituminous Insurance CompanyApplied SystemsGrinnell Mutual Reinsurance CompanyFarmers Alliance Mutual Insurance CompanyHaulers Insurance Company, Inc.MetLife Auto & HomeCornerstone National Insurance CompanySelective Insurance Company of AmericaDairyland-Viking InsuranceAmerisafe, Inc.AAA Missouri InsuranceValley Insurance Agency Alliance, LLC dba VIAAQBE Agri InsurancePremium Financing SpecialistsPhiladelphia Insurance Companies

MOPERMState Auto Insurance CompaniesBMI CompaniesAmerisure Mutual Insurance CompanyCNA Insurance CompanySelect ImagingMidwestern Insurance AllianceUnited HealthCareAnthem Blue Cross & Blue ShieldEncompass InsuranceAssurant HealthWestropeGeneral CasualtySAMBARSI International, Inc.Zurich North AmericaS.A. Freerks & Associates, Inc.Auto-Owners Insurance Company

Missouri Association of Insurance Agents • 800-617-3658 • www.missouriagent.org

PART NERS

missouri agent september-october 2209

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