December 17, 2012 In this Issue ...

MAIA News: 1 - 2 • MeetYourNewBoard ofDirectors

Happy Holidays: 2 • MAIAHolidayHours

MAIA News 2 • NewAutoGlassLaw Correction

projectcap News: 3 - 4 •ThisIsNotYourFather‘s SalesFunnel

Comp. Corner: 4 •OARReminder

DOI News: 4 •DOItoLookIntoPossibleUse

ofCreditbyProgressive

More MAIA News 5 - 7•LatestScooponPersonal AutoFilings

Thanks Company 7 Partners

MAIA News: Meet Your New Board of Directors ...

MemberspresentattheMAIAAnnualMeeting,heldduringTheBIGEvent,electedthenewMAIAOfficersandDirectors.

Chairman-Elect

Thomas F. Skelly,Jr.,CIC, LIA,isVicePresidentof SalesandOperationsof DelandGibsonInsurance AssociatesinWellesley.

Secretary-Treasurer

G. Lee Gaudette, III, CPCU,AAI, isPresident ofGaudetteInsurance Agency,Inc.in Whitinsville.

Immediate Past Chairman

Raymond D. Gallant isPresidentofGallant InsuranceAgency,Inc.inActonandL.F.RobbinsInsurance AgencyinPepperill andTownsend.

Glen E. Davis,CIC,is SeniorVicePresident ofProviderInsurance Group,Inc.in Needham

Joan DeCoste,CPCU, CIC,LIA,isCo-owner ofWalterMay InsuranceAgency,Inc. inHingham.

Chairman of the Board

Richard A. Perrasis Presidentof Finck&PerrasInsurance Agency,Inc.in Easthampton.

Vice Chairman

Raymond Sirois, AAI, is PersonalLines ManageratMartini InsuranceAgency,Inc. inWoburn.

State National Director

Joseph P. Leahy is PresidentofLeahy& BrownInsuranceand RealtyinSpringfield.

Beth Sylvia Caldwell, CIC,isChief OperatingOfficer ofSylvia&Company InsuranceAgency, Inc.inDartmouth.

Ben Cavallo isOwnerofC&SInsurance Agency,Inc.in Mansfield

Directors

2

MAIA News ... continued from page 1

Directors

Thom DePaulo, CIC, is PresidentofMeridianInsurance Agency,LLC,inEast Boston.

James Herrick, Jr., CIC,isVicePresident ofPersonalLinesat BerkshireInsurance Group,Inc.inPittsfield.

John F. Koegelis ExecutiveVice PresidentofEastern InsuranceGroupin Natick.

Tara PhilbinisVice PresidentofPhilbin InsuranceGroup,LLC inEverett.

John Woods,Jr., CPCU,isPresident ofThomasJ.Woods InsuranceAgency, Inc.inWorcester.

George F. Doherty, CPCU, CIC,AAI,isCo- ownerofTheCorcoran HavlinInsuranceGroup inWellesley.

Edward J. Julianois PresidentofP.S.Dolan InsuranceService,Inc. inBrockton.

Daniel T. Morse, CICisPresidentof MorseInsurance Agency,Inc.inNorth Easton.

John R. Sweeney, CIC,CISR,isOwner ofJohnR.Sweeney InsuranceAgencyin WestSpringfield.

Carl Goveia,CIC,is CommercialLines ManagerofBenson, Young&Downs InsuranceAgency, Inc.inProvincetown.

Ely Kaplansky,CIC, CPIA,LIA,isPresident ofKaplansky Insurancein Brookline.

Dennis F. Murphy, III,CPCU,CLU,ARM, CFP,isTreasurerof D.F.MurphyInsuranceAgency, Inc.inHudson.

Stephen Tarpey, CIC,CPCU,is VicePresidentof TarpeyInsurance Group,Inc.inSaugus.

ThesemembersoftheindependentagencycommunityareyourelectedrepresentativesontheMAIABoardofDirectors.Pleasefeelfreeto contacttheBoardmemberinyourareaifthereisanissueyouwouldliketheMAIABoardtodiscuss,oryoucancontacttheMAIAstaffwithyourquestionsorcomments.YoucancalltheMAIAofficesat800.972.9312or508.634.2900oremailusatinfo@massagent.com.

Happy Holidays to All!

TheMAIAOfficers,DirectorsandStaffwishyouandyourfamilyahappyholidayseason.TheMAIAOfficeswillobservethefollowingholidayhours...

December20,2012- MAIAwillcloseat12:30PMforStaff HolidayLuncheonDecember24&25,2012-MAIAwillbeclosed.December26,2012- MAIAwillreopenat10AMDecember31,2012- MAIAwillcloseat2PMJanuary1,2012- MAIAwillbeclosedJanuary2,2012- MAIAwillreopenat8:30AM

December 17. 2012

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projectcap News: This Is Not Your Father‘s Sales Funnel

written by Dave Wencel

Successintheinsuranceindustryisallaboutestablishingapassionforservingothersand professionaldevelopmentthatsetsyouapartfromthepack.It’saboutshowingyour expertise,integrityandcommunity.It’saboutbeingthebestatnetworkingandworking togetyournameoutthere.Inanutshell,goodagentseffectivelycreatetheirownbrands thatseparatethemfromtherestofthefieldandcreatestrongconnectionstotheirclients andpersonalcontacts.

Sowhatdoesyourprofessionalbrandlooklike?Ifyouhaven’tdoneitbeforeorrecently,nowmightbeagoodtimetoanalyzeyourbrandusingthe4Psofmarketing:Product,Price,PlaceandPromotion.

4 Product–Whatdoyoubringtothetablethatothersdonot?Thisgoeswaybeyondjustthespecificinsuranceproductsyouoffer.What’syourreputationinthecommunity?Whichorganizationsandcivicgroupsareyouactivelyinvolvedin?Whoareyourcoreconstituents?

4 Price–Howdoesyourinsuranceproductmixmatchinpriceagainstthecompetition?Withthisinmind,areyou targetingtherightaudiencesfortheproductsyouareoffering?Aretherebusinessnichesouttherethatyouhavenottapped?

4 Place–Whatgeographicmarketdoyouserve?Identifyyourmostimportantspheresofinfluence.Intoday’sdigitalworld,“place”canmeansomethingdifferentthaninthepast.“Place”canalsoreferenceourconnectiontoothersinonlinecommunities.

4 Promotion–Isyourmessageconnectingwithyourcoreconstituents,orareyougettinglostintheclutter?Intoday’sdigitalworlditcanbeconfusinghowtotapintothemyriadofcommunicationchannels:TV,print,radio,Internet,texting,socialmedia,email,etc.WhereasinthepastonlybigcompaniescouldcompeteintraditionalpaidmedialikeTV,printandradio,todayeventhesmallestagent/agencycanleverageintonewmediachannelstobuildtheirbrandandstandoutwiththeirpersonalnetwork.

Traditionalbusinesssales/marketingusedtheconceptofasalesfunnel:

Thisoldsalesapproachfollowedaprocessdictatedbyasalespersonorsalesforce.Ittookaconsumeronasinglepathfromleadgenerationtocloseandthat’swheretheprocessended. Newmodesofcommunicationhaveupendedthetraditionalapproachto salesandmarketing.Today’sconsumeristakingcontroloftheprocessthroughabuyer’s“journey.”ThroughthemyriadofsocialmediachannelslikeFacebook,blogs,Twitterandspecializedconsumerreviewsites,consumerscanreadilysharetheirexperiences.AccordingtoDavidEdelman,apartnerandleadingdigitalmarketingstrategistatMcKinsey,today’sconsumer| followsamorecomplexpaththatgoesthroughandbeyondpurchase.Hecallsitthe“ConsumerDecisionJourney.”

Thisimagedepictsthenewconsumerbuyingprocessasanongoingcycle.Nolongerdoconsumersgointoacompany’ssalesprocessandemergeattheendasasale.Rather,theymakeapurchaseandthencirclebackbysharingtheirexperi-enceandadvocacy.Theprocesscontinuesoverandover.Consumerscollaboratewiththeirpeersinonlineforumstohelpthemmakeimportantbuyingdecisions.Perhapsevenmoreimportantisthatinthisnewprocess,theinitial“considerati-on”byprospectsbeginswiththe“advocates.”Considerationbyconsumerscanbealtogetherlostifthebranddoesnothavestrongpartisansto“advocate”forthem.

Build Advocates with Project CAP’s Agency Social Media Program

Tobesuccessfulinthisnewbuyingprocessinsuranceagentsaregoingtohavetodeveloptheirownstrongbrandsandnetworksofadvocates.Beingintouchwithyournetworkofclientsandcontactsisgoingtobeevermoreimportantintoday’sdigitalworld.Aperson’snextbuyingdecisionforinsurancemayverywellbeinitiatedbyreferencestheygetfromothersviaFacebook,Twitteroremail.

December 17. 2012

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projectcap News: continued from page 3

AtProjectCAPwecreatedournewAgencySocialMediaprogramthatcapitalizesontheconceptofcreatinganongoing processofengagementandadvocacyforinsuranceprofessionalsbytheircoreclienteleandchampions.InProjectCAP’sAgencySocialMediaprogram,individualinsuranceprofessionalsgobeyondtraditionalmarketingbytheagencytotapintopersonalnetworks.Theyelicitpositivereviewsthatenhancethebrandequityforboththemselvesandtheagencyasawhole.ProjectCAP’sAgencySocialMediaprogramisapowerfulsystemthatultimatelycreatesonlineadvocacyofyourcommunitynetworkandresultsinnewbusiness.

Ifyouwouldliketolearnmoreabouthowsocialmediacanhelpbuildyouronlinepresenceandstrengthenyournetworkcontact Project CAP.We’dlovetoshowyouhowbuildingyourbrandcanenhanceyourbottomline.

Comp. Corner:Reminder: Mandatory Use of Online Assigned Risk (OAR) for Producers ...

EffectiveJanuary1,2013,theWCRIBMAwillberequiringallproducerstouseOARwhensubmittingaMassachusettsWorkers’CompensationAssignedRiskPool(MWCARP)applicationtotheWCRIBMA.AnyproducerthatsubmitsaMWCARP applicationusingthehardcopy(mail,walk‐in,orthirdpartydelivery)applicationprocessafterJanuary1,2013maybe subjecttoaprocessingfeereflectingtheadditionalcosttotheWCRIBinhandlingpaperapplications.

OARisaweb‐basedsoftwareapplicationthatallowsproducerstosubmitapplicationsforworkers’compensationinsurancecoveragethroughtheWCRIBMA’swebsitetotheMWCARP.TosubmitanapplicationthroughOAR,aproducermustbearegisteredmemberoftheWCRIBMA’swebsiteMembersArea.AcopyoftheGroupAdministratorOnlineAssignedRisk ApplicationandInstructionsareavailableonmassagent.com®.Also,itisessentialthattheProducerhaveaccesstoascannerinordertoattachrequireddocumentstotheOARapplication.

Currently,theWCRIBMAreceivesmorethan70%oftheMWCARPapplicationselectronicallythroughtheirOARproduct.OARhasproventobeamoreefficientmeansforproducerstoestablishworkers’compensationcoverageforemployersthataren’tabletopurchasecoverageinthevoluntarymarket.

AcopyoftheOARuserguideisavailablebyclickinghere.TheuserguideprovidesdetailedstepbystepinstructionsontheuseofOAR.TheWCRIBMAwillworkdirectlywithanyproducerthatrequestsassistancetopreparethemforusingOARinanefforttoreduceanyconfusionordelaysthatmaycomeaboutastheybegintousetheOARproduct.AlthoughtheWCRIBMAhasprovidedampleadvancenotice,itishighlyrecommendedthatproducersbegintheprocessofconvertingtoOAR immediatelyinordertobecomeself‐sufficientintheuseofOARbeforeJanuary1,2013.

IfyouhaveanyquestionsontheuseofOARoranyothermattertouchedonhere,pleasecontacteitherBuffyBushat(617)646‐7508orbbush@wcribma.org,MaryTraversat(617)646‐7582ormtravers@wcribma.org,orDanielCrowleyat(617)646‐7594ordcrowley@wcribma.orgwhowillbegladtoassist.

DOI News:DOI Agrees to Look Into Possible Use of Credit by Progressive ...

IntheSeptember13,2012editionofTheMassachusettsAgent,wereportedthatMAIAhadaskedtheDivisionofInsurance(DOI)toinvestigatetwoprivateautomobileinsurancequotedocuments--oneeachfromLibertyMutualandAllstate--whichcontainedevidencethatthequotingcompaniesusedcredittounderwriteand/orratetheconsumer,inviolationofMassachusettslawandregulation.

Whilewehavenotheardtheoutcomeoftheinvestigationofthesetwocomplaints,wehavesubmittedathirdcomplaint regardingthispractice--thistimeagainstProgressive.Accordingtotheinformationprovidedbyanagentandherclient,neartheendofthequotingprocessinasectionentitled“PolicyFormsAuthorization,“thefollowingstatementsappear:

Policy Forms Authorization

Wouldyouliketosignyourpolicyformsonline? •Yes(recommended) •NoWhatsigningonlinemeanstome

You will be authorizing your policy forms online.Selecting“Yes“aboveandenteringyourSocialSecuritynumberconstitutesyourwritteninstructionsforProgressivetoobtaininformationfromyourcreditreportforthepurposeofconfirmingyouridentity.Thiswillnotaffectyourcreditratinginanyway.

Toinsureandprotectyouridentity,wewillvalidatethenumberyouprovideagainsttheinformationavailableinyourcredithistoryfile.

SocialSecurityNumber:_____-__-______

Shortlyafterfilingthecomplaint--withtheconsentoftheagentANDtheconsumer--weheardfromtheDOIindicatingthattheywouldreviewthematerialswesupplied.

December 17. 2012

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Company Effective Date Impact Brief DescriptionAllstate 10/08/12-New

11/22/12-Renewal+8.5% • RevisedBaseRates

• RevisedFutureEffectiveDateDiscountFactors• RevisedFactorsforoneMeritPoint

AIG/Chartis 06/06/12 0% • Rule13.InstallmentPaymentPlan

Arbella 10/01/12 0% Groups

Bankers Standard 12/01/12-New02/01/13-Renewal

0% CompleteProducersManualForms:• AUTO413ACE1212MAAutoEndorsement• AUTO588ACE1212MAPIPCoverageEndorsement• AUTO519ACE1212MACollisionCoverageWaiverof

DeductibleEndorsement• ALL2008871212ACEProducerCompensation

PracticesandPolicies

Commerce 10/01/12 0% Groups

Farm Family 11/01/12 0% Billing

Fireman’s Fund 09/01/12New 10/30/12Renewal

0% NewEndorsement:ThePrestigeAutoPremier(10217308-12MA)thisisanOptionalcoveragetoRule35.PrestigeAutoPremierisanoptionalendorsementthatprovidesthefollowingpackageofcoverages:• ValueLock®ProtectionCoverage• WorldwideLiabilityandExtendedNonOwnedAuto

Coverage• PetCoverage• CarjackingCoverage• TransportationExpenses/CoverageforRentalCars• CoverageforVehicleModificationsfortheDisabled• CoverageforTripInterruptionandEmergencyLiving

Expenses• VehicleIdentityTheft/FraudulentTitleCoverage• CoverageforElectronicEquipment• CustomizedEquipmentCoverage• AutoLoan/LeaseCoverage• OriginalEquipmentManufacturerPartsCoverage• WaiverofDeductible• ReplacementAutoSearchAssistance• CoverageforPermanentlyInstalledTelephones• CoverageforAudioTapes,CompactDiscs,andOther

Media• TowingandEmergencyRoadServiceLaborCosts

Coverage• CoverageforKeys• CoverageforAccidentalDeploymentofanAirbag

Endorsement102173MAmustbeattachedtothepolicyforthispackagetoapply.APrestigeAutoPremierpolicywithautosinsuredforliabilitycoverageonlywillreceivetheSingleCaraccountRate.OnlytheWorldwideLiability,ExtendedNon-OwnedCoverage,andCarjackingCoveragewillapplyinthissituation.APrestigeAutoPremierpolicywithtwoormorevehicleswithcoveragefor Comprehensive(Part9)coveragewillreceivetheMulti-CarAccountRate.SingleandMulti-Carratesaredisplayedonthemiscellaneouscoveragesandvehiclespage.

More MAIA News:Latest Scoop on Personal Auto Filings ...HereisthelatestinformationonprivatepassengerautoinsurancefilingsplacedonfilewiththeDivisionofInsurance:

December 17. 2012

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Fireman’s Fund continuedfrompage5 A.AdditionalCoverageRequirements1. AdditionalautosonthepolicymustcarryPart

5.OptionalBodilyInjurytoOtherscoveragewithaminimumof$100,000/300,000Limits.

2. ThisendorsementdoesnotapplytopolicieswhereanyautoonthepolicyhasPart7. LimitedCollisioncoverage

B.ValueLockAdditionalCoverageAmount1. Anadditionalcoverageamountabovethe

marketvalueasdeterminedbytheCompanymaybewrittentorecognizeexceptionalvehiclecondition.

2. Chargeanannualrateof$10.00perthousanddollarsofcoverageorfractionthereof,inexcessoftheValueLockamount.

C.GeneralRulesthatdonotapplytoPrestigeAutoPremier:

1. Rule2-CoveragesandLimits,OptionalInsur-anceCoverages,Part9Comprehensive,$100GlassDeductible

2. Rule17-SubstituteTransportation3. Rule33-TowingandLabor4. Rule41-StatedAmountCoverage5. Rule45-AgreedAmountCoverage6. Rule47-CustomizedVansandPickups7. Rule48-OriginalEquipmentManufactured

PartsCoverage8. Rule50-UseofOtherAutomobiles

D.OtherendorsementsthatshouldnotbeusedifthePrestigeAutoPremierendorsementispurchased:

1. AgreedAmount–Comprehensive(MPY-0034-SEd.04-08)

2. CoverageforCustomizedVansandPickups(MPY-0037-SEd.04-08)

3. ExcessElectronicEquipmentCoverage(MPY-0041-SEd.04-08)

4. OriginalEquipmentManufacturerPartsCov.(MPY-0040-SEd.04-08)

5. StatedAmountCoverage(MPY-0027-SEd.04-08)6. UseofOtherAutos–VehiclesFurnished(MPY-

0051-SEd.04-08)OrAvailableforRegularUse7. WaiverofDeductible(MPY-0016-SEd.04-08)

Misc.CoverageforVehicles

12/01/12 0% Forms:CoverageSelectionsPage–nowshowsPrestigeAuto PremierEndorsement;FutureEffectiveDateDiscount;PortfolioCreditdiscount.

04/01/13-New 05/05/13-Renewal

+3.0% AutoRatingTierbeingintroducedinRule26ModelYearUpdatetoRule20Manual:CompleteManualTOCRule11.PremiumCalculationRule26.AutoRatingTierRule44.MotorcyclesMotorscooters,MopedsandSimilarMotorVehiclesIndex

Foremost 11/01/12 0% RVDeclarations&TOC

GEICO 10/18/12-New12/03/12-Renewal

0% BaseTransitionFactorsRulePPA.P.01-AddedBouncedChecks/InsufficientFunds

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GEICOcontinued

12/26/12New01/24/13-Renewal

+2.0% • RateChangevariesbyterritory.Territorialdefinitionsarerevisedtosplitfiveexistingterritoriesintomorerefinedterritories

• EmergencyRoadServiceamulti-cardiscountis proposedinadditiontorevisedvehicleagentandcoveragelimitfactors.

• Modifyingbaseratetransitionfactors

Hanover 12/01/12 0% AdoptedwithoutalterationstheratesymbolassignmentsthatarecurrentlyonfilewiththeDOIasfollows:• ISOCircularSY-AA=2012-013andSY-AA-2012-016• LPMPCircularLP-AA-2012-007ANDLP-AA-2012-005

Liberty 10/01/12 0% Groups

01/15/13-New02/15/13-Renewal

+6.9% BaseRates

Plymouth Rock 11/07/12 0% Groups

01/01/13 0% Groups

01/01/13 +2.9% • BaseRatesforParts1,2,3,4,5,6,7,9• ResidualMarketLoadTable• RemovedlanguagefromMoorcycleRates• NewRule27.TenurewithPriorCarrier• BecauseofnewRule27thefollowingRulenumbers

havechanged:• Rule27isNowRule28• Rule28isnowRule29• Rule29isnowRule30• Rule30isnowRule31

01/15/13 0% • CompleteManual• NewRule26.4:VehicleHistoryScoring

Quincy Mutual 02/01/13 0% Groups

Ifyouhaveanyquestionsaboutthefilingslistedabove,feelfreetocontactDonnaMcKenna(dmckenna@massagent.com)orKathyCormier(kcormier@massagent.com).YoushouldalsoknowthatallfilingsarepostedonunderPublications- CompanyFilingsinthemembers-onlysectionofmassagent.com.

December 17. 2012