24
GREEN MOUNTAIN AGENT A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION December 2015
GREEN MOUNTAIN AGENT
A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION
December 2015
7th
Green Mountain Agent is a publication of
600 Blair Park Road Suite 100 Williston VT 05495 Phone 802-229-5884 Fax 802-876-7912 wwwviaaorgVIAA OfficersPresident Daniel LussierVice President Peter RichardsSecretaryTreasurer Erin OdellIIABA amp PIA State National Director Ron Bixby
DirectorsChip AmsAlan KinneyPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
December 2015
4 Message from the PresidentFeatures
6 VIAA Young Agents News Brief6 VIAArsquos Holiday Hours9 From the VT Department of
Financial Regulation 14 Sales Success Sales is Rigged in Favor of
the Hard Workers and Self-DisciplinedNews
22 Vermont Mutual23 Hickock amp Boardman
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
4
Message from the President
Holiday Cheer and a Happy New Year
We wonrsquot pick a person of the year for our cover like other magazines do There are far too many people that help VIAA runmdash our members company partners carrier partners and sister associations It would not be possible to choose just one Although Irsquove been president for a few short months itrsquos been a busy year at the association Some of our biggest changes include a new operating model and moving The New Year brings great excitement with opening of our state of the art education center in February and the continued growth of our phenomenal Young Agents Committee There is no better time to express our appreciation for your loyalty and support We wish everyone all the joys of the holiday season and a prosperous New Year
Dan Lussier VIAA President
5
We are now located at 600 Blair Park Road Suite 100 Williston Vermont 05495
Our phone number remains the same 802bull229bull5884
Our fax number has changed 802bull876bull7912
Mailing amp Office Address 600 Blair Park Road Suite 100 Williston Vermont 05495Phone 8022295884|Fax 8028767912
6
VIAA Young Agents News Brief
VIAArsquos Holiday Hours
Vermont Young Agents Elect New Leadership
Congratulations to the new leadership of the Vermont Young Agents Committee
Kerri OrsquoConnor Noyle Johnson Group ChairBrady Hecht Patriot Insurance Co-ChairAislyn Vaughn NFP PampC Inc SecretaryMichael OrsquoLeary Kinney Pike Insurance Treasurer
Next YAC MeetingFebruary 18 2016 Noon Vermont Mutual 89 State Street Montpelier Lunch sponsored by Vermont Mutual Insurance Group RSVP Kerri OrsquoConnor koconnornwjinsurancecom
We will be closed on the following daysThursday December 24Friday December 25 Thursday December 31Friday January 1 2016
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
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bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
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April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
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10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
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We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
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10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
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AllstateAmTrust North America Inc
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DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
7th
Green Mountain Agent is a publication of
600 Blair Park Road Suite 100 Williston VT 05495 Phone 802-229-5884 Fax 802-876-7912 wwwviaaorgVIAA OfficersPresident Daniel LussierVice President Peter RichardsSecretaryTreasurer Erin OdellIIABA amp PIA State National Director Ron Bixby
DirectorsChip AmsAlan KinneyPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
December 2015
4 Message from the PresidentFeatures
6 VIAA Young Agents News Brief6 VIAArsquos Holiday Hours9 From the VT Department of
Financial Regulation 14 Sales Success Sales is Rigged in Favor of
the Hard Workers and Self-DisciplinedNews
22 Vermont Mutual23 Hickock amp Boardman
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
4
Message from the President
Holiday Cheer and a Happy New Year
We wonrsquot pick a person of the year for our cover like other magazines do There are far too many people that help VIAA runmdash our members company partners carrier partners and sister associations It would not be possible to choose just one Although Irsquove been president for a few short months itrsquos been a busy year at the association Some of our biggest changes include a new operating model and moving The New Year brings great excitement with opening of our state of the art education center in February and the continued growth of our phenomenal Young Agents Committee There is no better time to express our appreciation for your loyalty and support We wish everyone all the joys of the holiday season and a prosperous New Year
Dan Lussier VIAA President
5
We are now located at 600 Blair Park Road Suite 100 Williston Vermont 05495
Our phone number remains the same 802bull229bull5884
Our fax number has changed 802bull876bull7912
Mailing amp Office Address 600 Blair Park Road Suite 100 Williston Vermont 05495Phone 8022295884|Fax 8028767912
6
VIAA Young Agents News Brief
VIAArsquos Holiday Hours
Vermont Young Agents Elect New Leadership
Congratulations to the new leadership of the Vermont Young Agents Committee
Kerri OrsquoConnor Noyle Johnson Group ChairBrady Hecht Patriot Insurance Co-ChairAislyn Vaughn NFP PampC Inc SecretaryMichael OrsquoLeary Kinney Pike Insurance Treasurer
Next YAC MeetingFebruary 18 2016 Noon Vermont Mutual 89 State Street Montpelier Lunch sponsored by Vermont Mutual Insurance Group RSVP Kerri OrsquoConnor koconnornwjinsurancecom
We will be closed on the following daysThursday December 24Friday December 25 Thursday December 31Friday January 1 2016
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
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CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
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April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
AmTrust has a bouquet of coverage
for small businesses
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Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
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10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
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SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
Green Mountain Agent is a publication of
600 Blair Park Road Suite 100 Williston VT 05495 Phone 802-229-5884 Fax 802-876-7912 wwwviaaorgVIAA OfficersPresident Daniel LussierVice President Peter RichardsSecretaryTreasurer Erin OdellIIABA amp PIA State National Director Ron Bixby
DirectorsChip AmsAlan KinneyPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
December 2015
4 Message from the PresidentFeatures
6 VIAA Young Agents News Brief6 VIAArsquos Holiday Hours9 From the VT Department of
Financial Regulation 14 Sales Success Sales is Rigged in Favor of
the Hard Workers and Self-DisciplinedNews
22 Vermont Mutual23 Hickock amp Boardman
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
4
Message from the President
Holiday Cheer and a Happy New Year
We wonrsquot pick a person of the year for our cover like other magazines do There are far too many people that help VIAA runmdash our members company partners carrier partners and sister associations It would not be possible to choose just one Although Irsquove been president for a few short months itrsquos been a busy year at the association Some of our biggest changes include a new operating model and moving The New Year brings great excitement with opening of our state of the art education center in February and the continued growth of our phenomenal Young Agents Committee There is no better time to express our appreciation for your loyalty and support We wish everyone all the joys of the holiday season and a prosperous New Year
Dan Lussier VIAA President
5
We are now located at 600 Blair Park Road Suite 100 Williston Vermont 05495
Our phone number remains the same 802bull229bull5884
Our fax number has changed 802bull876bull7912
Mailing amp Office Address 600 Blair Park Road Suite 100 Williston Vermont 05495Phone 8022295884|Fax 8028767912
6
VIAA Young Agents News Brief
VIAArsquos Holiday Hours
Vermont Young Agents Elect New Leadership
Congratulations to the new leadership of the Vermont Young Agents Committee
Kerri OrsquoConnor Noyle Johnson Group ChairBrady Hecht Patriot Insurance Co-ChairAislyn Vaughn NFP PampC Inc SecretaryMichael OrsquoLeary Kinney Pike Insurance Treasurer
Next YAC MeetingFebruary 18 2016 Noon Vermont Mutual 89 State Street Montpelier Lunch sponsored by Vermont Mutual Insurance Group RSVP Kerri OrsquoConnor koconnornwjinsurancecom
We will be closed on the following daysThursday December 24Friday December 25 Thursday December 31Friday January 1 2016
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
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CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
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Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
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Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
4
Message from the President
Holiday Cheer and a Happy New Year
We wonrsquot pick a person of the year for our cover like other magazines do There are far too many people that help VIAA runmdash our members company partners carrier partners and sister associations It would not be possible to choose just one Although Irsquove been president for a few short months itrsquos been a busy year at the association Some of our biggest changes include a new operating model and moving The New Year brings great excitement with opening of our state of the art education center in February and the continued growth of our phenomenal Young Agents Committee There is no better time to express our appreciation for your loyalty and support We wish everyone all the joys of the holiday season and a prosperous New Year
Dan Lussier VIAA President
5
We are now located at 600 Blair Park Road Suite 100 Williston Vermont 05495
Our phone number remains the same 802bull229bull5884
Our fax number has changed 802bull876bull7912
Mailing amp Office Address 600 Blair Park Road Suite 100 Williston Vermont 05495Phone 8022295884|Fax 8028767912
6
VIAA Young Agents News Brief
VIAArsquos Holiday Hours
Vermont Young Agents Elect New Leadership
Congratulations to the new leadership of the Vermont Young Agents Committee
Kerri OrsquoConnor Noyle Johnson Group ChairBrady Hecht Patriot Insurance Co-ChairAislyn Vaughn NFP PampC Inc SecretaryMichael OrsquoLeary Kinney Pike Insurance Treasurer
Next YAC MeetingFebruary 18 2016 Noon Vermont Mutual 89 State Street Montpelier Lunch sponsored by Vermont Mutual Insurance Group RSVP Kerri OrsquoConnor koconnornwjinsurancecom
We will be closed on the following daysThursday December 24Friday December 25 Thursday December 31Friday January 1 2016
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
The products you need
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Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
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THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
5
We are now located at 600 Blair Park Road Suite 100 Williston Vermont 05495
Our phone number remains the same 802bull229bull5884
Our fax number has changed 802bull876bull7912
Mailing amp Office Address 600 Blair Park Road Suite 100 Williston Vermont 05495Phone 8022295884|Fax 8028767912
6
VIAA Young Agents News Brief
VIAArsquos Holiday Hours
Vermont Young Agents Elect New Leadership
Congratulations to the new leadership of the Vermont Young Agents Committee
Kerri OrsquoConnor Noyle Johnson Group ChairBrady Hecht Patriot Insurance Co-ChairAislyn Vaughn NFP PampC Inc SecretaryMichael OrsquoLeary Kinney Pike Insurance Treasurer
Next YAC MeetingFebruary 18 2016 Noon Vermont Mutual 89 State Street Montpelier Lunch sponsored by Vermont Mutual Insurance Group RSVP Kerri OrsquoConnor koconnornwjinsurancecom
We will be closed on the following daysThursday December 24Friday December 25 Thursday December 31Friday January 1 2016
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
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BEST OF A REGIONAL
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THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
6
VIAA Young Agents News Brief
VIAArsquos Holiday Hours
Vermont Young Agents Elect New Leadership
Congratulations to the new leadership of the Vermont Young Agents Committee
Kerri OrsquoConnor Noyle Johnson Group ChairBrady Hecht Patriot Insurance Co-ChairAislyn Vaughn NFP PampC Inc SecretaryMichael OrsquoLeary Kinney Pike Insurance Treasurer
Next YAC MeetingFebruary 18 2016 Noon Vermont Mutual 89 State Street Montpelier Lunch sponsored by Vermont Mutual Insurance Group RSVP Kerri OrsquoConnor koconnornwjinsurancecom
We will be closed on the following daysThursday December 24Friday December 25 Thursday December 31Friday January 1 2016
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
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bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
The products you need
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uumluumluuml
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THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
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Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
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bull Risk Control Services
bull Self Insured Group Management
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
The products you need
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uumluumluuml
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THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
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Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
The products you need
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Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
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BEST OF A REGIONAL
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THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
9
Seasonrsquos greetings from the Department of Financial Regulation Insurance Division (DFR) Itrsquos been about six months since you last heard from me in the GMA so I thought now would be a good time for another update You will recall that in the July edition of GMA I gave a 2015 insurance legislation recap and briefed you on some personnel changes here in the Insurance Division This time Irsquod like to focus on DFRrsquos activities and involvement in the National Association of Insurance Commissioners (NAIC) starting with a quick primer on the organization In my view the NAIC is the glue and catalyst that keeps state-based regulation viable and helps make insurance the most effectively regulated financial sector Unlike other financial industries like banking and securities there is no federal level insurance regulator Without a doubt the national and international insurance marketplace presents a coordination challenge for the 50+ different regulators It is through the NAIC that we have met that challenge and have done so with an impressive track record While the 2008 financial crisis wreaked havoc on the banking sector insurance companies and the state based regulatory system showed incredible resilience In fact the only major insurer impacted (AIG) had its problems rooted in one of its non-insurance entities with products that state insurance regulators were specifically barred from regulating The NAIC is not a regulator but a non-profit organization of the 50 states the District of Columbia and five US territories It helps coordinate the activities and legal framework of all of these 56 jurisdictions Regulators from across the country meet three times annually along with industry and consumer group representatives to discuss emerging issues and how best to respond to them The outcome of these meetings is a vital sharing of information as well as model laws and uniformity in how we regulate insurance These model laws go
through a thorough vetting in the NAIC committee process before they are voted on by the membership (the 56 insurance commissioners) One key component in achieving this uniformity of quality regulation across all states is the Financial Accreditation Program which focuses on ensuring each state has adequate oversight and enforcement powers regarding solvency regulation of its domestic insurers At least every five years each state is subject to an intensive on-site review of its legal framework and its performance in financial analysis examination licensing and transactional review DFR hosted the accreditation team in September and we are proud to announce that at the Fall National NAIC meeting in Washington DC the Accreditation committee voted to renew Vermontrsquos accreditation for a full five years So what else goes on at these meetings Much of the work takes place at the committee level there are more than 100 committees working groups task-forces and sub-groups that tackle important issues and take public comment on the direction of the regulators Vermont takes a leadership role in many of these committees Commissioner Susan Donegan led a multi-year effort to establish more robust and uniform insurance company corporate governance standards Additionally the Commissioner has been very active in representing the US state-based system in international forums such as the IAIS (International Association of Insurance Supervisors) Our Deputy Commissioner of the Captive Insurance Division David Provost
From the VT Department of Financial Regulation
Kaj Samsom
VT DFR Deputy Commissioner
Insurance Division
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
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Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
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Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
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AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
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C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
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DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
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agents professional
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SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
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Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
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Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
10
is active on many captive insurance RRG and reinsurance committees I am currently chairing a sub-group tasked with developing reporting standards for life insurers under the new Principles Based Reserving requirements that are expected to become effective in 2017 Chief Examiner Karen Murphy and I are also members of several solvency related committees that maintain the framework for financial reporting analysis and examinations of US insurance companies Chris Rouleau our market conduct director participates in the market conduct and compliance related groups and is a member of a working group that is exploring expansion of the NAIC accreditation program to market conduct related activities In addition to the specific committee work we are directly involved in or leading we take advantage of the opportunities provided at the NAIC meetings to check in with colleagues and stakeholders about emerging issues For instance at the fall meeting in November I attended a public hearing related to the use of ldquobig datardquo in automobile insurance pricing At that hearing I heard the views of consumer groups and industry representatives as well as insight on how regulators in other states are navigating these issues This allows me to come back to Vermont with an informed and balanced view of emerging topics and ensure that when Vermont takes a regulatory position we do so with all of the best information availableWhile this write-up really just scratches the surface of what goes on at the NAIC I hope it leaves you with a better understanding of how important the organization is to the effective regulation of the insurance industry If you are thirsty for more I encourage you to visit the NAIC website (NAICorg) and browse the ldquoCommittees amp Activitiesrdquo tab There you will find all the standing committees and can access a summary of any of the issues these working groups are looking into I should also note that NAIC activities expand beyond services to regulators For instance
they also produce consumer outreach and education materials which can be found at wwwinsureuonlineorg Additionally the NAIC maintains the Center for Insurance Policy amp Research which is a great resource for all stakeholders in the insurance industry providing topical white-papers and research on key insurance issues As always donrsquot hesitate to reach out to me directly if you have any questions about other goings on at DFR or finding and connecting with resources that may be of value to you at the NAIC
Thanks for your time and have a safe and happy holidayKaj Samsom
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Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
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Sign up now at wwwtrustedchoicecomfor-agents
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10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
INDEPENDENTAGENTCOMACTSECURE
INDEPENDENTAGENTCOMACTSECUREACT has what you
need to fill all your tech protection gaps
Visit IndependentAgentcomACTSecure
SECURITYEncrypt Your DatabasesErr on the side of caution when it comes to encrypting data Wersquove got the best practices for compliant data encryption and a primer on state regulations What you will find State privacy and PII regulations
Secure Your VoIPBe aware of the overall security level of your data infrastructure including your IP phone system What you will find resources to protect your VoIP traffic from packet analyzers
Remotely Access Agency SystemsRemote access requires awareness authentication intrusion detectionprevention systems and a secure VPN to lessen risks What you will find Remote Access software rankings VPN and server specifications
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
Take small steps to protect your agency and prevent cyber attacks ACT has the tools you need to help you protect your agency from cyber threats and prepare your agency to recover should disaster strike Visit independentagentcomACTSecure to find more than 50 helpful resources in 12 areas that you need to address now to protect your agency against the threats of tomorrow
PREVENTION KNOWLEDGE DOCUMENTRETENTIONMitigate Cyber Risk
With proper planning you can protect your agency from significant risks including data breach and cyberattack What you will find disaster planning and recovery resources
Protect PasswordsA Post-It note on a computer monitor doesnrsquot count Discover the best way to manage passwords What you will find resources to help you manage passwords and implement a strategy
Monitor Equipment in Real-TimeUnderstand and monitor the contents of data flowing in and out of your network What you will find Data Loss Prevention (DLP) solutions
Use ASP Systems for SecurityASP systems keep agency management and other system data accessible backed-up and automatically updated What you will find ASP comparisons price points keep antivirus in mind
Stay on the Right Side of the LawUnderstand the data breach laws and prevetion requirements for your states(s)What you will find resources for navigating PCI the FTC Omnibus Rule and more
Mobile DevicesWhile mobile is becoming essential using mobile devices to conduct business exposes your agency to additional security threats What you will find Information on encryption ldquoBOYDrdquo secure wireless connections other device security
Educate and TrainMake sure everyone knows their roles and responsibilities in safeguarding company assets and client information What you will find HIPAA security awareness resources agency security guidelines
Electronic Communication Know the laws and master the best practices regarding electronic communications What you will find Resources on e-signature the Uniform Electronic Transaction Act and ACORD standards
Should Documents Stay or GoYour agency needs a compliant document retention strategy to help prevent information from getting in the wrong hands
What you will find federal legislation state laws and best practices on document retention and destruction
Go PaperlessBefore taking the leap itrsquos critical to make a plan for a successful paperless transition What you will find Data hosting information on security vulnerabilities and precautions
Protect Confidential InformationKnow state and federal laws conduct risk analysis and compliance gapping then create PHI and PPI complient policies
What you will find rules amp tools for HIPPA FTC HITECH and PCI
Document DestructionDevelop and follow a process for destruction of paper and electronic files located on LANs cloud drives local and mobile devices and USB or external drives
What you will find FTC disposal of consumer information and shredding resources
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
16
Sales like America is Rigged in Favor of the Hard Workers and Self-Disciplined
Lately Irsquove heard several politicians saying that America is rigged so that only the rich can win Theyrsquore dead wrong America is still rigged for the people who are willing to roll up their sleeves work extremely hard and sacrifice short-term pleasure today for long-term gain tomorrow Itrsquos rigged for those willing to stick a hand out to help others versus those looking for a handout In the largest economy ever created on the planet America is still the land of opportunity And life will still pay whatever price you ask but itrsquos not just going to hand you the prize without you earning it without you deserving it Yes America is still a do-it-to-yourself and for-yourself proposition Sales mirrors America in this way If yoursquore willing to work hard stay disciplined and do what needs to be done every day whether you feel like it or not you can be extremely successful in sales All of that said it will be helpful to keep the following sales rules in mindThree Sales Success Rules to RememberRule 1 You canrsquot shortcut your way to successI recently saw a quote someone created on social media that read ldquoYou say you work 40 hours a week Yes I remember my first part-time job toordquo If yoursquore looking for a 9 to 5 job or an easy way to make money donrsquot get into sales Sales is the lowest paying easy work and the highest paying hard work and to be successful you simply have to put in the hours There is no magic bullet or secret that will make you a superstar overnight While you want to work smart in addition to hard in the beginning when you are just figuring things out hard work and long hours are required Especially when you are just starting out in sales or if you are struggling your objective is to be the hardest working salesperson in the organization When I was failing miserably early
in my career what kept me around was the fact that I was the first one in the office the last one out and when they pulled the Tels Report which kept track of phone calls I was always number one on the list Whenever I have a new salesperson struggling I look for two things attitude and activity Are they persistent Are they still getting out there and swinging away with their chin up Are they coachable and continuing to learn from their mistakes Finally are they going above and beyond in terms of effort Are they outworking everyone else to learn the business and make the calls Rule 2 You canrsquot cheap your way to successTo be successful in sales is going to require a large investment of time effort energy and yes even money Yoursquore going to have to invest in books audio and video programs seminars and other learning tools You need to have your own personal library of educational and motivational materials You also need to invest in the tools of your trade and other items I remember borrowing money from my parents to buy clothes a couple of nice pens and office supplies so I could look the part of a successful stockbroker I also borrowed money from them for several educational and motivational programs This was extremely difficult for me to do It shook my confidence and dented my ego but I had to do it if I was going to make it Most top salespeople have a similar story about borrowing money from a friend or family member maxing out a credit card or taking some other huge risk when they were just starting out Winners are always willing to place a bet on themselves The truth is if you are not investing in yourself yoursquore not serious about your career and yoursquore not committed to success After I do a speaking engagement or training the first people who
Sales Success with John Chapin
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
17
approach me about investing in my book CDs and other items are the most successful people They have an abundance mentality and they know that even one new idea will more than cover their investment On the other hand I also run into the struggling salespeople with a scarcity mentality I once had a new salesperson come up to me and say ldquoI donrsquot have $40 for your sales book Can I just pick your brain and learn what I need to know to make it in salesrdquo Thatrsquos someone with no commitment looking for something for nothing I canrsquot help that person because he wonrsquot help himselfRule 3 You canrsquot cheat your way to successIrsquove seen people who walk in the gray areas and justify cutting a few corners to make more money faster Irsquove also seen the people who overtly lie and misrepresent their product to make some quick sales While the first scenario isnrsquot as bad as the second both of these are an attempt to ldquocheatrdquo the system and bring success more quickly And while you may make some short-term sales and perhaps even appear to be successful to others both of these scenarios always end badly in the long run The only way to sell is with complete honesty and integrity Yes following the rules and doing things the right way may take longer and be harder but at the end of the day your character and reputation will still be intact and yoursquoll still be able to look at yourself in the mirror In the end any short-term gain by cheating the system will always lead to long-term pain and a shortened career The tried-and-true path to long-term sales success is one of honesty integrity and ethics
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
22
Vermont Athletics and Learfield Sportsrsquo Vermont Sports Properties announced today a multi-year partnership with Vermont Mutual Insurance Group
The relationship calls for the company to be an official partner of Vermont Athletics marking a first-of-its-kind between the two parties It will focus on support of Catamount Athletics through in-venue signage at Patrick Gymnasium and Gutterson Fieldhouse Vermont Mutual will also be featured in-game and have a presence on CatamounTV and gameday radio broadcasts throughout the duration of the three-year partnershipldquoAs Vermontrsquos oldest insurance company wersquore proud to partner with UVM one of the statersquos oldest higher education institutionsrdquo said Vermont Mutual Insurance President and CEO Daniel C Bridge ldquoWersquove been fortunate at Vermont Mutual to receive national recognition for our sustained high performance and financial stability so it seemed like a great match to enter into a sponsorship agreement with UVM an institution that also enjoys national recognition for their accomplishments both in and outside of the classroomrdquoVermont Mutual has also become a Victory Club member which provides resources to directly benefit the over 400 Catamount student-athletes ldquoWersquore thrilled to have Vermont Mutual joining our group of corporate sponsors especially since this is their first venture into collegiate athletic sponsorshipsrdquo said University of Vermont Athletic Director Dr Bob Corran ldquoWersquore confident this partnership will provide great exposure for Vermont Mutual while providing exceptional benefits to Catamount Athletics the Victory Club and Catamount student-athletesrdquo
Company News
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
23
Hickok amp Boardman Welcomes New Business Client Advisor in St Albans Office
Hickok amp Boardman Insurance Group is pleased to announce that Corey Parent has joined the organization as a Client Advisor in their St Albans office Parent will be instrumental in further developing the agencyrsquos business in Franklin County and the surrounding areas Born and raised in St Albans Parent brings a wide-range of experience in business economic development and customer service to his home county ldquoWe are excited about Corey joining our team His passion for business and economic growth combined with his dedication to the St Albans community fits well with our mission which is to build long term relationshipsrdquo said Scott Boardman PresidentA BFA and St Lawrence University graduate Parent previously worked in Municipal Bond Sales with Goldman Sachs and most recently as a Business Data Analyst with UVM Medical Center He also serves in the Vermont House of Representatives Parent resides in St Albans and is an active youth football and hockey coach
Agency News
Corey Parent
