29
May 2015 GREEN MOUNTAIN AGENT A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION
May 2015
GREEN MOUNTAIN AGENT
A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION
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
Green Mountain Agent is a publication of
PO Box 1387 Montpelier VT 05601 Phone 802-229-5884 Fax 802-223-0868 wwwviaaorgVIAA OfficersPresident Michael T Walsh CPCUVice President Daniel LussierSecretaryTreasurer Peter RichardsIIABA amp PIA State National Director Ron BixbyImmediate Past President Jon Jamieson CIC
DirectorsChip AmsErin OdellPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
May 20154 Message from the President7 Federal Legislative Update
Features
12 Marketing Strategies Why You Should Integrate Your Marketing
15 Sales Success What Makes the Top Salespeople the Top Salespeople
EampO Corner
20 The Importance of Following Good EampO Practices with Regard to Documentation
News
24 NGM Insurance Group26 Vermont Mutual28 W H Shaw Insurance Agency
4
Legislation and the Independent Agent April was a busy month I traveled to the Big ldquoIrdquo Legislative Conference in Washington DC with two members of our Young Agents Committee It was great to give our future leaders this opportunity to learn more about the association and advocate on our legislative issues I know we are all weary of the partisan bickering that we are inundated with daily The fact of the matter is our industry is under scrutiny and subject to increased federal regulation on top of state regulation That is why advocacy is a top priority at VIAA and ensures that members receive daily representation in Washington DC and Montpelier I encourage all Vermont Independent Agents to be aware of current federal legislation (See Page 7) that impacts our industry from insurance regulatory reform to tax reform with flood insurance somewhere in between VIAA has a modest fundraising goal for InsurPac in 2015 Irsquom sure that Paul Kendall Vermont InsurPac Chair would welcome your support If you havenrsquot made your 2015 Insurpac contribution I hope you will today Here at home wersquove dodged the service fee tax and fought to reduce the proposed payroll tax We are expecting one last opportunity to advocate for our clients and industry on H 378 ndash an act relating to independent contractors Although there are limited days left in the session wersquore ready to provide our perspective on this very important legislation The Vermont Young Agents Committee (YAC) Kick-Off was a success and these future leaders will meet again in Rutland in early June to finalize their inaugural agenda Itrsquos not too late to join Irsquod also like to congratulate Pat Cahoon from NFP-Poulos Insurance and YAC
President on being appointed to legislaturersquos Youth Employment Working Group Looking forward itrsquos time to mark your calendars for the 109th VIAA Annual Convention and Golf Tournament It will be held September 24 and 25 at the Hilton Burlington Wersquove got a new format this year and the Young Agents are taking over the main eventmdashVintage Vegas Casino Night It is an invaluable opportunity for insurance professionals of all ages rank and experience levels and is a must attend for all independent agents
Michael T Walsh VIAA President
Message from the President
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
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We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
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These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
With detailed agency profiles the ability to attract targeted commercial lines classes and expanded consumer resources TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullUnlimited NAICS codesAll prospect sizesYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Unlimited Prospects bullEmail Notification bullset UP Cost $0MonthLy $79
Bundle with Personal Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
TrustedChoicecomCommercial Lines Advantage Subscription
7
Federal Legislative Update
Insurance Regulatory Reform While strongly opposing day-to-day federal insurance regulation the Big ldquoIrdquo does support targeted federal legislation to modernize the state-based system In that vein the Big ldquoIrdquo experienced a major legislative victory early this year with passage of the National Association of Registered Agents and Brokers legislation (NARAB II) and thanks Congress for acting The Big ldquoIrdquo continues working on implementation of this critical agent licensing reform especially on the NARAB Board appointments The Big ldquoIrdquo also supports the ldquoPolicyholder Protection Act of 2015rdquo soon to be introduced by Sens David Vitter (R-Louisiana) and Jon Tester (D-Montana) in the Senate and Reps Bill Posey (R-Florida) and Brad Sherman (D-California) in the House This bill would clarify Dodd-Frank to allow state regulators to wall off and protect insurance company assets designated for the benefit of insurance consumers and not be used to ldquobailoutrdquo non-insurance related failures
Flood Insurance and Natural Disasters The Big ldquoIrdquo strongly supports the National Flood Insurance Program (NFIP) as its agents are the delivery force for this private-public program that protects 55 million consumers across the country The association also supports the ldquoFlood Insurance Market Parity and Modernization Act of 2015rdquo soon to be introduced by Sens Dean Heller (R-Nevada) and Jon Tester (D-Montana) in the Senate and Reps Dennis Ross (R-Florida) and Patrick Murphy (D-Florida) in the House This legislation meant to complement the NFIP rather than replace it would grant state insurance regulators the authority to determine what is acceptable private flood insurance The Big ldquoIrdquo also supports the ldquoSafe Building Code Incentive Act of 2015rdquo by Reps Mario Diaz-Balart (R-Florida) and Albio Sires (D-New Jersey) which would provide financial incentives for states to adopt and enforce safe building codes
Crop Insurance The Big ldquoIrdquo urges Congress to oppose any legislation that attempts to cut the Federal Crop Insurance Program (FCIP) Less than a year after passage of the Farm Bill S 345 a bill to cap the annual crop insurance premium subsidies to producers was introduced by Sens Pat Toomey (R-Pennsylvania) and Jeanne Shaheen (D-New Hampshire) In addition S 463 and HR 892 the ldquoHarvest Price Subsidy Reduction Actrdquo introduced by Sens Jeff Flake (R-Arizona) and Jeanne Shaheen (D-New Hampshire) in the Senate and Rep John Duncan (R-Tennessee) in the House were also introduced to eliminate premium support for the Harvest Price Option - an important risk management tool for farmers Arbitrary funding reductions only weaken the system and ultimately shifts risk exposure back to taxpayers The Big ldquoIrdquo opposes all three bills
Healthcare The Big ldquoIrdquo supports HR 815 the ldquoAccess to Professional Health Insurance Advisors Act of 2015rsquorsquo sponsored by Reps Billy Long (R-Missouri) and Kurt Schrader (D-Oregon) The bill would clarify that agent compensation is not part of the Medical Loss Ratio (MLR) formula as enacted in the Affordable Care Act (ACA) The Big ldquoIrdquo also supports the repeal or delay of the ACArsquos excise tax on high-cost health plans which is scheduled to take effect in 2018 Dubbed the ldquoCadillac Taxrdquo this tax provision assesses a 40 excise tax on health plans that exceed an established annual cost Rep Frank Guinta (R-New Hampshire) introduced HR 879 the ldquoAx the Tax on Middle Class Americansrsquo Health Plans Actrdquo which would repeal the excise tax
Department of Labor Fiduciary Standard The Big ldquoIrdquo supports HR 1090 ldquoThe Retail Investor Protection Actrdquo introduced by Rep Ann Wagner (R-Missouri) This bill requires that the Securities and Exchanges Commission (SEC) go first in issuing its rulemaking on a uniform fiduciary standard before the Department of Labor (DOL) can put forward its rule to expand the definition of a fiduciary under ERISA The DOL is proposing to expand the application of the fiduciary standard from just registered representatives to also include broker-dealers who are currently subject to a suitability standard The Big ldquoIrdquo is concerned that this move would lead to investor harm and limit consumer access to professional advice
Risk Retention Act Expansion The Big ldquoIrdquo has concerns with the possible expansion of the Liability Risk Retention Act of 1986 (LRRA) which was meant to respond to a crisis in the commercial liability market when some businesses found it difficult to obtain liability insurance Some Risk Retention Groups (RRGs are entities created by that law) now want to see it expanded to also include commercial property coverage The Big ldquoI and many others in the insurance market including insurance commissioners are concerned because RRGs are not regulated like traditional insurance companies and are held to different consumer protection standards Also there is no current crisis and there is no demonstrated marketplace need for this expansion
You are Invited to our
INSURANCE INDUSTRY MIXER
May 28th 2015 Join Insurance Professionals from across the
Champlain Valley for an evening of networking
Thursday May 28th 2015530 pm ndash 730 pm
The Essex Vermontrsquos Culinary Resort amp Spa70 Essex Way Essex Junction VT
Jazz Band Door Prizes Appetizers Cash Bar Chocolate Fountain and 50-50 Raffle
Hosted by
Please make checks payable to CVAIPRSVP by 5222015
$10 in advance $15 at the door
Name CVAIP or IAIP Member (YN) Business Name Amount Enclosed
Please mail check and registration form to
Heidi Blondin co Rig Insurance Services PO Box 966 Colchester VT 05446
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
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(Excellent) FSC X
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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
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SECUREyour agencyrsquos future with
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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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
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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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
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
Green Mountain Agent is a publication of
PO Box 1387 Montpelier VT 05601 Phone 802-229-5884 Fax 802-223-0868 wwwviaaorgVIAA OfficersPresident Michael T Walsh CPCUVice President Daniel LussierSecretaryTreasurer Peter RichardsIIABA amp PIA State National Director Ron BixbyImmediate Past President Jon Jamieson CIC
DirectorsChip AmsErin OdellPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
May 20154 Message from the President7 Federal Legislative Update
Features
12 Marketing Strategies Why You Should Integrate Your Marketing
15 Sales Success What Makes the Top Salespeople the Top Salespeople
EampO Corner
20 The Importance of Following Good EampO Practices with Regard to Documentation
News
24 NGM Insurance Group26 Vermont Mutual28 W H Shaw Insurance Agency
4
Legislation and the Independent Agent April was a busy month I traveled to the Big ldquoIrdquo Legislative Conference in Washington DC with two members of our Young Agents Committee It was great to give our future leaders this opportunity to learn more about the association and advocate on our legislative issues I know we are all weary of the partisan bickering that we are inundated with daily The fact of the matter is our industry is under scrutiny and subject to increased federal regulation on top of state regulation That is why advocacy is a top priority at VIAA and ensures that members receive daily representation in Washington DC and Montpelier I encourage all Vermont Independent Agents to be aware of current federal legislation (See Page 7) that impacts our industry from insurance regulatory reform to tax reform with flood insurance somewhere in between VIAA has a modest fundraising goal for InsurPac in 2015 Irsquom sure that Paul Kendall Vermont InsurPac Chair would welcome your support If you havenrsquot made your 2015 Insurpac contribution I hope you will today Here at home wersquove dodged the service fee tax and fought to reduce the proposed payroll tax We are expecting one last opportunity to advocate for our clients and industry on H 378 ndash an act relating to independent contractors Although there are limited days left in the session wersquore ready to provide our perspective on this very important legislation The Vermont Young Agents Committee (YAC) Kick-Off was a success and these future leaders will meet again in Rutland in early June to finalize their inaugural agenda Itrsquos not too late to join Irsquod also like to congratulate Pat Cahoon from NFP-Poulos Insurance and YAC
President on being appointed to legislaturersquos Youth Employment Working Group Looking forward itrsquos time to mark your calendars for the 109th VIAA Annual Convention and Golf Tournament It will be held September 24 and 25 at the Hilton Burlington Wersquove got a new format this year and the Young Agents are taking over the main eventmdashVintage Vegas Casino Night It is an invaluable opportunity for insurance professionals of all ages rank and experience levels and is a must attend for all independent agents
Michael T Walsh VIAA President
Message from the President
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
With detailed agency profiles the ability to attract targeted commercial lines classes and expanded consumer resources TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
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Contact Information bullPersonalized Profile Page bullUnlimited NAICS codesAll prospect sizesYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Unlimited Prospects bullEmail Notification bullset UP Cost $0MonthLy $79
Bundle with Personal Lines and save
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TrustedChoicecomCommercial Lines Advantage Subscription
7
Federal Legislative Update
Insurance Regulatory Reform While strongly opposing day-to-day federal insurance regulation the Big ldquoIrdquo does support targeted federal legislation to modernize the state-based system In that vein the Big ldquoIrdquo experienced a major legislative victory early this year with passage of the National Association of Registered Agents and Brokers legislation (NARAB II) and thanks Congress for acting The Big ldquoIrdquo continues working on implementation of this critical agent licensing reform especially on the NARAB Board appointments The Big ldquoIrdquo also supports the ldquoPolicyholder Protection Act of 2015rdquo soon to be introduced by Sens David Vitter (R-Louisiana) and Jon Tester (D-Montana) in the Senate and Reps Bill Posey (R-Florida) and Brad Sherman (D-California) in the House This bill would clarify Dodd-Frank to allow state regulators to wall off and protect insurance company assets designated for the benefit of insurance consumers and not be used to ldquobailoutrdquo non-insurance related failures
Flood Insurance and Natural Disasters The Big ldquoIrdquo strongly supports the National Flood Insurance Program (NFIP) as its agents are the delivery force for this private-public program that protects 55 million consumers across the country The association also supports the ldquoFlood Insurance Market Parity and Modernization Act of 2015rdquo soon to be introduced by Sens Dean Heller (R-Nevada) and Jon Tester (D-Montana) in the Senate and Reps Dennis Ross (R-Florida) and Patrick Murphy (D-Florida) in the House This legislation meant to complement the NFIP rather than replace it would grant state insurance regulators the authority to determine what is acceptable private flood insurance The Big ldquoIrdquo also supports the ldquoSafe Building Code Incentive Act of 2015rdquo by Reps Mario Diaz-Balart (R-Florida) and Albio Sires (D-New Jersey) which would provide financial incentives for states to adopt and enforce safe building codes
Crop Insurance The Big ldquoIrdquo urges Congress to oppose any legislation that attempts to cut the Federal Crop Insurance Program (FCIP) Less than a year after passage of the Farm Bill S 345 a bill to cap the annual crop insurance premium subsidies to producers was introduced by Sens Pat Toomey (R-Pennsylvania) and Jeanne Shaheen (D-New Hampshire) In addition S 463 and HR 892 the ldquoHarvest Price Subsidy Reduction Actrdquo introduced by Sens Jeff Flake (R-Arizona) and Jeanne Shaheen (D-New Hampshire) in the Senate and Rep John Duncan (R-Tennessee) in the House were also introduced to eliminate premium support for the Harvest Price Option - an important risk management tool for farmers Arbitrary funding reductions only weaken the system and ultimately shifts risk exposure back to taxpayers The Big ldquoIrdquo opposes all three bills
Healthcare The Big ldquoIrdquo supports HR 815 the ldquoAccess to Professional Health Insurance Advisors Act of 2015rsquorsquo sponsored by Reps Billy Long (R-Missouri) and Kurt Schrader (D-Oregon) The bill would clarify that agent compensation is not part of the Medical Loss Ratio (MLR) formula as enacted in the Affordable Care Act (ACA) The Big ldquoIrdquo also supports the repeal or delay of the ACArsquos excise tax on high-cost health plans which is scheduled to take effect in 2018 Dubbed the ldquoCadillac Taxrdquo this tax provision assesses a 40 excise tax on health plans that exceed an established annual cost Rep Frank Guinta (R-New Hampshire) introduced HR 879 the ldquoAx the Tax on Middle Class Americansrsquo Health Plans Actrdquo which would repeal the excise tax
Department of Labor Fiduciary Standard The Big ldquoIrdquo supports HR 1090 ldquoThe Retail Investor Protection Actrdquo introduced by Rep Ann Wagner (R-Missouri) This bill requires that the Securities and Exchanges Commission (SEC) go first in issuing its rulemaking on a uniform fiduciary standard before the Department of Labor (DOL) can put forward its rule to expand the definition of a fiduciary under ERISA The DOL is proposing to expand the application of the fiduciary standard from just registered representatives to also include broker-dealers who are currently subject to a suitability standard The Big ldquoIrdquo is concerned that this move would lead to investor harm and limit consumer access to professional advice
Risk Retention Act Expansion The Big ldquoIrdquo has concerns with the possible expansion of the Liability Risk Retention Act of 1986 (LRRA) which was meant to respond to a crisis in the commercial liability market when some businesses found it difficult to obtain liability insurance Some Risk Retention Groups (RRGs are entities created by that law) now want to see it expanded to also include commercial property coverage The Big ldquoI and many others in the insurance market including insurance commissioners are concerned because RRGs are not regulated like traditional insurance companies and are held to different consumer protection standards Also there is no current crisis and there is no demonstrated marketplace need for this expansion
You are Invited to our
INSURANCE INDUSTRY MIXER
May 28th 2015 Join Insurance Professionals from across the
Champlain Valley for an evening of networking
Thursday May 28th 2015530 pm ndash 730 pm
The Essex Vermontrsquos Culinary Resort amp Spa70 Essex Way Essex Junction VT
Jazz Band Door Prizes Appetizers Cash Bar Chocolate Fountain and 50-50 Raffle
Hosted by
Please make checks payable to CVAIPRSVP by 5222015
$10 in advance $15 at the door
Name CVAIP or IAIP Member (YN) Business Name Amount Enclosed
Please mail check and registration form to
Heidi Blondin co Rig Insurance Services PO Box 966 Colchester VT 05446
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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
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A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
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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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
4
Legislation and the Independent Agent April was a busy month I traveled to the Big ldquoIrdquo Legislative Conference in Washington DC with two members of our Young Agents Committee It was great to give our future leaders this opportunity to learn more about the association and advocate on our legislative issues I know we are all weary of the partisan bickering that we are inundated with daily The fact of the matter is our industry is under scrutiny and subject to increased federal regulation on top of state regulation That is why advocacy is a top priority at VIAA and ensures that members receive daily representation in Washington DC and Montpelier I encourage all Vermont Independent Agents to be aware of current federal legislation (See Page 7) that impacts our industry from insurance regulatory reform to tax reform with flood insurance somewhere in between VIAA has a modest fundraising goal for InsurPac in 2015 Irsquom sure that Paul Kendall Vermont InsurPac Chair would welcome your support If you havenrsquot made your 2015 Insurpac contribution I hope you will today Here at home wersquove dodged the service fee tax and fought to reduce the proposed payroll tax We are expecting one last opportunity to advocate for our clients and industry on H 378 ndash an act relating to independent contractors Although there are limited days left in the session wersquore ready to provide our perspective on this very important legislation The Vermont Young Agents Committee (YAC) Kick-Off was a success and these future leaders will meet again in Rutland in early June to finalize their inaugural agenda Itrsquos not too late to join Irsquod also like to congratulate Pat Cahoon from NFP-Poulos Insurance and YAC
President on being appointed to legislaturersquos Youth Employment Working Group Looking forward itrsquos time to mark your calendars for the 109th VIAA Annual Convention and Golf Tournament It will be held September 24 and 25 at the Hilton Burlington Wersquove got a new format this year and the Young Agents are taking over the main eventmdashVintage Vegas Casino Night It is an invaluable opportunity for insurance professionals of all ages rank and experience levels and is a must attend for all independent agents
Michael T Walsh VIAA President
Message from the President
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
With detailed agency profiles the ability to attract targeted commercial lines classes and expanded consumer resources TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullUnlimited NAICS codesAll prospect sizesYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Unlimited Prospects bullEmail Notification bullset UP Cost $0MonthLy $79
Bundle with Personal Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
TrustedChoicecomCommercial Lines Advantage Subscription
7
Federal Legislative Update
Insurance Regulatory Reform While strongly opposing day-to-day federal insurance regulation the Big ldquoIrdquo does support targeted federal legislation to modernize the state-based system In that vein the Big ldquoIrdquo experienced a major legislative victory early this year with passage of the National Association of Registered Agents and Brokers legislation (NARAB II) and thanks Congress for acting The Big ldquoIrdquo continues working on implementation of this critical agent licensing reform especially on the NARAB Board appointments The Big ldquoIrdquo also supports the ldquoPolicyholder Protection Act of 2015rdquo soon to be introduced by Sens David Vitter (R-Louisiana) and Jon Tester (D-Montana) in the Senate and Reps Bill Posey (R-Florida) and Brad Sherman (D-California) in the House This bill would clarify Dodd-Frank to allow state regulators to wall off and protect insurance company assets designated for the benefit of insurance consumers and not be used to ldquobailoutrdquo non-insurance related failures
Flood Insurance and Natural Disasters The Big ldquoIrdquo strongly supports the National Flood Insurance Program (NFIP) as its agents are the delivery force for this private-public program that protects 55 million consumers across the country The association also supports the ldquoFlood Insurance Market Parity and Modernization Act of 2015rdquo soon to be introduced by Sens Dean Heller (R-Nevada) and Jon Tester (D-Montana) in the Senate and Reps Dennis Ross (R-Florida) and Patrick Murphy (D-Florida) in the House This legislation meant to complement the NFIP rather than replace it would grant state insurance regulators the authority to determine what is acceptable private flood insurance The Big ldquoIrdquo also supports the ldquoSafe Building Code Incentive Act of 2015rdquo by Reps Mario Diaz-Balart (R-Florida) and Albio Sires (D-New Jersey) which would provide financial incentives for states to adopt and enforce safe building codes
Crop Insurance The Big ldquoIrdquo urges Congress to oppose any legislation that attempts to cut the Federal Crop Insurance Program (FCIP) Less than a year after passage of the Farm Bill S 345 a bill to cap the annual crop insurance premium subsidies to producers was introduced by Sens Pat Toomey (R-Pennsylvania) and Jeanne Shaheen (D-New Hampshire) In addition S 463 and HR 892 the ldquoHarvest Price Subsidy Reduction Actrdquo introduced by Sens Jeff Flake (R-Arizona) and Jeanne Shaheen (D-New Hampshire) in the Senate and Rep John Duncan (R-Tennessee) in the House were also introduced to eliminate premium support for the Harvest Price Option - an important risk management tool for farmers Arbitrary funding reductions only weaken the system and ultimately shifts risk exposure back to taxpayers The Big ldquoIrdquo opposes all three bills
Healthcare The Big ldquoIrdquo supports HR 815 the ldquoAccess to Professional Health Insurance Advisors Act of 2015rsquorsquo sponsored by Reps Billy Long (R-Missouri) and Kurt Schrader (D-Oregon) The bill would clarify that agent compensation is not part of the Medical Loss Ratio (MLR) formula as enacted in the Affordable Care Act (ACA) The Big ldquoIrdquo also supports the repeal or delay of the ACArsquos excise tax on high-cost health plans which is scheduled to take effect in 2018 Dubbed the ldquoCadillac Taxrdquo this tax provision assesses a 40 excise tax on health plans that exceed an established annual cost Rep Frank Guinta (R-New Hampshire) introduced HR 879 the ldquoAx the Tax on Middle Class Americansrsquo Health Plans Actrdquo which would repeal the excise tax
Department of Labor Fiduciary Standard The Big ldquoIrdquo supports HR 1090 ldquoThe Retail Investor Protection Actrdquo introduced by Rep Ann Wagner (R-Missouri) This bill requires that the Securities and Exchanges Commission (SEC) go first in issuing its rulemaking on a uniform fiduciary standard before the Department of Labor (DOL) can put forward its rule to expand the definition of a fiduciary under ERISA The DOL is proposing to expand the application of the fiduciary standard from just registered representatives to also include broker-dealers who are currently subject to a suitability standard The Big ldquoIrdquo is concerned that this move would lead to investor harm and limit consumer access to professional advice
Risk Retention Act Expansion The Big ldquoIrdquo has concerns with the possible expansion of the Liability Risk Retention Act of 1986 (LRRA) which was meant to respond to a crisis in the commercial liability market when some businesses found it difficult to obtain liability insurance Some Risk Retention Groups (RRGs are entities created by that law) now want to see it expanded to also include commercial property coverage The Big ldquoI and many others in the insurance market including insurance commissioners are concerned because RRGs are not regulated like traditional insurance companies and are held to different consumer protection standards Also there is no current crisis and there is no demonstrated marketplace need for this expansion
You are Invited to our
INSURANCE INDUSTRY MIXER
May 28th 2015 Join Insurance Professionals from across the
Champlain Valley for an evening of networking
Thursday May 28th 2015530 pm ndash 730 pm
The Essex Vermontrsquos Culinary Resort amp Spa70 Essex Way Essex Junction VT
Jazz Band Door Prizes Appetizers Cash Bar Chocolate Fountain and 50-50 Raffle
Hosted by
Please make checks payable to CVAIPRSVP by 5222015
$10 in advance $15 at the door
Name CVAIP or IAIP Member (YN) Business Name Amount Enclosed
Please mail check and registration form to
Heidi Blondin co Rig Insurance Services PO Box 966 Colchester VT 05446
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
With detailed agency profiles the ability to attract targeted commercial lines classes and expanded consumer resources TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullUnlimited NAICS codesAll prospect sizesYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Unlimited Prospects bullEmail Notification bullset UP Cost $0MonthLy $79
Bundle with Personal Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
TrustedChoicecomCommercial Lines Advantage Subscription
7
Federal Legislative Update
Insurance Regulatory Reform While strongly opposing day-to-day federal insurance regulation the Big ldquoIrdquo does support targeted federal legislation to modernize the state-based system In that vein the Big ldquoIrdquo experienced a major legislative victory early this year with passage of the National Association of Registered Agents and Brokers legislation (NARAB II) and thanks Congress for acting The Big ldquoIrdquo continues working on implementation of this critical agent licensing reform especially on the NARAB Board appointments The Big ldquoIrdquo also supports the ldquoPolicyholder Protection Act of 2015rdquo soon to be introduced by Sens David Vitter (R-Louisiana) and Jon Tester (D-Montana) in the Senate and Reps Bill Posey (R-Florida) and Brad Sherman (D-California) in the House This bill would clarify Dodd-Frank to allow state regulators to wall off and protect insurance company assets designated for the benefit of insurance consumers and not be used to ldquobailoutrdquo non-insurance related failures
Flood Insurance and Natural Disasters The Big ldquoIrdquo strongly supports the National Flood Insurance Program (NFIP) as its agents are the delivery force for this private-public program that protects 55 million consumers across the country The association also supports the ldquoFlood Insurance Market Parity and Modernization Act of 2015rdquo soon to be introduced by Sens Dean Heller (R-Nevada) and Jon Tester (D-Montana) in the Senate and Reps Dennis Ross (R-Florida) and Patrick Murphy (D-Florida) in the House This legislation meant to complement the NFIP rather than replace it would grant state insurance regulators the authority to determine what is acceptable private flood insurance The Big ldquoIrdquo also supports the ldquoSafe Building Code Incentive Act of 2015rdquo by Reps Mario Diaz-Balart (R-Florida) and Albio Sires (D-New Jersey) which would provide financial incentives for states to adopt and enforce safe building codes
Crop Insurance The Big ldquoIrdquo urges Congress to oppose any legislation that attempts to cut the Federal Crop Insurance Program (FCIP) Less than a year after passage of the Farm Bill S 345 a bill to cap the annual crop insurance premium subsidies to producers was introduced by Sens Pat Toomey (R-Pennsylvania) and Jeanne Shaheen (D-New Hampshire) In addition S 463 and HR 892 the ldquoHarvest Price Subsidy Reduction Actrdquo introduced by Sens Jeff Flake (R-Arizona) and Jeanne Shaheen (D-New Hampshire) in the Senate and Rep John Duncan (R-Tennessee) in the House were also introduced to eliminate premium support for the Harvest Price Option - an important risk management tool for farmers Arbitrary funding reductions only weaken the system and ultimately shifts risk exposure back to taxpayers The Big ldquoIrdquo opposes all three bills
Healthcare The Big ldquoIrdquo supports HR 815 the ldquoAccess to Professional Health Insurance Advisors Act of 2015rsquorsquo sponsored by Reps Billy Long (R-Missouri) and Kurt Schrader (D-Oregon) The bill would clarify that agent compensation is not part of the Medical Loss Ratio (MLR) formula as enacted in the Affordable Care Act (ACA) The Big ldquoIrdquo also supports the repeal or delay of the ACArsquos excise tax on high-cost health plans which is scheduled to take effect in 2018 Dubbed the ldquoCadillac Taxrdquo this tax provision assesses a 40 excise tax on health plans that exceed an established annual cost Rep Frank Guinta (R-New Hampshire) introduced HR 879 the ldquoAx the Tax on Middle Class Americansrsquo Health Plans Actrdquo which would repeal the excise tax
Department of Labor Fiduciary Standard The Big ldquoIrdquo supports HR 1090 ldquoThe Retail Investor Protection Actrdquo introduced by Rep Ann Wagner (R-Missouri) This bill requires that the Securities and Exchanges Commission (SEC) go first in issuing its rulemaking on a uniform fiduciary standard before the Department of Labor (DOL) can put forward its rule to expand the definition of a fiduciary under ERISA The DOL is proposing to expand the application of the fiduciary standard from just registered representatives to also include broker-dealers who are currently subject to a suitability standard The Big ldquoIrdquo is concerned that this move would lead to investor harm and limit consumer access to professional advice
Risk Retention Act Expansion The Big ldquoIrdquo has concerns with the possible expansion of the Liability Risk Retention Act of 1986 (LRRA) which was meant to respond to a crisis in the commercial liability market when some businesses found it difficult to obtain liability insurance Some Risk Retention Groups (RRGs are entities created by that law) now want to see it expanded to also include commercial property coverage The Big ldquoI and many others in the insurance market including insurance commissioners are concerned because RRGs are not regulated like traditional insurance companies and are held to different consumer protection standards Also there is no current crisis and there is no demonstrated marketplace need for this expansion
You are Invited to our
INSURANCE INDUSTRY MIXER
May 28th 2015 Join Insurance Professionals from across the
Champlain Valley for an evening of networking
Thursday May 28th 2015530 pm ndash 730 pm
The Essex Vermontrsquos Culinary Resort amp Spa70 Essex Way Essex Junction VT
Jazz Band Door Prizes Appetizers Cash Bar Chocolate Fountain and 50-50 Raffle
Hosted by
Please make checks payable to CVAIPRSVP by 5222015
$10 in advance $15 at the door
Name CVAIP or IAIP Member (YN) Business Name Amount Enclosed
Please mail check and registration form to
Heidi Blondin co Rig Insurance Services PO Box 966 Colchester VT 05446
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
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Local claims staff
100 dedicated underwriter
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
With detailed agency profiles the ability to attract targeted commercial lines classes and expanded consumer resources TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullUnlimited NAICS codesAll prospect sizesYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Unlimited Prospects bullEmail Notification bullset UP Cost $0MonthLy $79
Bundle with Personal Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
TrustedChoicecomCommercial Lines Advantage Subscription
7
Federal Legislative Update
Insurance Regulatory Reform While strongly opposing day-to-day federal insurance regulation the Big ldquoIrdquo does support targeted federal legislation to modernize the state-based system In that vein the Big ldquoIrdquo experienced a major legislative victory early this year with passage of the National Association of Registered Agents and Brokers legislation (NARAB II) and thanks Congress for acting The Big ldquoIrdquo continues working on implementation of this critical agent licensing reform especially on the NARAB Board appointments The Big ldquoIrdquo also supports the ldquoPolicyholder Protection Act of 2015rdquo soon to be introduced by Sens David Vitter (R-Louisiana) and Jon Tester (D-Montana) in the Senate and Reps Bill Posey (R-Florida) and Brad Sherman (D-California) in the House This bill would clarify Dodd-Frank to allow state regulators to wall off and protect insurance company assets designated for the benefit of insurance consumers and not be used to ldquobailoutrdquo non-insurance related failures
Flood Insurance and Natural Disasters The Big ldquoIrdquo strongly supports the National Flood Insurance Program (NFIP) as its agents are the delivery force for this private-public program that protects 55 million consumers across the country The association also supports the ldquoFlood Insurance Market Parity and Modernization Act of 2015rdquo soon to be introduced by Sens Dean Heller (R-Nevada) and Jon Tester (D-Montana) in the Senate and Reps Dennis Ross (R-Florida) and Patrick Murphy (D-Florida) in the House This legislation meant to complement the NFIP rather than replace it would grant state insurance regulators the authority to determine what is acceptable private flood insurance The Big ldquoIrdquo also supports the ldquoSafe Building Code Incentive Act of 2015rdquo by Reps Mario Diaz-Balart (R-Florida) and Albio Sires (D-New Jersey) which would provide financial incentives for states to adopt and enforce safe building codes
Crop Insurance The Big ldquoIrdquo urges Congress to oppose any legislation that attempts to cut the Federal Crop Insurance Program (FCIP) Less than a year after passage of the Farm Bill S 345 a bill to cap the annual crop insurance premium subsidies to producers was introduced by Sens Pat Toomey (R-Pennsylvania) and Jeanne Shaheen (D-New Hampshire) In addition S 463 and HR 892 the ldquoHarvest Price Subsidy Reduction Actrdquo introduced by Sens Jeff Flake (R-Arizona) and Jeanne Shaheen (D-New Hampshire) in the Senate and Rep John Duncan (R-Tennessee) in the House were also introduced to eliminate premium support for the Harvest Price Option - an important risk management tool for farmers Arbitrary funding reductions only weaken the system and ultimately shifts risk exposure back to taxpayers The Big ldquoIrdquo opposes all three bills
Healthcare The Big ldquoIrdquo supports HR 815 the ldquoAccess to Professional Health Insurance Advisors Act of 2015rsquorsquo sponsored by Reps Billy Long (R-Missouri) and Kurt Schrader (D-Oregon) The bill would clarify that agent compensation is not part of the Medical Loss Ratio (MLR) formula as enacted in the Affordable Care Act (ACA) The Big ldquoIrdquo also supports the repeal or delay of the ACArsquos excise tax on high-cost health plans which is scheduled to take effect in 2018 Dubbed the ldquoCadillac Taxrdquo this tax provision assesses a 40 excise tax on health plans that exceed an established annual cost Rep Frank Guinta (R-New Hampshire) introduced HR 879 the ldquoAx the Tax on Middle Class Americansrsquo Health Plans Actrdquo which would repeal the excise tax
Department of Labor Fiduciary Standard The Big ldquoIrdquo supports HR 1090 ldquoThe Retail Investor Protection Actrdquo introduced by Rep Ann Wagner (R-Missouri) This bill requires that the Securities and Exchanges Commission (SEC) go first in issuing its rulemaking on a uniform fiduciary standard before the Department of Labor (DOL) can put forward its rule to expand the definition of a fiduciary under ERISA The DOL is proposing to expand the application of the fiduciary standard from just registered representatives to also include broker-dealers who are currently subject to a suitability standard The Big ldquoIrdquo is concerned that this move would lead to investor harm and limit consumer access to professional advice
Risk Retention Act Expansion The Big ldquoIrdquo has concerns with the possible expansion of the Liability Risk Retention Act of 1986 (LRRA) which was meant to respond to a crisis in the commercial liability market when some businesses found it difficult to obtain liability insurance Some Risk Retention Groups (RRGs are entities created by that law) now want to see it expanded to also include commercial property coverage The Big ldquoI and many others in the insurance market including insurance commissioners are concerned because RRGs are not regulated like traditional insurance companies and are held to different consumer protection standards Also there is no current crisis and there is no demonstrated marketplace need for this expansion
You are Invited to our
INSURANCE INDUSTRY MIXER
May 28th 2015 Join Insurance Professionals from across the
Champlain Valley for an evening of networking
Thursday May 28th 2015530 pm ndash 730 pm
The Essex Vermontrsquos Culinary Resort amp Spa70 Essex Way Essex Junction VT
Jazz Band Door Prizes Appetizers Cash Bar Chocolate Fountain and 50-50 Raffle
Hosted by
Please make checks payable to CVAIPRSVP by 5222015
$10 in advance $15 at the door
Name CVAIP or IAIP Member (YN) Business Name Amount Enclosed
Please mail check and registration form to
Heidi Blondin co Rig Insurance Services PO Box 966 Colchester VT 05446
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
7
Federal Legislative Update
Insurance Regulatory Reform While strongly opposing day-to-day federal insurance regulation the Big ldquoIrdquo does support targeted federal legislation to modernize the state-based system In that vein the Big ldquoIrdquo experienced a major legislative victory early this year with passage of the National Association of Registered Agents and Brokers legislation (NARAB II) and thanks Congress for acting The Big ldquoIrdquo continues working on implementation of this critical agent licensing reform especially on the NARAB Board appointments The Big ldquoIrdquo also supports the ldquoPolicyholder Protection Act of 2015rdquo soon to be introduced by Sens David Vitter (R-Louisiana) and Jon Tester (D-Montana) in the Senate and Reps Bill Posey (R-Florida) and Brad Sherman (D-California) in the House This bill would clarify Dodd-Frank to allow state regulators to wall off and protect insurance company assets designated for the benefit of insurance consumers and not be used to ldquobailoutrdquo non-insurance related failures
Flood Insurance and Natural Disasters The Big ldquoIrdquo strongly supports the National Flood Insurance Program (NFIP) as its agents are the delivery force for this private-public program that protects 55 million consumers across the country The association also supports the ldquoFlood Insurance Market Parity and Modernization Act of 2015rdquo soon to be introduced by Sens Dean Heller (R-Nevada) and Jon Tester (D-Montana) in the Senate and Reps Dennis Ross (R-Florida) and Patrick Murphy (D-Florida) in the House This legislation meant to complement the NFIP rather than replace it would grant state insurance regulators the authority to determine what is acceptable private flood insurance The Big ldquoIrdquo also supports the ldquoSafe Building Code Incentive Act of 2015rdquo by Reps Mario Diaz-Balart (R-Florida) and Albio Sires (D-New Jersey) which would provide financial incentives for states to adopt and enforce safe building codes
Crop Insurance The Big ldquoIrdquo urges Congress to oppose any legislation that attempts to cut the Federal Crop Insurance Program (FCIP) Less than a year after passage of the Farm Bill S 345 a bill to cap the annual crop insurance premium subsidies to producers was introduced by Sens Pat Toomey (R-Pennsylvania) and Jeanne Shaheen (D-New Hampshire) In addition S 463 and HR 892 the ldquoHarvest Price Subsidy Reduction Actrdquo introduced by Sens Jeff Flake (R-Arizona) and Jeanne Shaheen (D-New Hampshire) in the Senate and Rep John Duncan (R-Tennessee) in the House were also introduced to eliminate premium support for the Harvest Price Option - an important risk management tool for farmers Arbitrary funding reductions only weaken the system and ultimately shifts risk exposure back to taxpayers The Big ldquoIrdquo opposes all three bills
Healthcare The Big ldquoIrdquo supports HR 815 the ldquoAccess to Professional Health Insurance Advisors Act of 2015rsquorsquo sponsored by Reps Billy Long (R-Missouri) and Kurt Schrader (D-Oregon) The bill would clarify that agent compensation is not part of the Medical Loss Ratio (MLR) formula as enacted in the Affordable Care Act (ACA) The Big ldquoIrdquo also supports the repeal or delay of the ACArsquos excise tax on high-cost health plans which is scheduled to take effect in 2018 Dubbed the ldquoCadillac Taxrdquo this tax provision assesses a 40 excise tax on health plans that exceed an established annual cost Rep Frank Guinta (R-New Hampshire) introduced HR 879 the ldquoAx the Tax on Middle Class Americansrsquo Health Plans Actrdquo which would repeal the excise tax
Department of Labor Fiduciary Standard The Big ldquoIrdquo supports HR 1090 ldquoThe Retail Investor Protection Actrdquo introduced by Rep Ann Wagner (R-Missouri) This bill requires that the Securities and Exchanges Commission (SEC) go first in issuing its rulemaking on a uniform fiduciary standard before the Department of Labor (DOL) can put forward its rule to expand the definition of a fiduciary under ERISA The DOL is proposing to expand the application of the fiduciary standard from just registered representatives to also include broker-dealers who are currently subject to a suitability standard The Big ldquoIrdquo is concerned that this move would lead to investor harm and limit consumer access to professional advice
Risk Retention Act Expansion The Big ldquoIrdquo has concerns with the possible expansion of the Liability Risk Retention Act of 1986 (LRRA) which was meant to respond to a crisis in the commercial liability market when some businesses found it difficult to obtain liability insurance Some Risk Retention Groups (RRGs are entities created by that law) now want to see it expanded to also include commercial property coverage The Big ldquoI and many others in the insurance market including insurance commissioners are concerned because RRGs are not regulated like traditional insurance companies and are held to different consumer protection standards Also there is no current crisis and there is no demonstrated marketplace need for this expansion
You are Invited to our
INSURANCE INDUSTRY MIXER
May 28th 2015 Join Insurance Professionals from across the
Champlain Valley for an evening of networking
Thursday May 28th 2015530 pm ndash 730 pm
The Essex Vermontrsquos Culinary Resort amp Spa70 Essex Way Essex Junction VT
Jazz Band Door Prizes Appetizers Cash Bar Chocolate Fountain and 50-50 Raffle
Hosted by
Please make checks payable to CVAIPRSVP by 5222015
$10 in advance $15 at the door
Name CVAIP or IAIP Member (YN) Business Name Amount Enclosed
Please mail check and registration form to
Heidi Blondin co Rig Insurance Services PO Box 966 Colchester VT 05446
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
You are Invited to our
INSURANCE INDUSTRY MIXER
May 28th 2015 Join Insurance Professionals from across the
Champlain Valley for an evening of networking
Thursday May 28th 2015530 pm ndash 730 pm
The Essex Vermontrsquos Culinary Resort amp Spa70 Essex Way Essex Junction VT
Jazz Band Door Prizes Appetizers Cash Bar Chocolate Fountain and 50-50 Raffle
Hosted by
Please make checks payable to CVAIPRSVP by 5222015
$10 in advance $15 at the door
Name CVAIP or IAIP Member (YN) Business Name Amount Enclosed
Please mail check and registration form to
Heidi Blondin co Rig Insurance Services PO Box 966 Colchester VT 05446
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
9
Help Stop Teens from Texting and Driving
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT Turn Off Texting driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Find TOT program information at YSCVTORG Send letter and resume to infoyscvtorg
Help Wanted
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
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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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
Wednesday June 3 1 pm to 3 pm Holden Insurance 92 Center Street Rutland VT 05701RSVP Pat Cahoon pcahoonpoulosinsurancecom
Vermont
Young Agents Committee
Meeting
In the Industry less than 10 years or under 40
Yoursquore a Young Agent
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS bull Connect with other young agentsbull Network with vendor and carrier partners bull Master the art of leadership bull Give back to your industry and community bull Experience one-of-a-kind learning opportunities bull Be the future of the insurance industry
VERMONT
viaaorgyoung-agents
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
The VT Young Agents Committee is up and runningJoin us for the June Meeting
VERMONT
Vermont
Young Agents Committee
Meeting
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
12
Why you should integrate your marketing
Imagine your potential customers tuning into the local news and seeing your TV spot extolling the benefits of combining home and auto policies An insurance agent who is recognizable because of appearances on TV news and during prime time football and baseball games encourages that customer to learn more by going to the agencyrsquos website Upon visiting the website that customer watches a longer feature video that further details the benefits of combining home and auto The 1 minute video shows a customer enjoying free time with her family the announcer explains that she has the comfort knowing that her family is properly protected because her agent reduced coverage gaps all while saving her hundreds of dollars After watching the video the customer scrolls down and reads a blog article on the agency website that provides a reinforcement of the benefits of combining policies Then she sees testimonials from other customers right in her neighborhood who have combined policies and savedThe phone rings her children need her attention and itrsquos back to the daily grind she forgets to call her agent But within the next week she is on Facebook and in her news feed a message from that agency appears with a link to the blog post She then goes to her email and sees that her agent has sent her an email about combining home and auto insurance She calls her agent the next day and moves her auto policy she had with a direct writer combining both policies with the agency The agent also explains how she could add an umbrella policy for a relatively low investment and points her to a page on his website that explains umbrella coverage in more detail Already appreciative of the savings she heeds the sound advice the agent has provided and adds an umbrella policy And six months later that same agent explains why she should add a term life policy
While this is a nice story and is not far removed from how things actually work it illustrates how integrated marketing should be appliedStill not convinced Read this real life story with different examples of integrated marketing A local company was looking for a philanthropic cause to rally behind while at the same time was seeking to grow the companyrsquos social media following We organized a cause social marketing campaign and for every new ldquolikerdquo they received to their Facebook page we offered to donate $5 towards a local cancer awareness coalition The campaign generated hundreds of new followers and encouraged engagement from his social media audience The owner was compelled to match the donation In front of his building he presented a check to the head of the cancer coalition A picture was taken a press release written and sent to the media and then a story and photo appeared in the industry trade journal that his current customers and new prospects read The article was posted on his Facebook with a ldquoThank Yourdquo to all the contributors This example highlights how cause marketing social media and traditional public relations work in concert to showcase a company as a strong community partner Here are some easy steps you can take now to better integrate your marketing1 When you shoot a commercial take extra
footage so you can make a longer form video you can post on your website and social media This is where you can go into further detail about the benefits of your product Other than you delivering the pitch in person this is the next best thing
2 When you post your product video on social media boost it with as little as $100 in Facebook advertising and $50 in
Marketing Strategies with John Houle
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
Twitter advertising to expand your reach to thousands of people in your targeted area
3 Develop informative emails that feature blog posts that cross sell products to your existing customers Segment your email lists so you reach the right customers with a tailored message
4 All press is good press Remember to promote your accomplishments new hires and charitable work People want to see the good work yoursquore doing and if you donrsquot tell them they will never know Take the simple steps to take an actual photo with a real camera and write a press release Itrsquos not a sales piece but a news story so simply provide the facts
5 When you blog write about topics you want to promote such as home and
auto insurance Donrsquot just blog for blogrsquos sake to simply put something out there Write about what people are actually looking for and what you want to sell
Integrated marketing is not brain surgery and I know my brother is actually a brain surgeon Itrsquos what yoursquore supposed to be doing and what you simply need to do is modify the current approach yoursquore taking
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
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
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
15
What Makes the Top Salespeople the Top Salespeople
While the answer to this question might seem obvious the top sales success traits arenrsquot always that simple In over 27 years in the industry Irsquove seen lots of great salespeople and all of them always have the following eight traits THE TOP EIGHT SALES SUCCESS TRAITSSuccess Trait 1 Laser focus on whatrsquos importantNo matter whatrsquos going on with the economy in the industry or in the world in general top salespeople always hit their numbers They always manage to make the calls and ultimately the sales that they need to make This comes from the realization that as a salesperson only one thing counts how much you sell Top salespeople know that no matter what they simply have to do the necessary prospecting presenting and closing and they are committed to get them done regardless of whatrsquos going on around them As a result they always sell more than anyone else in good times and in bad Changes in price competition rules and regulations and other factors that sidetrack other salespeople never seem to affect them They also donrsquot get bogged down in other peripheral items such as research having the ldquoperfectrdquo call paperwork or other items that keep them from talking to prospects and selling Success Trait 2 Work ethicTop salespeople are the hardest working people around and they do the work necessary for success They also work smart but when it comes to making phone calls knocking on doors and doing the other grunt work they donrsquot look for short cuts or the easy way out they simply do it They show up before everyone work after everyone and they get more accomplished than everyone else They answer their phone before and after business
hours and they are super responsive If they are in the twilight of their career they may not put in the hours and work as hard as they once did but when building the business initially no one outworked them Also when they have to they are still willing to do what needs to be doneSuccess Trait 3 An ability to act in spite of fear and step out of their comfort zoneSalespeople can become awfully creative when it comes to staying in their comfort zone and avoiding that which they fear In 27 years Irsquove heard some of the most ridiculous excuses as to why people canrsquot make calls canrsquot close the deal and ultimately canrsquot or wonrsquot do whatrsquos necessary for success Irsquove heard excuses related to pets kids religion health politics and other concerns that are so ridiculous if I gave an example yoursquod think I made it up Top salespeople on the other hand step out of their comfort zone and face and overcome fear every single day They make the call they are afraid to make try the crazy idea that might embarrass them but just might work and they do whatever it takes to be successful regardless of how scared they are In short they simply do what needs to be done regardless of their fear or discomfort Success Trait 4 Having integrity and characterWhile you can have some short-term success in sales without either of these long-term success is impossible without both Integrity and character involve being honest with people and truly caring about them With integrity and character you will not make a sale unless it is right for both parties involved You will also always do whatrsquos right for the person yoursquore selling to even if that means sending them to the competition Granted you shouldnrsquot have to do that too often if you do you are selling the wrong product or are with the wrong company That said you need to be willing
Sales Success with John Chapin
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
to do whatrsquos right regardless of the situation or circumstance Knowing that at the end of the day all you have is your reputation Success Trait 5 A focus on people and relationshipsRelated to the above your focus needs to be on people and long-term relationships At the end of the day unless yoursquore selling batteries at Walmart the most important element in the sale is the relationship This also means you need to be staying in touch with people and continually developing and strengthening relationships At the end of the day your long-term success will come down to the loyalty and size of your networkSuccess Trait 6 Preparation Top salespeople are always well prepared They have great answers to questions objections and all other items that might come up during a prospect interaction They are continually upgrading their skills and developing themselves personally and professionally They constantly get better at selling communication and understanding other peopleSuccess Trait 7 ConfidenceTop salespeople have complete and total belief in themselves their product and their company Top salespeople truly believe that others must have their product and they believe that their customersrsquo lives are much improved as a result of owning their product Top salespeople know that the first sale is to yourself You have to have complete belief and conviction in yourself and your product before you can sell anyone elseSuccess Trait 8 Accepting 100 responsibility for success or failure Top salespeople take 100 responsibility for everything in their lives They realize that success in all areas of their lives is up to them and not determined by outside factors such as the economy the market or other
people Everything starts and stops with themJohn 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
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
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 copy Copyright 2014 by Consumer Agent Portal LLC All rights reserved
TrustedChoicecomPersonal Lines Advantage Subscription
With detailed agency profiles expanded consumer resources and comparative quoting TrustedChoicecom is unlike any other insurance website ndash and more new prospects are discovering that difference every month The Advantage subscription provides your agency with a variety of key benefits including a detailed agency profile preferred placement in agency search results unlimited pre-qualified prospects
Listings + ProfiLes AdvAntAge
Positioning
LeAd generAtion
Contact Information bullPersonalized Profile Page bullYour logo andor imagesContact informationPositioning statementAgency servicesTypes of insuranceCarriers representedSocial media links
Search Results (Find An Agent) Detailed
Search Results (Get A Quote) bull
Unlimited Prospects (Find An Agent) bullUnlimited Prospects (Get A Quote) bullEmail Notification bullset UP Cost $0MonthLy $49
Bundle with Commercial Lines and save
Advantage Subscription is now available through iwtrustedchoicecomor call our sales team at (855) 3720070 or email TC-SupportTrustedChoicecm
This offer is subject to change without notice
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
20
The Importance of Following Good EampO Practices with Regard to Documentation
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
When discussing various types of EampO loss control practices documentation is still the most important Unfortunately even if you do everything right with a customer you still occasionally have insureds who find themselves without coverage for a particular loss If one of those insureds has a faulty memory or questionable ethics then despite doing everything right you may find yourself defending an EampO claim or lawsuit In those situations documentation is often critical to the defense of the agency or brokerage Accordingly in this issue of The EampO Corner we will review some of the best practices related to documentation that every agency or brokerage should follow Generally there are several key documents that we look for when we are defending agents and brokers in EampO claims and lawsuits These documents include signed applications detailed notes comprehensive activity logs policy transmittal letters and confirmatory letters to insureds When an agency or brokerage has these documents in their files the chances of successfully defending an EampO claim or lawsuit greatly increasesSigned ApplicationsSigned applications are a very powerful tool when defending an EampO claim or lawsuit When you submit an application on behalf of an insured you should always make sure that the insured signs the application and that you keep a copy of the signed application in the customerrsquos file We suggest that you obtain a singed application even if the insurer does not require one In many cases an application signed by the insured is all that it takes to defeat an EampO claim or lawsuit
Many of the cases we handle involve situations where insurance companies seek to rescind a policy based upon an alleged misrepresentation in the insuredrsquos application Often the insured will then seek to cast blame upon the agent or broker for that misrepresentation Usually the insured will claim either that the agent or broker failed to actually ask the question on the application or that the agent or broker made a mistake in completing the application In such cases an application signed by the insured will often provide a basis for an early motion for summary judgment as it demonstrates that the insured was aware of and literally signed off on the information contained in the application On the other hand if there is no signed application the case will likely come down to a swearing contest between the insured and the agent or broker a situation that is needless to say best to avoidThe same is often true in cases where insureds complain that they requested different or additional coverage beyond what their policies actually provide While an application cannot always establish the type of coverage the insured requested if an insured has signed an application that requests a certain limit of coverage or lists them as performing certain types of operations the insured will have a difficult time proving that he or she asked for something different from the agency or brokerageWe also strongly recommend against an agent or broker signing an insuredrsquos name to an application ndash a common but unfortunate practice Even if the insured consents to this practice doing so may create a situation where when coverage is contested the insured changes his story and then accuses the agent or broker of committing forgery If an insured is not available to sign the application and you feel that you must sign his or her
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
21
name we suggest that at the very least you have your customer send you something in writing expressly authorizing you to do soActivity LogsWe recommend that all agents and brokers maintain a system for logging their activities and interactions with their insureds and insurers Most agencies and brokerages have agency management systems which provide an easy and uniform way to keep track of these interactions One of the benefits of using an agency management system is that it inserts a timestamp showing the date and time when each entry was made It is not unusual for an EampO claim to be made or a lawsuit to be brought many years after the insurance transaction took place The statute of limitations for claims against an agent or broker may be as long as six years As a result it is not uncommon for memories to fade or for employees with knowledge of the relevant facts to have left the agency or brokerage before an insured opts to pursue an EampO claim or commence an EampO lawsuit Having an activity log can help refresh faded memories and in the right circumstances even stand in for an employee who cannot be located to testifyAn activity log can also help bolster disputed testimony While a jury may believe a sympathetic insuredrsquos version of events over the agentrsquos or brokerrsquos version this becomes much less likely if the agent or broker is able to back up his or her testimony with an activity log made at the time of the events actually occurredUnfortunately while we find that most agencies and brokerages use some type of agency management system we often find that some employees are inconsistent is their use of the system to keep track of activities This inconsistency may present problems in preparing a defense to an EampO claim or lawsuit After all it is difficult to know ahead of time which event or activity an agency or
brokerage may ultimately need to defend against in an EampO claim or lawsuit Consistent use by employees of an agency or brokerage in recording customer activities in the system should alleviate this potential problemTransmittal LetterAnother important document often used in the defense of an EampO claim or lawsuit is a policy transmittal letter One of the best ways to demonstrate that the insured received a copy of the policy is to send the policy with a transmittal letter and then to retain a copy of that letter in the customerrsquos file Doing so also provides an opportunity to remind insureds to review their policies and that the customer should let the agency or brokerage know if there are any problems with the coverage or if any changes to the policy need to be made A policy transmittal letter will also help defend against a claim that an insured made a specific request for additional coverage beyond what their policy provides or that the agent or broker represented that the policy provided coverage that it did notThe insuredrsquos duty to read their insurance policy is a defense that we frequently use in defending EampO claims and lawsuits An insuredrsquos receipt of a policy will be considered on a comparative basis with any fault of the agency or brokerage in connection with the subject insurance An insured who has received a copy of his or her insurance policy will have a much more difficult time proving that they requested different coverage or that the agent or broker told the customer the policy provided coverage it did not in fact provide Confirmatory Letters Finally any time an insured asks the agency or brokerage to do something in connection with their policy we recommend that the agency or brokerage memorialize the request in writing Not only does this help you ensure that the agency or brokerage understood the insuredrsquos request but if the request ultimately results
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
in the insured being left without coverage for a loss it can help the agency or brokerage prove that it was merely following the insuredrsquos instructions For example a confirmatory letter would be appropriate when an insured asks the agency or brokerage to increase its deductible or requests that the agency or brokerage procure less or different coverage than you would normally obtain under the circumstances In such situations a confirmatory letter would be helpful to demonstrate that the agency or brokerage was merely following the instructions of its customerConclusionAs we have said many times over the years documentation is clearly the key to EampO loss control The prudent insurance agency or brokerage should make certain that each of the forms of documentation discussed above is consistently used by all employees on a regular basis By doing so the agency or
brokerage will not only help protect the agency or brokerage from potential EampO claims or lawsuits but it will also help protect the customer and provide better customer service The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
InVEST is a classroom to career insurance education program designed to increase awareness of the insurance industry with students and to introduce them to careers in the insurance industry To learn more about InVEST visit wwwinvestprogramorg
Social media savvy Postings automatically appear on the InVEST Facebook page twitter
Search qualied applicants Post a job and gainfree access to the resume search feature
Entry level positions and internships are highlightedat the InVEST student website at wwwlearninsuranceorg
Promotion where you want it The Independent Insurance Agents amp Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
What makes the Insurance Career Center dierent
Visit wwwinsurancecareercenterorg to post positions search resumes and much more
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
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
24
Agency NewsCompany NewsNGM Insurance Co Introduces Expanded Workersrsquo Compensation Program in
Vermont
Competitive Pricing Levels and Coverage Options Offered via Additional Writing CompaniesBURLINGTON VT ndash The Main Street America Grouprsquos NGM Insurance Company has introduced an expanded workersrsquo compensation program in Vermont via its network of independent insurance agents across the stateldquoOur expanded coverage options and pricing levels in Vermont available through NGM and two of our other writing companies will enable us to more precisely match risk to rates and offer our customers more attractive rates on preferred businessrdquo said Dan Gaynor Main Street Americarsquos vice president and head of commercial lines ldquoThese new options also open our workersrsquo compensation market to a broader mix of business lines beyond contractors This includes small businesses in the retail offices services manufacturing and wholesale classes throughout VermontrdquoNGMrsquos expanded workersrsquo compensation product considers 10 characteristics that impact company placement including ones the Company has not used before such as number of owned vehicles years in business and number of nonpays in prior billing cycles Once these characteristics are applied to a risk it will then be placed into one of three writing companies which vary by stateIn Vermont the product can be written with Main Street Americarsquos NGM Insurance Company Main Street America Assurance Company or Old Dominion Insurance Company
NGMrsquos expanded workersrsquo compensation coverage can be paired with its Main Line Business Owners Program (Main Line BOP) ndash a robust small business product that offers a wide range of coverages including many not available in competitorrsquos products ndash as well as the super-regional carrierrsquos tiered commercial auto programldquoQuoting and writing the product is easy due to enhancements we have made to our Main Street Station commercial lines policy processing
systemrdquo said Steve Berry president of Main Street Americarsquos New England Region headquartered in Keene NH ldquoBy adding workersrsquo compensation to our Main Line BOP and tiered commercial auto products our Vermont agent-customers can meet all of their commercial insuredsrsquo needs with one financially strong carrierrdquoThroughout 2015 Main Street America plans to introduce its expanded workersrsquo compensation program in eight more states Connecticut Delaware Indiana Virginia Maryland Pennsylvania South Carolina and Tennessee The product was launched in fourth quarter 2014 in Georgia and North CarolinaAbout The Main Street America Group With roots dating back to 1923 The Main Street America Group is a mutual insurance holding company which writes business through its nine propertycasualty insurance carriers NGM Insurance Company Old Dominion Insurance Company Austin Mutual Insurance Company Grain Dealers Mutual Insurance Company Main Street America Assurance Company Great Lakes Casualty Insurance Company MSA Insurance Company Spring Valley Mutual Insurance Company and Main Street America Protection Insurance Company Based in Jacksonville Fla Main Street America offers a wide range of commercial and personal insurance as well as fidelity and surety bond products to individuals families and businesses throughout the United States With nearly $1 billion in premium written exclusively by more than 3000 independent insurance agents the 92-year-old company insures over 650000 policyholders in 36 states
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
and writes bonds in 46 states and the District of Columbia AM Best Company rates The Main Street America Group with an ldquoArdquo (Excellent) financial strength rating and ldquoa+rdquo issuer credit rating Main Street America is the founding company partner of Trusted Choicereg the global branding program of the Independent Insurance Agents amp Brokers of America Main Street America is also a founding company partner of the TrustedChoicecom consumer agent portal and the Insurance Institute for Business amp Home Safety (IBHS) Research Center For more information about Main Street America please visit our newsroom at httpmsagroupnewshqbusinesswirecom or connect with us on Facebook at wwwfacebookcomMainStreetAmerica
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
Agency NewsAgency NewsTerry Moore Joins Vermont Mutual as Vice President of Underwriting
MONTPELIER VermontmdashVermont Mutual Insurance Group has elected Terry Moore as Vice President of Underwriting Mr Moore comes to Vermont Mutual from Safeco Insurance where he served as AVP and Regional Manager of Safecorsquos New York and New Jersey regionMark McDonnell Senior Vice President stated ldquoWersquore very pleased to have Terry join the team at Vermont Mutual His broad industry experience makes him a great addition to our organizationrdquo McDonnell continued ldquobeyond the technical expertise Terry possesses his entire career has been spent partnering with agents in the Independent Agent channel which is an added benefit to Vermont Mutual since it is the only channel through which we proudly distribute our productsrdquo
Prior to his time at Safeco Moore was with OneBeacon as VP of Underwriting for their reciprocal companies Adirondack Insurance and New Jersey Skylands Starting as a Claims Examiner with Mutual Benefit Life Moorersquos experience brought him to Firemanrsquos Fund where for nearly 20 years he held a variety of positions of increasing authority in Underwriting Field Sales Territorial Leadership Finance and Administration Pricing Human Resources and Operations Mr Moore will be based at the Grouprsquos Montpelier headquarters
Company News
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
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
27
Agency NewsAgency NewsBridge Named President of Vermont Mutual Insurance Group
MONTPELIER Vermont mdash At the annual meeting held on April 15 2015 the Board of Directors named Daniel C Bridge President of Vermont Mutual Insurance Group Bridge the 17th president of the 187 year old group of companies replaces former President and current Chief Executive Officer William A Catto who will retire on June 30 2015 Bridge joined Vermont Mutual as a Resident Vice President in January 2009 Prior to joining Vermont Mutual he held senior leadership positions at several regional and national insurance companies within New EnglandldquoAs Executive Vice President Dan has played a lead role in guiding the strategic direction of our organizationrdquo said CEO William A Catto ldquoDanrsquos election to President is an important step in the leadership transition plan that began several years ago and I have every confidence in his ability to continue to advance our strategy one that has consistently produced excellent operating resultsrdquoldquoI am pleased and honored to be chosen to lead such a successful and well respected organizationrdquo stated Bridge ldquoIrsquom also excited to continue to collaborate with a talented and dedicated team of management and staff at Vermont Mutual as we partner with the best Independent Agents in the Northeast to deliver excellent products and service to over 285000 customersrdquo Bridge added ldquoAs we look to the future we will combine the rich history of Vermont Mutual with the innovation needed to stay competitive in this ever-changing industry Our goal is to remain a stable predictable and competent partner for our agents and a financially secure insurance solution for our policyholdersrdquoOther officers elected at this yearrsquos annual meeting are as followsbull Mark J McDonnell Senior Vice President
bull Richard N Bland Vice President General Counsel and Secretary
bull Susan L Chicoine Vice President Human Resources
bull Joanne M Currier Vice President Information Technology
bull David N DeLuca Vice President Claimsbull Brian C Eagan Vice President Chief
Financial Officer and Treasurerbull Shaun PT Farley Vice President Marketing
Company News
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
28
Contact
Agency News
W H Shaw Insurance Agency regretfully announces the passing on May 4 2015 of Douglas P Shaw at the age of 85 Doug led the agency for 30 years until his retirement in 1991 He had joined his mother Esther then owner of the agency in 1953 after a short tour of duty in Korea Doug is survived by his wife Joan his son Andrew and daughters Sally Nancy Cyndy and Betsy 7 grandchildren and nieces and nephews including Michael A Powers who was VIAA President 1987-88
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
Contact
Robert F GlassSenior Vice President of Products and Distribution
MARKETINGMolly RossDirector of Marketing
Carolyn S IxRegional Vice President
Jeffrey S McLaughlinSenior Marketing Representative
Union Mutual of Vermont Companies offer agent support and customer service that is ldquoSecond to Nonerdquo with a complete line of competitively-priced personal and commercial products We proudly serve all six New England States and the State of New York providing peace of mind for our 100000+ policyholders
wwwunionmutualcom
PERSONAL INSURANCEbull Homeowner (including Inland Marine)bull Autobull Umbrellabull Flood Programbull Dwelling Fire
COMMERCIAL INSURANCEbull Businessowner (including Inland Marine)bull Autobull Umbrellabull Flood Program
UNDERWRITINGGeoff J SmithDirector of Underwriting
PERSONAL LINESFrancine C BoulangerStephanie J RichardsonDiane T Shadroui
COMMERCIAL LINESJoanie M Smith Laurie L TatroKim M Whitcomb
