Missouri Agent January-February 2010

Age

nt

The Small Agency

Conference, Then and Now

missouri

spec

ial fo

cus:

small

agency

confer

ence

jan

uar

y/fe

bru

ary

2010 Looking

Back

For more details, contact your Business Development Manager or Customer Service at 1.800.442.0593 or [email protected].

The MEM DifferenceNow is a great time for small businesses to dive into Missouri Employers Mutual for their workers compensation insurance needs.

With MEM, small business owners—those with premium $3,500 or less—win big in 2010 with:

• Rates 15 percent lower than Standard rates.

• 5 percent credit for policyholders that have been loss-free with MEM for five years. (minimum $1,000 estimated annual premium)

Nearly 70 target classes in all premium sizes also have reduced rates—7 percent, on average—and all classes MEM writes are lower than the alternative residual market, or pool.

Times are tough for Missouri businesses, and Missouri’s No. 1 workers compensation company is here to help. Take the plunge now and get lower rates and the best service in the market.

www.mem-ins.com

WhaT’s Making a big splash WiTh sMall businEssEs?

For every new Key Account tier

policy ($3,500 or less)

effective in January 2010, your

agency will earn 16 percent

new business commission.

Signature Partners earn up to

22 percent!

Earn double

commission in January!

january/february 2010 missouriagent 3

contentsSpecial Focus: Small Agency ConferenceTaking it to the Next Level 192010 Small Agency Conference 20Looking Back on SAC: A Conference is Born 24

Link or Patty? 7Elite Enrolls for 2010 Session 27

AdvertisersAAA 37Acuity 4Amerisafe 36BC&M 8Burns&Wilcox 39CouriInsuranceAssociates 28FCCIInsuranceGroup 16TheIroquoisGroup 27MAIAEducation 6MAIAPartners 40MMAC 30MEMInsurance 2

DepartmentsFromthePresident 5TheLegalSide 9Errors&Omissions 10FromtheDIFP 12Technicalities 15Technology 17

MissouriNews 29RegulatoryActions 32CompanyPartnerNews 36AgencyNews 37Classifieds 38

missouriagentmagazine

3315EmeraldLane,P.O.Box1785,JeffersonCity,MO65102-1785•800-617-3658inMo.Phone573-893-4301•FAX573-893-3708E-mail:[email protected]:www.missouriagent.org

Publisher LarryCaseEditor AmyJ.HoffmanAdvertisingManager AmyJ.Hoffman

Officers of the MAIAPresident BelindaBrenizer,CIC,EdinaPresident-Elect ScottBrothers,CIC,JoplinVicePresident ByronRobison,SpringfieldSec’y/Treasurer DougClift,CIC,St.LouisIIABANationalDirector MitchellC.Mills,ClintonPIANationalDirector RichardMinor,CIC,HannibalPastPresident BrentSpeight,CIC,MontgomeryCity

Board of DirectorsRegion1 RickyBaker,CIC,ChillicotheRegion2 SteveHeying,CIC,St.PetersRegion3 ChrisRupp,LUTCF,CIC,LibertyRegion4 WilTurner,CIC,BeltonRegion5 RickNaught,CIC,CPCU,JeffersonCityRegion6 JimBaxendale,CPCU,St.LouisRegion7 GregRebman,CIC,St.LouisRegion8 JaneDobrinic,CIC,CPCU,St.LouisRegion9 LorieDowning,CIC,CarthageRegion10 KevinKrueger,LUTCF,BolivarRegion11 SteveRackley,CIC,CISR,GainesvilleRegion12 RandyBaker,KennettAt-Large#1 BrianG.Harrison,CIC,ColumbiaAt-Large#2 TedSchroeder,UnionAt-Large#3 BobFeuerbacher,St.LouisCo.Rep. DennisSmith,ColumbiaCo.Rep BobWagner,Columbia

Staff of the MAIAExecutiveVicePresident LarryCaseVicePresidentofOperations CarolDulleInsuranceServicesManager LeonaLoethenMarketingManager LindsaySchmidtEventsManager JeanneBlombergFinancialManager SherylVanLeerDatabaseAdministrator LauraBerendzenCustomerServiceRepresentative TheresaFlippinCustomerServiceRepresentative MonicaMizeEditor AmyJ.HoffmanMembershipServicesRepresentative KelliFindleyEducationDirector EmilyKoenigsfeldAdministrativeAssistant DawnChristian

MISSOURIAGENT(USPS709-210)ispublishedbimonthlybytheMissouriAssociationofInsuranceAgents,3315EmeraldLane,JeffersonCity,MO65109,phone573-893-4301.PeriodicalpostagepaidatJeffersonCity,Mo.

TheMAIAdoesnotnecessarilyendorseanyofthecom-paniesadvertisinginthispublication.Subscriptionrateformembersis$25peryear,whichisincludedindues.

Address&OtherChanges

NotifytheMAIAifyouchangeyouraddress,changeyouragencynameordroporchangeemployees(whoarevotingmembersoftheassociation).WritetoMAIA,P.O.Box1785,JeffersonCity,[email protected].

POSTMASTER:SendaddresschangestoMAIA,P.O.Box1785,JeffersonCity,MO65102-1785.

©2010MissouriAssociationofInsuranceAgents

On the Cover: Missouri Agenttakesalookbackat20yearsoftheSmallAgencyConference.Storyonpage24.

Volume 19, No. 1

MidlandsCos. 17MissouriRuralServices 34M.J.KellyCo. 10PatriotRiskManagement 26Ringwalt&Liesche 11SECURA 23SurplusLinesAssociationofMo. 13Swett&Crawford 33SwissRe 14WestBend 18

Age

nt

The Small Agency

Conference, Then and Now

missouri

spec

ial fo

cus:

small

agency

confer

ence

jan

uar

y/fe

bru

ary

2010 Looking

Back

trust.

acuity.com


Setting the Bar for 2010Belinda BrenizerMAIA President

trust.

acuity.com

It’sJanuary;wehaveawholenewyearaheadofus.OneofthethingsIlikebestaboutJanuaryisthatwecangetafreshstartwithourcompanypartnersforthingslikegrowthgoalsandlossratios.It’slikeacleanslate,sotospeak!Wecansetgoalsforallthethingswedidn’tgetdonelastyearbutwantedto!Plus,wearestillinthe“hopeful”stageasfarasmarketconditionsand enthusiasticaboutallwecando.

InAmerica,45 percent ofussetNewYear’sresolutionsbut,unfortunately,only8percentofuskeepthem.EachyearIthink,“Okthisistheyear.I’mgoingtodobetteraboutsettinggoals,keepingtrackofwherewearewithourcompanypartners(insteadofpanickinginOctober)andfocusingonwhereweneedtobeasanagency.”

JanuaryisalsothetimeofyearthatIreallywishforthatcrystalballtoseewheretheinsuranceindustryisheaded.Likemostofyou,I’vehadmymarketingrepsaskingmewhatourgoalswillbefor2010.Thisyear,forthefirsttimeinalongtime,Ihavestruggledwithsettinggoals.

Likemostagencies,wesetgoalsinDecember,alongwithourproductionstaff,fortheNewYearbasedonthepastyear’ssales.Ifindtherearesomanymorevariablesthatareoutsideourcontroleffectingourindustrythaneverbefore,suchasthecustomerbusinessfailures,layoffsanddownsizingofourinsureds,companiesnolongerofferingcertaintypesofproducts,andtoomanycompaniesofferingthesameproducts.

Alsowhensettinggoals,weneedtoknowwhatthecompanieshaveasnewprogramsthatwecantargetandiftheywillbesuccessful.Weneedtotakeintoconsiderationwhatpotentialmarketproblemswewillseein2010,suchashomeownersrateincreasesandhowthey

affectouragencies.Thesearejustafewofthefactorswemustconsiderwhengoalsettinginagencies.

Goalsettinginagencies,aswellasyourpersonallife,ismoreimportantnowthanever.Asweseereducedrevenueandincreasedexpensesattheagencylevel,monitoringandfocusingonyourgoalsisextremelyimportantforagencysuccess.Iappreciatethecompanypartnersthattakethetimetocomeandsitdownwithmeandreviewwherewe’vebeenandwhereweareheaded.Someofthemarewillingtomutuallyagreeandcommitinwritingwhattheywilldotohelpusintheagencytoobtainthegoalssowebothknowwhatisexpected.

Asagencyprincipals,arewedoingthesameforoursalesstaff?Dotheyknowclearlywhatyouexpecteachyear?Goalsandexpectationsneedtobeinwritingandneedtobespecificwithasmuchdetailaspossible.Theyneedtobemeasurable.Ifyoucan’tmeasureit,youcan’tmanageit.And,justascompanyproductionreportsletagenciesknowwheretheyareonamonthlybasis,allproductionstaffneedfrequentupdatesontheirprogresstowardgoals.Whensettinggoals,makethemrealisticordoablebutalsostretchtheindividualsothatthegoalwilltakesomeworktoobtain.

Ifyouhaven’tsetyour2010goals,Iencourageyoutoheadtothecomputerandcommittotheminwriting.

fromthepresident

CISR — William T. Hold Seminar Filed for 8 CE credits in Missouri Tuition: $158 ($140 Early Bird Discount*)CIC — James K. Ruble Graduate Seminar Approved for 16 CE credits in MissouriTuition: $395 (There is no Early Bird Discount for this course.)

Professional DevelopmentEducation

Title Description/Date/Location

*Early Bird Discount price applies to registrations received at least two weeks prior to class date. **Early Bird Discount price for the Small Agency Conference applies to registrations received by Feb. 23.

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

CIC — Commercial Casualty Approved for 16 property-casualty CE credits in Missouri Tuition: $413 ($396 Early Bird Discount*)

The Commercial Casualty Institute provides an in-depth study of the commercial general liability and business auto policy forms. Students will also review commercial umbrella and excess liability, along with the issues of concurrence and self-insured retention. They will develop a better understanding of workers’ compensation and its available endorsements.

Dates and Location: March 3-6, Ameristar Casino, St. Charles

In this course, students examine the commercial coverage and cause of loss forms, as well as optional coverages and endorsements; discuss business income coverage; learn to qualify a risk with specific questions and checklists; and get up-to-date infor-mation on commercial property coverages to improve their cross-selling skills.

Dates and Locations: Feb. 9, DoubleTree Hotel and Conference Center, Chesterfield Feb. 10, MAIA headquarters, Jefferson City Feb. 16, Hilton Garden Inn, Independence Feb. 18, DoubleTree Hotel, Springfield

CIC — Commercial Property Filed for 16 property-casualty CE credits in Missouri Tuition: $413 ($396 Early Bird Discount*)

Participants in the Commercial Property Institute will learn the essential elements of the commercial property policy; learn the importance of time element coverages, as well as the recommended endorsements; and get familiar with various inland marine forms, including builder’s risk, contractor’s equipment coverages and transporation coverages.

Dates and Location: Jan. 27-30, DoubleTree Hotel, Springfield

The Risk Specialist Series focuses on specific markets to help you meet your clients’ specialized needs. Students in Insuring Contractors will analyze contractor property coverages and exclusions; look at sample contracts; examine liability issues; and learn about workers’ compensation issues for contractors.

Dates and Location: Jan. 20-21, MAIA headquarters, Jefferson City

Risk Specialist Series — Insuring Contractors Approved for 13 property-casualty CE credits in MissouriTuition: $250 ($199 Early Bird Discount*)

Small Agency Conference and Optional E&O Loss-Control Seminar Conference filed for 7 CE credits in Missouri E&O Seminar filed for 6 ethics CE credits in Missouri Full member conference registration: $156 ($130 Early Bird Discount**) E&O registration: $68

The Small Agency Conference offers lines-specific educational sessions, a technol-ogy panel, a small business panel, the Idea Lab and a huge trade show. The optional E&O Loss-Control Seminar takes place the day before the conference and for the first time will be held at the new MAIA headquarters in Jefferson City. It focuses on practical ways to minimize agencies’ risk exposure.

Conference Dates and Location: March 25-26, Holiday Inn Select, Columbia E&O Seminar Date and Location: March 24, MAIA headquarters, Jefferson City

january/february 2010

Link or Patty?Thinkforaminuteaboutgoingtoyourfavoriterestaurantforbreakfast.Theyhaveagreatbreakfastspecialfor$5.Youorderanomelet,hashbrowns,baconandtoast. Whenyourorderarrives,yourplatecontainsapoachedegg,grits,sausageandabiscuit.Yourdumbfoundedlookandobjectionsaresimplymetwithasmileandanexplanationthatsomeslightmodificationswerenecessary. Youareassuredthatthecookknewthatthisisreallywhatyouwantedanyway.Yousettleforthesubstitutebreakfastonlytofindoutthatyouarerequiredtopay$15,threetimeswhatyouweretold.

Afterexpressingyourfrustrationaboutthebait-and-switchscamandinformingmanagementthatyouwillneverreturn,youareinformedthatalloftherestaurantsintownarenowoperatingunderthesamemanagement,soitreallydoesn’tmatter.

Doesthisscenariosoundfar-fetched?Or,doesitsoundslightlyfamiliar?Thisshouldn’tberemotelypossible,muchlessprobable;however,itisexactlywhatisonthetablewithhealthcareinsurancereforminWashington,D.C.Taxincreases,Medicarecuts,misleadingcostschemes,mandatedparticipation,newgovernmentbureaucraciesandatakeoverofinsuranceareallincludedinthecurrentHouseandSenateproposals.

Thecreativeaccountingisprobablythemostbizarrecomponent.Advocatesimplythebillswillsavemoneyandcontrolcosts,buttheywillactuallyincreasespendingandescalatecosts.Countedassavingsarecoststhatareshiftedfromthefederalgovernmenttothestates.Proponentsactuallystatewithastraightfacethatthebillsreducecostsovertenyears,buttheydon’tmentionthatwhiletheproposalswillbegincollectingnewtaxrevenueimmediately,coverage(expense)componentswillnotgointoeffectforfouryears.Eventhen,itwilltakelittletimeforthespendingtoquicklyexceedrevenueintake.

Thegimmicksandsleightofhandallowsometoproclaimthatthe10-yeartotalcostwillbearound$900billion.However,independentexpertsputtheactualnumberatmorethan

$2.5trillion.Allofthisontopofanexplodingnationaldebt.

So,doesthatmeanwecannotand/orshouldnotpursuehealthinsurancereform?Notatall.Whilenotperfect,fewwillarguethatthequalityofU.S.healthcareissecondtonone.Thereisroomforimprovement,butwedonotneedtothrowthebabyoutwiththebathwater.Proactivereformshouldbebasedontargeted,reasonableandcommon-sensechangestothesystem.

AsIwritethis,newpollingindicatesthat67percentofMissouriansopposethe2,000pagesofchaosunderconsideration.TheRasmussenPollputsthenumberofopposedatabout58percentnationally.Thesamepollreflectsthatonly16percentbelievetheproposalswillactuallylowercosts,with54percentbelievingpassagewilllowerthequalityofhealthcare.

So,withalloftheskepticisminandquestionssurroundingtheseproposals,whyisthereevenadebategoingon?WhythehurrytopushthroughsomethingthatabsolutelynoneofthesenatorsorrepresentativescanexplaininplainEnglish?AretheynotlisteningtothepeoplewhosentthemtoWashington?

Blamewhoeveryouwant.Usewhateverrationalemakesyoufeelbetter.However,nomatterwhatsideyouareon,ifvotesaresimplybeingconductedonapartyline,somethingisamiss.Healthcareisnotarepublicanordemocraticissue.Few,ifany,issuesdealingwithinsuranceshouldeverbe.IfyouhavenotcontactedyourU.S.senatorsorrepresentatives,anddonesomorethanonceduringthisdebacle,youwillhavenoonetoblamebutyourselfwhenyougetaresultyoudonotwant.

Wehaveallheardtheaxiomthatwatchinglawmakingislikewatchingsausagebeingprocessed.Well,someofusmightpreferbacon.Nevertheless,itlookslikesomeofourelectedleadershavedecidedtheyknowbetterthanusandwanttoforceustobuytheirsausagewhetherwewantitornot.Ifwedon’tconvincethemotherwise,theonlychoiceforusmightsimplybe:linkorpatty?

Larry CaseMAIA Executive Vice President

CISR — William T. Hold Seminar Filed for 8 CE credits in Missouri Tuition: $158 ($140 Early Bird Discount*)CIC — James K. Ruble Graduate Seminar Approved for 16 CE credits in MissouriTuition: $395 (There is no Early Bird Discount for this course.)

Professional DevelopmentEducation

Title Description/Date/Location

*Early Bird Discount price applies to registrations received at least two weeks prior to class date. **Early Bird Discount price for the Small Agency Conference applies to registrations received by Feb. 23.

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

CIC — Commercial Casualty Approved for 16 property-casualty CE credits in Missouri Tuition: $413 ($396 Early Bird Discount*)

The Commercial Casualty Institute provides an in-depth study of the commercial general liability and business auto policy forms. Students will also review commercial umbrella and excess liability, along with the issues of concurrence and self-insured retention. They will develop a better understanding of workers’ compensation and its available endorsements.

Dates and Location: March 3-6, Ameristar Casino, St. Charles

In this course, students examine the commercial coverage and cause of loss forms, as well as optional coverages and endorsements; discuss business income coverage; learn to qualify a risk with specific questions and checklists; and get up-to-date infor-mation on commercial property coverages to improve their cross-selling skills.

Dates and Locations: Feb. 9, DoubleTree Hotel and Conference Center, Chesterfield Feb. 10, MAIA headquarters, Jefferson City Feb. 16, Hilton Garden Inn, Independence Feb. 18, DoubleTree Hotel, Springfield

CIC — Commercial Property Filed for 16 property-casualty CE credits in Missouri Tuition: $413 ($396 Early Bird Discount*)

Participants in the Commercial Property Institute will learn the essential elements of the commercial property policy; learn the importance of time element coverages, as well as the recommended endorsements; and get familiar with various inland marine forms, including builder’s risk, contractor’s equipment coverages and transporation coverages.

Dates and Location: Jan. 27-30, DoubleTree Hotel, Springfield

The Risk Specialist Series focuses on specific markets to help you meet your clients’ specialized needs. Students in Insuring Contractors will analyze contractor property coverages and exclusions; look at sample contracts; examine liability issues; and learn about workers’ compensation issues for contractors.

Dates and Location: Jan. 20-21, MAIA headquarters, Jefferson City

Risk Specialist Series — Insuring Contractors Approved for 13 property-casualty CE credits in MissouriTuition: $250 ($199 Early Bird Discount*)

Small Agency Conference and Optional E&O Loss-Control Seminar Conference filed for 7 CE credits in Missouri E&O Seminar filed for 6 ethics CE credits in Missouri Full member conference registration: $156 ($130 Early Bird Discount**) E&O registration: $68

The Small Agency Conference offers lines-specific educational sessions, a technol-ogy panel, a small business panel, the Idea Lab and a huge trade show. The optional E&O Loss-Control Seminar takes place the day before the conference and for the first time will be held at the new MAIA headquarters in Jefferson City. It focuses on practical ways to minimize agencies’ risk exposure.

Conference Dates and Location: March 25-26, Holiday Inn Select, Columbia E&O Seminar Date and Location: March 24, MAIA headquarters, Jefferson City

myturn


Forthismonth,Iwilljustaddresssomeupdatestomattersdiscussedinpriorarticlesoratleastrelatedtothosematters.Forstarters,areviewoftheinfamouscertificateofinsuranceformisworthwhile.Recently,ACORDissuedanewformofthecertificateofinsurance-inmyopinion,onethatisavastimprovement.

Theprimarybenefitofthenewformisthatitremovesthelanguagethattheinsurerwould“endeavor”tosendthecertificateholder30daysnoticeofcoveragetermination.Thatwasproblematicsincefewinsurersactuallyattemptedsuchnotice,andproducershatedsigningthecertificate,whichlefttheimpressionthatanoticewouldbesent.

Secondly,someinsurersnolongerwantedcopiesofthecertificatesissuedbytheproducer.Obviously,theinsurerwouldnot“endeavor”tosendnoticeofterminationiftheinsurerdidnothaveacopyofthecertificate.Thislefttheproducerbetweentheproverbialrockandhardplace.Thecertificatetheysignedsaidtheinsurerwouldendeavortosendanotice,andasanagentoftheinsurer,theproducerneededtonotifytheinsurerofthecertificate.However,theinsureradvisedtheproduceritdidnotwantsuchnotification.Therefore,manyagenciessentcertificatestoinsurersknowingtheywouldbetrashedorreturned.Thatproblemisnowgone.Nowproducersmayfollowthedirectionsoftheinsurerastowhethertheywishtoreceiveacopyofissuedcertificatesofinsurance.

InMissouri,ACORDfileditsformsforreviewandapproval,meaningthenewformforthecertificateofinsurancenowreplacesallpriorforms.Cautiousproducersshoulduseonlythecurrentform.Hopefully,thevariousagencymanagementsystemvendorswillgetthenewformonsystemspromptlysothatnoneoftheoldformscontinuetobeissued.

ProducersshouldbemindfulthatiftheACORDformofthecertificateofinsuranceisconsideredafiledform,itisnotsubjecttoalterationbytheproducer.Thishasalwaysbeen

aproblem,asmanypartieswhorequestedacertificateofinsurancedesiredtospecifycertainrepresentationsthattheywantedinthecertificate.Thecertificateofinsurancewasnotdesignedforadditionalrepresentations.Themorecautiousapproachistousethecertificateonlyasdesigned,whichistoindicatecoveragesinplaceforaspecificinsuredataspecificpointintime.

ThesecondissueIwanttoaddressistheboomoftechnologyissues.Lately,Ihavebeenreceivingmorecallsconcerningtheuseofadvancesintechnology,whethere-mail,e-banking,websites,noticesormore.

Often,theconvenienceofnewmethodsofcommunicationarebeyondthedefinitionsandguidelinesadoptedbystatuteorregulations,soproducerscanbeinaquandaryastowhetheraspecificuseofaspecifictechnologyisallowed.Whethertheissueinvolvescommunicationsoutfromanagencybye-mail,websiteorothersource,orcommunicationsintotheagencybye-mail,voicemailore-banking,aproduceranalyzingwhatisappropriateshouldatleastfollowthesesteps:

1. Postadisclaimerwhereappropriate,especiallyforcommunicationsthatcanoccurwhentheofficeisclosed.

2. Don’tpromisemorethancanreasonablybedelivered.

3. Checkallcommunicationsfrequently.4. Ifatallpossible,getcustomerconsentto

theuseofthetechnology.Compliancewiththosestepswillprovide

aproducerwithreasonableandrationalexplanationsforanyquestionsabouttheuseoftechnologyinaspecificinstance.

PotpourriLewis E. Melahn, JD

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

thelegalside

10 missouriagent january/february 2010

People. Products. Performance. As we look back on another great year

and look ahead to continued success, we thank our customers and

colleagues. It’s a pleasure to do business with you. We strive to be the

best, and we know that our products put us ahead, but our service sets

us apart.

Coverage you need from people you trust.

We provide competitive coverage such as Property, General Liability, Transportation, Garage, Professional Liability, Day Care Centers, Umbrella, Errors & Omissions, Restaurants, Special Events, and Many More Quality Specialty Lines. Ask about our in-house financing.

www.mjkelly.com ▪ 800-873-8374 •501-945-3159

People. Products. Performance. As we look back on another great year

and look ahead to continued success, we thank our customers and

colleagues. It’s a pleasure to do business with you. We strive to be the

best, and we know that our products put us ahead, but our service sets

us apart.

Coverage you need from people you trust.

We provide competitive coverage such as Property, General Liability, Transportation, Garage, Professional Liability, Day Care Centers, Umbrella, Errors & Omissions, Restaurants, Special Events, and Many More Quality Specialty Lines. Ask about our in-house financing.

www.mjkelly.com ▪ 800-873-8374 •501-945-3159

Documentation: What is Your Agency’s Expectation?Irememberbackin1987askingRonAndersonandJimHarrison,twoofthetrueexpertsontheagents’errorsandomissionsclassofbusiness,whatthekeywasforanagenttoavoidorminimizeE&Oclaims.Theirresponsewasclear:document,document,document. HavingjustbeengiventheresponsibilityofmanagingtheUticaprogram,Ithoughtthisseemedtobetoosimple;therehadtobemoretoit.Nowmorethan20yearslater,IknowthatwhilethereareanumberofstepsthatcanbetakentoreducethepotentialforanE&Oclaim,akeyfactorinwhetheraclaimisevenbrought–andifitis,whatdirectionittakes–dealswiththematterofdocumentation.

Takethisrecentclaim:Youaresuccessfulinsecuringanewaccount,andtheclientinitiallyasksyoutojustduplicatewhattheycurrentlyhave.Soundssimple.Asyougetintosecuring

proposals,theclientadvisesyou(verbally)thatduetofinances,theyarenotinterestedincontinuingtheirumbrellacoverage.Youproceedwithplacingtheremainderofthecoverage.

Afteryougettheotherlinesplaced,oneoftheirvehiclesisinaseriousaccident,resultinginthefatalityofoneofothercar’spassengers.Definitelyalossthatwouldexceedtheunderlyinglimitsandhittheumbrellalayer.

Guesswhattheirstoryisnow?Theyareadvisingyouthattheywantedtheirpriorcoveragereplacedexactlyasexpiring,noexceptions.Theissue:Thereisnothinginwriting,nothingdocumented.Itistooearlytoknowwherethisclaimisgoingtogo,butwithoutthenecessarydocumentation,thedefenseoftheagentisdefinitelynotasstrong.

Inretrospect,onecouldfaulttheagencyfornothavingfullandcompletedocumentation

Curtis M. Pearsall, CPCU, AIAF, CPIA, Utica

&errors omissions


inthefile.Forexample,alettertotheclientrecappingtheconversationthattheumbrellawasnotwantedwouldhavebeenappropriate.Maybeprovidingtheclientwithanumbrellaproposalanywayandthengettingtheirsignoffthattheydidn’twantit.Sure,thesestepswouldtaketime,butitistimewellspent.

Couldthisclaimoccurinyouragency?Isthereaclearandconcisepositionfrommanagementtothecustomerservicerepresentativesandproducershowyouwouldexpecttheabovemattertobehandledanddocumented?Isthedocumentationexpectationactuallydocumented?

Unfortunately,therearemanymoreclaimsliketheoneabovewhereasolidtrailofdocumentationwouldmakethedifference.Whetheryouaredealingwithpolicychanges(eitheradditionsordeletions)ormovingaccountsfromonecompanytoanotherwherethecoveragemaybedifferent,soliddocumentationiskey.Thepreferencewouldbetogetsomethingfromthecustomerinwriting,butifthatisimpractical,agoodalternativeistosendthecustomeraletterore-maildetailingwhatyoubelievethattheyareaskingfor.

Itisalsoimportanttoassurethattherightpersonisdoingthedocumenting.Iftheproducerspokewiththecustomer,thentheproducershouldbetheonehandlingthedocumentation.ToaskaCSRtohandlethatwhentheywerenotevenpartoftheconversationisnotappropriateandcertainlynotfairtotheCSR.

Alsobecertainthatthedocumentationinyoursystemishandledpromptlyandwithoutalotofabbreviations.Youdefinitelywanttokeepthecommentsprofessional,asnotesinyoursystemcanbediscoverableintheeventthataclaimdevelopsonthatfile.

Goodsoliddocumentationtakestime,andthereisnodoubtthatwhilestrongdocumentationiskey,itiseasiersaidthandone.Itwouldbeappropriatetotalkthisthroughwithyourstafftoseeifyoucancollectivelyidentifysomeefficienciesthatwillenablethemtohavethetimetodothenecessarydocumentation.

IfyouareseriousaboutmakingchangesthatwillreducethepotentialforanE&Oclaimbeingmadeagainstyouragency,documentationisagreatstartingpoint.Thereisnodoubtthattakingthetimetodotheproperjobofdocumentingwillpaymajorbenefitsforyouragency.


Continuing Education Now Required for Title AgentsForproducerslicensedinthetitleinsurancelineofauthority,newrequirementstookeffectonJan.1,2010.SenateBill66,afar-reachinginsurancebillpassedin2007,includesnewmandatorycontinuingeducation.Someofyouhaveseenourreminderofthisasaninsertinyourrenewalnotices.

AsofJan.1,producerslicensedfortitlemustshowproofofeighthoursofcontinuingeducationeverytwoyears.Someproducersareexempt–namelythosewholiveinadifferentstate,ifthatstatehasCErequirementsfortitlelicensing.

Thefollowingarestatesthatissueatitlelicenseandrequirecontinuingeducation:Arkansas,Florida,Indiana,Kansas,Louisiana,Maryland,Montana,Nebraska,NewJersey,NewMexico,Ohio,Oklahoma,Pennsylvania,Tennessee,Utah,VirginiaandWyoming.

AlistofcoursesapprovedfortitlebyDIFPcanbefoundathttp://sbs-mo.naic.org/Lion-Web/jsp/extcelookup/ProviderLookup.jsp.

SB66enactedotherprovisionsintendedtoimproveregulationsoftitleinsurance.Thenewlawprohibitsmisuseorcomminglingoftheescrowwithotherfunds,withtightrestrictionsondepositsanddisbursements;requiresoversightonthepartofthetitleinsurerstoreviewthepracticesoftheir

contractedagencies;requiresfulldisclosureofaffiliatedbusinessarrangements;requirespromptissuanceofatitleinsurancepolicyafterclosing;andclarifiesstandardsforlicensingandrequiredcontinuingeducationfortitleagencyemployees.

Leadership Team Changes at DIFPThedepartmentannouncedseveralmovesonourleadershipteamonDec.1,2009:1. Brenda OttoismanageroftheInsurance

LicensingSection.Ottohasworkedforthesectionfor25yearsandhasservedastheactinglicensingmanagerforthelastseveralmonths.

John M. HuffDirector, Mo. Depart-ment of Insurance, Financial Institutions and Professional Regis-tration

Developments at the Department

fromtheDIFP

SBS launched

Electronically Mail


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

Call the people that support your organization.

P. O. Box 67 • Jefferson City, MO 65102-0067(573) 635-0736

3D Star Insurance Services 314-436-3318 Fax 314-436-4309 www.3dstarinsurance.comAlexander Morford and Woo, Inc. 417-459-4170 866-285-4217 Fax 866-826-4439 www.amwcorp.comAmerican Surplus Lines Agency, Inc. 913-888-8400 877-642-2752 Fax 866-936-0400 www.ASLAINC.netBohrer, Croxdale & McAdoo 417-869-2550 800-779-2550 Fax 417-869-5102 www.bcmins.comBurns & Wilcox - St. Louis 314-819-0400 800-331-4128 Fax 314-819-0440 www.burns-wilcox.comChris-Leef General Agency, Inc. 913-631-1232 800-548-0491 Fax 913-631-1128 www.chris-leef.comContinental American Agency, Inc. 314-241-7969 866-764-8451 Fax 314-241-1474 www.caains.comDavidson-Babcock, Inc. 913-469-1188 800-203-3223 Fax 913-469-1177 www.davidson-babcock.comGateway Underwriters Agency, Inc. 314-238-0070 800-325-7652 Fax 314-238-0065 www.gua-stl.comGraham-Rogers, Inc. 918-336-2800 800-456-8123 Fax 918-336-7196 www.graham-rogers.comGresham & Associates 417-823-3924 866-251-9646 Fax 417-823-3979 www.gresham-inc.comJ.M. Wilson 816-561-6700 800-507-8656 Fax 816-561-3331 www.jmwilson.comMed James, Inc. - Kansas City 913-663-5500 800-255-6503 Fax 888-216-2014 www.medjames.comMed James, Inc. - Springfield 417-886-3535 800-771-8779 Fax 417-886-2295 www.medjames.comMed James, Inc. - St. Louis 636-524-0080 866-363-1564 Fax 636-524-0088 www.medjames.comMidwestern General 816-246-1200 Fax 816-246-1290 www.mgakcmo.comM.J. Kelly Company 417-883-2688 800-725-7211 Fax 800-678-7211 www.mjkelly.comM.J. Kelly of St. Louis LLC 314-416-4343 877-416-4343 Fax 314-416-4344 www.mjkstlouis.comS.A. Freerks & Associates 314-436-2682 800-342-2601 Fax 314-436-1532 www.safains.comSwett & Crawford 314-821-2699 Fax 314-822-2135 www.swett.comWestrope 816-842-8222 Fax 816-842-3081 www.westrope.com

Association of Missouri

P

26679-Surplus Lines:Layout 1 6/2/09 10:09 AM Page 1

2. Matt Barton,Otto’spredecessor,nowleadsourtechnologyandmodernizationeffortsfortheinsurancedivisions,whichincludesourtransitiontothenewState-BasedSystemslicensingsystem.

3. Fred HeeseisdirectoroftheDivisionofInsuranceCompanyRegulation.ACPAandMBA,HeesehasservedasactingdirectorsinceMay2007.Hejoinedthedepartmentin1985.

4. Jim Mealerischiefmarketconductexaminer.Mealerjoinedthedepartmentin1990andhasservedasthelifeandhealthauditmanager(inMarketConduct)since2000.

Electronic Renewals and Applications Continue to ClimbImentionedSBSearlierinthisarticleandhavediscusseditseveraltimesinthiscolumn.Thankstothisnewtechnology,wehavereplacedouragingdatabasewithaweb-basedsystemthat

allowsmoreefficiencyandbetterserviceforlicensing.Forexample,producerswhofilecleanapplicationselectronicallyarenowseeingone-dayturnaroundsfornewlicensesandrenewals.

Filingonlineisfaster,savespaperworkand,wehope,resultsinabetterexperienceforproducersgoingthroughtheapplicationprocess.Thenumberofproducersusingtheelectronicsystemcontinuestogrow,asillustratedbythechartsonthepreviouspage.

Asalways,thankyouforyourservicetoMissouriconsumersandyourfeedbacktoDIFP.FeelfreetocontactBrendaOttoandherlicensingteamat573-751-3518orlicensing@insurance.mo.gov.

This article expresses the official views and opinion of the Missouri Department of Insur-ance, Financial Institutions and Professional Registration, which may not necessarily be those reflected by the Missouri Association of Insurance Agents.


You’re an independent agent.

Do you trust

your pit crew?

Protect.Our superior coverage and

expert claims teams are in your

corner in the event of a claim.

Prevent.Our risk management

resources keep your agency

from making common

preventable mistakes.

Prosper.When you know you have the

best E&O protection, you can

focus on growing your most

important asset–your business.

The Big “I” Professional Liability Program

www.independentagent.com/EO

The Big “I” and Swiss Re are jointly committed to providing IIABA members with leading

edge agency E&O products and services. The IIABA and its federation of 51 state

associations endorse Swiss Re’s comprehensive professional liability program.

Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas.

Westport is a member of the Swiss Re group of companies and is licensed in all 50 states and the District of Columbia. ©2008 Swiss Re


You’re an independent agent.

Do you trust

your pit crew?

Protect.Our superior coverage and

expert claims teams are in your

corner in the event of a claim.

Prevent.Our risk management

resources keep your agency

from making common

preventable mistakes.

Prosper.When you know you have the

best E&O protection, you can

focus on growing your most

important asset–your business.

The Big “I” Professional Liability Program

www.independentagent.com/EO

The Big “I” and Swiss Re are jointly committed to providing IIABA members with leading

edge agency E&O products and services. The IIABA and its federation of 51 state

associations endorse Swiss Re’s comprehensive professional liability program.

Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas.

Westport is a member of the Swiss Re group of companies and is licensed in all 50 states and the District of Columbia. ©2008 Swiss Re

Insuredsoftendonotthinkofinsuranceramificationswhenmakingmajorlifechanges.Studentsgoingofftoschoolpresentanopportunityforapositivecontactandforyoutoshowyourprofessionalexpertise.

Aclient’spersonalinsuranceasitrelatestotheirchildrenwhoareawayatschoolextendsnotonlytothequestionsofcoverageforpersonalpropertybutalsotoliabilityexposures,bothfromthestandpointofpersonalliabilityandautoliability.Wherewehavepreviouslydealtwiththeissuesofpersonalproperty,Iwillattempttoaddresstheliabilityissuesinthisarticle.

Personal Liability Thehomeownerspolicycoversa“claimmadeorsuitbroughtagainstaninsuredfordamagesbecauseofbodily injuryorproperty damagecausedbyanoccurrencetowhichthiscoverageapplies.”Wherewehavediscussedinourpreviousarticlethedefinitionofinsuredandthatundermostsituationsakidatcollegeisincludedwithintheterminsured,itwouldbefairtoconcludethatthecoverageextends.

Thereisalimitation,however,forwhatisconsideredpremises.TheHO-91programsaysthataninsured locationincludes“anypartofapremises:(1)notownedbyaninsured,and(2)whereaninsured istemporarilyresiding.”Italsosaysthatinsured locationincludes“anypartofapremisesoccasionallyrentedtoaninsuredforotherthanbusinessuse.”Mostauthoritiesagreethatfortheusualcollegesituation,arentedhouse,apartmentordormisaninsured location.

UndertheHO-200program,aswediscussedpreviously,thereisamorerestricteddefinitionforastudentinthatheorshemustbea

full-timestudent,aresidentoftheparent’shouseholdpriortoleavingforcollegeandundertheageof24(21ifinyourcare).

Forrentedapartments,housesordorms,itisnotuncommonforstudents,andoftenparents,tosignleases.Thisrequiresthatyouconsiderbothanycontractualliabilitythatmightbeassumedanddamagetotherentedproperty.

Thehomeownerspolicycontainsratherbroadcontractualliabilitycoverage:“(a)Thatdirectlyrelatetotheownership,maintenanceoruseofaninsured location,or(b)Wheretheliabilityofothersisassumedbytheinsuredpriortoanoccurrence.”

However,thiscontractualliabilitydoesnotoverrideanyotherexclusionthatmightapply.Onesuchexclusiontoconsideris“propertydamagetopropertyrentedto,occupiedorusedby,orinthecareoftheinsured.”Thisexclusiondoesnotapplytopropertydamagecausedbyfire,smokeorexplosion,butanyothercauseofdamagecausedbyastudentisnotcovered,evenifaninsuredhascontractuallyagreedtoberesponsible.

Automobile Liability Thepersonalautopolicyisverybroadinnature,includingcoveragefor“youorafamilymemberfortheownership,maintenanceoruseofanyautoortrailer.”Thus,ifastudentisdrivingoneofyourvehiclesatcollegeordrivingsomeoneelse’scar,andifyourchildmeetsthedefinitionoffamily memberbybeingaresidentoftheparent’shousehold,thereisliabilitycoverage.ThereisnodefinitionofresidentinthePAP.

However,thereisanexclusioninthePAPthatmaycreateaproblem.Undertheinsuring

Kids in College and Parents’ Insurance - Liability Coverage

Jack ChapmanChairman, MAIA Tech-nical Committee

continued on page 16


agreement,exclusionB.2.b.,thePAPdoesnotprovideliabilitycoverageforthemaintenanceoruseof“anyvehicle,otherthanyour covered auto,whichisfurnishedoravailableforyourregularuse.”

Considerthesituationwhereyourinsured’skidhasaroommatewhohasacar.Itisnotuncommonforstudentstolendtheirvehicletofriends.Thesesituationscouldbedeemedtobevehiclesavailableforregular use,andthustherewouldbenocoverageundertheparent’sPAP.Thesolutionistoalwaysaddtotheparent’spolicytheExtendedNon-

OwnedEndorsement(ortothestudent’spolicyifheorshehashisorherownautoandownautoinsurance).ThisendorsementremovestheexclusionB.2.forvehiclesfurnishedoravailableforregularuse.

Theendorsementdoescontainlanguagethatsaysthatitdoesnotaffordcoverageforanyaccidentinvolvingavehicleownedbyamemberofthesamehousehold,sotheremightbequestionsastowhetherornottheuseofaroommate’svehiclewouldbeexcluded,dependingonwhetheryouwouldconsiderbothinthesamehousehold.

AccordingtoanarticlebyBillWilsonintheVirtualUniversity,Black’s Law DictionarydefinesHouseholdas“afamilylivingtogether.Thosewhodwellunderthesameroofandcomposeafamily.”Itwouldbedifficulttoseehowhavingaroommatecouldbeconsideredafamilysituation,andbeingthatwehavealreadydeterminedthatthestudentawayatcollegeisinfactaresidentoftheparent’shousehold,itishardtoseehowtheymightbeconsideredamemberoftwohouseholds.

Afinalconsiderationwhendiscussingliabilitycoveragewithaninsuredasitrelatestotheirchildrenawayatcollege:Itisbecomingincreasinglypopularforstudentstotakespringbreaks,andMexicoisafavoritedestination.Rememberthatthehomeownersdoesnotcontainanyterritoriallimitation,andcoverageisworldwide.However,thepersonalautopolicyislimitedtotheUnitedStates,itsterritoriesandCanada.IfagroupofstudentsdrivestoMexico,thereisnocoverage.Somepersonalumbrellasofferbroaderterritorialcoverage,butyoushouldalwaysadviseyourinsuredtopurchasecoveragespecifictoaforeigncountryandnotrelyontheirPAP.

Technicalities continued from page 15


Celebrating 20 years of serving you.MIDLANDS MANAGEMENT CORPORATION

Phone: 405.840.0074 / 800.800.4007www.midlandsmgt.com

Please check with Midlands for coverage state availability

• Hospitality Risk• Umbrella• Professional Liability• High Value Homes• Builders’ Risk• Cargo Coverage• Long Haul • Long Haul Trucking

• Workers’ Compensation• Excess Workers’ Compensation• Texas Non-Subscriber• Contractors Pollution• Garage Liability• Watercraft• Inland Marine/Ocean Marine • Inland Marine/Ocean Marine

Midlands Offers InnovativeProducts and Solutions for Your

Difficult to Place Coverages.

Everywhere you go, everyone is talking about “social networking.” What is going on, and what can it do for your agency?

Social networking saves you money. As agents, we have a reputation for being rather frugal. Most of the tools available for social networking are free. All you have to do is invest a little of your time or enlist the help of an enthusiastic co-worker. With social networking, agents can reduce the cost of using print advertising such as newspaper and phone book ads – and no more painting on roadside benches!

The market reach is phenomenal. Think about how many people read a newspaper in your home town – in my town it is around 10,000. Then check how many people in your area use Facebook – in my area it is 67,000.

Social networking is merely an extension of how agents have conducted business in the past. The successful agent of yesterday invested in a storefront and used community networks to develop referrals and prospects. Printed advertising abounded in newspapers, magazines and phone books. Business cards were used as a calling card and a convenient way to remind prospects how to contact you on the office phone. Agents used print media to emphasize their expertise and encourage clients to visit them in the office.

Wow, how times have changed. Today’s consumers want convenience and everything at their fingertips. Successful agents are reaping the benefits of having an integrated website that presents an outward face to the online consumer. This extends the brick-and-mortar storefront and reaches out into the Internet marketplace.

Using online profile pages like Facebook, Google Create-Your-Profile and MerchantCircle helps drive consumers to your agency website for a broader reach at any time of the day or week. Agents are able to provide more convenience to their clients and prospects by using customer portals, e-mail, text messaging and mobile phones.

The concept of networking may have shifted from being exclusively face-to-face to one of cyber-connections, but it’s still something that

all agents are very comfortable with, because agents are good at building relationships. Social networking allows you to connect with more contacts than would be humanly possible to meet in person. Plus, the connections increase exponentially with the ease of online referrals from one of your connections to all of their connections.

And, frankly, many modern consumers distrust print media when they are researching products. They prefer to obtain the opinion of a trusted peer group or from their own connections and friends. With social networking, agents have more opportunities to showcase themselves as Trusted Choice advisors and consumer advocates.

Don’t let the desire to measure your return on investment stop you from getting started.

Angelyn Truetel, Chairman, Agents Council for Technology

Tools for the Successful Agent of Tomorrow


technology

1900 South 18th Avenue West Bend, WI 53095

(262) 334-5571thesilverlining.com

W H AT I S T H E

S I LV E R L I N I N G ®

W O RT H TO YO U ?

There are many reasons why West Bend is the company of choice for independent insurance agencies throughout the Midwest.

We offer distinct franchise value to our agents through superior agency relationships, ease of doing business, overall compensation, strong financial performance, stability, commitment to outstanding service, product knowledge, and education/training.

So while in today’s market it might seem like selling low-cost policies would be easy, there’s a tremendous value in selling a West Bend policy. It will deliver when you – and your customers – need it to.

Because the worst brings out our best.®That’s the Silver Lining.®


Everybusinessreachesplateaus:timeswhenyourvolumeorrevenueseemstolevelout.Youmarketyourserviceswell,andyouworkhardatgoodcustomerservice,butthereturnsareslowerthaninthosegoodgrowthdays.Youmayeventhinkyouaredoingpoorestbecausethegrowthrateisslower.

Investinginfurthergrowthatthispointtakesalotofthoughtandsometimesriskoffurtherinvestment.Oneyoungmanageroncetoldme,itwasexpensivetosendhispeopletotheupcomingconvention.Alotoftimesthepeopleleaveshortlyafterthesessions.Myanswertohimissimply,“Ifyouthinkitisexpensivetotrainyourpeopleandhavethemleave,trynottrainingyourpeopleandhavethemstay.”

IwillbedoingaclassatyourupcomingSmallAgencyConferenceinMarch.Itiscalled“ACheck-UpfromtheNeckUp.”Wewilltalkabouthowtogoafter“lowerhangingfruit.”Forsomeofyou,thatcouldbeconsideringwideningyourproductline.Forsomeothers,itmightbetakingyourexistingproducttoadifferentmarket.

Bylookingatbothaddingaserviceorproductaswellasofferingexistingproductsandservicestoanewmarket,youwillspendlessenergytopickupsomeeasyrevenue.However,carehastobetakennottolosefocusonwhatyoudobest.Makesureyoudon’tloseexistingbusinessatthesamerateyoumakegainsinnewareas.

AgoodfriendandfellowspeakerBillBrookstoldmanyofhisaudiencesforyears,“Ifyou’realwaysworkinginyourbusiness,andnotonyourbusiness,youwillsoonbeoutofbusiness.”

Weallneedtopreparetochangewiththechangingtimes.Idon’tbelieveintryingtobeatyourcompetitionbydoingwhattheydobetter.Thatisn’tgoingtohelpyourbusiness.Ibelieveyouneedtothinkoutsideofthebox.Toomanypeopleintheinsuranceindustrytodayaretrippingoverthebox.

Folks,successleavesclues.Aftermorethan30yearsofselling,managingsalesteamsorcoachingclients,thepatternsofhighperformancebecomeevident.Topperformersprospecteveryday:Doyou?Thesepeopleunderstandthatmanagingtheirtimeiscriticaltotheirsuccess.Schedulingprospectingtimetobeonthetelephoneanhourperday,e-mailingpastcustomersupdatesonnewproductsandinvestingtimeoutsidetheofficetoattendnetworkingfunctionsatleastonceaweekareallpartsoftheirroutine.

Topperformerslovewhattheydo.AttheSmallAgencyConference,Iwillexplainwhytopperformershaveshortmemoriesandwhatmakesthemtick.EverythingIhavehasa“copyright.”Youhavetherighttomakeacopy.Bringyourofficepeoplewithyou.One,twoorjustbringthewholeoffice.Wewillcoverthenine“nasty”phrasestoavoid.

IfIcangiveyousomeadvicefor2010,itwouldbethis:Watchyourthoughts;theywillbecomeyourwords.Thenwatchyourwords;theywillbecomeyouractions.Youractionswillbecomeyourhabits.Believeitornot,yourhabitswillbecomeyourcharacter.Youbetterwatchyourcharacter;itbecomesyourdestiny.Thiswholeprocessstartedwithyourthoughts.SonowwhenItellgroupslikeyours,“Whateveryouthinkabout,willcomeabout,”believeit.

Mycheck-upfromtheneck-upwon’thurt.Iwearadoctor’soutfit,stethoscopeandall.IhaveE.M.S.onmylabcoat.Itstandsforwhatweasgood,professionalinsuranceagentsshouldhave.WewillEducateourclients,Motivateourclients,andalwayscomewithaSolutiontotheirconcerns.

Ihopetoseeyouattheconference.Iwillbringallmyprops.I’mlikeGallagher(foryoumorematurereaders–CarrotTopforthoseofyouunderthirty).Butyouwilltakebackwithyounewwaystoimproveyourbottomline.Itellsalespeopleonadailybasiswhentheyexplainwhytheydidn’tcloseasale,“Don’ttellmeaboutyourbirthpain;showmethebaby.”

IhaveagreatbackgroundthatIcan’twaittosharewithyou.

Remember,dowhatyoulove,lovewhatyoudoandalwaysdelivermorethanyoupromise.IhopewhenyouleavetheconferenceyouwillwalkawaybelievingwhatIbelieve:Youcan’tdotoday’sbusinesswithyesterday’sthinkingandhopetobeaheadtomorrow.

Taking it to the

See D.J. Harrington in person when he gives the keynote

address at the 2010 Small Agency Conference, March 25-26. Turn the

page for more details.

D.J. Harrington Telephone Logic Inc.

Next Level

specialfocus smallagencyconference

2010SmallAgencyConference20th Year

TechnologyPeerPanelModerator: Alan Hedrick, CICPanelists: Members of MAIA Technology CommitteeThursday, March 25, 10 a.m.Filed for 2 general CE credits

One of our highest-rated sessions last year has been requested as a repeat performance. Your peers will give updates on new technology and concepts. As always, Real Time/Download, multiple monitors, paperless processing, comparative rating, social networking and a host of other time-saving, revenue-producing methods will be discussed. This is a “peer panel” consisting of MAIA Technology Committee members who are agents just like you and will share their best agency practices. You are bound to leave this session with the knowledge to revolutionize your workflows and increase the profit of your agency.

ChallengesandOpportunitiesofRunningaSmallBusiness/AgencyModerator: Larry Byars, CICPanelists: Mangers of MAIA Member AgenciesFriday, March 26, 9 a.m.Filed for 2 general CE credits

The newest offering from the Small Agency Conference, this “peer panel” was designed specifically to address issues that small agency owners deal with on a regular basis. Moderator Larry Byars will lead four of your colleagues in an audience-driven discussion of the following topics: finding, pre-screening and testing potential employees; effective advertising methods; developing and sustaining an Internet presence; accounting with and without an agency management system; charitable donations and community involvement; personnel issues, including bonuses, benefits and profit-sharing; and more. Find out how your fellow agency

Celebrating its 20th year, MAIA’s Small Agency Conference is designed for small to mid-sized agencies and is a benefit to everyone in the agency, including the owner/principal, agency managers, producers and CSRs. It offers small agencies a compact and meaty schedule with an array of education topics and unparalleled networking opportunities. A huge trade show, and the optional E&O seminar and Crawfish Feast, rounds out the experience.

D.J. HarringtonPhone Logic Inc., Atlanta, Ga.D.J. Harrington is the president and CEO of Phone Logic Inc., an international training company based in Atlanta. Harrington serves as a consultant and trainer to more than 1,000 privately owned businesses throughout the country, training personnel at all levels of the company via a toll-free number, 52 weeks a year.

His years as a sales trainer and motivator for a variety of companies have provided Harrington with an outstanding background, which he brings – along with his energy and dynamic personality – to every clinic and seminar.

Harrington is a recipient of the Vicom Group Video Training Award. He is a motivator, entrepreneur and keynote speaker. He has been a member of the Georgia Speakers Association and the National Speakers Association since 1993 and was a recipient of the coveted award of Certified Speaking Professional.

NewMulti-ConferenceDiscountNew for 2010, any MAIA member agency that registers an employee for the Small Agency Conference will receive a 15 percent discount off one full registration to the Leadership Conference in July. This discount applies to agents only.

CompanyReceptionandTradeShowWith more than 95 exhibitors expected, the trade show will provide more information, knowledge and business opportunities for small agencies than you’ll find anywhere else.

IdeaLabMaking its third appearance at the Small Agency Conference, the Idea Lab is the place to get tips, hints and guidance for all of your technology needs.

KeynoteSessionA Check-Up from the Neck UpSpeaker: D.J. HarringtonThursday, March 25, 8 a.m.This presentation is packed with great tips to improve your bottom line. Harrington uses creativity to make his message memorable. Students will learn nine nasty phrases to avoid and what to say instead. They will cover the whys and hows of customer service, proactive prospecting techniques, and creative ways to get a foot in the door. Finally, “Dr.” Harrington will send them off with a prescription for success: Change the way you look at things, and the things you look at will change.

Sessions


owners and managers deal with these day-to-day challenges, what works for them and what could work for you.

PersonalLinesIssues(concurrentsession)Patrick Deem Sr., CICThursday, March 25, 1:45 p.m.Approved for 3 property-casualty CE credits

From in-home business issues and identity theft in the homeowners policy to rental car problems and other vehicles in the household in the personal auto policy, we will discuss the best ways to protect your insured on the common issues that occur with personal lines policies. We will also review the personal umbrella to see if coverage applies from that policy to some of the issues discussed.

LifeandHealthInsuranceStrategiesfortheCommercialLinesProducer(concurrentsession)Rick Goolsby, CICThursday, March 25, 1:45 p.m.Approved for 3 life-health CE credits

This course is designed to provide the commercial lines producer with detailed information on six different life insurance strategies available to the business client: business continuation plans; deferred compensation; key-person insurance; disability of a partner or owner; split-dollar agreements; and executive bonuses. Within each topic, Goolsby addresses the definition and advantages of the policy, as well as its major considerations, such as coverage triggers, funding and implementation. This course will equip producers to provide a higher level of service to their clients.

E&OLossControlSeminar2010Virginia BatesWednesday, March 24, 10 a.m. – 4 p.m.Filed for 6 ethics CE creditsQualifies for Westport/Swiss Re’s loss-control credits and satisfied Utica’s underwriting requirements

Agency managers, principals and other key staff will leave this workshop with a manual tailored to their own particular agency. More importantly, they will learn how to make their agency more profitable, marketing oriented, E&O safe and fun. E&O carriers encourage their insureds to attend this seminar to have a working, vibrant procedures manual in their officers for several reasons. Find out more at this OPTIONAL session.

Note: This seminar is being held on Wednesday at the MAIA headquarters in Jefferson City. The hours of the session have been shortened to allow attendees to get to Columbia in time for the Crawfish Feast. In order to accommodate these hours, the session will include a working lunch. AVAILABLE TO MAIA MEMBERS ONLY.

CrawfishFeastWhile it’s not an official part of the Small Agency Conference agenda, the Crawfish Feast has become a pre-conference tradition. The feast is sponsored by the Young Agents Committee and held on Wednesday, March 24, at the Knights of Columbus, 2525 North Stadium, 1.25 miles north of the Holiday Inn Select. In addition to crawfish, the menu includes pulled pork, smoked chicken and a long list of side dishes. You can sign up for the feast on the conference registration form. Please take advantage of the complimentary shuttle to and from the Holiday Inn Select.

Virginia BatesVMB Associates, Melrose, Mass.

Virginia Bates has more than 20 years of experience consulting for agencies and carriers. She has a background in all property and casualty lines and direct involvement in many automated systems. As co-founder of VMB Associates, she has worked with agencies on intelligent selection and use of technology, profitability and reducing E&O exposure. She has also conducted E&O audits and rehabilitation projects for agencies at the request of E&O carriers.

TechnologyPeerPanelModerator: Alan Hedrick, CICPanelists: Members of MAIA Technology CommitteeThursday, March 25, 10 a.m.Filed for 2 general CE credits

One of our highest-rated sessions last year has been requested as a repeat performance. Your peers will give updates on new technology and concepts. As always, Real Time/Download, multiple monitors, paperless processing, comparative rating, social networking and a host of other time-saving, revenue-producing methods will be discussed. This is a “peer panel” consisting of MAIA Technology Committee members who are agents just like you and will share their best agency practices. You are bound to leave this session with the knowledge to revolutionize your workflows and increase the profit of your agency.

ChallengesandOpportunitiesofRunningaSmallBusiness/AgencyModerator: Larry Byars, CICPanelists: Mangers of MAIA Member AgenciesFriday, March 26, 9 a.m.Filed for 2 general CE credits

The newest offering from the Small Agency Conference, this “peer panel” was designed specifically to address issues that small agency owners deal with on a regular basis. Moderator Larry Byars will lead four of your colleagues in an audience-driven discussion of the following topics: finding, pre-screening and testing potential employees; effective advertising methods; developing and sustaining an Internet presence; accounting with and without an agency management system; charitable donations and community involvement; personnel issues, including bonuses, benefits and profit-sharing; and more. Find out how your fellow agency

See the Small Agency Conference brochure and register online at www.missouriagent.org.

Sessions

Optional Events

Speakers



Success is finding an advantage.

If you want to win, you have to come prepared. Agents know this. That’s why so many choose

SECURA to grow their business. Please call us at 1-800-558-3405. Write your own success story.

©20

08 S

EC

UR

A In

sura

nce

4260 Secura_BaseAds_2008 8/27/08 3:36 PM Page 2

Patrick Deem Sr., CICRisk Management & Insurance Education Services, Austin, Texas

Patrick Deem entered the industry in 1969. Over the course of his career, he has been an underwriting and sales manager, excess and surplus lines underwriter, and an independent

agent. He has published several articles and conducted numerous seminars on the technical aspects of property and casualty insurance. Currently, Deem is a licensed risk manager in Texas, where he founded Risk Management & Insurance Education Services, an independent company that services insurance professionals and clients. In addition, he is the education consultant for Missouri on behalf of the National Alliance.

Rick Goolsby, CICGrange Life Insurance Co., Loveland, Ohio

Rick Goolsby entered the insurance business in 1973. Since then, he has sold all lines of insurance on the agency side, worked for a life insurance company and served as president of his family’s agency. In 2006, he was hired by Grange Life Insurance Co. as a life sales specialist. Goolsby began speaking for the Society of Certified Insurance Counselors in 1991 and also serves as educational consultant for CIC programs in Kentucky. In addition, he teaches CISR, ACES and other CE programs across the country. He is the recipient of the PIA Jack V. Hedges Educator of the Year award in his home state of Ohio.

Wednesday,March24(OptionalEvents)10 a.m. – 4 p.m. (Optional) E&O Loss-Control Seminar* AVAILABLE TO MAIA MEMBERS ONLY Speaker: Virginia Bates Filed for 6 ethics CE credits *Note: This is being held at the new MAIA headquarters, 3315 Emerald Lane, Jefferson City

5 – 7:30 p.m. (Optional) Crawfish Feast Sponsored by MAIA Young Agents Committee (Knights of Columbus, 2525 N. Stadium, Columbia)

Thursday,March257 a.m. Registration Opens Breakfast Buffet

8 a.m. – 5 p.m. Idea Lab Open

8 – 9:45 a.m. Opening Session: A Check-Up from the Neck Up Speaker: D.J. Harrington

10 – 11:45 a.m. Technology Panel Speakers: MAIA Technology Committee Filed for 2 general CE credits

12:00 – 1:30 p.m. Lunch and Conferment Ceremony

1:45 – 4:45 p.m. CONCURRENT SESSIONS: Personal Lines Issues Speaker: Patrick Deem Sr. Approved for 3 p-c credits -OR- Life and Health Insurance Strategies for the Commercial Lines Producers Speaker: Rick Goolsby Approved for 3 l-h CE credits

5 – 8 p.m. Company Reception/Trade Show (Booths open 5 – 8 p.m.) Prizes announced at 7:30 p.m.

Friday,March268:30 – 9 a.m. Continental Breakfast

9 – 11 a.m.

20th Year

Agenda

SPEAKERScontinuedfrompage21

Pear Panel: Challenges & Opportunities of Running a Small Business/AgencyModerator: Larry ByarsPanelists: Committee and MAIA MembersFiled for 2 general CE credits

Success is finding an advantage.

If you want to win, you have to come prepared. Agents know this. That’s why so many choose

SECURA to grow their business. Please call us at 1-800-558-3405. Write your own success story.

©20

08 S

EC

UR

A In

sura

nce

4260 Secura_BaseAds_2008 8/27/08 3:36 PM Page 2

Belinda BrenizerMAIA President

Wearecelebratingthe20thyearoftheSmallAgencyConferencein2010.HavingservedonandactedaschairoftheSmallAgencyCommitteeforseveralyears,Iknowfirsthandwhatagreatconferencethisisforbothagentsandcompanypartners.Itisahard-hittingtimeofmotivationalandeducationalspeakers,ahugetradeshow,and,ofcourse,thelegendaryCrawfishFeastsponsoredbytheYoungAgents.

WhenIhearditwasthe20thyear,Igotintouchwithlongtimefriendandwell-respectedagent,JerryBaker,formerlyofJB-LBInsurance,Cameron.JerrywasthefirstchairofthecommitteeandwasinstrumentalinMissourihavingthisconferenceatall.Hegraciously

spoketomeaboutthereasonitwasstartedandthechallengestheyfaceddevelopingit. Jerryreportedthatinthelate‘70s,theassociationdidn’thavealotofthingsforout-stateorsmalleragencies,andhewasontheBig“I”committeecalledtheMo.RuralFarmCommittee.HehadattendedaregionalmeetinginChicagoastheMissourirepresentativeandhadheardaboutIowahavingasmall/farmagentconference.Hemadeitapointtoattendthefollowingyear.

There,hetalkedwithsomecarriersthatwerethinkingaboutcomingtoMissouriandwantedtoknowwhatkindofprogramourassociationhadforsmallagencies.Jerrythoughtthenumberofout-stateandsmallagenciesinMissourimadeitaperfectplaceforsuchaconference,andhewasabletopickupideasforasmall/farmconference. WiththehelpofLesBushmannandGlendaFry,associationstaffmembers,Jerrytooktheideatotheboard,andplanninggotunderwayforthefirstconference.

“Wereallydidn’tknowifitwouldbeasuccessornot,but[we]wantedtotryit,”Jerryremembers.

TheypickedearlyspringsotheywouldnotinterferewiththeAnnualConventionandformedtheoriginalcommittee,consistingofLindaBigelow,BudSchumacher,CharlieScott,CarrolHessandDaveIngersoll.TheychosetohavetheconferenceinColumbiasinceitwascentraltomostoftheagentsandcompaniesthatprimarilydidfarminsuranceandbusinessownersproducts.Thebusinessownersproductwasnewatthattime,soagentswereveryinterestedinit.

Theyusedonelargeroomfortheentireevent.Someofthecompaniesaskediftheycouldsetuptablesforagentstostopby,andthetradeshowtookoff.

IaskedJerryhowtheypickedthespeakersandtopics,andhesaid,“Ourspeakerswereprimarilycompanypeopleeducatingaboutthefarm

Looking Back on SACA Conference is Born

20th YearLooking Back on SAC

Small/Rural Agents Conference 1991

March 6-7, Holiday Inn Select, Columbia

Educational Seminars

Truck and Farm Liability Coverage

speaker: Dr. Emmett Vaughn, CPCU,

CLU

Main Street Challenges of the ‘90s

speaker: Delbert Hawkins

Registration Fees

IIAM members: $75 per person

Non-IIAM members: $95 per person

Concurrent Sessions

Workers’ Compensation

speaker: Jack Chapman

Personal Umbrellas

speaker: Tom Beadles

Life $$ in your Files

speakers: Wayne Hillman

and Gary Kuzmich

policy and business owners products.” They had a panel discussion made up of agents and plenty of time for agents to share problems and discuss solutions for their agencies.

The Small Agency Conference has now grown to be the largest conference in Missouri, for both agents and company partners. If you have not attended in the past, I encourage you to attend this year. It is well worth the investment of time and money for any agent. I have attended for several years and can testify that I have never left without having gained a new idea from a fellow agent, a new product to sell or a new market for our agency.

Randy Baker, of T.R Baker Insurance, Kennett, says, “I like the networking with my company representatives and fellow agents the best.” He also strongly recommends other agents to attend, as “it is the best way to meet agents with similar needs and to learn new ideas [and] workflows and to stay on top of what’s happening in our industry.”

This year, each agency that sends someone to the Small Agency Conference will receive one 15 percent discount off the registration fee for the Leadership Conference in July. This is just a way of saying “thank you” from MAIA to our members. Hope to see you at the Small Agency Conference, March 25-26!


Patriot Risk Management, Inc. is an

insurance holding company offering workers’

compensation insurance and insurance

services solutions. Our subsidiaries – Patriot

Risk Services, Patriot Underwriters and

Guarantee Insurance Company – are

recognized as innovative leaders in the

industry. Collectively, our dedicated team of

over 165 talented associates in five states

provide sophisticated and in-depth experience

to every one of our clients.

For more information visit us online at www.prmigroup.com or call John W. Travis at 636.237.2050

Creating Workers’Compensation solutions

Technology continued from page 17

Therearemanywaystomeasurethesuccessofembracingsocialmedia.UsingafreetoollikeGoogleAnalyticsallowsyoutoeasilymeasuretheimpactofyourwebsiteandyouronline

advertisingcampaigns.Thetooltrackssiteusage,whichpagesareviewed,howmuchtimeviewersspendoneachpage,whichsearchenginesorothersiteswereusedtofindyouragency,whichkeywordswereusedtolocateyoursite,andmore.

ToolslikeWebsiteGraderareavailabletoobjectivelyevaluatetheeffectivenessofyour

siteandprovideyouwithconstructivewaystomakeitbetter.

SignupforlocalsearchonGoogleandYahootohaveyoursitelistedbylocalpartnersandorganizationslikeyourlocalchamberofcommerceorchurchorbusinessclub.

Relevantandfreshcontentonyourwebsiteiscritical,andthemorepartnersitesthatlinktoyours,thebetter.Keepyourwebsiteinterestingforyourclientsandprospects.ConsiderusingRSSfeeds(automaticfeedsoffreshnewsandcontentfromanotherwebsite),andaddablogoninterestingconsumerandcommunitytopics.

Toleveragethetimecommitmentrequiredtomaintainyoursocialnetworkingpresence,youmaywanttoconsiderarotationscheduletotieallofyoureffortstogether.Onsomefrequency,updateFacebooktosharetips;useLinkedIntokeepupwithreading,topics,tripsandprofessionalnetworking;anduseTwittertocommunicatepertinentupdates.Usee-mailforsendingoutnewsletters,andofferchatandtextmessagingcapabilities.

Eachweek,updateyourblogtoaddinterestingstoriesandconsumertips.Atleastmonthly,updateyourwebsitetoincludenewsandevents,andbesuretolinktoallofyoursocialnetworksitestoyourwebsitetocompletethecycle.

Socialnetworkingandmarketingputmoretoolsinyourtoolboxandgiveyouabroadermarketreachforverylittleexpense.Useyourwebsitetosupplementyourphysicaloffice.Analyzeyourwebsitetrafficandmakeupgradestoimproveyourcloseratio.Usesocialnetworkingasyourvirtualbusinesscardtoexpandyourcommunityoutreach,enhanceyournetworkingpresence,getmoreprospectsandturnthemintoclients!

Whatdoyoumeanyouhaven’tstartedusingsocialnetworkingtomakeyouragencybetter?Youneedtojumprightin!Ready…Set…GO!

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

Useful Websites for Social NetworkingFacebook, www.facebook.com

Google Analytics, www.google.com/analytics

Google Create-Your-Profile, www.google.com/profiles

Google local search, local.google.com

LinkedIn, www.linkedin.com

MerchantCircle, www.merchantcircle.com

Twitter, www.twitter.com

Website Grader, www.websitegrader.com

Yahoo local search, local.yahoo.com


Elite Force Sales Training School

Looking for markets? Look no further.Look at Iroquois.

Asthenation’soldestandlargestinsurancenetwork,TheIroquoisGrouphasbeencreatingproductiveagency-carrierrelationshipsforover30years.Iroquoisoffersauniquebusinessmodelthatprovidesmarketswithouthighpremiumcommitments,helpingindependentagenciesgrowwhileremainingindependent.

• We provide direct access – Ourcarrierstreatmemberagencieslikeanyotherdirectappointment.

• You run your agency –TheIroquoisGroupdoesnotmanageyouragencynortakeanequitystake.Verysimply,weexpandyourproductline.

• We enhance your revenue –Membersreceiveupto90%ofthegrosscommissionandareeligibleforprofitsharing.Plus,thereisnoupfrontfeetojoin.

Werepresentanexcellentmixofbrandnamepersonallinesandcommerciallinescarriersandourlistofmarketsisextensive.Ifyouareapropertyandcasualtyagencylookingtogrowyourrevenuewithoutgivingupcontrol,contactBarbara Herbert,RegionalManager,[email protected].

Enrollmenthasopenedforthe2010sessionoftheEliteForceSalesTrainingSchoolinJeffersonCity.Eliteisayear-longtrainingprogramdesignedtogivenewproducersacomprehensiveunderstandingoftheentiresalesprocess.StudentswhocompletethecourseareawardedtheAssociateinInsuranceProductiondesignation.

Applicantstotheprogrammustcompletetheofficialapplicationform,availableontheMissouriAssociationofInsuranceAgentswebsiteatwww.missouriagent.orgorbycalling573-893-4301or800-617-3658inMissouri.Thecourseisrecommendedforagentswithfewerthanthreeyearsexperienceinsalesandfewerthanfiveintheindustry.

StartinginMay,studentsattendfourthree-daycoursesattheMAIAheadquarters.Overthecourseoftheyear,certifiedinstructorscoveranarrayoftopicsthatspanthesalesprocess.Amongthemareprospecting,closing,timemanagement,negotiationskills,teamwork,datagathering,andrelationshipandcredibilitybuilding.Pairedwithamentorfromtheirhomeagencies,thestudentsareabletoputeachlessonintopracticebetweenquarterlyclassesandgetfeedbackontheirperformance.

Eachquarteristaughtbyadifferentnational-levelEliteSalesForceinstructor.The2010instructorsareAngelynnHeavener,CIC,CPIA,whohasmorethan15yearsexperienceininsuranceeducation;JimMoody,AIP,anElitegraduatewithexperienceinboththelifeandhealth,andpropertyandcasualtylinesofinsurance;PatrickClarkin,AIP,AAI,aproduceroutofSt.LouiswhoisalsoanalumnusofElite;andJasonForge,AIP,atop-earningsalespersonandanElitegraduate.

Duringeachquarter,timeinandoutoftheclassroomisstructuredtohelpElitestudentsbuildasystemofsupportandabasisfornetworking.Tuitionincludesall12daysofclassroomtraining,booksandmaterials,trainingforthementor,hotelaccommodations,andmostmeals.

Elite Enrolls for 2010 Session

Students confer in the 2009 session (above), and graduates posed in 2008.

�0

�5

�2�5

�7�5

�9�5

�1�0�0

�C�o�u�r�i� �I�n�s�u�r�a�n�c�e� �A�d� �-� �F�i�n�a�l

�T�u�e�s�d�a�y�,� �J�u�n�e� �0�9�,� �2�0�0�9� �1�2�:�1�0�:�5�6� �P�M


Underinsured Motorist Coverage, Stacking, Set Off(1) Where plaintiffs, who won a $1.8 million judgment for the wrongful death of their daughter who was killed as a passenger in an auto accident, sought $300,000 in underinsured motorist coverage under their three auto policies, the insurer’s “other insurance” provision could be interpreted to allow stacking when an insured is injured in a non-owned vehicle, which creates an ambiguity with the “limit of liability” provision, so the insurer must pay the policy limits of $300,000 because the insurer was also not entitled to a set-off of the $60,000 paid by the tortfeasors.

(2) Where a policy’s declaration page and limit-of-liability provision state that coverage under an insured’s auto policies is provided up to $100,000 per person and $300,000 per accident and repeats that the insurer’s interpretation of a set-off provision the full amount would never be paid out because it would always be reduced by any amounts already paid, the court applies an alternative construction to hold that where the plaintiffs suffered $1.8 million in damages and received $60,000 from the tortfeasors, there were still unsatisfied damages of $1.74 million, which is still more than the policy limits, so the insurer must pay the full policy limits of $300,000.

Ambiguity“To the extent that other provisions of the policy could be read in isolation to prohibit such stacking, they at best create an ambiguity that, under settled law, must be resolved in favor of coverage. Similarly, this Court rejects Allied’s argument that it is always entitled to a set-off for the amounts received by the insured from third parties. As this Court recently noted in Jones v. Mid-Century Ins. Co., 287 S.W.3d 687 (Mo. banc 2009), such an interpretation in effect would mean that Allied never would pay the full amount of its purported limits of liability and, so, would be in conflict with the policy’s coverage provisions. Instead, applying Jones, the set-off provision in the policy is not applicable where, as here, the insureds’ damages exceed the amount of coverage even after deduction of amounts previously paid by other parties.”

‘Other Insurance’ ClausesDissenting opinion by Price, C.J.: “The majority refuses to give effect to these provisions for two reasons. First, they argue that they conflict with the ‘other insurance’ excess clause in the policy … Second, the majority takes issue with the limit of liability language of the policy, arguing that because the UIM policy will never pay out its absolute limit, it is misleading and ambiguous. I

Supreme Court Affirms Judgement Against Co. in UIM Case


Missouri News items reprinted with permission from Missouri Lawyers Weekly.

missourinewsEXTRA!

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

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

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

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

Member Marketing Activity CenterMMACThe IIABA Member’s Soft Market Solution

Personal & Commercial Lines List ProspectingThis new prospecting tool enables you to identify both personal lines and commercial prospects. This tool offers thousands of criteria combinations and gives you the ability to get very specific results. The commercial search allows you to use SIC codes to pin-point the business sectors you would like to market to. When it comes to campaign marketing, ProspectNOW will save you time and money. Read on how you can use DirectMailNOW to send marketing materials to the prospects you find!

Online Insurance Leads GenerationLet’s face it. Do-Not-Call lists, expensive yellow page and newspaper ads and costly telemarketing makes it harder to market personal lines of insurance. With dozens of companies selling insurance leads, how can you tell which one is a good fit for you? With the help of LeadsNOW, you can now buy leads with confidence! The best leads available at an IIABA member discounted price! Be one of the first 1,000 to register for MMAC and receive $100 in free leads...no strings attached!

Consider Us Your Agency’s Print Marketing Team!Print marketing campaigns have never been easier! You have access to pre-designed, customizable marketing materials! Choose the product you would like to market and choose any or all of the items you would like to include in your campaign, add your agency’s contact information and you're done! With DirectMailNOW, you can send your postcard mailing with a touch of the mouse...it’s really that easy!

Cross-sell Your Current Book of Business with MMAC!It’s no secret that cross-selling is the easiest way to grow your business. It is easier and less costly to sell another line of business to an existing customer than it is to find and sell a new one. Plus the more lines of insurance a customer has with you the more likely you are to keep their business. CrossSellNOW can help you have a higher retention rate, and with that, comes more revenue to your agency!

Increase client retention with quick and easy newsletters!Everyone knows that improving an agencies retention ratio is the least expensive way to grow policy count and premium. The cost of retaining customers is less than the cost of finding and acquiring a new one. With the RetainNOW service, improving your retention has never been easier! MMAC newsletters are written and reviewed by insurance professionals and ready for you to download and send!

Better manage your agency with lessons from the pros!Managing an insurance agency is not easy. It’s hard enough attracting and retaining clients. Staying on top of agency management issues can be a daunting task. With the ManageNOW service, you can tap into a comprehensive online archive of webinars and audio/video presentations with top consultants and agents sharing their knowledge on “hot topics” designed to help you better manage your agency!

Prospect Leads Print/Mail Cross-sell Retain Manage

We are offering access to MMAC at an INTRODUCTORY ANNUAL FEE OF $18.96!Why $18.96? The Independent Insurance Agents & Brokers of America association was founded at the turn of the 20th century, (1896 to be exact) and we are celebrating how far we have come together by offering this great new service to our members at an incredible discount!

For more information on this exciting new member marketing service, please contact [email protected] or 800-221-7917 Ext. 5464.

Register for Big “I” Markets and MMAC at www.bigimarkets.com

BIGIMARKETS

The sign-up process is simple. You can pay for MMAC by credit card and begin taking advantage of the many agency marketing tools within minutes. To Register, visit www.bigimarkets.com and click the MMAC logo. However, you must

first be registered for Big “I” Markets. Register for Big "I" Markets for FREE in minutes at www.bigimarkets.com.

Don’t miss out on this introductory offer!The first 1,000 MMAC registrants receive $100 towards hot Insurance Leads!

Introductory member offer:

$18.96/year

MAIA

Featured

Product

Contact Kelli Findley at

[email protected]


EXTRA!

MAIA Day at the Capitol

Feb. 16, 2010, 2 p.m. Capitol Plaza Hotel, Jefferson City

“We have to represent the interests of the in-sured. Sometimes, the agents are the miss-ing piece between the insurance companies and the anti-insurance company rhetoric.” - Sen. Scott Rupp

“I encourage independent agents to share their views of the impact that impending legislation will have on them and their clients. When people take time away from their businesses to talk to me at the Capitol, it makes an impression on me. I know that the issues they’re bringing with them are im-portant enough to really affect their livelihoods. My job is to represent the interests of my constit-uents, but I cannot do that without their input.” - Rep. Terry Swinger

Register online at www.missouriagent.org by Feb. 5, 2010.For more information, contact MAIA at 800-617-3658.

This FREE event includes a briefing over legislative issues led by Larry Case and the MAIA lobbyists; time to meet with legislators at

the Capitol; and an evening reception.

disagree with both points. The majority creates ambiguities where none naturally arise. I would enforce the anti-stacking and limit of liability provisions.”

Judgment is affirmed.Ritchie v. Allied Property & Casualty

Insurance Company (MLW No. 59864/Case No. SC90085 – 24 pages) (Supreme Court of Missouri, Stith, J.; Teitelman, Russell, Wolff,

Breckenridge and Fischer, JJ., concur; Price, C.J., dissents in separate opinion filed) Appealed from circuit court, Jasper County, Mouton, J. (Jared Robertson and Brian D. Malmus, Springfield, for appellant) (Glenn R. Gulick Jr., Joplin, for respondents).

Appellate Court Finds in Favor of Consumer in P-C CaseFailure to Procure, Requested Coverage, Agent Defendant

Where plaintiff brought an action against an insurance agent for negligently failing to procure insurance after the company’s representatives met with the agent to request a policy covering the contents of its facilities and the insurer failed to pay the full value of plaintiff’s claim after a fire at one of its facilities, the plaintiff’s petition was based upon the agent’s failure to obtain the coverage requested and the petition alleged sufficient facts to establish the elements of the negligence action, despite the agent’s arguments that the case should be dismissed based on the plaintiff’s failure to read its policy or that the agent had a lesser duty to the plaintiff as a “captive” insurance agent than an independent insurance broker would have.

Judgment is reversed and remanded.Busey Truck Equipment, Inc. v. American

Family Mutual Insurance Co. (MLW No. 59887/Case No. ED93091 – 7 pages) (Missouri

Court of Appeals, Eastern District, Cohen, J.) Appealed from circuit court, Cape Girardeau County, Lewis, J. (John W. Grimm for appellant) (Robert J. Wulff for respondent).

missourinews continued from page 29


Enforcement Actions• TamilleBell,Woodbridge,Ill.,insurance

producerlicensegrantedunderspecialcircumstances.

• RachelA.Boessen-Corleone,Raytown,insuranceproducerlicenserevokedandcomplaintdismissedwithprejudice.

• ThomasBonomo,Lee’sSummit,bailbondagentlicenserenewedunderspecialcircumstances.

• MicheleBurmeister,Festus,insuranceproducerlicensegrantedunderspecialcircumstances.

• RobertD.CochranJr.,Columbia,applicationforinsuranceproducerlicenserefused.

• WakambaK.Guichard,Deltona,Fla.,petitioner’sfirstamendedcomplaintandrequesttofindcausetodisciplinefiled.

• ChriscindaHenry,Grandview,voluntaryforfeitureof$250fordepartmentallegationsofinsurancelawviolations.

• TrevorHensley,MayfieldVillage,Ohio,applicationforinsuranceproducerlicenserefused.

• ClaytonL.Hoelscher,LakeSt.Louis,applicationforinsuranceproducerlicenserefused.

• ThomasC.McGeeSr.akaThomasE.RoweJr.,KansasCity,bailbondagentlicenserevoked.

• DouglasA.Moore,Springfield,applicationforinsuranceproducerlicenserefused.

• TrevorD.Losse,Sammamish,Wash.,renewalofnon-residentinsuranceproducerlicenserefused.

• DanetteE.Morgan,Dallas,insuranceproducerlicenserevoked.

• MichaelNeuman,Hazelwood,applicationforinsuranceproducerlicenserefused.

• FrankS.Norphy,Independence,requestfiledbypetitionerthatCommissiondenyrespondent’smotionforadditionaltimetofileadmissions.

• AlexE.Oliver,MarylandHeights,applicationforinsuranceproducerlicenserefused.

• WilliamOwens,Chicago,voluntaryforfeitureof$250fordepartmentallegationoffailingtoreportanadministrativeactionwithin30daysofthefinaldispositionofthematter.

• PatriciaL.Ramlet,Englewood,Colo.,voluntaryforfeitureof$5,000fordepartmentallegationsofinsurancelawviolations.

• RobertW.Ramlet,Englewood,Colo.,voluntaryforfeitureof$6,000fordepartmentallegationsofinsurancelawviolations.

• NathanJ.Schwarz,Dexter,applicationforinsuranceproducerlicenserefused.

• NabothSt.Clair,Bolivar,insuranceproducerlicensegrantedunderspecialcircumstances.

• ByronSteele,St.Charles,bailbondagentlicenserenewedunderspecialcircumstances.

• JeffreySutton,Jackson,voluntaryforfeitureof$100fordepartmentallegationsofinsurancelawviolations.

• SeanE.Taylor,Waterbury,Conn.,applicationforinsuranceproducerlicenserefused.

• MichelleE.Valadez,PicoRivera,Calif.,applicationfornon-residentinsuranceproducerlicenserefused.

• BryanWhite,Pineville,voluntaryforfeitureof$100fordepartmentallegationsofbailbondlawviolations.

• JohnJ.Wolfe,Westminster,Colo.,voluntaryforfeitureof$250fordepartmentallegationsoffailingtoreportanadministrativeactionwithin30daysofthefinaldispositionofthematter.

• MaryM.RodeWood,JeffersonCity,voluntaryforfeitureof$500fordepartmentallegationsofinsurancelawviolations.

• RyanWright,KansasCity,voluntaryforfeitureof$100fordepartmentallegationsofbailbondlawviolations.

• AllAmericanTitleAgencyandSeniorTitleAgency,Palatine,Ill.,motionfororderofabeyancegranted.

• ASAPBailBondsandRaymondPlante,KansasCity,voluntaryforfeitureof$1,300fordepartmentallegationsofbailbondlawviolations.

• InsuredTitleAgency,Tampa,Fla.,voluntaryforfeitureof$250fordepartmentallegationsoffailingtoreportanadministrativeactionwithin30daysofthefinaldispositionofthematter.

• LarryConnerAgencyandLarryConner,Grandview,voluntaryforfeitureof$750fordepartmentallegationsofinsurancelawviolations.

• PhoenixTitleCo.dbaPhoenixTitle,St.Charles,andJamesA.Thurman,Marion,Ill.,complaintfiledtorequestthatthecommissionissueadecisionthatthereiscausetodisciplineinsuranceproducerandbusinessentitylicenses.

regulatoryactions


©2009 The Swett & Crawford Group, Inc.

www.swett.com

Everything We Know Goes Into Everything We Do™

We’ve come together in more Ways than one.

Risk ReduceRs, your go-to source in the Southeast for Workers’ Comp, is now swett & crawford. Our people, support and phone number are still the same, but now we offer an even larger array of coverage. We’re expanding our

Workers’ Compensation niche to include the casualty, property, transportation, energy, professional services, and proprietary programs in which Swett & Crawford

excels. Give us a call to find out how we can help you even more.

P.O. Box 102510600 Train Station DriveMabelvale, AR 72103

Brian BarrilleauxSenior Vice [email protected]

800.489.7475501.455.3906Fax 501.455.3975

• QualityTitleAgency,Independence,Ohio,voluntaryforfeitureof$250fordepartmentallegationsoffailingtoreportanadministrativeactionwithin30daysofthefinaldispositionofthematter.

• ThomasSuretyServicesandAlexThomas,KansasCity,voluntaryforfeitureof$1,300fordepartmentallegationsofbailbondlawviolations.

• UniversalCasualtyCo.,ElkGroveVillage,Ill.,motionforcontinuancegranted.

• VisionFinancialCorp.dbaVisionAdministrativeServices,Keene,N.H.,certificateofauthorityasathirdpartyadministratorsuspended.

• VMGandWendyA.Glass,Florissant,complaintfiledtorequestthatthecommissionissueadecisionthatthereiscausetodisciplineinsuranceproducerandbusinessentitylicenses.

• WalkerServices,Clayton,andLonnellWalkerSr.,St.Louis,nonrenewalofinsuranceproducerlicenseandrevocationofbusinessentitylicenseaffirmed.

• WallstreetFinancialGroup,JeffersonCity,voluntaryforfeitureof$2,250fordepartmentallegationsofinsurancelawviolations.

Market Conduct Exams• AffirmativeInsuranceCo.,

Addison,Texas,stipulationofsettlementfiledandvoluntaryforfeitureof$9,735.80.

• AgentsNationalTitleInsuranceCo.,Columbia,voluntaryforfeitureof$27,000.

• AmericanModernHomeInsuranceCo.andAmericanFamilyHomeInsuranceCo.,Cincinnati,curativeorderfiled.

• ShelterGeneralInsuranceCo.,Columbia,stipulationofsettlementandcurativeorderfiledandvoluntaryforfeitureof$5,000.

Company Changes• AetnaHealth,BlueBell,Pa.,effectiveOct.13,

2009,wasadmittedasanHMO.

• AgriculturalWorkersMutualAutoInsuranceCo.,FortWorth,Texas,effectiveOct.15,2009,wasadmittedwithproperty,liabilityandmiscellaneousauthorities.



regulatoryactions continued from page 33

• AmericanAssociationofOrthodontistsInsuranceCompanyaRiskRetentionGroup,Scottsdale,Ariz.,effectiveSept.23,2009,redomesticatedfromVermonttoArizona.

• AmericanInsuranceAdministrators,Clearwater,Fla.,effectiveSept.16,2009,wasadmittedasathirdpartyadministrator.

• AmerisurePartnersInsuranceCo.,FarmingtonHills,Mich.,effectiveOct.1,2009,wasadmittedwithproperty,liability,fidelityandsurety,andmiscellaneousauthorities.

• AmeritrustInsuranceCorp.,Southfield,Mich.,effectiveOct.22,2009,wasadmittedwithliabilityauthority,workers’compensationonly.

• AvivaLifeandAnnuityCo.,DesMoines,Iowa,effectiveSept.30,2009,AmericanInvestorsLifeInsuranceCo.mergedwiththeaforementionedcompany.

• BartonMutualInsuranceCo,Liberal,effectiveSept.17,2009,addedotherauthority.

• ChrinaCorp.dbaGMSouthwest,Frisco,Texas,effectiveOct.26,2009,withdrewasathirdpartyadministrator.

• CollegeRiskPurchasingGroup,Chicago,effectiveSept.10,2009,wasadmittedasapurchasinggroup.

• ColonySpecialtyInsuranceCo.,Richmond,Va.,effectiveSept.24,2009,wasadmittedwithpropertyandliabilityauthorities.

• CPAInsuranceCo.,WestBloomfield,Mich.,effectiveSept.18,2009,addedmiscellaneousauthority.

• CUMISSpecialtyInsuranceCo.,Madison,Wis.,effectiveOct.26,2009,wasapprovedasasurpluslinesinsurancecompany.

• EssentGuaranty,Randor,Pa.,effectiveOct.2,2009,wasadmittedwithmiscellaneousauthority.

• FirstAmericanTitleInsuranceCo.,SantaAna,Calif.,effectiveAug.31,2009,LandTitleofSt.Louis,CentstarTitleInsuranceCo.andColumbianNationalTitleCo.mergedwithandintotheaforementionedcompany.

• GenworthResidentialMortgageAssuranceCorp.,Raleigh,N.C.,effectiveOct.19,2009,changeditsnamefromVerexAssuranceandredomesticatedfromWisconsintoNorthCarolina.

• Great-WestLifeandAnnuityInsuranceCo.,GreenwoodVillage,Colo.,effectiveSept.30,2009,CanadaLifeInsuranceCompanyofAmericamergedwithandintotheaforementionedcompany.

• HLIService,NewYork,effectiveOct.28,2009,wasadmittedasapurchasinggroup.

• HousingEnterpriseInsuranceCo.,Cheshire,Conn.,effectiveSept.18,2009,wasadmittedwithproperty,liabilityandmiscellaneousauthorities.

• IllinoisCasualtyCo.,Springfield,Ill.,effectiveSept.28,2009,wasadmittedwithproperty,liabilityandmiscellaneousauthorities.

• InternetTruckstopRiskPurchasingGroup,Portland,Ore.,effectiveOct.28,2009,wasadmittedasapurchasinggroup.

• LifeCareAssuranceCo.dbaLifeCareADM,WoodlandHills,Calif.,effectiveOct.1,2009,withdrewasathirdpartyadministrator.

• LincolnGeneralInsuranceCo.,York,Pa.,effectiveSept.1,2009,thecompany’scertificateofauthoritywassuspended.

• TheManagingAgencyGroup,Shelton,Conn.,effectiveOct.30,2009,withdrewasathirdpartyadministrator.

• MetLifeGlobalOperationsSupportCenterPrivateLimited,NewYork,effectiveOct.2,2009,wasadmittedasathirdpartyadministrator.

• SafecoNationalInsuranceCo.,Boston,effectiveOct.1,2009,redomesticatedfromMissouritoNewHampshire.

• SelfInsuredServicesCo.,Dubuque,Iowa,effectiveOct.29,2009,wasadmittedasathirdpartyadministrator.

• SeniorCareProvidersRiskPurchasingGroup,NewYork,effectiveOct.28,2009,wasadmittedasapurchasinggroup.

• TimberlakeReinsuranceCompanyII,Chesterfield,effectiveSept.30,2009,wasapprovedasanaccreditedreinsurer.

• UnitrinDirectInsuranceCo.,Chicago,effectiveOct.30,2009,addedliabilityandmiscellaneousauthorities.

• TheValsparCorp.dbaGaurdsman,GrandRapids,Mich.,effectiveSept.16,2009,wasadmittedasaservicecontractprovider.

• WarrantyAdministrationSolutions,LasVegas,effectiveOct.15,2009,wasregisteredasamotorvehicleservicecontractprovider.


Workers’ Compensation Insurance

O

il & G

as • C

onstr

uctio

n • A

rboris

t

Trucking • Manufacturing • Excavation

Sand &

Gravel •

M

arin

e •

R

oofing

Actively Seeking Agents in Missouri

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

www.amerisafe.com

Auto-Owners Ranks Highest in Claims StudyForthesecondstraightyear,Auto-OwnersInsuranceCo.rankedhighestincustomersatisfactionwiththeautoinsuranceclaimsexperienceinanationwidestudyconductedbyJ.D.PowerandAssociatesin2009.Auto-Ownersscored883ona1,000-pointscalemeasuringthesatisfactionofpeoplewhofileaclaimforvehicledamage.

United Fire Elects New ChairmanUnitedFire&CasualtyCo.announcedthatJack B. EvanswaselectedtothepositionofchairmanafterservingastheinterimchairmanfollowingthedeathofJ.ScottMcIntyreJr.inOctober.Evanshasbeenamemberoftheboardsince1995andhasyearsofleadershipexperiencewithotherorganizationsaswell.

UnitedFirealsoannouncedtheelectionsofJohn A. RifetothepositionofvicechairmanandJim W. Noycetotheboardofdirectors.

Myers named President, CEO of CameronTheboardofdirectorsofCameronInsuranceCos.announcedthatGary D. Myers,CPCU,ARe,hasbeennamedpresidentandCEOofthecompany.Myersbrings36yearsofexperienceintheinsuranceindustrytoCameron,havingmostrecentlyheldtheexecutiveadvisor-reinsurancepositionatShelterInsuranceCos.,Columbia.HereplacesKentOsbornwhoservedastheinterimpresidentandCEOandtreasureraftertheresignationofDarwinCopemaninMay2009.

SECURA Adds to BoardSECURAInsurancehasappointedfinancialprofessionalMary Louise CaseytoitsboardofdirectorsattheOctoberboardmeeting.Afinanceandinvestmentexpert,Caseyhasa30-yearcareerofmanagingseveralmulti-billiondollarcorporateportfolios.

Wagner Inducted into MAMIC Hall of FameBob Wagner,chairmanandCEOofColumbiaInsuranceGroup,Columbia,wasinductedinto

companypartnernews


Bob Wagner


Mo. Agencies Earn Best Practices AwardThreeMissouriagencieshavebeenawardedthe2009BestPracticesAgencyawardbytheIndependentInsuranceAgentsandBrokersofAmerica.Akers & Arney Insurance Associates,Branson;Charles L. Crane Agency Co.,St.Louis;andThe Insurancenter,Joplin,wereallnamedtothenationalBestPracticeslist,whichrecognizesagenciesthatareleadersinefficiencyandproduction.

Lockton Leads Commercial LinesAccordingtoInsurance Journal,LocktonCos.,basedinKansasCity,wrotemorecommerciallinesproperty-casualtyinsurancethananyotherprivatelyownedagencyorbrokerageinthenationthatsubmitteddataforthereport.

Roemisch Receives CIC RecognitionThomas M. Roemisch,acommercialpropertyandcasualtyspecialistwithTheResourceCenter,Springfield,wasrecognizedbytheSocietyofCertifiedInsuranceCounselorsforprofessionalleadershipandadvancedknowledge.Roemischhasmorethan15yearsexperienceasaCIC.

Ollis and Co. SBJ 2009 Choice EmployerOllisandCo.,Springfield,wasrecognizedbytheSpringfield Business Journalasoneofits2009ChoiceEmployers.Basedontheresultsofa33-questionsurveyandanessayquestion,OllisrankedasthethirdbestplacetoworkintheSpringfieldareainthecategoryofbusinesseswith25to100employees.EmployeesatOllisenjoyawellnessprogram,employeestockownershipandfreejob-relatededucation.

CorrectionDavid Walker,ofMillsandSons,Clinton,isamemberoftheMAIATechnicalCommittee.TheNovember-DecemberissueofMissouri AgentincorrectlylistedDavidWalker,ofHutchison&Co.,Chillicothe,asamemberofthecommittee.

New Faces, New PlacesNick BurlisonhasjoinedPJCInsurance

Agency,Springfield,asacommercialsalesagent.

Terri EmmonshasjoinedOllis&Co.,Springfield,asthemarketing-communicationscoordinator.

Janet KeslerhasjoinedPJCInsuranceAgency,Springfield,asthecorporatehealthtechnician.

Franchel KruegerhasjoinedPJCInsuranceAgency,Springfield,asthenewbusinesshealthcoordinator.

Brad MillshasjoinedOllis&Co.,Springfield,asanemployeebenefitsspecialist.

New MembersAnneDoublinInsuranceAgency,Anne

Doublin,LebanonAssociatedInsuranceGroup,GregoryG.

Wherry,MarylandHeightsTheBenefitsGroup,BridgetSieber,

SpringfieldBIGInsurance,PaulBeaird,BuffaloCharlesE.InsuranceAgency,MarionSweeny,

FlorissantGannonInsurance,GeraldGannon,DeSotoGillInsuranceGroup,DexterGoldenRuleInsuranceAssociates,Grady

Gamble,PattonGrafGroup,KimberlyA.Graf,Maryland

HeightsIreneSpindlerInsurance,IreneSpindler,Lake

OzarkKansasCityMortgageandInsurance

Agency,MarkPauley,KansasCityTheMeyersGroup,BradMeyers,Lee’s

SummitMissouriInsuranceExchange,Chris

Ketcherside,CountryClubHillsTheNicklasAgency,KenNicklas,Jefferson

CityRogerBlaserInsurance,AnnBlaser,LamarTASInsuranceGroup,TadDeOrio,Lee’s

SummitWayneBlackfordInsuranceAgency,Everett

Blackford,Joplin

agencynews

Nick Burlison

Janet Kesler

Franchel Krueger


ClassifiedsSeeking Books of BusinessOneofSWMissouri’slargestindependentinsuranceagenciesisseekinginsuranceagencies’andproducers’booksofbusiness–commerciallines,personallines,life,grouphealthandemployeebenefits–forpossiblemergeroracquisition.BPJisa100%employee-ownedcompany.InterestedpartiescontactTomMontileone,pres.,CEO.Ph:417-887-3550,x326;fax:417-887-3252;e-mailtmontileone@bpj.com.Allinquiriesheldinthestrictestofconfidence.

P-C Books of Business WantedYouhaveworkedhardtobuildyourpropertyandcasualtybookandnowwanttoenjoylife.Letusgiveyoutherespect,dignityandcapitalyoudeserve.Payingup

to3xcommissions.ContactJoeWesselsat314-657-2972,[email protected].

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

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

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

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

When it comes to protecting your clients, waiting days for a quote just won’t fl y. At Burns & Wilcox we have the expertise to write and bind specialized programs with the speed only an internal underwriting department can provide. Do you have brokerage or specialty contract business needs? Don’t wing it. Turn to Burns & Wilcox – the specialty insurance MGA/wholesaler that soars above the rest.

Quotes at the Speed of Sound.

Alan Jay KaufmanChairman, President & CEO

St. Louis, Missouri314.819.0400 toll free 800.331.4128 fax 314.819.0440stlouis.burnsandwilcox.com

Kansas City, Kansas913.451.3135 toll free 866.476.0439 fax 913.451.3156kansascity.burnsandwilcox.com

25152 Burns_Speed_MissouriAgent.indd 1 12/1/09 4:09:24 PM

theMissouriAssociationofMutualInsuranceCompanies’HallofFameNov.2,2009,attheirannualconvention.TheMAMICHallofFamehonorisawardedtoindividualsfortheiruntiringandableleadershipandoutstandingcontributiontothefarmmutualinsurancecompaniesofMissouriandthemutualinsuranceindustry.

America First Presents Facility to AgentsAmericaFirstInsurance,headquarteredinRichardson,Texas,hostedanopenhouseeventSept.10,2009,tocelebrateitsMissouri-KansasregionalofficerelocationtoalargerfacilityinJune.ThenewfacilityislocatedinTownandCountry.MissouriDepartmentofInsuranceCommissionerJohnHuffandmorethan110independentagentsattendedthefestivities.

Agents Laud MAIA Partners in SurveySevenofthetop-tenspotsinthelatestDeepCustomerConnectionsannualsurveywereawardedtoMAIAPartners.Forthe2009survey,morethan8,600independentagentsandbrokersassessedtheperformanceofmorethan250propertyandcasualtycarriers.DeepCustomerConnections’Indexgaugesacarrier’sperformanceagainstwhatindependentagentsrateasmostimportantwhenchoosingwhichcarriertheywanttowritetheirbusinesswith.ThesevenMAIAPartnersinthetoptenarelistedhereinalphabeticalorder.

ACUITYInsuranceAuto-OwnersInsuranceCentralMutualInsurance

SECURAInsuranceSelectiveInsuranceUnitedFireGroupWestBendMutualInsurance

UnitedHealthcare SBJ 2009 Choice EmployerUnitedHealthcare,Springfield,wasrecognizedbytheSpringfield Business Journalasoneifits2009ChoiceEmployers.Basedontheresultsofa33-questionsurvey,UnitedHealthwasrankedasthebestplacetoworkintheSpringfieldareainthecategoryofbusinesseswith101to300employees.ManyemployeesatUnitedHealthareabletotelecommute,andtheyallreceivein-depthtraining,achoiceofhealthbenefitsandtheopportunitytoearnquarterlybonuses,annualraisesandpromotions.

ACUITY Receives AARP, MarCom AwardsACUITYhasbeenrecognizedasthetop-rankedmulti-linepropertyandcasualtycarrierinthenationontheBestEmployerforWorkersOver50listbytheAmericanAssociationofRetiredPersons.

ThecompanyalsoreceivedaGoldMarComAwardfromtheAssociationofMarketingandCommunicationProfessionalsforits2008AnnualReport.Thereportwasdesignedasacollectionof“worldrecords.”

New Associate MembersEdwardL.HamppAgency,EdwardHampp,TruxtonGreatAmericanInsuranceGroup,BrandonBeeken,Richardson,TexasTheIroquoisGroup,BarbaraHerbert,St.Peters

companypartnernews continued from page 36


When it comes to protecting your clients, waiting days for a quote just won’t fl y. At Burns & Wilcox we have the expertise to write and bind specialized programs with the speed only an internal underwriting department can provide. Do you have brokerage or specialty contract business needs? Don’t wing it. Turn to Burns & Wilcox – the specialty insurance MGA/wholesaler that soars above the rest.

Quotes at the Speed of Sound.

Alan Jay KaufmanChairman, President & CEO

St. Louis, Missouri314.819.0400 toll free 800.331.4128 fax 314.819.0440stlouis.burnsandwilcox.com

Kansas City, Kansas913.451.3135 toll free 866.476.0439 fax 913.451.3156kansascity.burnsandwilcox.com

25152 Burns_Speed_MissouriAgent.indd 1 12/1/09 4:09:24 PM

Missouri Association of Insurance Agents

PROGRAM 2010Listed below are the companies who strongly support the independent agency system and the Missouri Association of Insurance Agents.

DIAMOND

PLATINUM

GOLD Columbia Insurance GroupCompManagement from HealthLinkMeramec Valley Mutual Insurance Co.ACUITYAccident Fund and United HeartlandAmerica First InsuranceSafeco InsuranceStaff One

Cameron Insurance Cos.United Fire GroupWest Bend Mutual Insurance Co.Bank Direct Capital FinanceForemostTravelersContinental Western Group

SILVER Barton Mutual GroupEMC Insurance Cos.Electric Insurance Co.Berkshire Hathaway Homestate Cos.Guarantee Insurance Co.

SECURA InsuranceEncompass InsuranceAlexander, Morford and WooAnthem Blue Cross and Blue ShieldIllinois Casualty Co.

BRONZE AAA InsurancePhiladelphia Insurance Cos.MJ Kelly Co.Nixa Farmers Mutual Insurance Co.State Auto Insurance Cos.Central Mutual Insurance Co.QBE Agri InsuranceValley Insurance Agency AllianceBituminous InsuranceSelective Insurance Company of AmericaFarmers Alliance Mutual Insurance Co.MOPERMAuto-Owners Insurance Co.S.A. Freerks & AssociatesBMI Cos.Haulers Insurance Co.EMPLOYERSUnited HealthCare

Grinnell Mutual Reinsurance Co.Gateway Underwriters AgencyCCMSICommercial Insurance UnderwritersDairyland Auto/CycleCornerstone National Insurance Co.AmerisafeAmerisure Mutual Insurance Co.SAMBATAS InsuranceWestropePremium Financing SpecialistsJ.M. WilsonSelect ImagingCapital Premium FinancingCNA Insurance Co.Great American Insurance GroupGeneral Casualty

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

PART NERS

Date post:	09-Mar-2016
Category:	Documents
Upload:	missouri-association-of-insurance-agents
View:	222 times
Download:	5 times

Missouri Agent January-February 2010

Documents