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September 2015
GREEN MOUNTAIN AGENT
A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION
7th
Green Mountain Agent is a publication of
PO Box 1387 Montpelier VT 05601 Phone 802-229-5884 Fax 802-223-0868 wwwviaaorgVIAA OfficersPresident Elect Daniel LussierSecretaryTreasurer Peter RichardsIIABA amp PIA State National Director Ron BixbyImmediate Past President Michael T Walsh CPCU
DirectorsChip AmsErin OdellPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
September 2015
4 Message from the PresidentFeatures
6 Important Tax Update10 Help Wanted12 YAC Make-A-Wish Walk14 VIAA Annual Meeting Notice18 Marketing Why We Choose TV21 Sales Success Customer Information You
Need to Build Super-Strong RelationshipsEampO Corner
27 Technology Related EampO QuestionsNews
30 Morse Insurance31 Ohio Mutual32 Vermont Mutual
4
Much Better Than Putting
In a matter of days I will accept the gavel as president for the Vermont Independent Agents Association I thank you for the honor I was recently asked what my platform is Thatrsquos easy to answer Your board of directors in the last few years has taken a course of purposeful abandonment Wersquove cut events and programs that no longer fill the needs of our members and diminish our finite resources Wersquove thought outside of the box and looked for new sources of revenue that has brought us a long term tenant at the building Wersquore making that asset work for us Most importantly we will continue to grow our future leaders and invest heavily in the Vermont Young Agents Programs I would like to thank Mike Walsh for his leadership during a challenging year and Jon Jamieson for his many years of volunteer leadership as he leaves the board Wersquoll take it one shot at a time stay out of the bunker and keep our score at par Looking forward to teeing off as President
Dan Lussier VIAA President Elect
Message from the President
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
Attention VIAA Members ndash Important Tax Updates
VIAA wants to make our members aware of a recently enacted legislation that went into effect July 1 2015The Vermont Legislature as part of a larger tax bill enacted the below legislation that went into effect July 1 2015 It requires all employers regardless of size to provide additional information on employeesrsquo W-2 forms If you are using a payroll company they should be contacting you for the necessary information If you are processing your payroll in-house you will need to be aware of this requirement See the excerpted paragraph below for the statersquos wording (Page 91 of 113) 2015 VT LEG 309733 v1 Sec 67 32 VSA sect 5841(c) is added to read (c) Every person who is required under this subchapter to withhold income taxes from payments of income except for the government of the United States shall provide the aggregate cost
of applicable employer-sponsored coverage required under 26 USC sect 6051(a)(14) regardless of the number of W-2 forms filed
Click here for entire text of legislation
Congratulations to VIAA Company Partner Co-Operative Insurance Companies
on their 100th Anniversary
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
7th
Green Mountain Agent is a publication of
PO Box 1387 Montpelier VT 05601 Phone 802-229-5884 Fax 802-223-0868 wwwviaaorgVIAA OfficersPresident Elect Daniel LussierSecretaryTreasurer Peter RichardsIIABA amp PIA State National Director Ron BixbyImmediate Past President Michael T Walsh CPCU
DirectorsChip AmsErin OdellPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
September 2015
4 Message from the PresidentFeatures
6 Important Tax Update10 Help Wanted12 YAC Make-A-Wish Walk14 VIAA Annual Meeting Notice18 Marketing Why We Choose TV21 Sales Success Customer Information You
Need to Build Super-Strong RelationshipsEampO Corner
27 Technology Related EampO QuestionsNews
30 Morse Insurance31 Ohio Mutual32 Vermont Mutual
4
Much Better Than Putting
In a matter of days I will accept the gavel as president for the Vermont Independent Agents Association I thank you for the honor I was recently asked what my platform is Thatrsquos easy to answer Your board of directors in the last few years has taken a course of purposeful abandonment Wersquove cut events and programs that no longer fill the needs of our members and diminish our finite resources Wersquove thought outside of the box and looked for new sources of revenue that has brought us a long term tenant at the building Wersquore making that asset work for us Most importantly we will continue to grow our future leaders and invest heavily in the Vermont Young Agents Programs I would like to thank Mike Walsh for his leadership during a challenging year and Jon Jamieson for his many years of volunteer leadership as he leaves the board Wersquoll take it one shot at a time stay out of the bunker and keep our score at par Looking forward to teeing off as President
Dan Lussier VIAA President Elect
Message from the President
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
Attention VIAA Members ndash Important Tax Updates
VIAA wants to make our members aware of a recently enacted legislation that went into effect July 1 2015The Vermont Legislature as part of a larger tax bill enacted the below legislation that went into effect July 1 2015 It requires all employers regardless of size to provide additional information on employeesrsquo W-2 forms If you are using a payroll company they should be contacting you for the necessary information If you are processing your payroll in-house you will need to be aware of this requirement See the excerpted paragraph below for the statersquos wording (Page 91 of 113) 2015 VT LEG 309733 v1 Sec 67 32 VSA sect 5841(c) is added to read (c) Every person who is required under this subchapter to withhold income taxes from payments of income except for the government of the United States shall provide the aggregate cost
of applicable employer-sponsored coverage required under 26 USC sect 6051(a)(14) regardless of the number of W-2 forms filed
Click here for entire text of legislation
Congratulations to VIAA Company Partner Co-Operative Insurance Companies
on their 100th Anniversary
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Green Mountain Agent is a publication of
PO Box 1387 Montpelier VT 05601 Phone 802-229-5884 Fax 802-223-0868 wwwviaaorgVIAA OfficersPresident Elect Daniel LussierSecretaryTreasurer Peter RichardsIIABA amp PIA State National Director Ron BixbyImmediate Past President Michael T Walsh CPCU
DirectorsChip AmsErin OdellPaul Plunkett
Staff Executive Director Mary Eversole meversoleviaaorg
GMA Publication DesignThorin Markison thorinmarkisoncom
In This Issue
September 2015
4 Message from the PresidentFeatures
6 Important Tax Update10 Help Wanted12 YAC Make-A-Wish Walk14 VIAA Annual Meeting Notice18 Marketing Why We Choose TV21 Sales Success Customer Information You
Need to Build Super-Strong RelationshipsEampO Corner
27 Technology Related EampO QuestionsNews
30 Morse Insurance31 Ohio Mutual32 Vermont Mutual
4
Much Better Than Putting
In a matter of days I will accept the gavel as president for the Vermont Independent Agents Association I thank you for the honor I was recently asked what my platform is Thatrsquos easy to answer Your board of directors in the last few years has taken a course of purposeful abandonment Wersquove cut events and programs that no longer fill the needs of our members and diminish our finite resources Wersquove thought outside of the box and looked for new sources of revenue that has brought us a long term tenant at the building Wersquore making that asset work for us Most importantly we will continue to grow our future leaders and invest heavily in the Vermont Young Agents Programs I would like to thank Mike Walsh for his leadership during a challenging year and Jon Jamieson for his many years of volunteer leadership as he leaves the board Wersquoll take it one shot at a time stay out of the bunker and keep our score at par Looking forward to teeing off as President
Dan Lussier VIAA President Elect
Message from the President
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
Attention VIAA Members ndash Important Tax Updates
VIAA wants to make our members aware of a recently enacted legislation that went into effect July 1 2015The Vermont Legislature as part of a larger tax bill enacted the below legislation that went into effect July 1 2015 It requires all employers regardless of size to provide additional information on employeesrsquo W-2 forms If you are using a payroll company they should be contacting you for the necessary information If you are processing your payroll in-house you will need to be aware of this requirement See the excerpted paragraph below for the statersquos wording (Page 91 of 113) 2015 VT LEG 309733 v1 Sec 67 32 VSA sect 5841(c) is added to read (c) Every person who is required under this subchapter to withhold income taxes from payments of income except for the government of the United States shall provide the aggregate cost
of applicable employer-sponsored coverage required under 26 USC sect 6051(a)(14) regardless of the number of W-2 forms filed
Click here for entire text of legislation
Congratulations to VIAA Company Partner Co-Operative Insurance Companies
on their 100th Anniversary
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
4
Much Better Than Putting
In a matter of days I will accept the gavel as president for the Vermont Independent Agents Association I thank you for the honor I was recently asked what my platform is Thatrsquos easy to answer Your board of directors in the last few years has taken a course of purposeful abandonment Wersquove cut events and programs that no longer fill the needs of our members and diminish our finite resources Wersquove thought outside of the box and looked for new sources of revenue that has brought us a long term tenant at the building Wersquore making that asset work for us Most importantly we will continue to grow our future leaders and invest heavily in the Vermont Young Agents Programs I would like to thank Mike Walsh for his leadership during a challenging year and Jon Jamieson for his many years of volunteer leadership as he leaves the board Wersquoll take it one shot at a time stay out of the bunker and keep our score at par Looking forward to teeing off as President
Dan Lussier VIAA President Elect
Message from the President
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
Attention VIAA Members ndash Important Tax Updates
VIAA wants to make our members aware of a recently enacted legislation that went into effect July 1 2015The Vermont Legislature as part of a larger tax bill enacted the below legislation that went into effect July 1 2015 It requires all employers regardless of size to provide additional information on employeesrsquo W-2 forms If you are using a payroll company they should be contacting you for the necessary information If you are processing your payroll in-house you will need to be aware of this requirement See the excerpted paragraph below for the statersquos wording (Page 91 of 113) 2015 VT LEG 309733 v1 Sec 67 32 VSA sect 5841(c) is added to read (c) Every person who is required under this subchapter to withhold income taxes from payments of income except for the government of the United States shall provide the aggregate cost
of applicable employer-sponsored coverage required under 26 USC sect 6051(a)(14) regardless of the number of W-2 forms filed
Click here for entire text of legislation
Congratulations to VIAA Company Partner Co-Operative Insurance Companies
on their 100th Anniversary
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Please visit our web site at wwwinsurbanccom or contact one of our leasing professionals at 8009570858
But donrsquot take it from us Listen to your peersAgents Express Leasing is an effective solution to manage your clients needs with todayrsquos best equipment technology Jay Byrnes of Byrnes Agency experienced how
easy our leasing solution is for his agency
ldquoAs a longtime member of the ldquoBig Irdquo I always knew of InsurBanc and their commitment to the independent insurance agent Recently we wanted to update the agency with a new computer network and desktops so I turned to InsurBanc for leasing options
From start to finish I experienced firsthand how seamless it was to conduct business with them We have a 35 person agency so to update everyonersquos computers was a decent size upgrade InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agencyrsquos cash flowrdquo ndash Jay Byrnes ~ Byrnes Agency
How it worksbull Lease terms are 24 36 48 or 60 months with a minimum transaction of $5000bull You are looking for 100 equipment financing including certain soft costs such as software
shipping installation and maintenancebull No down payments or advance payments are requiredbull Monthly payments can be customized to meet your special business needs
bull You are looking for potential tax benefits associated with equipment financing
We invite you to see for yourself Contact us today for help preserving your cash flow with an equipment lease solution
13INR052 713
These materials are for informational purposes only The availability of any financing described herein is subject to approval of applicantrsquos credit the equipment supplier and the equipment Soft costs are limited to 20 of the total amount financed Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options
Agentsrsquo Express leasing is a program of De Lage Landen Financial Services Inc a third party not affiliated with InsurBanc a Division of Connecticut Community Bank NA
Leasing A Seamless Customer Experience
Member FDIC
Attention VIAA Members ndash Important Tax Updates
VIAA wants to make our members aware of a recently enacted legislation that went into effect July 1 2015The Vermont Legislature as part of a larger tax bill enacted the below legislation that went into effect July 1 2015 It requires all employers regardless of size to provide additional information on employeesrsquo W-2 forms If you are using a payroll company they should be contacting you for the necessary information If you are processing your payroll in-house you will need to be aware of this requirement See the excerpted paragraph below for the statersquos wording (Page 91 of 113) 2015 VT LEG 309733 v1 Sec 67 32 VSA sect 5841(c) is added to read (c) Every person who is required under this subchapter to withhold income taxes from payments of income except for the government of the United States shall provide the aggregate cost
of applicable employer-sponsored coverage required under 26 USC sect 6051(a)(14) regardless of the number of W-2 forms filed
Click here for entire text of legislation
Congratulations to VIAA Company Partner Co-Operative Insurance Companies
on their 100th Anniversary
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Attention VIAA Members ndash Important Tax Updates
VIAA wants to make our members aware of a recently enacted legislation that went into effect July 1 2015The Vermont Legislature as part of a larger tax bill enacted the below legislation that went into effect July 1 2015 It requires all employers regardless of size to provide additional information on employeesrsquo W-2 forms If you are using a payroll company they should be contacting you for the necessary information If you are processing your payroll in-house you will need to be aware of this requirement See the excerpted paragraph below for the statersquos wording (Page 91 of 113) 2015 VT LEG 309733 v1 Sec 67 32 VSA sect 5841(c) is added to read (c) Every person who is required under this subchapter to withhold income taxes from payments of income except for the government of the United States shall provide the aggregate cost
of applicable employer-sponsored coverage required under 26 USC sect 6051(a)(14) regardless of the number of W-2 forms filed
Click here for entire text of legislation
Congratulations to VIAA Company Partner Co-Operative Insurance Companies
on their 100th Anniversary
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Congratulations to VIAA Company Partner Co-Operative Insurance Companies
on their 100th Anniversary
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Certified Professional Insurance AgentA NEW DESIGNATION FOR YOUNG AGENTS
October 8 22 amp 29 2015 Capitol Plaza Montpelier VT
Instructor Bruce ThomasVIAA YOUNG AGENTS MEMBERS
ATTEND FREEThe Certified Professional Insurance Agent (CPIA) Designation is the first-of-its-kind on-hands how-
to-training To earn the CPIA designation candidates are required to participate in a series
of three one-day Insurance Success Seminars These seminars are designed to enhance the ability of producers sales support staff and company personnel to efficiently create and distribute effective insurance
programs Participants leave with ideas that will produce increased sales results immediately
Insurance Success Seminars Are Guaranteed Implement the principles covered in these sessions and experience a20 increase in personal production within 6 months
VIAA Members $175Non-Members $225VIAA Young Agents ndash Free A VIAA Young Agent is a member of the Vermont Young Agents Committee or anyone who has worked in the industry for less than ten years or is 40 years of age or younger who works for a VIAA Member Agency
VERMONT
The Aims Society
3 Courses 3 Days 21 CEUs + the CPIA Designation
October 8 CPIA 1 Position for Success 830 am ndash 430 pm Credits 7Program participants are encouraged to focus on internal and external factors affecting business plans Factors include review of the insurance marketplace analysis of competitive pressures necessary insurance carrier underwriting criteria and consumer expectations and understanding Throughout the workshop materials and tips for preventing errors amp omissions are highlighted and discussed RegisterOctober 22 CPIA 2 Implement for Success 830 am ndash 430 pm Credits 7During this session participants will be provided with specific tools for analyzing consumer needs risk identification techniques to gather pertinent prospect information skills necessary to assimilate information gathered into a customized protection program and will participate in exercises designed to promote effective delivery of proven solutions Register October 29 CPIA 3 Sustain Success 830 am ndash 430 pm 7 Credits This program focuses on fulfilling the implied promises contained in the insuring agreement Students will review methods of providing evidence of insurance coverage discuss policies and procedure for controlling errors and omissions including policy review and delivery endorsements claims-processing and handling of client complaints Register
Space is LimitedSponsored By
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
COULD YOUR CUSTOMERS USE A PERSONAL UMBRELLA POLICY
Rated A+ by AMBest RLICORPCOM
CONSIDER THISExisting homeowners and auto insurance may not be enough to cover a lawsuit or judgment A personal umbrella policy will substantially increase your customerrsquos overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies
A SMART WAY TO PROTECT YOU AND YOUR FAMILY Yoursquoll find an RLI personal umbrella policy is a good idea
bull $1 million in additional insurancebull Backed by a financially secure A+ rated companybull Customers keep their current homeownerauto insurerbull Excess UMUIM availablebull New drivers accepted mdash no age limit on driversbull Up to one DWIDUI per household allowedbull Auto limits as low as 10030050 in certain cases
ACCIDENTS HAPPEN Thatrsquos why people have insurance However if your customers arenrsquot protected by a personal umbrella policy they could be putting their house or financial assets at risk This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment
CALL TODAY FOR AN IMMEDIATE QUOTE The RLI PERSONAL UMBRELLA POLICY is available through selected agents and program administrators in all 50 states
CONTACT
April Shrewsbury8002217917 x5360AprilShrewsburyiiabanet
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
10
Help Wanted
Personal Lines Customer Service RepresentativeSouth Burlington VTTS Peck Insurance based in South Burlington Vermont is looking for an experienced personal lines customer service representative to join our team This position involves assisting new and existing personal lines clients with billing claims and policy changes for all personal lines policies The position requires the ability to work closely with fellow customer service representatives producers management and insurance carrier personnel The work environment is professional and very supportive The ideal candidate should have excellent interpersonal skills 3+ years of CSR experience and fluency in the Applied Management System A property and casualty license is required TS Peck offers a highly competitive salary profit sharing and benefits package TS Peck has been providing personal and commercial insurance solutions to Vermonters since 1869 As a local independent agency we have deep roots in the community and offer superior service to our clients
Please send your resume tojakehynestspeckcom
TS Peck InsuranceAttn Jake Hynes41 IDX Drive 135South Burlington VT 05403
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
10
Help Wanted
309 Portland Street St Johnsbury VT 802-748-5224
CSRProducer Our family owned and operated agency takes the time to get to knowour customers helping them identify risks and recommending the in-surance solutions that best fit their needs We offer local service and arecommitted to our community Currently we seek a highly motivated in-dividual that desires a career opportunity Would you like to help usmaintain and grow our business Do you have your property and casualtylicense and sales experience with a proven track record of exceedinggoals In addition can you connect with people establishing rapport andbuilding relationships that help round our book of businessCore Job Duties Include (but are not limited to)bull Provide excellent customer service bull Prospect and generate new business through leads and referrals
soliciting and quoting new business bull Set appointments to meet with clients and prospectsbull Review renewal business and conduct appropriate follow-up bull Build relationships with existing customersbull Proactively identify and act on cross-sell opportunitiesbull Perform risk analysis and underwriting bull Monitor claims activity for profitability purposesbull Determine new business marketing focus based on research and
analysis of competitive areas in local market bull Diffuse difficult and complex customer interactions
Must be able tobull Meet performance goalsbull Understand complex product billing underwriting
and processing guidelinesbull Understand and make decisions based on whatrsquos best for
agencyrsquos profitability and growthbull Multi-taskbull Continually pursue development of personal and business skillsbull Accept feedback
Must have the following skills and experiencebull Outstanding written and verbal communication skillsbull Proficiency in Microsoft Office Suite (Excel Word Outlook etc)
and general computingbull Previous customer service experience
Please submit resumeacutes to us atapplythebarrettagencycom
Seeking Turn Off Texting Demo Presenter With Truck Central amp Northern VT
The Youth Safety Council of Vermont seeks a teen-savvy presenter with a good driving record for its Central amp Northern VT ldquoTurn Off Textingrdquo driving safety program our second presenter position for this popular program Part time seasonal position with varied hours requires daily travel Qualified candidates will be ok with a flexible schedule comfortable working with adolescents and teachers have good communication skills and be willing to travel within Vermont using their own vehicle (6 cyl minimum) to tow a trailer Compensation includes an hourly wage and mileage reimbursement Send a resume and information about schedule availability to infoyscvtorg
JAMES LOCKRIDGE | Executive Director Youth Safety Council of Vermont
(802) 881-9050 | wwwYSCVTorg
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Join VIAA YACs at the Make a Wish Walk
VIAA and Trusted Choice are again a major sponsor of this yearrsquos Walk for Wishes which will be held on September 13th 2015 in Shelburne We are looking to increase industry participation this year We are again encouraging all VIAA members and the insurance industry to join us in this fun event Please mark your calendar and watch for more details
from VIAArsquos Young Agent Committee-the organizers of our industryrsquos effortHere are different ways you and your company can participatebull Form a team of walkers bull Give a contribution on behalf of a walker bull Spread the word around the industry about the eventMake a Wish grants wishes to children with life-threatening illnesses For more information contact VIAA YAC Dan Rodliff at 802-448-7157
VERMONT
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
At MMG Insurance we offer a wide variety of property and casualty insurance options Our products are designed to fit your customerrsquos
personal and business needs at a competitive price We understand that customers expect and demand exceptional value Compare and yoursquoll
discover that superior service and value is what yoursquoll get with MMG Insurance
Wersquore proud to partner with agents like you -
agents who share our commitment to excellence every day
Visit us online at mmginscom
2014
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
The products you need
247 claims
Best in class quote and issue platform
BEST OF A NATIONAL
uumluumluuml
Local relationships
Local claims staff
100 dedicated underwriter
BEST OF A REGIONAL
uumluumluuml
THE PRODUCTS YOU NEED From auto home and umbrellato watercraft classic car and moreSafecoreg has the products yourcustomers need most
Safeco Insurance with a principal place of business in Boston Massachusetts copy 2014 Liberty Mutual Insurance
Interested in becoming a Safeco agent Reach out to our VT Territory Manager Deb Bissell at DeborahBissellSafecocom for more information
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Maximize your InvestmentIn the 2015 Trusted Choice CampaignIncrease your ad dollars by 150No other advertising campaign delivers more value
GOLD SPONSOR $5000
Targeted Cable TV Ads 230
Ads on WCAX 35
Total Value $15000
SILVER SPONSOR $2500
Targeted Cable TV Ads 115
Ads on WCAX 16
Total Value $6500
TARGETED 2015 PLACEMENTS AND BUDGET SPEND$
- TV AD DESIGN
2015 TRUSTED CHOICE TOTAL STATEWIDE
CAMPAIGN
Total TV Placements 3296
Total spots 2875
TV Placement
In Every Community
l Your own Trusted Choice high definition TV commercial
l Gold sponsors receive customized footage including an on-camera appearance and agency customers featured - all taped on location
l Silver sponsors receive an on-camera appearance taped at VIAA at NO COST (Customized footage taped on location is available at $350 per agent)
l Production begins in late Spring
Total spots 421
The number of ad placements may vary depending on total agent participation Ad placement was based on company contributions plus 7 agents participating at the Gold $5000 level and 11 agents participating at the Silver $2500 level
Sponsored By
OVER 15 MILLION TOTAL OVERALL CAMPAIGN IMPRESSIONS
Your ads will run between June and November on WCAX during local news national morning shows and weekend news and during the Red Sox and other top cable programming
For more information contact Mary Eversole at 8022295884 or meversoleviaaorg
123456789
10
10 Reasons to Attend the Big ldquoIrdquoYoung Agents Leadership InstituteSeptember 24-25 at the Fairmont San Francisco Find answers to social media questionsmdashfrom time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agentsmdashshare your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco Calif
wwwindependentagentcomevents
Perpetuatethe IndustryCheck
Donrsquot wait until the office is empty to find new talent ndash support InVEST and find new recruits now InVEST is a free classroom to career program designed to increase awareness of the insurance industry with high school and college students And InVEST has been making huge strides over the last year With a new student center career center and more scholarship dollars than ever before InVEST is touching more and more students daily InVEST a 501 (c)(3) non-profit is supported by financial contributions from insurance companies and individuals in addition to the active involvement of hundreds of insurance professionals For volunteer and donor opportunities visit wwwinvestprogramorg
wwwindependentagentcomevents
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
CONVENTION REGISTRATIONJoin us September 24 amp 25 2015 at the Hilton Burlington Hotel in Burlington Vermont for the 109th Annual Convention
VIAArsquos largest and most anticipated event of the year is our Annual Convention Approximately 400 member agents Young Agents and company representatives join together to network and acquire new knowledge about the industry Wersquove changed the format this year to include more time for networking and socializing Local and national exhibitors will be in attendance to provide updates on their latest products and educate attendees The Young Agents are taking over the entertainment and will host Young Agents Casino Night
The Annual Convention this year includes informative CE sessions presented by David Walker Chair of the Big ldquoIrdquo and a golf tournament at Kwiniaska Golf Club in Shelburne on Friday This yearrsquos event will be better than ever so mark your calendar reserve your rooms register online and get ready to have fun Remember CSRs attend for free
For questions call (802) 865-5202 or email infodelaneymeetingeventcom
Visit wwwviaaorg for program updates and to register online
SCHEDULE AT-A-GLANCEThursday September 24
830 AM Registration
900 AM - 400 PM Continuing Education Classes
400 PM - 700 PM Trade Show
500 PM - 700 PM Presidentrsquos Opening Reception
700 PM - 1000 PM Vermont Young Agents Casino Night
Friday September 25
800 AM - 900 AM Friday Breakfast
1000 AM - 300 PM Annual Golf Tournament at Kwiniaska Golf Club
LOCATION amp LODGING
Overnight accommodations are available at the Hilton Burlington Hotel to conference participants at a discounted rate of $199night for September 23 2015 through September 26 2015 The special room rate will be available until August 24th or until the group block is sold-out whichever comes first Visit httpbitly1e2QqYO to make your reservation online
Hilton Burlington60 Battery StreetBurlington VT 05401(802) 658-6500 wwwhiltonburlingtoncom
REGISTRATION OPTIONSThursday September 24 MEMBER NON-MEMBER
FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
$150 $175
CSRs FULL CONVENTION REGISTRATIONIncludes Continuing Education Classes amp Lunch Trade Show Presidentrsquos Opening Reception Young Agents Casino Night and Friday Breakfast
Free
Continuing Education Classes ONLYIncludes Continuing Education Classes amp Lunch
bull 900 AM - Noon EampO (3CEUs)bull 100 PM - 400 PM Ethics (3 CEUs)bull Both EampO and Ethics
$35$35$65
$50$50$80
OPENING NIGHT ONLYIncludes Trade Show Presidentrsquos Opening Reception and Young Agents Casino Night
$110 $125
PRESIDENTrsquoS RECEPTION ONLYIncludes Presidentrsquos Opening Reception
$75 $95
Friday September 25 INDIVIDUAL FOURSOME
Golf Tournament - Kwiniaska Golf Club Shelburne VT $180 $720
NEW THIS YEAR YOUNG AGENTS CASINO NIGHT
After the Presidentrsquos Reception on Thursday evening the first annual Vermont Young Agents Casino Night will take place from 700 PM ndash 1000 PM Each attendee will receive $500 in poker chips to play Texas Hold rsquoem Roulette Craps 5-Card Stud and more There will also be prize drawings every 15 minutes cash cube photo booth as well as food and drink Grand prizes will be awarded at 930 PM
CANCELLATION POLICY Cancellations made by September 18th will be issued a refund of 50 of your total registration fee No refunds will be given for cancellations received after September 18th All cancellations or changes must be made in the registration system ldquoNo showsrdquo will not receive a refund
CONTINUING EDUCATION EampO AND ETHICS WITH
DAVID WALKER CHAIR BIG ldquoIrdquo
Take advantage of a rare opportunity to learn from the ldquoTop Dogrdquo of the independent agents David Walker Chair of the Big ldquoIrdquo Start the morning with an eye-opening EampO course and after lunch learn how ethics and leadership go hand in hand Each course is 3 CEUs for the State of Vermont
CONVENTION HIGHLIGHTS
Register online at httpwwwcventcomd3rqdd74W
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
18
Are you trying to reach Vermontrsquos Independent agentrsquos
Do you have a great ad that represents your company and have nowhere to place it
Are you looking to hire
Place your ad in VIAArsquos monthly publication and have the opportunity to advertise and market to Vermontrsquos Independent Agents
Questions on how to place an ad
Contact Mary Eversole at meversoleviaaorg for placement options and advertising rates
Vermont Insurance Agents Association ATTN Advertising PO Box 1387 Montpelier VT 05601
Why we choose TV
Broadcast TV still remains the number one medium to promote a brandWhich direction should your business take Should your message be placed on TV or is radio or digital advertising a better option If you select print media are you better served in local community papers or larger dailies What about direct mail or email marketingThere are many questions to consider in marketing your business With all the many options available to disseminate your message what is the bestMarketShare a national marketing-analytics company analyzed advertising performance across industry and media outlets such as television online display paid search print and radio advertising The analysis found that TV has the highest efficiency at achieving key performance indicators or KPIs for sales and new accounts When comparing performance at similar spending levels TV averaged four times the sales performance of digitalSimply put you can reach more people through broadcast TV ndash ABC Fox NBC and CBS On a cost per thousand basis which is how many professional marketers compare media broadcast TV remains one of the most efficient In a recent campaign my company prepared it cost $7 to reach 1000 people on broadcast TV versus a $25 cost per thousand on radio Billboard advertising is even lower at a $3 cost per thousand but the downside is the limited message you are capable of delivering in a few words and in a static formatThe barrier to television advertising has often been the ad itself Television ads were either perceived as too costly or too cheap looking The perception often is that a small business cannot
afford high-end production or even worse their ad could appear like some of the lower quality ads they have seen by local advertisersThe reality is that you can produce a high-quality television ad for relatively the same cost as designing a new brochure A good TV ad can cost as low as $750 and no more than $2500 depending on how elaborate you make it and whether you hire actors The added benefit of a video shoot for TV is all the extra footage you capture that can be turned into web videos and clips for presentationsWhile TV is the market driver it doesnrsquot mean that you should forgo other marketing activities such as direct mail email marketing digital marketing and social media Facebook advertising and Google Adwords are especially effective in promoting a message and directly appealing to active buyers Email marketing is an excellent retention tool to keep your
Marketing Strategies with John Houle
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
customers informed and is equally effective in cross-selling products Advertising in local newspapers still reaches an informed and more affluent consumer and the prices today are more affordable Direct mail is an excellent option to target specific areas to promote your offer and with new programs such as the US Postal Services Every Door Direct Mail it is very cost effectiveNo matter what option you choose to promote your message remember to stick to the fundamentals This involves making decisions based on what data tells us not what you personally watch listen or do And when it comes to developing that message make certain it is clear concise and to the point
John Houle is the president of JH Communications and can be reached at 4018316123 or at johnjhcomnet
Alison Jones (978) 933-4187 | alisonjonesmeadowbrookcom | wwwmeadowbrookcom
Real Solutions To Meet Your Challenges
Our WC Product Rises Above the Restbull Fully Insured Markets Broad Range Classes
Deviations and Dividends Highly Rated Company Partners Superior Service
bull Personal Lines Private Client Portfolio of Products
bull Claims Management Services
bull Risk Control Services
bull Self Insured Group Management
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
AmTrust has a bouquet of coverage
for small businesses
Complementary workersrsquo comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workersrsquo compensation insurance or commercial auto products AmTrust has a selection that serves small businesses well
Better yet we offer a 10 discount on BOP for our existing workersrsquo compensation policyholders An umbrella policy is also available with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products
For more information about how you can write business with AmTrust please call 8775287878 or visit wwwamtrustnorthamericacom
Meet Stu from AmTrust Stu has some ldquostupendousrdquo ways to save your policyholders money
Smartphone usersTo quickly request a quote or visit our website please scan this QR code with your QR code reader app
Your Success is Our Policyreg
AmTrust North AmericaAn AmTrust Financial CompanyAM Best rating of ldquoArdquo
(Excellent) FSC X
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
21
Customer Information You Need to Build Super-strong Relationships
In my article two months ago I mentioned that any time the subject of relationships comes up and I ask how important they are in the overall sales and business process I usually get the answer that they are the most important part I think we all know that the more a prospect or customer likes us the more likely they are to do business with us regardless of most other factors and in fact a prospect will buy a higher-priced inferior product from someone they like versus someone they donrsquot Make no mistake building solid relationships takes time effort energy and money and thatrsquos precisely why most people continue to cop out with price and other excuses when they lose a sale as opposed to building the relationships necessary to retain customers and get new ones That said if you do decide yoursquod like to do the hard work upfront in order to hang on to customers long-term this article will give you the information to gather and use with each customer You wonrsquot gather and use this information on all your customers Ideally yoursquoll be doing this to build relationships with the top 20 of customers that give you 80 of your business In addition you will be gathering and using this information on other good customers such as those giving you the most referrals The goal is to reach out to these customers 14-18 times per year with a variety of methods such as birthday holiday and anniversary cards thank-you notes in-person calls phone calls e-mail (assuming they have agreed to be on your e-mail list) regular mail in which you can send hard-copy newsletters gifts and other items of interest and via customer appreciation eventsWhile itrsquos not likely that yoursquoll get all this information from everyone the more information you have about each customer and the better you know them the better
your relationship will most likely be Specifically you want to know about your best customersrsquo family their hobbies and interests and their history Here is an outline of the information yoursquore looking for 1) Name 2) Title 3) Company 4) Address5) Phone number 6) Fax number 7) Cell phone number 8) Home phone number9) E-mail address 10) Birth date (month and day) 11) Where they live now 12) Where they grew up 13) Where they went to school (high school college other) a) What degrees they have b) If college what was their major 14) Activities they were involved in growing up (sports clubs student government fraternities sororities etc) 15) Military service and at what level 16) What if anything do you know about their political or religious beliefs 17) What subjects do they like to talk about and what if any subjects should you avoid 18) Where they were employed previously 19) What activities are they involved in now (sports clubs groups trade associations travel hobbies) 19a) What is their level of involvement and proficiency (are they on a board of directors are they an instructor scratch golfer etc)
Sales Success with John Chapin
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
22
20) Are they related or connected to anyone else you know (someonersquos sister cousin close friend etc) 21) What do they consider their most significant accomplishment(s) 22) Do they plan on retiring some day and what would they like to do 23) Where they vacation also where would they like to vacation 24) Married single divorced a) If married now how long b) Anniversary date c) spousersquos name and birthday d) spousersquos occupation e) spousersquos interests 25) Children a) Names ages and birthdays b) Are they involved in any activities and what are they 26) Other information yoursquove gathered on the customer Examples bull Have they had knee surgery bull Do they have diabetes bull Did they go to an Aerosmith concert last year bull Have they climbed Mt Fuji bull Have they run the Boston Marathon bull Do they have a famous uncle aunt cousin etc bull Is their son the wrestling champion in the state of Iowa 27) Did they give you some information on family members that doesnrsquot fall into the categories listed above 28) What other personal information will help you understand and relate better with your customerOnce you have this information again use it Ultimately you are looking to make customers both loyal customers as well as good friends The more of this information you have and the more you use it the less likely it is that someone will leave you or buy from someone else
John Chapin is a sales and motivational speaker and trainer For his free newsletter or if you would like him to speak at your next event go to wwwcompletesellingcom John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year Sales Encyclopedia For permission to reprint e-mail johnchapincompletesellingcom
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Insurance Agency
La Mesa CA
We receive roughly 4-5 leads from TrustedChoicecom on a monthly basis and they are phenomenal Irsquove purchased all kinds of leads throughout the years and nothing is close to this The quality of the lead and closing percentage are just incredible
ldquo
rdquo
Sign up now at wwwtrustedchoicecomfor-agents
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Stay ahead of the curve with information and updates from Big ldquoIrdquo Flood
Dive in to lood knowledge
To learn more about Big ldquoIrdquo Flood visit wwwindependentagentcomFlood today
Being knowledgeable of NFIP coverages and changes is crucial in communicating the need for lood insurance to your clients Fortunately Selective and Big ldquoIrdquo Flood leverage a variety of channels to keep members up to speed including
Continuing education classes offered by state associations and taught by Selective Territory Managers or other industry experts
Regularly issued communications from Selective about NFIP legislative changes and how they impact agents and customers
Numerous publications providing industry updates
Insurance News amp Views weekly e-newsletterTwo for Tuesday weekly e-newsletterBig I Advantagereg Newsletter quarterly publi-cationIndependent Agent magazine special featuresNFIP reform announced in state association publications
Free topical webinars hosted by Big ldquoIrdquo Flood including a monthly ldquoOh By The Way Flood Salerdquo webinar as well as access to a virtual university dedicated to lood insurance
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
Vermont Insurance Agents AssociationPartner Program
Thank you 2015 Annual Partners for Your Continued Support
MMG Insurance CoProgressive MEMIC
Co-operative Insurance CosHanover Insurance GroupPatriot Insurance Company MAPFRE|USA
AllstateAmTrust North America Inc
BankDirect Capital FinanceForemost Insurance Co
Meadowbrook TPA AssociatesNew England Excess Exchange LTD
NGM Insurance
C OURTEOUS R ESPONSIVE Q UICK C LAIMS C ASH C ARDS 97 S
Kemper
Diamond Partners
Platinum Partners
Gold Partners
Silver Partners
Bronze Partners
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
27
DID YOU KNOWAGENCY EampO UMBRELLA IS NOW AVAILABLE THROUGHBIG ldquoIrdquo PROFESSIONAL LIABILITY
PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
liability in the country
SUPPORTyour state association
while protecting your
business
A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
27
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PROTECT your business
with an EampO umbrella
endorsed by IIABA
CONSOLIDATEcoverages with one
carrier and avoid
potential gaps
SECUREyour agencyrsquos future with
the largest writer of
agents professional
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SUPPORTyour state association
while protecting your
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A commercial umbrella underwritten by Swiss Re (rated A+ by AM Best) is now available exclusively to Big ldquoIrdquo members
Designed in collaboration with the IIABA to meet the needs of independent insurance agents
Broad coverage over primary casualty lines including EampO
Limits available up to $10 million over underlying primary EampO policy
Will be available in 50 states and the District of Columbia
May to be written over a variety of EampO carriers
Contact your state association to learn more
or to receive a quote today
wwwindependentagentcomEOContact
Insurance products underwritten by Westport Insurance Corporation Overland Park Kansas Westport is licensed in all 50 states and the District of Columbia Insurance products mentioned may not be available in all states Please contact your state administrator or Westport for availability in your state
Technology Related EampO Questions that Agents and Brokers Frequently Ask Us
James C Keidel Esq Christopher B Weldon Esq Keidel Weldon amp Cunningham L LP
Our law firm regularly receives calls from agents and brokers across the country asking questions concerning how they should handle various aspects of their business operations in order to help avoid potential EampO claims and lawsuits Issues concerning technology are some of the most common questions that we regularly receive In this issue of the EampO Corner we will discuss several technology related questions that we frequently hear from insurance agents and brokers The first question that we hear from agents and brokers concerns the issue of how they should handle email communications that they have with insureds and insurersIt seems like the most common way for agencies and brokerages to communicate with insureds and insurers is through e-mail Very often that e-mail communication is necessary to defend against an EampO claim or lawsuit It is for this reason we suggest that agencies and brokerages have a procedure in effect whereby employees consistently save all e-mails they send or receive that pertain in any way to coverage or claims By doing this the agency or brokerage will have the documentation necessary to defend itself if a potential EampO claim or lawsuit arises The second question that we regularly receive from agents and brokers concerns how they should deal with text communications that they may have with customers and others Although not as common as email text messages are also increasing in popularity as a way for agents and brokers to communicate with their customers and others Text messages present a different issue however since they are not easily printed or saved to a customerrsquos
electronic file within the agency management system Accordingly one recommendation that we have concerning text messages is as follows if a producer or another employee of an agency or brokerage receives a text message they should create a corresponding note or activity within the agency management system to document receipt of that text message The note or activity should contain the language of the text massage as well as any action that the agency or brokerage may take in connection with the message Another way to deal with a text message is to email a copy of the message to yourself and then save that email in the customer file within the agency management system By doing so the agency or brokerage will have the proof that it needs to defend against a potential EampO claim or lawsuit that may arise A third question that we receive from agencies and brokerages concerns the best practices that they should follow if a customer requests that insurance documents be delivered to them going forward in an electronic format and not in paperAny agency or brokerage that is asked to deliver insurance policies or other insurance documents to a customer in an electronic format and not in paper should be sure to first have the customer sign an acknowledgement confirming their request and what will be done going forward A handful of states require that a writing such as this be obtained but the best practice for every agency and brokerage to follow is to obtain a signed writing such as this from a customer in every instance regardless of whether it is required or not A sample electronic document acknowledgement form that we have prepared states the followingElectronic Document Acknowledgement
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
28
This is to acknowledge that as of the date set forth below I have requested that the ______ agency provide me with electronic copies of my insurance documents In addition I further acknowledge my understanding that until such time as I specifically request in writing to the agency that this procedure be changed and the agency acknowledges its receipt of that request I will only receive electronic copies of my insurance documents and I will not receive any paper insurance documentsAgreed to this ___ day of _____ 201_____________________________ (Name of the Insured) The actual language of the acknowledgement used by an agency or brokerage for the delivery of electronic insurance policies and other documents can be different than the above However the most important thing to remember is that any form that is used should specifically state that from the point the Electronic Document Acknowledgement is signed by the customer all insurance documents will be delivered in an electronic format only and that no paper documents will be provided to the customer unless specifically requested by the customer An agency or brokerage that handles electronic delivery of insurance policies and other insurance documents in this manner will protect itself from a potential EampO claim or lawsuit that may arise in connection with these transactions Our experience has demonstrated that agencies and brokerage that regularly follow good EampO loss control practices such as those that we have discussed above can not only reduce the likelihood of an EampO claim or lawsuit but they can also provide increased customer service while at the same time very often sell more insurance in the process
The law firm of Keidel Weldon amp Cunningham L LP specializes in the defense of insurance agents and brokers in connection with EampO claims and lawsuits and regulatory matters You can contact James C Keidel by telephone at 914-948-700 and by email at jkeidelkwcllpcom or Christopher B Weldon by telephone at 203-869-2200 and by email at cweldonkwcllpcom
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
VIAS offers the most prestigious Errors amp Omissions carrier(s) in the countryWestport Insurance Company amp Utica National Insurance Group
Everything you insure is on your shoulders
Who do you trust to have your back
For a quote or for more information contact Helen Collins at hcollinsviaaorg or 1-844-609-1481wwwiiabaneteohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaaorg
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
30
Agency News
Morse Insurance Celebrates 30 Years With Concord Insurance
Left to Right Jennifer Bellavance Glenn Mink Kim Phelps
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
31
Company News
Passionate Innovative Partnership
More than a promise 1725 Hopley Avenue PO Box 111 Bucyrus Ohio 44820-0111
4195623011 8006863011omigcom
FOR IMMEDIATE RELEASEAugust 28 2015
Contact Todd Boyer4195630664
tboyeromigcom
Mark C Russell Selected as Next Ohio Mutual President amp CEOSELECTED TO SUCCEED RETIRING JIM KENNEDY
BUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim Kennedy
Russell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)
ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of Directors
Russell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM and CCLA professional designationsand currently sits on the board of governors for the National Insurance Crime Bureau
A resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age children
(MORE)
Mark C Russell Selected as Next Ohio Mutual President amp CEO
SELECTED TO SUCCEED RETIRING JIM KENNEDYBUCYRUS OH ndash The Ohio Mutual Insurance Group Board of Directors announced today that Mark C Russell has been selected as the companyrsquos next president and chief executive officer succeeding the companyrsquos current retiring leader Jim KennedyRussell comes to Ohio Mutual from Columbus Ohio-based Grange Insurance where he has served in a variety of key roles since December 1997 ndash most recently in several executive vice president positions as interim president of Grange affiliate Integrity Insurance and roles overseeing information technology marketing agency relations customer experience and claims Prior employers include Century Surety Insurance Group and Anthem Casualty Insurance Group (Shelby OH) and Crum and Forster Commercial Insurance (New Jersey and Louisiana)ldquoOver the past few months as we have interviewed Mark observed his alignment with Ohio Mutualrsquos Guiding Principles and heard his commitment to perpetuate and strengthen the companyrsquos unique corporate culture ndash we have become more and more confident that
he is the right kind of person and the right kind of leader to assume this key role for our organizationrdquo said Sue Porter Chair of the Ohio Mutual Board of DirectorsRussell is a 1984 graduate of Texas Lutheran University and earned an MBA from Ashland University in 1989 He has also completed additional executive training from the Harvard Business School and Indiana University He holds the CPCU ARM
and CCLA professional designations and currently sits on the board of governors for the National Insurance Crime BureauA resident of Dublin OH Russell is active in his local community ndash he currently serves as board president for the Ronald McDonald House and as a trustee for the Community Shelter Board Russell and his wife Lori have two high-school age childrenldquoFollowing the Boardrsquos careful search and selection process we now move into a period of transition that will culminate with Mark assuming full leadership responsibility by January 1 2016rdquo Porter added ldquoOhio Mutual has thrived under the superb leadership of Jim Kennedy for the past 13 years and we fully expect that the organizationrsquos upward trajectory will continue under Mark Russellrdquo
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
32
Vermont Mutual Honors Employees for Years of Service
Vermont Mutual Insurance Groupreg recently held its 33rd annual meeting of the ldquo25 Year Clubrdquo Every year Vermont Mutual hosts a reception and dinner to honor those employees both active and retired who have given at least 25 years of service to the companyA total of eighty-one guests were on hand to celebrate and recognize several Vermont Mutual employee milestones First welcomed to the Club was new member Jennifer Rouse who celebrates 25 years at Vermont Mutual Also acknowledged were Mary Gray and Rose Thompson for 30 years of service and Lisa Edson and Lisa Seaver for 35 years of contributions In addition two more employees Alice Bard and Diane Couture were both honored for their 40 years at Vermont MutualDuring the eveningrsquos festivities Arnold Lawson (Vermont Mutual employee from 1963 - 1999)
announced that he will be stepping down from his role as Club President a position he has held for 27 years The newly elected Club President Kevin Croteau has been with Vermont Mutual for 27 years Renee Bilodeau (29 years with the Company) will maintain her role as the Clubrsquos Vice President and SecretarySpeaking at the event Dan Bridge Vermont Mutualrsquos President and CEO remarked ldquoIt is a privilege to work with these fine insurance professionals This event makes it clear that people can enjoy a rewarding career and offer positive lifelong contributions if they find the right homerdquoThe ldquo25 Year Clubrdquo is proud to have 66 members in its ranks 43 of whom are active and current Vermont Mutual employees
Company News
