The Tennessee Insuror Jul/Aug 2009

4INSURORTHE TENNESSEE

July/August 2009 Vol. 20 No. 4 8

‘09 Tennessee Titans

Preview

Ten Things I Would Love to Tell My Clients

But Can’twww.insurors.org

Soul Men Blues Other Brothers and More Added to Convention Lineup

A

lso

‘09 Titans

In

side

Preview

2 The Tennessee Insuror

contents

INSURORS OF TENNESSEE2500 21st Avenue South, Suite 200

P.O. Box 120539Nashville, TN 37212-0539

www.insurors.org

THE TENNESSEE

INSURORVol. XX, Number 4July/August 2009

Phone (615) 385-1898Toll Free: 1-800-264-1898Email: [email protected]

Editor: Charles T. Bidek, CPCU

INSURORS OFFICERSPresident .......................................................... Walt Bradshaw, J.D.Immediate Past President ... Scott Ferguson, CPCU, CIC, ARMState National Director .................................. Davis Porch, III, CICVice President, Region II and Pres. Elect ........... Tee Zerfoss, IIIVice President, Region I ............................................. Roger Smith Vice President, Region III.................................... Ed Gibbons, AAITreasurer .................................................................... Eddie Miller, IIISecretary ................................................... John McInturff, III, ARMDirector, Region I......................................... Allen Green, CIC, CFPDirector, Region I ................................................ Chris Allison, CICDirector, Region I .......................................................... Bobby SainDirector, Region II .......................... Kevin Hale, CIC, CPIA, CWCADirector, Region II ....................................................... Jimmy AlsupDirector, Region II ................................... Johnny Thompson, CICDirector, Region III ....................................................... Andy ShaferDirector, Region III ...................................................... Bob McIntireDirector, Region III ........... Steve Bryant, CIC, CPCU, LUTCF, AAI Young Agents Chairperson ....................................... Chip Hoover

ADVERTISINGDisplay advertising rates, deadlines and specifi-cations may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615-515-2601, e-mailing [email protected] or online at

www.insurors.org

The Tennessee Insuror is provided to all Insurors of Tennessee members and associate members

as a member service.

3

features

departments

8 Things I Would Love to Tell My Clients But Can’t

10 A Better Place for Your Money Improved Banking Regulations You May Not Know About

14 New Convention Activities The Blues Other Brothers, Education Offerings and More!

20 Johns Wins TN CSR of the Year Now in the Running for National Award

48 PAC Contributors: Is Your Agency All-in?

52 Project InVEST Program Update

21 From Your President Ten “E”s Are Better Than One

25 From Your CEO A Numbers Game

29 Education Calendar

31 Government Affairs

37 Broker Spotlight Southern Cross Underwriters

39 Company Spotlight ACUITY

41 Company Briefs

51 Meetings

53 Member Tips Check the Insurors Website for the Answers You Need

4 2009 Tennessee Titans Preview Mike Keith Gives Insurors a Preview of the Upcoming Season


2009 Tennessee Titans Preview

By Mike Keith,

The Voice of the Titans

5The Tennessee Insuror

It shouldn’t come as a big surprise that I’m optimistic about the Tennessee Titans’ chances in 2009. I’m optimistic every year. Well, that’s not entirely true.

In 2005, I was not very optimistic about the season. Due to a salary cap purge, our team featured several players who hadn’t yet begun to shave. It showed, as we went 4-12. Other than that year, however, I have always been optimistic. Maybe it’s because I work for the Titans, know the players and coach-es and hope for the best for all of them. Maybe it’s because, at this time of the year, everyone associated with the NFL is optimistic. Due to the amazing parity in the NFL, all 32 teams believe that they have a real shot at the start of every season. After all, we’ve seen teams with losing records one year win the Super Bowl the next year. Or maybe I’m just optimistic by nature. Some would say “gullible” or “easily led”, but I’ll stick with optimistic.

But in order to prove that my optimism is backed by some-thing, here are five reasons that I believe that Tennessee Ti-tans should have another fine season in 2009:

1. Been There, Done That

Over the past two seasons, the Tennessee Titans have won 23 games and been to the playoffs twice. I mentioned that fact on a national radio show late in the spring and the show’s host---a NATIONAL RADIO HOST---blurted out, “Really?” It’s not like this guy is dumb or doesn’t follow the NFL; he simply didn’t realize that the Titans have been this good over the past two seasons.

Yes, they have done it quietly, but they have done it. Tennes-see has a winning culture right now, much like earlier in the decade. The late, great Steve McNair, along with Eddie and Frank, have been replaced by Keith, Kerry and Cortland, but the feeling is once again the same. Confidence, pure and sim-ple. Knowing the job. Knowing what it takes to get the job done. Doing the job.

You can feel it in the locker room. You can feel it on the prac-tice field. And you can certainly feel it on Sundays. The Titans expect to win, which is a big reason that they capture so many games in the fourth quarter. Tennessee plays with the confidence of a team that knows what to do in key moments. Based on 2007 and 2008, the Titans are a playoff team and handle themselves like that.

2. It Will Be A Better Team

No kidding. Yes, I know defensive tackle Albert Haynesworth is gone and yes, he will be missed. But Haynesworth and wide receiver Justin McCareins are the only two starters gone from last year’s 13-3 team. That’s right, 20 of 22 starters return. Con-tinuity immediately helps you build a better team. Of course, so does better players.

Speedy wide receiver Nate Washington is a vital, if underrated, pickup. Washington has won two Super Bowls with the Pitts-burgh Steelers, serving as the team’s #3 receiver and primary deep threat. Since the start of the 2006 season, Washington has averaged over 16 yards per catch and posted nine catches of 40+ yards. Washington was stuck behind Hines Ward and Super Bowl XLIII MVP Santonio Holmes, so he had to leave Pittsburgh if he wanted to be “the man”. He will be “the man” in Nashville, making a very good pairing with the productive Justin Gage.

Drafting Rutgers wideout Kenny Britt and South Carolina tight end Jared Cook will give offensive coordinator Mike Heimerdinger even more passing game options. Heimerding-er is a master at finding ways to get young players on the field quickly. At least situationally, Britt and Cook should be able to help in short order.

Jovan Haye was signed away from Tampa Bay to join Jason Jones, Tony Brown and Kevin Vickerson in the defensive tackle rotation. Haye, a former Vanderbilt Commodore, does not have Albert Haynesworth-like size, but he is a very active, productive player who should be a part of the equation to replace Haynesworth. The Titans also drafted a talented de-

fensive tackle in the second round to help with depth: Auburn star Sen’Derrick Marks.

Free agents and draftees aren’t the only players who will make the ’09 Titans roster

better. Tennessee should get improved play from several of their younger veterans.

Wide receiver Lavelle Hawkins will be improved in his second year, as will linebacker Stanford Keglar,

tight end Craig Stevens, defensive end William Hayes and cornerback Cary Williams.

At the very least, the improvement of these players should be a boon to the Titans’ special teams, a key area for the ’08 AFC South Champions.

3. Oh Yeah, CJ Should Be Better Too

Running back Chris Johnson (pictured opposite page) was su-per as a rookie; he should be even better in 2009. Johnson is 10 lbs. heavier than 2008 and he knows what to expect from an NFL season. The speedster has trained this off-season to pre-pare for the pounding.

The area where Johnson can improve the most is in the pass-ing game. Johnson didn’t do much as a receiver last year, but he should be much more dynamic as a pass catcher this fall. If Chris Johnson can total 500 receiving yards, he might be able to top 2000 total yards this season. And if that happens, the Tennessee offense gets a lot better.

4. We Know Kerry is The Guy

For the entire 2008 off-season, Kerry Collins worked and pre-


pared to be the backup quarterback. This off-season, Collins has worked and prepared to be the Titans’ starting quarter-back. He has taken all of the first team snaps in practice. He has led the quarterback meetings. He has spent extra time with the coaches in preparing for the season. Collins has known that he was the Tennessee quarterback for the entire off-season and that has clearly helped his preparation for 2009.

Even though he is 36 years old (and will turn 37 on December 30), expect a better, sharper Kerry Collins this year. And if that happens, the Tennessee passing game gets a lot more potent.

Motivation, Motivation, Motivation

The Titans were the NFL’s best team in the 2008 regular season. But in January, one bad Saturday ended their season in disap-pointment. That loss to Baltimore has served as a motivator for the entire off-season. The work and participation in the Tennes-see training program was outstanding.

The Titans understand what it takes to MAKE the playoffs and what it takes to WIN in the playoffs. The early part of the Titans’ schedule is hard, but if Tennessee comes through it unscathed, they can make hay in December (three straight home games). That’s the biggest reason for my optimism: I expect the Ten-nessee Titans will be a better team at season’s end than in Sep-tember.

I think this will be a team to watch in January.

About the Author

Mike Keith has been the “Voice of the Titans” since 1998, and has worked for the team since 1996. A na-tive of Franklin, Keith began his career while a stu-dent at the University of Tennessee, working on the Vols Radio Network. Keith’s most famous call is that of the Music City Miracle, near the end of his first

season as play-by-play announcer. In addition to calling games on the radio, Keith also hosts the television shows Titans All Access and The Jeff Fisher Show. u

Cortland Finnegan (above left) and his Titans teammates know what it takes for the team to be successful in 2009

Titans 2009 Schedule

preseason

Sun 8/9 Buffalo (in Canton, OH) 8:00 pm estSat 8/15 Tampa Bay 8:00 pm estFri 8/21 at Dallas 8:00 pm estSat 8/29 at Cleveland 7:30 pm estThu 9/3 Green Bay 8:00 pm est

regular season

Thu 9/10 at Pittsburgh 8:30 pm estSun 9/20 Houston 1:00 pm estSun 9/27 at NY Jets 1:00 pm estSun 10/4 at Jacksonville 1:00 pm estSun 10/11 Indianapolis 8:20 pm estSun 10/18 at New England 4:15 pm estSun 11/1 Jacksonville 4:05 pm estSun 11/8 at San Francisco 4:15 pm estSun 11/15 Buffalo 1:00 pm estMon 11/23 at Houston 8:30 pm estSun 11/29 Arizona 1:00 pm estSun 12/6 at Indianapolis 1:00 pm est Sun 12/13 St. Louis 1:00 pm estSun 12/20 Miami 1:00 pm estFri 12/25 San Diego 7:30 pm estSun 1/3 at Seattle 4:15 pm est

Titans Tennessee Radio Affiliates

Ashland City WQSV 790AM Lebanon 98.9 FM/1490 AM

Camden 95.9 FM /1220AM Lewisburg WAXO 1220 AM

Carthage WUCZ 104.1 FM Manchester WMSR 1320 AM

Centerville 96.7 FM /1570 AM Martin 101.3 FM/1410 AM

Chattanooga 102.3 FM/ 1150 McKenzie WHDM 1440 AM

Clarksville WJZM 1400 AM McMinnville WTRZ 107.7 FM

Columbia WMCP 1280 AM Memphis WXMX 98.1 FM

Cookeville WBXE 93.7 FM Morristown WCRK 1150 AM

Crossville WPBX 99.3 FM Nashville WKDF 103.3 FM

Dickson WDKN 1260 AM Paris 104.7 FM/1000 AM

Dyersburg WASL 100.1 FM Parsons WKJQ 97.3 FM

Fayetteville WYTM 105.5 FM Portland WQKR 1270 AM

Franklin WAKM 950 AM Pulaski WKSR 98.3 FM

Hartsville WTNK 1090 AM Shelbyville WZNG 1400 AM

Jackson WZDQ 102.3 FM Tri-Cities WXSM 640 AM

Knoxville WNOX 100.3 FM Union City WQAK 105.7 FM

La Follette WQLA 104.9 FM Waverly WQMV 1060 AM

Lawrenceburg 106.7FM/1380 Winchester WCDT 1340 AM



Ten Things I Would Love to Tell My Clients But Can’t

by R. David Priest, State National Director of the

Independent Insurance Agents of Virginia


The following article originally appeared in the Summer 2009 is-sue of the Big “I” Virginia magazine, published by the Indepen-dent Insurance Agents of Virginia; and is reprinted with their per-mission.

1. You don’t have a clue. Despite what you think you know, you do not understand the complexities of property-casualty insurance. Hell, I don’t even understand them all and I’ve for-gotten more than you’ll ever know. I sit through those long classes just trying to keep up with all the changes that keep occurring and lot of times these are not for CE credit which is required to just keep my license. So let’s agree; you’ll tell me what you don’t want to lose or what you’re afraid of and I’ll try to find a solution for you.

2. You want me to tell you what your stuff is worth? Yeah, right! I am not an appraiser. If you don’t know what your stuff is worth then you secure a property appraiser, jewelry ap-praiser, auto appraiser or whatever you need and you tell me how much coverage you want. Just remember – if you want it replaced or fully repaired then you have to insure it to the full value not some halfway value, thinking you’ll never have a to-tal loss. Guess what? It may cost you a little more to do this.

3. Want a lower price? Then take on more of the exposure – increase your deductible. Lowering your coverage is not the way to go. If a loss occurs you’re not going to be happy with me. If you have a loss after lowering your coverage I’ll be the first to want to say “I told you so.” Use your coverage for the big loss, not the maintenance issues.

4. I need to handle all of your insurance. I think I deserve to handle it all because I know I am going to do the best job for you. Besides, having a number of agents only increases the possibility of gaps in coverage, errors and uncovered claims just because I or the other agent may not be aware of all that is going on. If you don’t have enough confidence in me to let me handle all of the coverage, then why trust me with part of it?

5. You chose to live there so don’t give me crap because the cost of insurance is high or coverage is limited. So you’re in a flood zone, on an earthquake fault, on the coast, fire areas or wherever. You are out of the norm and your rates are go-ing to be higher. Rates are based on a large number of similar exposures. Either buy the added protection or face the conse-quences when the event happens, and don’t call me looking for coverage when it does happen. I don’t care if it is a 300 or 500 year event; it may happen and if you want protection buy the coverage. If you don’t want to spend the money then move.

6. It’s your child – they are your responsibility. Don’t try to limit that responsibility by titling their car in their name and writing a separate policy with lower limits. If you can’t teach them to drive, well then you would best have the proper lim-its to protect you from that lawsuit because it is coming. Sure the premium is going to be higher – what did you expect?

Would you insure them for that little money? Hell, you don’t even want them under your policy. You’ll be glad you have the coverage when the lawsuit comes.

7. Don’t take it out on me or the insurance company if you and your significant other can’t get along. Quit trying to make it hard for them to have or keep insurance by doing things behind my back or telling me something that just is not right. Want to only have yourself to worry about? Then title the cars in only your name, title the house in only your name and get your own insurance. Let what was a joint policy just continue to go to the other person and let them have the problem of keeping it in force. I can’t take a car off the policy or take a named driver off the policy or eliminate jewelry cov-erage just because you’re ticked.

8. If it’s used in business, then insure it in the business or vice versa. Quit trying to cut corners by trying to insure it one way when it actually should be another. Sure, you might pay a little more but when you have that loss it sure beats the heck out of trying to get coverage where there is none.

9. Don’t assume I know everything that is going on in your life. I can’t even keep up with my own day to day activities. If things have changed tell me about it and let’s see if we need to revise your coverage. So the child is driving. Are you going to wait until there is an accident to let me know that? You bought a car; don’t assume the dealer and I have had a conversation about what has taken place. Added on to your house? Great – let me know. Doing work out of your home or garage? We probably need to make some changes. Don’t as-sume just because I see you or talk to you regularly that I have taken care of something. Inquire about changes that need to be made. I probably think you have talked to one the CSR’s and all is OK.

10. Finally, look at your policies. I don’t expect you to read the entire thing. I don’t even do that. But you do need to look at the declarations pages to be sure the information we show is right. Everything from the named insured, address, phone numbers, house information, scheduled property list and ev-erything else. Ask questions about discounts and be sure we have given you everything you are eligible for. Help us help you. The more we communicate the better your protection and pricing will be. We really do want to do the best job pos-sible for you but we cannot do it alone.

Well, there you have it. Ten things I’d like to say and really how I’d like to say them, but I won’t. I’ll continue to struggle ev-eryday trying to get all the information I need while keeping the insured feeling like they are right all the time and that we are simply here to service their every need. It’s getting harder and harder to do as I get older and more independent. At any rate, I have taken this space to tell you how I feel. I am sure you have some of these thoughts and probably many more. I feel better now that I have unloaded these gripes on you.

Have a great day! u


There have been significant changes in banking regulations over the past several months which affect many consumers. First, the Federal Deposit Insurance Corporation (FDIC) has raised deposit insurance limits.

In late 2008, the FDIC announced that an increase in standard deposit insurance limits from $100,000 to $250,000 per de-positor would be in effect through December 31, 2009. This deposit insurance increase was recently extended to Decem-ber 31, 2013. The extension of the increase allows deposit cus-tomers to put more money at a single bank for a longer peri-od of time. Beginning January 1, 2014, the standard insurance will return to $100,000 per depositor for all deposit accounts except IRAs and certain other retirement accounts which will remain at $250,000 per depositor.

In addition, the FDIC began a vol-untary Transaction Account Guarantee Program (TAGP) in October of last year that provides un-limited coverage on non-interest-bear-ing transaction ac-counts for participat-ing banks. The TAGP is scheduled to end on December 31, 2009 at which time the lim-it will be reduced to $250,000 through 2013. These limits were increased at a time when the economy was deteriorating and banks across the country were failing and leaving behind uninsured depositors. A number of financial institutions have continued to be closed by regulators thus far in 2009; however, for the most part, they have been banks outside of Tennessee. With the continued uncertainty of the financial industry nationwide, the additional deposit insur-ance is certainly a welcome safety net for the vast majority of consumers.

Which Accounts?

It is important to know which types of bank accounts are in-sured and which are not. Checking accounts, savings, trusts, certificates of deposits (CD’s), money markets, and IRA retire-ment accounts are insured within the $250,000 FDIC limit un-til December 31, 2013. If your bank participates in TAGP and

the account does not earn interest, you are eligible for unlim-ited FDIC insurance through the end of 2009; however, exten-sion of this coverage is also under consideration in Washing-ton. Many banks offer mutual funds investments, annuities, stocks, bonds, and US Treasuries. These types of accounts are not FDIC insured.

It is also important to point out that there are different owner-ship categories for deposit accounts that may affect your in-sured deposits. The FDIC provides an interactive, web-based application that can help you calculate the insurance cover-age for your accounts. This handy online tool can be accessed by visiting www.fdic.gov/edie.

Transfers and Withdrawals Limit on Money Markets Raised

Secondly, the Federal Reserve has increased the

number of monthly transfers and check

withdrawal limits on savings and money

market accounts. The limit has been raised from

three transfers or with-drawals in these accounts

per month to a new total of six. Transfers and withdrawals

now include checks, debit card transactions, and any other payment orders that are payable to third parties. As the Fed-eral Reserve stated it in a May 20, 2009 press release, “Tech-nological advancements have eliminated any rational basis for the distinction between transfers by these [check, debit card] means and other types of pre-authorized or automatic transfers subject to the six-per-month limitation.”

These two regulatory changes have increased consumer pro-tection and convenience in the banking industry. And while we all hope that the deposit insurance won’t ever be nec-essary, it is still nice to know that it is there if the need ever arises.

Want to Know More?

Contact InsBank at 615.515.BANK (2265) or toll-free at 866.866.BANK (2265) if you have any questions about the new deposit regulations and for information on the full array of checking, money market and savings accounts offered by the bank. You

A Better Place for Your MoneyImproved Banking Regulations You May Not Know About



can also visit InsBank online at www.insbanktn.com for more information.

For details from the FDIC about their recent changes, visit the Changes in FDIC Deposit Insurance Coverage website sec-tion at http://www.fdic.gov/deposit/deposits/changes.html. For more information about FDIC insurance, go to www.fdic.gov/deposit/deposits/index.html or call toll-free 1.877.ASK.FDIC (1.877.275.3342). For the hearing-impaired, the number is 1.800.925.4618.

The FDIC also has a full section on Consumer Protection avail-able at http://www.fdic.gov/consumers/index.html which includes news & information, loan & mortgage tips, financial education & literacy, identity theft info and financial privacy protection. u

WORKERS’ COMP INSURANCE

WWW.AMERISAFE.COM (866) 719-0267

AR

BO

RIS

T

800-334-5579www.gotapco.com

The TAPCO Service Pledge

1,000 Strong More than 1,000 classes of P&C businesswritten under binding authority.

Call. Quote. Bind.

General and Artisan Contractorscoverage in a five-minute phone call

What’s asreliableas a solid foundation?

14757 Tapco Ad - Insurors of TN JulAug09.pdf 5/27/09 12:15:03 PM


800-334-5579www.gotapco.com

The TAPCO Service Pledge

1,000 Strong More than 1,000 classes of P&C businesswritten under binding authority.

Call. Quote. Bind.

General and Artisan Contractorscoverage in a five-minute phone call

What’s asreliableas a solid foundation?

14757 Tapco Ad - Insurors of TN JulAug09.pdf 5/27/09 12:15:03 PM


New Convention Activities The Blues Other Brothers, Education Offerings and More!


With an already packed lineup for the 116th Annual Conven-tion that includes golf at Chickasaw Country Club, the Viking Cooking School, speakers like former University of Tennessee Volunteer Quarterback and current Congressman Rep. Heath Shuler, Rep. John Tanner and incoming Big “I” President J. Da-vid Daniel, could we add anything else to this year’s event?

The answer is a resounding “YES!”

We heard your requests for more education, so we have add-ed four seminars to the schedule. We heard your suggestions to add entertainment, so we are bringing in a 14-piece musi-cal act. And we know you like to have fun, so we have added a Monday night reception to keep things livened up.

Education

First up, four seminars will be available to attendees dur-ing the convention, a Workers’ Compensation overview, an Avoiding the Price Driven Sale course, an Internet Utilization for Agency Marketing course and a Building a Powerful Pre-sentations That Sell course.

The Workers’ Compensation seminar will give participants a full overview of the new WC law, PC1041. Handout materials will include the class codes, frequently asked questions and the presentation notes.

This seminar will be led by Ashley Arnold, General Counsel for Insurors of Tennessee and our resident Workers’ Compensation law expert. A large portion of Ashley’s du-ties include lobbying for the Association, in the course of which she played a major role in the legislation process for this important new Workers’ Compensation law.

Avoiding the Price Driven Sale will look at why people buy and, more importantly, why they buy from you. Understand-ing this clearly is vital to a successful sales process. The big-gest mistake many salespeople make is to ask prospects to buy for their reasons. Instead, take time to learn and compre-hend the needs of your prospect before offering any solu-tions, opinions, or reasons to buy. This course will look at the value you can offer customers so that price doesn’t become their deciding factor.

This course will be led by insurance sales legend Jeff Wodicka, CIC. Jeff is a 30-year veteran of the insurance industry and serves as Chairman and CEO of Casswood Insurance Agency in New York City. He is known industry-wide for his sales prowess, and is the National Program Director for the National Alliance Producer School.

Internet Utilization for Agency Marketing is a course that will teach you about dynamic ways to use the web to increase

your business. The class will begin with the basics of “search” marketing, such as optimizing your website for search en-gines (i.e. Google™), pay per-click management and social bookmarks. The next step will be to review web content, such as writing and distributing press releases and blogs. The dis-cussion will then shift focus to social networking, touching on how your agency can utilize sites like Facebook and Twitter. And finally, more aggressive strategies like e-mail marketing and podcasting will be reviewed. The course will be present-ed in a way that everyone from the beginner to the expert can appreciate.

The course will be taught by Mike Mans-perger, Owner of CCRM Associates, a small-business technology consulting firm in Marietta, GA. Mike has worked in the insur-ance industry and/or with insurance clients for over 20 years, including 3 years as Vice President and General Manager of Doris In-surance Systems.

Powerful Presentations That Sell is a “change in thinking” course that will help you develop a sales culture that knows the verbal, vocal and visual cues to build rapport with clients. You’ll also learn how to create you own adaptable sales pre-sentation that will assure you of a confident sales approach time after time as well as develop value charts and service agreements that truly define your competitive advantage.

This course will also be taught by Jeff Wodicka, CIC.

Entertainment

When it comes to the musical legacy of a band like the Blues Brothers, you can’t stop a tradition that makes people want to jump and shout. The Blues Other Brothers tribute band tries to recapture that energy every time they perform for an audience. They weren’t the first Blues Brothers tribute band, but that just means they’ve had time to study the competition and improve on it. And even though they aren’t one of a kind, they are the best, and maybe the last, of their kind.

Their music is 60’s and 70’s rock & roll and rhythm & blues, mod-ernized just enough to give it an edge. The songs are select-

ed and performed to make any audience want to dance all night. On stage, there’s a fresh spirit of teamwork and professionalism with one goal in mind, letting

the crowd have a good time. Complete with fourteen musicians and singers, (the “Brothers,” 3 Female Vocalists, 5 Horns and a 4 Piece Rhythm Section) they bring the big band sound with them. Needless to say, the level of excitement is exceptional.

The Blues Other Brothers have toured the world and performed in Hawaii, Japan, Finland, Switzerland, Cayman Islands, Saudi Ara-bia, Canada and throughout the United States, and they are ready


to make the Insurors convention their best show ever.

Other Options in Memphis

Want to venture out on your own during the convention? There is plenty to do in and around Memphis, just look at some of these great options!

Peabody Place

Dining. Shopping. Entertainment. You’ll find it all at Peabody Place. Adjacent to The Peabody hotel is 300,000 square feet of shops, restaurants and entertainment. Find out more at www.peabodyplace.com.

Memphis Rock ‘n’ Soul Museum

The Memphis Rock ‘n’ Soul Museum’s exhibition about the birth of rock and soul music, created by the Smithsonian Institution, tells the story of musical pioneers who, for the love of music, over-came racial and socio-economic barriers to create the music that shook the entire world. The museum is located next to the FedEx Forum, and more information can be found at www.memphis-rocknsoul.org.

Memphis Riverboats

The riverboats Memphis Queen I, Memphis Queen II and Island Queen offer a variety of cruises on the mighty Mississippi River. Two or three sightseeing trips are available per day between 10:30 am and 5 pm. For more information visit www.memphis-riverboats.net.

Mud Island River Park and Museum

Last year nearly 200,000 visitors experienced this unique histori-cal, cultural and recreational attraction. In 2009, visitors will enjoy a variety of activities including: touring the ½ mile Riverwalk mod-el, visiting the 18-gallery Mississippi River Museum, adventuring into the Wolf River Harbor on a rented kayak or canoe, or explor-ing Mud Island River Park by bicycle. Concessions, picnic areas, gift shops, concerts and special events throughout the season complete the experience. For more visit www.mudisland.com.

The National Civil Rights Museum

The National Civil Rights Museum, located at the Lorraine Motel, the assassination site of Dr. Martin Luther King Jr., chronicles key episodes of the American civil rights movement and its legacy to inspire participation in civil and human rights efforts globally, through exhibitions, and educational programs. For more visit www.civilrightsmuseum.org.

Tunica

Just a short drive down the road is Tunica, Mississippi, home to the third largest gaming community in the country. With more than 9 casinos and gaming resorts to choose from, you’re sure to find a place to try your luck. For more information visit www.tunica.com. u


Insurors thanks the Tennessee participants who took part in the July 14th Healthcare Fly-in:

Agent • Business • Organization(s) Agent • Business • Organization(s)

Russ Blakely • Russ Blakely & Assoc. - Chattanooga • AHIA/NAIFA Jim Malone • The Malone Company - Fayetteville • NAHUTimothy Finnell • Group Benefits, LLC - Memphis • NAHU Bob McIntire • McIntire & Associates - Cleveland • Insurors

Jonathan Frisch • Zalowitz Frisch Benefits Group - Memphis • NAHU Rick McKinley • Lipscomb & PItts Insurance - Memphis • Insurors/CIABMark Graber • Financial Planning Service - Knoxville • AHIA/NAIFA Thomas Merriam • Argyle Benefits Consultants - Memphis • NAHU

Johnny Griffin • Griffin Insurance Agency - Kingston • Insurors Jeffrey Mitchell • Maryville • NAHUSteven Grimsley • Benefit Consulting Services - Rockford • NAHU Kevin Ownby • Ownby Insurance Service, Inc. - Seymour • InsurorsMichael Gross • Benefit Consulting Services - Rockford • NAHU Robert Queener • Shelter Insurance - Murfreesboro • AHIA/NAIFA

John S. Holmes, III • New York Life Ins. Co. - Knoxville • AHIA/NAIFA Brenda Speer • Professional Benefit Solutions - Pulaski • AHIA/NAIFAPhilip Johnson • Argyle Benefits Consultants - Memphis • NAHU Kathy Thurmond-Edwards • State Farm - Memphis • AHIA/NAIFA

Bill Kelly • Voluntary Employee Benefit Adv. - Nashville • AHIA/NAIFA David Varn • Benefit Consulting Alliance - Franklin • NAHU



Southern Cross UnderwritersExperience • Relationships • Expertise

Offering:

Quick Quote turnaroundYears of ExperienceUnderwriters dedicated to your needs

•••

Call an Underwriter today!

Southern Cross Underwriters is dedicated to providing retail agents with quality insurance products and superior service. We are everything you are

looking for in a Managing General Agency.

NashvilleToll Free: (800) 347-8373Fax: (615) 356-3795Website: www.scui.com/nashville

Southern Cross Underwriters

Experience • Relationships • Expertise

General LiabilityDirectors & OfficersGarage

•••

TransportationTrucking/CargoProfessional Liability

•••

Errors & OmissionsUmbrellasProperty, High Value Homes

•••

A sample of products offered includes:

The Tower Formerly Known as SearsLandmark Gets New Name Thanks to Insurance Broker Willis

A U.S. Landmark and the tallest building in the Western Hemisphere was renamed Willis Tower on July 16th as part of a deal put together by the Insurors member brokerage. Joseph J. Plumeri, Chairman and Chief Executive Officer of Willis Group Holdings, and Chicago Mayor Richard M. Daley officially introduced the new name together at a ceremony at the tower that was attended by Chicago business, com-munity and government leaders, the building’s owners and management, and Willis’s Chicago-area Associates.

Opened in 1973 as Sears Tower, the 110-sto-ry glass and steel structure remains the tallest building in the Western Hemisphere at 1,450 feet (442 meters). Willis Tower will be one of Willis’s three largest office locations, alongside New York and Lon-

don. The company will occupy more than 140,000 square feet (13,000 square meters) of space in the building when nearly 500 Willis Associates m ove in this summer from five area offices. Wil-lis plans to add more jobs in t h e i r n e w

Chicago office in the coming years.

“Every member of the Willis family is hon-ored to be associated with such an archi-tectural icon and privileged to call this prestigious business address our new Mid-west Region headquarters,” Plumeri said. “Above all, the naming of Willis Tower is an affirmation of our strong commitment to the great city of Chicago, its people and its future. Willis has been in Chicago since 1885, the same year that William LeBaron Jenney built the Home Insurance Building, the first skyscraper in the world.”

Willis serves clients in some 190 countries through its team of some 20,000 Associ-ates worldwide, including those in their Tennessee offices of Knoxville, Memphis and Nashville. umartin frazer/flickr


just clik

Online Quoting Now Available At www.tnund.com

Tennessee Underwriters, Inc.

Now for a limited timeget 11% Commission

and a $10 Gift Card on all accounts boundwith Ratehound.

To get your user nameand password [email protected].

140 4th Avenue South, Franklin, TN 37064t. 615.791.1400 t. 800.365.0646 f. 615.794.7115 www.tnund.com

The online rating system offers quotes forthe following classes of business: Special Events, Vacant Dwellings, Day Care Centers, Dwellings LRO, and Artisan Contractors.

Each year, a group of exceptional insurance professionals are chosen by The National Alliance for Insurance Education & Research to represent their states and compete to be-come the National Outstanding CSR of the Year. This award, regarded as the foremost national award of its kind, recognizes the contributions and commitment of customer service representatives within the insurance community.

To qualify for the top state honor, the 2009 candidates submit-ted an essay based on the following topic: “Many in the insur-ance world believe that ‘the price of insurance becomes more important to the client in the absence of value.’ What are five ways a CSR can add value to the insurance-client relationship?” Additionally, entrants must have demonstrated commendable service to their agencies, their industry and their community. The only eligibility requirement for this award is that the candi-date must be an insurance customer service representative, or have primary responsibility for insurance customer service re-lated duties.

This year’s Tennessee winner is Stephanie Johns, CISR, from Lip-scomb & Pitts Insurance in Memphis. Stephanie is a Program and Sales Director for the agency’s franchise program, which has over 700 clients nationwide, including many ServiceMaster locations. She has worked at the agency for over 7 years and currently lives in Germantown with her husband and two young children.

“The Outstanding CSR of the Year Award is an opportunity to recognize exceptional customer service representatives across the nation,” said Danielle Janecka, vice president of The National Alliance. “Our state winners demonstrated through their essays how well they understand that the most important value they can add is to deliver great service to their customers.”

Each state winner receives a framed certificate and is eligible to compete for the national honor, which carries a $2,000 cash award, a gold and diamond pin, $1,000 cash award for the nomi-nator, and a scholarship for the recipient’s employer to any pro-gram offered by The National Alliance. Additionally, the name of the Outstanding CSR of the Year is inscribed on a sculpture per-manently displayed at the national headquarters of The National Alliance for Insurance Education & Research in Austin, Texas. u

Johns Wins TN CSR of the YearNow in the Running For National Award

Stephanie Johns2009 TN CSRoY

From Your President

21

Each year, the volunteers and staff of Insurors put together what I feel are some of the best events available for independent insurance agents. The centerpiece of those events is our annual con-vention. If you don’t already know, this year will mark the 116th Annual Convention. That’s a lot of conventions, and while I certainly have not been to the majority of those, the ones I have at-tended were excellent. From informative speak-ers to great entertainment, the convention has always been a fun and productive event for me.

I am Extra Excited about this year’s convention, and not just because it takes place during my presidency. In fact, I’m so Excited about the great things in place for our 2009 event, I have put to-gether a list of my top ten “E” reasons to attend the convention that I want to share with you:

#10 - Environment

The convention is coming back to Memphis, a place I called home for a few years, and a beauti-ful and historic host location in The Peabody Ho-tel. I recently stayed at The Peabody again, and I still feel it is one of the finest hotels in all of the South. I think you’ll love the setting for this year’s schedule.

#9 - Entertainment

It seems like every year we have a great musical act performing for us at our convention, and this year is no exception. The Blues Other Brothers may be a tribute band, but they bring their own originality to their act, and I don’t think you’ll be able to sit still once their 14-piece ensemble starts playing.

#8 - Extracurriculars

As if the regular activities weren’t enough, there are even more opportunities for you to enjoy the convention this year, like golf at the beautiful Chickasaw Country Club and an already popular pick, the Viking Cooking School. But get in fast as these opportunities are going quick and you don’t want to miss out.

#7 - Expression

Have an opinion on an issue concerning our industry? Want some answers on what is going on in Tennessee or U.S. insurance politics? Con-cerned about healthcare reform? There’s no bet-ter place to express your thoughts and find out answers than at the Insurors convention.

#6 - Explanations

If you are like me, sometimes you need some answers on a policy question, need technical ad-vice or just want more information on a subject like the new Workers’ Comp law. All the explana-tions you need are waiting for you at this event.

#5 - Elbow Rubbing

It never hurts to have friends in the industry. Whether it is a company rep who can help you land business, or a fellow agent who can help you with their experience, you’ll meet them at the Insurors convention. If nothing else, getting to know Insurors staff members like Chuck Bidek and Ashley Arnold will give you access to some great advice!

#4 - Elocutionists

I got a little fancy on this one, but the gist of it is simple. If you want to hear speakers that have something pertinent to say to our industry, this is the place to do it. From industry overviews presented by incoming Big “I” President J. David Daniel to fun and informative talk from former U.T. Quarterback and current U.S. Congressman Heath Shuler, there is something for everyone. #3 - Exhibits

If an agent ever asks me, “Give me one good reason to spend the time and money to come to the convention,” my answer is simple, the exhibits. As independent agencies one of our lifelines is our company partners, and you never know when having a new partner might come in handy. Even if your not looking to add a com-

Ten “E”s Are Better Than One

“ . . . t h e co nve nt i o n has always been a fun and p r o d u c t i v e event for me.”

Walt Bradshaw, J.D.


SPECIALTY DEPARTMENTS

Aviation

Bonds

Commercial Brokerage

ommercial Underwriting

TENNESSEE MANAGEMENT & UNDERWRITING TEAM

(Top Left to Right): JOE RICIGLIANO, CPCU – Transportation, JANET PHILLIPS, CIC – Personal Lines,GARY COOPER, CPCU – Brokerage, JIM ROE, CPCU – President, JULIE RANKIN, AU – Personal Lines,JIM EADES, CPCU – Medical & Professional Liability, Brokerage, Workers Compensation

(Bottom Left to Right): DAVE TOOMBS, ASLI – Commercial Lines, DONNA PAINE, CIC – Personal Lines,SHANNON HELM – Commercial Lines, DONNA SCHLIE – Marketing

Arlington/Roe & Co.

MANAGING GENERAL AGENTS &WHOLESALE INSURANCE BROKERS

Indianapolis IN – Chicago ILGrand Rapids MI – Louisville KY

800.878.9891www.arlingtonroe.com


TAAGTennessee Agents

Alliance Group

A division of Bandy, Van Cleave & Williamson, LLC

116 Twentieth Avenue South • Nashville, TN 37203

www.taagtn.com

Everybody Needs A Partner.

Available in all 95 counties of Tennessee

NowAvailable in

MEM

PHIS

NowAvailable in

MEM

PHIS

To show them the ropes. Point out the opportunities.

When you partner with Tennessee Agents Alliance Group, you can –

• Offer Travelers personal lines and The Cincinnati Insurance Companies’ life, disability & fixed annuities products

• Pay no upfront or monthly fees

• Earn lucrative commissions

Interested? Call Bob Van Cleave 615-320-0294 or 888-320-0294

TAAG ad_12_07 12/13/07 3:09 PM Page 1

pany, strengthening the relationship with your current ones is just as important. This is the premier trade show in Tennessee and it is no surprise it sells out year after year.

#2 - Education

If you or one of the employees in your agency need to sign up for a CE course, you understand that it is part of doing business. So why not get in four education courses (currently filed for CE) while attending the convention? I hope you checked out the new offerings on page 15 of this issue, because I think there is some very beneficial education scheduled for this year.

#1 - Efficiency

Not only do you get numbers 10 through 2 at a great price when your register for the convention, but all of this is within driving distance of your agency, AND, with the Saturday through Tues-day morning schedule, you’re only missing a day and a half to two days of office time!

Even more...

So you’ve read my 10 reasons to attend, now here is one more. Agents who register for the convention can bring one more li-censed agent for half price. That’s only $100 for a second full registration! Call the Insurors office for more info or sign up at www.insurors.org. I look forward to seeing you in Memphis! u

SPECIALTY DEPARTMENTS

Aviation

Bonds

Commercial Brokerage

ommercial Underwriting

TENNESSEE MANAGEMENT & UNDERWRITING TEAM

(Top Left to Right): JOE RICIGLIANO, CPCU – Transportation, JANET PHILLIPS, CIC – Personal Lines,GARY COOPER, CPCU – Brokerage, JIM ROE, CPCU – President, JULIE RANKIN, AU – Personal Lines,JIM EADES, CPCU – Medical & Professional Liability, Brokerage, Workers Compensation

(Bottom Left to Right): DAVE TOOMBS, ASLI – Commercial Lines, DONNA PAINE, CIC – Personal Lines,SHANNON HELM – Commercial Lines, DONNA SCHLIE – Marketing

Arlington/Roe & Co.

MANAGING GENERAL AGENTS &WHOLESALE INSURANCE BROKERS

Indianapolis IN – Chicago ILGrand Rapids MI – Louisville KY

800.878.9891www.arlingtonroe.com

24 The Tennessee Insuror09-115 IIA TN Insuror BW 7.5x4.875 AD.indd 2 6/3/2009 9:27:33 AM

From Your CEO

25

Chuck Bidek, CPCU

A Numbers Game?

“This is a good illustration of the state of the insurance i n dus t r y i n Tennesse e.”

Tennessee Commercial P & Cchart 4

Tennessee Commercial Lineschart 5

Tennessee Personal Lines P & Cchart 6

Take a look at these insurance statistics from 2008. This is a good illustration of the state of the insurance industry in Tennessee.

Tennessee Life & Health vs. P & Cchart 1

Tennessee Life & Healthchart 2

Tennessee Property & Casualtychart 3

life & healthproperty & casualty

annuitylifea&h

56% 44%

45%

25%

30%

35%

17% 11%9%

8%

7%

6%4% 2%

pp autoho & foworkers’ compotherliabilitycmpcommercial autofire & allied linesmedical malpracticefidelity & surety

1%

25%

19% 18%

16%

14%

6% 2%

workers’ compliabilityothercmpcommercial automedical malpracticefidelity & surety

64% 30%

6%

pp autoho & fofire & allied lines

80%

20%

independent agentsothers


Tennessee Personal Lineschart 7

70%

30%

othersindependent agents

2008 Tennessee Premiums

Other liability 602,405,942 3.3%Products liability 33,502,687 0.2%Private passenger auto no-fault 2,811,810 0.0%Other PP auto liability 1,518,975,154 8.3%Commercial auto no-fault 42,280 0.0%Other commercial auto liability 347,616,393 1.9%PP auto physical damage 1,238,626,994 6.8%Comm. auto physical damage 143,785,706 0.8%Aircraft (all perils) 36,461,104 0.2%Fidelity 16,834,250 0.1%Surety 77,605,458 0.4%Burglary and theft 2,683,760 0.0%Boiler and machinery 18,172,444 0.1%Credit 44,858,619 0.3%Warranty 36,608,155 0.2%Fire 166,948,073 0.9%Allied lines 100,506,566 0.6%Multiple peril crop 86,742,506 0.5%Federal flood 13,607,329 0.1%Farmowners multiple peril 103,605,927 0.6%Homeowners multiple peril 1,217,256,716 6.7%Comm. mult. peril (non-liability) 379,805,899 2.1%Comm. mult. peril (liability) 187,200,672 1.0%Mortgage guaranty 116,848,881 0.7%Ocean marine 46,960,036 0.3%Inland marine 263,332,234 1.5%Financial guaranty 14,044,568 0.0%Medical malpractice 200,117,291 1.1%Earthquake 51,411,714 0.3%Group accident and health 60,500,990 0.3%Credit A&H (group and individual) 8,464,049 0.1%Collectively renewable A&H 12,537 0.0%Guaranteed renewable A&H 24,282,572 0.1%Non-renewable for stated reasons 3,945,279 0.0%Other accident only 617,547 0.0%All other A&H 3,240,891 0.0%Workers’ compensation 878,887,127 4.8%Life Premiums 2,527,902,842 13.8%Annuity Considerations 4,582,673,663 25.1%A&H Direct Premiums Written 3,053,607,103 16.7%Total All Lines 18,240,028,313 100.0% u

It’s a whole new ballgame and

Let our all-star lineup help you win the account. As an independently owned, full lines excess and surplus lines broker, London American understands the insurance agent’s need for prompt service, competitive pricing and a professional staff.

Including, but not limited to:

Contact your London American Underwriter or Broker for details.

Liability

H 713.977.7726 D 214.373.3936..


AVOID COSTLY EXPOSURES – PROTECT YOUR BUSINESS AND YOUR EMPLOYEES

WITH THE RIGHT COVERAGEAmerisure’s Manufacturers Advantage Program (MAP) sees your company as the unique, individualized business it is.

With a wide range of tailored, fl exibly-priced insurance solutions, MAP offers coverage options above and beyond

standard ISO coverages. MAP also provides manufacturers with access to Amerisure’s Workers’ Compensation

coverage, featuring the industry’s leading cost-containment and loss control services, and our exclusive

Advocate ClaimsServicesm, which brings together our partner agency, the policyholder and an Amerisure

claim specialist to most effi ciently and effectively improve claim resolution and control claim costs.

For an added benefi t, Amerisure’s COMMAND Coverage® provides higher limits and more

comprehensive coverage for your commercial property and business interruption exposures.

Amerisure Insurance - the right coverage for your business and your employees.

800-257-1900 www.amerisure.com

To locate an agency in your area, call Amerisure at:


0192

-010

9-04

Agents and policyholders alike can share in the credit for this year’s $3 million dividend—you both helped make it possible. Because safety is one of your top priorities, it’s reflected in our bottom line. At Builders Mutual, we don’t just ask policyholders to work safely—we give them the tools to make it happen. And we appreciate our agents stressing the importance of efforts such as Fall Protection Certification, Builders University, our Risk Management CD—even on-site risk management consulting. With your help, Builders Mutual has been able to reward over $44 million in dividends to date. At a moment like this, aren’t you glad you’re with Builders Mutual?

DON,T THANK US,

YOU,VE EARNED IT.

P.O. Box 150005 Raleigh, NC 27624-0005 (800) 809-4859 | www.buildersmutual.com

29

10/25 Avoiding the Price Driven Sale Memphis @ Conv.10/26 Building a Sales Driven Culture Memphis @ Conv.

Workers’ Comp

10/25 Work Comp PC1041 Seminar Memphis @ Conv.

Online Courses (www.iiaba.net/vu) Available from IIABA Virtual University. Member pricing shown.

Environmental Strategist Course and CE: 6 $175 and Designation (eS) Ethics for Insurance Professionals CE: 3 $75How to Calc. Business Income in 5 Min. CE: 3 $50National Flood Insurance Program CE: 6 $80New Employee Training Course CE: 9 $100The Ultimate Car Rental Course CE: 6 $80Workers’ Compensation Exp. Rating CE: 4 $60Risk Assessment How Do You Spell Personal Umbrella? CE: * $*Excluded or Included CE: * $*Commercial Crime CE: * $*Business Interruption and the CE: * $* Financial Statement CE: * $*E&O Exposures for Trucking Accounts CE: * $*Agency Staff Diagnostic CE: 0 FREEPresentation Skills CE: 0 FREE *check VU site for current information on CE and pricing

Available from The National Alliance (www.scic.com)

Legal & Ethical Requirments of Insurance CE: 4 $75Insuring Flood Exposures - NFIP Review CE: 4 $75CISR Online Courses CE: 8 $149Homeowner Property Endorsements CE: 4 $75Spoilage, Utilities, and Ordinance or Law CE: 4 $75

CISR Fee: $165 CE: 8 8/11 Dynamics of Service Johnson City8/12 Dynamics of Service Knoxville8/13 Dynamics of Service Chattanooga9/15 Agency Operations Memphis9/16 Agency Operations Jackson9/17 Agency Operations Nashville

CIC Fee: $399 CE: 24

8/19-21 Personal Lines Institute Nashville9/23-25 Life & Health Institute Nashville11/16-18 Ruble Graduate Seminar NashvilleThe National Alliance for Insurance Education & Research is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Website: www.nasba.org. Advanced Curriculum Rating = 20 CPE Credits. For more information regarding administrative policies such as complaint and refund, please contact our offices at 800-633-2165.

William T. Hold Fee: $145

9/15 Hold Seminar (CISRs Only) Nashville10/27 Hold Seminar (CISRs Only) Memphis

CRM Fee: $420

7/29-8/1 Control of Risk Nashville

Sales

8/5 Young Agent Sales School ($375) Nashville

Education CalendarThe Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialities that satisfy individuals at many different experi-ence levels. If you are looking to further your career, seeking a professional designa-tion, or need to satisfy continuing education requirements, check out the variety of courses available.

Registration is fast and easy at www.insurors.org. More information about each class can also be found online.

Indicates course is presented by The National Alliance. Register for these courses at www.thenationalalliance.comRegister Online at www.insurors.org

are you prepared for the road

ahead?


For more about how Grange can help you help your

customers contact:

Melinda Beisel at 1-770-823-0820

or [email protected].

We jump through hoopsfor you. Because you jump through hoops for them.

grangeinsurance.com

GM-0209-Recrt Hoop 8_5x11 4c.indd 1 3/16/09 4:12 PM


Government and Legal AffairsInside the BeltwayOp-Ed by Chuck Bidek, CPCU, CEO of Insurors of Tennessee

The limited access highway that surrounds our nation’s Capitol is affectionately known as The Beltway. Although all it does is ring a major metropolitan area like so many highways do in our major cities, this one must be magical as it seems to effect how some humans living and working inside the roadway tend to see things differently than people outside this artificial line of demarcation.

Recently I attended the Agent Broker Fly-in, a gathering in D.C. regarding health insurance, organized jointly by four major producer associations, IIABA (Big “I”), NAIFA, CIAB, and NAHU. I was proud of our National Association (IIABA) being not just a participant or sponsor but the leader in making this important event happen. It was originally planned for about 400 agents and brokers to attend from around the country. The final num-ber ended up with nearly 1,100 taking their time and money to make the comments and thoughts of insurance agents known. Over 20 agents from the Volunteer state participated and vis-ited members of the Tennessee delegation.

After a full day of discussion with staffers, members and other agents who met with “inside the beltway” types I came back thinking how the beltway can affect thinking. Here are a few examples, in no particular order, of how our view of the world might differ from some of the beltway residents when it comes to the healthcare debate:

Health insurance is not really sold. It is just a matter of •handing prospective insureds a form to fill outCommissions for Health Insurance range in the area be-•tween 15-40%Non-profit organizations might be the necessary vehicle •to deliver health insurance as this is not a product that should contain a profit motiveA major problem of the cost of health is exorbitant insur-•ance CEO salaries There is virtually no agent service work after the sale of •product If there is any service work it can be handled by insureds •on their home computersFor the very few Americans who are not computer literate, •they could visit their local Social Security office to get any assistance they might need

Independence● Remain independently owned and operated● No insurance non-compete● Ability to grow and significantly increase agency value

ContactAngela Regitko(931) 526-9093

[email protected]

www.siaa4u.net

Dedicated to theCreation, Retention

& Growthof

Independent Agenciesin Tennessee

My agency joined IAAT in the fall of 2008 to gain access to more carriers. I now have more options than many of my much larger competitors. IAAT has really leveled the playing field.

Eric WatersOwnerEric Waters Insurance Agency

Southwest Tennessee, Nashville, Knoxville, Chattanooga, and

surrounding counties

Northwest Tennessee, Kentucky, and Southern

Indiana

THE MIGHT OF MANY INSURANCE AGENCIES

BECOMES THE POWER OF ONE.

ContactTim Hyland

(502) 635-2509or

[email protected]

Proven Results● Over 2,500 independent insurance agency members in 48 states & Canada● Writing $5.2 billion in premium volume

Proven Network● Represent the most competitive companies● Top-tier commissions● Profit Sharing without minimums

“ “


People can pay their premiums on time•Customers are paying the full amount when they are •billedNo checks are ever returned for insufficient funds•Vouchers for those too poor to purchase insurance will •arrive at their correct address on time to be sent in lieu of their paymentAll those who can pay will be repaid through a tax credit •in spite of fact that many people have no tax liabilityThe so called “public plan” is necessary to keep the insur-•ance company honestWith the government paying slightly over Medicare reim-•bursement rates, this will have no cost shifting to private insurance plansAll doctors and hospitals support this concept; only in-•surance people have a problem with itInsurance costs are the reason for the high cost of medi-•cal careA federal solution is the only way to go•

If you feel different on a substantial number of statements, I hope you will feel motivated to contact your member of Con-gress!

2009 Tennessee Legislative Wrap Up

As the 106th General Assembly came to an end, one of the most memorable events may have been watching the drama unfold as the House Democrats elected a Republican, Kent Williams (R-Elizabethton) as the new Speaker of the House. However, as the budget debate heated up along with the summer temperature, the legislature pushed through some laws that are of interest to insurance producers and compa-nies.

PC0469 – Uniform Debt Management Services ActThis new law requires debt management service providers to register with the state under the Director of Consumer Affairs in the Department of Commerce and Insurance. The law re-quires debt service providers to have insurance coverage of at least $250,000.

PC0183 – Assigned Risk PlanThis new law establishes the Tennessee Automobile Insur-ance Plan. Sound familiar? The legislature wrote the existing auto assigned risk plan into law in order to prevent substan-tive changes from the current structure.

PC0217 – Trade Association agreements with Pool Partici-pantsThis new law allows a pool to transfer the program into a pro-gram with a licensed carrier.

PC0383 – Information Concerning Insurer’s Market Con-duct This new law requires insurance companies to file annual statements of market conduct with the Department of Com-merce and Insurance.

PC0201 – Prohibits Texting While Driving The law imposes a $50 fine for reading or writing text messag-es while the vehicle is in motion. The new law went into effect on July 1, 2009. The action would be considered a nonmoving traffic violation, which means no points would be added to a person’s driving record.

PC0441 – Liability Insurance for Motor Vehicles This new law amends the existing financial responsibility law to clarify the requirement that a traffic citation received for failure to have and present proof of financial responsibility may not be dismissed at the time of hearing upon proof that the insurance has been obtained between the date of the ci-tation and the court date. The citation may still be dismissed if the court is satisfied that the insurance was in effect at the time of the violation.

PC0370 – Proof of Compliance with Financial Responsibility LawsThis law requires that law enforcement officers obtain proof of compliance with financial responsibility laws upon charg-ing person with any motor vehicle violation, rather than only with moving violations.

PC0486 – Worker’s Compensation – Overstreet LawIn response to the Overstreet case decided by the Tennessee Supreme Court last year, the legislature passed this bill that provides specific procedures for obtaining medical informa-tion from authorized treating medical providers. The new law clarifies that there is no covenant of confidentiality or prohibition against communications with authorized treating medical providers if guidelines/procedures are followed. This applies to communications with authorized treating medical providers concerning medical records and information made on or after July 1, 2009. A detailed summary may be found on the Department’s website at www.tn.gov/labor-wfd/wcomp.html.

PC0178 – Life and Health Guaranty AssociationThe legislature increased the liability limit for life and health insurance policies and annuity contracts through the guar-anty association from $100,000 to $250,000.

PC0407 – Worker’s Compensation – Recreational ActivitiesThis new law excludes from workers’ compensation injuries those that occur during recreational activities that are not required by the employer, and do not directly benefit the employer. Workers’ compensation injuries that are covered under workers’ compensation include those that occur where participation:

was expressly or impliedly required by the employer; or 1. produced a direct benefit to the employer beyond im-2. provement in employee health and morale; or 3. was during work hours and was part of the employee’s 4. work duties; or occurred due to unsafe conditions the employer had 5.


Expecting rain?Expecting it to rain money?It can....in the form of higher commissions on your individual medical business.

Let’s talk about the

Broker Advantage of Financial PSI ...and that forecast of raining money!

211 Athens Way, Ste 200Nashville, TN 37228-1383

615/244-5100 or 800/456-5191www.FinancialPSI.com

Financial PSI Contacts:

Barbara HinsonMarketing [email protected]

Marilyn RichardsonBroker [email protected]

09financialpsiAD.indd 1 12/30/08 10:27:15 AM

knowledge of and failed to curtail or cure the unsafe condition.

This Act became effective June 11, 2009.

PC0526 – Worker’s Compensation – Undocumented Workers This new law addresses the inequity that occurred when an illegal worker is injured while working in Tennessee. Under the new law if an employer hired an illegal worker unknowingly, and the employer complied in good faith with the employment eligibility and identity verification requirements of federal law when the employee was hired, then the illegal worker’s benefits will be capped at one and one-half (1 ½ ) times the medical impairment rating.

However, if the employer had actual knowledge of the unauthorized status of the employee at the time of hire or in-jury, then the injured employee may be awarded a sum of up to five (5) times the medical impairment rating. The first one and one-half (1 ½) is covered by insur-ance and paid to the worker, but the re-

maining award (up to three and one-half 3 ½) shall be paid by the employer. The difference shall be paid to the uninsured employer’s fund, not the injured worker.

PC0373 – Guaranty Fund for Employers that Self-InsureThis new law allows the Department of Commerce and Insurance to establish a guaranty fund for employers who self insure. If the fund becomes inadequate to make payments, the law provides that participating employers shall be as-sessed to pay claims and replenish the fund.

REMINDER OF REQUIREMENT FOR CONSTRUCTION INDUSTRY TO CARRY WORKERS’ COMPENSATION INSUR-ANCE

PC1041 of the Public Acts of 2008Clarifies that unless you are a sole pro-prietor or partner (with no employees) getting paid directly by the property owner, any employer in the contracting group designated by the National Coun-cil of Compensation Insurance (NCCI)

must have workers’ compensation in-surance on all of their workers AND on themselves. This Act will become effec-tive on December 31, 2009.

Bills to Keep An Eye on in 2010:

SB0273 (Ketron); HB0381 (Sargent) – Producer Bill of RightsThis bill remains in the legislature to be taken up by next year’s General As-sembly. The bill addresses how inves-tigations should be handled by the Department and allows producers to discover details of complaints that are made against them. Further, it would re-quire the Department to provide notice when an investigation is closed. Insurors will be working closely with the Depart-ment on this bill during this summer and we will be sure to keep you updated on its status.

To read the full text of any or all of these laws, visit the Tennessee Department of State website at http://tennessee.gov/sos/acts/ and search for the Act by its chapter number. u


TOP

Thank you for your partnership in driving our success!

In A.M. Best’s recently released market share report, Accident Fund is now ranked the 10th largest writer of workers compensation in the country — just five years after ranking 20th!

Since we began our national expansion in 2000, our goal has never been to become the biggest workers compensation insurer. However, we take pride in this

ranking because we’ve achieved it by remaining true to our business

model — delivering franchise value and partnering with you to provide

superior service and value for our policyholders.

w w w . a c c i d e n t f u n d . c o m

Thank You, Agent Partners!

AF10Ad_TennesseeInsuror.indd 1 7/8/2009 4:50:26 PM


Association UpdateSmith-Berclair Insurance in Big “I” Markets Race

Smith-Berclair Insurance in Memphis has moved into 5th place in the national race for most premium written through Big “I” Markets in 2009. In the standings updated for June, the agen-cy had written over $34,000 in premium, thanks in large part to a major homeowners policy written by Fireman’s Fund.

Swallows Insurance Honored With Accident Fund President’s Club Award

Accident Fund Insurance Company of America has announced the Swallows Insurance Agency in Livingston as one of 27 re-cipients of its 2008 President’s Club Award.

The award is presented annually to a select number of inde-pendent agencies that work with Accident Fund and its sub-sidiaries. Selected agencies were evaluated on performance based on volume and profitability goals for the previous year. Only about 3 percent of the nearly 800 independent agencies eligible were recognized as 2008 President’s Club winners.

Norris Receives CISR Scholarship

April Norris of Burke, Powers & Harty in Bris-tol has been named as a 2009 recipient of a National Alliance Certified Insurance Service Representative (CISR) scholarship. The award was presented at the 68th Annual Conven-tion of the National Association of Insurance Women (NAIW) held in New Orleans. April has

been with the agency for almost a year since coming over in September of 2008 from Allstate in Charlotte, NC.

Each scholarship grants full tuition to one program conducted by The National Alliance for Insurance Education & Research. It will allow April to begin her path to receiving the CISR des-ignation. Danielle D. Janecka, Vice President of The National Alliance, and Theresa Scott, Regional Relationship Manager, made the presentations. “The National Alliance has partnered with NAIW to award these scholarships to deserving NAIW members,” Janecka said. “The recipients are all actively in-volved and committed to advanced education.”

T. Bowles Insurance Services Gets New Office

On August 1st, T. Bowles Insurance Services moved into a new office in The First Avenue Professional Building in Lewisburg. Tommy Bowles, Agency Principal, said of the move, “This will bring us closer to the Downtown area, hopefully increasing foot traffic and giving us more of a presence,” he also felt that the other professional services in the adjoining office spaces would, “give us more complimentary business.”

Insurors Members Named to Big “I” Committees

Once again, several Insurors members have been named to serve on national committees for the Big “I”.

First, Insurors CEO Chuck Bidek was named to the IIAA Agency Administrative Services, Inc., Board of Directors, which assists in the Big “I” in the promotion and development of all for-profit programs such as E&O coverage and RLI PUPs.

Clay Jackson, of BB&T - Cooper, Love, Jackson, Thornton & Harwell in Nashville, was again ap-pointed to the Agents & Brokers Roundtable, which helps the Big “I” receive feedback and opinions from agents on industry-related matters.

And finally, Insurors State National Director Davis Porch, of Porch-Stribling-Webb in Wa-verly, was appointed for another term on the Government Affairs Committee, which con-tributes input to the Big “I” on insurance re-lated legislation. u


What are you trying to grow at your agency?

grow commission, grow sales & grow choices With Individual HealthCare Specialists,

you will have the advantages you need to make healthcare insurance

sales a successful part of your agency.

a contracted general agency for bluecross blueshield of tennessee, aetna, humanaone and unitedhealthone

visit us online at www.ihsagent.com • call toll-free 1-888-661-6500


Broker Spotlight

Southern Cross Underwriters (SCU) is a leading Managing Gener-al Agency with 21 offices in the United States. Focusing on mainly small to middle market accounts, SCU has, over time, developed strong experience, relationships, and expertise, and holds three key components to its continuing success over the years.

Three Keys to Success

First, years of working closely with markets and independent re-tailers has delivered the knowledge and experience necessary to anticipate market trends and handle virtually any problem ac-count. Strong influence and reputation in the industry allows SCU to represent agents clients’ needs well.

Second, SCU has built and maintained key relationships with contacts across the insurance industry, allowing underwriters to place or write the correct coverage with the right carrier.

Third, SCU has developed expertise in various specialty coverag-es through in-house binding authorities. Agents and their clients will benefit from the extensive knowledge of the marketplace

and specialty accounts. These programs encompass property and casualty coverages including coastal homeowners, marine insurance, and high value homeowners coverage. SCU’s recent acquisition of TAPCO Underwriters further solidifies their market breadth by greatly expanding their markets for handling hundreds of simple binding authority classes such as vacant property, artisan contractors, lessor’s risk only, and many more. Look for more info soon on the TAPCO divi-sion of Southern Cross Underwriters.

Local Presence

The Southern Cross Nashville office has over 100 years of experience and can meet virtually all E&S needs through access to 9 Contract Markets and several Brokerage Facilities. The Nashville office’s level of service is ranked among the highest in the industry, writing Commer-cial Lines, Personal Lines, and Transportation – including many class-es of business such as Garage and Dealers, Special Events, Directors & Officers, and Vacant Dwellings. Come see for yourself the ease and convenience of doing business with Southern Cross, and call (800) 347-8373 to speak with an Underwriter today. Visit Southern Cross on the web at www.scui.com or www.scui.com/nashville. u

Southern Cross Underwriters Southern Cross Underwriters

Experience • Relationships • Expertise


You’re an independent agent.

Got your

life jacket on?

Protect.Our superior coverage and expert claims teams are in your corner in the event of a claim.

Prevent.Our risk management resources keep your agency from making common preventable mistakes.

Prosper.When you know you have the best E&O protection, you can focus on growing your most important asset–your business.

The Big “I” Professional Liability Program

www.independentagent.com/EO

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

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

associations endorse Swiss Re’s comprehensive professional liability program.

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

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


Company Spotlight

You certainly don’t need to be told what the challenges faced by indepen-dent agents are—you see them first-hand every day. As if market-driven commercial lines premium declines of recent years weren’t enough, the struggling economy has applied more downward pressure as receipts and payrolls decline. At the same time, your personal lines insureds are constantly bombarded with advertisements from direct writers basically asking them to, “name their price.”

Additionally, struggles and failures at high-profile insurers highlight the need to do business with a carrier that has demonstrated the strength and stabil-ity to keep its commitments over the long haul. Yet in an ultra-competitive market, you also need a company that has the technology and staff in place to make placing and servicing business the easiest it can be.

“Tennessee agents need a company that is committed to the state and to the independent agency system. A company that has proven its ability to protect and enhance the well-being of the individuals, families, and business-es it insures. ACUITY is that company,” says Ben Salzmann, President and CEO of ACUITY.

So, Who is ACUITY?

Founded in 1925, ACUITY operates in eighteen states, writes over $800 mil-lion in premium, and manages over $2 billion in assets. They were named a Profit Champion and selected to the inaugural “Profit Hall of Fame” by The National Underwriter. Rated A+ by both A.M. Best and Standard & Poor’s, ACU-ITY is also one of the top 100 P&C insur-ers in the country based on size. They have also been named by Ward Finan-cial Group for ten straight years as one of the top 50 best-run insurers nation-wide.

ACUITYACUITY’s business objective in Tennes-see has always been clear. “We want to be the ‘go-to’ company for the kind of business we target,” says Wally Wald-hart, ACUITY’s Vice President - Sales and Communications, “We want to write a broad mix of business that, on the personal lines side, includes a sig-nificant portion of package accounts and, on the commercial lines side, en-compasses a range of account classes and sizes.”

What Can ACUITY Offer for My Agency?

ACUITY offers a wide array of monoline and package policies in both personal and commercial lines, as well as many valuable and unique coverage enhance-ment endorsements. ACUITY is also a market for good risks in tough classes that other companies won’t write, and they balance competitive pricing with underwriting discipline.

ACUITY is also a proven leader in ease-of-business technology that agents use to power their agencies and serve their customers. They offer a comprehensive suite of Internet-delivered systems that includes not just real-time quote and application in both personal and com-mercial lines, but actual policy delivery within minutes. ACUITY is also a leader in interfacing with third party agency management technology and com-parative raters. It’s no wonder they lead the industry as the carrier that has re-ceived the most technology leadership awards from ACORD in history.

Down to Business

No talking lizards, angry cavemen, or goofy storeclerks: just an unmatched commitment to independent agents that’s been proven for more than 80 years. Visit www.acuity.com for more information today! u

Tennessee Contact

Greg DavisTennessee Territory Director [email protected]

ACUITY, headquartered in Sheboy-gan, Wisconsin, is a property and ca-sualty insurer that operates in eighteen states, writes $800 million in premium through over 900 independent agen-cies, manages $2 billion in assets and employs 850 people.

Rated A+ by A.M. Best and Stan-•dard & Poor’s Named to the Ward Financial •Group Top 50 list of the Best Run Insurance Companies in the Nation for the last ten con-•secutive years Selected in 2004 as the Best Mid-•Sized Company to Work for in America by the Great Place to Work Institute and named seven times to the Institute’s Best Com-panies lists, including being the only company in the nation to be ranked in the Top 5 for six con-secutive years Listed as the 75th largest insurer •in the nation Named as one of the Top 500 •Technology Companies in the Na-tion by InformationWeek for three consecutive years Won more ACORD technology •awards than any other carrier in the country the past seven years Over 98% of agents and 95% of •policyholders rate our award win-ning claims service as “very good” or “excellent”



Company BriefsAmerisure Names Mike Carpenter as Loss Control Consultant of the Year

Amerisure Mutual Insurance Company re-cently announced Mike Carpenter as the 2008 Loss Control Consultant of the Year. Carpenter’s unique ability to understand customers needs, develop action plans and deliver customized services has assist-ed in establishing Amerisure’s exceptional service brand throughout the Memphis

Core Service Center.

Carpenter joined Amerisure in 2002 as a Loss Control Con-sultant in Memphis. A Senior Loss Control Consultant with Amerisure’s Loss Control Professional Consulting Group, he is part of the service team that services the greater Nashville area.

“Mike brings tremendous value to Amerisure, its Partners for Success® agencies and their customers,” said Dave Galbraith, Amerisure Regional Vice President - Loss Control. “He creates this value through behaviors that exemplify critical Global Dimensions and Guiding Principles. Mike’s open, honest and candid communication style has helped develop outstand-ing relationships with his agencies and their customers.”

Carpenter has a Bachelor of Science degree in Occupational Health and Safety from Murray State University in Murray, KY, and holds the Independent Insurance Agent designation. He resides in Franklin.

Builders Mutual Names Boggs as CEO

Builders Mutual Insurance Company has an-nounced that John Boggs has been named President and CEO. Boggs is the successor to John Q. Beard who announced his retire-ment earlier in the year.

“Replacing the excellent leadership provid-ed by John Beard is a formidable task, but

we are quite fortunate to have the internal management talent such that our company will continue on sound and steady di-rection with John Boggs,” stated Rick Judson, Chairman of the Board of Directors. “His overall grasp of the business, sensitivity to policyholders needs and awareness of the unique family cul-ture at Builders Mutual will serve to make him a success.”

For the last five years, Boggs served as Vice President and Chief Financial Officer with Builders Mutual and has more than 30 years of experience in accounting and the insurance indus-try. Prior to joining Builders Mutual, Boggs served as a Senior

Consultant with Dean Consulting, Inc., a consulting firm that specializes in the insurance industry, Executive Vice President and Chief Financial Officer for London Pacific Life and Annuity Company, Vice President of Agency Compensation, Premium Services and Annuity Administration at American General Life Insurance Company, Controller and Vice President of Agency Services for Sun Insurance Services, Inc., and Assistant and As-sociate Controller for Financial Reporting at Integon Life Insur-ance Company.

Grange CEO Urban to Retire in 2010

Grange Insurance announced recently that Phil Urban, presi-dent and CEO, will retire in February 2010. Urban will remain with the company in his current position through the transition to a replacement.

Urban joined Grange in 1999. Since that time, the company’s geographic footprint has more than doubled, and revenues have grown from $716 million to $1.35 billion, with more than $2 billion in assets. Urban introduced the company’s Ease of Doing Business® (EODB) concept, a guiding force in the com-pany’s push to enhance products, partnerships as well as tech-nology.

The Harford Mutual Insurance Companies165 years experience in Commercial Lines

Make Our Experience,Your Advantage.

Join our team today. Contact us to learn more:

www.harfordmutual.com 800-638-3669

The Harford Mutual Insurance Companies

200 North Main Street • Bel Air, Maryland • 21014-3544

HM IIA IofTN.qxd:Layout 1 1/10/08 3:15 PM Page 1


Urban worked to positively influence the communities where Grange operates, which has been a company and a personal philosophy for him. His leadership led to the building of the Grange Insurance Audubon Center, which is slated to open this summer in downtown Columbus. He has also overseen the physical expansion of Grange in Columbus with the building of a 240,000 square-foot addition to its corporate headquar-ters. Other community leadership roles for Urban over the past 10 years include serving as treasurer of the Downtown Devel-opment Commission, chair of the United Way Leading Edge campaign, chairman for Experience Columbus and secretary-treasurer of the Columbus Zoo.

“I’ve spent most of my career, 29 years, in the insurance indus-try and I’ve been so lucky to be involved with this great com-pany and its employees and to be able to represent Grange in such a wonderful, vibrant city as Columbus. I couldn’t have had a better group to work with than the folks here at Grange and I’m confident in the success of this company moving forward,” Urban said. “That being said, I’m ready to move on to the next phase in my life.”

Grange Mutual Casualty board chairman Michael V. Parrott said Grange will be looking at internal and external candidates in its search for Urban’s replacement.

Johnson & Johnson Named Among 50 Best Employers to Work for in America

Johnson & Johnson has been recognized as one of the top 50 best small and medium companies to work for in America by the Society for Human Resource Management (SHRM) and the Great Place to Work Institute, Inc. (GPTW). Winners were announced this morning at SHRM’s 61st Annual Conference in New Orleans, the largest gathering of HR professionals in the world.

SHRM and GPTW have revealed the nation’s top 25 small and top 25 medium-sized employers for the last six years.

Hundreds of companies across the United States submitted en-tries in the very detailed and competitive analysis conducted by GPTW. The rankings are primarily determined from employ-ee opinion surveys that analyze an organization’s workplace culture. Employee-survey responses count for two-thirds of an organization’s score. The evaluation process also includes the assessment of organization practices and perspectives from the leadership team, which accounted for one-third of the group’s score.

Full coverage of the award ceremony and other details are available at www.shrm.org.

Employers Poll Shows Most Business Leaders Kept Up at Night Worrying Nearly two-thirds (65 percent) of small business decision mak-

ers say that worries about their businesses keep them awake at night, according to the Small Business Opinion Poll conducted by Opinion Research Corporation, commissioned by EMPLOY-ERS®, America’s small business insurance specialist®. According to the 500 small business decision makers polled across the country, they worry most about the economy, growing and maintaining their business, meeting operating expenses and their business closing.

Small business decision makers also are paying close attention to the federal government’s various stimulus bill packages first geared toward very large financial institutions and more re-cently the small business stimulus package. More than half (55 percent) of small businesses do not believe the initial stimulus bill included enough provisions to benefit them. Impressions of the government’s latest effort to stimulate small business lending via the Small Business Administration have not yet been quantified.

“America’s small businesses and entrepreneurs will play a more profound role than ever in driving growth in the next economic cycle,” said Douglas Dirks, president and CEO, Employers Hold-ings, Inc. “They are the job generators and innovators who will lead us out of the recession, and we want to provide them with the tools to succeed in these challenging times. Because we are exclusively focused on serving small businesses, we are well suited to help them run a more effective, profitable business.”

Additional small business decision maker sentiments garnered from the Small Business Opinion Poll include:

Small business decision makers are evenly split on whether •the Obama Administration will be a stronger advocate for small businesses than the Bush Administration (47 percent vs. 47 percent, with 6 percent undecided) 72 percent expect their 2009 revenue to stagnate or de-•cline in 2009 81 percent expect to cut costs in some way in 2009 •42 percent expect to eliminate or cut back expenses in •2009 21 percent expect to lay off workers in 2009 •

Columbia Announces Leadership Changes

Columbia Insurance Group announced recently that it has made changes within its management team and board of di-rectors. The Columbia-based, 135-year-old, multiline property and casualty company shared the following news:

Joe Scallorns has retired as chairman of the board after nearly 24 years of service. Scal-lorns also served as chairman, president and CEO of Farmers & Traders Bank in California, Mo., until his retirement from those posi-tions in 1998. He is a member of the Base Community Council at Whiteman Air Force Base and serves as a faculty member for the

Missouri School of Banking and Missouri School of Lending.


Got a team that needs Work Comp?

Meet our team

“A” rated Work Comp solutions for small businesses and middle marketsExperience Mods to 1.79 • Competitive pay options • Insurors endorsed

Call (888) 922-2258 or visit www.preferredcomp.com for more information


Robert J. Wagner, chief executive officer, has assumed a dual role of board chairman and CEO. Wagner has served on the board since 1985 and began his career at Colum-bia Insurance Group in 1971 as an adminis-trative assistant. In 1975, he was promoted to vice president of marketing, and in 1982 to executive vice president. In 1987, Wagner

was named chief operating officer, and in 1999, he assumed the role of president and CEO. He is a licensed insurance agent and a board member of the Missouri Association of Insurance Agents, and serves as vice chair of the board of directors for REDI, Inc.

Gary Thompson, chief operating officer, has been promoted to president from his role as executive vice president and COO. In addi-tion, Thompson has been appointed to the board of directors. He joined Columbia In-surance Group in 1989 as a vice president of reinsurance operations. In 1994, he became a senior vice president and in 2002, he was

named COO and executive vice president. He is a board mem-ber and immediate past chairman of Job Point, Inc. and past president and board member of the Heart of Missouri United Way.

Bob Gerding has been appointed to serve as vice chair and lead

independent director for the board of direc-tors. Gerding has served as a board member since 2000. He is a partner of Gerding, Korte & Chitwood CPAs in Columbia. He serves on the board of directors of Boone County Na-tional Bank, as immediate past board chair of Missouri CORE, and is a past chairman of the Columbia Chamber of Commerce.

Gina Boone, vice president and general counsel, has been promoted to corporate secretary. Gina Boone joined Columbia In-surance Group in 2008. Before joining the company, Boone served as assistant vice president and general counsel for a regional property and casualty company in Texas.

ACORD XML Upload A Success for Celina

Celina Insurance Company is now receiving ACORD XML up-load from its constituency of retail agents. Using a vendor pro-vided product, Uplink™, retail agents can now submit ACORD data directly from their agency management systems for both homeowners and personal auto lines.

The Uplink technology is provided by Celina’s vendor, Appu-late, Inc. and gives agents a way to virtually print ACORD forms

Service is our specialty; protecting you is our mission.®

When it comes to Umbrella or Equipment Breakdown Coverage We have fast and competive quotes for you with the service you deserve. • Designed for Condos, Co-ops, Townhouses, Apartments, HOA’s, PUD’s, Habitational Accounts and Lessor Risk Only Exposures • Limits from $1,000,000 to $50,000,000 • Coverage Includes Excess, G.L., D&O & Auto • Minimum premiums as low as $450

For additional information or quote call: 888.548.2465Ask for a New Business Underwriter or e-mail [email protected]

Visit our website at: www.umbrellaprogram.com

A subsidiary of


Fallon | Minneapolis

Bleed: 8.625" x 11.125"

Trim: 8.375" x 10.875"

Live: 7" x 9.5"

Media: FP 4C Bleed

Fonts: Scala Sans Regular and Bold; Arial Regular and Arial Black Regular for crops/slug

Ink Colors: CMYK

Notes: N/A

Creative Director: Todd Riddle

Art Director: Dean Hanson

Copywriter: Dean Buckhorn

Production Artist: Brett Hudoba

Project Manager: Lindsey Anderson

Art Buyer: Julie Backer

Print Producer: Tom Beckel

Account Executive: Jamie Lykken

Account Supervisor: Jennie Moore

Publications: Issue: Close: Ext:Tennessee Insuror 07/01/08 06/15/08

Client: Travelers

Job Number: SPSPC6PC046

File Name: SPSPC6PC046v2alt1_8-3x10-8

Description: Brand - Hover Car

Date/Time: 06/09/08

travelers.com©2008 The Travelers Companies, Inc. All rights reserved. The Travelers Indemnity Company and its property casualty affi liates. One Tower Square, Hartford, CT 06183A discount of up to 10 percent applies only to certain coverages. The discount may not be available in all states and is subject to individual eligibility.

Hybrid cars? Hover cars? Who knows what lies on the road ahead? At Travelers,

we’re working to identify changes in the world and to make sure your customers’

policies stay in-synch. Do your forward-thinking customers want to drive a

hybrid car? We help you reward them with a discount. Is your small business

client concerned about identity theft? We’ll suggest the latest solutions. Contact

Travelers today. After all, the world is evolving. We think insurance should, too.

2008. Hybrid car accident.

2014. Hover car accident.


directly from their agency management system. The data is then uploaded and converted to ACORD XML so that it can be consumed by Celina’s retail agent portal.

Since the project began in February, many of Celina’s agents have installed and are using Uplink. “The feedback from the agents has been very positive”, said Rob Shoenfelt, Chief Infor-mation Officer, Celina Insurance Company. “The technology is really simple to use which is why the agents are embracing it so quickly. Appulate’s prompt service is refreshing and we are glad to have the positive partnership, commented Shoenfelt.”

Uplink can be downloaded directly from Celina’s retail agent portal. The download takes less than 2 minutes and there is no cost to the agent. Additionally, Uplink is compatible with any retail agency management system on the market.

Acuity Confirms Kirkwood as Board Member

Rhonda Kirkwood has been named to ACU-ITY’s Board of Directors. Kirkwood is princi-pal of Kirkwood Consulting, Inc. in Milwau-kee and brings her experience as both a corporate leader and entrepreneur to ACU-ITY’s Board.

“Rhonda’s personal drive combined with her diverse business background, management consulting ex-pertise, and experience in sales and customer service will be an asset to ACUITY’s Board of Directors,” says Ben Salzmann, ACUITY President and CEO.

Kirkwood began her career in sales and marketing after at-tending UW-Milwaukee. Over the course of her career, she has served in numerous executive leadership positions at compa-nies such as Cleaver-Brooks, Bader-Rutter, and HB Performance Systems and on several corporate and community boards. In 2001, Kirkwood was named General Manager and Vice Presi-dent of the Hayes Bicycle Group, where she worked until form-ing her consulting business in 2008.

“I am honored and excited to be working with a fantastic orga-nization like ACUITY,” Kirkwood says. “ACUITY has a culture that is built around the same business values and principles that I strongly believe in —teamwork, superlative customer service, and an empowered, engaged workforce.”

Accident Fund Honored With ACORD Awards

Accident Fund Insurance Company of America was recently honored at the ACORD LOMA Insurance Systems Forum at Walt Disney World in Orlando, Fla. Accident Fund received two pres-tigious awards recognizing them for implementing innovative technology solutions for interfacing with their customers and for adhering to insurance industry standards.

The ACORD User Group Information Exchange (AUGIE) Down-load Award recognizes organizations who are finding success

using ACORD data standards to provide information to their agents in a timely and consistent manner. Accident Fund im-plemented a system that focuses on providing agents simple solutions for doing business and exchanging information. With this technology, agents have the tools they need to success-fully manage their business and enhance their service to poli-cyholders. As such, the association recognized Accident Fund’s efforts with this prestigious distinction.

The Real Time and Download Implementations, Multiple Trad-ing Partners Award is bestowed on those companies having a large volume of agents using real-time and download func-tionality, along with a variety of agency-management systems. For Accident Fund, this award means that their real-time efforts are not going unnoticed as their Web Services team works to provide the highest level of efficiency possible for our agent partners. This marks the third year that Accident Fund has been recognized at this ceremony for Web development efforts.

Lehman Joins Insurance Group of Tennessee

W. Brad Lehman has joined the staff of In-surance Group of Tennessee in Dickson as a new partner and principal of the company. Lehman new responsibilities will include helping promote the company’s line of Fire-man’s Fund “Prestige” homeowners prod-ucts to independent agencies throughout the state. u

“Regardless of your agency’s size or location, with Real

Time you’ll experience the same types of savings the largest agents and

brokers see.

“Real Time is not going to company Web sites and re-keying information.

When I explained the new way to my staff, some felt they could do it faster

their own way. But real-time processes blow old methods away by 50%

or more.”

Experience the power of Real Time.

Start at getrealtime.org.

‘Real-timefunctionality isthe greatequalizer.’


This message brought to you by the Real-Time/Download Campaign, which is dedicated to improving the competitiveness of the independent agency distribution channel. Participants include independent agencies and brokers, carriers, technology providers, user groups, and agent and industry associations.

Bob SlocumPresident

Slocum Insurance AgencyWarwick, R.I.


“Regardless of your agency’s size or location, with Real

Time you’ll experience the same types of savings the largest agents and

brokers see.

“Real Time is not going to company Web sites and re-keying information.

When I explained the new way to my staff, some felt they could do it faster

their own way. But real-time processes blow old methods away by 50%

or more.”

Experience the power of Real Time.

Start at getrealtime.org.



This message brought to you by the Real-Time/Download Campaign, which is dedicated to improving the competitiveness of the independent agency distribution channel. Participants include independent agencies and brokers, carriers, technology providers, user groups, and agent and industry associations.

Bob SlocumPresident

Slocum Insurance AgencyWarwick, R.I.


One of the reasons our Association has the ability to have an impact in our State government is our Association’s Political Action Committee, InsurPACTN. Without InsurPACTN and the hard work of our lobbyists, we would be unable to affect the changes we seek, or defend against unwanted legislation.

InsurPACTN only supports candidates for the Tennessee General Assembly and State Governors Races. Federal Congres-sional races are supported by Big “I”’s PAC which we refer to as InsurPAC-Na-tional. Both PAC’s are critical to the gov-ernment affairs efforts of Insurors and Big “I”. However, this article concerns only the State of Tennessee PAC.

Here is a list of the current contributors to InsurPACTN for 2009 (list accurate as of July 22nd):

A Plus Insurance Agency, LLC•Allen Insurance Group, LLC•Allen Green•April Norris•Barbara Hunt•Bob Markus•Bobby Sain•Brad Smith•Bradley Insurance Agency•Bruce Robins•Busch H. Thoma•C. D. Reese•Catherine Felty•Chip Hoover•Chris Allison•Darlene Trent•Dave Bratcher•David Williams•Davis Porch, III•Dixie Smith Insurance Agency•Eddie Gibbons•Edward E. Miller, III•Edward Kaiser•Faye Ashley•Fred L. Davis Insurance Agency•Gina DeLoatch•Gregory Allison•Guess Insurance Agency•

Gwen Spann•Hatchett Insurance Agency•J. Alan Johnson•Jack Ray Agency•James Allison•James C. Ward, III•Jimmy Alsup•Jimmy Palmer•John Evans•John McInturff, III•John W. McInturff, Jr.•Johnny Griffin•Johnny Thompson•Joseph Madden III•Lipscomb & Pitts Insurance•Malcolm Sims•Mark Harris•Maurice Pinson•Michael Ford•Michael Winn•Miley & Tansil Insurance Services•Mitch Rader•MSC Insurance Agency, LLC•OccuSure Work Comp Specialists•O’Kain & Clark Insurance Agency•Parker & Watts Insurance Agency•Paula Long•R. Donald Scott•Richard Powell•Richard S. Hollis, Jr.•Robert C. Garrett•Robert F. McIntire Jr.•Roger Smith•Rush Powers•Scott Ferguson•Sommet Insurance & Risk Mngmt.•Stephen Bryant•Stephen DeBell•Stephen Smith•Stephen T. Koella•Steve Oseman•Thomas Zerfoss•Timothy Lee•Timothy J. Witt•Tom Jennings•Townsend-Evans Insurance•Tracy H. Lomax•Walt Bradshaw•W• hite & Associates/First Citizens InsWil• liam Oldham

PAC Contributors: Is Your Agency All-in?

®

FirstComp Insurance

Company, the long term solution for

your agency

FirstComp Insurance Company strives to

provide superior customer service to all of

our agencies and policyholders.

Currently, FirstComp is targeting Tennessee

accounts up to $25,000

in premium!

FirstComp Insurance Company was recognized as National Underwriter’s

most profitable commercial lines insurer in

the nation in 2007.

Questions? Contact Tennessee Sales Manager

Spencer Dillon(865) 604-5552

[email protected]

FirstComp is a trademark of Aspen Holdings, Inc. used under license by its affiliates including but not limited to those doing business as FirstComp Insurance Company, FirstComp Underwriters Group, Inc., FirstComp Group Inc., FirstComp Group, FirstComp Insurance Agency, Inc., FirstComp Insurance Services of Nebraska, Pinebrook Insurance Group, Inc., Pinebrook Insurance Agency and Rex, Inc. d/b/a Risk Exchange Insurance Agency. FC1119(0709)_TN


To learn more, visit

A- “Excellent” A.M. Best Rating

Tennessee Agents:We Want Your Business!

�

�

�

�

�

Competitive pricing and f

Good income potential.

Superior services, particularly in the area of claims.

Stability during good times AND bad.

lexible payment options.

A variety of easy ways to get a quote.

Fast turnaround; small business quotes receive same day (often same hour) responses.�

In return, we offer:

www.guard.com/applyOR call .1-800-673-2465, ext. 4567

So far, this year’s campaign has given us a fund of just over $29,000.

Why it Matters Now

The November 2010 elections may seem like light years away, but now is the time to support those candidates for the Ten-nessee General Assembly that can make a difference on im-portant issues facing the independent agency system and your agency. In 2010, we will have a new Gov-ernor, as well as a new Commissioner of Commerce and Insurance. The Republicans hold a tenuous 1 vote margin in the House and a 3 vote margin in the Senate. Our PAC has already received over $30,000 in contribution requests since the June recess.

We need your help. Successful government affairs actions are based on three important principles:

Gra1. ssroots support –know your legislators personally; Experienced and respected lobbyists; 2. Pol3. itical Action Committees – which must be well funded to assist those folks who can understand and support our issues

Through a contribution, your name will join the list of those members who have already supported the PAC in 2009.

Going All-in

Last year we began the “All-in” campaign. The premise is simple; we are asking each Agency member of the associa-tion to send a check to InsurPACTN equal to $50 per agency employee. If every agency went All-in, the PAC would be able to adequately support the Representatives and Senators who help us the most. We are asking you to consider doing just that. We believe that $50 per employee is a small price to pay to continue supporting our efforts in State government.

This year at the convention those illustrious members of the All-in program will be rec-ognized by receiving special ribbons and at

a ceremony during our Annual Meeting.

There is Still Time to Help

If your agency is a sole proprietorship, partnership, or an LLC you can contribute to InsurPACTN with a company check. Cor-porations cannot legally do so in Tennessee. The same rules apply to the credit card contributions we accept. To contrib-ute send your check to:

InsurPAC TennesseeP.O. Box 120539Nashville, TN 37212-0539

Visit www.insurors.org for more info. u


Exclusive plan for Tennessee residents•

Access to the nation’s largest PPO network, •

including 67,000 dentists nationwide

Affordable rates starting at $31.22•

Exceptional service for you as well as your clients•

Brochures available in English and Spanish

For more information contact Darlene at (800) 223-3104 ext. 209 Or visit us at www.DeltaDentalTn.com

Tennessee’s best dental plan is now available for individuals and families!

More reasons for individuals

to smile

No balance billing when visiting a •

participating provider

Rich benefit offering, including coverage •

of implants

Value-added benefits include discounts on •

prescription drugs, vision and hearing care

151 05/09

We do dental. Better.


MeetingsStill Plenty Left for 2009 Chattanooga Local Board Golf Tournament

The Insurors of Chattanooga have scheduled their annual golf tournament for Monday, August 24th at the beautiful Chattanooga Golf & Country Club. The event will kick off with a lunch in Overlook Lounge and then a cocktail reception will immediately follow the golf tournament. The reception will include many great door prize giveaways. The tournament’s proceeds will go to benefit the Insurors of Chattanooga Scholarship Fund.

For information please contact Brenda Garrett by e-mailing [email protected].

CPCU to Hold Annual Meeting and Seminars

The national Chartered Property and Casu-alty Underwriters (CPCU) Society will hold their annual meeting in Denver, Colorado, on August 29th through September 1st.

The host location for the event will be the Colorado Convention Center, and you can find out more information now by visiting www.cpcusociety.org.

The Insurors 116th Annual Convention

Don’t forget about the Insurors 116th Annual Convention, taking place October 24th-27th at The Peabody

Hotel in Memphis. Some of the many great activities include the largest trade show for independent agents in Tennessee, golf at Chickasaw Country Club, the Viking Cooking School, entertainment from the Blues Other Brothers, speakers like former U.T. Volunteers Quarterback and current Congressman Rep. Heath Shuler and incoming Big “I” President J. David Daniel, educational offerings, door prizes and some good food too!

Find out more now, or reserve your spot today by visiting www.insurors.org. You can also reserve you hotel room by visiting www.peabodymemphis.com and using the group # 887804 or calling 901.529.4000 and mentioning the Insurors convention. We’ll see you in Memphis! u

The National Security Group has always been committed to helping others feel secure in times of need, and we’ve been doing just that for over sixty years. Our relationship with our policyholders is only equaled by our relationship with our agents, providing them with a partnership profi t sharing program and an award-winning web site that enables 24/7 realtime policy info, fast online quotes, and endorsement and policy dec page printing to name a few. Talk with us today and discover why thousands of policyholders depend on us to insure their world. Call1-800-239-2358 or visit us on the web at www.nationalsecuritygroup.com.

S E C U R I T Y

NOWAVAILABLE!

Vacant

Dwelling

Exclusive plan for Tennessee residents•

Access to the nation’s largest PPO network, •

including 67,000 dentists nationwide

Affordable rates starting at $31.22•

Exceptional service for you as well as your clients•

Brochures available in English and Spanish

For more information contact Darlene at (800) 223-3104 ext. 209 Or visit us at www.DeltaDentalTn.com

Tennessee’s best dental plan is now available for individuals and families!

More reasons for individuals

to smile

No balance billing when visiting a •

participating provider

Rich benefit offering, including coverage •

of implants

Value-added benefits include discounts on •

prescription drugs, vision and hearing care

151 05/09

We do dental. Better.

From June 29-July 1, nearly 100 agents, company representa-tives, association staff members and educators joined together to learn how to launch and/or expand an InVEST program. Two high school teachers spoke on how to engage young people and get them excited about insurance, and community college pro-fessors and agent liaisons spoke about the successes and chal-lenges of their respective programs. The schedule also included “InVest 101,” a program highlighting resources available from the Big “I,” including breakouts and social media opportunities. Attendees participated in a variety of networking opportunities and conntected with seasoned InVEST champions and newcom-ers to the program.

Sharon Simmons of Lipscomb & Pitts Insur-ance in Memphis is the State Champion of InVEST for Tennessee. She attended the workshop on behalf of Insurors and came back with the following report on the current standing and future vision of the educational program:

InVEST’s mission is to improve insurance literacy of students and attract new talent to the insurance industry. Independent agents, insurance carriers, state associations and teachers at both the high school and collegiate levels are working to-gether in 35 states to promote programs that will introduce students to an industry that offers rewarding and multi-fac-eted opportunities. The average age in the industry today is 54 or “the Baby Boomers” (often considered as those born be-tween 1945-1960). We are targeting another generation, “the Millennials” (often considered as those born between 1980-1995) who lend great multi-tasking skills and are community oriented. Millennials today want:

Great technology •Flexible work schedules •Opportunity for advancement•

There are over 400 different carrier opportunities in the insur-ance industry today. InVEST believes we can fulfill the needs of today’s college graduate with a career that gives great flexibility in work schedule and provides opportunity for suc-cess. Project InVEST started 1970 in California. Today there are ac-tive programs across the country including a full working model in St. Pete Catholic School, Tampa Bay, Florida. Gary Preston won InVest Teacher of the year in 2000 and has grown his program to 3 classes or 35 students each. Gary uses a full simulation modal allowing students to name their insurance company and the completed portfolios are graded and re-

Project InVEST Program Update By Sharon Simmons of Lipscomb & Pitts Insurance, Tennessee Project InVest Champion

warded at end of year with scholarships on the local, state and national levels.

“Students need to take ownership,” quoted Preston when he was asked about the key to his success. He teaches Business Dynamics and life Skills on a full year curriculum however ad-vised that teachers can do as little as 2 weeks per semester or per year. Teachers are provided with text books and course guides through the national Association with the help of local vol-unteers. Scholarships are also available, with over $45,000 being awarded in 2009. The Griffith School Foundation also sponsors teacher training at several universities including Mississippi State University in Starkville, Mississippi. Teachers receive credits toward continuing education as well as insur-ance basics. More information on the program is available, along with free resource materials, at www.investprogram.org, or look for the Project InVEST booth at this year’s Insurors 116th Annual Con-vention, taking place October 24th-27th in Memphis at The Peabody Hotel. u

You’re busy.

There seem to be a million things at your agency that require your attention every day. From finding Workers’ Compensation multipliers, to training your staff, to documenting your client conversations and the list goes on and on. You don’t have time to go to the Insurors website and look around.

Or do you?

Did you know that the answers to a lot of your everyday ques-tions may be available online in one place? How much time would that save you? Just by logging in to the Insurors website’s Members Only section you can find hundreds of documents, FAQs, forms and insight right at your fingertips. Here’s an exam-ple of some of the things available online:

Workers’ Compensation •Frequently Asked Questions•Loss Cost Multipliers•Benefit Tables•Modification Factors•

Laws•Legislation Being Tracked•Auto Laws•Commercial Cancellation Law•Consent to Rate Law•

Labor Forms•C-Forms•I-Forms•

Agency Management•Acquistions•Advertising•Operations•Privacy Statements•

Registration•Education Schedules•The • Bulletin archiveThe • Marketplace Update archive

All this and more is available to all our members, any time of day, and is updated frequently. Don’t have a login? Click the “Sign Up Now” link in the top right corner of our site to get one. If you al-ready have a login but can’t remember your password, click the “Reset my Password” link on the login page. And as always, if you need assistance, just e-mail us at [email protected] and we will be happy to help. u

Check the Insurors Website for the Answers You Need

Member Tips

by Daniel Smith, Director of Communications

Directory of Advertisers Advertiser Phone Website Page

nsurorsTENNESSEEof

116th ANNUAL CONVENTION OCT. 24-27, 2009

memphis

.........TIGERS.........THE

MEMPHIS REDBIRDS......

MEMPHIS GRIZZLIES......

....TIGERS BASKETBALL

Accident Fund (517) 342 - 4200 www.accidentfund.com 34

ACUITY (800) 242 - 7666 www.acuity.com 40

Amerisafe (866) 719 - 0267 www.amerisafe.com 12

Amerisure Insurance (800) 257 - 1900 www.amerisure.com 27

Arlington/Roe & Co. (800) 878 - 9891 www.arlingtonroe.com 22

Auto-Owners Insurance (517) 323 - 1200 www.auto-owners.com 18

Bailey Special Risks, Inc. (800) 768 - 7475 www.bsrins.com 2

BlueCross BlueShield of Tennessee (865) 588 – 4612 www.bcbst.com 55

Builders Mutual (800) 809 - 4859 www.buildersmutual.com 28

Centralia + South & Western (800) 467 - 2600 www.centraliains.com 24

Delta Dental (800) 223 - 3104 www.deltadentaltn.com 50

FCCI Insurance Group (800) 226 - 3224 www.fcci-group.com 16

Financial PSI (800) 456 - 5191 www.financialpsi.com 33

FirstComp Insurance (888) 500 - 3344 www.firstcomp.com 48

General Casualty Companies (800) 334 – 0241 www.generalcasualty.com 7

Grange Insurance Companies (800) 422 – 0550 www.grangeinsurance.com 30

Guard Insurance Group (800) 673 - 2465 www.guard.com 49

Harford Mutual Insurance Company (800) 638 - 3669 www.harfordmutual.com 41

Independent Agents Alliance of Tennessee (931) 526 - 9093 www.iaatn.com 31

Individual HealthCare Specialists (866) 661 - 6500 www.ihstn.com 36

InsBank (866) 866 - 4268 www.insbanktn.com 11

Johnson & Johnson (931) 704 - 0810 www.jjins.com 23

Lemic Insurance Company (225) 201 - 0107 www.lemicins.com 37

London American Risk Specialists (713) 977 - 7726 www.londonamerican.com 26

National Security Group (800) 239 - 2358 x 267 www.nationalsecuritygroup.com 51

North Alabama Insurance (800) 824 - 1740 www.nai1983.com 35

Penn National Insurance (800) 395 - 0518 www.pennnationalinsurance.com 56

Preferred Comp of Tennessee (888) 922 - 2258 www.preferredcomp.com 43

Preferred Property Programs (888) 549 - 2465 www.umbrellaprogram.com 44

Southern Cross Underwriters (800) 824 - 4403 www.scui.com 19

Summit Holdings (800) 971 - 2667 www.summitholdings.com 24

Tapco Underwriters (800) 334 - 5579 www.gotapco.com 13

Tenco Services, Inc. (800) 621 - 1313 www.tenco.com 46

Tennessee Agents Alliance Group (888) 320 - 0294 www.taagtn.com 23

Tennessee Underwriters, Inc. (615) 791 - 1400 www.tnund.com 20

Travelers Insurance (615) 660 - 6015 www.travelers.com 45

© 2008 BlueCross BlueShield of Tennessee, Inc. is an Independent Licensee of the BlueCross BlueShield Association.

Cli

en

t:

B

CB

S

A

D:

M

A

J

ob

Nu

mb

er:

BC

BS

11

09

Jo

b N

am

e:

BO

AT

AD

SE

PTE

MB

ER

-DE

CE

MB

ER

DE

AD

LIN

ES

D

ate

Pro

du

ce

d:

08

/25

/20

08

Pu

bli

ca

tio

n:

In

suro

rs o

f TN

Mag

.

Liv

e A

rea

:

7.5

” X

10

”

Tri

m:

8

.5”x

11

”

Ble

ed

:

n/a

C

olo

r:

4C

BCBS1109_l1ma_BoatAd_Insurors of1 1 9/2/08 11:07:41 AM

Register online at www.insurors.org

.........TIGERS.........THE

MEMPHIS REDBIRDS......

MEMPHIS GRIZZLIES......

....TIGERS BASKETBALL © 2008 BlueCross BlueShield of Tennessee, Inc. is an Independent Licensee of the BlueCross BlueShield Association.

Cli

en

t:

B

CB

S

A

D:

M

A

J

ob

Nu

mb

er:

BC

BS

11

09

Jo

b N

am

e:

BO

AT

AD

SE

PTE

MB

ER

-DE

CE

MB

ER

DE

AD

LIN

ES

D

ate

Pro

du

ce

d:

08

/25

/20

08

Pu

bli

ca

tio

n:

In

suro

rs o

f TN

Mag

.

Liv

e A

rea

:

7.5

” X

10

”

Tri

m:

8

.5”x

11

”

Ble

ed

:

n/a

C

olo

r:

4C

BCBS1109_l1ma_BoatAd_Insurors of1 1 9/2/08 11:07:41 AM

Insurors of Tennessee2500 21st Avenue South, Suite 200P.O. Box 120539Nashville, TN 37212

Listening is big at our company. We listened to our agents and developed simple,

real-time automation for quoting personal auto

and home. We listened to our commercial

lines agents and developed BOP, Inland Marine

and Commercial Auto products that offer

comprehensive coverage at a great price.

And, our agents tell us that when it comes to

considering an unusual account, we’ll listen

and evaluate all the merits of a risk before

making a decision.

Big

Visit us at www.PennNationalInsurance.com to find out how you can become an agent with big opportunities for growth.

What do you expect from your insurance carriers?

Listeners

PRSRT STDU.S. Postage

PAIDNashville, TN

Permit No. 380

Documents

The Tennessee Insuror Jul/Aug 2009