Oregon Agent Spring 2020

SPRING 2020 Young Agents Fundraiser April 17 ACORD Forms Find Top Talent Save the Date Annual Convention August 16-18

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Spring 2020 CONTENTS 5 Message from the IIABO President, Debbie Flores 6 Message from the IIABO Executive Vice President, Tyra Dressel OREGON Agent 8 2020 IIABO Premier Partners 10 IIABO Leadership 2019-2020 IIABO Office 13 Big I National Legislative Conference May 13-15, 2020 6 Centerpointe Drive, #430 14 ACORD Forms, Big “I” Member Benefit 2020 Lake Oswego, OR 97035 16 How to Communicate Trust without Saying a Word 18 Save the Date: Young Agents Spring Fundraising Event Phone: 503-274-4000 Fax: 503-274-0062 April 17 Toll Free: 866-774-4226 19 Big “I” Business Resources IIABO Team Directory 20 Risk Management Resources a Click Away Executive Vice President 22 EO Happens Website Information 23 Find Top Talent Tyra Dressel 24 Save the Date: 2020 IIABO Convention August 16-18 [email protected] 25 IIABO Staff Quick Guide 26 Tools to Help You Build. Grow. Thrive. Director of Member Services LeeAnn Smelley ADVERTISER INDEX Applied Underwriters 28 Mutual of Enumclaw 27 (auw.com/us) (mutualofenumclaw.com) [email protected] Berkshire Hathaway Guard 25 Preferred Property Program 12 Director of Agency E&O (guard.com) (ppp-quotes.com) Melissa Reed EMC (emcins.com) 3 RT Specialty (rtspecialty.com) 25 [email protected] Griffin Underwriting Services 2 Western National Insurance 7 RLI Administrator (goGus.com) (wnins.com) April Pitz Imperial PFS (ipfs.com) 12 [email protected] IIABO Lobbyist Roger Beyer [email protected] About the cover: Cherry trees in Salem’s State Capitol State Park frame the capitol building topped with the Oregon Pioneer, a symbol of the independent spirit of Oregonians. Photo credit: Michael Warwick/Shutterstock. The Oregon Agent is a publication of the Independent Insurance Agents and Brokers of Oregon and is published quarterly by Blue Water Publishers, LLC. IIABO reserves the right in its sole discretion to reject advertising that does not meet IIABO qualifications or which may detract from its business, professional or ethical standards. IIABO and Blue Water Publishers, LLC do not necessarily endorse any of the companies advertising in the publication or the views of its writers. The publisher cannot assume responsibility for claims made by advertisers, content provided by the editor, or for the opinions expressed by contributing authors. For more information on advertising, contact : Eric Johnson Blue Water Publishers, LLC phone: 414.708.2059 fax: 414.354.5317 [email protected] 4 The Oregon Agent • Spring 2020

MESSAGE FROM THE IIABO PRESIDENT Debbie Flores AAI, AU, CIIP, CIC Property & Casualty Director – k.p.d. Insurance, Inc. President IIABO ISpring is just around the corner and I can safely the core of a strategy, a program, an event or any other say, most everyone is super excited about it. The business function. appearance of fresh new life whether it be in flowers, baby animals or the spider living in corner of your living The original foundation of the IIABO was putting people room that you didn’t notice until the sun finally came with people to share industry stories, aspirations, out! resources, concerns, family The “Next Generation” NEGOTIATE WITH and most of all, having fun at the same time. We can still of IIABO leadership has EASE, INFLUENCE “check” all of those boxes! done a phenomenal job of WITH TRUST AND The annual convention this launching the Premier Partner Program, that allows Allied DETECT DECEPTION year will be August 16-18th and Associate members to at Eagle Crest Resort in support the association at WITH CONFIDENCE. Redmond. Stepping away an elevated tiered level. To from the traditional sales date, we have signed on the presenters, we have a following partnerships: 11 confirmed guest speaker, Bronze, 7 Silver, 1 Gold, 2 Platinum and 1 Diamond Pamela Barnum, a body language trust strategist. Her Plus for a total of 22 Partners in the first quarter. tag line is “negotiate with ease, influence with trust and detect deception with confidence.” Participation and accessibility to the association’s resources is what will keep us alive and vibrant. With Again, I reach to the Cambridge Dictionary for the the help of these amazing partners we will be able definition of “Spring.” While it seems straight forward, to continue the education and events that are the there were several definitions to choose from. I think “heartbeat” of the organization as well as add more this one best fits this association and the work we value to our members. Getting members involved are doing. “To move quickly and suddenly toward a requires relationship, maintenance and a consistent particular place or to a new condition.” Thanks to all of effort. The effort made is really paying off. you, this is happening. The humanistic side of business has been slowly fading Sincerely, away. In 2019 the IIABO board took steps to develop a strategic plan to further develop the foundation, that Debbie Flores, AAI, AU, CIIP, CIC has been a part of this association for decades and Property & Casualty Director – k.p.d. Insurance, Inc. dovetail it with the excitement and energy of the Young IIABO President Agents group. Part of the plan was to place people at Spring 2020 • The Oregon Agent 5

FROM THE IIABO EXECUTIVE VICE PRESIDENT Tyra Dressel I As we head into longer days, with spring soon upon Tax” is an incredible example of what a large collective us, there are reminders everywhere of new growth can accomplish. Last year, we sent a group of both and possibilities. The IIABO is no exception. We have seasoned and rookie association members to D.C. They seen enthusiasm and support of our organization, spoke directly to our Oregon representatives, senators take us to a new energized level through both the and their staff about those exact issues. This year, we overwhelming response to our 2020 Partners program will continue the tradition, as the issues are just as and the regenerated involvement in our organization significant. We are in new territory with cyber insurance at all levels. The Young Agents Committee, the future and continued insurance regulatory reform as well as leadership of our organization, has stepped up their employment regulation. What often is sensationalized events to include a fundraiser for Make A Wish on in the news is not what impacts our members on a April 17. Their belief in building a committee that will day-to-day basis. It is the quiet legislation that makes encourage young insurance professionals to network, the difference in how we run our businesses, how we mentor and collaborate is inspiring. The additional are taxed and what requirements our industry will have. philanthropic focus is an example of what a difference It is proven by the successes in 2019 that experts and our organization is making to support, connect and those who are in positions to give personal face-to-face engage. testimony does make a difference. When the IIABO goes to D.C., it demonstrates that business leadership In May, we will be taking a contingency to Washington, in Oregon is not afraid to roll up their sleeves to seek D.C., to advocate at a grassroots level. Now more than sustainable solutions that gives Oregon a competitive ever, is it imperative that as an organization we use our edge for business to thrive. What is good for business, voice, as well as our financial support, to lobby members is ultimately good for the communities we live in and of the house and senate. IIABA members from across give back to. the country take to the hill to inform elected officials and their dedicated staff in areas that are complex and If you are not able to join IIABO in Washington, I urge affect the insurance buying consumer. We are not only you to contribute to InsurePac (National Insurance a collection of independent insurance professionals, Political Action Committee) and OIPAC (Oregon but also a collection of entrepreneurs and business Insurance Political Action Committee for the State of owners. The issues that cross the legislative floor do Oregon issues and campaigns). It is the combination of impact our way of doing business, who we serve and financial, boots on the ground and voices in the halls our way of life. The Big I, one of the largest insurance of the house and senate that our industry can make a lobbies in the nation, is educating and advocating for difference. It is the consistency of purpose that gets us its members. The uniqueness of this grassroots effort to our desired goals and that benefits our businesses, is that it’s not just a group in Washington doing our those who work with us and the communities that work, It’s the members taking the time to engage at a depend on us to flourish. level with those whom we have elected to keep them grounded in their purpose, representing the will of the Tyra Dressel people. Executive VP IIABO The 2019 bipartisan effort to get the legislation extended for TRIA, NFIP and repealed the “Cadillac Your association staff: Executive Vice President Tyra Dressel 503-274-4000 ext. 131 [email protected] 503-274-4000 ext. 126 [email protected] Director of Member Services LeeAnn Smelley Toll Free Numbers: 1-866-77-IIABO or 1-866-774-4226 6 The Oregon Agent • Spring 2020

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2020 IIABO Premier Partners DIAMOND/PLUS Support Connect Engage 8 The Oregon Agent • Spring 2020

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2019 - 2020 IIABO LEADERSHIP The IIABO Board of Directors is a diverse group of insurance professionals representing the varied interests of agents throughout the State of Oregon.  We would like you to learn more about these volunteer leaders and the years of experience they bring to the association. Debbie Flores Mark Atkinson Lyndsay Kooistra President, IIABO President - Elect Vice President KPD Insurance, Inc. President, Atkinson Insurance Group Vice President, LaPorte Insurance Springfield, Oregon - 33 years Portland, Oregon - 38 years Portland, Oregon - 18 years Steve Smelley TJ Sullivan Bob Rosson Past President, IIABO Legislative Chair, IIABO Finance Chair, IIABO President & CEO Goldfinch President, Timmco Insurance BH Insurance Portland, Oregon – 26 years Consulting Salem, Oregon - 23 years Beaverton, Oregon - 31 years Ed Davis Dallas Ross Kriston Correll National Director, IIABO Young Agents Chair, IIABO Board Member, IIABO Maps Insurance Services JUUL Insurance Agency, Salem, Oregon - 55 years PayneWest Insurance North Bend, Oregon – 22 years Beaverton, Oregon - 6 years 10 The Oregon Agent • Spring 2020

Trish Fulwiler Gary Githens Greg Horner Board Member, IIABO Board Member Board Member President, J.D. Fulwiler & Co. Data Breach Specialist Commercial Lines Producer, Portland, Oregon - 24 years Brown & Brown NW Insurance Partners, LLC Bend/Portland, Oregon - 42 years Portland, Oregon - 31 years Marty Kantola Steve LaCesa Matthew Pidcock Board Member Board Member Board Member Owner, Chet Hill Insurance Owner, Oak Tree Insurance Co-Owner, Valley Insurance Portland, Oregon - 37 years Lake Oswego, Oregon - 37 years LaGrande, Oregon - 17 years John Powell Russ Schweikert, Brett Slater Board Member Board Member, IIABO Board Member, IIABO Owner / Agent, Hopp Insurance Ashland Insurance, Inc., President, Slater & Assoc. Insurance, Inc. Newberg, Oregon - 11 years Ashland, Oregon – 26 years Tualatin, Oregon - 26 years Insurance carriers and service providers do not serve on the IIABO board of directors, but support the association as Associate Members, Sponsors and Exhibitors.  If you want to learn more about the IIABO, or if you would like to get involved, please contact any of these individuals.  If you are not a member, please email LeeAnn Smelley, [email protected] for information on membership. Spring 2020 • The Oregon Agent 11

IPFS Connect® Flexible Payment Mobile App Options eForms Cancellation Avoidance Tools Agency Management IPFS Credit System Integrations Advantage CONTACT: DARREN EVERSOLE | 503.957.5460 | [email protected] Visit us today at ipfs.com or follow us on social media for news and updates on Imperial PFS. Access to products and services described herein may be subject to change and are subject to IPFS’s standard terms and conditions in all respects, including the terms and conditions specifically applicable to use of IPFS’s website and mobile application and IPFS’s eForms Disclosure and Consent Agreement. Copyright 2020 © IPFS Corporation. All rights reserved Preferred Property Program can help you procure Umbrella coverage for your insureds with an AXV A.M. Best rated carrier for the following types of risks: Developer Sponsored Boards Master Associations High-rise Associations & Apartments to 35 stories are eligible and more Limit options ranging from $5 million to $50 million Coverage can include excess D&O ● General Liability ● Auto ● Employee Benefits Employers Liability, Including Employment Practices Liability* (*if covered under the D&O) Follow Form EPLI is available only up to $25 Million limit AUR A In 2016 we partnered with American Union Risk Underwriters (AURA) located in Florida. With our new partner we can now also o er our comprehensive Umbrella, with unsurpassed service and for the following types of risks: Hotels ● Motels ● Timeshares ● Lessor’s Risk Enclosed Malls Shopping Centers Retail ● O ce Buildings ● Warehouses ● Light Industrial Apartments Limit options ranging from $5 million to $100 million For information on our AURA program, contact our experienced underwriter Tom Clementi at 877-506-1430 or visit our website, www.aurains.com A subsidiary of For more information contact our team of Underwriters 101 Crawfords Corner Road, Suite 1300 Holmdel, NJ 07733 888-548-2465 www.ppp-quotes.com 12 The Oregon Agent • Spring 2020

GRASSROOTS ADVOCACY ISSUES BIG I Cyber Insurance NATIONAL Employment Regulation LEGISLATIVE CONFERENCE Flood Insurance Health Care WASHINGTON D.C. MAY 13-15 NARAB Board Creation Terrorism Insurance IIABA CONVENES OVER 1,000 AGENTS WHO Insurance Regulatory Reform LOBBY MEMBERS OF THE Fiduciary Standards of Care HOUSE & SENATE ON ISSUES THAT DIRECTLY Risk Retention IMPACT INDEPENDENT INSURANCE AGENTS. Spring 2020 • The Oregon Agent 13 ASK HOW YOU CAN JOIN US! CONTACT DIRECTOR OF MEMBER SERVICES LEEANN SMELLEY [email protected]

ACORD FORMS BIG \"I\" MEMBER BENEFIT 2020 Inquire Today how your IIABO membership entitles you to free ACORD Forms! www.iiabo.org Big \"I\" Members The result of this agreement is that your agency Receive ACORD will not have to pay the End User License fee to Forms License ACORD. And agents will experience no change in your management system workflow or use of complete article can be accessed at ACORD forms, with the exception of an initial, https://www.independentagent.com/ACT/Pages/efficient/Workflow/big-i- and then annual, validation to confirm Big \"I\" members-recieve-acord-forms.aspx membership. This can be executed through click-through acceptance. Since Jan. 1, 2020, ACORD began charging all users of ACORD forms an End User License(EUL) fee Independent agencies and brokerages that do including agents, brokers and carriers. Currently, not belong to the Big \"I\" national association, most agents access ACORD forms via their agency will need to pay EUL fees to ACORD or JOIN Big management systems or other ACORD authorized \"I\" to take advantage of this benefit and so third-party forms redistributors. The Big \"I\" has much more! negotiated an agreement with ACORD, wherein Big For more help call ACORD directly at \"I\" covers the cost of the End User Licenses when 845-620-1700. accessing via a management system or redistributor, or provide an EUL discount when accessing directly For background on the various ACORD programs through ACORD Advantage Plus Program. and licensing information, please see www.acord.org/forms-faq. 14 The Oregon Agent • Spring 2020

Q & A: **NOTE THAT ONLY ONE Changes and Big \"I\" Benefit (1) REPRESENTATIVE 1) What has changed with ACORD form and PER AGENCY WILL NEED agent access? TO OBTAIN A LICENSE FOR EACH AGENCY. SEE ACORD has maintained a complete library of MORE DETAIL IN ITEM industry specific forms for almost 50 years and #6 N THE FAQ BELOW beginning 1/1/2020 implemented a new fee structure for End User Licenses (\"EUL\"). Previously, the license 5) How does this affect my current agency fees were built into management system fees for workflow? both forms and end-user licenses. The change means that agents will need to obtain their own license Agents are currently being directed by their directly from ACORD, but will still access forms via management system provider to navigate to the their management system provider. ACORD forms License website: (www.acord.org/FormsLicense) 2) How does this affect Big \"I\" member agencies? Agents will then need to register as a site (if they are not already registered) and use a very short The Big \"I\" has worked to ensure that our members process to validate they are a covered Big \"I\" will not incur EUL fees when accessing necessary agent. Once that is completed, the agency rep ACORD forms. All Big \"I\" members with less than goes back into your management system workflow $50 million in P&C revenue will receive a Forms End to begin accessing forms. User License free of charge as part of their Big \"I\" membership. NOTE: This initial validation to obtain a license will need to be done initially and then annually. NOTE: The $50 million annual revenue threshold does not include on-P&C revenue such a s from In addition, Big \"I\" general counsel has obtained Benefits and other lines of business. the End User License and has negotiated changes with ACORD in order to be most balanced and fair 3) What is the benefit to Big \"I\" member to our agent members. agencies? 6) Does everyone in my agency need to The end-user license cost savings will depend upon navigate to the ACORD Forms License site to the size of the agency-significantly less for small obtain a license? agencies. Based on agency size, the savings could be between $20-$2500. ACORD confirms that qualifying agencies should obtain the license at the company level - this 4) What is the EUL and what does it mean to me? means one license for each agency corporate entity, so only one person from each agency This is, in essence, similar to other click-through company (i.e. with the same agency corporate agreements you access for software and online name) would need to sign in to the ACORD Forms interaction. In this case, ACORD is enacting an End License website and obtain a license for your User License to ensure you understand conditions agency name. For agencies named differently such as ACORD Forms being ACORD intellectual under one agency parent, each agency name will property, rights to use and other conditions. The have to obtain a license. great news is that our Big \"I\" general counsel has reviewed this EUL and worked with ACORD to ensure Spring 2020 • The Oregon Agent 15 the conditions are not onerous on you as a Big \"I\" member agent! www.acord.org/forms Members call directly 845-620-1700

PAMELA BARNUM Trust Strategist & Communication Expert How to communicate trust without saying a word. Trust is regarded as one of the most critical and essential ingredients in business, especially in collaborative buyer and supplier relationships. Mutual trust may not be measured on ledger sheets, but it positively influences operations and performance. A recent study found that trust accounts for more than 50% of a consumer’s decision to repurchase or recommend a brand. The study gauged the level of consumer trust competency, integrity, and empathy. Unfortunately, KEYNOTE the level of trust in insurance companies among U.S. consumers is SPEAKER low: 38% trust insurance companies a little, 26% not very much, and 17% not at all. 2020 IIABO Annual Convention The good news is that the insurance industry can build trust by communicating competency, integrity, and empathy with their everyday actions. Research confirms that the majority of our communication is nonverbal, and that trust is primarily expressed by what we don’t say - nonverbal communication. Nonverbal communication, or body language, is an elaborate secret language that is used by everyone but fully understood by few. Those who are fluent in this secret language build trust and gain influence faster than their competitors. Insurance professionals who communicate trust to their clients will build lasting and mutually beneficial relationships. 16 The Oregon Agent • Spring 2020

Nonverbal communication is an easy and cost-effective strategy you can begin using immediately. Without investing additional time or money, the following nonverbal techniques can be used to increase influence and build trust with clients.   Competency can be expressed nonverbally in several ways. Here are three that can be used immediately to garner trust: Power posture. Sitting or standing with good posture signals confidence and reliability. Here’s an insider tip; if you’re offered a selection of chairs, choose the straight-backed chair over the comfy sofa to better maintain your posture. A good handshake. If you want to convey competence and gain trust, a proper handshake is your go-to strategy. The most effective handshake has a neutral grip – that grip that lies between the floppy fish and the 'shake it don’t break it' rule. Remember to keep your non-shaking hand to yourself to avoid the least trustworthy handshake, known as the politicians' handshake (placing the free hand over top of your counterparts shaking hand).  Impeccable manners. Our nonverbals often convey messages of respect, or a lack thereof. Attending a meeting late could be interpreted as disrespect for the person you’re meeting, or at the very least, that you’re disorganized. Integrity  means behaving in a way that is consistent with your values. Communicating integrity through facial expressions and gestures is cost-effective and easy to implement.     Eye contact is one of the most useful indicators of integrity because it can signal interest, openness, and honesty. To effectively establish eye contact, the research recommends: Use the 50/70 rule. Maintain eye contact for approximately 50% of the time while you’re speaking, and 70% of the time while you’re listening. Establish eye contact immediately. Before you begin speaking, focus on the listener’s eyes and do not look down or away.  Practice. Excellent eye contact comes naturally for some, but for others, it is a challenge. Practice looking at an eyebrow or space between the eyes and mouth.  Empathy  is critical in building trust with others. Using empathetic body language facilitates openness and creates an environment that encourages collaboration.    Try these simple strategies to communicate empathy and build lasting trust with others: Move from behind your desk. Removing a perceived barrier increases empathy and creates a bond of trust naturally.  Smile. A Penn State University study found that people who smiled were perceived as more likable, competent, and empathetic, and as a result increased sales. Mirroring  is adopting similar gestures, expressions, and temperament, and it is one of the fastest ways to express empathy and build trust.    Written by Pamela Barnum M.P.A., J.D., Trust Strategist & Body Language Expert Spring 2020 • The Oregon Agent 17

Save the Date IIABO YOUNG AGENTS SPRING FUNDRAISING EVENT Join us for live music, food, silent auction and networking in support of the Make-A-Wish foundation! Tickets will be sold in advance and guests (21 and over) are encouraged to join in this opportunity to support Oregon Make-A-Wish foundation Friday, April 17th from 6-9pm Tumwater Vinyards 375 SW Barrel House Way, West Linn, Oregon 97068 FOR MORE INFORMATION OR TO PURCHASE TICKETS VISIT WWW.IIABO.ORG 18 The Oregon Agent • Spring 2020

Is Your Agency Taking Advantage of Big “I” Business Resources? Did you know that your Big “I” membership provides your agency access to powerful tools and discounts on our strategic non-insurance partners’ products and services? Caliper’s hiring assessments help identify which person is best suited for a given job based on their intrinsic motivation relative to the role’s responsibilities. IIABA members receive 10% off hiring profiles & staff development tools. calipercorp.com/iiaba Start collecting esignatures and online payments all at once while streamlining signing processes and lowering costs. DocuSign’s simplicity allows for easy integration into your existing workflows. IIABA members receive 20% off Standard & Business annual plans. docusign.com/iiaba Gain access to coverage checklists, commercial and personal lines risk analysis systems, important customer file documentation and more starting at just $500/agency annually ($200 savings)! IIABA members pay deeply discounted rates compared to similar products. independentagent.com/roughnotes InsurBanc specalizes in insurance agency financing and cash management solutions. Do business with a bank founded by and for independent agents. insurbanc.com Open or link your IIABA UPS Savings account to receive discounts and call 1-800-MEMBERS to take advantage of UPS Smart Pickup® service free for one year. Big “I” members save up to 34% on shipping. savewithups.com/iiaba Big \"I\" members are eligible for a discount for a custom website builder through web.com. Three custom templates designed with the needs of independent agents in mind. Member pricing: $450 one-time set-up fee & $59/month hosting fees. Contact [email protected] for more details. Order your Big “I” and Trusted Choice logo calendars, business cards and promotioinal items from The Mines Press and you’ll know that your correspondence will deliver the message of quality as well as care. Doing business with Big “I” members for over 35 years. insurance.minespress.com For more more information on these member discounted programs, contact [email protected] or visit independentagent.com/businessresources. ADVANTAGE. Spring 2020 • The Oregon Agent 19

Big “I” Professional Liability and Swiss Re Corporate Solutions Announce Risk Management Improvements to Help Your Agency REVISED CREDIT STRUCTURE FEATURES SHORTER CLASS TIME, INCREASED CREDITS UP TO 30 PERCENT. By Richard Lund, Senior Underwriter and Vice President, Swiss Re Corporate Solutions Swiss Re Corporate Solutions and IIABA have worked *(Risk management course attendance is required for together for more than 30 years to provide the premier application of the other credits. Maximum additional credit is insurance agents errors and omissions program in the 10% for a total of 20%) marketplace. A cornerstone of the program has been to provide comprehensive risk management tools to help 10% Agency Improvement review by a qualified auditor agencies avoid an E&O claim. Understanding that the key to avoiding E&O claims is to have Beginning in the 1970’s, Swiss Re’s predecessor Employers more risk management in the hands of more people, and Reinsurance Company developed its first risk management that the keys to learning have changed since the 1980’s, the (then called “loss control”) seminar with an 8-page outline requirements are being simplified: and more than 30 pages of surveys, coverage checklists, and examples of the potential errors, omissions and claims that • The Risk Management Course reduced to 3 hours from 6 an insurance agent could be subject to. As time progressed, this initial effort has grown to the 15 module “Meeting the • Having a claim will no longer result in the loss of the risk Challenge of Change,” consisting of over 300 pages of management credits materials, examples, sample letters, checklists and many other risk management resources to help you and your • the number of staff required to attend has been simplified agency avoid an E&O claim. to better reflect agency makeup The next evolution of Swiss Re risk management resources • In some states, a written exam may be substituted for was the creation of the E&O Happens Risk Management attendance at a risk management course website, www.iiaba.net/EOHappens, which contains numerous articles, examples, sample forms and letters, Why change the risk management credit now? It’s simple: webinars, and other important materials and resources that data proves that risk management works! The new risk can help prevent insurance agents from becoming an E&O management program structure enables more people to have statistic. better access to risk management materials, which makes your agency operate better and helps you avoid E&O claims. A key to the success of the Big “I” Professional Liability program has been to reward those agencies that take To learn more about how to take advantage of risk management advantage of these risk management resources by applying credits, contact your dedicated Big “I” Professional Liability a premium discount to those who include their staff in risk Program Manager. Find your PM at www.iiaba.net/EOContact. management courses. Swiss Re has been able to prove that there is a direct correlation between attending a risk Not yet part of the Big “I” Professional Liability program, management course and reducing E&O claims. the strongest and most stable agents E&O program in the nation? We would love to tell you more. We serve agencies of Until now, the credit has been limited to 10% of the total all sizes, from a one-person shop to an alliance group. Learn E&O insurance premium. Swiss Re Corporate Solutions and more today at www.iiaba.net/EO. IIABA are pleased to announce that with the development of additional risk management resources, the total premium This article is intended to be used for general informational credits can be increased up to 30% of your agency’s insurance purposes only and is not to be relied upon or used for any premium. Effective 1/1/2020, policyholders can take particular purpose. Swiss Re shall not be held responsible advantage of these additional risk management resources: in any way for, and specifically disclaims any liability arising out of or in any way connected to, reliance on or use of any 10% Attendance at a qualifying Risk Management course of the information contained or referenced in this article. The information contained or referenced in this article is not 5% At least 50% of agency staff Attendance at a intended to constitute and should not be considered legal, qualifying Risk Management* course accounting or professional advice, nor shall it serve as a substitute for the recipient obtaining such advice. The views 5% Using coverage checklists* expressed in this article do not necessarily represent the views of the Swiss Re Group (“Swiss Re”) or the IIABA and/ 5% Agency Website Improvement review by a or its subsidiaries and/or management and/or shareholders. qualified auditor* 20 The Oregon Agent • Spring 2020

Effective Now! Swiss Re Corporate Solutions Policyholders Can take advantage of these Additional Risk Management Credits with a combination of the following (up to 30%): SAVE UP 10% Attendance at qualifying Risk Management Course TO 30% 10% Agency Improvement Review by Qualified Auditor On BIG \"I\" 5% 50% of Agency Staff in Attendance at qualifying Risk Management Course Professional Liability 5% Agency Website Improvement Review* 5% Using Coverage Checklists* *Determined by Swiss Re Corporate Solutions Coming to Oregon Premium Week of October 19, 2020 Contact Oregon Professional Program Manager Presenter: Richard Lund Melissa Reed Phone: *Richard F. Lund, JD, is a Vice President and Senior (703) 706-5409 Underwriter of Swiss Re/Westport,  He has  served on the Big \"I\" Advantage insurance agents' E&O claims counsel. As well as [email protected] publishing and presenting numerous E&O risk management/ loss control seminars, mock trials and articles nationwide since 1992. Class details coming soon... [email protected] Spring 2020 • The Oregon Agent 21

“I don’t mess around with subpar E&O. This is my agency.” Prevent. Our exclusive risk management resources help your agency avoid making common preventable mistakes. Protect. Our superior coverage through Swiss Re Corporate Solutions and our experienced claims teams are in your corner in the event of a claim. Prosper. When you know you have the best agency E&O Protection, you can focus on growing your most important asset–your business. “I co-founded my agency more than 30 years ago. My experience has taught me to take risk when appropriate and avoid risk when it is not worth it. I was an Army medic and saving lives is worth taking risks. Risking your agency with sub-par E & O is not worth the risk. I’ve been with the Big ‘I’ program since the beginning and never looked back .” Raymond “Skip” Hansen s, Inc. 25-year Big “I” Professional Liability Client Risk Management Moment - Sample Procedures Manual Big “I” Bonus Program: Consistency in practices and procedures regarding how business is done is a critical component in E&O claims prevention. Some sample procedures that your agency can EO Happens use to get started in developing a customized procedures manual are available. Keep in Website mind that if all agency staff do not adhere to established procedures it can increase Big “I” members may access robust risk istently followed management resources, articles, tips, procedures will not only establish a pattern of invariable practices aiding in the defense case studies, claims data and more from of E&O claims but they will also improve customer service. our exclusive risk management web site. Learn more at This content is exclusive to Swiss Re Corporate Solutions policyholders. Find it online www.iiaba.net/EOHappens. at www.iiaba.net/EOHappens. To receive a proposal, contact your state program manager. Visit [email protected] 22 The Oregon Agent • Spring 2020

FIND TOP FIND AND RECRUIT. TALENT Recruiting Support Does the thought of hiring a new employee leave you Agencies of all sizes use IdealTraits to hire overwhelmed? Are you seeing turnover, or posting a top performing sales and service staff. Post jobs, receive candidates, send assessments job, but just aren’t finding the “right” person? and identify the right recruit. With various service levels, your job will be seen on top You’re not alone. recruiting sites including ZipRecruiter, Indeed and many more! According to the Agency Universe Study 44% of DIY Hiring Toolkits* independent insurance agency owners say finding Take a hands-on approach to find the right staff with toolkits for personal and qualified new recruits is their top challenge. com m ercial lines CSRs and producers. Includes sam ple job descriptions, postings, Find the right recruits with Big \"I\" Hires, profiles, applications, interview and a one-stop resource for independent insurance reference questions, sample offer letters, and more. agencies to identify, hire and assess top-performing Producers and CSRs. ASSESS AND MANAGE. Ready to Get Started? Sales Call Reluctance Testing* BigIHires.com Your candidate has potential and personality, but will they sell? This assessment can help uncover the true potential and ability. Pre-Employment Assessments* Caliper profiles help you put the right people in the right roles to increase productivity, em ployee engagem ent, and profitability. Benefit from proprietary employee and applicant assessment instruments that accurately measures an individual's job- performance potential. Human Resources Tools* AffinityHR Group offers help with employee challenges, daily operations, com pliance audits, employee handbooks, compensation questions and employee development and more. TRAIN. Technical Insurance Resources Visit the B ig “I” Virtual University for B asic and Beyond online training courses for newer agents. When agents ask, we answer, dive into thousands of in-depth insurance topics a nd if you ca n’t find the a ns wer , a quick online form will connect you with an expert and an answer. *Big “I” Member Discounts Available. Empowering Trusted Choice® Independent Insurance Agents. Spring 2020 • The Oregon Agent 23

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AmGUARD • EastGUARD • NorGUARD • WestGUARD Thank YOU! HAPPY NEW YEAR to our agents, policyholders, employees, and friends who made this past year a successful one for Berkshire Hathaway GUARD. We look forward to working with you again in 2020! APPLY TO BE AN AGENT AT: WWW.GUARD.COM/APPLY/ STAFF QUICK GUIDE YOUR CLIENTS' NEEDS ARE WORLDS APART FROM A Executive Vice President ONE-SIZE-FITS-ALL CONCEPT. Tyra Dressel • [email protected] The industry veterans at RT Specialty are precisely the ones to help Director of Member Services you navigate the wholesale specialty and MGA marketplace. RT LeeAnn Smelley • [email protected] Specialty leads the way in providing specialty insurance services, proven leadership, extensive industry experience and quality RLI Administrator services to retail agents. April Pitz • [email protected] Sue Brennan, President E&O/Cyber Administrator 326 Admiral Way, Suite 210 Melissa Reed • [email protected] Edmonds, WA 98020 Direct: 425-954-2322 IIABO Lobbyist Or contact your local RT broker at rtspecialty.com Roger Beyer • [email protected] Spring 2020 • The Oregon Agent 25 Bookkeeper Jill Tieu • [email protected]

WE UNDERSTAND WHAT MATTERS MOST TO YOU AND WE HAVE THE TOOLS TO HELP—THAT’S OUR JOB. AGENTS COUNCIL DIVERSITY COUNCIL. FOR TEC HNOLOGY. Be diverse. The Big “I” Diversity Task Force is charged with Work smarter. ACT is always looking for ways to help fostering and creating a profitable independent agency agents work smarter, save time and market their distribution force that reflects, represents and serves the services. With workgroups made up of agency, carrier diverse U.S. population. Find tools for more inclusive and vendor representatives tackling issues such as marketing and the Right Start Series will help agencies get mobile strategies, real-time, ACT creates best carrier appointments. practices for the independent agency system on security, mobile, future trends and much more. Whitnee Dillard, Programs Director [email protected] | Ron Berg, Executive Director Independentagent.com/Diversity [email protected] | Independentagent.com/ACT INVEST. BEST PRACTICES. Fuel the future. InVEST is an insurance education Be better. The Big “I” Best Practices study provides a program in high schools and colleges that promotes chance for all Big “I” members to learn from the top insurance as a career opportunity connecting agents, agencies across the United States by revenue category. brokers and carriers with potential employees. The comprehensive product line delivered via research, Opportunities are available to volunteer in one of the resource guides and webinars provides key strategies to more than 800 classrooms. In 2017 InVEST will reach help improve overall agency performance and increase more than 30,000 students creating insurance savvy agency value. consumers and future recruits. Jennifer Becker, Director of Education Programs Deborah Pickford, Executive Director [email protected] | [email protected] | Investprogram.org Independentagent.com/BestPractices VIRTUAL UNIVERSIT Y. YOUNG AGENTS. Find analysis. The Big “I” VU links agents to insurance Lead the way. The Big “I” national Young Agents research, coverage analysis, sample forms, court program encourages industry involvement, from cases and white papers. With more than 17,000 opportunities to speak with legislators to sales, searchable pages your employees have a wealth of leadership and technology training. The Big “I” Young knowledge at their fingertips. Have a tough question? Agents Leadership Institute is the annual gathering of the The Ask an Expert service is like adding more than 50 nation’s best and brightest. Let the Big “I” Young Agents insurance experts to your staff at no charge. help you perpetuate your agency inquire about scholarship opportunities for the Big “I” Legislative Chris Boggs, Big “I” VU Executive Director Conference and leadership meeting. [email protected] | Independentagent.com/VU Jennifer Becker, Director of Education Programs Susie Bonner, Director, Agent Development & Marketing [email protected] [email protected] | Independentagent.com/youngagents TRUSTED CHOICE. channels, or want to see how you can optimize your website and improve your customer experience? Trusted Enhance your brand. Trusted Choice ® is the national Choice offers multiple free resources, tools, training and brand created exclusively for Big \"I\" members to help financial support for utilizing cobranded marketing consumers understand the value independent agents materials. offer. Differentiate your agency from the competition when Kasey Connors, Director of Marketing Operations you leverage our reach, expertise and marketing savvy to [email protected] | trustedchoice.com/agents grow your business. Need help creating an advertising campaign, looking for content for your social media WWW.INDEPENDENAGENT.COM Independent Insurance Agents & Brokers of America 127 S. Peyton Street, Alexandria, VA 22306 26 The Oregon Agent • Spring 2020

Behind every great insurance experience is an independent agent. At Mutual of Enumclaw, we’re proud that our products are only available through local, independent agents— people with a genuine desire to protect members of their community. The fact that our independent agent partners are objective and only o er our coverage when it’s the best fit is what makes for happier, better-insured members. And that’s exactly what thoughtful insurance is about. We show our support for our independent agent partners by providing dedicated underwriters, competitive compensation, marketing assistance, industry-recognized claims service, and more. To see our helpful tools to connect agents and members, visit www.playbook.mutualofenumclaw.com today. Spring 2020 • The Oregon Agent 27

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com. Follow us at bigdoghq.com. ©2020 Applied Underwriters, Inc. Rated A (Excellent) by AM Best. Insurance plans protected U.S. Patent No. 7,908,157.