Alabama Independent 2020, Issue 1

2020 - Issue 1 Pulling Together to Reach the Summit

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alabama 2020 • ISSUE 1 Alabama Independent Insurance Agents, Inc. 141 London Parkway INDEPENDENT Phone: 205-326-4129 | Fax: 205-326-3086 | www.aiia.org CONTENTS Executive Vice President: William “Bill” Jacka, Jr. Editor: Michelle McKee 10 18 LEADERSHIP & STAFF District 7 Kevin Myrick – Tuscaloosa 28 AIIA EXECUTIVE COMMITTEE Lin Moore - Tuscaloosa President: Michael Vance LUTCF, CPIM, CPIA Young Agents 6 Letter from the AIIA President, Michael J.Vance, LUTCF, Cover photo: Biletskiy_Evgeniy | www.istockphoto.com Huntsville Matt Sims - Hamilton CPIM, CPIA President Elect: Margaret Ann Pyburn, CPIA Associate Member Advisory Director 7 Young Agents Chair Report, Matt A. Sims Birmingham Trey Stone, CIC – Birmingham 9 Save the Date – Young Agents Summer Conference,July Secretary/Treasurer: Joni Holt, CIC, CPCU AIIA STAFF 30-Aug. 1 Bessemer Executive Vice President: 10 Without Customer Trust Nothing Else Matters State National Director: Jeff Grice, CIC William “Bill” Jacka, Jr. 12 InsurPac Contribution Form Jasper Director of Education: 13 InsurPac 2019 Contributors Immediate Past President: Ted Kinney, CIC, CPCU, ARM, CPIA, AAI, 14 Thanks to Our 2019 Big I PAC Contributors Steve Sprayberry, CIC AU, CRIS, AINS 16 Thank You 2020 Partners Sylacauga Director of Communications & Member 18 Additional Insureds ‘Per Written Contract’ – Really? BOARD OF DIRECTORS Services: 20 AIIA Convention & Trade Show District 1 Michelle McKee 24 Ted’s Tablet Larry Crosby, CIC – Brewton Director of Education Administration: 26 Education Calendar Zach Schneider – Mobile Tangerie Underwood, CISR, CPIA 27 AIIA Webinars Larry White, CIC – Flomaton E & O Administrator: 28 Industry News District 2 Carol Hunt, CPIA 29 CSR of the Year Award Nomination Form Joe Bennett, CISR – Wetumpka Accounting Supervisor: 30 Welcome New Members District 3 Irene Smyly 31 Seen & Heard Chris Reynolds, CISR – Anniston Director of Meetings & Events: District 4 Nancy Crowe Steve Hoggle, CIC – Guntersville RLI Administrator: Josh Goe, CLCL – Madison Tangerie Underwood, CISR, CPIA District 5 Printing & Mailroom Coordinator: Kelly Aday – Lexington Waymon McIntosh Susanne Grimwood, CIC, CISR – Huntsville Office Manager/Receptionist: Connie Waldrip, CISR – Huntsville Emily Kelley District 6 Russell Greenhalgh, CIC – Birmingham Mary Hall – Birmingham ADVERTISER INDEX PUBLICATION INFORMATION 2 AGC Alabama 30 Berkshire Hathaway 23 M.J. Kelly Company- The Alabama Independent is the official magazine of the Alabama comptrustagc.com Guard Insurance Alabama Independent Insurance Agents, Inc. Association (AIIA), and is Companies mjkelly.com published quarterly by Blue Water Publishers, LLC. AIIA does 8 Alabama Insurance Alliance guard.com not necessarily endorse any of the company’s advertising in this Aianetwork.net 23 SIUPREM publication or the views of its writers. AIIA reserves the right, in 2 CompTrustAGC siuprem.com its sole discretion, to reject advertising that does not meet AIIA 11 Allstar Financial Group comtrustagc.com qualifications or which may detract from its business, professional allstarfg.com 31 Strickland General Agency or ethical standards. 3 EMC Insurance sgainga.com 32 Applied Underwriters emcins.com The publisher cannot assume responsibility for claims made by auw.com/us 5 Summit Consulting its advertisers, content provided by the editor, or the opinions 6 Genesee summitholdings.com expressed by contributing authors. 15 ATA Comp Fund geneseeins.com ATAcompfund.org 19 The National Security For information on advertising, contact Eric Johnson, Blue Water Group Publishers, 414-708-2059 or [email protected]. nationalsecuritygroup.com 4 Alabama Independent | 2020 Issue 1

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Michael J. Vance, LUTCF, CPIM, CPIA AIIA President As AIIA moves into this new products available to you. More importantly, decade of opportunity, we AIIA offers you leadership opportunity by welcome those of you who volunteering to serve on a committee. Serving are starting new agencies, on various AIIA committees will provide you with into an association that insight into the inner workings of the association. has a long-range plan for agencies that buy-in our AIIA offers continuing education credits in independent insurance different cities across the state as well as agents’ distribution system. online. The foundation of this long- range plan includes our Do you need errors & omission liability? AIIA business model of offering offers its members errors & omission liability consumers a choice of protection at a competitive price point. Looking insurance companies and to hire talents? As a member, you will have markets. Another benefit access to Big “I” Hires to help you locate is the AIIA strategic partnership with associate talents for your agency or company. Want to members, which allows them to develop deep increase your insurance knowledge? AIIA offers business relationships with agents all over our continuing education credits in different cities state, because of the visibility offered through across the state as well as online. our First STEP Sponsorships. This year we welcome Nationwide Agents into our independent insurance agents’ distribution system. You find many world-class services and AIIA coordinates an annual state convention and trade show. At this year’s 2020 convention, under the leadership of our new executive director Bill Jacka Jr., we are offering a bonus digital conference. This will be of value to members with smaller agencies like mine, Hundley Batts & Associates Insurance Agency, who are challenged when several employees are out of the office at one time. In this closing letter as president of AIIA, I personally believe in this new decade, that God will supply AIIA with opportunity, but it is up to each of you to do something with it. I encourage you to take advantage of every opportunity to understand, grow, and expand. Best of all! 6 Alabama Independent | 2020 Issue 1

MATT A. SIMS Chair Report As I reflect on the last six months as your before, we can achieve 2019-2020 Young Agents Chair, I remember much greater things as a just how overwhelmed I felt in the beginning group than individually. by being trusted in taking over the 2019 Young Agents Summer Conference in Pensacola, As we look forward in the Florida. I was notified a few weeks prior to year 2020, let’s continue the conference that Toni Jones would likely to work hard and make this miss the conference with her beautiful baby another great year for the girl’s due date being at the same time. Later, Young Agents. As we go out as company when I was made aware that she was going people or agents calling on accounts, I to be induced just a few days before the challenge you to take the extra time to stop conference … I was flooded with anxiety. I by other agencies with young and upcoming kept asking myself how I was going to pull agents and encourage them, but mostly offer this off and fill the shoes of those who came them a sense of community that can only be before me and did such an excellent job. found in our association. From commercial agents, to CSRs, to marketing staff … our 2019 was without a doubt, the busiest year association is beneficial to all. As we start of my life thus far, both professionally and this new year, I urge you to get involved and personally. Our own independent agency, attend as many Young Agents events as Your Insurance Centers, Inc., merged with possible. The Walker Agency, owned by the very entertaining, musically- talented, and thriving Our 11th Annual Excalibur Clay Shoot, Commercial Producer, Wayne Walker, on which raises money for the Capps-Calhoun Jan. 1, 2019. On June 1, 2019, I married my Excalibur Education Scholarship, will be held beautiful bride, Ashton Weeks Sims and we April 17, 2020. This event’s success can be became the Sims, party of four, with both of traced back to Todd Roberts, who has been our beautiful girls. Life has just been busy, very influential in making the Young Agents you know? This endeavor would not have as successful as it is today. been possible without the tremendous help from the staff at the Big “I” office. I’m also May 3-5 will be the 124th Annual, Big I indebted to our entire group of Young Agents Convention and Trade Show, held at The for the support, help, patience, and advice Lodge at Gulf State Park. I understand it throughout the six months. I also want to may be hard to attend both conventions, but extend my heartfelt thank you to the Young if given the opportunity, I encourage you to Agents who have stepped up and taken their take it. This event allows us as Young Agents, duties as committee chairs and commend the opportunity to develop relationships with them for their great work. Like I have said agents and learn from agency principles with Continured on page 8 >> As Young Agents, it’s up to us to make this industry even bigger, better, and more successful going forward. WE are the future of this industry. 2020 Issue 1 | Alabama Independent 7

<< Continued from page 7 attend every event throughout the year, but I encourage you to get involved and continue knowledge and experience beyond ours we to stay involved and keep working hard to help could all learn from. grow our association as much as you can. As Young Agents, it’s up to us to make this industry July 30-Aug. 1, the Young Agents Summer even bigger, better, and more successful going Conference will be at the Hilton Pensacola in forward. WE are the future of this industry. It is Pensacola Beach, Florida. If you have never up to us to carry the torch. As I always say, make attended this conference, you are truly missing it your goal to develop and maintain as many out on a great time and wonderful opportunity relationships as you can this year because we to network with an amazing group of young are truly in the relationship business. professionals in our industry. Every year, we continue to up the bar with great speakers and Cheers! tools for you to be the most successful in your professional career. In September, the Pat Owens Big “I” PAC Golf Classic will be held at Timberline Golf Club in Calera. We are looking forward to the change in the venue and to raise money for our state political action committee. Our last 2020 conference will be the Fall Education Conference and Trade Fair held at the Big “I” association office Oct. 22. In closing, I for one can absolutely understand your feeling that it’s almost impossible to Most independent so you… agents work way too hard for too little reward. maintain your You know you should be independence, doing better, but even the highest-paying …& even if they are, opportunities usually the guidance you need aren’t open to you… to really grow your agency isn’t there. make more money, & get the respect you deserve! AIA opens up those markets that help you grow… Because we work hand in hand with you to show you a proven model that aianetwork.net works – whether you are an existing agency that needs some help, an exclusive agent seeking independence, or a producer who is tired of working hard for someone else… 205.414.9575 • [email protected] 8 Alabama Independent | 2020 Issue 1

Save The Date Alabama Independent Insurance Agents 2020 Young Agents Summer Conference July 30th - August 1st at Hilton Pensacola Featuring Keynote Speaker Dr. Kevin Elko Dr. Elko is a nationally known Performance Consultant, Speaker and Author. He received his Bachelor’s Degree in Biology, Education and Coaching from Califor- nia University of Pennsylvania where he later received the Alumni Professional Achieve- ment Award in 2000. He then went on to West Virginia University where he received two Masters and a Doctorate and was later inducted into The West Virginia University Hall of Fame. He went on to intern at the United States Olympic Committee in Colorado Springs. In Sports he has consulted for various Professional and Collegiate Teams and has earned 30 championship rings. Currently, he works with the University of Alabama Football Team, the Philadelphia Eagles and the University of Louisville Baseball Team among others. His corporate clients have included The Hartford, Jackson National Life, Pioneer Investments, Lincoln Financial, Wells Fargo and Prudential just to mention a few. He has been the most requested speaker at State Farm for three straight years. He has six books published: Nerves of Steel, The Pep Talk, True Greatness, Touchdown The Sender and The Sender Companion Journal. SAVE THE DATE • JULY 30TH - AUGUST 1ST • HILTON PENSACOLA

WITHOUT CUSTOMER TRUST NOTHING ELSE MATTERS Up to 82% of customers who leave do so because of a bad experience. By John Graham www.istockphoto.com / Serhii Brovko When the contractor didn’t deliverer the proposal as worries by acknowledging how they feel: “I know how promised, the homeowner called to find out when to important this is to you … I’ll be back to you about 3 p.m. expect it. “Sorry about that,” was the reply. “You’ll have it today,” or “You have my word … but should you want to later today or tomorrow.” When it arrived, what passed for contact me here’s my email address and cell number.” a proposal was a “cost estimate” and a hand-drawn layout lacking specifics. It appeared to have been dashed off on Solve problems fast. “Will-they-or-won’t-they take care the way over. The contractor came recommended, but the of it?” is what every customer is thinking when they have homeowner chose another company due to a lack of trust. a problem. What they’re looking for is a clue as how a business will respond. Surprise them by letting them know Hands down, customer experience is today’s #1 marketing you understand and will take care of it now. If you can’t do hot issue — and for good reason. Up to 82% of customers it, change the policy! who leave do so because of a bad experience. While businesses keep trying to plug up the customer experience Be candid. “Why didn’t you tell me?” are words no holes, it’s never enough. salesperson wants to hear from a customer. It happens because there’s often a wide gulf between what customers There’s a lesson here: it’s over and done if trust isn’t think they want to buy and what’s going to best serve their established as early as possible. Without a reservoir needs. To assure satisfaction be candid with them to make of goodwill available to recover from a bad customer sure they will be satisfied. experience, customers bail. Encourage feedback. Companies may say they want to Even though winning sales is the goal, the first objective is hear from their customers, but make it difficult, at times winning customer trust. Credibility matters since the doubt nearly impossible, to do so. If you’re serious about getting meter is always running with prospects and customers. feedback, make it easy for customers to contact you and This is why bulletproofing customer relationships is the then respond promptly. number one task. Today’s customers don’t automatically trust brands, businesses, or salespeople. It’s earned by Personalize content. And not by dropping in the actions, experience, and attitudes that develop over time. customer’s name a couple of times. Imagine having a cup And here are ways to establish it: of coffee with someone and keep that picture in your mind as you write. It’s how you say it — with empathy, openness Follow through. When contacting a business, a lack of and understanding that makes it personal. follow through may be customers’ greatest fear. Allay their 10 Alabama Independent | 2020 Issue 1

Make relevant recommendations. Let customers know Give meaning to “valued customer.” These two words you “get it” by giving them specific ideas and suggestions are useless unless they translate into value for customers. that fit them. General offers have a negative effect; they Examples: a higher credit limit, loyalty options, a direct make customers feel you don’t know them. phone number, an assigned CSR, or some special service. Test ideas and initiatives first. Before making changes Find out what they expect. Even though trust is the affecting customers ask them to comment and express critical component of customer relationships, its meaning their views. Don’t bother if you’re afraid you’ll learn can be highly individual. To avoid customer dissatisfaction something you don’t want to hear. Taking customers into and disappointment, ask them what they expect from you. your confidence avoids mistakes — and creates trust. Be up front. Bad customer experiences make consumers Respond quickly. When customers contact businesses wary and doubtful. They’ve heard it all before so they’re today, they either don’t expect a response or assume it will ready to do battle when someone says, “We put customers take a day or longer. This is no way to build trust. Response first.” Being transparent in dealing with customers helps Rule: best within 15 minutes … repeat, within 15 minutes. boost their trust. Acknowledge mistakes. Desensitize tense situations by Is it worth the effort to build customer trust? It is if you offering an apology and do it in a way so customers know believe that new customers come with built-in skepticism, you care — and not just trying to appease them. Then, waiting for the other shoe to fall. This won’t change unless resolve it to the customer’s satisfaction. trust is the basis of the customer relationship. Keep your promises. Many “one star” customer John Graham of GrahamComm is a marketing and sales comments, those that inflame customers the most, have to strategy consultant and business writer. He is the creator do with “broken promises.” Solution: do what you said you of “Magnet Marketing,” and publishes a free monthly would do when you said you would do it. If you don’t, be eBulletin, “No Nonsense Marketing & Sales Ideas.” Contact prepared to suffer the customer’s wrath! In their mind, you him at [email protected] or johnrgraham.com. have disrespected them. FIND ALL YOUR INSURANCE NEEDS IN ONE PLACE 2020 Issue 1 | Alabama Independent 11

Independent Insurance Agents & Brokers of America, Inc. 20 F Street, NW, Suite 610 • Washington, DC 20001 202.863.7000 • F:202.863.7015 • [email protected] Title/Occupation: Name: Business Name: Address: City: State: Zip: Email: Phone: Suggested Contribution: $ ❏ I am a Young Agent One-Time Payment (Check or Credit Card) ❏ $5,000 Millennium Club ❏ $1,000 Centennial Club ❏ $250 Pioneer Club ❏ $100 Young Agent ❏ $2,500 Platinum Club ❏ $500 Gold Club ❏ $150 Founders Club ❏$ (Other) OR Monthly Payments (credit card withdrawal on the 15th of each month) Start Month: /2020 ❏ $250 Month ❏ $50 Month ❏ $10 Month ❏ $100 Month ❏ $25 Month ❏ $ Month End Month: / Personal Check (payable to “InsurPac”) ❏ Mastercard Credit Card: ❏ American Express ❏ VISA Card Number: Exp. Date: / ****All forms of payment must be by personal check, credit card or non-incorporated agency check. Authorized Signature: Date: / / Contributions or gifts to InsurPac are not deductible as charitable contributions for purposes of federal income tax. Federal law requires us to use our best efforts to collect and report the name, mailing address, occupation and employer for each individual whose contributions aggregate in excess of $200 in a calendar year. Your contribution should be considered strictly voluntary. 12 Alabama Independent | 2020 Issue 1

InsurPAC Contributors for 2019 Your federal political action committee (InsurPac) plays a insurance to the overhaul of the insurance regulatory key role in the Big I’s legislative success. InsurPac raises system. money to contribute to candidates running for federal office, while increasing agent visibility on Capitol Hill and Many thanks to those who contributed to the IIABA political empowering members to participate in the political process. action committee in 2019!! As the federal government exercises more and more power over small business, the future of our industry becomes IIABA’s goals for 2020 – AIIA to raise $12,750 and for our greatly dependent upon our ability to become engaged in Young Agents to raise $1,300. the federal political process. The U.S. Congress regularly considers legislation that directly affects the livelihood of Included in the magazine is the donation sheet for you independent agents – from taxes, healthcare, and flood to give and help support IIABA InsurPAC in 2020. Kelly Aday – PC Josh Goe – O Virginia Parks – O Dennis Stastka – FC Sam Newton Insurance Peck-Glasgow Agency, Inc. Fitts Agency, Inc. Stastka Insurance Agency Agency Jeff Grice – CC Jere Peak – PC George Thompson – GC Joe Bennett – PC Lacy Grice Insurance Peak Insurance, Inc. Thompson Insurance, Inc. Cousins Insurance Agency Agency, Inc. Eddie Pruett – FC Sherry Thorne – PC Steve Hoggle – PC Blackbelt Insurors Inc. Cousins Insurance Casey Bentley – O Woodall & Hoggle Agency, Inc. Rux Carter Insurance Insurance Agency Margaret Ann Pyburn – PC Agency Cobbs Allen Michael Vance – PC Joni Holt – GC/PC Hundley Batts & Associate Rux Bentley – PC Holt Insurance Agency Mandy Rabren – O Insurance Agency Rux Carter Insurance MWA Insurance Holdings, Agency Charles Horton – O Inc. dba Insurance Place Cindy White – O Fitts Agency, Inc. Lyon Fry Cadden Larry Burkman – O Dan Raffle – O Insurance Agency Larry Burkman Agency Richard Hull – O Insurance Center of the R. F. Hull & Associates SE, Inc. Sponsor Levels Charles Conour – O Conour Insurance Inc. Thomas Humber – O Joanne Reed – FC q $1,000 Centennial Fitts Agency, Inc. The Sheffield Fund Club Tim Donahue – O Fitts Agency, Inc. Jay Ison – PC Chris Reynolds – YA q $500 Gold Club Thames Batre, Ltd. Dormon & Reynolds q $250 Pioneer Club Mike Evans – PC Insurance, Inc. q $150 Founders Club Your Insurance Centers, Inc. Steve Lawrence – O q $100 Young Agent Insurance Office Of Bill Sager – GC q Other Forrest Fitts – O America Retired Fitts Agency, Inc. Evan Manning – FC Betty Salter – O J. David Fitts – O Randolph County Salter Insurance Agency Fitts Agency, Inc. Insurance Agency, Inc. dba Tri-County Insurance Denny Sanford – O Vickie Fuller – PC SanBuck, Inc. Stead & Fuller Insurance, Inc. Harry Mattei – FC Thames Batre, Ltd. Ricky Sims – PC Art Glasgow – FC Your Insurance Center, Inc. Peck-Glasgow Agency, Inc. Vicki Mullino – PC Cousins Insurance Steve Sprayberry – PC Andy Glenn – O Agency, Inc. Petra RMS, LLC dba Blackbelt Insurors, Inc. Wright Sprayberry Indepe 20 F Stre 202.863.7 2 020 Issue 1 | Alabama Independent 13

THANKS TO OUR 2019 BIG I PAC CONTRIBUTORS The Big I PAC Board and Committee would like to thank everyone who contributed to the Big I PAC in 2019. Your generous contributions to our state political action committee assist our legislative efforts in trying to keep Alabama’s government and judicial bodies filled with fair- minded, pro-business candidates. In 2019, your Big I PAC raised $33,800 through your contributions/donations and the Pat Owens Big I PAC Golf Classic. Acrisure LLC dba DSD Insurance Deas Insurance Agency, Inc. Bill Jacka, Jr. Adamson Insurance Agency Dormon & Reynolds Insurance, Inc. Jim Murphree Insurance Agency, Inc. Adcock & Frazier Insurance, Inc. Elliott & Associates Insurance John A. Robertson Insurance Alabama Insurance Exchange, Inc. Enterprise Rent-A-Car Agency, Inc. Alabama Public Auto Insurance EIS, Inc. / Environmental Insurance Johnson & Johnson Agency Services Judy Carter & Associates Alabama Self Insured Work Comp FCCI Insurance Group Kampakis Insurance Services Fund First Alabama Insurance Knight Free Insurance Agency AlaCOMP First Wiregrass Agency Lacy Grice Insurance Agency Allison Agency, Inc. Flowers Insurance Agency Legacy Insurance, Inc. Anchor Pardue Insurance, Inc. Fountain, Parker, Harbarger & Lemon Mohler Insurance Agency Aronov Insurance Associates, LLC Mark Lee Insurance Agency Associated Insurance Administrators Fowlkes & McPherson Insurance Marengo Insurance Agency ATA Comp Fund Freedom Insurance Agency Martin & Hubbs The Baxter Agency Galactic Insurance Services MB Financial Services, Inc. / dba Birmingham Independent Insurance GAINSCO Auto Insurance Metro Insurance Agents Genesee General William McLeod Blackbelt Insurors, Inc. Ray Gilliland M.J. Carter & Company, Inc. Brewton Insurance & Real Estate Greenhalgh Insurance Agency MK Insurance Agency Gulfstream Property & Casualty MWA Insurance Holding Company, Briggs Insurance Agency Insurance Inc. dba Insurance Place Byars|Wright, Inc. Harmon Dennis Bradshaw, Inc. The Myrick Agency The C Store LLC dba The Maynard Headland Insurance Agency The National Security Group Group Agency Heritage Insurance North Alabama Insurance Agency Clyde Carter HICI a Shelter Company One Beacon Insurance & Marine Centauri Specialty Insurance Hodges Ford Insurance Agency Pat Owens CIS Financial Services Dba CIS Holt Insurance Agency PAC Insurance Agency, Inc. Insurance Agency Horton Insurance Agency, LLC The Paul Carter Agency Cobbs Allen Hull & Associates, Inc. PCA Insurance Collins Insurance Agency Huntsville Independent Insurance Peak Insurance Conour Insurance, Inc. Agents Peck-Glasgow Agency, Inc. Cornelison & Associates dba Zealco IL Group Pelican Insurance Agency Insurance Imperial PFS Petra RMS, LLC Cousins Insurance Agency, Inc. Independent Insurance Agents of The Prewitt Group CRC Insurance Services Tuscaloosa Pritchett-Moore Insurance, Inc. Crutchfield & Graves Insurance Inspirien Progressive Insurance Agency The Insurance Center of Tuscaloosa The Riverchase Insurance Company Davis & Davis Insurance Agency, Insurance Express, LLC Roger Henry Insurance, LLC Inc. Iron ReHealth RPS/Risk Placement Services, Inc. 14 Alabama Independent | 2020 Issue 1

Rux Carter Agency PROTECTION | PERFORMANCE | DRIVEN Safeco Insurance Co. Safeway Insurance Company Providing stable, cost-effective workers’ Salter Insurance Agency compensation coverage for the transportation, Sam Newton Insurance Agency Sanbuck, Inc. distribution, supply-chain logistics and allied Selective Insurance Company industries nationwide since 1993. ServPro of Alabama The Sheffield Fund — 20% Historical Average Annual Dividend Credit George Sheridan — Deductible Options from $2,500 to $1,000,000 Shields Insurance Agency — Seamless Nationwide Coverage Available* Sinclair Lawrence & Associates Insurance — Responsive & Effective Claim Management SIUPREM — Customized Claim Analytics Reviews Souders Underwriting Group, LLC — Behavior-Based Risk Management Southern Access Capital — Dedicated CDS & TRS Certified Risk Managers Southern Insurance Underwriters, Inc. South Shore Insurance Agency *With eligible Alabama exposure. Alaska, Hawaii and monopolistic states excluded. Starr Insurance Group LLC Stastka Insurance Agency Contact our Business Development Team Stead & Fuller Insurance, Inc. SteadPoint Insurance Group [email protected] Summit Consulting Susan Gentry Insurance LLC (334) 834-7911 | ATACompFund.org Thames Batré, Ltd. THI Insurance, Inc. 2020 Issue 1 | Alabama Independent 15 Thomas, Harrison & Associates Thompson Insurance, Inc. Travelers Insurance The Turner Agency, Inc. University Agency Universal Property and Casualty US Premium Finance Valent Group Michael Vance Vintson Insurance Agency Whitehaven Insurance Services Wiregrass Insurance The Witherington Insurance Group Woodall & Hoggle Insurance Agency WorkersFirst CompFund Your Insurance Center, Inc. NEW LOCATION Pat Owens Big I PAC Golf Classic Timberline Golf Club – Calera, AL September 22nd www.istockphoto.com / Pakorn_Khantiyaporn

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ADDITIONAL INSUREDS www.istockphoto.com / phongphan5922 – REALLY?‘PER WRITTEN CONTRACT’ By Ted A. Kinney, CIC CPCU ARM AU AAM AAI AINS CPIA CRIS Kinney Training & Consulting, LLC, Dublin, Ohio Many agents use “blanket additional insured” the exception for “insured contracts” in the CGL contractual endorsements, which “trigger” additional insured status if liability exclusion. The exception would apply to the named required in a written contract. When completing ACORD insured’s assumption of tort liability of another party to pay liability certificates of insurance, agents will check the for “bodily injury” or “property damage” to a third person or additional insured box and then type “additional insured organization. This wording is broad enough to encompass applies per written contract” in the description of operations all of the indemnitees. section of the form. The insurance requirements section of the contract often One of the leading causes of E&O suits arising out of requires additional insured status for the same parties certificates of insurance is certifying “fictitious insureds” that are mentioned in the indemnification agreement, i.e. that do not actually exist. One of the ways this happens the general contractor, the project manager, the architect, is by putting “per written contract” on the certificate. This and employees of those parties. Many agents assume wording implies that all parties who are supposed to be that since the insured is required by written contract to added as additional insureds per the contract are actually provide additional insured status to all these parties that additional insureds. the “automatic status” endorsement actually does this. However, a close reading of the endorsement indicates So-called “blanket additional insured” endorsements can otherwise. Here’s what the form says: vary from company to company. For discussion purposes, we will use the ISO CG 20 33 04 13 Additional Insured – “Who Is An Insured is amended to include as an additional Owners, Lessees or Contractors - Automatic Status When insured any person or organization for whom you are Required in Construction Agreement with You. You need to performing operations when you and such person or read the specific form provided by your carrier to determine organization have agreed in writing in a contract or who has additional insured status. agreement that such person or organization be added as an additional insured on your policy.” Construction contracts often require the contractor to indemnify and hold harmless several different parties, Based on this wording, the only party that is added as an including the party your insured is working for and also additional insured is the party for whom your insured is “upstream parties.” For example the contract might require performing operations and who is required to be added as indemnification of the general contractor, the project an additional insured in the written contract or agreement. manager, the architect, and the employees of these If your insured signed a contract with, and is performing parties. Coverage for indemnity agreements is provided in operations for, the general contractor, then only the general 18 Alabama Independent | 2020 Issue 1

contractor is an additional insured. There is no additional CG 20 39 12 19 Additional Insured – Owners, Lessees insured status for the project owner, architect, and their or Contractors - Automatic Status When Required in employees. However, typing “per written contract” on the Construction Agreement with You (Completed Operations) certificate implies that all of these parties are additional insureds. CG 20 40 12 19 Additional Insured – Owners, Lessees or Contractors - Automatic Status for Other Parties When Because of this problem, the 2013 ISO filing introduced Required in Written Construction Agreement (Completed the CG 20 38 04 13 Additional Insured – Owners, Lessees Operations) or Contractors - Automatic Status for Other Parties When Required in Written Construction Agreement. This Another drawback of the “automatic status” endorsements endorsement would provide additional insured status for is that contract insurance requirements often require the party for whom your insured is working and also for the additional “named insured” status. That normally means upstream parties who are also to be added as additional the additional insured wants an endorsement with their insureds. name on it. It may be necessary to write CG 20 10 04 13 Additional Insured – Owners, Lessees or Contractors – One of the drawbacks of both the CG 20 33 and the CG Scheduled Person or Organization and CG 20 37 04 13 20 38 is that they only provide additional insured status Additional Insured – Owners, Lessees or Contractors – for “ongoing operations”, not completed operations. Most Completed Operations endorsements. contracts require additional insured status for completed operations, as well as work in progress. To provide this, In conclusion, be sure you understand who are required to you would have to add the CG 20 37 Additional Insured – be added as additional insureds and that those parties are Owners, Lessees or Contractors – Completed Operations actually protected. Do not write, “per written contract” on endorsement. However, the CG 20 37 requires the the certificate. That is not necessary and potentially creates scheduling of additional insureds and some carriers do not an E&O exposure. Send the certificate holder a copy of want to add this endorsement if the CG 20 33 or CG 20 the additional insured endorsement(s) for their review. Let 38 endorsement is used because one requires scheduling them decide if the endorsements are acceptable. of the additional insureds and the other does not. The 2019 CGL filing introduced two new additional insured Be careful – it’s a jungle out there. endorsements to address this problem. You should check with your carriers to see if these are available: Insuring the life you live and the home you live in for over 60 years. National Security has provided competitive, affordable insurance to policyholders for over 60 years. We also provide our agents with competitive commissions, excellent customer service and experienced company adjusters. As a Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company. Our agent website provides fast quotes, online policy issuance, and real-time policy information. Find out more about our products by calling 1-800-239-2358 or visiting nationalsecuritygroup.com. Elba, Alabama Dwelling Fire • Limited Homeowners • Comprehensive Mobile Homeowners • Vacant Property • Life & Health 2020 Issue 1 | Alabama Independent 19

124th Annual AIIA Convention & Trade Show May 3-5, 2020 The Lodge at Gulf State Park • 21196 E. Beach Blvd., Gulf Shores, AL 36542 SATURDAY, MAY 2ND MONDAY, MAY 4TH TUESDAY, MAY 5TH WEDNESDAY, MAY 6TH 3:00p - 5:00p 7:00a - 1:30p 8:00a - 11:00a 9:00a – 11:30a Registration Desk Open Registration Desk Open Registration Desk Open Digital Conference SUNDAY, MAY 3RD 7:30a - 8:30a 8:30a - 11:30a Digital Hosts: Exhibitor Set Up Breakfast Buffet and… Michael Vance, AIIA 8:00a - 6:00p President, Matt Sims & Registration Desk Open 8:30a - 11:00a 9:00a Bill Jacka, Jr. Trade Show with Annual Business Meeting 9:00a - 10:30a Continental Breakfast 9:00a – 9:15a Board of Directors 9:30a Welcome & Introduction Meeting with Breakfast 11:00a - 12:00n Jon Jenson, IIABA Chair Luncheon 9:15a – 9:45a 10:00a - 4:00p 10:00a – 11:00a Excalibur Scholarship Exhibitor Set Up 12:00n – 1:00p Session C: “Insuring Winners Session A: “Tips on Your Leadership Thru 2018 - Kingston Hall 11:00a Hiring the Right People Social Capital” Dr. 2019 - Kenya Martin AIMS Board Meeting for Your Agency” with Brandon Gamble, Marc Corsini Oakwood University 9:45a – 10:00a 6:00p - 10:00p Corsini Group Recap by Digital Hosts Welcome Reception & 10:00a – 11:00a Dinner 12:00n - 1:00p Session D: ‘Cyber 10:00a – 10:30a Recognizing Leadership Session B:“Social Media Liability” with Troy Harrison Brooks Blind Spots and for Agencies” with Pensa, Nationwide Reagan Consulting Discovering the Road Michael Vance, AIIA to Motivating Your President 11:00a 10:30a – 10:45a Employees Lunch on Your Own Recap by Digital Hosts Speaker: 1:00p - 3:00p Nancy Covert Exhibitor Breakdown 6:00p - 10:30p 10:45a – 11:15a Dale Carnegie Closing Reception & The Taylor Method with 1:00p Seated Dinner Eszylfie Taylor Free Afternoon / Evening Leadership & Setting Dinner On Your Own Goals 11:15a – 11:30a Speaker: L. Steven Recap & Closing THANKS FOR COMING! SEE YOU NEXT YEAR! Conway by Digital Hosts June 13-15 – The Grand Hotel at Pointe Clear Entertainment: Salsa Dancing With Marquiz Liner Dress Code is Resort Casual. MEN: Jacket optional, casual pants (khakis) with collared or golf shirt. LADIES: Casual or sundresses, casual pants/skirt w/ blouse/sweater. NOTE: Closing Banquet: Business Casual (Sports Coat optional for Gentlemen) BABYSITTING SERVICES: Nanny’s Care Call: 251-986-8200 20 Alabama Independent | 2020 Issue 1

CONVENTION REGISTRATION Alabama Independent Insurance Agents 124th ANNUAL CONVENTION & TRADE SHOW (May 3-5, 2020) $225 Park View and $265 GJuulfnVeie2w4 - 26, 2018 currently 13% subject to increase. * Plus applicable taxes Hotel Reservations MADE DIRECTLY with The Lodge at Gulf State Park Group Reservations HOTEL CUT OFF DATE: APRIL 3, 2020 Reservation Phone: 251-540-4000 Group CODE: AIIAA Book Hotel online(URL): www.group.hilton.com/ALINDEPENDENTINSAGENTSASSN Entire URL must be copied and pasted for it to work properly. SELF PARKING: $10/night - VALET PARKING: $20/night - CHECK IN: 4PM – CHECK OUT: 11AM COMPLETE ONE (1) REGISTRATION PER INDIVIDUAL OR FAMILY Agency/Company Name:_______________________________________________Phone:__________________________ Address:________________________________________________E-mail:______________________________________ Street/PO Box City/State/Zip Name:_____________________________________________________________Designations:______________________ Spouse/Guest Name:__________________________________________________________ First Time: __Y __N Name/s & Age/s of Children:___________________________________________________ Exhibitor: __Y __N Sponsor: __Y __N AGENT Per Person    ____Agency Member $275 $______  ____Additional Licensed Agency Member $150 $______  ____1st Timer, Young Agent, Retired Agency Member $225 $______  ____Spouse/Guest of Agency Mbr(Cannot be licensed agent/company representative) $100 $______   ____Non-Member Agent $299 $______  ____Children 15 – 17 (Children 14 and Younger: No registration fee.) $ 75 $______ ASSOCIATE COMPANIES/EXHIBITORS/SPONSORS Per Person ____ Associate Member/Exhibitor/Sponsor $275 $______ ____Additional Exhibitor Representative – TRADE SHOW ONLY $150 $______ ____Non-Member Company Representative (Not Exhibiting or Sponsoring) $475 $______ ____Spouse/Guest of Associate Member $100 $______ (Cannot be a licensed agent/company representative) $ 75 $______ ____Children 15 - 17 (Children 14 and Younger: No registration fee.) MONDAY, May 4 (12n): Session A: “Tips on Hiring Right People for Your Agency” – Marc Corsini, Corsini Group Session B: “Social Media for Agencies” - Michael Vance, AIIA President TUESDAY, May 5 (10a): Session C: “Insuring Your Leadership Thru Social Capital” – Dr. Brandon Gamble, Oakwood Univ. Session D: “Cyber Liability” – Troy Pensa, Nationwide There is no additional fee. Please indicate which session you will attend each day: (Monday: Tuesday: ) TOTAL AMOUNT DUE: $________________________ VISA/MasterCard/Amex Card# ________________________________________ Exp Date: __________ Name on Card: _______________________________________________CVC_________ZIP__________ Authorized Signature:___________________________________________________________________ REGISTRATION AVAILABLE ON-LINE AT www.aiia.org – FIRST STEP SPONSORS: To avoid Refunds Email [email protected] Checks Payable & Registrations mailed to: AIIA/141 London Pkwy/Birmingham/AL/35211 or FAX: (205) 326-3086 REFUND POLICY: Request in writing. Cancellation processing fee: $50. NO REFUNDS after April 24, 2020. Questions? Contact Nancy Crowe ([email protected]) Phone: (205) 326-4129, Ext. 103 Fax: (205) 326-3086 AIIA Convention located at The Lodge at Gulf State Park, 21196 E Beach Blvd., Gulf Shores, Alabama 36542 2020 Issue 1 | Alabama Independent 21

Mission Driven & Pulling Together 124th Annual AIIA Convention & Trade Show May 3-5, 2020 – The Lodge at Gulf State Park SPEAKER INFORMATION: Nancy Covert has been with Dale Marc Corsini is president of Corsini Carnegie Training® for 32 years and is Consulting Group, LLC, a business- the President of Dale Carnegie Training® coaching firm based in Birmingham. of North and Central Alabama. With Over the past 27 years; through his hundreds of training delivery hours and a whole-life approach to coaching, he passion for empowering others, she has helps people do what they do better both channeled her energy and desire into in and out of the office. helping others become even more successful. Topic: “Tips on Hiring the Right People for Your Agency” Topic: Recognizing Leadership Blind Spots and Discovering the Road to Dr. Brandon Gamble received his Motivating Your Employees training in psychology from Oakwood College for his bachelor’s degree. San New Big “I” Chairman Jon Jensen, Diego State for his Master's degree, and president & CEO of Correll Insurance the University of Southern California is Group, spent his first day in an insurance where he earned his Doctoral degree in agency when he was “four days old in the Educational Psychology. back office in a bassinet,” he says. “I literally grew up in an agency.” Topic: “Insuring Your Leadership Thru Social Capital” Topic: National Update & AIIA BOD Installation Topic: ‘Cyber Liability” Steven Conway is the Owner of L. Troy Pensa, - Nationwide Steven Conway in Huntsville and is a Professional Transformational AIIA President Michael Vance – Michael Coach Specializing in Business works at Hundley Batts & Associates Leadership and Personal Insurance Agency in Huntsville. Performance. Topic: Social Media Presentation for Insurance Agencies Topic: Leadership & Setting Goals Entertainment: Salsa Dancing with Marquiz Liner Digital Conference Speakers: Kingston Hall Kenya Martin Harrison Brooks Eszylfie Taylor – The Taylor Method McGriff, Seibels & Williams 2019 Excalibur Winner Reagan Consulting Taylor Insurance & Financial Services 22 Alabama Independent | 2020 Issue 1

Practical Solutions 1/30/20 11:29 AM for Unique Needs Specializing in: • property & caSualty • tranSportation • garage • profeSSional liability Send new submissions to: [email protected] 800-873-8374 | www.mjkelly.com MJK_AIIA-half-pg-ad_Spring20.indd 1 2020 Issue 1 | Alabama Independent 23

Ted’s Tablet Q:QUESTION: What do you tell insureds who have a roads, they meet the definition of “mobile equipment” disabled or elderly family member with a mobility scooter because they are used solely on the insured’s premises. about coverage? To complicate the question, the “elderly family member” takes the scooter from the house down the If the “yard vehicles” are ever used on the public road, they street to a local store. become “autos” and are no longer “mobile equipment.” You need to arrange the symbols on the BAP to pick up A:ANSWER: It depends on the policy form. The ISO coverage for “mobile equipment” that becomes “subject to homeowners form has exceptions in both the property and a compulsory or financial responsibility law or other motor liability sections of the policy regarding vehicles designed vehicle insurance law where it is licensed or principally to assist the handicapped. There would be coverage on garaged.” Also, the CGL does not provide physical damage or off premises. The liability exception is a little different coverage so that would have to be added to the BAP. because the vehicle has to be operated by a handicapped Ask the insurer to point out to you the basis for its coverage person (not Bubba who wants to drive mama’s scooter to position. And watch out for a non-ISO exclusion that you the liquor store) or parked on an “insured location.” have not mentioned that may indeed exclude coverage for I say it depends on the form because not all carriers use these autos. ISO. However, I would expect the coverage is the same or QUESTION: This question came up in an appointment similar, but you’d have to read the form. with a church recently. If a volunteer gets injured, is there coverage on the CGL policy? If not, how about workers QUESTION: I have an insured who runs a school to train compensation? over-the-road truck drivers. The school includes in-class ANSWER: CGL Section II – Who is an Insured lists Q:training, driver’s training on the insured’s premises, and “volunteer workers” as insureds while they are performing duties related to the conduct of the named insured’s over-the road training. The insured has vehicles used business (church). If a claim or suit were brought against a “volunteer worker,” the CGL policy would protect the Q:for the on-premises drivers training. The vehicles are not licensed and are used strictly on the insured’s premises, which is a 5-acre fenced-in lot. The “over-the-road” vehicles A:are insured on a CA 00 01 10 13 using symbols 7, 8 and 9.  worker; i.e., provide a defense and pay awarded damages. I consider the vehicles used strictly on premises to be “yard However, a “volunteer worker” is not an employee. In fact, vehicles” and therefore “mobile equipment.” The insured the definition of “volunteer worker” is “a person who is not has a CG 00 01 10 13. The carrier is saying that the yard your ‘employee,’ and who donates his or her work and acts vehicles are autos and must be adding to the BAP, which at the direction of and within the scope of duties determined will increase the annual premium by $24,000 ($6,000 per by you (the named insured), and is not paid a fee, salary or vehicle). other compensation by you or anyone else for their work performed for you.” What are your thoughts on this issue? Are the vehicles used strictly on-premises “mobile equipment” or “auto”? A volunteer worker is not eligible to collect workers comp A:ANSWER: The ISO CGL policy definition of “mobile in Alabama. They can’t be added to a policy. There is equipment” includes “vehicles maintained for use solely on an exception for volunteer firefighters and some other or next to the premise you own or rent.” The description of providers of emergency services. the autos used solely for on-premises driver training seems to fit that description. Unless those autos are subject to If a volunteer worker is injured while working in his capacity as a volunteer, he could make a claim under the church’s compulsory insurance or financial responsibility laws, the CGL Coverage C – medical payments. He could also sue insurer is incorrect and the CGL covers those autos for the church for his injuries under Coverage A. If the church liability under the definition of “mobile equipment.” wants to provide protection for volunteer workers, they The ISO auto policy defines “auto” as “a land motor vehicle, could purchase a volunteer accident/medical policy.  “trailer” or semi-trailer designed for travel on public roads; or any other land vehicle that is subject to a compulsory or QUESTION: If an insured titles his vehicle the following financial responsibility law or other motor vehicle insurance way, James Doe d/b/a ABC Company, should it be insured under a PAP or a BAP? Thanks. Q:law where it is licensed or principally garaged.” However, ANSWER: The ISO PAP is designed for vehicles titled in “auto” does not include “mobile equipment.” So, even the name of individuals or husbands and wives. Vehicles though the “yard vehicle” are designed for use on public A:24 Alabama Independent | 2020 Issue 1

titled in a business name, such as a corporation, LLC any use of the auto in a business environment such as or partnership, need to be written on a BAP. However, it above be excluded no matter ISO or Proprietary? Then if sounds like your insured is a sole proprietor using the dba the BAP is excess, will it pick up first dollar to protect the as his business name. I would think it would be unusual LLC if the PAP declines coverage in the event of business to title a vehicle this way, but an insurer might be willing use? On the “Employees as Insured” endorsement, does to write a PAP. It depends on the company’s underwriting the definition of “employees” cover the members also? philosophy.  Just wanted to be sure we are on the same page. I do QUESTION: Our insured suffered a loss to his dwelling understand that the LLC employees are covered. when a very large tree fell on the dwelling due to wind. The cost to remove the tree was approximately $4,500 ANSWER: Whether or not a PAP covers business use and the insurance carrier is limiting the amount of recovery depends on the policy. The ISO PAP provides coverage for business use of a private passenger auto, pickup truck Q:to $1,000 due to Section III Additional Coverages, A. or van. Some policies exclude business use of a pickup A:Removal of Fallen Trees. I contend that the removal of the or van. The ISO PAP would also cover the vicarious tree from the dwelling should be paid as part of the claim. liability of the employer as long as the employer doesn’t The additional coverage, Removal of Fallen Trees, is own or rent the auto. Other policies may not protect the specifically for “removing any fallen tree from the grounds employer.  Non-owned auto coverage is excess if there is appurtenant to your principal residence.” Thank you and other primary coverage for the business. If not, it is primary. we look forward to hearing from you. The members of an LLC or partners of a partnership would A:ANSWER: I agree with you. The carrier would have to be considered employees of the legal entity. They would remove the tree from the house in order to repair it. That is be considered “insureds” when operating the employer’s part of the direct loss. The cost of removing the tree from vehicles. They would not qualify as “insureds” when the premises once on the ground would be subject to the operating vehicles they personally own. In that case, the $1,000 removal limit.  “Employees as Insureds” endorsement would provide excess coverage over a PAP. It could provide primary Q:QUESTION: It would seem very hard for the company coverage if none is available in another policy.  to underwrite symbol 9 for these members who use their personal vehicle every day in the business providing sales calls or delivery of their products. You typically see around a $200 charge for symbol 9 Under Joe’s PAP, wouldn’t 2020 Issue 1 | Alabama Independent 25

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INDUSTRY NEWS CHRISTMAS FOR CHILDREN IN TUSCALOOSA The members of Tuscaloosa Independent Insurance Agents had a great turnout for their annual TIIA Christmas for Kids Event at Old Navy and Athletes Foots. They were able to give out 100 winter coats and 100 pair of shoes to city and county school children. TIIA members say the event is always successful and very rewarding for them and the children. TIIA member are employees of Pritchett-Moore Insurance, The Fitts Agency, The Insurance Center of Tuscaloosa and RF Hull and Associates.  BIRMINGHAM AGENTS HELD SUCCESSFUL CHARITY GALA The last Friday in January was the date for Birmingham Independent Insurance Agents Annual Charity Gala. This year’s event was held at the Pine Tree Country Club. The night was filled with networking, casino style games, a Silent Auction, music, photo booth, dinner, drinks and more. BIIA Board President selects the charity or charities of his choice. The two benefactors this year were UTHSC Hamilton Eye Institute spotlighting Ocular Oncology Research and Magic Moments. Representatives from both charities were on hand to mingle with the attendees and join in the fun. BIIA Board President C.D. Denson says his inspiration for the two charities this year came from his uncle Charles Bradshaw, of Harmon Dennis Bradshaw. Charles passed away in 2014 from Ocular Melanoma Cancer at the age of 49. C.D. said his uncle was a big reason he got into the insurance industry and Charles was also the founding chairperson of Magic Moments for Central Alabama. Due to the generosity of the attendees, sponsors and various donors, the proceeds from the evening enabled the Birmingham agents to give $20,000!! 28 Alabama Independent | 2020 Issue 1

2020 OUTSTANDING CSR of the YEAR AWARD Nominate & Win! Nominate the next Outstanding CSR of the Year® and win a $1000 cash award!* Nominate your best customer services representatives or account managers to compete for the Outstanding CSR of the Year® award. The competition is open to any insurance customer service representatives, account managers or candidates primarily responsible for customer service. Candidates interested in participating in the competition may also nominate themselves. How does the Nominee Information competition work? Please print or type. Nominees compete at state level Name: to become one of five finalists. Designations (if any): What does the Years of Experience: nominator win? Position: Individuals who nominate the Agency/Company: national winner receive a $1000 Address: cash award. City, State, Zip: State Winners Email: National Recognition Phone: Fax: Advancement to Nominators Information National Competition Please print or type Framed Certificate Finalists I am nominating myself Keep nomination anonymous. $500 Cash Award Name: National Recognition Address: City, State, Zip: Email: Phone: Fax: Gold and Garnet Pin Return this form to: National Award Winner Alabama IIA, Inc. $2000 Cash Award National Recognition 141 London Parkway Birmingham, AL 35211 Gold and Diamond Pin Ph: 205-326-4129 • Fax: 205-326-3086 Email: [email protected] The Outstanding CSR of the Year® Award is sponsored by The National Alliance for Insurance Education & Research

Welcome New Members AIIA would like to welcome the following new members who have recently joined the association. Thank you for joining Alabama Big I! NEW AGENCY MEMBERS NEW ASSOCIATE MEMBERS Lynne Ernest Insurance, LLC Aldridge Insurance NAIFA of Alabama Lynne Ernest Chase Aldridge Allison Scali Foley Decatur Birmingham Alabama Insurers, Inc. Michael Noe Agency MacNeill Group Mike Rogers Michael Noe Brian Flemming Opelika Northport & Florence Sunrise, Florida Houseal Agency Kelley & Mullis Wealth Bill Houseal Management Fairhope Michael Mullis Vestavia Hills If you have news, we would love to include it in our next issue! Please send your press releases, photos or notices to Michelle McKee at [email protected]. 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/ 30 Alabama Independent | 2020 Issue 1

SEEN&HEARD BIRTHS from J. Smith Lanier back in November of 2019. Congratulations to Sadie and Bragan Jackson of Bass Underwriters on Congratulations to Jana McCourry on her welcoming their first child Emilyn “Emi” retirement from Harris McKay Insurance Grace Jackson on November 18, 2019. back in January. Jana began her career in December of 1986 at Insurance Planning Congratulations to Nichole and Cody Services, Inc. Marcum of The Sheffield Fund on welcoming their first child BryceAlexander Congratulations to Alvin Bresler on his retirement. Alvin Marcum on December 16, 2019. started J. Smith Lanier in 1999 before retiring this January. Bryce is also the first grandchild for Keith and Pam Capps Congratulations to Deb McCurdy on her retirement from of The Sheffield Fund and he is the 8th great grandchild for Alabama Home Builders Work Comp Fund after 30 years. Don and Ann Capps of The Sheffield Fund - Congratulations to all!! Congratulations to Rosemary James on her retirement from Adamson Insurance Agency. WEDDINGS Congratulations to Joe Allinder on his retirement from MB Congratulations to Emily Carr of AIIA Financial Services in Pell City back in January. Joe owned on her marriage to David Kelley. The an Allstate Agency for over 25 years. Joe sold his business ceremony took place in Westover, and opened MB Financial in 2000 making Metro Bank a Alabama, at Camelot Manor and they “one-stop” all service bank. were surrounded by family and friends on November 9, 2019. Congratulations to Sandy Phillips on her retirement from Thames Batre Insurance. Sandy started her career back Congratulations to Anna Watts of The in 1974 and joined with Harry Mattei Insurance Agency in Sheffield Fund on her marriage to Benson Stonicher. The 1980, which merged with Thames Batre in 1983. ceremony took place in Greenville, Alabama, and they were surrounded by family and friends on December 28, 2019. SYMPATHY Strickland Our thoughts have been with the family General Agency of Pat Jeffreys since her passing on December 4. Pat had recently retired from \"Think Strickland First\" Valent Group, formerly S.S. Nesbitt. Garage Personal Lines Our thoughts have been with Kenn Howell Commercial Auto Commercial P&C of the Howell Insurance Agency in Opp, Alabama. Kenn lost his son, Lance Howell, on December 8 from pancreatic www.sgainga.com * 800-825-5742 cancer. AL, AR, FL, GA, LA, MS, SC, TN Our thoughts have been with the family of David Peel since his passing on Christmas Eve. David worked at Colonial 2020 Issue 1 | Alabama Independent 31 Insurance Agency in Montgomery and served of the AIIA Board of Directors. David was a board member for the Montgomery Independent Insurance Agents where he served as president, vice president and so much more. MIIA recently named their annual Clay Shoot in his honor for all the hard work he put into the event. David will be missed by many. Our thoughts have been with the family of Mary Foy Krikland since the passing of her father William Young Johnston on February 9th. Young was the founder of Young Johnston & Associates in Eufaula. RETIREMENT Congratulations to Lou Wojciechowski on his retirement

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