Alabama Independent 2019, Issue 4

2019 - Issue 4

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alabama 2019 • ISSUE 4 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 8 29 LEADERSHIP & STAFF District 7 Kevin Myrick – Tuscaloosa 5 First Step Sponsors AIIA EXECUTIVE COMMITTEE Lin Moore - Tuscaloosa 6 DOL Overtime Rule Basics for Members President: Michael Vance LUTCF, CPIM, CPIA Young Agents 9 Letter from the AIIA President, Michael J.Vance, LUTCF, Huntsville Matt Sims - Hamilton CPIM, CPIA President Elect: Margaret Ann Pyburn, CPIA Associate Member Advisory Director 10 Big I PAC Golf Winners and Photos Birmingham Trey Stone, CIC – Birmingham 13 Young Agents Chair Report, Matt A. Sims Secretary/Treasurer: Joni Holt, CIC, CPCU AIIA STAFF 14 A Day at the Association Office Bessemer Executive Vice President: 15 33rd Annual Legislative Conference March 5, 2020 State National Director: Jeff Grice, CIC William “Bill” Jacka, Jr. 16 Feedback from Our Conference Attendees Jasper Director of Education: 17 AIIA Committees – Join Now Immediate Past President: Ted Kinney, CIC, CPCU, ARM, CPIA, AAI, 19 11th Annual Sporting Clays Event,April 17, 2020 Steve Sprayberry, CIC AU, CRIS, AINS 20 124th Annual AIIA Convention & Trade Show May 3-5, Sylacauga Director of Communications & Member 2020 BOARD OF DIRECTORS Services: 21 AIIA Live Webinars District 1 Michelle McKee 22 How to Get Testimonials That Boost Your Credibility Larry Crosby, CIC – Brewton Director of Education Administration: 27 Ted’s Tablet Zach Schneider – Mobile Tangerie Underwood, CISR, CPIA 28 Industry News Larry White, CIC – Flomaton E & O Administrator: 31 Welcome New Members District 2 Carol Hunt, CPIA 32 Education Calendar and Webinars Joe Bennett, CISR – Wetumpka Accounting Supervisor: 33 Become a First STEP Sponsor Jean Ann Donley, CISR, CIC, CPIA, CPIW – Irene Smyly 34 Seen & Heard Montgomery Director of Meetings & Events: District 3 Nancy Crowe Chris Reynolds, CISR – Anniston RLI Administrator: District 4 Tangerie Underwood, CISR, CPIA Steve Hoggle, CIC – Guntersville Printing & Mailroom Coordinator: Josh Goe, CLCL – Madison Waymon McIntosh District 5 Office Manager/Receptionist: Kelly Aday – Lexington Emily Kelley Susanne Grimwood, CIC, CISR – Huntsville Connie Waldrip, CISR – Huntsville District 6 Russell Greenhalgh, CIC – Birmingham Mary Hall – Birmingham ADVERTISER INDEX PUBLICATION INFORMATION 2 AGC Alabama 20 Berkshire Hathaway 9 Strickland General Agency The Alabama Independent is the official magazine of the Alabama comptrustagc.com Guard Insurance Companies sgainga.com Independent Insurance Agents, Inc. Association (AIIA), and is guard.com published quarterly by Blue Water Publishers, LLC. AIIA does 31 Alabama Insurance 36 Southern Insurance not necessarily endorse any of the company’s advertising in this Alliance 23 FCCI Underwriters, Inc. publication or the views of its writers. AIIA reserves the right, in aianetwork.net fcci-group.com siuins.com its sole discretion, to reject advertising that does not meet AIIA qualifications or which may detract from its business, professional 12 Allstar Financial Group 15 Genesee 35 Summit Consulting or ethical standards. allstarfg.com geneseeins.com summitholdings.com The publisher cannot assume responsibility for claims made by 3 Applied Underwriters 19 M.J. Kelly 21 The National Security its advertisers, content provided by the editor, or the opinions auw.com/us Company-Alabama Group expressed by contributing authors. mjkelly.com nationalsecuritygroup.com 22 ATA Comp Fund For information on advertising, contact Eric Johnson, Blue Water ATAcompfund.org 24 SIUPREM Publishers, 414-708-2059 or [email protected]. siuprem.com 4 Alabama Independent | 2019 Issue 4

2019 FIRST STEP SPONSORS STAR PLATINUM GOLD Centauri Insurance CRC Insurance Services The National Security Group ATA Comp Fund SILVER FCCI Insurance Group Nationwide Insurance Auto-Owners Insurance Company Progressive Heritage Insurance Penn National Insurance Universal Property & Casualty BRONZE AlaCOMP Allstate Insurance Company AmWINS of Alabama Applied Systems Associated Insurance Administrators Columbia Insurance Group Berkley Southeast Insurance Group CompTrust AGC Aka Alabama AGC EMC Insurance Enterprise Rent-A-Car Encompass Insurance Frankenmuth Insurance Foremost Insurance Company HICI/Haulers Insurance Company Inc. Genesee General Inspirien Imperial PFS Safeco Insurance Sentry Insurance North Point Underwriters Small & Rural Services, Inc. SecureRisk of Alabama South Shore Insurance Underwriters ServPro of Alabama TheZenith Southern Insurance Underwriters/Siuprem Swiss Re Corporate Solutions Travelers Insurance







Michael J. Vance, LUTCF, CPIM, CPIA AIIA President This year in Huntsville we celebrated the Apollo sunrises over the gulf are 11, 50th year anniversary of putting a man absolutely breathtaking. on the moon. This historic event has inspired me to name our theme for the year 2020 AIIA Looking for continuing Convention “Mission Driven – Pulling Together”. education? We are putting Our mission is to offer world-class services, the final touches on possibly products, and advocacy for our members. We providing CE credit while are intentionally pulling together talent to move attending the convention. our association forward into a bright future. You will hear more about this as we finalize the class This year we pulled together an amazing Fall offerings. Education Conference & Trade Fair. Our guest presenter Bill Wilson, CPCU, ARM, AIM, AAM, We encourage you to save delivered a very informative presentation “When the date, May 3-5, 2020, Words Collide: Resolving Insurance Coverage for the AIIA Convention and and Claims Disputes.” We pulled together Trade Show. 17 exhibitors to network with the attendees, while our First STEP Sponsors provided door I look forward to seeing you at an AIIA event prizes, refreshments, luncheon, and materials soon. for the conference. First STEP Sponsors is the association’s superpower to bringing value to our associate members. If you want to experience AIIA superpowers, become a First STEP Sponsor. We are excited about our lineup of speakers for the 2020 AIIA convention. Our presenters are as follows: • Nancy Covert – President of Dale Carnegie Training • Marc Corsini – Corsini Consulting Group LLC • Dr. Brandon Gamble – Dean of Student Success at Oakwood University • Steven Conway – Leadership Success Coaching Unlimited We have vetted each presenter on their content, professionalism, and ability to engage their audience. We believe each of these top-shelf presenters will motivate, inspire, and educate attendees to reach for higher levels of effectiveness in their life and business. We are returning to The Lodge at Gulf State Park, a Hilton Hotel. Put on your walking shoes and join Ardella and me each morning for our walk/talk session. We will begin each walk with stretching and inspirational words to start your day. The Lodge offers multiple boardwalks to the sugar-white sand beaches and emerald green waters of the Gulf of Mexico. The beautiful 2019 Issue 4 | Alabama Independent 9

BIG I PAC GOLF HOTTEST TOURNEY EVER! The Big I PAC Golf Committee would like to “THANK” everyone who supported the tournament this year. With the temperatures reaching 100 degrees, it was by far the HOTTEST tournament ever. Legislators and Judicial representatives attended the luncheon and we had a wonderful showing of support. AM WINNERS PM WINNERS First Place - Division A First Place - Division A Peak Insurance - Will Swift, Adam Associated Insurance Administrators - Chet Shonk, Patrick Albrecht, Jeremy West, Blake West and Andy Stewart Henderson and Jackson Byars Second Place - Division A Second Place - Division A Thompson Insurance - Drew Gunn, Birmingham IIA - CD Denson, Dan Ebbutt, Mark Hughes and Jack Beindorf Harrison Campbell, Trey Henig and Travis Winn Third Place - Division A Peak Insurance - Will Swift, Adam West, Blake West and Andy Stewart Third Place - Division A Liberty Mutual Insurance - Dan First Place - Division B Ebbutt, Seth Stone, Ryan Johnson Geezers - Pat Owens, Jimmie Durbin, Roger Boozer and Phil Ballard and Mac Allen Second Place - Division B First Place - Division B Individual Team - Roy Gilliland, George Sheridan, Roger Carter and Cliff McLeod South Shore Insurance Under- writers - Clay Calhoun, Jared Third Place - Division B Myrick, Harper Kranz and Cory Huntsville IIA - Larry Burkman, Brian Burkman, Matt Burkman and Morgan Miller Luckie Straightest Drive Second Place - Division B Dan Ebbutt – AM (Sponsored by Cousins Insurance Agency) Summit - Paul Green, David Roger Boozer – PM (Sponsored by Southern Insurance Underwriters) Schutz, Derrell Winter and Scott Cawthon Closest-to-the-Hole Roger Schonemann – AM (Sponsored by Imperial PFS) Third Place - Division B Gerry Miles – PM (Sponsored by Whitehaven Insurance Services) Johnson & Johnson - Caro Manning, Evan Manning, Joseph Mulligan Drawing – Sponsored by SERVPRO of Alabama Armstrong Kyle Stewart – AM Dan Penny – PM 10 Alabama Independent | 2019 Issue 4

Thanks to our Sponsors Hole In One SERVPRO of Alabama, Safeway Insurance Company, Breakfast Gulfstream Property & Casualty Birmingham Independent Insurance Agents Beverage Carts Lunch GAINSCO Auto Insurance, The Sheffield Fund SERVPRO of Alabama & CRC Insurance Services Golf Carts Awards Reception The National Security Group The Sheffield Fund Hang Your Banner Practice Range Genesee General, FCCI Insurance Group, Safeco Insurance Company WorkerFirst CompFund & SERVPRO of Alabama Thanks to our Tee Box Sponsors Progressive Rux Carter Agency Alabama Public Auto Insurance Agency Sam Newton Insurance Agency Alabama Self-Insured Work Comp Fund Schutz Insurance Agency AlaCOMP SecureRisk of Alabama Anchor Pardue Insurance, Inc. Selective Insurance Company ATA Comp Fund ServPro of Alabama Centauri Specialty Insurance Siuprem Cobbs Allen Souders Underwriting Group Collins Insurance Agency Southern Access Capital Fountain, Parker, Harbarger & Associates Stastka Insurance Agency Greenhalgh Insurance Agency Stead Denson & Fuller Insurance Heritage Insurance SteadPoint Insurance Group HICI (a Shelter Insurance Company) Thames Batrè, LTD. Holt Insurance Agency The Sheffield Fund Inspirien Thompson Insurance Inc. Insurance Office of America Tuscaloosa IIA Iron ReHealth Universal Property & Casualty Jim Murphree Insurance Agency University Agency Lacy Grice Insurance Agency US Premium Finance Liberty Mutual Insurance Whitehaven Insurance Services McGriff, Seibels & Williams Woodall & Hoggle Insurance Agency Peck-Glasgow Agency Petra Risk Management Services 2019 Issue 4 | Alabama Independent 11 Pritchett-Moore, Inc.

FIND ALL YOUR INSURANCE NEEDS IN ONE PLACE 12 Alabama Independent | 2019 Issue 4

MATT A. SIMS Chair Report Happy Holidays, Young Agents! are considering a career in the risk management I am pleased to share with you all some updates and insurance industry a on what is happening within our association! great start towards their In September, we had a great time at the Pat education in this wonderful Owens 20th Annual Big I PAC Golf Classic. As field of work. The event will always, it was great to see a nice mixture of be held on April 17, 2020 at both Big I members and Young Agents take part Selwood Farm in Alpine. in the event. Also, in September, I was blessed with the opportunity to attend and represent our Time is flying and I am very thankful and association along with Bill Sager, Bill Jacka, honored to be serving as your Young Agents and Jeff Grice at the Big I National Leadership Chair. I appreciate each and every single one Convention in the beautiful city of Savannah, of you for continuing to make this association Georgia. such a success with your hard work, dedication, and involvement. As I have mentioned before, Looking Ahead we are in the relationship business. Creating relationships is a start, but keeping and nurturing I must say, this chilly weather we have been those relationships is even more important, or at experiencing has me really looking forward to least that’s what my wife keeps telling me! Keep being in Pensacola Beach where it is warm and up the great work and I hope to see everyone sunny for next year’s Young Agents Summer at the next committee day. If anyone knows of a Conference! Don’t forget to mark your calendars young agent not involved in our association tell for July 30 - August 1, 2020. Prior to that, make them about this great association and what it plans to attend the Annual Legislative Conference means to be a part of such a great group of young in Montgomery that is scheduled for March 5 in agents and associates. Like I have said before Montgomery. Then in April, we have the Excalibur and I am sure you will hear it again – you can Clay Shoot which helps fund the Excalibur accomplish more together than you can as one. Scholarship Program and give students that 2019 Issue 4 | Alabama Independent 13

A DAY AT THE ASSOCIATION OFFICE Our Fall Education Conference & THANKS to our “EXHIBITORS” Trade Fair was held October 23 at the Association office. The Conference is a one-day event where agents and company representatives mingle in our classroom and have the oppor- tunity for continuing education credit. This year featured 17 exhibitors and 6 CE credits. Our presenter was Bill Wilson, CPCU, ARM, AIM, AAM who is the founder/ CEO of Insurance Commentary.com and the author of three books, the most recent being “When Words Collide: Resolving Insurance Coverage and Claims Disputes.” He retired from the Independent Insurance Agents & Brokers of America in December 2016 where he served as Associate Vice President of Education and Research for over 17 years and was the founder and director of the Big ”I” Virtual University (a free product to all AIIA Agency Members). You can follow his blogs at www.InsuranceCommentary. com. Taylor Still with Strickland General Agency won the $250 Associate Grand Prize award, while Katherine McClamma with McGriff, Seibel’s and Williams walked away with the $500 Agent Grand Prize. EXHIBITORS LIST Continued on page 12 >> Alabama Insurance Alliance Alabama Insurance Management Services Alabama Public Auto Insurance Agency Associated Insurance Administrators/AiA Commercial Sector Insurance Brokers, LLC Foremost Insurance Company Genesee General Imperial PFS Inspirien Johnson & Johnson Small & Rural Services, Inc. Souders Underwriting Group Southern Insurance Underwriters / SIUPREM Strickland General Agency, Inc. The National Security Group Universal Insurance Group / UIG Universal Property & Casualty Continued on page 15 >> 14 Alabama Independent | 2019 Issue 4

Continued on page 16 >> 2019 Issue 4 | Alabama Independent 15

<< Continued from page 15 Feedback from our conference attendees The information provided by Bill Wilson I thought it was great ... very informative and enlightening. He is so valuable to agency owners and knows his stuff for sure. I have always enjoyed the conference staff. Awesome vendors continue to although it has been a few years since I have been to one. bring to the table new products and relationships that are much needed in Also, the vendors were great as I got a couple that we may try the insurance industry. to get in our agency that we do not have now. And as always, food was great. You all do a great job putting it on. La Donna Douglas – Coastal Professional Insurance Carolyn Hewlett – Gene Jones Insurance Agency, Inc. Mobile, AL Millbrook, AL The Fall Conference speaker, Bill Wilson was a guy full of Bill was very entertaining and informative. knowledge and one that wanted to share what he had learned Enjoyed the whole experience. over the years to help those in the insurance industry when it comes to a claims situation. June Scott – Stovall Marks Insurance Decatur, AL He stressed the importance when a claim occurs and your insured need someone to “go to bat” for them that you will go After experiencing Bill Wilson’s the extra mile. Important factors to help would be to read the presentation, I will never look at a claim policy, document, plead your case to the insurance company. the same way again. He explained how claims can be interpreted and dissected in Don’t settle for anything less. After all, we are in this business different ways, and to always look as far to help “others” and hopefully make a difference. into them as possible. I always enjoy attending the fall conference because there Sumner Nesbitt – Nesbitt & Associates are different topics each time. CE credit helps as well! A big Birmingham, AL thank you to the exhibitors, and AIIA for information and prizes. Keep up the great work you all do. May we always see the bigger picture to help others, our customers. Lynn Hughes – Winfield Insurance Center Winfield, AL 16 Alabama Independent | 2019 Issue 4

AIIA COMMITTEES Looking for ways to engage with your association, Committees are the place to start!! Join one of the following by emailing [email protected] by January 9, 2020 ASSOCIATE MEMBER – This committee advises the AIIA Board and keeps agents informed of legislation, both on the state and of Directors in areas of the Association’s operation in dealing national levels, which is of interest to agents and the general with activities that involve associate members, including but not public. limited to: conventions, education, member services, etc. MEMBER SERVICES – This committee acts as a forum for COMMERCIAL LINES – This committee concerns itself with all discussing agency problems and assists agencies in becoming matters of public and agency interest in the commercial lines more professional and proficient. The committee evaluates field such as general casualty, commercial property, commercial potential programs and sponsorships that could benefit the automobile, surety and bonds, etc. membership and AIIA. The committee also develops and recommends programs and activities which promote the identity EDUCATION / CIC – The education committee’s purpose is to and image of the agent. propose, prepare and promote educational programs for agents and their employees. PERSONAL LINES – Personal Lines concerns itself with all The Committee evaluates existing educational opportunities. matters of public and agent interest in the field of personal lines insurance, such as homeowners, automobile, personal fire, LEGISLATIVE – The legislative committee studies, reviews mobile homes, etc. BIG I PAC – To plan and to coordinate efforts to present at the annual Pat Owens Big I PAC Golf Classic for the purpose of raising money to support political candidates in Alabama who support the needs of independent agents. EXCALIBUR CLAY SHOOT – This committee is composed of members of the Excalibur Foundation Board and other Young Agents to keep ideas fresh regarding fund raising opportunities to fund annual scholarships for Troy University & University of Alabama students studying Risk Management Insurance Majors. Excalibur hosts an annual Clay Shoot in April at Selwood Farm. YOUNG AGENTS CONFERENCE – This committee is the many other state associations with strong Young Agents responsible for the annual Young Agents Conference; its Committee attendance. program, marketing, attendance, and sponsor development. The Chair shall also promote and solicit the Young Agents for YOUNG AGENT LEGISLATIVE – The legislative committee InsurPac contributions and strive to obtain 100% of the Young is responsible for working with the Big I PAC Golf Tournament Agent Committee participation. This committee also supports Committee to assist with its program, marketing, attendance the Big I PAC Golf Tournament. and sponsor development. YOUNG AGENT MEMEBERSHIP – This committee develops This committee will also work towards obtaining more and implements a marketing plan to member agencies with the involvement from the Young Agents Committee at the National goal of obtaining more involvement in the organization. The Legislative Conference in Washington and develop plans membership committee works in conjunction with Young Agent to enable more Young Agents Committee members to join Regional Directors to identify, market, and recruit new members. 2019 Issue 4 | Alabama Independent 17

You’re an independent agent. Who’s got your back? The Big “I” Professional Liability Program Prevent. Protect. Prosper. Our risk management Our superior coverage through When you know you have the resources keep your agency Swiss Re and our expert claims best agency E&O protection, from making common teams are in your corner in the you can focus on growing your preventable mistakes. event of a claim. most important asset–your business. The Big “I” and Swiss Re are jointly committed to providing IIABA members with leading edge agency E&O products and services.The IIABA and its federation of 51 state associations endorse Swiss Re’s comprehensive professional liability program. www.independentagent.com/EO Contact: Carol Hunt [email protected] 205-326-4129 x109 Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas. 1W8estpoArltaibsaammaeImnbdeerpoefntdheenStw|is2s 0R1e9grIosuspueof4companies and is licensed in all 50 states and the District of Columbia. ©2014 Big I Advantage and Swiss Re Corporate Solutions

Practical Solutions 10/23/19 9:02 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_NOV.indd 1 2019 Issue 4 | Alabama Independent 19

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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 2019 Issue 4 | Alabama Independent 21

PROTECTION | PERFORMANCE | DRIVEN HOW TO GET TESTIMONIALS THAT Providing stable, cost-effective workers’ BOOST YOUR CREDIBILITY compensation coverage for the transportation, By John Graham distribution, supply-chain logistics and allied industries nationwide since 1993. The unspoken question in every customer’s mind “I want to believe you, but I’m not sure I trust you” is the unspoken — 20% Historical Average Annual Dividend Credit question customers ask salespeople. The devil in every — Deductible Options from $2,500 to $1,000,000 sale is customer doubt. Specifically, a salesperson’s lack — Seamless Nationwide Coverage Available* of credibility. Slow down. Forget about “updating” your — Responsive & Effective Claim Management “professional profile.” Why? To put it graciously, too many — Customized Claim Analytics Reviews are being “massaged” by salespeople who think they need — Behavior-Based Risk Management to “enhance” themselves. But customers aren’t fooled; bad — Dedicated CDS & TRS Certified Risk Managers experiences make them suspicious and they back off from saying “yes.” *With eligible Alabama exposure. Alaska, Hawaii and monopolistic states excluded. The tool that helps bridge the “credibility gulf” is the customer Contact our Business Development Team testimonial. But wait a minute; don’t role your eyes and stop reading just because testimonials haven’t worked for you. [email protected] Here’s why: all testimonials aren’t equal; most are lacking credibility. The internet is swimming in phony testimonials (334) 834-7911 | ATACompFund.org that are signed “A longtime customer,” “Ben C.,” “Does a great job,” or “We love that company.” They are exactly what 22 Alabama Independent | 2019 Issue 4 they appear to be: nothing more than thinly veiled fakery. Even though some testimonials may be genuine, they’re dull, boring and lack impact. In other words, they’re ineffec- tive. Let’s face it, most of those who are asked to provide a testimonial don’t know what to say or how to say it. So, unintentionally, they botch the job! For testimonials to do the job of enhancing someone’s integrity, they must tell a compelling story (not make a sales pitch) in a few carefully crafted words. They must be little jewels. And this takes skill. Here’s how to go about obtaining testimonials that are believable and enhance credibility: Step #1. Selecting testimonial candidates Forget about your sister-in-law or your best friend. Be selec- tive about who you ask for testimonials. Choose situations where you’ve made a difference or saved the day. These are testimonials that resonate with prospects. For example, it was during a review of a prospect’s busi- ness insurance program that a broker discovered several gaps in coverage that could do serious financial damage to the company should a loss occur. When the agent was awarded the account, he asked the owner for a testimonial. Needless to say, the new client readily agreed.

Powerful testimonials often come from using a PSR or More than Problem-Solution-Results format. Present the problem, an account. followed by your solution, and then drive the message A relationship. home with the accrued results. Whether it’s a testimonial or a case history, identify people with their full name, busi- More than a policy. A promise. ness, and location. Otherwise, it isn’t credible. At FCCI, we’ve been working with select Here’s the key: The right moment to ask for a testimonial independent agents to insure businesses for is not when you want it, but when you have demonstrated more than 60 years. Your clients are more your competence — it’s your performance that makes testi- than an account to us. We’ll work with you monials compelling. Read: believable. so they can face the future with confidence. Step #2. Obtaining testimonials that have value www.fcci-group.com 800-226-3224 Asking someone to write a testimonial can be a major PROPERTY I CASUALTY I SURETY I RISK MANAGEMENT I SECTOR EXPERTISE mistake. If you do, the chances are you won’t get what you expected — or wanted. It’s likely to be something that’s 2019 Issue 4 | Alabama Independent 23 weak, cobbled together, and unimpressive. For example, “We’ve been doing business with The Zoomfast Company for 12 years and they always do a good job. Their people are friendly and know what they’re doing.” How many times have you seen testimonials like this? Most people want to be helpful, but they don’t know what to say or how to say it. So, they fall back on trite words and phrases that fail to convey a meaningful message. Or, they tell the person asking them, “Just give me what you want and I’ll sign it.” Either way, the results are less than inspiring. A more successful approach is having someone who can ask questions that gets a person talking to conduct a phone interview and write up a concise and compelling narrative. Then, have the person interviewed review it and make any changes and approve the final content. They will appre- ciate the help in giving it a professional touch. Here’s an example of what we’re talking about. A client asked a marketing consultant to interview a customer, who was a co-founder of a construction company, for a testimo- Continued on page 24 >>

<< Continued from page 23 nial. The “Why do you think they wanted you to do this?” Obtaining interesting and captivating testimonials is was the first question. And the answer was an instant exciting. But there’s one more step: Obtaining permis- grabber, “He saved my business.” Then, he went on to tell sion to use them. In fact, tell those interviewed you will how he was about to lose a large contract but was able to send them the proposed wording, along with a testimonial keep it thanks to the client’s knowledge and quick action. release form (ask a lawyer to make a recommendation). The resulting testimonial was short and powerful. Don’t use a testimonial until you have a signed release in hand. Step #3. Putting testimonials to work Testimonials can be one of the most powerful influencers Once you have a portfolio of several testimonials, what are available to marketers and salespeople. But get them right you going to do with them? How are you going to make and using them effectively to maximize their benefits takes them work for you? Take this seriously. There is nothing thought, planning and expertise. more persuasive than having a customer tell your story. John Graham of GrahamComm is a marketing and sales Here are ways for to get the most out of testimonials: strategy consultant and business writer. He is the creator • Include in newsletters of “Magnet Marketing,” and publishes a free monthly eBul- • Showcase on websites and in videos letin, “No Nonsense Marketing & Sales Ideas.” Contact • Feature in sales letters him at [email protected] or johnrgraham.com. • Turn into handouts for meetings and events • Highlight on social media • Send when asked for references • Display on banners at trade shows • Make seminar presentations 24 Alabama Independent | 2019 Issue 4

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Contact: Tangerie Underwood [email protected] 205-326-4129 x 105

Ted’s Tablet QUESTION: Our insured contractor has a Commercial QUESTION: I have two immediate situations that must be General Liability Form CG 00 01(12 07). A claimant address for my insured: suffered damage to his house caused by a defect in 1. Finding a cross liability suits exclusion in an umbrella policy (it might only be a $10,000,000 or $15,000,000 construction on a completed house. A parapet wall was Q: Q:installed by a subcontractor and it was done incorrectly, causing ensuing damage. The carrier is denying coverage problem!) citing three exclusion: Damage to Your Property, Damage 2. Having a client’s customer asking to be listed on the to Your Work (overlooking the exception if the work was certificate of insurance as a “Named Additional Insured” done by subcontractor), and Damage to Your Product, stating that the “whole house” is the insured’s product If you have any thoughts on either, I would be interested (overlooking the wording in the form “other than real in hearing them. My first reactions are: property”). Is this correct? ANSWER: You did not include the policy or any 1. Get an umbrella from a different company. endorsements that might apply. The ISO Damage 2. Tell our client, “No, don’t do it.” to Property exclusion does not apply to completed ANSWER: These are two common insurance operations. The ISO Damage to Your Work exclusion has requirements: 1. Removing a cross liability suits exclusion and 2. Wanting to be an Additional Named Insured. an exception for work done on your insured’s behalf by 1. A “cross liability suits” exclusion will appear as an A:a subcontractor. Some carriers’ policies don’t have this exception and some carriers remove the exception by A:endorsement. The ISO Damage to Your Product exclusion does not apply. As you pointed out, the definition of “your “Insured vs. Insured” exclusion or a “named insured vs. product” does not include real property. The house is the named insured” exclusion. Read the umbrella exclusions and see if either of these appear. A named insured vs. insured’s work, not the insured’s product.  named insured would not impact an additional insured, Q:QUESTION: In reviewing ISO Business Auto Coverage but an insured vs. insured exclusion would. If such an Form CA 0001 03/10 edition I am not finding an exclusion exclusion appears in the policy, you need to find out if it or coverage limitation for vehicle wraps. These wraps can be removed. It might require an additional premium are put on after the vehicle has been purchased with the or the carrier might refuse to remove it. If they refuse to value of the wrap not included in the original cost new. remove it, you need to notify you insured that you can’t We are seeing claims where wraps are damaged, with comply with the requirement. You might have to move their cost being as high as $10,000. the account, which could create additional problems. PS. Watch out for this type of exclusion on underlying policies We are not seeing the benefit of charging a premium for too. these wraps as we only find out at the time of a loss, when they are looking for coverage that the vehicle has 2. When we see a request for Additional Named Insured a wrap and they want payment for it. Am I missing an status we often think they want to be added to the exclusion or limitation or do you have a recommendation declarations page as a named insured. That’s normally on how to address this issue? not the case. They normally want an Additional Insured endorsement with their name on it. For example, if you’re A:ANSWER: The ISO BAP states, “We will pay for “loss” using an “automatic status” or “blanket” additional insured to a covered “auto” or its equipment.” There is no endorsement triggered by a requirement in a written exclusion for custom equipment as there is in a PAP. contract or agreement, this type of endorsement might There is also no definition of “equipment.” The question not be acceptable because the Additional Insured’s name is, “Is a vehicle wrap considered auto equipment?” That’s doesn’t appear on it. You would need to issue a CG 20 10 probably a question only the carrier can answer. I would or a similar endorsement that would allow you to list the ask the company’s opinion on this issue. The vehicle additional insured. Have your insured get this clarified. wrap definitely increases the value of the vehicle and the If they truly want to be listed on the declarations page as carrier has the right to charge for the additional exposure a named insured, that isn’t going to happen. Also, this is should they choose to do so. It’s best to get this clarified not in their best interest unless they want to pay the policy prior to a loss. premium, including audits, and comply with other policy conditions that only apply to the named insured. I hope this helps. Good for you for reading the policies. 2019 Issue 4 | Alabama Independent 27

INDUSTRY NEWS 60TH ANNUAL FIREFIGHTERS’ AWARD & APPRECIATION LUNCHEON The Birmingham Independent Insurance Agents hosted the for their dedication and 60th Annual Firefighters’ Award & Appreciation Luncheon service to the Birmingham October 9 at the association office during Fire Prevention community. Week. Firefighters and their families were invited to the luncheon and BIIA members joined them in appreciation of Matt Russell, Alabama Fire their dedication to our community. The 2019 honorees were College and Personnel Apparatus Operator Christopher Glaze, Firefighter Dominique Standards Commission’s Adams, Firefighter Jonathan Bowen, Firefighter Javier Executive Director, was Crayton, Lieutenant Joseph Kolodziej, Firefighter Claiborne also a guest speaker. He Magee and Firefighter Michael Williams. entertained the audience with his witty remarks, Please join us in congratulating Apparatus Operator captivating stories and true passion for his job. In closing, he Christopher Glaze, Firefighter Javier Crayton, Firefighter expressed his focus on education and experience within fire Claiborne Magee and Firefighter Michael Williams as the 2019 services. Firefighters’ of the Year. A trophy is displayed at Birmingham Fire Station #1 and their names have been inscribed alongside After the ceremony, the Birmingham Independent Insurance winners of this prestigious award. In addition to receiving this Agents held a raffle for the firefighters and their family award, Birmingham Independent Agents presented each with members. The door prizes consisted of several monetary a monetary award. awards and beautiful floral arrangements. Birmingham Mayor Randall Woodfin read the Proclamation for We encourage you to remember fire safety during this holiday Fire Safety Week and presented the Firefighters of the Year season and have a plan in case a fire should arise at your with a copy of the proclamation. He thanked all the firefighters home. 2019 “Best Practices” Agencies The annual Best Practices Study (BPS) originated in 1993 as The 2019 “Best Practices” agencies have been selected and an initiative by the Independent Insurance Agents & Brokers of the list includes the following members: America (or Big I) to help its members build and maintain the value of their most important assets, their agencies. The Big Byars | Wright, Inc. – Jasper I retained the principals of Reagan Consulting to create and perform the first Best Practices Study. By studying the leading Crawford Skinner Agency – Springville agencies and brokers in the country, the association hoped to provide member agents with meaningful performance Fountain, Parker, Harbarger & Associates – Huntsville benchmarks and business strategies that could be adopted or adapted for use in improving agency performance, thus Lyon Fry Cadden Insurance Agency – Mobile enhancing agency value. Data is provided for each of six revenue categories (from under $1.25M to over $25M), Pritchett - Moore, Inc. – Tuscaloosa and nominations for agencies in each of these categories are accepted at the beginning of each three-year study Starke Agency, Inc. – Montgomery cycle. The aggregate results of the highest performing firms (approximately 40 per category) are included in the study and To order your copy of the 2019 Best Practices Study, call these agencies earn the prestigious status of “Best Practices 1-800-221-7917 or visit the Best Practices Gateway, your link Agency,” and the industry recognition and exclusive benefits to valuable tools for improving agency performance, at www. that accompany it. The Study is recognized as one of the reaganconsulting.com/research/best-practices. most thoughtful, effective and valuable resources ever made available to the industry. 28 Alabama Independent | 2019 Issue 4

EXCALIBUR EDUCATION FOUNDATION INDUSTRY NEWS RECEIVES A SURPRISE DONATION In August, the Excalibur Education Foundation held their annual board meeting to discuss their fundraising opportunities and to give out additional schoalrships from the proceeds given at the annual Excalibur Clay Shoot. During the meeting, Estelle Smith with the Birmingham Area Insurance Professionals informed chairman Todd Roberts with the discontiuement of their local chapter BAIP and take out and that they would like to donate their remaining funds to the Excalibur Education Foundation. Estelle presented Todd with a check for $6,834! CHRISTMAS IN OCTOBER The Exceptional Foundation brings Christmas in October to AIIA Members. The group sang a few carols and Mr. Sam gave his rendition of “A Wonderful World.” By the end of the hour, Santa Clause made a grand appreance from the North Pole! BILL SAGER RECOGNIZED FOR HIS CONTRIBUTIONS During the recent Alabama I-Day held in October, the Alabama Insurance Planning Commission presented a Resolution to AIIA’s retired Executive Vice President Bill Sager. He was recognized as a Mentor and Friend of the University of Alabama Program in Risk Management & Insurance for all his many contributions. CONGRATULATIONS PAUL BURNETT Paul Burnett with Byars | Wright was awarded the 2019 Vendor of the Year Award on October 23 by the Alabama Grocers Association. Congratulation Paul!! 2019 Issue 4 | Alabama Independent 29

INDUSTRY NEWS BYARS|WRIGHT HIRES LOCAL INDUSTRY LEADERS, LAUNCHES NEW DEPARTMENT Local independent insurance agency expands with can be found in the agency’s Alabaster location. Joe uses the addition of four new hires to launch a Marketing her Marketing expertise to assist the entire agency with Department and advance the Claims Department. complex accounts. Byars|Wright, Inc. is pleased to announce the launch of Denise Thomas joins Byars|Wright as a Marketing its Marketing Department and welcome a new leader Manager. Thomas, whose office is in Gardendale, has 41 to their Claims Department. Alan McCoin, Susan Joe, years of experience in commercial insurance and holds Denise Thomas, and Tina Ferguson recently joined the her CIC designation. She is an expert in new business local independent insurance agency, where McCoin and renewal marketing and an invaluable resource in leads the existing Claims Department while Joe, Thomas, training new Producers. Thomas is already proficient in the and Ferguson make up the new Marketing Department. agency’s new cloud-based management system and has “We are excited to welcome Alan, Susan, Denise, and proved to be an invaluable source. Tina to Byars|Wright,” states Haig Wright, II, President of Byars|Wright. “We believe we’ve found exactly the Tina Ferguson joins Byars|Wright as a Marketing right people at the right time to launch our Marketing Manager. Ferguson brings 15 years of experience in Department and lead our Claims Department. The hiring commercial insurance and as a Marketing Executive to of these talented individuals adds tremendous strength Byars|Wright’s Gardendale office. She obtained her CIC to our team. For independent agencies like ours, these designation in 2016 and is also a licensed realtor. Ferguson departments create valuable resources for our customers is marketing new business and negotiating renewal and are essential as we strive to increase our footprint in business as an integral part of the Marketing department. Alabama.” Vice-President John Byars says that Byars|Wright recognized the need for this department as the agency Alan McCoin joins Byars|Wright as the new Director has expanded. They now have five offices, including the of Claim Management and will be instrumental in the two locations added this year in Homewood and Cullman. advancement of the agency’s Claims Department. McCoin “We appreciate the knowledge and industry experience has 40 years of experience in commercial claims, managing that each individual brings to our team,” Byars stated. “Not corporate teams, and as a Senior Adjustor. He uses his only will Alan, Susan, Denise, and Tina be instrumental in expertise to advocate on clients’ behalf and enhance the leading our Marketing and Claims departments, they have agency’s proactive approach to claims. McCoin works in already been a positive example and incredible resource Byars|Wright’s Homewood location. to our young team members – which is a crucial asset to our growing agency.” Susan Joe joins Byars|Wright as a Marketing Manager. Joe, who earned her CIC designation, has almost 30 years For further information, please contact Lacey Rae of experience in commercial insurance and previously Visintainer at [email protected] or 205-690- supervised a large team of insurance professionals. She 1383. is a proven leader with excellent communication skills and 30 Alabama Independent | 2019 Issue 4

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 Dori Harmon Agency Strock Insurance Agency Strickland General Corsini Consulting Group LLC DBA Harmon Tyler Strock Agency, Inc. Mark Corsini Insurance Prattville Cliff Strickland Birmingham Dori Harmon Duluth, Georgia LaFayette Adrienne L Tucker & Coastal American Associates Iron ReHealth Insurance Company Golden Agents Corp Adrienne Tucker Bill Lawrence Stephanie Powell Max Morgan Mobile Montgomery Gulfport, Mississippi Birmingham Chris Miller Insurance The Hartford The Grogan Agency Agency Shelley Rogers Jay Grogan Chris Miller Birmingham Trussville Huntsville UIG (Universal Insurance Bienville Insurance Mid-South Insurance, Group) Group LLC Ruth Damare Dustie McPherson Cherie Rowell Mandeville, Louisiana Mobile Monroeville 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]. Join us As a member of SIAA, and let the Alabama Insurance light shine Alliance provides on your the resources and independent tools for today to agency. exceed tomorrow’s expectations. • Strong and Competitive Companies • Quarterly National Incentives • Regional/Local Profit Sharing • Marketing Resources • Training & Learning • Commercial Lines Training • Start-up Agency Training • E & S and Specialty Programs Sam Everette III Gretchen Jackson President Regional Director [email protected] [email protected] 334.430.9819 205.202.1726 2019 Issue 4 | Alabama Independent 31 aianetwork.net

Education Calendar January Jan 7 CISR Insuring Personal Auto Exposures – Birmingham February Jan 9 CISR Insuring Personal Auto Exposures – Mobile Jan 16 CISR Insuring Personal Auto Exposures – Tuscaloosa March Jan 21 CISR Insuring Personal Auto Exposures – Huntsville Jan 23 CISR Insuring Personal Auto Exposures – Montgomery Jan 28 E&O: Commercial Property Coverage Gaps & How to Fill Them – Montgomery Feb 4 CISR Insuring Commercial Casualty Exposures 1 – Birmingham Feb 6 CISR Insuring Commercial Casualty Exposures 1 – Mobile Feb 11 CISR Insuring Commercial Casualty Exposures 1 – Montgomery Feb 12 E&O: Commercial Property Coverage Gaps & How to Fill Them – Mobile Feb 12-14 CIC Commercial Property Institute – Birmingham Feb 20 CISR Insuring Commercial Casualty Exposures 1 – Florence Feb 27 CISR Insuring Commercial Casualty Exposures 1 – Tuscaloosa CISR Marathon Week: March 2-6 (Birmingham) Mar 2 CISR Insuring Personal Auto Exposures Mar 3 CISR William T. Hold Seminar Mar 4 CISR Insuring Commercial Property Mar 5 CISR Insuring Commercial Casualty Exposures 1 Mar 6 CISR Agency Operations Certified Risk Manager – Control Risk: March 11-13 (Birmingham) Property & Casualty Licensing School: March 16-20 (Birmingham) PTAWebinars January 8 – Personal Auto Hot Topics January 9 – When the Child Becomes the Parent – Aging Parents and Insurance Decisions ​January 14 – E&O: Commercial Liability Coverage Gaps and How to Fill Them January 14 – E&O: Roadmap to Homeowners Insurance January 15 – Lying, Stealing, New Types of Fraud: The Importance of Crime Insurance January 16 – Ethics – Walking a Straight Line January 21 – 10 Things Every Commercial Lines Agent Ought to Know January 22 – Insuring Trusts – Protecting Your Client’s Wishes January 23 – Dispelling the Myths of Workers’ Compensation January 27 – Top 10 Countdown of Personal Lines Coverages January 29 – Insuring Technology Exposures – Products, Property and Professional Liability For complete class listings and to see all AIIA Webinars, PTA Webinars and ABEN Webinars, visit www.aiia.org !! 32 Alabama Independent | 2019 Issue 4

AIIA First STEP Sponsorships The Alabama Independent Insurance Agents (AIIA) have streamlined the First STEP Sponsorship program to allow insurance companies, wholesalers and vendors to support our association and industry on an on-going basis. Using a tiered approach, this program allows each company to choose a partnership and premium add-on exposure based on the level of interaction and visibility to Alabama Independent agents. Your investment as a First STEP Sponsor shows your dedication to both our association and industry as a whole. As partners, we can work together to protect, promote and grow the independent agency system for years to come! STAR DIAMOND PLATNUM GOLD SILVER BRONZE SPONSORSHIP PACKAGES $25,000 $15,000 $10,000 $7,500 $5,000 $2,700 MEMBERSHIP AIIA Associate Membership X X X X X X Use of AIIA Classroom X X X X X X Recognition in the Alabama Independent Logo Logo Logo Logo Name Name Education & AIIA News Emails X X X Website Sponsor Scroll with Logos X X X XXX X X X XXX Website Sponsor Listing with hyperlinks to Company Website EDUCATION / EVENTS CIC / CRM Breakfast Sponsor XX X CISR Lunch Sponsor XX Sponsorship Recognition at all Event X X X XXX Sponsorship Recognition in AIIA Lobby X X X XXX Sole Sponsor of AIIA Legislative Conference X X X XXX Complimentary/Discounted Booth at XX X X 75% 50% Annual Convention Comp/Discounted Convention Registrations 5 4 3 2 1 2 – 25% 2 2 1 1 2 – 25% Comp/Discounted Young Agents Registrations 3 X X XXX 2 2 110 Sole Sponsor of Fall Conference & Trade Fair X +$500 +$500 +$500 +$500 +$500 Comp/Discounted Fall Conference Registrations 3 +$1,000 +$1,000 +$1,000 +$1,000 +$1,000 +$1,000 +$1,000 +$1,000 +$1,000 +$1,000 A LA CARTE – FUNDRAISERS (First Come, First Serve) +$2,500 +$2,500 +$2,500 +$2,500 +$2,500 +$750 +$750 +$750 +$750 +$750 Clay Shoot Snack/Reception – 1 available +$500 +$1,000 +$1,000 +$1,000 +$1,000 +$1,000 +$1,500 +$1,500 +$1,500 +$1,500 +$1,500 Clay Shoot Lunch - 1 available +$1,000 +$2,500 +$2,500 +$2,500 +$2,500 +$2,500 Clay Shoot Cart Sponsor – 1 available +$1,000 Clay Shoot Shell Sponsor – 1available +$2,500 Big I PAC Hole-In-One Sponsor – 4 available +$750 Big I PAC Beverage Sponsor – 2 available +$1,000 Big I PAC Lunch Sponsor – 2 available +$1,500 Big I PAC Cart Sponsor – 1 available +$2,500 2019 Issue 4 | Alabama Independent 33

SEEN&HEARD BIRTHS WEDDINGS Congratulations to Meagan and William Congratulations to John Petrusnek Phillips of Greenhalgh Insurance Agency, of Southern Access Capital on his along with big brother Jack, on welcoming marriage to Sarah Dabney Threadgill. baby sister Lily Rhodes August 5, 2019. The ceremony took place at St. Francis at the Point in Point Clear, Alabama, Congratulations to Laurel and Brady surrounded by family and friends on Wilson of AmWINS Professional, along September 21, 2019. with big sister Lollie and big brother Charlie, on welcoming baby brother Nash Congratulations to Lindsey Blake of Insurance Office of on August 27, 2019. America on her marriage to Daniel Thomas. The ceremony took place at Flagstone Farm in Vance,Alabama, surrounded Congratulations to Carol and Norman Barfoot of SIUPREM by family and friends on October 19, 2019. on welcoming their first granddaughter. Brooklyn Rose Goldman was born on September 6, 2019, and is the SYMPATHY daughter of Bryan and Savannah Goldman. Our thoughts have been with Sam Congratulations to Lauren and Pierce Huggins of Velocity Newton’s Insurance Agency located in Risk Underwriters and The Sheffield Fund, along with big Florence & Lexington, Alabama, along sister Hailey, on welcoming baby brother Webb Henry on with the Newton family since the passing September 7, 2019. Also, congratulations to Cathy & Joe of Sam Newton in August. Sam served on the AIIA Board Nichols of Anchor Pardue Insurance and Fitts Agency on of Directors multiples times throughout his career including welcoming their newest grandbaby. serving as President in 1994. He also served on several committees including the Legislative and Small & Rural Congratulations to Natalie and Clark Battle of Insurance Committee, which he chaired for three different terms. Sam Office of American on welcoming their first child, Baker Lynn will be greatly missed. on September 10, 2019. Our thoughts have been with the family of Peggy McFeeters Congratulations to Rachel and Jacob Preston of AmWINS since her passing in September. Peggy was the co-founder on welcoming their first child, Edie Rose on September 10, of PAC Insurance Agency located in Bessemer & Hoover, 2019. Alabama and she continued to work at the agency up until her health prevented her. Congratulations to Abbie and Nick Galloway of Premiere Agency Network, along with big brother Tommy, on Our thoughts have been with Whittaker-Warren Insurance welcoming baby sister Elizabeth “Ellie” Ann on September Agency in Enterprise, along with the Warren family since 11, 2019. the passing of William Harrison “Billy” Warren in September. Billy worked at the agency until his retirement in January of Congratulations to Ashley and Brian Smith of Best Insurance this year. Group, along with big brother Holden and big sister Sadie Ann, on welcoming baby sister Emmie Elizabeth on Our thoughts have been with the family of William Sanford September 17, 2019. “Bill” Gullett since his passing in October. Bill worked for J. Smith Lanier & Company formally Rogers, Parker & Congratulations to Shelby and Jeremy West of West Associates in Florence. Insurance Agency, along with big sister Josie, on welcoming baby sister Lydia June on September 19, 2019. RETIREMENT Congratulations to Will and Gwen Coker of Starke Agency, Congratulations to David Usher on his along with big brother Camden, on welcoming baby brother, retirement from Travelers back in August Grayson Allen on September 27, 2019. of 2019. Congratulations to Meghann and Clint Provost of Cobbs Congratulations to Roger Harris on his Allen and McGriff Seibels & Williams, along with big brother retirement from First Capital Insurance Thomas, on welcoming baby sister Emory Elizabeth on Agency back in September of 2019. October 10, 2019. Also, congratulations to Joni Holt from Holt Insurance Agency on welcoming her first granddaughter!! 34 Alabama Independent | 2019 Issue 4



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