Volume 22, Issue 10 - Independent Insurance Agent
The West Virginia
Insuror
INSIDE
THIS ISSUE
Martin Named IIAWV President
Bruce R. Martin, CIC, CRM is the new
President of the Independent Insurance
Agents of West Virginia, Inc. Martin’s
appointment was made by the association’s
Executive Committee on June 6, 2013
and ratified by the organization’s Board of
Directors later that same day.
Martin, President of Wesbanco Insurance
Services, Inc. in Morgantown, West Virginia
will be serving his second term as the
association’s Chief Elected Officer having
served as the association’s President in
1995.
A second-generation independent agent,
Martin is a graduate of Fairmont State
College. He began his insurance career
with Hunter Insurance Agency in 1982 and
was named
President of the agency in 1990. He was
named President, CEO and Chairman of the
Board of Wesbanco Insurance Services, Inc.
in 1998. He received his Certified Insurance
Counselor designation in 1995 and his
Certified Risk Manager designation in 2010.
Martin has served as Vice-Chairman of
the Board of Directors of the West Virginia
Board of Risk and Insurance Management
since 2003
Martin became active in the Independent
Insurance Agents of West Virginia in 1988
as a Young Agent and was elected to
the IIAWV Board of Directors in 1989.
He was elected IIAWV Vice-President
in 1991 and then served on the IIAWV/
PIAWV Consolidation Task Force, which
negotiated the consolidation of the two
agent trade associations into the present
IIAWV. Following the combining of the
two organizations, Martin served as vice
president, president-elect and president of
the new organization. Martin served as the
IIAWV representative to the IIABA national
board of directors from 1998 through 2003.
For his service to the organization, Mr.
Martin has been named the association’s
Young Agent of the Year in 1991 and the
association’s Earle S. Dillard "Agent of the
Year" award in 1997.
2 US Treasury Releases 1st Annual
Federal Insurance Office Report on
Insurance Industry
2 National Alliance Announces Top
Insurance CSRs by State for 2013
3 Note from the CEO
3 Why You Need To Offer Excess UM/
UIM To EVERY Client
4 Social Security Administration
Schedules National Conference Call
4 US Senate Banking Committee
Advances National Producer
Licensing Reform Bill
6 WV Supreme Court Upholds AG’s
Outside Counsel Practice
7 Small Business Health Insurance
Exchange Applications Released
8 Motorcycle Injuries Rise After
Helmet Laws Weakened: Study
10 Flood Insurance is Needed
Everywhere
10 The Advantages of Placing Surplus
Lines
11 3 Life-Health Developments Your
Clients Should Know
12 Find Your Edge with Online Rate
Comparison
13 Don’t Miss Out on an Easy Umbrella
Solution
14 Fewer Auto Shoppers, but More
Switchers
15 Liquor Liability Coverage Changes
under New ISO Forms
16 Personal Lines Coverage Issues
Explored
18 Five Tips for Effective E-mail
Prospecting
Volume XXII | Issue X
june 15, 2013
A Publication of
Independent Insurance
Agents of West Virginia
Gray Marion, CAE, Publisher
US Treasury Releases 1st Annual Federal
Insurance Office Report on Insurance
Industry
On June 12, 2013, the U.S. Department of the Treasury's
Federal Insurance Office (FIO) released its first Annual Report on
the Insurance Industry to the President and Congress.
Under the Dodd-Frank Wall Street Reform and Consumer
Protection Act, FIO must report annually to the President and
Congress on the state of the insurance industry and any other
information deemed relevant or requested.
The Report addresses the financial performance and condition
of the principal sectors within the industry, and provides a review
of recent insurer insolvencies, risk management and portfolio
investment activities. In addition, the Report reviews key legal
and regulatory developments affecting the insurance industry
in the United States and abroad, and discusses current and
emerging trends that may have a significant impact on the
industry and the stability of the U.S. financial system.
Click on the highlighted link to download the 2013 FIO Annual
Report: http://www.treasury.gov/initiatives/fio/reports-andnotices/Documents/FIO%20Annual%20Report%202013.
pdf
National Alliance Announces Top Insurance
CSRs by State for 2013
Stacey L. Battaglini, CIC, ACSR, CPIW Named From West Virginia
Stacey L. Battaglini
CIC, ACSR, CPIW
The National Alliance for Insurance
Education & Research has announced
the winners of this year’s National
Outstanding Customer Service
Representative (CSR) of the Year.
Stacey L. Battaglini, CIC, ACSR, CPIW,
a CSR with IIAWV member agency
Arndt-McBee Insurance Agency was
named as the West Virginia recipient of
the award.
Candidates for this award are all insurance customer service
representatives, or have primary responsibility for insurance
customer service duties.
To qualify for the top honor in their state, the 2013 candidates
submitted an essay on the following topic: “Communication is
one of the most important parts of building strong relationships
with your clients, companies, and coworkers. Identify and
explain the four greatest barriers to effective communication that
you face (or have faced) and how you’ve worked to overcome
these barriers.”
Entrants also must have demonstrated commendable service to
their agencies, their industry, and their community.
Each state winner receives a framed certificate and is eligible
to compete for the national honor, which carries a $2,000
cash award, a gold and diamond pin, $1,000 cash award for
the nominator, and a scholarship for the recipient’s employer
to any program offered by The National Alliance. Additionally,
the name of the Outstanding CSR of the Year is inscribed on
a sculpture permanently displayed at the national headquarters
of The National Alliance for Insurance Education & Research in
Austin, Texas.
(continued on page 3)
page 2
A Publication of Independent Insurance Agents of WV
National Alliance
Announces Top Insurance
CSRs by State for 2013
(Continued from page 2)
Outstanding Customer Service
Representatives of the Year for 2013:
• Alabama Stephanie T. Craycraft, CISR, CPIA, Anchor
Insurance Agency
• Alaska Chayla N. Deitz, CISR, Alaska USA Insurance Brokers
• Arizona Sharon D. Bowman, CIC, Brown and Brown Insurance
of Arizona
• Arkansas Pamela A. Culwell, BancorpSouth Insurance
Services, Inc.
• California Stephanie R. Calhoun, CIC, CISR ,Teague Insurance
Agency, Inc.
• Colorado Melissa M. Jones, CIC, CISR, CPIW, AIP, Colorado
BW Insurance Agency
• Connecticut Jessica L. Bloking, CIC ,Wentworth DeAngelis,
Inc.
• Delaware Tracey A. Reed, CIC, CISR, Bramall & Hitchen
• Florida Ivon Deaton, CIC, Gallo Insurance Agency, Inc.
• Georgia Sheila R. Brock, CIC ,The Whitlock Group, Inc.
• Hawaii Christine M. Gumbs, The Royal State Insurance
Agency, Inc.
• Idaho Terri Azzola, CIC ,Mutual Insurance Associates, Inc.
• Illinois Teresa R. Fleming, CISR, Leffelman and Associates
• Indiana Kristi R. Wood, CISR, Cardinal Insurance Service, Inc.
• Iowa Nicole L. Keck, CISR, AW Welt Ambrisco Insurance, Inc.
• Kansas Debra K. Butcher, CISR, MRH Insurance Group, Inc.
• Kentucky Kathryn L. Clements, CIC, Eugene Wilson &
Company
• Louisiana Stacey G. Booth, CIC,, CISR, AINS, AIS Eustis
Insurance & Benefits, Inc.
• Maine Michael A. Lemay, CIC, CISR, AINS, AIS, API, Cross
Insurance
• Maryland Esther M. Hurchalla, CISR, AAI, AINS, Avery W. Hall
Insurance, Inc.
• Massachusetts Diane E. Wilson, CIC ,The Gaudreau Group
• Michigan Julie McNeal, CPIA, General Agency Company
• Minnesota Joann M. Mueller Dolliff, Inc.
• Mississippi Annie L. Roberts, CISR, Fisher Brown Bottrell
Insurance, Inc.
• Missouri Stacey C. Briggs, CISR, Dan Yoest Insurance
• Montana Sherry M. Hill, CISR, Hobson Insurance
• Nebraska Dianne L. Miller, CIC, Western Insurors
• Nevada Gayle E. Stackhouse, CISR, ACSR, Aniello Insurance
Agency
• New Hampshire Sandra C. LaCroix, ACSR, USI Insurance
Services, LLC
(continued on page 7)
Note from
The CEO
Gray Marion, CAE
IIAWV Chief Executive Officer
gmarion@iiawv.org
As I sit here writing this column, a line of severe
thunderstorms is moving through Charleston. They are
strong but nothing like what is hitting the northern part of
West Virginia today. These severe storms are certain to
produce a spike in claims in the northern part of the state.
Good luck to our member agents as they try to survive the
storm and then try to help their clients survive its aftermath.
Speaking of storms, healthcare reform continues its march
to implementation. We have been told that agents will be
required to complete at least four hours of training before
participating in the exchanges. The specific training
requirements are to be made known to us by late July or,
more likely, mid-August.
Also on the subject of healthcare reform, the group known
as West Virginians for Affordable Healthcare continues to
complain about agent involvement in the exchanges. They
are holding meetings and publishing articles that beat
the drum about the program without ever mentioning the
critical role that agents will be playing. In conversations
with every level of government from the US Senate and
House of Representatives to the West Virginia Insurance
Commission, your association continues to be assured that
agents are in the program to stay. I wonder when someone
will tell the West Virginians for Affordable Healthcare.
One last note on healthcare reform, it seems that some
members of Congress (Not West Virginia’s delegation) are
beginning to worry that their health insurance costs are
going to go up under the provisions of the PPACA. The
worry goes so far as to have caused meetings to be held
among Congressional leadership to discuss how to get
around the increase in cost without violating the law. We
will be keeping our eye on this.
On a local political note, watch out next week for the results
of the debate in the West Virginia House of Delegates
Speaker to see who becomes the next Speaker of the
House. With current Speaker Rick Thompson resigning
effective June 15, the race to succeed him is down
(apparently) to three, House Finance Committee Chair
Harry Keith White, D-Mingo, House Judiciary Committee
Chair Tim Miley, D-Harrison and House Minority Leader
Tim Armstead, R-Kanawha. The race is too close to call
but, I can tell you this, the outcome will have a dramatic
(continued on page 6)
page 3
A Publication of Independent Insurance Agents of WV
Social Security Administration Schedules
National Conference Call
Affordable Care Act on the Agenda for June 26 Event
The Social Security Administration
has scheduled its first ever national
conference call.
The purpose of the call is to provide
participants with updates from the
perspective of the SSA on issues
including the Trustee Report,
the Affordable Care Act and the
American Sign Language video.
The call will take place on Wednesday, June 26 at 1:30 p.m.
EDT.
If you would like to participate in this listen-only call, please
register by Monday, June 24, 2013 by clicking here. To listen in,
please dial 1-888-632-5004 and enter the passcode 204104#.
(Don’t forget to press the # sign) Please feel free to contact
Valencia Moody at valencia.moody@ssa.gov or by phone at
(410) 965-4271 for any questions.
US Senate Banking Committee Advances
National Producer Licensing Reform Bill
Manchin Supports Agents – Backs Bill
The Senate Banking
Committee voted on June
6 to send an insurance
producer licensing reform
measure to the full Senate for
consideration. West Virginia’s
junior Senator, Joe Manchin
joined with a solid majority of
the committee and voted to
send the bill to the full Senate.
The bipartisan bill, S. 534, the
National Association of Registered Agents and Brokers Reform
Act of 2013 or NARAB II, was introduced by Sens. Jon Tester
(D-Montana) and Mike Johanns (R-Nebraska) in March with
fourteen original co-sponsors in the Senate. The bill currently
has twenty-three bipartisan sponsors.
NARAB II seeks to promote consistency and reciprocity in
agent and agency licensing among states. It would streamline
non-resident insurance agent and broker licensing. Its backers
say it would not usurp state insurance regulation or consumer
protections.
The Independent Insurance Agents & Brokers of America (Big
“I”) praised the committee action.
“The Big ‘I’ is very encouraged by today’s bipartisan action
on NARAB II and would also like to thank Senate Banking
Committee Chairman Tim Johnson (D-S.D.) and Ranking
Member Mike Crapo (R-Idaho) for their support on this issue,”
says Charles E. Symington, Big “I” senior vice president for
external and government affairs. “We look forward to working
with Senate leadership to move the legislation to the Senate
floor as soon as possible. We also look forward to working with
the House of Representatives to act on this common-sense,
pragmatic bill that will benefit our small business members and
the customers they serve.”
The House companion bill, H.R. 1155 by Rep. Randy
Neugebauer (R-Texas) and Rep. David Scott (D-Georgia), was
also introduced in March and currently has the support of 79
cosponsors, according to the Big “I.” NARAB II has previously
passed the full House in two previous Congresses by voice vote.
The IIAWV thanks Senator Manchin for his support of this
important legislation.
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West Virginia
Insuror
page 4
A Publication of Independent Insurance Agents of WV
page 5
A Publication of Independent Insurance Agents of WV
WV Supreme Court Upholds AG’s Outside
Counsel Practice
The state Supreme Court has upheld the state Attorney General’s
practice of hiring outside legal counsel on some cases.
The High Court’s unanimous opinion issued Tuesday follows
oral arguments last month where a pair of plaintiffs representing
large corporations argued the practice was against state law
and unethical.
Attorney Robert Trenchard told the Court the outside attorneys
were more concerned about making money for themselves in
contingency fees than representing the interests of the state.
Former state Attorney General Darrell McGraw was often
criticized for hiring outside counsel on cases and the money
the attorneys ultimately received. New state Attorney General
Patrick Morrisey has said he will continue to use outside counsel
in some cases but will do so through a bidding process.
Morrisey was pleased with the Court’s decision Tuesday. He
tweeted:
“WV Sup Ct decision also allows our office to effectively
prosecute consumer protection cases. We fought for this and
the Court agreed.”
In its written opinion, the High Court called the argument
deficient.
“There was not one allegation that the special assistant attorneys
general have actually engaged in any improper conduct that has
caused an injury,” the opinion said.
The High Court concluded the Attorney General’s Office has
common law authority to appoint special assistant attorneys
general in certain cases.
Morrisey’s office put out a statement later where the AG
concluded:
“In short, this was a major victory for this office and our pursuit
of making it the best law firm in the state.”
The original cases were based in Mason and Wayne counties.
By Jeff Jenkins | Metro News
Note from the ceo
(CONTINUED FROM PAGE 3)
impact on the philosophical make-up of House leadership next
year and will also have a tremendous influence on whether or
not the Republican party can take control of the House in the
2014 elections.
I want to close out this column by recognizing a great member
agent of the IIAWV for a significant professional accomplishment.
I want to extend the congratulations of the IIAWV to Stacey L.
Battaglini, CIC, ACSR, CPIW of Arndt-McBee Insurance Agency.
Stacy has been named this year’s West Virginia recipient of the
National Alliance for Insurance Education & Research’s National
Outstanding Customer Service Representative (CSR) of the
Year Award.
this year and to be a recipient is a highly significant achievement.
An awful lot of hard work and long term commitment is
required to even be considered for the award. Hard work and
commitment define Stacy. You can just take a look at her three
professional designations and know that she is a dedicated
insurance professional. We are proud of her and proud that
she is a member of the IIAWV. Our warmest congratulations to
Stacy Battaglini, CIC, ACSR, CPIW.
The National Alliance awarded fewer than fifty of these awards
page 6
A Publication of Independent Insurance Agents of WV
Small Business Health Insurance Exchange
Applications Released
‘Employee choice’ model is officially delayed
Late Friday afternoon, the Obama Administration
released applications for small businesses and
their employees to use when applying for health
coverage within the new federal Small Business
Health Option (SHOP) exchanges.
In addition, as indicated in previous draft regulations,
the “employee choice” model within the federal
SHOP exchanges has been officially delayed until
2015.
The applications and regulations were issued as
part of the continuing implementation of the Patient Protection
and Affordable Care Act (PPACA).
The Administration released separate forms for employers and
employees to fill out when applying for coverage through the
SHOP, beginning with open enrollment Jan.1, 2013. Several
times throughout the document, applicants are
encouraged to reach out to a broker with questions.
Eventually, a 1-800 number will be listed (to go along
with information on the exchange website) with
contact information for local producers (obtained
during the producer registration/training process).
The employer form stipulates that if a small business
uses a broker, the form must be filled out online at
healthcare.gov.
In addition, the regulations confirm previous draft
rules that, in 2014, employers will only be allowed to
pick one plan on the federal exchange for employee enrollment.
In 2015 and beyond, the Administration’s current plan is to
move to full implementation of the “employee choice” model,
where employees will be able to choose from a full range of
plans on the federal SHOP exchange
National Alliance Announces Top Insurance
CSRs by State for 2013
(CONTINUED FROM PAGE 3)
• New Jersey Stephanie Brown, CISR, SCLA, GR Murray
Insurance
• New Mexico Samantha Sanchez, CISR, J. S. Ward & Son,
Inc.
• New York Janice Tomaselli, AAI, Tompkins Ins Agencies, Inc.
• North Carolina Heather O. Basdekis, CISR, Darden Miranda &
Associates
• North Dakota Joni R. Alfson, CIC, CPCU, Dawson Insurance
• Ohio Chelsea A. Sliwinski, CISR, The Evarts Tremaine Flicker
Company
• Oklahoma Natalie J. Garrett, CISR, CPIW, AINS, Messer-
Bowers Company
• Oregon Tamara S. Doryland, AINS, API, CIIP, DAE, Hagan
Hamilton
• Pennsylvania Enid J. Holcomb, CISR, Bush Agencies, Inc.
• Puerto Rico Karen M. Villafañe Rodriguez, CISR, Hub
International/CLC Insurance Services
• South Carolina Kadi M. Quinn, CISR, McKay Insurance, Inc.
• South Dakota Alicia I. Carlson, CISR, AIS, AU, Howalt-
McDowell Insurance
• Tennessee Beth M. Mittlesteadt, CIC, CISR, BB&T Legge
Insurance
• Texas Sonya J. Edwards, CIC, ACSR, Bryan Insurance
Agency
• Utah Jennifer M. Lude, CISR, Liberty Mutual Insurance
• Virginia Freida J. Cooper, CISR, CPIA, USI Insurance Services,
LLC
• Virgin Islands Jessica P. Grell, CISR, Theodore Tunick &
Company
• Washington James D. Ledbetter, CISR, Michael J. Hall &
Company
• West Virginia Stacey L. Battaglini, CIC, ACSR, CPIW, Arndt
McBee Insurance Agency
• Wisconsin Lindsey R. Hamielec, CIC, CISR, M3 Insurance
Independent Insurance Agents
of West Virginia, Inc.
page 7
A Publication of Independent Insurance Agents of WV
Motorcycle Injuries Rise After Helmet Laws
Weakened: Study
of repealing helmet requirements on the severity of injuries as
measured by medical insurance claims, Zuby said.
Some states have sought to mitigate the repeal or loosening of
mandatory helmet laws by setting minimum medical insurance
requirements, but “that doesn’t even come close to covering the
lifelong care of somebody who is severely brain-injured and who
cannot work and who is going to be on Medicaid and a ward
of the state,” Jackie Gillan, president of Advocates for Highway
and Auto Safety, which backs mandatory helmet requirements
for all riders, said.
Jeff Hennie, vice president of the Motorcycle Riders Foundation,
dismissed the study, saying the insurance industry views helmets
as “the silver bullet that’s going to change the landscape of
motorcycle safety.” He said insurers are upset because “life has
gotten more expensive for them and they have to pay out more.”
The average medical claim from a motorcycle crash rose by
more than one-fifth last year in Michigan after the state stopped
requiring all riders to wear helmets, according to an insurance
industry study. Across the nation, motorcyclists opposed to
mandatory helmet use have been chipping away at state helmet
laws for years while crash deaths have been on the rise.
For more than 40 years, Michigan required all motorcycle riders
to wear helmets. State legislators changed the law last year so
that only riders younger than 21 must wear helmets. The average
insurance payment on a motorcycle injury claim was $5,410 in
the two years before the law was changed, and $7,257 after
it was changed — an increase of 34 percent, the study by the
Highway Loss Data Institute found.
After adjusting for the age and type of motorcycle, rider age,
gender, marital status, weather and other factors, the actual
increase was about 22 percent relative to a group of four
comparative states, Illinois, Indiana, Ohio and Wisconsin, the
study found.
“The cost per injury claim is significantly higher after the law
changed than before, which is consistent with other research
that shows riding without a helmet leads to more head injuries,”
David Zuby, chief research officer for the data institute and an
affiliated organization, the Insurance Institute for Highway Safety,
said. The data institute publishes insurance loss statistics on
most car, SUV, pickup truck and motorcycle models on U.S.
roads.
While other studies have shown an increase motorcycle deaths
after states eliminate or weaken mandatory helmet requirements,
the industry study is the first to look specifically at the effect
“The fact is our highways are bloody,” Hennie said. “This (the
Michigan helmet law change) doesn’t make helmets illegal. …
No one is forcing anyone to ride without a helmet.”
Vince Consiglio, president of American Bikers Aimed Toward
Education of Michigan, blamed the increase in the severity of
injuries on bikers who don’t take safety courses required to
obtain a special motorcycle license. He said bikers without
motorcycle licenses have made up an increasingly larger share
of fatalities and injuries in recent years.
But Gillan said the study “clearly shows there is no such thing as
a free ride, and the public is paying the cost for this.”
There’s no way to know how many of the Michigan claims
involved motorcyclists not wearing helmets, the study said.
But another recent study by the University of Michigan’s
Transportation Research Institute found a significant increase in
motorcyclists involved in crashes who weren’t wearing helmets
after the law changed. From April 13, 2012, the first full day after
the change took effect, through the end of the year, 74 percent
of motorcyclists involved in crashes were wearing helmets,
compared with 98 percent in the same period for the previous
four years, the study found.
Nationally, motorcycle deaths have risen in 14 of the past 15
years, with more than 5,000 deaths last year, according to
an analysis by the Governors Highway Safety Association of
preliminary 2012 data. That’s the highest proportion motorcycles
have ever represented of overall traffic deaths, more than 14
percent, the association said.
Currently, 19 states and the District of Columbia require all
motorcyclists to wear a helmet, 28 states require only some
motorcyclists — usually younger or novice riders — to wear a
(continued on page 14)
page 8
A Publication of Independent Insurance Agents of WV
www.iiaba.net/Flood
Don’t get caught - Big “I” Flood can help!
page 9
A Publication of Independent Insurance Agents of WV
Flood Insurance is Needed Everywhere
Flooding occurs anywhere – at any time! So every property
customer of an IIABA member agent has a need for flood
insurance. They may not be required to have flood insurance as
a condition of their loan, but because it can rain anywhere, there
is a need for flood insurance everywhere. The Big “I” Flood
Program with company partners, offers flood coverage inside,
above and outside of the National Flood Insurance Program
(NFIP).
Selective Insurance, our endorsed WYO offers the primary
NFIP policies with an ease of doing business, competitive
commission and the latest technology for quoting, placing and
servicing of flood insurance. With expert and dedicated staff at
the Big “I” and Selective Flood Operations, we are able to help
the agent through the entire sales process as well as provide
The Advantages of Placing Surplus Lines
In the May 15, 2013 issue of the West Virginia Insuror, Jim
Redeker, assistant VP of claims and liability management for
Swiss Re offered his advice on Errors and Omissions issues as
he believed they relate to the placement of excess and surplus
lines insurance, compared to the underwriting of risks in the
admitted marketplace. Unfortunately, Mr. Redeker's article
is emblematic of its theme, as it contained more "errors and
omissions" relating to excess and surplus lines insurance than
it did facts.
The due diligence which agents and brokers undertake on a
daily basis in selecting the appropriate market on risks entrusted
to them is fundamental, regardless of whether the market is an
admitted or excess and surplus lines market. Mistakes made
in placing coverages can always place the agent in the shoes
of the carrier, again, regardless of the market. While there are
certain nuances within the surplus lines market, licensed agents
and brokers writing risks in this more than $31 billion specialty
marketplace are well educated, experienced and competent
to appreciate the importance of ensuring their placements are
well documented and the policyholders well secured for the
exposures insured against.
While correct that three admitted markets must usually decline
acceptance of a risk before it can be exported to the surplus
lines market, Mr. Redeker again appears to have “omitted”
an important fact. Under the Non-Admitted and Reinsurance
Reform Act, passed as part of the Dodd-Frank Wall Street
Reform and Consumer Protection Act of 2010, commercial risks
meeting defined criteria may automatically export their risks to
the surplus lines market without the diligent search requirement.
Mr. Redeker also omits from his article the fact that the excess
and surplus lines market has been resilient throughout our
the underwriting and claims handling necessary to
retain the business.
If higher limits are needed above what NFIP has to
offer, Wells Fargo Special Risks and their in-house
underwriters are available through a Big “I” Markets
submission providing excess flood limits over any NFIP policy to
an aggregate $20,000,000 limit using various Lloyds of London
syndicates.
And if you happen to have a property that is ineligible for the
NFIP such as one located in a Non-Participating Community
or has been designated as a Coastal Barrier Resources Act or
Other Protected Property, Wells Fargo Special Risk can help
with those properties as well.
Our program has been changing to keep up with the
marketplace, so check out our program information at www.
iiaba.net/flood or www.bigimarkets.com. Contact: Linda
Mackey, CIC, CISR, AIMA, Big “I” Flood Program Manager at
800-221-7917, Ext. 5380 or e-mail: linda.mackey@iiaba.net .
Nation’s recent economic uncertainties and conditions. In fact,
in its 2012 Special Report on the US Surplus Lines Market, A.M.
Best found "despite the notable effect of these [competitive
market and economic] circumstances and the continuing
struggles within the US economy, the performance of the
surplus lines companies in the aggregate continued to outpace
that of the total property/casualty (P/C) industry."
The report also found that for the eighth year in a row, the surplus
lines industry reported no financially impaired companies, in
marked contrast to the admitted property/casualty industry's 34
disclosed financial impairments for the past year. Over the past
20 years, the surplus lines market has expanded substantially,
increasing direct premium written by more than 4 1/2 times.
Growth of the surplus lines market, as a percentage of total
commercial lines premiums, has also increased steadily during
the period.
He also seems to ignore the fact that depending upon the risk
and nature of the exposure, surplus lines carriers offer greater
flexibility to write the coverage around the risk with manuscript
insuring agreements, and may also utilize the same standard
ISO policy forms as the admitted carriers.
In the private sector, key commercial enterprises and consumers
similarly rely on the surplus lines marketplace. These risks
include, for example, those associated with coal mining and
related operations, electrical generation, oil production and
refining, heavy construction, private aviation, ski resorts, trucking
companies, restaurants and small businesses, aerospace
manufacturing, mining, and agriculture, nursing homes and
(continued on page 12)
page 10
A Publication of Independent Insurance Agents of WV
3 Life-Health Developments Your Clients
Should Know
Debt-ceiling talks, low-interest rates and the health care reform law are
timely reasons to meet with clients
For independent agents who want to
establish sales momentum in the lifehealth
arena, it is important to seize on
the six-week period between Memorial
Day and the Fourth of July to generate
activity that will carry them through the
rest of the summer.
The challenge is to present ideas
that convey relevance and urgency in
order to get an appointment with the
target market of business owners and
executives. With that in mind, here are
three topics to get you in the door:
1. Don’t be fooled by the lull in tax legislation.
While the New Year’s news was dominated by the fiscal cliff
debate and “taxamaggedon” concerns, the reality is that the
remedy was short-term in nature, and the debt-ceiling drumbeat
will start again.
Congress will have to wrestle with the debt ceiling before Labor
Day because the statutory borrowing authority of the U.S.
Treasury has not been extended past May 18 and stop-gap
measures are in place, a letter sent by Treasury Secretary Jack
Lew to House Majority Leader John Boehner indicates.
In addition, President Obama’s most recent budget proposal
reduces the “permanent” estate tax exemptions and would
eliminate or lower the attractiveness of several commonly used
estate tax planning techniques used to pass the ownership of a
family business on a discounted basis.
Agents can work with their business-owner clients to take
advantage of the currently available estate planning techniques
and consider using an irrevocable life insurance trust to fund
estate taxes.
2. Low-interest rates influence insurance pricing.
The use of quantitative easing has resulted in extraordinarily
low-interest rates. While this has been favorable for consumers
borrowing money for home mortgages and expensive purchases,
people saving money have been hurt by the low interest rates
paid on Treasuries, CDs and other interest-bearing vehicles.
The low-interest rates have also have a negative impact on
reserves for insurance companies, which have used bonds as a
significant component of their investment portfolio. The outcome
is that a number of insurance companies have exited the longterm
care insurance marketplace and the remaining carriers
have raised rates, including implementing gender-based pricing
that has resulted in higher rates for women.
But not all companies have
implemented the pricing yet, and there
is an opportunity to take advantage of
unisex rates.
Also, carriers have been raising rates
for level-term insurance of 20 or
more years to compensate for the
low-interest rate environment. Not all
carriers have filed for the rate increase
as of yet, and agents should discuss
this with clients who need for term life
insurance. A similar effect is expected
for other types of insurance policies,
such as disability and overhead expense.
3. Businesses aim to comply with the Patient Protection and
Affordable Care Act.
The expected opening of state health insurance exchanges is
just months away—and many business owners and human
resource managers are in a quandary on their organization’s
strategy for complying with the Patient Protection and Affordable
Care Act’s requirements for them.
There are so many aspects of the law to deal with, as well
as digesting each respective state’s environment regarding
federal, state or private insurance exchanges. Because so many
elements have been evolving, it has created decision-paralysis
for many.
Agents can meet with clients to review what they intend to do
to deal with the effect on their benefits costs. Even if an agency
lacks the in-house expertise, it can partner with experts to
introduce them to their clients so a competitor does not get a
foot in the door.
In addition, agency can post updates on the health care reform
law on its website, Facebook page and other social media
outlets.
Independent agents should use the next six weeks to update
their clients on recent developments. That way, clients will have
a comfort level knowing their insurance advisors are watching
out for their needs and they don’t need to look around for other
advice.
Dave Evans is a certified financial planner and an IA life and
health contributing editor
page 11
A Publication of Independent Insurance Agents of WV
Find Your Edge with Online Rate Comparison
Consumer Portal will offer one-stop shopping, making it easier and more
efficient to buy insurance
The Internet has changed the playing field
of the marketplace. With monumental
marketing budgets, major captive and
direct carriers like State Farm and GEICO
got a quick jump creating platforms to
reach tech-savvy consumers. As a result
they’ve seen significant results carving
out a greater share of the U.S. personal
lines market.
Launching at the end of June, the
new TrustedChoice.com will host the
Consumer Portal tool. Rather than having
to make multiple visits for shopping, the
Consumer Portal will provide consumers
one-stop-shopping of multiple carriers
at TrustedChoice.com. Even better,
the new TrustedChoice.com will match
consumers with local agents.
But despite the greater availability of
information, most consumers still realize
and value having an expert to vet their
personal risk management needs. A
recent Deloitte study found that 70%-
75% of consumers believe a professional
agent will provide them more objective advice and better
represent their interests.
The truth is what consumers really want is to be able to shop with
confidence. Trusted Choice® as a brand identity was conceived
as a unifying concept to represent the advantage and promise
independent agents across America provide of greater choice,
advice and trust.
The Consumer Portal will provide the
tools and platform to outdo the State
Farms and GEICOs of the world. The
Trusted Choice brand promise will
affirm the value that a local independent
insurance agent provides consumers
with choice, customization and advocacy.
Want to learn more? Attend a training webinar, which are
scheduled throughout June and will show how to get your
agency set up for the launch of the new TrustedChoice.com and
Consumer Portal. If you cannot attend, contact Project CAP for
a transcript.
The Advantages of Placing Surplus Lines
(COntinued from page 10)
day care centers, large and small commercial and residential
construction projects; maritime risks from jet skis to tanker
vessels and every day risks from Main Street to Wall Street. Also
included are emerging risks as well as new exposures for which
adequate loss histories have not yet been established, as well
as a steady and stable market for those risks falling outside the
underwriting appetite of the admitted market. Without the surplus
lines carriers, these exposures would be left uninsured, and
exact an even greater burden on taxpayers and the respective
local, state and federal governments.
Due to the well-capitalized nature of surplus lines carriers,
and their experience in offering coverage to new enterprises,
entrepreneurs, inventions and pharmaceuticals, they are willing
to afford coverage to those entities that might otherwise not have
an opportunity of affecting an appropriate risk transfer in order to
advance their business and protect their balance sheets.
All states and jurisdictions have promulgated surplus lines
laws to protect the insurance consumer by controlling eligibility
standards of surplus lines insurers and requiring specialty
brokers and agents to maintain their licenses to assist the retail
producers and their customers. These standards facilitate the
open market, enhance competition, allow agents, brokers and
insurers to be more responsive to consumer needs and provide
the flexibility in the buying decisions being made. The surplus
lines market is essential to our nation’s economic infrastructure.
It provides protection and security to national industrial and
local commercial businesses, those associated with operation
of major public facilities like airports, schools, municipal utilities,
and some of the largest port facilities in the country.
Insurance is the DNA of capitalism and free market
entrepreneurship. Providing the availability of varying levels
of security from risk stimulates the growth of business and
opportunities, provides incentives for research and development
that help to create jobs and positive returns on investment
and equity; and, for the public and private consumer, affords
continuity and recovery from fortuitous events based on the
terms and conditions of coverage. It appears Mr. Redeker may
have erred…or omitted these important and essential facts from
his article.
By Bernd G. Heinze, Esq., Executive
Director
American Association of Managing
General Agents (AAMGA)
page 12
A Publication of Independent Insurance Agents of WV
Don’t Miss Out on an Easy Umbrella Solution
Stand-alone umbrella product is available to Big ‘I’ members
Thousands of Big “I” members use the RLI personal umbrella
policy on a daily basis to provide umbrella coverage to their
clients. Are you among them? If not, what are you missing?
Financial stability and responsible underwriting are the
foundations of the program, which has been consistently
available for more than 25 years. The program features:
• Limits up to $5 million available
• Excess UM/UIM available in all states.
• The insured can keep their current homeowner/auto insurer
• New drivers accepted—no age limit on drivers
• Up to one DWI/DUI per household allowed
• Auto limits as low as 100/300/50 in certain cases
• Competitive, low premiums for increased limits of liability
• Simple, self-underwriting application that lets you know
immediately if the insured is accepted
• E-signature and credit card payment options
• Immediate coverage available in all 50 states and Washington,
D.C.
Learn more about the personal umbrella market at
independentagent.com/RLI or contact Valerie Toney at vtoney@
iiawv.org or by phone at 800-274-4298.
Relax...
You’ve offered each of your clients
a personal umbrella policy.
Right?
It might not be as relaxing as a day at the beach, but knowing you’ve done everything in your power to protect the customers
who trust you to help them will go a long way towards easing your mind. As a Big “I” member, you have access to
a stand alone personal umbrella program from A+ carrier RLI, featuring:
• Limits up to $5 million available
• Excess UM UIM available in all states
• You can keep your current homeowner/auto insurer
• Up to one DWI/DUI per household allowed
• Auto limits as low as 100/300/50 in certain cases
• Competitive, low premiums for increased limits of liability
• Simple, self-underwriting application that lets you know
immediately if the insured is accepted
• E-Signature and credit card payment options
• Immediate coverage available in all 50 states plus D.C.
So cover your clients.. protect your agency.. and profit from umbrella sales!
To access, log onto www.bigimarkets.com or
visit www.iiaba.net/Umbrella.
page 13
A Publication of Independent Insurance Agents of WV
Fewer Auto Shoppers, But More Switchers
Agents can capitalize on higher quality online leads, a J.D. Power analyst
says
Auto customers say it is easier to service a policy than shop
for one on a carrier website, a new J.D. Power and Associates
study shows. But those who are shopping are more serious
than ever.
In an insurance carrier website study that examines the functional
aspects of the carriers’ websites rather than aesthetics, J.D.
Power found that “requesting a quote” and “finding policy
information” are the two most difficult tasks cited by consumers.
But those two things are what they want to do most—more than
half of consumers research policies online first, and many more
seek quotes.
Jeremy Bowler, senior director of the global insurance practice
at J.D. Power and Associates, says agents need to up their
response time to online leads, given overall consumer frustration
with ease of getting a quote.
“If someone calls office and leaves a number, it’s accepted
to get back to me at some point in the day,” Bowler says. “If
you wait two or three hours via web inquiry, you have probably
missed that customer.”
Bowler noted that agents often complain about the quality of
internet leads.
“One of the first questions I ask is, ‘Who responded—and how
quickly?’” he says. “If you are waiting hours, then Geico stole
the business from under your nose. They don’t let a lead lie
fallow for more than a few minutes. This is a tough challenge
for agents—how do you drop everything and call a customer
pronto? But this is a challenge agents have to overcome.
Responsiveness has a profound impact on the performance of
those leads.”
And agents should expect to see the quality of the leads they
receive to improve, based on overall market trends.
While the percentage of auto insurance shoppers has reached
a six-year low, the percentage of those shoppers who select a
new insurer is at a six-year high, according to another recent J.D.
Power Study. Among the 23% of customers who shopped auto
insurance in the last year, 45% ultimately switched insurers—
the highest rate since the study first began measuring customer
retention in 2008.
“Customers did a thorough job of shopping in 2010-2011, and
they have exhausted the savings potential in the market, which
is why those who are shopping has hit a low,” Bowler says.
While fewer leads might be showing up at the front door,
agents should see the quality of those leads— measured by a
customer’s willingness to switch—improving.
“If as an agent, I’m seeing fewer leads but closing more, that
makes sense,” Bowler says. “But if I’m not seeing as many
leads and not closing as many as I used to, then I should be
concerned. That suggests I’m not relating to shoppers.”
The increase of quality of leads is vitally important to an agent
because in general, agents are better at closing all types of leads
versus call centers and websites, Bowler says. So if the overall
market lead quality is improving, agents should be reaping the
benefits.
“We have tracked the success of agents versus call centers
versus company websites in closing deals,” Bowler says. “Even
the best company is only closing 16% of Web leads, and at
worst, only closing 1-2%. Agents tend to close 30-40% of all
business they quote.”
Motorcycle Injuries Rise After Helmet Laws
Weakened: Study
(CONTINUED FROM PAGE 8)
helmet, and three states have no helmet use law. States have
been gradually repealing or weakening mandatory helmet laws
for nearly two decades.
In 1967, to increase motorcycle helmet use, the federal
government required that states enact helmet laws in order
to qualify for certain federal safety programs and highway
construction aid. The federal incentive worked. By the early
1970s, almost all states had motorcycle helmet laws that
covered all riders. In 1976, Congress stopped the Transportation
Department from assessing financial penalties on states without
helmet laws, and state lawmakers began repealing the statutes.
In 1991, Congress created new incentives for states to enact
helmet and seat belt laws, but reversed itself four years later.
The National Highway Traffic Safety Administration, which sent
observers to states last year to count how many motorcyclists
wore helmets, found that 97 percent of motorcyclists in states
with universal helmet laws were wearing helmets compared with
58 percent of motorcyclists in states without such coverage.
By Joan Lowry
Insurance Journal
page 14
A Publication of Independent Insurance Agents of WV
Liquor Liability Coverage Changes under
New ISO Forms
ISO has revised its commercial general liability forms and
endorsements, including making changes to coverage for liquor
liability.
The changes—which are among several that ISO made to its
CGL program in 2013—took effect in April, although agents
should check with their insurance companies to find out if they
plan to adopt the revisions. Some changes result in a narrowing
of coverage, which can present an errors & omissions exposure.
Among the changes related to liquor liability:
Revisions to the Liquor Liability Exclusion
The liquor liability exclusion is being revised to state the
exclusion applies in the following cases, even if the claims allege
negligence or wrongdoing:
• The supervision, hiring, employment, training or monitoring of
others; or
• Providing or failing to provide transportation with respect to
any person who may be under the influence of alcohol.
The exclusion is also revised to provide that a bring-your-own
establishment is not considered to be in the business of selling,
serving or furnishing alcoholic beverages. The BYO revision is
a broadening of coverage, while the other revisions expand the
exclusion and therefore narrow coverage.
Revisions to CG 00 33 (Occurrence) and CG 00 34 (Claims
Made) Liquor Liability Coverage Forms
“Section II – Who is an Insured” is being revised to include trusts
as named insureds. Trustees are now automatically included
with respect to their duties as trustees. This is a broadening of
coverage.
Revisions to Liquor Liability Endorsements
• CG 21 50 Amendment of Liquor Liability Exclusion (Used
with CGL Coverage Part)
• CG 21 51 Amendment of Liquor Liability Exclusion–
Exception for Scheduled Premises or Activities (Used with
CGL Coverage Part)
• CG 29 52 Amendment of Liquor Liability Exclusion (Used
with Products/Completed Operations Coverage Part)
• CG 29 53 Amendment of Liquor Liability Exclusion-Exception
for Scheduled Premises or Activities (Used with Products/
Completed Operations Coverage Part)
The current CG 21 50 Amendment of Liquor Liability Exclusion
Endorsement may be used to extend the liquor liability exclusion
of the CGL to also apply to businesses that regularly serve
alcoholic beverages, whether or not profit is derived. The CG
29 52 is similar, except it is used with the Products-Completed
Operations Coverage Form.
The CG 21 51 and CG 29 53 endorsements are similar; however,
they contain an exception to the liquor liability exclusion for
specific activities, which can be listed in the endorsement
schedule.
There are three changes to the endorsements:
1. Endorsements CG 21 50, CG 21 51, CG 29 52 and CG 29
53 are being revised to indicate the exclusion will apply if one
of the reasons for which any insured may be held liable for
“bodily injury” or “property damage” is causing or contributing
to the intoxication of any person. That includes causing
or contributing to the intoxication of any person because
alcoholic beverages were permitted to be brought on your
premises and for consumption on your premises. The result
is a reduction in coverage.
2. For consistency with revisions made to the liquor liability
exclusion in the various CGL coverage forms, ISO is revising
the exclusions found in the CG 21 50, CG 21 51, CG 29
52 and CG 29 53 endorsements to explicitly state that the
exclusions apply, even if the claims against any insured
allege negligence or wrongdoing in “the supervision, hiring,
employment, training or monitoring of others; or providing or
failing to provide transportation with respect to any person that
may be under the influence or alcohol.” This is a clarification
of coverage, but may be a reduction in states where courts
have ruled the exclusion is not applicable for liquor-related
(continued on page 16)
page 15
A Publication of Independent Insurance Agents of WV
Personal Lines Coverage Issues Explored
Register for a July 17 webinar and learn about unknown catastrophic
coverages
Consider some of these homeowners situations: An unexpected
move to a nursing home. Forced relocations. Foreclosures.
Temporary rentals. Home purchases for children or parents.
Allowing a homebuyer to move in before the closing. Renovations
and remodeling.
Did you know that these homeowners may have no coverage
on their dwellings? Yes, there are courts and adjusters who say
so.
Attend the July 17 2 p.m. ET webinar, 12 Personal Lines
Hot Topics, Emerging Issues, Infuriating Claim Denials
and Catastrophic Coverage Gaps No One Ever Told You
About, and learn about the “where you reside” coverage issue,
including:
• Governing policy language
• What does “reside” mean?
• Exposure scenarios
• Case law
• Claims experience
• Reasons for coverage
• Possible solutions
Some of the other coverage gaps to be explored on this twohour
session include:
• “The ‘A Guy at a Bar Told Me’ Series: Insuring Teens on Their
Own Policies…What WERE You Thinking???”
• “The Case of Something or Somebody Stinks” a.k.a. “Vermin
& Varmints…Rodents and Insects and Bats, Oh My!”
• “Raiders of the Lost Coverage…Insurance Jones and The
Temple of Exclusions”
• “I Pity the Fool Who Doesn’t Buy the Rental Car Loss Damage
Waiver (Though It May Not Matter If You Valet Park)”
Register online, or to learn more about live and recorded
webinars available, visit the Big "I" webinars page.
Liquor Liability Coverage Changes under New
ISO Forms
(COntinued from page 15)
claims alleging negligent supervision, failure to detain an
intoxicated person or failure to provide transportation.
3. The CG 21 50, CG 21 51, CG 29 52 and CG 29 53
endorsements are being revised to indicate the exclusion
will apply, if the insured permits any person to bring alcoholic
beverages on the named insured’s premises for consumption
on the named insured’s premises. The result is a reduction in
coverage.
Introduction of CG 24 06 Liquor Liability–Bring Your Own
Alcohol Establishment Endorsement
To complement the revised CG 21 50 and CG 21 51
endorsements, the CG 24 06 endorsement is being introduced
to amend the liquor liability coverage form insuring agreement
to extend liquor liability coverage to insureds who permit any
person to bring alcoholic beverages for consumption on the
insured’s premises, whether or not a fee is charged for such
activity or if a license is required.
This change may be considered a broadening of coverage in
that it contains an express grant of coverage with respect to
allowing any person to bring alcoholic beverages on an insured’s
premises for consumption.
Introduction of CG 25 14 Designated Location(s) Aggregate
Limit Endorsement
The optional endorsement CG 25 04 Designated Location(s)
General Aggregate makes a separate general aggregate
available for operations at specifically scheduled locations. The
endorsement indicates the general aggregate limit applies with
respect to losses that can be attributed only to operations at the
designated location. Losses that cannot be attributed to a single
location are subject to the policy general aggregate or products/
completed operations aggregate.
The new CG 25 14 endorsement is to be used with the liquor
liability coverage form. The endorsement makes the designated
location aggregate applicable to “the selling, serving or
furnishing” of alcoholic beverages from a single location. Losses
that cannot be attributed to a single location will be subject to
the policy aggregate limit.
Ted Kinney is director of education and technical affairs for the
Alabama Independent Insurance Agents.
More information on ISO’s 2013 changes to its CGL program,
including coverage gaps, is explained in a one-hour Big “I”
Virtual University webinar, Be Careful What You Ask For…The
New 2013 ISO CGL Changes
page 16
A Publication of Independent Insurance Agents of WV
You’re an independent agent.
Got your
life jacket on?
The Big “I” Professional Liability Program
Prevent.
Our risk management
resources keep your agency
from making common
preventable mistakes.
Protect.
Our superior coverage and
expert claims teams are in your
corner in the event of a claim.
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.
Contact:
VALERIE TONEY | vtoney@iiawv.org
Prosper.
When you know you have
the best E&O protection, you
can focus on growing your
most important asset–your
business.
Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas.
Westport is a member of the Swiss Re group of companies and is licensed in all 50 states and the District of Columbia. ©2008 Swiss Re
page 17
A Publication of Independent Insurance Agents of WV
Five Tips for Effective E-mail Prospecting
E-mail prospecting is much more popular these days and is
fast becoming an effective tool for finding leads. The problem
is that very few people do it effectively. The five tips below will
ensure your e-mails have the best chance of being read and
acted upon.
Five Ideas to Make Your E-mail Prospecting Pay Off
1) Understand the three-to-seven-second rule.
You only have three to seven seconds to catch someone’s
attention with an e-mail. Most people are looking to delete your
e-mail as quickly as possible because they are busier than ever
these days. A quick check of the “from” e-mail address and the
subject line is all it takes to determine whether to keep or delete
your e-mail. If neither of those strike an “interest” chord, you’re
e-mail is gone. Even if you pass that initial check, you have to
continue to pique the prospect’s interest at least every seven
seconds to keep from being deleted.
2) Have an effective subject line.
If you have any leverage such as the name of a referral, or a
company your prospect will recognize, use it. For example, your
subject line might read, “Jim Jones suggested I contact you”,
or, “We’re saving ABC Trucking Company 21.6% on tuck/fleet
insurance.”
If you don’t have any names to drop, lead with your primary
benefit. For example, “We’re saving trucking companies 21.6%
on truck/fleet insurance.”
3) Your e-mail should be short, simple, and to-the-point.
The fewer words you can use to get your point across, the
better. At most you want three or four lines with 15 to 25 words
each. If your e-mail looks too long or too involved, people won’t
read it, even if they are interested. At best they will save it for
later however, in 87% of the cases they will not get back to it.
Again, you are writing to super-busy people trying to get through
e-mails as quickly as possible.
4) Don’t expect one-and-done.
It is extremely rare that a prospect will respond to you after one
e-mail. Generally speaking, you must reach out to a prospect at
least nine times before your name starts to stick with them and
you build some credibility.
To be most effective, combine your e-mails with other forms
of communication. The most successful combination is: e-mail,
phone calls, and physical letters. If possible, it’s also a great idea
to stop by in-person. Follow-up on the original e-mail is crucial.
5) Speak professionally and intelligently in your e-mails.
Write your e-mails as if you are writing a professional letter to
someone. Make sure that spelling and grammar are correct and
don’t use abbreviations other than the standard accepted ones.
Use black and white print and standard text, no fancy colors
or backgrounds. Also, speak intelligently in your e-mail. Let
the prospect know that you know your business and that you
understand them, their concerns, and their issues.
Note: While it’s okay to use a link to an article, white paper,
and the like, do not include any attachments in your e-mails.
People are very wary of attachments also, attachments tend to
get hung up in spam filters.
The following is an example of a good e-mail:
Subject: Jim Jones suggested I call you
Hi Cindy,
We’ve been saving Jim an average of 21.6% on his truck/fleet
insurance per year over the past three years.
All I need is ten minutes to see if we can do the same for you.
I will follow up with a phone call on Thursday or, of course, you
can simply reply to this e-mail or call me at 1-800-123-4567.
Thank you Cindy, my best, John Chapin
By John Chapin
John Chapin is an award-winning sales speaker, trainer and
coach, a number one sales rep in three industries, and the
primary author of the gold-medal winning "Sales Encyclopedia".
To reach John, email him at johnchapin@completeselling.com.
Independent Insurance Agents
of West Virginia, Inc.
P.O. Box 1226 | Charleston, WV | 25324
P: (304) 342-2440| TF: (800) 274-4298 | F: (304) 344-4492
Independent Insurance Agents
of West Virginia, Inc.
page 18
A Publication of Independent Insurance Agents of WV
The mission of the Independent Insurance Agents of West Virginia is to
be the unrelenting advocate for independent insurance agents and to
fulfill member needs while serving the public’s best interest.
www.iiawv.org | (304) 342-2440
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