SPRING <strong>2019</strong> THE BIG V I R G I N I A <strong>The</strong> <strong>Big</strong> I <strong>Virginia</strong> is a publication of the Independent Insurance Agents of <strong>Virginia</strong> 8600 Mayland Drive, Richmond, VA 23294 Phone: 804.747.9300 / Toll-free: 800.288.IIAV (4428) Fax: 804.747.6557 / E-mail: members@iiav.com / Website: iiav.com INSIDE IIAV IS AN ORGANIZATION DEVOTED TO PROMOTING, ENHANCING, SERVING AND ASSISTING INDEPENDENT INSURANCE AGENTS. 6 Message from the Chairman of the Board – H. Hunter Odom Jr. 8 Message from the President and CEO – Robert N. Bradshaw Jr. 10 Message from the State National Director – Michael Funkhouser 11 <strong>2019</strong> Partner Program 13 60 Years of Service – Honoring Richard M. Spiers, Jr., CPCU, CIC 16 Wisdom from Agency Owners 18 Recruiting in Today’s Tough Job Market 22 Crack the Prospect Code and Win More Sales 25 It’s Bowling Night March 28 30 Walk for Wishes April 27 THANK YOU ADVERTISERS 19 Agents Insurance Markets Aim-ins.com 20 Allstar Financial Group AllstarFG.com 9 AmTrust Financial Services Amtrustfinancial.com 32 Applied Underwriters auw.com/us 14 Berkshire Hathaway GUARD Ins guard.com 7 Builders Mutual Insurance BuildersMutual.com 3 Donegal Insurance Group DonegalGroup.com 26 EMC Insurance Emcins.com 11 Harford Mutual HarfordMutual.com 5 Iroquois Group iroquoisgroup.com 2 Jackson Sumner & Associates jsausa.com For more information on advertising, contact Eric Johnson Blue Water Publishers, LLC / 9406 N. 107th St., Milwaukee, WI 53224 414-708-2059 / fax: 414-354-5317 / eric@bluewaterpublishers.com 24 JGS Insurance/Preferred Property Program ppp-quotes.com 15 Keystone Insurance Group Keystoneinsgrp.com 21 Penn National PennNationalInsurance.com 31 SIAA IIAV Staff Ally Barbour Communications/Media Manager abarbour@iiav.com Robert N. Bradshaw, Jr., MAM President & CEO rbradshaw@iiav.com Cell (804) 929-4134 Teri Chester Executive Secretary/ Receptionist & Membership Coordinator tchester@iiav.com Joe Hudgins, CPCU Technical Consultant jhudgins@iiav.com Cell (804) 929-4138 Bonnie Joyce Senior Insurance Administrative Assistant bjoyce@iiav.com Linda Loving, CIC, AISM, AIAO IIAV Chief Operating Officer & VFSC Executive Vice President lloving@iiav.com Cell (804) 929-4133 Susan E. C. Perkins Membership/Education Coordinator sperkins@iiav.com Carter Lyons, CAE IIAV Director of Education & Professional Development & VAIA Executive Director clyons@iiav.com Bonnie J. Warren, ACSR, CPIW, DAE, RPLU Insurance Account Executive bwarren@iiav.com Melanie Miller, AINS, CPIW Insurance Account Executive mmiller@iiav.com Rebecca Arnold Member Services Assistant rarnold@iiav.com <strong>The</strong> <strong>Big</strong> I <strong>Virginia</strong> is a publication of the Independent Insurance Agents of <strong>Virginia</strong> and is published quarterly by Blue Water Publishers, LLC. <strong>The</strong> Independent Insurance Agents of <strong>Virginia</strong>, Inc. reserves the right in its sole discretion to reject advertising that does not meet IIAV qualifications or which may detract from its business, professional or ethical standards. IIAV and Blue Water Publishers, LLC do not necessarily endorse any of the companies advertising in the publication or the views of its writers. <strong>The</strong> publisher cannot assume responsibility for claims made by advertisers, content provided by the editor, or for the opinions expressed by contributing authors. 4 THE BIG VIRGINIA SPRING <strong>2019</strong>