The Big I Virginia Fall 2019

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FALL 2019

THE BIG

V I R G I N I A

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We are making exciting changes! We have

recently switched to a new association database

so if you received this magazine and do not wish

to continue receiving, please let Ally Barbour

know at abarbour@iiav.com.

A PUBLICATION OF THE INDEPENDENT INSURANCE AGENTS OF VIRGINIA


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FALL 2019

THE BIG

V I R G I N I A

The Big I Virginia is a publication of the

Independent Insurance Agents of Virginia

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

6 Message from the Chairman of the Board – Dennis Winfree

8 Meet Your New Chairman of the Board – Q & A with Dennis Winfree

12 Message from the Carter Lyons, CAE, IIAV Director of Education &

Professional Development/VAIA Executive Director

13 Message from the State National Director – Michael F. Funkhauser

14 2019 Preferred Partner Program

16 IIAV Year in Review

18 IIAV National Convention Highlights

20 Thank You to Our Convention Sponsors

22 Save the Date 2020 IIAV Convention

24 2018 Young Agent Awards

26 Meet Jake Nelson – New YA Committee Chair

28 Registration for A Rising Tide Lifts All Boats

30 How to Get Testimonials That Boost Your Credibility

32 Cool Ideas to Attract and Engage Employees

37 Good Things Are Coming!

38 2019 IIAV Education

THANK YOU ADVERTISERS

10 Allstar Financial Group

AllstarFG.com

40 Applied Underwriters

auw.com/us

25 Berkshire Hathaway

GUARD Ins

guard.com/apply

36 Bloss & Dillard

aim-ins.com

7 Builders Mutual Insurance

BuildersMutual.com

3 Donegal Insurance Group

DonegalGroup.com

15 EMC Insurance

emcins.com

31 FCCI Insurance Group

fcci-group.com

13 Genesee Insurance

geneseeins.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

34 JGS Insurance/Preferred

Property Program

ppp-quotes.com

21 Keystone Insurance Group

keystoneinsgrp.com

26 Penn National

PennNationalInsurance.com

9 SageSure Insurance Managers

Sagesure.com/besure/Virginia

38 SIAA

6 Triumph Commercial

Finance

triumphcf.com

IIAV IS AN ORGANIZATION DEVOTED TO

PROMOTING, ENHANCING, SERVING AND

ASSISTING INDEPENDENT INSURANCE AGENTS.

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

Rebecca Arnold

Member Services Assistant

rarnold@iiav.com

Donald W. Bragg,

CPCU, CIC, CPIA, MBA

Director of Membership

& Marketing

dbragg@iiav.com

The Big I Virginia is a publication of the Independent Insurance Agents

of Virginia and is published quarterly by Blue Water Publishers, LLC. The

Independent Insurance Agents of Virginia, 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. The 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 FALL 2019


CHAIRMAN OF THE BOARD

DENNIS WINFREE

dennis.winfree@verizon.net

YOUNG AGENTS

THE FUTURE OF IIAV

As one of the “old guys” its inspiring to see so many

young professionals involved with IIAV’s Young

Agent Program. I had the pleasure to be a part

of the young agents about 40 years ago; this is one of the

highlights of my career. The camaraderie, education, and

friendships I gain will never be replaced. I love going to

young agent events and seeing all this still present. These

young people really value education, connections, service,

and leadership.

My own son is still involved with this group and has the

honor of holding the 2012 Young Agent of Year title, the

same year I was honored with the Golden Eagle Agent of

Insurance

Premium

Finance

We are here for you,

like you are for your clients.

a division of TBK Bank, SSB

Paul Mezzina

Sales Executive

844-292-9090

special program offered for IIAV members

www.triumphcf.com

THESE YOUNG

PEOPLE REALLY

VALUE EDUCATION,

CONNECTIONS, SERVICE,

AND LEADERSHIP.

the Year award. We hope to possibly carry on the tradition

with my new grandbaby, Olivia.

I enjoy and make it a priority to attend young agents’

events, especially the Young Agents’ Conference each year

as a demonstration of support from the Board of Directors.

We need to make sure they feel they have our support

as they move forward in their careers and make waves

moving forward in the industry. The industry has changed

greatly from my day. Technological advances make their

daily work processes much different. The connections and

education that the Young Agents’ Program provides is

truly invaluable.

Over the last year, I have seen this group of agents really

shine. They not only had a large presence at the Virginia

Insurance Day on the Hill but in Washington, D.C., in May

where I got to see them in action. I stood back as Jake

Nelson and Laura Hancock took the reins on lobbying for

crop insurance and Laura Muller steps up and advocates

for the industry she is so passionate about.

The passions this group has goes beyond insurance. You

can see that in every service project they participate in;

from food drives to fundraising to working on houses with

Habitat for Humanity. I have no doubt that our future is

bright with these guys moving up. We are lucky to have

them.

Having been a young agent myself and supporting my

own son as a young agent, it’s easy for me to see the value.

If you struggle to find the value or have not witnessed

these professionals in action, I encourage you to attend

a Young Agent event and send your own young agents.

Make the investment in your young professionals and reap

the rewards. You won’t be disappointed.

6 THE BIG VIRGINIA FALL 2019


Whether it’s the voice in your head

or the one right beside you,

Builders Mutual is always there,

at work with you.

BuildersMutual.com


MEET IIAV’S NEW CHAIRMAN OF

THE BOARD, DENNIS WINFREE

With a new year, comes a new Chairman of the

Board. During the 2019 IIAV Annual Convention

& Exposition, Dennis Winfree was installed by

his son, Adam Winfree, as IIAV’s new chairman. Dennis is

the owner and principal at Horizon Insurance Services. The

following interview will give you some insight to the man

you think you know. Dennis has been an active member of

the IIAV for many years, holding many positions and even

the title of 2012 Agent of the Year.

How did you start in the agency business?

I was working for Virginia Farm Bureau and was offered an

opportunity to become a part owner in a Richmond agency

and own my accounts.

Was insurance selling your first choice of a career path?

Insurance was not really my first career choice; I just wanted

a JOB! Liberty Mutual was hiring for a claims position. My

brother was in the insurance business on the company side,

so I did know a little about it and gave it a shot.

Can you share a little bit about your background,

education, and upbringing?

I was born in Powhatan, Virginia, and worked in the family

farm equipment business through high school and college

at Virginia Commonwealth University. My father was in sales

and I always knew that I would be as well. The claims training

I received from Liberty Mutual was invaluable but was just

a steppingstone to a sales career. I am proud of my 44-year

career in this industry!

What do you consider the best part of the independent

insurance agent system?

The best part of being an independent agent is the opportunity

to work with a wide variety of clients and help them find the

best coverage no matter what the risk. Each is different and

each allows me to think about the coverages differently.

How did you become involved in the insurance association,

specifically IIAV?

I became involved in IIAV as a way to give back to the industry

and to meet fellow agents for the exchange of ideas and

education.

Who has had the greatest impact on your insurance

career and why?

The greatest impact on my career was my father who

instilled in me a quality work ethic and the integrity to

always do the right thing for the customer and the public.

How has being involved with IIAV impacted you both

professionally and personally?

Professionally, being involved in IIAV has given me a broadbased

education and opened doors to markets and other

professionals that have helped me advance my career.

Personally, I have gained many lifelong friends. Having

been honored to serve on the board of directors for 10 of

the past 12 years has stretched my management skills and

given me the opportunity to accomplish my goal of being

able to give back to the industry that has given myself and

my family so much.

What issues do you see as being the most important to

the industry in general in the next 12 months?

There are many federal issues that affect our industry.

The flood legislation has been kicked down the road for

many years and needs to be updated. Other issues such as

legislation to regulate driverless vehicles, health insurance,

not overturning each state’s right to regulate insurance

(McCarron-Ferguson).

What issues do you see as being the most significant to

IIAV during your new term as chairman of the board?

As far as IIAV issues go, I feel that we do a great job on

education to our members but need to continue to be

a leader in that area … With the changes to the Virginia

CE licensing, it will be important for the association to

educate the members on the legislation. Our agents will

need assistance understanding those changes. Mergers

and acquisitions are of major concern to the future of the

industry and to our association. I feel that it is important,

regardless of agency size, to provide quality service to the

customers. As independent agencies, our small business

and personal lines customers should benefit from our

expertise rather than finding their way to the direct writers

or another small agency.

8 THE BIG VIRGINIA FALL 2019


FALL 2018 2019 THE BIG VIRGINIA 9


Do you have any sage wisdom to share

with any young person considering the

agency business as a career?

To the young people that are new to our

industry or may be considering a career in

our industry, I say, it’s a great career where

you are able to impact the lives of others

in a very positive way. The personal and

financial rewards will follow if you put in the

absolute best effort to attain them. In the

beginning of my career, I learned from a

seasoned agent to count your success not

by the commission you make on a sale but

by the people you help with their insurance

needs. Help enough people and you will

be a success.

NEW

Priscilla G. Hottle

1st Vice Chair,

Hottle & Associates

2019 - 2020

LEADERSHIP

NEW

Eddie Gay, CIC

District 3 Director,

Brown and Brown Insurance Agency

When you are NOT being an insurance

agent and agency owner, what do you

most enjoy doing to unwind and have fun?

When I am not working, I enjoy relaxing

on the beach, good beach music and shag

dancing! Also, I am enjoying holding my

new granddaughter at every opportunity!

NEW

Troy Sutter, CPCU

District 6 Director,

LD&B Insurance & Financial Servies

NEW

Jake Nelson

Young Agent Liason,

Hottle & Associates

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10 THE BIG VIRGINIA FALL 2019


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IIAV DIRECTOR OF EDUCATION & PROFESSIONAL DEVELOPMENT/

VAIA EXECUTIVE DIRECTOR

CARTER LYONS, CAE

clyons@iiav.com

A RISING TIDE LIFTS ALL BOATS

Civilizations have long developed near bodies of

water. Initially, this was merely a survival instinct, but

the benefits of nearby water led to advancements

and possibilities that would not have existed otherwise.

Tides bring an influence all their own and with that

influence, a powerful metaphor. I invite you to explore

the metaphor with me, specifically as it may apply to the

young agent on your team.

They provide necessary and regular change.

The word “change” tends to make us cringe. Change can

be uncomfortable, hard, and even scary. And yes, we see

a great deal of change – or desire for it – with the younger

members of our teams. But, consider that the tide offers

another, very different perspective. High and low tide

each occur twice a day. Every single day, no matter what.

This means that because the water is always moving in

or out, many fish and sea creatures are moving as well.

The constantly changing water levels actually makes life

possible for creatures living in the tidal zone. The lesson

here is that intentional change can actually give life, spur

growth, and create flourishing organizations.

They offer a renewable energy source.

Because the tides are constantly moving, there’s a

renewable energy source right at our fingertips. There are

companies working to develop hydroelectric dams that

capture the energy the moving water provides and uses

it to power turbines. Consider the energy that exists on

your team. It certainly fluctuates day to day, but more than

likely it varies between individuals. What are you doing

to capture high levels of energy? A team dynamic isn’t all

that different from what we see in nature in that energy is

transferrable and with the right approach, exists in a neverending

supply.

They play a huge role in navigation.

The crew on a boat must be alert and adapt based on

the level of the water. If the water level is too low, even

small boats are unable to pass through certain areas of the

water. Similarly, the schedule for a vessel to arrive or depart

is dependent upon the rise and fall of the tide and must

be timed accordingly. The level of the tide also matters

when it comes to the construction of a dock. Both high

and low tide must be taken into account and thought must

be given as to what docks can be used during what time.

There are any number of lessons here, but the greatest one

is that fighting the tide doesn’t work – in nature or in the

office – but the ability to adapt makes far more possible.

This requires planning, strong communication throughout

the team, a clear understanding of where the organization

is headed, and the ability to shift course when changes

inevitably arise.

The parallels don’t end here; these are just a few

observations and there are many others that come to mind.

However, my final point is what I feel is the most important.

You are the tide. Your team is the tide. And when one of

you learns something new, takes the opportunity to grow

professionally, connects with others who know something

you don’t, goes out of the way to serve a client, or simply

brings enthusiasm and joy to work every day – you’re all

better for it. A rising tide lifts all boats. We hope you’ll join

us on this journey!

WHEN ONE OF YOU

LEARNS SOMETHING

NEW, TAKES THE

OPPORTUNITY TO GROW

PROFESSIONALLY,

CONNECTS WITH OTHERS

WHO KNOW SOMETHING

YOU DON’T, GOES OUT

OF THE WAY TO SERVE

A CLIENT, OR SIMPLY

BRINGS ENTHUSIASM

AND JOY TO WORK

EVERY DAY – YOU’RE ALL

BETTER FOR IT.

12 THE BIG VIRGINIA FALL 2019


STATE NATIONAL DIRECTOR

MICHAEL F.

FUNKHOUSER

mikehm@shentel.net

WAYS IN WHICH IIAV PROVIDES VALUE TO YOU

We all make value-based decisions in business

and our day-to-day lives. In the past year, your

association has scored significant victories for

members on the state and national level. I would like to share

with you some examples of why your investment in the IIAV is

so valuable to you and your agency.

• At the state level, we are fortunate to have Bob Bradshaw

and Joe Hudgins advocate for our members in the General

Assembly. This past legislative session, over 3,000 bills were

introduced. There were about 100 insurance-related bills.

These gentlemen assess bills’ impact on their member

agencies and work tirelessly with legislators and the Bureau

of Insurance to craft the best possible solutions for the

industry. Bob and Joe are held with

very high esteem in Richmond,

and our members are well served

by their dedication, hard work, and

long hours during the legislative

session.

• This past year, the Government

Affairs team of the IIABA secured

a significant victory for its members

when the Treasury Department

issued regulations that ensured

that insurance agents and brokers

could take advantage of the

20% deduction for certain passthrough

entities. Approximately

two-thirds of Big “I” agencies are

organized as pass-through entities.

That is money directly into the

member agencies pockets! If not

for our Government Affairs team’s

advocacy, agents would not have

had a seat at the table.

• In a recent survey, agency owners

nationwide indicated that

recruiting and hiring qualified

employees was their number one

challenge. This challenge was

GENESEE YESTERDAY VS

GENESEE

TODAY

YESTERDAY

Originated in 1982 in the state of Georgia,

writing Transportation coverages.

TODAY

· Part of JenCap Holding Group

· 8th Largest Broker in the US

· Independently Operated

· Ability to Write in all 50 States

· Expanded Product Lines

Admitted Division

Garage

General Liability, Construction, Environmental

Premium Finance-IPC

Professional Liability

Exclusive Programs

Specialty Property

Wind, Flood, Quake, & Shared Layered

Transportation

We are so much MORE TODAY!

www.geneseeins.com

answered with resounding success when Big “I” Hires was

launched in late 2018. This comprehensive, web-based tool

assists agency members in recruiting, assessing, hiring and

educating employees. An agency can choose to use this

program by subscription, or by purchasing various toolkits.

Big “I” Hires has also partnered with Affinity HR (an IIAV

endorsed vendor) to provide Human Resource solutions.

Check it out on the web at bigihires.com.

I encourage each of you to remain engaged with your

association and utilize the tools and resources the IIAV

and IIABA offer. Also, please remain vigilant in the political

process, and donate to VAPAC and InsurPac to make sure

that our industry has a seat at the table in the legislative arena.

Genesee

a JenCap Holdings Company

Home Office - Georgia

3025 Windward Plaza

Suite 400

Alpharetta, GA 30005

Phone: 770-396-1600

Fax: 770-396-7699

Toll Free: 800-282-8755

RATED FIVE-STAR

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Branch Office - Colorado

390 Interlocken Crescent

Suite 140

Broomfield, CO 80021

Phone: 303-791-0600

Fax: 303-791-0850

Toll Free: 866-847-4223

«

Est. 1982

Branch Office - North Carolina

3440 Toringdon Way

Suite 208

Charlotte, NC 28277

Phone: 704-424-3999

Fax: 704-353-7077

Toll Free: 1-833-Genesee (436-3733)

FALL 2019 THE BIG VIRGINIA 13


Chairman's Club

Executive Club

2019

PARTNER

PROGRAM

President's Club

Independent Club

A special thank you to all of our partners participants for 2019!

(As of 4/9/19)

14 THE BIG VIRGINIA FALL 2019


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©Copyright Employers Mutual Casualty Company 2018. All rights reserved.


YEAR IN

REVIEW

JULY '18

Jason Priest gets his haircut by Bill

Talley, V to be donated and in

celebration of Keystone donation to

VCU Massey Cancer Center.

AUG. '18

SEPT. '18

Dick Spiers teaches the largest P&C

Pre-Licensing class of the year!

261 students attend

IIAV education CE courses.

OCT. '18

Young Agents' Conference held in

Staunton, VA.

NOV. '18

2018 AIAM Designation

class graduated.

Young Agents' hosted a food drive

for VA Supportive Housing.

DEC. '18

Young Agents' host

Annual Holiday Party to thank

company partners.

16 THE BIG VIRGINIA FALL 2019


2018-

2019

JAN. '19

Insurance Day on the Hill held in

conjunction with PIA.

APRIL '19

IIAV participated in the fifth annual

Walk for Wishes to benefit

Make-A-Wish Greater Virginia.

FEB. '19

JUNE '19

IIAV Annual Convention &

Exposition held in Virginia Beach.

We celebrated our 120 convention!

MAR. '19

VCU RISC Conference

New CE Law passed in Virginia.

Go to www.iiav.com for more

information.

MAY '19

Annual Young Agents' Bowling

Night

Big "I" Legislative Conference held

in Washington, D.C.

VAIA Fundraiser

FALL 2019 THE BIG VIRGINIA 17


2019

We Led The

Way at the

IIAV Annual

Convention

“Once again, you have exceeded

expectations! Without a doubt

this was the best convention

ever! I never cease to be amazed

and impressed with all that you

do. I am so proud of our

involvement with IIAV and all of

the wonderful people there.”

~ Cindy Amick, S.L. Nusbaum

Insurance Agency , Inc.

18 THE BIG VIRGINIA FALL 2019


Black LLP

Vandeventer

Award

Commonwealth

L Nusbaum Ins Agency Inc.

S

Eagle Agent of the Year

Golden

Insurance Group

Donegal

Person of the Year

Company

Woodson inspired everyone with his

Darren

message of creating cultures of

to-the-point

in an organization. His charm,

excellence

and easy banter started the convention

whit,

with a bang. You would not expect a man

off

three Super Bowl Rings to be so down

with

earth, but just ask any of the attendees

to

got to hold those three rings or take a

that

with him. Attendees were immediately

photo

in by Ron White. He not only

drawn

and amazed the audience but

entertained

real takeaways for agents to improve

gave

memory and ultimately build

their

with their clients and their not-

relationships

clients. He memorized a 60 digit number

yet

to him by members of the audience

given

backwards. Attendees of the

forwards…and

convention will not forget this anytime

2019

Keynote Speakers

Darren Woodson

& Ron White

highlights

"We enjoyed the event and

we came away with lots of

good information to share.

We have several tangible

things that we can

implement to help the

agency grow. "

~ Dustin DeJarnette, Scott

Insurance

soon!

Douglas M. Palias, Esq, JD

Connie R. Boyd, ACSR, AIAM

Charles S. Nusbaum, CPCU


Thank you to our 2019 ConVENTION Sponsors

BRONZE

SILVER

GOLD

PLATINUM

DIAMOND

20 THE BIG VIRGINIA FALL 2019


Independence works better together

With Keystone, the best resources are at your fingertips to

help you support a business that stands the test of time. We

connect you to a community of like-minded independent agents

and provide access to relationships that extend beyond your

geographic reach.

With 14 divisions and more than 100 corporately employed

insurance professionals, we employ the expertise that expands

opportunities for you and your clients. We focus on innovation,

recruiting and training new talent, and guiding future agency

owners allowing you to focus on what is important.

Success is a journey. Let us be your guide.

Business Development

Commercial Marketing

Niche Programs

Perpetuation Planning

Profit & Growth

Risk Management

Financial Services

Captives

Emerging Leaders

Claims Management

Bonds

Employee Benefits

Producer Recruitment & Training

Contact Cheryl Brooks:

570.473.2840 | cbrooks@keystoneinsgrp.com

keystoneinsgrp.com

©2018 Keystone Insurers Group ®. All rights reserved. This does not constitute an offer to sell

a franchise in any state in which the Keystone Insurers Group franchise is not registered.


S A V E T H E D A T E

June 24– 26, 2020

IIAV CONVENTION

305 OCEANVIEW GUESTROOMS & SUITES

25,000 SQFT MEETING SPACE · OCEANFRONT SETTING

5 OUTDOOR EVENT SPACES · INDOOR &

OUTDOOR POOLS · MCLUB LOUNGE · ROOFTOP BAR &

RESTAURANT · CLOSE TO GOLF, HIKING,

& BOATING CHARTERS · ACCESS TO CAVALIER HOTEL,

DISTILLERY, & SPA

MARRIOTT VIRGINIA BEACH OCEANFRONT at the CAVALIER RESORT

4201 ATLANTIC AVE. VIRGINIA BEACH, VA 23451

MARRIOTTHOTELS.COM ǀ 757 - 961 - 7362

22 THE BIG VIRGINIA FALL 2019


• 17,000 SQFT OF DEDICATED MEETING SPACE

• LARGEST BALLROOM IN VA BEACH ~ 10,738 SQFT

• 9 BREAKOUT ROOMS

• 4,300 SQFT OF PRE-FUNCTION SPACE

• 2,750 SQFT OF OUTDOOR EVENT TERRACE

• 3 OUTDOOR EVENT LAWNS

• 1 DEDICATED EXECUTIVE BOARD ROOM

LEVEL TWO

LEVEL FOUR

MEETING ROOMS SQ FT / CEILING HT THEATER CLASSROOM CONFERENCE U-SHAPE BANQUET RECEPTION TABLE TOPS

Seaside Ballroom 10,738 / 22’ 1,155 450 - - 780 1,000 125

Salon A 1,250 / 22’ 135 50 30 28 90 120 15

Salon B 1,250 / 22’ 135 50 30 28 90 120 15

Salon C 1,250 / 22’ 135 50 30 28 90 120 15

Salon D 3,600 / 22’ 375 150 - 75 250 350 40

Salon E 3,600 / 22’ 375 150 - 75 250 350 40

Ballroom Prefunction 3,750 / 18’ - - - - - 300 35

Seaside Event Terrace 2,750 / - 300 - - - - 250 -

Calloway 1,200 / 13’ 130 50 28 26 85 110 -

Dorsey 528 / 13’ 50 20 14 12 30 45 -

Goodman 1,572 / 13’ 150 60 30 28 110 135 -

Kay 771 / 13’ 80 30 20 18 50 70 -

Miller 762 / 13’ 80 30 20 18 50 70 -

Sinatra 592 / 13’ 60 24 16 14 40 50 -

Fitzgerald 349 / 13’ 30 12 10 8 20 25 -

Executive Meeting Room 721 / 13’ 75 26 18 16 50 65 -

Executive Boardroom 566 / 13’ - - 12 - - - -

Executive Gallery 550 / 18’ - - - - - 45 8

Ocean Lawn 3,000 / - - - - - 200 275 -

FALL 2019 THE BIG VIRGINIA 23


2018

YOUNG AGENT AWARDS

IIAV HONORS TWO YOUNG INSURANCE PROFESSIONALS EACH YEAR AT

THE ANNUAL YOUNG AGENTS’ CONFERENCE. THESE INDIVIDUALS ARE

NOMINATED BY THEIR PEERS, THIS SPEAKS TO THE LEVEL OF PRESTIGE

THEY ARE GIVEN. EACH YEAR IT’S HARD TO PICK JUST TWO INDIVIDUALS

BUT KEEP READING AND YOU WILL SEE JUST WHY LAURA AND CHRIS

STOOD OUT FOR OUR 2018 HONORS, WE ARE SO PLEASED TO RECOGNIZE

THEM FOR THEIR PASSION AND ACHIEVEMENTS.

2018 YOUNG AGENT

OF THE YEAR

LAURA MULLER, CIC

Marketing Assistant, Morgan Marrow Company

One thing I can never get enough of is knowledge and I

feel like I learn something new every day from the people

that I work with. In the insurance industry, I have the

opportunity to work with, and learn from,

so many amazing people. I genuinely

love the people that I work with and I

enjoy helping others, so it makes my job

that much more fun and fulfilling.

I didn’t really know anything about the

insurance industry prior to starting at

Old Dominion, honestly. It all started

when one of my professors approached

me and asked if I had any interest in

insurance because he thought I “really

had a knack for it.” At the time, I was a

double major in finance and accounting.

My initial reaction was “No way!”

because I immediately just thought of

the solicitations you get in the mail for

your personal auto insurance and such.

However, by the end of the semester, I had a broader

understanding of how many different opportunities

there are in the insurance industry, from the retail side,

wholesale, marketing, underwriting, etc. and I was hooked.

I immediately switched my major to the Risk Management

and Insurance finance track and the rest is history! I think it

is so important for our industry that we reach out to young

agents and students to show them what opportunities are

available to them. The best thing I ever did was sign up

for that class!

Young Agents has opened so many different doors for

me. Getting involved on the legislative side by attending

the Big I Legislative Conference the last two years and

attending the Day on the Hill in Richmond the year prior,

has really shown me just how much of a difference we

can make by getting involved and advocating for our

industry, as well as for our insureds. It has

provided several learning opportunities

and I have met so many people who are

just as passionate about insurance as I

am. I am attending the Young Agents

Leadership Institute for the first time this

year and I cannot wait to see what that

has in store for me!

Two of my mentors would have to be

two of our agency’s principals, Edwin J.

(Ned) Morgan and J. Stuart Sim. They

provide me with so many opportunities

to thrive within our company. They are

extremely supportive of my involvement

with IIAV and Young Agents. I can go to

them with any questions or ideas and

feel that my input and opinions are truly

valued and that is a great feeling as an employee. It is

important to me to know that I am contributing to the

success and growth of our agency. I have said it before,

and I will say it again, they gave me wings and let me fly! I

am looking forward to many more years working with and

learning from them!

24 THE BIG VIRGINIA FALL 2019


2018 YOUNG AGENT

COMPANY PERSON OF THE YEAR

CHRISTOPHER R. SWAIN

Senior Account Sales Representative –

SE VA, Progressive Insurance

The insurance industry found me when I was living in

Fredericksburg working for an environment waste disposal

company, driving box trucks full of hazardous waste out of

Northern Virginia (yes, it was as glamorous as it sounds). I

was looking for an excuse to move back

to Hampton Roads and do anything else.

A longtime friend of mine told me he

just took a job in the claims department

for Progressive Insurance and they had

one more open position. He gave me a

referral and I got the job. Six months later

he left the industry and I found my career!

Before I got into the industry, there was a

certain bliss in pretending the insurance

world did not exist. If you are not earning

a living in the industry, insurance is a

subject no one wants to learn. If you did

learn it, it is because you unfortunately

had a claim. Overnight, I went from zero

to working in claims. When I started working in claims, I felt

like I was drinking from a fire hose for the first year or two

before I felt any level of comfort. However, now being in the

industry for 15 years I’m eager to learn the answer to new

issues and be prepared the next time it comes up.

My involvement in young agents has been invaluable for

my career. Getting to know agents outside of the office or

meeting new agents gives me more opportunities to stay

dialed into real world issues and find tailored solutions.

What I think people should know about the Young Agents’

Committee is to take the time to get involved. Worst case

scenario, you make some new friends

with future leaders in insurance. Best

case scenario, you help ensure the future

of the industry remains bright.

What I love most about the insurance

industry is working with people to build

creative marketing strategies to reach

new customers. I know I can always call

on the IIAV and my fellow young agents

to assist me in this endeavor and others.

A common question that I get asked

about the industry is, “Have you met

Flo?” My answer is always, “No, I can’t

afford her booking fee”.

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FALL 2019 THE BIG VIRGINIA 25


MEET JAKE NELSON - FROM

BASKETBALL GUY TO YAC CHAIR GUY

Jake Nelson is the Vice President at Hottle &

Associates in Warrenton. He has been in the

industry for six years, starting his career in Kansas,

before moving to Virginia but has been an active member

of the Young Agents’ Committee in both states. His main

area of focus is Commercial Lines and he is committed to

professional development, having earned his Associate in

Insurance Services (AIS) and Certified Authority on Workers

Comp (CAWU). He follows in the footsteps of his mother,

who spent 15 years of her career in the insurance industry.

Jake is a basketball guy and when he’s

not with his young family or hard at work,

he’s playing, usually about three times a

week. If you have ever had the privilege

to meet Jake, you know he will fill his

new roll as Young Agents’ Committee

Chair perfectly. Keep reading to learn

who has mentored him into the agent

he is today and scary encounter with a

tornado which made him question his

career choice.

What do you love most about the

insurance industry?

I love the flexibility of the industry from

so many aspects. Whether it’s from

writing all scopes of businesses on a

weekly basis or being able to attend my kids’ 4th of July

parade at their day care.

Before you started your career in insurance, what was

your impression of the industry?

My impression has always been a customer-oriented industry

important to the community. My mom worked for a small

independent agent in Kansas and I saw how he worked to

help and do right by his clients on a daily basis. Not only

that, but give back to the local schools and community

regularly.

You’ve been involved with young agents for quite some

time. How has this involvement benefited you and your

career?

The benefits of being a part of the YA are amazing. The

camaraderie from everyone at IIAV has made being part of

the Young Agents such a fun part of my career. The program

brings together like-minded individuals that are going

through the same grind day in and day out. Anything that

comes at me in the industry or in my personal life I know I

have four or five people I can call to bounce ideas off or get

advice and that’s all due to being involved with the Young

Agents.

What positive impacts do you see from other young

insurance professionals like yourself?

I see a large group of younger agents

hungry to take the next step in the field,

to take over or start their own agencies

in order to continue their community

impact. I don’t think there isn’t anything

more positive than that.

Who is your mentor and why?

I’ve been fortunate enough to have

multiple mentors in the insurance field.

I worked for the same small agent my

mom did in Kansas, Lyle Davidson, for a

little over three years before moving to

Virginia. He gave me my shot in the field

and took the time to train me properly

and learn the best methods of being an

agent. Currently, my boss, Pricilla Hottle,

has been grooming and mentoring me with the finer points

of commercial insurance and helping to prepare me for

ownership of an agency one day. I have been very blessed

to have both these individuals in my life and push me to

where I am today.

Tell us something funny that’s happened to you as a

professional.

So, this is more scary than funny I guess but after getting

licensed in Kansas, I was given my own office to build and

grow in a nearby community. The first week I’m in this office,

I’m driving home and I see 20 plus storm chasers on the

road leading into the town. There was a tornado heading

straight for this small town that was over a mile wide that

would have destroyed everything. Thankfully the tornado

stopped a few miles from the town and never hit but on my

drive home, I was rethinking all my career choices and what

I would be coming into the next day!

26 THE BIG VIRGINIA FALL 2019


We look for the best independent agents and build

relationships that last the duration. We are committed

to the independent agency system as the only means

to deliver our products. Because of that, we work

hand-in-hand to help our agencies grow profitably.

Our agents set us apart.

Business • Surety • Auto • Home

www.PennNationalInsurance.com

Visit our website to find out more.


Registration

events are included in the price of registration. Please confirm your attendance

All

each event by checking the boxes on the left of the form.

at

$140 $160

$125

$165 $185

$150

RISING TIDE LIFTS ALL BOATS

A

9-11, 2019

October

X

Registration Type

Young Insurance Professional

IIAV Member (over age 41)

Non IIAV Member (over age 41)

Tradeshow Only

5 P M

On/Before 8/31 9/1 - 10/8 On Site

$210 $225 $245

$10 $25 $45

X

Course Title/Event

Photo Scavenger Hunt

Welcome Dinner

Time

5:30pm-6:30pm

7:00pm-9:00pm

WEDNESDAY, OCTOBER 9, 2019

X

Course Title/Event

(with light breakfast)

Registration

Understanding with Kalon Blanchard

Leadership

Lunch

10 Objectives Every Successful Agency with David Siekman

Practices

EMBARK! Presentations

Tradeshow

(catch up on emails, etc.)

Break

Annual Awards Dinner

Bonfire on the Beach!

Time

8:30am-9:00am

9:00am-12:00pm

12:00pm-12:30pm

12:30pm-2:30pm

2:30pm-3:15pm

3:30pm-5:30pm

5:30pm-6:15pm

6:15pm-8:00pm

8:00pm-10:00pm

THURSDAY, OCTOBER 10, 2019

X

Course Title/Event

Breakfast & Why the Right Mindset Delivers Big with David Dillion

Results

Young Agents' Committee Meeting

*Optional: Boat rides available following morning session. Sign-ups available onsite.

Time

9:00am-10:30am

10:30am-12:00pm

FRIDAY, OCTOBER 11, 2019

PLEASE NOTE: You MUST register for any course, activity, or event you would

like to attend to be granted access.

28 THE BIG VIRGINIA FALL 2019


Registration

www.iiav.com/events to register. We recommend this method as it provides

Visit

with a quick, easy way to register for the Young Agents Annual Conference

you

You will receive an email confirmation of your registration. If you need to

2019.

changes to your registration please email Rebecca at rarnold@iiav.com.

make

your registration form (opposite page) and payment information (below) to

Submit

Arnold by EMAIL at rarnold@iiav.com; by MAIL to the attention of

Rebecca

Arnold at 8600 Mayland Dr. Henrico, VA 23294; or by FAX to the attention

Rebecca

Rebecca Arnold at 804-747-6557.

of

A RISING TIDE LIFTS ALL BOATS

October 9-11, 2019

ONLINE:

FORM:

Prefix: Mr. Mrs. Ms. *Required

*First Name: ___________________________ *Last Name: ___________________________

*Company Name: ___________________________ Position: ___________________________

*Phone: _(____)___________________________ *Email: ______________________________

*Mailing Address:

______________________________________________________________________________

ATTENDEE INFORMATION:

*Emergency Contact Name:________________________________

*Emergency Contact Phone: _______________________________

PAYMENT INFORMATION:

By Check: Please make all checks payable to IIAV and mail with this form to:

IIAV, Attn: Rebecca Arnold, 8600 Mayland Drive, Henrico, VA 23294

VISA MC AMEX

By Card:

Credit

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Card #: ______________________________ Expires: ____________ CVV Code: __________

Name on Card: _______________________________

Address on Credit Account: _______________________________________________________

Signature______________________________ Print Name: ____________________________


HOW TO GET TESTIMONIALS THAT BOOST YOUR CRED

“I want to believe you, but I’m not sure I trust you” is the

unspoken question customers ask salespeople. The devil in

every sale is customer doubt. Specifically, a salesperson’s

lack of credibility. Slow down. Forget about “updating”

your “professional profile.” Why? To put is graciously, too

many are being “massaged” by salespeople who think

they need to “enhance” themselves. But, customers aren’t

fooled; bad experiences make them suspicious and they

back off from saying “yes.”

By John Graham

The tool that helps bridge the

“credibility gulf” is the customer

testimonial. But wait a minute;

don’t role your eyes and stop

reading just because testimonials

haven’t worked for you. Here’s why:

all testimonials aren’t equal; most

are lacking credibility. The internet is

swimming in phony testimonials that

are signed “A longtime customer,”

“Ben C.,” “Does a great job,” or “We

love that company.” They are exactly

what 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

ineffective. 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

30 THE BIG VIRGINIA FALL 2019

testimonials that are believable and

enhance credibility:

Step #1. Selecting testimonial

candidates

Forget about your sister-in-law or your

best friend. Be selective 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 business 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 Problem-Solution-

Results format. Present the problem,

followed by your solution, and then drive

the message home with the accrued

results. Whether it’s a testimonial or

a case history, identify people with

their full name, business, and location.

Otherwise, it isn’t credible.

Here’s the key: The right moment to ask

for a testimonial is not when you want it,

but when you have demonstrated your

competence – it’s your performance

that makes testimonials compelling.

Read: believable.

Step #2. Obtaining testimonials

that have value

Asking someone to write a testimonial

can be a major mistake. If you do, the

chances are you won’t get what you

expected – or wanted. It’s likely to

be something that’s 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


get 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

appreciate 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 for a testimonial, who was a co-founder of

a construction company, for a testimonial. The “Why

do you think they wanted you to do this?” was the first

question. And the answer was an instant grabber, “He

saved my business.” Then, he went on to tell how he

was about to lose a large contract but was able to keep

it thanks to the client’s knowledge and quick action.

The resulting testimonial was short and powerful.

Step #3. Putting testimonials to work

Once you have a portfolio of several testimonials, what

are you going to do with them? How are you going to

make them work for you? Take this seriously. There is

nothing more persuasive than having a customer tell

your story.

Here are ways for to get the most out of testimonials:

• Include in newsletters

• Showcase on websites and in videos

• Feature in sales letters

• 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

Obtaining interesting and captivating testimonials

is exciting. But there’s one more step: Obtaining

permission to use them. In fact, tell those interviewed

you will send them the proposed wording, along with

a testimonial release form (ask a lawyer to make a

recommendation). Don’t use a testimonial until you

have a signed release in hand.

Testimonials can be one of the most powerful

influencers available to marketers and salespeople.

But get them right and using them effectively to

maximize their benefits takes thought, planning and

expertise.

John Graham of GrahamComm is a marketing and

sales strategy consultant and business writer. He is the

creator of “Magnet Marketing,” and publishes a free

monthly eBulletin, “No Nonsense Marketing & Sales

Ideas.” Contact him at jgraham@grahamcomm.com

or johnrgraham.com.

More than

an account.

A relationship.

More than a policy. A promise.

At FCCI, we’ve been working with select

independent agents to insure businesses for

more than 60 years. Your clients are more

than an account to us. We’ll work with you

so they can face the future with confidence.

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PROPERTY I CASUALTY I SURETY I RISK MANAGEMENT I SECTOR EXPERTISE

FALL 2019 THE BIG VIRGINIA 31


CoolIdeas

TO ATTRACT AND ENGAGE EMPLOYEES

By Claudia St. John, SPHR< SHRM-SCP, President Affinity HR Group

One of the best aspects of my job is that I am asked to

speak before audiences of diverse sizes and industries

on topics relating to people management. For many

years, and to this day, I am asked to speak about how

to hire top talent. For quite a while, millennials in the

workplace was a hot topic. Last year, the subject of

how to avoid and address sexual harassment in the

workplace was a major theme. This year, the subject

everyone wants to talk about is how to attract and

retain employees. So, this month I’m going to give

you five cool ideas for doing just that.

But before I do, I want to offer one of the best resources

that I know of for improving employee engagement. It

comes from the Gallup organization. For more than 30

years, Gallup has studied the key elements that highly

engaged employees say are most important to them at

work. This resulted in the Q12 index – the 12 elements

of a job that are tied most closely to engagement

and business performance. These elements are listed

below in order of importance, with the first being the

most important element:

1. I know what’s expected of me at work.

2. I have the materials and equipment I need to do

my work right.

3. At work, I have the opportunity to do what I do best

every day.

4. In the last 7 days, I have received recognition or

praise for doing good work.

5. My supervisor or someone at work seems to care

about me as a person.

32 THE BIG VIRGINIA FALL 2019


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6. There is someone at work who encourages my

development.

7. At work, my opinions seem to count.

8. The mission or purpose of my organization makes me

feel my job is important.

9. My associates or fellow employees are committed to

doing good quality work.

10. I have a best friend at work.

11. In the last 6 months, someone at work has talked to me

about my progress.

12. This last year, I have had opportunities to learn and grow.

What I love about this list is what’s not on the list: pay.

Bottom line – compensation does not improve employee

engagement. What is on this list are factors that, with the

expense of just time and effort from leadership, can truly

transform a corporate culture. If you focus on communicating

expectations and direction, celebrating relationships,

providing opportunities for growth, and listening and

providing feedback, employees will be engaged. Spend

some time with this list. What could you do better?

But what about those potential employees who you are

trying to entice to join your company? Here are some ideas

on how to attract them:

1. Ask your employees what matters most to them. You

already have amazing employees. What do they love

most about their jobs? Is it the autonomy? Is it the delish

food you put out in the lunchroom? Is it the wonderful

clients you have? Promote what makes yours a great

company and get your employees engaged in recruiting

more talent just like them. And if you offer an employee

referral program (and you should), make it meaningful.

By that I mean $500 to $1000 if the hire lasts a year. Buy

swag – promote your employees and candidates like a

university promotes prospective students – give them

the mug and the hat and the t-shirt. Make them feel a

part of the team before you’ve even hired them!

2. Help your talent alleviate their debt. Whether it’s an

entry-level blue-collar worker or a recent grad with an

MBA, young workers today are saddled with incredible

debt, either in the form of credit card debt or student

loans. They also question whether Social Security will be

there for them when it’s their time to retire. Offer to help

pay for their debt once they meet certain milestones such

as length of service or performance level. You may even

be able to offer a little less in salary for that huge piece

of mind. There are companies to help you structure the

benefit such as Tuition.io, Futurefuel.io, and Vault. And

if you offer a retirement plan, teach your young workers

about it and the massive benefits of compound interest.

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3. Offer flexibility. Study after study show that

employees truly value the ability to work from home

on occasion and most would like to be able to do

so one day a week. Offer this as a perk. For your

service workers such as car wash technicians and

cleaning staff, sometimes life happens. A child gets

sick or a family emergency arises. Workers facing

these situations often become a no-call, no-show

because they know there are no benefits allowing

them to take time to take care of what’s happening

in their life. Reach out to them. Let them know you

understand and that if their situation changes, you

would like to have them back.

4. Remember the Dream Manager. In his wonderful

book entitled, The Dream Manager, Matthew Kelly

describes a real-life situation where a janitorial

company dramatically reduced the turnover of its

cleaning crew simply by hiring someone to listen

to the dreams of employees and helping them

develop a strategy to make those dreams a reality.

The act of listening is a powerful tool that can truly

transform lives and your corporate culture. Ask

your prospective employees what their dreams are

and help them to achieve those dreams. They may

leave you in the end, but they will appreciate you

forever, and you’ll have no trouble attracting new

employees with fresh dreams.

5. Offer Sabbaticals. I know, I know. I get grief every

time I raise this but hear me out. What if, after five

years of service, you were offered the opportunity

to take some time off, say a month or six weeks, to

do anything you want. To travel, to study painting,

to visit long-lost family, to write that book! You’d

stay with that company! With no added cost to

you (you’ll still have the same payroll and will only

have to realign duties for a period of time), you can

create loyalty and memories for a lifetime! Who

doesn’t want that?

I’m sorry if you thought I was going to talk about zip

lines in the warehouse or baristas in the break room.

But really, when it comes to attracting and retaining

employees, it starts with you. It starts with the Q12

and listening to your employees. Today talent can get

any job. Make them want yours. Your commitment to

them and their dreams and needs will do just that.

Claudia St. John is president of Affinity HR Group,

Inc., IIAV’s affiliated human resources partner. Affinity

HR Group specializes in providing human resources

assistance to associations such as IIAV and their

member companies. To learn more, visit www.

affinityhrgroup.com.

36 THE BIG VIRGINIA FALL 2019


THINGS

GOOD

COMING!

ARE

can expect more personalized

You

experience.

membership

bare with us as we make this transition, we are here to assist you in using

Please

new system. This includes a new and improved registration process!

the

We have recently switched to the

new association database,

GrowthZone.

Check out the video on our Facebook page for more information.


2019 IIAV EDUCATION

IN-PERSON

September 18 AAI 82C - Specialized Insurance & Bonds | $175/$240 | Course #219238 8:30AM - 5:00PM IIAV* 8 OGI

September 24 CRIS: Property Risk for Contractors | $150/$210 | #219270 8:30AM - 5:00PM IIAV 8 P&C

October 2 ACSR Mod 2: Personal Automobile Insurance | $105/$150 | #219259 9:00AM - 4:00PM IIAV 6 P&C

October 2 E&O Risk Management: Roadmap to Policy Analysis | $105/$150 | #215662 9:00AM - 4:00PM IIAV 6 OGI

October 3 AAI 83A: Principles of Agency Management | $175/$240 | #219239 8:30AM - 5:00PM IIAV 8 OGI

October 7-10 Pre-Licensing - Property & Casualty | $300 8:30AM - 4:30PM IIAV Non-CE

October 16 The Nuts & Bolts of Work Comp & Employers Liability Insurance

$125/$175 | #217405 8:30AM - 4:30PM IIAV 7 P&C

October 21 Commercial Lines Week: ACSR Mod 6: Commercial Property

$105/$105 | #208290 9:00AM - 4:00PM IIAV 6 P&C

October 22 Commercial Lines Week: ACSR Mod 7: Commercial Liability Insurance

$105/$105 | #219262 8:00AM - 4:00PM IIAV 6 P&C

October 23 Commercial Lines Week: ACSR Mod 8: Commercial Auto Insurance

$105/$105 | #219263 9:00AM - 4:00PM IIAV 6 P&C

October 23 Commercial Lines Week - Flood Insurance Basics - FEMA Approved

$45/$45 | #208545 9:00AM - 12:00PM IIAV 3 Flood

October 24 Commercial Lines Week - ACSR Mod 9: Commercial Lines Coverages

$105/$105 | #219264 9:00AM - 12:00PM IIAV 6 P&C

November 4-7 Pre-Licensing - Property & Casualty | $300 8:30AM - 4:30PM IIAV Non-CE

November 13 Agents’ Honor - Insurance With Ethic in Mind | $45/$75 | #219782 9:00AM - 12:00PM IIAV 3 Ethics

November 19 ACSR Mod 8: Commercial Auto Insurance | $105/$150 Course #: 219263 9:00AM - 4:00PM IIAV 6 P&C

November 20 AAI 83B: Insurance Production Environment | $175/$240 | #219240 8:30AM - 5:00PM IIAV 8 OGI

November 20 CRIS Additional Insured Issues| $135/$190 | #212025 8:30AM - 4:30PM IIAV 7 P&C

* 8600 Maryland Drive, Richmond, VA 23294

WEBINAR

September 11-12 Flood Insurance Basics - FEMA Approved | $45/$45 | Course #219262 9:00AM - 12:00PM ACSR, P&C

September 11-12 ACSR Mod 7: Commercial Liability Insurance | $105/$150 | #219262 9:00AM - 12:00PM ACSR, P&C

September 17-18 E&O Risk Management: Meeting the Challenge of Change, Part 1 & 2

$105/$150 | #219209 9:00AM - 12:00PM E&O, OGI, P&C, L&H

October 22 Commercial Lines Week - HomeWork: Managing Risk for Home- Based Businesses

$45/$45 | #217260 9:00AM - 12:00PM P&C

October 25 Commercial Lines Week -Commercial Umbrella vs. Excess Policies-So Many Confusing Choices!

$15/$15 | #218679 9:00AM - 10:00AM P&C

November 5 How to Manage Risk in Affluent Homes | $30/$65 | #217259 9:00AM - 11:00AM P&C

November 8 Underinsurance - The Challenge of Valuing a Home Correctly | $15/$45 | #218672 9:00AM - 10:00AM

November 12-13 ACSR Mod 3: Personal Lines Related Coverage, Part 1 & 2 | $105/$150 | #219260 9:00AM - 12:00PM

P&C

ACSR, P&C

November 20-21 E&O Risk Management: Roadmap to Homeowners Insurance, Part 1 & 2

$125/$175 Course #: 217203 9:00AM - 12:30PM E&O, OGI, P&C, L&H

38 THE BIG VIRGINIA FALL 2019


There Is No

Comparison

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In Central & Southeast VA

910.478.3311

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In Northern VA / DC

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423.782.2428

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Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied. ®

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40 THE BIG VIRGINIA FALL 2019

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