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FOCUS
SEPTEMBER/OCTOBER 2018
A Bi-Monthly Publication of the Independent Insurance Agents of Indiana
Convention
Keynote:
Jenna Bush
Hager | pg 22
Young Agents
Conference Recap | pg 32
Indiana Farmers Wins
2017 Company of the
Year | pg 12
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SEPTEMBER/OCTOBER 2018
FOCUS is a bi-monthly publication
Contents
of the Independent Agents
Services Corp., a subsidiary of the
Independent Insurance Agents
Cover photo: Convention Keynote Jenna Bush Hager
of Indiana, Inc.
Steve Duff 4 Letter From your Big “I” CEO
Publisher
Melissa Hall Government Affairs
Editor and Advertising Manager
6 The Burning Issue
The IIAI staff has direct phone
extensions, which are listed 8 Get to Know your Representative
below, when you dial into either
Industry Profile
of the association’s numbers:
(800) 438-4424 or (317) 824-3780. 12 Indiana Farmers Wins 2017 Company of the Year
Steve Duff
Ext. 208, duff@bigi.org 14 Scott Wins 2017 Company Professional of the Year
Melissa Hall Technical
Ext. 213, hall@bigi.org
16 Contracts: To Review or Not To Review
Gwendolyn Mason
Ext. 210, mason@bigi.org 20 Errors and Omissions Q&A
Amy Miller, CPA
Ext. 209, miller@bigi.org Cover Story
Dave Moore 22 Jenna Bush Hager Named Keynote Speaker
Ext. 202, moore@bigi.org
Education
Nicole Murrell
Ext. 205, murrell@bigi.org 24 CIC 2019 Schedule
Jen Rochester
Ext. 211, rochester@bigi.org Big “I” News
Cassandra Simmons 26 Quick Hits
Ext. 201, simmons@bigi.org
Mary Cady Sullivan
Events
Ext. 214, sullivan@bigi.org
30 Big “I” Announces 2018 Convention
For advertising information, 32 Young Agents Conference Recap
questions or comments please call:
34 Out & About
(317) 824-3780 or (800) 438-4424
Fax: (317) 824-3786
bigiinfo@bigi.org ■ www.bigi.org Advertisers
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Printed by 25 Insurance Associates of
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BIG "I" LETTER
From your Big “I” CEO:
Steve Duff
Networking
When I think about attending my
very first Big “I” convention I don’t
remember the keynote speaker or the
programing we had. My first memory
is … meeting Matt Lehman (yes, that
Hagar as our keynote, Mandy Harvey
as our Fellowship Breakfast speaker,
as well as a full slate of continuing
education classes with the leading
speakers in the industry make
Matt Lehman). That this meeting is the for what we feel is one of the top
first thing I think of 20 years later may programs in the country.
seem a bit odd, but if you continue While I agree that the value
reading, you will understand why that of programming cannot be
memory sticks out to me. underestimated, I think that there’s
one benefit that’s often overlooked.
“The cornerstone of the That benefit is networking. I say this
all of the time – ours is a relationship love of and involvement in politics.
independent agency Since that meeting and through his
business in spite of an increased online
system is connecting involvement in young agents, the
presence for some insurers.
with others and government affairs committee and
The most successful people in
as a state representative, Matt has
convention is the perfect our industry are masters at making,
become one of my closest friends. This
place to do that.” building and cultivating individual
is why I have that fond memory of
relationships. Outside of the Big
A lot of people view attending our my first convention and illustrates my
“I” convention, where else will our
state convention through the prism point perfectly. The relationships you
members and associate members
of measurables, and they should to make and build at our convention can
have access to more than 900 of their
an extent. What kind of continuing lead to not only professional growth,
peers under one roof to do just this?
education is available? Who is the but lifelong friendships. ■
The cornerstone of the independent
keynote speaker (who doesn’t agency system is connecting with
love Dan Dakich?)? What type of others and convention is the perfect
entertainment is available? How many place to do that.
drink tickets do I get? These are all
So, back to Representative Lehman.
legitimate questions that we strive to
I remember that he came up to me
answer in a positive manner with the
during the exhibit show during that
programming that our convention
first convention and introduced
committee annually puts together.
himself. He told me that he wanted to
For the measurables crowd – this get more involved in the government
year will not disappoint. Jenna Bush affairs committee because of his
4
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GOVERNMENT AFFAIRS
I
The Burning Issue
By Representative Matt Lehman
I’ve had the honor of serving the 79th
district now for 10 sessions.
During that time one of the most While any form of marijuana use is
commonly asked questions is “What federally illegal, 38 states currently
is the one burning issue that always have some form of legalized medical
seems to pop up during the legislative marijuana on the books. We hear that
session?” While most reading this many studies support the medical
may think that it is some complex benefits of cannabis. However, one of
insurance issue, that is hardly ever the interesting facts I discovered as I
the case. There has been a myriad researched this issue was that the US
Rep. Matt Lehman, Indiana
of answers over the years but the government considers marijuana a
House Majority Leader.
one issue that has seemed to gather schedule 1 drug. That would indicate
the most steam has been the issue that it is highly addictive, dangerous
of medical marijuana. Ten years ago, and has no medical benefit. It is very including Ohio. I also feel we need to
the issue never came up in a public difficult to study a schedule 1 drug, look at the societal impact of these
meeting and if someone wanted to so you must be sure the “data” is laws on children, education, public
talk about it we discussed it in hushed accurate. My resolution requests safety, employment, etc.
tones before or after the meetings. that the federal government move We have already passed laws allowing
In the 2018 session, nineteen bills were marijuana to a schedule 2 drug so the use of Cannabidiol (CBD) oil. This is
introduced dealing with some form that it can be fully studied by Indiana an extract of the cannabis plant that is
of marijuana legislation including a universities and drug companies. low in Tetrahydrocannabinol (THC). It
resolution to study medical marijuana I found it interesting that on the is the THC that makes you loopy and
in Indiana offered by yours truly. So schedule 1 drug list marijuana was want to eat a whole bag of Doritos.
why does someone from Berne, Ind. amongst the likes of LSD, heroin, and CBD oils have been shown to relieve
who has a vivid memory of his middle ecstasy. While the list of schedule some pains and lessen seizures in
school health teacher referring to 2 drugs (those defined as highly children. The debate during this time
marijuana as the “devil’s lettuce” offer addictive and dangerous but have was over the expansion of allowable
a step to move us towards legalizing current medical uses) included cocaine usage of products for the cannabis
it? This may sound odd but a lot of and methamphetamine. I looked at family. In the end, real medical data
it stems from my 28 years in the other states and their laws and found and the public’s testimony as to the
insurance business, where we live in a wide range of allowable usage with benefits won the day.
a world of black and white and we go everything from writer’s cramp in So, what does this have to do with
where the facts take us. California to a small list of serious insurance and what we do as agents
pain-related illnesses in most states, on a regular basis? Well, as a strong
6
headwind pushes this issue into the public eye we will start I have studied more about the cannabis plant and now
to be asked questions about insuring the markets that will know more than I ever wanted to. While I am personally
come from these changes. Since still a strong skeptic on the true
we legalized the sale and use of benefits of medical marijuana, I
CBD oils I have seen signs in front “While I am personally feel the time has come to study
of peoples’ homes selling CBD. still a strong skeptic its merits. I got a call one day from
Are they insured properly? Will a young man who told me he did
on the true benefits of
companies start to ask if our client his own study and he is convinced
is dipping their toe in any part of medical marijuana, I feel that marijuana will cure all diseases.
the cannabis world? Already I have the time has come to He is wrong. I have a good friend
had a farmer ask about growing study its merits.” and former colleague who has
industrial hemp, a cannabis-based MS and testified as to its merits.
plant with trace amounts or no THC. I heard from many who say it has
It is a fibrous plant that has many useful applications and absolutely no medical benefit at all. It’s time to find out the
is becoming a big cash crop in states that allow it. It is not truth.
yet allowed in Indiana. I write business in Ohio. Can I insure As the 2019 legislative session draws closer there will be
a dispensary or a grower of medical marijuana? What about a growing list of bills to discuss. We as agents will need to
the medical community and their exposure? What about be ready to meet the needs of our clients in this emerging
places we insure that allow its use? world of the “devil’s lettuce.” ■
September/October 2018 ■ www.bigi.org 7
GOVERNMENT AFFAIRS
B
Get to Know Your Representative
By Representative Holli Sullivan
Building relationships is one of the
keys to sales and small business.
Usually, when we talk about building to. You will have greater success
relationships we are talking about persuading an official to assist you if
our customers. I want to encourage you already have a relationship with
you to build another relationship. Get them.
to know your representatives. It will a. Ideas to invite your legislator to
probably be easier than with many attend
customers and may pay off even
i. Office Tour – show off your Rep. Holli Sullivan has
bigger dividends. How do you build a
team and all you do for the represented House District 78
relationship with your elected officials?
community. since 2014 and has authored
Here are a few easy steps: numerous bills. She lives in
ii. Board Meeting/ Staff Meeting – Evansville with her family.
1. Find out who your
Invite your legislator to listen in
representatives are. You can find
on a meeting.
your representative and his/her
iii. Volunteer – if your office or A note from Steve Duff,
contact information at www.iga.
corporate team volunteers Big I CEO:
in.gov/legislative/find-legislators.
in your community, ask I would add one thing to
Just type in your address and find
your legislator to join you Rep. Sullivan’s outstanding
out who your legislators are. Share
and network together while information. Please get out and
this site with your friends, family
volunteering. vote on November 6. It may seem
and colleagues and encourage them
cliché to say that every vote
to know their legislators too. 4. Educate your legislator. Help
counts, but it is true. There have
2. Reach out to your representative. them to understand your industry.
been state senate and house
Call their office or send an email and The General Assembly often hears
races that have been decided by
ask for a good time to meet. It can over a thousand bills in a year on
fewer than 20 votes (that is out
be for a quick 30-45 minute coffee topics ranging from chicken feed
of 100,000 people in a typical
in the morning or a few minutes in to taxes. Your legislator needs
senate district and 50,000 in a
their office. It can be to discuss an your help in understanding your
house district). No matter your
issue or it can be for nothing more business and the matters that are
politics, it is our civic duty to vote
than to introduce yourself. The goal important to your success.
and not nearly enough of us take
is to get to know your legislator and Time spent investing in what is advantage of this precious right.
for them to get to know you. important to you by getting to know Be active in the political process,
3. Meet with your representative. your elected officials will never be time your influence goes further than
Build a relationship before you need wasted. ■ you might think.
8
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September/October 2018 ■ www.bigi.org 9
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BIG "I" NEWS
PROFILE
Indiana Farmers Wins
I
2017 Company of the Year
By Melissa Hall
“It feels like a family reunion,” said
In 1877 a group of farmers in Kevin Kelly, vice president of sales
Crawfordsville, Ind. decided to band and strategic initiatives. He added,
together to help bear each other‘s “We focus on the policy holders — our
shared customers. Our agencies are
burdens. our business partners. We have a
shared fate and as a result we are truly
That was the inception of Indiana the strongest commitment to the
committed to their success.”
Farmers Insurance. The company independent insurance agency
has grown dramatically in the last system in Indiana. The company’s While originally a farm insurer, the
140 years, but its priorities remain products are sold exclusively through company evolved to write home,
grounded in that original idea. “The independent agencies and they have auto, and commercial lines policies.
mission has always been to provide more than 400 locations throughout In January 2019 they will write their
security for our policy holders and the state. first policy in Illinois and they plan to
bear their burdens,” CEO Kim Smith continue that expansion into other
Cooper Club is a perfect example of
explained. “That’s still our goal today.” states in the future.
the company continually prioritizing
Indiana Farmers Insurance was relationships. The 61 year tradition They’ve rebranded the organization,
named the 2017 IIAI Company of brings together agencies that partner partnering with Paws, Inc. to use
the Year. This award recognizes with Indiana Farmers to celebrate Garfield as part of their logo and
the company that demonstrates those who have had a great year. as a symbol of the company. A few
Indiana Farmers staff members at the Carmel headquarters.
12years ago, they also decided to become the sponsor of the After making these changes the company did a name
state fairgrounds arena, now named the Indiana Farmers brand recognition survey. They redid the survey a short
Coliseum. Bart Anderson, vice president of marketing and two years later and their name recognition had more than
chief vision officer said, “The coliseum was a perfect way to doubled in that time. It was an incredible achievement and
debut our brand because the venue hosts sporting events, demonstrated their continuing drive to reach new heights.
concerts, and the state fair and so it provides exceptional “Our history is important to us, but our eyes are on the
advertising.” Kelly added there’s a common heritage future,” Smith said. “We want to be around for another 140
between the company and the state fair’s agricultural years.” ■
focus, making it a perfect choice.
Garfield and associates at an Indiana Farmers Coliseum event. RTV6’s Kevin Gregory visiting the company as part of a toy drive.
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September/October 2018 ■ www.bigi.org 13INDUSTRY
BIG "I" NEWS
PROFILE
Scott Wins 2017
S
Company Professional of the Year
By Melissa Hall
SECURA Insurance and is now the
Sarah Scott ended up in insurance senior sales representative, small
because of a recommendation from commercial, at The Hartford. She
her Portuguese interpreter. prides herself on being a resource
for agents in Indiana. “As a former
Although there are many different award is a Kokomo native and independent agent, I still hold my
ways to end up in this industry, that graduated from Indiana University’s producer license and understand
has to be a first. At the time she was Kelly School of Business with a double the day-to-day challenges that an
working on a project in Brazil while major in marketing and distribution agent must go through in order to
employed at a pharmaceutical logistics management. When she restarted be successful and retain accounts,”
company. She had decided it was time her career she was 28 and didn’t want she explained. Her experience on
to look for a new position and shared her young age and novice status in both sides of the of the fence helps
that with her translator. The woman insurance to hinder her opportunities, her provide the services and fast
happened to be married to a producer so she immediately deepened her responses her agents need. “I just
at Brown & Brown Insurance and knowledge, earning
suggested Scott reach out to him and her CIC and AFIS
the agency principal. “I can’t make designations.
this stuff up,” Scott said of her unique After her time at
introduction to the field. Brown & Brown,
The winner of the IIAI’s 2017 Scott moved to the
company professional of the year company side with
Scott with her husband and two sons. Scott with her husband David.
14want to help people. I want to be their resource,” she
explained.
Scott’s time is usually filled to the brim with work and her
husband David and their two sons. Yet she still manages to
A
squeeze in time in a local golfing league, a sport she’s loved
UPGRADED A.M. BEST
since playing competitively in college. She also finds time to
Partnership Solutions Success
give back to her community by volunteering with the Ronald
McDonald House. “I love what they stand for and the way
they are able to help families,” she said of the organization.
She first volunteered with them in college and has remained GROW WITH US
a volunteer since that time. P R I M E G R O W S T H R O U G H PA R T N E R S H I P S
Since her path to insurance wasn’t a direct one, she
Visit Us
encourages anyone just starting out to search out a mentor Booth #29
to help determine what role is the best fit for them. “There’s 800.257.5590 Big I Convention
quotes@primeis.com November 12-14
something for everyone in insurance,” she said. “Your career
www.primeis.com
is what you want to make of it and there are so many great
Specialty, Auto, Professional,
people who can help you along the way!” ■
Property & Casualty
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September/October 2018 ■ www.bigi.org 15TECHNICAL
Contracts: To Review or
W
Not To Review
By Debbie Botts, CPCU, CIC, CRM, AINS, CAWC
Your client may agree in a contract
While we, as insurance professionals, to hold harmless and indemnify the
are not attorneys and cannot write other party. Some contracts state that
contracts, nor offer legal advice, it one party is required to hold harmless
and indemnify the other party for
behooves us to review our clients’ ALL claims. Remember, not ALL claims
contracts . . . are covered by the insurance policy.
Waiver of Subrogation is a common
with respect to the exposures and required flood, earthquake, ordinance request. Though a standard CGL
liabilities they are assuming, and to and law, agreed value, and “all risk” form includes Waiver of Subrogation,
advise them as to how their insurance coverage. Coverage must be written providing it is agreed to prior to the
coverages apply, or don’t apply, to to match the requirements, or if loss, some contracts require a specific
those liabilities. compliance is not possible the lease form be attached.
So, what are we looking for? should be amended. My client had
A contract may require that the
not factored the additional insurance
Leases may state that a tenant General Aggregate be per location
premium cost into their budget for
is responsible for damage to glass. or per project. A Commercial General
leasing the building.
Most BOP policies include coverage Liability policy is automatically per
for Tenant’s Plate Glass. However, If your client is the lessor and has a policy and must be endorsed to per
if coverage is written on a standard lease requiring that their tenant insure location or per project.
package or property policy coverage is the building, your client should have
A contract may require that we give
probably not included. protocols in place for obtaining and
30 or 60 days’ notice of cancellation
maintaining evidence of the insurance
Leases may state that a tenant is to the Additional Insured/Certificate
coverage, and make sure that their
responsible for insuring the building. I Holder. The terms of the policy state
interest is properly protected under
recently reviewed a lease that had this we need only give notice to the First
the tenant’s insurance policy.
requirement. The wording was very Named Insured according to the
broad and required FULL replacement Some contracts attempt to transfer laws of the state where the insured
cost. Whose responsibility is it to ALL liability for any and all claims from is located. Most state laws, including
determine that? I would submit one party to another. Though your Indiana, require that we give 30
that the building owner should client’s policy pays those sums, the days’ notice, unless the reason for
be responsible for determining insured becomes legally obligated cancellation is non-payment. A policy
an adequate reconstruction cost/ to pay as damages because of must be specifically endorsed to give
property limit for their building, or bodily injury or property to which more notice of cancellation than is
at the very least approve the limit the insurance applies. They may be required by law, or to give notice to
selected by the tenant. This lease also assuming liability for things that are another party.
not insurable.
16A contract may require that ALL contract”. The policy defines
policies name the other party as six “insured contracts”
an Additional Insured. Workers’ Then there is the request to be
Compensation, Management Liability, named as Additional Insured, or
Professional Liability, and Cyber even Named Insured. Unless there
Liability policies typically cannot is common ownership between
be endorsed to include Additional the parties to the contract, it
Insureds. isn’t likely an underwriter will
Many contracts contain archaic agree to include another entity
insurance language. Commercial as Named Insured. Many carriers
Debbie Botts, Gregory & Appel,
General Liability policies have not been have “Blanket Additional Insured”
specializes in commercial risks including
written with split Bodily Injury and language in their policy forms. But, ski resorts, non-profits, arts and
Property Damage limits, or with per you must read the form language as cultural entities, religious institutions,
and condominiums. She serves on the
personal limit since the early ’70s. If it usually applies only to specifically
CPCU Society Agent & Brokers Interest
your client accepts this contract they named relationships. If there is no Group Committee.
are immediately in breach, because applicable Blanket Additional Insured
the required limits are not available. provision, and there are no specific clause. Your client should be aware
Frequently there are requirements Additional Insured form or forms that a dispute under a contract may
to show Blanket Contractual or Broad required by the contract, then which have to be addressed in another state
Form Blanket Contractual; Explosion, form should be used? ISO has thirty- and should endeavor to have the
Collapse or Underground coverage; one Additional Insured endorsements contract governed by the state where
Broad Form Property Damage. The available, which one is appropriate? they are located.
current Insurance Services Office Does the contract require Additional Third parties often present a
(ISO) Commercial General Liability Insured for “on going operations” contract that is very one sided in their
form includes these coverages unless or for “on going, and completed favor and your insured doesn’t have
they are specifically excluded. The operations”? It may be necessary to accept it. Favorable terms should
Contractual Liability in the current to include two Additional Insured be negotiated, and the contract
CGL form is “ blanket”, meaning the endorsements to comply with that amended. It is our responsibility
contracts do not need to be listed or request. to advise our clients as to the
scheduled to be covered; and “broad Your clients should understand discrepancies between their insurance
form”, meaning it applies even if that when they name other entities coverages and the contractual
the insured assumes liability for the as Additional Insured on their policies, requirements. It is their responsibility
sole negligence of the other party. they are sharing the limit of liability to have the contract amended.
However, the contractual liability with the Additional Insured and that Many times we are not even privy
applies only to: other party needs to understand that. to our clients’ contracts. However, we
•• Liability the insured would have Sometimes the other party wrongly should certainly advise them that all
had without the contract or assumes that if they are named as contracts should be reviewed by a
agreement Additional Insured on another’s policy local attorney knowledgeable in local
they have insurance. That is absolutely statutory law and pertinent case law
•• Liability assumed in a contract
not the case. and by their insurance professional
or agreement that is an “insured
Contracts contain a Choice of Law PRIOR to execution. ■
September/October 2018 ■ www.bigi.org 17© SECURA Insurance
LEXIE
• Born into
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Has walked in your shoes
Meet Lexie, one of our Commercial experts. Agents call her first because she’s worked at an
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DonegalGroup.comTECHNICAL
Q
Errors and Omissions Q&A
By Mary LaPorte, CPCU, CIC, LIC, CPIA
even “Bob” or “Sally” is sufficient
Q: I attended and E&O class a few rather than their full names. But, what
weeks ago, and they talked about
if the customer is single? Why not use
including the first and last name
“insured” then? Because it is a habit
of every person you spoke with in
you want to break in order to be more
the documentation we enter. Our
specific in your documentation.
agency uses “activities” to note
For commercial accounts, using the
every conversation with a customer
first name is usually sufficient. If there
or underwriter. I typically state
is more than one “Bob”, then using
something like “called the insured”, or
“Bob B.” or “Bob S.” should suffice. If
“received a call from the underwriter.”
you are not sure, use their full name.
Isn’t that good enough?
Mary LaPorte is a
Crystal, Alabama The same rule should apply when consultant and educator
speaking to carrier representatives with a strong background
A: Crystal, I can relate to what you (underwriting, claim, marketing,
in Errors & Omissions loss
are saying. For many years I used the prevention. Send your
etc.). If it is someone you speak with E&O questions to marylp@
term “insured” myself to clarify who
regularly, the last name may not be lpinsuranceconsult.com.
I spoke with in my documentation.
needed, but when in doubt, use the
However, we have learned the hard
last name. When speaking with third
way that this is often not sufficient,
parties such as lending institutions,
and it is a habit we need to break.
auto dealerships or service providers,
Imagine you have a personal lines strive to use full names. If there is an
customer insuring a husband and ongoing issue which results in multiple
wife when a dispute arises about a entries in a short time, the full name
coverage they did not have. Your should only be needed on the first
defense is your documentation that documentation, and the first name
states: “The insured called and said should be sufficient on subsequent
they don’t want the coverage under follow-ups notes.
their policy.” The husband could claim
Remember, in the event of E&O
he never made that call, as could
litigation, your documentation might
the wife. You need to testify who
be read by many parties: attorneys on
you spoke with. You probably don’t
both sides, expert witnesses and even
remember, and if you did, why doesn’t
members of a jury. Using names helps
your note verify that? In a personal
eliminate confusion as to who was a
lines situation, stating “Mr.” or “Mrs.”
party in any conversation. ■
would certainly clear things up, or
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September/October 2018 ■ www.bigi.org 21COVER
BIG "I" NEWS
STORY
Jenna Bush Hager
Named Keynote
Speaker exposure and as a member of the first
family. “We quickly apologized for
crying and telling him he was going to
By Melissa Hall lose,” said Hager. “We realized what a
great privilege it was to be able to live
history.”
Though it was a privilege, they
were right about the scrutiny
they would be under and their
college years were far from
private. While their parents
took up residency in the
White House, Jenna and
her sister Barbara headed
Hager and the strong women in her family,
including two former first ladies. to college. They made
When George W. Bush announced national headlines for
to his twin teenage daughters that he underage drinking during
would be running for president they their Dad’s first year in
both cried and begged
him to reconsider. “We “Our parents wanted us to be
were shocked and said independent thinkers, and I
please don’t do this!”
want that for my girls.”
said Jenna Bush Hager.
Though he had already
served as the governor of Texas, their office. Though they weren’t
lives had maintained a level of normalcy residents of the famous home,
that would become impossible if he was they still traveled internationally
vaulted into the highest office in the with their parents and had the
nation. opportunity to see firsthand the
impact Americans can have on
During that time they attended
the world. Both girls realized the
a public high school and enjoyed a
responsibility that comes with a life
reasonably low profile that would
of privilege.
simply disappear with campaign
Jenna Bush Hager with her family.
22“Those trips changed my perspective on life, Hager career as a journalist. She was offered a spot on the Today
explained. “It made me realize the world was truly global. I’m Show and after multiple overtures she accepted. Although
proud to live in a country that historically makes an effort to she loved teaching, the emotional strain had become
help others.” exhausting and as she and her husband decided to grow
After graduating from college Hager decided to follow their family, she knew she needed a new career path.
in her mother’s footsteps and pursued a teaching career The couple now has two young daughters and Hager’s
that would allow her to make a difference in the world. She passion for her kids is evident in her appearances on the
believes that “anyone, wherever they’re born should have Today Show. “Becoming a mom changes your perspective
the opportunity to thrive.” Hager proved it for two years on everything,” she explained. “They are my most important
by teaching at inner-city public schools in Baltimore and work.” She is open about the struggles and joys of parenting
Washington D.C. and saw the impact that education could and she’s found that her love for sharing others’ lives has only
have to break the cycle of poverty. It was changing the increased as she watches her daughters grow. “Our parents
lives of her students and giving them a chance to make wanted us to be independent thinkers, and I want that for my
a better life for themselves. girls,” she explained. “It’s important
“All people want the same that you find your voice and use it if
things for their kids, which you think it can help.”
is just a chance for them Hager’s latest project was writing
to live happy, healthy, and a book with her sister Barbara
productive lives and where Bush, who lives only four blocks
we’re born shouldn’t be a away. In “Sisters First” the pair
predictor of that,” Hager share intimate family stories and
said. give a glimpse into the lives of their
In 2006 she traveled to famous relatives. Though their
Latin America with UNICEF. presidential lineage is what draws
She’d studied Spanish all of many peoples’ initial curiosity, it’s
her life, even minoring in the the fierce loyalty and devotion of
language in college. “In order Hager and her sister Barbara Bush pose for their recently the twins that is truly inspiring.
released book “Sisters First”.
to be a more authentic teacher Whether it’s Bush holding her
to my students I wanted to truly understand their sister’s hand in the back of a cab while she was in labor or
culture by traveling to the place they once called home,” Hager praising the brilliance of her sister’s nonprofit Global
she explained. During her time there, she traveled around Health Corp, the sisters have proven they will always be there
speaking with moms and their kids and learning their stories. for each other. Both twins have chosen tricky career paths
One particular connection inspired her to write “Ana’s and they credit their bond with giving them the strength to
Story”, which she published in 2009. Over the course of six do so.
months, Hager met with a girl to hear her story of being “Having a twin makes you braver than you would have
orphaned and growing up HIV positive. She chronicles that been alone,” she said. “You have a partner from the time
experience in the book. “Ana’s story was filled with pain and you’re born. We felt like we could do whatever we wanted
grief, but also optimism and hope,” she explained. “To be able in life because we were always there to encourage each
to get that [Ana’s message] out there was really rewarding for other.” ■
me.” Jenna Bush Hager is the keynote speaker at the Big “I” 2018 convention. She
will speak on Tuesday, Nov. 13 at the Westin in Indianapolis.
After releasing the book, Hager continued to pursue her
September/October 2018 ■ www.bigi.org 23EDUCATION
BE THE
SHARPEST
KNIFE
IN THE
DRAWER.
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February 6-9 Commercial Multi-Lines
March 4-5 Ruble Seminar
April 10-12 Personal Lines
May 15-17 Commercial Casualty
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July 17-19 Insurance Company Operations
August 7-9 Commercial Property
September 9-10 Ruble Seminar
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December 2-3 Ruble Seminar
*All classes are held in Indianapolis except where noted.
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Not all markets are available in all statesBIG "I" NEWS
Quick Hits
Burns & Wilcox Donates
to Haiti International
Alliance
As part of their Q2 philanthropic activity,
Burns & Wilcox Indianapolis collected
items to support Haiti International
Alliance (HIA). HIA exists to provide food,
housing, education, and medical care for
children in local communities but focuses
primarily on the orphans of Haiti.
New CIC Designees Progressive Hires Hoosiers
Todd A. Curry, CIC, Curry Agency, Inc. Progressive hired
Rachel Henke, CIC, CISR, Shepherd Insurance two new sales
Jason Starner, CIC, Conner Insurance representatives
focused on
serving the
National Alliance Names needs of
Stoller CSR of the Year independent
agents
The National Alliance for Insurance Education & Research Wolfe York
throughout
named Amanda Stoller of Ovation Insurance the Indiana
Indiana. Last fall, Nick Wolfe, an Indiana native, joined
Outstanding CSR of the Year. This prestigious award
the team to serve as the sales and product expert for
recognizes the contributions and commitment of those
Northern Indiana. More recently, Victoria York, a member
who serve clients within the insurance industry.
of the Indiana claims organization, was named as the
sales representative for the Indianapolis and northwest
Rockford Hires Hansen Indiana regions.
Eric Hansen joined Rockford Mutual
Insurance Company as Network Roberts Named on
Engineer. He has many years of
experience in his field joining IBA Elite Women List
the Rockford Mutual team after Rebecca Roberts, Burns & Wilcox, was named among
spending several years with C.B. 95 professionals in the IBA Elite Women list. She is
Distributors, Inc. and other regional responsible for office growth, profitability, employee
Hansen
entities. development and oversight of marketing initiatives for
the Indianapolis division, in addition to helping grow
Burns & Wilcox’s commercial auto liability offerings in the
Midwest.
26Acuity Health Challenge
Raises $12K
Acuity Insurance announced that the
2018 Acuity Health Challenge raised more
than $12,000 to help advance maternal
and pediatric care in the community. In its
seventh year, the Acuity Health Challenge
featured a 5K or 2-mile run/walk. Over
700 participants took part in this year’s
event.
Pekin PIVOT Case Study Ward Group Names Indiana
Selected for Impact Award Farmers, West Bend, Acuity, and
The Pekin Insurance PIVOT program was selected for SECURA to Top 50 ranking
a Novarica Research Council Impact Award in June
West Bend Mutual Insurance Company, Acuity, SECURA
2018. PIVOT stands for Pekin Insurance Virtual Overall
Insurance and Indiana Farmers Insurance have all earned
Transformation. The PIVOT program is an enterprise-
a place among Ward Group‘s 50 top-performing property
wide initiative to improve the way Pekin Insurance
and casualty insurers. Ward Group® is the leading
conducts business with agents, insureds, and employees.
provider of benchmarking and best practices studies for
PIVOT aims to modernize Pekin Insurance’s policy
insurance companies. The company analyzes more than
management technology platforms by replacing legacy
3,000 property-casualty insurance companies in the
systems, digitalizing business operations, driving
United States to identify top performers annually.
better rates across products, and enhancing real-time
communications. Pekin Insurance agents in Indiana
received the PIVOT release in August 2018. Neff Appointed to Selective
Service System
MJ Insurance Anton Neff, Bloomington
Relocates to Carmel Insurance Agency, was appointed
to the Selective Service System.
MJ Insurance, one of the nation’s
The Selective Service System is
largest privately-held insurance
an independent agency of
agencies has relocated its
the United States government that
Indianapolis headquarters to 30,000
maintains information on those
square feet at 571 Monon Blvd.,
Neff
potentially subject to military draft.
located in the newly-expanded
Midtown District of Carmel, Ind.
MJ Insurance has also unveiled a complete rebrand Big “I” New Member Welcome
with a new company logo, bold color palette and brand
NEW AGENCY MEMBERS
elements to play off the company’s tagline, “Your
Oscar C Mitson Insurance Agency – Fort Wayne, IN
future in focus.” The new logo reflects a progressive,
transformation of MJ Insurance and the insurance
industry overall, according to Bill.
September/October 2018 ■ www.bigi.org 27Your customers.
Our promise.
FCCI Insurance Group has been insuring businesses and doing what
we say we’ll do for nearly 60 years. Our expertise in underwriting, risk
management and claims handling helps businesses thrive and face the
future with confidence.
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Sr. Business Development Specialist
Midwest Region
FCCI Insurance Group
317-571-3184
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28partners 2018
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IIAI gratefully acknowledges these fine companies, our 2018 Partners. They are generously supporting the annual Big “I” convention and other events held in 2018.
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Without their assistance, fees for these events would be signifcantly higher and/or the quality of programming would be restricted.
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J.M. Wilson Risk Placement Services Philadelphia Insurance Companies
Underwriters Alliance of Indiana Roush Insurance Services The Hartford
A.J. Wayne FFVA Mutual Prime Insurance Company
GENERAL
Selective Insurance Markel Specialty Travelers
Grinnell Mutual Grange Insurance SMART I.T. Services
Tokio Marine HCC – Public Risk Group Swiss Re Corporate Solutions Buckeye Insurance Group
Accident Fund Insurance Company Western Reserve Group Foremost Insurance Group
Caitlin-Morgan Insurance Services Wolverine Mutual Insurance Company Motorists Insurance Group
Celina Insurance Group Donegal Insurance myCOI
EMC Insurance Companies ServiceMaster DSI Hays + Sons
Frankenmuth Insurance Auto-Owners Insurance Company Michigan Commercial Insurance Mutual
Keystone Insurers Group January/February
Eastern Alliance Insurance Group 2018
Rural Community
■ www.bigi.org
Insurance Services 29EVENTS
EVENTS
T
Big “I” Announces 2018 Convention
By Melissa Hall
our Hunt for Cash game, a tradeshow
This year’s convention includes with more than 100 exhibitors, and a
a keynote speaker with two US silent auction.
presidents in her family tree. New this year is a TED Talks-style
luncheon where you can enjoy
Jenna Bush Hager, a Today Show The annual risk management tour
learning about a myriad of topics
Correspondent, is just one of the will be held at the iconic Children’s
from interesting speakers in short
attractions at the Big “I” convention Museum of Indianapolis. The building
segments that are sure to hold
this November (for more info about houses the largest children’s museum
anyone’s attention. This year’s event
Hager see page 22). “To say that my in the entire country. Tour attendees
also includes the popular Who’s Who
committee and I are excited about will have a chance to explore the
Happy Hour and the Young Agents’
this year’s convention would be an fascinating risks they face in their
football party on Monday night. The
understatement,” said Roxanne unique facility. In addition to the tour,
YAC event will be held in a private
Gard, convention committee chair. the three day conference is packed
room at Rock Bottom Brewery, a short
“Our committee has developed with CE choices and networking
walk from convention headquarters at
a convention that we feel has opportunities. There will be an active
the Westin Hotel.
something for everyone. Whether you shooter class where an Indianapolis
“If you attend every year, we thank
are an agency owner, producer, CSR police officer will train individuals
you; if you have not attended in a
or company professional, the unique, what to do if they find themselves in
while, please come, see the great
cutting edge programs offered at the the midst of a shooter crisis situation.
program we have planned,” said Gard.
2018 convention will be ones you don’t There will also be two cash drawings,
“You will not be disappointed.” ■
want to miss.” one for $250 and another for $1,000 in
The 2017 IIAI Convention.
302018 Indiana Big “I” Convention
Agenda & Highlights
www.bigi.org/convention Help: 800-438-4424
November 12-14, 2018
Westin Hotel • 241 W. Washington St • Indianapolis
MONDAY, NOVEMBER 12
7:30 am - 6:30 pm Registra�on
9:00 - 10:00 am Concurrent Education Sessions
Trends in Farming and Ranching (1.5 hrs)
Mone�ze Everything: Insuring Your Side Hustle (1.5 hrs)
Independent Insurance Agents of Indiana
annualconvention 10:15 - 11:45 am Concurrent Education Sessions
Fix My #$%^ Commercial Property Policy (1.5 hrs)
November 12-14, 2018
Real Risk: Ac�ve Shooter Survival Training (1.5 hrs)
12:00 - 1:30 pm Ryan Hanley Power Luncheon (1.5 hrs)
MONDAY
Concurrent Education Sessions
1:45 - 3:15 pm Overcoming the Millennial Stereotype (1.5 hrs)
JOIN: WHO’S WHO HAPPY HOUR 1:45 - 4:45 pm Risk Management Tour: The Children’s Museum of Indianapolis (3 hrs)
3:15 - 4:45 pm Gray Areas in Errors and Omissions (1.5 hrs)
One of our favorite events, the
“Who’s Who” Happy Hour is free 5:00 - 7:00 pm Who’s Who Happy Hour
and open to everyone.
8:00 - Midnight Young Agents Monday Night Football Party - Rock Bo�om Brewery
DON’T MISS: WALKING TOUR OF
THE CHILDREN’S MUSEUM TUESDAY, NOVEMBER 13
7:30 - 8:15 pm Breakfast
Join
MONDAYthe risk management
walking tour of the museum. The 8:15 - 9:30 am Keynote: Jenna Bush Hager
session will begin at the Westin
9:30 - 11:30 am Tradeshow
and bus to the museum.
11:30 am - 1:30 pm TED Style Talks & Lunch: Short, Powerful Talks in Easy Doses (1.5 hrs)
1:30 - 3:30 pm Tradeshow & Prizes
TUESDAY
6:00 - 6:45 pm President’s Recep�on
DON’T MISS: KEYNOTE 7:00 - 9:00 pm Recogni�on Banquet
Have your breakfast prior to Jenna
Bush Hager taking the stage so WEDNESDAY, NOVEMBER 13
you don’t miss her keynote. 9:00 - 10:30 am Fellowship Breakfast: Mandy Harvey
10:30 am $1,000 Grand Prize Drawing
DON’T MISS: TRADESHOW
Visit 119 booths to meet with
underwriters, management, and WEDNESDAY
service providers to help you reach JOIN: BREAKFAST,
new heights. MUSIC AND $1K
Eat a hearty breakfast while
DON’T MISS: BANQUET you listen to America’s Got Talent finalist
Dress in your cocktail attire and and deaf singer/songwriter, Mandy Harvey
Jenna Bush Hager,
join us at the Recognition Banquet speak of losing her hearing and continuing
daughter of
where we honor our 2018 award to pursue her passion of music. Afterwards,
former president,
winners and enjoy a great meal. we’ll draw a $1,000 winner* from our Hunt
George W. Bush
*Full registration or banquet ticket for Cash! *Agency employees only. Must be
- Keynote
required. present to win.
September/October 2018 ■ www.bigi.org 31EVENTS
EVENTS
Record Attendance at
T
Young Agents Conference
By Melissa Hall
The 2018 Young Agents
Conference was a huge
success.
More than 140 attendees spent three days
at French Lick Springs Resort in June to enjoy
networking and CE classes that gave them
tangible takeaways for the work place. “I liked
everything about the conference. Everyone
did such a great job of making everyone feel
welcome,” said Shelbi Chitty, First Insurance
Group, Inc. “I learned so much and had fun while
doing it!”
The event included a risk management tour of
the historic resort and West Baden, classes on
social media branding, and liquor liability, and
a panel with state legislators. “This conference
is one of the best if you want to not only form
new relationships but also come back with things
you’ve learned,” said attendee Mike Fisher, Indiana
Farmers Insurance.
Next year’s conference will be held June 19-20,
2019 at the University of Notre Dame in South
Bend, Ind. The Young Agents are also hosting an
afternoon event at TopGolf in Fishers, Ind. on
April 25.
“The conference is about so much more
than just CE credits. This is a group of young
professionals that are passionate about finding
better ways to serve their clients and have no
problem sharing trade secrets,” said Ben Zimmer,
Ethos Insurance & Risk Management. “The
underlying theme will always be that we get
better together.” ■
32September/October 2018 ■ www.bigi.org
EVENTS
EVENTS
Out & About
Agency Compliance classes, led by the IIAI’s own experts, Steve Duff and Rick Pitts, covered case Young Agents committee members Patrick Roe, Eric
law, regulatory changes, and new laws passed during the 2018 Indiana General Assembly. Rich, and Julie Bryndal (from top left) attended the
Agency Nation Elevate 2018 conference in Ohio.
The Independent Insurance Agents of Central Indiana hosted its annual golf outing at Harbour Trees Golf Course.
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