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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
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March/April 2016
© Copyright
network through technology, educational
opportunities and more.
Chubb plans to enhance products and
services in the upper middle market.
How will agents and brokers benefit
from this?
People don‘t tend to think about bad things
that can happen to them until after they‘ve
happened. But the high net-worth customer
faces unique risks and has very different
insurance needs than the rest of the market.
Our goal is to make sure we provide
services up front to help our clients mitigate
or prevent losses.
We have employees called risk consultants
who go to a customer‘s house equipped
with thermographic cameras so they can
look to see if there are any issues behind the
walls of the home and give the customer
advice on how to take care of it. Chubb‘s
risk consultants can offer information about
mitigation devices that the client might want
to install based on the structure and location
of their home.
So if the client has a home in the northeast
April 8, 2016 (See Page 19)
ITEC Seminar/Cubs vs Dbacks game
Chase Field—Big ―I‖ Night #1
April 13-15, 2016
CIC Commercial Property Institute Embassy Suites Phoenix North
May 16-20, 2016
Annual Super CISR Week
ITEC Classroom—Phoenix
May 17, 2016
ITEC Seminar/NYY vs Dbacks game
Chase Field—Big ―I‖ Night #2
May 30, 2016
Memorial Day Holiday
IIABAZ Offices Closed
On January 14, six months after the companies first
announced their plans for consolidation, ACE finalized its
acquisition of Chubb.
The new company is using the Chubb name as the world‘s
largest publicly traded property-casualty insurer, boasting
operations in 54 countries, exceptional financial strength
and a broad range of personal and commercial insurance
products. What can independent insurance agents and brokers expect from the new
Chubb?
How will the company address ongoing transformation in the personal lines insurance
market? And what‘s next for the high net-worth customers that comprise Chubb‘s
personal lines insureds?
Jacqueline Connolly from IA Magazine (Independent Agents) sat down with Frances
O‘Brien, division president of Chubb‘s North America Personal Risk Services for some
answers.
How is the new Chubb doubling down on its commitment to agents and
brokers by providing more coverage options and expertise?
The combined organization has a very strong balance sheet that supports our
clients‘ risk and our ability to pay claims. So there is no concern about capital. What
agents have told us about the new Chubb is that they‘re concerned that the market
has become more consolidated and their customers will have fewer options. Do
customers have all the choices they may want to build their insurance program?
What sets us apart from the rest of the market is that we have over 35 years of
experience in the high net-worth personal lines space, so we have a much deeper
understanding than any other carrier about our customers‘ risks—what can go wrong,
how to prevent it and how to repair it if it does go wrong. Collectively, we probably
have handled more than two million claims over all these years, so we have a much
deeper understanding of our customer than any other carrier out there. We‘ll be taking
the best products and services from the combined organization and building upon those
and developing new products and services to meet our clients‘ changing needs. And
we‘ll also be looking at the best ways to continue to support our agent and broker
Gun Regulations
vs CGL Coverage Page 28
Completed Operations—
What The ISO CGL Says Page 4
How To Avoid Windows
10 Until You’re Ready Page 18
SPRING
ISSUE
Continued on Page 10
By: Jacqueline
Connolly
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Chubb Exec Outlines Priorities for New Company Completed Operations—How Does the ISO CGL Policy Define It? Big “I” Pushes Back On Commission Cuts Important NFIP Changes Effective April 1, 2016 Big “I” Webinars / Big “I” Reaction to Closure of Google Compare Additional Insureds vs. Indemnitee—An Examination Leslie Hess Appointed as Interim Director of the Arizona DOI Online Training for New Hires by The National Alliance How To Qualify for a Homeowners Discount from Travelers Adjusters Say The Darndest Things Agents Council for Technology Releases Hard Trends Report Windows 10 Automatic Updates and How to Delay Them Use Snip.ly to Increase Traffic to Your Social Networking Efforts Insurance for Arizona’s Uber & Lyft Drivers Is Here Fraud Training Center IIABAZ Education & Training Safeco Insurance Announces 2016 Mountain Region Advisory Council CGL Coverage Explained Concerning Firearms Laws What Salespeople Can Learn from the 2016 Presidential Race Big “I” Praises Legislation to Ensure Responsible Update of OT Rules 2016 Arizona CIC & CRM Conferment Ceremony Celebration
Cover Page 4 Page 5 Page 7 Page 8 Page 12 Page 14 Page 14 Page 15 Page 16 Page 17 Page 18 Page 20 Page 21 Page 23 Page 25 Page 27 Page 28 Page 30 Page 31 Page 32
ACUITY Insurance Company AmShield Insurance Company Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. CopperPoint Insurance Companies The E&O Department EMC Insurance Pekin Insurance Company Preferred Property Program SECURA Insurance Companies Selective National Flood Insurance
Page 9 Page 11 Page 5 Page 24 Page 31 Page 26 Page 13 Page 3 Page 15 Page 22 Page 6
March 28
The U.S. Senate voted to censure
President Jackson for the removal of
federal deposits from the Bank of
the United States—1834
Constantinople and Angora changed their names to Istanbul and Ankara
respectively—1930
A streaker ran onto the set of "The Tonight Show starring Johnny
Carson"—1974
March 30
Pancho Villa killed 172 at the Guerrero garrison in Mexico—1916
Actor Robbie Coltrane (Hagrid from the Harry Potter series)
was born in Rutherglen, Scotland—1950
In the Peanuts comic strip, Charlie Brown finally cracked his
first home run—1993
March 31
Actor Ewan McGregor was born in Perth, Scotland—1971
Google announced it would introduce a new FREE email
service called Gmail—2004
April 4
In Kangra, north India, a 7.8 magnitude earthquake killed 20,000 people,
and caused nearly 3 million Rupees in damage—1905
Humanitarian Martin Luther King, Jr. was assassinated in Memphis, Tennessee—1968
April 5
The Mayflower sailed from Plymouth, MA, on a return trip to
England—1621
A discotheque in Berlin was bombed by Libyan terrorists, prompting the
U.S. to attack Libya with warplanes ten days later—1986
April 7
The U.S. recovered a hydrogen bomb it had lost off the
coast of Spain—1966
Oasis singer Liam Gallagher and actress Patsy Kensit were
married (and they divorced in 2000)—1997
April 12
A catcher's mask was used in a baseball game for the first time by James
Alexander Tyng—1877
U.S. President Franklin D. Roosevelt died in Warm Spring, GA of a cerebral
hemorrhage at the age of 63, and Harry S Truman became president—1945
Paul Simon and Art Garfunkel released their hit ―The Boxer‖—1969
April 15
Leonardo di ser Piero (da Vinci) was born in Vinci, Florence (present-day
Italy)—1452
The General Electric Company was founded in Schenectady,
New York by Thomas Edison and 3 others—1892
In San Francisco, Jerry Garcia's remaining ashes were
scattered near the Golden Gate Bridge after a small portion
of his ashes had been scattered in the Ganges River in India
on April 4th—1996
April 19
The American Revolution began in Lexington, Massachusetts—
1775
During the Cold War, Soviet clowns in Moscow led by
Konstantin Berman lampoon U.S. foreign policy—1949
Blondie went to # 1 on the singles chart with 'Call Me',
featured in the Richard Gere movie 'American Gigolo‘—1980
March 22
The Gutenberg Bible was the first major book printed using
mass-produced movable type—1457
The U.S. Congress outlawed polygamy—1882
Actor William Shatner born in Montreal, Canada —1931
March 23
Commissioned by President Abraham Lincoln, explorers Lewis
and Clark, reached the Pacific coast, and began their return
journey to the east—1806
The University of California (now in Berkeley) was founded in
Oakland, CA—1868
British Lieutenant Ernest Shackleton and two
others found the magnetic South Pole (which has
since been challenged)—1909
March 25
The city of Venice was founded—421
Film and book critic Gene Shalit was born in New York
City, New York—1926
Elvis Presley performed live in Pearl Harbor, Hawaii and raised $62,000 for the U.S.S. Arizona memorial— fund—
1961
The Boston Patriots became the New England Patriots—1971
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A claim arises from a general contractor insured’s work. All work had been completed except the customer’s walk-through and acceptance.
Q: "We believe this constitutes a completed operation, but the CGL
insurer does not believe it is completed until accepted. What do you
think?"
A: ―The answer is in the ISO CGL definition (emphasis mine):
‗Products-completed operations hazard‘:
a. Includes all ‗bodily injury‘ and ‗property damage‘ occurring away
from premises you own or rent and arising out of „your product‟ or
„your work‟ except:
(1) Products that are still in your physical possession; or
(2) Work that has not yet been completed or abandoned. However,
„your work‟ will be deemed completed at the earliest of the following
times:
(a) When all of the work called for in your contract has been
completed.
(b) When all of the work to be done at the job site has been
completed if your contract calls for work at more than one job
site.
(c) When that part of the work done at a job site has been put to its
intended use by any person or organization other than another
contractor or subcontractor working on the same project.
Work that may need service, maintenance, correction, repair or
replacement, but which is otherwise complete, will be treated as
completed.
b. Does not include ‗bodily injury‘ or ‗property damage‘ arising out
of:
(1) The transportation of property, unless the injury or damage
arises out of a condition in or on a vehicle not owned or
operated by you, and that condition was created by the "loading
or unloading" of that vehicle by any insured;
(2) The existence of tools, uninstalled equipment or abandoned or
unused materials; or
(3) Products or operations for which the classification, listed in the
declarations or in a policy schedule, states that products-
completed operations are subject to the General Aggregate
Limit.
The work the contract calls for has been completed. The inspection
and acceptance of the work is part of the upstream party‘s rights
and duties, not the contractor‘s. The contractor is done. Even if
the inspection calls for further service, correction, repair or
replacement, the work itself is completed.
Also note that ‗work‘ refers to ‗your work,‘ which is also a defined
term:
‗Your work‘:
a. Means:
(1) Work or operations performed by you or on your behalf; and….
That means ‗your work‘ does not include inspection and
acceptance, which the upstream party performs after the work
is done.‖
Author: Bill Wilson CPCU, ARM, AIM,
AAM—Director of the Big ―I‖ of America‘s
Virtual University.
When is an Operation
Completed Under the
ISO CGL Policy?
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A troubling trend has emerged in the health insurance marketplace:
Insurers in several states have reduced agent and broker
commissions for individual health insurance plans.
In many cases, insurers have eliminated commissions for all
individual plans. In other cases, insurers suspended commissions
for certain metal categories, such as gold plans, and lowered
them for others, such as bronze plans.
To fight these actions, the Big ―I‖ recently sent a letter to Kevin
Counihan, U.S. Department of Health and Human Services (HHS)
director and marketplace CEO, expressing the association‘s
concerns. The link for said letter is: http://www.iamagazine.com/
docs/default-source/pdf%27s/commissionsletter.pdf?sfvrsn=0‖.
In the letter, the Big ―I‖ makes it clear that the association believes
this practice will negatively impact consumers and create instability
in the marketplace. The Big ―I‖ also makes the case that it is within
the authority of the Centers for Medicare and Medicaid Services—
the department within the HHS that oversees the Affordable Care
Act—to help address these issues. The letter argues that, if an
insurer provides agents and brokers with one commission rate
during open enrollment and then reduces rates for the remainder
of the plan year, an individual‘s access to coverage and all channels
of consumer assistance will diminish.
The Big ―I‖ also believes this reduction of agent and broker
commissions stems in part from implementation of the medical loss
ratio (MLR), which limits the amount of money insurance companies
can spend on ―administrative costs.‖ Unfortunately, the MLR
includes agent and broker commissions as part of those costs.
In addition to expressing the association‘s concerns regarding the
MLR to the HHS, the Big ―I‖ continues to advocate on Capitol Hill
for two pieces of legislation that would exclude agent commissions
from the MLR. In the U.S. Senate, the Big ―I‖ supports S. 1661, the
―Access to Independent Health Insurance Advisors Act,‖ by Senators
Johnny Isakson (Republican-Georgia) and Chris Coons (Democrat-
Delaware). In the U.S. House of Representatives, the Big ―I‖
supports H.R. 815, the ―Access to Professional Health Insurance
Advisors Act of 2015,‖ by Representatives Billy Long (Republican-
Missouri) and Kurt Schrader (Democrat-Oregon). Both pieces of
legislation will be topics of discussion at the Big ―I‖ Legislative
Conference in April.
Author: Wyatt Stewart—Senior Director of Federal
Government Affairs, Big ―I‖ of America
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Selective strives to keep agents informed of these changes, to ensure they’re prepared to service customers and consult with potential prospects. Below is a high-level summary of the most recent changes, which take effect April 1, 2016. The link to access the full bulletin is http://www.nfipiservice.com/Stakeholder/FEMA7/ATTACHMENT%20A%20-%20Summary%20of%20the%20NFIP%20April%202016%20Program%20Changes%20final.pdf.
Review the full bulletin (use the link above) to read all scheduled rate changes by flood zone
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The Independent Insurance Agents & Brokers of America issued
the following statement from Robert Rusbuldt, Big ―I‖ president
and CEO:
―With the shuttering of Google Compare, independent insurance
agents are well-positioned to take advantage of the marketplace
void via TrustedChoice.com: the online platform that links
consumers with independent agents and independent agency
companies. The closing of Google Compare doesn‘t lessen the
consumer appetite for online shopping. In fact, consumer
shopping for insurance has exploded on TrustedChoice.com as
consumers come to understand the ease of use and value added
by Trusted Choice® independent insurance agents and brokers.
―Independent agents and brokers continue to increase their
digital presence and marketing, while using TrustedChoice.com
for both personal and commercial lines to ensure they are doing
business the way consumers prefer.
―Consumers have choices on where to look for insurance, and
TrustedChoice.com is increasingly becoming the preferred way
to find an independent insurance agent, who offers a variety
of coverages and options.‖
That‘s https://www.trustedchoice.com/.
Article provided by: Margarita Tapia—Director of
Public Affairs, IIAB of America
Can you imagine purchasing a new car an never turning on the
Air-Conditioning or the radio? Why not use them? You have
purchased them, and other than fuel consumption there is no
additional cost. This is also true with MANY benefits you
currently have at your disposal because of your membership
in the IIABAZ.
The National Association‘s Virtual University has produced and
continues to add to their library of ―mini-webinars‖ – many at
NO COST to members. Some are available at a very reasonable
fee, but there will continue to be a library of mini-webinars that
are available as a benefit of membership. Please note that the
requirements for CE credit varies from State to State and
Arizona has many requirements which prohibit some of the
programs from qualifying for CE, but call Ray Garcia in our
office and he can provide you with other options for CE Credits
available from classes offered at no charge to members.
You can sign up for access to the Virtual University in a matter
of minutes. If you don‘t have access and a password please
contact Terri Edwards in our office and she will walk you
through the process. It is as easy as turning on the radio and
as convenient as air-conditioning.
Here is an example of what is in store:
by Jennifer Becker
Big "I" Virtual University (VU) experts are providing upcoming
education opportunities—don't miss out!
In fact, the first one is in the books! On March 7, Bill Wilson,
VU director, and guests hosted the First Monday LIVE!, a free
monthly webcast. They will occur on the first Monday of every
month, to discuss what‘s happening in the wide world of
insurance. Each 30-minute webisode covers current topics like
car sharing, concealed weapon laws, legalized marijuana and
legislative issues, along with their insurance implications. The
March session will feature conversations about drones,
hoverboards, driverless cars and other hot topics.
March 23: Horrible Commercial Lines Policy Forms and
Endorsements to Avoid or Be Wary Of will examine
commercial lines policy forms and endorsements which
businesses should avoid in their insurance programs.
Discussion topics range from concern about who's to blame
to non-ISO and ISO policy forms and endorsements. The
webinar will also leave time for questions and answers and is
pending approval for Arizona CE credit.
April 20: Sign up for the Pollution... You're Not Properly
Insuring It! - Unbelievable Fun With Pollution Exclusions to
learn how pollution exposures transcend your expectations
about hazardous materials. The most common pollutants are
actually fungus, mold and bacteria—and this webinar will give
you an overview of standard CGL and commercial property
exclusions as well as an in-depth review of frequently
overlooked fungus, mold and bacteria exposures and case
studies. Attend to learn how important it is to recognize the
exposures and choose the appropriate environmental
insurance product. This webinar will soon be approved for
Continuing Education credit here in Arizona.
If you were unable to attend previous webinars, visit the
recorded webinar page to access free resources, including the
Certificates of Insurance – 2015 Edition webinar.
For more information: send an email to [email protected].
Google’s exit creates opportunities for Big “I” agents and TrustedChoice.com in digital universe.
Three Big ‘I’ Virtual University
Webinars Airing Soon
YOU HAVE PAID FOR IT – ENJOY THE MAXIMUM BENEFIT
Foreward by: Lanny Hair, CIC, AAI, ARM,
RPLU, IIABAZ Executive Vice President
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where they‘re subject to freezing temperatures, there are devices
that will shut the water off if a pipe bursts. The risk consultant may
also suggest ways to lessen the chance of a pipe bursting, such as
making sure they‘re properly insulated. If the customer has a home
in a hurricane zone, we can offer advice on how to protect the
building with proper construction and shutters. Out in the western
states where there‘s been an increase in wildfires, we offer a service
called Wildfire Defense Services that our customers can sign up for.
If there‘s a wildfire encroaching on their property, Wildfire Defense
will help protect their property through a three-pronged approach:
they clear the property of anything that could be considered fuel;
they may set up sprinkler systems to wet down the property; and
if worse comes to worst, they can apply a fire-retardant gel onto
the home to help protect it if an ember lands on it. And there are
many other services we offer, depending on the specific exposures
to which the customer may be subjected to.
How is the personal lines industry changing in terms of
marketing, agency education, tech and risk services?
Our agents have told us that they have a couple of needs that
carriers can help them with. The first is recruiting good talent and
being able to train that talent to be advisors for high net-worth
clients as opposed to the general market. Two years ago, we started
a program with the Wharton School that we refer to as the CAPI
program—Certified Advisor in Personal Insurance.
Our objective is to provide our agents with a perspective on the
types of risks that high net-worth customers are facing to protect
their financial and physical assets so they are able to properly advise
their customers. We want to help agents and brokers enter into that
conversation in a way that adds value beyond just placing the home-
owners or auto insurance policy.
We‘re currently in the middle of our second class of agents and the
feedback we‘ve received on the CAPI Program has been outstanding.
Agents have told us that this program is taking them to the next level
in working with their clients as well as their clients‘ other advisors.
Here at IA, we hear many of our personal lines agents
citing a focus on high net-worth clients as the foundation
of their success in this area. What do you see in the future
for high net-worth personal lines and how does the new
Chubb fit into this marketplace?
I‘ve worked in in this market for more than 30 years and have
watched as it has continually evolved. From an agent/broker
perspective, technology is rapidly changing how they conduct their
day-to-day business. In addition, agents and brokers are no longer
viewed solely as insurance experts, but rather as trusted advisors
who can provide end-to-end risk mitigation support. And our
customers have moved more toward a hands-on approach to
insurance; they want to be knowledgeable and involved in the
process of protecting their assets.
The risks have also evolved and Chubb is continually looking at
what‘s ahead and thinking about how it will affect our clients and
how we can protect them. Consider the Internet of Things. Is there
a way for us to create services around IoT that will help better
protect our customers? For example, if the home is connected, can
you be alerted before a claim happens? As the market continues to
evolve, we‘ll continue to play a role in identifying new risks for our
customers, new solutions to protect against loss and new
opportunities for our agents. (Editor’s note: If you aren‘t familiar
with ―the Internet of Things‖, you should read https://
en.wikipedia.org/wiki/Internet_of_Things.)
This summer, Evan Greenberg (Chubb President and CEO)
said the new Chubb will ―behave like a small company even
though we’re large.‖ What are your thoughts on how
Chubb will continue to deliver innovation and product
customization despite its enormous, global reach and
presence?
That is the way we‘ve been talking about Chubb‘s personal risk
services. It‘s the best of both worlds. When the customer or the
agent calls us, we are a small town. We know their name, we take
care of them, we give them great service, we respond in a quick
manner and they speak to a real person. But on the other hand, we
take advantage of our size to make sure that we are looking at the
latest technology to improve our product and service offerings to
our customers, and to innovate where other smaller companies
may not be able to.
Author: Jacquelyn Connolly—Senior editor of
Independent Agents magazine.
Continued from Cover Page
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Below are several ―Ask an Expert‖ questions we have received that
imply or explicitly state the belief that an additional insured and an
indemnitee are the same thing.
―I write CGL for a contractor based in MS and working in
MS. The owner is a public entity (school system) and the
owner's attorney is requiring the insertion of this phrase on
the COI: ‗All of the Contractor's contractual liabilities, including but
not limited to its indemnity obligations, are covered by the
Commercial General Liability policy.‘ The general contractor has
provided a 100% performance and payment bond for the project,
in favor of the Owner. The contractor has also purchased a Builders
Risk Policy for the full value of the work. We have a superb general
contractor with a long history of completed projects and happy
owners. Regardless, it seems that the owner's counsel is trying to
turn the CGL into a bond. Is this assumption correct, and what are
the potential repercussions of putting such language on a COI?" –
Mississippi agent
―Under form CG 00 01 04 13, if an individual is required
to provide a municipality with an additional insured
endorsement, is it necessary since an insured contract
includes ‗An obligation, as required by ordinance, to indemnity a
municipality, except in connection with work for a municipality.‘ If
there is no need for an additional insured endorsement, is there
anything that the additional insured endorsement would provide in
addition to contractual liability?‖
―In the past, we have not been individually adding
Additional Insured endorsements, relying on them being
an indemnitee in the ‗insured contract‘ wording of the
CGL or BOP policies, which gives them AI status without endorsing
that on the policy. Our state now has a law that says if we put AI
status on the certificate, we MUST have an AI endorsement added
to the policy. Is this correct or can we still rely on ‗indemnitee in
an insured contract‘ and not go to the trouble or expense of using
AI endorsements?‖ – Texas agent
―Our insured sells and repairs boats. A parts supplier has
asked to be added as a CGL AI. The insurer says there is
no ISO form to do this. I am wondering if the contractual
coverage under the policy would take care of this.‖ – South Dakota
agent
These are two totally different things. Contractual liability
coverage deals with indemnity while an AI endorsement
deals with insurance. If you have been relying on contractual
liability coverage rather than AI status, you have a HUGE E&O
exposure. One of the top authorities on this is VU faculty member
Craig Stanovich, CPCU, CIC, AU who explains:
An ―insured contract‖ is separate and distinct from additional
insured coverage. The former is coverage for the municipality‘s
contractual obligation to indemnify the municipality under a
non-insurance indemnity provision; the latter is a requirement of
insurance from your customer for the municipality by adding to
your customer‘s CGL policy the municipality as an insured. So the
municipality needs to be added by endorsement to the CGL as an
additional insured. You may wish to consider this article excerpt
which explains the difference between an additional insured and
contractual indemnity:
Too often, an indemnitee is thought to automatically have the
status of an insured or additional insured on the CGL policy of
the indemnitor. Using our illustration of tenant and landlord, the
landlord does not have the status of an insured or additional
insured on the tenant's CGL policy merely as a result the
indemnity agreement.
Contractual Confusion. The confusion seems to stem from the
failure to distinguish insurance from indemnity obligations. As it is
very common for the landlord to be listed as an additional insured
on the CGL policy of the tenant in addition to the indemnity
agreement, it is too often assumed that the an indemnitee is an
additional insured. Put another way, because additional insured status
and indemnity agreements are so frequently seen together, they may
seem indistinguishable from one another or at least appear that
one is the result of another, i.e., an indemnity agreement
results in additional insured status. The reasoning seems to
be that if the contract fits within the definition of "insured
contract," such as a lease of premises agreement, it follows
that "insured contract" also means the landlord is
automatically an additional insured. This belief is simply
mistaken. An indemnitee is not an insured.
The tenant's CGL policy must be amended to extend coverage to
provide additional insured status to the landlord. Just because the
contract happens to be an "insured contract" does not
mean the tenant's CGL provides additional insured status
to the landlord. In other words, the indemnitor's CGL
policy must be amended to include an additional insured
endorsement to provide the indemnitee the status of
additional insured. To repeat—having the status of
indemnitee is not the same as being an additional insured.
Excerpted from:
―Contractual Confusion – Assuming the Liability of Others‖
Contractual liability coverage for ―insured contracts‖ extends
indemnity to the other party but usually not defense outside limits.
If you have a $1M CGL policy and a lawsuit against the other party
under an ―insured contract‖ results in a judgment of $900,000 and
Continued on top of Page 19
Additional Insured vs. Indemnitee: Are Contractual
Liability Coverage and AI Status the Same Thing?
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 13
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 14
When someone new to insurance and risk management joins
your team, you naturally want to give them every possible
advantage to succeed for themselves and for your organization.
One of the most cost effective ways to provide vital early training
is through The National Alliance's online Introductory Series.
These programs, designed by industry learning experts, put
everyone on the same page, familiar with all the principles and
terminology of the trade. Best of all, we have filled out the series
with some courses that were not available until now.
So let's start with what's new:
Employee Benefits
Introduction to Employee Benefits - An Overview
Your new hire will learn to:
Define employee benefits and why employers offer benefits
Identify the risk concepts for both the employer and the
employee
Describe the regulations impacting employee benefits
Identify and describe the types of benefits employer currently
offer
Introduction to Employee Benefits - Retirement Plans
Recruits will be able to:
Explain why employers offer retirement plans
Describe how employees choose their retirement plan offering
Explain the regulations impacting retirement plans
Define basic retirement plan terminology
List the various retirement plan offerings
and briefly describe each Describe a financial planning benefit, along
with the pros and cons of offering this to
employees
Commercial Lines
Introduction to Property & Casualty Insurance
Introduction to Commercial Property Insurance
Introduction to Commercial Casualty Insurance
Introduction to Commercial Miscellaneous Exposures and Coverages
Personal Lines
Introduction to Personal Auto Insurance
Introduction to Personal Residential Property
Life and Health
Introduction to Life and Health Insurance
While CE credit is not available for these courses, participant
evaluations report both excitement about the convenience of the
learning platform and a more professional introduction to their
careers. Each course is priced at only $30.
Let your new recruits know that a solid foundation for additional
educational programs is just a computer or laptop away! To find out
more and to get signed up, please visit: http://www.scic.com/news/
introductory_courses_new_offerings_for_new_hires.
On February 9th, Governor Doug Ducey appointed Leslie Hess as the Interim
Director of the Arizona Department of Insurance.
Hess has worked in the insurance and financial services industries, both the private and public sector, for over 25 years. Hess was with
the Department of Insurance for 12 years as deputy receiver and legal advisor. She was with the Arizona Legislative Council for 2 years
and worked for the Arizona Corporation Commission, Securities Division for over 6 years in legal counsel positions. Early in her career,
Hess worked for both Merrill Lynch and Bear Stearns in New York. Most recently, Hess served as the director of compliance and
corporate secretary for Oxford Life Insurance Company and its subsidiaries.
Hess holds a Juris Doctor degree from George Washington University Law School in Washington, D.C. She is licensed to practice law in
both Arizona and New York. Born in New York, Hess has lived in Arizona since 1991. Hess is married with one daughter and two dogs.
Press release by: Scott Greenberg, Chief Operating Officer
NEWS
HERE
AT
HOME
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 15
The Travelers Companies, Inc. announced on March 9th that
customers with qualifying smart home devices are now eligible for
a discount on their homeowners insurance. Smart smoke detectors
and security systems that alert homeowners through their
smartphones may qualify for the Protective Device discount from
Travelers, which is available countrywide.
―Creating a smart home with a variety of innovative connected
devices can provide many benefits to consumers, including helping
to keep their families and property safe,‖ said Elaine Montgomery-
Baisden, Chief Underwriting Officer of Personal Insurance at
Travelers. ―Our newly expanded Protective Device discount is one
more way our customers who are using these products may benefit.‖
Travelers remains committed to staying at the forefront of
advancements in home technology. The company has installed
connected devices of all kinds at its Claim University facility to test
the systems and educate its claim professionals about smart home
technology.
Travelers is also the exclusive insurance sponsor of the CNET Smart
Home in Louisville, Kentucky, which will provide further insights into
how smart home products behave, interact and test in everyday
environments. The link for the CNET Smart Home is:
http://www.cnet.com/paid-content/travelers-smarthome/
Press release by: Sperry Mylott—Auto and Homeowners
Media Relations, The Travelers Companies, Inc.
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 16
Years ago, I jointly developed a seminar with faculty member
John Eubank called ―How to Battle an Adjuster...and Win Every
Time!‖ (Without boring you with specifics, or elaborating on
the death threats, we late renamed the seminar ―How to Win
Friends...and Influence Adjusters.‖
The seminar focuses on policy gray area and, through dozens
of case studies (actual claims and court cases), applies a
methodology to convince the adjusted that the insured‘s/
agent‘s interpretation for coverage is just as valid as the
adjuster‘s initial basis for claim denial.
However, sometimes a claim denial arises that defies logic
and reason. So now John is suggesting that we develop a
seminar called ―Adjusters Say the Darndest Things‖ (being
wary of more death threats, I‘m currently balking on this
challenge). Here‘s a personal lines example of such a claim
that faculty member David Thompson passed along:
―An insured was moving and loaded clothes and
personal property into her car. She placed a
magnifying glass on the leather seat if her car and
left it there for a few hours. When she returned,
she discovered sunlight had burned a hole in the seat. The
adjuster denied the claim on the premise that it was not within
the definition of ‗accident‘ in the policy, defined as a ‗sudden,
unexpected and unintended course.
The applicable policy defines ―accident‖ to be ―a
sudden and unexpected and unintended
occurrence.‖ The same policy defines a ―loss‖ to
include ―Direct and accidental loss of or damage
to your car.‖ Under the other-than-collision
(OTC) coverage, the insuring agreement says, ―We will pay for
loss except by collision, but only for the amount of such loss in
excess of the deductible.‖
So, for the insuring agreement to be triggered, there must be
a ―loss. For there to be a loss, we must have ―direct and
accidental loss.‖ (As an aside, note that we have a definition
within a definition…‖loss‖ is essentially defined to be a ―loss‖.
These types of ―circular‖ definitions don‘t hold up well in court,
so that alone is enough to warrant redrafting of the contract.)
Now we see that the key word is ―accidental.‖ Was this
―accidental‖ as defined by the policy? Was this a ―sudden,
unexpected, and unintended‖ occurrence? As David pointed out
in his email, it‘s unlikely that the insured intended to burn a hole
in her car seat. As such, the damage was probably unexpected.
That leaves ―sudden.‖
Since the loss took place over a period of time, perhaps the
adjuster interpreted that to not be ―sudden.‖ However, most
courts do not interpret the term that way. ―Sudden‖ usually
applies to the insured‘s discovery of the loss. In other words,
if an insured knows that a loss has been continuing over a
period of time, that‘s usually not covered… and many, if not
most policies have an exclusionary provision for ―neglect.‖
In addition, as David‘s research discovered, dictionaries define
―sudden‖ to mean: (1) ―an unexpected occurrence; a
surprise‖ (Webster‘s 1998 edition), (2) ―Happening without
warning; unforeseen‖ (American Heritage dictionary), and (3)
―Happening or coming unexpectedly‖ (Merriam-Webster). In
other words, ―sudden‖ means unexpected or unforeseen, a
surprise...and it appears likely that the insured did get a surprise.
Yes, indeed, adjusters do sometimes say the darndest things.
For an example of a commercial lines case on this premise,
go to: http://www.independentagent.com/Education/VU/
Insurance/Commercial-Lines/CGL/Exclusions/
WilsonAdjusters02.aspx.
Author: Bill Wilson CPCU, ARM, AIM,
AAM—Director of the Big ―I‖ of America‘s
Virtual University.
I’ve often said that it’s inexcusable when a
claim is denied for no reason other than “It’s
not covered.” The insured is owed a reason for
a claim denial, by contract or law. However,
sometimes when I hear the reason, I think
perhaps that it’s better I didn’t know because,
to paraphrase Art Linkletter, “Adjusters
sometimes say the darndest things!”
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 17
The Agents Council for Technology (ACT) Strategic Future Issues
Work Group has released the first phase of an initiative to identify
key trends that affect the future of the independent insurance
agency system.
―The real value of the Hard Trends Report is the great discussions
and involvement of so many in the creation of the report,‖ says Rick
Morgan, ACT Strategic Future Issues Work Group chair and senior
vice president of Aartrijk in Springfield, Virginia. ―We expect the
release of the report to generate further discussion on the
challenges and opportunities these trends present.‖
The following seven trends were identified and evaluated in phase
one:
1. Mobile First: Mobile, along with social and cloud computing, is
what has enabled the cultural transformation and the emergence
of the connected consumer. Mobile cuts across everything and
will change the insurance products offered, how they are
presented, and interaction on services.
2. Social Culture/Digital Transformation/Internet of Me:
This trend reflects the broad influence and impact that social
and digital are having on all aspects of our society, including
our business lives. This ongoing transformational change is an
expansive, strategic trend that has grown from social web tools
and digital technology.
3. Connected Society: Connectivity is expanding from
consumers to business and even ―things‖— all aspects of our
physical world are being connected.
4. Demographic/Segmentation & Personalization: This
trend encompasses diversity in every sense of the word: age,
ethnicity, culture, gender and connected vs. non-connected.
5. Growing Availability of Big Data and Actionable
Business Intelligence (―BI‖): New technologies and
techniques are enabling the capture and analysis of more and
more data (big data). Agencies and carriers are able to integrate
BI into their decision-making in real time, enabling them to
understand their consumers and operations better.
6. Changing Nature of Insurance Risk: Changing social norms,
applications of technology, climate change and all of the trends
noted above and more are changing the types of risks that
consumers and businesses are facing.
7. Information Security & Privacy Regulation – Cyber
Liability: In addition to federal and state regulations for
security plans and procedures, the costs of data breaches will
become more expensive to businesses. Growing risks also
create opportunities for carriers and agents to provide coverage
and risk management guidance to clients.
―ACT is pleased with the Strategic Future Issues Work Group‘s
report and efforts to identify, update and discuss trends in the
independent agency system,‖ says Ron Berg, ACT executive
director. ―Although these technological developments and trends
often present challenges, they‘re also blooming with opportunities
for agencies to build their business and provide better service.‖
The complete report is available on the ACT website.
The report has also resulted in a list of industry ‗Must Do‘
undertakings which will drive key actions needed by ACT work
groups such as Customer Experience, Security Issues, and Mobile,
as well as other industry programs such as the Big ―I‖ Diversity
Task Force. As an example, one of the key objectives is to
proactively respond to the trends to create an enhanced customer
experience. The Strategic Future Issues Work Group is directing
these actions now.
Article provided by: Margarita Tapia—Director of
Public Affairs, IIAB of America
AGENTS COUNCIL FOR TECHNOLOGY RELEASES HARD TRENDS REPORT Seven industry trends—from mobile technology to diversity—will impact independent agency system’s future.
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 18
As you may know, Microsoft has released their newest desktop
operating system update: Windows 10.
Microsoft is very proud of Windows 10 and the reviews have
generally been very positive. They want you to upgrade your
computer to the newest platform and Microsoft is pushing
hard for you to do just that.
I never did upgrade to Windows Vista or Windows 8. There
were just too many
problems and issues.
I am quite satisfied
using Windows 7 for
the time being. I will
upgrade to Windows
10 – when I decide it is
time. I‘ll likely upgrade
when I get a new
computer.
Microsoft did announce
that for consumers
wanting to upgrade
their existing Windows
8 or Windows 7
machine, they could
upgrade for free during
the first year after the
release. This is a good
thing.
But what is not a good thing is Microsoft‘s constant use of
pop-up messages reminding you that this upgrade is available.
Even worse is Microsoft's recent announcement that it will
automatically upgrade Windows 7 and Windows 8 systems
through Windows Update over the next few months unless
you tell it otherwise.
So, if you want to make sure your current system is not
automatically updated, you will likely need to change some
settings on your computer.
Note: Your system administrator has probably already
completed the steps necessary to delay this upgrade.
But, you may want to check your computers at home.
To prevent Microsoft from automatically installing Windows 10
on your Windows 7 computer, you should do these things:
1. Open Windows Update through your Start Menu.
2. Click Change Settings.
3. Under Important Updates, choose
"Check for updates but let me choose whether or not to
download and install them."
4. Under Recommended Updates, check "Give me
recommended updates the same way I receive important
updates."
5. Click OK.
Step #4 above is
not necessarily
intuitive. The
Windows 10
update will soon
become a
recommended
update.
Microsoft is
being so
aggressive that
even after you
do this, it will
indicate you have
a problem with
Windows
Update through
its Taskbar icon
"Solve PC
issues."
You should just ignore this notification.
Microsoft previously stopped "mainstream support" of Windows
7 in January 2015. This means that Windows 7 doesn't benefit
from new features, and you can't call Microsoft for free help.
However, Windows 7 continues to receive all-important
security fixes. Microsoft plans to maintain Windows 7 "extended
support" until January 2020, when security fixes will no longer
be provided.
You will need to upgrade to Windows 10 at some point in the
not too distant future. Changing this setting will allow you to
control when that update is done.
Author: Steve Anderson, CIC—Executive editor of The
Anderson Report, and a National CIC Faculty member.
Steve‘s Tech Tips website can be accessed at
http://techtips.steveanderson.com/.
How to Delay Windows
10 Automatic Updates
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 19
the defense, court and related costs are $600,000, the other party
gets $1M. If the other party is an AI, the policy pays $1,500,000. If
you were supposed to add this party as an AI and you didn‘t, look
for large E&O claim.
If the contract requires AI status, reliance on any contractual
liability coverage without AI status is a breach of contract and
will likely have penalties for your customer spelled out in that contract, such as refusal to pay for work performed. In addition,
since the other party is not an AI, in the absence of a clearly
applicable waiver of subrogation, the insurer could seek
contribution from the other party to the extent of their own
liability.
Also, some states prohibit the contractual transfer of risk via an
indemnity agreement, but allow such transfer as an AI on an
insurance policy, so you could have a HUGE E&O exposure, perhaps in excess of your policy limit. There are many reasons
why an indemnitee and AI are two very different things.
To read the full article from which the above excerpt was taken
go to: http://www.irmi.com/articles/expert-commentary/contractual-
confusion-assuming-the-liability-of-others.
Do you need to brush up on AI
and COI issues? If so and you are a
Big I member, we have two FREE
archived webinars:
http://www.independentagent.com/
Education/Webinars/Pages/
recorded-webinars/Free.aspx
There is a 2013 Additional Insured webinar and a 2015
Certificates of Insurance webinar that everyone in the agency
involved with these issues can attend at no cost.
Continued from Page 12
Your Big "I" Professional Liability risk management team has
created a resource for Big "I" members that you and every
member of your staff should have on hand at all times. It's a
printable wallet card entitled "What to do when an E&O
incident occurs." Print them on card stock and distribute to
your staff to ensure that when a situation arises you and your
staff will have the proper steps at your fingertips.
Download the printable wallet card at http://
www.mmsend66.com/link.cfm?r=160983142&sid=
92233513&m=12368369&u=IIABA&j=32783446&s=http://
www.independentagent.com/SiteAssets/TFT/2016/Mar15/
BigIProfessionalLiabilityWalletCard.pdf.
Learn more about Big "I" risk management resources at
www.iiaba.net/EOHappens.
Always be prepared...
Additional Insured vs. Indemnitee: Are Contractual
Liability Coverage and AI Status the Same Thing?
Author: Bill Wilson CPCU, ARM, AIM,
AAM—Director of the Big ―I‖ of
America‘s Virtual University.
If this article interests you and you‘d like to attend a two hour
seminar that is VERY closely related, we have one for you. For
$35, you can attend our two-hour seminar titled ‖Contractual
Liability versus Additional Insureds‖ on April 8th from 3:00—
5:00 PM at Chase Field in Phoenix. Your admission to the class
is also your ticket to that evening‘s game between the Dbacks
and the Cubs. For a registration form, please go to: http://
www.iiabaz.com/Education/SiteAssets/Pages/FindClass/default/
Contractual%20Liability%20seminar%20at%20CHASE.pdf. You
may also buy additional tickets. Contact John Hatton in the
Education Department at [email protected] for more info!
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 20
by Steve Anderson http://techtips.steveanderson.com/
One of the strategies to Mastering Your Internet Presence that will
increase your visibility online is to share articles you think might be
of interest to your target audience. This is why every agency should
be consistently sharing interesting articles on platforms such as
Facebook, Twitter, LinkedIn, and Google+.
This type of Content Curation — reading and then sharing
interesting information — is one of the better strategies to use.
For me, the goal of sharing articles is to always have someone go
to my website and begin engaging with me.
The problem with posting a link to an article on someone else's
site is not having the opportunity to send them to my website
when they finish reading. I just have to hope they will want to
learn more about me and what I offer.
Lately, I have been using a service called Snip.ly that helps solve
this problem.
Snip.ly shortens the original URL of the content I want to share into
a snip.ly link. This link places a call to action button at the bottom
of the original post on the website where the article is hosted.
The Snip.ly call to action button allows me to drive some traffic back
to my website with a simple click.
You can start using Snip.ly for your social sharing by following these
steps:
1. Go to Snip.ly (this is not a .com address) and sign up for a free
account. There are paid options that add more functionality, but
the free account will give you a feel for how the process works.
2. Find an article you want to share on your social platforms. Like
any social share, this should be an article you think would be of
interest to your target audience.
3. Copy the URL of the article into the Snip.ly bar on the
homepage of the website.
4. Click the ―snip‖ button and customize the box that pops up.
You have a lot of control over what the pop-up box will look
like on the page. This is also where you add the web page
(landing page) for readers to visit.
5. Share the Snip.ly link on your various social platforms just like
you would any other link.
There also is a Chrome browser extension
(http://snip.ly/integrations/Chrome/) that makes ―snipping‖ content
very easy. Every time you visit an interesting page, you can ―snip‖ it
right from your browser‘s toolbar and post directly to your social
platforms. This is what I use most of the time.
All accounts come with an analytics dashboard. The panel provides
information such as the number of snips created, the number of
clicks generated, average time on the page, etc.
The goal of all social sharing is to create engagement with your
target audience. Snip.ly has proved to be a very useful tool to share
good curated content and drive people back to my website.
Author: Steve Anderson, CIC—Executive editor of The Anderson
Report, and a National CIC Faculty member. Article reprinted
with kind permission.
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
Page 21
On February 10, 2016, Mercury Insurance announced that it is offering ride-hailing insurance to cover
Uber, Lyft and other Transportation Network Company (TNC) drivers in Arizona. This new coverage will
provide drivers with insurance that will bridge the gap between their personal auto insurance and the coverage
provided by their TNC. Ride-hailing insurance information may be found here:
http://www.mercuryinsurance.com/ride-hailing-insurance/united-states.html.
Ride-hailing drivers have been left without coverage by their insurance companies because of gaps in the
coverage. Mercury’s ride-hailing coverage will fill the gaps and provide drivers with high quality insurance
that will cover them throughout the entire drive cycle. This means that if drivers get into an accident in any
portion of the drive cycle and are liable they will be covered.
“Many Arizonans enjoy driving for companies like Uber and Lyft as a great way to earn a living or make
extra cash because they can set their own hours, be their own bosses and meet new people,” said Jim Reeves,
Mercury’s research and development group manager. “Many of them are unknowingly putting themselves and
other drivers at risk, however, because they don’t have adequate insurance coverage in the event they get into
an accident when their app is on, but they haven’t accepted a ride.
“Mercury wants to ensure these individuals are able to earn an honest living without having to worry about
paying costly repair or medical bills out-of-pocket – and we’ll be able to offer this peace of mind for as little
as 20 cents a day.”
The ride-hailing drive cycle is divided into three periods.
Period 1: Drivers have turned on the ride-hailing app, but haven’t accepted a fare.
Period 2: Drivers have accepted a fare and are on their way to pick up the passenger(s).
Period 3: Drivers are transporting passenger(s) to their destinations.
Mercury’s ride-hailing insurance will extend drivers’ personal auto policies from Period 1 through Period 3
of the drive cycle, allowing them to obtain coverage not provided by their ridehailing companies. This means
that if drivers get into an accident during any period of the drive cycle and have Mercury’s ride-hailing
insurance, they will have coverage above and beyond the coverage provided by their TNC. Mercury’s
ride-hailing insurance will also fix the insured’s vehicle in a covered loss if those coverages had been
purchased from Mercury.
“Mercury has been protecting drivers for more than 50 years. It’s what we do. So, we’re very excited to be
one of the first companies to extend the coverage to ride-hailing drivers and protect not only them, but the
drivers and families with which they come in contact on the road,” said Reeves.
Currently, Mercury’s ride-hailing insurance is also available to California ride-hailing drivers. Go to
http://www.mercuryinsurance.com/ride-hailing-insurance/united-states.html or contact a local Mercury auto
insurance agent to learn more at http://www.mercuryinsurance.com/.
Press Release was provided by Wendi Sheridan of Pacific Communications Group, Mercury’s PR Agency.
MERCURY INSURANCE LAUNCHES RIDE-HAILING
INSURANCE FOR ARIZONA’S UBER & LYFT DRIVERS
Auto coverage will start once drivers turn on for-hire ride-hailing apps.
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Theater owner Ralph Miller will exit stage left into prison for
two years. He exploited a flood at a theater and a torched another
for hundreds of thousands of dollars in false claims. Rain swelled
the Delaware River, which flooded and wrecked his historic theater
in Bucks County, Pennsylvania. Miller doctored invoices for
$200,000 worth of expensive theater lights and emergency repair
work. He had defaulted on a mortgage on the place after owning it
for 30 years. Miller also torched a venerable summer-stock theater
in Woodstock, New York.
Meanwhile, in Europe….
A Spanish farmer was handed four years in prison for hacking
off his right hand to heist insurance money. Trying to resolve his
financial problems he removed his hand with a sharp blade then
applied a tourniquet. He next drove his car off a curve in the road,
landing in an orange grove. He placed the hand on the car floor, and
burned up the vehicle with gasoline he had lugged along. The farmer
still had the presence of mind to call the ambulance. Rescuers found
him calmly smoking a cigar. He sought payoffs from eight insurers.
Separately, a German insurance agent sawed off his finger and thumb
for 1.4 million Euros in 2014.
Back in the U.S.A....
Finis Jordan did not like his car anymore and torched it
for an insurance payout, Florida prosecutors allege. The Sarasota
County man reported his 2015 Chrysler 200 stolen. Officials found
it abandoned and burned in the woods near his home. Jordan
allegedly kept changing his stories when questioned. He got facts
wrong and made a generally muddled recounting, officials say.
Jordan faces fraud and other charges.
Leighton Gibbs is knee-deep in trouble. The retired Meriden,
Connecticut police officer collected more than $34,000 in workers‘
comp benefits from an alleged injury. Gibbs filed an injury report
with the police department claiming he injured his right knee in the
parking lot while moving his 35-pound gear bag between two police
cruisers. When taken to the hospital, he learned he tore his ACL,
had a bone bruise, and would need a cane to walk. But Gibbs
attended a game dinner and got drunk that night, the state workers‘
comp fraud unit allegedly discovered during its investigation. Gibbs
even wrestled with a man and had to be helped into his brother‘s
car by a retired police officer, investigators say. Gibbs did not report
to his doctors or employers that he injured his knee outside of
work, authorities say.
Two residents of an apartment complex tried to burn their
unit for insurance money while a woman and her two children lived
directly above. A fire broke out at the rental apartment of Brandon
Fondren and Adrianne Davenport. The Great Falls, Montana couple
left before the emergency call. Fondren had taken out a renter policy
just 10 days before the fire and was behind in paying rent. The
couple had also moved many possessions into their van and a nearby
storage shed beforehand. In the storage unit detectives found a fuel
container with gasoline and gauze sticking from the snout. A manual
titled ―Introduction to Fire Origin and Causes‖ also was stored
there. Detectives drove to the apartment and caught the couple
moving items from their shed. Phone calls the couple made while
at the Cascade County Detention
Center showed they planned to
move to Oklahoma with the
insurance money. They urged
each other to ―stick to the plan.‖
Fondren pleaded guilty and will receive 20 years in state prison when
sentenced, with 10 years suspended. The terms of Davenport‘s
sentence have yet to be made public.
Bluefin tuna were Paul Hebert’s white whale. The Gloucester,
Massachusetts man was a feature in the hit reality series Wicked
Tuna. It features fishing boats landing bluefin tuna, which can weigh
hundreds of pounds each. Hebert began receiving federal disability
money before landing the gig. He was unable to work any job, walk
properly, lift weights, or drive for more than short distances, he
claimed. Hebert kept taking disability money while grappling with
the giant fish. Nor did he inform the feds he was making money
arduously making a living on the seas. Hebert pleaded guilty agreed
to repay more than $53,600 and will be sentenced in May with
prosecutors recommending four years of probation. It is unclear
how Hebert thought he could go on national TV for several years
and avoid being discovered.
Former prison guard John Alfonzo Smiley said a former
inmate shot him in the back as Smiley and his wife left a San
Francisco restaurant. The ex-con had recognized Smiley and
wanted to settle a score, Smiley claimed. The wounded guard sought
$4 million in workers‘ compensation, claiming his bullet wound was
work-related. Smiley was off duty with his wife at a sex club and
shot during an argument with another couple after swapping
partners. A simple apology to the DA after their claim was denied
could have avoided prosecution. Instead Smiley and wife Cynthia
Ann Biasi stubbornly stuck to their story, demanding a comp
windfall. They later refused to plead guilty when the evidence piled
up. Smiley and Biasi were convicted and face the court‘s full wrath —
up to eight years and eight months each in state prison.
Nightmarish sequence of attacks, though fake. Stephanie
Settle was attacked and robbed too often to be credible. A burglar
armed with a knife assaulted Settle in her home, she claimed. The
thief stole nearly $15,000 of jewelry and other items, the Asbury,
Iowa woman said. Her insurer paid nearly $5,900. Settle then
claimed a man with a sharp object attacked her in her garage. No
insurance was involved. She invented the incidents. Her wounds
were not fresh and did not match her versions of the attacks,
emergency responders said. Settle copped a plea. She received
two to five years of probation.
To learn more about insurance fraud and simultaneously earn CE credits, visit the BIG ”I” VU Fraud Training Center for on-line courses, resources and daily news. Go to: http://bigivu.learn.com/learncenter.asp?id=178517&sessionid=3-C4545B89-01C7-4250-924D-0997061E2CAE&page=6.
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
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Copyright © IIABAZ
EDUCATION
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Name: ______________________________________________________ Designations: ________________________Birthdate:________________ Agency/Company: ____________________________________________ Address: ____________________________________________________ City, State, Zip: ______________________________________________ Telephone: (__________) ______________________________________ E-mail address: ______________________________________________ Seminar: __________________________________________________ Date of Seminar: __________________________________ Check enclosed for _______________, payable to ITEC
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Cancellation Policy: ITEC/CISR Cancellations received within 7 business days of a seminar will incur a $25 non-transferable fee. CRIS Cancellations received within 7 business days of a seminar will incur a $50 non-transferable fee. CIC Cancellations received within 7 business days of an institute will incur a $105 non- transferable fee. ADA Policy: We comply with Title III of the American with Disabilities Act
Please let us know in advance of any special needs.
ITEC Registration Form
Upcoming 2016 Classes and Dates
Registration Fees ALL CISR Seminars and William T. Hold Seminars — $175.00 CISR Dynamics of Service Seminars — $185.00 ALL CRIS Seminars — $195.00 Members or $220.00 Non-Members ITEC Supervisory Dynamics Seminars — $225.00 Members ITEC P&C Licensing Plus Seminars — $220.00 Members or $245 Non-Members ITEC E & O Risk Management Seminars — FREE to Members or $100.00 Non-Members ITEC Insurance Ethics and Ethical Issues — FREE to Members ITEC National Flood Insurance Program Seminars — FREE to Members CIC Institutes — $405.00 CIC Ruble Graduate Seminar — $430.00
March 29 CISR Insuring Personal Automobile Seminar Phoenix
April 6 ITEC E&O Risk Management Seminar Phoenix
April 8 ITEC Contractual Liability VS. Additional Insureds Chase Field
April 13-15 CIC Commercial Property Institute N. Phoenix
April 19 CISR Insuring Personal Residential Seminar Flagstaff
April 21 CISR Elements of Risk Management Seminar Phoenix
April 21 CISR Insuring Commercial Casualty I Seminar Tucson
April 26 ITEC Personal Lines Scheduling Jewelry Seminar Phoenix
April 27 CRIS Contractual Risk Transfer Seminar Phoenix
May 4 CISR Insuring Personal Automobile Seminar Lake Havasu
May 16 CISR Essentials of Life & Health Seminar Phoenix
May 17 CISR Insuring Commercial Casualty 2 Seminar Phoenix
May 17 ITEC Seminar—Topic to be announced soon Chase Field
May 18 CISR Insuring Commercial Property Seminar Phoenix
May 19 CISR Insuring Personal Lines Miscellaneous Seminar Phoenix
May 20 CISR Insuring Personal Residential Seminar Phoenix
June 2 ITEC To Fee or Not To Fee (FREE for members) Phoenix
June 8 CISR Insuring Commercial Property Seminar Tucson
June 8 CISR Insuring Commercial Casualty I Seminar Yuma
June 9 CISR Insuring Commercial Casualty I Seminar Phoenix
June 13 ITEC Seminar—Topic to be announced soon Chase Field
June 15-17 CISR Essentials of Life & Health Seminar Phoenix
June 28 CISR William T. Hold Commercial Lines Seminar Phoenix
July 1 ITEC Seminar—Topic to be announced soon Chase Field
[email protected] (602) 956-1851
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Cameron Steele will serve as president for the Safeco Insurance Mountain Region Advisory Council,
effective January 1, 2016, Safeco has announced. Dawnyel Smink will be the council‘s vice president. As regional
officers, both also will serve on the National Advisory Council.
Safeco has been using advisory councils for more than 10 years to collaborate with agents on solutions that will
improve the insurance experience for both agents and their customers. Approximately 140 agents sit on eight
regional councils, all managed by agents. The national council includes the president and vice president from
each of the company‘s regional councils across the country. Officers are elected by their peers.
―The agents who serve in the Advisory Council program are dedicated to building stronger relationships and
creating excellent customer experiences,‖ said Matthew Nickerson, Safeco Insurance president. ―Their
contributions are vital to our success, and I thank them for their commitment.‖
Steele is principal of AMS Insurance in Las Vegas, Nevada. Smink is principal of Canyon Lands Insurance in
Mesa, Arizona.
In addition to Steele and Smink, the following agents will serve on the 2016 Mountain Region Advisory Council:
Jessica Ceriani, Front Range Insurance, Littleton, Colorado
Ryan Johnson, Johnson Group Insurance, Phoenix, Arizona
Kim Cowdell, Cowdell Insurance Agency, St. George, Utah
Stephanie Holden, Sentry West Insurance Services, Salt Lake City, Utah
Robin Schritter, HUB International, Albuquerque, New Mexico
Jim Krieg, Bonnie Brae Insurance, Denver, Colorado
Jim Stengel, The Stengel Agency, Casper, Wyoming
Ian Exelbert, Glenwood Insurance, Glenwood Springs, Colorado
Brent Webb, Innes Associates Insurance Services, Safford, Arizona
Joey Kreutzian, LP Insurance Services, Reno, Nevada
Christine Hample, Hample Insurance Service, Greenwood Village, Colorado
Chris Aker, Quik Quote, Scottsdale, Arizona
Christie Harris, George Gandy Insurance, Artesia, New Mexico
Sharon Materi, Security Insurance Agency, Moorcroft, Wyoming
Greg Ahbe, The Ahbe Group/TAG, Centennial, Colorado
This news release provided by Safeco‘s Press Department.
Safeco Insurance Announces Agent Officers,
Participants for 2016 Mountain Region
Advisory Council
Dawnyel Smink
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NOTE: The original version of this article was first published by Independent Agents Magazine in April 2013.
One of your insureds has bought a hand gun, taken a gun safety
course and obtained a concealed weapon permit. She wants to
know how her homeowners and umbrella policies would
respond if she used the weapon in self-defense to protect
herself, her family or their possessions from an assailant.
Several other insureds, having seen the discussions on TV
news programs about proposed state and national legislation to
require ―gun insurance,‖ have contacted the agency to ask about
what they might need to do. How do you advise them?
Using current ISO homeowners policies as an industry coverage
standard, the most likely candidate for a claim denial is the
―intentional loss‖ exclusion:
1. Expected Or Intended Injury
―Bodily injury‖ or ―property damage‖ which is expected or
intended by an ―insured‖ even if the resulting ―bodily injury‖
or ―property damage‖:
a. Is of a different kind, quality or degree than initially
expected or intended; or
b. Is sustained by a different person, entity, real or personal
property, than initially expected or intended.
However, this Exclusion E.1. does not apply to ―bodily injury‖
resulting from the use of reasonable force by an ―insured‖ to
protect persons or property;
What constitutes ―reasonable‖ force? That can‘t be answered
until the occurrence takes place and the facts are known, so it‘s
impossible to say absolutely whether the policy would respond
to a claim where a gun was used in self-defense.
Since facts are ultimately decided by juries in the case of
litigation that goes to trial, it‘s likely the insurer would be
obligated under this language to tender a defense. However,
what may or may not be covered will depend on the unique
facts and circumstances of each case, so all you can do is point
to this policy provision with the caveat that other exclusions
might be triggered as well.
If the ―self-defense‖ exception above isn‘t included in the
―intentional loss‖ exclusion in the subject policy—and it‘s often
not in older ISO or proprietary company forms—then it
probably doesn‘t matter whether it‘s in self-defense. If you shoot
someone deliberately, for whatever reason, that‘s an intentional
loss and likely excluded under such policies.
A possible exception to that could be if there was no intent or
expectation of serious injury or death—but even that would be
a real stretch. Keep in mind that this entire discussion is really
not new. For decades, many business owners have kept the
proverbial sawed-off shotgun under the counter. Like ISO‘s HO
policy, their CGL policy has a virtually identical exclusion and
exception that has been discussed for years by commercial lines
practitioners.
As for umbrella or excess policies, it all depends on the precise
language of the form, which can vary dramatically from one
insurer to another.
And be wary of any standalone ―gun liability‖ policies. Many of
them may be so restrictive that very little coverage is actually
provided.
April 2014 Update
“Beware Non-ISO Policy Forms!”
We just received this ―Ask an Expert‖ question the
demonstrates, among other things, that personal lines policies
are not commodities and that you MUST know the products
you‘re selling to be able to answer questions from your
customers:
―The state of Illinois has recently approved concealed
carry laws relating to firearms. I have had several questions
from my insureds as to whether or not the home policy
provides liability coverage for a shooting. I am advised by my
underwriter that there would be no liability coverage under the
HO3 policy and she refers to exclusion E.1 Expected or
Intended Injury. Could you please address this question for me?
Attached is the ISO home policy.‖
The form you attached is not an ISO policy. It doesn‘t have
any kind of ISO copyright notice and the edition date is
wrong. This insurer‘s HO form says this:
1. Expected Or Intended Injury
―Bodily injury‖ or ―property damage‖ which is expected or
intended by an ―insured‖ even if the resulting ―bodily injury‖
or ―property damage‖:
a. Is of a different kind, quality or degree than initially
expected or intended; or
b. Is sustained by a different person, entity, real or personal
property, than initially expected or intended.
Compare this language to the ISO form language quoted above.
See what‘s missing? The language in this carrier‘s exclusion is
IDENTICAL to ISO‘s other than the critical fact that they have
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omitted the exception language.
This is a good example of why insurance is not a commodity. If
you own firearms for self-defense, whether you have this policy
or the ISO form can make a big difference in a multi-million dollar
wrongful death suit.
―Effective January 1, 2016 the Texas open carry law will allow
licensed individuals to carry weapons in public. Colleges can
declare gun free zones and the law requires you to be 21 or
over. How would ISO GL respond? Would the following policy
provisions apply?"
Excluded as an
intentional act:
if intended then
not an accident
therefore not
within the
definition of an
occurrence. Excluded by
insured vs.
insured: if a
student is killed by
a teacher and they
are both insureds
then the carrier
would deny
coverage. Excluded by
employers
liability: CGL
policy excludes
BI for employees
injured at work.
―We have a couple of college accounts and are concerned about
how our coverage would respond. We do have a Law Enforcement
GL policy in place but are concerned about non-law enforcement
employees plus students.‖
Let‘s take a look at these questions one by one, starting with,
―How would ISO GL respond? Would the following apply?‖
The CGL self-defense exception should apply if someone is
injured through the use of firearms by a CGL insured.
BUT…beware non-ISO CGL policies.
―Excluded as an intentional act: if intended then not an accident
therefore not within the definition of an occurrence.‖
I think this is a valid issue somewhat analogous to the issue
of whether faulty workmanship constitutes an ―occurrence‖
in the ISO CGL policy. I have asked ISO about this before
since this is what many carriers (and courts) have used to
deny faulty workmanship claims. ISO does not see it as a
problem, though I'm not so sure about that. Regardless,
I'm not aware of any case law that addresses it.
―Excluded by insured vs. insured : if a student is killed by a teacher
and they are both insureds then the carrier would deny coverage.‖
The ISO CGL policy does not have an insured vs. insured
(cross liability) exclusion. There is one related to employees
in the Who Is An Insured provision of the policy but most
students would not be employees.
―Excluded by employers liability: CGL policy excludes BI for
employees injured at work.‖
Yes, most likely the WC/EL exclusions would apply to injury
to an
employee IF
the BI is
deemed to be
a function of
their
employment.
If not, it
could fall
under EL in
the WC
policy.
We have a
couple of
college
accounts and
are concerned
about how our
coverage would
respond. We
do have a Law
Enforcement
GL policy in
place but are
concerned
about non-law enforcement employees plus students.‖
I'd discuss this with the underwriting department(s) and tell
them you want to make sure there is coverage under one or
more of their products for this exposure.
Author: Bill Wilson CPCU, ARM, AIM,
AAM—Director of the Big ―I‖ of America‘s
Virtual University.
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What Salespeople can Learn from the
While the Presidential Race is showing us many qualities of politicians that we don’t want to emulate such as: bad-mouthing the competition, vacillating on the issues, and bending truths, there are several other qualities that we can emulate to make ourselves super-successful as salespeople. Here they are…
Four qualities of politicians you do want to emulate
Put yourself out there
The successful politicians who get their name out and are heard
through the noise, are great at putting themselves out there and
letting everyone know they are there. They seem to have mastered
the primary fear that stops most salespeople: the fear of rejection.
The successful politicians don‘t take things personally and they have
thick skin. Insults and other slings and arrows seem to bounce off
them or roll off their back. They aren‘t afraid to speak their minds
and they have confidence, conviction, and a healthy impression of
themselves. They know that regardless of what others say and think,
if they are going to be successful, they have to get out into the
world and be seen and heard by as many people as possible.
If you are going to be successful in sales you must demonstrate
these same qualities. You must force yourself out into the
marketplace each and every day and you must be heard. You must
let go of the fear of rejection, embarrassment, or whatever other
fears you have by acting in spite of them. You must develop a thick
skin and realize that if success in sales and the resulting rewards
were easy, everyone would be doing it. Ultimately, if you are going
to be successful, you‘ve got to put yourself out there and let as
many people as possible know about you and what you have to
offer.
Meet lots of people
When a politician is out on the campaign trail he or she is laser
focused on meeting and talking to as many people as possible. They
are not focused on the people they already know and whose vote
they have, they are looking to meet strangers and win them over.
While they don‘t snub the people they already know and have in
their camp, they spend as little time as possible talking to these
people. Their number one objective is meet new people and sell
those people on why they should get their vote.
The biggest reason salespeople fail is due to a lack of activity. More
specifically, they don‘t talk to enough people. Yes, sales is a numbers
game. While relationships are extremely important, in order to have
the number of relationships you need, you have to be talking to tons
of people. You need a daily goal for the number of new contacts
you‘re going to make and then, like the politician, you need to be
laser focused on hitting that number no matter what.
A friend often reminds me of an extremely successful insurance
agent he met once who told him, ―What‘s made me so successful is
that every day, Monday through Sunday, I make sure at least three
new people know what I do.‖
Differentiate yourself
Politicians know that if they are going to lay claim to the most
powerful office on the planet, they must differentiate themselves
from the rest of the crowd. They work on their value statement.
They study their competition. They are scripted and they are usually
pretty good at knowing how they differ from everyone else in the
field. They prepare for the debates by reviewing what questions
they are likely to get asked, studying who they are up against,
and role-playing comments, answers, and responses.
Similarly as a salesperson you have to know why you, your product,
and your company are the better choice. How are you unique? You
are the one thing the competition does not have and you have to be
able to articulate why it‘s extremely important that the prospect
ends up with you versus the competition. You have to know all the
differences between you, your product, and your company versus
what the competition has to offer. Once you have all the above, you
must then script everything and practice it so it comes out of your
mouth clearly and confidently.
Commit
I doubt many people would question the commitment of a politician
out on the campaign trail. Their rigorous schedule has them visiting
many cities, and usually several states, each and every day. They are
sleep deprived, void of most luxuries, and endure all the displeasures
that come with constant travel. Their pursuit also requires that they
place the rest of their lives on hold including family and friends. In
order to stay sane and keep up the pace they need to keep up,
politicians must be passionate about what they‘re doing. They must
be completely committed and they must be willing to sacrifice all
other areas of life in the short-term.
Especially if you are new to sales, an industry, or a company, your
life is going to be out of balance in the beginning. There may also
be times when the economy, market, or industry take a hit and you
have to work extra hours. Sales never has been a 9 to 5 job and it
isn‘t for the faint of heart. You‘re going to have to commit by making
some sacrifices. You also need to know why you‘re doing what
you‘re doing and why you‘re passionate about the struggle and
eventual reward ahead. Also, if you have a family, you need to make
sure everyone is on board. By the way, it‘s a good idea to get this
cleared before you accept the job.
Author: John Chapin—Award winning speaker, sales trainer,
coach, and co-author of the gold-medal winning ―Sales
Encyclopedia‖, a comprehensive how-to-guide on selling.
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We all want to live healthier, fuller, more productive lives. One thing that can help us do
that is to minimize stress. Stress can undermine
your effectiveness at work. Everyone faces less
than enjoyable moments during the scope of a work day, and when you feel like things are
spiraling negatively, try to put these techniques
into action:
Take a 15-minute break. Once a day, spend 15 minutes relaxing.
Try meditation, a quick walk, or some inspiration reading. Don‘t
think about your problems, just immerse yourself in the activity. You‘ll feel better when you get back to work.
Learn to say no. You probably can‘t turn down orders from your
boss, but you can take more control of your time by not letting
co-workers bury you with requests. Help out as much as you can,
but let people know—politely—that you‘ve got to stick to priorities. You‘ll avoid being overwhelmed by extraneous tasks.
Identify your motivations. Figure out what you like about your current job—and what drives you crazy. Seek ways to maximize the
first and minimize the second. The better you know what you‘re
looking for in your career, the quicker you‘ll find it.
Breakfast is the most important meal of the day say the experts, so
nutrition and choices in the morning are key to a healthy lifestyle.
Keep these tips in mind to start your day off right:
Don’t skip breakfast. You may think you‘re too busy
or you‘ll save on calories. In reality, you may not have the energy you need to get going, and you‘ll probably
be more tempted by snacks later in the day.
Watch the sugar. A food labeled ―low fat‖ may be high in sugar
content (yogurt, for example). Juices and coffee drinks can be loaded
with extra sugar as well. You don‘t want to absorb needless calories—and crash later in the day.
Eat more than fruit. An apple or banana may sound like a
good choice, but chances are it won‘t give you the energy you
need to get through the morning. Eat a balanced breakfast of
300-400 calories so you don‘t start snacking before lunchtime.
The Big ―I‖ of America expressed support for the introduction of legislation that would nullify a proposal by the Department of Labor
(DOL) governing the ―white collar‖ exemptions to the overtime
compensation requirements that exist under the Fair Labor Standards
Act.
The ―Protecting Workplace Advancement and Opportunity Act,‖
introduced in the U.S. Senate by Senators Tim Scott (Rep-South
Carolina) and Lamar Alexander (Rep-Tennessee), and in the U.S. House of Representatives by Reps. Tim Walberg (Rep-Michigan) and
John Kline (Rep-Minnesota) reflects growing and widespread concerns
about the negative ramifications of the DOL‘s proposal.
―As proposed, the rule would drastically raise compliance costs and
increase liability for the Big ‘I‘s‘ thousands of small business members,
while doing little to modernize complex and out-of-date employment
regulations,‖ says Charles Symington, Big ―I‖ senior vice president of external and government affairs. ―We are pleased that Senators Scott
and Alexander and Representatives Walberg and Kline have introduced
this legislation to ensure the regulatory process is balanced and
responsible.‖
The DOL proposal would adjust when certain types of white collar workers can properly be considered ―exempt‖ employees who are not
entitled to overtime compensation. Among other issues, the DOL
proposal calls for an excessive 113% increase to the salary threshold
required to qualify for the white collar exemptions, which would be tied to inflation for the future. The challenges created by imposing such
a significant salary threshold increase are compounded by the fact that
this adjustment would be applied without regard for the wage, income
and cost of living disparities that exist across the country.
―The DOL regulation will have a major impact on many independent
insurance agencies and their small business clients, as it would reduce
employee flexibility, increase overtime liability and require careful tracking on employee hours as well as annual compliance audits,‖
continues Symington. ―Employees and employers alike are best served
with a system that provides clarity for employers and flexibility for
employees. We look forward to working in a bipartisan fashion to move this legislation forward.‖
Article provided by: Margarita Tapia—Director of Public Affairs, IIAB of America
BIG “I” PRAISES LEGISLATION TO ENSURE RESPONSIBLE UPDATE OF FEDERAL OVERTIME RULES
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© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition
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Independent Agents and Brokers of Arizona
2828 North 36th Street
Phoenix, Arizona 85008
Affix Mailing label here
333 East Flower Street Phoenix, Arizona 85012
Phone: 602-956-1851 Toll: 800-627-3356
Fax: 602-468-1392 Email: [email protected]
INDEPENDENT
INSURANCE
AGENTS AND
BROKERS OF
ARIZONA, INC.
The Premier Property and Casualty Trade Association
We’re on the Web
www.iiabaz.com
IIAB of Arizona staff
Lanny L. Hair, CIC, AAI, ARM, RPLU
Executive Vice President
Joni R. Fairbrother, CIC, RPLU
IAS Assistant Vice President E&O Department Manager
Terri S. Edwards, CIC, CISR IIABAZ Assistant Vice President
Ray A. Garcia, CISR
Education Coordinator
News & Views Editor
John D. Hatton
Education Coordinator Assistant
Michael E. Radcliffe, CISR
E&O Department Administrator
Mona L. Enriquez E&O Department Administrative
Assistant
Kathy M. Johnson
Bookkeeper
“Steam that's rolling down the street, affects the way I look.”
One of the greats! 1980‘s Another One Bites The Dust by Queen is so misunderstood. What Freddie Mercury is actually singing is: ―Steve walks warily down the street, with the brim pulled way down low.‖ The Pretenders—Brass in Pocket (1979) “Got rhythm, can't miss a beat, Got you, skank, sooo reet, Got suntan, and when can I tell?” is actually ―Got rhythm, can't miss a beat, Got new skank, it's so reet, Got somethin', I'm winkin‘ at you.‖ Bee Gees—Stayin’ Alive (1977) “Ah, ha, ha, ha, stay in a line, stay in a line.” really goes ―Ah, ha, ha, ha, stayin‘ alive, stayin‘ alive.‖ Devo—Whip It (1980) “Crack that rib, Give that a** a slap, Step on a grape, Break your mama's bat” in reality is ―Crack that whip, Give the pass a slip, Step on a crack, Break your mama's back.‖ A Flock Of Seagulls—I Ran (1982) “And Iran, Iran's so far away” is in fact ―And I ran, I ran so far away...‖ Phil Collins—In The Air Tonight (1981) “I‟ve been waiting for the snowman for all my life” is ―I‘ve been waiting for this moment for all my life.‖
to this year’s class of Arizona CIC and CRM Conferees!
On March 10, 2016, the Big “I” of Arizona and The National Alliance
hosted a conferment ceremony to honor 11 following individuals.
Special thanks to Lanny Hair for his conferment speech.
Delfor Alvarez, CIC—Alvarez Insurance Agency, Gilbert
T.C. Anderson IV, CIC, ASLI, AIS, CIW—Western World Insurance
Group, Scottsdale
Michael Cheyne, CIC—National Insurance Agency LLC, Goodyear
Chris Coriano, CIC—National Insurance Agency LLC, Goodyear
Eric Hoelzen, CIC—Glendale Insurance LLC, Glendale (from top, #1 pic)
Andrea Jarvi, CIC, ASLI, AU, AINS—Nationwide E&S Specialty,
Scottsdale (#2 pic)
Jeffrey LaScala, CIC—AAA Arizona, Inc., Phoenix
Scott Leshner, CIC, CISR—All Risks Insurance, Ltd., Phoenix (#3 pic)
Destry Nelson, CIC—Wilson Insurance, Mesa
David Mathews, CRM, CIC, CPCU—Mountain West Agency Services,
Phoenix
Adina Werner, CRM—CSW Contractors, Inc., Scottsdale (#4 pic)
There were 7 others were earned their CIC or CRM that we unable to
attend the ceremony. These 18 new conferees worked extremely hard to
earn their designations. We wish them every success in the years ahead.