Alabama Independent 2018, Issue 1

2018 - Issue 1

2 Alabama Independent | 2018 Issue 1

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2018 Issue 1 | Alabama Independent 3

alabama 

INDEPENDENT 

CONTENTS 

2018 • ISSUE 1 

16 19 

32 

6 Letter from the AIIA President, W. Haig Wright II, CIC 

8 Letter from the AIIA EVP, Bill Sager, CIC 

9 Thank You InsurPac 2017 Contributors 

10 InsurPac Donation Form 

11 Thank You 2017 Big I PAC Contributors 

12 Young Agents Chair Report, Todd Roberts, CIC 

12 Save the Date – Young Agents Summer Conference 

13 Excalibur Clay Shoot Registration 

14 Does the Right Hand Know What the Left Hand Is 

Doing? 

16 Innovations in Long-Term Care Funding with Insurance 

19 Strategic Changes for Closing More Sales 

21 Ted’s Tablet 

22 Thank You 2018 Partners 

24 Education Calendar and Webinars 

29 122nd Annual AIIA Convention & Trade Show 

June 24-26 

32 Legislative Conference Wrap 

34 Industry News 

36 Seen & Heard 

38 Welcome New Members 

Alabama Independent Insurance Agents, Inc. 

141 London Parkway 

Phone: 205-326-4129 | Fax: 205-326-3086 | www.aiia.org 

Executive Vice President: Bill Sager, CIC 

Editor: Michelle McKee 

LEADERSHIP & STAFF 

AIIA OFFICERS 

President: Haig Wright, CIC 

Jasper 

President Elect: Steve Sprayberry, CIC 

Sylacauga 

Secretary/Treasurer: Michael Vance LUTCF, 

CPIM, CPIA 

Huntsville 

State National Director: Jeff Grice, CIC 

Jasper 

Immediate Past President: 

Jeff Hogg, CPIA, CLCS 

Tuscaloosa 

BOARD OF DIRECTORS 

District 1 

Larry Crosby, CIC - Brewton 

C. Todd Thomas - Montrose 

District 2 

Steve Mullis, CPIA - Montgomery 

W. Keith Nobles, CIC - Wetumpka 

Jean Ann Rittenour-Donley, CISR, CIC, CPIA, 

CPIW - Montgomery 

Ray Smith - Deatsville 

District 3 

John H. Dark, CIC, AAI - Alexander City 

Boyd McGehee – Talladega 

District 4 

Steve Hoggle, CIC - Guntersville 

Josh Goe, CLCL – Madison 

District 5 

Kelly Aday - Lexington 

Susanne Grimwood, CIC, CISR - Huntsville 

Connie Waldrip, CISR - Huntsville 

District 6 

Russell Greenhalgh, CIC - Birmingham 

Mary Hall - Birmingham 

Bill Jacka, Jr. - Birmingham 

Margaret Ann Pyburn, CPIA - Birmingham 

Joni Holt, CIC, CPCU - Birmingham 

District 7 

Kevin Myrick - Tuscaloosa 

Lin Moore - Tuscaloosa 

Young Agents 

Todd Roberts, CIC - Homewood 

Past President 

Jere Peak - Selma 

AIIA STAFF 

Executive Vice President: 

Bill Sager, CIC 

Director of Education: 

Ted Kinney, CIC, CPCU, ARM, CPIA, AAI, 

AU, CRIS, AINS 

Director of Communications & 

Member Services: 

Michelle McKee 

Director of Education Administration: 

Tangerie Underwood, CISR, CPIA 

E & O Administrator: 

Carol Hunt, CPIA 

Accounting Supervisor: 

Irene Smyly 

Director of Meetings & Events: 

Nancy Crowe 

RLI Administrator: 

Tangerie Underwood, CISR, CPIA 

Printing & Mailroom Coordinator: 

Waymon McIntosh 

Office Manager: 

Sarah Walker 

ADVERTISER INDEX 

AGC Alabama (comptrustagc.com) 2 

Allstar Financial Group (allstarfg.com) 18 

Applied Underwriters (auw.com/us) 3 

Berkshire Hathaway Guard Insurance Companies 20 

(guard.com) 

Centauri Insurance (centauriinsurance.com) 5 

EMC Insurance Companies (emcins.com) 39 

FCCI (fcci-group.com) 6 

Genesee General (geneseeins.com) 34 

Iroquois Group (iroquoisgroup.com) 36 

Lakeside Brokerage LLC (lakesidebrokerage.com) 8 

M.J. Kelly Company-Alabama (mjkelly.com) 37 

Risk Placement Services, Inc. (RPSins.com) 7 

SIUPREM (siuprem.com) 25 

Southern Insurance Underwriters, Inc. (siuins.com) 40 

Summit Consulting (summitholdings.com) 26 

The National Security Group 21 

(nationalsecuritygroup.com) 

Tower Hill Insurance (thig.com) 38 

PUBLICATION INFORMATION 

The Alabama Independent is the official magazine of the Alabama 

Independent Insurance Agents, Inc. Association (AIIA), and is published 

quarterly by Blue Water Publishers, LLC. AIIA does not necessarily 

endorse any of the companies advertising in this publication or the 

views of its writers. AIIA reserves the right, in its sole discretion, to reject 

advertising that does not meet AIIA qualifications or which may detract 

from its business, professional or ethical standards. 

The publisher cannot assume responsibility for claims made by its 

advertisers, content provided by the editor, or the opinions expressed by 

contributing authors. 

For information on advertising, contact Eric Johnson, Blue Water 

Publishers, 414-708-2059 or eric@bluewaterpublishers.org. 


Be Certain with Centauri Insurance 

It’s more than just a house. 

The place you call home is not only one of your most 

important assets — it’s where you and your family live. 

We understand that you need insurance coverage that 

protects not just your home, but your quality of life. 

Homeowners I Dwelling Fire I Tenants I Flood 

centauriinsurance.com 


W. Haig Wright II, CIC 

AIIA President 

Hello, 

As we move forward, 

our 2018 Annual 

Convention & Trade 

Show continues to be 

my main focus. This 

year’s event will be held 

at the Grand Hotel in 

Point Clear, Alabama, 

June 24-26 and has 

the potential to be one of our best yet. I 

am excited to announce and welcome our 

featured guests and speakers: Rod O’Neill, 

Tom Doran, and Andy Andrews. (See pages 

29-31 for more information.) 

We are anticipating large numbers so 

please register early! Invitations were mailed 

mid-February with registration available 

online. 

Our Young Agents are to be commended 

for their efforts in bringing us a meaningful 

and effective Legislative Conference in 

Montgomery each year. Congratulations 

on having Gov. Kay Ivey as your welcome 

speaker and the gubernatorial candidate’s 

panel was very eye-opening for the 

conference attendees. 

We are constantly looking for ways to be 

more efficient in completing the business of 

our association. During our last committee 

day, it was apparent that we need to 

evaluate and eliminate some of our longstanding 

committees. More information on 

this topic to follow. 

Our association under Bill Sager’s leadership 

is in good shape. Bill continues to drive down 

expenses while looking for ways to increase 

our revenue stream. We are grateful for Bill 

and the entire association staff, as they do 

an outstanding job for us. 

Please let me know if there is anything that 

I, or our association, can do for you or your 

agency. 

Hope to see you at the Grand Hotel! 

Haig Wright 

Your customers. 

Our promise. 

FCCI Insurance Group has been insuring businesses and doing what 

we say we’ll do for more than 58 years. We partner with our agents to 

provide expertise in underwriting, risk management and claims handling 

that help businesses thrive and face the future with confidence. 

Trey Stone, CIC 

Managing Director, Underwriting 

Alabama Branch Office 

205-423-6117 

General liability • Auto • Property • Crime • Workers’ compensation 

Umbrella • Inland marine • Agribusiness • Surety 

Coverage available in 18 states and D.C. © 2018 FCCI 


“RPS IS MY 

TRUSTED 

PARTNER” 

– BRENT HALLMAN 

MANRY & HESTON 

At Risk Placement Services (RPS), we 

are committed to building relationships 

one retail partner at a time. Our stewardship 

begins by providing you access 

to the finest markets and top producers 

in the industry and providing customized 

solutions to meet your needs by 

designing, negotiating and tailoring 

individual risks that help you succeed. 

It’s a partnership you can count on! 

To learn more contact 

Jennifer Hornsby at 205.317.2649 

or Jennifer_Hornsby@rpsins.com. 

RPSins.com

Bill Sager, CIC 

AIIA Executive Vice President 

As we motor through 

2018 I want to take 

some time to highlight 

some special partners 

that support AIIA and 

are critical to our 

success. As you know 

we have a sponsorship 

program called First 

STEP Sponsors. 

These are usually 

insurance companies, 

brokers, managing 

general agents and 

others who work with 

our industry. They commit resources to your 

association which in turn helps us provide the 

support services we bring to our membership. 

The sponsors are highlighted at all of our 

events and we try to make them known to you 

in any way we can. The sponsorship program 

is broken down into different levels allowing the 

sponsor the option to select the level that works 

aiia_ad1_lakeside.qxp_Layout 1 11/16/17 2:54 PM Page 1 

Looking for a 

Poultry Growers 

Program? 

Our Poultry Products 

are Stable, Profitable 

and Proven! 

Who Is Eligible? 

• Broiler Houses 

• Pullet Houses 

• Breeder Houses 

Replacement Cost: 

• Water Wells (above ground) 

• Feed Bins 

• Generators 

• Other permanent equipment 

Enhanced Benefits: 

• Agreed Amount (No Coinsurance) 

• Special Form 

• Replacement Cost 

• Available to houses -25 years 

• Equipment Breakdown 

• Farm Equipment Coverage 

Contact: Artie Grimes 

artie@lakesidebrokerage.com 

601-813-0991 

best for them. We have worked to enhance the 

benefit package for each level of sponsorship 

and will continue to evaluate ways to support 

these sponsors. 

Many of our First STEP Sponsors have been 

a part of the program for many years and we 

sincerely thank you for your continued support. 

We have some new sponsors and we welcome 

you aboard. 

I hope all of our members received the 

mailing we recently sent listing all of our First 

STEP Sponsors for 2018. I encourage you to 

consider these sponsors as you have needs 

in your business. I hope the information in the 

mailing has been shared with your staff. 

One of the strongest cords binding the 

independent agency distribution system 

together is the relationships between the agency 

and its carriers and partners. One of the things 

we try to assist with is getting companies and 

agents together. As you partner together both 

entities can benefit, which is exactly 

how our First STEP Sponsorship 

Program works. The support they 

give us is very important and we 

work to provide a return on their 

investment. When you have contact 

with one of our First STEP Sponsors, 

please thank them for their support. 

A busy schedule is in place for the 

remainder of the year. You will 

see the events highlighted in this 

magazine. Your involvement in our 

events, educational opportunities 

and endorsed programs are vital 

for your association. As always we 

desire your feedback on all we do. 

Our goal is to help our members be 

successful and your input helps us 

accomplish the goal. 

Thank you for your support……and 

thank you to our 2018 First STEP 

Sponsors! 

LAKESIDE BROKERAGE LLC 


As the federal 

government 

exercises 

more and 

more power over small business, the future of our industry 

becomes greatly dependent upon our ability to become 

engaged in the federal political process. The U.S. Congress 

regularly considers legislation that directly affects the 

livelihood of independent agents – from taxes, healthcare, 

and flood insurance to the overhaul of the insurance 

InsurPac 2017 CONTRIBUTORS 

regulatory system. Your federal political action committee 

(InsurPac) plays a key role in the Big I’s legislative success. 

InsurPac raises money to contribute to candidates running 

for federal office, while increasing agent visibility on Capitol 

Hill and empowering members to participate in the political 

process. 

Many thanks to those who contributed to the IIABA political 

action committee in 2017! Included in the magazine is the 

donation sheet (page 10) for you to give and help support 

IIABA InsurPAC in 2018. 

Kelly Aday 

Sam Newton Insurance Agency 

Vickie Fuller 

Stead Denson & Fuller 

Jacki Muhle 

All Southern Insurance 

Jean Ann Rittenour 

Palomar Insurance Corporation 

Joe Bennett 

Cousins Insurance Agency, Inc. 

Rux Bentley 

Rux Carter Insurance Agency 

Raymond Best 

Best Insurance Agency, LLC 

Mark Calhoun 

McGriff, Seibels & Williams, Inc. 

John Dark 

Dark Insurance Agency 

C.D. Denson 


Karen Dill 

Petra RMS 

Tim Donahue 

Fitts Agency, Inc. 

Charlotte Doss 

Blackbelt Insurors, Inc. 

Jerry Dubose 

National Security Group 

Matthew Ellis 

Johnson & Johnson 

Mike Evans 

Your Insurance Centers, Inc. 

Forrest Fitts 


J. David Fitts 


Elliot Free 

Westcoat E Free, Inc. dba 

Knight-Free Insurance Agency 

Joe Fuller 


Art Glasgow 

Peck-Glasgow Agency, Inc. 

Josh Goe 


Jeff Grice 

Lacy Grice Insurance Agency 

Mark Harbarger 

Fountain, Parker, Harbarger & 

Associates, LLC 

Jeff Hogg 


Steve Hoggle 

Woodall & Hoggle Insurance 

Agency 

Joni Holt 

Holt Insurance Agency 

Charles Horton 


Mark Hughes 

O.M. Hughes Insurance, Inc. 

Jay Ison 

Thames Batre, Ltd. 

Mark Landers 

J. Smith Lanier & Co. 

Gaylord Lyon 

Lyon Fry Cadden Insurance 

Agency, Inc. 

William Malone 

Holman Insurance Agency, Inc. 

Ken McFeeters 

PAC Insurance Agency, Inc. 

Boyd McGehee 

Talladega Insurance Agency 

Vicki Mullino 


Jim Murphree 

Jim Murphree Insurance Agency, Inc. 

Kevin Myrick 

The Insurance Center of Tuscaloosa 

Sam Newton 


Keith Nobles 


Richard Pardue 

Anchor Pardue Insurance, Inc. 

Virginia Parks 


Jere Peak 

Peak Insurance, Inc. 

David Peel 

Colonial Insurance Agency, a 

subsidiary of AssuredPartners Inc. 

Geoff Plott 

USI Insurance Services 

Eddie Pruett 


Margaret Ann Pyburn 

Cobbs Allen 

Joanne Reed 

The Sheffield Fund 

Chris Reynolds 

Dormon & Reynolds Insurance, Inc. 

Jay Reynolds 

Marengo Insurance Agency 

Perry Reynolds 


Bill Sager 

Alabama Independent Insurance 

Agents 

Denny Sanford 

SanBuck, Inc. 

Ray Smith 

R R Smith Insurance Agency LLC 

Steve Sprayberry 

Wright-Sprayberry Insurance LLC 

Bolling Starke 

Starke Agency, Inc. 

George Thompson 

Thompson Insurance, Inc. 

Michael Vance 

Hundley Batts & Associate 

Insurance 

Wayne Walker 

Walker Insurance Agency, Inc. 

Hugh Wheelless 

Flowers Insurance Agency, LLC 

John Witherington 

The Witherington Insurance 

Group 

Haig Wright 

Byars | Wright, Inc. 

THANK YOU! 



Thanks to our 2017 Big I PAC Contributors 

AIIA would like to thank all of our members who contributed to the Big I PAC in 2017. Your generous 

contributions to our state political action committee assist our legislative efforts in trying to keep 

Alabama’s government and judicial bodies filled with fair-minded, pro-business candidates. AS you 

know, AIIA supports different election campaigns each year that help us with favorable legislation. 

Thanks to the efforts of your contributions, your support of the Big I PAC Golf Tournament and your 

votes at the polls, we are a living testament to how well grassroots efforts can bring about change. 

Adamson Insurance Agency 

Adcock & Frazier Insurance, Inc. 

Alabama Insurance Exchange, Inc. 

Allison Agency, Inc. 

The Amford Agency, LLC 

Anchor Pardue Insurance, Inc. 

Associated Insurors 

Bates, Roberts, Fowlkes & Jackson Insurance, Inc. 

The Baxter Agency 

Best Insurance Agency, LLC 

BRI LLC dba Best Rate Insurance 


Blackmon Insurance Agency 

Briggs Insurance Agency 

Bristol Haughton Insurance 

Byars | Wright, Inc. 

Center Insurance Agency 

CIS Financial Services Dba CIS Insurance Agency 

Community Insurance Partners, Inc. 

The Cone Company 

Conour Insurance, Inc. 


Dark Insurance Agency 

Davis & Davis Insurance Agency, Inc. 

Deas Insurance Agency, Inc. 


Elliot & Associates Insurance 

Enterprise Insurance Services LLC 

First Alabama Insurance 

First Insurance 

Fountain, Parker, Harbarger & Associates, LLC 

Fowlkes & McPherson 

Freedom Insurance Agency 

Galactic Insurance Services 

Goggans Insurance Agency 

Grimwood Insurance Agency, Inc. 

Guide Insurance Agency 

Harmon Dennis Bradshaw, Inc. 

Headland Insurance Agency 

Hicks & Associates, Inc. 

Holloway & Hunt Insurance, LLC 

Holman Insurance Agency, Inc. 

Holt Insurance Agency 

Horton Insurance Agency, LLC 

Howell Insurance Agency 

Hull & Associates, Inc. 

IL Group 

Insurance Center of the Southeast, Inc. 

Insurance Express, LLC 

The Insurance Network, Inc. 

Jim Murphree Insurance Agency, Inc. 

John A. Robertson Insurance Agency, Inc. 

J.R. Prewitt & Associates, Inc. 

Judy Carter & Associates, LLC 

Lacy Grice Insurance Agency 

Legacy Insurance, Inc. 

Lori Zucco Insurance, LLC 

Lemon Mohler Insurance Agency 

Liveoak Agency, Inc. 

Marengo Insurance Agency 

Martin & Hubbs, Inc. 

MB Financial Services, Inc. 

McCarron Insurance Group 

Milstead Insurance Agency, Inc. 

M.J. Carter & Company, Inc. 

The Myrick Agency 

Newsome Insurance Agency, LLC 

O.M. Hughes Insurance Agency 

Old National Insurance, Inc. 

PAC Insurance Agency, Inc. 

Paul Carter Agency 

PCA Insurance 


Pelican Insurance Agency 

Pritchett-Moore, Inc. 

R R Smith Insurance Agency 

RIA Bonds, Inc. 

The Rinehart Agency 

Roger Henry Insurance, LLC 

Rux Carter Insurance Agency 

Salter Insurance Agency 


Sanbuck, Inc. 

Schutz Insurance Agency 

The Service Agency 

Shaw Insurance Agency 

Shubert & Associates Insurance & Bonds 

Sinclair Lawrence & Associates Insurance 

Slingluff United Insurance 

Southern Alabama Insurance Agency 

South Shore Insurance Agency 

Starke Agency, Inc. 

Starr Insurance Group LLC 

Stastka Insurance Agency 

Stead Denson & Fuller Insurance, Inc. 

Stephen A. Davis Insurance, Inc. 

Stovall Marks Insurance, Inc. 

Susan Gentry Insurance LLC 

Thames Batre, Ltd. 

THI Insurance, Inc. 

Thomas, Harrison & Associates 

Thompson Insurance, Inc. 

The Turner Agency, Inc. 

The Upton Group LLC 

University Agency 

Vintson Insurance Agency 

Whitehaven Insurance Services 

The Witherington Insurance Group 

Woodall & Hoggle Insurance Agency 

Your Insurance Center, Inc. 


Alabama Young Agents Report - TODD ROBERTS 

The Alabama Young Agents have a lot in store for 2018. The 

31st Annual Legislative Conference was held Feb. 22 at 

the Embassy Suites Hotel in Montgomery. The conference 

opened with a “State of the State” speech by Gov. Kay 

Ivey. Following Gov. Ivey, the five qualified gubernatorial 

candidates spoke for a few minutes about their campaign 

and the plans each of them has for the state should they be 

elected governor. After the Legislative Conference, lunch 

was held at the RSA building for all attendees to break 

bread with their elected officials. It’s a great way to learn 

and get involved in the Alabama politics that affects the 

insurance industry. 

The third Friday in April for the past eight years, the Alabama 

Young Agents hosted the Excalibur Clay Shoot at Selwood 

Farms benefiting the Capps-Calhoun Scholarship Fund. 

More than 20 teams come together to enjoy a catered 

barbecue rib and chicken lunch and 18 sporting clay 

stations with the opportunity to shoot 100 clays, followed 

by awards, door prizes, and all the pizza you can eat. More 

than 20 scholarships have been given to deserving Troy 

or Alabama students studying Risk Management since the 

inception of this clay shoot. This year’s clay shoot will be 

held April 20 at Selwood Farms in Alpine. Grab your friends 

or co-workers and join us for a day of food, shotguns and a 

whole lot of fun. 

The Alabama Young Agents Summer Conference will be 

held July 26-28 at the Hilton Pensacola Gulf Front. We 

have a packed agenda this year 

where Young Agents will learn all 

the benefits TrustedChoice.com has 

to offer presented by Ryan Hanley 

and Sydney Roe. Ryan and Sydney 

are both full-time employees of TrustedChoice.com. They 

will show us what is available to all members through their 

website, from lead generation, referrals, education, to 

growing your insurance business in the digital marketplace. 

On Saturday, Jason Cass of the GROW Program along 

with Nicholas Ayers will do a presentation on technology 

productivity – how to get the most out of your day by 

utilizing the power of apps available on cell phones and 

tablets. There is so much technology available in the palm 

of our hand; it’s time to stop playing Candy Crush and turn 

that phone into money. The Molly Ringwald Band will be 

the entertainment on Friday night and of course the ever 

so competitive Corn Hole Tournament will be held on the 

beach Friday and Saturday afternoon. 

The Alabama Young Agents is a group of like-minded 

individuals focused on getting the most out of this great 

industry we have chosen. We learn from each other, 

encourage each other, and build friendships that last a 

lifetime from the interaction at Young Agents events. If you 

are a Young Agent or have a Young Agent in your office, I 

encourage you to get involved in this association. It will pay 

dividends your entire career. 


ALABAMA INDEPENDENT INSURANCE AGENTS, INC. 

Excalibur Educ at io n F oundatio n 

9th ANNUAL SPORTING CLAYS EVENT 

Proceeds to benefit the Capps-Calhoun Excalibur Education Scholarship 

WHEN: FRIDAY, APRIL 20, 2018 

WHERE: 

SELWOOD FARM 

706 Selwood Road Alpine, AL 35014 

COST: $ 600 Team 

$ 150 Individual 

$ 80 College Students 

$ 30 Lunch only 

(Includes lunch, shotgun shells, drinks & snacks) 

SPONSOR OPPORTUNITIES: 

$ 200 Station Sponsor 

$1,000 Lunch Sponsor 

$2,500 Shell Sponsor 

$1,000 Cart Sponsor 

$ 500 Snack/Drink Cart 

$ 500 Shotgun 

Door Prizes ($50 minimum) 

SCHEDULE OF EVENTS 

10:30 A.M. Registration & Sign In 

11:30 A.M. Lunch 

12:15 P.M. Selwood Safety Review 

12:30 P.M. Shotgun start 

3:30 P.M. Awards Reception & Prizes 

SHELL ORDER 

We need 12 gauge shells. ____________ 

We need 20 gauge shells. ____________ 

REGISTRATION 

Please register the following for the Excalibur Education Foundation 8th Annual Sporting Clays Event on Friday, April 20 th 

(If registering less than four people Excalibur will assign teams.) 

Sign Up For: 

Price: 

Team $ 600 

Company Name:________________________________________ 

Individual $ 150 

Address:______________________________________________ 

City/State/Zip:_________________________________________ 

Phone:______________________ Fax:_____________________ 

Team contact:__________________________________________ 

Individual:____________________________________________ 

Snack/Drink Cart Sponsor $ 500 - Sponsored 

Shotgun sponsor $ 500 

Door Prize($50 min $___________ 

_____Yes, we will need a cart for transportation. 

 

 

 

College Students 

Station Sponsor 

Shell sponsor 

$ 

$ 200 

$2,500 - Sponsored 

80 

 

 

 

Lunch only 

Lunch sponsor 

Cart sponsor 

$ 

$1,000 

$1,000 

30 

_____ No, we will not need a cart for transportation. 

Individual:____________________________________________ 

Individual:____________________________________________ 

Questions? Call Nancy Crowe (205) 326-4129 Ext. 103 

Email: ncrowe@aiia.org FAX: (205) 326-3086 

EVENT INFORMATION 

RSVP no later than April 6 th . 

Payment must accompany all reservations. 

Return with check made payable to: 

Excalibur Education Foundation 

141 London Parkway, Birmingham, AL 35211 

CC No.____________________________________ 

Exp.________ CVC ________ Zip_________ 

Name on card:______________________________ 


DOES THE RIGHT HAND KNOW WHAT THE 

LEFT HAND IS DOING? 

By Annette Hollingsworth, J.D., CPCU, CLU, ARC, Vice President, Swiss Re Corporate Solutions 

As technology allows the ability to service large groups of clients more efficiently, many 

agencies are increasingly expanding their reach beyond the confines of one metropolitan 

area. In order to better service their customer base, agencies may open additional locations 

or may acquire existing entities to expand their business. The management of multiple 

locations creates new challenges and those challenges if not handled correctly may lead 

to increased opportunities for error. 

Controlled growth whether 

organic or through acquisition can 

increase efficiencies and reduce 

cost. However, it is important to 

manage that growth. Be sure that 

the “right hand knows what the left 

hand is doing.” Consistent culture, 

compliance and communication 

throughout the agency at all locations, 

is essential to prevent confusion and 

potential claims which may otherwise 

arise from acquisitions and dispersed 

locations. 

Make sure all staff understands 

your agency culture. Owners, 

producers, agents, CSR’s and all 

staff must understand the focus of the 

business. If the agency’s stated focus 

is on personal lines, then the agency 

should not deviate into complex 

specialized lines. If the agency focus 

is on certain niches of business, the 

agency should train their agents and 

supporting staff on how to service 

those markets. Often claims begin 

when the agency attempts to sell 

insurance products with which it is 

unfamiliar. Understand your focus. If 

you are acquiring agencies, acquire 

those that fit your vision. Then share 

your vision with all staff at every 

agency location on a regular basis. 

Help your team see what the agency 

is trying to accomplish and how each 

person can contribute by staying 

focused on the goals of the entire 

organization. 

When the workload is heavy and 

clients demand your attention at your 

primary agency location, it can be 

difficult to give your attention to the 

other office locations. But in order 

to keep those other locations in line 

with your vision, you must provide 

them with the attention they need. 

You should try to visit your other 

agency locations frequently, at least 

once a month. Visit each site for a 

long enough time that the site does 

not put on a front for you but actually 

reveals to you its true method of 

operation. By allowing each office to 

become comfortable with your visits, 

you can build trust and familiarity. 

The agents and staff at each location 

must feel close enough to the primary 

agency to be able to ask questions, 

share problems and seek feedback. 

Establish uniform office 

procedures and a standard system 

of compliance. Each province has 

regulations to protect their own 

citizens. If you locate a branch office 

or even a teleworker, in another state, 

you must research licensing and 

other business regulations impacting 

your insurance operation. Failure to 

comply with regulatory requirements 

could lead to regulatory investigation, 

disciplinary action, or even the 

possible revocation of your license. If 

adjustments are needed to be made 

as a result of the regulations, do not 

begin operating your business until 

you comply with the law. 

For example, an agency had a 

CSR move to another state and 

began working remotely as a 

clerical assistant to their personal 

lines manager. This employee’s job 

description did not entail discussing 

or recommending coverage with 

clients, and the agency believed 

that her job description was in line 

with the requirements of the state 

department of insurance. However 

the department viewed it differently 

and fined the agency $7,000 for 

the employee not having the proper 

license and viewed the tasks 

performed by this employee as 

“effectuating the sale of coverage.” 

As soon as the agency was notified 


of the infraction, they made changes 

to her job description and directed 

her to acquire the proper license. 

They then established a Director 

of Compliance and Compliance 

Committee to monitor the activities 

on an ongoing basis. 

Standard operating procedures 

will enhance the efficiency and 

management of multiple agency 

locations. Staff can transfer among 

agencies, without extensive 

readjustment. The essential 

procedures should not vary. 

Each agency should have similar 

procedures regarding dateidentification 

of communication with 

clients and carriers. Additionally, 

documentation of coverage offered 

and rejected, and maintenance 

of expiration lists should be 

standardized. 

This excerpt from a letter we 

received from the attorney retained 

to defend an insured, reveals the 

difficulties in offering a defense 

when procedures are not followed. 

The litigation arose from damage 

sustained by a commercial 

enterprise where the carrier argued 

that the agency had not provided 

the necessary information for the 

carrier to quote coverage, despite 

several requests. Counsel stated 

the agency “has no documentation 

that it sent the proper information 

and the agent who worked on the 

account left the agency several 

years ago on unfavorable terms. The 

agent’s CSR says the agent was not 

detail oriented, was not good about 

providing information, and often 

made mistakes.” Defense counsel 

opined that it was highly likely the 

judge will rule that the agency failed 

to provide the necessary information. 

The agency itself had a strong 

culture of compliance but suffered 

from one agent who had not followed 

the standard office procedures 

established and who, thus, created 

a significant problem for the agency. 

In addition to implementing uniform 

procedures around the process of file 

documentation, the agency should 

also implement uniform procedures 

for diary and suspense systems. 

There should be a centralized 

agency management system and 

computers in each location should 

be compatible with one another. In 

fact, it is likely that computer systems 

will become a backbone for your 

organization as offices are spread 

out geographically. Additionally, it is 

essential that you ensure adequate 

security of personal information 

acquired from your insureds, and that 

you provide proper privacy training to 

all employees. The use of encryption 

and other measures to protect 

personal data when transmitted is 

important. If employees use smart 

phones, verify the phones are 

password protected. 

As part of the establishment of 

standardized procedures, make 

sure the staff in each location knows 

the method to report an errors and 

omissions situation. Establish and 

discuss the procedure with all agents 

and employees. Do so regularly to 

prevent hesitation in reporting at the 

time of occurrence. Don’t let problems 

linger. Delays could create coverage 

issues with your professional liability 

carrier. 

Communication is a key to 

successfully running multiple 

locations. 

Free and open communication with 

all staff is very important when you 

have multiple locations. Neither 

the culture nor the compliance can 

happen if you neglect to focus on 

communication. Have weekly staff 

meetings by phone or webinar. Have 

your office personnel get together at 

least once or twice a year to enhance 

communication between people on 

all levels. 

Communicate your vision to all 

managers in all locations and they 

in turn must commit to clearly 

communicating your vision to 

others in the off-site agencies. 

Regular audits and evaluations 

of the manager and the office are 

critical to making sure your vision is 

being carried out according to your 

expectations. 

While striving for positive energy 

in your organization, do not avoid 

discussing problem situations. 

Consider learning opportunities 

which may present themselves from 

potential claims situations. Educate 

your employees about the situations 

which have created problems in one 

office so other office sites can avoid 

the same mistake. 

Growth is positive when controlled 

but be sure that the “right hand 

knows what the left hand is doing.” 

Consistent culture, compliance 

and communication throughout 

the agency at all locations, can be 

essential to preventing confusion 

and potential claims which may 

otherwise arise from acquisitions 

and dispersed locations. 

Annette Hollingsworth has spent 

over 30 years in the insurance 

industry. While with ERC /GE 

Insurance Solutions/ Swiss Re, 

Annette Hollingsworth has served 

in a variety of capacities ranging 

from claims to underwriting, legal 

to regulatory services and global 

compliance. Annette now serves in 

the Products unit where she supports 

the Insurance Agents Professional 

Liability underwriters in both the 

U.S. and Canada. She attended 

Washburn University undergraduate 

and KU Law School. She has her JD., 

CPCU, CLU, and ARC designations. 

This article is intended to be used for 

general informational purposes only 

and is not to be relied upon or used 

for any particular purpose. Swiss 

Re shall not be held responsible 

in any way for, and specifically 

disclaims any liability arising out of 

or in any way connected to, reliance 

on or use of any of the information 

contained or referenced in this 

article. The information contained 

or referenced in this article is not 

intended to constitute and should 

not be considered legal, accounting 

or professional advice, nor shall it 

serve as a substitute for the recipient 

obtaining such advice. The views 

expressed in this article do not 

necessarily represent the view of the 

Swiss Re Group (“Swiss Re”) and/or 

its subsidiaries and/or management 

and/or shareholders. 


INNOVATIONS 

IN LONG-TERM 

CARE FUNDING 

WITH 

LIFE INSURANCE 

By Jerry Rhinehart, CIC, CLU, CHFC, 

RHU – Panama City, Florida 

As most of us are aware, a prolonged nursing home stay can easily deplete a person’s 

savings, liquidate their assets, and possibly erode their retirement money. And modern 

medicine – which is keeping us alive longer – is only making this possibility a bit more 

likely for most. If Long Term Care (LTC) is needed, most people would like to remain in their 

home, rather than residing in a Skilled Nursing Facility (SNF). And they probably think the cost will 

be substantially less at their home than the expense at a SNF. That is possible if the individual has 

a friend or relative who can provide the hands-on care. But what if no such person is available? 

Consider this: A certified in-home caregiver runs a minimum of $20 per hour in most parts of the 

country. Do the math … three eight-hour shifts will be approaching $500 per day! That may be twice 

the cost of a SNF in the same general area. 

According to the 2016 study by Genworth Insurance the 

national average cost for care is staggering: 

The Average Monthly / Annual Cost (Nationally): 

Assisted Living Facility — $3,628 / $43,536 

Skilled Nursing Facility (Semi-Private) — 

$6,844 / $82,128 

Skilled Nursing Facility (Private) — $7,698 / $92,376 

Site: genworth.com/about-us/industry-expertise/cost-ofcare.html. 

With this site, it is very easy to search for your state’s 

averages as well as most major cities in your state. 

So what are the LTC funding options should the need 

arise? There are really only three options: 1) Be Rich, 2) 

Be Poor, or 3) Be Insured. 

The 1st option (Be Rich) eliminates the vast majority of 

people. 

The 2nd option (Be Poor … meaning Medicaid). What 

usually happens is the person needing care uses their 

money and assets FIRST and they become destitute, and 

then meet Medicaid eligibility rules. Every state has specific 

rules regarding Medicaid qualification: 1) the applicant 

must spend down their assets to a mandated amount – 

generally $2,000, and 2) their income can’t exceed a 

certain level ($2,199 per month in Florida in 2016, as an 

example). 

The 3rd option (Be Insured) usually meets with resistance 

due to, 1) the perceived high cost of the premium of Long 

Term Care Insurance (LTCI), and, 2) many people simply 

do not think this issue will affect them. No question about 

it … a traditional LTCI contract is pricey! And, there is 

rarely any benefit payable should the person die before 

using the coverage. What is the trigger for a covered claim 

with a LTCI? Typically, it means they can’t perform any two 

of six Activities of Daily Living (ADLs). ADLs are defined 

as eating, dressing, bathing, toileting, transferring, and 

continence. The second claims trigger is the insured must 

have a medical diagnosis of severe cognitive impairment. 

A person with dementia impairment (maybe Alzheimer’s 

disease) might be able to perform all six ADLs, but obviously 

should not be left without someone to look after them. So, 

how is a claim approved? The insured individual meets 

either of the two defined claims triggers – any two of six 


ADLS OR severe cognitive impairment. Once an individual 

claim’s qualification is met, benefits are payable until they 

recover from the medical issue, or the “insurance bucket of 

money” is empty. What is meant by the term “… until they 

recover”? Well, most think of this coverage for older people 

with severe (and irreversible) medical situations. But what 

about a person of any age that has a serious medical event 

(heart, cancer, accident, etc.) and is in need of care for 

several months and then recovers? The benefit would be 

payable for that period of time if the claims trigger and the 

elimination period are met. 

We have discussed the dilemma, various options and 

the traditional LTCI approaches. What about recent 

innovation and trends for this issue? A few years ago, 

we started seeing some life insurance carriers include a 

novel approach regarding the LTC benefit. Many refer to 

it as a Living Benefit (LB). Some call it an Accelerated 

Benefit. Now, keep in mind not all carriers include this 

coverage. For those that do, some make it a rider (with 

a published additional cost) while most make it a policy 

provision or contract feature, thus no published additional 

cost. Additionally, the LB contract language and payout 

provisions vary greatly with the companies that participate 

in this benefit. It is even available in varying degrees with 

some annuity contracts. 

How does the LB provision generally work? First, the life 

insurance contract obviously has the death benefit. But, 

as part of the death benefit, the contract will generally 

provide three “buckets” of money that can be accessed 

by the owner if the insured has a qualifying event or 

meets a claims trigger provision. Note that just because a 

company’s life policy is approved in a particular state, this 

rider may not. Always check with your company. 

• The first coverage “bucket” is generally referred to as 

“Critical Illness.” Here the claimant can file for up to some 

maximum amount against the contract—meaning, the 

life insurance death benefit amount – should they have a 

defined medical procedure. A physician’s certification will 

be required. One company’s language defines it as: “open 

heart surgery, angioplasty or myocardial infarction, 

life threatening cancer, stroke, major transplant or 

end-stage renal failure.” The limit may be a flat maximum 

amount (such as $25,000) or some maximum percent of 

the death benefit (such as 25 percent), but not to exceed 

some specified dollar amount (one company’s maximum 

is $125,000). An example: John (who is self-employed) 

has a $500,000 life insurance policy that contains the 

LB provision. He becomes ill and ultimately receives a 

kidney transplant. He is responsible for a sizable medical 

insurance deductible and can’t work for four months so 

he sustains a significant loss of income. He decides to 

take an advance against his policy of $100,000. He still 

has $400,000 of death benefit coverage, since this is 

considered a lien against the contract. Most companies 

will charge an administrative fee when such a claim is 

made. A one-time fee of $150 is common. 

• The second “bucket” is generally defined as “Chronic 

Illness.” Here the claimant will be required to provide 

a physician’s certification that shows the individual is 

unable to perform any two of six ADLs (eating, dressing, 

bathing, toileting, transferring, and continence), OR, has 

been diagnosed as having severe cognitive impairment. 

You will note this is the exact language we discussed 

with a traditional LTCI contract. Carriers may require the 

coverage trigger to be for a minimum and continuous 

timeframe – perhaps 90 days. As with Critical Illness, 

there will be some maximum limit. With many life 

insurance companies, it will generally be up to 50 percent 

of the death benefit, with some overall maximum total. 

One company’s maximum benefit payout is $1 million. 

One company’s language states: “The sum of all 

accelerated benefits may not exceed either 50% of 

the specified amount (the death benefit) at the time 

of the first acceleration, or $1,000,000.” Additionally, 

the company may limit how benefits are paid under this 

provision. Some may pay annual installments, but not 

to exceed the maximum LTC benefit as defined under 

HIPAA. Some may pay a maximum monthly benefit (such 

as 2 percent installments over 50 months). An example: 

Sharon is 45 years old and has a $400,000 life policy 

that contains the LB provision. She has developed a 

degenerative muscle disorder and is no longer able to 

care for herself. She and her husband take an advance 

of $200,000 from her policy to modify their home and help 

pay for a home health aide. She will still have $200,000 

death benefit protection. 

• The final “bucket” is defined as “Terminal Illness.” Most 

contracts’ LB language states the owner can access 

this benefit if the insured individual’s life expectancy is 

12 months or less. Generally, the maximum benefit will 

be 50 percent to 75 percent of the death benefit, not to 

exceed some specified amount, perhaps $1 million. An 

example: Patrick has a $300,000 life policy that contains 

the LB provision. He has an inoperable tumor and his 

physician has given him five months to live. He requests 

a $50,000 advance against his contract so he, his wife, 

and adult kids can take a cruise they have discussed 

for years. Upon Patrick’s death, his wife receives the 

remaining $250,000 death benefit. 

Note that a number of life insurance carriers have the LB 

provision as part of their Whole Life, Universal Life and 

even Variable Life contracts. A few carriers even have this 

part of selected Term Life contracts. An important point: 

when the LB benefit is received, it is considered a lien 

against the life insurance policy. The company will have 

some fee associated with each transaction ($150 as an 

example), plus, they will charge interest against the lien 

as specified in the contract. The company will always state 

the maximum interest, such as 8 percent. With a lien, the 

interest is charged against the ultimate remaining death 

benefit payout. By doing this, the amount received from 

the LB, should be free of taxation. Always recommend your 

clients check with their tax specialist for their advice and 

interpretation. 

Continued on page 18 >> 


Strategic 

Changes For 

Closing More 

Sales 

By John Graham 

For most of us, what we learn 

first sticks with us for a long time, 

often throughout our lives. Nursery 

rhymes, along with what we consider 

right and wrong. The acorn doesn’t 

fall far from the tree. 

It happens to salespeople, too. 

Because our early training is indelible, it stays with us 

to guide us. But new demands and expectations call for 

strategic changes to keep up, stay relevant and close more 

sales. Here are five of them: 

CHANGE YOUR THINKING ABOUT WHAT YOU KNOW 

Salespeople are known for being sure (sometimes overly 

sure) of themselves. Although it takes self-confidence to 

keep going, it also has a risky downside. It can lead to 

believing we know more than we do. And nothing kills 

sales faster than arrogance. 

A website designer’s creativity gave him an initial edge with 

a prospective client. In spite of his obvious talent, he lost 

the job. His presentation was his downfall. It was obvious 

he had not taken the time to understand the organization 

or its services. He was so focused on what he was selling, 

he didn’t have a clue as to what his prospect wanted to 

buy. In other words, he didn’t know what he didn’t know. 

Unless salespeople consciously challenge their thinking, 

they hand sales to the competition. We all benefit by asking 

ourselves these questions: What am I missing? What don’t 

I know? Are my assumptions correct? 

CHANGE THE WAY YOU PREPARE PRESENTATIONS 

Do you think you’re at a place where you can “wing it” or all 

you need to do to get ready for a presentation is to make a 

few notes, a quick outline, or go over it in your mind? If so, 

you’re deluding yourself and short changing your employer 

and your customers. You may be good, but you’re not that 

good. 

Like it or not, here’s the truth: If we don’t write it, we only 

think we know it. This is what happened to the arguably 

brilliant “Hillbilly Elegy” author J.D. Vance when he went for 

job interviews at a prestigious Washington, D.C., law firm 

while at Yale Law School. 

“The last interviewer asked me a question I was 

unprepared to answer: Why did I want to work at a law 

firm? It was a softball, but I’d gotten so used to talking 

about my budding interest in antitrust litigation … that I was 

laughably unprepared. I should have said something about 

learning from the best or working on high-stakes litigation. I 

should have said anything other than what came out of my 

mouth: ‘I don’t really know, but the pay isn’t bad! Ha ha.’ 

The interviewer looked at me like I had three eyes, and the 

conversation never recovered.” 

It happens when to us all when we’re under pressure. 

We lose control and “default” to whatever comes to mind. 

Before we know it, we’re talking jibberish. And, like J. D. 

Vance, we can believe why we did it. It happens when we 

don’t prepare; when we don’t write it down. 

CHANGE THE WAY YOU PRESENT 

While presentations may have several objectives, they 

all have one overriding goal: engaging the participants. 

Unless that happens, a presentation may be interesting 

and informative, but it’s not a home run. Something is 

missing. 

For a presentation to be a winner, it must be interactive – 

participatory. To invite the participants to interrupt you by 

raising their hand to ask a question and then to pick up the 

thread and continue takes confidence. But it also sends 

the message that the participants shape the presentation. 

This may sound dangerous but it’s well worth the risk. 

CHANGE YOUR PERSUASION STRATEGY 

There are still salespeople who say, “If I can just get in 

Continued on page 20 >> 


STABILITY 

Ted’s Tablet 

Q: A: 

QUESTION: Our insured is a trucker that hauls 

agricultural product within a 200-mile radius. He owns his 

own trucks and some trailers for hauling. Occasionally, 

he will use someone else’s trailer that is more specifically 

designed to carry certain products. The borrowed trailer 

is attached to one of his covered vehicles. These trailers 

are over 2,000 pounds. He has Symbol 4 under Liability, 

Comprehensive and Collision coverages. Symbol 4 is 

supposed to extend coverage to trailers used with a listed 

vehicle. If Symbol 4 is shown under Comprehensive and 

Collision, will the auto policy extend physical damage 

coverage to the non-owned trailer attached to a covered 

truck? I think it does, but I can’t find where it is clearly 

stating this. 

ANSWER: Symbol 4 only provides coverage for autos 

owned by the insured. If he has a non-owned trailer, he 

would need Symbol 8 on physical damage. Under Liability 

there would be no coverage for damage to the trailer due 

to the “care, custody & control” exclusion. It is true that 

the definition of Symbol 4 includes liability coverage for 

non-owned, attached trailers, but that is liability coverage 

for the insured for BI or PD to others, not damage to the 

trailer itself. 

For Dwelling Fire/Mobile Home Insurance, put your trust in 

a company that has been insuring homes for over 50 years. 

National Security has provided competitive, affordable insurance to policyholders for over 50 years, 

but we also provide a lot for our agents, with competitive commissions, excellent customer service and 

experienced company adjusters. As an admitted Southeastern based regional company, National Security 

prides itself on fast, efficient service from a friendly small town company, and online access for all agents, 

providing fast quotes, online policy issuance, online dec page printing, and real-time policy information. 

National Security Can 

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• $125,000 Maximum Policy Limits 

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• Fast Online Policy Issuance 

• Tenant Schedule Option 

• Easy Payment Options 

We are now accepting new appointments. 

Find out more by calling Sharon at 1-800-239-2358 x213 or visit nationalsecuritygroup.com. 

Elba, Alabama 


22 Alabama Independent | 2018 Issue 1 

THANK YOU 

2018 PARTNERS

THANK YOU 

2018 PARTNERS 


APR. 

11-13 CIC Commercial Property – Birmingham 

17 CISR Misc. Personal Line 

Exposures– Montgomery 


Exposures– Tuscaloosa 


Exposures– Mobile 


Exposures– Huntsville 


Exposures– Birmingham 

MAY 

1 CPIA 1 - Birmingham 



9-11 CIC Agency Management – Birmingham 

15 CISR Commercial Casualty 

Exposures 1 – Montgomery 


Exposures 1 – Mobile 


Exposures 1 – Tuscaloosa 

Education 

Calendar 

JUNE 


Exposures 1 – Huntsville 


Exposures 1 – Birmingham 

12 CISR William T. Hold – Mobile 

14 CISR William T. Hold – Montgomery 

21 CPIA 2 - Mobile 

19 E&O Road Map to Policy Analysis – Birmingham 

Visit www.aiia.org for all class listings and to see all 

available AIIA, PTA & ABEN webinars! 

AIIA, PTA & ABENWebinars 

April 2018 – PTA Webinars hosted by AIIA 

April 4 Cyber Liability 

April 9 Business Auto Coverages 

April 10 Farm Property Coverages 

April 10 Lying, Stealing, Writing Bad Checks: The 

Importance of Crime 

April 11 E&O: Roadmap to Policy Analysis - 

Part One & Two 

April 12 Contractual Liability ... Separating Fact 

from Fiction 

April 17 Farm Vehicle and Equipment Coverages 

April 18 Life and Health Solutions for Business 

Challenges 

April 19 Top 10 Countdown of Personal Lines 

Coverages & Current Issues 

April 19 Ethics - Walking a Straight Line 

April 23 Insurance Valuation Strategies 

April 26 It’s Not My Fault, or Is It? - Liability Issues 

in Personal Lines Policies 

ALL NEW AIIA hosted Webinars – taught by instructors you 

know!!! 

Ted Kinney, Frank Millsaps, Earlie Simmons and Lisa 

Worley have teamed up to host more CE opportunities for 

our members through webinars. Check out the dates and 

topics online at www.aiia.org – education tab AIIA Webinars. 

ABEN Online Classes - ABEN is a collection of 25 Big I 

affiliated state associations that have formed the Agents & 

Brokers Education Network (ABEN) to offer professional 

insurance training using live webcast technology. Classes 

available include: E&O Roadmap, Flood, Commercial Lines 

Specialty Policies, Personal Lines Advance and Life. 

Visit www.aiia.org for all class listings and to see all 

available AIIA, PTA & ABEN webinars! 


username 

*********** 

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designation and you will be prepared for almost anything. 

Prepared for everything. 

By completing all 9 CISR courses, you will achieve CISR Elite 

status and you will be prepared for almost everything. 

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How long has it been 

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Take a second look … 

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• Policies written above 100/300 auto 

• Drivers of all ages accepted — including new drivers 

• No A.M. Best Rating requirement for underlying carriers 

• Easy online quoting 

• Electronic signatures and online credit card payments accepted 

Be sure to check out the RLI PUP Access online system. It makes 

it easy for you to manage multiple accounts and allows insureds 

to quickly and conveniently complete new business submissions, 

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Contact: 

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205.326.4129 EXT 105 

For more information and access to our Quick Quoter, 

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You’re an independent agent. 

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The Big “I” and Swiss Re are jointly committed to providing IIABA members with leading 

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Contact: Carol Hunt, hunt@aiia.org, 205-326-4129 Ext. 109 

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Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas. 

28 Westport Alabama is a member Independent of the Swiss | 2018 Re group Issue of 1 companies and is licensed in all 50 states and the District of Columbia. ©2014 Big I Advantage and Swiss Re Corporate Solutions



CONVENTION REGISTRATION 

Alabama Independent Insurance Agents 

122 nd ANNUAL CONVENTION & TRADE SHOW 

June 24 - 26, 2018 

Hotel Reservations MADE DIRECTLY with The Grand Hotel Marriott Resort Group Reservations 

$238* per night for Deluxe Resort view – group CODE: AIIAIIA 

$288* per night for Deluxe Bayside Room – group CODE: AIIAIIB 

* Plus applicable taxes & 15% resort fee 

Reservation: Phone: 800-544-9933 --- Book Hotel online: www.marriottgrand.com 

COMPLETE ONE (1) REGISTRATION PER INDIVIDUAL OR FAMILY 

Agency/Company Name:_______________________________________________Phone:__________________________ 

Address:________________________________________________E-mail:______________________________________ 

Street/PO Box 

City/State/Zip 

Name:_____________________________________________________________Designations:______________________ 

Spouse/Guest Name:__________________________________________________________ 

Name/s & Age/s of Children:___________________________________________________ 

Full registrations include ALL events and scheduled activities. 

AGENT 

____Agency Member 

____Additional Licensed Agency Member 

____1 st Timer, Young Agent, Retired Agency Member 

____Spouse/Guest of Agency Mbr(Cannot be licensed agent/company representative) 

____Non-Member Agent 

____Children 15 – 17 

ASSOCIATE COMPANIES/EXHIBITORS/SPONSORS 

____ Associate Member/Exhibitor/Sponsor 

____Additional Exhibitor Representative – TRADE SHOW ONLY 

____Non-Member Company Representative (Not Exhibiting or Sponsoring) 

____Spouse/Guest of Associate Member 

(Cannot be a licensed agent/company representative) 

____Children 15-17 

Per Person 

$275 $______ 

$150 $______ 

$225 $______ 

$100 $______ 

$299 $______ 

$ 75 $______ 

P e r P e r s on 

$275 $______ 

$150 $______ 

$475 $______ 

$100 $______ 

$ 75 $______ 

First Time: __Y __N 

Exhibitor: __Y __N 

Sponsor: __Y __N 

 

 

 

 

BE 

THERE!! 

CHILDREN’S SCHEDULED PROGRAMS 

For Children 5 – 14 years of age 

There is no registration fee. 

Parents registered for the convention are asked to utilize the Grand Kid’s Fun Camp. (Ages 5-12) 

Please provide receipt or copy of hotel bill showing charge(s) to Irene or Nancy. 

AIIA will reimburse up to a total of $100. 

TOTAL AMOUNT DUE: 

$___________ 

VISA/MasterCard/Amex Card# ________________________________________ Exp Date: __________ 

Name on Card: _______________________________________________CVC_________ZIP__________ 

Authorized Signature:___________________________________________________________________ 

Checks Payable & Registrations mailed to: AIIA/141 London Pkwy/Birmingham/AL/35211 

REFUND POLICY: Request in writing. Cancellation processing fee: $50. NO REFUNDS after June 15, 2018. 

Questions? Contact Nancy Crowe (ncrowe@aiia.org) Phone: (205) 326-4129, Ext. 103 Fax: (205) 326-3086 

REGISTRATION AVAILABLE ON-LINE AT www.aiia.org 

AIIA Convention located at The Grand Hotel Marriott Resort, One Grand Boulevard, Point Clear, Alabama 


LEGISLATIVE CONFERENCE 

LEGISLATIVE CONFERENCE HOSTS 

GOVERNOR KAY IVEY AND GUBERNATORIAL 

CANDIDATES 

Agents and Company Representatives gathered in 

Montgomery for our 31st Annual Legislative Conference 

on February 22nd, hosted by the Young Agents Committee 

and AIIA Legislative Committee. 

We were honored to have Governor Kay Ivey as our 

welcome speaker and she addressed the attendees 

with a full report as to all things Alabama. She covered 

Employment, Education, Budgets, Medicare and our 

prison system. She also gave us a legislative update as to 

which bills were passed recently. 

AIIA Legislative Chairman, Jim Murphree presented 

House Representative Danny Garrett with the prestigious 

“Lawmaker of the Year” award. 

Our gubernatorial candidate panel included: Tommy Battle, 

Sue Bell Cobb, Chris Countryman, Scott Dawson and 

Walt Maddox. Each candidate had 10 minutes to address 

the crowd on their views and plans for our great state if 

you should vote for them for governor. Education was a 

big topic as was road transportation, infrastructure and a 

potential lottery for Alabama. 

AIIA EVP Bill Sager introduced other candidates to the 

group that are running in other respected races and made 

the group aware of their presence at the event. 

1. Christy Edwards – Court of Civil Appeals 

2. Joy Johns – House Seat, District 81 

3. Alice Martin – Attorney General 

At the end of the conference, agents were encouraged 

to stop by the State House to make contact with their 

senators, representatives and watch the legislative 

session from the gallery. Representative Danny Garret 

addressed his colleagues in the hours and acknowledged 

the independent insurance agents were in town for their 

annual legislative conference. Agents then attended the 

annual luncheon with house and senate members along 

with other elected officials. 

We would like to thank all of our First STEP sponsors that 

are highlighted in this issue as we would not be able to 

host such a great event without their support. 

Congratulations to Young Agent Legislative Chairman 

Matt Sims and AIIA Legislative Chairman Jim Murphree on 

another successful conference. 



INDUSTRY NEWS 

AIIA LOCAL ASSOCIATIONS GIVE BACK 

Alabama Independent Insurance Agents of Alabama is a non-profit organization that has local chapters across the state. 

Unlike company-employed agents, independent insurance agents are a trusted choice for insurance because they represent 

more than one insurance company. Independent agents offer their clients a wider choice of auto, home, business, life and 

health coverage as well as retirement and employee-benefit products. They are dedicated to serving their customers and the 

community. 

TIIA BRINGS WARMTH TO CHILDREN 

Back in December, the members of Tuscaloosa Independent Insurance Agents hosted their Christmas for Kids Event and 

provided 100 coats from Old Navy and 100 pairs of shoes from Wagner Shoe Store to city and county school children in need. 

MIIA DONATES TO CHILD PROTECT 

Montgomery Independents Insurance Agents gave $5,885 and five boxes of teddy bears 

to Child Protect back in December. They would not have been able to do this without 

the generosity of their members and sponsors: ATA Comp Fund, Travelers, ServPro and 

The Sheffield Fund, just to name a few. Great job everyone!! 

Child Protect was incorporated in November 1989 as the Children’s Advocacy Center 

serving Montgomery County. 

It's Simple. . . It’s Service, It’s Fast Turn Around, It’s Innovation, It’s Loyalty. 

GENESEE RATED NATIONALLY 

AS 5 STAR WHOLESALER 

by Insurance Business America Magazine! 

Genesee 

a JenCap Holdings Company 

Transportation 

Garage 

Child Protect was established in 1989 

as a 501(c)3 non-profit agency to assist 

the Department of Human Resources 

and Law Enforcement in their 

investigation of child sexual abuse and 

physical abuse. For more information, 

visit www.childprotect.org. 

Save the Date for MIIA’s Annual Golf 

Tournament at Wynlakes Golf and 

Country Club on May 10th. 

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AGCAIIA SUPPORTS THE MIRACLE LEAGUE 

INDUSTRY NEWS 

Alabama Gulf Coast Association 

of Independent Insurance Agents 

hosted an event/fundraiser 

back in fall to raise money for 

The Miracle League of Coastal 

Alabama. On February 20th, 

AGCAIIA members met at Felix’s 

Fish Camp and after an amazing 

evening with food, live music, games, cocktails and fellowship 

with an outstanding view of Mobile Bay, they were able to 

donate $3,500 to the Miracle League this year. AGCAIIA 

would like to mention that they always get amazing support 

from their sponsors: Platinum Sponsor – The Sheffield Fund, 

Gold Sponsor – South Shore Insurance Underwriters, Bronze 

Sponsors – Coastal Select and Progressive. 

The Miracle League of Coastal 

Alabama mission statement is to 

enrich our special needs community 

by giving them the opportunity to 

play in a facility that is tailored to 

their specific needs while, at the 

same time, providing an environment 

that benefits everyone regardless 

of physical or mental limitations. 

They are in the process of building 

a park that accommodates wheelchairs, walkers, and other 

assistive devices while helping to prevent injuries. A park 

that provides an atmosphere where everyone intermingles 

whether disables or not. For more information, visit www. 

miracleleaguecoastalalabama.com. 

BIIA GIVES $25,000 TO JOE LEE GRIFFIN HOPE LODGE 

BIIA contributed $1,000 to United Ability 

in appreciation for the work they do at 

LINCPoint. 

BIIA would like to thank their members, 

sponsors and all the donors for a very 

successful event! 

The Birmingham Independent Insurance Agents hosted 

their Annual Gala at LINCPoint on January 26th, 2018. The 

evening provided the 160 attendees with dinner, DJ music, 

40 silent auction items including trips to Antigua, casino style 

games and prizes. Proceeds from the event are donated to a 

charity at the discretion of the current chapter president. 

BIIA President Mark Hughes of O.M. Hughes Insurance 

Agency says he selected Hope Lodge as the beneficiary of the 

Gala due to his interest in wanting to support a program of the 

American Cancer Society. “Like many families, both my wife 

and myself have family members that have been touched by 

cancer some of which at a relatively young age. Knowing the 

challenges of the treatment process, I feel like the free-lodging 

that is provided by the Lodge to qualifying cancer patients is 

an incredible service alleviating financial hardships that could 

be caused by having to travel to our area for treatment. We 

are blessed to have high quality medical facilities and doctors 

in the Birmingham area that treat patients from other areas of 

our state and the country. The Hope Lodge makes it possible 

for many out-of-town patients to have comfortable lodging 

at no cost so they can focus on their treatment. The Lodge 

operates entirely on contributions from donors.” 

For more information on the Hope Lodge, visit www.cancer.org. 

In addition to Hope Lodge and United Ability, BIIA also gave donations to various charities during their Christmas Open 

House in December. Each charity received a $1,000 donation and those went to Big Oak Ranch, Jessie’s Place (Jimmy 

Hale Mission), Birmingham Young Life, The Grace Place and The Firehouse Shelter. 

Montgomery IIA president for 2018 is James Barber of Palomar Insurance Corporation. 

Tuscaloosa IIA president for 2018 is Charlie Bailey of Pritchett Moore. 

Birmingham IIA president for 2018 is Mark Hughes of O.M. Hughes Insurance Agency. 

Huntsville IIA president for 2018 is Michael Vance of Hundley Batts & Associates. 

Alabama Gulf Coast AIIA president for 2018 is Van Walsh of Walsh Insurance Solutions. 


MAXIMIZE 

your Agency’s 

PERFORMANCE 

OPTIMIZING MARKETS 

MAXIMIZING REVENUE 

EQUALS 

A Network of Strong, 

Resourceful, 

Successful, 

Independent 

Agencies 

PROVIDING RESOURCES, 

FLEXIBILITY & INDEPENDENCE. 

SEEN&HEARD 

BIRTHS 

Congratulations to Heather (Safeco) & Ryan Bode, along 

with daughter Adalynn on welcoming Emmaline Leigh 

Oct. 17, 2017. 

Congratulations to Mike Young & Jessica Abner (J.R. 

Prewitt & Associates) on welcoming their first child, a 

daughter (Hannah) Oct. 25, 2017. 

Congratulations to Emily & Caro Manning (Johnson 

& Johnson) on welcoming their first child, a daughter 

(Abigail Kate) Nov.14, 2017. Caro recently changed 

positions at J&J and is now your South Alabama 

Marketing Representative. 

SYMPATHY 

Our thoughts have been with Brian Smith of Best 

Insurance Agency since the passing of his father, Jim, 

Nov. 21, 2017. Jim worked at Farm Bureau Insurance 

for nearly 17 years before forming his own independent 

insurance agency, Agents & Brokers Insurance, Inc. and 

operated it for over 20 years. 

Our thoughts have been with Evelyn Burchfield with 

McGriff, Seibels and Williams since the passing of her 

cousin, Janice Stamps, Nov. 25, 2017. 

With a little help from 

The Iroquois Group ® 

To learn more about how Iroquois 

could further strengthen your 

agency, contact Perry Grant at 

(205) 910-5961 or 

pgrant@iroquoisgroup.com. 

IROQUOIS Group 

® 

Our thoughts have been with John Freisen of Fountain, 

Parker, Harbarger & Associates since the passing of his 

wife, Robin, Nov. 26, 2017. 

Our thoughts have been with Hope Gardner, president 

of Birmingham Area Insurance Professionals, since the 

passing of her husband, Stephen, Dec. 8, 2017. 

Our thoughts have been with Jere & Owen Peak of Peak 

Insurance since the passing of their mother/grandmother, 

Marion Dillon Peak, Dec. 12, 2017. Since her passing, 

their father/grandfather, Bruce LeBron Peak Jr., passed 

away Feb. 9, 2018. 

Our thoughts have been with Insurance Office of America 

and the Hardy family since the passing of Patty Hardy 

Dec. 13, 2017. Patty had been employed with IOA since 

2012 and previously worked with Liberty Mutual and 

McGriff, Seibels & Williams. 

www.iroquoisgroup.com 


Our thoughts have been with Wescoat Free and 

Knight-Free Insurance Agency since the passing of Elliot 

Free Jan. 4, 2018. Elliot served as president and state 

national director of AIIA and was currently serving as 

president of Alabama Insurance Management Services 

(AIMS). 

Our thoughts have been with Associated Insurors and 

the White family since the passing of Larry White Jan. 8, 

2018. Larry was an integral part of Associated Insurors 

team and will be desperately missed. 

Our thoughts have been with The Sheffield Fund and the 

Harris family since the passing of Wade Harris Jan. 21, 

2018. Wade was the loss control manager at Sheffield 

for 20 years and will be greatly missed. 

was a the owner of Bristol Haughton Insurance in 

Haleyville and a longtime member of AIIA. 

Our thoughts have been with Hundley Batt’s Sr. of 

Hundley Batts & Associates Insurance in Huntsville 

since the passing of his wife, Dr. Virginia Caples on Feb. 

19, 2018. 

RETIREMENTS 

Jo Lorino – Alabama Self-Insured Work Comp Fund 

Karen Nixon – Knight Free Insurance Agency 

Our thoughts have been with Steve Smith of Foremost 

Insurance since the passing of his father, Early Ray 

Smith, Jan. 31, 2018. Ray worked in the insurance 

industry for more than 50 years enjoying the best of both 

worlds on the agency and company side of the business. 

Our thoughts have been with Bristol Haughton’s family 

since the passing of his death on Feb. 20, 2018. Bristol 

In today’s competitive industry, M. J. Kelly 

Company gives you an edge. Our expertise is your 

advantage. We focus on providing you with the 

quality products you need, outstanding service, 

and a rapid response that respects your time. No 

matter what type of commercial risk you have, we 

want to help YOU write business. 

Selection, service, and speed matter. M. J. Kelly 

delivers. 

M. J. Kelly Company-Alabama 

www.mjkelly.com . 800.873.8374 


Welcome New Members 

AIIA would like to welcome the following new members who have recently 

joined the association. Thank you for joining Alabama Big I! 

NEW AGENCY MEMBERS 

A & C Insurance Group 

Bryant Brown 

Birmingham 

Acrisure LLC dba Gambrell & 

Sturges 

Kasey Johnston 

Mobile 

Cornerstone Agency 

Matthew Roux 

Mobile 

Encore Risk Management 

Group 

Bill Blake 

Birmingham 

Southern Shield Group 

Craig Smith 

Fairhope 

Stephens Insurance LLC 

Donna Sanford 

Birmingham 

Sun-Belt Insurance Agency, 

LLC 

Lance Weaver 

Mobile 

Superior Agency LLC 

Jeff Summerlin 

Alabaster 

The Burch Agency, Inc. 

Bobby Burch 

Moulton 

NEW ASSOCIATE MEMBERS 

Southeastern Growth 

Consultants 

Katrina Mason 

Guntersville 

US Premium Finance 

Zan Hutson 

Norcross, Georgia 

If you have news, 

we would love 

to include it in 

our next issue! 

Please send 

your press 

releases, photos or 

notices to Michelle McKee at 

mmckee@aiia.org 

2018 - Issue 1 

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

Alabama Independent 2018, Issue 1

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