Download - MARYLAND Jan.Feb... · 2019-01-07 · MARYLAND MESSENGER 2019 JAN/FEB 7 When it comes to securing your future, there’s no room to miss the mark. Choosing your 401(k) plan partner

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MARYLANDJ A N U A R Y / F E B R U A R Y 2 0 1 9 MESSENGER

A little agency risk management goes a long way.

Are you watchingwhere your agency is going?

�ou’re caught up in the day�to�day shuf�le, working hard to get and keep business. But if you don’t step back and assess your agency procedures, you can walk right off a risk management cliff, landing your agency in court facing a professional liability lawsuit that may have been avoided.

Big “I” Professional Liability provides the E&O Happens Risk Management Website, featuring more than 700 pages of agency risk management information, available exclusively, and at no cost, to Big “I” mem-bers. Features include:

Claim examplesRisk management articlesE&O Claims Advisor newslettersSample disclaimersSample customer lettersWebinars and podcast archive

Log into www.iiaba.net/EOHappens.

Independent Insurance Agents of Maryland2408 Peppermill Drive, Suite A

Glen Burnie, MD 21061(P) 410-766-0600 | (F) 410-766-0993

Editor:Rebekah Langford

Graphic Designer:Maritza Dintino / ColorCraft Printing

EXECUTIVE COMMITTEE

ChairmanJohn Cabrera - Germantown

Chairman-ElectGerald Zoller, CPCU - Eldersburg

State National DirectorAngela Ripley, CIC - Columbia

Vice ChairmanJerry Nicklow, AAI - Pasadena

Director-At-LargeIvory Buck, III - Easton

Immediate Past ChairmanAlbert Lietzau, IV, AU - Baltimore

Past Chairman RepresentativeAngela-Bonarrigo - Westminister

DIRECTORS

Stacey Nicholson, CIC, CPCU, LUTCF - AnnapolisNancy Nicklow, CPCU -Pasadena

G. Bradford Reeves, AAI, AFIS - ChapticoEnver Berker Hazar - Kensignton

Christopher Weller - Huntingtown

In This Issue

4 Chairman’s Message

5 Making Agency Mergers & Acquisitions Work

7 Why Selling Your Agency Might Be The Worst Financial Mistake You Can Make

8 Ask Pat

11 Tidbits 15 YAC: A Year in Review

21 2019 Education Calendar

ADVERTISERS

IIAMD would like to THANK all of our advertisers for their continued support! The Maryland Messenger would not be possible without them.

Berkshire Hathaway GUARD Insurance CompaniesPotomac Insurance Network, Inc.Preferred Property Program, Inc.Builders MutualInsurance Brokers Service CorporationChesapeake Employers Insurance Company

The Maryland Messenger is a bi-monthly publication published for the exclusive use of regular and associate members of the Independent Insurance Agents of Maryland. Publication of any article, letter to the editor or advertisement in the Maryland Messenger should not be deemed as an endorsement by IIAMD of the opinions expressed or product advertised. Questions and comments should be directed to the editor; Rebekah Langford.

Editorial Office2408 Peppermill Drive, Suite AGlen Burnie, MD 21061(P) 410-766-0600 | (F) 410-766-0993Email: [email protected] | www.iiamd.org

MARYLANDMESSENGER

Every January most people are eager to make a change. Some focus on their physical health and it seems every gym is full for the first few months of the year. Others focus on their financial situations-a new career, a better job, or a new budget. Almost everyone sets goals some go back to school while others just want a simple change like getting a new car. As an insurance agent, we benefit on personal lines auto during the first quarter of the year. Many people have the opportunity to buy right after

filing their tax returns if they get a refund or even luckier ones who get a new car as a holiday present. A new car means insurance.

2019 is looking to be a promising year. The insurance industry is always facing challenges with the changing times, newer and better technology, and the trend of doing business remotely. The demand from consumers and businesses affect the way we do business. Another area that affects our industry is in the legislative arena. After the mid-term

elections, all the elected candidates will start in January 2019 which means we have lobbying work to focus on for our industry. This has a trickle-down effect on each of us in the insurance business, and I can’t stress enough how fortunate we are to have IIAMD as a platform to gather our forces, garner our support, and present our interests in Maryland.

So here’s to a Happier, Healthier and Prosperous New Year to us all! Cheers!

4MARYLAND MESSENGER 2019 JAN/FEB

Chairman’s Message

John CabreraWOW! ANOTHER YEAR HAS GONE BY

SAVE THE DATE


Sink or SwimMaking agency mergers & acquisitions workBy Matthew Davis

Ever hear the adage, “The two happi-est days in a person’s life are the day they buy their boat and the day they sell it”?

Boat ownership causes a number of unforeseen headaches for the once enthusiastic captain-and the same is true of the insurance professional who views acquiring another agency through rose-colored glasses.

There’s just one important difference: Both buyer and seller should be wary of the errors & omissions exposures of mergers & acquisitions.

The Seller SideA boat owner’s liability is typically assessed on an occurrence basis: Any accidents that happened pre-sale are covered by the seller’s expiring boat policy. Once the sale is signed, sealed and recorded, any future accidents become the problem of the new owner.

Not so tidy with claims made E&O coverage. Often, an error that oc-curred prior to an agency sale is the subject of a claim that comes after. Who is responsible for that claim?

If the selling agency sells only some of its accounts and remains in business, it probably still has an E&O policy in force. Absent an unforeseen issue, that will cover the late-developing claim.

But what if the agency effectively ceases to exist once the sale con-cludes? If the agency merges into the buying agency with all its assets and liabilities, those claims will be the re-sponsibility of the buying agency and its E&O carrier. Or, the buying agency can simply take over the selling agency’s E&O policy, with the carrier’s prior consent.

Neither of these options is ideal for the selling agency- if the buying agen-cy decides to cancel the policy before the statute of limitations has run, the selling agency will be exposed.

The third and best option from an E&O standpoint is to purchase an extended reporting period, also known as a “tail”, which can cover acts that occurred prior to the date of the agency acquisition.

The Buyer Side

The extended reporting period is also the best option for the buying agency, because it ensures that any of the selling agency’s mistakes that surface post-sale will be charged for that ex-piring policy-not the buying agency’s loss history.

Here are five more points that make good E&O sense for the buying agency:

1. Acquire assets only, not liabilities

2. Have the selling agency pur-chase an extended reporting period.

3. Promptly notify your E&O carrier regarding the acquisition.

4. If the acquired business must be referenced in the E&O policy, it should only refer to “Buying Agency DBA Selling Agency”, be-

cause the selling agency’s name is often used for a time as its business transitions over.

5. Attach a retro date to the acquired business to make it clear that no liabilities have been acquired.

It’s just as important to sell a good agency as it is to buy from a good agency. Due diligence has its limi-tations, so to be on the safe side, both parties to a buy/sell agreement should ensure they have proper E&O protection.

Matthew Davis is a vice president and claims manager at Swiss Re Corporate Solutions, working out of the office in Kansas City, Missouri. Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas, a member of Swiss Re.

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 infor-mation contained or referenced in this article. The information contained or referenced in this article is not intended to constitute and shall 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 views of the Swiss Re Group (“Swiss Re”) and/or its subsidiaries and/or management and/or shareholders.

Copyright © 2018, Big “I” Advantage, Inc. and Westport Insurance Corpora-tion. All rights reserved. No part of this material may be used or repro-duced in any manner without the prior written permission from Big “I” Advantage. For permission or further information, contact Agency E&O Risk Manager, 127 South Peyton Street, Alexandria, VA 22314 or email [email protected].


When it comes to securing your future, there’s no room to miss the mark.

Choosing your 401(k) plan partner should feel like this.

The Big “I” MEP 401(k) Plan was designed with our Big “I” members’ needs in mind. By capitalizing on our collective size, the Big “I” assembled a line up of best-of-breed retirement providers usually only available to Fortune 500 companies.

With the Big “I” MEP 401(k) Plan, members experience all the benefits of an unbundled plan without having the stress of managing the providers. Big “I” Retirement Services, in conjunction with our administrator, serves as a gatekeeper and provides members with one main point of contact for the operation of your plan. The MEP is a top-tier 401k plan with low cost mutual funds, competitive administrative costs, cutting edge educational tools and plan consulting. Learn how our plan compares; contact us for a complimentary consultation today. Participation in our plans is available exclusively to Big “I” members.

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©2016 Big “I” Retirement Services, LLC (“BIRS”), sponsor of the Big “I” MEP 401(k) Plan. Participating employers may retain limited fiduciary responsibility in connection with a decision to participate in the MEP and other matters. BIRS assumes fiduciary responsibility of sponsorship and administration unless otherwise delegated. Mesirow assumes certain fiduciary responsibilities as investment manager for investment selection and other similar functions.

Why Selling Your Agency Might Be The Worst Financial Mistake You Can MakeBy Alicja Grzadkowska - News Editor for Insurance Business America

Many agency owners come to a cross-roads at some point in their career: they are approached by an acquirer who offers them a good price for their business, or they’re ready to leave the industry and are looking for the best way to pass on the agency to the next generation of owners.

For some, leaving the business com-pletely might be the best path.

“If they are dead set on selling, getting out of the business and not doing anything else, and not having any more income, then sell because they can reap a large financial reward by selling their agency, and then you hope that what you got is going to sustain you for the rest of your life,” said Robert Pettinicchi, executive vice president and chief lending officer at InsurBanc, which specializes in insur-ance agency perpetuation, acquisition and debt consolidation transactions.

Nonetheless, there can be drawbacks to a sale. When a large acquirer buys an agency, the owner doesn’t neces-sarily get the money up front. A down payment could be all they see today, and the rest of the funds could follow after a period of time or based on cer-tain conditions, such as the attainment of a business plan or specific metrics.

According to Pettinicchi, before the sale goes through, an acquirer might also require that people are fired, expenses are reduced, or producers are put on a

different compensation model.

“The post-acquisition life when agen-cies are purchased by large acquirers is not to everybody’s taste,” he said.

If an owner is not ready to walk away, giving up a piece of the pie might make the most sense. By keeping some ownership, other parties can keep growing the business, which in turns grows an owner’s piece and al-lows them to keep reaping the rewards of cash flow. After all, owning 70% of a $10 million agency is better than own-ing 100% of a $5 million agency.

While the InsurBanc executive under-scores that one choice isn’t better than another, and each situation is unique, he adds that there’s a compelling case to be made for not selling an agency.

“Reduce your ownership, promote, or bring in, or partner with other people who can widen the ownership of your agency and grow your agency with you, and you get the benefit of that cash flow that continues and you have that larger valued agency.”

As many professionals in the insur-ance sector know from experience, the other option is to keep the agency in the family - but that option disa-pears if the business is sold.

“Your legacy does not live on, you do not have the ability to pass that on,” said Pettinicchi. “Your exit plan is just that – you exit. Whereby that

structured sort of perpetuation, so that you can still over time run your business, so that you can increase the value by grooming the next people who are going to buy that agency from you and adding to your busi-ness, you can potentially make more over time.”

Whatever road the owner goes down, Pettinicchi recommends running an agency as though it’s the only one you’ll have.

“There’s as many structures as there are agencies and no one structure is best for all,” said Pettinicchi. “Get some advice and get it early and think about your options. Run your business every day, not so that you’re going to sell. Run your busi-ness so that you’re going to invest in it and grow it and build value over time, and then you have options. You have either a very valuable agency that you can sell or a very valuable agency that you can perpetuate.”

Robert J. Pettinicchi is chief lending officer of InsurBanc, a division of Connecticut Community Bank, N.A., a community fo-cused commercial bank with a specialty in providing banking products and services to independent insurance agencies.

This article originally appeared in Insurance Business America - https://www.insurancebusinessmag.com



Named Perils Coverage for Mass ShootingsToo many.

There are too many.

There are simply too many mass shootings in this country. We have all seen the heartbreaking pictures of the aftermath of these shootings—shootings at concert venues, at nightclubs, at houses of worship, and at schools. While we may have the victims of these shootings “in our thoughts and prayers,” the personal toll of such events is wide-spread, horrific, and lasting. This article does not intend to minimize that personal pain or loss. Rather, its purpose is to discuss the potential risks that businesses face in the aftermath of large scale violent events and to discuss the new insurance market products that can be used to moderate these risks.

While there is no universally accepted definition of “mass shooting,” the general understanding of the concept seems to be a combination of two sub-categories of violent events, “mass killings” and “active shooters.” The Investigative Assistance for Violent Crimes Act of 2012 passed by Congress defines “mass killing” as “3 or more killings in a single incident” regardless of weapon. This definition, however, does not account for those injured,

but who ultimately survived the incident. “Active shooter,” by contrast, is defined by the FBI as an individual or individuals actively engaged in killing or trying to kill people in a populated area.

Another term often thought to be synonymous with mass shootings is workplace violence. Astoundingly, more than 2 million Americans report being victims of violence in the workplace each year. Unfortunately, workplace violence is neither new nor unusual. But workplace violence is not necessarily the same as mass shootings. The term encompasses all violence or threats of violence against workers, even without gun violence or the scope of a mass killing.

The lack of a generally accepted definition for mass shooting as well as the varying descriptions of large scale incidents of violence and the common conflation of different terms for these incidents should raise concerns for those whose job it is to quantify risk, those who seek coverage to limit their exposure to these risks, and for those who may litigate issues stemming from these incidents of violence.

To understand the risks, one must start with the numbers. The FBI has, itself, reported that there were 20 “mass killings” incidents, with 30 additional active shooter incidents, in 2016 and 2017. Other active and mass shooter threats have been aborted or prevented by good police work and, at times, reports of vigilant

and concerned individuals close to the would-be shooters. An FBI study has noted that approximately 70 percent of active shooter incidents took place in “a commerce/business or educational environment.”

Following an active shooter or mass killing incident, like other mass casualty incidents, lawsuits can be quickly filed against the business or educational venue where the tragic event occurred. The thrust of each of these lawsuits is that the venue did not do enough to anticipate or prevent the incident.

According to some reports, more than seventy-five percent of the perpetrators of mass violence had, before the attack, made concerning statements or exhibited risky behavior. As a result, a cottage industry has arisen to train personnel to identity potential threats. Once a threat is identified, prevention or risk reduction protocols can be employed. If the venue does not have identification or prevention protocols in place, there is potential that the venue will be held liable for its failure to protect people from injuries that were “reasonably foreseeable.”

Because of this potential risk exposure, some insurers are seeing an increased demand for active and mass shooter policies. This specialized kind of named peril insurance policy is being underwritten by some insurers. Depending on the coverage, these

Patricia McHugh LambertPesin Katz Law, P.A.

901 Dulaney Valley Road, Suite 400Towson, Maryland 21204

410.938.8800 • 410.339.6759 (direct)410.832.5628 (fax) • [email protected]

Ask Pat

(Con’t on page 9)


policies provide not only liability protection but also provide trauma recovery resources. These named peril policies can provide coverage for:

• Crisis management.

• Counseling and support resources.

• Medical, disability, funeral expenses and death benefits.

• Revenue loss/extra expenses caused by the shooting.

• Property damage and tear down expenses.

• Required post event security upgrades.

• Litigation expense.

• Liability coverage.

Of course, such named peril policies have exclusions which should be reviewed carefully. Some policies exclude coverage for employees (presumably because there is worker’s compensation coverage elsewhere) and exclude coverage for injuries caused by vehicles. Other policies limit coverage to damage caused by firearms so that harm caused by explosive devices are not covered. These named perils policies are also specific in terms of the triggers for coverage, such as limiting coverage to where four or more individuals are attacked. As the threats increase, the named peril policy forms are evolving

as for coverage, exclusions, conditions and limitations.

Certainly, where there is a risk, there needs to be policies that can help limit risk exposure. Until we can find a way to reduce the prevalence of active shooters and other perpetrators of violence against large groups of people, this is our new normal. All businesses and business venues need to consider what they can do to limit and militate against this active shooter risk.

(Con’t from page 8)

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TidbitsWestern National Insurance Joins Agents Council for TechnologyCarrier supports ACT’s program goalsALEXANDRIA, Virginia—Western National Insurance is the newest company partner of the Independent Insurance Agents & Brokers of America’s Agents Council for Technology (ACT).

“ACT welcomes Western National as a partner,” says Ron Berg, ACT executive director. “We look forward to working with the

Western National team to tackle challenges like agent workflow and other issues that affect the independent agency system.”

Western National Insurance Group is a mutual insurance company with 115 years of experience serving policyholders’ property-casualty insurance needs. From its roots as a St. Paul-based fire insurance company for Minnesota’s creameries and cheese factories, to the company’s current role as a super-regional insurance company for the Midwestern, Northwestern and Southwestern United States, Western National credits its relationships for its stability and growth over the last century. Western National sells policies

exclusively through independent insurance agents.

“Joining the ACT is just one of the actions that Western National is taking in order to facilitate a mutually positive technology experience between our independent agencies and ourselves,” says Stuart Henderson, Western National Insurance Group president and chief executive officer. “ACT has done tremendous work over the past two decades in providing technology guidance and resources to IIABA partners. We look forward to adding our support to the group and to contributing to its continued success.”

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Big “I” Applauds Passage of Farm BillCongress passes Farm Bill that protects the Federal Crop Insurance Program.WASHINGTON, D.C., — The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) applauds passage of a 2018 Farm Bill that supports the Federal Crop Insurance Program (FCIP), a critical risk management tool for America’s farmers.

“The Big ‘I’ is pleased with passage of a Farm Bill that recognizes

the important role the federal crop insurance program plays in protecting America’s food supply,” says Charles Symington, Big “I” senior vice president of external, industry and government affairs. “The Big ‘I’ supports a strong crop insurance program and opposes any effort to increase the cost of crop insurance for farmers or to weaken the efficient and effective private sector delivery of crop insurance.”

The FCIP is a public-private partnership that supports the purchase of crop insurance by farmers to protect against losses due to natural disasters and single

year commodity price declines. Over 12,000 insurance agents sell and service crop insurance policies across the country.

“The Big ‘I’ thanks the leaders and members of the House and Senate Agriculture Committees, and the Farm Bill conferees for their work to craft a bipartisan bill that supports crop insurance,” says Jennifer Webb, Big “I” senior counsel, federal government affairs. “The Big ‘I’ urges the President to sign the Farm Bill as soon as possible.”

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AndbitsThe Hill Newspaper Names Big “I” Lead-ers Among Top DC LobbyistsBig “I” was the only insurance agent/broker group to make list.WASHINGTON, D.C., —The Hill, a leading political newspaper, has named Bob Rusbuldt, Big “I” president & CEO, and Charles Symington, Big “I” senior vice president of external, industry, and government affairs, among the top trade association lobbyists in Washington, D.C.

The Hill piece noted that “when the stakes are at their highest, these are the players at the top of their game, known for their ability to successfully navigate the byzantine and competitive world of federal policymaking.” The Big

“I” had notable legislative wins in the past year, including favorable treatment for C Corporations and pass-through entities in the new tax law, multiple extensions of the National Flood Insurance Program, and protection of the Federal Crop Insurance Program as part of Congressional action on the Farm Bill.

“Recognition from a leading publication on Capitol Hill points to the strength of our association in the government affairs arena,” says Joe Leahy, Big “I” chairman and president of Leahy & Brown Insurance + Realty, Inc. in Springfield, Massachusetts. “Thanks to the hard work of president & CEO Bob Rusbuldt, Charles Symington and the entire government affairs staff, the Big ‘I’ is consistently named one of the most influential associations in the country.”

Congressional leaders regularly tap the Big “I” federal government

affairs team for its policy and political acumen including advising on insurance, financial services and economic issues, along with sitting on congressional steering committees, hosting political events, and strategizing to help members of Congress better serve their constituents and advance top issues. A vital component of the association advocacy efforts is InsurPac, the Big “I” political action committee.

“The Big ‘I’ stood out as the only group listed that represents insurance agents and brokers,” says Angela Ripley, Big “I” government affairs committee chairman and president of VW Brown Insurance Service in Columbia, Maryland. “We know the interests of independent insurance agents and brokers are well represented on Capitol Hill with the Big ‘I’ leading the charge.”

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Big “I” Hires Helps Agents Find Top TalentNew resource offers recruiting services, candidate assessments, training and more.

ALEXANDRIA, VA. — According to the latest Agency Universe Study, 44% of independent insurance agency owners say finding qualified new recruits is their top challenge. The Independent Insurance Agents & Brokers of America (IIABA or Big “I”), in partnership with IdealTraits, has launched Big “I” Hires—a one-stop resource for independent insurance agencies to identify,

hire and assess top-performing producers and CSRs.

“As I travel the country, the thing I hear most often from agents is how difficult it is to find talent,” says Big “I” Chairman-Elect Jon Jensen, CEO of Correll Insurance Group, headquartered in Spartanburg, S.C. “Hiring

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(Con’t on page 13)


employees is difficult and expensive—and I was feeling the pain firsthand in my own agency. Big ‘I’ Hires is designed to help agencies stand out as a top-notch employer and find high- quality recruits.”

Big “I” Hires offers a variety of hiring resources, including:

• Recruiting with Ideal Traits: IdealTraits is an insurance agency-specific recruiting portal that has helped more than 6,000 agencies nationwide successfully source top performing sales and service staff. Agents can post jobs, receive resumes, send assessments and identify the right recruit. Posted jobs will appear on top recruiting sites

including Indeed, Zip Recruiter and more.

• Do it Yourself Hiring Toolkits: For agents who want to take a hands-on approach to find the right staff member, the DIY Toolkits includes sample job descriptions, interview questions, offer letters and more. Agents can follow up with Caliper profiles and knowledge assessments to ensure they have found the right fit for their agency.

• Superior Professional Development: Agents can access onboarding resources, skills assessments and state-specific courses to help employees continue to develop their skills. Agents will also find thousands of articles on commercial lines, personal

lines, forms and more to help troubleshoot tough technical insurance issues.

“We are excited to work with Independent Insurance Agents & Brokers of America,” says Kevin Mlynarek, CEO of IdealTraits. “With our knowledge and expertise in insurance agency recruiting, Big ‘I’ members will now have access to proven, industry-specific recruiting tools and services to hire top performing sales and service staff.”

“We know the future of the independent agency system depends on finding the best and brightest to join our ranks,” says Bob Rusbuldt, president & CEO of the Big “I”. “Big ‘I’ Hires will be a one-stop resource agencies can use to build their dream team.”

Morebits(Con’t from page 12)

The Hartford Acquires Specialist MGU Y-RiskAuthor: Charlie WoodProperty and casualty insurer the Hartford has announced the purchase of Y-Risk, a managing general underwriter (MGU), from Allstar Financial Group.

Y-Risk offers products for the sharing and on-demand economy, with tailor-made coverages

and usage-based pricing for commercial auto, general liability, property, inland marine, cyber and professional liability.

The firm delivers its insurance solutions through knowledgeable wholesale brokers and strategic retail agents.

“As a recent start-up, Y-Risk operates on the leading edge of the insurance industry, combining deep underwriting expertise with a strong understanding of the fast-paced world of the tech-enabled economy,” said John Wilcox, head

of Strategy & Ventures at The Hartford.

“We are pleased to welcome the Y-Risk team to The Hartford. This is the latest example of how The Hartford is expanding its capabilities and talent to more effectively compete in a quickly changing marketplace.”

The addition of Y-Risk to The Hartford’s Strategy & Ventures group’s portfolio is part of the company’s ongoing focus on

5



Andbits

driving innovation and growth through new capabilities and offerings.

“Allstar has been an excellent partner helping to bring the Y-Risk vision to life,” said Y-Risk Chief Executive Officer Bernie Horovitz.

“Being part of The Hartford brings new opportunities and the support and resources we need to accelerate our growth. We are excited to further extend The

Hartford’s reach to a customer base in the sharing and on-demand economy.”

Y-Risk will keep its brand name and remain located in Unionville, Connecticut

[email protected]


Colaianne Named Director of Marketing

Hagerstown, MD - The Brethren Mutual Insurance Company congratulates Ken Colaianne on recently being named the Company’s Director of Marketing. Bringing 28 years of experience to the new position, Colaianne is excited to present a new focus to Brethren Mutual’s marketing efforts. He looks forward to building a fully dedicated Marketing Department that brings value to the overall relationships the Company has with its independent agency partners. With both a company and agency background, Colaianne enjoys working for and with mutual companies. A graduate of the University of Maryland College Park, he began his insurance career as

an underwriter with Granger’s Mutual Insurance Company (Middletown, MD). Over the years, he has held sales and underwriting positions with USF&G, St. Paul Insurance Company, Travelers, and BB&T/Frederick Underwriters. Prior to joining Brethren Mutual, Colaianne served as Assistant Vice President of Field Operations for Frederick Mutual Insurance Company (Frederick, MD).

Colaianne resides in Middletown, MD.

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The Young Agents Committee of Maryland had a busy inaugural year. We added close to 30 new members in the last year from Agencies & Carriers all around the state of Maryland. We hosted social events, an educational seminar and competed in a 5k for charity. We are extremely excited for what the next year holds. Here’s looking back on some of the events of 2018!

Meet & Greet Happy Hour at Of Love & Regret in Canton

\\\

Sponsored by BBSI, over 25 young agents mingled with the YAC Board over cocktails & hors devours at Of Love & Regret in Canton. This was the first event to kick off the year, with YAC Membership doubling after the event.



YAC: A Year in ReviewBy Colleen Dunn, ACSR, AAI, AI, YAC Treasurer


IIABA National Legislative Conference in DC

In April, seven Young Agents joined Maryland’s contingency, spending the day visiting our Congressional Officers to discuss important legislative concerns for Maryland’s Independent Insurance Agents. We were able to meet with both Senators and the majority of our Congressional Members for a day in DC that was both informative and fun.

MCVET 5k in Baltimore

In June members of the YAC competed in the 23rd Annual McVet 5k/10k Race. The mission of MCVET is to provide homeless veterans and other veterans in need with comprehensive services that will enable them to rejoin their communities as productive citizens. Supporting veterans in need is very near & dear to our hearts. We are looking forward to competing in the 2019 event!




Emotional Intelligence Seminar with Mary Ellen May

Hosted by RCM&D, Mary Ellen May graciously volunteered her time to host an Emotional Intelligence Seminar for over 20 young agents from various agencies around Maryland. Held in September, it was an informative and interactive class, exploring how Emotional Intelligence affects producers, underwriters and support staff.

Inaugural YAC Cornhole Tournament

Held at BCB Brewery in Hunt Valley in November, over 30 young agents got together for a competitive and lively cornhole tournament sponsored by Insurance Roundtable of Maryland, PURE Insurance, Chesapeake Employers Insurance and BBSI. Congrats to Justin Honce (PURE Insurance) and Chris O’Connell on their hard-fought win. We hope to see everyone next year as Chris & Justin try to defend their title.




The Maryland Young Agents Committee is open to all licensed agents 40 years old and under or an agent who has been licensed less than 5 years in the state of Maryland. The YAC promotes education, charitable and social networking events within the Maryland Insurance Community. Their mission is to empower young insurance professionals, launch the next generation of independent agency leaders, build involvement in legislative issues vital to the future of the insurance industry and develop participation in the state and national activities of the Big “I.” If you would like more information on becoming a member, please contact Maryland YAC President, Scott Zilber at [email protected].

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It's not too late to show your support for all of our awesome MD agents by joining the 2019 Associate Partner Program!

CALLING ALL COMPANIES AND VENDORS!

This program is new to the Independent Insurance Agents of Maryland this year and was created to offer companies and vendors a way to support IIAMD on an on-going basis. The new Associate Partner Program will provide companies and vendors year-long exposure to the members of IIAMD. The program allows you to choose from various sponsorship levels that fit your needs and also your budget.

Bronze Level - $2,500

Silver Level - $5,000Listed on the Associated Partner page in the ‘Maryland Messenger’25% off all advertising rates in the ‘Maryland Messenger’Listed on the Associate Partner page on our website w/ hyperlink to your companyListing in 2019 Associate Partner Guide (goes out to entire membership)Recognition on IIAMD social media channelsVerbal recognition at all IIAMD eventsName displayed on APP banner at all eventsName displayed on PowerPoint display at all IIAMD education seminars held at IIAMD headquartersName on APP sponsorship banner displayed at IIAMD headquarters25% off exhibit booth at annual conferencePriority selection (3rd) of exhibit booth locationOne complimentary registration to the annual conferenceLevel 3 sponsorship at annual conference - CE session, coffee/snack breaks, etc; recognition at the event and all pre/post conference promotional mailings

All levels of sponsorship include the benefits of Associate Membership. Those benefits include: MD Member Benefits Bulletin, monthly e-newsletter

Subscription to our bi-monthly magazine the 'Maryland Messenger'Big "I" MD Membership List in Adobe Acrobat formatMember discounts for all events and educational seminarsUse of our meeting facilities (based on availability)

Listed on the Associated Partner page in the ‘Maryland Messenger’25% off all advertising rates in the ‘Maryland Messenger’Listed on the Associate Partner page on our website w/ hyperlink to your companyListing in 2019 Associate Partner Guide (goes out to entire membership)Recognition on IIAMD social media channelsVerbal recognition at all IIAMD eventsName displayed on APP banner at all eventsName displayed on PowerPoint display at all IIAMD education seminars held at IIAMD headquartersName on APP sponsorship banner displayed at IIAMD headquarters10% off exhibit booth at annual conferencePriority selection (4th) of exhibit booth locationLevel 3 sponsorship at annual conference - CE session, coffee/snack breaks, etc; recognition at the event and all pre/post conference promotional mailings

2019

IIAMDAssociate

Partner Program

The Associate Partner Program offers four different levels of sponsorship: Bronze, Silver, Gold & Diamond The benefits for each level are outlined below:


Listed on the Associated Partner page in the ‘Maryland Messenger’25% off all advertising rates in the ‘Maryland Messenger’Listed on the Associate Partner page on our website w/ hyperlink to your companyListing in 2019 Associate Partner Guide (goes out to entire membership)Logo featured on Associate Partners Page (rotation)MD Benefits monthly e-newsletter - hyperlink to company websiteLogo featured on homepage of the Big "I" MD website (rotation)Featured Spotlight in the 'Maryland Messenger'Recognition on IIAMD social media channelsVerbal recognition at all IIAMD eventsLogo displayed on APP banner at all eventsLogo displayed on PowerPoint display at all IIAMD education seminars held at IIAMD headquartersLogo on APP sponsorship banner displayed at IIAMD headquarters50% off exhibit booth at annual conferencePriority selection (2nd) of exhibit booth locationTwo complimentary registration to the annual conferenceLevel 2 sponsorship at annual conference - Secondary speaker/event; recognition at the event and all pre/post conference promotional mailings

Listed on the Associated Partner page in the ‘Maryland Messenger’25% off all advertising rates in the ‘Maryland Messenger’Listed on the Associate Partner page on our website w/ hyperlink to your companyListing in 2019 Associate Partner Guide (goes out to entire membership)Logo featured on Associate Partners Page (rotation)MD Benefits monthly e-newsletter - hyperlink to company websiteLogo featured on homepage of the Big "I" MD website (rotation)Featured Spotlight in the 'Maryland Messenger'Recognition on IIAMD social media channelsVerbal recognition at all IIAMD eventsLogo displayed on APP banner at all eventsLogo displayed on PowerPoint display at all IIAMD education seminars held at IIAMD headquartersLogo on APP sponsorship banner displayed at IIAMD headquartersComplimentary exhibit booth at annual conferencePriority selection (1st) of exhibit booth locationThree complimentary registration to the annual conferenceLevel 1 sponsorship at annual conference - Main speaker/event; recognition at the event and all pre/post conference promotional mailings

Gold Level - $8,000

Diamond Level - $10,000

If you have any questions regarding the Associate Partner Program contact IIAMD's Membership Director, Kyrsten Langford, at [email protected] or 410.766.0600.

Apply for the Associate Partner Program

online at www.iiamd.org/app.

2019

Classroom CoursesABEN Webcasts

January

02

02

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03

08

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28

30

Data Privacy & Security 2 hrs. P/C

Directors and Officers Liability Insurance 2 hrs. P/C

Annuity Basics & Where They Fit 1 hr. L/H

Umbrella/Excess: A Blanket of Protection? 2 hrs. P/C

Hot Topics in Personal Lines 2 hrs. P/C

Home Based Business Exposures 2 hrs. P/C

E&O - Roadmap to Policy Analysis - Part 1 3 hrs. P/C

E&O Risk Management 6 hrs. P/C

Why Ordinance or Law Coverage is Necessary 2 hrs. P/C

COPE - Property Underwriting & Effective Loss Control 2 hrs. P/C

Business Income - Beyond the Basics 3 hrs. P/C

Workers Compensation Beyond the Basics 3 hrs. P/C

Personal Lines Claims That Cause Problems 2 hrs. P/C

AAI 81A: Principles of Insurance 7 hrs. P/C

BAP Symbols & Endorsements 1 hr. P/C


P/C Pre-Licensing

A Little of This, A Little of That 2 hrs. P/C


Business Auto Claims That Cause Problems 2 hrs. P/C

Rental Cars: More Than Meets the Eye 2 hrs. P/C


Insurance and the Property Lease 2 hrs. P/C

E&O Risk Management Pt. 1 3 hrs. P/C










Top 5 Life Insurance Uses 2 hrs. L/H


Those Kids and Their Cars! 2 hrs. P/C

ACSR 4: Agency Errors & Omissions 6 hrs. P/C

February

01

05

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09

12

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25

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28




AAI 81B: Personal Insurance 7 hrs. P/C














ACSR 1: Homeowner's Insurance 4 hrs. P/C
















ACSR 6: Commercial Property Insurance 6 hrs. P/C





IIAMD Education Calendar 2019


2019IIAMD Education Calendar


March

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25

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28




AAI 81C: Commercial Property Insurance 7 hrs. P/C


















ACSR 5: Prof. Development & Account Mgmt. 6 hrs. P/C
















April

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07

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29-03



ACSR 2: Personal Automobile Insurance 6 hrs. P/C





AAI 82A: Commercial Liability Insurance 7 hrs. P/C













Insurance Ethics 3 hrs. Ethics








ACSR 7: Commercial General Liability 6 hrs. P/C










P/C Pre-Licensing



2019


May

01

01

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07

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28







Annuity Basics and Where They Fit 1 hr. L/H



ACSR 3: Personal Lines Related Coverages 6 hrs. P/C


AAI 82B: Other Commercial Insurance 7 hrs. P/C







ACSR 8: Commercial Automobile Insurance 6 hrs. P/C



















June

04

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11

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ACSR 9: Commercial Lines Related Coverages 6 hrs. P/C


AAI 82C: Specialized Insurance and Bonds 7 hrs. P/C



























July

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August

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September

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P/C Pre-Licensing






Flood Program Overview: Then and Now 3 hrs. Flood



AAI 83A: Principles of Agency Management 7 hrs. P/C






















October

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08

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28

















Insurance Ethics 3 hrs. Ethics



AAI 83B: The Insurance Production Environment 7 hrs. P/C




















November

05

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AAI 83C: Agency Management Tools & Processes 7 hrs. P/C





















December

02-06

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10

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P/C Pre-Licensing




































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