ohio insurance - winter 2010

Ohio Insurance | Winter 2010 1

ARTICLES

Contents – Winter 2010

Q&A with Ohio Big ‘I’ President David Hazen

Thank You OAPAC Contributors

Improving Commercial Lines Account Marketing

Herzog Scholarship Application

Insurance Agents Fined for Not Having Written Security Plans

What is a Young Agent?

Regional Meetings

Providing Proof of Insurance Coverage to Your Lender

Marketing to the New Boomers — They Aren’t Your Last Year’s Boomers

Big ‘I’ CE Schedule

In Memoriam: Frank Loehnert, Jr.

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Ohio Insurance

PublisherScott R. Nein

Managing EditorColin Evans

indEPEndEnt inSURAnCE AGEntS of ohio, inC.

BoARd of tRUStEES

david B. hazen, CPCU, CiC President

Ed Wade1st Vice President/Treasurer

Michael L. Miller, LUtCf2nd Vice President/Membership Chairman

Gerald E. Roach, Jr., CiCDirector

Rick Spreng Immediate Past President

Scott R. nein Chief Executive Officer

david M. Bright, CiC District One Trustee

Stephen W. Pritchett, Jr. District Two Trustee

Vincent B. fullan, AAi District Three Trustee

Wiliam G. Uhl, ii District Four Trustee

Joel A. Bokerman District Five Trustee

John K. flickinger, CiC District Six Trustee

Jeffery J. Phillips, CiC, CRM District Seven Trustee

thomas P. Costello District Eight Trustee

William A. Mcilvaine District Nine Trustee

Ohio Insurance is published by the Independent Insurance Agents of Ohio, Inc., 1330 Dublin Road, Columbus, Ohio 43215. Statements of fact and opinion are made on the responsibility of the authors alone and do not necessarily imply an opinion of the officers or members of IIAO. Copyright February 2010 by the Independent Insurance Agents of Ohio, Inc. Materials may not be reproduced without permission.

On the cover: Entrance to PresidentJames A. Garfield’s memorial, located in Lake View Cemetery in Cleveland, OH.

The 2010 Inde-pendent Insurance Agents and Bro-kers of America (IIABA) National Legislative Confer-ence will be held on March 3rd and 4th in Washington D.C. We anticipate a large contingency of Ohio agents and company representatives joining us on our scheduled appointments with the entire Ohio Congressional delegation. We will be discussing health care reform, tax reform and the threat of federal regula-tion of insurance.

We invite all Ohio attendees to an Ohio Night dinner on Thursday, March 4th, with special guests, former Congressman Mike Oxley and former Director Lee Covington. You can reg-ister on the Big ‘I’ website at www.ohiobigi.com or contact Chris-ta Colasante, Director of Public Affairs at (800) 282-4424 or [email protected].

A schedule of our Regional Meetings to be held in early May is included in this magazine. My hope is that all members will participate as we offer timely discussion on Social Media, Ohio’s Workers Comp System, update on the Big ‘I’ Young Agents pro-gram and much more.

As always, I thank you for your membership in the Ohio Big ‘I’. I appreciate hearing from you and encourage you to contact me via email at [email protected] or by calling (800) 282-4424 with any comments or suggestions you may have. n

CEO CORNER

From the Corner Office

I’ve had the pleasure of serving as Vice Chairman of the In-surance Advisory Board at the Ohio Department of Develop-ment. On December 15th the Department released a Strategic Plan for the Office of Insurance and Financial Development. Governor Ted Strickland, Director Lisa Pratt-McDaniel of the Ohio Department of Development, Director Mary Jo Hudson of the Ohio Department of Insurance, Chancellor Eric Finger-hut of the Ohio Board of Regents and Director Jim Raussen of the Office of Insurance and Financial Development, all partici-pated with the rollout of the report.

What pleases me the most is that it was our state government officials, working with the industry representatives, who pre-pared and released this report. This is not an insurance industry generated report. This Strategic Plan recognizes the important role of the insurance industry in Ohio as an economic factor providing more than 100,000 well paying jobs in addition to the welcomed tax revenues which are so vital to our local communi-ties and state. A copy of this plan is available on our Web site at www.ohiobigi.com and I hope you take the opportunity to review it in its entirety.

I’ve recently been appointed by Senate President Bill Har-ris to serve on the Competitive Workers’ Compensation Task Force. This task force was created with the passage in Novem-ber of Senate Resolution 118, sponsored by State Senator Tim Grendell (R) Chesterland. The resolution specifically calls upon the task force to “review the feasibility of allowing employers the option to obtain private insurance to insure their obligations under the workers’ compensation system of Ohio.” The task force will be Co-Chaired by Senator Grendell and Mary Jo Hudson, Director of the Department of Insurance.

We will keep the Big ‘I’ membership advised of the progress of the Task Force through our regular Big ‘I’ Bulletins. The reso-lution calls for a report to be issued with its findings and submit-ted to the Governor, Speaker of the House and Senate President no later than June 30, 2010. A copy of this report will be made available to our membership upon release. I would caution any premature optimism because of political considerations. We support and commend Senator Grendell’s efforts with bringing the privatization issue forward for discussion and debate.

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Scott Nein, CEO

THANK YOU!

Big ‘I’ members’ response to our grassroots alert on National Healthcare Reform has been outstanding. A public option would/could have a devastating effect on the private market, on health care consumers

and on independent agents. More than 50,000 Ohioans work specifically in the health insurance industry and a public option puts these jobs in jeopardy. The debate continues and we hope you will stay engaged.

4 Ohio Insurance | Winter 2010 5

q&a wIth OhIO BIg ‘I’ pREsIdENt

An Interview with Ohio Big ‘I’President David Hazen

How did you start your career in the insurance industry?I grew up in Mentor, Ohio; moved to the Harrisburg, PA area when my fa-ther was transferred; graduated from Cumberland Valley HS in 1966 and from Gettysburg College in 1970. Af-ter college I went to work for Aetna C&S and attended their “Home Office School” which is where my insurance education began. After a few years at Aetna I returned to Ohio to work in my uncle’s agency which was in Canton. I eventually went to work for Cincinnati Insurance in their home office and as a State Agent for the eastern corridor of Ohio. The Young and Merrill Agency was one of the agencies I called on. I started working here in 1981 and pur-chased the agency in 1983.

Tell us a little bit about your agencyWe have 6 people on staff and we are all P&C in this office. I have been an admirer of Walt Disney for many years. One of Mr. Disney’s axioms was the importance of “The Three P’s: People, Place and Product.” You have to have great people, a great product and a great place. For example, I’ve often thought it’s better to hire a nice person and teach them the insurance business, than to hire an insurance person and teach them to be nice. We have a fabulous staff that is excellent at servicing our clients’ needs. If a client calls our office, we return the call right away and try to give them the highest level of service, and that comes from my admiration of Mr. Disney who was renowned for that.

Has the affiliation with Huntington gone well? Yes, pretty seamless. The key is that our agency has been here since 1877

and as long as we retain this terrif ic team, what it says on the building doesn’t really matter.

And your family?I’ve been married to Joyce (Powell) for 35 years and we have two children. My son Michael lives in Tampa and my daughter, Quinn, lives in Greenville, SC with her husband.

What sort of community service are you involved in?I’ve had the pleasure of being involved in numerous organizations over the years. I’m the past president of the Salem Area Industrial Development Corp, Salem Community Theatre, Sa-lem Area Chamber of Commerce and Salem Golf Club. I’m also a past board member of the Salem Red Cross, Sa-lem Rotary Club and a former Deacon of the Salem Presbyterian Church.

What do you find fulfilling about being an insurance agent?Solving customer’s problems. I’m ana-lytical by nature, so I like to find out what their issues are, the hot buttons so to speak, and try to solve them. And sometimes they don’t even know they have issues until you do the analysis, and that is a valuable role we play as insurance agents.

Who is/was your biggest influence?As I mentioned before I’m an admirer of Walt Disney. But on a contempo-rary level, Mike Vance has had a tre-mendous inf luence on me. Mike is a futuristic thinker who I met at one of his lectures in the mid-80s. Mike and I got to know each other over our mu-tual admiration of Walt Disney, whom he had worked for, and of Frank Lloyd Wright, the famous architect.

When I purchased this building, I called upon Mike and his associate, Diane Deacon, to ask them to assist me in developing a concept for turning what was an old bank building into an insurance office. We spent two days doing Displayed Thinking™ (a form of storyboarding) on how we wanted the office to function and how we wanted it to look and feel. Mike and Diane were very “Out of the Box” on how to reinvent the insurance agency that was a professional looking space yet felt comfortable and inviting to walk into. It was Diane’s idea to put in the popcorn machine, for example.

How has the Big ‘I’ benefited you personally or professionally?It’s been a huge inf luence on me. Prior to being on the board I thought all the association is doing is sending me a bill each year to donate money to the PAC. I didn’t get any sense of what they are doing for members. Then I came on the board and I have seen it from a completely different perspective and now understand how vital the finan-cial support is from our members in order for us to advocate for them at the state and federal level. My eyes really opened up when I started going to the legislative conferences in Washing-ton, D.C. I thought to myself “we are a powerful force here; we have inf lu-ence” by being able to educate mem-bers of Congress about us and why our issues are important.

What in your professional experience as an independent insurance agent has prepared you for being President of the Ohio Big ‘I’?My experience as a trustee, membership chairman, treasurer and vice president has laid the groundwork for my year as president of the Ohio Big ‘I’, and I have also served as president and on numerous boards throughout my life. That experi-ence serving in executive positions, and most particularly as president, has helped me understand that you need to have a

vision, understand how to conduct meet-ings using parliamentary procedures and include everybody so that they all have a voice and so we are all moving in the same direction.

What are you looking to focus on this year?My theme for my year as president is “Young People and Young Agents.” As far as young people are concerned I want to work very closely on the In-VEST program to try to get it imple-mented in our local high school and in a college in Salem. If we can get high school students educated about the in-surance industry at the very least they can learn about something that will affect them their entire lives. Better still, because our population is aging in this industry, we need to get more and more young people in the busi-ness. We have a shortage of new talent, but if we can introduce them to it in a somewhat pleasant way then I think there will be more interest. There are so many careers in our industry. I’ve met recently with representatives of the Kent State University Salem branch as well as the assistant county super-intendent to introduce the program to them. I’ve learned that the Wadsworth school district, near Akron, has a very strong and successful InVEST pro-gram. So I’m going to take them with me to Wadsworth to find out how to run a successful program of our own.

What is your advice to Young Agents as they begin their careers in the insurance industry?Get involved. A Young Agent tends to be a young person with a young family. It is very important for a young agent to be sincerely involved in their community, because an insurance agent is an important voice and someone people listen to and trust. By the same token, I think it’s important for them to get involved with this association so that they really understand what this industry is all about. You can get a tremendous education from belonging to our association.

If asked, “Why Should I join the Big ‘I’”, what would your answer be?Beyond supporting an organization that does a tremendous job advocating for independent agents, there are nu-merous products and services that the Big ‘I’ performs that gives you a reason to become a member. From the Virtual University to contract reviews, the Big ‘I’ has a long list of services that many members can take advantage of. We do a good job of advertising them, and our Web site has them all listed.

What significant changes do you foresee in the industry over the next 5 – 10 years?The trend seems to be that the mergers and acquisitions of the 90s are waning.

I see more smaller agencies coming into existence and I think that’s exciting be-cause it can be a great career and a some-what easy way to own your own business. Young people are going to the Internet, Facebook and Twitter, studies show, to find out about insurance and to get a quote, but they ultimately want to come back to a human being, an insurance agent, to talk about it and buy it. There-fore I think there is a lot of opportunity for the younger generation. How important is it that agents become involved in grassroots political activity?I’m actively involved on a local politi-cal level so I know how important it is for legislators to get information from their constituents. We need to get the word out both through our PAC contributions and personal contact, whether it is by making phone calls or having lunch – friends and acquain-tances want to know what our issues are and want to hear it from someone they know and trust. You recently attended the National Big ‘I’ winter meetings, what are your thoughts on the meeting?Overall it was very fascinating and educational to see how it all on the na-tional level works. I feel blessed to be at the level I’m at to be able to go to one of those meetings and see how all the states are represented and to see how they all work toward common goals. n

david Hazen, CIC, CPCU of Huntington Insurance, Inc., former-ly The Young and Merrill Agency, in Salem, OH, recently was installed as president of the Ohio Big ‘I’. Ohio Insurance recently

sat down with Mr. Hazen to hear his insights on his term as president.

David Hazen and staff members of Huntington Insurance in Salem (L-R: Pam Lutsch, David Hazen, Denise Helman, Becky Bentfeld

and Nancy McCoy (Not pictured: Donna Florea).

assOCIatE MEMBERs


Platinum Club - $1,000+Colin Buzzard

Rowland LeMaster

Scott R. Nein

Gerald E. Roach Jr.

Gold Club - $500+Keith H. Brooks

Eugene P. Earick

Umberto P. Fedeli

David T. Fenner

David B. Hazen

William R. Herzog

Paul L. Johnson

John L. Muhlbach Jr.

Francis W. Purmort III

Rick Spreng

Ed Wade

Thomas E. Wiseman

the Ohio Agents Political Action Committee (OAPAC) would like to thank its contributors who made 2009 such a success. Electing enlightened, pro-business candidates is vital for the survival of independent agents. Every dollar contributed

helps assure a positive business climate into the future.We are well into 2010 and your generous contributions are needed once again. As you know, Ohio law prohibits corporate checks. However, contributions may be made by personal check, Visa or MasterCard. You can obtain a contribution form by contacting Christa Colasante at the Ohio Big ‘I’ at (800) 282-4424.

OAPAC: The Foundation of the Voice of the Agent in 2010

2009 OAPAC CONTRIBUTORS

oapac


Founders Club - $250+Karen J. Ayers

Randall T. Barengo

R. Andrew Bell

Joel A. Bokerman

David M. Bright

William Scott Byrum

William J. Comerford

Thomas P. Costello

Jeff S. Criss

Robert L. Fenner

John K. Flickinger

Vincent B. Fullan

David A. Harrison

Dennis G. Johnson

Marcia D. Lawson

James C. McBane

Larry B. McCord

William A. McIlvaine

Michael L. Miller

Founders Club - $250+ (cont’d)

David W. Myer

Ronald T. Nixon

Thomas P. Olszowy

John S. Roby, Sr.

Dennis A. Rossi

Brian M. Russell

John J. Schiff, Jr.

Thomas R. Schiff

Steven R. Schneider

Thomas W. Schneider

John R. Shafer

William O. Somers

William G. Uhl, II

Century Club - $100+Randy J. Altenburger

William S. Anderson

Philip J. Andes

John H. Archer

Candise C. Baker

James H. Barengo

Melvin L. Battles, IV

Bradford D. Bauer

Ted Bertke

Richard Binau

Douglas L. Bischoff

William P. Bodle

Robert J. Bostick, Sr.

John B. Bouhall

Joseph Bryan Canter

Carole A. Coblentz

Jack A. Coblentz

Christa Colasante

Michael R. Coudriet

Sandra S. Crome

Paul J. Dabbelt

John W. Dawson III

G. Dale Derr

Barbara A. Dobrozsi

Edward J. Dobrozsi

Stephen F. Dobrozsi

William H. Donnelly

David G. Dostal

Michael D. Dostal

Perry M. Dryden

John N. Eckstein

Dale B. Edwards

Stanley A. Evans

Thomas C. Fey

Patrick E. Field

Barry C. Fonarow

Patricia L. Fordham

John K. Fortman

Kim A. Foster

F. Leslie Futrell

Charles M. Germana

Joseph T. Germana

Richard A. Gilbert

Robert F. Glass

Andrew M. Glockner

assOCIatE MEMBERs


oapac


Century Club - $100+ (continued.)

Robert I. Griffith, Jr.

Robert I. Griffith, III

Ryan M. Griffith

Brian F. Haughn

Michael W. Haughn

Steven L. Hils

Robert E. Hoy

Gregory F. Hull

Charles J. Jones

Michael C. Kneflin

Carl F. Knox

David C. Kotary

Marcia J. Lammers

Richard H. LeSourd, Jr.

Robert J. Leugers

John A. Madison

Frank P. Manning, Jr.

David C. McBane

John W. McCord

Donald J. McTigue

Robert A. Meadows

William C. Mense

John T. Miller

Kyle T. Miller

Michael D. Miller

Richard T. Moening

Robert B. Morris

Richard C. Mountain

Charles R. Ott

F. Lee Patrick

Richard P. Piros

Merry R. Poe

Thomas L. Price

Stephen W. Pritchett, Jr.

Rita Pysarchyk

Meghan M. Ragozzino

Chris D. Ramsburg

Timothy D. Ramsburg

Mark T. Reilly

Jack R. Reynolds

Robert R. Richmond

Dale A. Roberts

Eugene E. Rossi

Thomas A. Sarno

Frank J. Sauser

Barry B. Schmidt

Linda M. Schwartz

James L. Shipley

Gerald E. Simonton

Jack Somerville

Michael S. Steiner

Michael W. Stock

Mark E. Stolly

John B. Taylor

Matthew C. Thomas

Robert K. Van Fossan

Richard M. Walters

John L. Watson

Dan L. Waugh

Lori A. Waugh

Larry R. Webb

Warren S. Wheeler

Victor W. Wolfe

Herbert P. Wolman

Daniel P. Woods

Other Contributing Members – $99 & under

R. Timothy Ailes

Mary Ellen Allen

Charles W. Auber

David S. Beckett

Robert L. Bethel

Deeann Blake

Brian R. Bowerman

Mark F. Bradley

Daniel A. Brannon

Robert D. Bright

Mary L. Brown

Roberta C. Burke

Ronald D. Buzek

Carol L. Callif

Penny M. Campbell

Thomas C. Capek

Jonathan F. Clark

Marilyn G. Clark

James A. Crum

Julie A. Dabbelt

Robert J. Detrick

Nancy J. Epstein

Colin D. Evans

Robert K. Falkner

Norma J. Ferkula

Lavonne M. Fleming

Blythe A. Friedley

David P. Hottenstein

Rhonda E. Jones

Diane T. Keil-Roe

Bryon N. Kirker

W. Fred Kloots, Jr.

Daniel M. Kronauge

Heather M. Kyte

John H. Landen, Jr.

Stephanie A. Larcom

Kim M. Limes

Howard A. Marusa

Thomas R. Mertz

Robert D. Moening

John F. Musser

Gloria Penwell

Richard S. Pilat

Paula S. Reiter

Carolyn M. Rodeffer

Michael A. Sarno

William A. Shattuck

Kathryn A. Shivener

John N. Shultz

Crystal Sowers

Leonard C. Stayton

Grant M. Sullivan

Jerald L. Tillman

G. Carlton Webb

Eugene Allan Wolf


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The good news is that it doesn’t have to be like this! Let’s first take a look at what causes an agency to be placed in this position. The renewal process starts when the monthly expira-tion list is dis-tributed – typi-cally anywhere from 90 to 150 days prior to the renewal date. Many times, this list sits without being looked at for the next 30-60 days. There is inconsistency among account managers within most agencies as to what is done with the list. Some order loss runs; some have marketing strategy meetings; some send information gath-ering packets to the client or set up an appointment to review the account; and some just allow the account to renew as is with limited to no client contact.

Many agencies rush to send incom-plete applications to numerous carriers to block the competition from quoting. Many of these submissions contain last year’s underwriting information because

“there has not been time” to gather up-dated information or “the client has not been responsive” to the request. There is also an excessive amount of remarketing being done. Thus begins the time con-suming process of back-and-forth phone calls between the underwriters, agencies and clients as they attempt to piece to-gether a viable submission that contains all of the required underwriting infor-mation and associated supplemental ap-plications to get an accurate quote.

The continuous last minute urgency in beating the renewal date deadline causes a lot of frustration in many agen-cies. The account managers have become more like clerical paper pushers instead of professional insurance consultants. They have lost control of their desks and daily processing backlogs have become the norm. As a result, true, pro-active client service suffers.

Causes of CL Processing Problems

Of course there are some underlying reasons that cause most of these problems surrounding the marketing of renewals:

Lack of ownership of the renewal processAbsence of a strict renewal timelineInconsistencies in how accounts are handled and who handles themLimited accountabilityPoor data integrity (staff does not

Improving Commercial Lines Account Marketing

Is your agency experiencing a little stress getting business placed in today’s marketplace? Have putting out fires, meeting last minute deadlines and jumping through hoops become commonplace with

your renewals? Has the staff’s daily routine been dictated by constant turmoil? Is it difficult to keep up with the rapidly changing markets and underwriting guidelines? Does the staff really look forward to coming to work every day? If any of this sounds familiar, welcome to the independent agency experience.

trust the data on the agency manage-ment system)Client underwriting information is stored in numerous placesMultiple carrier submissions are be-ing sent with the prospect of only re-ceiving a minimal number of quotesProposals do not adequately pre-fill from the database and Paper processing backlog continues to increase.

While staff tends to blame the carriers for delays, the truth of the matter is that the agency has the ability to be in total control of every piece of the renewal pro-cess except the time frame for receiving quotes from the carriers and receiving the actual renewal policy. Many agen-cies have difficulty in seeing this because no one has taken full ownership of the renewal process

Owning the Renewal ProcessThe account manager needs to own the renewal process. By this I mean they must control, complete and/or delegate each task of the renewal process to ensure the various specific timeframes are met. One individual - totally responsible for making sure everything comes together when it’s supposed to. This assigns accountability and eliminates overlapping of roles between producers, marketers, account managers and account assistants. The account manager (or delegated individual) should:

Send submissions to only the carriers that can be responsive to the clients’ coverage needsRemarket only those accounts where the premiums and/or coverages can truly be improvedEvaluate the true need for spend-ing significant time quoting multiple marketsWork on building a stronger client relationship in order to minimize the time spent remarketing with numer-ous carriers over and over again.Consider developing a Stewardship program for larger accounts. This will enable the agency to stay in con-tact with the client more consistently throughout the year and make the re-newal process less of a burden. It also places an emphasis on the client rela-

tionship and redirects the focus away from renewal dates and anticipated price increases.

Renewal TimelineCreate a renewal timeline that identifies specific tasks, responsibilities and roles. Organize the best use of the staff’s time throughout the year to maximize productivity and growth opportunities. The appropriate renewal timeline for your agency should be created by looking at the renewal process in reverse order. Decide when you would like to receive your renewal policies from the carriers and then work backwards to determine when:

You need to bind coverageYou need to put your proposal togetherYou have to have your quotes from the carriersYour submission must be sentYou must have collected the updated renewal information from your clientYou must hold your renewal strategy meeting, and finally whenYou need to run the expiration list in order to accomplish all of the above time frames you have set

The best proven time for beginning the renewal process is 120-150 days prior to the renewal.

Whoever is responsible for collecting updated renewal information from the client should be held accountable for:

Gathering all necessary information (including supplemental applications) within the specified time frame

Communicating with clients to stress the importance of gathering data ear-lier to enable an opportunity to pro-vide better rates, carriers, coverages, service, etc. and

Creating templates that make it as easy as possible for the client to pro-vide updated information within the required timeframes.

As information is received, the ac-count manager should update the agency management system immedi-ately. This will make the submissions process an easier task. Your underwrit-ers will look forward to receiving time-

ly, complete and accurate submissions. Eventually the agency will begin to receive quotes sooner than the current experience.

Keeping Renewal Information TogetherInformation management is instrumental to the renewal marketing process. All client underwriting data regarding the marketing process should be kept in one place that the staff agrees to use. This will make it easier to review an account, create and track carrier submissions, and put a final proposal together for the client. Use of the agency management system, scanning system or a combination of both will work as long as the process is standardized within the agency. Some agencies use a “Marketing Analysis Document” (a plain Word document) or “Marketing Activity” to record all pertinent information for every carrier submission in one place. This makes it easy for anyone to find the immediate status of the account. Many agencies have implemented a specific scanning procedure for their marketing process. Documents included in the submission are scanned to a “submission file” and then e-mailed to the underwriter as an attachment.

Agency Proposal TemplatesWhen all of the quotes are finally received from the carriers, it is time to put the final proposal together for the client. There should be an agency proposal template that prefills all client data directly from the agency manager system that limits the need for corrections and rewrites. The agency should not allow the “core” proposal to be altered, but additional pages can be added as necessary to customize for a specific account, including the attachment of schedules electronically. The entire process for creating a final proposal should not take a lot of time.

After coverage is bound and the re-newal policies are finally received from the carrier, they should be processed immediately (verified, invoiced, agency management system updated, cover let-ter written, etc.) and sent out to the cli-ent. The worst thing to do is to put them in a pile until all of the policies are re-ceived for that account. This immediate-ly adds to the backlog, makes it difficult for the accounting department to recon-

A Proven and Profitable Process

continued on pg. 12

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cile the account to the carrier statement and does little to improve the service to your client. If the client wants to receive all policies at the same time, the agency should still process each policy upon re-ceipt to ensure any needed corrections are ordered immediately.

Centralized MarketingThe concept of “Centralized Marketing” is taking a foothold in a number of agencies. Marketing responsibilities are handled by a marketing person or department as opposed to having account managers and producers involved in the marketing process. This allows the staff to focus on their strengths, improves carrier relationships, raises the level of client service and creates capacity within the organization. Carriers actually like to limit their contacts with an agency as it improves communication tremendously. The challenge for the agency is to determine exact transition points when responsibility is transferred from producer to marketing to service staff. In most agencies, a centralized marketing department is primarily created to

handle new business submissions. As the comfort level and expertise increases, the remarketing of larger renewals is added to the department’s responsibilities.

New Business Marketing PlanThe agency should also have in place a new business marketing plan. This document describes the type of business the agency wants to write, but more importantly, it lists the types of business that should not be written. Do not be afraid to walk away from new business if it does not fit within your marketing guidelines. I have seen so much time and effort wasted on attempting to place accounts that are outside of the agency’s capabilities. Either the agency does not have the standard markets to write the account adequately; or there is a lack of in-house expertise to service it properly; or there is not enough lead time to develop an adequate submission.

Successfully Managing ChangeThe most difficult part out of all I have discussed above is to get the staff and producers to change the way they are

currently doing things and adopt a consistent process. Don’t expect them to do it on their own. Someone needs to be assigned to monitor the entire process to ensure that the agency’s new standards, time frames and roles are being maintained. A strong quality management program that holds staff accountable for their actions and non-actions will meet with great success.

Please keep in mind that an effec-tive marketing process is not achieved overnight. Routine meetings and open communication with the staff and car-riers is essential. The agency’s manage-ment team must also continuously sup-port the process by providing the tools and leadership required to implement these changes. Many agencies across the country have already successfully met the challenge. With the current econo-my, now is the best time to set the wheels in motion for your organization. n

Source: Kel Plasket, principal of Operations Management Consulting, LLC. Kel pro-duced this article for the Agents Council for Technology (ACT). kplasket @hughes.net

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agENts COuNCIl fOR tEChNOlOgy

Ohio Insurance | Winter 2010

In the first case, the Virginia Bureau of Insurance fined an agent $1,000 on September 22, 2009, for not having a written security plan as well as for other infractions. The second case occurred on the Pacific Coast when the Oregon Commissioner fined a non-resident Washington agent $11,000 on October 23, 2009, for failing to have a written security plan and discarding applications containing clients’ personal information in a dumpster without shredding them.

State & Federal Privacy Laws

Agents need to be aware of the general business and insurance specific security and privacy laws, regulations and administrative letters that apply to them in states where they hold non-resident licenses or where individuals they insure are residents. For example, the new Massachusetts privacy law which goes into effect March 1, 2010, applies to “all persons that own, license, store or maintain personal information about a resident” of Massachusetts.

The federal Gramm-Leach-Bliley Act (GLB Act) requires businesses to proactively implement administrative, technical, and physical safeguards to protect customer non-public personal information. Many states have enacted laws and regulations to implement the GLB Act for the insurance industry in their state. Overlay onto these requirements the Security Breach

Notification laws that have passed in 45 states and the District of Columbia.

We are now starting to see state privacy laws move from the implementation of general safeguards to much more specific requirements. For example, the Nevada law and Massachusetts law (March 1, 2010) specifically require that email containing “personal information” be sent in an encrypted manner. This would include, for example, personal information submitted on commercial applications. The Massachusetts law in addition would require the encryption of personal information contained on laptops and mobile devices because of the higher risk posed that these devices will be lost or stolen. In fact, this law provides a good checklist of specific issues agencies will want to include in their security plans.

What is Covered “Personal Information?”

Each agency should review how “per-sonal information” is defined in its vari-ous Security Breach Notification and privacy laws. “Personal information” in the Massachusetts law includes first name and last name or first initial and last name in combination with any one or more of the following data elements: (a) Social Security number; (b) driver’s license number or state issued identifica-tion card number; (c) financial account number, or credit or debit card number,

with or without any required security code, access code, personal identification number or password. Some other states do not require “name” to be an element if identify can be stolen from possession of just the other elements.

A threshold question agencies need to ask is: do I even need or want to keep certain categories of personal information? Then it is important to limit access to it to only those employees who need to see it. Finally, what can I do to mask the information when it is viewed on my system, as well as to encrypt it?

Other Relevant Federal Laws

Agents using credit reports and drivers license information must also be aware of the federal laws governing them such as the Fair Credit Reporting Act, Fair & Accurate Credit Transactions (FACT) Act, Drivers Privacy Protection Act and Identity Theft Red Flags Rule which govern how credit reports may be used and properly disposed of, the limitations on the information contained on electronic credit/debit card receipts, how personal information on MCRs may be used, and who must have a written system to flag potential identity thefts. IIABA members can logon to www.iaba.net (Legal Advocacy tab, “Memoranda & FAQs”) for a good overview of these laws, as well as Gramm-Leach-Bliley.

Similarly, if agents are handling personal medical information, they should be very familiar with the strict privacy protections required by HIPAA for that information. Agents should consult their professional advisors as to how new HIPAA requirements for “Business Associates” will affect them when they go into effect on February 17, 2010. They should also be familiar with the new HIPAA Breach Notification Rule (See Legal Advocacy tab, “Memoranda & FAQs”).

Resources Available to Assist Agencies

The Massachusetts Association of Insurance Agents has prepared an excellent prototype Security Information Plan to assist agencies in formulating their written plans in anticipation of their new privacy law, which they have given ACT permission to make available nationally. While this document provides

a great starting point, it is important for each agency to appoint a security champion charged with working with the agency’s employees to draft and implement a security plan that fits well with the agency’s particular practices and procedures and tracks the relevant state and federal laws that apply to the particular agency.

The Virginia Bureau of Insurance has produced an excellent checklist of questions agencies should ask when developing a security plan. Also of interest is a list of categories of confidential information that agencies may want to include in their plans.

Agents will find some very helpful resources at the “Security & Privacy” quick link on the ACT site (www.iiaba.net/act) as well as:

“Protecting Agency Customer Information from Identity Theft” (2006) provides a great overview of the major security risks that agencies face that need to be incorporated into an agency’s security plan.

“Independent Agent’s Guide to Systems Security (2005) includes a self-assessment security checklist and sample security plan. This plan contains a lot of helpful detail in assuring the security of an agency’s systems, but it will need to be updated to track the most recent state privacy laws applying to the agency.

Guidance for using TLS email encryption for sending secure email includes articles, FAQs, a list of carriers supporting TLS, as well as recorded webinars and PowerPoints with detailed TLS implementation notes.

ACT’s work to assist agencies in implementing appropriate security measures is ongoing. Currently, its Agency Security Best Practices Work Group is identifying recommended security practices and procedures for agencies to consider in areas such as password management. We expect the group’s report to be published in the first quarter of 2010. n

Source: Jeff Yates is Executive Director of the Agents Council for Technology (ACT), which is part of the IIABA. [email protected]

Insurance Agents Fined for Not Having Written Security Plans

Recent headlines have underscored the importance of agents having written security plans to protect the privacy of their client’s personal information. Not only could a breach of clients’ personal

information devastate an agency’s reputation: it is likely to result in the agency’s having to undertake time consuming and costly actions on behalf of clients whose personal information is compromised. And now there is the very real possibility of incurring a fine. Just as a well managed agency takes specific steps to protect against E&O risk, it needs to have a written security plan, incorporate the plan into its procedures, train its employees to implement these procedures consistently, and monitor for compliance.

20

yOuNg agENts

What is a Young Agent?two words sum up your future and the future of the independent

agency system: Young Agents. Young Agents are the next generation and future leaders. Now is the time for Young Agents to seize all

of the opportunities available to them and prepare to assume the mantel of leadership within their agency and the independent agency system.

Big ‘I’ Young Agents Committee

The purpose of the Ohio Big ‘I’ Young Agents Committee is to provide independent agents under the age of 40, or with less than five years experience in an independent insurance agency, with an avenue to enhance their development and advance their careers in the insurance industry.

The Ohio Big ‘I’ Young Agents com-mittee is made up of agency principals and producers who are at different stages in their careers. The group wants to fos-ter an environment where they can meet with colleagues who are around their same age to promote the Big ‘I’, launch the next generation of independent agency system leaders, build involvement in and activism for legislative issues vital to the future of the insurance industry, and develop awareness and participation in the Ohio Big ‘I’ and National Big ‘I’ activities.

continued on pg. 22

Young Agents at a recent educational seminar


yOuNg agENts

The committee, through the encour-agement of camaraderie, will also pro-mote the involvement and support of Young Agents in the mission and core values of the Ohio Big ‘I’: Integrity; Ethical behavior; Member focus and benefit; Political influence; Proactive leadership; and Professionalism.

Opportunities for Young Agents

Participation as a Young Agent exhibits dedication and commitment to the industry. It gives Young Agents a firm foundation and background to get involved at the state and national levels on committees and in a leadership role.

Opportunities for Independent Agencies

Agencies, new and old, turn to Young Agents for fresh ideas and talent. They realize the important and vital role Young Agents play in protecting their agencies and perpetuating the independent agency system. They understand the potential return to their agencies through their networking and communication with industry peers.

Opportunities for Insurance Carriers

Investing in Young Agents really pays off. It provides an unprecedented opportunity to reach Young Agent leaders. The relationships you make today could secure the future of your company tomorrow.

What’s Available?Involvement in legislative advocacyProgram discountsScholarship Availability to

National EventsNetworking with peersEmail correspondence of particular

interest to Young Agents

The list of advantages attributable to the Young Agents goes on and on. But in order to be successful, Young Agents must actively participate and agencies and companies must support their involvement. Together, we can secure the future of the independent agency system. n

For more information on the Young Agents Committee, contact the chairman, Jimmy Wiseman at [email protected] or (740) 446-3643.

24

REgIONal MEEtINgs

Save the Dates!

Building Your Insurance Business Online

Social media has changed the world in which we do business. Insurance agents are well positioned to benefit from the rise in social networking and online communities because our business is rooted in relationships. And when it comes to social media, it has less to do with technology and everything to do with relationships. Learn what steps you need to take to prepare your agency for social media and how you can leverage an online presence to grow your business.

Presenter Katie Herbst leads web marketing initiatives at Westfield In-surance. A graduate of Ohio Univer-sity’s E.W. Scripps School of Journal-ism, Katie has spent the past 9 years with Westfield managing the corpo-rate website and spearheading the de-velopment of social media strategy and policy at the company. Holding the Certif ied Insurance Counselor (CIC)

and Certif ied Insurance Service Rep-resentative (CISR) designations, Katie works to educate independent agents about how social media is changing the insurance industry. She is focused on helping insurance agents deliver value and build relationships with cus-tomers through the web and speaks on this topic at local and national events.

Ohio Workers’ Compensation in 2010: Rates, Roles and Responsibilities; How understanding them can maximize savings for your client

Today’s economy has Ohio employers facing financial challenges that many have not had to deal with in years past. One of those challenges is deciphering recent changes adopted by the Ohio Bu-reau of Worker’s Com-pensation and the direct impact they have on employers’ premiums. Many of the recent changes to the Ohio Administrative Code directly translate into an increase or decrease for employers workers compensation premi-ums. This program will demonstrate the im-portance of knowing how employers BWC rates are calculated. It will also explain recent changes as well as demonstrate how em-ployers can impact their premiums and what BWC alternative programs have to offer.

Presenter Patricia Nichols has 19

2010 Ohio Big ‘I’ Regional Meetings

the new decade brings many opportunities for agencies to expand their market share. Social Networking, Facebook, Twitter, etc are buzzwords that have been around the past few years and agencies need to understand how they are changing the marketplace, and how they can harness it to their advantage. The

Workers Compensation industry in Ohio has undergone significant changes in recent years which are starting to show on your clients’ bottom line, and they will need your assistance to guide them through the changes. The Big ‘I’ is here to help with timely seminars on both of these topics at our 2010 regional meetings.

May 3 — Findlay May 7 — Columbus May 10 — Cincinnati May 14 — Independence

years of experience with human resource management, workers’ compensation, safety and customer service. Her current role is Client Services Manager at Careworks Consultants Inc., (CCI) . Pat has worked with several industries such as construction, manufacturing, insurance and health care. In years past, some responsibilities included risk analysis, HR policy & procedure development, new hire training and implementing behavior based safety programs. In addition to her Medical Assistant certification, Pat holds the nationally recognized Professional in Human Resources (PHR) designation from the Human Resources Certification Institute. She has been an active member in the national Society for Human Resource Management since 2000. n

Each regional meeting is scheduled for 10:00am to 1:00pm. Lunch will be provided and a short business meeting to elect new Trustees will be held too.More information on registration for these events will be available in the next few weeks.

26

INsuRaNCE INdustRy

The binder is a temporary insurance contract which substitutes for the policy until it is issued. Although there is less information on the binder than that contained in the actual policy, the binder represents all of the terms and conditions of the policy itself, from the actual coverages to any required notice of cancellation, and it provides proof of coverage until the policy is available. The evidence of insurance forms, on the other hand, may contain more detailed policy summary information (such as the coverages and limits provided by the policy), but they grant no rights to the recipient and are provided for informational purposes only.

It has recently come to our attention that some national lenders are refusing to accept the current (2006) editions of the ACORD 27 and ACORD 28 as evidence of insurance and are insisting that prior (2003) editions of these forms be provided. As your agent, we are unable to provide the prior editions for the important reasons explained below.

First, the older editions of these forms inappropriately suggested that the form recipients were being provided with certain rights under your insurance policy, and the forms were revised because they were not in compliance

Providing Proof of Insurance Coverage to Your Lenderwhen property is fi-

nanced, the lending in-stitution will generally

insist upon evidence of insurance in accordance with requirements in the loan agreements. While the insurance policy provides such evidence, it is rarely available by the time of the closing of the loan. As a result, evidence of insurance is often provided by a binder (also known as the ACORD 75) or by an Evidence of Property Insur-ance form (ACORD 27) or Evi-dence of Commercial Property Insurance form (ACORD 28).

with the laws and legal requirements of most states. The current editions of these forms now include statements clarifying that the forms are for informational purposes only and confer no rights to their recipients. Under the insurance laws of most states, only insurance policies and binders can confer policy rights — and those documents must be filed with state insurance regulators.

Second, any agent or insurance company who provides a lender with a document purporting to extend policy rights could be in violation of state insurance laws if it is not filed as a policy form, and the ACORD 27 and ACORD 28 are not filed as policy forms.

Third, these forms are created, published, and owned by the ACORD Corporation. According to the licensing agreement that allows us to issue their forms, a prior edition of a form cannot be used beyond one year after the date of publication of a new version of the form. Therefore, the licensing agreement bars use of the previous editions of the ACORD 27 and ACORD 28.

Binders are often provided to lenders as proof of coverage, and the insurance laws of most states require lenders to accept binders for this purpose in lieu of the actual policy. The ACORD 27

and ACORD 28 forms are, in contrast, provided simply as a courtesy to the lender to summarize more policy detail than is included in the binder. However, only the binder or policy actually grants policy rights sought by lenders.

While binders provide sufficient proof of coverage to lenders, it should be noted that insurance industry representatives recently spent more than a year discussing the potential development of an expanded binder form for use by the lending community. The proposed expanded binder would have extended rights as only a binder or policy can, while also incorporating additional policy details of interest to lenders. The insurance industry’s offer was unfortunately declined by some lenders who continue to request certain documents that insurers and agents are simply unable to provide due to legal restrictions.

Although state insurance laws and contractual licensing restrictions prevent us from providing certain outdated forms, we would be pleased to provide your lender with an insurance binder (ACORD 75) and/or the current versions of the evidence of insurance forms (the ACORD 27 or ACORD 28 ). n

Source: IIABA.


offspring return to the nest, primarily for financial reasons, a situation that’s becoming more of a concern for this group.

Just when they were looking forward to more freedom for themselves, they are stuck in the middle between the obligation of an older parent and the lack of financial independence from their own offspring.

This can place greater cash flow pressure on their portfolio than it was designed to accommodate. It was meant

to provide for the retirement years of two persons, not six or eight. The loss of one or both working spouses could make the whole house of cards fall.

For those facing this type of situation as well as others, Boomers are coming to terms with a longer work life, since that’s what it will take to gain a financially secure retirement.

This situation offers advisors an opportunity to help these Boomer clients. For example, a combination of Indexed Annuities (IA) and Long-Term

Care Insurance can be wrapped around a client’s remaining portfolio to increase its stability.

The IAs offer safety, a tax shelter, the possibility of a higher rate of return, based on an index without investing in the stock market and, at the same time, a guaranteed rate of return. At the same time, Long-Term Car Insurance can help avoid the unnecessary use of retirement funds to pay for costly nursing home bills.

5. Wealth transfer to kids and from grandparentsOne of the priorities of “the Greatest Generation” has long been passing on the fruits of their success to the next generation, a goal that has been realized to an extraordinary extent.

Is that dream coming to an end? Will a combination of attrition and estate taxes dim it? Ironically, it was life insurance that formed the inheritance the Boomers’ parents delivered to their children! The proceeds of life insurance policies helped start businesses, provided down payments for homes and paid for the kids’ education.

Advisors can help restore the Boomer dream of providing for their children by using life insurance to offset their portfolio losses and investing in 529 accounts to help their grandchildren pay for a college education.

As Boomers move through the experience of a severe loss of asset value, life insurance emerges as a logical investment to become an unexpected opportunity for Advisors.

Today’s Boomers are far different from those of even a few years ago. Bain & Co., partner, Eric Almquist makes clear how they have become more financially conservative. “One of the unique things in the Western world is that you have a huge group of pre-retirement baby boomers, a huge number of people who are asking, “Can I live off my savings and social security for the rest of my life?”

Life insurance professionals can offer their Boomer clients needs so that they will have sufficient funds for an adequate retirement lifestyle. nSource: Patrick Herndon, is national sales manager of First American Insurance Underwriters, a life insurance brokerage based in Needham, MA.

salEs

They were the first of the “non-traditionals,” those who were open to new ideas and experiences and who ventured farther in their thinking and living, which was possible by new technologies.

The Boomers were major benefactors, and perhaps the impetus, for a new financial services industry that made them owners of American business with the advent of mutual funds. Life companies responded to this challenge with new products: the Universal Life revolution.

That was then, but this is now. The world of the Boomer has changed, the result of unexpected events that are affecting their financial priorities. In effect, the firm ground where millions of Boomers have lived so long has shifted with earthquake force.

Without question, an extended Recession is changing the way Boomers see their situation, and therefore, the future. Long the keepers of an “endless optimism,” they are far more cautious and concerned, particularly as they see age 65 staring them in the face and realize that the last 30 years of their lives may not be as work-free as they had long thought.

The decimated real estate markets in Florida, California, Nevada and Arizona, all Boomer enclaves, dramatize the shattered dreams of a fantasy retirement lifestyle for millions of those born in the late 1940s through the mid-1960s.

While the Boomer situation has changed dramatically, it has opened new opportunities for helping the members of the nation’s largest single generation re-invigorate their dreams. But it will take advisors who are willing to work with clients who are going through a variety of

life-altering experiences, whose thinking is being shaped by new and unpleasant circumstances. As always, reality shapes opportunity and it’s no different with the “new” Boomers.

1. Change in financial circumstances While those age 20 to 40 face employment and financial challenges, Boomers’ situation is different. They have far less time to recoup lost resources due to the drop in the real estate market, decline in the stock market or the loss of a job.

Many Boomers, including the highly affluent, are going through a “tough” period as they reassess their lives, as well as their financial circumstances. For many, the shock is leaving them reeling. As one blogging Boomer writes, “After the shock wears off, Baby Boomers will take the necessary steps to manage with less. Those of us who fondly recall the sixties will not be taking trips around the world or inviting the children to our luxury ski chalet for the holidays, but I don’t know many people who find such amenities essential.”

The words form the mission of any advisor who wants to serve Boomers. The task is one of serving as an understanding and patient counselor who helps clients sort out their responsibilities, hopes and realistic situation. Call it what you like, but it’s earning the business.

2. Care providers for elderly parentsArthur Giddon of Connecticut celebrated his 100th birthday as Honorary Bat Boy at a Red Sox game, a replay of the time when he was a bat boy in 1922 for the old Boston Braves when he chatted a moment with Babe Ruth. He was

pictured wearing a Red Sox shirt with “100” on the back and his daughter at his side.

More than a human interest story, it’s a sign of the times – the middle-aged “child” caring for the aging parent. It’s also the story of how they are going to support themselves and provide for their parents at the same time. It is how they are going to manage the double demands of caregivers and managing their own lives.

Until now, many Boomers not only believed their parents had adequate financial resources for retirement, but could also help them, if necessary. That picture has changed dramatically, due to diminished investments, loss of jobs and fading home values.

More than ever, this is the time to be talking seriously with clients about long-term care protection: they can see, perhaps for the first time, that they will have fewer funds available should they face some time of costly extended care. “Where will the money come from?” is the question.

3. Overcoming loss of assetsWith the sizable loss of assets in the recent market down turn and the reality of a long climb back, the monthly Social Security check is taking on new significance as far more than merely a rely convenient potential hedge against inflation.

The use of life insurance to fill the gap is now vital for the Boomer pre-retiree. Ironically, perhaps, term insurance, which has long been the product of choice for the “young family,” can be the preferred product for Boomers. An inexpensive 30-year term insurance plan with good convertibility, for example, makes sense if the gap needs to be filled longer for the surviving spouse.

4. A re-nesting of the family Many Boomers are experiencing something of a boomerang, as grown

Marketing to the New Boomers — They Aren’t Your Last Year’s Boomersthe nearly 70 million Baby Boomers have long been a huge target

for life insurance professionals, as well as everyone else seeking to sell to this unprecedented demographic. Better educated and more

successful than any other generation, Boomers have enjoyed the enormous benefits of the burgeoning ranks of those known as “professionals.”

Ohio Insurance | Winter 2010 3130

CONtINuINg EduCatION

Date City Course Name Time CE Credits CostMarch 10 Perrysburg The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40March 16 Kings Island E&O Loss Control 9:00am to 4:00pm 6 $89/$99March 17 Fairborn The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40March 18 Greenville The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40March 18 Chillicothe Certificates of Insurance 9:00am - Noon 3 $35/$45 Ohio FAIR Plan 1:00pm - 4:00pm 3 $35/$45March 23 Columbus The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40March 25 Cambridge Rental Cars 9:00am - Noon 3 $30/$40 Ohio FAIR Plan 1:00pm - 4:00pm 3 $30/$40April 7 Lorain The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40April 8 Independence The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40April 13 Bellville The Devil is in the Details 9:00am - Noon 3 $35/$45 Rental Cars 1:00pm - 4:00pm 3 $35/$45April 15 Xenia The Devil is in the Details 9:00am - Noon 3 $35/$45 Rental Cars 1:00pm - 4:00pm 3 $35/$45April 21 Findlay The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40April 22 Columbus Certificates of Insurance 9:00am - Noon 3 $30/$40 The Fundamentals of General Liability 1:00pm - 4:00pm 3 $30/$40April 27 Boardman Rental Cars 9:00am - Noon 3 $35/$45 Ohio Fair Plan 1:00pm - 4:00pm 3 $35/$45April 28 Canton Rental Cars 9:00am - Noon 3 $30/$40 Ohio Fair Plan 1:00pm - 4:00pm 3 $30/$40April 29 St. Clairsville The Devil is in the Details 9:00am - Noon 3 $35/$45 Rental Cars 1:00pm - 4:00pm 3 $35/$45April 29 Independence Certificates of Insurance 9:00am - Noon 3 $30/$40 The Fundamentals of General Liability 1:00pm - 4:00pm 3 $30/$40May 20 Hudson The Devil is in the Details 9:00am - Noon 3 $30/$40 Rental Cars 1:00pm - 4:00pm 3 $30/$40May 20 Greenville Major CGL Topics 9:00am - Noon 3 $35/$45 The Fundamentals of General Liability 1:00pm - 4:00pm 3 $35/$45May 25 Lima Rental Cars 9:00am - Noon 3 $35/$45 Ohio Fair Plan 1:00pm - 4:00pm 3 $35/$45June 2 Columbus NFIP Flood Seminar 8:00am - Noon 4 $45/$45 Ohio FAIR Plan 1:00pm - 5:00pm 4 $45/$45June 3 Fairborn NFIP Flood Seminar 8:00am - Noon 4 $45/$45 Ohio FAIR Plan 1:00pm - 5:00pm 4 $45/$45June 4 Perrysburg NFIP Flood Seminar 8:00am - Noon 4 $45/$45 Ohio FAIR Plan 1:00pm - 5:00pm 4 $45/$45June 10 Cambridge CE Cafeteria: The A La Carte Menu 9:00am - Noon 3 $30/$40 CE Cafeteria: The Full Meal Deal 1:00pm - 4:00pm 3 $30/$40June 17 Fairborn CE Cafeteria: The A La Carte Menu 9:00am - Noon 3 $30/$40 CE Cafeteria: The Full Meal Deal 1:00pm - 4:00pm 3 $30/$40July 27 Columbus E&O Loss Control 9:00am - 4:00pm 6 $89/$99Sept. 21 Independence E&O Loss Control 9:00am - 4:00pm 6 $89/$99Sept. 22 Findlay E&O Loss Control 9:00am - 4:00pm 6 $89/$99

Below is a listing of the courses offered by the Ohio Big ‘I’ for the first half of 2010. You can register for all the classes listed below at www.ohiobigi.com under the Education button.

Big ‘I’ CONTINUUM Schedule

32

OhIO BIg ‘I’ NEws

Frank was born in Columbus in 1925, graduated from Northwestern University with a degree in mechanical engineering and served as a Navy Engi-neering Officer in World War II. Frank spent over 50 years in the insurance industry and was president of Atkin-son-Dauksch Agencies and Chief Ex-ecutive Officer of Corroon & Black. In later years he started CEI Consulting in which he taught CE courses and also provided consulting and expert witness testimony.

Frank began his association with the Ohio Big ‘I’ in 1969 when he joined the property liaison committee. He went through the chairs on the board of trustees and served as president in 1975-1976. Frank was a constant figure at our annual meetings and his friendship and expertise will be sorely missed. n

In Memoriam: Frank Loehnert, Jr.

Frank Loehnert, Jr, former Ohio Big ‘I’ president, passed away at the age of 84 in late November after battling health issues during the last year. Many members knew Frank for his tireless work on behalf of the industry and for his vast knowledge of all things insurance.

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