© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page

March/April 2016

© Copyright

network through technology, educational

opportunities and more.

Chubb plans to enhance products and

services in the upper middle market.

How will agents and brokers benefit

from this?

People don‘t tend to think about bad things

that can happen to them until after they‘ve

happened. But the high net-worth customer

faces unique risks and has very different

insurance needs than the rest of the market.

Our goal is to make sure we provide

services up front to help our clients mitigate

or prevent losses.

We have employees called risk consultants

who go to a customer‘s house equipped

with thermographic cameras so they can

look to see if there are any issues behind the

walls of the home and give the customer

advice on how to take care of it. Chubb‘s

risk consultants can offer information about

mitigation devices that the client might want

to install based on the structure and location

of their home.

So if the client has a home in the northeast

April 8, 2016 (See Page 19)

ITEC Seminar/Cubs vs Dbacks game

Chase Field—Big ―I‖ Night #1

April 13-15, 2016

CIC Commercial Property Institute Embassy Suites Phoenix North

May 16-20, 2016

Annual Super CISR Week

ITEC Classroom—Phoenix

May 17, 2016

ITEC Seminar/NYY vs Dbacks game

Chase Field—Big ―I‖ Night #2

May 30, 2016

Memorial Day Holiday

IIABAZ Offices Closed

On January 14, six months after the companies first

announced their plans for consolidation, ACE finalized its

acquisition of Chubb.

The new company is using the Chubb name as the world‘s

largest publicly traded property-casualty insurer, boasting

operations in 54 countries, exceptional financial strength

and a broad range of personal and commercial insurance

products. What can independent insurance agents and brokers expect from the new

Chubb?

How will the company address ongoing transformation in the personal lines insurance

market? And what‘s next for the high net-worth customers that comprise Chubb‘s

personal lines insureds?

Jacqueline Connolly from IA Magazine (Independent Agents) sat down with Frances

O‘Brien, division president of Chubb‘s North America Personal Risk Services for some

answers.

How is the new Chubb doubling down on its commitment to agents and

brokers by providing more coverage options and expertise?

The combined organization has a very strong balance sheet that supports our

clients‘ risk and our ability to pay claims. So there is no concern about capital. What

agents have told us about the new Chubb is that they‘re concerned that the market

has become more consolidated and their customers will have fewer options. Do

customers have all the choices they may want to build their insurance program?

What sets us apart from the rest of the market is that we have over 35 years of

experience in the high net-worth personal lines space, so we have a much deeper

understanding than any other carrier about our customers‘ risks—what can go wrong,

how to prevent it and how to repair it if it does go wrong. Collectively, we probably

have handled more than two million claims over all these years, so we have a much

deeper understanding of our customer than any other carrier out there. We‘ll be taking

the best products and services from the combined organization and building upon those

and developing new products and services to meet our clients‘ changing needs. And

we‘ll also be looking at the best ways to continue to support our agent and broker

Gun Regulations

vs CGL Coverage Page 28

Completed Operations—

What The ISO CGL Says Page 4

How To Avoid Windows

10 Until You’re Ready Page 18

SPRING

ISSUE

Continued on Page 10

By: Jacqueline

Connolly

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 2

Chubb Exec Outlines Priorities for New Company Completed Operations—How Does the ISO CGL Policy Define It? Big “I” Pushes Back On Commission Cuts Important NFIP Changes Effective April 1, 2016 Big “I” Webinars / Big “I” Reaction to Closure of Google Compare Additional Insureds vs. Indemnitee—An Examination Leslie Hess Appointed as Interim Director of the Arizona DOI Online Training for New Hires by The National Alliance How To Qualify for a Homeowners Discount from Travelers Adjusters Say The Darndest Things Agents Council for Technology Releases Hard Trends Report Windows 10 Automatic Updates and How to Delay Them Use Snip.ly to Increase Traffic to Your Social Networking Efforts Insurance for Arizona’s Uber & Lyft Drivers Is Here Fraud Training Center IIABAZ Education & Training Safeco Insurance Announces 2016 Mountain Region Advisory Council CGL Coverage Explained Concerning Firearms Laws What Salespeople Can Learn from the 2016 Presidential Race Big “I” Praises Legislation to Ensure Responsible Update of OT Rules 2016 Arizona CIC & CRM Conferment Ceremony Celebration

Cover Page 4 Page 5 Page 7 Page 8 Page 12 Page 14 Page 14 Page 15 Page 16 Page 17 Page 18 Page 20 Page 21 Page 23 Page 25 Page 27 Page 28 Page 30 Page 31 Page 32

ACUITY Insurance Company AmShield Insurance Company Berkshire Hathaway Guard Insurance Companies Burns & Wilcox, Ltd. CopperPoint Insurance Companies The E&O Department EMC Insurance Pekin Insurance Company Preferred Property Program SECURA Insurance Companies Selective National Flood Insurance

Page 9 Page 11 Page 5 Page 24 Page 31 Page 26 Page 13 Page 3 Page 15 Page 22 Page 6

March 28

The U.S. Senate voted to censure

President Jackson for the removal of

federal deposits from the Bank of

the United States—1834

Constantinople and Angora changed their names to Istanbul and Ankara

respectively—1930

A streaker ran onto the set of "The Tonight Show starring Johnny

Carson"—1974

March 30

Pancho Villa killed 172 at the Guerrero garrison in Mexico—1916

Actor Robbie Coltrane (Hagrid from the Harry Potter series)

was born in Rutherglen, Scotland—1950

In the Peanuts comic strip, Charlie Brown finally cracked his

first home run—1993

March 31

Actor Ewan McGregor was born in Perth, Scotland—1971

Google announced it would introduce a new FREE email

service called Gmail—2004

April 4

In Kangra, north India, a 7.8 magnitude earthquake killed 20,000 people,

and caused nearly 3 million Rupees in damage—1905

Humanitarian Martin Luther King, Jr. was assassinated in Memphis, Tennessee—1968

April 5

The Mayflower sailed from Plymouth, MA, on a return trip to

England—1621

A discotheque in Berlin was bombed by Libyan terrorists, prompting the

U.S. to attack Libya with warplanes ten days later—1986

April 7

The U.S. recovered a hydrogen bomb it had lost off the

coast of Spain—1966

Oasis singer Liam Gallagher and actress Patsy Kensit were

married (and they divorced in 2000)—1997

April 12

A catcher's mask was used in a baseball game for the first time by James

Alexander Tyng—1877

U.S. President Franklin D. Roosevelt died in Warm Spring, GA of a cerebral

hemorrhage at the age of 63, and Harry S Truman became president—1945

Paul Simon and Art Garfunkel released their hit ―The Boxer‖—1969

April 15

Leonardo di ser Piero (da Vinci) was born in Vinci, Florence (present-day

Italy)—1452

The General Electric Company was founded in Schenectady,

New York by Thomas Edison and 3 others—1892

In San Francisco, Jerry Garcia's remaining ashes were

scattered near the Golden Gate Bridge after a small portion

of his ashes had been scattered in the Ganges River in India

on April 4th—1996

April 19

The American Revolution began in Lexington, Massachusetts—

1775

During the Cold War, Soviet clowns in Moscow led by

Konstantin Berman lampoon U.S. foreign policy—1949

Blondie went to # 1 on the singles chart with 'Call Me',

featured in the Richard Gere movie 'American Gigolo‘—1980

March 22

The Gutenberg Bible was the first major book printed using

mass-produced movable type—1457

The U.S. Congress outlawed polygamy—1882

Actor William Shatner born in Montreal, Canada —1931

March 23

Commissioned by President Abraham Lincoln, explorers Lewis

and Clark, reached the Pacific coast, and began their return

journey to the east—1806

The University of California (now in Berkeley) was founded in

Oakland, CA—1868

British Lieutenant Ernest Shackleton and two

others found the magnetic South Pole (which has

since been challenged)—1909

March 25

The city of Venice was founded—421

Film and book critic Gene Shalit was born in New York

City, New York—1926

Elvis Presley performed live in Pearl Harbor, Hawaii and raised $62,000 for the U.S.S. Arizona memorial— fund—

1961

The Boston Patriots became the New England Patriots—1971

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 3

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 4

A claim arises from a general contractor insured’s work. All work had been completed except the customer’s walk-through and acceptance.

Q: "We believe this constitutes a completed operation, but the CGL

insurer does not believe it is completed until accepted. What do you

think?"

A: ―The answer is in the ISO CGL definition (emphasis mine):

‗Products-completed operations hazard‘:

a. Includes all ‗bodily injury‘ and ‗property damage‘ occurring away

from premises you own or rent and arising out of „your product‟ or

„your work‟ except:

(1) Products that are still in your physical possession; or

(2) Work that has not yet been completed or abandoned. However,

„your work‟ will be deemed completed at the earliest of the following

times:

(a) When all of the work called for in your contract has been

completed.

(b) When all of the work to be done at the job site has been

completed if your contract calls for work at more than one job

site.

(c) When that part of the work done at a job site has been put to its

intended use by any person or organization other than another

contractor or subcontractor working on the same project.

Work that may need service, maintenance, correction, repair or

replacement, but which is otherwise complete, will be treated as

completed.

b. Does not include ‗bodily injury‘ or ‗property damage‘ arising out

of:

(1) The transportation of property, unless the injury or damage

arises out of a condition in or on a vehicle not owned or

operated by you, and that condition was created by the "loading

or unloading" of that vehicle by any insured;

(2) The existence of tools, uninstalled equipment or abandoned or

unused materials; or

(3) Products or operations for which the classification, listed in the

declarations or in a policy schedule, states that products-

completed operations are subject to the General Aggregate

Limit.

The work the contract calls for has been completed. The inspection

and acceptance of the work is part of the upstream party‘s rights

and duties, not the contractor‘s. The contractor is done. Even if

the inspection calls for further service, correction, repair or

replacement, the work itself is completed.

Also note that ‗work‘ refers to ‗your work,‘ which is also a defined

term:

‗Your work‘:

a. Means:

(1) Work or operations performed by you or on your behalf; and….

That means ‗your work‘ does not include inspection and

acceptance, which the upstream party performs after the work

is done.‖

Author: Bill Wilson CPCU, ARM, AIM,

AAM—Director of the Big ―I‖ of America‘s

Virtual University.

When is an Operation

Completed Under the

ISO CGL Policy?

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 5

A troubling trend has emerged in the health insurance marketplace:

Insurers in several states have reduced agent and broker

commissions for individual health insurance plans.

In many cases, insurers have eliminated commissions for all

individual plans. In other cases, insurers suspended commissions

for certain metal categories, such as gold plans, and lowered

them for others, such as bronze plans.

To fight these actions, the Big ―I‖ recently sent a letter to Kevin

Counihan, U.S. Department of Health and Human Services (HHS)

director and marketplace CEO, expressing the association‘s

concerns. The link for said letter is: http://www.iamagazine.com/

docs/default-source/pdf%27s/commissionsletter.pdf?sfvrsn=0‖.

In the letter, the Big ―I‖ makes it clear that the association believes

this practice will negatively impact consumers and create instability

in the marketplace. The Big ―I‖ also makes the case that it is within

the authority of the Centers for Medicare and Medicaid Services—

the department within the HHS that oversees the Affordable Care

Act—to help address these issues. The letter argues that, if an

insurer provides agents and brokers with one commission rate

during open enrollment and then reduces rates for the remainder

of the plan year, an individual‘s access to coverage and all channels

of consumer assistance will diminish.

The Big ―I‖ also believes this reduction of agent and broker

commissions stems in part from implementation of the medical loss

ratio (MLR), which limits the amount of money insurance companies

can spend on ―administrative costs.‖ Unfortunately, the MLR

includes agent and broker commissions as part of those costs.

In addition to expressing the association‘s concerns regarding the

MLR to the HHS, the Big ―I‖ continues to advocate on Capitol Hill

for two pieces of legislation that would exclude agent commissions

from the MLR. In the U.S. Senate, the Big ―I‖ supports S. 1661, the

―Access to Independent Health Insurance Advisors Act,‖ by Senators

Johnny Isakson (Republican-Georgia) and Chris Coons (Democrat-

Delaware). In the U.S. House of Representatives, the Big ―I‖

supports H.R. 815, the ―Access to Professional Health Insurance

Advisors Act of 2015,‖ by Representatives Billy Long (Republican-

Missouri) and Kurt Schrader (Democrat-Oregon). Both pieces of

legislation will be topics of discussion at the Big ―I‖ Legislative

Conference in April.

Author: Wyatt Stewart—Senior Director of Federal

Government Affairs, Big ―I‖ of America

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 6

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 7

Selective strives to keep agents informed of these changes, to ensure they’re prepared to service customers and consult with potential prospects. Below is a high-level summary of the most recent changes, which take effect April 1, 2016. The link to access the full bulletin is http://www.nfipiservice.com/Stakeholder/FEMA7/ATTACHMENT%20A%20-%20Summary%20of%20the%20NFIP%20April%202016%20Program%20Changes%20final.pdf.

Review the full bulletin (use the link above) to read all scheduled rate changes by flood zone

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 8

The Independent Insurance Agents & Brokers of America issued

the following statement from Robert Rusbuldt, Big ―I‖ president

and CEO:

―With the shuttering of Google Compare, independent insurance

agents are well-positioned to take advantage of the marketplace

void via TrustedChoice.com: the online platform that links

consumers with independent agents and independent agency

companies. The closing of Google Compare doesn‘t lessen the

consumer appetite for online shopping. In fact, consumer

shopping for insurance has exploded on TrustedChoice.com as

consumers come to understand the ease of use and value added

by Trusted Choice® independent insurance agents and brokers.

―Independent agents and brokers continue to increase their

digital presence and marketing, while using TrustedChoice.com

for both personal and commercial lines to ensure they are doing

business the way consumers prefer.

―Consumers have choices on where to look for insurance, and

TrustedChoice.com is increasingly becoming the preferred way

to find an independent insurance agent, who offers a variety

of coverages and options.‖

That‘s https://www.trustedchoice.com/.

Article provided by: Margarita Tapia—Director of

Public Affairs, IIAB of America

Can you imagine purchasing a new car an never turning on the

Air-Conditioning or the radio? Why not use them? You have

purchased them, and other than fuel consumption there is no

additional cost. This is also true with MANY benefits you

currently have at your disposal because of your membership

in the IIABAZ.

The National Association‘s Virtual University has produced and

continues to add to their library of ―mini-webinars‖ – many at

NO COST to members. Some are available at a very reasonable

fee, but there will continue to be a library of mini-webinars that

are available as a benefit of membership. Please note that the

requirements for CE credit varies from State to State and

Arizona has many requirements which prohibit some of the

programs from qualifying for CE, but call Ray Garcia in our

office and he can provide you with other options for CE Credits

available from classes offered at no charge to members.

You can sign up for access to the Virtual University in a matter

of minutes. If you don‘t have access and a password please

contact Terri Edwards in our office and she will walk you

through the process. It is as easy as turning on the radio and

as convenient as air-conditioning.

Here is an example of what is in store:

by Jennifer Becker

Big "I" Virtual University (VU) experts are providing upcoming

education opportunities—don't miss out!

In fact, the first one is in the books! On March 7, Bill Wilson,

VU director, and guests hosted the First Monday LIVE!, a free

monthly webcast. They will occur on the first Monday of every

month, to discuss what‘s happening in the wide world of

insurance. Each 30-minute webisode covers current topics like

car sharing, concealed weapon laws, legalized marijuana and

legislative issues, along with their insurance implications. The

March session will feature conversations about drones,

hoverboards, driverless cars and other hot topics.

March 23: Horrible Commercial Lines Policy Forms and

Endorsements to Avoid or Be Wary Of will examine

commercial lines policy forms and endorsements which

businesses should avoid in their insurance programs.

Discussion topics range from concern about who's to blame

to non-ISO and ISO policy forms and endorsements. The

webinar will also leave time for questions and answers and is

pending approval for Arizona CE credit.

April 20: Sign up for the Pollution... You're Not Properly

Insuring It! - Unbelievable Fun With Pollution Exclusions to

learn how pollution exposures transcend your expectations

about hazardous materials. The most common pollutants are

actually fungus, mold and bacteria—and this webinar will give

you an overview of standard CGL and commercial property

exclusions as well as an in-depth review of frequently

overlooked fungus, mold and bacteria exposures and case

studies. Attend to learn how important it is to recognize the

exposures and choose the appropriate environmental

insurance product. This webinar will soon be approved for

Continuing Education credit here in Arizona.

If you were unable to attend previous webinars, visit the

recorded webinar page to access free resources, including the

Certificates of Insurance – 2015 Edition webinar.

For more information: send an email to bestpractices@iiaba.net.

Google’s exit creates opportunities for Big “I” agents and TrustedChoice.com in digital universe.

Three Big ‘I’ Virtual University

Webinars Airing Soon

YOU HAVE PAID FOR IT – ENJOY THE MAXIMUM BENEFIT

Foreward by: Lanny Hair, CIC, AAI, ARM,

RPLU, IIABAZ Executive Vice President

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 9

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 10

where they‘re subject to freezing temperatures, there are devices

that will shut the water off if a pipe bursts. The risk consultant may

also suggest ways to lessen the chance of a pipe bursting, such as

making sure they‘re properly insulated. If the customer has a home

in a hurricane zone, we can offer advice on how to protect the

building with proper construction and shutters. Out in the western

states where there‘s been an increase in wildfires, we offer a service

called Wildfire Defense Services that our customers can sign up for.

If there‘s a wildfire encroaching on their property, Wildfire Defense

will help protect their property through a three-pronged approach:

they clear the property of anything that could be considered fuel;

they may set up sprinkler systems to wet down the property; and

if worse comes to worst, they can apply a fire-retardant gel onto

the home to help protect it if an ember lands on it. And there are

many other services we offer, depending on the specific exposures

to which the customer may be subjected to.

How is the personal lines industry changing in terms of

marketing, agency education, tech and risk services?

Our agents have told us that they have a couple of needs that

carriers can help them with. The first is recruiting good talent and

being able to train that talent to be advisors for high net-worth

clients as opposed to the general market. Two years ago, we started

a program with the Wharton School that we refer to as the CAPI

program—Certified Advisor in Personal Insurance.

Our objective is to provide our agents with a perspective on the

types of risks that high net-worth customers are facing to protect

their financial and physical assets so they are able to properly advise

their customers. We want to help agents and brokers enter into that

conversation in a way that adds value beyond just placing the home-

owners or auto insurance policy.

We‘re currently in the middle of our second class of agents and the

feedback we‘ve received on the CAPI Program has been outstanding.

Agents have told us that this program is taking them to the next level

in working with their clients as well as their clients‘ other advisors.

Here at IA, we hear many of our personal lines agents

citing a focus on high net-worth clients as the foundation

of their success in this area. What do you see in the future

for high net-worth personal lines and how does the new

Chubb fit into this marketplace?

I‘ve worked in in this market for more than 30 years and have

watched as it has continually evolved. From an agent/broker

perspective, technology is rapidly changing how they conduct their

day-to-day business. In addition, agents and brokers are no longer

viewed solely as insurance experts, but rather as trusted advisors

who can provide end-to-end risk mitigation support. And our

customers have moved more toward a hands-on approach to

insurance; they want to be knowledgeable and involved in the

process of protecting their assets.

The risks have also evolved and Chubb is continually looking at

what‘s ahead and thinking about how it will affect our clients and

how we can protect them. Consider the Internet of Things. Is there

a way for us to create services around IoT that will help better

protect our customers? For example, if the home is connected, can

you be alerted before a claim happens? As the market continues to

evolve, we‘ll continue to play a role in identifying new risks for our

customers, new solutions to protect against loss and new

opportunities for our agents. (Editor’s note: If you aren‘t familiar

with ―the Internet of Things‖, you should read https://

en.wikipedia.org/wiki/Internet_of_Things.)

This summer, Evan Greenberg (Chubb President and CEO)

said the new Chubb will ―behave like a small company even

though we’re large.‖ What are your thoughts on how

Chubb will continue to deliver innovation and product

customization despite its enormous, global reach and

presence?

That is the way we‘ve been talking about Chubb‘s personal risk

services. It‘s the best of both worlds. When the customer or the

agent calls us, we are a small town. We know their name, we take

care of them, we give them great service, we respond in a quick

manner and they speak to a real person. But on the other hand, we

take advantage of our size to make sure that we are looking at the

latest technology to improve our product and service offerings to

our customers, and to innovate where other smaller companies

may not be able to.

Author: Jacquelyn Connolly—Senior editor of

Independent Agents magazine.

Continued from Cover Page

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 11

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 12

Below are several ―Ask an Expert‖ questions we have received that

imply or explicitly state the belief that an additional insured and an

indemnitee are the same thing.

―I write CGL for a contractor based in MS and working in

MS. The owner is a public entity (school system) and the

owner's attorney is requiring the insertion of this phrase on

the COI: ‗All of the Contractor's contractual liabilities, including but

not limited to its indemnity obligations, are covered by the

Commercial General Liability policy.‘ The general contractor has

provided a 100% performance and payment bond for the project,

in favor of the Owner. The contractor has also purchased a Builders

Risk Policy for the full value of the work. We have a superb general

contractor with a long history of completed projects and happy

owners. Regardless, it seems that the owner's counsel is trying to

turn the CGL into a bond. Is this assumption correct, and what are

the potential repercussions of putting such language on a COI?" –

Mississippi agent

―Under form CG 00 01 04 13, if an individual is required

to provide a municipality with an additional insured

endorsement, is it necessary since an insured contract

includes ‗An obligation, as required by ordinance, to indemnity a

municipality, except in connection with work for a municipality.‘ If

there is no need for an additional insured endorsement, is there

anything that the additional insured endorsement would provide in

addition to contractual liability?‖

―In the past, we have not been individually adding

Additional Insured endorsements, relying on them being

an indemnitee in the ‗insured contract‘ wording of the

CGL or BOP policies, which gives them AI status without endorsing

that on the policy. Our state now has a law that says if we put AI

status on the certificate, we MUST have an AI endorsement added

to the policy. Is this correct or can we still rely on ‗indemnitee in

an insured contract‘ and not go to the trouble or expense of using

AI endorsements?‖ – Texas agent

―Our insured sells and repairs boats. A parts supplier has

asked to be added as a CGL AI. The insurer says there is

no ISO form to do this. I am wondering if the contractual

coverage under the policy would take care of this.‖ – South Dakota

agent

These are two totally different things. Contractual liability

coverage deals with indemnity while an AI endorsement

deals with insurance. If you have been relying on contractual

liability coverage rather than AI status, you have a HUGE E&O

exposure. One of the top authorities on this is VU faculty member

Craig Stanovich, CPCU, CIC, AU who explains:

An ―insured contract‖ is separate and distinct from additional

insured coverage. The former is coverage for the municipality‘s

contractual obligation to indemnify the municipality under a

non-insurance indemnity provision; the latter is a requirement of

insurance from your customer for the municipality by adding to

your customer‘s CGL policy the municipality as an insured. So the

municipality needs to be added by endorsement to the CGL as an

additional insured. You may wish to consider this article excerpt

which explains the difference between an additional insured and

contractual indemnity:

Too often, an indemnitee is thought to automatically have the

status of an insured or additional insured on the CGL policy of

the indemnitor. Using our illustration of tenant and landlord, the

landlord does not have the status of an insured or additional

insured on the tenant's CGL policy merely as a result the

indemnity agreement.

Contractual Confusion. The confusion seems to stem from the

failure to distinguish insurance from indemnity obligations. As it is

very common for the landlord to be listed as an additional insured

on the CGL policy of the tenant in addition to the indemnity

agreement, it is too often assumed that the an indemnitee is an

additional insured. Put another way, because additional insured status

and indemnity agreements are so frequently seen together, they may

seem indistinguishable from one another or at least appear that

one is the result of another, i.e., an indemnity agreement

results in additional insured status. The reasoning seems to

be that if the contract fits within the definition of "insured

contract," such as a lease of premises agreement, it follows

that "insured contract" also means the landlord is

automatically an additional insured. This belief is simply

mistaken. An indemnitee is not an insured.

The tenant's CGL policy must be amended to extend coverage to

provide additional insured status to the landlord. Just because the

contract happens to be an "insured contract" does not

mean the tenant's CGL provides additional insured status

to the landlord. In other words, the indemnitor's CGL

policy must be amended to include an additional insured

endorsement to provide the indemnitee the status of

additional insured. To repeat—having the status of

indemnitee is not the same as being an additional insured.

Excerpted from:

―Contractual Confusion – Assuming the Liability of Others‖

Contractual liability coverage for ―insured contracts‖ extends

indemnity to the other party but usually not defense outside limits.

If you have a $1M CGL policy and a lawsuit against the other party

under an ―insured contract‖ results in a judgment of $900,000 and

Continued on top of Page 19

Additional Insured vs. Indemnitee: Are Contractual

Liability Coverage and AI Status the Same Thing?

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 13

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 14

When someone new to insurance and risk management joins

your team, you naturally want to give them every possible

advantage to succeed for themselves and for your organization.

One of the most cost effective ways to provide vital early training

is through The National Alliance's online Introductory Series.

These programs, designed by industry learning experts, put

everyone on the same page, familiar with all the principles and

terminology of the trade. Best of all, we have filled out the series

with some courses that were not available until now.

So let's start with what's new:

Employee Benefits

Introduction to Employee Benefits - An Overview

Your new hire will learn to:

Define employee benefits and why employers offer benefits

Identify the risk concepts for both the employer and the

employee

Describe the regulations impacting employee benefits

Identify and describe the types of benefits employer currently

offer

Introduction to Employee Benefits - Retirement Plans

Recruits will be able to:

Explain why employers offer retirement plans

Describe how employees choose their retirement plan offering

Explain the regulations impacting retirement plans

Define basic retirement plan terminology

List the various retirement plan offerings

and briefly describe each Describe a financial planning benefit, along

with the pros and cons of offering this to

employees

Commercial Lines

Introduction to Property & Casualty Insurance

Introduction to Commercial Property Insurance

Introduction to Commercial Casualty Insurance

Introduction to Commercial Miscellaneous Exposures and Coverages

Personal Lines

Introduction to Personal Auto Insurance

Introduction to Personal Residential Property

Life and Health

Introduction to Life and Health Insurance

While CE credit is not available for these courses, participant

evaluations report both excitement about the convenience of the

learning platform and a more professional introduction to their

careers. Each course is priced at only $30.

Let your new recruits know that a solid foundation for additional

educational programs is just a computer or laptop away! To find out

more and to get signed up, please visit: http://www.scic.com/news/

introductory_courses_new_offerings_for_new_hires.

On February 9th, Governor Doug Ducey appointed Leslie Hess as the Interim

Director of the Arizona Department of Insurance.

Hess has worked in the insurance and financial services industries, both the private and public sector, for over 25 years. Hess was with

the Department of Insurance for 12 years as deputy receiver and legal advisor. She was with the Arizona Legislative Council for 2 years

and worked for the Arizona Corporation Commission, Securities Division for over 6 years in legal counsel positions. Early in her career,

Hess worked for both Merrill Lynch and Bear Stearns in New York. Most recently, Hess served as the director of compliance and

corporate secretary for Oxford Life Insurance Company and its subsidiaries.

Hess holds a Juris Doctor degree from George Washington University Law School in Washington, D.C. She is licensed to practice law in

both Arizona and New York. Born in New York, Hess has lived in Arizona since 1991. Hess is married with one daughter and two dogs.

Press release by: Scott Greenberg, Chief Operating Officer

NEWS

HERE

AT

HOME

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 15

The Travelers Companies, Inc. announced on March 9th that

customers with qualifying smart home devices are now eligible for

a discount on their homeowners insurance. Smart smoke detectors

and security systems that alert homeowners through their

smartphones may qualify for the Protective Device discount from

Travelers, which is available countrywide.

―Creating a smart home with a variety of innovative connected

devices can provide many benefits to consumers, including helping

to keep their families and property safe,‖ said Elaine Montgomery-

Baisden, Chief Underwriting Officer of Personal Insurance at

Travelers. ―Our newly expanded Protective Device discount is one

more way our customers who are using these products may benefit.‖

Travelers remains committed to staying at the forefront of

advancements in home technology. The company has installed

connected devices of all kinds at its Claim University facility to test

the systems and educate its claim professionals about smart home

technology.

Travelers is also the exclusive insurance sponsor of the CNET Smart

Home in Louisville, Kentucky, which will provide further insights into

how smart home products behave, interact and test in everyday

environments. The link for the CNET Smart Home is:

http://www.cnet.com/paid-content/travelers-smarthome/

Press release by: Sperry Mylott—Auto and Homeowners

Media Relations, The Travelers Companies, Inc.

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 16

Years ago, I jointly developed a seminar with faculty member

John Eubank called ―How to Battle an Adjuster...and Win Every

Time!‖ (Without boring you with specifics, or elaborating on

the death threats, we late renamed the seminar ―How to Win

Friends...and Influence Adjusters.‖

The seminar focuses on policy gray area and, through dozens

of case studies (actual claims and court cases), applies a

methodology to convince the adjusted that the insured‘s/

agent‘s interpretation for coverage is just as valid as the

adjuster‘s initial basis for claim denial.

However, sometimes a claim denial arises that defies logic

and reason. So now John is suggesting that we develop a

seminar called ―Adjusters Say the Darndest Things‖ (being

wary of more death threats, I‘m currently balking on this

challenge). Here‘s a personal lines example of such a claim

that faculty member David Thompson passed along:

―An insured was moving and loaded clothes and

personal property into her car. She placed a

magnifying glass on the leather seat if her car and

left it there for a few hours. When she returned,

she discovered sunlight had burned a hole in the seat. The

adjuster denied the claim on the premise that it was not within

the definition of ‗accident‘ in the policy, defined as a ‗sudden,

unexpected and unintended course.

The applicable policy defines ―accident‖ to be ―a

sudden and unexpected and unintended

occurrence.‖ The same policy defines a ―loss‖ to

include ―Direct and accidental loss of or damage

to your car.‖ Under the other-than-collision

(OTC) coverage, the insuring agreement says, ―We will pay for

loss except by collision, but only for the amount of such loss in

excess of the deductible.‖

So, for the insuring agreement to be triggered, there must be

a ―loss. For there to be a loss, we must have ―direct and

accidental loss.‖ (As an aside, note that we have a definition

within a definition…‖loss‖ is essentially defined to be a ―loss‖.

These types of ―circular‖ definitions don‘t hold up well in court,

so that alone is enough to warrant redrafting of the contract.)

Now we see that the key word is ―accidental.‖ Was this

―accidental‖ as defined by the policy? Was this a ―sudden,

unexpected, and unintended‖ occurrence? As David pointed out

in his email, it‘s unlikely that the insured intended to burn a hole

in her car seat. As such, the damage was probably unexpected.

That leaves ―sudden.‖

Since the loss took place over a period of time, perhaps the

adjuster interpreted that to not be ―sudden.‖ However, most

courts do not interpret the term that way. ―Sudden‖ usually

applies to the insured‘s discovery of the loss. In other words,

if an insured knows that a loss has been continuing over a

period of time, that‘s usually not covered… and many, if not

most policies have an exclusionary provision for ―neglect.‖

In addition, as David‘s research discovered, dictionaries define

―sudden‖ to mean: (1) ―an unexpected occurrence; a

surprise‖ (Webster‘s 1998 edition), (2) ―Happening without

warning; unforeseen‖ (American Heritage dictionary), and (3)

―Happening or coming unexpectedly‖ (Merriam-Webster). In

other words, ―sudden‖ means unexpected or unforeseen, a

surprise...and it appears likely that the insured did get a surprise.

Yes, indeed, adjusters do sometimes say the darndest things.

For an example of a commercial lines case on this premise,

go to: http://www.independentagent.com/Education/VU/

Insurance/Commercial-Lines/CGL/Exclusions/

WilsonAdjusters02.aspx.

Author: Bill Wilson CPCU, ARM, AIM,

AAM—Director of the Big ―I‖ of America‘s

Virtual University.

I’ve often said that it’s inexcusable when a

claim is denied for no reason other than “It’s

not covered.” The insured is owed a reason for

a claim denial, by contract or law. However,

sometimes when I hear the reason, I think

perhaps that it’s better I didn’t know because,

to paraphrase Art Linkletter, “Adjusters

sometimes say the darndest things!”

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 17

The Agents Council for Technology (ACT) Strategic Future Issues

Work Group has released the first phase of an initiative to identify

key trends that affect the future of the independent insurance

agency system.

―The real value of the Hard Trends Report is the great discussions

and involvement of so many in the creation of the report,‖ says Rick

Morgan, ACT Strategic Future Issues Work Group chair and senior

vice president of Aartrijk in Springfield, Virginia. ―We expect the

release of the report to generate further discussion on the

challenges and opportunities these trends present.‖

The following seven trends were identified and evaluated in phase

one:

1. Mobile First: Mobile, along with social and cloud computing, is

what has enabled the cultural transformation and the emergence

of the connected consumer. Mobile cuts across everything and

will change the insurance products offered, how they are

presented, and interaction on services.

2. Social Culture/Digital Transformation/Internet of Me:

This trend reflects the broad influence and impact that social

and digital are having on all aspects of our society, including

our business lives. This ongoing transformational change is an

expansive, strategic trend that has grown from social web tools

and digital technology.

3. Connected Society: Connectivity is expanding from

consumers to business and even ―things‖— all aspects of our

physical world are being connected.

4. Demographic/Segmentation & Personalization: This

trend encompasses diversity in every sense of the word: age,

ethnicity, culture, gender and connected vs. non-connected.

5. Growing Availability of Big Data and Actionable

Business Intelligence (―BI‖): New technologies and

techniques are enabling the capture and analysis of more and

more data (big data). Agencies and carriers are able to integrate

BI into their decision-making in real time, enabling them to

understand their consumers and operations better.

6. Changing Nature of Insurance Risk: Changing social norms,

applications of technology, climate change and all of the trends

noted above and more are changing the types of risks that

consumers and businesses are facing.

7. Information Security & Privacy Regulation – Cyber

Liability: In addition to federal and state regulations for

security plans and procedures, the costs of data breaches will

become more expensive to businesses. Growing risks also

create opportunities for carriers and agents to provide coverage

and risk management guidance to clients.

―ACT is pleased with the Strategic Future Issues Work Group‘s

report and efforts to identify, update and discuss trends in the

independent agency system,‖ says Ron Berg, ACT executive

director. ―Although these technological developments and trends

often present challenges, they‘re also blooming with opportunities

for agencies to build their business and provide better service.‖

The complete report is available on the ACT website.

The report has also resulted in a list of industry ‗Must Do‘

undertakings which will drive key actions needed by ACT work

groups such as Customer Experience, Security Issues, and Mobile,

as well as other industry programs such as the Big ―I‖ Diversity

Task Force. As an example, one of the key objectives is to

proactively respond to the trends to create an enhanced customer

experience. The Strategic Future Issues Work Group is directing

these actions now.

Article provided by: Margarita Tapia—Director of

Public Affairs, IIAB of America

AGENTS COUNCIL FOR TECHNOLOGY RELEASES HARD TRENDS REPORT Seven industry trends—from mobile technology to diversity—will impact independent agency system’s future.

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 18

As you may know, Microsoft has released their newest desktop

operating system update: Windows 10.

Microsoft is very proud of Windows 10 and the reviews have

generally been very positive. They want you to upgrade your

computer to the newest platform and Microsoft is pushing

hard for you to do just that.

I never did upgrade to Windows Vista or Windows 8. There

were just too many

problems and issues.

I am quite satisfied

using Windows 7 for

the time being. I will

upgrade to Windows

10 – when I decide it is

time. I‘ll likely upgrade

when I get a new

computer.

Microsoft did announce

that for consumers

wanting to upgrade

their existing Windows

8 or Windows 7

machine, they could

upgrade for free during

the first year after the

release. This is a good

thing.

But what is not a good thing is Microsoft‘s constant use of

pop-up messages reminding you that this upgrade is available.

Even worse is Microsoft's recent announcement that it will

automatically upgrade Windows 7 and Windows 8 systems

through Windows Update over the next few months unless

you tell it otherwise.

So, if you want to make sure your current system is not

automatically updated, you will likely need to change some

settings on your computer.

Note: Your system administrator has probably already

completed the steps necessary to delay this upgrade.

But, you may want to check your computers at home.

To prevent Microsoft from automatically installing Windows 10

on your Windows 7 computer, you should do these things:

1. Open Windows Update through your Start Menu.

2. Click Change Settings.

3. Under Important Updates, choose

"Check for updates but let me choose whether or not to

download and install them."

4. Under Recommended Updates, check "Give me

recommended updates the same way I receive important

updates."

5. Click OK.

Step #4 above is

not necessarily

intuitive. The

Windows 10

update will soon

become a

recommended

update.

Microsoft is

being so

aggressive that

even after you

do this, it will

indicate you have

a problem with

Windows

Update through

its Taskbar icon

"Solve PC

issues."

You should just ignore this notification.

Microsoft previously stopped "mainstream support" of Windows

7 in January 2015. This means that Windows 7 doesn't benefit

from new features, and you can't call Microsoft for free help.

However, Windows 7 continues to receive all-important

security fixes. Microsoft plans to maintain Windows 7 "extended

support" until January 2020, when security fixes will no longer

be provided.

You will need to upgrade to Windows 10 at some point in the

not too distant future. Changing this setting will allow you to

control when that update is done.

Author: Steve Anderson, CIC—Executive editor of The

Anderson Report, and a National CIC Faculty member.

Steve‘s Tech Tips website can be accessed at

http://techtips.steveanderson.com/.

How to Delay Windows

10 Automatic Updates

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 19

the defense, court and related costs are $600,000, the other party

gets $1M. If the other party is an AI, the policy pays $1,500,000. If

you were supposed to add this party as an AI and you didn‘t, look

for large E&O claim.

If the contract requires AI status, reliance on any contractual

liability coverage without AI status is a breach of contract and

will likely have penalties for your customer spelled out in that contract, such as refusal to pay for work performed. In addition,

since the other party is not an AI, in the absence of a clearly

applicable waiver of subrogation, the insurer could seek

contribution from the other party to the extent of their own

liability.

Also, some states prohibit the contractual transfer of risk via an

indemnity agreement, but allow such transfer as an AI on an

insurance policy, so you could have a HUGE E&O exposure, perhaps in excess of your policy limit. There are many reasons

why an indemnitee and AI are two very different things.

To read the full article from which the above excerpt was taken

go to: http://www.irmi.com/articles/expert-commentary/contractual-

confusion-assuming-the-liability-of-others.

Do you need to brush up on AI

and COI issues? If so and you are a

Big I member, we have two FREE

archived webinars:

http://www.independentagent.com/

Education/Webinars/Pages/

recorded-webinars/Free.aspx

There is a 2013 Additional Insured webinar and a 2015

Certificates of Insurance webinar that everyone in the agency

involved with these issues can attend at no cost.

Continued from Page 12

Your Big "I" Professional Liability risk management team has

created a resource for Big "I" members that you and every

member of your staff should have on hand at all times. It's a

printable wallet card entitled "What to do when an E&O

incident occurs." Print them on card stock and distribute to

your staff to ensure that when a situation arises you and your

staff will have the proper steps at your fingertips.

Download the printable wallet card at http://

www.mmsend66.com/link.cfm?r=160983142&sid=

92233513&m=12368369&u=IIABA&j=32783446&s=http://

www.independentagent.com/SiteAssets/TFT/2016/Mar15/

BigIProfessionalLiabilityWalletCard.pdf.

Learn more about Big "I" risk management resources at

www.iiaba.net/EOHappens.

Always be prepared...

Additional Insured vs. Indemnitee: Are Contractual

Liability Coverage and AI Status the Same Thing?

Author: Bill Wilson CPCU, ARM, AIM,

AAM—Director of the Big ―I‖ of

America‘s Virtual University.

If this article interests you and you‘d like to attend a two hour

seminar that is VERY closely related, we have one for you. For

$35, you can attend our two-hour seminar titled ‖Contractual

Liability versus Additional Insureds‖ on April 8th from 3:00—

5:00 PM at Chase Field in Phoenix. Your admission to the class

is also your ticket to that evening‘s game between the Dbacks

and the Cubs. For a registration form, please go to: http://

www.iiabaz.com/Education/SiteAssets/Pages/FindClass/default/

Contractual%20Liability%20seminar%20at%20CHASE.pdf. You

may also buy additional tickets. Contact John Hatton in the

Education Department at john@iiabaz.com for more info!

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 20

by Steve Anderson http://techtips.steveanderson.com/

One of the strategies to Mastering Your Internet Presence that will

increase your visibility online is to share articles you think might be

of interest to your target audience. This is why every agency should

be consistently sharing interesting articles on platforms such as

Facebook, Twitter, LinkedIn, and Google+.

This type of Content Curation — reading and then sharing

interesting information — is one of the better strategies to use.

For me, the goal of sharing articles is to always have someone go

to my website and begin engaging with me.

The problem with posting a link to an article on someone else's

site is not having the opportunity to send them to my website

when they finish reading. I just have to hope they will want to

learn more about me and what I offer.

Lately, I have been using a service called Snip.ly that helps solve

this problem.

Snip.ly shortens the original URL of the content I want to share into

a snip.ly link. This link places a call to action button at the bottom

of the original post on the website where the article is hosted.

The Snip.ly call to action button allows me to drive some traffic back

to my website with a simple click.

You can start using Snip.ly for your social sharing by following these

steps:

1. Go to Snip.ly (this is not a .com address) and sign up for a free

account. There are paid options that add more functionality, but

the free account will give you a feel for how the process works.

2. Find an article you want to share on your social platforms. Like

any social share, this should be an article you think would be of

interest to your target audience.

3. Copy the URL of the article into the Snip.ly bar on the

homepage of the website.

4. Click the ―snip‖ button and customize the box that pops up.

You have a lot of control over what the pop-up box will look

like on the page. This is also where you add the web page

(landing page) for readers to visit.

5. Share the Snip.ly link on your various social platforms just like

you would any other link.

There also is a Chrome browser extension

(http://snip.ly/integrations/Chrome/) that makes ―snipping‖ content

very easy. Every time you visit an interesting page, you can ―snip‖ it

right from your browser‘s toolbar and post directly to your social

platforms. This is what I use most of the time.

All accounts come with an analytics dashboard. The panel provides

information such as the number of snips created, the number of

clicks generated, average time on the page, etc.

The goal of all social sharing is to create engagement with your

target audience. Snip.ly has proved to be a very useful tool to share

good curated content and drive people back to my website.

Author: Steve Anderson, CIC—Executive editor of The Anderson

Report, and a National CIC Faculty member. Article reprinted

with kind permission.

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 21

On February 10, 2016, Mercury Insurance announced that it is offering ride-hailing insurance to cover

Uber, Lyft and other Transportation Network Company (TNC) drivers in Arizona. This new coverage will

provide drivers with insurance that will bridge the gap between their personal auto insurance and the coverage

provided by their TNC. Ride-hailing insurance information may be found here:

http://www.mercuryinsurance.com/ride-hailing-insurance/united-states.html.

Ride-hailing drivers have been left without coverage by their insurance companies because of gaps in the

coverage. Mercury’s ride-hailing coverage will fill the gaps and provide drivers with high quality insurance

that will cover them throughout the entire drive cycle. This means that if drivers get into an accident in any

portion of the drive cycle and are liable they will be covered.

“Many Arizonans enjoy driving for companies like Uber and Lyft as a great way to earn a living or make

extra cash because they can set their own hours, be their own bosses and meet new people,” said Jim Reeves,

Mercury’s research and development group manager. “Many of them are unknowingly putting themselves and

other drivers at risk, however, because they don’t have adequate insurance coverage in the event they get into

an accident when their app is on, but they haven’t accepted a ride.

“Mercury wants to ensure these individuals are able to earn an honest living without having to worry about

paying costly repair or medical bills out-of-pocket – and we’ll be able to offer this peace of mind for as little

as 20 cents a day.”

The ride-hailing drive cycle is divided into three periods.

Period 1: Drivers have turned on the ride-hailing app, but haven’t accepted a fare.

Period 2: Drivers have accepted a fare and are on their way to pick up the passenger(s).

Period 3: Drivers are transporting passenger(s) to their destinations.

Mercury’s ride-hailing insurance will extend drivers’ personal auto policies from Period 1 through Period 3

of the drive cycle, allowing them to obtain coverage not provided by their ridehailing companies. This means

that if drivers get into an accident during any period of the drive cycle and have Mercury’s ride-hailing

insurance, they will have coverage above and beyond the coverage provided by their TNC. Mercury’s

ride-hailing insurance will also fix the insured’s vehicle in a covered loss if those coverages had been

purchased from Mercury.

“Mercury has been protecting drivers for more than 50 years. It’s what we do. So, we’re very excited to be

one of the first companies to extend the coverage to ride-hailing drivers and protect not only them, but the

drivers and families with which they come in contact on the road,” said Reeves.

Currently, Mercury’s ride-hailing insurance is also available to California ride-hailing drivers. Go to

http://www.mercuryinsurance.com/ride-hailing-insurance/united-states.html or contact a local Mercury auto

insurance agent to learn more at http://www.mercuryinsurance.com/.

Press Release was provided by Wendi Sheridan of Pacific Communications Group, Mercury’s PR Agency.

MERCURY INSURANCE LAUNCHES RIDE-HAILING

INSURANCE FOR ARIZONA’S UBER & LYFT DRIVERS

Auto coverage will start once drivers turn on for-hire ride-hailing apps.

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 22

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 23

Theater owner Ralph Miller will exit stage left into prison for

two years. He exploited a flood at a theater and a torched another

for hundreds of thousands of dollars in false claims. Rain swelled

the Delaware River, which flooded and wrecked his historic theater

in Bucks County, Pennsylvania. Miller doctored invoices for

$200,000 worth of expensive theater lights and emergency repair

work. He had defaulted on a mortgage on the place after owning it

for 30 years. Miller also torched a venerable summer-stock theater

in Woodstock, New York.

Meanwhile, in Europe….

A Spanish farmer was handed four years in prison for hacking

off his right hand to heist insurance money. Trying to resolve his

financial problems he removed his hand with a sharp blade then

applied a tourniquet. He next drove his car off a curve in the road,

landing in an orange grove. He placed the hand on the car floor, and

burned up the vehicle with gasoline he had lugged along. The farmer

still had the presence of mind to call the ambulance. Rescuers found

him calmly smoking a cigar. He sought payoffs from eight insurers.

Separately, a German insurance agent sawed off his finger and thumb

for 1.4 million Euros in 2014.

Back in the U.S.A....

Finis Jordan did not like his car anymore and torched it

for an insurance payout, Florida prosecutors allege. The Sarasota

County man reported his 2015 Chrysler 200 stolen. Officials found

it abandoned and burned in the woods near his home. Jordan

allegedly kept changing his stories when questioned. He got facts

wrong and made a generally muddled recounting, officials say.

Jordan faces fraud and other charges.

Leighton Gibbs is knee-deep in trouble. The retired Meriden,

Connecticut police officer collected more than $34,000 in workers‘

comp benefits from an alleged injury. Gibbs filed an injury report

with the police department claiming he injured his right knee in the

parking lot while moving his 35-pound gear bag between two police

cruisers. When taken to the hospital, he learned he tore his ACL,

had a bone bruise, and would need a cane to walk. But Gibbs

attended a game dinner and got drunk that night, the state workers‘

comp fraud unit allegedly discovered during its investigation. Gibbs

even wrestled with a man and had to be helped into his brother‘s

car by a retired police officer, investigators say. Gibbs did not report

to his doctors or employers that he injured his knee outside of

work, authorities say.

Two residents of an apartment complex tried to burn their

unit for insurance money while a woman and her two children lived

directly above. A fire broke out at the rental apartment of Brandon

Fondren and Adrianne Davenport. The Great Falls, Montana couple

left before the emergency call. Fondren had taken out a renter policy

just 10 days before the fire and was behind in paying rent. The

couple had also moved many possessions into their van and a nearby

storage shed beforehand. In the storage unit detectives found a fuel

container with gasoline and gauze sticking from the snout. A manual

titled ―Introduction to Fire Origin and Causes‖ also was stored

there. Detectives drove to the apartment and caught the couple

moving items from their shed. Phone calls the couple made while

at the Cascade County Detention

Center showed they planned to

move to Oklahoma with the

insurance money. They urged

each other to ―stick to the plan.‖

Fondren pleaded guilty and will receive 20 years in state prison when

sentenced, with 10 years suspended. The terms of Davenport‘s

sentence have yet to be made public.

Bluefin tuna were Paul Hebert’s white whale. The Gloucester,

Massachusetts man was a feature in the hit reality series Wicked

Tuna. It features fishing boats landing bluefin tuna, which can weigh

hundreds of pounds each. Hebert began receiving federal disability

money before landing the gig. He was unable to work any job, walk

properly, lift weights, or drive for more than short distances, he

claimed. Hebert kept taking disability money while grappling with

the giant fish. Nor did he inform the feds he was making money

arduously making a living on the seas. Hebert pleaded guilty agreed

to repay more than $53,600 and will be sentenced in May with

prosecutors recommending four years of probation. It is unclear

how Hebert thought he could go on national TV for several years

and avoid being discovered.

Former prison guard John Alfonzo Smiley said a former

inmate shot him in the back as Smiley and his wife left a San

Francisco restaurant. The ex-con had recognized Smiley and

wanted to settle a score, Smiley claimed. The wounded guard sought

$4 million in workers‘ compensation, claiming his bullet wound was

work-related. Smiley was off duty with his wife at a sex club and

shot during an argument with another couple after swapping

partners. A simple apology to the DA after their claim was denied

could have avoided prosecution. Instead Smiley and wife Cynthia

Ann Biasi stubbornly stuck to their story, demanding a comp

windfall. They later refused to plead guilty when the evidence piled

up. Smiley and Biasi were convicted and face the court‘s full wrath —

up to eight years and eight months each in state prison.

Nightmarish sequence of attacks, though fake. Stephanie

Settle was attacked and robbed too often to be credible. A burglar

armed with a knife assaulted Settle in her home, she claimed. The

thief stole nearly $15,000 of jewelry and other items, the Asbury,

Iowa woman said. Her insurer paid nearly $5,900. Settle then

claimed a man with a sharp object attacked her in her garage. No

insurance was involved. She invented the incidents. Her wounds

were not fresh and did not match her versions of the attacks,

emergency responders said. Settle copped a plea. She received

two to five years of probation.

To learn more about insurance fraud and simultaneously earn CE credits, visit the BIG ”I” VU Fraud Training Center for on-line courses, resources and daily news. Go to: http://bigivu.learn.com/learncenter.asp?id=178517&sessionid=3-C4545B89-01C7-4250-924D-0997061E2CAE&page=6.

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 24

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 25

Copyright © IIABAZ

EDUCATION

Mr. Ms. Mrs. Preferred Name for Badge:_________________

Name: ______________________________________________________ Designations: ________________________Birthdate:________________ Agency/Company: ____________________________________________ Address: ____________________________________________________ City, State, Zip: ______________________________________________ Telephone: (__________) ______________________________________ E-mail address: ______________________________________________ Seminar: __________________________________________________ Date of Seminar: __________________________________ Check enclosed for _______________, payable to ITEC

Charge to credit card below:

Visa MasterCard American Express

Expiration Date of Credit Card:_____________ Security # ___________

Card #: ____________________________________________________ Print Name: _________________________________________________ Card Billing Address: _________________________________________ Cardholder Signature: ________________________________________

Registrations will not be accepted without form of payment.

Cancellation Policy: ITEC/CISR Cancellations received within 7 business days of a seminar will incur a $25 non-transferable fee. CRIS Cancellations received within 7 business days of a seminar will incur a $50 non-transferable fee. CIC Cancellations received within 7 business days of an institute will incur a $105 non- transferable fee. ADA Policy: We comply with Title III of the American with Disabilities Act

Please let us know in advance of any special needs.

ITEC Registration Form

Upcoming 2016 Classes and Dates

Registration Fees ALL CISR Seminars and William T. Hold Seminars — $175.00 CISR Dynamics of Service Seminars — $185.00 ALL CRIS Seminars — $195.00 Members or $220.00 Non-Members ITEC Supervisory Dynamics Seminars — $225.00 Members ITEC P&C Licensing Plus Seminars — $220.00 Members or $245 Non-Members ITEC E & O Risk Management Seminars — FREE to Members or $100.00 Non-Members ITEC Insurance Ethics and Ethical Issues — FREE to Members ITEC National Flood Insurance Program Seminars — FREE to Members CIC Institutes — $405.00 CIC Ruble Graduate Seminar — $430.00

March 29 CISR Insuring Personal Automobile Seminar Phoenix

April 6 ITEC E&O Risk Management Seminar Phoenix

April 8 ITEC Contractual Liability VS. Additional Insureds Chase Field

April 13-15 CIC Commercial Property Institute N. Phoenix

April 19 CISR Insuring Personal Residential Seminar Flagstaff

April 21 CISR Elements of Risk Management Seminar Phoenix

April 21 CISR Insuring Commercial Casualty I Seminar Tucson

April 26 ITEC Personal Lines Scheduling Jewelry Seminar Phoenix

April 27 CRIS Contractual Risk Transfer Seminar Phoenix

May 4 CISR Insuring Personal Automobile Seminar Lake Havasu

May 16 CISR Essentials of Life & Health Seminar Phoenix

May 17 CISR Insuring Commercial Casualty 2 Seminar Phoenix

May 17 ITEC Seminar—Topic to be announced soon Chase Field

May 18 CISR Insuring Commercial Property Seminar Phoenix

May 19 CISR Insuring Personal Lines Miscellaneous Seminar Phoenix

May 20 CISR Insuring Personal Residential Seminar Phoenix

June 2 ITEC To Fee or Not To Fee (FREE for members) Phoenix

June 8 CISR Insuring Commercial Property Seminar Tucson

June 8 CISR Insuring Commercial Casualty I Seminar Yuma

June 9 CISR Insuring Commercial Casualty I Seminar Phoenix

June 13 ITEC Seminar—Topic to be announced soon Chase Field

June 15-17 CISR Essentials of Life & Health Seminar Phoenix

June 28 CISR William T. Hold Commercial Lines Seminar Phoenix

July 1 ITEC Seminar—Topic to be announced soon Chase Field

john@iiabaz.com (602) 956-1851

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 26

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 27

Cameron Steele will serve as president for the Safeco Insurance Mountain Region Advisory Council,

effective January 1, 2016, Safeco has announced. Dawnyel Smink will be the council‘s vice president. As regional

officers, both also will serve on the National Advisory Council.

Safeco has been using advisory councils for more than 10 years to collaborate with agents on solutions that will

improve the insurance experience for both agents and their customers. Approximately 140 agents sit on eight

regional councils, all managed by agents. The national council includes the president and vice president from

each of the company‘s regional councils across the country. Officers are elected by their peers.

―The agents who serve in the Advisory Council program are dedicated to building stronger relationships and

creating excellent customer experiences,‖ said Matthew Nickerson, Safeco Insurance president. ―Their

contributions are vital to our success, and I thank them for their commitment.‖

Steele is principal of AMS Insurance in Las Vegas, Nevada. Smink is principal of Canyon Lands Insurance in

Mesa, Arizona.

In addition to Steele and Smink, the following agents will serve on the 2016 Mountain Region Advisory Council:

Jessica Ceriani, Front Range Insurance, Littleton, Colorado

Ryan Johnson, Johnson Group Insurance, Phoenix, Arizona

Kim Cowdell, Cowdell Insurance Agency, St. George, Utah

Stephanie Holden, Sentry West Insurance Services, Salt Lake City, Utah

Robin Schritter, HUB International, Albuquerque, New Mexico

Jim Krieg, Bonnie Brae Insurance, Denver, Colorado

Jim Stengel, The Stengel Agency, Casper, Wyoming

Ian Exelbert, Glenwood Insurance, Glenwood Springs, Colorado

Brent Webb, Innes Associates Insurance Services, Safford, Arizona

Joey Kreutzian, LP Insurance Services, Reno, Nevada

Christine Hample, Hample Insurance Service, Greenwood Village, Colorado

Chris Aker, Quik Quote, Scottsdale, Arizona

Christie Harris, George Gandy Insurance, Artesia, New Mexico

Sharon Materi, Security Insurance Agency, Moorcroft, Wyoming

Greg Ahbe, The Ahbe Group/TAG, Centennial, Colorado

This news release provided by Safeco‘s Press Department.

Safeco Insurance Announces Agent Officers,

Participants for 2016 Mountain Region

Advisory Council

Dawnyel Smink

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 28

NOTE: The original version of this article was first published by Independent Agents Magazine in April 2013.

One of your insureds has bought a hand gun, taken a gun safety

course and obtained a concealed weapon permit. She wants to

know how her homeowners and umbrella policies would

respond if she used the weapon in self-defense to protect

herself, her family or their possessions from an assailant.

Several other insureds, having seen the discussions on TV

news programs about proposed state and national legislation to

require ―gun insurance,‖ have contacted the agency to ask about

what they might need to do. How do you advise them?

Using current ISO homeowners policies as an industry coverage

standard, the most likely candidate for a claim denial is the

―intentional loss‖ exclusion:

1. Expected Or Intended Injury

―Bodily injury‖ or ―property damage‖ which is expected or

intended by an ―insured‖ even if the resulting ―bodily injury‖

or ―property damage‖:

a. Is of a different kind, quality or degree than initially

expected or intended; or

b. Is sustained by a different person, entity, real or personal

property, than initially expected or intended.

However, this Exclusion E.1. does not apply to ―bodily injury‖

resulting from the use of reasonable force by an ―insured‖ to

protect persons or property;

What constitutes ―reasonable‖ force? That can‘t be answered

until the occurrence takes place and the facts are known, so it‘s

impossible to say absolutely whether the policy would respond

to a claim where a gun was used in self-defense.

Since facts are ultimately decided by juries in the case of

litigation that goes to trial, it‘s likely the insurer would be

obligated under this language to tender a defense. However,

what may or may not be covered will depend on the unique

facts and circumstances of each case, so all you can do is point

to this policy provision with the caveat that other exclusions

might be triggered as well.

If the ―self-defense‖ exception above isn‘t included in the

―intentional loss‖ exclusion in the subject policy—and it‘s often

not in older ISO or proprietary company forms—then it

probably doesn‘t matter whether it‘s in self-defense. If you shoot

someone deliberately, for whatever reason, that‘s an intentional

loss and likely excluded under such policies.

A possible exception to that could be if there was no intent or

expectation of serious injury or death—but even that would be

a real stretch. Keep in mind that this entire discussion is really

not new. For decades, many business owners have kept the

proverbial sawed-off shotgun under the counter. Like ISO‘s HO

policy, their CGL policy has a virtually identical exclusion and

exception that has been discussed for years by commercial lines

practitioners.

As for umbrella or excess policies, it all depends on the precise

language of the form, which can vary dramatically from one

insurer to another.

And be wary of any standalone ―gun liability‖ policies. Many of

them may be so restrictive that very little coverage is actually

provided.

April 2014 Update

“Beware Non-ISO Policy Forms!”

We just received this ―Ask an Expert‖ question the

demonstrates, among other things, that personal lines policies

are not commodities and that you MUST know the products

you‘re selling to be able to answer questions from your

customers:

―The state of Illinois has recently approved concealed

carry laws relating to firearms. I have had several questions

from my insureds as to whether or not the home policy

provides liability coverage for a shooting. I am advised by my

underwriter that there would be no liability coverage under the

HO3 policy and she refers to exclusion E.1 Expected or

Intended Injury. Could you please address this question for me?

Attached is the ISO home policy.‖

The form you attached is not an ISO policy. It doesn‘t have

any kind of ISO copyright notice and the edition date is

wrong. This insurer‘s HO form says this:

1. Expected Or Intended Injury

―Bodily injury‖ or ―property damage‖ which is expected or

intended by an ―insured‖ even if the resulting ―bodily injury‖

or ―property damage‖:

a. Is of a different kind, quality or degree than initially

expected or intended; or

b. Is sustained by a different person, entity, real or personal

property, than initially expected or intended.

Compare this language to the ISO form language quoted above.

See what‘s missing? The language in this carrier‘s exclusion is

IDENTICAL to ISO‘s other than the critical fact that they have

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 29

omitted the exception language.

This is a good example of why insurance is not a commodity. If

you own firearms for self-defense, whether you have this policy

or the ISO form can make a big difference in a multi-million dollar

wrongful death suit.

―Effective January 1, 2016 the Texas open carry law will allow

licensed individuals to carry weapons in public. Colleges can

declare gun free zones and the law requires you to be 21 or

over. How would ISO GL respond? Would the following policy

provisions apply?"

Excluded as an

intentional act:

if intended then

not an accident

therefore not

within the

definition of an

occurrence. Excluded by

insured vs.

insured: if a

student is killed by

a teacher and they

are both insureds

then the carrier

would deny

coverage. Excluded by

employers

liability: CGL

policy excludes

BI for employees

injured at work.

―We have a couple of college accounts and are concerned about

how our coverage would respond. We do have a Law Enforcement

GL policy in place but are concerned about non-law enforcement

employees plus students.‖

Let‘s take a look at these questions one by one, starting with,

―How would ISO GL respond? Would the following apply?‖

The CGL self-defense exception should apply if someone is

injured through the use of firearms by a CGL insured.

BUT…beware non-ISO CGL policies.

―Excluded as an intentional act: if intended then not an accident

therefore not within the definition of an occurrence.‖

I think this is a valid issue somewhat analogous to the issue

of whether faulty workmanship constitutes an ―occurrence‖

in the ISO CGL policy. I have asked ISO about this before

since this is what many carriers (and courts) have used to

deny faulty workmanship claims. ISO does not see it as a

problem, though I'm not so sure about that. Regardless,

I'm not aware of any case law that addresses it.

―Excluded by insured vs. insured : if a student is killed by a teacher

and they are both insureds then the carrier would deny coverage.‖

The ISO CGL policy does not have an insured vs. insured

(cross liability) exclusion. There is one related to employees

in the Who Is An Insured provision of the policy but most

students would not be employees.

―Excluded by employers liability: CGL policy excludes BI for

employees injured at work.‖

Yes, most likely the WC/EL exclusions would apply to injury

to an

employee IF

the BI is

deemed to be

a function of

their

employment.

If not, it

could fall

under EL in

the WC

policy.

We have a

couple of

college

accounts and

are concerned

about how our

coverage would

respond. We

do have a Law

Enforcement

GL policy in

place but are

concerned

about non-law enforcement employees plus students.‖

I'd discuss this with the underwriting department(s) and tell

them you want to make sure there is coverage under one or

more of their products for this exposure.

Author: Bill Wilson CPCU, ARM, AIM,

AAM—Director of the Big ―I‖ of America‘s

Virtual University.

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 30

What Salespeople can Learn from the

While the Presidential Race is showing us many qualities of politicians that we don’t want to emulate such as: bad-mouthing the competition, vacillating on the issues, and bending truths, there are several other qualities that we can emulate to make ourselves super-successful as salespeople. Here they are…

Four qualities of politicians you do want to emulate

Put yourself out there

The successful politicians who get their name out and are heard

through the noise, are great at putting themselves out there and

letting everyone know they are there. They seem to have mastered

the primary fear that stops most salespeople: the fear of rejection.

The successful politicians don‘t take things personally and they have

thick skin. Insults and other slings and arrows seem to bounce off

them or roll off their back. They aren‘t afraid to speak their minds

and they have confidence, conviction, and a healthy impression of

themselves. They know that regardless of what others say and think,

if they are going to be successful, they have to get out into the

world and be seen and heard by as many people as possible.

If you are going to be successful in sales you must demonstrate

these same qualities. You must force yourself out into the

marketplace each and every day and you must be heard. You must

let go of the fear of rejection, embarrassment, or whatever other

fears you have by acting in spite of them. You must develop a thick

skin and realize that if success in sales and the resulting rewards

were easy, everyone would be doing it. Ultimately, if you are going

to be successful, you‘ve got to put yourself out there and let as

many people as possible know about you and what you have to

offer.

Meet lots of people

When a politician is out on the campaign trail he or she is laser

focused on meeting and talking to as many people as possible. They

are not focused on the people they already know and whose vote

they have, they are looking to meet strangers and win them over.

While they don‘t snub the people they already know and have in

their camp, they spend as little time as possible talking to these

people. Their number one objective is meet new people and sell

those people on why they should get their vote.

The biggest reason salespeople fail is due to a lack of activity. More

specifically, they don‘t talk to enough people. Yes, sales is a numbers

game. While relationships are extremely important, in order to have

the number of relationships you need, you have to be talking to tons

of people. You need a daily goal for the number of new contacts

you‘re going to make and then, like the politician, you need to be

laser focused on hitting that number no matter what.

A friend often reminds me of an extremely successful insurance

agent he met once who told him, ―What‘s made me so successful is

that every day, Monday through Sunday, I make sure at least three

new people know what I do.‖

Differentiate yourself

Politicians know that if they are going to lay claim to the most

powerful office on the planet, they must differentiate themselves

from the rest of the crowd. They work on their value statement.

They study their competition. They are scripted and they are usually

pretty good at knowing how they differ from everyone else in the

field. They prepare for the debates by reviewing what questions

they are likely to get asked, studying who they are up against,

and role-playing comments, answers, and responses.

Similarly as a salesperson you have to know why you, your product,

and your company are the better choice. How are you unique? You

are the one thing the competition does not have and you have to be

able to articulate why it‘s extremely important that the prospect

ends up with you versus the competition. You have to know all the

differences between you, your product, and your company versus

what the competition has to offer. Once you have all the above, you

must then script everything and practice it so it comes out of your

mouth clearly and confidently.

Commit

I doubt many people would question the commitment of a politician

out on the campaign trail. Their rigorous schedule has them visiting

many cities, and usually several states, each and every day. They are

sleep deprived, void of most luxuries, and endure all the displeasures

that come with constant travel. Their pursuit also requires that they

place the rest of their lives on hold including family and friends. In

order to stay sane and keep up the pace they need to keep up,

politicians must be passionate about what they‘re doing. They must

be completely committed and they must be willing to sacrifice all

other areas of life in the short-term.

Especially if you are new to sales, an industry, or a company, your

life is going to be out of balance in the beginning. There may also

be times when the economy, market, or industry take a hit and you

have to work extra hours. Sales never has been a 9 to 5 job and it

isn‘t for the faint of heart. You‘re going to have to commit by making

some sacrifices. You also need to know why you‘re doing what

you‘re doing and why you‘re passionate about the struggle and

eventual reward ahead. Also, if you have a family, you need to make

sure everyone is on board. By the way, it‘s a good idea to get this

cleared before you accept the job.

Author: John Chapin—Award winning speaker, sales trainer,

coach, and co-author of the gold-medal winning ―Sales

Encyclopedia‖, a comprehensive how-to-guide on selling.

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 31

We all want to live healthier, fuller, more productive lives. One thing that can help us do

that is to minimize stress. Stress can undermine

your effectiveness at work. Everyone faces less

than enjoyable moments during the scope of a work day, and when you feel like things are

spiraling negatively, try to put these techniques

into action:

Take a 15-minute break. Once a day, spend 15 minutes relaxing.

Try meditation, a quick walk, or some inspiration reading. Don‘t

think about your problems, just immerse yourself in the activity. You‘ll feel better when you get back to work.

Learn to say no. You probably can‘t turn down orders from your

boss, but you can take more control of your time by not letting

co-workers bury you with requests. Help out as much as you can,

but let people know—politely—that you‘ve got to stick to priorities. You‘ll avoid being overwhelmed by extraneous tasks.

Identify your motivations. Figure out what you like about your current job—and what drives you crazy. Seek ways to maximize the

first and minimize the second. The better you know what you‘re

looking for in your career, the quicker you‘ll find it.

Breakfast is the most important meal of the day say the experts, so

nutrition and choices in the morning are key to a healthy lifestyle.

Keep these tips in mind to start your day off right:

Don’t skip breakfast. You may think you‘re too busy

or you‘ll save on calories. In reality, you may not have the energy you need to get going, and you‘ll probably

be more tempted by snacks later in the day.

Watch the sugar. A food labeled ―low fat‖ may be high in sugar

content (yogurt, for example). Juices and coffee drinks can be loaded

with extra sugar as well. You don‘t want to absorb needless calories—and crash later in the day.

Eat more than fruit. An apple or banana may sound like a

good choice, but chances are it won‘t give you the energy you

need to get through the morning. Eat a balanced breakfast of

300-400 calories so you don‘t start snacking before lunchtime.

The Big ―I‖ of America expressed support for the introduction of legislation that would nullify a proposal by the Department of Labor

(DOL) governing the ―white collar‖ exemptions to the overtime

compensation requirements that exist under the Fair Labor Standards

Act.

The ―Protecting Workplace Advancement and Opportunity Act,‖

introduced in the U.S. Senate by Senators Tim Scott (Rep-South

Carolina) and Lamar Alexander (Rep-Tennessee), and in the U.S. House of Representatives by Reps. Tim Walberg (Rep-Michigan) and

John Kline (Rep-Minnesota) reflects growing and widespread concerns

about the negative ramifications of the DOL‘s proposal.

―As proposed, the rule would drastically raise compliance costs and

increase liability for the Big ‘I‘s‘ thousands of small business members,

while doing little to modernize complex and out-of-date employment

regulations,‖ says Charles Symington, Big ―I‖ senior vice president of external and government affairs. ―We are pleased that Senators Scott

and Alexander and Representatives Walberg and Kline have introduced

this legislation to ensure the regulatory process is balanced and

responsible.‖

The DOL proposal would adjust when certain types of white collar workers can properly be considered ―exempt‖ employees who are not

entitled to overtime compensation. Among other issues, the DOL

proposal calls for an excessive 113% increase to the salary threshold

required to qualify for the white collar exemptions, which would be tied to inflation for the future. The challenges created by imposing such

a significant salary threshold increase are compounded by the fact that

this adjustment would be applied without regard for the wage, income

and cost of living disparities that exist across the country.

―The DOL regulation will have a major impact on many independent

insurance agencies and their small business clients, as it would reduce

employee flexibility, increase overtime liability and require careful tracking on employee hours as well as annual compliance audits,‖

continues Symington. ―Employees and employers alike are best served

with a system that provides clarity for employers and flexibility for

employees. We look forward to working in a bipartisan fashion to move this legislation forward.‖

Article provided by: Margarita Tapia—Director of Public Affairs, IIAB of America

BIG “I” PRAISES LEGISLATION TO ENSURE RESPONSIBLE UPDATE OF FEDERAL OVERTIME RULES

© Copyright Independent Insurance Agents and Brokers of Arizona, Inc.’s News & Views March/April 2016 Edition

Page 32

Independent Agents and Brokers of Arizona

2828 North 36th Street

Phoenix, Arizona 85008

Affix Mailing label here

333 East Flower Street Phoenix, Arizona 85012

Phone: 602-956-1851 Toll: 800-627-3356

Fax: 602-468-1392 Email: info@iiabaz.com

INDEPENDENT

INSURANCE

AGENTS AND

BROKERS OF

ARIZONA, INC.

The Premier Property and Casualty Trade Association

We’re on the Web

www.iiabaz.com

IIAB of Arizona staff

Lanny L. Hair, CIC, AAI, ARM, RPLU

Executive Vice President

Joni R. Fairbrother, CIC, RPLU

IAS Assistant Vice President E&O Department Manager

Terri S. Edwards, CIC, CISR IIABAZ Assistant Vice President

Ray A. Garcia, CISR

Education Coordinator

News & Views Editor

John D. Hatton

Education Coordinator Assistant

Michael E. Radcliffe, CISR

E&O Department Administrator

Mona L. Enriquez E&O Department Administrative

Assistant

Kathy M. Johnson

Bookkeeper

“Steam that's rolling down the street, affects the way I look.”

One of the greats! 1980‘s Another One Bites The Dust by Queen is so misunderstood. What Freddie Mercury is actually singing is: ―Steve walks warily down the street, with the brim pulled way down low.‖ The Pretenders—Brass in Pocket (1979) “Got rhythm, can't miss a beat, Got you, skank, sooo reet, Got suntan, and when can I tell?” is actually ―Got rhythm, can't miss a beat, Got new skank, it's so reet, Got somethin', I'm winkin‘ at you.‖ Bee Gees—Stayin’ Alive (1977) “Ah, ha, ha, ha, stay in a line, stay in a line.” really goes ―Ah, ha, ha, ha, stayin‘ alive, stayin‘ alive.‖ Devo—Whip It (1980) “Crack that rib, Give that a** a slap, Step on a grape, Break your mama's bat” in reality is ―Crack that whip, Give the pass a slip, Step on a crack, Break your mama's back.‖ A Flock Of Seagulls—I Ran (1982) “And Iran, Iran's so far away” is in fact ―And I ran, I ran so far away...‖ Phil Collins—In The Air Tonight (1981) “I‟ve been waiting for the snowman for all my life” is ―I‘ve been waiting for this moment for all my life.‖

to this year’s class of Arizona CIC and CRM Conferees!

On March 10, 2016, the Big “I” of Arizona and The National Alliance

hosted a conferment ceremony to honor 11 following individuals.

Special thanks to Lanny Hair for his conferment speech.

Delfor Alvarez, CIC—Alvarez Insurance Agency, Gilbert

T.C. Anderson IV, CIC, ASLI, AIS, CIW—Western World Insurance

Group, Scottsdale

Michael Cheyne, CIC—National Insurance Agency LLC, Goodyear

Chris Coriano, CIC—National Insurance Agency LLC, Goodyear

Eric Hoelzen, CIC—Glendale Insurance LLC, Glendale (from top, #1 pic)

Andrea Jarvi, CIC, ASLI, AU, AINS—Nationwide E&S Specialty,

Scottsdale (#2 pic)

Jeffrey LaScala, CIC—AAA Arizona, Inc., Phoenix

Scott Leshner, CIC, CISR—All Risks Insurance, Ltd., Phoenix (#3 pic)

Destry Nelson, CIC—Wilson Insurance, Mesa

David Mathews, CRM, CIC, CPCU—Mountain West Agency Services,

Phoenix

Adina Werner, CRM—CSW Contractors, Inc., Scottsdale (#4 pic)

There were 7 others were earned their CIC or CRM that we unable to

attend the ceremony. These 18 new conferees worked extremely hard to

earn their designations. We wish them every success in the years ahead.