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ARMNEWS
IN THIS ISSUE
ARM
National Conference................................. 1
ARMI Board of Directors
and Executive Directors............................ 2
Greg Easley Recognized as
2014 Director of the Year by IIAI................ 3
Introducing: ARMI Agency........................ 3
Introducing RPSCyber............................... 4
Ohio ARM Agent Quoted in USA Today...... 5
ARM Partners Celebrating 15 Years........... 5
ARM Regional Reports ............................. 6
ARM Regional Reports.............................. 7
In Memoriam – Thomas Blenner.............. 8
April 29 & 30, 2015
Loews Vanderbilt Hotel
NASHVILLE
REGISTRATION NOW OPEN!
By now, you should have received an e-mail announcement
of this year’s ARM National Conference to be held at Loews
Vanderbilt Hotel in Nashville over the dates of April 29 & 30.
Conference information and registration form can be found
on the Annual National Conference page of the ARM website.
Here is a link: REGISTER HERE
Be sure to make your hotel reservation as soon as possible
as April is a popular time to travel to Nashville. If you are a
runner, you may want to arrive the weekend prior for the
Country Music ½ Marathon & 5K on Saturday, April 25th, and
enjoy the week in Nashville.
This is the one time of the year when ARM agents from all
over the country meet to learn about new opportunities
in the insurance world and to network with fellow ARM
members. Contact your regional Executive Director for more
information.
No. 26
Feb. 2015
www.armiweb.com
Walk the Line of Success!
ARMI Board of Directors
and Executive Directors
Seated: Craig Payan (Past Chair & ARM IL), Mary Pursell
(Secretary), Priscilla Hottle (Chairman), Brenda Case
(Immediate Past Chair), Dick Simmons (Treasurer and ARM
VA/NC), Dan Gleason (ARM South).
Standing: Gary Semmer (IL), Jon Moon (OK), Greg Easley
(Vice Chairman), John Sullivan (OK), Albert Betz (MS),
John McLaughlin (ARM NE), Terry Quested (ARM OH),
Janet Rogers (retired ARM Mid-A), Matt Metzger (ARM IN),
Charlie Chilcoat (ARM MD), Ross Chilcoat (ARM MD),
Russ Davies (OH), Scott Spangler (ARMI Executive Director).
Not pictured: Cindy Sprole (ARM Mid-A)
2
Greg Easley Recognized as
2014 Director of the Year by IIAI
The Independent Insurance Agents of Indiana (IIAI) named its 2014 award winners
during its annual convention and ARM’s Vice Chairman, Greg Easley from RMD
Patti Insurance and Financial Services in Richmond, has been recognized as the
Independent Insurance Agents of Indiana’s 2014 Director of the Year. He was also
instrumental in proposing and developing the new IIAI initiative of partnering with
the Boys & Girls Clubs.
Greg has served as the chair of the IIAI Convention Committee for the last two
years and has been commended for his strong efforts in leading this committee in
developing one of the top agent conventions in the country. Congratulations, Greg!
CLICK HERE to view the article published in Insurance Journal.
GREG EASLEY
Introducing: ARMI Agency
ARM members now have one more way to compete in the market:
ARMI Agency
Newly incorporated and licensed, ARMI Agency is intended
as an entity under which multi-regional and national
contracts can be held. That increases ARMI Agency’s ability
to write more business through a model that provides
a strong competitive advantage of price, forms and/or
knowledge.
Hottle says ARMI Agency is a much-needed tool in today’s
insurance-selling environment. “Agents are under threat
from Internet startups wanting to replace the traditional
insurance sales model,” she says, adding that more
innovation on how agents can access programs is essential.
Gleason says ARMI Agency may act as a catalyst for how
business is conducted going forward. “In the future, we see
ARM utilizing our state/regional offices as profit centers that
can handle business either in their region or even nationally
giving members better access to the products. Also, our
members can use their expertise to market throughout the
network as a profit center within ARM Agency, Inc. Their
future offers great challenges and fantastic opportunities
for ARMI and the ARM Agents.”
ARMI Agency gives the ARM network of agencies the
opportunity to use their clout in getting a seat at the
table with the carriers ARM represents. And the clout is
significant; ARM writes over $1.25 billion through our top
25 companies. The goal is to grow this volume with these
companies by sitting down and developing mutually
benefiting strategies.
“We are looking for long term relationships where the
companies write more profitable business, the agents
have a better than average chance in writing the targeted
business, and ARM continues to make a difference in our
member’s agencies,” says Danny Gleason, ARMI Agency
president and ARM South regional director.
ARMI Agency is just one more tool for member agencies
to use to increase business potential, including the strong
relationship with RPS/Arthur J. Gallagher & Co., ARM FiCo,
and the great successes that occur throughout state and
regional operations. ARMI agency is helping members to
increase their profitability while remaining independent. “It
is independent insurance agents working together to stay
independent,” says Gleason.
While still in its infancy, ARMI Agency is working on
building that national presence. “We are ramping up,”
says Priscilla Hottle, ARMI chairwoman and a Director on
the ARMI Agency Board, “We are working on a number of
opportunities right now. The goal is to bring more value to
ARM members –it’s all about how we can help them.”
3
Introducing RPSCyber
Ryan Collier had one goal when he took on the challenge of
revolutionizing cyber insurance coverage and delivery – To
change the paradigm of how cyber coverage is purchased.
In a move that redefines the cyber liability product and its
delivery, RPS has launched RPSCyber, a completely new way
for ARM agents to quote and bind cyber coverage. RPSCyber
simplifies the process of buying cyber insurance, and arms
agents with what Ryan Collier says is the best policy form
available for cyber insurance. Collier, president of RPS
Executive Lines, says RPSCyber delivers both efficiency and
education right to agents and their customers.
“Before this, the process of buying cyber insurance was
tedious,” says Collier. “First, agents would have to convince
customers to buy it through an educational process. Then
the customer would have to complete an arduous 10-12
page application in order to procure quotes. However, a
completed application was returned only about 10% of the
time. Therefore, we were losing 90% of our opportunities.
Ultimately, we would bind three or four of the ten but
realistically it was three or four out of 100.”
ARM agents can benefit from RPSCyber through:
Organic growth through the cross-selling of their renewals,
plus the addition of new clients. Collier says 10% of the new
policies RPSCyber has issued were the result of the very first
conversation the broker had with a new prospect.
No longer. Collier convinced a consortium of London
syndicates to let him completely change the process. “Now
we get 30 or 40 of those 100 - 90% of which would have
dropped off in the original process. We lose the inefficiency
and the carrier isn’t getting only the three or four risks that
were the highest risk.”
E&O avoidance – RPS can also provide the ARM agent
with a declination letter template. That makes it a “binary
buying decision” as Collier calls it. If clients decline
coverage, they must sign the letter to make sure there is a
clear understanding that the cyber coverage isn’t included
in other lines of coverage they are currently buying. “We
make the client make a decision one way or the other. That
in itself helps increase sales.”
With RPSCyber the entire process takes less than a minute.
Collier says that retail brokers can get a client quote in 30
seconds and then get a policy issued in three seconds.
Plus there’s an educational piece included in all quotes – a
FAQ that helps agents explain to customers the intricacies of
coverage and allows customers to understand exactly what
they’re getting and why they need it. “I love that because
outside of the inefficiencies, the biggest disconnects for
the purchase of cyber is the lack of education, from both
the agent and consumer side,” says Collier.
Mid-term conversation – RPSCyber gives agents a reason
to have a mid-term conversation on the hottest insurance
topic in the country.
Protection against losing customers to competition
– ARM agents can offer protection that customers want
before another retailer comes in and steals those customers.
Since its launch on September 26th, RPSCyber has
generated over 6,400 submissions. “This form is one of
the best forms in the United States. Also, in addition to
the robust policy form, the program comes with the best
breach response team and claims handling team in the
country. It’s a game changer.”
The program has already reached $1.1 million in premium,
averaging $100,000 in premium every two or three
days. “November doubled October. December doubled
November. January has already surpassed December
halfway through the month,” he says. Ultimately, Collier
predicts the program will be generating $100,000 in
premium every couple of hours.
For more information on RPSCyber, visit RPSCyber.com.
Ryan Collier is President of RPS Executive Lines
Direct: 312.803.6360
E-mail: Ryan.Collier@rpsins.com
4
Ohio ARM Agent Quoted in USA Today
Insurance agents hope for smoother 2nd year for Obamacare
Where you live in many ways determines what you get
from Obamacare — and some insurance agents say that
may not change much in the second year of the program
Unfortunately, Schlotman says, “I don’t see great big
changes on the horizon for folks in those sorts of settings.”
It’s one of the unintended consequences of the ACA’s
problematic rollout. Schlotman and other agents say they
hope to see fewer such issues during Obamacare’s second
year, but they’re not sure they will.
Cincinnati insurance agent Kevin Schlotman describes
a neighborhood on the Ohio-Indiana border where
Affordable Care Act options are vastly different depending
upon which side of the street you live on.
Kevin Schlotman is VP of Operations
CAI Insurance, Cincinnati, OH
On the Ohio side, in the town of Harrison, people can
choose between about 10 insurance carriers offering plans
with various networks of doctors and hospitals on the
federal Healthcare.gov exchange. But on the Indiana side
in West Harrison, there are only two insurers offering plans,
Schlotman says, and people have to drive 50 miles to go to
an in-network hospital.
Taken from USA Today
5
ARM Regional Reports
ARM of Illinois
ARM of Maryland
Craig Payan
Ross Chilcoat
Our Annual Members Meeting was held January 29 in
Bloomington. Presentations focused on technology
trends for 2015 and easy, efficient ways for agents to use
technology for insurance sales. There was a Program Partner
Lunch where agents had the opportunity to network with
vendor partner representatives. A sales meeting for Prairie
State Insurance Cooperative (PSIC) producers made up the
afternoon session.
Our region is ramping up for 2015, and we’re excited about
new areas of growth. Cyber insurance, air purification loss
control, and workers’ compensation are all seeing renewed
interest.
We have a new member in our region. USIS/Tidewater
Insurance Associates from the Linthicum area joined our
ranks in 2014. Welcome!
Despite rain washing out the golf portion of our October
state meeting, we still had near-perfect attendance
from our membership. The presentation portion of our
meeting was well attended. Presentations were given by
Scott Spangler, ARM FiCo, Iroquois, and Payce Payroll, our
meeting sponsor.
Our Spring meeting is being planned in conjunction with
the ARM National Conference at the end of April. We hope
to boost the number of Illinois agents at the conference.
In agent news, I am saddened to report that Tom Blenner of
Blenner Agency, Arlington Heights, passed away suddenly
in December. Tom was a respected independent agent and
was active and well liked in the local sports community. He
will be missed by many.
Our Spring meeting details are not yet confirmed. We will
keep membership informed when plans solidify.
We look forward to seeing everyone at the National
Conference!
Blenner Agency will soldier on, but without Jerry Stockwell,
who recently announced his retirement. Jerry played a key
role in ARM of Illinois history, serving as state executive
director for many years. Jerry hopes to attend the national
conference, so be sure to wish him well.
ARM of Indiana
ARM of Mid America
Matt Metzger
Cindy Sprole
We held our regular board meeting at the Indiana Big I
headquarters in Indianapolis. Also, we hosted our annual
Holiday Reception at Taylor’s Pub on December 11. The
party was well attended – we were pleased to host multiple
carrier partners as well as representatives from the Indiana
Big I.
ARM of Mid America had another successful Shareholder
Conference on October 28th and 29th in Tulsa. Along with
presentations from our carriers, we had Mr. Warren Martin
from General Tommy Franks Leadership Institute speak on
the topic of Inspired Leadership. If anyone is looking for a
dynamic speaker, I highly recommend Mr. Martin.
One of our regional members has garnered a prestigious
award. Greg Easley with RMD Patti was selected as Director
of the Year at the annual Indiana Big I conference in
November. Greg serves as vice president and secretary
for the Independent Insurance Agents of Indiana.
Congratulations, Greg!
We ended 2014 saying a warm goodbye to Janet Rogers,
who retired on December 31st. She was honored at the
Shareholder Conference as well as at a retirement party in
mid December. Janet was the face of ARM Mid America for
25 years. Her leadership will be missed by us all. Wish me
luck – I have big shoes to fill!
Our next meeting will be held February 26th.
ARM of Mid America is looking forward to a prosperous
2015.
REGIONAL
REPORTS
6
ARM Regional Reports
ARM Northeast
ARM South
John McLaughlin
Dan Gleason
ARM Northeast agents, overall, had a good 2014. The
insurance market in the northeast continues to be very
competitive. Companies are looking for rate increases on
renewal business, but are still aggressive on new business.
It’s been a great year for us -- we ended 2014 by returning
36% of revenue generated as excess commissions
($100,000) to the agencies that generated revenue above
the agency breakeven amount. Also, our ARM FiCo revenue
grew by 36% to over $125,000. ARM FiCo is a great deal for
the agents and for ARM.
Our September 2014 regional meeting, held in Uncasville,
CT, was successful. In attendance were our company
partners as well as our partners from the RPS division of
Arthur J. Gallagher.
We are currently negotiating with a company to offer
Miscellaneous Professional Liability through our agency
network. Our agencies’ producers are in constant contact
with other professionals in their trade area so the ability to
market a company with superior coverage and competitive
premiums will be a great addition to our stable of products.
A number of states in our group continue to work together
with state company contracts. States are also working with
the ARMI Agency to put together products and programs
that can benefit not only ARM Northeast but ARM agents
nationwide.
Also, Scott Gray, our member from Insurance Solutions of
MS, is currently serving as the President of Independent
Insurance Agencies of Mississippi. Thank you for your great
service to our industry.
We continue to support ARM National efforts. We have
agents serving on the national and ARM FiCo boards. We
are looking forward to another good year in 2015, and
we look forward to seeing everyone at the 2015 National
Meeting in Nashville.
We continue to find opportunities to work together to stay
independent nationwide.
We continue to support ARM National efforts and we
look forward to seeing everyone at the 2015 National
Conference in Nashville.
ARM of Ohio
Terry Quested
ARM of North Carolina
In 2014, we realized a modest six figure profit. Ohio
distributes ‘excess revenue’ to member agencies with
the best performance in ARM Programs. Last year, carrier
contingent commissions generated 27% of revenue;
brokerage overrides from RPS and endorsed intermediaries
generated 22.5%; carrier override commissions, 15% and
ARM FiCo, 11.5%.
Dick Simmons
ARM of North Carolina has a new member… George
Chadwick Insurance of Wilmington, NC. They have been
serving customers in Wilmington and the surrounding
areas since 1960. Welcome aboard to George and staff!
REGIONAL
REPORTS
Carrier program loss ratios for 2014 are even better. With
growth in premium and override commission, carrier
relationships generate an even greater portion of total
revenue.
For this and other reasons members agreed on a datagathering project to identify more carriers with contingent
and bonus commission potential. The focus will be insurers
who support the key carrier relationships in agencies.
Our www.cyberinsurancetraining.com training had a
successful launch. Graduates receiving the post cyRM
course resources report success with cyber insurance sales.
ARM of Ohio’s first meeting of 2015 is being held in
conjunction with the ARM National Conference. We look
forward to seeing everyone in Nashville at the end of April.
7
In Memoriam – Thomas Blenner
It is with sadness we report the passing of Tom Blenner,
President and owner of Blenner Insurance Agency in Arlington
Heights, Illinois, at the age of 63 in December.
Tom was an active member of many professional organizations
and an avid sports fan. A “Die Hard Cub’s Fan”, who coached
soccer; cross-country, and basketball at Marian Central High
School in Woodstock, Our Lady of the Wayside in Arlington
Heights, Arlington Heights Youth Basketball Association,
numerous club teams, including Arlington Aces Travel Team,
Green and White Travel Team, Northwest Basketball Association
and most recently Assistant Varsity Girls Basketball Coach at
Saint Viator High School in Arlington Heights. He was well known
for sharing his witty sense of humor and “Smarties Candy” with
the team, and believed, “As long as you learn something it was
worth it no matter the outcome of the game.”
UBS
Tom is survived by his spouse Peggy and daughters, Kelly and
Jamie. He was preceded in death by his daughter Megan.
The Blenner Agency has been a member of ARM of Illinois since
2005.
ARM
Associated Risk Managers
Strong as MANY. Powerful as ONE.
Scott Spangler 630.285.4324 | scott.spangler@armiweb.com
8
Rose Marie Rigoni 630.285.4211 | rose.marie.rigoni@armiweb.com
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