| New insurance agents often fear sales objections. People experienced with insurance sales welcome them. What's the difference between new agents and successful producers? Experienced agents view objections as a chance to start a conversation. Some of the most common protests from clients signal agents that they need to refine their pitch and ask the right questions. Clients who state their reasons for hesitation can make the job easier, not harder. Common Insurance ObjectionsSuccessful insurance agents feel confident that their product can help their prospects. They believe common insurance objections usually stem from lapses in communication. Proper objection handling can turn protests into approvals. This skill can take some practice but serves salespeople well. Get started with an overview of handling typical objections from prospects. 1. I'm Not InterestedThink of this insurance sales objection as a knee-jerk objection to an interruption. It's prevalent when cold calling. Clients might think they've already seen a similar product. They might have pressing tasks at the moment. Potential customers need to know the value of allocating time for a discussion. Let potential clients know they can schedule an appointment at their convenience. Clarify that many customers said they weren't interested at first. Once they took the time to learn the benefits of this offer, they changed their minds. Let clients know you value their time and only need a few minutes. Make them understand that you want to provide a solution to pressing problems. 2. It Costs Too MuchA price objection can inform agents that they failed to demonstrate the product's value. Follow-up questions should help clarify the issue and show why insurance offers economic protection. For instance: - Does the prospect understand the out-of-pocket costs they might need to pay if they don't have coverage? Can the client afford going without adequate protection?
- Some clients truly cannot afford the monthly payment. A lower-tier plan may suit their unique needs better.
Clients need to understand the value of excellent insurance for protecting finances and managing risks. Agents must offer their prospects suitable plans for their budgets and needs. Finding the right solution requires listening to and educating clients. 3. I Already Have InsuranceInsurance agents may consider this one of the most common sales objections. Clients might have current coverage through work. They might have purchased insurance years ago from another broker. Thus, producers need to differentiate their products from competitors. For example: - The agent should tell the prospect they can't keep their job benefits if they switch companies. An individual insurance policy will follow them anywhere.
- Their small policy bought just for them might not provide for their family's current needs or growing business.
- Insurance premiums and benefits also vary considerably. Insurance agents should start a conversation by asking what kind of insurance their prospect already has. They can use this information to explain the benefits of their products.
4. I Need Time to Think About ItSome prospects will say they need to think about the product. They may also explain they need to discuss the product with a spouse, accountant, or lawyer. Insurance sales professionals know prospects often say this as a smokescreen for the real objection. Some clients might feel embarrassed to admit financial worries. Agents should counter by asking if they could offer specific details to help clarify the offer. They might also ask which of the prospect's concerns are causing them to hesitate. It might be the right time to offer to look for a lower quote. The agent may also help the client save money on other insurance products they need. These tactics can turn a potential loss into an even bigger win. 5. I Don't Trust Insurance CompaniesNegative feelings about the insurance industry may get stuck in a prospect's head for various reasons. Some clients have had bad experiences with insurance claims. Others could have read poor press about a fraudulent company or agent in the news. Licensed agents know they need to adhere to high ethical standards. Successful salespeople also understand that they must maintain their reputation for putting clients first. They can relieve the prospect's concerns by explaining how tightly the government regulates the insurance business. The agent can also show the client third-party insurance company ratings and reviews. Testimonials from current customers should also help. Tips to Avoid Insurance Sales ObjectionsMastering the sales process means learning objection handling. Skilled agents learn to expect them on a daily basis. They also know how to prepare to listen to client concerns, ask the right questions, and offer the best coverage. Successful agents will learn to improve to avoid many common objections in the first place. These tactics help save time, close more sales, and ensure referrals. 1. Listen ActivelySome insurance agents choose this career because they're good speakers. Excellent verbal skills help in this business, but the most successful agents prosper because they're good listeners more than great speakers. Active listeners don't just pay attention to what clients say. Active listening involves: - Take note of non-verbal cues: Make eye contact. See if the client appears interested or distracted. Try to establish a friendly rapport.
- Respond to what the client communicates: Don't respond to the client by diving into a sales pitch. Discuss reasonable concerns and share common interests.
- Respond as an ally: Let the client know you understand their perspective. Show them how much you want to help. Discuss past clients with similar situations.
2. Build TrustPeople tend to trust people who show respect. Agents must return phone calls promptly and arrive for appointments on time. Avoid using insurance jargon in a discussion. Instead, try to speak like a friend having a conversation. Many excellent agents develop solid friendships with their clients. They listen to their clients but also share their own stories. No matter what, some prospects will still decline your offer. If they like and trust you, they won't hesitate to recommend you to somebody on their personal network or social media. 3. Feel Confident and PreparedAll salespeople would rather sell products they understand and believe in. Take time to understand the product and how it compares to competitors. Faith in the insurance company, product, and the agent's knowledge will naturally develop confidence. 4. Develop Persistence and Not PushinessAgents have a lot of motivation to close quickly. People only sometimes buy at their first introduction to a product. Some well-qualified prospects will hesitate to set an appointment because they're coping with tight schedules. Many clients know they need insurance but may not feel confident about their ability to make a good choice. Successful agents schedule follow-up calls. They share their confidence and knowledge with their clients. They strive to establish personal connections. They know when to back off but always keep the door open. These traits help clients view their agents as friendly, reliable, and trustworthy. Even so, some agents have concerns that clients might view their persistence as pushiness. Consider these suggestions to ensure the prospect forms a good impression: 5. Listen More Than SellA solid understanding of the client's needs and concerns works better than the most well-tested sales scripts. Acknowledge concerns to let clients know that you're listening. For the next step, provide the same reassurance and information you would give a friend. 6. Ask Permission to Make a Follow-Up CallAgents often face the common sales objection that their prospect needs more time to think or must discuss the decision with somebody else. Sometimes, the best objection-handling skills fail to close a sale right away. Too often, salespeople respond by waiting for the patient to call back. Almost as often, they do the opposite by wasting energy on multiple calls that get no result and even worse, start to annoy the prospect. Skilled salespeople rely on a solution between these two extremes. They close the appointment by asking for a follow-up call when they can't close with a sale. For instance, an agent can ask to call back in a week. Asking for permission to contact the client again shows respect. Setting a timeline and then following through demonstrates reliability. These qualities help successful salespeople stand out from the crowd. 7. Find Out How Clients Prefer to CommunicateInsurance agents can do themselves a favor by learning how their prospects prefer communication. Most companies ask their customers if they like emails, phone calls, or texts. These days, many choose to connect on social media. A digital connection can help introduce the agent to others in the client's social network. Messages should occur regularly enough to keep the brand in the client's mind. At the same time, prospects should not receive so much communication that they grow annoyed. Thus, find a sweet spot to space out communication. 8. Learn When to QuitEven the hardest-working agents have finite resources. Instead of calling inactive prospects weekly, consider emailing once a month. If the prospect won't engage after multiple contacts, it's time to stop wasting time and energy that agents could use to help other people. Leave the door open. Clients might hesitate because they want to stay with their current broker. Other times, they may need to get through a financial or personal issue. Six months to a year later, prospects frequently emerge back into the light, suddenly eager to do business. Grow Your Insurance Agency with Big I KentuckyBig I Kentucky offers independent insurance agencies the resources of national organizations without sacrificing their independence or hometown ties. Highlights of Big I membership benefits include: - Marketing support from Trusted Choice
- Phone support, legal representation, and political advocacy
- Agency insurance products, like E&O, group health, and business insurance
- Personal networking to build connections with other agencies
- Market access that smaller agencies may not get on their own
- Friendly, helpful phone support
Gain the resources you need to grow your business and better serve your community. Learn more about Big I Kentucky membership advantages today.
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| Running a business today offers plenty of challenges. Issues can range from unreliable supply chains to changing market behaviors and from cutthroat competitors to technical disruption. Some well-run companies can successfully overcome plenty of obstacles. However, disgruntled or opportunistic customers may take legal action to try to recoup losses. Many good businesses still suffer because they fail to protect themselves against liability claims. Who Needs Professional Liability Insurance?
 Liability insurance and the support offered by the best insurance companies can provide solid protection and peace of mind. Most organizations start out with a typical business liability policy. General liability protects against damage claims in the standard processes of doing business.
However, these standard business policies won't protect executives and professionals against claims that they caused damage while performing their jobs. Influential decision makers and professionals need more specialized coverage. Many businesses need professional liability insurance to cover themselves against the chance of customers or clients claiming that poor decisions or negligence caused a problem. The right insurance product may include a directors and officers (D&O) or an errors and omissions (E&O) insurance policy. Let's take a few minutes to compare D&O and E&O insurance to understand how these policies differ and why your business may need them. What is a D&O Insurance Policy? Think of D&O insurance policies as errors and omissions insurance specifically for executive suite residents, managers, and business owners. This kind of professional liability insurance protects key decision makers against claims that they unintentionally made poor choices or committed harm through negligence. Some directors of nonprofit organizations may not believe they require this protection. Just because an organization represents a worthy cause doesn't protect its board members from a lawsuit from donors, vendors, employees, or even the government. Decision makers for a nonprofit may need coverage as much as those for a for-profit public company or private company. Examples of claims that a D&O policy can protect against may include the following: - Wrongful termination or unfair employment decisions: A board member may decide to lay off employees in one department to focus on growing other areas of a business. What if that department coincidentally employs a majority of women or older workers? Employees might visit an employment lawyer who will argue management singled out these employees because of age or gender.
- Improper use of investor's money: Business ventures don't always live up to their promises. Disgruntled investors may claim that management misled them about the opportunity and lost money because they made bad choices.
- A lack of transparency about important events or decisions: A business may have had an opportunity that executives failed to disclose to all stakeholders. Once the news gets out, some of these potential investors or partners might say that a lack of transparency caused them to miss the chance to profit. Disappointment could result in a claim that the executives only told a select few or engaged in insider trading.
Typically, D&O policies will help pay legal fees to defend insured executives against claims. They also help pay for judgments or settlements. Best of all, good programs will provide plenty of resources to help businesses avoid complaints and lawsuits in the first place, which saves time, preserves reputations, and can often reduce insurance premiums. Employment practices liability insurance protects companies against such claims as wrongful termination, discrimination, and sexual harassment. This coverage can complement D&O coverage and fully cover the business against these common issues. What are E&O Policies? This professional liability insurance protects professionals against claims that they committed a wrongful act or negligence while doing their jobs. Some examples of professionals who might need this insurance product include insurance agents, lawyers, doctors, and financial advisors.
Some states or employers mandate this coverage to maintain professional licenses or jobs for specific professionals. Many other professionals, even wedding planners, interior decorators, or pet sitters, might consider buying a policy, even if it's not required to maintain a license or keep a job. Examples of personal liability claims that errors and omissions insurance protects against include: - A financial advisor could recommend an investment opportunity. The market might change, and the investment could lose money. In turn, the client may file a lawsuit against the advisor to recoup their financial losses.
- An accountant might neglect to include revenue on tax forms during the busy tax season. This accountant's business client might file a claim because the IRS caught that error on their tax forms and issued a steep penalty.
- An insurance agent's client might suffer from a devastating flood on their property. Since their business property insurance doesn't cover floods, they may claim the insurance agent should have told them they needed to buy flood insurance. The business owner might sue the agency to recoup property damage losses.
- A doctor may fail to note that a patient suffers from a severe allergy to a medicine used during surgery. If the patient passes away because of this oversight, the grieving family could sue the doctor for losing their loved one.
As with D&O policies, E&O coverage will help pay legal fees and the cost of settlements or judgments. The best programs will offer specialized resources to support clients and help them reduce the risk of having had claims made against them in the first place. What is the Difference Between a D&O and an E&O Policy?The abbreviations for these two coverage types, E&O and D&O, sound very similar leading many people to work under the common misconception that they're the same. After all, each of these policies offers protection against loss claims for choices the covered person made. Yet, they cover different job functions. This means professionals and business leaders need to understand the difference. For example, consider who each policy covers to understand the primary difference. - D&O protects high-level decision makers against claims that they made poor choices or committed negligence.
- E&O protects professionals against claims they made errors or neglected key details while performing their professional duties.
- Coverage from each type of policy will not overlap with the other one. E&O focuses on professional mistakes, but D&O concentrates on management errors.
Some individuals may require both policies. For instance, an insurance broker could also own an independent insurance agency with employees. That insurance agent may need E&O insurance to cover their work. They might also require D&O insurance to protect against claims against how they run their business. In other cases, a doctor may sit on the board of a clinic and need malpractice and officers' liability insurance. Thus, some professionals may require both E&O and D&O insurance policies. Thus, some individuals and businesses may not have the right insurance coverage for complete protection. More commonly, professionals and executives may need help understanding why they need to buy coverage to protect themselves against liability claims. Either of these liability policies will help defend their client, pay damages, and provide resources to develop better practices to avoid the chance of having complaints made. Essential Considerations for Professional Liability InsuranceAn experienced business insurance agency can make the process of shopping for coverage much easier. These professionals can explain contracts and find policies with competitive rates and valuable benefits for specific businesses and individuals. A few important considerations include the following: - The coverage period: For instance, a claims-made policy only covers incidents that occurred when the policy remained active. Insurers may limit the reporting period as well. In particular, address coverage periods when switching policies to prevent lapses.
- Covered people: Policy owners need to understand who the contract covers. For instance, assistants or receptionists may sometimes relay information to clients. Supervisors who aren't technically managers may make employment decisions.
- Covered incidents: Some policies may narrowly define the types of incidents covered and exclude other events. For example, some policies may only cover formal, written complaints or demands but not kick in during an informal investigation, even if it could lead to more severe action later.
E&O Insurance from Big "I" Kentucky
Many insurance companies and agencies market E&O insurance policies. Big "I" Kentucky offers more than superior coverage to independent insurance agents in Kentucky from top-rated insurance providers, Swiss Re and Allianz. We also provide a robust program to ensure each client enjoys the most competitive rates, updated risk-management education, and comprehensive support from local organizations and a global insurer. Enjoy worldwide coverage, up to $20 million with no contractual liability exclusions, and much more. A few outstanding features of E&O from Big "I" Kentucky include a broad definition of professional services and a clear understanding of who the policy covers. These policies also provide protection against data breaches and a chance to reduce deductibles by tens of thousands of dollars through risk management activities. Besides working with a top insurance company, enjoy the benefits of a program that provides risk management education to avoid claims, competitive and stable rates, and an association for support in case a claim does happen. Learn more about E&O insurance from Big "I" Kentucky to get started protecting your agency and improving your business processes.
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| Top insurance producers learn that they can best grow an insurance business by focusing on serving and protecting their clients and not just making their next insurance sale. Brokers who take the time to understand a client's needs, values, and concerns enjoy a competitive advantage over others who just want to push a product. How can agents demonstrate their dedication to serving clients to earn their confidence? They should begin with the first insurance sales appointment by asking the right questions, listening carefully to the answers, and having relevant follow-up questions in mind. Client interviews should revolve around clients' needs and not an insurance agency's ambitions.
The answers to these key questions will ensure the agent understands their client's requirements and demonstrate their eagerness to offer solutions to protect the most valuable aspects of their lives and businesses. That way, clients can enjoy the protection and security they truly want and need. 7 Open-Ended Questions for Insurance Agents to Ask Prospective Clients at a Sales PresentationWhat specific questions should top insurance brokers ask to learn what each client wants and needs? Insurance producers should ask open-ended questions that stimulate discussions and help them understand their client's unique situation and values. The agent might need to dig deeper and should also arrive prepared with logical follow-up questions based on specific answers. Preparing these questions can take time, but the answers ensure brokers will offer the right policy at the right time. Savvy clients certainly won't mind seeing that a sales professional has come to the interview prepared in exchange for asking for some of their valuable time. To get started, consider these seven simple questions to ask potential customers. Over time, you may edit and customize them based on your experience with various target markets. However, this list should give you an excellent place to begin. What coverage do you currently have?
Insurance agents can begin by documenting their prospective client's current coverage and premiums for each in-force insurance policy. Documenting current coverage offers a good starting place to understand which policies they're likely to need, premium expectations, and any possible coverage gaps. To save time, you could ask the prospect to gather this information before the meeting to ensure they have it on hand. After viewing their current policies, add follow-up questions to determine what these clients like or dislike about their current coverage. Brokers can use this information to match features that prospective clients already like and improve upon anything they don't care for. Also, use this opportunity to spot and explain coverage gaps and find relevant solutions. What are your primary insurance concerns?Asking insurance clients about their current concerns about insurance coverage offers insurance brokers an excellent way to get people to open up and express their experiences and expectations. The answers will help agents select the best insurance coverage and even more, find out which aspects of coverage the client cares about the most. If they don't answer right away, ask what went through their minds when they offered contact information to the insurance agency in the first place. For instance, many prospective clients may have had concerns about increasing insurance premiums, an unsatisfying experience with customer service, or hassles when making insurance claims. If asking about concerns doesn't get them to open up, try prompting your clients with more specific questions about their encounters with current insurers. Try asking about their experiences with billing, customer service, and making claims. How much insurance coverage do you think you need?An insurance company may suggest a level of coverage for a specific individual, family, or business, based on national averages for similar clients. At the same time, particular people or companies might have unique situations that require more or less coverage than usual. On the other hand, many people will underestimate their coverage needs. For instance, a life insurance prospect may think they need a life insurance policy with a death benefit of $250,000 to cover the balance on a mortgage for a home they recently purchased. The prospect might not have considered providing extra income for a spouse or adding to an educational or retirement fund. Consider another example. The prospect might mention a current policy for homeowners insurance that covers damage at the actual value and not the replacement cost. Explain that this will only provide enough money to replace their appliances and electronics at thrift store prices. Coverage for the replacement cost will let them buy new items to replace the damaged ones. Either way, the client's estimate can offer a valuable starting place for a conversation about the amount of coverage they should purchase. How would you prefer to pay?
Naturally, various clients will have different financial situations and ways they prefer to budget for bills. For example, some people prefer to pay each month to make it easier to manage cash flow. At the same time, others would rather pay upfront for six months or a year to earn discounts and make accounting simpler. Most importantly, help clients understand the importance of setting up automatic payments through their checking account or a credit card. Primarily, they won't experience a lapse in coverage because they overlooked a bill. Also, many insurers offer discounts for automatic drafts, even if the client pays monthly. Have you filed claims before?Information about previous insurance claims can uncover plenty of valuable information about a client. First, the answer can highlight risks and offer a chance for the agent to learn if the client has taken steps to reduce the risk of future issues. Insurance brokers can also take the opportunity to learn about the client's experience with customer service, adjusters, and other aspects of claims handling. Of course, insurance companies will base their premiums on the client's risk profile. For example, they may charge more for property insurance for clients with previous claims or who live in a high-crime area. Some insurers may even decline high-risk applicants. In contrast, many insurance companies offer discounts for investments in risk mitigation, such as security systems. The agent can use information from the answer to filter out potential insurance companies and make suggestions about risk management. Is your property or business subject to particular risks?Insurance companies gather massive amounts of data to help them understand the general risk profiles of various businesses or individuals based on industry, location, and local or national averages. However, these risk profiles will probably not describe your current prospects perfectly, so it's good business to learn about the owner's assessment of their unique risks to determine exposures because of coverage gaps. Even the smallest companies generally need protection against liability claims and property damage, so that's an excellent place to begin explaining small business insurance. Still, a business may appear ordinary on the surface. At the same time, it could have some unique risk exposures because of weather, crime, online sales, professional activities, the age or health of the owner and key personnel, or international business connections. Insurers provide an excellent source of information about typical risks, but the owner's opinion also has value. Just as critical, the answer to this question can help an agent understand what their potential clients value and even more, what they worry about. That knowledge will help uncover the coverage most likely to engage and satisfy the prospect. Besides protecting clients' finances, insurance should also offer them peace of mind. What Are Your Company's Most Valuable Assets?If you ask most small business owners about their most valuable asset, you might expect them to name their business, inventory, machines, or supplies. Instead, they often mention themselves and perhaps, a few key employees. This type of answer can open up discussions about the benefits of business owners' life insurance, a product they may have yet to consider. The response could also indicate the owner is ready to discover group health insurance or ensure the business has the best worker's compensation insurance. In other words, any answer that prospective clients offer can give you insight into what they value the most. This clue can help you suggest an insurance plan that includes protection other agents might miss. Typically, small businesses rely on a business owner's policy that includes general liability insurance and property insurance. However, suppose your client says his company's most important assets include intellectual property and data. They may also need specialized coverage, like intellectual property and cyber insurance. Simple Questions Unlock the Value of a Client-Focused Interview
Every insurance business should focus on delivering security and peace of mind to its clients. How can brokers know what their clients truly want and need? The key to understanding prospects well enough to turn them into clients is simple -- insurance brokers need to ask the right questions. Insurance agents should make a plan to ask leading questions to spark a discussion and pay close attention to everything the client says. Insurance agents with a client-centered approach to sales can develop trust, grow their businesses, and earn referrals. Depending upon the answers, agents should also prepare follow-up questions to ensure they understand their client's risks, concerns, and values. That way, they can confidently offer the best solutions to each unique customer.
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| Neenah, Wis. (Dec. 7, 2021) – SECURA Insurance will
donate $37,500 to 26 nonprofit organizations through a #GivingTuesday contest
designed to help independent insurance agencies support organizations in their
communities.
Agents nominated local nonprofits through the #SECURAGivesBack campaign.
Twenty-six participating agencies were selected at random to receive a $1,250
donation to a nonprofit of their choice. SECURA also donated an additional
$5,000 to one agency's nominated nonprofit in honor of the campaign's fifth
anniversary.
"We are happy to be able to give back to more nonprofits this year with
the fifth anniversary of the #SECURAGivesBack campaign," said Kevin
Klestinski, Vice President - Specialty Lines Underwriting, "SECURA not
only supports nonprofits, we also provide insurance coverage designed for the
risks they face. #SECURAGivesBack is our way of saying thank you to our agents
for the work they do to protect nonprofits. We are honored to give back to the
organizations that make our communities a great place to live, work, and
play."
The winning Kentukcy agencies and the nonprofits that will benefit include:
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| Louisville, KY – Big I Kentucky (BIG I KY), the state's leading insurance trade association, installed its Board of Directors during the association's 125th Anniversary Convention & Trade Show on November 11, 2021, at The Galt House Hotel in Louisville, KY. Kevin Desmond was installed as Chair, Whitney Floyd, CIC as Chair-Elect and Laura Yount, CIC, CISR as Vice-Chair.
Kevin Desmond is President of Desmond Brothers, Inc. in Bellevue, Kentucky. He is a graduate of Newport Catholic High School and earned a Bachelor of Arts degree from Xavier University in 1977. He currently serves as a member of BIG I KY's Events, Foundation, Government Affairs and Industry Partner Committees. Desmond is a former Board Member of the Cincinnati chapter of the Juvenile Diabetes Research Foundation. He and his wife, Karen, reside in Fort Thomas. Kevin has two daughters, Stephanie Wood and Jennifer Markus, and three grandaugthers. Whitney Floyd, CIC, is Vice President of Field & Main Insurance in Henderson, Kentucky. She is a 2003 graduate of the University of Kentucky and earned her Certified Insurance Counselor designation in 2018. She serves BIG I KY as a member of the Emerging Leader, Industry Partner and Trusted Choice Committees. Floyd has served her community in a variety of capacities, as Co-Founder and Past President of The Henderson Rotaract club, past treasurer and board member of Henderson Community College Foundation and past Membership Chair and secretary of Friends of Audubon. She and her husband, Wes, reside in Henderson with their black lab, Dixie and Goldendoodle, Biscuit. Laura Yount, CIC, CISR, is Principal of Mountain Valley Insurance in London, Kentucky. She is a 2003 graduate of the University of Kentucky and earner her Certified Insurance Service Representative designation in 2005 and Certified Insurance Counselor designation in 2006. She has served on the Emerging Leaders, Events, Government Affairs and Membership Services Committees. Yount serves her community as a member of Forward Community Church and an active volunteer with the Angel Tree Program and the local homeless shelter. She and her husband, David, reside in London with a lot of fur babies.
Other board members installed at the event include: - Ray A. Robertson, CIC – Limestone Agency, Inc., Mount Sterling; Past Chair
- Allen J. Crawford, CIC, CSRM – Reed Brothers Insurance Services, Somerset; Treasurer
- Chip Atkins – R.H. Clarkson Insurance Agency, Louisville; National Director
- Philip Anderton – Sterling Thompson Insurance, Louisville
- Carolyn Reynolds – Reynolds Insurance Agency, Richmond
- Chris Wiseman – Houchens Insurance Group, Bowling Green
- Mark Linkous – Glass & Thompson Insurance, Edmonton
- Eric Schumacher – Schumacher Insurance Agency, Inc., Maysville
- John Purdom – The Murray Insurance Agency, Murray
- Nick Rolf – Gross Insurance Agency, LLC., Fort Thomas
- Danny Yackey – Insuramax, Inc., Louisville; Emerging Leader Chair
About Big I Kentucky: Big I Kentucky, formerly the Independent Insurance Agents of Kentucky (IIAK), is the largest insurance trade association in the state, with more than 300 insurance agencies, employing more than 3,000 people as its members. Independent agents offer customers a choice of policies from a variety of insurance companies. These agents provide all lines of personal and business insurance, including – property, casualty, life and health, and employee benefit plans and retirement products. The organization was founded in 1896.
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| Louisville, KY – Big I Kentucky (BIG I KY), the state's leading insurance trade association, awarded the 2021 Customer Service Representative of the Year Award to Lisa West of Whitley City. She received the award during the association's 125th Anniversary Convention & Trade Show on November 11, 2021 at the Galt House Hotel in Louisville, KY. The Customer Service Representative of the Year Award is given to an individual working in a Big I Kentucky member agency as a customer service representative, who typifies the ideals of service. West is a Personal Lines Customer Service Representative with Crabtree Wilson Insurance Agency in Whitley City. During her tenure, she has earned her Accredited Customer Service Representative (ACSR). “Everyone has what they think is an exceptional person in their office but Lisa is truly exceptional," said Buddy Wilson, President of Crabtree Wilson Insurance Agency. “She not only does her job at processing policies, waiting on clients, taking payments and the normal CSR functions...but she does it with great empathy for her clients. She goes above and beyond in trying to make sure her clients are taken care of both in having the right coverages as well as assisting with claims, even after its turned over to the adjuster."
About Big I Kentucky:
Big I Kentucky, formerly the Independent Insurance Agents of Kentucky (IIAK), is the largest insurance trade association in the state, with more than 300 insurance agencies, employing more than 3,000 people as its members. Independent agents offer customers a choice of policies from a variety of insurance companies. These agents provide all lines of personal and business insurance, including – property, casualty, life and health, and employee benefit plans and retirement products. The organization was founded in 1896.
Media Coverage:
The McCreary Voice
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| Louisville, KY – Big I Kentucky (BIG I KY), the state's leading insurance trade association, awarded the 2021 Michael D. Hepp Emerging Leader of the Year Award to Adam Sheridan of Somerset. He received the award during the association's 125th Anniversary Convention & Trade Show on November 10, 2021 at The Galt House Hotel in Louisville, KY. The Michael D. Hepp Emerging Leader of the Year Award is given to honor an individual who has made a significant contribution to furthering the Emerging Leader program both within Big I Kentucky and the industry as a whole. Through Sheridan's leadership, dedication and hard work, we have seen the engagement and growth of emerging leaders in our association steadily increase year after year. He has been instrumental in finding top notch speakers for our emerging leader conferences and most of all he handled any task no matter how grand or miniscule handed to him during his two years as chair. “Our Emerging Leader Committee has been left in a better place because of his active involvement and dedication," said Katie Hines, Membership Services Director and Emerging Leader Liaison for Big I Kentucky. This award is named after Michael D. Hepp, a former Big I Kentucky Emerging Leader Chair and Past President. It recognizes someone with a passion for the industry, strong leader within the association and a consistent voice for the emerging leaders. 
About Big I Kentucky:
Big I Kentucky, formerly the Independent Insurance Agents of Kentucky (IIAK), is the largest insurance trade association in the state, with more than 300 insurance agencies, employing more than 3,000 people as its members. Independent agents offer customers a choice of policies from a variety of insurance companies. These agents provide all lines of personal and business insurance, including – property, casualty, life and health, and employee benefit plans and retirement products. The organization was founded in 1896.
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| Louisville, KY – Big I Kentucky (BIG I KY), the state's leading insurance trade association, awarded the 2021 Buford C. McIntosh Company Person of the Year Award to Donna Schlie of Arlington Roe. She received the award during the association's 125th Anniversary Convention & Trade Show on November 11, 2021 at The Galt House Hotel in Louisville, KY. The Buford C. McIntosh Company Person of the Year Award is given to an individual who is a supporter of Big I Kentucky and its member agencies. They are an example of customer service, integrity and perseverance. The award is presented to an individual who has made a difference to their clients and made the insurance industry better as a whole. With more than 30 years in the insurance industry and just having celebrated 15 years with Arlington Roe, Schlie is known for being loyal to her agents and always looking out for their concerns and needs. She is a true professional with a gifted talent of nurturing relationships between an underwriting team and agency staff. She is also the face of Arlington Roe at ALL Big I events. “Donna is the lifeblood of our company and it's relationships in Kentucky, Ohio and Tennessee – she was essential in getting our name out there after the purchase of the Southern General Agency in 2005 and she has continued to show her importance to our company and this industry. Arlington Roe is a better place because she works for us," said Jim Roe, President & CEO of Arlington Roe. This award is named after Buford C. McIntosh, a long-time supporter of Big I KY and member agents across Kentucky. Buford spent many years with Kentucky Central/Kentucky National Insurance Companies and helped agents of all sizes by believing in their integrity and perseverance. As Donna always says, “It's another great day at Arlington Roe." Jeffrey McIntosh and Angie Cox, children of Buford, were on hand to present the award.
 About Big I Kentucky: Big I Kentucky, formerly the Independent Insurance Agents of Kentucky (IIAK), is the largest insurance trade association in the state, with more than 300 insurance agencies, employing more than 3,000 people as its members. Independent agents offer customers a choice of policies from a variety of insurance companies. These agents provide all lines of personal and business insurance, including – property, casualty, life and health, and employee benefit plans and retirement products. The organization was founded in 1896.
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| Louisville, KY – Big I Kentucky (BIG I KY), the state's leading insurance trade association, has elected Kevin Desmond as Chair. His appointment took place at the association's 125th Anniversary Convention & Trade Show on November 11, 2021, at The Galt House Hotel in Louisville, KY. Desmond is the President of Desmond Insurance, Inc. in Bellevue, KY. He joined the Big I Kentucky Board in 2016 and serves BIG I KY in a variety of capacities, most recently as a member of the Industry Partner Committee, Events Committee, Government Affairs Commitee and Kentucky Agents Foundation Board. "Throughout the insurance industry in our state there are known families to be legends, the Desmond's are among those ranks," said Ray Robertson, Big I Kentucky Immediate Past Chair. “Kevin will no doubt be an incredible leader of this association. He has already proven to be a mainstay on the Government Affairs Committee and a champion for our programs and services." The Desmond name is well-known throughout our organization. Desmond has two brothers, Michael Desmond and Dennis Desmond, both former Big I Kentucky Past Presidents and a niece, Shannon Desmond Walz, a former Big I Kentucky Emerging Leader Chair. Kevin and his wife, Karen reside in Fort Thomas. and have two children, Stephanie and Jennifer and three granddaughters, Harper, Teagan and Quinn.
About Big I Kentucky: Big I Kentucky, formerly the Independent Insurance Agents of Kentucky (IIAK), is the largest insurance trade association in the state, with more than 300 insurance agencies, employing more than 3,000 people as its members. Independent agents offer customers a choice of policies from a variety of insurance companies. These agents provide all lines of personal and business insurance, including – property, casualty, life and health, and employee benefit plans and retirement products. The organization was founded in 1896.
Media Coverage:
NKY Tribune
Insurance Journal |
| Louisville, KY – Big I Kentucky (BIG I KY), the state's leading insurance trade association, awarded the 2021 E. Starling Holloway Insuror of the Year Award to Stephen Kinkade of Leitchfield. He received the award during the association's 125th Anniversary Convention & Trade Show on November 11, 2021 at The Galt House Hotel in Louisville, KY. The E. Starling Holloway Insuror of the Year Award is given to an individual who has made a significant contribution, enhanced the ideals and reputation of the insurance industry, or has made a significant contribution to his community, state and country. Kinkade is President of Kinkade-Cornell Insurance Agency in Leitchfield, Kentucky. He has been a beloved member of our board and association for the past 25 years, serving as Chairman in 2009 and as National Director from 2012-2020. After his many years of service to this association, he no doubt left it in a better place than when he started. Success can be measured in many ways, but Kinkade is the personification of servant leadership and exemplifies the characteristics of E. Starling Holloway. “Steve has been a pillar inside Big I Kentucky being involved in every aspect of the association and at the national level. He has been a constant sounding board for important issues affecting our industry, a beacon of knowledge and, most importantly, a friend," said Chip Atkins, Big I Kentucky National Director and CEO of R.H. Clarkson Insurance Agency in Louisville.
About Big I Kentucky:
Big I Kentucky, formerly the Independent Insurance Agents of Kentucky (IIAK), is the largest insurance trade association in the state, with more than 300 insurance agencies, employing more than 3,000 people as its members. Independent agents offer customers a choice of policies from a variety of insurance companies. These agents provide all lines of personal and business insurance, including – property, casualty, life and health, and employee benefit plans and retirement products. The organization was founded in 1896.
Media Coverage: Grayson County News-Gazette
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