Agent & Broker Interest Group

To remain a vital, growing, and sustainable organization, we must find ways to attract the next generation of insurance professionals to the CPCU designation and the CPCU Society. To do that, we have to make membership in the Society (and the Society Interest Groups) a meaningful and worthwhile experience. We have a lot of work to do in this area.

The CPCU Society conducted a member survey in January and February of this year. The results were a mixed bag. On the downside, Society meeting attendance in 2012 was lower for active members than for recently inactive members before they dropped out of the Society. Close to half of all active members attended none of their chapters’ functions in 2012. About 70 percent of active members were unaware of or uninvolved with any of the Society’s fourteen interest groups. These are ominous signs.

However, there is reason for optimism. Most members are satisfied with their chapters and listed multiple reasons for chapter membership;

What’s in This IssueMessage From the Chair and Vice Chair . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

Message From the Editor. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

The CPCU Designation Is the Gold Standard of the Insurance Industry . . . . . . . . . . . . . . . . . . 3

CPCU: A Long Journey Well Rewarded . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

Let’s Be More Boastful About Being CPCUs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

The CPCU Designation: A Great Foundation for Future Success . . . . . . . . . . . . . . . . . . . . . . . 6

We Need to Do a Better Job Attracting Younger Professionals . . . . . . . . . . . . . . . . . . . . . . . . 7

Helping Others Attain the CPCU Designation Helps Me. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

It All Starts With a Few Pages . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Don’t Water Down the Designation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Be a Mentor to the Next Generation of Insurance Professionals . . . . . . . . . . . . . . . . . . . . . . 11

Life After Being a Corporate CFO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Students: Lesson Number One—Nothing Happens Without Insurance . . . . . . . . . . . . . . . . . 13

www.CPCUSociety.org | Visit us online.

Volume 26 | Number 2 | November 2013

Agent & Broker Interest Group

Message From the Chair and Vice Chairby D. Scott Garrison, CPCU, CLU, ChFC, and Carolyn “Cal” Durland, CPCU

D. Scott Garrison, CPCU, CLU, ChFC, is an executive risk consultant for HUB International CFR in Tulsa, Oklahoma. A CPCU since 1999, Garrison was a CPCU Society national governor for three years and has served on various CPCU Society task forces, including the 2004 and 2011 Annual Meeting Task Forces, the Media Advertising Task Force, and two terms on the New Designee Task Force. He has also served as president, president-elect, vice president, treasurer, and new designee chair of the Northeastern Oklahoma CPCU Society Chapter. Currently, Garrison is serving as the chair of the Agent & Broker Interest Group.

He graduated from Baylor University with bachelor’s of business administration degrees in insurance and management.

Carolyn “Cal” Durland, CPCU, is director of member relations at ACORD. Prior to joining ACORD in 1990, she was an underwriter and a field representative for a large commercial property carrier and broker and earned her CPCU in 1989. She works closely with agents and brokers through the ACORD-User Group Information Exchange (AUGIE), which she facilitates. She has been active with the CPCU Society Westchester Chapter as a board member and treasurer and currently holds the position of vice president. She participates on the 2013 Annual Meeting Task Force and is a LOMAN Trustee. She is also vice chair of the Agent & Broker Interest Group.

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the top three reasons were networking, the opportunity to engage in career and business development, and access to industry and technical information and updates. The primary reason more members don’t take maximum advantage of Society benefits is not a surprise: time constraints and other competing obligations.

We’re delighted that the Society is aggressively pursuing solutions to the problems and challenges identified in the survey and has a plan of action for benchmarking chapter performance, sharing results, and building chapter leadership tools and support strategies. We have a lot of resources that can engage people, and keep them engaged, if we promote awareness, usage, and engagement.

A bigger problem is attracting new people to the designation. About 69 percent of all CPCUs are over the age of forty; 40 percent are over fifty. We need to be a lot more aggressive and creative in winning the hearts and minds of Generations X and Y.

As the articles in this newsletter indicate, the interest in and enthusiasm about the designation is definitely there. The CPCU designation is still the most highly respected designation in the industry. But we still need to demonstrate why and how the tools the CPCU designation provides you and the associations you make (through Society as well as interest group membership) can advance your career and make your work more productive and meaningful. At the Agent and Broker Interest Group, we’re always open to ideas on how we can make this happen.

As Scott and Cal indicate, the CPCU Society in general, as well as all of our interest groups, have a lot of work to do in terms of providing real value to CPCU designees (active or not) as well as to those who are considering the profession and which path they will pursue within it (including how they will go about building their professional career).

In that spirit, in this edition we have tried to capture the sentiments and attitudes people have about the CPCU designation. We hope these observations can provide us with insights into how we can attract new designees and get them engaged and involved in the Chapters and Society leadership positions.

I want to thank everyone who generously gave of their time to share their thoughts, specifically Christian Archut, CPCU, Jedidiah Berry, CPCU, Brian Boughtonm, CPCU, John

Garrett, CPCU, Josh Curry, Kevin Cutillo, CPCU, ARM, Austin James, CPCU, Marianne Halvorsen, CPCU, Stephen Kirby, CPCU, CIC, Courtney Stuekerjuergen, CPCU, ASLI, AINS, and Tom Wodason, CPCU, AFSB, CGMA.

Reading their comments, I was impressed by the value they perceive in attaining the CPCU designation in terms of the knowledge they have gained, the confidence it has given them, and the pride they feel in displaying it on their business cards. Three contributors also made noteworthy comments to me: Josh Curry, an international underwriter at Zurich, is not a CPCU but is presently contemplating various career development alternatives, including a master’s degree in either economics or actuarial science. He is strongly leaning toward pursuing the designation (we need to capture more fence-sitters like him, including those considering alternative designations). Marianne Halvorsen, a Lockton vice president and producer, talked about how she proactively reaches out to new CPCUs in her organization because she knows these people are drivers, the kind of people who are hungry, ambitious, more likely to be successful, and more likely to help Marianne achieve her own goals. Finally, I was fascinated by Tom Wodason, a certified public accountant who spent five years at Arthur Andersen followed by twenty-one years as a chief financial officer in the construction and banking industries. In that capacity, he was responsible for purchasing insurance. Yet, after he eventually made a career change into insurance, he still felt compelled to enhance his knowledge and credibility by attaining the designation!

There is no doubt in my mind that the CPCU designation is still the gold standard as far as advanced professional training in the property-casualty insurance industry is concerned. But it will only continue to be so if we actively take the responsibility to maintain the prestigious and well-deserved image and reputation of the designation. We welcome your ideas on accomplishing that.

Message From the EditorBy Bart Shachnow, CPCU, CFP®, CLU, ChFC

Message From the Chair and Vice Chaircontinued from page 1

CPCU Society Agent & Broker Interest Group | November 2013 2

Bart Shachnow, CPCU, CFP®, CLU, ChFC, is sales performance director for Zurich North America. He has extensive experience advising individuals, families, and organizations of all sizes on a range of financial planning issues, including those related to property, casualty, life, health, and employee benefit risk management and insurance needs. He has written and lectured extensively on a broad range of financial planning topics. He has a bachelor’s degree from the University of Pennsylvania and a master’s of business administration degree from New York University.

Christian Archut, CPCU, is assistant account manager for The Graham Company in Philadelphia. He was first employed by The Graham Company in 2007 as an account analyst, supporting the day-to-day risk management needs of clients in such industries as construction, distribution, health and human services, and manufacturing.

Archut has previously been employed by Merrill Lynch, working in the Trading Services Department. He earned a bachelor’s degree from Temple University in 2005.

The CPCU designation is the gold standard of insurance industry designations. Insurance professionals who hold this designation prove that they are committed to being the very best at what they do. In order to be the best, insurance professionals need to continually adapt to the ever-changing landscape of the insurance industry, and the CPCU designation enables them to do so by covering a wide swath of topics that every insurance professional should be exposed to. When I see the CPCU designation next to a colleague’s name, I know that this person is serious about getting the job done right and is willing to put in the extra effort to do so.

The CPCU designation will help me with my career because it demonstrates that I am committed to being a top professional in the insurance business. Becoming a CPCU takes a lot of hard work and time, which shows your current employer that you are willing to go that extra mile when, for example, renewing a tough account or winning a new one. Clients will see the designation and know that they are dealing with an insurance expert, someone who values ethics in the business world. The designation shows your co-workers that you want to be the go-to person when someone has an insurance question. In the ever-competitive job market, the CPCU designation will show prospective employers that continuing education is important to you and that you will constantly strive to be more knowledgeable than your competition.

In order to continue to grow the CPCU Society in the future, we need to make ourselves more visible by talking about the issues that challenge our industry and the benefits that our products and services provide. Insurance is still too frequently viewed as a commodity. That perception results in price being the predominant concern in the purchase of insurance. We know that the risk management challenges our customers face are complicated and require complex, creative solutions. I feel that the CPCU designation has given me the background, insights, and confidence to identify loss exposures and provide a range of different

risk management and insurance solutions to address them. Being more proactive in promoting insurance and risk management awareness in a broad range of venues—conferences, seminars, and other events—can help us spread the word in an effective manner while also helping each of us develop valuable networks. Additionally, speaking to someone face-to-face about the benefits of the CPCU designation gives potential CPCU candidates a personal look into what the designation has to offer and how it can help propel an insurance professional’s. I think such personal interaction, whether it comes from entry-level employees or mid-level to upper management, could have a great impact. Local CPCU chapters must also do a better job of courting new CPCUs so that they know the value of joining their local chapter. Being involved with your local CPCU chapter offers excellent networking opportunities with fellow insurance professionals, as well as industry-specific seminars that enhance CPCUs’ knowledge of the insurance industry.

Finally, I also believe that CPCUs need to continually enhance their skills through ongoing professional development. The insurance industry is changing constantly, as is the world around us; demographic, economic, social, political, legislative, and regulatory changes, both domestically and internationally, always have an impact on us and the products and services we provide. The CPCU designation provides a great foundation of skills, but those skills can only be maximized if they are continually refined and updated.


The CPCU Designation Is the Gold Standard of the Insurance Industryby Christian Archut, CPCU

Jedediah Berry, CPCU, joined Marsh in 2011 and is the property placement team leader for Marsh’s Greenville and Charlotte offices, responsible for the design, marketing, and implementation of property placements for a broad range of industries. Prior to joining Marsh, Berry had over ten years of property underwriting experience with both insurance and reinsurance companies—most recently with Ren Re. In this role, he was responsible for growing and maintaining a profitable book of property risks and managing relationships within the wholesale brokerage community. Berry graduated from Olivet College in 2002 as a business administration major with a dual concentration in marketing and insurance and risk management.

The Chartered Property Casualty Underwriter (CPCU) designation is an extremely satisfying end to my journey that began thirteen years ago when I first took the Insurance Operations course at Olivet College. There were times when finding the time to study for the CPCU tests was difficult because of business and personal constraints, but I was able to finally finish in December of 2012. I am extremely proud to display my CPCU on my business card and email signature, as it shows that I have put in the hard work to earn the designation.

I believe that the CPCU designation opens doors to opportunities both internally and externally. The CPCU designation shows that you have made a commitment to further your education within the insurance industry and carries weight with both clients and carriers.

The number one thing that we as an industry need to do to attract young people to this industry is to start early. We need to visit high schools and colleges to educate students about the industry and show all of the exciting opportunities that are available. If we show them this early on, we can build an interest that will hopefully grow into

careers for them. I was lucky enough to go to Olivet College, which had a strong insurance program. Industry leaders would come into our classroom and speak about their careers in the insurance industry. Through these discussions, I was shown different paths that I could take for my career. If it was not for the leaders and mentors, I would not have pursued a career in insurance nor worked to obtain my CPCU designation. My college had a program with local high schools to foster an even earlier start with young people to attract them to insurance and had scholarships that assisted with textbooks and exam fees for The Institutes’ programs.


CPCU: A Long Journey Well Rewardedby Jedediah Berry, CPCU

“ I am extremely proud to display my CPCU on my business card and email signature, as it shows that I have put in the hard work to earn the designation.”

Brian J. Boughton, CPCU, entered the industry in 2002 with Bristol West Insurance, handling auto claims. He joined Farmers in 2003, taking on multiple roles, including subrogation, commercial casualty claims adjusting, marketing, and finally as the personal lines growth consultant for the state of Alabama. Brian has been with Safeco Insurance since May 2013, where he is the personal lines territory manager for the state of Alabama.

Boughton graduated with a bachelor’s degree in anthropology in 2001 from California State University, Fullerton.

My personal CPCU journey began in 2005, when the carrier I was working for decided to require outside education as part their annual performance review. I took the INS 21 course from The Institutes, studied hard, and passed. While I was studying, I realized something— I actually enjoyed expanding my knowledge of the industry I had been working in for the past 3 years.

Unfortunately, the next few years saw me moving positions more than once, and the time required to further my insurance education didn’t materialize. Fast forward to 2008. I found myself in another state, in another position, and trying to move up in the organization. I was working with agents, producers, and CSRs and wanted to better connect to them, so I signed up for the AAI 81 course.

A year later, I completed the all three AAI courses and earned my first designation. I felt a sense of accomplishment that I hadn’t felt

since earning my college diploma. Along the way, I earned a promotion, helped in part to my commitment to continuing education.

The sense of accomplishment and ability to be promoted due to my newfound insights earned through The Institutes course of study encouraged me to continue with my education and inspired me to earn my CPCU. My mother tried for years when I was growing up to earn her CPCU and never quite finished it before she retired, and she encouraged me to keep going along the way.

The CPCU courses were challenging, but rewarding. With each course, I found my knowledge growing and my contributions to my company and the people I worked with increasing. Like most, I stumbled along the way and didn’t pass a course. I was mad at myself for not passing, but the encouraging emails from The Institutes help keep me going.

In December of 2012, I sat down to take my last exam and was filled with nervousness and apprehension. When I hit that final submit button and saw that I had passed, I couldn’t help but smile proudly. I called my wife and let her know that I had passed, and she was very proud of me. I, of course, called my mother as well, and she was elated that I had earned something she herself worked toward for so many years.

Soon an opportunity to advance my career came along and, just like The Institutes statistics show, I was able to get a better job, earning more, and making an even bigger difference to those I work with. I know my CPCU designation didn’t do all of this for me, but it certainly gave me the knowledge and confidence to do the best that I can do in this industry.

I always encourage those around me to continue with their insurance education and to learn more about the industry they serve. I was encouraged just a few months ago when two colleagues learned of my CPCU designation and delighted in telling me that they too had started their journeys toward earning the CPCU. But they were apprehensive thinking it might be too hard or

take too long. I told them of my experience and what a positive impact it has made in my career. They were encouraged, and committed to finishing.

The biggest thing we can do as CPCU designees is to encourage the next generation of people coming to our ever-changing industry to believe in the power that knowledge brings and strive to make themselves, and the industry, better.

Unfortunately not every young, or not-so-young, for that matter, insurance professional feels the same way or feels the need to make the commitment to continuous education and improvement. The biggest thing we can do as CPCU designees is to encourage the next generation of people coming to our ever changing industry to believe in the power that knowledge brings and strive to make themselves, and the industry, better.

We need to be more encouraging, more engaging, and even a little more boastful when it comes to interacting with the next generation. We need to reach out through new forms of communication and expand our recruiting efforts to give people a taste of that sense of accomplishment I felt when completing my first course. I believe The Institutes have done a great job of simplifying the path to earning the CPCU designation, but we all need to be more encouraging in our one-on-one interactions with others in our field to show others what it means to be a true professional.


Let’s Be More Boastful About Being CPCUsby Brian J. Boughton, CPCU

“ The biggest thing we can do as CPCU designees is to encourage the next generation of people coming to our ever-changing industry to believe in the power that knowledge brings and strive to make themselves, and the industry, better.”

Josh Curry is employed in Zurich’s International Programs Division. He first joined Zurich in 2011 as part of its Construction Specialty Group. Curry is one of the youngest Zurich professionals to be selected as a market customer leader, an individual responsible for coordinating and leading Zurich’s go-to-market activities with large customers. He earned a bachelor’s degree from the University of Connecticut, where he was a double major in economics and political science, and a master’s degree in finance from Quinnipiac University.

I am a believer in lifelong learning. Anything that you can do to enhance and advance your skill set is critical. That especially applies in a field like insurance, which is complex, multifaceted, and ever-changing, but one that ultimately offers a product that will always be in demand. Further, given any particular risk management scenario, there could be multiple acceptable insurance solutions. You need training to see those alternatives, and, in turn, to choose the best of those alternatives.

Personally, I am at a crossroads. I have done well at my present employer and am excited by the opportunities I have seized and those that have yet to present themselves. I am presently considering a number of different advanced degrees to help further my insurance career, including master’s-level programs in actuarial science, economics, and/or risk management. The CPCU designation is also a possibility. Let me brief you on my current calculations.

The benefits of earning the CPCU designation are compelling. From my short stint in the insurance industry, I have come to see the CPCU designation as the gold standard of insurance designations. It provides a point of interest between you and other insurance professionals, and it affords you immediate credibility in the eyes of key insurance decision makers, both internally and externally, while demonstrating your commitment to evolve, improve, and advance in the industry.

As you gain experience and begin to look for better and brighter opportunities, your network becomes ever more important. Finding a mentor, confidant, or just someone to shoot the breeze with is always easier when there is common ground, a single point of reference and a shared experience. The CPCU designation fosters this common ground between professionals in the industry and becomes a critical tool in connecting and bonding with fellow professionals. The CPCU Society, in particular, is a great way to build a network with industry leaders. Get to know those key decision makers.

I know from first-hand experience that the brokers and risk managers I work with share my comfort with and trust of CPCUs and value their judgment. I also know that, internally, my own colleagues are more likely to view a CPCU as a go-to resource for technical and professional advice.

Finally, I sense that the CPCU designation provides peace of mind regarding job security. CPCUs that I know and work with seem more capable of adapting to the changing landscape and demands of the insurance industry. Again, in believing in the significance of knowledge and lifelong learning, I believe that confidence in your capabilities and, ultimately, yourself is something unique that CPCU training can provide.

The downsides of a CPCU designation are harder to pinpoint. The time commitment, in addition to that of your personal and professional lives, and, of course, the challenge of preparing for and taking exams come to mind immediately. But, like anything else, the satisfaction and feeling of accomplishment outweigh those stressful feelings tenfold. All great things take time and effort; otherwise, they would not be considered great. Ultimately, I am leaning toward the CPCU designation not only because of its credibility and prestige, but also because it would serve as a great foundation for other advanced degrees I might choose to pursue.


The CPCU Designation: A Great Foundation for Future Successby Josh Curry

Kevin Cutillo, CPCU, ARM, joined Willis in Boston as a client manager in 2012, where he focuses on marketing, management, and servicing the property risk management needs of large risk accounts in a variety of industry segments. Prior to joining Willis, Cutillo worked in the Risk Management Department of a large general contractor, specializing in the management of a subcontractor default insurance program. He started his insurance career as a casualty underwriter at Liberty Mutual.

Cutillo graduated from the University of Phoenix in 2008 with a bachelor’s degree in business management. He is currently enrolled in a master of science program at Boston University with a concentration in insurance management, which he expects to complete in 2013.

I entered the insurance industry in 2005 as an underwriting assistant at Liberty Mutual Insurance Company. With only a partial college education and absolutely no insurance background whatsoever, it occurred to me quite quickly that, for me to advance in my new career, I would need to study quickly and learn as much as I could. In speaking with many of the experienced professionals in my organization, it became quite clear that both the Associate in Risk Management (ARM) and the Chartered Property Casualty Underwriter (CPCU) designations were the best way to go in order to gain industry knowledge to advance quickly. The lessons learned throughout taking the courses would not necessarily apply to my day-to-day job, but the information obtained would put me

leaps and bounds ahead of countless others in the industry.

The process of obtaining the ARM was fairly innocuous and gave me a solid base to begin the CPCU studies. I went at it hard, taking four of my exams in the first couple of years. I find myself to be a fairly good test taker and prepared well for these exams, yet I still found the CPCU programs extremely difficult and challenging. There was so much information and so much to learn, particularly for someone with a limited insurance background, that it was almost overwhelming. However, after the completion of each course, I felt as though not only was I a more intelligent insurance professional but that I also had a sense of accomplishment that few others at my level had yet felt.

After a brief job and location switch, I found myself back in a position (as a new property broker) where again I did not have much experience. As a result, I returned to the CPCU program to get a better understanding of property coverage and, at the same time, resumed my path toward the designation. All of this may seem like a long way to explain what the designation means to me, but I put the journey in there because it truly illustrates how proud I am to have earned it. This designation was in itself a very difficult journey, and I cannot believe how helpful it already has been to me in my career. I find that, because of the education learned while trying to obtain the designation, I am not only able to diagnose and interpret insurance policies and questions more effectively and efficiently, but I am also seen as a resource around my office for many things I never thought I would know. Combined with the

other educational advancements I have recently made and my continuing experience, I can see the CPCU designation being a great catalyst toward the next level of my career.

I think the most important part about joining the CPCU Society and attracting newer members is understanding how the designation helps and how rewarding it can be. At the end of the day, people are driven by money, particularly in this industry. While there are many of us in the insurance industry who enjoy our jobs, it’s very doubtful that any of us woke up one morning with a yearning to enter this business. In fact, some of the best stories I’ve heard in my time working in insurance are the ways in which people have become insurance professionals. With that in mind, being able to show hard and fast statistics about the salaries of insurance professionals with and without the designation should be more prominently discussed to attract new members; the bottom line is that CPCUs make more money than non-CPCUs in comparable positions, and CPCUs more consistently rise to senior management positions. In addition, I think word of mouth about the program is very good; however, it is important to get people beginning their studies early the way that I did. While a large number of organizations now require some of their higher-level associates to be working toward the designation, very few have any such mandates for inexperienced professionals just starting out. Finding creative ways to target these individuals might be useful, be it teaming up with colleges or leveraging insurer or broker training programs to alert them to the benefits of the CPCU designation. The bottom line is that we should be reaching out more aggressively to younger professionals. Not only will targeting the younger professionals be a good way to get more people invested in the designation, but it will also improve the industry as a whole, as it will greatly increase the overall knowledge level of the professionals within it.


We Need to Do a Better Job Attracting Younger Professionalsby Kevin Cutillo, CPCU, ARM

“ This designation was in itself a very difficult journey, and I cannot believe how helpful it already has been to me in my career.”

The Chartered Property Casualty Underwriter (CPCU) designation has challenged me to set bigger goals and create higher standards for myself. It’s also allowed me to meet more people and develop more productive, meaningful relationships and has helped me to better myself and to more fully appreciate and enjoy my insurance career.

The CPCU designation helped me craft a path in the business that is uniquely suited to my own needs. It has also helped broaden my orientation and perspectives, enabling me to see and pursue opportunities I heretofore did not think were possible. I also feel that the CPCU designation commands a certain respect among brokers and colleagues. Our industry is highly competitive, and I feel the CPCU designation helps give me an edge that competitors who don’t have the designation lack.

I go out of my way to help others who are pursuing the designation. First, and most importantly, this helps our customers by ensuring they get the right products and risk management solutions specific to their needs. Second, it helps me by enabling me to build long-lasting relationships with people I know are dedicated to being the best in the business! At Lockton Northeast, I am actively involved in leading study groups for colleagues pursuing the Associate in Risk Management (ARM) and/or CPCU designations.

If I were to do anything differently about the CPCU program, I would focus on improving consumer awareness of it. I believe people who work in the industry are aware of the designation and what it means, but few customers are. I’d recommend a robust consumer education campaign built around explaining the designation and why a CPCU designee is uniquely positioned to help customers solve their risk management and insurance problems. Doing this would help generate interest among consumers, and within our industry it might lead to higher enrollment in the CPCU program and greater involvement and engagement in the Society and its activities.


Helping Others Attain the CPCU Designation Helps Meby Marianne Halvorsen, CPCU

Marianne Halvorsen, CPCU, began her insurance career at Marsh as a business analyst and client representative. From there, she moved to Willis as a client advisor. Currently, she is a vice president in Lockton’s Northeast Division. Halvorsen earned a bachelor’s degree in communications from Washington State University and has two master’s degrees related to international business and communications. She was a 2011 winner of the 40 Under 40 M&A Advisor Recognition Awards.

later. I learned more about risk management in those six months than I could have expected to learn in a lifetime.

The CPCU® designation, to me, was a fast track to educating myself and becoming fluent and comfortable in the complex world of insurance and risk management. It provided me with multifaceted perspectives of a reinsurer, an insurer, a claims manager, a risk manager, a broker, an actuary, and an insured. It taught me about the history and development of our industry. I learned to look at patterns and how they can evolve and shape the ever-changing marketplace. Most of all, the knowledge I gained as a CPCU has given me a passion for what I do. I do not just place and sell insurance; I help businesses to manage risk and, in so doing, help the economy operate in a predictable and stable manner.

The program has allowed me to understand multiple viewpoints when reviewing a risk. As a wholesale property broker, I find it important to see an issue from two sets of eyes: the agent’s and the company underwriter’s. The knowledge I have gained has transformed me into a better communicator. At the end of the day, it is not all about price; it is about the value you bring to the table in terms of expertise, guidance, and confidence in selecting the right insurance product for a given and unique circumstance.

I think that, as a society of CPCUs, we have done a great job in recent years of updating the program. It is now highly accessible via the internet, and the testing has been updated to a multiple-choice format, rather than a lengthy written examination. This has allowed people like me to complete the program faster than others could have done in the past.

I still think that many young people have not taken advantage of the knowledge in this designation. I believe that we could do a better job of making our presence known to college students and those fresh out of school. By introducing and exciting young

“ …the knowledge I gained as a CPCU has given me a passion for what I do. I do not just place and sell insurance; I help businesses to manage risk and, in so doing, help the economy operate in a predictable and stable manner.”

people about the CPCU, we would only benefit the future of our industry. I know that for myself, I became excited about insurance after delving deep into my CPCU studies. I never thought that I would be excited about insurance! I have come up with some of my own theories and somewhat radical ideas to improve our model by studying how things work right now and how they can be improved.

If you are considering insurance as a career path, looking to advance in your current position, or just wanting to become a more knowledgeable professional, then I urge you to take some time to investigate the CPCU. Make an effort to read the first chapter of the foundations textbook. I hope that as you read, you consider the effects of your actions. You are making a positive change to be a better underwriter, agent, actuary, company executive, customer service representative, claims manager, or any other insurance professional. You will gain insight and knowledge that will stay with you for the rest of your life. You can start out as a blank slate, and who knows? You may end up changing the world of insurance.

It all starts with a few pages.


Austin James, CPCU, joined iNPAC, a division of NAPCO, this year to start the South Florida office located in Miami, with an emphasis on excess and surplus lines catastrophe-exposed commercial property. Previously, he was a vice president and producing agent for James & Associates Insurance in Winter Park, Florida, then moved into the wholesale brokerage arena and worked for two years at CRC Insurance Services in Boca Raton, Florida. James earned a bachelor’s degree in finance from the Florida State University College of Business in 2009.

I first saw the letters “CPCU” in an email to me from a company underwriter. I was fresh out of college and had no idea what the acronym meant. I was still learning the ropes in basic risk management. I asked my dad, a veteran of the insurance world, what the letters meant. He told me that it was the equivalent of a master’s in insurance. He said that it took a great deal of effort to obtain those four letters, and that a very small percentage of insurance professionals actually ended up finishing the coursework. After hearing this, I was immediately attracted to the idea.

I borrowed the first book from another agent and read about one or two pages before setting it down. I wound up returning it a short while later. A few years later, I started doing business with some underwriters who had the designation. I asked them questions about it, and they all had great things to say. My interest was renewed. I picked up the first book and, to my surprise, this time around, I couldn’t put it down. I finished the entire program six months

It All Starts With a Few Pagesby Austin James, CPCU

“ Having multiple designations, I thought I had a strong base for understanding the various concepts of insurance, but the CPCU program expanded on that knowledge to a degree I did not expect.”

what it means to have a professional agent and value my opinion. My co-workers have been motivated to pursue the designation based upon my demonstration of knowledge beyond the basic policy forms: the CPCU has expanded not only my understanding of the coverage forms, but of the mechanisms of the insurance industry that most people in the field are not able to when necessary.

When a client or prospect asks the typical questions related to pricing and coverage, I can explain insurance from a financial and economic point of view, as opposed to some variation of a “that’s just the way it is” kind of response. When you can speak to an owner of a business in financial terms they clearly understand, they feel much more comfortable placing their insurance and risk management program with you. Finally, should my career transition from sales to management, my current employer will feel comfortable in my capability to teach and guide the next generation of sales and support staff based on my knowledge, experience, and expertise.

What do we need to do as the CPCU Society and as an industry to attract the next generation of CPCUs? We should reach out to people when they’re young, even as early as high school. I believe that the younger generation views insurance as something they can buy on the Internet with little or no guidance. But the fact is that all of them will become insurance consumers, whether in the context of providing for personal and family needs and/or as consumers of commercial risk management and insurance products and services. Very few understand

and appreciate the complexities of insurance buying or that insurance can be a viable, rewarding, and (dare I say) exciting career. Fact is, insurance is viewed as a boring job that offers no excitement or challenge. Yet, I cannot think of another industry that offers what insurance does. There is no ceiling from an income standpoint for those who are driven to succeed. I graduated from college in 1998 and became an insurance agent by accident. While I was trying to get my dream job in sports, a family friend discussed the prospect of going to work for a large national firm, and the rest is history.

Everything must be done to maintain the CPCU as the premier designation in our industry. If that is done, it will always be pursued by those who choose to distinguish themselves from the rest.

I believe the worst thing The Institutes could do is water down the designation by making it easier to attain. I understood the need to transition from short written answer to an objective, multiple-choice format, but there should be no compromise as to the challenging nature of the CPCU content or the exams themselves. It should be hard to attain the designation. If it is, it will continue to attract only “the best and the brightest” in our industry and to ensure that the CPCU will continue to be regarded as the ultimate insurance designation.


Don’t Water Down the Designation by Stephen Kirby, CPCU, CIC

Stephen Kirby, CPCU, CIC, currently works in the Naples, Florida, office of Dawson Insurance, which is a platform agency for AssuredPartners. He specializes in the placement of condominiums and hospitality risks. Kirby began his insurance career in 1999 with Brown & Brown in Clearwater, Florida, and spent eight years there gaining experience and growing his book of business. He is a graduate of the University of Florida.

As a career insurance sales professional, I always regarded those who had the CPCU designation as experts in the field of insurance. When I began the CPCU program, I quickly learned that those thoughts were well-founded.

Having multiple designations, I thought I had a strong base for understanding the various concepts of insurance, but the CPCU program expanded on that knowledge to a degree I did not expect. It was a difficult designation to earn, and I am proud to have the initials after my name for my clients, prospects, and co-workers to see. I feel confident when I am presented with a challenging insurance-related question by clients and prospects. That confidence is also supported by the fact that I have other CPCUs whom I can call on when I need advice. Any CPCU knows what it takes to earn these letters, so the respect among my peer group is invaluable.

I know that having the CPCU designation demonstrates to my clients and prospects that I have dedicated a significant portion of my career to expanding my knowledge beyond the average insurance agent. The types of clients that we target understand

Many people in our industry view what they do as “just a job.” In the process of studying for and completing my CPCU, my eyes were opened to the importance of what we do and the impact we can have on our customers. I look forward to having a career in the industry that is personally and professionally rewarding, interesting, and fulfilling. One of my lessons learned is that the industry in general, and The Institutes and CPCU Society in particular, needs to do a much better job of reaching out to young people like me with a stronger “What’s in It for Me?” message.

I got my CPCU because I wanted to do a better job for my clients. Specifically, I wanted to learn the fundamental building blocks that help explain the whys behind insurance: why it will work most effectively to solve a client’s problems, why it addresses the unique needs of a particular circumstance. The CPCU provides me with a well-rounded perspective of what makes up the DNA of insurance: risk management techniques and a financial and legal understanding, as well as the basics of every insurable line.

“ …messaging to the younger generation is critical, if we are going to attract the “best and the brightest” to the industry and the designation…”

It is easy to be a cog in the machine, to input data into a computer and relay the response. It’s much harder—but I daresay, much more rewarding—to design the machine or create the computer program. A CPCU gives you the tools to design and create. And that is what is needed to be successful in this ever-changing, constantly shifting environment.

As I previously mentioned, messaging to the younger generation is critical if we are going to attract “the best and the brightest” to the industry and the designation. Just as one of the important factors that organizations use to rank colleges is the alumni base and network, so too should the CPCU alumni network be better utilized as a major selling point to being a CPCU. Access to this network has helped

me be a better broker because I know I can call on people who have ideas that can help me solve client problems. I also believe this same network will serve me well as I make connections to advance my own career.

This is what I hope to challenge everyone in the CPCU Society to do: develop ideas, foster lively discussion and debates about how to better every aspect of our industry, and, most importantly, collaborate. Collaborate with peers, competitors, those outside of disciplines, and even those outside of our industry. Learn from others, and that learning will translate into real improvements in the way things are done—and help expand the CPCU Society so that varied perspectives are the norm, which again, facilitates discussion and learning for all those involved.

The best way to gain different perspectives in the Society is to attract new people into the alumni network, most importantly the younger generation. The best way to get more people in the CPCU Society is to inspire them to pursue the CPCU designation, which ultimately leads them to join the Society. And how do we attract the younger and potentially uncommitted Gen Yers?

As a Gen Yer myself, I think the answer is easy: just ask them! Encourage members of the younger generation to learn and then help them apply the building blocks of insurance. Share with them why insurance interests and excites you. A personal referral will generate more business than almost every other method of advertising, because it has more credibility and impact. So I challenge the CPCU Society to act on that.

Make a personal recommendation to a younger person about the lifelong value of getting a CPCU. Engage that younger person and sell the CPCU, just like you would hope your clients are selling their friends on your business. Mentor that young person and lead by example. Take an active involvement in developing members of the younger generation and challenge them to take an active step in developing a successful career. Personally take the responsibility to develop the CPCU Society so that continued and lifelong learning is a goal of every insurance professional.


Courtney Stuekerjuergen, CPCU, ASLI, AINS, is a casualty broker at R-T Specialty. She began her insurance career at the regional wholesaler J.E. Brown & Associates and joined R-T Specialty in 2011 as an underwriter in the Managing General Agent Unit. Stuekerjuergen is treasurer of the Associate Board of the Insurance Industry Charitable Foundation, serves on the membership committee of the National Association of Surplus Lines Next Generation, is an active participant in the Emerging Insurance Professionals and the San Francisco Insurance Professionals groups, and is chapter adviser of risk management for the Alpha Chi Omega Sorority at the University of California (UC), Berkeley. Stuekerjuergen holds a bachelor’s degree from UC Berkeley.

I’m addicted to learning and, more importantly, understanding how the world works and why we do what we do.

I have particularly enjoyed studying about insurance, because (contrary to popular perception), our industry is pretty much involved with every critical issue we face in the world today—whether that is the threat of climate change, healthcare, natural catastrophes, or political unrest and instability. Anything that affects the well-being of people, organizations, and even nations is something that, one way or another, affects our industry. I enjoy being a part of that, of being part of an industry that can have a positive impact on so many different things.

I’m proud of having earned the CPCU designation. I know it helps me stand out from the competition.

Be a Mentor to the Next Generation of Insurance Professionalsby Courtney Stuekerjuergen, CPCU, ASLI, AINS

I entered the commercial insurance and surety bond industries in May 2012 after spending five years in public accounting with Arthur Andersen & Co. and twenty-one years as a chief financial officer (CFO) and controller (seventeen years in the construction industry and four years in the banking industry). I graduated in 1986 from Indiana State University with a degree in accounting and received my CPA license in 1990. Later, I attended the Graduate School of Banking in Madison, Wisconsin. I have been married to my lovely wife for twenty-eight years and have three children, ages twenty-three, eighteen, and twelve.

Although I purchased insurance and surety products during my career as a CFO/controller, I felt I did not have the depth and breadth of insurance knowledge I needed to be a legitimate and credible producer for the type of prospects I wanted to pursue. I looked to the Associate in Fidelity and Surety Bonding (AFSB) and Chartered Property Casualty Underwriter (CPCU) courses to supply me with this knowledge. I received not only an education but also a resource library from which to refer as future questions arise. As a by-product of this education, I can now use these distinguished designations that signify competence and professionalism in my new industry, which grants me the legitimacy and credibility I need in the eyes of my prospects.

There are so many competent and competitive property-casualty agents in our industry. This can be intimidating to a new producer and is probably the reason why I had some fear and trepidation entering the business. How would I stand out from the rest of the field? Why would they choose me over my competition? To me, one of the highlights of the CPCU program was how to build comprehensive coverages by industry through endorsements. When you understand the coverages required by industry and by company, the fear dissipates. After finishing the program, I felt that I became much more competent, and this competence begets confidence.

My initial impression was that the designation would provide me with a very narrow perspective, that of the property-casualty underwriter. But I was pleasantly surprised that each assignment spoke about the producer’s perspective and responsibilities as well. I always assumed that the relationship between producer and underwriter was important. My years in construction taught me that a general contractor is usually only as good as its subcontractors, and that these relationships are vital to its survival. The CPCU program confirmed my assumption that a producer’s relationship with his or her carriers/underwriters carries that same importance, and the relationships are to be nurtured so a mutual trust is developed.

Not only did the CPCU program speak to the needs of producers and underwriters, it also provided deep insight into the insurance risks and concerns of the prospect/customer. I know the course did a great job in these areas because I sat on that other side of the desk for twenty-one years and had these concerns on a daily basis. The assignments on enterprise risk management and the risk management process were fascinating to me. The program provided me with the risk assessment tools and the risk management processes I need as a producer to provide value-added services that could possibly give me the edge I need to win.

I felt that the AFSB and CPCU courses were challenging and required quite a time commitment to complete. Looking back however, I am so grateful these programs were available to help me obtain competence, which gave me confidence, and I am even more grateful that my agency, Forrest Sherer, thought enough of me to pay for my course costs.

Constructive CriticismThe question of what the CPCU Society and the insurance industry need to do to attract the next generation of CPCU’s is a tough one. I don’t know the answer. For the industry, it seems to me that the best people will migrate to industries where good paying jobs are


Life After Being a Corporate CFOby Tom Woodason, CPCU, AFSB, CGMA

Tom Woodason, CPCU, AFSB, CGMA, CPA (inactive), entered the insurance business in May 2012 after spending five years in public accounting with Arthur Andersen & Co. and twenty-one years as a CFO/controller (seventeen years in the construction industry and four years in the banking industry). He graduated in 1986 from Indiana State University with a degree in accounting and received his CPA license in 1990. Woodason also attended the Graduate School of Banking in Madison, Wisconsin.

available. The best people are the most driven and competitive. Driven and competitive people will sacrifice as needed to put themselves in the best position to win. To win you need competence, and the CPCU program definitely provides a comprehensive learning experience to achieve that goal.

I know that insurance companies and agencies have been acquiring, consolidating, or merging to take advantage of economies of scale. In addition, technology is improving and making all aspects of the business more efficient, from underwriting to claims management to marketing. These trends have and will continue to reduce the number of quality jobs available in the industry. Anything and everything that one can do to retain and enhance one’s competitiveness will be critical. This is where the CPCU designation fits in.

Prior to deciding to take the CPCU program, I inquired within the insurance industry as to which designation or course I should take to best prepare myself. Some said that there were other programs to take that were not as comprehensive as the CPCU and that focus more on the producer’s role. There are so many designations out there now, and more come into play each year it seems. For me, I heard the word “comprehensive” and knew that is what I wanted and needed. The CPCU designation has been around a long time and is well known—a good brand. In my opinion, the key selling points to attract candidates to take the course are all about focusing on the quality and comprehensiveness of the program.

John Garrett, CPCU, MBA, LUTCF, is president of ISU Coverall Insurance Group, Orland Park, Illinois; past president of the CPCU Society Chicago Chapter; and committee member, CPCU Society Agent & Broker Interest Group.

One of the Most Important Problems to Resolve in Our IndustryNumerous articles and studies over a long period of time have documented and statistically analyzed the problem our industry has in attracting top-quality talent. Currently, the warning bells are ringing a little louder, with a new wave of our most highly trained and seasoned professionals poised to retire within the next ten years. Writing an article on this subject for members of the CPCU Society or to any other insurance professional, though, is much like the expression “preaching to the choir.” We all get it and know the benefits of being in insurance, and that’s why we are involved in this industry. What can we do, though, as an industry and as individuals to resolve this issue, which is paramount to the future health of the insurance industry?

Those of us working in insurance know all too well that we are facing a crisis. We have seen it among our own ranks for some time, with many of our most experienced colleagues retiring at a greater rate than in the past. This trend will begin to accelerate at a faster rate now that the economy is slowly firming up, giving more senior members the opportunity to retire as they feel more confident in their 401(k)s, pensions, and personal savings.

It is also a common problem for the CPCU Society as a whole, as we try to bolster our own numbers and work on ways to make the Society more appealing to the next generation of insurance professionals.

According to data from a McKinsey & Company study done in 2010 (which was commissioned by the Risk Foundation), the average age of an insurance professional then was fifty-two, and more than 60 percent at that time were over age forty-five. It goes on further to state that 20 percent of the insurance industry is nearing retirement, while the average for the overall financial sector is 15 percent, further driving the concerns discussed. On the agency side, according to an article in the June 26, 2012, Insurance Journal, it is expected that 25 percent of independent agency owners will retire, change careers, or sell their agencies in the next five years.

It Takes a Village to Educate a ChildFor each of us in the industry, no matter what our discipline, the roles we play in our organizations or the designations we may hold can enable us to become active advocates to help things change and to help attract others to our industry. It is part of the mission statement of the CPCU Society, as well as a strategic goal, for us to actively attract others to our industry and to promote professional education and strong ethics. If we are to make any inroads, we all need to emphasize why a student should consider a career in our industry and how we are going about marketing our industry as a source of great careers and a “cool place to work.” The fact is that no one person or organization can do it alone. We need everyone to commit to it and to come together with a unified voice and take an active role in promoting it.


continued on page 14

Students: Lesson Number One—Nothing Happens Without Insuranceby John Garrett, CPCU, MBA, LUTCF

What we do every day is a mystery to too many outside our industry, and sometimes the importance of your role in the industry may be a mystery to you. Getting the message out regarding the importance of insurance to our society is a top priority. Those of us on the front line know and see the impact of our industry on society. We experience it firsthand and see the good in what we are doing, but there are many more who are behind the scenes and make it happen for policyholders who can’t always see the result or the importance and impact of their work. If you are in accounting, an actuary, an underwriter, or in one of so many other positions that make an insurance company function properly, you can’t always see the good you make happen every single day, even when you are not at your job. A major problem, however, is that the insurance industry is rarely talked about in a positive way. We handle thousands of claims successfully every day, and it’s always the one that was denied or incorrectly written that is plastered over the headlines, eroding the image of our industry.

We, as an industry, are there to help our policyholders when they are experiencing the worst moments of their lives, to help them and fulfill the promises that our insurance policies guarantee. We are there when they experience the death of a loved one, a fire that destroys their home, a business that burns down, and for one of the thousands of coverages that our policies offer. But it is not just the person giving the policyholder the check or the one who sold the policy who made that moment possible; it is the combined effort of all of us in our industry. It is sometimes impossible to make a claimant whole, especially when we are dealing with a death or serious injury, or one of the many emotional effects that a loss might have, but we are there to add stability and indemnification to that claimant, sometimes during the worst moment in his or her life. This is part of the message that we need to emphasize to students so they strongly consider us when they are making their career choices. The insurance industry truly makes a difference in the lives of everyone, and to me that seems pretty cool.

Respectability and Conflicting ImagesWe all have learned through a ream of studies that, in terms of job respectability and careers, the insurance industry ranks low. Yet other studies show that most people rank their insurance agents and advisers at the top of the list of those they trust most. This sends a very conflicting message about our industry. The reality is that insurance makes possible the building of industries, products, services, and jobs, because what we do provides something no other industry can accomplish: financial security, guarantees, and stability. The bottom line is that nothing happens without insurance. This is the fundamental message that people considering a career in our great industry need to understand.

Strategic Plans to Increase AwarenessAs a member of the Chicago Chapter of the CPCU Society, and as its president in 2012, I saw our chapter identify getting more universities to offer risk management and insurance (RMI) programs as a way to help resolve this issue. Illinois is ranked as the third-largest premium market in the United States and the ninth largest in the world. In addition to that, in a recent study commissioned by the Independent Insurance Agents of Illinois and conducted by the Katie School of Insurance & Financial Services at Illinois State University, insurance is the number one industry in the state, as

it contributes 4.2 percent of the GDP to the Illinois economy. Additionally, more than 141,076 people are directly employed in the industry in Illinois. It would make sense, with these numbers, that Illinois would have several universities vying to have RMI programs, wouldn’t it?

In Illinois, we are fortunate to have one of the best and most innovative RMI programs in the country, which the Katie School has put together under the dedicated leadership of James R. Jones, CPCU, AIC, ARM, AIS, as executive director. The problem is not only that there aren’t enough colleges and universities offering RMI programs to fill the need for our industry, but also that our industry hasn’t done enough to attract the future talent to the schools that have the RMI programs. It is a cause and effect situation with no easy solutions. Getting enough high school and college students to consider a career in insurance would help make it easier for a college or university to consider the expense of offering such programs. It is then a matter of funding, which the insurance industry needs to be involved with, as well as getting enough qualified instructors into the classrooms. It is also extremely important to involve our local and state public officials, because whether they know it or not, we are talking about job creation in our industry, as well as job retention for those cities and states that are astute enough to realize the importance of our industry to the health of their economy. See table 1.

Students: Lesson Number One—Nothing Happens Without Insurance continued from page 13


The Need for More RMI Programs Will Arise as We Attract More to Our Industry!Looking at the top ten universities offering undergraduate and graduate programs in RMI is encouraging. This is a great start, and other colleges and universities need to learn from the examples they have set, but considering the task we have in front of us, our industry needs to do a lot more to help attract more students to enter into RMI programs and create more demand for them.

A fact that we need to emphasize to potential students for an RMI program is that most students graduating with an RMI degree are offered multiple jobs and can choose where and in what area of insurance they want to pursue a career. This is happening at the same time that many college students are trying to justify going to college and getting deeply into debt, only to graduate and be unable to find a job, or be underemployed in a low-paying position with more debt than they can handle. According to data from

Economic Modeling Specialists International (CareerBuilder), from 2010 to 2020, jobs in insurance are expected to increase by 22 percent across the U.S. In 2010, the same organization found that there were 72,726 job openings related to insurance, while at the same time only 1,042 students graduated in programs related to insurance. Getting an RMI degree helps open a lot of doors to a successful career in insurance.

One last point regarding our industry that we need to highlight may not be the last thing on the minds of students considering the insurance industry. According to national employment statistics, the average mean wage in the U.S. is $45,790, while for insurance underwriters, it is $69,200; insurance sales agents, $63,400; financial sales agents, $100,900; claim adjusters, $61,530; and actuaries, $106,680. Not exactly the pay one gets in the professional sports arena or in Hollywood, but then again, if you are a football player majoring in RMI, at least you probably won’t be unemployed

after graduating and without that NFL contract you thought you should have. You will likely receive above-average pay while having an almost unlimited opportunity for promotions and advancement, especially if you go on to earn your CPCU or one of the many other technical designations from The Institutes!

Where Do We Go From Here? How do you eat an elephant? The answer: One bite at a time. We can easily identify the problems we have that are huge, and we know there are solutions we can use to bite off one of them at a time. We know if we address them in a unified manner, we can turn the tide. It is the responsibility of everyone in our industry to become advocates for our industry. If we all take that one step and get involved, we can help to ensure our own success while helping our industry to be all that it can be!


Table 1

Rank University Undergraduate departmentStudents in undergraduate RMI major program1

1 Temple UniversityFox School of Business, Department of Risk, Insurance and Healthcare Management

450

2 University of GeorgiaTerry College of Business, Department of Insurance, Legal Studies and Real Estate

299

3 University of Wisconsin-MadisonWisconsin School of Business, Actuarial Science, Risk Management and Insurance Department

183

4 Illinois State UniversityKatie School of Insurance and Financial Services, Finance, Insurance and Law Department

152

5 Florida State UniversityCollege of Business, Risk Management/Insurance, Real Estate and Legal Studies

142

6 Georgia State University Department of Risk Management and Insurance 127

7 Appalachian State UniversityWalker College of Business, Department of Finance, Banking and Insurance

111

8 University of Mississippi School of Business Administration, Department of Finance 103

8 Mississippi State UniversityCollege of Business and Industry, Department of Finance and Economics

103

10 St. John’s UniversityPeter J. Tobin College of Business, School of Risk Management, Insurance and Actuarial Science

98

1. School year 2010/2011. Source: BI survey. Researched by Kevin Edison. Entire contents © 2011 by Crain Communications Inc. All rights reserved.

CPCU Society 720 Providence Road, Suite 100Malvern, PA 19355-3433

The Agent & Broker Interest Group newsletter is published by the CPCU Society Agent & Broker Interest Group.


http://agentbroker.CPCUSociety.org

ChairD. Scott Garrison, CPCU, CLU, ChFCHUB International CFREmail: [email protected]

Vice ChairCarolyn “Cal” J. Durland, CPCUACORDEmail: [email protected]

EditorBart Shachnow, CPCU, CFP®, CLU, ChFCZurich North AmericaEmail: [email protected]

CPCU Society720 Providence Road, Suite 100Malvern, PA 19355-3433(800) 932-CPCU (2728) www.CPCUSociety.org

Statements of fact and opinion are the responsibility of the authors alone and do not imply an opinion on the part of officers, individual members, or staff of the CPCU Society.

© 2013, The Society of Chartered Property and Casualty Underwriters

CPCU is a registered trademark of The Institutes. All rights reserved.

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