1. P&C Insurance Agents: Avoiding Common Pitfalls and Assessing Risk Stephanie Solomon, Moderator CNA CNA Jeffrey Coyle AIG/National Union AIG/National Union John Gonzo Kaufman Dolowich Schneider Bianco & Voluck, LLP Kaufman Dolowich Schneider Bianco & Voluck, LLP Curtis Pearsall Utica National Insurance Group Utica National Insurance Group

2. The Panel Moderator: Stephanie Solomon, AVP CNA Global Specialty Lines Commercial Accounts ClaimsModerator: Stephanie Solomon, AVP CNA Global Specialty Lines Commercial Accounts Claims Jeffrey Coyle, VP AIG Financial Institutions/Directors & Officers ClaimsJeffrey Coyle, VP AIG Financial Institutions/Directors & Officers Claims John Gonzo, Partner, Kaufman Dolowich Bianco Schneider & Voluck LLPJohn Gonzo, Partner, Kaufman Dolowich Bianco Schneider & Voluck LLP Curtis M. Pearsall, VP and Director of Errors & Omissions Utica Mutual Insurance CompanyCurtis M. Pearsall, VP and Director of Errors & Omissions Utica Mutual Insurance Company

3. Spot the Trouble Signs Agent fails to timely mail the premium for an auto policy. Client is in a car accident and becomes a parapelegic. Agent summarily renews a client’s homeowner’s policy not increasing coverage to reflect the higher property values. Client suffers a fire and the home is destroyed.

4. Underwriting Perspective Review and Assessment of Agency  Structure/ Length of time in business  Types of coverages sold/ any specialty business  How do they sell it?  Do they do more than just sell?  Loss Control Assessment – proactive or reactive?  Expertise of staff/ Training/ Staff Development  Business Ethics/ Desire to do the right thing  Loss History

5. Claims Handling Notice issuesNotice issues  Timeliness  Circumstances that may give rise to a claim Policy ObligationsPolicy Obligations  Duty to cooperate  No admission of liability Duty to DefendDuty to Defend  Choice of counsel  “hammer clause” Retention/DeductibleRetention/Deductible

6. Troublesome Issues How underwriting effects claimsHow underwriting effects claims Lack of understanding by Agents as to E&O coverageLack of understanding by Agents as to E&O coverage

7. Definitions and Duties AgentAgent BrokerBroker “Special relationship”“Special relationship”

8. Things to do DOCUMENT You’re only as good as your file

9. Document What Client’s needs and wantsClient’s needs and wants ApplicationApplication  Answers to questions  Signatures Coverage available in the marketCoverage available in the market Coverages client declined or cannot be obtainedCoverages client declined or cannot be obtained

10. Hot Topics Katrina ClaimsKatrina Claims  Agents aware of the jurisdictions in which they write policies  Conflict between agent and insurance company Flood TrainingFlood Training eDiscoveryeDiscovery

11. Questions?