10 Things to Review Prior to Your Next Renewal

1. 10 Things to Review
Prior to Your Next
Renewal
Securities and investment advisory services are offered through
Securian Financial Services, Inc., member FINRA/SIPC. GCG
Financial, Inc. and Securian Financial Services, Inc. operate
under separate ownership. 102969 10/09
November 10, 2010
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2. Who is GCG Financial?
 GCG Financial is a comprehensive financial
services firm offering a wide range of quality
financial products, insurance and employee
benefits programs to all types of businesses as well
as individuals.
 With over 25 years of experience, GCG Financial
has built a tradition of “doing what is right” and
a trademark of “service that excels”
 Our mission is to provide customized and
innovative solutions that enhance financial
security and create wealth.
 To help achieve our mission, we provide the
resources, expertise and support necessary to
deliver outstanding service to our clients
 We have over 30,000 individual clients and
4,000 corporate clients nationwide.
 Ultimately, our success is measured by the
strength of our relationships.
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3. GCG Clients
It is not known whether the listed clients approve or disapprove of GCG Financial, Inc. or Securian Financial Services, Inc., or the advisory services
provided. These companies were selected randomly from our group clients with over a 100 lives.
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4. Our Services
 Personal fee-based Planning
– Estate planning
– College funding
– Income protection
– Financial planning
 Wealth accumulation
– Mutual funds
– Annuities
– Investment Strategies
– Life insurance
 Business Strategies
– Succession strategies
– Key employee insurance
– Deferred compensation strategies
 Employee benefits
– Group: life, health, disability, dental
– 401(k)
– Executive compensation
 Property/ Casualty Insurance
– Property Insurance
– Worker’s Compensation
– General Liability
– Automobile
– Umbrella Liability
– Professional Liability
– Directors & Officers Liability
– Claim and Loss Control Services
– Surety Bonds
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5. 10 Things to Review Prior to Your
Next Renewal
• John Elder is the Manager of Client Services & Brokerage at GCG Risk Management
Consultants, LLC, which is the Property & Casualty arm of Bannockburn, Illinois-based
GCG Financial, Inc. His responsibilities include the analysis of commercial programs,
brokering and negotiation with insurance carriers, proposal preparation and sales.
• Prior to joining GCG, John served as the Practice Leader of Risk Management Services for
HUB International Midwest, Ltd. in Chicago. He has true passion for the Property &
Casualty Insurance industry and a penchant for forging and leveraging interpersonal
relationships. He is a natural collaborator who is constantly moving toward optimal
performance and profitability.
• John understands insurance brokerage culture on its deepest levels and possesses vast
experience in securing and managing high-revenue accounts. His signature leadership style
is a composite of facilitation, delegation and supremely perceptive team building. He excels
in product knowledge, sales, marketing strategies, underwriting issues and administrative
functions. John thrives on the responsibility that accompanies high-end client management
and provides trusted and prudent counsel in all related affairs. From initiation to follow-up
and beyond, John delivers unparalleled customer service at every touch point.
• John graduated from Lewis University in Romeoville, Illinois with a B.A. Degree in Business
Administration. He has held a State of Illinois Insurance Producer License since 1978. Since
1985, he is an Accredited Adviser in Insurance. 5

6. 10 Things to Review Prior to Your
Next Renewal
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7. 10 Things to Review Prior to Your
Next Renewal
While insurance to most of you is a necessary evil,
our industry provides the protection you need;
If you have purchased the correct coverage.
Now is the time to review your program!
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8. 10 Things to Review Prior to Your
Next Renewal
1. Protecting Client, Customer (and Employee’s) data,
it’s the law
– Data breaches can be either electronic or paper
• Lost thumb drive, laptop, or even member records /files
– How much information do you have on your employees, member,
vendors?
• Social Security number; Drivers License Numbers; Credit card/Debit
– Notification costs for a breach are large ($135-150 per record on
average)
• Now required in 47 States
– Remediation (Credit repair services & litigation)
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9. 10 Things to Review Prior to Your
Next Renewal
2. Don’t automatically Renew your coverage
– Carriers send out renewal policies and invoices
– Clients are not apt to meet about insurance, so coverage is often
renewed as is
– Brokers often don’t review changes to operations and advise the
insurance coverages which are available
– Brokers become less consultative and more transactional, getting
renewal done
– Insurance reviews/audits are becoming a part of the past…
– Take the time to do it right.
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10. 10 Things to Review Prior to Your
Next Renewal
3. Many clients make the mistake of buying Crime
coverage in their Property package (Discovery
issues)
– In the property package policy discovery is “Loss Sustained”
• Covering only losses occurring and reported during the policy
period
– Stand-alone policy (included in Management liability packages)
discovery is “Loss Discovered”
• Which covers losses up to the policy limit for losses covered for
as long as you have had the coverage. This covers losses over
multiple years
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11. 10 Things to Review Prior to Your
Next Renewal
4. Know your experience and have it at hand
– You are who your losses say you are, make sure you have your
loss history
– Have current loss runs, So you are prepared, should your
situation change
• Ill law requires the carrier to advise you 60 days in advance if your pricing is
going to change more than 29%
– Actual losses tell your story; if your capital, maintenance, and
safety programs are working
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12. 10 Things to Review Prior to Your
Next Renewal
5. Remember that Property values are your
responsibility.
– Do you have an appraisal, when was it last updated?
– Historical Properties cannot be insured at replacement cost
• Replacement is New (Drywall) for old (Lathe and Plaster)
• Old world craftsmanship is hard and expensive to replicate
• Insure it the way you want it!
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13. 10 Things to Review Prior to Your
Next Renewal
6. Child care and summer camps can increase your
risks. Are you prepared/insured?
– Does your club allow one staff to be alone with minors?
– Do you perform background checks?
– How much sexual misconduct coverage do you have, or is it
excluded?
– If this is an exposure are you insure? What are the limits?
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14. 10 Things to Review Prior to Your
Next Renewal
7. Are you getting certificates from those coming on
premises to perform services
– Painting, rodent/insect control, roofing, HVAC, arbor care, kitchen
maintenance
– If you don’t have their certificates with adequate limits then they
are sharing yours. Also your carrier will want additional premium
dollars at audit for workers’ compensation exposure
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15. 10 Things to Review Prior to Your
Next Renewal
8. Fine Arts – Insuring the clubs treasures, what do
you need to consider?
– Most clubs have accumulated large art collections (trophies, etc…)
• Is the property on loan to you? Or all owned by the club?
• Who is responsible for the insurance on the Loaned pieces?
• Do you know how much the historic mural in the Grand ballroom or entrance way
is worth?
• Does your appraisal cover these pieces?
• Does your policy provide adequate coverage/limits
• Is there any art stored off premises? Are you covered?
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16. 10 Things to Review Prior to Your
Next Renewal
9. Employee Benefit Liability/ Fiduciary – Which if
either do you have?
– Does your general liability policy cover administrative mistakes
made in your benefit plans?
• This coverage is called Employee benefit Liability
– Does the club have a 401K or pension plan?
– Do you know that the fiduciaries of the plan (Officers and board
members) are personally liable thanks to ERISA?
• If you buy Fiduciary coverage you transfer this exposure, for minimal cost
• If you have both Fiduciary and EBL you are paying double
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17. 10 Things to Review Prior to Your
Next Renewal
10.Do you know what the NCCI Experience
Modification does for you?
– Do you know what your experience Modification is?
– Mods below 1.00 are better than average
– Mods over 1.00 increase your costs
– Your modification factor is driven by frequency of claims over the
last three years not counting the current year
– The loss you had last year stays with you for three years
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18. 10 Things to Review Prior to
Your Next Renewal
Take the time to do it right –
Know your coverages and exclusions
Thank you for your time tonight
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19. Contact Us
GCG Financial, Inc.
3000 Lakeside Drive
Suite 200 South
Bannockburn, Illinois 60015
(847)457-3000
www.gcgfinancial.com
Corporate Headquarters
Gigi Verrey, CLU, ChFC, CLTC
Senior Associate
847-457-3075
Gigi.Verrey@gcgfinancial.com
Additional Locations:
Denver, CO
Bloomington, IL
Glen Ellyn, IL
Oak Brook, IL
Springfield, IL
John Elder
Manager of Brokerage & Client
Services
847-457-3221
John.Elder@gcgfinancial.com
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