1. USLI Non Profit Package Overview Lutheran Trust, Inc
Draz Grce, AINS
Midwest Region Leader - Non Profit Package
Kristin Hazard, CPCU, RPLU, AAI, AU
Asst. Product Team Leader - Non Profit Package

2. Today’s Agenda USLI Company Story Overview of Tools Available to You
Overview of Products
Questions & Answers 2

3. USLI Company Profile
A wholly owned subsidiary of Berkshire Hathaway, Inc
One of only 19 A++ rated insurance companies in U.S. by A.M. Best
Product driven company offering over 110 uniquely designed products
Focused on being the #1 Service Company
Claims Support – All insureds are called with 24 hours upon receipt of claim.
Marketing – We provide customized promotional material to help you grow 3

4. What’s available at USLI.com?

5. Online Tools for You and Your client
Product Webinars
Instant Quote Platforms
Marketing Toolkit
Digital Applications
Business Resource Center
For Your Client
Claims Reporting
Billing & Policy holder services

6. Get a Quote at any hour of the day!
Or dial spd-USLI to get a phone quote

7. Customize Marketing Materials with our Customer Toolkit
Point of Sale
Claim Examples

8. Direct Bill and Policyholder Services

9. The Business Resource Center offers a variety of services available on all USLI products including:

10. The Business Resource Center only works to win business when it is a part of your sales discussion.
Save money, time and peace of mind!
Our cost calculator can show your clients how to save big!
Every quote includes an attachment promoting this message after the pre-filled application

11. Helping you compete on more than just price
How can it help YOU grow your business?
Strengthens the client relationship and protects long-term operations and renewal business
Serves as a vehicle to cross-sell/upsell new lines of business
Increases your ability to bind at the point-of-sale
Offers tools to increase your clients’ business opportunities
Bring something to the table that your competitor can’t provide
Helping you compete on more than just price

12. Summary of Services for the Business Resource Center
Background Checks: First background check is free and then each additional background check is $10
Human Resource and Workers Compensation Services (Free):
Access to consultation helpline to be used for personnel issues and advice on disability or accidents in the workplace
Drug Screenings, Tenant Screenings and MVR’s: All services are highly discounted
Payroll and Taxes
Discounts of 10-25% on payroll and tax services
…and more!

13. Growing Business with USLI
Instant Quote
Telephone 888-SPD-USLI ( )
Available 9 a.m. – 8 p.m. EST Mon – Fri
Available 9 a.m. – 1 p.m. EST Saturday
Speak with an experienced underwriter who can resolve underwriting issues
Average turnaround time <4 minutes
92% Quote to Submission ratio for call-ins
Online at USLI.com (24/7)
Web chat available
Over 400,000 submissions in 2016
Average turnaround time <5 minutes
Corporate Structure, Subsidiary of Berkshire Hathaway

14. Growing Business with USLI (cont’d)

15. USLI Claims Department Highlights
One claim operation in Wayne, Pennsylvania
• Centralized decision making and authority
• Ensures consistency and control
• Promotes good faith claim handling
Use of approved outside counsel
• Litigation Management team for the selection and evaluation of the best attorneys
• Specialization by area of practice
• National legal counsel to consult and intervene on high exposure claims

16. USLI Claims: Experience & Expertise
Experienced and technically competent
Average industry experience – 20+ years per examiner
Claim Professionals hold multiple degrees and designations
Low turnover promotes stability and timely claim resolutions
Examiners hold required state licenses and participate in
Continuing education to maintain standing

17. USLI Claims: Specialization and Service
Teams, specialized by type of claim & jurisdiction
Employment Practice Liability
Directors & Officers
Errors & Omissions
Property
General Liability
Team of negotiation specialists represent our interest at mediations
Coverage specialist to ensure good faith claims handling
Claim acknowledgment sent “in by 2 p.m. EST, out by 5 p.m. EST”
24/7 claim reporting with emergency assistance, if
needed –

18. What Separates Us from the Competition? The USLI Experience
“After a recent mediation hearing attended by our church Administrator Angie Cummins, she commented to me—“I can’t say enough about the professionalism and competency of the people of Wood Ris & Hames.”(defense counsel) Your adjuster Andrew Monaghan has also been a good reliable contact with your company. Please express our thanks to him for his assistance.”
Lynn Chair-United Methodist Church Board of Trustees

19. Product Overview 19

20. Product teams you can access
Commercial Lines
Professional Liability
Non Profit Package 20

21. Commercial Products Childcare Janitorial Services Concessionaires
Vacant Building
Beauty/Barber/Nail Salon
Truckers GL
Lessors Risk
Artisans (12 classes)
And more

22. Professional Products
Directors & Officers /
Employment Practices Liability
Nonprofit Directors & Officers Liability
Community Association Directors & Officers Liability
Corporate Directors & Officers Liability
Employment Practices
(Stand alone)
Medical Providers Protection
Errors & Omissions
Allied Health Care Professional Liability
Property Managers Professional Package
Specified Professions Errors & Omissions Package
Technology Errors & Omissions
Cyber Liability
Cyber Liability and Data Security+

23. Non Profit Directors & Officers / Employment Practices Liability

24. Statistics
Average cost of defending a non profit claim closed by litigation: $150,000
85% of all non profits have an annual budget less than $150,000
Various D&O exposures including failure to adhere to the mission of the organization, misappropriation of funds, serving personal interests first and failure to supervise,
Employment Practices exposure including wrongful termination, harassment, discrimination, and retaliation
Example: Trustees of a charitable organization sold an old building used to house the poor and invested in a newer, better building. They were sued for wasting assets of the Trust.

25. Nonprofit Directors & Officers/Employment Practices Liability
Target Classes
Foundation
United Way Center
Social /Human Service
Assistance Center
CASA
Food Bank
Homeless Shelter
Community
Exhibition (Auto Show, Fair, Festival)
Historical Society/Preservation
Humane Society
Library/Museum
Performing Arts Organization
Environmental Group
Education
Preschool/Kindergarten/Day Care
Montessori
Boarding/Private High School
Community/Junior College
Vocational Training
Religious Organizations
Church
Temple
Synagogue
Ministry Organization
Youth Organizations
At-­risk Youth Facility
Big Brother/Sister
YMCA/YWCA

26. Nonprofit Directors & Officers/Employment Practices Liability
Government Related
Convention Center
Community/civic Center
Economic Development Corp.
Public Broadcasting
Regional Planning Commission
Visitors/Tourist Bureau
Shared Property
Cemetery
Low Income Housing
Property Owners Association
Water Company
Health
Mental Health Center
Substance Abuse Center
Living/Retirement/Nursing Home/Hospice
Membership Organization
Fraternal Clubs (Elks, Jaycees)
Service Clubs (Rotary, VFW)
Country Club – Dining Club (Golf, Swim, Tennis, Yacht Club)
Eligibility (All)
Up to 500 employees
No revenue cap except medically related: Up to $20 million in annual revenue

27. Nonprofit Directors & Officers/Employment Practices Liability
Coverage Highlights
$0 Retention
Separate limits of liability for D&O and EPL (including third party most classes)
Unlimited defense costs outside the limit of liability
Full Prior Acts
Monetary and non-­monetary claims
Fair Labor Standards Act* (FLSA) -­ $100,000 sublimit for defense and indemnity *not available in CA and FL
Data & Security+ endorsement - $50,000 sublimit each
Data breach
Identity theft
Workplace violence
Kidnap

28. Lifetime Occurrence Reporting Provision
Advantage of an Occurrence Policy without having to purchase tail coverage
Addresses gap in “claims made” coverage
Former Directors and Officers will always be covered for the time they served on the board if a subsequent board decides to cancel or non-renew coverage
Personal assets of the individual directors and board members are at stake!
Provided free of charge in all of our Directors & Officers policies

29. Nonprofit Package Products

30. Non Profit Package Opportunity
Common Product Advantages
Ability to effectively package multiple exposures and coverages on one true package policy
Broad coverages that address the unique coverage needs for nonprofit organizations
Ability to consider new ventures
501c3 status NOT Required
We can forgive past non-payment 30 30

31. We make it easy to write small business!
Where we bring value
Your Streamlined Solution with:
One Application
Quick quote turnaround for all available coverage lines
One Policy
One Underwriter
Efficient Renewal Process
We make it easy to write small business!

32. Nonprofit Package Team – Coverage Parts
General Liability
Abuse & Molestation
Professional Liability
Hired & Nonowned Auto
Directors & Officers/Employment Practices
Property
Events Liability
Liquor
Umbrella
One Application – One Quote –
One Underwriter

33. Eligible Industry Segments
We have many products to meet
your insured’s needs!

34. Houses of Worship All types of places of worship: All denominations
Non denominational or Independent
Start-up organizations
Storefronts
Owner-occupied or tenant-based
Church plants

35. Broad Appetite Up to 30,000 square feet for each congregation
Up to 500 active members
No designated premises endorsement
Special Events
Parsonage exposure
Exposures such as daycares, soup kitchens and overnight retreats are acceptable

36. Recent Expansions!! International Mission Trips
Incidental to church operations
No trips for youth
Travel to acceptable regions
Foreign Liability Insurance in place
Prison Ministry Involvement
No lobbying or activism

37. Coverage Available Property - up to $3,000,000 total insurable value
Comprehensive General Liability (no deductibles)
Personal and Advertising Injury
Hired and Non Owned Auto Liability
Church members are automatically included as Additional Insureds

38. Recent Coverage Improvements
Property rates reduced 30%
Abuse & Molestation coverage available up to $1M
Pastoral Professional coverage pricing reduced
Defense Reimbursement available for Certain Criminal or Civil Defense Proceedings

39. What is the opportunity to write Social Services?
There are over 1,000,000 non profit Social Service entities in the United States
Employ 7% of our workforce with expected job growth of 37% in next decade
Many new organizations form every year to meet needs in communities
We can help with start-ups!
We do not require filed 501c3 status

40. Social Services
Broad appetite for over 50 diverse classes including but not limited to:
Animal Shelters
Counseling & Referral
Food Distribution
Medical Related Services
Senior Services
Services for the Handicapped
Residential Facilities
Thrift Stores
Youth Services

41. Social Services Underwriting Appetite: Youth Services
Target Classes:
Community Centers, Afterschool Programs, Youth Mentoring
Common Underwriting Criteria:
Background checks are required on all volunteers and employees
Prohibited:
Accepting services of individuals with criminal background
Adoption & foster care
YMCA/YWCA

42. Social Services Underwriting Appetite: Counseling & Referral
Target Classes:
Marriage counseling, career counseling, youth, substance abuse, group counseling
Common Underwriting Criteria:
Background checks are required on all volunteers and employees
Prohibited:
Dispensing medication
Employed physicians, psychiatrists, pharmacists on staff
High risk counseling such as suicide prevention, abortion, foster care

43. Social Services Underwriting Appetite: Senior Services
Target Classes:
Nonmedical caregivers, senior activity centers
Common Underwriting Criteria:
Square footage
Client contacts
Prohibited:
Prescribing/dispensing medications
Employed physicians, psychiatrists, pharmacists on staff
Adult day care

44. Social Services Underwriting Appetite: Food & Clothing Distribution
Target Classes:
Soup Kitchens, Food Banks, Thrift Stores
Common Underwriting Criteria:
Up to 20,000 square feet for thrift stores
Up to $1,000,000 in annual revenue
Up to 30,000 square feet for food banks
Prohibited:
Car donation programs
Refurbishing, repairing and repackaging of items to be resold

45. Social Services Underwriting Appetite: Residential Facilities
Target Classes:
Abused Adult Shelters, Halfway House, Homeless Shelters
Common Underwriting Criteria:
30 beds or less
24/7 onsite supervision
No cooking equipment or facilities in rooms
Prohibited:
Facilities for youth
Medical services or behavioral evaluations
Housing for those recently released from correctional facilities
Low income housing

46. How we differentiate ourselves
Package includes on an occurrence form:
General Liability
Social Service Professional Liability
Abuse or Molestation
Most Special Events are included for no additional premium
Hired & Non-owned auto in most states
Low minimum premiums
Directors & Officers Liability and Employment Practices
Ease of doing business 46

47. Our most frequent reasons for concern
For-Profit Organizations
Adoption/Foster Care
International Operations
Overnight Camps
Construction Activities – ie. Habitat for Humanity
Activism/Controversial Operations
Adverse Loss History

48. The Charity Protector &Business Association Guard
Target classes include office based non profits such as:
PTA’s
Booster Clubs
Chambers of Commerce
Professional and Trade Associations
Membership Groups
Arts & Culture Support Organizations
Fundraising Foundations
Charitable Organizations
Community Gardens
Car Clubs

49. How we differentiate ourselves
Low Minimum Premiums
No premises limitation
All offsite meetings and seminars are automatically covered
Blanket Event Coverage
Blanket Additional Insured
Host Liquor Liability included
We do not require 501c3 status

50. The Charity Protector/Business Association Guard - Events
Events: We define as any revenue generating event
Blanket Special Endorsement
Events with host liquor coverage
First 3 events up to 250 attendees with host liquor coverage- no charge
Or we can individually schedule event onto quote
Up to 5,000 attendees
Can include commercial liquor

51. Our most frequent reasons for concern
International Operations
Trade Associations with Extensive Certification, Credentialing, and/or peer review
Labor Unions (Premises Only)
Activism/Controversial Operations
Adverse Loss History

52. Specialized Nonprofit Products
Community Associations
Sports Advantage
Arts & Culture
Fraternal Organizations
Umbrella

53. How can you find more non profits?
Build leads through
Seek out trade associations or vendors for nonprofits and become and endorsed agent
Cross-sell high net worth personal lines customers
Make contacts with school districts
Develop reciprocal relationships
Accountants specializing in Non profits
Consultants working with Non profits
Other service providers such as technology, fundraising events 53

54. How to get a quote: Dial 888-SPD-USLI for an Instant Quote
Quote it yourself on the web
Submit for “In by 2, out by 5” service

55. Contact your Underwriting Team
Your main Non Profit Team submission contacts:
Instant Quote Hotline 888-SPD-USLI
Andrew Guido ext. 2334
Draz Grce ext. 2506
Kristin Hazard ext. 2367
David Lopez ext
Contact us with any questions or if you need a quote!

56. Conclusion
Our goal is to be your #1 market for small business and specialty lines
Let us show you how we bring value through:
Comprehensive Insurance Products
Speed & Quality of Service
Business Resources for your Clients
Educational Efforts
Caring for our Community
We want you to succeed and grow! We will customize our approach to meet you where you need to be met.

57. Any Questions?
Thank you! 57