April 2017


2017 Mid-Year Meeting


May 15-17  •  Arlington, VA

Position yourself to grow and improve your business by attending the 2017 Mid-Year Meeting, providing access to 60+ program carriers, vendor services, the London Markets, reinsurance support, program development and distribution resources and networking opportunities with more than 700 program professionals.


Keynote Speaker
Malcolm Gladwell

Sponsored by
York Programs & Wilson Elser





Mobile Meeting App Coming Soon!


All registered Mid-Year attendees will receive an email in the coming weeks with access instructions for the mobile app.  

NEW this year
, members only need to download one general Target Markets Meeting app and events will be added as they become available. No need to download a completely new app for each meeting!

TMPAA Gives Back


Blood Drive Draws 45 Donors
in First Annual Event

Target Markets recently partnered with the American Red Cross to hold the first ever Concord Plaza Blood Drive. At the end of the day, 35 units of blood were collected which will go on to touch/save 105 lives in the Delaware Valley. The TMPAA looks to make this an annual event.


Print and Digital Marketing Opportunity


Rough Notes is once again dedicating a special section within their September issue exclusively to Target Markets members. Your participation in the 2017 Target Markets Supplement includes:

  • Two full pages – a professionally written feature article and full page 4 color ad or a two-page ad spread
  • National exposure to the industry in both the print and digital versions of the industry’s largest and most read magazine, Rough Notes, print and online – all for $5,000

This email address is being protected from spambots. You need JavaScript enabled to view it. to reserve your space today.



Member News

NAS Insurance Introduces Cyber Insurance for Individuals

Sompo Holdings Acquires U.S. Insurance Provider Endurance Specialty

EPIC Acquires The Capacity Group in New Jersey

Ohio’s Norman-Spencer Agency Adds Nonprofit Division

Carlton, Lindsey Named Partners at Texas-Based Hotchkiss Insurance

Wilson Elser Opens Atlanta Office Expanding Foothold in the Southeast

The Woodlands Financial Group Scores Grand Slam as “Best” in The Woodlands, Texas State, National, and Industry Rankings

York Acquires Stock of New York’s Northeast Association Management

Berkley Program Specialists Appoints New Chief Claims Officer

AmWINS Program Underwriters Appointed Exclusive Program Administrator for General Star's Restaurant Delivery Program

Read more stories and submit your news today!



Mid-Year Workshop Highlight

  Program Administrator Town Hall
Lessons Learned II: Moving a Program

Monday, May 15  •  4:00pm


Successful program administrators all encounter obstacles at some point in their journey. Ironically, what they learn from those challenges, and how they respond to them, frequently contributes to their long range success. A panel of program administrators will discuss specific issues regarding moving a program to a new carrier market, sharing the lessons learned along the way. Set this time aside in your meeting schedule to attend!

Sponsored by

View all Mid-Year workshops and presentations.



  Women's Networking Group Lunch

Empowering Women Entrepreneurs

Michelle LeClair

Tuesday, May 16 • 11:45am

In 2006, Michelle opened the doors to her own insurance agency that quickly grew into one of the most successful woman owned agencies in the nation. Michelle's clients have ranged from multi-million dollar business owners to some of the most well-known actors, musicians and producers in the world.

Raised in Scientology, Michelle will share her story about the perilous exit from that organization and recovering from the destruction of her reputation and business that followed. 

Michelle currently owns a consulting business with a focus toward helping women entrepreneurs, especially in the insurance industry, grow to their full potential. 

This email address is being protected from spambots. You need JavaScript enabled to view it. to hear Michelle's story and be inspired.

Sponsored by



Monument Run

Registered Mid-Year attendees can join Retired Navy SEAL Commander Coleman Ruiz on Monday, May 15 at 7:30am for the TMPAA Monument Run.  Click here for more information and directions to the start.

This email address is being protected from spambots. You need JavaScript enabled to view it. if you plan on attending so we can estimate group size and don't miss Coleman's workshop later in the day, Leading Multigenerational Teams in Organizations. 



Program Administrators

Forrest T. Jones & Company, Inc.
Joseph Barnard
This email address is being protected from spambots. You need JavaScript enabled to view it.

Oryx Insurance Brokerage, Inc.
Tom Pasquale
This email address is being protected from spambots. You need JavaScript enabled to view it.



Xceedance, Inc.
George Freimarck
This email address is being protected from spambots. You need JavaScript enabled to view it.



Live Oak Bank

Simpler, Faster Financing for the Insurance Industry

Live Oak Bank offers extensive financing options with competitive rates to MGAs, wholesalers and program administrators seeking growth.

Why a Live Oak Loan is Different:

  • Industry Experience: Dedicated lending team with over 40 years of experience focused exclusively on providing financing to the insurance industry.
  • Accessible Capital: Aligning growth and succession strategies with capital to help your business grow.
  • Technology & Speed: A transparent loan process facilitated by Live Oak’s unique technology, optimizing speed and ease of closing.

When you work with a lender who understands the industry, you enjoy a smooth, efficient lending process, letting you get back to business.

Contact:  Kelly Drouillard,
This email address is being protected from spambots. You need JavaScript enabled to view it.

We will spotlight your company on request. Please contact Monica at This email address is being protected from spambots. You need JavaScript enabled to view it..

Assessing Cyber Coverage in Program Business

Wednesday, May 17  •  8:00am

Moderator: John Weber - Sr. Associate Editor, AM Best
Patrick Thielen - SVP Financial Lines, Chubb
Erica Davis - SVP, Head of Specialty Products E&O, Zurich NA
James Eaton - Specialty Lines, Beazley
John Solari - Chief Underwriting Officer, Glatfelter Programs
Gregory Bautista - Attorney, Wilson Elser

Cybersecurity continues to dominate headlines with new breaches being discovered in a wide variety of businesses. Correctly identifying the cyber risks in a book of business and offering adequate coverage to mitigate potential losses has become a growing challenge for program administrators. The TMPAA Cyber Panel composed of three leading cyber markets, a cyber legal expert and a program administrator will address the overall state of cyber coverage, the market's appetite for providing this coverage, policy form differences, emerging cyber threats, and the following topics:
  • What are PAs doing to provide this coverage on their programs?
  • How does a PA address the risk for themselves and their client base?
  • Approaches to sell this coverage/ challenges to marketing
  • Current client uptake on this offered coverage
  • Risk of market aggregation for these policies
  • Significant losses and how they were adjudicated
Attend this presentation to educate yourself on this rapidly changing coverage and begin to identify the best solution to protect your insureds against their specific cyber exposures.


Resource Reminder: Carrier Search Portal

The Carrier Search Portal (CSP) allows you to search for markets using specific program characteristics and quickly identify your most likely program partners. A market profile is available for every carrier member of Target Markets. Access the CSP here.

Additional market-finding resources:

Online Meeting Request with Carrier Partner [form to set up meetings at the Mid-Year]

Program Carrier Checklist [items to consider when choosing a market]

Program Executive Summary [baseline information required to start the market-finding discussion]

Reinsurance Support [assistance with challenging program placements and alternative risk transfer]

London Markets [access to Lloyd’s focusing on startups, new business ideas, and unique opportunities]



A column by Target University Dean – Greg Thompson, Markel Specialty 

Best Practice #16: Outside Advice & Consulting

It is lonely at the top! No matter how good your team is, their input is not always objective or the best informed. First, many direct reports are reluctant to challenge the boss and secondly they may, like you, be so embedded in day to day operations that it is hard to see the forest for the trees. Worst case scenario, they may also have a personal agenda that can be at odds with the long term success of the organization.

Of course, consultants can be expensive and at times not particularly helpful. I would therefore urge every PA to network and befriend other PAs as an inexpensive way to get feedback and advice from someone who fully understands your challenges. Most people are flattered when you ask for their advice and are happy to help. Conferences and conventions are a great way to make those connections as well as an opportunity to attend seminars put on by Subject Matter experts.

Running and/or owning a business does not come with a Manual to tell you how to handle the myriad of challenges you will face. Be humble and learn from others who have already made the mistakes you are going to make! 

Click here for more best practices.

Interested in the Target Market Best Practice Designation? Click here to learn more.



Target Programs Marketing Opportunity

If you work with retail agents, an Outlet Center on TargetPrograms.com provides an additional online space to brand your agency and highlight the programs you offer. Starting at $2,500/year, we can help you grow your business.

For those members solely interested in reaching a national or regional audience with custom e-ads, we offer several competitively priced packages to help expand your base of agents. Contact This email address is being protected from spambots. You need JavaScript enabled to view it. to get started today!