June 2016 Wisconsin Independent Agent magazine by Independent Insurance Agents of Wisconsin

wisconsin

INDEPENDENT AGENT JUNE 2016

THE IIAW PROUDLY SPONSORS THE POWER OF A WISH

2016 LEADERSHIP CONFERENCE SCHEDULE OF EVENTS INSIDE! PAGE 23

What insurance company offers

protection for your client’s cherished family pets?

WEST BEND West Bend’s Home and Highway®

identity if it’s stolen.

wisconsin

INDEPENDENT AGENT JUNE 2016 Eric Schwartz, Editor

Open Door Policy For-Hire Motor Carriers & Minimum Policy Limits . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Government Affairs Tech College Graduate Outcomes Good News for Employers . . . . . . . . . . . . . . . . . . 7 Agency Management Procedures and Why They Really Matter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

On The Cover… With a grant from Trusted Choice, the IIAW is once

IIAW Annual Convention Donald Driver’s Star Shines Bright at 2016 Convention . . . . . . . . . . . . . . . . . . . . . . .10

again sponsoring Make-A-Wish Wisconsin and the

Virtual University Using Lawn Tractors Off Premises . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

with life threatening illnesses. Since 2013, we have

Leadership Conference Schedule of Events . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

lives and inspired by their strength. Look to future

Technology Dynamic Duo . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 Marketing What Does Your Email Address Say about Your Business . . . . . . . . . . . . . . . . . . . . 26 Members in the News . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Errors & Omissions Writing Your Own Insurance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35 Commentary From Counsel New Wage & Hour Rules for White Collar Employees . . . . . . . . . . . . . . . . . . . . . . . . 36 Independent Insurance Agents of Wisconsin 725 John Nolen Drive, Madison, Wisconsin 53713 Phone: (608) 256-4429 or (800) 362-7441 ■ Fax: (608) 256-0170 ■ Web: www.iiaw.com Executive Vice President - Matt Banaszynski 2015-2016 Executive Committee President......................................................... Steve Leitch P.O. Box 85, River Falls, WI 54022 President-elect .............................................. Matt Weimer 100 North Corporate Dr., #100, Brookfield, WI 53045 Secretary-Treasurer .......................... Lise Meyer Kobussen P.O. Box 633, Sauk City, WI 53583

Jack Riesch P.O. Box 1610, Waukesha, WI 53187-1610 Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236 Darrel Zaleski 4233 Southtowne Drive, Eau Claire, WI 54701 2015-2016 Committee Chairs

Chairman of the Board ............................. John Wickhem P.O. Box 1500, Janesville, WI 53547-15

Agency Operations....................................... Kim Dandrea N19 W24200 Riverwood Dr., Waukesha, WI 53188

State National Director ................................ Linda Steiner 555 Main Street #320, Racine, WI 53403

Automation/Technology ............... Cathleen Christensen P.O. Box 949, Fond du Lac, WI 54936-0949

2015-2016 Board of Directors

Emerging Leaders ...........................................Jack Demski 101 East Grand Ave. #11, Port Washington, WI 53074

Mike Ansay 101 East Grand Ave. #11, Port Washington, WI 53704 Mark Behrens 555 Main Street #320, Racine, WI 53403 Jason Bott 330 East Kilbourn Avenue, Milwaukee, WI 53202 Cindy Burns 500 South Central Ave., Marshfield, WI 54449 Gerald Couri 379 West Main Street, Waukesha, WI 53186 Mike Farrell 1300 S. Green Bay Rd., Racine, WI 53406 Chris Hanson 5601 Grande Market Drive, Appleton, WI 54913 Brian McClone 505 North Westfield Street, Oshkosh, WI 54902

WISCONSIN INDEPENDENT AGENT

Employee Benefits.......................................... Mike Farrell 1300 South Green Bay Rd., Racine, WI 53406 Finance & Compensation ............... Lise Meyer Kobussen P.O Box 633, Sauk City, WI 53583 Government Affairs .......................................Skip Hansen 100 North Corporate Drive #100 Brookfield, WI 53045 Industry Relations ....................................... Kevin Murray 525 Junction Road, Madison, WI 53717 Marketing & Membership Development ........... Jeff Thiel P.O. Box 1610, Waukesha, WI 53187-1610 Smaller Agencies .................................... Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236 Technical ................................................... Mark Truyman P.O. Box 6, Seymour, WI 54165 Technical ...............................................Timothy Kakuska P.O. Box 547, La Crosse, WI 54602-0547

organization’s mission to grant wishes to children been proud to be part of these brave childrens’ magazines for details about upcoming events involving the IIAW and go to wisconsin.wish.org for a list of events across the state and ways to support Make-A-Wish! For more about Make-AWish, please see page 30. The Leadership Conference is July 13-15 in the Dells! Please see page 23 for a schedule of events and register at IIAW.com.

> ADVERTISERS & INFORMATION AAA Wisconsin ................................................. 41 ACUITY Insurance ........................................... 43 Austin Mutual ................................................. 42 Axley Brynelson ............................................. 25 Badger Mutual .................................................. 7 Berkshire Hathaway/Guard ............................ 40 Burns & Wilcox ................................................. 6 EMC Insurance................................................ 27 IIAW Continuing Education ............................. 24 IIAW Prelicensing............................................ 39 Integrity Insurance ........................................ 38 Leadership Conference .....................Back Cover Make-A-Wish Wisconsin................................... 30 Partners Mutual ............................................. 26 Pekin Insurance............................................... 41 Robertson Ryan & Associates........................... 9 Society Insurance........................................... 29 The IMT Group ................................................ 37 West Bend ........................................................ 2 Wilson Mutual ................................................. 28 Western National ............................................. 4 JUNE 2016 | 3

OPEN DOOR POLICY

FOR-HIRE MOTOR CARRIERS & MINIMUM POLICY LIMITS

It’s no secret that the IIAW has been working closely with the Office of Commissioner of Insurance (OCI) and the Department of Transportation (DOT) to clear up any confusion surrounding 2015 Act 135 and the minimum policy limits set for so-called “for-hire” motor carriers as set by federal law.

In April, several concerned members and companies contacted us looking for clarification about the new law and its impact. Since then we have published numerous newsletters detailing the situation and how agents should advise their clients. Here’s the guidance we received from OCI in a May 25, 2016, bulletin:

While there have been no changes in the required limits, there has been confusion regarding the application of DOT rules—both state and federal—that outline the limits for intrastate carriers. While limits…are in effect now (and detailed below), the DMV will work with intrastate passenger carriers to obtain compliance. Intrastate passenger carriers will be provided a few weeks, but not months, to file the required insurance amount. Insurance providers tell us that obtaining higher levels can take some time, so motor carriers needing higher levels of insurance should contact their agent or insurance provider promptly.

Act 135 clarified that both for-hire property and passenger truck and bus companies (motor carriers) operating totally (or in part) within Wisconsin (intrastate) are subject to the same motor carrier safety requirements as motor carriers that are engaged in interstate commerce. Let me dig further into the details of Act 135 and other facets of the law. Act 135 clarified that both for-hire property and passenger truck and bus companies (“motor carriers”) operating totally (or in part) within Wisconsin (“intrastate”) are subject to the same motor carrier safety requirements as motor carriers that are engaged in interstate commerce. The Act authorized the State Patrol to proactively ensure compliance through educational outreach and inspection, in addition to ordering corrective action when WISCONSIN INDEPENDENT AGENT

warranted. It also provided for the DMV to review records/files to ensure minimum insurance limits are in force.

16. The equation works out to 6,000 pounds for the vehicle plus 2,400 (16 x 150) pounds for the passengers equals a gross weight of 8,400 pounds.

According the DOT’s website, all carriers of passengers or property for-hire rental companies, owners of buses that carry 16 or more passengers (including the driver), human service vehicles, special medical vehicles, driver education vehicles and dealer/ distributor/manufacture demonstration vehicles are required to file proof of insurance before operating in Wisconsin.

For intrastate minimum insurance requirement purposes, passenger seating capacity is determined by counting the number of individual identifiable seats, including that of the driver. For any seating where individual seats are not identifiable, such as buses without seat belts, seating is calculated as follows:

If you are a “for-hire” carrier you must file proof of liability insurance before operating on Wisconsin highways. Proof of insurance onfile with DOT is a prerequisite for any for-hire carrier to obtain vehicle registration, vehicle registration trip permits, and Wisconsin operating authority. If you are requesting a plate type such as Human Service Vehicle, Gross Weight Bus or Drivers Education, valid insurance must be on file prior to plate issuance or renewal. Passenger for-hire, other than driver education and school bus meeting the description below, must have the corresponding limits: Vehicles with gross weight 10,000 pounds or less - $300,000 minimum limits Vehicles with gross weight over 10,000 pounds: a Seating capacity including driver of 15 or less - $1,500,000 minimum limits a Seating capacity including driver of 16 or more - $5,000,000 minimum limits It’s important to note that gross weight is calculated by taking the empty weight (no passengers) of the vehicle plus 150 pounds per seating space, including the driver. As an example, let’s take a vehicle that weighs 6,000 pounds (empty) and has a seating capacity of

For a motor bus, divide by 20 the total seating space measured in inches. For example, 295 inches divided by 20 = 14.75. Adding 1 driver seat = 15.75 total. This counts as seating capacity of 15 passengers. For a school bus, divide by 13 the total seating space measured in inches. We strongly recommend that our members get in touch with the for-hire motor carriers they insure and inform them of these newly enforced, federally mandated insurance limits and provide them with a quote. If you have any questions, as always we stand ready to assist you. Finally, as a friendly reminder, if you have insureds who are required to have $5 million limits, then our E&O policyholders have the potential to make a $5 million professional liability error, especially in the case of this new guidance. Your E&O limits should be at least as much as your highest policy limits. Don’t put off getting higher limits as the additional premium is affordable. Losing your business is not. Contact us today for a review to ensure you are adequately protected.

> Matt Banaszynski is the Executive Vice President of the Independent Insurance Agents of Wisconsin. Contact him at matt@ iiaw.com.

JUNE 2016 | 5

BURNS &

PARTNER, NOT COMPETITOR

WILCOX

WHOLESALE IS OUR MIDDLE NAME. never cross the line between wholesaler and competitor.

you â&#x20AC;&#x201D; Burns & Wilcox.

GOVERNMENT AFFAIRS

WISCONSIN TECH COLLEGE GRADUATE OUTCOMES GOOD NEWS FOR EMPLOYERS The Wisconsin Technical College System (WTCS) is made up of 16 schools with 49 campuses scattered throughout the state. It is a critical partner to the state’s overall economy. The system’s core mission of educating and training students and collaborating with local industries directly benefits employers so that they have a trained, skilled, productive workforce in order to compete and be successful. That’s why a recent report published by the WTCS is positive news for employers. The WTCS Graduate Outcomes Report shows an impressive 93 percent placement rate for graduates in 2015. In other words, students enrolled in the state technical college system are well positioned to find a job and a place in the workforce following graduation. The report is based on all the technical colleges in the state and it surveyed the entire population of 2015 technical college graduates - a total of 25,784 received surveys, with 18,123 responding. Of those responses, 13,001 had jobs and are officially contributing to the workforce. Out of those, 93 percent Wisconsin has 49 were employed within six months of technical colleges graduation, and 78 percent were in a throughout the state. job related to their technical college training. According to the WTCS report, those not in the labor force yet primarily cited continuation of their education as the reason for not working. The WTCS advertises that it offers over 300 varied programs such as agriculture, manufacturing, information technology, the trades, health care, hospitality and service, business and others. One key benchmark of success cited by the WTCS is whether graduates successfully achieve

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800/837-7833 Milwaukee, WI

employment status. Based on the report, WTCS is clearly fulfilling its mission. The positive results highlighted in the report are not just good news for the technical college system, but it also helps reinforce to students that there are solid, reliable options for getting a good education and skills training necessary to prepare them for full participation in the workforce. The positive outcomes also directly benefit employers of all types and local industries facing an increasing skills gap by creating a pipeline of talent and workers that are job-ready. For 2015 WTCS graduates, the median salary six months after graduation for all degree types (Associate Degree, Two-Year Diploma, One-Year Diploma, Short-Term Diploma) was $36,252. More importantly to prospective employers, the report reveals a high retention rate of graduates. An overwhelming 81 percent of technical college graduates stay and live in Wisconsin and that ultimately helps drive the local, state, and regional economies. If you are a business located in a technical college district (see link to map below), the other good news is that 62 percent of technical college alumni stay and work in the district where they came from. Another 19 percent move within the state, and only seven percent chose to move out of state. While traditional, four-year college costs continue to increase exponentially in the U.S., it’s encouraging news that Wisconsin’s technical colleges serve as a valuable steppingstone for students to prepare them for the labor force and a promising career. To read the WTCS Graduate Outcomes report, go to wtcsystem. edu and type (or cut and paste) “2016 WTCS Graduate Outcomes Report” in the search bar at the top of the screen. The job > Misha Lee is Owner/ placement and employment data Founder of Lee Government Relations, is for 2015 graduates. LLC and lobbyist For a map of WTCS colleges, for IIAW. Follow Lee please go to wtcsystem.edu/ Government Relations on Twitter@mishavlee. colleges.

JUNE 2016 | 7

AGENCY MANAGEMENT

Procedures should be written for everything you do and in such a way so that someone new to the insurance industry could sit down, read the document, and reasonably make their way through the process.

PROCEDURES AND WHY THEY REALLY MATTER

Okay, I know this is not the sexiest of topics. After all, you’d much rather hear about ways to increase revenue, make your service teams more efficient, etc.

But one of the ways to really do all of these things is by presenting a united front, getting your ducks in a row, and making sure that everyone could play musical chairs if they had to in the event of a personnel change, an epic flood, or like we’ve seen more and more, some nasty kind of virus that spares no one. Over the years I’ve seen many agents spend thousands of dollars on procedures manuals. They have bought manuals, paid consultants to write them, or struggled for years to implement a homegrown manual that never quite materialized.

You Know Why What I find interesting is that most of you know why you should have a manual. It surprises me that, as we work to fix agency headaches and I bring up the topic of procedures, most of you will shake your heads knowing there is a discrepancy

8 | JUNE 2016

between what you aspire to and the reality sitting on the bookshelf or on the hard drive. Many of you know you should have a consistent set of procedures that will help you: Have written guidelines to how and what. Bring consistency to your team. Establish and use a clear, concise training program. And yes, this is a big deal when it comes to the thinking ability and skills to make sure you avoid pitfalls in lost renewals, screw ups and forgetfulness, and infighting between sales and service teams when there are missed expectations and things fall through the cracks.

Procedures and protocol allow an organization to execute a standard way of doing business. Each of us comes from different backgrounds, different levels of work experience and different ways of processing information. Procedures should be written for everything you do and in such a way so that someone new to the insurance industry could sit down, read the document, and reasonably make their way through the process. You should be using the manual for selfmastery, new hire training, promotions, and clarifying duties and responsibilities. And remember: creating procedures does not have to involve a huge $10-20,000 consultant fee or a long, grueling burden on your team. Although most will tell you it can take six months to get a manual done, it can take as little as six weeks. WISCONSIN INDEPENDENT AGENT

AGENCY MANAGEMENT When creating or updating a procedures manual, think of the following: 1. First, identify the current state of the procedures manual you have. Do you have a manual? Does it need updating? 2. Create a formal template that is easy to read and recognize what procedure and what department the document is being created for. 3. Next, think of being a brand new employee who does not know anything about your industry. Or, ask someone from a different department to read over and follow the instructions. If your least experienced team member can do the task quickly with little explanation or training, you’ve done a great job. If not, you’re not alone. Many manuals are written without thought of who will actually be using them. 4. Use the buddy system and second set of eyes for everything that is done, even for experienced team members. 5. Start by forming a committee that will take on any and all procedures that need to be created or updated. 6. Create the list of items, most commonly done first. 7. Have a small team of 2 take on three (3) to six (6) procedures for that week, depending on your situation. REMEMBER, they are doing the work anyway. Let’s get them to just stop and take screen shots along the way.

WISCONSIN INDEPENDENT RRA_IIAW_Ad_March_16_Outlines.indd 1 AGENT

8. Once that is done, have an alternate team check their work and perform the task from scratch. See # 4 above.

Bookkeeping responsibilities Employee evaluations instructions, protocol, etc.

Great Tools Make Work Easier We have found that the easiest way to accomplish this task is to use screen capture software from TechSmith, a well-known, safe download. We recommend a free product called Jing (just type Jing in your search engine). It places a little sun at the top of your desktop and allows you to drag and capture objects as large as a screen or as small as a punctuation mark.

Sales Teams Are Not Exempt Do you have a Producer Forms Manual? You know, a 3 ring binder that all producers have that includes important tools for the sales team member? They should include items related to the sales process as well as team efficiency and how to’s with carrier applications and relationships. For example, you should have main tabs in your binder for:

It also has the ability to circle objects or place arrows pointing to, in this case, the areas of

Sales Principles; Structures

the procedure that you are highlighting for the list of steps. Jing is one of those little things for me that has made a big difference.

Client Care; Maintenance

Benefits For Leaders

Agency Management Procedures

As you can imagine, procedures and protocol are not just for employees. As leaders, you have specific job related duties that may require a procedures sheet. For example, we have a document called “Culture Curriculum” that includes the expectations and responsibilities of those on our team. You can create one of these for your team and/or consider that it may be convenient to take time to create a Leadership Manual for: Running special management reports Operational duties

Accounting; Billing; Audits, etc.

If no, this is something that should be included in a special section of your procedures manual on the shared internal drive and in writing, since we all know that having a written binder is sometimes easier to reference for sales teams who are out and about!

> Brandie Hinen is president of Powerhouse Learning. Contact her at brandie@ powerhouselearning. com.

2/2/2016 JUNE 20168:31:25 | 9AM

> IIAW ANNUAL CONVENTION

DONALD DRIVER’S STAR SHINES BRIGHT AT 2016 CONVENTION

According to one IIAW staffer who has attended many conventions, this year’s event was one of the best ever. That includes the 100th year celebration that featured a circus (with elephant rides) and Big “I” beer.

Thank you to all the independent agents, company personnel, exhibitors, featured speakers, and guests who made this possible. A huge part of that success and excitement was Donald Driver’s appearance as our keynote speaker. Extra tables and chairs had to be brought in to accommodate the crowd that assembled Wednesday afternoon. Six hundred people watched and listened to his speech. There will be more about Donald’s appearance a bit later. The convention kicked off on Wednesday morning with two great sessions: the AutoTech Open Forum (moderated by members of the Automation-Technology Committee and our special guest, Brad Ruben of Archway Computers) and Improving Agency Operations and Financial Management (with Dirk Nohre and Ryan Olson). This set up Dr. Steven Weisbart’s session about P&C market trends in 2016 and beyond. Dr. Weisbart is senior VP and chief economist at the Insurance Information Institute. Then IIAW President Steve Leitch introduced the convention’s headliner, Donald Driver. His inspirational story touched on his rough childhood and humble beginnings. His family lived in a U-Haul truck and Donald was headed toward a life of drugs and crime. With his drive, athletic ability, his family and his faith, he persevered and made his way to Alcorn State. Ron Wolf, general manager of the Green Bay Packers, selected him in 7th round of the 1999 NFL draft. Fourteen years later, Donald retired as the Packers all-time leading receiver. In his experience, success can be achieved if you have fear and doubt as these can be overcome. However, success is more challenging if you are insecure about yourself. Knowing yourself allows you to fully use your talents and help people. He also had fun with a few Vikings, Bears and (one) Lions fans. (“They were 0-15 and we knew that after playing us they would be 0-16.”) Donald’s meet and greet in the exhibit hall created a stir as many attendees waited in line

10 | JUNE 2016

to get a photo and exchange a few words with the Packers legend. He even let people try on his Super Bowl ring! His graciousness and charisma will not be forgotten. But the enthusiasm remained for the 91 fantastic vendors in the sold out exhibit hall. The exhibit hall remained busy for the duration of the tradeshow. The VIP Lounge included beer samples from Potosi Brewing Co. and a place for VIP members to relax. In the final hour, The IMT Group sponsored the ever-popular $100 giveaway every five minutes and super door prizes were awarded to many lucky recipients. Thanks to all the companies that donated prizes. The convention reception on Wednesday night at the Wisconsin Brew Pub included complimentary beer on tap all night long and entertainment by Piano Fondue’s dueling pianos. The duo took requests all night and played a diverse set list from Johnny Cash to Neil Diamond. A big thank you to our Exclusive Company Sponsors who hosted the reception! At Thursday’s annual awards breakfast and business meeting, the following people received honors: Matt Weimer (Raymond “Skip” Hansen Agent of the Year); Dan Lau (Emerging Leader of the Year); Rob Gudates (Industry Representative of the Year); Mike Farrell (Employee Benefits Agent of the Year); Scott Brookes and Jeff Thiel, R&R Insurance (Government Affairs Agency Leader of the Year); and Tim Kakuska (Committee Chair of the Year). Association President Steve Leitch received the President’s Award for his great work during the year. Representatives from Auto Owners Insurance accepted an honor on behalf of the company’s 100th year in business. Mark Behrens, Jason Bott, Mike Farrell, Chris Hanson, Brian McClone, and Mike Walston received Noble Eagle Awards for their service on the IIAW Board of Directors. Jason is moving to the Executive Committee as Secretary-Treasurer. The convention wrapped up with two sessions: Workers’ Comp Forum (presented by Bernie Rosauer, Tad Cleveland and Melanie Lindseth) and Healthcare Reform: The Past, Present &

Future (with speaker David Grunke). Thank you to Germantown Mutual for its $1000 donation and Mt. Morris Mutual for the $500 donation for the cash giveaways at the end of the CE sessions. New members of the 2016-17 IIAW Board of Directors include: Marc Petersen, New Berlin (3-year term); Ryan McClone, Menasha (3-year term); Pam Utpadel, Appleton (3-year term); and Jack Demski, Port Washington (1-year term). They join current Board members: Jack Riesch, Waukesha; Jerry Couri, Waukesha; Darrel Zaleski, Eau Claire; Cindy Burns, Marshfield; and Mike Ansay, Port Washington. The 2016-17 Executive Committee is: Steve Leitch, Chairman of the Board; Matt Weimer, President; Lise Meyer Kobussen, Presidentelect; Jason Bott, Secretary-Treasurer; and Linda Steiner, State National Director. Another big thank you goes out to John Wickhem, our outgoing chairman. John’s four years on the Executive Committee and all of his past service to the Association is greatly appreciated. The IIAW Exclusive Company Sponsors are: AAA Wisconsin, ACUITY Insurance, Burns and Wilcox, Integrity Insurance, Liberty Mutual, Progressive Insurance, SECURA Insurance, Sentry Insurance, SFM Insurance, Society Insurance, The Hanover Insurance Group, The IMT Group, Travelers Insurance, West Bend Insurance, and Wilson Mutual. Thank you for your generous support of the annual convention and all Association events! Additional thanks go to SECURA for their support of the Past Presidents reception. The 118th annual state convention is scheduled for May 3 and 4, 2017, at the Madison Marriott West in Middleton, Wisconsin. For more about the convention please see the photos on the following pages and our home page. To view the photos, go to IIAW.com, Events and then 2016 Annual ConventionDonald Driver. You can also check out facebook.com/IIAofWI. WISCONSIN INDEPENDENT AGENT

IIAW President Steve Leitch (left) and Matt Weimer, Raymond “Skip” Hansen Agent of the Year. Steve was presented the President’s Award for his service as the 2015-16 IIAW President.

IIAW ANNUAL CONVENTION

Donald Driver with the staff of the Independent Insurance Agents of Wisconsin. Donald met with the staff prior to his keynote speech.

Six hundred attendees watched and listened to Donald’s keynote speech Wednesday afternoon. He delivered a message about self-assurance, the importance of family and faith, and caring. He also had fun with a few Vikings, Bears and (one) Lions fans. (“They were 0-15 and we knew that after playing us they would be 0-16.”)

WISCONSIN INDEPENDENT AGENT

JUNE 2016 | 11

> IIAW ANNUAL CONVENTION | FEATURED SPEAKERS & SPECIAL GUESTS

Cathleen Christensen (left), Brad Ruben and Chris Costakis led the Automation-Technology Open Forum on Wednesday morning. This session starts the convention with great discussion about timely topics like management systems, e-signature, security, and many others. Cathleen and Chris are members of the AutoTech Committee. Cathleen chairs the committee. Brad Ruben is president of Archway Computers and was the forum’s special guest.

After the annual awards breakfast on Thursday, Brent Kelly presented How Insurance Agents Can Stand Out in Today’s Noisy World. He touched on many points about digital marketing and how, in an age when consumers have many options, agents can find their customers. Brent is the founder and CEO of BizzGrizz, a content marketing firm based in Normal, Illinois.

Representative Bob Gannon (R-Slinger) addressed the attendees at the awards breakfast and business meeting. Rep. Gannon made a plea to the crowd to donate to the Conduit and praised the IIAW’s lobbying efforts led by Misha Lee.

12 | JUNE 2016

Dr. Steve Weisbart presented his session, P&C Insurance Market Update: Trends, Challenges and Opportunities for 2016 and Beyond, on Wednesday morning. Dr. Weisbart is senior VP and chief economist at the Insurance Information Institute.

Dirk Nohre (right) and Ryan Olson presented the breakout session, Improving Agency Operations and Financial Management. Dirk and Ryan are from Nohre & Co., an accounting and business consulting firm based in Eau Claire.

Each year at convention, Skip Hansen (at podium, partially obscured) honors all veterans and asks the veterans in attendance to come to the front of the stage for recognition.

WISCONSIN INDEPENDENT AGENT

AWARD WINNERS Dan Lau, Emerging Leader of the Year, with IIAW President Steve Leitch.

Tim Kakuska (with Steve Leitch) earned the Committee Chairman of the Year Award for his work on the Technical Committee.

Steve Leitch with Mike Farrell, Employee Benefits Agent of the Year.

Rob Gudates, Philadelphia Insurance, Industry Representative of the Year, with Steve Leitch.

Representatives from Auto-Owners Insurance accepted special recognition for the companyâ&#x20AC;&#x2122;s 100th year in business.

WISCONSIN INDEPENDENT AGENT

Jeff Thiel (middle) and Scott Brookes (right) accepted the Government Affairs Agency Leader of the Year Award on behalf of R&R Insurance.

JUNE 2016 | 13

> IIAW ANNUAL CONVENTION | ANNUAL AWARD WINNERS

From left: Jason Bott, Mike Farrell, Chris Hanson, Brian McClone, and Mike Walston received Noble Eagle Awards for their service on the IIAW Board of Directors. Jason is moving to the Executive Committee as Secretary-Treasurer. Not pictured: Mark Behrens, Noble Eagle Award winner

Integrity Insurance

14 | JUNE 2016

Burns & Wilcox

WISCONSIN INDEPENDENT AGENT

EXHIBIT HALL Progressive Insurance

Society Insurance

SFM Insurance

ACUITY Insurance

WISCONSIN INDEPENDENT AGENT

Liberty Mutual Insurance

AAA Insurance

JUNE 2016 | 15

> IIAW ANNUAL CONVENTION | EXHIBIT HALL

Thumbs up! Bruce Prince of The IMT Group congratulates a happy $100 winner.

West Bend Insurance

Travelers Insurance

16 | JUNE 2016

SECURA Insurance

Wilson Mutual Insurance

Tracy Sabol is $100 richer thanks to the IMT Group. WISCONSIN INDEPENDENT AGENT

EXHIBIT HALL Russ Utech (with IMT’s Bruce Prince) is all smiles after his having his name called as a $100 winner.

Lisa Meyer Kobussen took home a Clay Matthews jersey courtesy of Safelite Auto.

WISCONSIN INDEPENDENT AGENT

Bruce Kommers (right) happily accepts $100 from IMT’s Larry Jendusa.

Bob Klessig proudly displays his super door prize, a Spam (the versatile meat product) jersey courtesy of Safelite Auto.

JUNE 2016 | 17

> IIAW ANNUAL CONVENTION | EXHIBIT HALL

Jonathon Zwettler won a Samsung flatscreen TV courtesy of McNeil & Co.

This is the perfect pairing: Mike Walston and tequila, courtesy of Paul Davis Restoration & Remodeling. Congratulation Mike and please share.

John McCluskey (with Super Bowl ring) and Donald Driver. Just to be clear, Donald is the Super Bowl champion.

Dozens of people had the opportunity to have their photo taken with Donald Driver in the VIP Lounge. Here Aaron Marsh stands with Donald Driver.

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Chris and Rose Mary Costakis with Donald Driver.

Donald Driver and Karen Wake. WISCONSIN INDEPENDENT AGENT

EXHIBIT HALL This didnâ&#x20AC;&#x2122;t take place in the exhibit hall but it does prove that Donald signed the footballs and mini helmet that were raffled off.

Tina Leverenz (in Packers jersey) with Donald Driver. Donald played for the Packers for 14 seasons.

Mary Jo Blair won a $50 Amazon gift card. WISCONSIN INDEPENDENT AGENT

JUNE 2016 | 19

> IIAW ANNUAL CONVENTION | RECEPTION

Brian McClone (left), Dustin McClone and Ryan McClone at the convention reception.

Getting the selfie stick ready to capture some magic. Piano Fondue had the crowd moving.

Taras Nahirniak (clapping) and Mike Massey of Piano Fondue kept the Wisconsin Brew Pub crowd entertained with their dueling pianos and covers of many requested songs. Cindy Thiel, Linda Nadolske, Lynne Helbach, Tom Helbach and Mary Morrison catch up while listening to Piano Fondue.

Tina Leverenz is making her case to be on next season’s “Dancing with the Stars.”

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WISCONSIN INDEPENDENT AGENT

RECEPTION Before entering the party, party goers posed for photos like they were on the red carpet.

WISCONSIN INDEPENDENT AGENT

JUNE 2016 | 21

VIRTUAL UNIVERSITY

USING LAWN TRACTORS OFF PREMISES We’re having trouble trying to figure out how to cover our insured

for the

use of his large lawn tractor off premises. Our insured recently bought a John Deere 5625 utility tractor. He keeps it at a camp which he owns with three friends, through an LLC. Is there any way to provide coverage through his homeowners policy? Would it help to add the camp as an insured location? Probably not. The ISO standard homeowners policy excludes motorized vehicles, both for property and liability coverages. However, there is an exception for service vehicles that are used to service a residence. Even if the homeowners underwriter would agree to add the camp as an additional insured location, this would not provide coverage for the lawn tractor, since the only exception to the motor vehicle exclusion is for servicing a residence. (If the exception was for servicing an insured location, as is usually the case with ATVs, his homeowners policy should apply.) If your insured has a personal umbrella, there might be coverage there. For example, at the IRMI website (irmi.com) there is an excellent article on personal umbrellas (Creating and Using a Personal Umbrella Comparison Form), including a handy chart outlining coverage comparisons between umbrellas from several insurers. On the IRMI homepage in the search bar, type (or cut and paste) Creating and Using a Personal Umbrella Comparison Form. Click the top link to access the article. In the IRMI chart, 9 of the 10 umbrellas analyzed cover offpremises use of service vehicles. Another suggestion would be to review the insurance of the LLC. If the LLC has a standard CGL, the tractor would be covered as mobile equipment for liability. When your insured is cutting the grass at the camp, both he and the LLC are insureds. Here is an excerpt from the ISO CGL: SECTION II – WHO IS AN INSURED 1. If you aredesignated in the Declarations as: c. A limited liability company, you are an insured. Your members are also insureds, but only with respect to the conduct of your business. Your managers are insureds, but only with respect to their duties as your managers.

Note that your insured is only covered while acting within the scope of the business of the LLC. Maintaining the premises and grounds owned by the LLC would certainly seem to be within the coverage, but using the tractor for some other purpose, such as to cut the grass at his residence, would not. For your insured’s exposures not covered by the CGL of the LLC, or by his personal umbrella, an alternative might be a specialty market that would provide coverage for both the property and liability exposures of the tractor, much like a policy for ATVs and similar recreational vehicles. Or, if any of your markets write farm insurance, they might be able to offer some suggestions. By the way, there are at two excellent articles on the IIABA’s Virtual University (VU) that deal with high value lawn tractors and other service vehicles. At the VU (iiaba.net/vu), go to the articles in the Homeowners library, and look for the following titles: “Insuring Lawn Tractors Used Off Premises” and “Insuring High Value Lawn Equipment.” In fact, there are several “lawn mower” articles on the VU…just search for that term and they’ll pop up on the list of search results. Lastly, given the probable difficulty in obtaining proper coverage for both property and liability exposures of the tractor, and also given the potential huge liability exposure arising from the use of the tractor, be sure to maintain good E&O documentation.

> Mike Edwards is a faculty member for the IIABA Virtual University.

The Virtual University is a Big “I” members-only resource. Many articles are based on real-life questions received by the Ask an Expert service. This service ensures that the information is current and topical. Go to www.independentagent. com/Education/VU/. You will need to login with your IIABA username and password before using the VU. The IIABA does not assume and has no responsibility for liability or damage which may result from the use of any of this information.

22 | JUNE 2016

WISCONSIN INDEPENDENT AGENT

SCHEDULE OF EVENTS 1-3 PM

Wednesday, July 13 1-3:30 PM WALKING RISK MANAGEMENT TOUR AT WISCONSIN DELLS BREWING CO.

Mick McGavin, Director of Risk Management, Roundy’s Inc. Kick off the 2016 Leadership Conference with a Walking Risk Management Tour at Wisconsin Dells Brewing Company! This CE course starts off with a brief overview of risk, exposures and risk management techniques. Attendees will then tour the brewery to get a firsthand look at potential exposures. Enjoy samples of local brews after the tour! Tasting sponsored by Amerisafe. Wisconsin Dells Brewing Co. is located at 110 Wisconsin Dells Parkway S. in Wisconsin Dells. Space is limited to 40 attendees on a first come, first served basis.

5-7 PM

WELCOME RECEPTION AT WILDERNESS RESORT WATERPARK CABANA Appetizers and pizza will be served!

Thursday, July 14 All conference events are hosted at the Wilderness Resort. Families are welcome to all meals.

8 AM REGISTRATION OPENS 8-9 AM BREAKFAST 9 AM-12 PM SESSION - MANAGING, WORKING WITH, OR SELLING TO FIVE GENERATIONS IN THE WORKPLACE

P. Artell Smith, Adjunct Faculty, UW-Madison, Center for Professional and Executive Development There are now five generations in the workforce—Silents, Boomers, Gen-Xers, Millennials, and Post-Millennials. It is unprecedented to have 17-18 year olds working with those between 70-87. It’s an exciting time and companies will have this management and sales dynamic to address. What’s the next best thing? What if we could leverage technology to leap forward into a brighter future? What if we stopped settling for the usual and the mundane? This workshop will explore the nature of management, influence and sales in this immensely diverse workforce that has arrived at our door! Artell will show you the numbers, discuss the research, and give solid counsel on how to sell, recruit, develop, influence, and manage performance across the generations.

12 PM-1 PM LUNCH

SESSION - MANAGING, WORKING WITH, OR SELLING TO FIVE GENERATIONS IN THE WORKPLACE, CONTINUED

P. Artell Smith, Adjunct Faculty, UW-Madison, Center for Professional and Executive Development P. Artell Smith continues the discussion about how business leaders and managers can prepare for success working with for the most diverse workforce in history.

1-5:30 PM CABANA TIME!

Enjoy our Poolside Cabana Sponsored by SECURA Insurance

6:30-9:30 PM DINNER – RIVER WALK PUB

911 River Rd., WI Dells Transportation departs from Glacier Canyon Lodge Main Lobby at 6 PM sharp.

Friday, July 15

All conference events are hosted at the Wilderness Resort. Families are welcome to all meals.

8-9 AM BREAKFAST 9 AM-1 PM SESSION – THE AGENCY OF TOMORROW: GROWING A PROFITABLE AND SUSTAINABLE BUSINESS

Dan Paulson, CEO at IDI Technologies Today’s environment is changing rapidly. The advent of new technology combined with changes in the workforce have many agencies asking good questions: How can I find good talent? What ways can we complete with the online companies? How can we expand into new markets? Who will I sell my business to when I’m ready? These are common questions for many agents. Whether you are a producer or own an agency, this workshop will give you the information and tools necessary to prepare for the future. Dan will talk about building your agency to achieve continued growth, cause based marketing, creating the WOW experience, and how to woo the next generation of owner. Discover the tools necessary to elevate your practice from average growth to exceptional results!

12-1 PM 1 PM

LIGHT SNACKS CONFERENCE ENDS

REGISTE R AT I I AW. C O M

CONTINUING EDUCATION

IN PERSON CLASSES

IIAW WEBINARS

Ethics: When the Impossible Happens 4 CE Credits Approved Date: August 16, 2016 Location: IIAW State Headquarters, Madison Time: 8:30 AM – 12:30 PM

Condominiums 3 CE Credits Approved Date: June 20, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM Cyber Liability 3 CE Credits Approved Date: June 21, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM Top 10 Countdown of Personal Lines Coverages 3 CE Credits Approved Date: June 27, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM Homeowners Hot Topics 3 CE Credits Approved Date: June 28, 2016 Location: IIAW Webinar – iiaw.com/events Time: 8:00 – 11:00 AM Ethics & The Law 3 CE Credits Approved Date: June 28, 2016 Location: IIAW Webinar – iiaw.com/events Time: 12:00 – 3:00 PM The Dirty Dozen 3 CE Credits Approved Date: June 29, 2016 Location: ABEN Online – iiaw.aben.tv Time: 8:00 – 11:00 AM Personal Auto Hot Topics 3 CE Credits Approved Date: June 29, 2016 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 3:00 PM

ABEN ONLINE CLASSES Liability Issues to Worry About: Indemnity Agreements & Additional Insureds 2 CE Credits Approved Date: June 21, 2016 Location: ABEN Online – iiaw.aben.tv Time: 1:00 AM – 3:00 PM Hot Topics in Personal Lines 2 CE Credits Approved Date: June 21, 2016 Location: ABEN Online – iiaw.aben.tv Time: 1:00 – 3:00 PM From Medicaid to the Exchange: What Every Agent Should Know 4 CE Credits Approved Date: June 22 & 28, 2016 Location: ABEN Online – iiaw.aben.tv Time: 12:00 – 3:20 PM Annuity Basics & Where They Fit 1 CE Credit Approved Date: June 23, 2016 Location: ABEN Online – iiaw.aben.tv Time: 11:00 AM – 12:00 PM E&O Risk Management: Meeting the Challenge of Change 6 CE Credits Approved Date: July 5, 2016 Location: ABEN Online – iiaw.aben.tv Time: 8:00 AM – 2:45 PM Affordable Care Act: Update 2015 & Beyond 3 CE Credit Approved Date: July 19, 2016 Location: ABEN Online – iiaw.aben.tv Time: 9:00 AM – 12:00 PM

FOR MORE CLASSES AND TO REGISTER, PLEASE GO TO IIAW.COM

TECHNOLOGY

DYNAMIC DUO

If ignored, mundane workflows and workflows and procedures—not replace them. procedures, including so called best practices, “Invariable practices” have long provided may turn stale over time—becoming myriad benefits, including ease of training, cumbersome and ineffective at accomplishing efficiencies from consistency, measurable key objectives. Many firms drawn to the latest productivity, business continuity and device or program overlook these less exciting enhanced customer satisfaction. aspects of the business, even though they may Unfortunately, many people understand hold the key to success. invariability to mean little or no change at the So what’s the right balance? How does an price of consistency. As an organization grows, agency ensure its practices are effective and its workflows and procedures may overlap, adaptable to change without abandoning potentially reducing efficiency. Often, a lack consistency—a key to avoiding costly E&O of oversight compounds these problems. claims? A dynamic, rather than static, approach is The simple answer is that successful typically organizations use the best technology to option Batman and Robin are the implement and when most famous dynamic duo but technology and invariable augment it practices are a great one-two invariable punch to fend off E&O claims

Combine tech with ‘invariable practices’ to avoid costly claims comes to creating, modifying and eliminating practices. In a static approach, one key individual or team takes full responsibility for a process, including the power to refine it over time. A dynamic approach, on the other hand, encourages continual review and changes to practices, as well as input from all stakeholders without regard to title or pay grade. Agencies that take a dynamic approach benefit from instant buy in from staff who feel empowered and involved. By contrast, employees who have little or no input often disagree with practices—and tend to deviate from them. Process related claims often result from a lack of buy in or incentive from the agent involved. Technology may impede those end runs, but it rarely stops them altogether. Technology is a primary means of realizing consistencies with a lesser degree of error, while allowing for rapid implementation and measurable information control. Using technology to effectively implement best practices is vital to an agency’s success as long as everyone understands technology isn’t the destination— > Ali Tarbhai is an assistant VP and claims it’s a tool to help specialist at Swiss Re you get there. Corporate Solutions.

Attorney ROBERT PROCTER

Attorney TIM FENNER

Attorney MICHEAL HAHN

AXLEY INSURANCE

ATTORNEYS Providing timely & cost-effective legal services for all types of insurance industry issues.

MADISON, WI 53703 | WAU KESHA , W I 53 18 6 WISCONSIN INDEPENDENT AGENT

80 0 -36 8- 56 61 | L AW @ AX L E Y.CO M | AXLEY.CO M

JUNE 2016 | 25

MARKETING

WHAT DOES YOUR EMAIL ADDRESS SAY ABOUT YOUR BUSINESS? In my role as Communications Czar, I see countless email addresses and, much to my surprise and dismay, I’ve noticed that a lot—and I mean thousands—of agents use AOL, Hotmail and Yahoo email addresses. For purposes of this article, we’ll call them “general domain” email addresses. I hope these agents are only using them to receive Big “I” and other personal emails, because conducting business using a general domain email address makes a business seem like it’s run out of a basement. It’s understandable why people use generic email addresses. It takes little or no effort and it’s free to set up a general domain email address. But using it to operate a business says, “I’ve just gotten into this line of work,” or, “I do this work on the side,” or “I’ve retired but I like to dabble.”

Scam artists and unscrupulous business people regularly set up fake Yahoo and Hotmail accounts to prowl for easy marks. This helps explain why so many general domain email addresses end up in spam filters. It’s very likely that the people you’re marketing to with such an email address will never receive your messages.

In the digital age, your email address is as important

It can make your business look less credible and unprofessional. Unless you are personally known to me, or are a very close friend, I’m not doing business with anyone whose email address is thebestpolicy@ hotmail.com (used for demonstration purposes only). Would you? You might not be able to do business with them anyway even if you wanted to. Our IT department was trying to help a member with a technology issue, but the member didn’t get the message because his AOL filtering blocked our response to his question.

(and possibly more so) than your business card. Get a real domain name Your email address is part of your small business brand. It lets potential customers know your agency is well established, even if it’s not…yet. In the digital age, your email address is as important (and possibly more so) than your business card. Would you print off business cards on copy paper, cut them into squares, and hand them out? That’s basically you’re doing if you use a general domain email address.

Wisconsin STRONG For 85 years Partners Mutual Insurance Company has built lasting relationships with independent agents across the state. We are committed to the independent agency system as the only means to deliver our products and work hand-in-hand to help our agencies grow profitably. For information about becoming a Partners Mutual Insurance Agent please contact Brian Martin at 262.432.3439; Martin.Brian@PartnersMutual.com or Mike Ottman at 262.432.3418; Ottman.Michael@PartnersMutual.com

Getting an email addresses that matches your business name isn’t as hard or expensive as you might think. If you already have a domain name for your website, you need to take advantage of the hosting provider’s email service. Most offer at least one free email address for your account. You also can integrate your domain email with Gmail. And for those who can’t let go of their current email client, you can set up your “real” email address to forward messages to your AOL, Hotmail, etc., and no one will know. If you don’t have a domain, you need one. You can check to see if the domain/user name you’re interested in is available through NameChk. This site is not a domain registrar, but can link you to companies that are. The fee to register a domain name typically ranges from $10 to $35 but do your own price comparisons. If you are ready to register a domain name, consider reputable registrars such as GoDaddy and Network Solutions. Outlook.com and Gmail offer business email solutions and are also worth a look.

26 | JUNE 2016 PMIC_3-75x4-875_WIA_FINAL.indd 1

> Sue Ray is the Florida Association of Independent Agents’ Director of Communications.

WISCONSIN INDEPENDENT AGENT

1/27/2016 12:32:13 PM

When clients have questions about claims, EMC can put the answers at your fingertips. The minute you report a claim online, you’ll get a claim number to track real-time claim activity. It’s just one of the many reasons policyholders Count on EMC ®. BECKIE JANUSZEWSKI , AIC Claims Supervisor EMC Milwaukee Branch

CLAIMS QUESTIONS?

ONLINE CLAIM ANSWERS. MILWAUKEE BRANCH OFFICE Phone: 855-495-1800

28 | JUNE 2016

WISCONSIN INDEPENDENT AGENT

Fine coverage instead of fine print. Small detail. Big difference. At Society, we keep it simple and protect your customer’s outdoor property the same way we do their building—and that includes coverage for wind damage. In our experience, signage, fencing or satellite dishes are more likely to be damaged by wind than anything else. Ironically, some insurance companies don’t include this common risk in their outdoor property coverage. If you agree that details like these can make a big difference, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

About Make-A-Wish®

The Four Wish Types

In 1980, 7-year-old leukemia patient Chris Greicius realized his dream of becoming a police officer when a group of caring volunteers swore him in as an honorary Arizona highway patrolman.

Wishes typically fall into four main categories:

Chris’ inspirational wish eventually led to the creation of Make-A-Wish, the world’s largest wish-granting organization. There are currently 62 Make-A-Wish chapters in the United States and its territories, and 38 affiliates in nearly 50 countries on five continents! Make-A-Wish Wisconsin® opened its doors in 1984, granting its first wish to Catina, who wished to meet Michael Jackson. This year, we are on track to grant 365 wishes—a wish a day! Since its inception, more than 5,500 Wisconsin families can attest to the transformative power of a wish.

The Impact of a Wish Having a wish granted helps children feel stronger, more energetic and more willing and able to participate in their treatment. For many, it marks a turning point in the fight against their illnesses. The act of wish granting can strengthen both families and communities, creating a ripple effect of social value among everyone it touches. According to a recent national study: 97% of wish kids saw improvements in their mental and emotional health 88.5% of doctors believe the wish positively influenced physical health 82% of wish parents saw an increased energy level in their children

I wish to go... Whether it’s a sunny beach, a magical theme park or a visit with a favorite relative, travel wishes offer a family a stressfree experience no vacation can match. I wish to be... Stepping into the shoes of a police officer, astronaut, zookeeper or ballerina can fulfill a lifelong dream and instill a much-needed sense of hope for the future. I wish to have... Acquiring that special something—a computer, a bedroom makeover or even art lessons—can give a child a sense of control during a difficult time. I wish to meet... Coming face-to-face with a hero or celebrity can be one of the most powerful experiences a wish child can have.

Who Qualifies for a Wish? A child qualifies to receive a wish if he or she: • Is between the ages of 2½ and 18 at time of referral, • Has not previously received another wish from any other wish-granting organization and • Is diagnosed with a progressive, degenerative or malignant medical condition that has placed his or her life in jeopardy, as determined by the treating physician. This year alone, more than 500 children across Wisconsin will be diagnosed with a life-threatening medical condition that qualifies them for a wish. With help from a thriving community of donors, medical professionals and volunteers, we are ever closer to reaching the ultimate goal of granting the wish of every medically-qualified Wisconsin child.

Share the power of a wish® www.wisconsin.wish.org

Make-A-Wish® Wisconsin grants the wishes of children with life-threatening medical conditions to enrich the human experience with hope, strength and joy.

Fiscal Integrity

Get Involved!

Make-A-Wish Wisconsin is a non-profit 501(c)(3) organization funded by donations from individuals, corporations, small businesses, foundations and community organizations. Companies and individuals also donate a variety of in-kind services and products that enable us to make wishes come true.

Helping grant a wish doesn’t just change the life of a child; it can have a profound impact on you, as well. Find more ways to get involved at wisconsin.wish.org/ways-to-help.

As responsible stewards of the funds we raise, we strive to keep our administrative and fundraising costs to a minimum so a vast majority of every dollar goes directly towards wish granting. More than 80 cents of every dollar raised goes directly to granting wishes.

Refer a Child If you know a child who may qualify for a wish, please have his or her family call 800.236.WISH (9474) or begin the referral process online at wisconsin.wish.org/refer. Become a Volunteer Become one of the more than 600 trained volunteers across Wisconsin who make a difference by helping us fulfill our mission. Learn how at wisconsin.wish.org/volunteer. Make a Donation Whether it’s through a planned/estate gift, a workplace giving program or in honor or memory of a loved one, your gift will have a direct impact on a child in need. To learn more, please visit wisconsin.wish.org/ways-to-help/giving.

81.8%

Kids For Wish Kids® / Wishmakers On Campus® Your school, university, group or club can help grant wishes by creating and running your own fundraisers to benefit Make-A-Wish. Learn more at wisconsin.wish.org/k4wk.

4.3%

13.9% Fund Allocation 81.8% Wish Granting 13.9% Fundraising 4.3% Administration Our chapter was named a Torch Award winner for Business Ethics and Integrity by the Better Business Bureau of Wisconsin, and meets or exceeds every established BBB guideline. We have also received 4 stars from nonprofit watchdog Charity Navigator, the highest rating available. Make-A-Wish Wisconsin works to ensure that every donated dollar is spent wisely, and efforts are made to maximize efficiency. We continue to find ways to do more with each dollar we receive and work to increase in-kind donations without compromising the quality of wishes we grant.

Wishes in Flight® Air Miles Donation Program More than 75% of our wishes involve air travel. Help make them come true by donating unused airline miles from American Airlines, Delta, United or Southwest. Once given, miles never expire. Donate today at wisconsin.wish.org/miles. Wishful Thinking Newsletter / Wish-A-Week Stay up-to-date with the latest wish stories, news and volunteer opportunities by subscribing to our quarterly print newsletter or weekly e-newsletter. You can sign up for both online at wisconsin.wish.org/signup. Connect on Social Media Facebook: facebook.com/wisconsinwish Twitter: twitter.com/makeawishWI Instagram: instagram.com/makeawishwisconsin YouTube: youtube.com/makeawishwisconsin Flickr: flickr.com/makeawishwisconsin

Make-A-Wish® Wisconsin – Chapter Office 11020 W. Plank Court, Suite 200, Wauwatosa, WI 53226 800.236.WISH (9474) info@wisconsin.wish.org

S W E N E H T N I S R E B MEM Diversified Insurance Solutions Adds Six New Shareholders Diversified Insurance Solutions is pleased to announce that six new shareholders have been added to the organization. This expands Diversified’s shareholder base and is a key part of the company’s strategy for future growth. The Diversified associates who have now become shareholders are: • Andrew Williamson – Account Executive • Anthonie (TJ) Goedheer – Employee Benefit Consultant Andrew Williamson

TJ Goedheer

• Dan Gahlman – Manager Property & Casualty Services • Katie Donovan – Service Manager • Matt Wallace – Sales Director

Dan Gahlman

Katie Donovan

• Matt Weimer – Director Strategic Solutions

INTEGRITY INSURANCE Scharschmidt Named Commercial Underwriting Manager Integrity Insurance is proud to announce the addition of Julie Scharschmidt as Commercial Lines Underwriting Manager. In her new position, Scharschmidt will lead a group of commercial lines underwriters and commercial Julie Scharschmidt field underwriters to ensure sustained growth, profit and execution of Integrity’s business objectives through quality underwriting, proactive portfolio management and strong customer service. Andy Ott, Vice President of Commercial Lines, stated, “We’re excited to have Julie join commercial lines. Her experience and wealth of knowledge in writing profitable new business and developing successful agency relationships will be a great addition to our team.” Scharschmidt brings more than 13 years of insurance experience. Prior to accepting this position, she was a commercial lines large account underwriter at West Bend Mutual Insurance Company. Scharschmidt holds a BBA from St. Norbert College and earned CPCU, AIS and AU designations.

By increasing the amount of Diversified Insurance Solutions’ shareholders, Hughes Hired as Commercial Underwriter the company can remain committed Integrity Insurance is proud to announce the Matt Wallace Matt Weimer to remaining privately held and promotion of Pat Hughes to commercial field continuing to provide outstanding service to Southeastern Wisconsin. underwriter. The new shareholders who bought into Diversified Insurance Solutions demonstrated their commitment to the organization as well as their As a commercial field underwriter, Hughes will confidence on the future stability and continued growth of the be responsible for new business production and Pat Hughes organization. The addition of shareholders is also a key component in profitability for a select group of WI agents who are establishing a succession plan for the organization to help define the part of Integrity’s commercial field underwriter program. direction of the organization for years to come. Commercial Lines Underwriting Manager Dan Trochil stated, “Pat For more information about Diversified Insurance Solutions, please visit brings a strong background in commercial underwriting, with a div-ins.com. reputation for developing and maintaining strong relationships with independent agency partners in Wisconsin. I am confident he will have Arlington/Roe great success as a CFU.”

Participates in Day of Service

On May 17, all Arlington/Roe associates volunteered for a Day of Service at community food banks in nine states. Together the company processed over 150,000 pounds of food -- and worked to reduce food insecurity in those communities.

Prior to joining Integrity Insurance Hughes spent six years as a commercial insurance agent in the Fox Cities. He started his career at Integrity in June 2011 as a property claims adjuster. In 2014 he joined Commercial Lines as underwriter trainee. In 2015 he was promoted to commercial lines underwriter. Hughes holds a Bachelor’s degree in Business Administration from the University of Wisconsin-Oshkosh. He also holds the Accredited Advisor in Insurance designation and is currently pursuing a designation as Associate Underwriter.

For more about the Day of Service, please visit facebook.com/arlingtonroe.

32 | JUNE 2016

WISCONSIN INDEPENDENT AGENT

S W E N E H T N I S R E B MEM Year at the IAIP Region V Annual Conference of the International Association of Insurance Professionals. For more information about Integrity Insurance, please visit integrityinsurance.com.

WEST BEND MUTUAL Luka Elected Secretary of CISR Board The National Alliance for Insurance Education & Research has announced the election of Linda H. Luka, agency education coordinator at West Bend Mutual Insurance, as secretary of the Certified Linda Luka Insurance Services Representative (CISR) Board of Governors. The new officers were ratified at the James K. Ruble MEGA Seminar held recently in Denver, Colorado. Officers serve one year in their executive board positions. These industry leaders are now beginning their terms. “Our new board officers and all members of the three Boards are top industry professionals and leaders with extensive knowledge of our programs and designations. Their contributions to the growth of The National Alliance, and practical understanding and experience of the insurance and risk management industry, provide the highest value for our guidance and the enrichment of the programs for our participants and designees,” said William T. Hold, Ph.D., CIC, CPCU, CLU, president of The National Alliance. Luka has been employed at West Bend Mutual Insurance for nearly 40 years, working in Personal and Commercial Underwriting, as well as in Marketing. In her current role, she oversees the company’s agency education program, including coordinating continuing education classes in the corporate office, as well as off site, finding new course topics and speakers, filing new courses for approval, and overseeing registering of credits. The CISR Program is a continuing education program for insurance professionals. To earn the CISR designation, individuals must complete any five of the nine courses offered in the program and pass the five exams within three years.

Schuett joined West Bend Mutual Insurance in September 2013. She conducts property-focused surveys on new and existing commercial accounts, looking at building construction, firewalls, warehousing standards, and property hazards to help the company better understand how to improve safety. She also serves as a resource for West Bend’s loss prevention and commercial lines underwriting departments. Before joining West Bend, she worked for the Insurance Services Office (ISO) as a senior loss control field representative and also for a fire protection company. The International Association of Insurance Professionals was officially organized in 1940 and is an association of insurance professionals dedicated to the development of leaders in the insurance industry. The national organization has 225 local associations throughout the United States, Canada and Puerto Rico. The association is best known for providing insurance education, skills enhancement, and leadership development to its members.

Company Earns Positive Financial Rating West Bend Mutual Insurance Company’s Issuer Credit Rating was revised from stable to positive by A.M. Best, financial analysts of the insurance industry, as of May 10. This revision is evidence of West Bend’s strong performance over the past several years. A.M. Best also affirmed the company’s Financial Strength Rating of “A” (Excellent) and Issuer Credit Rating of “a.” The ratings reflect West Bend’s consistently strong risk-adjusted capitalization, stable regional market presence, and conservative risk management culture. The company has maintained an A rating or better since 1971.

Schuett named Risk Management Professional of the Year

The primary objective of A.M. Best’s credit ratings within the insurance industry is to provide an opinion of West Bend Mutual Insurance Company’s ability to meet its ongoing insurance policy and contract obligations. The A rating was derived from an indepth evaluation of a company’s balance sheet strength, operating performance, and business profile, as compared with A.M. Best Company’s quantitative and qualitative standards.

Mindy Schuett, loss prevention specialist at West Bend Mutual Insurance Company, was recently was named Risk Management Professional of the

CONTINUED ON NEXT PAGE

The National Alliance for Insurance Education & Research is a premier provider of insurance and risk management education.

Mindy Schuett

The Risk Management Professional of the Year Award recognizes a risk management professional who has demonstrated superior knowledge of the risk management field, experienced professional advancement through educational pursuits, demonstrated leadership in the field, and is an active participant in association activities.

WISCONSIN INDEPENDENT AGENT

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WS E N E H T N I S R E B M ME CONTINUED FROM PREVIOUS PAGE

Company is Top Workplace West Bend Mutual Insurance Company was once again named to this year’s list of the Milwaukee Journal Sentinel Top Workplaces which recognizes the best places to work in Southeast Wisconsin. West Bend was ranked Number Three in the large company category. This is the fifth consecutive year in which West Bend has placed in the top three. In addition, West Bend was recognized with two special awards. The first is for Appreciation: Employees feel genuinely appreciated at the company. The second is for Ethics: West Bend operates by strong values and ethics. The information for the special awards, as well as for the Top Workplace rankings, is based directly on feedback obtained from surveys completed by West Bend associates. “2015 was a very busy year for West Bend. In addition to converting to a new commercial lines policy and billing system, we exceeded $1 billion in written premium,” said Kevin Steiner, West Bend president and CEO. “I am particularly pleased with the feedback from our associates, that despite the challenging year, they genuinely felt appreciated. Their hard work, determination, and loyalty are a testament to the quality of our associates. To remain in the top three of Top Workplaces is an outstanding achievement. ” “I’ve been with West Bend since 1997 and the company has always been a great place to work,” said Scott Stueber, marketing services specialist. “They come up with creative ways to show associates how much they appreciate our hard work. For instance, our corporate officers recently served breakfast to all associates. We also had a celebration in February to thank everyone for helping our company reach one billion dollars in written premium. Even things like exercising are more fun because they provide us with challenges that help us reach our fitness goals.” A total of 150 companies were named to the Top Workplaces list in 2016. Other businesses in the large company category include Kwik Trip Inc. at #1, Shorewest Realtors at #2, Children’s Hospital of Wisconsin at #8, and Kohl’s at #9. For more information about West Bend, please visit thesilverlining.com.

The Hanover Selects Zubretsky as New CEO

Joseph Zubretsky

34 | JUNE 2016

The Hanover Insurance has chosen a new CEO to replace the departing Frederick Eppinger, turning to an executive at the insurance giant Aetna.

Joseph Zubretsky will start as CEO and president of the Worcester-based property and casualty insurer on June 20. The 59-year-old had been CEO of Healthagen Holdings, a group of Aetna health care services and information technology companies. He previously held other roles at Aetna, including chief financial officer. “He brings broad insurance experience, a deep understanding of the independent agency distribution channel, a strategic orientation, risk management expertise, and an impressive record of building marketleading companies,” Hanover board chairman Michael Angelini said in a statement. Eppinger has been Hanover’s CEO for close to 13 years, turning the insurer into a national player as it doubled in size and its share price skyrocketed by roughly 250 percent. When he announced his retirement from the company last year, he said he would seek “new professional opportunities” elsewhere. Eppinger’s departure from Hanover was complicated by the unexpected death of Chief Financial Officer David Greenfield in October. Eppinger briefly acted as both CEO and CFO in the wake of the tragedy before former CFO Gene Bullis returned to the role on an interim basis. In Eppinger’s last full quarter as CEO, Hanover’s net income increased by 42 percent year-over-year, to $78.2 million. For more information about The Hanover, please visit hanover.com.

Progressive Names Griffith to Succeed Renwick as CEO Progressive Corporation announced late last week that president and CEO Glenn Renwick will retire after almost 30 years with the company. His successor has been named as Tricia Griffith, currently the Personal Lines COO. Tricia Griffith

“I am truly honored to be named CEO,” Griffith said. “Glenn has been an outstanding leader, mentor and friend and I am committed to building on his legacy and working with our board and management team to continue to fulfill our mission and create value for all of our stakeholders.” Griffith will assume the position on July 1, and join the board of directors at that time. Renwick will stay on as executive chairman of the board. “It has been a privilege to lead this extraordinary organization surrounded by the smartest, most entrepreneurial, and innovative people in the insurance industry,” Renwick said. “Tricia has an outstanding track record in key leadership positions at Progressive over the last 28 years, and I am confident the company will continue to thrive under her leadership. I look forward to continuing to serve the company in my role as chairman.” For more information about Progressive, please visit progressive.com. WISCONSIN INDEPENDENT AGENT

ERRORS & OMISSIONS

WRITING YOUR OWN INSURANCE: WHY AN E&O CLAIM WON’T BE COVERED (AND HOW TO GET IT COVERED) It’s not uncommon for agency principals to own additional entities outside of their insurance business or for agencies to offer commission back to their employees for writing their personal lines policies. Why is this an issue?

What is defined as ownership?

Like many other policies, most E&O policies contain an insured vs. insured exclusion. Generally, the exclusion states that the policy does not cover claims or disputes between insureds under the policy. For example, an agent fails to place coverage for his own property and a claim is made against the agency for failure to obtain the coverage. In that situation, if there was no insured vs. insured exclusion, the E&O policy would then become the property policy that the agent should have procured. This situation creates a potential moral hazard.

Typically, this is an equity interest of 10% or more but may exclude a claim by the enterprise if an insured operates, controls or manages that entity.

Does this mean my agency can’t write its own insurance or the personal lines of its employees? E&O carriers recognize that there are situations where insurance coverage is provided from one insured to another in the agency as part of the normal professional services of an insurance agency and should be covered. Generally, this includes wrongful acts arising from professional services performed by an insured who is the client, provided that the insured rendering the professional services does not own an equity interest in the property to be insured. The solution is to have someone else (who doesn’t have ownership of the insured entity or personal lines policy) within the agency evaluate, write and be the producer on the policy. WISCONSIN INDEPENDENT AGENT

What if the agent also serves on the board of a not-for-profit entity while at the same time placing coverage for that entity? What if the agent is the president or CEO of the not-for-profit? It’s possible that this could meet the exclusion language of “operate, control or manage.” It is possible for an agency insured to provide professional services to another insured client and still have coverage for any resulting wrongful acts that arise out of such services. However, an insured cannot obtain coverage for himself. This is standard E&O language, but you should check with your E&O administrator for specific policy provisions. If you have any questions regarding Insured vs. Insured exclusions, please reach out to me.

> Meggen Gagas (meggen@iiaw.com) is the IIAW’s Director of Agency Services. Adapted from David Thompson’s 2016 article, “How High Should My E&O Limits Be?” David is a CE instructor on a variety of insurance topics throughout the country.

JUNE 2016 | 35

COMMENTARY FROM COUNSEL

ATTENTION:

FEDS ISSUE NEW WAGE & HOUR RULES FOR WHITE COLLAR EMPLOYEES On Monday, May 23, 2016, the U.S. Department of Labor’s Wage and Hour Division issued new, long-anticipated final wage and hour regulations that substantially increase the salary threshold that exempts most white collar workers from overtime pay requirements. The Final Rule on Defining and Delimiting the Exemptions for Executive, Administrative, Professional, Outside Sales and Computer Employees under the Fair Labor Standards Act (FLSA) will automatically extend overtime pay protection to more than 4 million workers during its first year of implementation. It is critical to understand if (and how) the new Final Rule will impact your agency.

Rules may apply to 4 million workers

employer is claiming an applicable white collar exemption). Some types of professionals (namely teachers, attorneys, and doctors) are specifically excluded from the salary basis and salary level requirements. > Third, the employee’s primary job duty must involve the kind of work associated with exempt executive, administrative or professional employees (the “standard duties test”) unless the employee is considered a “highly compensated” worker—in that case, the less stringent “minimal duties test” applies instead.

Background As a general matter, employers are not required to pay overtime wages (additional wages for hours worked in excess of 40 hours in a given work week) to most executive, administrative, and professional employees as long as those employees satisfy three criteria. To determine if an individual is a white collar employee exempt from overtime requirements, the Department has set forth tests for each criterion.

In 2014, President Obama signed a Presidential Memorandum instructing the Department of Labor to update the regulations that apply the Fair Labor

> Second, the salary must satisfy a minimum threshold (the “salary level test”). The salary level test is not the same as a minimum wage requirement—no employee is required to pay any employee a salary specified in the regulations (unless the

36 | JUNE 2016

On July 6, 2015, the Department published a Notice of Proposed Rulemaking in the Federal Register and invited interested parties to submit written comments on the proposed rule by September 4, 2015. As an indicator of the importance of this issue, consider this: the Department received more than 270,000 comments in response to the notice from a variety of interested parties—an average of over 4,500 comments per day.

The Final Rule For more information on these tests (and on the new Final Rule generally), the Department has published “Guidance for Private Employers on Changes to the White Collar Exemptions in the Overtime Final Rule”—an 18-page resource designed to help employers to ensure compliance with the new rules (available at www.dol.gov/whd/ overtime/final2016/general-guidance.pdf).

Notice of Proposed Rulemaking > First, the employees must be paid on a salary basis not subject to reduction based on the quality or quantity of work (the “salary basis test”).

overtime protections remain fully applicable to white collar employees.

Standards Act’s minimum wage and overtime standards to white collar workers. The memorandum directed the Department to streamline and simplify these regulations to the extent possible while simultaneously ensuring that the Fair Labor Standards Act’s

The Final Rule is primarily aimed at updating the salary and compensation levels needed for executive, administrative and professional workers to be exempt from overtime payment requirements. The new salary threshold for these types of white collar employees to be exempted from overtime regulations has been set to equal the 40th percentile of weekly earnings of full-time salaried workers in the lowest wage census region (which is currently the South). Effective December 1, 2016, the salary threshold will jump from $455 per week (or $23,660 for a full-year worker) to $913 per week ($47,476 for a full-year worker). The rule also raises the salary threshold for overtime exemption for highly compensated employees from $100,000 to $134,004 annually (to the annual equivalent of the 90th percentile of full-time salaried workers nationally). Every three years (beginning on January 1, 2020) the salary and compensation levels are set to automatically update to maintain the exemption levels at the respective percentiles listed above. The Final Rule also amends the salary basis test to permit employers to use nondiscretionary bonuses and incentive payments (including commissions) to satisfy up to 10 percent of the new standard salary level for executive, administrative, and professional workers. WISCONSIN INDEPENDENT AGENT

COMMENTARY FROM COUNSEL Compliance is Key This dramatic increase in the salary threshold requirement will impact numerous businesses, including some agencies and also agency clients. The risks associated with violations of the Fair Labor Standards Act are substantial, with a private right of action available in federal court offering damages for back pay, liquidated damages (doubling the back pay award) and attorneys’ fees as a remedies. The onerous civil liability risk has led to Fair Labor Standards Act –based wage-and-hour litigation becoming a cottage industry, with countless filings made each year in large and very small cases. In addition, the Department of Labor has enforcement authority and its own hefty penalties to impose.

Conclusion

As an indicator of the importance of this issue, consider this: the Department received more than 270,000 comments in response to the notice from a variety of interested parties—an average of over 4,500 comments per day.

The new Final Rule is estimated to apply to more than 4 million Americans in a wide variety of executive, administrative, professional, sales, and computer careers and, thus, it is critical to understand if (and how) it applies to your employees. If the new rule applies to your agency, you have a range of options to ensure compliance. You could increase the salaries of affected employees to the new threshold levels, reduce or eliminate work hours for those working more than 40 hours per week, or you could opt to pay overtime as the need arises and hours dictate. For additional guidance > Josh Johanningmeier on the new Final Rule or your agency’s is the IIAW’s General Counsel. Call the Legal compensation practices generally, be sure Services Hotline at (877) you consult with competent counsel. 236-1669.

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2016 PRELICENSING CLASS SCHEDULE Conducted at the State Association Headquarters, IIAW prelicensing classes fulfill the study requirements for life, health, property and casualty. Full course materials — not just an outline — are included with registration. The classes are: Designed to help you pass your state licensing examination. The quickest way to meet the WI education hours requirement. Taught by experienced insurance professionals who know the business. Conducted in a comfortable classroom with free parking. Approved by the Office of the Commissioner of Insurance.

2016 CLASS DATES Life & Acc./Health No May class June 6-9 July 11-14 Aug. 8-11 Sept. 12-15 Oct. 3-6 Oct. 31-Nov. 3 Dec. 5-8

PRICING & CLASS D E S C R I P T I O N S

Property & Casualty May 23-26 June 20-23 July 25-28 Aug. 22-25 Sept. 26-29 Oct. 17-20 Nov. 14-17 Dec. 12-15

To register, click the Education tab on IIAW.com. For WI exam info, visit prometric.com.

NON-MEMBER PRICING: $335 You may also take individual classes. Class descriptions and prices are below. Life & Accident/Health Day One (Monday) 8:30 a.m. - 4:00 p.m. ($80) SECTION A: Principles of Insurance & General WI Insurance Law Ethics Day Two (Tuesday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Life Policies, Terms & Concepts Day Three (Wednesday a.m.) 8:30 - 11:30 a.m. ($42.50) SECTION B: Life Policies, cont. & WI Life Insurance Law Day Three (Wednesday p.m.) Noon - 4:00 p.m. ($42.50) SECTION B: Accident & Health Policies, Terms & Concepts

CLASS SITE/DIRECTIONS The IIAW is located at 725 John Nolen Dr. in Madison, WI. Take the Rimrock Rd. exit (north) off of Highway 12/18 (Beltline), turn right on to John Nolen Dr., then turn right immediately into the driveway. Located near the Alliant Energy Center.

Day Four (Thursday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Accident & Health, cont. & WI Health Insurance Law

Property & Casualty Day One (Monday) 8:30 a.m. - 4:00 p.m. ($80) SECTION A: Principles of Insurance & General WI Insurance Law Ethics Day Two (Tuesday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Property Policies, Terms & Concepts Day Three (Wednesday a.m.) 8:30 - 11:30 a.m. ($42.50) SECTION B: Property Policies, cont. & WI Property Insurance Law

INCLEMENT WEATHER If weather conditions are questionable, use your own judgment regarding your personal safety. However, any missed class time will have to be made up.

HOTEL INFORMATION Students requiring lodging will receive a special rate at the Clarion Suites, 2110 Rimrock Rd. in Madison. Please call the hotel directly at 608.284.1234 and ask for the independent insurance agentʼs discount.

R EGISTER

IIAW MEMBER PRICING: $320 Member pricing given for full class registrations.

FOR

Day Three (Wednesday p.m.) Noon - 4:00 p.m. ($42.50) SECTION B: Casualty Policies, Terms & Concepts Day Four (Thursday) 8:30 a.m. - 4:00 p.m. ($85) SECTION B: Casualty Policies, cont. & WI Casualty Insurance Law Please contact Katie at Katie@IIAW.com for information about multiple registration discounts. The course fee includes all class materials. Materials are distributed on the first day of class. You receive: • The Life & Accident/Health or Prop. & Casualty Insurance Study Manual. • The Intermediaryʼs Guide to WI Insurance Law. • The State of WI Insurance Licensing Candidate Handbook. This provides all the necessary information to obtain a license.

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FOOD FOR THOUGHT WWW.IS25YEARSOLD.COM

The idea of the Internet (global network of connected computers) has been around since 1962 when M.I.T. scientist J.C.R. Licklider proposed a “galactic network” of computers that could talk to each other. Such a network would allow government leaders to communicate even if the Soviets destroyed our telephone system. Remember it was the Cold War and the Soviets had launched Sputnik. The man who invented the World Wide Web – Tim By the end of 1969, just four Berners-Lee. He also created the first web computers were connected to browser and HTML. the ARPAnet, but the network grew steadily during the 1970s. As it grew, however, there was no easy way for the network to integrate into one Internet. Enter Vinton Cerf. At the end of the 1970s, Cerf, a computer scientist, developed a way for the world’s mini-networks to communicate with one another. He called his invention “Transmission Control Protocol,” or TCP. This transformed the Internet into a practical worldwide network. Throughout the 1980s, researchers and scientists used it to send files and data from one computer to another. However, in 1991 the Internet changed again. That year, a computer programmer in Switzerland named Tim Berners-Lee introduced the World Wide Web: an Internet that was not simply a way to send files from one place to another but was itself a “web” of information that anyone on the Internet could retrieve. Berners-Lee created the Internet that we know today. The first web page went live on August 6, 1991, and was dedicated to information on - you guessed it - the World Wide Web project. On April 30, 1993, Berners-Lee put the World Wide Web software in the public domain with an open license to allow the general public to use it. By the end of 1993, there were 623 websites. Early adopters of web technology include Bloomberg.com, MTV and the Internet Movie Database (IMDb). It’s just text and a few links (and kind of boring) but if you want to take a look at a version of the first web page, you can find it here: info.cern.ch/hypertext/WWW/ TheProject.html. For a look at a modern website, go to IIAW.com. Source: History.com, Business Insider & Wikipedia

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